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JAN UARY 2014

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Volume 47 / Issue 1

January 2014

Publisher & Editor In Chief James Hartford james@sportsonesource.com 303.997.7302 Senior Business Editor Thomas J. Ryan tryan@sportsonesource.com 917.375.4699

VP Business Development / East Barry Gauthier barry@sportsonesource.com 774.553.5312

VP Market and Consumer Insights Neil Schwartz neil@sportsonesource.com 561.692.6722

Contributing Editors Aaron H. Bible William H. Kendy Charlie Lunan Matt Powell

VP Business Development / West Barry Schrimsher bschrimsher@sportsonesource.com 503.784.6267

VP Retail Solutions Andy Annunziata andynunz@sportsonesource.com 860.620.9045

Director, Business Operations Renee DeDios rdedios@sportsonesource.com 303.997.7302

Director, Market Research Bethany Ehlert Cooner bcooner@sportsonesource.com 303.997.7302

Digital Marketing Manager Jeremy Freed jfreed@sportsonesource.com 303.997.7302

Chief Information Officer Mark Fine mark@sportsonesource.com 561.615.0240 (x224)

Sales & Marketing Coordinator Ryan Sullivan rsullivan@sportsonesource.com 303.997.7302

Advertising Sales Account Managers Buz Keenan buz@sportsonesource.com 201.887.5112

Editorial & Creative Director Teresa Hartford teresa@sportsonesource.com Senior Graphic Designer Camila Amortegui camila@sportsonesource.com Circulation & Subscriptions subs@sportsonesource.com 704.987.3450 (x7106)

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3

THE SHOW ISSUE JANUARY 2014 RETAIL FOCUS 6 Best Practices for the Retail Floor

14 Outerwear Continues Creative Technical Growth

Build, create and discover urgency to help close a sale.

Increasing competition in outerwear is bringing great benefits

FEATURES

to consumers.

PRODUCT FOCUS

8 Gizmos and Gadgets

26 Hardgoods Manufacturers As Hardcharging As Ever

From optics to cooking, to lightweight clothing and accessories,

Snow sports manufacturers are charging out of the gates for this

to portable energy devices, there's a plethora of very cool stuff

winter’s tradeshow season.

available to retailers.

38 Women’s Run Apparel Options Expand ANALYSIS

The running industry continues to offer more fashionable choices in the

10 How Does Your Goose Get Home?

run apparel category.

Recent announcements by Patagonia, The North Face and Jack Wolfskin illustrate how specialty outdoor brands are harnessing

46 Men Warming Up to Color

the work of animal welfare activists and Greenpeace to drive

While their preference has long been tilted toward grays and a darker

innovation and competitive advantage.

color palette, men are finally getting more adventurous when it comes to choosing color and style in performance apparel.

48 Grassroots Outdoor Alliance Celebrates Two Decades of Growth Started in 1994, Grassroots Outdoor Alliance has grown into a buying group of 47 retailers with 96 stores that generate annual sales of $225 Million. To celebrate its 20th Anniversary, SGB presents a special section highlighting every retail member.

I AM…SGB

78 Ze'ev Feig, CEO, Zensah Cover Photo Courtesy The North Face

4 JANUARY 2014

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R E TA I L F O C U S

Best Practices for the Retail Floor Build, create and discover urgency to help close a sale.

By William H. Kendy

Building Urgency Anyone who has ever sold - be it in retail or on an outbound basis knows the importance of closing a sale. You can be the nicest person in the world, know how to build rapport, know your product inside and out, and the selling process… but if you can’t ink a deal, you are just a professional conversationalist.

Part of the process of closing is to build urgency. You need to get the customer “off the dime” and make a decision. Obviously, we all want to hear a “yes” If we hear a “no” that allows us the opportunity to track back, make sure we know what is important to the customer, and reposition our offering. The last thing we want to hear is, “I need to think about it,” “I need to discuss this with my wife, mom, best buddy, long lost Uncle Joe,” or “I’ll be back.”

Don’t kid yourself. Not many people are really going to think about your proposal or product and certainly won’t agonize over whether they buy your product or not. Out of sight, out of mind.

Sure, some cautious, indecisive customers will actually think about it and a few may come back and buy, but most won’t. Getting an “I need to think about it” response is basically getting a camouflaged “no” and it limits your options.

Why Do Customers Respond This Way? In some cases it is simply because they honestly do have a hard time making and justifying a buying decision. These are people that are constantly on their cell phones looking for affirmation from a third party.

Millennials are constantly on their cell phones to get opinions and reassurance.

Then there are people who have difficulty and are uncomfortable saying no to anyone. They will make up excuses not to be the bearer of bad tidings, put you off and hope you will forget about the whole thing.

In other cases they will “fib” instead of telling you truth. It may be that they don’t want to hurt your feelings or come right out and tell you your product doesn’t fit the bill. We’re all guilty of this.

6 JANUARY 2014

Is It The Right Fit? If customers only want to spend a certain amount of money and you are advocating something more expensive, chances are that they will use the “I have to think about it” excuse to get off the hook.

You have to dig deeper to find out what they really want and that may not necessarily be what you think is the right solution. If you want to stay the course and sell that customer something more expensive, you have to create value and a desire to take action now.

Not Enough Value There is a true distinction between price and value. A $15 hammer may be priced fairly but if it is only worth $12 in the eyes of the customer, they won’t buy it. You can sell a higher priced item if the customer perceives value. Creating value means taking product features and converting them to benefits and explaining how those benefits are important.

Features are what are on the box, what the product is made of, how it is made and all of the other specifications. Material, size, weight and manufacturing processes are all features.

Benefits are what features mean to customers, specifically the customer you are trying to sell.

If you are in the backpacking business

the features of a premium backpack include high-tech durable fabric, top-quality construction, light weight, multiple pockets and fasteners, state-of-the-art hydration system and other amenities that may not be available on other packs.

The benefits are that the fabric is puncture proof and sheds water like a duck. The real benefits to the individual customer is that they can go through the toughest cover and terrain, the worst torrential downpours, and not have to worry about the pack coming apart or survival gear getting wet putting them in a precarious if not life threatening situation.

Furthermore, they have room for gear they don’t need, will never go thirsty and, because of the light weight, they can trek forever and get less fatigued than if they were carrying a heavier pack.

That all culminates in customer peace of mind.

Lastly, they can be the first of their group of backpacker buddies to have the newest and coolest backpack available on the market. Bragging rights come with the sale. People buy by emotion and justify by logic.

Creating Urgency Shopping in your store should be a pleasant, non-pressure experience for customers. Still, if you want to keep the doors

open, you need to move those customers to action. You can’t pay bills based on “Be Backs” and you need to insert a little pressure.

One of the first things to establish is that customers like and want the product. Then it’s a matter of finding out why they are hesitating to commit.

One of the best ways to address this is to reiterate everything that they said they wanted back to them. “You said you wanted an ultra-light weight pack…right?” “You wanted something that was tougher then nails?” “You required a hydration system…correct?” “You said that you needed a ton of pockets for all of your gadgets…” and “You said you wanted this in time for the trip you are taking in April…right?” Then comes the question, “What is missing from this pack that is preventing you from buying it?”

This really isn’t being pushy; it’s just “nudging” your customers a little bit. Retail consultant and author Ron Martin defines nudging as a gentle push to help customers make a buying decision.

“People don’t mind being nudged in a direction they want to go,” said Martin. “Nudging your customer should only be done when you are sure that they want the product.”

At the very least, a nudge will expose the customer’s real objection and it gives you a point of reference. If the customer says it costs more then he wanted to spend today, you have an opportunity to ask questions to define his objections.

How much “more” is it? You may be able to value-add the sale by including some high margin collateral or inexpensive incentive items. Or perhaps there’s a lower priced pack you can show them.

And what does he or she mean by “today?” Can (and will) he buy it next week when he gets paid? A small deposit could hold it. Can he put it on layaway? Does he qualify for special in-store financing?

Distinguish between Situations and Conditions. A situation is something that you can affect, while a condition is not. It is a situation if a customer can’t afford something today but can on payday. It is a condition if the customer is unemployed or has a set amount of money they have been given by their parents for this product. You can’t do much about that.

Try to create excitement and fun by getting customers involved in the moment, painting a picture in their mind of how they are going to use and enjoy

the purchase. Use third party endorsements, published articles as credentials, and experiences of other customers who used that product.

Honestly stack the balance sheet on the purchase side.

Get some momentum going and remember that if someone is consistently saying yes it is hard to switch gears and say no.

There are entire books written on effective sales closes but none of them are worth anything if you are not in the urgency frame of mind and recognize that urgency is the driving force behind your customer’s decision to buy.

Nothing is really going to change in the next few days regarding someone’s ability to purchase. If you’ve established that they like and want the item, and they are qualified to purchase it, there is no time like the present.

We can’t necessarily create urgency, but we can discover it. ■

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PRODUCT FOCUS

Gizmos and Gadgets When it comes to gizmos, gadgets and accessories there is no lack of offerings for retailers. From optics to cooking, to lightweight clothing and accessories to portable energy devices, there's a plethora of very cool stuff available.

By William H. Kendy

Charging Into The Wild For those cold weather enthusiasts who want to get away but stay connected, running out of juice in the outdoors can be aggravating and inconvenient. To stay charged up and wired in the “off– the-grid” backcountry there are some options.

Bushnell Outdoors offers the PowerSync line of nine lightweight portable power products that include both solar and battery devises. Each product is housed in a durable, rubber-armored case built Bushnell to protect the solar panel and onboard Outdoors PowerSync high-capacity lithium-ion battery. The SolarWrap line has advanced amorphous silicon thin film solar technology that performs in less-than-full sunlight, and features a rollable or foldable design offering more solar surface area at less weight. Redundant wiring throughout the solar panel allows each cell to collect energy independently, meaning a damaged cell won’t diminish the overall performance.

The PowerSync battery line includes four products - three featuring high-capacity lithium ion batteries and one that includes four rechargeable AA batteries.

The Power Charger has two USB ports and a field light for nighttime use. Available with a dual battery and two USB outputs or a single battery and one USB output.

The five solar products range in price from $60 to $300, and the four battery products cost from between $55 and $100.

Industrial Revolution has partnered with Swedish company myFC to distribute the myFC PowerTrekk, a portable fuel cell charger, in the U.S. myFC PowerTrekk charges smart phones, cameras and other USB-compatible devices quickly through a clean-energy process triggered by ordinary water. It never needs to be plugged in to recharge.

8 JANUARY 2014

Industrial Revolution myFC PowerTrekk

“Like solar, it actually generates power, yet it does it on demand. This makes myFC PowerTrekk a better fit for emergencies or in locations or times of the day when solar is less than optimal,” said Graeme Esarey, Industrial Revolution’s director of marketing and product development.

The myFC PowerTrekk is fueled with power generating “pucks.” Water is poured into a section of the puck to activate the clean-energy hydrogen conversion process, with no harmful emissions. Within minutes, the unit is ready to produce power for USB-charged devices - smart phones can be powered up from zero to full charge just as quickly as they would be if plugged into an outlet. A single puck charges the myFC PowerTrekk for approximately 2.5 to 3 hours. It also includes a rechargeable lithium-ion battery, which can be initially charged through an outlet, a USB computer port or the unit’s fuel cell with the use of a puck. It comes with cables fitted with three different tips: micro, mini-USB and an Apple compatible tip. Retails for $230 and a three-pack of pucks costs $13.

Goal Zero provides portable solar power systems that power a variety of USB, AC and DC devices anywhere and at anytime including full solar energy systems, solar panes, power packs and accessories; each designed to work in concert with each other.

The Sherpa 100 Power Pack represents the latest in efficient battery technology Goal Zero Sherpa 100 Power Pack

wrapped into a portable, lightweight package. Designed to power all the gear in your kit, the Sherpa 100’s array of ports include ultra-fast, smart USBs for phones and tablets, a 12V port for lights, an innovative port specifically for laptops, and a detachable AC inverter for DSLR cameras. The device recharges from the wall or car – and combined with Goal Zero’s portable line of solar panels, it recharges from the power of the sun. The Sherpa 100 Recharger retails for $350 and the AC Inverter for $50.

Do You See What I See? Nikon’s new Aculon T01 Binocular is compact, bright and portable and weighs less than seven ounces. It combines Nikon’s quality optics with a sleek new look to create a binocular that can be easily taken anywhere. It is available in 8x21 and 10x21.

The 8x model comes in white, blue and orange, while the 10x model comes in black and red.

Nikon Aculon T01 Binocular

Each binocular is built with multilayercoated, Eco-Glass lenses for images that are bright, crisp and full of detail. The ergonomic design features turn-and-slide rubber eyecups that make it possible for the user to position his or her eyes at the correct eye-point and the large central focus knob makes it easy to locate the object being viewed. Retail $70.

You Are What You Wear The Montane Tourbillon Gaiter utilizes lightweight nylon-faced, 3-layer eVent and Granite Stretch waterproof material and is patterned and built to create a gaiter that not only has stretch articulation, but also breathability and water resistance. It features reinforced Raptor UTL kick panels around the rear upper heel to create a tight seal around the boot top and offers a ‘hockey stick’ front Velcro closure system

LL Bean's Power Stretch Gloves

Montane Tourbillon Gaiter

that reduces excess fabric across the top of the boot for comfort. Available in black and weighs 7.4 ounces and is priced at $99.

With a wireless remote, cordless battery and built-in thermostat, ThermaCell Heated Insoles provide continuous warmth for up to five hours and can be used in most footwear and even waders. The water resistant insoles can be customized to fit any shoe size from women’s 4.5 to men’s 13, and are available in small to xx-large.

ThermaCell Heated Insoles

Made of Polartec Power Stretch polyester fabric, they are wind and water resistant. The gloves feature patches on the palms and fingers and double layer cuffs and are machine washable at $30.

For the dyed-in-thewool technical climber Metolius offers a new lightweight ¾-finger lightweight climbing glove.

Made of goat hide leather, this stitched glove is soft and sensitive and provides excellent dexterity and rope feel which allows the wearer to have better control repelling or belaying. The corded nylon back is form fitting and offers a four-way stretch and retails for $27.

Sherpa Adventure Gear felt it made no sense to throw out perfectly good yarn that remained after making Metolius ¾-Finger hats so they utilized the material to Glove produce hand-knit, colorful Rimjhim Handwarmers and Hats. Both are made from 100 percet wool yarn and lined with a soft, itch free 100 percent Polarfleece polyester lining. The “wristlets” weigh 3.6 ounces and the hat comes in at 3.8 ounces and retails for $25.

The hats and are hand knit in Nepal, providing employment for women and their families and the sale of every Sherpa Adventure Gear product benefits the education of Sherpa children.

When paired with the ICEdot app on a smartphone, the system can detect sudden motion changes, forces or impacts, notifying emergency contacts about a potential accident and sending the owner’s GPS coordinates, if its built-in alarm is not turned off manually.

With the addition of HzO’s WaterBlock technology, the ICEdot Crash Sensor can be transported to any outdoor destination without fear of damage from rain, snow or rapids and retails for $149.

Sherpa Adventure Gear Rimjhim Handwarmers and Hat

The high-tech wireless remote gives fingertip control between medium heat (100°F), high heat (111°F), and no heat, all while feet remain comfortable through the use of a built-in thermostat. Each remote features a uniquely coded, highly reliable radio frequency transmitter that is paired to one set of insoles and has a range of seven feet. It can easily attach to zippers and belts or stored in a pocket. The insoles can be recharged in a car and retail for $130.

LL Bean's Power Stretch Gloves for men are lightweight, breathable and form fitting.

ICEdot Crash Sensor

Just For Safety’s Sake ICEdot, an emergency ID and notification service for athletes and outdoor enthusiasts, and HzO, creators of WaterBlock technology which waterproofs electronic gadgets from the inside out, have partnered to bring WaterBlock technology to the ICEdot Crash Sensor - a small safety device that mounts onto any helmet.

“Outdoor enthusiasts such as snowboarders and kayakers are continuously exposed to water. Our partnership with HzO and the addition of WaterBlock technology to the ICEdot Crash Sensor ensures all athletes are protected, no matter the environmental elements they encounter,” said Chris Zenthoefer, CEO of ICEdot. ■

SPORTSONESOURCE.COM

9

A N A LY S I S

How Does Your Goose Get Home?

Recent announcements by Patagonia, The North Face and Jack Wolfskin illustrate how specialty outdoor brands are harnessing the work of animal welfare activists and Greenpeace to drive innovation and competitive advantage.

By Charlie Lunan

For Adam Mott, the revelation came last September when he asked farmers in a Chinese village how they could possibly keep track of who owned which geese in a large flock grazing in a shared field.

“We went to an area with a dozen little houses and geese were everywhere in a common field,” recalls Mott, senior manager for sustainability at The North Face. “In many cases they were treating the animals like pets and letting them roam freely. We asked them, ‘how do you keep track of whose are whose?’ They thought it was a crazy question, because they said, ‘the geese know how to come home.’

And we saw it later that day as they filed back from the field through gates in front of each family’s home. That's when I saw the challenge and the opportunity.”

Mott was referring to the challenge and opportunity of creating an independently certified supply chain for down that – among other things - does not live pluck, force feed or cage birds even though they

10 JANUARY 2014

are ultimately headed to slaughter for their meat.

That Mott would need to travel to rural villages in Hungary and China in 2013 and ask how geese find their way home demonstrates the tremendous lengths to which specialty outdoor brands’ are now going to know their supply chains. It also illustrates the Catch 22 such brands find themselves in after years of championing environmental causes and sustainable business practices. The more they try to live up to their values, the more likely they are to be targeted by environmental, animalrights, labor and other activists. The more transparent they are, the bigger the target on their backs.

Adam Mott, senior manager for sustainability at The North Face

Responding To Four Paws The best example of this may be Patagonia, which has been reporting on its quest for ethically sourced down on its website via The Footprint Chronicles since 2007. That year, the company dispatched employees to Hungary to investigate reports of cruel practices such as live plucking, force feeding, de-beaking and caging as well as concerns over how effluent from down laundering operations is being treated. In 2009, Patagonia required its supplier certify that all down for its products not contain any live-plucked down, but defers to them on the issue of force feeding after being told by its supplier that force-fed geese produce oilier, harder-to-clean down that is not supplied to them.

In late 2010, however, the German animal welfare organization Four Paws, which had helped ban force-feeding in many European countries, accused Patagonia of still using down from geese that were being force fed to produce foie gras. Patagonia responded by sending a second, larger delegation to Hungary where they learned that down from the foie gras industry was still entering its supply chain. Patagonia was working with a new supplier to develop an audit system to certify its supply when Four Paws distributed flyers at Ispo Munich in late January 2012 accusing both it and The North Face of continuing to use down from force-fed geese.

That's not going to come from just one or two of these familyowned farms. It may come from 100 and how are you are going to check all those farms?”

The fact is, however, Feather Industries (Canada) Ltd. already does that for Canada Goose by sourcing the brand’s down exclusively from Hutterite colonies in Canada. Unlike European farmers who make most their money selling geese to the foie gras industry, the Hutterites raise geese for meat, which means they do not force feed their birds. They and most duck farmers in China abandoned live plucking years ago after scientific research showed it caused geese to lose weight and raised feed costs, said Bryan Pryde, president and CEO for Feather Industries.

Live Plucking has been abandoned by most geese farmers because scientists have proven that it slows down the growth of the birds, thereby raising feed costs.

Finally, on November 6, 2013, Patagonia announced it had established its own supply chain and would shift to “100 percent Traceable Down” across its entire collection of down-insulated products starting with its Fall/Winter 2014 collection.

“When we started this process there was nothing in the industry that would certify for non-force fed, non-live pluck and traceability,” said Patagonia’s Social & Environmental Responsibility Manager Wendy Savage. “We didn’t just want to rely on paper trails, or look at isolated parts of the supply chain; we wanted to talk to farmers, workers, we wanted to look at training and management systems in place as well as see the birds and their environment with our own eyes.”

The North Face (TNF) followed up November 14 by announcing it was piloting its own “Responsible Down Standard” in partnership with Allied Feather & Down Corp. and two independent organizations that have done pioneering work certifying sustainable supply chains. Control Union Certifications (CUC) provides third-party certification services to organic food producers, while Textile Exchange (TE) played a key role in establishing standards for organic cotton. Allied Feather, which no longer supplies Patagonia, announced it would demonstrate its own proprietary traceability system at Outdoor Retailer Winter Market in January, 2014.

“This system will allow consumers as well as our retail partners to trace the down fill in their outdoor recreation apparel and camping equipment by lot number all the way back to the part of the world where it was collected,” Allied Feather COO Daniel Uretsky told SGB. The North Face has not committed to a specific date because it’s still so early in the process, said Mott. Like Patagonia, its goal is to set standards for every step in the down supply chain from the hatchery to cut-and-sew factories in China, where workers are at risk of inhaling down particles.

Some Manufacturers Are Skeptical This Can Be Done “I’ve been doing this for 43 years and I can tell you all this down comes from dozens of small farms here and there,” said Gary Schaezlein, founder and owner of Western Mountaineering, a small manufacturer of premium down clothing and sleeping bags that buys down from Allied Feather. "Let's say you use 50,000 pounds of down a year.

“As someone who buys a lot of down, I can tell you it can be done if you only buy and select from certain vendors,” said Pryde, who is now investigating setting up a third-party certification program for Canada Goose. “I personally buy from the Hutterite farms. I take two weeks every year to do that and we inspect every single bag.”

Greenpeace and PFCs Sourcing cruelty-free down is just one of many ethical sourcing challenges facing performance outerwear brands. Four Paws and PETA are both challenging the industry to stop using wool because of mulesing -- the removal of wool and flesh from the rear of a sheep to prevent parasites from damaging their wool. Labor organizations are on the lookout for factories that cheat workers out of overtime or have them work in unsafe conditions.

On December 12, 2013 Greenpeace Germany released “Chemistry for Any Weather – Part II,” which reported that independent laboratory tests showed high levels of perfluorinated chemicals, or PFCs, in outdoor apparel. PFCs are known to disrupt the reproductive systems of animals, but have not yet been proven harmful to humans, although the Environmental Protection Agency is monitoring their use and manufacture closely. In September 2013, Greenpeace commissioned two independent labs to test 15 shells and

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SGBWEEKLY.com The Weekly Digital Magazine for the Sporting Goods Industry FOR ADVERTISING OPPORTUNITIES CONTACT 704.987.34503 A Division of the SportsOneSource Group

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two pairs of gloves to confirm results from earlier studies that showed elevated levels of such substance in stores that carry these products. Among other findings, the tests showed that two jackets made by the German brand Jack Wolfskin contained 6.3 times what Norwegian law will allow starting in June, 2014. A pair of Mammut gloves were found to have 9.5 times the EU limit for another PFC. The findings prompted Jack Wolfskin to announce December 11 that it would accelerate its plans to remove fluorine chemicals from its production process. The German company had already planned to introduce a PFC-free travel collection at Ispo Munich in late January, 2014, but said that due to the Greenpeace study, it plans half of its 2014 Fall/Winter collection to be PFC free.

“We have distinguished ourselves as the first outdoor company with a concrete roadmap until 2020, outlining our plans to move away from fluorine chemicals, ban harmful substances from the supply chain and ensure transparent manufacture among our suppliers,” said Christian Brandt, chief operating officer at Jack Wolfskin.

“And we are working purposefully toward this goal.”

Most global outdoor brands have pledged to search for alternatives to PFCs. In 2011, The North Face reduced the synthetic compounds used to make its Venture Shell and Pants by 50 percent by switching to a waterproof membrane made using castor oil. Still, most technical outerwear brands have yet to commit to a hard deadline for phasing out all PFCs for reasons validated by the Greenpeace study. The study said higher levels of so-called “short-chain” PFC compounds detected during tests indicate the industry is turning to lesser known chemicals that may be both less effective but just as likely to have long-term effects.

“The test chamber analysis shows that these shorter chain compounds are more likely to evaporate from clothing,” reads the report. “Since they are less effective as water repellents, they are apparently being used in greater quantities.”

Greenpeace urged industry and political decision makers to rethink “this misguided approach” of substituting well-known and controversial hazardous chemicals and longer chained volatile PFCs with larger quantities of the lesser-known volatile PFCs. Sustainability As An Engine Of Innovation This underlines the larger challenge facing the industry’s leading brands as they try to balance sustainability, product performance and cost. Today Greenpeace and Four Paws are focused on eliminating PFCs and force-feeding from the supply chain. But what will their goals be two years from now? Greenpeace is already building a case against use of short-chain PFCs although there is no conclusive science that shows they pose a threat to humans. Four Paws has said it won’t relent until all down is washed by segregated laundries and domesticated chickens, ducks, geese and turkeys roam free from cages.

This raises many legitimate questions about the sustainability movement.

After all, why be transparent about your supply chain if your critics are going to use that information to embarrass and possibly injure your brand?

At Patagonia, the answer is because it’s good for the planet. But it’s also clear that Patagonia, The North Face and Jack Wolfskin are harnessing the work being done by Four Paws and Greenpeace to drive innovation and competitive advantage – even if it means traveling to a remote village in Hungary or China to ask a farmer how their geese get back home.

“Up until two years ago, we just bought our down direct with Allied Feather,” Mott said. “Now we are going four or five steps directly into the supply chain and we've taken the approach of looking at animal welfare groups as stake holders.” ■

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14 JANUARY 2014

Outerwear

Continues Creative Technical Growth Increasing competition in outerwear is bringing great benefits to consumers

By Aaron H. Bible

F

rom Atomic to Burton, Mountain Hardwear to Marmot, Dynastar to Montane, and companies everywhere in between, almost every brand now is utilizing advanced fabric and fiber technologies focusing on light weight, stretch and breathability that continue to push apparel and outerwear momentum in consumers' favor.

When just a few years ago only a handful of companies were utilizing such game-changing fabrics as Pertex Quantum, combing durability and extreme lightweight to house a variety of natural and synthetic insulations, now these kinds of ultralight, breathable materials are in nearly every line, both branded and proprietary.

And while natural down and PrimaLoft pretty much ruled the roost when it came to insulation, consumers now have a multitude of waterproof-down options, more synthetics to choose from such as Polartec Alpha, as well as combinations of down and synthetic in the same baffles. That's not even accounting for the dozens of progressive body mapping options coming onto the market, strategically mixing stretch with insulation in fleece, wool, down and synthetic stuffing.

Advanced functionality aside, style and brand story also continue to be key sales drivers. "Let’s face it…people not only want a jacket that is going to protect them from the elements, but they also want to look good," said Bergans of Norway VP of sales and marketing Keith Patterson." And style isn’t all about color. A well thought-out fit is a driving force. Consumers want outdoor apparel that fits not only their lifestyle, but their bodies as well."

Recycled fabrics and Bluesign certification are no longer the keywords coming from manufacturers this season, but Traceable Down is, thanks in large part to Patagonia, as well as the evolving Higg Index of footprint tracking from the Sustainable Apparel Coalition now in use by The North Face (VF Corp.), Columbia Sportswear, the adidas Group and other top players in a massive global outerwear market-system.

Photo courtesy Trew

"Patagonia, REI, The North Face and Prana are all Bluesign partners; that means they are committed to one-day having a Bluesign certified supply chain," said Schoeller textile's Shannon Walton. "Bluesign is the most strict certification in the textile industry worldwide. A lot of brands use Okeotex or other certifications like the Eco-index because it's a whole lot cheaper. As more factories are going for Bluesign certification because in the long run it's very cost effective and allows them to work with these brands - we will hear more about it." According to Walton, Bluesign said the average mill saves $1 million in the first year employing these ecological practices.

Yes, the products have gotten more expensive. But consumers really are getting more versatility for their money, and hopefully more years of use as well, especially given the competitive pressure to warranty these high-tech garments. And with the soaring price of down, the introduction of down-blends may help save money and hopefully increase performance in the long run.

Here's a look at some of the top performers for 2014.

Adidas Outdoor is making a full play into PrimaLoft down blends as well as continuing the Millennial styling and zoned construction the young brand has become known for. The Terrex Climaheat Ice Jacket for men and women at $350 features PrimaLoft Down Gold (70% goose down/30% PrimaLoft) insulation for warmth without bulk in an

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Adidas Outdoor Terrex Climaheat Ice Jacket

athletic fit. Treated hydrophobic goose down is breathable and packable; and there's a partial Cocona lining for moisture management, as this jacket is meant to be put to the test.

PrimaLoft insulated stretch inserts enhance freedom of movement. Also features inner sleeve cuffs, fully adjustable hood, chest zip pocket, differential baffle construction, and the requisite translucent reflective three stripes.

The Terrex Swift Climaheat Frost Jacket, $225 men's; $195 women's, utilizes PrimaLoft Down Silver, (60% duck down/40% PrimaLoft), a durable water-resistant technology with lasting warmth in wetweather conditions. Features an Adidas Outdoor Elasthane drawcord at hem and Terrex Swift Climaheat Frost cuffs and fully adjustable hood Jacket for maximum weather protection; as well as zip hand-pockets and inner security pocket.

The Terrex Skyclimb 2 Jacket for women at $145 features PrimaLoft insulated sections covered with a lightweight nylon woven fabric and Formotion four-way stretch for freedom of movement. Thumb loops, reflective decorative elements and an athletic fit complete the picture. In true new school fashion, the Hiking Long Sleeve Men’s Jacket, $135, features PrimaLoft inAdidas Outdoor Terrex sulation for warmth and comSkyclimb 2 Jacket fort, snap buttons, discreet zip hand pockets and inner security pocket.

Bergans is an example of one of the leading European outerwear brands chomping away at a piece of the North American market. They're launching their Slingsby line of ski touring and mountaineering products at Outdoor Retailer Winter Market, which includes a system of shells, softshells, down pieces, and mid-layers (eight in total for men and women) as well as ski packs (34, 26 and 18 L). The line is named after William Cecil Slingsby, a British alpine mountaineer who helped popularize the sport in Norway in the early 1900s (Bergans was founded in 1908). " At Bergans, we believe in designing apparel that not only

withstands the harshest of environments, but also fits incredibly well. Colors are moving back to subdued tones, but not quite as earthy as they did before. We see a symbiotic use of subdued jewel tones (plums, mid-greens, maroons, deep yellow) matched with pop accents (pinks, bright reds and limes). And these combinations make for striking garments," explained Bergans' Patterson. "With our focus on breathability, we are expanding our use of Toray’s Dermizax NX waterproof/breathable membrane. We are also expanding our use of Pontetorto’s SportSystem with their NoWind windproof fleece in combination with their Techno stretch fleece to make a low weight, minimum pack size insulation layer."

The Storen Men’s and Women’s Jacket, $499, is a lightweight work horse for skiing and climbing. Made of three-layer Dermizax NX waterproof/windproof breathable membrane and durable, two-way stretch nylon outer fabric with laser cut and welded seams, it features a helmet-compatible hood, two-way Radio Link compatible chest pocket, front pockets designed not to interfere with a hip belt, and long underarm vent zips. The Storen Men’s and Women’s Pant, $419, is also made of three-layer Dermizax NX for a supple, waterproof, windproof and breathable membrane specifically developed for ski touring with low weight and minimal packing volume.

Bergans Storen and Uranostind

The Uranostind Men’s and Women’s Ski Touring Jacket, $209, `is a progressive piece made of windproof and water-repellent Pertex Microlight and PrimaLoft Gold Insulation. It’s lightweight/packable, designed for use as a resting jacket and underneath a shell on cold days. It has an extra high collar and extra insulation on the women’s model. Front pockets act as compression pockets and articulated elbows add freedom of movement.

The Slingsbytind Men’s and Women’s Down Jacket, $249, is made of windproof and water-repellent Pertex Microlight, easily compressible as reinforcement or for standalone use on ski tours. The chest pocket functions as a compression pocket and down is mapped for body heat.

The Osatind Ski Touring Pant for Men and Women, $179, is a new softshell, wind and water-repellent fourway pant. Moisture wicking and quick-drying, they feature internal detachable gaiters, front mesh pockets, thigh zips, high-waisted back panels, belt loops, detachable suspenders, zip gussets for adjusting leg widths, and beaconcompatible thigh pockets.

From technical leader Black Diamond, continuing the build-out on its apparel category plan, comes the Front Point Shell, Black Diamond’s most durable three-layer, Gore-Tex Pro jacket. Features include embedded Cohaesive hardware (concealed cord-lock technology bonded directly to the fabric for quick and intuitive adjustments) Black Diamond Front Point Shell

16 JANUARY 2014

zippered hand and chest pockets, an internal stretch media pocket, and twoway armpit vents. It's finished out with expanding chest pockets, adjustable hood and microsuede collar at a weight of 535g.

The new Sharp End Shell is Black Diamond’s lightweight Gore-Tex Pro hooded jacket with an emphasis on packability, yet retaining functionality and durability for extended use in alpine conditions. The Sharp End also features embedded Cohaesive hardware, zippered hand and chest pockets, pit zips and internal stretch media pocket at 455g.

Black Diamond Sharp End Shell

The Induction Shell features hybrid design ideal for alpine climbing, ski mountaineering and other high-output pursuits. It's a minimal design with zippered chest pockets, low-profile stretch-panel cuffs and fully taped construction at 496g.

Black Diamond Induction Shell

The windproof Women’s Flow State Hoody is a lightweight layer designed to maintain a comfortable microclimate

across variable conditions. Three-layer Windstopper Soft Shell fabric provides breathable protection while the form-fitting hood and zippered hand pockets offer further refuge at 360g.

The pinnacle Hot Forge Hoody for men and women is a warm, packable mid-layer as well as easily deployable insurance against sudden temperature drops. The new PrimaLoft Gold Down Blend features 70 percent high-loft, weather-treated goose down and 30 percent ultra-fine PrimaLoft fibers for a compressible, durable fill that’s water repellant and stays warm when wet. With a trim fit and lightweight Pertex Quantum shell fabric, the Hot Forge layers easily while maintaining full range of motion on cold, aerobic days. Features adjustable hood, zip chest pocket, hand pockets, internal drop storage pockets and stretch gusseted cuffs at 460g.

From core mountaineering brand Brooks Range comes the Ultimate Brisa Jacket, $299, specializing in protection and breathability by featuring Polartec Alpha insulation in the body, and Polartec Power Dry in the arms for moisture wicking and movement.

The new Isto Hoody, $250, has a brushed tricot backing to wick moisture from the body. The lightweight, four-way stretch nylon allows the user to move with ease and the addition of a hood keeps the elements at bay.

“Carhartt has been involved with the Outdoor Retailer show since its earliest years of inception," said Carhartt VP of sales, Steve Carter. "OR is Carhartt’s largest tradeshow, that puts us closest in touch with our outdoor retail partners. It also is the one show that brings together our many Carhartt Lumberport Ripstop Pant

business areas under one roof including product design, marketing, retail and sales to meet with our key trade and retail accounts.”

The company's new Lumberport Ripstop Pant, $60, will resonate with outdoor consumers as it resists rips and tears and features proprietary Rain Defender DWR finish and Stain Breaker technology (releases stains in the wash). High-stretch, nylon-lined front ledge pockets are tough and there's a removable nylon utility pouch that can be worn on either the right or left side.

“Making lightweight product that is just as durable as its heavyweight counterpart, but can also withstand all and any elements that mother nature has to offer, Carhartt owns durability when it comes to making gear that works on the job and in the woods and we have some great new lightweight outerwear launching for Fall 2014 with our signature DWR Rain Defender technology,” Carter said.

Industry icon Columbia Sportswear is not only introducing its own down-synthetic blend for Fall 2014, but also is building on its substantial outerwear innovations from last year. The new Parallel Grid Jacket for Men and Women, $250, features

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Columbia Sportswear Parallel Grid Jacket

the now omni-present Omni-Heat thermal reflective liner and insulation, Columbia’s proprietary Omni-Tech waterproof/breathable fabric (seam sealed); as well as alpine features such as pass pocket, media pocket, compatible/removable hood, powder skirt, comfort cuff and more.

Continuing its commitment to versatility, Columbia introduces the Northwest Traveler Men’s Interchange Jacket, $240, again featuring Omni-Heat and Omni-Tech. It has a zip and clip-in Interchange System liner jacket, attached hood, drawcord, zippered pockets, Columbia Sportsawear drop tail and shaped adjustable cuffs. It’s ideal Northwest for the all-around outdoorsman or commuter.

Traveler Men’s Interchange Women get a special layering piece for Fall Jacket 2014 in the Chelsea Station Vest, $120. This Columbia fashion-forward item features Omni-Heat Sportsawear reflective liner and insulation (100 g), water resistant fabric, hand Chelsea Station Vest pockets, tall collar and stylish waistband.

“We are leaders of technical innovation, we are a product driven company. We’re willing to try and sometimes fail to get what we want," said Marmot brand ambassador Jordan Campbell. "That’s what innovation and leadership in the industry takes.”

And according to Campbell, the big story from Marmot this year - in addition to the celebration of its 40th anniversary - is Polartec Alpha insulation (which the company believes has an unprecedented range of comfort for cold weather active use), down body-mapping, and specifically the Megawatt, $300; Weight: 718.7g, hybrid down and active insulation jacket. Lightweight miracle fabric Pertex compliments the water-resistant 800-fill Down Defender in hood and torso. With a DriClime mesh lining, it's the pinnacle of Marmot's years-long effort to achieve moisture transport through Marmot insulation.

Thermo Marmot “The new TRP (Transport Regulate Stretch Megawatt Hoody Protect) system represents a huge step forward in contemporary clothing and layering systems," explained Brian LaPlante, Marmot’s category manager, Outerwear . "TRP is integrated and can be tailored to each individual’s personal needs for their intended end use. The result is an overall layering system that is lighter in weight, more compactable, and has a wider comfort range.”

The Thermo Stretch Hoody, $200, (in the new Mountain Pro Category) features Polartec Power Marmot Stretch Pro sleeves and back, Polartec Power Dry unMisto derarm thermo-regulating panels, attached hood with Jacket integrated vent, flat lock construction, asymmetrical CF zipper, Napoleon chest pockets, and asymmetric cuffs with thumb holes at 496.1g.

The Misto Jacket, $375, is the softshell big gun for the season featuring angel wing movement, asymmetric cuffs, draw cord, storm hood and more. It's made with

18 JANUARY 2014

Polartec Neo Shell, Polartec Power Shield and Polartec Alpha insulation at 770g.

The new Marmot's Men’s Boot Pack Jacket, $275, features proprietary NanoPro two-layer waterproof/breathable fabric, and 100 percent seam taped. Also features PitZips, attached helmet compatiable storm hood with laminated brim and chest/sleeve/ handwarmer/goggle pockets and angel wing movement. "The Boot Pack Jacket brings our NanoPro technology, with its dynamic air permeability, to snowsports - offering superior comfort for backcountry and sidecountry skiing and a moisture transport system better than it’s ever been before." said LaPlante. Adding to Marmot's glove collection is the Cataclysm Undercuff Glove, $100, featuring out-finished seams, DriClime three-dimentional wicking lining, Reinforcement Washable Leather, Polartec Alpha insulation, and palm padding.

UK-based Montane is continuing its two decades of innovation by introducing new outerwear for trail running, fast alpine, climbing, ski mountaineering and the full range of endurance mountain sports.

The technical waterproof/insulated Mountain Hybrid Jacket, $399, is designed for a full range of endurance mountain sports featuring Pertex Shield+ for breathability and 60g PrimaLoft

Silver Eco insulation for packable, fast drying warmth.

Built from the breathable, waterproof, durable eVent lightweight three-layer fabric, the Alpine Endurance Jacket, $499, will be available for women as well as men in Fall 2014. It provides protection and versatility asked for by serious mountain enthusiasts. It has a comprehensive pocket configuration, is technically constructed and allows dynamic body movement and winter layering.

Montane Chonos Ultra Down Jacket

Photo courtesy Montane

The new Chonos Ultra Down Jacket, $439, (800+ Goose down 90/10 250g / certified non-live plucked/non force-fed down), is an ultra-lightweight winter alpine down jacket offering low weight/low bulk weather protection and warmth for cold conditions. Pertex Quantum Y Yarn offers enhanced down-proofness and tear strength, with water repellency added by Super 100 DWR. For those who prefer synthetic, the Alpha 100 Jacket, $284, is extremely packable and highly breathable winter insulation for cold mountain activities. Constructed from lightweight Pertex Quantum Matte and Polartec Alpha 100g insulation throughout.

While in the Outdoor Retailer Winter Market BallMountain room, keep eyes peeled for the ground breaking Flux Hardwear Micro Jacket made with Pertex Classic Eco and PriTorsun Jacket maLoft Silver Eco, $135; as well as the super tough and durable technical mountain Super Terra Pants constructed from Granite and Cordura fabrics, $169.

With 20 years of innovation in the rearview mirror, Mountain Hardwear introduces a full line of outerwear improvements for Fall 2014, with the focus on several key technologies and styles.

The Torsun Jacket for men and women at $350 is the newest piece for high-intensity high-alpine activity, featuring three-layer construction and top-of-theline mobility through articulation. The Torsun features

Mountain Hardwear Minalist Jacket

MH’s Dry.Q Elite waterproof/ breathable technology, helmetcompatible hood with wire brim and weighs in at 1lb, 1oz.

The men’s Minalist Jacket, $400, is a contemporary backcountry ski shell also featuring Dry.Q Elite proprietary W/B technology. There’s a removable powder skirt, three-way hood, athletic articulation and packcompatible pockets. The Shell Pant, $325, is equally as durable with Ripstop 3L Dry.Q Elite GE fabric.

The women’s Barnsie Jacket, $275, adds a stylish pattern to top-notch technology. It features proprieatry Dry.Q Core W/B fabric with Thermal.Q insulation, an attached hood, hand warmer pockets and a full-length center placket with Velcro storm flap.

The company is stoked on its men’s Super Compressor Hooded Jacket, $295, featuring 100gms of Thermal.Q Elite insulation baffled Mountain Hardwear with new construction techniques.

Super Features PU zip hand warmer pockCompressor Hooded ets out of the way of pack or harJacket ness, helmet-compatible hood and weighs just one pound.

Mountain Hardwear’s new Hydra Pro Glove with OutDry waterproof technology and Thermal.Q Elite insulation, offers goat-skin palms and adjustable neoprene cuff, wrap-around finger design and biner loop.

VF’s The North Face has a number of strong offerings for the upcoming season, including building on already well-received proprietary technologies in down, synthetic insulation and fabrics.

The men’s Fuse Uno Jacket, $399, with new FuseForm construction utilizes advanced manufacturing techniques that make it possible to The North weave two material properties into Face Irondome a single fabric. This first-in-its-kind Jacket construction allows for a single piece of Hyvent Alpha fabric and cuts down on the number of seams, reducing weight (average 351g) and bulk while improving performance and durability.

The new men’s Irondome Jacket, $299, is designed to be worn as both a mid- and outer- layer, built with ultradurable, high-tenacity nylon fabric

overlays in high-abrasion areas, and insulated with 700 fill ProDown with an average weight of 450g.

The men’s Fuse Brigandine Jacket, $499; Pant, $399, features HyVent Alpha with FuseForm construction that seamlessly reinforces high-wear areas in this alpine kit.

The women’s Tight Ship Insulated Jacket, $249, is a new athlete favorite available in several colorways and is expected to be a key style for Fall 2014.

The new men’s Quantum Pullover Hoodie, $65, takes the athletic hoodie to a higher level with embossed details, modern lines and durable, pill-resistant stretch fleece.

Bringing to market a new fabric technology, the Trickshot Jacket, $425, and Pants, $350, for men and women from Outdoor Research are ski-focused waterproof softshells that meld an uphill feature set with downhill durability and style. New Pertex Shield+ Softshell, co-developed by Pertex and Outdoor Research, combines a stretchy, durable softshell exterior, a waterproof Pertex laminate, Outdoor Research and a warm grid-fleece backer inside Trickshot into one waterproof and breathable Jacket layer. Jacket details include goggle wipe with tether, removable powder skirt with LockDown technology that integrates with the pants, ThumbDrive wrist closures that integrate with undercuff gloves, an internal Shove-It pocket, and helmet-compatible hood.

In the pants, finer points include an avalanche beacon pocket with clip-in retention, reinforced scuff guards, and stretch-mesh internal gaiters with ski boot power strap slots.

Outdoor Research’s new White Room Jacket and Pants pair a stretchy, waterproof and breathable Gore-Tex softshell fabric with a polyester flannel backing for warmth and comfort on the inside. Unique CrossFlo chest-to-hip zippers on the jacket allow quick ventilation while wearing a pack, and pants feature inner and outer thigh vents. LockDown technology offers a way to connect the removable powder skirt to the pants and ThumbDrive cuff construction on the jacket adjusts the tightness of the cuff or can be converted to a thumb loop for compatibility with undercuff gloves.

Representing Outdoor Research’s next generation in layering technology, the Superlayer Jacket, $225, melds the warmth of a synthetic puffy with breathability and moisture transport, creating a mid-layer that can be worn through a range of coldweather aerobic activities. Construction features Primaloft Silver continuous-filament insulation, which allows insulation to stay Outdoor in place without extensive construction Research techniques and opens the door to pairing Superlayer Jacket fabrics that allow more effective moisture

The North Face Fuse Brigandine Jacket

20 JANUARY 2014

transport. A woven mesh lining wicks moisture while a singleweave stretch-woven softshell face allows it to escape (while providing light wind and weather protection).

Featuring new ALTIheat technology, Outdoor Research said its Gore-Tex Lucent Heated Gloves, $350, have 61 percent more power output than any other heated glove combined with twice as much heated surface area. Other improvements include heating eleOutdoor Research ments integrated into the interior Lucent Heated Gloves fabric rather than wire-based technology, as well as heated areas on both the fingers and back of hand, a fleece palm lining, molded EVA foam knuckles, and abrasion-resistant goat leather on the palms. Customizable settings offer three different heat levels, with battery life of eight hours on low. Rechargeable batteries are located in the underside of the gauntlet. Includes carrying case and three adapters for worldwide use.

For Fall/Winter 2014 Patagonia will continue to focus on quality of craftsmanship as well as its continued environmental leadership.

Patagonia Snow remains an important category and its new campaign, Find Away, is inspired by "early mornings, late nights and the anticipating of the next weather cycle." The PowSlayer Jacket and Pant gets an update for men with a new, lighter-weight Gore-Tex fabric, updated pocket placement and fit. The company is also introducing the new Women's PowSlayer Jacket and Bib. Also new is a selection of snowspecific mid-layers, including the Hybrid Down Jacket, Hybrid Down Vest and Hybrid Fleece Jacket. Lightweight and packable, these products provide warmth, breathability and stretch. Pieces are longer with a slightly relaxed fit.

Patagonia's key technology story for Outdoor Retailer Winter Market is Nano-Air. The new Nano-Air Patagonia Jacket and Hoody deliver the ultimate Hybrid insulation combination - four-way Down Vest stretch plus breathability. By placing Patagonia's new FullRange Insulation, developed by Toray, Patagonia between lightweight PowSlayer Bib durable shell and liner fabrics, the company believes it has created an insulated product unlike anything else on Patagonia Nano-Air Jacket

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Patagonia Nano-Air Hoody

the market. "Alpine climbing is different than most sports in the sense that you are constantly either going full-out or at a complete stop," said Patagonia alpine ambassador Josh Wharton.

"With a traditional high-loft insulation layer you are usually taking the jacket on and off, but with the new Nano-Air Jacket, you can keep it on throughout the day."

Fall/Winter 2014 also marks the first season where Patagonia achieves 100 percent traceability across all down-insulated products. Traceable Down guarantees third-party certified, ethically sourced down from suppliers who do not engage in force-feeding or live plucking. Every Patagonia down garment is an example of supply chain accountability from farm to factory.

In Alpine/Technical, the new Dimensions Jacket uses Gore Windstopper hybridized with stretch-woven soft shell for comfort throughout the day. Other key new products include the Down Shirt - minimalized traceable-down insulation in a 100 percent recycled shell; and the new Fitz Roy Down Parka and Jacket - a fully baffled parka with details adopted from the Encapsil Belay Parka, insulated with 800-fill traceable down in lightweight nylon fabric.

Salomon once again is coming forward with nearly two-dozen new offerings for this year’s buying season. The pinnacle men’s and women’s Soulquest BC GTX 3L Jacket, $600, and Pants, $500 are a highly technical set featuring MotionFit technology and Gore-Tex Pro three-layer protection. The jacket features a relaxed fit, fixed hood, taped seams, cuff with thumb loop and removable powder skirt; snaps in to pant. (Also Salomon available for women at 640 grams.)

Soulquest The Soulquest BC Down Jacket, BC GTX 3L Jacket and $550 men’s and women’s, is a warm, Pants protective big mountain parka combining Smartskin construction (to keep the right insulation in each zone, while moving with you). It’s a high performance backcountry jacket that features a mix of DWR down and fiberfill insulation designed in collaboration with pro skiers. Features include MotionFit technology, Pertex Shield fabric, taped seams, fitted hood, harness and pack compatibility and more at 730 grams.

Another key offering is the men’s and women’s Whitemount GTX MotionFit

Jacket, $600, and Pant, $350, combo, with GoreTex weather protection, PrimaLoft insulation and MotionFit technology. This is a high-performance insulated jacket with efficient moisture wicking and 3D stretch lining. Features a zip-off hood, powderskirt system, taped seams and Advanced skin Active Dry at 900 grams.

Sherpa Adventure Gear’s multi-layer system apparel is second-to-none, pairing authentic high-alpine testing with branded fabrics to bring all mountain athletes something beautiful and trustworthy.

Sherpa’s new Vayu PriMerino base layer collection features PrimaLoft’s new Silver Performance Yarn Merino Wool Blend to create a next-to-skin layer that enhances comfort and dry time. The Vayu Zip Tee, $99, is one of ten styles for men and women in the collection. It features a quarter zip for ventilation, a performance fit and reversed flat seams to reduce chafing. The blend of thin PrimaLoft One and Merino wool fibers is said to dry 20 percent faster than wool does on its own. Sherpa is also introducing PrimaLoft Gold Insulation Down Blend in its Men’s and Women’s Nangpala Hooded Down Jacket $259.

Sherpa uses two eVent fabrics in its new men’s Pertemba Jacket, $399, for the best breathability in a shell for start and stop activities. Key features include removable powder skirt, helmet-compatible hood with one-

Salomon Whitemount GTX MOTIONfit Jacket

Sherpa Adventure Gear Kritipur Sweater Jacket

Sherpa Adventure Gear Vayu Zip Tee and the Gear Nangpala Hooded Down Jacket

handed cinch, and seams/pockets that won’t interfere with a pack or harness.

The limited edition Kritipur Sweater Jacket, $249, combines the tradition and beauty of a handknit wool sweater with the modern insulating power of PrimaLoft One. This collector’s piece helps provide employment to women in the small village of Kritipur, Nepal, where they are knit.

Details include a collared, adjustable hood and internal cuffs to seal in heat.

New for Fall 2014 is the Sierra Designs DriDown Hoody, $199, a lightweight, hooded jacket stuffed with 800-fill hydrophobic DriDown, and a light PU-coating on the inside of the shell to block wind and shed moisture and help draw moisture vapor through the insulation to the exterior of the jacket. A hat-compatible hood fits snugly and cinches with the front zipper.

Sierra Designs DriDown Hoody

22 JANUARY 2014

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Sierra Designs DriDown Rain Jacket

The uniquely designed, 600-fill power DriDown Rain Jacket, $299, features a stitch-free waterproof outer shell welded directly to the liner to reduce bulk and weight. The idea is to keep down insulation dry by preventing moisture from wicking through stitching and to eliminate the need for additional seam tape or a separate W/B shell over top of inner baffling. Noninsulated sides, underarms and hood streamline fit, venting and packability and weighing 19 ounces. “We designed the DriDown Rain Jacket because people have been asking for this solution for a long time,” said Martin Flora, creative director for Sierra Designs. “We listened and built the best answer to cold, stiff rain shells and bulky, heavy insulated jackets.”

Celebrating its 20th anniversary in 2014, SmartWool continues the tradition of apparel innovation utilizing Merino wool. The PhD SmartLoft Full Zip, $230, features a semi-form fit and varying weights of SmartLoft wool insulation to provide warmth and thermoregulation even when wet. A DWR finish makes this mid-layer versatile as outerwear. HyFI knit insets allow for ease of movement and additional breathability; and strategically placed Merino lining manages sweat. Features a center front zipper SmartWool with ski-locking slider, adjustable cordlock at waist, PhD SmartLoft draft flap and chin guard.

Full Zip "We wanted to design a technical mid-layer that could keep us cool when hammering up and warm while soaking in the view at the summit. Wool insulation, with a Nylon DWR, proved to be the solution," said Steve Metcalf, SmartWool global director of strategic communications. "The PhD SmartLoft Full Zip is the perfect combination of insulation, wind-resistance, breathability and low bulk."

From the small-but-worth-noting category in the expanding world of micro-apparel brands, Trew continues its line of fashion forward freeride outerwear with highly technical and beefy styles. The new Tempest Pant, $375, is a freeride women’s waist pant engineered with three-layer waterproof construction (Private Reserve 3L Fabric). Fit is tapered and articulated for a flattering fit and free range of motion. Some Trew details include laser cut and welded pockets with YKK Aquaguard zippers; double-stitched critical seams; 3L double-knit pocket liner; reinforced instep and cuff. Also of note, the Men's Snap Jackorak, $195, is a stylish, technical, classic pullover. It features the same materials as Trew's new Snap Jack, but in a retro pullover pattern perfect for working outside or as a lightweight mid-layer. Made of durable nylon taslan, the textured face has good abrasion resistance with a natural hand and dull finish for timeless style. Features hand warmer pockets, chest pocket and front body pocket.

The Polar Vestige, $180, features the same premium Trew Tempest Pant

materials as the Polar Shift but in an ultra-light pullover vest. Like it’s full zip relative, the Polar Vestige is reversible with a chest pocket and kangaroo drop pocket. (The drop pocket features a reversible zipper and doubles as a stuff sack.) Features 15-denier Nylon fabric with double-ripstop weave and 60g Trew Polar PrimaLoft ONE insulation.

Vestige The Beast three-layer powder shell, $499, is the culmination of years of technical outerwear study resulting in a refined articulation, packaccessible side vents and storage. Tonal PU overlay film accents each zippered pocket and adds durability and a smooth hand to pocket openings.

Features include Private Reserve 3L Fabric (20,000mm H20 Waterproof/20,000g/m2/24hrs Breathable); Dermizax EV membrane with Nylon face with supple Tricot backing; YKK Aquaguard Zippers on all pockets; Vislon on the center front; ergonomic powder skirt with three-point attachment to Eagle Pants; helmet compatible hood; shoulder radio pocket; media wire routing and more. Logos and embellishments are lasercut PU overlay film.

Among other new standouts, the Hunter Jacket is the company's first insulated outerlayer, bringing a new level of warmth, comfort and versatility to the line. It features PrimaLoft Infinity with Private Reserve 2L Fabric.

Award-winning Canadianmade Westcomb is another pioneer of the new PrimaLoft Trew Hunter Jacket Down Gold Blend insulation (70 percent 750-fill power goose down and 30 percent PrimaLoft fibers) and is debuting an all-new collection of parkas at Outdoor Retailer Winter Market. The Subzero line is Westcomb’s first expedition-weight line of parkas, designed for anyone confronting temperatures down to -25 C, from Iditarod racers to the cold-climate urbanite. The line uses a host of industry-leading fabric technologies from Schoeller, Polartec, Pertex and PrimaLoft.

The collection features four men’s styles (including the hiplength Madison Bomber, the mid-length Mission and Expedition Parkas and the knee-length Montage Parka); and the women's Traverse Parka with a mid-thigh regular fit and the slim fit knee-length Sahara Parka. Styles offer different combinations of removable hoods, velour lined pockets and collars, media pockets, adjustable waists and internal elasticized cuffs.

Westcomb is 100 percent made in the U.S.A. ■

©2014 Implus Corporation. Yaktrax® is a registered trademark of Implus Corporation. 12.13

RUN WITH CONFIDENCE THIS WINTER

1.866.YAKTRAX | WWW.YAKTRAX.COM

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Hardgoods Manufacturers As Hardcharging As Ever Scoffing at the seemingly changing weather and equally at the volatile economy, snow sports manufacturers are charging out of the gates for this winter’s tradeshow season.

By Aaron H. Bible

26 DECEMBER 2013

Photo courtesy DPS

R

ocker continues to be the main buzzword in ski and board technology as manufacturers forge ahead and consumers struggle to keep up. That's not to say that everyone isn't in pursuit of the perfect balance of rise, rocker, sidecut, taper, weight and stiffness, and for 2014/2015, every possible combination seems to be on order.

European brands are as strong as ever and are keen on the North American market of emerging up-hill skiers/riders, as well as the stable (but not necessarily growing) frontside crowd. “SIA is a very important and vital component to our sell-in season,” said Dynafit Sales and Marketing Director Jim Lamancusa. “For a backcountry-specific brand in a market with ever increasing focus on backcountry, SIA is the perfect venue to share our technology and innovative design.”

Last year’s concerns about overproduction seem to be less of a front-burner issue due to late spring snowfall in 2013 and a decent early start to the 2013/2014 season. “We’re trying to have more carry-over models, to help retailers a little bit, especially on skis where graphics don’t change,” said Geoff Curtis, Marker-Völkl USA Marketing. “With certain products we’re able to let them know, ‘we’re gonna run this ski for two years.’ The last two seasons really made people think about it a little more.”

“Based on the current weather patterns and the law of averages being in our favor, we've used what we have learned the past few seasons to insure that we're prepared to meet guest needs throughout the course of the entire winter," said Randy Bush, regional manager of Colorado Ski & Golf/Boulder Ski Deals/Colorado Ski & Sports.

"Guest anticipation seems tangibly higher than last year based upon a fantastic finish to the season [last year].”

Marker's Curtis also said it's a matter of getting people fired up on a new technology before they change it again.

“I can tell you that almost all of the consuming public has no real understanding of the overall effect of rocker or the skis turning ability nor what the term really means,” agreed Specialty Sports Ventures Senior Promotions Specialist Kenny Friedman.

"So with that in mind, we - myself as a retailer, the manufacturers, resorts etc. - need to be careful of how much new technology is brought to the public for the sake of technology versus what is best for the end user."

So while there are a number of new technologies coming on the market for 2014/2015 - including new construction techniques, better use of high-tech materials, innovative ski shapes and fivepoint design, more comfortable and lighter boots, pole technology - look for more industry cooperation and an emphasis on consumer education and sell-through as highlights of this winter’s trade shows.

APO was founded in 2003 by Régis Rolland, a snowboard pioneer featured in the legendary trilogy Apocalypse Snow, and who's been shaping snowboards for more than 30 years. APO established itself as a player in the snowboarding industry in France thanks to this expertise, its team riders and recognizable graphics. In 2008 APO became one of the only snowboard brands to reach into skiing, culminating in 2011 when five-time X-Games medalist Sammy Carlson joined its team roster.

APO collections are designed in France and manufactured in Europe.

"The U.S. market is definitely different than in Europe; we listen carefully to our North American team and to the feedback from U.S. retailers and team riders.

For example we had 15 of the most influential U.S. shop retailers over for a week of hardware testing and to share the APO experience last season. We've also been working closely on our lines with our team riders, they've all been a big help," said Cedric Le Cordroch, APO marketing manager. “Sales have been really successful in Europe; we almost doubled our bindings units and we grew by 50 percent in snowboard sales.”

After three years of R&D, APO is releasing the improved and patented Dual Snowboard Binding, giving riders the ability to transition from lift to slopes without having to sit down. This new generation is easy to use with a light feel, giant highback rear opening, sturdy construction and tool-less personal settings. Rocker baseplates allow the board to flex naturally, reducing the impact of bindings on its topsheet.

New products include the Iconic Collection of snowboards. Each board was designed and made for APO pro riders - Sage Kotsenburg, Eero Niemela and Specer O'Brien. Also new is the Kai Park, a twin tip developed by Kai Mahler.

With the introduction of apparel in 2014/2015 Atomic continues its evolution as a skiing company. “We’re pretty fortunate because we work on such a global scale,” said Alpine Commercial Manager Jake Strassburger. “We can dabble in a category and make sure we’re completely driven to provide awesome equipment for skiers everywhere so that we have a relevant place there.”

Atomic will launch its new Memory Fit technology next year through a massive in-store campaign based on the bestselling Hawx 1.0 boot. Atomic took this medium-fit boot and made it even better in the Hawx 2.0 120 (and 100W). Memory Fit creates a completely personalized shell, cuff and liner in 12 minutes in-store.

Power Shift allows forward lean to be adjusted to 13, 15 or 17 degrees as well as +/- 10 flex points for a personalized feel.

Flex area was moved from the side of the shell to the sole of the boot – called Sole Flex, a more natural bending line promoting better balance, feel and control. They also added a lightweight, re-engineered Platinum liner with 3M Thinsulate insulation that wraps around the foot. Sizes: 24.5-29.5, 30.5, 31.5; Flex: 120/100W; Last: 100. The Hawx 2.0 also comes in a 130, 110, 100 and 90 flex on the men’s side and a 90 and 80 flex on the women’s side.

Multi-norm certified, the new Warden 16 Binding is TUV certified to be adaptable to all boot sole types: DIN, WTR, Touring. Strong and precise, the Warden features a low profile chassis, steel housing, freeski brakes and is Walk to Ride (WTR) certified. Features: Oversized platform, Low profile chassis, Steel housing, Progressive transfer pads, Stomp pedal.

Featuring new “HRZN Tech,” the Bent Chetler takes rocker and blends proprietary technologies of ABS sidewall construction with across-ski (horizontal)

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Photo courtesy Nordic Action Sports

rocker. This gives 10 percent more surface area in tip and tail without increasing width.

Features include Carbon Sprocket Power Booster (SPB), a carbon insert laid directly onto the core in front of and behind the binding area, and Powder Rocker (30 percent tip, 40 percent camber, 30 percent tail) for a stable, progressive ski. Sizes: 178, 185, 192; Waist Width: 120mm.

Built on the success of the Automatic’s directional shape, Atomic added two new waist widths of 109 and 102 for 14/15 and made the original Automatic 117 10 percent stiffer for more aggressive skiing. Featuring a 109mm waist, carbon SPBs, powder rocker (25 percent tip, 65 percent camber, 10 percent tail) and a light wood core, the Automatic 109 is for charging on deep days whether in bounds or out. Sizes: 175, 182, 189.

In addition to new skis for frontside and for women, Atomic introduces its Backland series of dedicated backcountry/touring skis. The Backland Drifter’s ultralite wood core, all mountain rocker and carbon backbone make it well rounded for climbing and charging. Sizes: 164, 173, 182; Waist Width: 95mm; Weight: 1550 grams per ski (173cm).

The Backland Descender is available in sizes: 152, 158, 164, 170, 176; with a waist of 78mm and weight of 1250gms per ski (170cm).

For ski mountaineering comes the Ultimate 78, inspired by renowned alpinist Killian Jornet, featuring an ultralight poplar/caruba wood core, All-mountain rocker, carbon laminates for stability and power transfer, and a race tip for fixing skins. Sizes: 164, 170, 176; Waist Width: 78; Weight: 950gms per ski (164cm). The series also includes the Ultimate 65, a lighter weight, narrow-waisted version.

The Multi Fit Powder Rocker Skin features a "Rocker Glide Zone" made from ultrafast ski base material for less friction when tracking in powder. The Grip Zone in the camber area is made from 100 percent mohair for extra grip in all conditions. They are lighter than most skins and reduce water saturation. Atomic also offers high-quality PreFit skins for the Backland Backcountry ski series.

For 2014, in addition to more apparel (hardshells for both men and women), Black Diamond is refocusing their efforts on avalanche safety in their hardgoods category, which, the company said, is "as essential as the skis and boots on your feet." Black Diamond’s Fall 2014 line of avi gear provides protection and performance both for proactive snow study and reactive burial scenarios.

The JetForce Halo 28 airbag pack is the biggest product that Black Diamond will be

28 JANUARY 2014

unveiling at Outdoor Retailer Winter Market: it will be the first avalanche airbag system to use jet-fan inflation versus pressurized canisters. "As backcountry skiers and designers, we looked at the existing technology and saw several areas for improvement. We realized that a new design had to get rid of compressed-gas cylinders entirely, and had to be a lot easier to use. Our solution was the oldest, most proven method of moving air: a fan," said Nathan Kuder, Black Diamond equipment softgoods director.

Weighing 380 grams less per pair than the original Convert, the Black Diamond Carbon Convert is for long-distance tours and weight-conscious backcountry missions that demand technical precision and soft-snow performance. Combining a modern shape with versatile, mid-fat dimensions, the Carbon Convert features Formula One 3D Light Sandwich construction with a prepreg carbon layup and a lightweight paulownia wood core. The rockered tip and tail drastically reduce drag on the skin track and make for playful skiing on the way down. Lengths: 164cm, 172cm, 180cm, 188cm. Dimensions: [180cm] 133-105-117mm. Weight: [180cm] 2.9kg per pair. Features: Versatile 105mm waist; Optimized construction (lightest ski on the market for its size); 5mm beveled ABS sidewalls with Power Edges; SkinLock tail tabs.

A streamlined backcountry ski for big days, the Black Diamond Carbon Aspect combines a classic touring shape with ultralight carbon fiber construction. Ideal for extended tours and ski mountaineering objectives where light weight and technical precision are mandatory, the Carbon Aspect features optimized Flat Sandwich construction with pre-preg carbon layup and a lightweight paulownia wood core. Lengths: 166cm, 176cm, 186cm. Dimensions: [176cm] 127-90-113mm. Weight: [176cm] 2.6 kg (5lb 12oz) per pair. Features: Classic 90mm waist with Semi-Rocker tip and traditional tail; One of the lightest skis on the market (for its surface area); 5mm beveled ABS sidewalls with Racing Edges; SkinLock tail tabs.

The longest probe in the Black Diamond line, the Quickdraw Carbon 320 Probe is designed for ski guides, snow professionals and skiers traveling in deeper snow packs. Updated dual-speed ferrules and a stuffsack that integrates with the probe’s pull cord make for fast, single-pull deployment. High-visibility cm shaft measurements aid in snow study, and the super-stiff carbon fiber construction stands up to daily field work and emergency Black response. Length: 320cm. Weight: Diamond Quickdraw 241g. Features: Non-slip grip Carbon 320 provides secure purchase even with Probe wet gloves; Oversized, durable alloy tip improves probing sensitivity by creating a hole larger than the probe shaft.

A multi-function backcountry tool designed for both daily snow study and fast, effective avalanche response, the Black Diamond Evac Shovel is all about durability and

Blizzard X-Power 810 IQ

versatility. The Evac configures in either standard-shovel or hoe mode from the same attachment point by simply flipping the blade. The shovel’s super-durable anodized aluminum blade is optimized for stomping and chopping hard debris and the telescoping shaft and dual-density D-handle make for compact storage in a pack. An attachment point in the shaft also accommodates a winter saw accessory (sold separately) for branch clearing and treewell extraction. Comes in two sizes/blade volumes: Evac 7, Evac 9. Weight: [Evac 7] 794g (1lb 13oz). Features: Compact telescoping shaft and durable anodized blade; Shovel converts easily into hoe mode from the same attachment point for quick snow removal and excavation; Works with winter saw accessory (sold separately) that attaches to the shaft for wood cutting and treewell extraction; Compact D-handle with comfortable dual-density grip; Evac 9 has larger blade volume for professional use.

With a 35cm serrated steel blade and a compact folding design, the Black Diamond Snow Saw Pro is ideal during snow stability tests and emergency extractions. Thanks to a set of included, interchangeable attachment pegs, the saw attaches to nearly any adjustable Black Diamond ski pole shaft for added reach while cutting columns or sawing through branches.

A classic touring pole that transitions from the winter backcountry to summer trail outings, the Black Diamond Expedition Ski Pole comes in three different models: fixed-length Black Diamond [Expedition 1], two-section [ExSnow Saw Pro pedition 2] and three-section [Expedition 3]. The four-season extended foam grip provides moisture-wicking handling and easy choke-ups; and the aggressive hooking point easily manipulates boot buckles and riser bars. Expedition 2 and Expedition 3 feature the security and quick adjustment of FlickLock. Weight: [Expedition 1] 445g per pair; [Expedition 2] 487g per pair; [Expedition 3] 520g per pair. Features: 100 percent aluminum shafts; Adjustable four-season strap for ergonomic comfort with or without gloves; 100mm Powder Baskets.

The 2014/2015 Blizzard Free Mountain Collection has been fine-tuned and expanded with two new women’s models and three new unisex models but continues to be built upon Flip Core Technology, introduced three seasons ago. It also gets new graphics; Free Mountain Lite skis (backcountry) are more organic showing the wood of the ski, while the Twin Tip skis are mysterious and playful with an artist’s rendering of a Western Black Diamond Expedition Ski Pole cowboy.

The Sheeva, retail $750, (134-104-124) is a soft, playful twin tip ski built for the female powder hound. Lengths: 158, 165, 172, 179.

The Cheyenne, retail $650, (115-78-102) is a narrower-waisted ski that can make quick turns on firm terrain. Lengths: 156, 163, 170.

The new Latigo, retail $700, (115-78-102) has all features found in the Free Mountain Ti collection, like Flipcore and metal, but with a 78mm waist, ideal for the East Coast or Midwest skier looking for a ski that will make quick edge-to-edge turns yet is able to cut through variable snow conditions. Lengths: 156, 163, 170, 177.

The new Spur, retail $950, (144-125-134 at 189 only) is playful, easy to use and ideal for surfing the deep powder. The twin tip

Regulator, retail $600, (127-94-113) is built with no metal and features more rocker resulting in a playful feel without sacrificing stability. Lengths: 165, 172, 179, 186.

Blizzard’s new all-mountain X-Power Series is about performance with the convenience of a ski/binding system, featuring Blizzard’s unique IQ system with 3D Matrix. The IQ System features built-in rails resulting in a better flex pattern and power transmission while reducing vibrations. 3D Matrix is a rocker process that adds a slight rise to the tip and tail resulting in a stable and easy to use ski. Graphics on the collection are clean and classical. The signature model is the X-Power 810 IQ, retail $1050, with an 81mm waist (125-81-108), early rise in the tip and tail, and slight camber under foot. The ski is built for the experienced frontside skier looking for a high performance ski. Lengths: 160, 167, 174, 181. The women’s signature model is the Viva 810X Ti IQ, retail $950, (125-81/108). Lengths: 153, 160, 167.

Utilizing a new approach to ski boot development and design philosophy, Tecnica introduces the Mach1 Series of boots. This medium volume (100mm), high-performance collection starts with the anatomy of the foot and matches the liner and the shell to that anatomy resulting in a precise, supportive, comfortable out-of-box fit. The asymmetrical shape of the toe box matches the shape of the toe area and increased medial side contour brings the shell closer to the arch of the foot. The ankle area is pre-shaped for the navicular bone and the heel pocket offers an increased groove for the Achilles tendon. The Mach1 features a new Custom Adaptive Shape (C.A.S.) Liner Tecnica that mirrors the anatomical shape of Mach1 130 the foot and utilizes pre-shaped Microcell to achieve custom foot shape that then mirrors the shape of the shell. The C.A.S. Liner is easily customizable by a boot fitter by heat stack molding, spot punching, grinding, adding on pre-cut Tecnica Microcell pieces or oven baking. Men's: Mach1 Mach1 130, retail $785; Mach1 120, retail 130 $700; Mach 1 110, retail $600; Mach 1 90, retail $525. Womens: Mach 1 105W, $660; Mach1 95W, $575; Mach 1 85W, $475.

"Our vision has always been to create perfect tools for those who live a life riding mountains, and we're driven by the idea that one perfect run in perfect snow can change your life," said DPS's Erme Catino. "In order to be true to that vision, we need to keep growing. But we want to grow in a sustainable way, keep speaking to that core market.”

The story of DPS's innovation is well told (DPS claims the first Pure prepreg carbon fiber sandwich ski, the first 120mm

Blizzard Sheeva

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powder pintail, transferred the word rocker from surfing to skiing, built the first rockered ski with sidecut), marked this year by the launch of Pure3 construction and Spoon Technology. And for 2014/2015 the company is taking a solid jab into the hard-snow and mountaineering world.

DPS was born in 2005 as a direct-to-consumer micro-brand and is now in about 200 shops on four continents. The company said the Spoon Series is "the fusion of space-age carbon technology and groundbreaking shaping resulting in the world’s most advanced quiver of skis." Look for the new DPS demo van at a ski area near you this winter.

For 2014/2015 the heavily awarded Wailer 112RP, $1299, has been redesigned and refreshed in the 184cm and 190cm lengths with a lower tip and tail rocker profile that increases power and stability in mixed snow without compromising versatility. It combines the loose and early planing of a fully rockered ski with aggressive sidecut and slight camber underfoot. The Wailer 105, retail $1299, is making a comeback with a flatter tail, more rocker in the shovel and damper construction with the Pure 3; it's for those "in between storm" days. "Or alternatively, a powder board for shallower snow climates where greater hard snow/frontside versatility is needed by midday," said Catino. "As DPS Wailer 105, Cassiar 95 and Pure3 construction evolved, we re-imagLotus 138 Spoon ined the resurgence of the Wailer 105 and what the fall line charger could be with a new damper/smoother construction."

The Cassiar 95 builds on last year's 85 front side ski - a family of "hard-snow training wheels that we take very seriously," said Catino. "As skiers we all ride hard snow in anticipation of tuning our technique so we can perform on the deep days. The new Cassiar 95 is designed as the latest all-mountain expression of that pursuit; Pure3 construction is as applicable on hard snow as it is in a big powder shape."

For 2014, the Lotus 138 Spoon incorporates a spooned convex shovel along with a new flex and profile for variable deep snow. “The Spoon was the first DPS ski made in the U.S. factory," said Catino. "Since the inception DPS’ carbon was from the U.S., and in finding 10 different stateside suppliers DPS began to realize they could produce the skis in the states. Initially it was a headache. As DPS scaled up production from a specific ski to the full line they quickly found suppliers who could and couldn’t meet their demands.

Furthermore they learned what they could accomplish in-house, such as high-end finishing, invested in top-of-line tuning equipment and sought out local contractors to build their wood cores. They also had ski tooling and routers built locally. Most importantly, local companies produced DPS’ two ski presses, some of the most sophisticated in the world given the company’s unique shaping and design."

"So after almost a decade of overseas production, and while DPS was still in tremendous growth, the current

factories couldn’t support the sales volume. Faced with finding another factory to supplement demand, Drake and Turner decided that since they learned so much with The Spoon project they would embark on their own," Catino explained. "The duo had years of experience setting up their Chinese predecessors, and in an effort to further develop the construction and protect the intellectual property, the decision was made to move all production of carbon skis to the U.S." Off-piste leader Dynafit introduces its new Denali to round out the high-end range alongside skis Nanga Parbat and Cho Oyo. Denali offers cutting-edge technology and high-tech materials for a surface-to-weight performance ratio previously unmatched, ideal for long downhill runs after grueling human-powered ascents. Features include: Flex Tip; Scoop Rocker; Micro Side Wall; Carbon Speed Stringer; Triple Radius; Tail Rocker/ Pin Tail; and Paulownia Speed Core.

“The strength of the brand comes from the loyalty of the backcountry community. We feel fortunate to have such a strong and increasing presence in both the hard and soft goods part of this backcountry market," said Dynafit Sales and Marketing Director Jim Lamancusa.

"Because Dynafit prides itself on innovation and well-tested design, doing business in the U.S. market has been very rewarding. Our loyal followers and deep association with the backcountry is the fun part of working in the U.S. The growth in the European market is directly coming out of the trends we are seeing in the U.S. market. Race and fitness is the only exception to this rule. We are finally seeing a significant jump in sales and support for the 'Ski Up Hill' movement” The new Powertrack series ushers in Dynafit Denali a new era of all-mountain performance for Dynastar. A new all-mountain design that combines the best elements of freeride and all-mountain technology, Powertrack delivers loose yet powerful all-terrain performance.

The award-winning CHAM series continues to draw acclaim as one of the most versatile skis on the market, and for 2014/2015 gets the addition of a new waist width with the CHAM 117. Featuring lighter weight construction and the unique CHAM profile, the 117 will be a more accessible, powder-centric freeride offering for next season.

Dynastar CHAM 117

30 JANUARY 2014

Dynastar Powertrack

Looking toward its 90th anniversary in 2014, Fischer Sports has retained its identity as an independent family business and become an international skiing icon through a combination of tradition, pioneering and technological advancement.

Fischer is a full-range supplier of both Alpine and Nordic equipment.

The new Fischer Transalp Vacuum TS Lite Alpine Touring Boot features a full Thermoshape liner, Soma-Tec and Vacuum Fit Technology. This new boot is lightweight with a special X-light tour Fischer Sports buckle, 60-degree shaft rotation and original Dynafit Transalp Insert. The result is a tour boot with more freedom Vacuum TS Lite Alpine of movement, better power transfer and exacting fit.

Touring Boot “Our focus is products in this category that are lightweight but at the same time don't give up performance on the descent,” said Director of Alpine Marketing and Product Matt Berkowitz. “In addition to the milestone of Vacuum Fit technology in our new touring boots, we are also using some new constructions in our skis.”

The Fischer (Alp) Tour Series is designed for multi-day tours and long distances.

New Aeroshape construction maximizes weight reduction achieved in all wood types through Air Tec Ti without affecting performance. Concentrated mass means optimum torsion control, and the curved surface prevents snow build up. With an 80mm waist and weight of only 950gms at 163cm, the Fischer Transalp 80 Ski is equipped with Paulownia Air Tec Titanal, Aeroshape and Tour Rocker.

Photo courtesy Liberty

For 2014/2015 industry innovator Head Skis is introducing the new Joy Collection – what they are calling the most high-tech women’s ski ever manufactured. This is accomplished with the use of Graphene, “the world’s lightest, strongest material,” according to Head. The Joy Collection also features Libra Technology, which is a blend of women’s-specific rocker, stability enhancing Intellifibers, and new materials such as Graphene. Graphene is actually tied to the Nobel Prize, is 20 percent lighter than the company’s previous constructions and allows for more exacting weight distribution within the ski, according to Head, leading to better float and control.

Head has added to its Junior line the Raptor 80 Race Boot, bridging the gap between the Raptor 90 and 70, adding a highly reactive, lower flex (80) junior boot with a solid sole that’s cant-able.

Also new is a twin-tip park ski featuring all-new Framewall - patented as the world’s first 360-degree sidewall. Framewall technology enhances durability by wrapping the entire ski with a 3D sidewall that protects from delamination and chipping. It distributes a skier’s edge pressure uniformly to create an even feel while increasing torsional rigidity (and reducing vibration at higher speeds).

Photo courtesy Leki

A Look at Accessories In accessories, Leki is introducing the Micro Tour Stick Vario, $199, as a full-featured, compact, lightweight four-season pole that offers stiffer, stronger, more reliable performance than typically seen in folding poles. Combining high modulus carbon upper shafts with a high-tensile strength aluminum lower shaft, the Tour Stick remains light but resists damage from skis, etc., and adjusts with Leki’s SpeedLock system. Additional features include the new Aergon Thermofoam Tour grip with security strap lined with soft wicking material and a full range of interchangeable basket options.

“We've got new price points and colors in alpine poles; more model options in backcountry poles and especially in poles that crossover from Alpine to BC to AT. New price points have driven previously unseen levels of reorders early in the season so we are feeling plenty of momentum leading into the full-scale ski season," said Greg Wozer, Vice President, Leki USA, Inc. "Early ski area openings across the country have driven sales and enthusiasm. While inventory is down there are still some straggling units that will fill in some needed promotional requests from dealers which will help preserve margins. Buyers will see additional options at both value price points and high dollar levels to help expand choices on our most successful models and features."

"Too often on the sales floor we see and hear that poles are treated with an attitude that 'poles are poles,' which certainly has an impact on the consumer," continued Wozer. "If the shop doesn’t place value on the category, the consumer won’t either…Match up the performance level of their poles to the rest of the equipment purchase. That consumer has just upgraded their boots and skis, maybe even goggle and a helmet, why would you let them out the door without updating their old, beat up poles? Money is being left on the table."

Wozer said grip technology is driving sales as a tangible instore feature. And for Leki, its 60 years of experience in folding poles is starting to catch up to current consumer demand for the technology. ■

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Icelantic Ranger

Icelantic Da’nollie

Denver's Icelantic recognizes its meteoric growth over the last half-dozen or so seasons since its inception, but still considers itself a boutique brand, said founder Ben Anderson.

"We've definitely shown solid growth," said Anderson, who recently took on the job of chief brand officer with Annelise Loevlie taking on the role of CEO. "But we're getting back to our core values. As we've grown we've gotten so many opportunities, so we're just tightening it up as we continue to decide how we're going to grow going forward."

"It continues to be our mission to create cutting edge, extremely durable, high-quality skis in the U.S. right near our offices," added Team/PR Manager Scotty VerMerris. "Having the manufacturing take place nearby our headquarters allows for quality control and a special and close connection to those doing the manufacturing, and thus a special connection and sense of pride in the product itself." It also allows the brand to control its production, making products to order and controlling inventory carefully.

"Icelantic was founded on the principles of wonder and structure," continued VerMerris. "By combining innovation, something unique and different, while still creating something that works and works really well, we can offer products that are unlike anything else on the market that deliver performance in the way we intended."

"One of the main things we've tried to do as a brand, is to take a personal approach to it," said Anderson, "how we deal with our customers, and creating a community around the brand as well."

In addition to the all American manufacturing the company is implementing, Anderson said they're continuing to pursue and develop appeal to a broad range of skiers, particularly the middleaged demographic, whether that skier is located in Chicago, New Hampshire or Colorado.

For the backcountry market, new for 2014-2015 is the Ranger – a backcountry specific ski with “Ochroma Core," a very strong and light balsa wood. There will also be more skinny skis, adding SKNY versions of the Gypsy and Keeper, as well as adding rocker/early rise to its park ski, the new Da’nollie, and making it fatter. Da’Nollie: Changed from 118mm x 88mm x 118mm to 125mm x 95mm x 125mm. Ranger: Lengths: 168cm, 178cm and 188cm; Dimensions: 139mm x 107mm x 126mm.

"We still see the need for options, the need for narrower options along with wide skis," said VerMerris. "We're also seeing the benefits of early rise and rocker tech in all-mountain skis and park/ urban skis, not just powder skis."

K2's new Baseline 2.0 blends shape and rocker/camber profile in a new way, resulting in two distinct lines of skis: Annex - stability K2 Shreditor

based; and Shreditor - maneuverability based.

More tip and tail taper is added as the skis get wider through the line.

The new Annex 118 (Seth Morrison pro model) features similar dimensions as the current year, but with more tip and tail taper for easier entry and exit of turns and modified tip rocker for easier planing. The Shreditor ski line has been redone to include the new Shreditor 92, 102, 112, 120 (Sean Pettit pro model) and 136 (the Powabunga).

They follow the new Baseline 2.0 philosophy with tip and tail tapers, which is very evident on the widest models.

The new women's Potion series features nine lightweight skis with waist widths from 72 to 98mm. Again, Baseline 2.0 drives each ski's top shape and rocker profile.

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The new BackSide backcountry collection carries over removable tip and tail skin grommets and flat tails for ease-ofuse as snow anchors. They also have a new nylon Snophobic topsheet that minimizes ice and snow buildup when touring. The superlight men's WayBack 88 and 96 and women's TalkBack 88 and 96 are good options for the weight sensitive backcountry crowd. With a new La Grave-inspired graphic and new tip and tail taper, the new CoomBack 104 and 114 are the latest incarnation of the Doug Coombs ski.

Next year all K2 Boots will have an Intuition liner, a feature currently coveted by consumers. The men's SpYne 130 and 110 all-mountain boots return with a translucent yellow shell and three available widths (97, 100, 102mm). The solid performing entry-level SpYne 90 is black with red highlights and comes in a 102mm last. The award-winning men's Pinnacle 130 and 110 freeride boots are back in the same colorways but feature a new, wider 3rd buckle. The Pinn 110 (100mm last) is now also available in a High Volume width (102mm). The new white Pinnacle 100 Boot features K2's reliable walk mode without tech fittings. The women's allmountain SpYre collection features lower volume, narrower heels and 15mm lower cuff height. The women's Minaret 100 and 80 - K2's new backcountry freeride boots - are inspired by the Pinnacle 130 with tech fittings, a walk mode and wide third buckle. The Minaret 80 comes without tech fittings but has walk mode and a 102mm last, perfect for ladies new to the backcountry or those looking for a more comfortable boot.

K2 Minaret 100

K2 Potion

The Power 10 Pole uses an all-new teardrop shaped AirFoil shaft design that becomes more efficient with increased speed. The carbon fiber wrapped aluminum pole is light and strong.

For 2014/2015 the K2 World Wide Weapon Snowboard has been redesigned to take twin-tip freestyle to new level of creative freedom with its all-new "Tweekends" for maximum pressing power and stability, and the longest catch-free blend zone.

Also new is the Pow Wow Snowboard, designed for all-terrain women riders with All Terrain Tweekend Baseline.

The new Kwicker Splitboard System is being called "the lightest, fastest splitboard system in the world," 3.3 lbs. lighter than the industry standard and 50-percent faster transitions, according to K2. It's built on a new generation of K2's Clicker binding interface enhanced with technologies in splitboard and boot construction.

One of the main focuses for Kästle in Fall 2014 is its investment in the North American market. “Our product goals for 2014/2015 were to expand our established offerings and to increase our model range by expanding our niche offerings. Specifically with the addition of our first women's specific model, and the addition of the MX98 in our Mountain Cross line, as well as adding to our TX Touring Line,” said Kästle Managing Partner, SiegPhoto courtesy Liberty fried Rumpfhuber. “Our overall brand focus is on keeping Kästle’s inherent characteristics of performance and technology while refining our product Lange Boots introduces the offerings, addressing a wider skier base.”

XC Series: all-new, hiking-capaThere will be two new models in the MX (Mountain Cross) line: MX70 ble, high-performance freeride and MX98. The MX70 is the first women’s specific ski from Kästle, extendboots in a 102mm fit. Expanding the dynamics of the MX range in a 100 percent dynamic on-piste proding on its “Choose Your Width” Lange uct. Dimensions: 118/70/100; Lengths: 144, 152, 160. The MX98 is a uniprogram, XC boots deliver Boots XC90 sex, all-mountain ski filling an absent waist width in the MX line. Features: Lange’s key fit and performance Early Rise tip and increased Hollowtech size (the only Early Rise in MX solutions combined with XT’s line). Dimensions: 132/98/117; Lengths: 174, 184, 194. patented and improved Power The new TX82 Tour Aiguille is a modern AT, backcountry V-Lock to deliver hiking rangetouring ski with early rise, rounding out the TX line in the 80 of-motion with no-compromise to 85mm segment. (Dimensions: 118/82/105; Lengths: 152,162, ski-ability.

172) There’s also a new line of AT tack skins for all the TX Models Liberty is a Colorado-based company that focuses exclusively (TX77, TX82, TX87, TX97, TX107), as well as a cut-to-fit option. on high-performance freeride skis built around bamboo core The XX (Twin Tip) line has updated graphics on the XX80, technology. This renewable material is extremely durable and XX90, XX110 and both junior models XX75, XX85. light, allowing them to offer an industry-leading three-year warFor Fall 2014 La Sportiva continues to emphasize that lightranty. Complimenting the bamboo core is an innovative mix of weight gear is better in the backcountry. With a new ultralight technologies such as Metalcore, a unique titanal insert found in touring ski, as well as a more affordable race ski and boot, La the Variant line, which adds stability and dampening; and HamSportiva is showing that carbon fiber technology goes a long way mer Rocker tip design, a low rise rocker that makes for easy powto providing lightweight, high performing ski gear. der and mixed snow condition skiing without sacrificing perforNew products include: the Syborg Ski, a ski mountaineering/ mance on groomed terrain. race ski at an affordable price; Syb“Our skis are playful and that’s the big difference beorg Boot, drawing on the awardtween us, a North American brand that was born out of winning Stratos series to create an freeriding, and the European brands that dabble in freeride affordable training and racing boot but still are heavily influenced by the European ski racing for serious competitors; and Vapor culture," said Tom Winter, Liberty Skis VP of marketing.

La Sportiva Nano Ski (truly the big news of the Syborg "A lot of those guys can’t escape their race background and season for La Sportiva) using all new Boot their skis, even the ones designed for powder skiing, have Carbon-nano ski construction to that technical race aspect to their performance. Ski racdevelop a modern fat-waisted backing is great, and we love watching the World Cup, but if country ski, retail $1200). The Nano you’re designing freeride skis, the mentality needs to be will be made in the U.S. Kästle MX98

TX82 Tour Aiguille

La Sportiva Syborg Ski

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Liberty Variant 97

completely different. These are tools that need to be fun and playful, not technical and serious.”

Liberty has found a sweet spot between micro-manufacturing and becoming a growing, medium-sized hardgoods brand. “We’re seeing a lot of enthusiasm for non-traditional brands in North America. Good skiers want to ski on skis that are different and unique. And I think that’s healthy for the industry,” said Winter.

New this season is the Variant 97, a stable, carvable speedster complimented by Hammer Rocker technology for precise turn initiation coupled with float in broken snow conditions and powder. The climbing skin compatible Variant is built around bamboo core technology coupled with a titanal insert to create a ski that performs across all conditions and terrain, retail $819.

Dimensions: 132-97-118 at 179; Sizes: 172, 179, 186.

The new Variant 113 CAIC Limited was designed in conjunction with the Colorado Avalanche Information Center (CAIC) and the sale of each ski will benefit the CAIC. With unique graphics, the ski is climbing-skin compatible, has a Hammer Rocker tip profile and HRC 48 Sidewalls. The all-black Electra 4000 base is extremely fast and durable and makes repairs simple, easy and nearly invisible when black P-tex is used, making it perfect for industry professionals such as ski patrollers or other hardcore skiers. Retail $859 - only 100 Pairs available, 186 length).

Dimensions: 145-113-132.

The new Sequence combines performance and playfulness with Stealth Rocker and a tapered tip and tail that makes both carving turns and slashing powder easier; features a bamboo laminate core and optimized camber through the tail. Retail $659. Dimensions: 129-95-118 at 175; Sizes: 168, 175, 182.

The new Eric Pollard designed Magnum Opus (148-124-146) powder ski is made with Line's Cloud Core (Balsa wood with Flax reinforcement) and for a 188cm ski it is incredibly light (approx.

3800gms/pair). The entire Pollard line (Magnum, Mr. Pollard's Opus and Sir Francis Bacon) gets new graphics thanks to the man himself. Also new is the big-mountain freeride Supernatural Series that includes the 115, 108, 100, 92 and 92 Lite. These skis have a new soft rubberlike Elastomer sidewall that absorbs vibration and shock - something we will be seeing on more skis in the near future.

The Sick Day series returns with the new Pollard color-blocked graphics and Line freestyle and park skis return with hot new graphics as well.

The new SPX Binding is the evolution of Look’s award-winning alpine binding technology. The SPX features improved re-centering and shock absorption; increased coupling strength to drive more power into the ski; reduced ramp angles for a more neutral upright stance; improved step-in/step-out functionality; and a substantial reduction in weight.

New from Ride Snowboards is the Alter Ego - a freestyle backcountry shape with options. Lock it up for max tail float, hitting jumps and charging hard, or unlock for a unique flex in big powder turns or surfing. The unique SplitTail design features a trusted and proven tail clip along with Slimewall inlays around the internal edge for added durability. The Helix Snowboard offers balance Liberty Sequence

34 JANUARY 2014

Ride Snowboards Alter Ego and Helix

in the turn with different radii for each, and allows riders to get more out of turns with less effort; features an innovative asymmetric design and hybrid twin shape.

Also new is the Fuse Boot, debuting Ride's new Slime Tongue technology that offers better forward flex, response and rebound with lasting dampening. It features the new FlexLight outsole for better cushioning, dampening and performance along with Tongue Tied Boa closure system for heel hold and customizable Intuition foam liner.

The new El Hefe Ride Fuse Binding features stateBoot and El Hefe Binding of-the-art lightweight carbon Slimeback tech for first-rate response and fluid feel. It also features the ThinFlex ankle strap, AstroGlyde LT ratchets and two levels of Wedgie Footbeds for customization and support.

The Experience and Temptation all-mountain series skis from Rossignol are new for 2014/2015. New waist widths, new lightweight constructions, a longer, more progressive tip profile, and Rossi’s Air Tip technology combine to deliver an elevated all-mountain experience.

Rossignol Experience and Temptation

For one-plankers, the Angus MagTek and Justice MagTek represent Rossi snowboard innovation. These setback twins are all-mountain freestyle boards, featuring a blend of BC Roller, RadCut, and MagTek technologies delivering big-mountain power and playful, smooth float for nextgeneration freeride performance.

With Salomon's long-standing reputation for performance and quality, the alpine ski line has developed with Backcountry offerings Rossignol Angus MagTek

in every category (apparel, protective, boots, bindings, bags, poles, helmets). The Frontside line has also developed to offer top- performing packages. Salomon will continue to focus on boot customization, communicating to consumers through Custom Shell dealer programs from Custom Shell ovens and educational materials to in-store training.

Strong, light and versatile, the Q BC Lab offers a full length, poplar woodcore, CFX Superfiber and honeycomb tip, while its full sandwich sidewall and utility rocker ensure a strong ride down. Lengths:

Salomon Q BC Lab

176, 184. The new Salomon Q-Lab features the guts of Lab race skis optimized for a lighter freeride application built on a Utility Rocker platform. This is the new one-ski quiver of the Salomon Freeride Team. Lengths: 176, 183, 190. The Q-85 is a solid carver on the frontside with the added maneuverability of Utility Rocker to access fresh snow and new terrain on the backside. Lengths: 160, 167, 174, 181. All Q skis (Q115, Q-105, Q-98 and Q-90) feature new graphics.

Three years in development with the Salomon freeride team, the NFX Lab has already won medals in the X-Games, Dew Tour and a slopestyle Crystal Globe. Lengths: 160, 170, 176, 182; Features: Full sandwich sidewalls; Full woodcore; Twintip; Full camber; Pulse pad pro; Jib tech base; XL edges.

The new Warden MNC 13 binding is TUV certified to be adaptable to all boot sole types (DIN, WTR, Touring). The Warden features a low profile chassis, steel housing, freeski brakes and is Walk to Ride (WTR) certified.

The Quest Pro TR 110 Boot delivers fit and performance with lightweight touring convenience and 47-degree range of motion. For freeriders who want downhill performance the Quest Max BC 120 delivers lightweight, exceptional rear-ward support and lateral transmission and 44-degree range of motion for backcountry convenience. Also new are the Quest Pro 130 and 100 W, Salomon’s top performing hybrid boot; the Salomon Ghost FS 90; and Q Vario Carbon, designed with 50 percent uphill and 50 percent downhill in mind.

Founded in 1958 on the principles of “Innovation, Technology and Design,” Scott Sports continues to innovate in every category it touches.

Salomon Q-Lab

New skis for the 2014/2015 season include the Black Majic, retail $900, featuring the new elliptic titanal sandwich construction and torsional stiffness for on-piste performance, inspired by The Ski. The combination of Scott’s 3Dimension Sidecut and a full ski-length wood core provides precision and versatility. Lengths: 157, 167, 177, 184.

The new Vanisher, retail $800, uses the same shape as the award-winning Punisher, but features a Paulownia wood core, giving it a lightweight feel on a wider platform. Lengths: 157, 163, 173.

New boots include the G1 130 Powerfit WTR, retail $750, a state-of-the-art boot with anatomical Powerfit Uppershell, coupled with an integrated walk system and incredible range of motion. Also new is the Cosmos II, retail $800, a four-buckle boot that achieves harmony between light weight and high-level performance. ■ Scott Sports Black Majic and Vanisher

Craft Manufacturers Capture Floor Space at SIA Craft Manufacturers Capture Floor Space at SIA SnowSports Industries America (SIA) unveiled plans for a new addition to the 2014 SIA Snow Show (January 30 - February 2) dedicated to the rising talk of the snow sports world: small, hand-crafted ski and snowboard manufacturers. The Snow Show’s new exhibit called Craft at SIA will give buyers a chance to interact with boutique brands. “’Craft’ is a great term for these brands. Just as craft beer brewers are known for their small batches, attention to detail and unique offerings, the same can be said for smaller ski and snowboard manufacturers,” said David Ingemie, SIA president. “It’s definitely an influential segment that we’ve wanted to include in the Snow Show and get more involved for several years." Craft brands (independent, small ski and snowboard manufacturers) represent about five percent of the hard goods market.

“When looking at the market as a whole, these brands are a small percentage, but their influence is felt throughout the industry as they’re willing to innovate and customize their products based on customer feedback,” said SIA’s Research Director Kelly Davis. The SIA Snow Show plans to showcase dozens of ski and snowboard brands in the new Craft exhibit area. Notice Snowboards will exhibit for the first time at the Snow Show as part of the Craft at SIA in 2014. Other brands that will be featured include Ramp Sports, Marhar Snowboards, L2R Snowboards and more. ■

Salomon Quest Pro 130

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What's New in Nordic

By Aaron H. Bible

Photo courtesy Nordic Action Sports

"It’s definitely an exciting time for Nordic skiing in North America, particularly with the Sochi Olympics in February," said Madshus' Global Brand Manager Chris McCullough.

"This means the opportunity to leverage our team of athletes and validate the many hours of development that has gone into each product. Because our athletes compete on the same products we offer our consumers, their successes in competition can directly relate to a consumer’s decision to purchase their next ski, boot or pole; we’re proud of this fact."

The 100 year-old company this year is launching Madshus eMpower.

"Madshus eMpower converts our state of the art production process to a digital platform that allows consumers and athletes the opportunity to truly customize their performance through their Madshus ski. Stay tuned for the official launch at Outdoor Retailer Winter Market, ISPO, and SIA in early 2014," said McCullough.

Pinnacle products include the Madshus RED Super Nano Skate Boot to ensure optimal power transfer and groundbreaking performance with a precision fit design. A high-stretch flex notch beneath the Membrain Softshell upper enables maximum knee drive and range of motion.

Pinnacle Madshus RED Redline Carbon Skate Skis (with Super Nano Madshus eMpower and available Skate Boot in Plus & Cold constructions) feature a new 3D shape with added stiffness, lighter weight, faster bases and optimal tip splay designed for Plus and Cold models respectively.

The Redline Carbon Classic Ski (made with Madshus eMpower and available in three constructions: Cold, Plus & Zero) is designed for athletes looking to push the boundaries of speed. With dedicated camber lines and tip splay options the Carbon Classic couples a lighter weight design with a radically softer tip and tail for an improved kick and glide. The Nano Carbon Race 100 UHM Pole features increased stiffness for ultimate strength-to-weight ratio in its class. The Contour Champion Strap is built with single-molded construction and a heat-moldable design allows a custom fit. Features: Tungsten Carbide Tip; Madshus 10mm UHM Basket; Cork Race Handle.

Salomon is bringing high performance down to a friendlier price-point with its new RS Skate Ski, which carries the same weight, geometry and base as its top-line S-Lab skis, but in a new universal flex, grind and price range. It also touts its 860gr Lab Carbon Boot as its most technologically advanced boot to date, with a new shell/liner system the company says “will forever change Nordic boot design.”

“We’re putting serious technology in consumer-friendly price points this year,” said Nordic manager Isaac Wilson, adding that advancements in carbon fiber are leading the charge. “As part of this, we’re seeing pretty radical development in our new Carbon Lab boot, S-Lab Pole and new Carbon RS binding.”

These trends also carry over to Atomic’s offerings, where the company is unveiling its new “Skintec” technology in a lightweight, consumer price-friendly category called Skintec Sport Classic. “Boot and ski technology is definitely advancing in lower price points,” said Wilson, who also oversees Atomic’s Nordic brand. “Ease-of-use and convenience are resonating with consumers who want the fun of cross-country without the tech barriers.” Skintec waxless provides the kick and glide of a “perfectly waxed” ski in all snow conditions and temperatures, in an effort to save people time. The company is also emphasizing fit with its new Sport Pro “Live Fit” Skate boot, which “reacts” to foot pressure by expanding up to 5mm during the power phase to accommodate foot spread.

From industry leader Rossignol, fitting between the current X-ium WCS and Delta Course skis, the all-new X-ium Skate and X-ium Classic skis introduce a new Nordic category for the brand. The new X-ium’s will be made in its Spanish factory using the same general process and construction as the X-ium WCS, including flex/camber measurements prior to pairing. This category of skis will allow for lower pricing at retail, offering a new level of performance to Nordic skiers that aren’t prepared to commit to the highest level skis and their price points. ■ Pinnacle Redline Carbon Skate Skis

36 JANUARY 2014

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38 JANUARY 2014

Women’s Run Apparel Options Expand With women becoming the more dominant pavement pounders, the running industry continues to be pushed kicking and screaming to offer more fashionable choices in the run apparel category.

By Thomas J. Ryan

Fall/Winter 2014 will continue to see more bright colors and bold prints for women, with specific attention being paid to the way apparel moves with the body, including both tight and loose fitting styles. In many cases the changes are being driven by a loud call for more versatility - items that can be worn for running but are also suitable for everyday use.

“Because being active has become a way of living, women want their clothes to adapt to their lifestyle; they don't want to go through wardrobe changes for every activity they engage in during the day,” said Nathalie Binda, VP of marketing, Lolë.

For performance, reflectivity continues to be a big seller, especially when it comes to addressing the needs of shorter days in the fall and winter months. But runners are also looking for solutions to manage wind, cold, rain and sweat, as well as the small details such as zippered water-resistant pockets.

Jenn VonHagen, marketing director at 110% Compression, sees the convergence and resurgence of multiple fitness trends like functional fitness, outdoor sports, yoga and sport-specific conditioning influencing the apparel preferences of all athletic consumers, including women.

“Just as consumers are demanding more efficiency and precision in their technical equipment like personal fitness monitors and sport-specific hard goods, they are hungry for highly technical performance garments which include innovation in fabric, fit and construction,” noted VonHagen.

But the starkest change will continue to involve how far the style quotient, influenced by fashion’s runways, will have to rise to match the expected functionality.

“We’re seeing enhanced feminine details in rouching, lace-like features, keyhole openings in tops, and tonal prints that add a flair of differentiation,” sais Kristin Jones, senior merchandise manager for running apparel, at Adidas.

The lace details follow the fashion runway trend toward lace dresses over the past few seasons.

Multiple fabric mixes are also evident across many collections, specifically with a matte/shine contrast that dovetails with the fashion trend of coated jeans, according to Jones.

Prints are also abundant this coming season, with many executed in novel ways, such as on Adidas’ Supernova Mesh Tank, $35. Said Jones, “It’s achieved through engineering the mesh instead of layering on color. It’s a very subtle way to add interest to a piece without overdoing it.”

For cold days, Adidas’ Climaheat Brushed Tights, $100, feature hollow-fiber brushed fleece and brushed fleece detailing on the exterior waistband and ankle cuff.

For color, Adidas is seeing rich pinks and feminine blues for women and reds, oranges and greens for men. Remarked Jones, “This is a great season for color as it’s a World Cup year and this event is taking place in Brazil where color rules!”

Lolë expects to see more lifestyle t-shirt looks in fitness tops, offering a looser feel. “Adding style and pizazz to our bottoms has become a mainstay for activewear; in Lolë’s case, allover prints and placement prints,” added Binda. “All can blend in perfectly with women’s every day

Photo courtesy The North Face

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Adidas Climaheat Brushed Tights

Adidas Supernova Mesh Tank

wardrobe. Workout t-shirts and tops are not as close to body, offering a looser feel; shoulder strap details are inspired by evening dresses – but still made for performing.”

For cold weather running, Lolë offers the Glee Jacket, $180, featuring its Theraglow and Second Skin fabric with a combination of insulation in the front and breathability on the sides for warmth. The Unite Cardigan, $100, made of Lolë’s Bonded Polar fabric, provides warmth when running but can be worn as casual wear.

For inside running, Lolë’s Iroise Tank Top, $50, reflects the trend toward not-close-to-the-body, fashion forward prints. The Velocity Pant, $100, plays up the placement print trend.

At Brooks, Fall 2014 was inspired by the frozen north of Scandinavia with the collection marked by shifting colors and bold color blocking. “Instead of the absolute, easily identifiable hues we’ve seen in

recent seasons, the color palette consists of blue-greens, redoranges and warm pinks set against grays and midnight blue.

Think aurora borealis above a snowy field,” said Tim Wallis, Brooks’ brand color and trend designer. “Even our woodblock print takes cues from a traditional technique. The influence of Scandinavia is everywhere.”

The influence can be seen in the Infiniti Capri in Aurora Woodblock, $68, PureProject 3.5 inch Short in Storm Woodblock, $75, Utopia Thermal Hoodie in Jam/Black, $115, and the Essential Long Sleeve Brooks PureProject 3.5 inch Short Half-Zip in Heather Aurora/Heather Midnight $65.

Maade Seddiki, Brooks’ apparel Brooks design creative director, noted that the PureProject Scandinavia influence not only inspired Shelter Brooks to produce pure, simple, and Jacket sophisticated forms but also an ethic of design. This stipulated that Fall 2014 should be understated and allow the technology to work best when the wearer doesn’t notice it, including woven reflectivity, hidden pockets, tailored finishes, lightweight construction, running touches, and more. A prime example is the PureProject Shelter Jacket in Black, $200.

Lolë Glee Added Seddiki, “The inherent beauty of this Jacket season’s product pleases the eye and the mind.

Clean lines, pure and simple color blocking, and articulated silhouettes dominate Fall 2014.”

At New Balance, the big apparel story for Fall 2014 is its partnership with Polartec to utilize Polartec Alpha technology. Unlike down and existing synthetic insulation batting, Polartec Alpha is a highly stable layer allowing for the use of more open and breathable fabrics on the outer and inner layers of “puffy” style garments. The technology is featured in the Chameleon Jacket that will launch in September 2014 at retail for $150.

“It’s a great versatile jacket,” said Claire Shearman Joyce, running apparel product manager at New Balance. “We’re utilizing Polartec Alpha on the front and back panels and then the woven overlay is wind and water resistant. The synthetic fill has thermal and moisture management properties and offers a combination of lightweight warmth and breathability. The sleeves are a heathered French terry so it offers a great fabric mix that you can run in but it also works well for other outdoor activities.”

Another highlight for Fall 2014 is the Shadow Run Jacket, which borrows the interior graphic from the brand’s Fresh Foam 980 footwear. The graphic is “not only aesthetically beautiful but also aids with moisture management, breathability, and prevents the lightweight jacket from clinging to your skin when there’s moisture on the surface of the skin. The lightweight jacket is also wind and water resistant with “great reflective details.”

Lolë Unite Cardigan

40 JANUARY 2014

Overall, the New Balance color palette is more jewel-toned this season. We continue to pay close attention to reflectivity in our running line, as that is always important, but we execute it in a refined, polished manner so it is not overpowering to the look of the garment.

Oiselle will enter two new categories in Fall 2014 - insulated jackets and a watch collaboration.

"Future trends include using technical fabrics in unexpected ways, bridging the gap between ready to wear and athletic apparel, and going "back to basics" with natural fibers such as wool, cotton, and rayon,” said Oiselle Founder and CEO Sally Bergesen. “Overall, Oiselle does not look to follow or adhere to ‘trend,’ but from us in Fall 2014, you will see modern and edgy styling with bold lines, fabric and texture mixing, and chic running apparel that you'll want to wear on your longest run, at work, or even a night out."

Bergesen believes seamless “is going to be really big,” benefitted by providing a light hand and feel but also its ease of working with graphics. Stretch wovens for movement will also continue to hold appeal.

Many of Oiselle’s tops will also tout inspirational sayings, whether simply 26.3 or Coco Channel’s quote 'If you were born without wings, do nothing to prevent them from growing.' “Our whole brand is about facing fears,” said Bergesen. “But it’s about finding the right balance. You can be beautiful and feminine but you can also be aggressive and it’s okay to be competitive.”

At Craft, a standout for Fall 2014 is the Elite Run Wind Jersey, $120, featuring wind panels and integrated mittens for running in cold and windy conditions. The 3/4-inch front zipper is tilted for extra ventilation. It also offers 36 degrees visibility.

Meagan Nedio, run sales manager, North America for Craft and sister-brand, Karhu, continues to see a strong trend in versatility on the performance side. Craft is extending some of the technologies it uses in cycling, skiing and Nordic activities to run. Said Nedio, “For winter, our windproof stretch jersey incorporates some of our spring/summer fabrics like a super-light mesh next to the skin to help you stay dry. Staying dry is the first step to staying warm.”

Craft, which is known more for its functional pieces, is also offering fashionable hoodies and mid-layer pieces to address the “third place,” or running apparel that also works in social places such as a coffee shop or out with friends. Craft’s Brilliant Visibility Collection will also expand.

At De Soto Sport, a highlight for Fall/Winter 2014 is the Ruche Full Top, $56, designed for fit, stability and fashion, yet also to allow for modesty over the abdomen where some women prefer not to have fitted spandex. It includes two hidden pockets in the shoulder straps large enough to stash gels, credit cards, folded bills or keys.

Following on the popularity of De Soto Sport’s redesigned women's run short, the Women’s Run Capri, $58, made with MicroSurf Stretch fabric similar to a lightweight surfing boardshort material, so it is non-abrasive even when wet. It also has a wrinkle-free sheen, dries fast and drapes comfortably on the body. It also features the brand’s Carrera fabric. The women's run

short, $44, has been brought back with a new feel. “We are manufacturing larger sizes because women of all sizes are getting into running, and we are embracing that,” said Tracy M. De Soto, co-founder and CFO of De Soto Sport. ”We are also noticing that women want color, no longer solid black, regardless of size.”

At Prana, a Fall 2014 highlight is the Mika Top, $60, a burnout jersey shell with a racer back. That’s matched with the Sapphire Legging, $75, a space-dyed stripe performance jersey legging with a wide waistband gusset for comfort. Christian Castellani, Prana’s merchandise director, said that for women’s apparel, Prana continues to see color and the blend of fashion and function carrying over from Spring/Fall 2014. “Consumers want to be confident that the styles they purchase and are going to stand up to whatever the activity they are doing but also look stylish,” said Castellani.

At 2XU, Fall 2014 remains all about color. “This season’s palette represents a cooler, softer range than its summer counterpart, but the tones remain playful and vibrant,” said Fred Hernandez, 2XU’s director of marketing. As runners become increasingly concerned with safety, especially in the fall and winter months, the focus on reflectivity and

2XU G:2 Micro Thermal Jacket and G:2 Sub Zero Tights

visibility appropriately increases, he noted. But for women, function has to come along with fashion.

“Women want apparel that can withstand the most grueling workouts, while still being both comfortable and flattering,” said Hernandez. “Using new fabrics that will fit well, hold shape and give the athlete a performance edge is the guiding factor in product development and innovation."

A highlight from 2XU is the G:2 Micro Thermal Jacket, $170, featuring 2XU’s SMD Thermal Brushed fabric and 5:10 XStretch Fleece with a high neckline for warmth and reflective trims to increase visibility.

A flattering top for all body types, 2XU’s Movement V Tank, $55, is soft and quick drying. The G:2 Sub Zero Tights, $130, plays up SMD Thermo Brushed fabric that keeps heat in, protecting muscles from strain and fatigue while the 5:10 XStretch fabric feeds mobility. Ankle zips for ventilation and high flex knee panels add an extra level of comfort.

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John L.A. Wilson, COO of CW-X in the U.S., sees continued vibrant and bright color stories, including prints in technical, performance apparel, similar to what’s being seen in running and trail running shoes.

Another ongoing trend is anatomically engineered performance apparel designed to move with and support the female body in motion.

But with women driving the growth in running participation, they are looking for more than stylish running and endurance apparel. “It has to look good and perform for them,” said Wilson.

“They want more than just a fabric body covering.”

For Fall/Winter 2014, CW-X is adding prints to its tights and capris at the high end of the line, such as Revolution and Stabilyx, as well as ranges of tones within the same color family, featured

IllumiNite is finding its female customers are responding to its “body conscious” styling, designed to create a flattering, long and lean appearance.

“We also find that our customer is looking to maximize functionality – wicking and breathability features are a must, and so are pockets,” said Meg DeCubellis, IllumiNite’s creative director. “Whether she uses the pockets or not, she loves to have the option. Our customers have also responded to our vibrant color choices and how they maximize style and functionality – we make fluorescent colors pretty; and non-fluorescent colors visible at night.”

A standout for Fall/Winter from IllumiNite is the Reflex Pant that comes in two distinct performance fabrics. One taps IllumiNite’s ThermaGard Knit Fabric, $75, in black and graphite with a brushed interior for warmth and wicking capabilities. The second option, the PowerStretch Italian Knit, $95, offers all the technical performance benefits of a form fitting compression pant.

The Lycra Sport knit prevents the buildup of lactic acid, assists with rapid recovery, protects with UPF 50+ Sun Protection, and is both breathable and wicking. IllumiNite’s signature reflective CW-X Firenz print runs along the entire length of the leg and across the lower back.

Endurance Other highlights from IllumiNite include the Perennial Waterproof Jacket $130, featuring Generator Tight 5,000mm water repellent rating, fully sealed seams, quick-dry lining, back ventilation, easy access pit-zips, side and rear pockets, soft thumb gaiters to keep wind out, and a detachable hood.

The form-fitting Ambition Hoodie, $80, is also constructed from ThermaGard knit with halfzip construction for adjustable ventilation and fully reflective zippers.

At The North Face, women’s running and active apparel for Fall/Winter 2014 is all about color, print, fit and versatility. A highlight is the Reversible Illuminated Jacket, $200, which is woven on one side in neon green, with 360-degree reflectivity for low-light visibility, and knit on the other for a more casual look. Becky Childs, The North Face’s product manager for performance running apparel, added that the wind- and water-resistant jacket also features easy access storage pockets, and muted heathered tones with pockets designed for every day use.

“We also attempted to solve the runners’ probThe North Face lems through design rather than relying entirely on Stormy Trail Jacket technical fabric functionality,” added Childs. "For example, no runner wants to wear a waterproof jacket because no fabric has been designed to breathe fast enough to release the moisture we produce while running, so we redesigned the Stormy Trail Jacket with an internal baffle that keeps air from venting out the bottom and instead forces in the new Endurance Generator Tight. “We're making sure to it out two vents in the back for optimum aircolor-coordinate from head-to-toe so that calf-sleeves, socks, flow and temperature regulation.” tights, capris, shorts, tops and running bras can be merchandised The North Face will also play up muted in a store and/or on a web page as a brand family,” added Wilson. neons, prints on bottoms as well as tops, and “We're expanding our tights, tops, running bras, and socks/ jacquard patterning like on the new Skapri to sleeves collections with new color packages, and launching a new add visual interest.

Stabilyx knee support sleeve featuring our Gore At Puma, the NightCat patented support web technology found in Running visibility collection will be Mythos our Stabilyx tights and capris.” expanded, including a padded vest for men and women in autumn 2.0 GT Gore Running has redesigned its Mythos colseason, as well as more feminine details added to the women’s-specific lection focusing on high visibility during lowNightCat Jackets. Select pieces are made with 3mm reflective thread, light winter months with new neon colors and while others are made with reflective print. Around temperature regula360 degree reflective details. High-visibility is the tion, Puma will offer shorts and tops with ventilation for the fall season, key to confidence for dedicated runners training while in the winter, the apparel features performance wool that acts as year-round. With reflective detailing enabling insulation. the runner to be seen from any angle, Mythos Running jackets will include tech details that keep a runner’s chest 2.0 GT features Lumi Orange, Gore Running’s and kidneys warmer as needed, while others have under-the-arm and answer to neon that it believes will be more apback vents for airflow. An expansion of tights includes all-over graphics pealing for on-the-road or around town. and new colors.

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For style, a key color for Puma will be pool green and Puma NightCat Jacket is expected to add pop to the darker key colors of the season that include grays, blacks and whites. For women, cerise and blue iris will be used throughout with introductions of color pops, graphics and prints.

"For Fall, Puma wanted to highlight the great technology features within our performance and running garments, while also keeping the look and feel at the forefront,” said Tara McRae, VP of strategic planning and brand management. “We understand that women love to look great, but also are striving to purchase pieces that can enhance their workout."

At Saucony, Pat O'Malley, SVP of global product said one major change for the brand is its move to simplify the line into three different classification: Run Dry, for base layers that keep a runner dry; Run Warm, for mid-layers for warmth; and Run Shield, for outer layers that protect a runner from the elements. With many runners tending to head to run specialty stores only to buy footwear, O'Malley hopes the new terminology, which will be spelled out in hangtags, will “give our run specialty retail partners a really easy way to understand the collection so it’s easy for them to get that story across to the runner.”

The collection also pays particular attention to the Saucony The details, including adding an Daybreak envelop thumbhole for added Long Sleeve warmth on the sleeve, with the goal of having a customer feel, “a runner thought of this.”

A standout item from Saucony for Fall/Winter 2014 is the Razor Jacket, $175, which Saucony believes is the lightest waterproof running jacket on the market at 6.5 ounces. The jacket is fully seamless with a wind and waterproof-resistant Flexshell laminate that is “really breathable, really flexible, and really moves with the body.”

Bold prints, including some utilizing ruching technique, emphasize some of Saucony’s style touches. An example is The Daybreak Long Sleeve, $55, which features a super soft and comfortable burnout fabric that boosts breathability, while fun,

graphic prints add personality to the workout.

Jacqueline Turnbull, Ronhill’s design manager, said women are generally more interested in color coordination than men, and enjoy putting together a look that may include matching accessories and looks that are modern, fashionable, and fun. But it’s much harder to fit clothes on women because their bodies range across different shapes.

“The key to selling successful female running apparel is comfort and fit first, then making them feel good in a stylish outfit,” said Turnbull.

“Color is what first draws them to a garment in the store and right now brighter colors and neons are having a Ronhill moment.”

Storm Jacket Fabric hand will often determine whether they move to the next stage of trying on a garment.

“Soft handed, high-quality fabrics is something we really focus on at Ronhill,” said Turnbull. “Technical performance features are important; protection from the wind, rain and cold, small pockets for phone/MP3 devices, keys, etc. In the winter season being seen and staying safe while running at dawn or dusk is just common sense and our new AW14 Vizion range blends high visibility fluorescent colors, retro reflective trims and LED technology to maximize the wearer’s visibility.”

A highlight from Ronhill is the Storm Jacket,$200, a stretch softshell with superb waterproof and breathable qualities. The jacket features a fabric with a lighter hand and feel, as well as reflective tape for visibility and contrast color taping.

Carried over to its Vizion collection on SmartWool the back of the success of the Trail version, PhD Run Divide Vest and the Women’s Vizion Twinshort, $45, offers Tech Tight all the functionality of a stretch woven short with supportive next-to-skin inner short. The Womens Vizion Contour Tight, $60, offers a slightly heavier weight of Powerlite for a more secure feel when worn with an updated, wider waistband for comfort combined with refective taping at the ankles.

At SmartWool, one highlight is the PhD Run Divide Vest, $160, featuring a merino wool lining, windproof front panel, DWR finish, and 360-degree reflectivity. The PhD Run Tech Tight, $125, includes a women'sspecific wide waistband and crotch gusset, knitting method that concentrates merino against ski and nylon elastic against the elements.

Sara Yoder, SmartWool’s women's performance product line manager, sees a huge trend toward consumers looking for apparel that is versatile, which plays to merino wool’s benefits

in cool and warm temperatures. “They want to make sure that if they invest in something, it can be used for multiple activities, and it will also look good enough to show off instead of hiden underneath something else,” said Yoder. “All of our run pieces have our signature Body Enhancing Fit. The design, product details, and colors make them comfortable during use but also look good enough to wear after you're done. They can easily crossover to Nordic skiing, snowshoeing – winter aerobic activities.”

SmartWool is also expanding its Run collection with cool/cold weather options. Said Yoder, “Wearing merino next to your skin, the body doesn't have to work hard to keep itself cool, dry and comfortable - manage sweat, naturally antimicrobial, less lactic acid, lower heart rate, stable core temperature.”

Skins sees an emphasis on high performance fabrics with more streamlined and aerodynamic silhouettes. Details are reduced, finishes are neat and flat, with the focus on pattern and splicing.

“For both men's and women's it is becoming more important to eliminate 'excess' and superfluous details to reduce bulk, enhance performance and provide an overall more premium and sleek look,” said Dani Said, Sr. marketing manager, Skins.

“The focus is on the more technical aspects of the garment, like bonded finishes, and a new premium is being placed on 'multicondition' fabrics that offer features such as superior moisture management, high levels of reflectivity, wind and water proofing, while still being ultra light and breathable to wear.”

Nicole Tierney, director, design and development for Skins, added that winter brights are key to the sports palette, especially ultra blues and vivid oranges paired back with winter whites and grounding grey tones. Graphic color blocking is still strong with a modern feel, incorporating bold panel work.

Key items for women from Skins are the A200 Women's 3/4 Tight – Silver Fox, $90, with full length dominating, complimented by strategic color blocking and pattern. Added Tierney, “Print patterns are strong and powerful, geometrics are key but these are mixed back with reinterpreted animal and floral graphics in new proportions.”

Bringing a futuristic take on the traditional crop, the A200 Women's Crop – Silver Fox, $60, merges intimates shapes with swimwear and active silhouettes to provide support without comprising on look. Also features clean, solid lines and panel work, coupled with mesh detailing for breathability and texture.

Silicon and rubber hardware add detail.

Patrick Crotty, Salomon's apparel merchandising manager, sees bright, bold, warm colors still trending for the core running enthusiast.

“Fun prints and patterns continue to trend, especially in bottoms,” said Crotty. “For the urban running enthusiast there is a definite influence from the training segment. More runners are looking to mix up their run and differentiate their regime with lunges, air squats, or other CrossFit type movements. As a result, running apparel is becoming more versatile and can be worn in an outside or inside gym environment.”

Compression and muscle support is also a key theme as runners

44 JANUARY 2014

are looking for any real or perceived performance benefits their clothing can help them with.

Beyond the strong trend toward reflectivity, other trends include climate control through wind protection fabrics, and waterproof laminates to keep runners warm and dry in the winter months.

“Feminine silhouettes and details also abound, lace fabric trim with performance stretch and recovery characteristics, comfort yoga inspired waist bands, and cut out keyhole backs and halter necklines are trending," said Crotty. “The lightweight trend continues with featherweight fabrics with great performance and packability features along with lightweight minimalist zippers and decorative trims. Multiple pockets for carrying nutritional supplements and water carrying solutions are also trending.”

For Fall/Winter 2014, Salomon is expanding its MotionFit garment pattern engineering to enable unrestricted freedom of movement when running or participating in indoor training activities without compromising fit. It’s also re-branding its proprietary fabrics under the AdvancedSkin label.

Lisa Ferreira, merchandising director of product at Icebreaker, also sees no slowdown in the appeal from women for versatile apparel. “They prefer active tops that look great but not too sporty,” said Ferreira. “The huge yoga trend is leading this. Women have more fashionable options for their active tops without them being so techy.”

Stretch and recovery, softness, breathability/temperature management are all key performance needs. Colors are definitely bright and sporty with unconventional combos of brights with brights, such as yellow with turquoise or magenta.

“We are seeing trends in styling with mixed materials and textures which create a lot of dimension and interest in the garments, especially in mid- layers and outerwear,” said Ferreira.

At Mountain Hardwear, a Fall 2014 highlight is the Super Power Jacket, $90, featuring Wick.Q moisture wicking, front and back reflectivity, fullcenter zipper with chin guard and a zippered rear stash pocket. The Integral Pro Tight, $80, features 60 percent Wick.Q Wool for supreme warmth and 40 percent polypropylene synthetic fabric for moisture-management.

A trend Icebreaker Mountain Hardwear Super Power is seeing build is tradi- Jacket and Integral Pro Tight tional mid-layer categories like fleece moving into lightweight insulation layers made of down or synthetic insulation. In response, Icebreaker’s MerinoLoft collection features a combination of lightweight recycled polyester mini ripstop 70g MerinoLoft insulation made from up to 10 percent reclaimed merino fiber from offcuts from its factories, and 100 percent merino woven fabric.

Said Ferreira, “This combination provides lightweight warmth, is highly breathable, and feels great because it's a natural alternative to synthetic and down options in this category.”

Also in response to the hybrid trend, Icebreaker is introducing new MerinoLoft lifestyle jackets, which are a combination of synthetic polyester overlays with merino/ organic cotton twill, 100g MerinoLoft insulation, and recycled polyester lining. ■

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Men Warming Up to Color While their preference has long been tilted toward grays and a darker color palette, the male runner is finally getting more adventurous when it comes to choosing colors and styling details in performance apparel.

By Thomas J. Ryan

46 JANUARY 2014

Photo courtesy Craft

W

eighing the benefits of safe running over any potential fashion faux pas, men have over the years slowly become more willing to wear fluorescent colors at night. But they’re also becoming slightly more open to brighter color overall. “Men are absolutely on board with more color and interesting necklines,” said Lisa Ferreira, merchandising director product at Icebreaker. “In Fall/Winter 2014, we push men's color a bit with colors like Aegean, Chartreuse, and – shocking Pink!”

John L.A. Wilson, COO of CW-X in the U.S, believes running shoes are setting the tone with more aggressive colors, leading men to become gradually more open to brighter color palettes in their endurance apparel.

“Compared to female athletes they're still somewhat reluctant to wear closer fitting and more anatomically-engineered silhouettes, especially in performance running tights for example,” noted Wilson. “But as performance apparel evolves with more tangible performance benefits, ‘conversion’ of the male athlete becomes a greater opportunity. Endurance athletes are certainly the early-adopters in the high-performance apparel segment.”

Becky Childs, The North Face’s product manager for performance running, sees men looking for more color options in bottoms as seen in a strong response to its Better Than Naked Short.

Geometric prints are coming to men’s running in Spring 2014 and camo prints for Fall 2014. “We've added muted, outdoor colors like forest greens or heather grays to bottoms this season, but we know that prints are starting to take off on men's bottoms in Europe so you may see those in seasons to come,” said Childs.

Kristin Jones, senior merchandise manager for running apparel at Adidas, said younger male consumers are proving to be especially receptive to color, full-body color shorts, and graphics with attitude.

Flo-Lime is IllumiNite’s best selling color in men’s, showing that ‘day-bright’ visibility is important. Said Meg DeCubellis, IllumiNite’s creative director - “In our Fall 2014 collection, we are exploring more vibrant colors such as Electric Blue and Fiery Red. Not only will these colors pop in a retail environment, but also they are attractive colors to wear. Our initial feedback from men on our new line has been very positive.”

For Saucony, citron - also a prominent color in its footwear collection - has received a good response in tops from men because it “doesn’t come across as loud as it used to,” while offering night visibility, said Patrick O'Malley, SVP of global product for Saucony. O'Malley sees men embracing a “more faster, athletic look” driving much of the wider color acceptance.

Color is also a key statement for men from Skins, with ultra

blue being one of the most vibrant and commercial shades in 2014. “We are seeing a definite move to color blocking, anchored back with blacks and metallic’s for men as well,” added Nicole Tierney, director, design and development for Skins.

“The boldest emergence of color for men's over the past year has come from footwear - clashing, bold colors are driving the category and men are loving them.”

Gabe Maricich, men’s apparel product line manager, Brooks Running, admits there doesn’t seem to be quite as much a need for newer silhouettes for men for Fall 2014.

“However, we have seen fits adjust within men’s silhouettes, such as slimmer pants and shorts as well as longer jackets and hoodies,” said Maricich. But like others, Brooks’ men’s apparel lineup is definitely becoming more adventurous in color and print.

“This may be in part because guys now have more options than before,” pointed out Maricich. “We’re seeing more gender-neutral or shared colors.” Still, men remain much more conservative dressers than women.

Meagan Nedio, run sales manager, North America for Craft, believes women, who still gravitate “toward the coolest patterns and brightest colors,” are helping their male counterparts make the shift away from just blacks and grays. “It’s when women go shopping for men that they branch out and then the guys realize what can work for them,” observed Nedio. “Still, it’s always a challenge to find something that’s unique but not too far outside their comfort zone.”

On the other side, men can be even more demanding about performance details.

Skins’ Tierney said that although it’s certainly not in all cases, men can tend to expect products to perform over longer periods of time and sometimes under more intense conditions. Added Tierney,

“Functionality over fashion is still a key driver for men.”

Icebreaker’s Lisa Ferreira, global merchandising director, sees the genders having a slightly different hierarchy around what's important. She said, “For women, the way a fabric feels, how they look in a style, and how comfortable it is is most important. For men, comfort ranks high, but they want this to be meaningful in how much a product weighs, is it breathable, does it wick moisture.”

Jacqueline Turnbull, Ronhill’s design manager, also finds that men “can be quite geeky about the technological aspects of our products,” especially when it comes to useful pockets. But Ronhill has modernized its men’s collections dramatically over the last three years to a strong response.

Greater acceptance of fluorescent has boosted its Vizion collection.“Style, color and fashion are becoming more important and the brighter colors and younger styling has been a big hit in recent seasons. Even print is making a comeback,” said Turnbull.

“The key is combining all the elements for a successful sell-through in store.”

Adidas’ Jones believes men and women are adventurous in different ways. Women will wear more wild all-over prints on top or bottom. Men are a bit tamer with the prints but definitely like graphics with attitude. “Men keep it pretty simple - a top, a bottom and they’re out the door,” Jones noted. “Women are accessorizing and making an outfit, a statement out of their running apparel. They’re DIY-ing their oversized tanks and popping a colorful sports bra underneath. They’re wearing headbands, hair bands, hats and other accessories to make their outfit different from the rest. But they both demand high performance gear with features that keep them safe, dry and warm or cool depending on the season.” ■

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Grassroots Outdoor Alliance Celebrates Two Decades of Growth Grassroots Outdoor Alliance traces its origins to 1994 when a small group of outdoor specialty retailers united to help level the playing field with big-box retailers through joint buying power and shared knowledge. Twenty years later, Grassroots has grown into a buying group of 47 retailers with 96 stores that generate annual sales of $225 million. To celebrate its 20th anniversary, SGB presents this special section highlighting each retail member.

By Charlie Lunan 48 JANUARY 2014

T

he most amazing thing about Grassroots Outdoor Alliance may be that it’s growing.

Since 2007 this unique buying group has added 14 new retailers, an impressive feat given the greatest recession in a generation beginning in 2008 coupled with growing competition from big-box stores, pure-play Internet retailers and even their own vendors.

Grassroots members range from some of the first outdoor specialty retailers to sell on the Internet, to single-location operators with no online presence. Chattanooga, TNbased Rock/Creek and New Orleans-based Massey’s Outfitters earn more than 30 percent of their sales online. In Pinellas Park, FL, Bill Jackson’s Shop for Adventure offers an inside pool for Scuba training, four classrooms and ski deck, but no online sales. Skinny Skis in Jackson, WY, is just beginning to establish SkinnySkis.com as an online dealer of Nordic gear.

What binds these retailers together is a commitment to growing their local outdoor community. In the profiles that follow you will get just a taste of the many things Grassroots retailers do to improve access to the outdoors - from offering free clinics and paid classes, to guiding local Boy Scout troops into the Boundary Waters of Minnesota, to sponsoring trail races and youth leagues, and championing local conservation projects.

“Grassroots helps us be better at making a living doing what we love, in a way that we believe in doing business,” said Wes Allen, co-owner of Sunlight Sports in Cody, WY. “We have been fortunate enough to learn a lot about how to survive and thrive financially as a mom and pop in the current market environment with help from the other retailers and vendors. Our store gives two percent of sales back to our community as a rule, and our partnership with the Grassroots vendors has allowed us to expand our giving and increase its impact.”

As members of a buying group, Grassroots retailers must also have solid credit histories. “We police our own members. If a member starts to falter, we act quickly,” said Roanne Miller, who was hired as Grassroots executive director in 2009. “We've had to discontinue membership with five or six members over the years for payment problems. Several of these retailers ended up closing their businesses within 18 months.”

Grassroots’ value to retailers, however, far transcends its role as a buying group.

“This group has become more than business contacts,” said John Williams, who owns Lafayette, LA-based Pack & Paddle with his wife Becky. “We love Grassroots for the camaraderie we experience with other retailers that face the same challenges as us. We learn so much at shows and meetings and just hanging out with this group, including product trends, gaining insight into how other retailers structure their efforts, marketing ideas and much more.”

Importantly, Grassroots enables retail members to speak to vendors with a unified voice, noted Todd Frank, owner of The Trailhead, which operates two stores in Missoula, MT. “As a single-store small retailer we felt as if our vendors were not hearing or reacting to our concerns about things like direct online sales, distribution choices, fair pricing and all the other challenges we faced in representing the brands and products,” said Frank, who joined Grassroots in 2011. “The united voice also allows us to understand how other retailers are doing when faced with the same situations.”

The formula seems to be working better than ever. Grassroots added five new retailers in 2013 and entered 2014 with 74 vendor partners. Here are their stories.

Half-Moon Outfitters Golden Nugget SUP Race in Mt. Pleasant, SC. Photo courtesy Half-Moon Outfitters

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Alpine Shop, Ltd., d/b/a The Alpine Shop St. Louis, MO Founded: 1973 Joined G.O.A.: 2004 Leadership: Holly Hollenbeck, Founder and Co-owner; Lisa Hollenbeck; Co-owner; Rich Huskey, GM Number of Stores: 4; 1 E-commerce site alpineshop.com 2013 Sales: $5M to $10M - up high, single-digits from 2012; alpineshop.com generated two percent of sales.

What makes Us a Grassroots Retailer: At its core, Alpine Shop is dedicated to "Generations Transformed through Discovery Outdoors." We're dedicated to both the people of our community and to the lands we use for recreation. To the aim of getting people outdoors, Alpine Shop enrolled, for the third year, more than 4,000 registrants for its educational, experiential, and entertainment programs in 2013. That figure includes more than 800 registrations from its most popular effort in the past year, the summer Trail Run Series. Hosted on four consecutive Thursday nights at one of St. Louis' most beautiful state parks in August, the series has quickly established itself as a summer event in just four years. Alpine Shop has also collected nearly 7,000 coats over the past five years during its annual One Warm Coat Drive to kick off its winter season. As an outdoor retailer, we are also dedicated to the wild places that we love to explore.

Alpine Shop has worked to protect these environments by hosting two press conferences in the past year to help with conservation efforts surrounding the Ozark National Scenic Riverways, holding a position on the board of the Ozark Trail Association, hosting river cleanup trips and supporting trail building efforts.

Hopes and Fears for 2014: We hope the economy and employment continue to improve and weather patterns are favorable to our business. We hope political turmoil will subside and the average consumer will have less reason to fear an uncertain future. As for us, we understand that hope is not a strategy. We will be working to improve our e-commerce functionality and profitability; to make the second year of our new Illinois store one of growth and profitability; to bring online several new initiatives including a loyalty program, and improved targeted marketing.

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Appalachian Outdoors, LLC, d/b/a Appalachian Outfitters Peninsula, OH Founded: 1988 Joined G.O.A.: 2009 Leadership: Mike and Karen Leffler, Co-owners Number of Stores: One, 10,500-square-foot retail showroom 2013 Sales: $1M to $5M, up mid, single-digits What makes Us a Grassroots Retailer: We continue to focus on the community, provide premier customer service, and invest in continuous staff training. We work very closely with area animal shelters, hold coat drives for our area’s homeless ministry and shelter, and we are deeply involved in our local scouting community, including chartering a co-ed venture crew within our store. We strive to provide the best equipment and apparel available and never apologize for price. To justify the price of our products, we provide the very best consumer experience in our region. Our goal is to carry the best Photo courtesy Appalachian Outdoors lifestyle and technical products in the industry and to merchandise them in an open, boutique-like atmosphere. We also refuse to compromise when selecting staff, insisting on great customer service, upbeat attitudes, and a strong work ethic.

Hopes and Fears for 2014: It’s becoming harder to find staff with the work ethic we insist upon. We are planning numerous facility improvements in 2014 including resurfacing 24,000 square feet of dedicated parking space, changing our climbing gym fall surface to a solid padded carpet rather than ground rubber, and replacing the carpet in our retail space.

Appalachian Ski & Outdoors State College, PA Founded: 1974 Joined G.O.A.: 2005 Leadership: Geoff Brugler, Principal, Buyer Hardgoods & Softgoods; Jen Arndt, Buyer Softgoods; George Schettler, Store Manager Number of Stores: Moved to current location in 2001 and doubled retail showroom to 12,000 square feet in 2011; E-commerce – AppOutdoors.com.

2013 Sales: n/a, flat with 2012, including sales via AppOutdoors.com What makes Us a Grassroots Retailer: As part of its mission to get people outside and active and increase their appreciation of the natural environment, we are the primary sponsor of the Tussey Mountain Alpine Racing Team and the Banff Film Festival and a co-sponsor of the Rothrock Challenge 30K Trail Race and the Penn State Outing Club to name just a few. We partner with Patagonia to award a grant to a local conservancy that purchases land with stream frontage. Through Free University we offer a series of in-store clinics and each fall we bring in reps from many of our brands as well as local clubs, outfitters, Tussey Mountain and like-minded businesses to help host a Fall Outdoor Expo.

Hopes and Fears for 2014: We will be a more aggressive going into next winter after leaving some business on the table this past winter. We will be into more of a growth mode anyway. The challenge will be structuring orders intelligently. The manufacturers are getting tougher saying they don’t want to make big amendments on orders. But the reps are also feeling some of same pressures as retailers.

They see their businesses decreasing due to manufacturers growing direct-to-consumer sales and so they are more willing to help us structure preseason orders in a way that covers us in a really good year but does not create a liability in a soft year. That’s an interesting new dynamic.

Backcountry North Traverse City, MI Founded: 1978; business acquired in 2000 Joined G.O.A.: 2011 Leadership: Tracy Mayer, Owner & Buyer; Sandy Graham, Owner & General Manager; Susan Graham, Owner & Office Manager acquired the business in 2000.

Number of Stores: Tripled square footage in 2010 by opening its Birmingham, MI store and expanding one of two Traverse City, MI locations to 10,000 square feet to accommodate its selection of apparel, camping, climbing, footwear, hiking, paddlesports and other gear.

2013 Sales: n/a What makes Us a Grassroots Retailer: Backcountry North has endeared itself with local outdoor enthusiasts by providing a venue to share their exploits. It hosts slide shows for local adventurers and uses the winning photograph from its annual photo contest on the cover of its catalog.

Its mid-December Ladies’ Night with wine and chocolate, and Men’s Night with pints have become a highlight on the holiday calendar for many local outdoor enthusiasts. In February, Sandy Graham leads “The Dunes of Doom,” a nocturnal snowshoeing trek through the Sleeping Bear Dune timed to coincide with a full moon.

Backcountry Essentials Bellingham, WA Founded: 2006 Joined G.O.A.: 2013 Leadership: Chris and Erica Gerston, Co-founders; Dan Carlson, Manager Number of Stores: 1 - expanded from 1,800 to 3,100 square feet of showroom space in 2010. Added shopping cart at BackcountryEssentials.net in November, 2013.

2013 Sales: Under $1M, up low single-digits.

What makes Us a Grassroots Retailer: Backcountry Essentials and Grassroots share many of the same goals, promoting recreation as a form of mental health within our communities, and conservation of our natural and recreational resources. We have proudly helped sponsor events to benefit local environmental, conservation, education, and recreational groups such as Conservation Northwest, Whatcom Land Trust, the Northwest Weather and Avalanche Center, and ASAP (Alpine Safety Awareness Program). We have worked with business marketing students from Western Washington University as they applied theoretical principles to real situations. We have helped youth groups by donating and discounting equipment for their programs. Other events we have enjoyed sponsoring range from bouldering competitions, to movies about bear ecology, to seminars and classes on avalanche safety. BCE also offers a variety of workshops and seminars.

Hopes and Fears for 2014: Hopes for 2014 include a plan to expand our ski department beyond our core of backcountry brands into the alpine world as well as the new shopping cart we recently added to our website. Both of these ventures will be very exciting for us and include a lot of planning which is one of our favorite aspects of our business. And of course, we just joined Grassroots, so I’m

Employee Josh Atkins Photo courtesy Backcountry Essentials

looking forward to learning a lot more from the other 46 businesses.

Fears include the usual about the economy and the weather. Also, the outdoor industry seems to be struggling with its identity. Is it about profit at any cost and competing for the bottom dollar? Or are we climbers, skiers, hikers, boaters, family campers, etc., who are lucky enough to make a living doing what we love to do?

One of our hopes in joining Grassroots is to join their collective voice in persuading the industry to stay out of sales outlets that don’t care about small Mom and Pop shops, and encourage vendors to remember that the outdoor industry and their brands were pioneered by specialty shops long before online sales, box stores, and direct sales.

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Bill Jackson, Inc., d/b/a Bill Jackson’s Shop for Adventure Pinellas Park, FL Founded: 1946 Joined G.O.A.: 2007 Leadership: Bill Jackson, Founder; Darry Jackson and Doug Jackson, Co-owners Number of Stores: 1 - Originally an army surplus store, Bill Jackson’s occupies 38,000 square feet at its current, five-acre location.

The building includes an indoor pool for scuba diving and paddling instruction, an indoor shooting range, four classrooms, and a ski deck.

2013 Sales: $5M to $10M, up mid, double-digits thanks to surging gun and ammo sales, which led to record sales in November.

What makes Us a Grassroots Retailer: We do a lot of stuff to get people outdoors like kayak and SUP trips. We teach scuba diving in our indoor swimming pool, let people try our skis on our snow

Employee Bruce Evensen instructing his weekly fly tying class.

Photos courtesy Bill Jackson, Inc.

deck, let people test pistols in our indoor pistol range and do fly casting on the lake in the nearby park. We take paddlers on an annual tour of holiday lights. When we hosted our annual inline skate (from Darry Jackson’s house) in mid-December, 74 people showed up. We work with Tampa Bay Watch to clean up Tampa Bay and rebuild oyster beds and fisheries. This has established our store as an important venue for the outdoor community. The four local ski clubs hold one-to-two meetings a year and draw several hundred people. Three local kayaks clubs meet here monthly. Fish and game officials ask to use our classrooms when they need to reach out to the local outdoor community. When the BP Oil spill occurred, the U.S. government brought in speakers to talk with local hotels and restaurants.

Hopes and Fears for 2014: We hope to add 1,500 square feet of show room for SUPs and other merchandise we currently sell.

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Employee Brent Long

Black Creek Outfitters Jacksonville, FL Founded: 1983 Joined G.O.A.: 1999 Leadership: Joe Butler, III, Owner; Amanda Godwin, Buyer & Manager; Matt Hite, Marketing & Instruction Number of Stores: 1, 14,000-square-foot location 2013 Sales: $1M to $5M, up four percent What makes Us a Grassroots Retailer: The difference at Black Creek is our knowledgeable staff. Our staff includes people who are doers and users of the products we sell. We can advise you on what you need based on when and where you are going, what you are going to do, and the answers to a number of other questions which will help us frame the right recommendations for you.

When we don’t know the answer to a question or issue, we have a network of outdoor industry sources, friends and other customers’ knowledge and experiences to fall back on.

Hopes and Fears for 2014: The Outdoor industry is maturing and just like that old product life cycle chart you study in marketing, a lot of vendors are having a tough time maintaining their status as a cash cow. Many are on the decline within specialty as they have “outgrown” the specialty distribution. We are looking for vendors that are trying to maintain the value of their brand as they grow. We are looking for partners who value our strengths as a high service channel. We are their Apple stores.

Photo courtesy Black Creek Outfitters

Photos courtesy Buffalo Peak Outfitters

Buffalo Peak Outfitters Jackson, MS Founded: 1986 Joined G.O.A.: 1998 Leadership: Bob McCain, Founder & President; Dave Edmonson, Buyer; Elizabeth Montambault, Buyer Number of Stores : 1, Closed second, 3,200-square-foot store in Oxford, MS in 2013 after 9 years.

2013 Sales: $1M to $5M, up low, single-digits.

What makes Us a Grassroots Retailer: BPO has sponsored trail runs to help fund local trail maintenance, partnered with Horny Toad to host after-hours fundraisers for our community’s animal rescue shelter and hosted Backpacker Magazine’s Get Out More Tour. It has used Facebook to promote Twitter chats with our

brands, and local civic organizations and projects, such as the local chapter of the Sierra Club and the beautification of a highway overpass. It has also contributed at the national level by raising money for The Conservation Alliance through a program established by Grassroots.

Hopes and Fears for 2014: The biggest fear for 2014 is over distribution of outdoor specialty products. We have more competition locally, online, and direct-to-consumer by our vendors than ever before. Our challenge is to continue to differentiate us from all the other retailers doing outdoor. This is truly what makes us outdoor specialty - the fact that we work very hard to provide a unique shopping experience for our customers, from product selection, to atmosphere, to service, and to events.

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Canfield's new owner Scott Marble delivers a check for $1,056.00 to the Greater Omaha Area Trail Runnerz (GOATZ) after hosting a fundraiser for the group. Photo courtesy CSG Outdoors, Inc.

CSG Outdoors, Inc. d/b/a Canfield’s Sporting Goods Omaha, NE Founded: 1946 Joined G.O.A.: 2013 Leadership: Scott Marble, Owner & President; Denise Marble, VP; Jordon Foster, Buyer.

After 68 years of being owned by the Canfield family, Canfield’s was purchased in late 2013 by Scott Marble, a former employee who had gone on to make a career in the outdoor industry. Rick Canfield, son of Founder Leroy Canfield, sought out Marble when he decided to retire. He wanted a family man who understood the outdoor business and felt he had that in his former employee.

Number of Stores: 1 - Canfield’s moved to its current 48,000-square-foot location in 1994. The company markets itself as ‘Your Rugged Outdoor Headquarters” to reflect the breadth of its departments, which include camping, Boy and Girl Scouts, clothing, footwear, surplus, hunting and fishing, and shooting sports.

2013 Sales: $1M to 5M, up low, single-digits.

What makes Us a Grassroots Retailer: Canfields remains the only locally owned and operated outdoor business in Omaha despite 10 years of the intense competition in the area. We are a grassroots retailer because Omaha, NE is our town and we involve ourselves in the community in ways others do not. Whether it is working with the local Boy Scout and Girl Scout troops to help them raise money for their various activities or raising money and applying for grants for local trail and wildlife area improvement projects, Canfield’s is about being an active community member right here at home. We are not just a retailer; we are a community member and seeing ourselves as such and allowing that to be our motivating factor drives what we do.

Hopes and Fears for 2014: In the latter half of 2014 we will begin to completely remodel our store and transform its appearance and shopping experience for our customers.

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Champaign Surplus Champaign, IL Founded: 1947 Joined G.O.A.: 2003 Leadership: Dan and Shira Epstein, Co-owners. The Epstein’s took over the business from Shira’s parents, Ira and Lynn Wachtel in 2010.

Number of Stores: 1, Moved to its current 12,000-square-foot showroom in 1983.

E-commerce - ChampaignSurplus.com 2013 Sales: n/a What makes Us a Grassroots Retailer: We are a third generation, family-owned store, with longstanding roots in our community. Each year we host the Telluride Mountain Film Festival in Champaign and 100 percent of the proceeds benefit a local organization. This past year we helped support sending local children who had a parent deployed overseas on active military duty to summer camp.

We also host several speaking events in our store each year, and volunteered to help with the new Homer Lake Natural Playscape, whose goal is to get kids outside. We work to get grants secured for worthy local organizations. We support many local initiatives that come to us with requests each month. We also give five cents to support local environmental organizations every time a customer makes a purchase and does not use a bag. It’s our way of supporting a green initiative in our store at the same time we support a local organization. Overall these efforts not only reflect our personal beliefs, but also hopefully show our gratitude to our local community that has supported us since 1947.

Hopes and Fears for 2014: We hope for another successful year in business filled with outdoor adventures.

Diamond Brand employee Chris Stanfield

Photo courtesy Champaign Surplus

Diamond Brand Outdoors d/b/a Diamond Brand and Frugal Backpacker Fletcher, NC Founded: 1964 Joined G.O.A.: n/a Leadership: William Gay, Owner & CEO; John Delaloye, Owner & CFO; Terry Atwood, President of Retail Number of Stores: 2 - Diamond Brand full-price store and Frugal Backpacker, which specializes in vendor samples and closeouts, operate from separate, but adjacent stores in Arden, NC, just south of Asheville, NC. 2013 Sales: n/a What makes Us Grassroots Retailer: Diamond Brand, which is also a Berry Amendment-compliant OEM of backpacks, tents, tarps, bags and other sewn products, has long been a significant supporter of local YMCAs and hiking and conservation clubs in Western North Carolina. The company’s biannual Diva Nights, which were launched in 2007, now draw anywhere from 200 to 400 women as well as vendor partners to its Diamond Brand store for a fashion show, live music, and night of fundraising for women’s causes. Recent events have helped raise money for Girls on the Run and breast cancer awareness. Its annual Paddlesports Demo Day on nearby Lake Julian has also helped establish the retailer as the local paddlesports expert. “Some people just attend to get out on the water with their kids and other people use it to decide what boat to buy,” said Sarah Merrell, marketing manager for Diamond Brand, which sells whitewater and flatwater boats as well as stand-up paddleboards.

“It helps showcase the paddlesports staff and how they can find boats that fits that person. With Diva Nights and Paddlesports Demo Day it really comes down to providing customers with a unique experience.”

Hopes and Fears for 2014: We are relocating the Diamond Brand store from its original location to a shopping center in South Asheville that is much closer to the Blue Ridge Parkway and the Mountain-to-Sea Trail. We will also have great neighbors right next door to partner with such as Fresh Market and Liberty Bicycles. In addition, we will be opening a new 3,000-square-foot store, which we are describing as an adventure boutique in the new Aloft Hotel off Biltmore Avenue in an up-and-coming section of downtown Asheville. Many young professionals come through the hotel, so it will provide us with more exposure to a great new clientele. We are so excited about these new stores.

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Photo courtesy Mountain High Outfitters

Photo courtesy Eagle Eye Outfitters

Eagle Eye Outfitters Dothan, AL Founded: 1999 Joined G.O.A.: 2012 Leadership: Mark Anderson, Owner & CEO; Susan Anderson, Owner & CFO Number of Stores: 1 - EEO began renovation on a 38,000-square-foot cinema in October.

It expects to relocate in spring, 2014.

2013 Sales: $1M to $5M, up low, single-digits.

What makes Us a Grassroots Retailer: Founded in 1999 as a small family clothing store with a few outdoorspecific apparel lines, Eagle Eye quickly discovered that it had an exclusive niche in Dothan in the outdoor industry. After listening to customers, the Andersons began to pursue the major outdoor brands that no other store in the Wiregrass area had carried before. As a leader in the outdoor industry and in the retail community of South Alabama, Eagle Eye uses its outdoor retail as a platform to encourage outdoor pursuits, environmental stewardship and fulfillment of its community mission statement. “Unashamedly a Christian company” that “exists to glorify god by serving our staff, our customers, and our community,” Eagle Eye provides each of its employees 40 hours of paid time off each year to serve in the community through monthly service projects coordinated by the company. Every June, the store shuts down for four days so the staff can volunteer at the Anderson’s summer camp, WIRED, which brings together 1,000 kids ages 10 to 21 for a week of construction, projects, sports camps, bible study and social ministries.

Hopes and Fears for 2014: We have a positive outlook for 2014. Eagle Eye will be moving our current operation in spring 2014 into a new location, which will more than double our store’s square footage. It will be an exciting time for us. We have also applied for a Columbia Belay grant for 2014 for a local conservation project that we are partnering with. The project will create a 392-acre nature preserve within the city limits of Dothan in an area that was once a wastewater treatment plant. The Columbia Belay grant program is only available to Grassroots members. If awarded, the grant will allow our business to help cover the cost of constructing trailheads, changing stations, bike wash stations, and information kiosks.

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Extreme Consciousness II, LLC., d/b/a Mountain High Outfitters Birmingham, AL Founded: 1999 Joined G.O.A.: 2010 Leadership: Christopher Groom, Founder & CEO; Jennifer Groom, CFO; Brandy Linton, Merchandising & Operations.

Number of Stores: 7 including 4 serving Birmingham, AL; 1 in Atlanta; 1 Huntsville, AL; and 1 in Franklin, TN; E-commerce HighMountainOutfitters.com 2013 Sales: More than $10M, up high, singledigits from 2012. HighMountainOutfitters.com generates 3 percent of sales.

What makes Us a Grassroots Retailer: We had our inaugural year of the South Eastern Trail Series with seven races and we were part of the first stand-up paddle board race in Nashville, TN. A big initiative is contributing to the rivers including the Chattahoochee in Georgia, the Cumberland in Tennessee and Black Warrior in Alabama.

These initiatives, along with various school and community partnerships, have been a big part of how we are involved within the community. I am also on the board of the Mountain Brook Chamber of Commerce.

Hopes and Fears for 2014: We plan to continue to grow and open two new stores. Our only fear is what the government may do to small and medium-sized businesses. We are optimistic about the retail landscape and our product selection is stronger than ever with tighter distribution.

Great Outdoor Provision Company completed the Mountain-to-Sea Trail Endurance Run with the record.

Standing atop Jockey’s Ridge, Jockey’s Ridge State Park from left to right, Joe Miller, author & MST trail running guide, Sarah Millsaps, MST trail running guide, Russ Burke, MST trail running guide, Joel Fleming, support crew chief, Diane Van Deren, The North Face Athlete, Christian Johnston, trail running guide, Kate Dixon, executive director of the Friends of the Mountains-to-Sea Trail, Chuck Millsaps, president, Great Outdoor Provision Co. Photos courtesy Great Outdoor Provision Co.

Great Outdoor Provision Co. Raleigh, NC Founded: 1972 Joined G.O.A.: Founding member 1994 Leadership: Tom Valone, Founder & CEO; Chuck Millsaps, Co-owner, President & Minister of Culture; Molly Cherry, Co-owner and VP Retail Support; Bill Mauney, Co-owner and VP Retail Management; and Travis Zarins, Co-owner & VP Merchandise.

Number of Stores: 7 located in neighborhood shopping centers from Charlotte to Wilmington, NC with a total square footage of more than 65,000 square feet.

2013 Sales: More than $10 million, up low, single-digits from 2012 with no e-commerce sales.

What makes Us a Grassroots Retailer: Our friendly and knowledgeable staff is the key to this connection. Through their work with our customers we maintain a longstanding tradition of enlightened outdoor retail that champions conservation initiatives to improve access to wilderness areas for future generations. Like other Grassroots members, this practice keeps us relevant as a retailer who sells the very best product while helping to build trails, connect youth to nature, and lend a helping hand to neighbors.

Events such as Scout Week, Mountains-To-Sea Trail Month, Land Trust Day, Coat Swap and Habitat Day have allowed us to donate hundreds of thousands of dollars to humanitarian and environmental causes. We are especially proud of the role we played in endurance runner Diane Van Deren’s record setting completion of the North Carolina Mountains-To-Sea Trail in 2012.

We partnered with The North Face to promote her expedition, provide her support on the trail and raised over $40,000 for Friends of the Mountains-To-Sea Trail.

Hopes and Fears for 2014: Outdoor retailers have a unique opportunity to care for customers in meaningful ways as we help to keep folks grounded in an ever changing world. Providing the ideal gear paired with the expert advice on its use will always produce significant outdoor experiences that make a difference in the lives of others. We look forward to continuing to play a role in that customer’s experience.

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Beezer Molten, owner, Half Moon Outfitters

Half-Moon Outfitters North Charleston, SC Founded: 1993 Joined G.O.A.: 2002 Leadership: Beezer Molten, Owner & President; Don Longenecker, Hard Goods Buyer; Sara B. Parker, Soft Goods Buyer Number of Stores: 8 (5 in South Carolina, 3 in Georgia); E-commerce -HalfMoonOutfitters.com.

2013 Sales: More than $10M, up low, single-digits from 2012; HalfMoonOutfitters.com accounts for 5-to-6 percent of sales.

What makes Us a Grassroots Retailer: Like All Grassroots Retailers, we want to be the best corporate citizens that we can be for our communities. If you look at our events page you will see that commitment. Our recent 5k raised approximately $70,000 for the local children’s hospital and we do major events almost every month. We sponsor the Banff Mountain Film Festival in six markets, numerous trail runs and paddleboard races, and of course our “Rock under the Rock” series which just featured Brett Dennen. Every event that we do is for a non-profit.

Hopes and Fears for 2014: We hope to add a store in 2014, while significantly renovating an existing store and preparing yet another for a big upgrade and move in early 2015. As we do this, we hope to continue to push the envelope on green construction and the use of solar. Our fears involve the disruptive and unpredictable nature of on-line discounting and the possible reality that there is too much supply of similar goods. There is profound strength in speaking out against showrooming and the destructive online practices that are threatening our industry and the notion of service that we have built our careers and businesses on. Great opportunities to strengthen the notion of service could come out of this new dynamic with the introduction of things like Localgear.com.

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Photos courtesy Half-Moon Outfitters

Idaho Mountain Touring Boise, ID Founded: 1984 Joined G.O.A.: 2008 Leadership: Chris Haunold, Owner; Bill Davis, Store Manager; Sarah Thompson, Head Buyer & Assistant Store Manager; Sophap Chanspaurant, Manager Meridian Cycles store Number of Stores: 1; opened Meridian Bike, a 6,500-square-foot bike store in nearby Meridian, ID in July, 2013; E-commerce - IdahoMountainTouring.com.

2013 Sales: n/a; IdahoMountainTouring.com generated 3.7 percent of sales What makes Us a Grassroots Retailer: Idaho Mountain Touring has outlasted more than a dozen outdoor gear shops in Idaho’s Treasure Valley by not only selling the best cycling, climbing, backpacking and backcountry ski gear, but also renting and servicing it. Appropriately, the Trek and Giant dealer linked its brand to Boise’s past by relocating its flagship store and administrative offices to a beautifully restored 20,00-square-foot building that once used to bottle Pepsi and Acme beer. Owner Chris Haunold prides himself not only on the company’s impending 30th anniversary, but the low attrition of his staff, which now includes three sons.

Hopes and Fears for 2014: Keeping up with how fast things change, staying relevant and competitive, keeping my employees engaged and progressing with the company so they can continue to experience growth both personally and financially.

King Holdings, d/b/a Quest Outdoors Louisville, KY Founded: 1983 Joined G.O.A.: 2013 Leadership: Ryan King, Owner & Buyer; David Trowbridge, CFO Number of Stores: Operates 2 Quest Outdoors locations in Louisville, KY. Launched E-commerce – QuestOutdoors.com – in November 2013.

2013 Sales: n/a What makes Us a Grassroots Retailer: We want our store to be not just a local outfitter, but also an organization that helps preserve and facilitates the things that make people love Louisville and the state of Kentucky. Whether it’s holding free classes for scout troops, sponsoring the Mayor’s Healthy Hometown events, offering free paddling demonstrations, donating to disaster relief at home and abroad, sponsoring and putting on local races, helping conservation organizations like the KWA and The Access Fund, sponsoring music events like Forecastle and WFPK’s Winter Wednesdays, helping local schools and charities with silent auctions and even hosting campouts with our staff and customers, we love to be part of our city and your lives.

Hopes and Fears for 2013: We plan to reopen The Quest Outdoors Trails End Outlet Shop in mid-January 2014 and add a shopping cart to our new website in the near future.

Mountain Mike testing gear even when he's sweeping. Photo courtey Massey's Outfiters

Massey’s Outfitters New Orleans, LA Founded: 1972 Joined G.O.A.: 2003 Leadership: Mike Massey, President; Bobby Johnson, VP; Gerry Fullington, GM Number of Stores: 5 locations in Louisiana and 3 websites - MasseysOutfitters.com; theflipflopper.com; and 800-SKI-SHOP.com 2013 Sales: More than $10M, up in the mid, single-digits from 2012; E-commerce contributes approximately 30 percent of sales.

What makes Us a Grassroots Retailer: We are a thirdgeneration retailer, soon to be fourth and we feel that contributing to the community is at the core of our business ethos. Massey’s is a huge supporter of community events in the Greater New Orleans and Baton Rouge areas. We have both our own adventure race series and a recently launched 10K. We also sponsor tons of kayak fishing rodeos and teach classes to potential kayak fishermen. Locally, we are a key backer of the Lafitte Corridor, a Rails-to-Trails initiative connecting multiple neighborhoods in a neglected urban corridor.

Lastly, Massey’s is a big supporter of a New Orleansbased local organization called Stay Local.

Hopes and Fears for 2014: We hope to see more local business and less, price-driven web selling. We are steering our ship toward more unique, curated products and brands and blending in gear from other industries to make shopping a Massey’s location truly unique. Our biggest fear is the continued commoditization of the outdoor channel to the determinant of our staff, our reps, our industry friends, and ultimately our customers.

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Photos courtesy Midwest Mountaineering, Inc.

Midwest Mountaineering employees having fun Rod Johnson, Owner & Founder

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Midwest Mountaineering, Inc. Minneapolis, MN Founded: 1970 Joined G.O.A.: 2006 Leadership: Rod Johnson, Owner & Founder; Michael White, Sales Floor Operations & Buying Manager; Sharon Johnson, CFO Number of Stores: 1 - Expanded retail showroom to 14,000 square feet in 1996.

2013 Sales: $5M to $10M, up low, double-digits from 2012; No online sales.

What makes Us a Grassroots Retailer: The number one thing we do is get people excited and knowledgeable about getting outdoors. The Internet can’t do that and the big box stores have a difficult time doing that. To get people excited and knowledgeable we have a whole list of things we do, including our biannual Outdoor Expos and hosting more than 150 clinics a year for our customers. It’s also key that the sales staff we hire have a lot of outdoor experience. We give 10 percent of profits to wilderness and environmental causes. We also sponsor a Venturing Crew, which is a co-ed youth development program of the Boy Scouts of America that serves older kids in the 14- to 20-year-old age group. We take a very active role in that, including leading a 50-mile backpacking trip to the Grand Tetons, winter camping trips to the Boundary Waters and kayaking on the Kinnickinnic River.

Hopes and Fears for 2014: We hope to repeat many of our events. They are very successful and when you have a good thing going, you have to work hard to keep it going. I think outdoors will continue to grow, but it will be slow growth for brick & mortar stores because of the Internet.

I don’t see brick & mortar outdoor retail growing a lot. The Internet is great. I buy a lot on the Internet. It’s tough competition for outdoor retailers and even big boxes but it cannot offer the excitement and knowledge of what to do in a local area.

Photo courtesy Mountain Chalet

Mountain Chalet Colorado Springs, CO Founded: 1968 Joined G.O.A.: 2010 Leadership: Dan & Marilyn Foster, Owners; Matt Chmielarczyk, Sales Manager; Tabitha Carroll, Office Manager Number of Stores: 1; E-commerce - mtnchalet.com 2013 Sales: $1M to $5M, down 9 percent from 2012 with less than 1 percent generated from mtnchalet.com.

What makes Us a Grassroots Retailer: For 45 years Mountain Chalet has been involved with environmental causes in the Pikes Peak region. We sponsor the Banff Film Festival and help host other events each year as fund-raisers for Rocky Mountain Field Institute, Trails and Open Space Coalition, Concrete Couch, Friends of Red Rock Canyon Open Space and other favorite local non-profits.

Hopes and Fears for 2014: We’re hoping Mother Nature cooperates. After three dry years with forest fires by summer and balmy winters we appreciate the important role that “good weather” plays in the success of our shop.

Nat’s Outdoor Sports Bowling Green, KY Founded: 1971 Joined G.O.A.: 2002 Leadership: Lisa Martens, Owner & Buyer - daughter of deceased founder, Nathaniel Howard Love, III Number of Stores: This long-time Trek dealer relocated to its current 10,000-square-foot location in 1993, where it continues to sell bicycles and outdoor gear; E-commerce - NatsOutdoor.com.

2013 Sales: n/a What makes Us a Grassroots Retailer: With its holiday bike and coat drives and more than 40 years in business, Nat’s has become a local institution in Bowling Green, where more than 21,000 students attend Western Kentucky University.

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Casual Adventure

New Generation, Inc., d/b/a Casual Adventure Arlington, VA Founded: 1955 Joined G.O.A.: 2005 Leadership: Neil Stern, Owner & President; Dave Haggerty, VP; Eric Stern, Manager Number of Stores: Operated as The Surplus Center until 1985; E-commerce CasualAdventure.com.

2013 Sales: $1M to $5M, up low, singledigits. CasualAdventure.com accounts for 4 percent of sales.

What makes Us a Grassroots Retailer: We always protect and promote the experience of the outdoor enthusiast. We constantly fundraise and collect products for a variety of conservation organizations including; Potomac Overlook, a park and nature center; The Arlington Outdoor Lab, which brings local students into an interactive outdoor element; Arlingtonians for a Clean Environment, which promotes cleaner/greener living and work environments; The Shenandoah National Park Trust; The Boy and Girl Scouts of America; Arlington Street People Assistance Network, local schools; a homeless shelter; and other local organizations. We have a long-standing relationship with the community, since we established our locally-owned and operated roots almost 60 years ago.

Hopes and Fears for 2014: We are excited about the upcoming launch of our new website, which will offer an interactive community element in addition to ecommerce. We will continue to grow with manufacturers that support small businesses financially and environmentally.

Fears include constant competition both from online and big box stores.

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Next Adventure Portland, OR Founded: 1997 Joined G.O.A.: 2013 Leadership: Deek Heykamp, Co-owner; Bryan Knudsen, Co-owner; Mike Turner, General Manager Number of Stores: 2 – Next Adventure and Next Adventure Paddle Sports Center; E-commerce NextAdventure.net.

2013 Sales: $1M to $5M, up low, double-digits from 2012. NextAdventure.net accounted for 6 percent of sales.

What makes Us a Grassroots Retailer: We just hosted our 7th annual Great Sock Giveaway. Every year during a Saturday in December, Next Adventure and WigWam Socks partner to donate hundreds of socks to local charities and shelters in need. Customers receive 20 percent off their sock purchase for the day. This discount includes any sock brand in stock. For every pair sold that day, Next Adventure is able to donate a pair of WigWam Socks to a local charity and everybody wins! The customers get a great deal on socks, people in need get new, warm socks for the winter and Next Adventure and WigWam get tons of exposure. It’s also a great day to bring in the kids. You see, Deek and Bryan lost a bet to the staff way back when, and the result is Deek and Bryan dressing up like Santa and his Elf every year. Over the years, more staff have jumped on board with their own costumes.

Now you’ll also find a toy soldier, gingerbread man, a human present, a walking Christmas tree and a Rudolph slinging socks and dancing in the streets! Good times.

Hopes and Fears for 2014: Summer 2014 will be our first season operating the recently acquired Scappoose Bay Paddling Center, our new on-water rental/demo center. Our hope is to grow sales 50 percent at that location in 2014. A nice challenge. We don't operate on fear.

Outdoor Source Columbus, OH Founded: 2003 Joined G.O.A.: 2012 Leadership: Andy Graham, Owner & Buyer Number of Stores: 2 – Expanded second store to a new 4,000-square-foot location in 2013; E-commerce – TheOutdoorSource.com 2013 Sales: $2.5M, up mid, single-digits from 2012 with less than 1 percent coming from TheOutdoorSource.com.

What makes Us a Grassroots Retailer: To celebrate its 10th anniversary in 2013, Outdoor Source hosted a series of free talks by visiting authors and its customers. It leads monthly kayak outings at a local reservoir during the summer and sponsors a SUP group on Meetup.com that has grown to more than 400. It’s new location partnered with the city’s most active outdoor club to provide demo boats, paddles, PFDs and other gear during some of the club’s weekly paddling clinics at a state park. It partnered with a local microbrewery to hold its second annual “Gear and Beer” trunk show, during which it presented its favorite new fall apparel and raffled off merchandise to kick off the fall season.

Hopes and Fears for 2014: We are faced with two REIs coming into town this year. We knew they were doing Cincinnati, Cleveland and Columbus, but two in Columbus was a surprise. It’s been helpful talking to some of the other Grassroots Retailers who had a store open in their market, but no one has been through two openings in one year.

Pack & Paddle owners John and Becky Williams

Pack & Paddle Lafayette, LA Founded: 1974 Joined G.O.A.: 2010 Leadership: John & Becky Williams, Owners; John Heubi, Store Manager; Amy Liuzza, Buyer Number of Stores: 1 – Still operates from original location, which is now 7,000 square feet.

2013 Sales: $1M to $5M, up low, double-digits from 2012. No online sales.

What makes Us a Grassroots Retailer: Our shop hosts Scout Night informational seminars for the Boy and Girl Scouts. Our Fryday event at the shop brings local artisans together for an afternoon of fun along with live music, beer and food trucks. We host a fundraising paddle trip for the Atchafalaya Basinkeeper program twice a year; this puts our customers into the Basin with the Basinkeeper to see the problems they battle first hand. We also hosted five films in 2013 that had an environmental or adventure theme. Our instructional series covers basic backpacking, ultra-light backpacking, kayak fishing and more. We also hosted approximately 35 trips in 2013. These events are a huge part of building interest in the activities that we sell because they allow our community to better understand the recreational opportunities that exist in our area. In addition, these events help people new to these activities learn tips that can make their experiences better when they go.

John Williams on Scout Night Photos courtesy Pack & Paddle

Hopes and Fears for 2014: Our goals are to continue to grow deeper roots within our community. Our byline is “Inspiring Horizons”. As an outdoor retailer in a non-traditional area, our challenge is to continue to introduce the outdoor lifestyle to our community and then to support that community in developing their passion for the outdoors.

This is done through a wide range of trips, events, guest speakers, films and activities throughout the year. We feel that if we follow this path, the sales we need to thrive will take care of themselves.

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Staffer, Galen Lambert, climbing the rock wall during the 40th anniversary party in June 2013. Photos courtesy Pack Rat Outdoor Center

Pack Rat Outdoor Center Fayetteville, AR Founded: 1973 Joined G.O.A.: 2008 Leadership: Scott & Carolyn Crook, Owners; Chally Sims & Rick Spicer are both managers and working toward ownership.

Number of Stores: 1 – relocated to its current 11,000-square-foot location in 2002, which includes a pond used for paddlesports demos and classes. No online sales.

2013 Sales: $1M to $5M, up high, single-digits over 2012.

What makes Us a Grassroots Retailer: We incorporated “Pint Night” that fellow Grassroots retailer River Sports has been doing in our community activities. In 2013 we had eight Pint Nights during which we raised at least $300 for eight separate non-profits. We have secured grants to send kids on a river trip. These kids have never been in a canoe, let alone on a moving river, and it was a great experience for them. We have raised funds for the purchase of land for recreation on a local river as well as here in our town. Cleanup and trail maintenance have also been a focus for us.

Hopes and Fears for 2014: Our biggest concern for 2014 and beyond is that the consumer is so focused on the lowest price that they do not recognize that the local retailer is the one who collects the sales tax that is used to pay for the infrastructure that everyone is using. Direct sales by vendors will also be an issue, as they become a competitor. We cannot stock every SKU and so lose there. This is causing us to re-examine who we want to spend our money with and how we will compete in the future and the GOA group is a good resource for brainstorming ideas and seeing what has and has not worked.

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Owners, Scott and Carolyn Crook and Manager, Chally Sims at the 40th anniversary party in June 2013.

Photo courtesy Peace Surplus, Inc.

Photo courtesy Playmakers, Inc.

Peace Surplus, Inc. Flagstaff, AZ Founded: 1973 Joined G.O.A.: 2013 Leadership: Steve Chatinsky, President, Co-Founder & Owner Number of Stores: 1 - also rents Camping gear, Alpine and Nordic skis 2013 Sales: $1M to $5M, up 7 percent for 2012. No online sales.

What makes Us a Grassroots Retailer: Despite our name and heritage as an army surplus store, Peace Surplus has evolved into a full-service outdoor store that carries backpacking, camping, fly fishing, hiking and ski gear. We sponsor a variety of different events and programs in Flagstaff and Northern Arizona such as Flagstaff Bike to Work Week, Flagstaff Route 66 Days, DEW Downtown Ski & Snowboard Event and others to keep our name in the forefront of the community. Our fly tying class meets at the store the second Monday of every month and features free pizza and soda. With GOA's help we can partner with other great organizations. We are proud to be a part of this organization.

Hopes and Fears for 2014: Our hope is to grow our business even bigger. Our fear is with REI coming into Flagstaff we might not be able to. This could be our first year in 10 years with no growth, but we are preparing for this with GOA's help.

Peak Sports, Inc. Corvallis, OR Founded: 1971 Joined G.O.A.: 2007 Leadership: Jeff Katz, Founder & Owner; Deb McCarty, Buyer & Advertising Manager; Larry Desaulniers, General Manager Number of Stores: 1 – Operating from same 13,000-square-foot store since its inception.

2013 Sales: $1M to $5M, flat with 2012. No online sales.

What makes Us a Grassroots Retailer: We support a long list of events and non-profits including Run for The Hills, Willamette River Keeper, Audubon Society/Corvallis, Chintimini Wildlife Center, Greenbelt Land Trust and the Oregon Natural Desert Association. The initiatives and organizations we partner with send a message to our community and our customers that these issues are important for all of us who are interested in preserving the outdoors and an environment in which we can all continue to enjoy the activities we all love.

Hopes and Fears for 2014: No near-future expansion or improvement plans as we just finished major improvements to our bike store space. Concerns include erratic category sales changes, an uncertain economy, and key staff turnover.

Photo courtesy Peak Sports, Inc.

Playmakers, Inc. Okemos, MI Founded: 1981 Joined G.O.A.: 2011 Leadership: Co-owners Brian W. Jones, John Benedict, and Tom Keenoy Number of Stores: 1 – 10,000-square-foot location opened in 2002. The partners also own two New Balance stores, which are not affiliated with GOA. E-commerce – Playmakers.com.

2013 Sales: $5M to $10M, up low, single-digits from 2012 with less than 1 percent coming from Playmakers.com What makes Us a Grassroots Retailer: Playmakers has become the running and fitness authority in its community by offering a series of training classes that are accessible to all. For $65, women can enroll in its three-month Women’s Couch to 5K program, which includes twice-a-week training and entry fees for a 5K race. More experienced runners can enroll in Team Playmakers Any Distance, Any Pace program each January to train for a marathon, half marathon or 10K race in May. For $100, new members have access to formal training every Saturday morning and up to two informal sessions during the week. There is also a training program for a local triathlon. In 2011, the partners established the Playmakers Fitness Foundation to raise money from local corporations and civic organizations and to expand its community fitness mission to include youth, adults, seniors and physical education teachers. In 2013, the Foundation affected 10,000 people, including 150 residents of a local youth home who received shoes, coaching and entry fees for a local event.

Hopes and Fears for 2014: The digital world that we live in is changing things very quickly. We are committed to our traditional “Brick & Mortar” business model; however, we understand that the consumer has a lot of options and we must bring value to them not only in our store but also through making our community a better place to work, live and be active. We must be relevant to each of our consumers and work with more focus and strategy than ever before. That being said, our business is still growing and we plan to continue to grow.

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Ed McAlister, President and Laura Jones, General Manager, River Sports Outfitters

River Sports Outfitters Knoxville, TN Founded: 1984 Joined G.O.A.: 2002 Leadership: Ed McAlister, President; Laura Jones, General Manager Number of Stores: 2 – Opened the 9,000-square-foot store in Knoxville, TN in 1984 and The Climbing Center in 1998. E-commerce – RiversportsOutfitters.com.

2013 Sales: $1M to $5M, up low, single-digits.

What makes Us a Grassroots Retailer: River Sports takes pride in the community activities and events it has and continues to promote, and is a leader in the community for its outdoor initiatives. Each week multiple activities are offered to the community geared around the outdoors and offer engaging programs for all ages and levels; from SUP races to trail runs, to pint nights for charity, to kids camping, River Sports is giving back to the community. In 2013 we changed the feel of the store by serving micro brews while you shop and giving consumers a place to plan their trips or next adventures with maps from local and national parks. Starting in January 2014 the University of Tennessee Non Credit Department has partnered with River Sports to lead and teach urban outdoor activities. In addition, a partnership with Ijams Nature Center will expand the outdoor offerings for kids and adults through family campouts and adventure camps.

Hopes and Fears for 2014: As all of us give back to the community, we must continue to realize our business is a long-term partnership within the community. Sincere, longterm engagement and partnerships will continue to play a significant role in longevity of brick & mortar. We have chosen a profession that we are passionate about and yes there are ups and down. It is our jobs to learn how to stay relevant to younger consumers and provide a service that cannot be obtained anywhere else.

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Photo courtesy Rock/Creek Outfitters

Rock/Creek Outfitters Chattanooga, TN Founded: 1978 Joined G.O.A.: 2002 Leadership: Dawson Wheeler, President; Marvin Webb, Vice President Number of Stores: 5 - including the 3,800-square-foot Rock/ Creek at the Block, which opened in Chattanooga, TN in October 2013. E-commerce - RockCreek.com 2013 Sales: More than $10M, up mid, single-digits from 2012 with 41.5 percent coming from RockCreek.com.

What makes Us a Grassroots Retailer: We're advocates for the outdoors and the sport of trail running. Our wildly popular Salomon Rock/Creek Trail Series featured over 3,500 runners this year across nine separate events. This series of trail races generates money for our non-profit, Wild Trails, money from which is used for trail building and maintenance in our area.

The Rock/Creek StumpJump 50k alone raised approximately $39,000 for trail work. We're also deeply involved in our local

community; our co-owner chairs the Mayor's "Chattanooga Forward" committee for sports & recreation, and is on the board for the RiverRocks Chattanooga outdoor festival. We routinely use our brick & mortar locations to host slide shows and other informative events intended to promote the outdoors and/or benefit outdoor charities.

Hopes and Fears for 2014: Amazon continues to be a major competitive threat in two ways. First, in terms of being a direct competitor - they are clearly interested in disrupting the industry based on price. Second, we are at risk of losing business when vendors change policies without adequate warning. Essentially we're concerned with any risks we can't control. If a vendor changes a policy, we stand to lose our ability to sell through, and the policy changes are coming frequently and in real-time.

Often a policy change comes months after orders have been placed and marketing plans have been committed. Changing plans can be expensive and time consuming. It's concerning to us that vendors have so much control over the market, but many of those same vendors are our competitors by selling direct. There may be cases where any shared marketing data and analytics may be used to compete with us. Distribution is a huge factor in our ability to grow sales. We have no real control over that part of the business other than expressing our opinion and potentially cancelling orders. We intend to continue to innovate and meet customers where they choose to shop. We hope that meeting customers where they want to shop will lead to continued sales growth. We're always looking for sales growth through legitimate increases in the user base as well. We would like to see our industry focused on healthy operating margins and center itself ethically around service and knowledgeable staff rather than growth at any cost.

Summit Canyon Mountaineering Glenwood Springs, CO Founded: 1978 Joined G.O.A.: 2008 Leadership: Carl & Kathy Moak, Owners Number of Stores: 2 - including the newest store in Grand Junction, CO. No online sales but advertises “Better than Internet” ordering policy and will order any item from its suppliers and match the price of any other authorized dealer.

2013 Sales: n/a What makes Us a Grassroots Retailer: Summit Canyon is a core paddlesports and backcountry shop that specializes in fitting paddlers, climbers, backcountry skiers and snowboarders with the latest gear. It is among a few dozen shops Black Diamond Equipment chose to distribute its new line of apparel in Fall 2013. In addition to hosting adventure films and brand athletes, it holds two separate boat demo days in the summer and partners with vendors to award prizes to local trail maintenance volunteers.

Matt Chorney employee at Skinny Skis

Skinny Skis Jackson, WY Founded: 1974 Joined G.O.A.: 2002 Leadership: Jeff Crabtree & Phil Leeds, Co-owners Number of Stores: 2 – Skinny Skis, Jackson, WY and Moosely Mountaineering which is has been in operation during the summer in Grand Teton National Park since 1985.

E-commerce – SkinnySkis.com 2013 Sales: $1M to $5M, up low, single-digits. SkinnySki.com, which focuses on Nordic ski gear, generated less than 10 percent thanks to relationships developed through the Jackson Hole Ski and Snowboard Club.

What makes Us a Grassroots Retailer: In addition to providing competitive programming with vendor partners, we also work very closely at establishing community events and fundraisers. We’ve been fortunate to work with at least one or two vendor partners in environmental and youth programs in the Jackson Hole area. We were one of five Grassroots Retailers selected to pitch local non-profits for the live fundraiser during The Outsiders Ball at Outdoor Retailer Summer Market in 2013 and used the more than $5,000 we raised to help the GTNP Foundation Youth Trail Crew. We hire, train and employ 20 kids, ages17 to19 every summer. We work closely with them fundraising and obtaining Vasque footwear for a foundation to equip kids. We also work with Patagonia extensively every year with some of their environmental initiatives locally. Being involved in community work is part of our ethos, including youth, environmental programs, and athletic programs revolving around Nordic skiing.

Hopes and Fears for 2014: Mother Nature and weather, which drives so much of our business and the online presence of largely non-specialty businesses that have been able to finagle their way into working with outdoor vendors, specifically Amazon, encroaching into the specialty world. Those two areas are tantamount. I’m not opposed to online with specialty, but now you have Amazon and all these department stores with apparel - Dick’s Sporting Goods, The Sports Authority – that have entered the market and 20 years ago were not participating with specialty. Nordic being off 20 to 30 percent is also a concern, but hopefully we can flush through a lot of closeouts.

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Sunlight Sports Cody, WY Founded: 1971 Joined G.O.A.: 2011 Leadership: Joe Crag, Co-founder, Owner & Chief Merchandising Manager, Melissa Allen, Co-owner & President; Wes Allen, Co-owner Number of Stores: Operates from one 8,000-square-foot location; E-commerce – SunLightSports.com 2013 Sales: $1M to $5M, up high, single-digits from 2012. SunLightSports.com generated 2 percent of sales.

What makes Us a Grassroots Retailer: We believe that independent, physical, successful outdoor retailers make our communities better. Our involvement with Grassroots has really given us a leg up in our community involvement - which drives a lot of our brand building and customer engagement. We've been able to inject real wattage into our speaker series. Folks like Backpacker's Get Out More tour and several high-level authors have done presentations in our town because of our membership. That wouldn't happen before. As far as community giving - that's been at a whole different level with Grassroots. We give two percent of our sales to youth-based outdoor nonprofits in our county, but our partnership with Grassroots vendor partners like Patagonia, Columbia

and others have really increased that amount. We've been able to help those companies identify worthwhile causes locally, and the vendors have stepped up through Grassroots initiatives. Those connections, along with what we have learned from some of the other retailers, have allowed us to focus and resonate with our customers in a much more engaging way. People notice. We have an outlet outdoor store in town - but our customers will come in and pay retail because they identify with what Sunlight Sports and Grassroots are doing.

Hopes and Fears for 2014: We hope that more vendors take the long view and understand that rampant discounting is going to turn all of outdoor into a commodity business – quickly. We hope that independents will think carefully about who they buy from and put their foot down with vendors that act counter to specialty’s interests. We fear that big online retailers are going to get brands so “over a barrel” that those brands are going to lose control of their brand equity. We fear that independents will keep doing business the same way that we have for years and will be gone before 2020.

68 JANUARY 2014 Photo courtesy Sunlight Sports

Sunrise Mountaineering, Inc., d/b/a Sunrise Mountain Sports Livermore, CA Founded: 1975 Joined G.O.A.: 2002 Leadership: Kim Grandfield, Co-owner, President & Founder; Rob Grandfield, Co-owner, Vice President Number of Stores: Operates from current 5,000 square feet location since 1997.

E-commerce - SunriseMountainSports.com.

2013 Sales: $1M to $5M, up high, singledigits from 2012. E-commerce - SunriseMountainSports.com generated approximately 10 percent of sales.

What makes Us a Grassroots Retailer: We operate an on-water paddling facility at Lake Del Valle, part of the East Bay Regional Parks system. With easy access, affordable rates, and 125+ kayaks and stand-up paddleboards, we’re able to spread our love for paddlesports and grow participation in our community.

Through the spring/summer/fall we reach thousands of people who represent many different demographics as well as skill levels. Some are new to the sport; others are veterans. We host social paddles, weekly demo events, guided nature trips, numerous instructional events and SUP board races. Our strategy is three parts: Offer excellent service and provide opportunities for customers to experience the activities we love; choose a product assortment which emphasizes that service and those opportunities; and stay as competitive as possible on prices to make people feel even better about shopping locally.

Hopes and Fears for 2014: Despite the constant assault on the specialty retail model from local big box stores and online retailers, we remain positive. In the end, all we can do is adapt and survive.

Photo courtesy The Base Camp

The Base Camp Billings, MT Founded: 1975 Joined G.O.A.: 1998 Leadership: Scott Brown, Founder & Owner; Dianne Morgan, General Manager; Tim Lynch, Manager Number of Stores: 2 -10,500-square-foot store in Helena, MT and opened a 12,000-square-foot store in Billings, MT in 1990.

2013 Sales: $5M, flat with 2012. No online sales.

What makes Us a Grassroots Retailer: In Helena, MT we have worked with the U.S. Forest Service and the local Nordic ski club to build trails and groom trails through the winter season. We sponsor an annual trail race to help fund the Prickly Pear Land Trust and partnered with Patagonia, The North Face and Columbia Sportswear to put on fund raising events for local environmental causes. We offer cross country ski classes in the winter and maintain a calendar of avalanche safety and skate classes offered by the local ski patrol and local Nordic clubs as well as conditions at local Nordic ski trails.

Hopes and Fears for 2014: In 2014 The Base Camp will continue to provide the very best in customer service, merchandise and neat, organized, convenient-to-shop stores. We are very proud of the tenure, knowledge and quality of our staff. They are the key to our continued success.

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Photo courtesy The Mountaineer Photo courtesy The Outside World Outfitters, Inc.

The Mountaineer Keene Valley, NY Founded: 1975 Joined G.O.A.: 2012 Leadership: Vinny McClelland, Owner; Mike "Kaz," Manager; Chuck Bruha, Buyer, Footwear & Accessories; Holly Blanchard, Internet Sales & Social Media Manager Number of Stores: 1 location; E-commerce – Mountaineer.com 2013 Sales: $1M to $5M, up mid, single-digits from 2012.

Mountaineer.com generated 5 percent of sales.

What makes Us a Grassroots Retailer: What makes us grassroots is interaction, cooperation and group purchasing power with likeminded outdoor retailers. The Mountaineer takes its role in the community seriously and strives to make a difference through volunteerism and annual benefit events such as the Adirondack International Mountaineering Festival and the Adirondack Backcountry Ski Festival. We are proud to support local schools, athletics, churches, fire departments and others throughout the year.

In addition to providing financial support to worthy local and regional causes, we take great pride in volunteering for community organizations such as the Keene Valley Fire Departments, the Adirondack Community Trust, New York Ski Educational Foundation, and local athletic teams. Our 18th annual Adirondack International Mountainfest, which takes place January 18-20, 2014, is an annual celebration of ice climbing and mountaineering featuring guest athletes who entertain with tales of climbing adventures, instructional clinics taught by visiting climbers and local guides, demo gear, and a chance to gather with the climbing community for an exciting winter weekend.

Hopes and Fears for 2014: Our fear is competition from the Internet, especially Amazon.

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THE Outside World Outfitters, Inc. Dawsonville, GA Founded: 2002 Joined G.O.A.: 2011 Leadership: Eva and Brent Troncalli, Principals & Buyers Number of Stores: 2 – opened a 7,000-square-foot second store approximately 50 miles away in Columbus, GA in 2010; E-commerce - TheOutsideWorldOutfitters.com.

2013 Sales: $1M to 5M, up mid, single-digits from 2012; TheOutsideWorldOutftters.com generated 2 percent of sales.

What makes Us a Grassroots Retailer: Like most G.O.A. members we feel we are part of a community. We operate an indoor pool that uses a wave machine to simulate whitewater paddling conditions. It's an excellent device for teaching beginner and intermediate technique, testing new boats, or for having fun without all the preparation needed for a "river trip." We built it in 2004 and believe it’s the only simulated indoor wave anywhere in the world. It is used for flat water more than white water and we’ve sold a lot of SUPs recently because people used the indoor wave pool to try them. The Wave can only accommodate about three paddlers at one time so we also offer classes through local recreation departments. We also provide our certified instructors for whitewater kayaking and paddleboarding classes taught primarily at our county parks. Columbus State University lets us use their indoor pool to teach classes free of charge in exchange for our offering classes to their students at no cost. We also have a Scout Explorer Post based at our store and sell a large number of survival bracelets they make so they don’t have to do fund raisers.

Hopes and Fears for 2014: We expect to have our redesigned website finished this month which we hope will compete better against Amazon. The site will be paddlesports’ focused and will feature companies that don’t sell direct-to-consumer. We will also have a much larger community calendar. We bought a projector to offer outdoor movie nights and will sponsor a film festival featuring both professional and homegrown videos for an in-house contest. Our biggest concern is growth of manufacturerowned websites competing against us. With Amazon, at least we can try to offer better selection and service, where as the manufacturer can double their margin. The North Face just opened an outlet store down the street.

The Summit Hut, Ltd. Tucson, AZ Founded: 1969 Joined G.O.A.: Founding Member, 1994 Leadership: Dana Davis, President & Co-owner; Jeremy Davis, Secretary, Treasurer & Co-owner Number of Stores: 1 - Moved into a 10,000square-foot location on the Northwest side of Tucson in 2013; E-commerce – SummitHut.com.

2013 Sales: $5M to $10M, up mid, single-digits.

SummitHut.com contributed 25 percent of sales.

What makes Us a Grassroots Retailer: As an independent business, the Summit Hut actively supports local, state and regional outdoor recreation related causes and events to the best of our ability. We feel it is our obligation, as an outdoor retailer, to do our part in maintaining the very land that allows our business to exist. Beyond simply selling clothing and equipment made of renewable and recycled resources and making donations to local preservation organizations, Summit Hut is determined to take action to ensure that people are aware and educated about the world we live in. Every year we donate approximately $5000 in cash and products to groups that support the environment and sustainable outdoor recreation. We recently implemented a community service program where employees can volunteer with various community groups such as the Sky Island Alliance, the Tucson Audubon Society and numerous others.

We have donated 100 days of labor to the outdoors, which we all love so much.

Hopes and Fears for 2014: The Summit Hut is always working and looking ahead to refine itself. After moving a store in 2013, we looked to improve our web presence for our vendors, and ourselves as well as look to freshen up our Speedway store as we move into 2014-2015.

The consumer demands to be entertained and feel connected and we look to answer that call.

The Summit Hut does fear that our industry is changing in that we must now compete with our vendors, and hope that we all do not lose sight of what we are trying to accomplish. We must all co-exist and without one, there is not the other.

Oro Valley Grand Opening – Summit Hut Co-Owners Dana and Jeremy Davis cut the “ribbon” (actually climbing rope) during Grand Opening Ceremonies for the new Oro Valley location. Photo courtesy The Summit Hut.

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Photos courtesy The Trail Head

The Trail Head Missoula, MT Founded: 1974 Joined G.O.A.: 2011 Leadership: Todd Frank, Owner Number of Stores: 2 operated in Missoula, MT including its 1,500-squarefoot Trail Head T9 that opened at Southgate Mall in 2009.

2013 Sales: $1M to $5M, up mid, single-digits from 2012.

What makes Us a Grassroots Retailer: The original business model was to sell and service the expanding backpacking and camping market that came out of the environmental movement of the early 1970's. While the brands have come and gone, our commitment to having the best quality products is what motivates us every day. We watched many brands grow, only to leave us in the wake and just a few short years later end up on the shelves of Wal-mart and Costco. We hope people continue to see value in what we do because we like to see our customers face-to-face. The Trail Head supports many local non-profit and grassroots-based organizations, including the Clark Fork Coalition, Camp Make-A-Dream, Trout Conservancy of Montana, Missoula Downtown Association, Hellgate Hunters and Anglers, Rocky Mountain Elk Foundation, Five Valleys, Land Trust, to name a few. Our staff is dedicated to creating a trusting retail market and we are here every day.

Hopes and Fears for 2014: Our biggest fear for 2014 is the continued aggressive push by almost all vendors into the direct online sales arena. Many vendors have pulled back from doing business with big online players like Amazon, Backcountry.com and others only to replace that online business with a direct component of their own. I believe in brands having a strong Web presence, and I think it can tell a brand story better than any retailer but when the manufactures begin to aggressively discount products online in key selling seasons, they are cutting our throat while simultaneously devaluing their own brand in the eyes of the consumer. When they tell us that discounting 25 to 40 percent on Black Friday through Cyber Monday is a reality of the marketplace, I believe they have ceased to be a partner in my business and become a full on competitor. Online business can enhance the relationship with local retailers by telling a story, selling always at full price for the entire season, and charging shipping - that is the behavior of a partner, not a competitor.

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Trailblazer Central, LLC. Branford, CT Founded: 1995 Joined G.O.A.: 2006 Leadership: Chris Howe, Founder; Todd Raskin, Partner & Merchandise Manager; Judith Verillo, Operations Manager Number of Stores: Trailblazer (3), Denali (3); E-commerce - ShopTrailblazer.com and Shop-Denali.com.

2013 Sales: More than $10M, up 7.5 percent from 2012. Online stores generated 7.5 percent of sales.

What makes Us a Grassroots Retailer: In the last three years, we have made a concerted effort to evolve our business to be a better partner with our customers both on the floor and in the towns our stores are located.

Three years ago we did not host events. Now we have our own obstacle race series (Run the Gauntlet), we host the Banff Film Festival in four locations, we run a day hike series, and have set up a 501c3 organization, the Denali Foundation, to focus on getting youth connected and engaged in the outdoors. We also offer a wide variety of guest speakers, in store events, pint nights and more. A full-time staff member who runs our social media and events coordinates all this. We have also hired a full-time trainer to ensure that our staff is trained on product, customer service and operation. If it were not for Grassroots, and our peers' desire to share, we would never have made this pivotal shift, which has profoundly changed our business. Grassroots retailers freely communicate with each other their successes, failures, opinions and concerns. This open communication between peers has allowed us to re-address our commitment to our local community and how to service them.

Hopes and Fears for 2014: Our biggest hopes relate to our continued growth within our existing markets through a better connection between our customers, our staff and our brand. Our biggest fears concern the everchanging retail landscape and the constantly increasing competition offered by the Internet, our vendors and big box stores. Luckily, with a network of 47 Grassroots specialty retailers at our disposal, we are able to educate ourselves and learn how to best succeed in this new paradigm.

Travel Country Altamonte Spring, FL Founded: 1981 Joined G.O.A.: 1998 Leadership: Mike Plante, Buyer & Principle; Tina Clark, Retail Sales Manager; Ian Ogilvie, Web Sales Manager Number of Stores: 5 – Located in Central Florida - Orlando, Altamonte Springs, Sanford, Winter Park, and Maitland.

E-commerce – TravelCountry.com.

2013 Sales: $5M to $10M, up low, single-digits. E-Commerce generated 25 percent of sales.

What makes Us a Grassroots Retailer: Our commitment to community, experience, conservation, excellent service, selection and financial stability are what make us a Grassroots retailer. Outdoor enthusiasts all over central Florida rely on Travel Country for expert advice, gear and clothing for their outdoor adventures. The Travel Country staff lives for outdoor adventure. Among our team you'll find avid hikers, paddlers, skiers, surfers, mountain bikers and more. If it happens in the outdoors, someone on our staff eats, drinks and sleeps it. We have some of the top outdoor athletes in the country right here in our Altamonte Springs store and on our adventure race team.

Hopes and Fears for 2014: Our hope is that customers will gravitate back to retail in a local movement on the brick & mortar side of the business. The Web has taken the personal experience away, and it is affecting what most of us can give back to community.

Ute Mountaineer Aspen, CO Founded: 1977 Joined G.O.A.: mid-1990s Leadership: Bob Wade, Founder & Owner; Ruth Wade, Owner; Maile Wade, Owner; Paul Perley, General Manager Number of Stores: In addition to their Aspen store, Ute Mountaineer operates two cross country ski centers during the winter, including the Snowmass Cross Country Center, which opened in 2003.

2013 Sales: $5M to $10M, up 6.7 percent from 2012.

What makes Us a Grassroots Retailer: We offer terms, packages, and host a variety of local races and events. At the beginning of the season we host a Demo Week where customers can come in and get a free day of AT or Telemark rentals. We sponsor an ongoing Aspen Cup Nordic Series; a Cross Country Ski Extravaganza; discounted lessons early in the season; avalanche classes and other local races and events.

Hopes and Fears for 2014: Our fear is no snow and a return to a bad economy. We hope to improve our social network and create more reasons to visit brick & mortar.

Photo courtesy Ute Mountaineer

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Photos courtesy Wild Iris Mountain Sports

Wild Iris Mountain Sports Lander, WY Founded: 1990 Joined G.O.A.: 2011 Leadership: Jennifer Barrett, Managing Partner & Softgoods Buyer; Emily Tilden, General Manager & Footwear Buyer Number of Stores: 1 store that expanded from 3,200 to 7,000 square feet in March 2013. E-commerce – WildIrisClimbing.com.

2013 Sales: $1M to $5M, up high, single-digits from 2012.

Wildirisclimbing.com generates less than 1 percent of revenue.

What makes Us a Grassroots Retailer: We work diligently to connect with our community. We have a refuse-a-bag program where we give customers five cents back every time they refuse a bag, to donate to one of seven local nonprofit organizations.

The list is chosen, expanded, and adapted as customers and staff makes suggestions. Through vendor partnerships we are able to host the Wild and Scenic Film Festival along with the Wyoming Outdoor Council. We do big fundraising pushes in coordination with holiday/customer appreciation events. Our Ladies & Guys Nights are steered toward raising money for the Lander Pet Connection and we round up at our Holiday Open House to raise money for the local food bank. We are a climbing shop at heart and work with the International Climbers Festival to help raise funds for programs that get kids out climbing. We also work with the Lander Community

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Wild Iris Mountain Sports staff Back Row Left to Right: Emily Tilden, Kyle Phillips, LeAnn Woodhouse, Evan Reimondo, Tom Casey, Kate Herden, Jeremy Rowan, Zach Calhoun, Joan Brandenberger.

Front Row Left to Right: Rob Phares, Levi Perdum, Lee Brown, Jennifer Barrett.

Foundation to help put on the annual Lander Half Marathon. The funds raised from this event are dispersed to multiple local nonprofits. All of these opportunities allow us to connect to our community in different ways.

Hopes and Fears for 2014: We will have been in our new location for a full year March 2014.

I hope we will continue to grow, refine, and be productive members of our community.

Wild River Outfitters touring director giving a staff clinic on Hobie Mirage kayaks this past December. From left to right - Michael Brewington, touring director; Kelly Mayorga, warranty administrator; Kurt Fleming, fishing room assistant manager; Rob Gagne, inventory administrator.

Wild River Outfitters, Inc. Virginia Beach, VA Founded: 1976 Joined G.O.A.: 2001 Leadership: David Gracie, President Number of Stores: 1 location that expanded to 9,000 square feet in 1989.

2013 Sales: $1M to 5M, up low, single-digits from 2012.

What makes Us a Grassroots Retailer: Grassroots gives us the opportunity to take advantage of grant opportunities offered by G.O.A. vendor partners such as Patagonia and Columbia that would otherwise be inaccessible to a small single store. Because of these opportunities we have helped local non-profit organizations like Lynnhaven River NOW and the Virginia Aquarium and Marine Science Center with outreach and community efforts that help protect and maintain our local waterways. Partnering with these local organizations exposes us to a much larger audience than would otherwise be possible. Since paddlesports is such a large part of our business, furthering efforts related to waterway conservation is a win-win and this would not be possible without the help of brands who offer G.O.A. such great opportunities to make a difference in our communities.

Hopes and Fears for 2014: Our goal for the 2014 season is to expand our community exposure through a robust schedule of events, and continue to provide an exceptional level of service to our existing customer base. Long-term plans include an expansion, but not in 2014. We are in an area that relies heavily on military and government spending and we rely on those customers for the majority of our business. Our biggest fear for 2014 is continued political uncertainty. We were hit hard in 2013 with “sequester” and “shutdown” fallout and we can only hope our political climate is trending to a less volatile state.

Photos courtesy Wild River Outfitters, Inc.

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Outside Hilton Head

Photo courtesy Wilson’s Eastside Sports

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Wilson’s Eastside Sports Bishop, CA Founded: 1977 Joined G.O.A.: 2002 Leadership: Chris Iversen, Owner & Buyer; Todd Vogel, Owner Number of Stores: One location operating from its original site with 6,200 square feet.

2013 Sales: n/a; and no online sales.

What makes Us a Grassroots Retailer: We enjoy partnering with local non-profit groups. We offer support by donations and direct participation in events as both sponsors and hands-on participants. One example is our work with Friends of the Inyo, a group that works to protect and preserve our local wild lands. We donate regularly to this group, as a business sponsor, and also help organize and implement a variety of public lands’ projects, each of which is designed to get area locals and visitors out on their public lands. These projects are a chance for participants to give back in the form of stewardship work; i.e., trail work, invasive plant removal, or helping local land managers maintain public infrastructure such as painting picnic tables. We helped on several such projects this year, and also applied on Friends of the Inyo’s behalf for a generous grant from Grassroots Vendor Partner Columbia Sportswear, which in part seeks to help connect youth with public lands.

Hopes and Fears for 2014: We plan to continue to enjoy running one of the few true specialty outdoors stores left in California.

Windsurfing Hilton Head, Inc., d/b/a Outside Hilton Head and Outside Palmetto Bluff Hilton Head Island, SC Founded: 1979 Leadership: Mike Overton, Owner & President Number of Stores: Operates Outside Hilton Head on Hilton Head Island and operates Outside Palmetto Bluff, which opened in 2008 with an 800-square-foot retail showroom, in Bluffton, SC. 2013 Sales: $1M to $5M, up low, singledigits from 2012.

What makes Us a Grassroots Retailer: We’ve developed a strong initiative, led by our staff, to bring sustainability to the Lowcountry. It’s called the Green Team and they’ve done water cleanups, and launched a recycling program at our waterfront locations. The team was awarded a grant from the Beaufort County Public Works to conduct four kayak-based cleanups of waterways in Northern and Southern areas of the county. The first was conducted in March, 2013 on the Broad Creek and more than 300 pounds of trash was collected. Our Wooden Nickel initiative enables customers who use their personal shopping bags to donate the nickel in savings that creates for Outside Hilton Head to one of several local non-profits by depositing a wooden nickel in collection boxes after they pay for their purchase.

Hopes and Fears for 2014: We will begin a major retail expansion and renovation at our Hilton Head location in 2014 that will expand our retail showroom from 2,000 to approximately 2,500 square feet and add an additional 1,100 square feet of administrative space.

Grassroots Outdoor Alliance unites independent outdoor retailers as a strong voice to protect and promote the experience of outdoor enthusiasts across the United States. We enable access to best business practices for our retail members, to the best equipment and apparel brands for the public, and to the backcountry for all.

FOR MORE INFORMATION VISIT grassrootsoutdoors.coM

I AM...SGB

Ze'ev Feig CEO, Zensah When did you catch the running bug? In high school. I was never fast, but when trying out for the high school cross-country team, it was the first time I ran three miles. It was a good feeling to race over longer distances.

Proudest athletic moment? Running a 1:30 Half Marathon in Olympia, WA. First job? Working in the warehouse in my father’s auto parts company.

How did Zensah get its start? It was 2003 and the economy was coming out of a recession. I moved back to Israel, and couldn’t get a job. One day I visited a factory that was making seamless garments for underwear brands. I thought that the technology was really cool, and felt that the sports industry could benefit from a more comfortable fabric. While on a run in TelAviv, I said to myself, ‘Why not do this?’ and ‘this’ soon became Zensah.

78 JANUARY 2014

Can you talk about the early days of Zensah?

The first three years were not easy. It was tough to get sales. There is so much technology involved in our products it was not easy explaining it…but once people tried it they loved it, and that is what kept me going. One of the first meetings I had was with the assistant athletic trainer for the Miami Heat and I didn’t think much of it. I assumed they got all their apparel for free. With one sample prototype of a compression short, I left it with him and flew back to Israel. A few days later I got a voicemail saying that he tried it with a new player and he loved it, and wanted to order them for the team. That new player was Dwyane Wade, and at that moment I knew I had something special. Today a number of NBA teams use Zensah.

How did Zensah find its way into run specialty?

In 2006, with very little revenue and no salary, I took a chance and went to a trade show in Austin, TX. We had no retailers buying Zensah at the time and it was there that I met Garry Gribble of Garry Gribble’s Running Sports. He

bought one shirt from me. (We didn’t give out samples then). A few days later he placed an order and since then we have grown significantly in the specialty running market.

Why did the Zensah Leg Sleeve become THE breakout hit? We created something that is truly innovative. We weren’t trying to make a me-too product. It is a very versatile product that can be used for all types of activities and recovery. With more than 30 colors, it’s also fun to wear.

What do you think about the expansion of the compression category? The category has really grown in the past three years. Even with the tremendous growth, there are still many runners that don’t use compression products. We feel that Zensah is only in the first two innings of where compression is headed. We need to work on educating the athletes on the importance and benefits of compression. We are always discovering new applications for compression, and we expect to exploit those opportunities. ■

2013

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79

CALENDAR

JANUARY 2014 6-8 ATA Show Nashville, TN 7-9 MWSRA January Show Madison, WI 7-9 WWSRA Rocky Mtn Preview Denver, CO 7-9 WWSRA Northwest Preview Portland, OR 9-11 Surf Expo Orlando, FL 13-14 WWSRA Intermountain Preview Salt Lake City, UT 13-15 WWSRA NorCal Early Preview Reno, NV 14-17 SHOT Show Las Vegas, NV 15-18 NBS Winter-Specialty Market Fort Worth, TX 16-18 Sports Licensing & Tailgate Show Las Vegas, NV 17-19 Imprinted Sportswear Show (ISS) Long Beach, CA 21 ORWM Demo Day TBA 22-25 Outdoor Retailer Winter Market Salt Lake City, UT 30-2 SIA Snow Show Denver, CO

FEBRUARY 3-4 SIA On-Snow Demo Copper Mountain, CO

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TRADE ASSOCIATIONS | BUYING GROUPS

For full year calendar go to sportsonesource.com/events

3-4 SIA Nordic Demo Copper Mountain, CO 5-7 FFANY New York, NY 5-8 Sports Inc. Outdoor Show Phoenix, AZ 6-10 NBS Semi-Annual Market Fort Worth, TX 9-11 EORA SE February Show

Greenville, SC 10-13 Worldwide Spring Show Reno, NV 11-13 MWSRA February Show Madison, WI

18-19 MWSRA New Model Demo Hastings, MN

MARCH 4-5 SFIA National Health Through Fitness Day Washington, DC 14-16 Imprinted Sportswear Show (ISS)

Atlantic City, NJ

APRIL 4-6 Imprinted Sportswear Show (ISS) Orlando, FL

7-8 SFIA Litigation & Risk Management Summit Phoenix, AZ 27-30 NSGA Management Conference and Team Dealer Summit Indian Wells, CA

Athletic Dealers of America 1395 Highland Avenue Melbourne, FL 32935 t 321.254.0091 f 321.242.7419 athleticdealersofamerica.com National Shooting Sports Foundation Flintlock Ridge Office Center 11 Mile Hill Road Newtown, CT 06470 t 203.426.1320 f. 203.426.1087 nssf.org National Sporting Goods Association 1601 Feehanville Drive / Suite 300 Mount Prospect, IL 60056 t 847.296.6742 f 847.391.9827 nsga.org Nation’s Best Sports 4216 Hahn Blvd.

Ft. Worth, TX 76117 t 817.788.0034 f 817.788.8542 nbs.com Outdoor Industry Association 4909 Pearl East Circle / Suite 300 Boulder, CO 80301 t 303.444.3353 f 303.444.3284 outdoorindustry.org Sports & Fitness Industry Association 8505 Fenton St., Suite 211 Silver Spring, MD 20910 t 301.495.6321 f 301.495.6322 sfia.org Snow Sports Industries America 8377-B Greensboro Drive McLean, VA 22102 t 703.556.9020 f 703.821.8276 snowsports.org Sports, Inc. 333 2nd Avenue North Lewistown, MT 59457 t 406.538.3496 f 406.538.2801 sportsinc.com Sports Specialists Ltd. 590 Fishers Station Drive / Suite 110 Victor, NY 14564 t 585.742.1010 f 585.742.2645 sportsspecialistsltd.com Team Athletic Goods 629 Cepi Drive Chesterfield, MO 63005 t 636.530.3710 f 636.530.3711 tag1.com Worldwide 8211 South 194th Kent, WA 98032 t 253.872.8746 f 253.872.7603 wdi-wdi.com

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