Outdoor Retailer - Summer 2016 - (Page 84)

BREAD+BUTTER / Up Front Counter Culture Want to sell impulse buys at checkout ? Think about your customers' cravings, cracked hands, and curiosity. TO GET SOME INSIGHT ON WHAT MOVES at the cash register, we went to Boulder, Colorado's iconic Neptune Mountaineering and talked to Malcolm Daly. An accomplished mountaineer, chef, and the former owner of climbing and active wear brand Great Trango Holdings, Daly now works as a sales associate on the retail floor simply because he loves it. Here's what he had to say. EAT LOCAL "Food is a no-brainer," says Daly. "But we like to feature a lot of small local companies. Justin's Nut Butter, Skratch Labs, and Katie's Tram bars all sell out fast." CLIMATE CHANGE "We sell a ton of lip goop-Joshua Tree, Dermatone. A lot of visitors come to our high, dry climate and their lips explode. They need to protect lips and skin from the sun, and they forgot to pack lip balm and sunscreen." Daly also notes that the shop sells canned oxygen to tourists and parents of college students. CHALK, YES CHALK "It sells .We have at least 18 different types of chalk behind the front counter: black powder, crumbled chalk, herbal chalk. There are people very committed to a type of chalk, and some just like to try different brands. We have Zen Lizard X Chalk with Chinese herbs in it. Super Chalk is the most popular." LET THEM BROWSE You know what else sells at the counter? Print magazines. "When there's a line of three or four people, someone in the back will pick up a magazine and start to read it. They end up buying it when they check out," says Daly. O.R. 84 OUTDOOR RETAILER / Summer 2016 Photograph by Ben Fullerton / Caveman Collective

Table of Contents for the Digital Edition of Outdoor Retailer - Summer 2016

Outdoor Retailer - Summer 2016
Contents
The Pulse
Nitty Gritty
Case Study
Big Picture
Global Perspective
Ideas
The Voice
Thom Hill
Brian Jones
National Parks
Half-Moon Outfitters
Mountain Crossings
Bread+Butter
Standup Paddleboards
Know Your Customer
Yoga Pants
Up Front
The View
How I Got Here
#Replife
From the Road
Closer

Outdoor Retailer - Summer 2016

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