Outdoor Retailer - Winter 2016 - 50

BREAD+BUTTER / Hardgoods

Sell the Setup
What's the special sauce when it comes to
moving hardgoods? It's simple. You have to
match the gear to the terrain.
BY EUGENE BUCHANAN

50 OUTDOOR RETAILER

/ Winter 2016

THE CUSTOMER:

20 / 80

(20% Backcountry/
80% Resort)
Who Are They? This is the skier who
primarily rides the lifts but occasionally hits the sidecountry, which
requires a short tour back to a road
or the resort. While they might also
use the setup for straight-up touring,
they go large inbounds and put performance over weight savings.
The Setup: SKIS: K2 Pinnacle
95 and 105 (MSRP $699.95).
BINDINGS: Marker Kingpin (MSRP
$599/$649). BOOTS: K2 Pinnacle 130
and 110 (MSRP $650-$850).
Why It's Right for Them: K2's
Pinnacle series are built for the resort
but are light enough for backcountry
performance. The Marker Kingpin
is the first PinTech binding to gain
DIN certification and offer configurable release settings, inspiring
"alpine-esque" confidence. "Our goal
was to engineer a frameless PinTech
binding comparable with conventional alpine bindings in terms of
performance, comfort and protection," says director of research and
development Michael Mangold. The
boots carry a walk mode and optional
Vibram touring sole for traction.
Make the Sale: "The best way to sell
ski gear is to have skied on it. That's
why demo days are so important. I try
to ski on every pair of skis, bindings
and boots that we will offer, as well
as the ones we have decided against.
This allows us to tell customers the
relative merits of each from firsthand
experience." -Mike Donohue, CEO,
Outdoor Gear Exchange, Burlington,
Vermont (see page 32)

Photograph by Andrew Bydlon / Caveman Collective



Outdoor Retailer - Winter 2016

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

Outdoor Retailer - Winter 2016
Contents
The Pulse
Nitty Gritty
Case Study
Global Perspective
Big Picture
Ideas
The Conversation
Mike Donohue
Andrea Westerlind
The Hotlist
The Tannery
Playchecks
Bread+Butter
Hardgoods
Baselayers
Insulators
Hot Sellers
The View
How I Got Here
The Rep Life
From the Road
Closer
Outdoor Retailer - Winter 2016 - Outdoor Retailer - Winter 2016
Outdoor Retailer - Winter 2016 - Cover2
Outdoor Retailer - Winter 2016 - 1
Outdoor Retailer - Winter 2016 - 2
Outdoor Retailer - Winter 2016 - 3
Outdoor Retailer - Winter 2016 - Contents
Outdoor Retailer - Winter 2016 - 5
Outdoor Retailer - Winter 2016 - 6
Outdoor Retailer - Winter 2016 - 7
Outdoor Retailer - Winter 2016 - 8
Outdoor Retailer - Winter 2016 - 9
Outdoor Retailer - Winter 2016 - 10
Outdoor Retailer - Winter 2016 - The Pulse
Outdoor Retailer - Winter 2016 - Nitty Gritty
Outdoor Retailer - Winter 2016 - 13
Outdoor Retailer - Winter 2016 - 14
Outdoor Retailer - Winter 2016 - 15
Outdoor Retailer - Winter 2016 - Case Study
Outdoor Retailer - Winter 2016 - 17
Outdoor Retailer - Winter 2016 - 18
Outdoor Retailer - Winter 2016 - 19
Outdoor Retailer - Winter 2016 - Global Perspective
Outdoor Retailer - Winter 2016 - 21
Outdoor Retailer - Winter 2016 - Big Picture
Outdoor Retailer - Winter 2016 - 23
Outdoor Retailer - Winter 2016 - 24
Outdoor Retailer - Winter 2016 - 25
Outdoor Retailer - Winter 2016 - Ideas
Outdoor Retailer - Winter 2016 - The Conversation
Outdoor Retailer - Winter 2016 - 28
Outdoor Retailer - Winter 2016 - 29
Outdoor Retailer - Winter 2016 - 30
Outdoor Retailer - Winter 2016 - 31
Outdoor Retailer - Winter 2016 - Mike Donohue
Outdoor Retailer - Winter 2016 - 33
Outdoor Retailer - Winter 2016 - Andrea Westerlind
Outdoor Retailer - Winter 2016 - 35
Outdoor Retailer - Winter 2016 - The Hotlist
Outdoor Retailer - Winter 2016 - 37
Outdoor Retailer - Winter 2016 - 38
Outdoor Retailer - Winter 2016 - 39
Outdoor Retailer - Winter 2016 - 40
Outdoor Retailer - Winter 2016 - 41
Outdoor Retailer - Winter 2016 - The Tannery
Outdoor Retailer - Winter 2016 - 43
Outdoor Retailer - Winter 2016 - 44
Outdoor Retailer - Winter 2016 - 45
Outdoor Retailer - Winter 2016 - Playchecks
Outdoor Retailer - Winter 2016 - 47
Outdoor Retailer - Winter 2016 - 48
Outdoor Retailer - Winter 2016 - Bread+Butter
Outdoor Retailer - Winter 2016 - Hardgoods
Outdoor Retailer - Winter 2016 - 51
Outdoor Retailer - Winter 2016 - 52
Outdoor Retailer - Winter 2016 - 53
Outdoor Retailer - Winter 2016 - Baselayers
Outdoor Retailer - Winter 2016 - 55
Outdoor Retailer - Winter 2016 - 56
Outdoor Retailer - Winter 2016 - 57
Outdoor Retailer - Winter 2016 - Insulators
Outdoor Retailer - Winter 2016 - 59
Outdoor Retailer - Winter 2016 - Hot Sellers
Outdoor Retailer - Winter 2016 - 61
Outdoor Retailer - Winter 2016 - 62
Outdoor Retailer - Winter 2016 - 63
Outdoor Retailer - Winter 2016 - The View
Outdoor Retailer - Winter 2016 - 65
Outdoor Retailer - Winter 2016 - 66
Outdoor Retailer - Winter 2016 - 67
Outdoor Retailer - Winter 2016 - 68
Outdoor Retailer - Winter 2016 - 69
Outdoor Retailer - Winter 2016 - 70
Outdoor Retailer - Winter 2016 - 71
Outdoor Retailer - Winter 2016 - How I Got Here
Outdoor Retailer - Winter 2016 - 73
Outdoor Retailer - Winter 2016 - The Rep Life
Outdoor Retailer - Winter 2016 - 75
Outdoor Retailer - Winter 2016 - From the Road
Outdoor Retailer - Winter 2016 - 77
Outdoor Retailer - Winter 2016 - 78
Outdoor Retailer - Winter 2016 - 79
Outdoor Retailer - Winter 2016 - Closer
Outdoor Retailer - Winter 2016 - Cover3
Outdoor Retailer - Winter 2016 - Cover4
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