Outdoor Retailer - Winter 2017 - 75

What can reps do to create better relationships with retailers ?
It begins at the store level. Know the floor sales associates as well as the
buyers and owners. You can better discuss product direction, merchandising, and events when you feel the pulse at the store level. Since my territory is made up mainly of owner/operators like myself, it is crucial to
be in the store and to be an advocate for the brands you represent-to try
to allow a fair retail environment with the excessive amount of competition coming from all directions. I cannot be successful if my retail partners are not successful. There are not many new folks going into business these days, so it's kind of important to aid in their success. I have
also found that the hourly store associate might one day own the store
What can retailers do better to get the most out of their reps?
I always say I can play the game if I know the rules: Retailers need to
communicate up front their expectations of their reps as they relate to
the brands they represent.
How do you have a unique perspective on the outdoor industry?
I'm a four-season athlete. I am and have been exposed to many top innovations in our industry. I currently have the ability to ask and provide

advice from and to people in our industry around the world. I frequently
field calls from top brand managers and retail executives in the outdoor
industry, as well as give advice to these same folks. I don't think of myself
as old, but with 30 years experience doing the same function in the same
region of the world, this is not a job. This is my passion.
What's your favorite place to eat on the road in your territory?
My favorite place to eat is the next place, because it means seeing a familiar face I only see on the road in a fabulous city in North Carolina.
Any last words of advice for retailers looking to succeed in the current outdoor industry climate?
Listen to your reps, whether they are young or old. We are out there
in some many retail and online environments-you might just learn
something to enhance your retail environment or business practices if
you cozy up to your independent rep. We are all in this together, and it
will take us all working together to make it better. Mobile technology has
revolutionized our lives, but let's not forget the importance of conversation and human interaction. The best advice, however? Get outside. It's
always better outside! We are all better when we get outside! O.R.

Winter 2017 / OUTDOOR RETAILER 75


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Outdoor Retailer - Winter 2017

Table of Contents for the Digital Edition of Outdoor Retailer - Winter 2017

OUTDOOR RETAILER - WINTER 2017
CONTENTS
THE PULSE
HEADLINES
MERCHANDISING
MARKETING
BIG PICTURE
CASE STUDY
IDEAS
WYLDER WOMEN
RICH HILL
SUSTAINABILITY
GEAR TO GO
SKI MO
VAN LIFE
BREAD+BUTTER
THE SEASON’S HOTTEST SKIS
FABRIC DECODER
NORDIC APPAREL
COUNTER CULTURE
THE VIEW
HOW I GOT HERE
#REPLIFE
FROM THE ROAD
BACKSTORY
Outdoor Retailer - Winter 2017 - OUTDOOR RETAILER - WINTER 2017
Outdoor Retailer - Winter 2017 - Cover2
Outdoor Retailer - Winter 2017 - 1
Outdoor Retailer - Winter 2017 - 2
Outdoor Retailer - Winter 2017 - 3
Outdoor Retailer - Winter 2017 - CONTENTS
Outdoor Retailer - Winter 2017 - 5
Outdoor Retailer - Winter 2017 - 6
Outdoor Retailer - Winter 2017 - 7
Outdoor Retailer - Winter 2017 - 8
Outdoor Retailer - Winter 2017 - 9
Outdoor Retailer - Winter 2017 - 10
Outdoor Retailer - Winter 2017 - 11
Outdoor Retailer - Winter 2017 - THE PULSE
Outdoor Retailer - Winter 2017 - 13
Outdoor Retailer - Winter 2017 - HEADLINES
Outdoor Retailer - Winter 2017 - 15
Outdoor Retailer - Winter 2017 - MERCHANDISING
Outdoor Retailer - Winter 2017 - 17
Outdoor Retailer - Winter 2017 - MARKETING
Outdoor Retailer - Winter 2017 - 19
Outdoor Retailer - Winter 2017 - BIG PICTURE
Outdoor Retailer - Winter 2017 - 21
Outdoor Retailer - Winter 2017 - 22
Outdoor Retailer - Winter 2017 - 23
Outdoor Retailer - Winter 2017 - CASE STUDY
Outdoor Retailer - Winter 2017 - 25
Outdoor Retailer - Winter 2017 - 26
Outdoor Retailer - Winter 2017 - 27
Outdoor Retailer - Winter 2017 - IDEAS
Outdoor Retailer - Winter 2017 - WYLDER WOMEN
Outdoor Retailer - Winter 2017 - RICH HILL
Outdoor Retailer - Winter 2017 - 31
Outdoor Retailer - Winter 2017 - SUSTAINABILITY
Outdoor Retailer - Winter 2017 - 33
Outdoor Retailer - Winter 2017 - GEAR TO GO
Outdoor Retailer - Winter 2017 - 35
Outdoor Retailer - Winter 2017 - 36
Outdoor Retailer - Winter 2017 - 37
Outdoor Retailer - Winter 2017 - 38
Outdoor Retailer - Winter 2017 - 39
Outdoor Retailer - Winter 2017 - 40
Outdoor Retailer - Winter 2017 - 41
Outdoor Retailer - Winter 2017 - 42
Outdoor Retailer - Winter 2017 - 43
Outdoor Retailer - Winter 2017 - VAN LIFE
Outdoor Retailer - Winter 2017 - 45
Outdoor Retailer - Winter 2017 - 46
Outdoor Retailer - Winter 2017 - 47
Outdoor Retailer - Winter 2017 - 48
Outdoor Retailer - Winter 2017 - 49
Outdoor Retailer - Winter 2017 - 50
Outdoor Retailer - Winter 2017 - 51
Outdoor Retailer - Winter 2017 - SKI MO
Outdoor Retailer - Winter 2017 - 53
Outdoor Retailer - Winter 2017 - 54
Outdoor Retailer - Winter 2017 - 55
Outdoor Retailer - Winter 2017 - BREAD+BUTTER
Outdoor Retailer - Winter 2017 - 57
Outdoor Retailer - Winter 2017 - THE SEASON’S HOTTEST SKIS
Outdoor Retailer - Winter 2017 - 59
Outdoor Retailer - Winter 2017 - FABRIC DECODER
Outdoor Retailer - Winter 2017 - 61
Outdoor Retailer - Winter 2017 - NORDIC APPAREL
Outdoor Retailer - Winter 2017 - 63
Outdoor Retailer - Winter 2017 - COUNTER CULTURE
Outdoor Retailer - Winter 2017 - 65
Outdoor Retailer - Winter 2017 - THE VIEW
Outdoor Retailer - Winter 2017 - 67
Outdoor Retailer - Winter 2017 - 68
Outdoor Retailer - Winter 2017 - 69
Outdoor Retailer - Winter 2017 - 70
Outdoor Retailer - Winter 2017 - 71
Outdoor Retailer - Winter 2017 - HOW I GOT HERE
Outdoor Retailer - Winter 2017 - 73
Outdoor Retailer - Winter 2017 - #REPLIFE
Outdoor Retailer - Winter 2017 - 75
Outdoor Retailer - Winter 2017 - 76
Outdoor Retailer - Winter 2017 - 77
Outdoor Retailer - Winter 2017 - FROM THE ROAD
Outdoor Retailer - Winter 2017 - 79
Outdoor Retailer - Winter 2017 - BACKSTORY
Outdoor Retailer - Winter 2017 - Cover3
Outdoor Retailer - Winter 2017 - Cover4
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