Images Version

InsideOutdoor Magazine Winter 2010 Issue

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Printed on 100%
Recycled Paper
www .insideoutdoor
.com
Wint er 20 10
www .insideoutdoor
.com
Retail stRategies foR
the new decade
KICK STARTING
THE 2010s
Retail stRategies foR
the new decade
KICK STARTING
THE 2010s
Winter
Product
Market
ShoWcaSe
Winter
Product
Market
ShoWcaSe
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Fabric as
active as you.
Visit us at Outdoor Retailer booth #37055
To schedule an appointment or for additional information on LYCRA® SPORT fabric,
contact Gary Lucier at Gary.R.Lucier@INVISTA.com
or 678-575-3854. www.LYCRA.com/SPORT
Trust LYCRA® SPORT fabric to keep you moving.
Combining the proven stretch technology of LYCRA® fiber
with demanding fabric performance testing standards,
LYCRA® SPORT fabrics are engineered for activities that
demand comfortable fit and freedom of movement at
every step.
Page 5Top

This advertisement will appear in the following publication:
Inside Outdoor
Bleed: 8.375” x 11.125”
Trim: 8.125” x 10.875”
Live: 7” x 10”
CORD-1783 Biker
Howard, Merrell & Partners
November, 2008
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CONTENTS
Winter 2010
DEparTmENTS
DaTa pOINTS
8 NUMBERS WORTH NOTING
Gone fshing else where; m-commerce call; free deliv
ery;
elders online; ret uning radio
FLOOr SpaCE
52 MOTIVATING YOUR MILLENNIAL SALES FOR CES
New tactics for a new generation
GrEENSHEETS
54 GOOD C.O.P ., BAD C.O.P .
Chewing on Copenhagen
58 THE GREEN GL OSSARY
Defning the mo vement
6 Letter from the Editor
12 rep News and moves
62 advertiser Inde x
FEaTUrES
14 STRATEGIES FOR 20 10
after buckling down to survive the end of the pre vious decade, ret
ail-
ers had better start thinking a bit less conservatively moving forward
because an increasingly more empo
wered and dynamic group of
consumers is demanding c
hange. Heading into the ne
xt decade,
a few trends in particular st
and out f or their potentially f
ar-reaching
impact on the ret ail business model.
By Martin Vilaboy
22 WINTER PRODUCT MARKET SHO WCASE
packed with nearly 1 00 brands and 90 product images,
IO’s prod-
uct showcase is once again y our primary source f or updates
and innovations being un veiled at this y ear’s round of
winter trade sho ws. Slide on in and let us kno
w what
looks cool.
14
24
22
4 | Inside Outdoor
| Winter 20 10
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martin Vilaboy
Editor-in-Chief
martin@bekapublishing.com
percy Zamora
Art Director
outdoor@bekapublishing.com
Ernest Shiwanov
Editor at Large
ernest@bekapublishing.com
Berge Kaprelian
Group Publisher
berge@bekapublishing.com
Jennifer Vilaboy
Production Director
jen@bekapublishing.com
Suzanne Urash
Ad Creative Designer
suzanne@cre8groupinc.com
Beka Publishing
Berge Kaprelian
President and CEO
philip Josephson
General Counsel
Jim Bankes
Business Accounting
Corporate Headquarters
745 N. Gilbert road
Suite 124, pmB 303
Gilbert, aZ 85234
Voice: 480.503.0770
Fax: 480.503.0990
Email: berge@bekapublishing.com
© 2010 Beka publishing , all rights reser ved.
reproduction in whole or in any form or
medium without express written permission
of Beka publishing, is prohibited. Inside
Outdoor and the Inside Outdoor logo are
trademarks of Beka publishing
Customer CoNNeCteD
Editor’s Letter
Despite its economically depressing ending, the past decade, some have
argued, will be remembered most as the era when businesses and consumers
embraced social media.
although this may sound absurd in the shadows of the “Great recession, ” a
case can be made for such a sentiment. Like lots of things on the Internet, user-
generated content, online communities and social networking have been adopted
at rates never before seen in the history of technology. at the same time, rarely
can such a potent and potentially far-reaching tactic be deployed for so relatively
little initial investment. retailers, and most other businesses, should be investing
in social media simply because of the exceedingly low barriers to entry.
The real story of the decade, however, goes much deeper than any particular
online platform or activity. If the decade had to be defned, at least in the conte
xt
of our industry, we’d argue that it will go do wn as the years when the consumer
took control.
as much as anything else, the Internet and Web 2.0 applications give every
average Internet user a voice. Online communities and message boards,
meanwhile, give them a broadcast medium. put the two together and a type of
“network effect” comes into play (call it a social network effect, if you like), which
states that each point, or person, on the network gets more powerful with each
additional point or person.
Social Media Infuence on U.S. Holiday Purchasing, % of Shoppers
Reading a consumer-generated review about a product online (including personal blogs)
infuenced me to purchase it
13%
Reading an expert review about a product online infuenced me to purchase it
11%
I have followed a company Fan Page on Facebook to take advantage of special offers/deals
7%
A friend’s status update about a product on Facebook infuenced me to purchase it
6%
Watching a related video online infuenced me to purchase a product
5%
I have followed a company on Twitter to take advantage of special offers/deals
5%
A tweet about a product on Twitter infuenced me to purchase it
3%
Source: comScore
In other words, shoppers now can gather information and make eventual
purchases from a seemingly infnite amount of places, with offers and processes
sometimes in place that satisfy very precise user preferences. Individual
preferences, quirks and buying patterns that we previously didn’t concern
ourselves with may suddenly become relevant because someone fgured out
how to address those issues, and the long t
ail allowed them to reach enough
people to which they matter. an upshot for retailers is that if you don’t maintain
a solid understanding of what your customers want, how they want it and where
they want it, as well as some ability to meet those needs, your customers easily
can keep looking for the next disruptive provider that can provide precisely
what they desire.
We’ve always looked at consumers as demographic “groups” and customer
“bases.
” What we can ’t forget – particularly at this time when social media is near
its peak on the hype cycle – is that people, and not networks, hit the trails and
waterways. Individuals, not groups or communities, make purchase decisions.
For now, social networks may be less about reaching mass amounts of people
cost effectively and more about building personal virtual relationships with certain
customers, some of which, of course, being your most loyal and important
customers. So as our marketing and sales strategies move deeper into virtual
communities, mass networking and attracting hordes of friends and followers,
we must all be careful not to miss the trees for the forest. –MV
6 | Inside Outdoor
| Winter 20 10
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8 | Inside Outdoor
| Winter 20 10
Data Points
Numbers worth NotiNg
ONE THaT GOT aWay
after Nielsen decided to shutter its Fly-Fishing retailer
trade show, when the american Fly Fishing Trade association
subsequently decided to pass on the in
vitation to join the
Outdoor retailer shows and take a crack at an independent
event, the at tendees and e xhibitors of the O r shows missed
out on a potentially large crosso
ver opportunity. according to
fgures from the Outdoor Industry association, fshing is among
the top “gateway activities,
” whose participates are more lik
ely
to participate in another outdoor activit
y. participation in gate
way
activities, sa ys OIa, “often leads to higher activit
y levels and a
greater connection with the outdoors.

Freshwater, saltwater and fy fshing trail only camping and
hiking in terms of the percentage of participants who take
part in another activity. Fishing is tied for third among the top
with bicycling. To put that into some perspective, imagine
the impact to the Or show if the mountain biking industry
suddenly had a signifcant presence.
SIGNaGE OF THE TImES
percent off signs still may be what shoppers find most
appealing, but “the in-store experience continues to be
a ‘make or break’ scenario for 69 percent of shoppers
polled when selecting a store to visit,
” say sur vey results
from atlanta-based retail consultancy miller Zell. as much
as seven out of 1 0 shoppers are influenced b
y end-of-
aisle signage, and half are persuaded in their purchasing
by shelf blades and shelf strips. “Ceiling banners and
overhead mobiles have the least amount of impact on
consumer decision-making in the store environment,

says miller Zell.
mOBILE CaLLING
as recently as just a few years ago, the proposition to
receive promotions on a mobile phone was looked upon
with disdain by the vast majority of consumers, several
surveys have shown. But as it tends to go with most new
platforms of advertising, folks get used to things rather
quickly. according to a recent survey by digital research
frm Compete, nearly half of smartphone users now are
receptive to location-based offers at restaurants and offers to
save and pursue at their leisure; 45 percent say they would
use mobile grocery coupons. Offers on impulse items and
leisure purchases, suggests the study, tend to make the best
candidates for mobile offers.
Offers Most Interested in Receiving on Wireless Device
(Ranked frst or second out of fve; % of smartphone owners)
Offer Desired
% of
Respondents
Location based restaurant offers
46%
Offers to save or pursue later
46%
Grocery coupons
45%
Flight, hotel, rental car check-in with bar code
44%
Special pricing for local movies
44%
Location-based promotion (close)
42%
Discounts on travel sites
34%
Offers synched to personal schedule
29%
Source: Compete, September 2009
SHIppING Up
Free shipping of online orders slo
wly is moving from
critical incentive to a cost of doing business for e-tailers.
The past several quarters have seen the percentage of
e-commerce sales transactions including free shipping
trending up from 31 percent in the frst quarter of 20
08 to
42 percent in the third quarter of 2009, show fgures from
comScore. Heading into the recent holida
ys, 79.4 percent
by Martin Vilaboy
Fishing a Top Gateway Activity
Source: Outdoor Industr
y Association
U.S. Mobile Internet User Profile, By Age
Source: Nielsen Mobile, 2008
Source: INVIST A
Fabric Recovery and Fit Quality Standards for Performance and Comfort
Enablers in In-Store Marketing Efforts Today
Source: Retail Systems Resear
ch
Source: Retail Systems Resear
ch
42
38
40
44 44
32
48 46
42
63
70
34
54 54
46
F
abric Reco
ver
y in Grams
@ 40% and 65% elongation
H
i
g
h
e
r
L
o
w
e
r
Loss of Fit (%)
US
UK
Germany
Brazil
China
Elongation
Performance
Zone of
LYCRA SPORT
fabric
200g
40%
9.1%
55-64
35-53
25-34
18-24
1.7%
65+
12.7%
13-17
11.8%
27.4%
37%
65%
600g
8
6
4
2
0
Source: Pinnacle Resear
ch
Percent of Consumers Who’s Choice in Favor of a Particular Garment Can
Be Influenced by Presence of Lyrca Hangtag
0%
10%
20%
30%
40%
50%
60%
70%
Sports apparel
Compression apparel
Outdoor w ear
0%
20%
40%
60%
80%
100%
Freshwater, Saltwater
and Fly Fishing
Car, Backyard, and
RV Camping
Road Biking, Mountain
Biking and BMX
The ability to create targeted
or personalized offers for shoppers
Tools to better track
in-store execution
Tools to measure customer
response to in-store marketing
A loyalty program that helps identify shoppers and
track their purchase history
A creative and mar
keting message production process
that takes into account in-store requirements
Tools to optimize messaging offered
to customers in store
Promotion planning tools to better
coordinate across organizations
A single content management system to enable common
information assets across channels and media
Technology to reach shoppers during the in-store
shopping process
Ad agencies and media buyers that understand
the in-store environment
T
echnolog
y to reach shoppers as they enter the store
Mobile technologies to reach conumers on
their mobile phones while in stores
Coordinating pricing and promotions
with other channels
Real-time inventory management
Managing fulfillment across channels
Optimizing in
ventory deployment to speed
delivery and minimize holding costs
Managing returns across channels
Online carries a wider assortment
than other channels
We don’t have a solid definition of how
consumers cross our channels
Assigning sales and performance
metrics across channels
More than 75%
25-75%
10-24%
Less than 10%
All Others
Winners
Hiking
Running/Jogging
and Trail Running
78%
22%
84%
16%
78%
22%
87%
13%
70%
30%
Participants Who Do Participate
in Another Outdoor Activity
Percent of Participants in Gateway Activities
Participants Who Don’t Participate
in Another Outdoor Activity
What are the three most significant challenges to bringing
e-commerce functionality across channels?
Note: By per cent of sales online
Source: Retail Systems Resear
ch
“Mobile represents a big untapped opportunity for my
company?
26%
69%
33%
60%
32%
58%
36%
58%
42%
58%
25%
56%
31%
53%
28%
51%
13%
47%
23%
37%
21%
35%
60%
54%
53%
32%
30%
26%
25%
19%
17%
33%
44%
11%
11%
13%
25%
50%
13%
13%
50%
25%
9%
3%
36.6%
22%
17.1%
12.2%
7.3%
4.9%
6%
39%
39%
11% 6%
18%
47%
21%
13%
33%
33%
17%
19%
24%
Major Role
Very Important
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
Retailers in North America Who Have Order Online/Pick
Up In-Store Capabilities, August 2009 (% of respondents)
Source: AMR Resear ch; RIS
No, but we plan to implement by the end of 2010
No, and we have no plans to implement this functionality
Yes, we offer in-store pickup from in-store inventory or by shipping
Yes, we offer in-store pick up from store inventory only
No, but we plan to implement by the end of 2009
Yes, we offer in-store pickup via “ship-to-store” process only
Page 11Top

20659
07.01.09
Duncan Channon
bt
150
Fuji FG
M20659_BRK_Ranier
Cyan Magenta Yellow Black

Page 12Top

Data Points
of online ret ailers said the y planned to of fer free shipping
of some sort during the holiday season, says a separate
survey by Shop.org and BIGresearc
h.
Free Shipping’s Increasing Share (%) of
E-Commerce Transactions
Free Shipping
Paid Shipping
Q1 2008
31%
69%
Q2 2008
34%
66%
Q3 2008
35%
65%
Q4 2008
38%
62%
Q1 2009
37%
63%
Q2 2009
43%
57%
Q3 2009
42%
58%
Source: comScore
NOT yOUr DaD’S DIaL-Up
The image of the online world tends to be young and
hip, but online marketers no longer can assume that’s the
audience to which they’re talking. a large and growing
population of users 65 and older have made the wired
Internet an active part of their daily lives, suggests a study
from CTam. more than three-quarters of these matures shop
online and even lead all other generation groups in some
online activities.
Matures’ (65 and older) Levels of Online Activities
Activity
% of
Respondents
Regularly use email
94%
Shop online
77%
Read news
70%
Look up health/medical information
71%
Manage fnances/banking
59%
Play online games
47%
Boomers’ (45-64) Levels of Online Activities
Activity
% of
Respondents
Regularly use email
93%
Shop online
71%
Read news
73%
Manage fnances/banking
66%
Watch online video
30%
Source: CTAM
raDIO rOCKS ONE
all the way back to the rise of television we’ve been
hearing about the death of broadcast radio, even a 1980s
pop song about it. yet radio continues to be second only to
television, reaching 77 percent of adults on a daily basis,
compared to 95 percent for TV, according to Nielsen ratings.
That compares to the 64 percent reached daily by the
Internet (excluding email) and the 11.6 percent daily reach
of personal audio devices. as it turns out, the emergence
of ipods and other personal audio de vices actually may be
stimulating radio listening, suggest Nielsen fgures. radio
was found to have a higher reach (82 percent) among
those who listen to portable audio devices compared to
the average reach for all audio consumers. It’s not an aging
platform either, as almost 80 percent of adults 18 to 34
listen to broadcast radio on an a verage day.
All Audio Sources by Location (% of Minutes Listened)
Source
Own Home
Car
Work
Broadcast radio
46.4%
74.2%
53.8%
Satellite radio
7.2%
5.5%
12.3%
CDs/Tapes
20.6%
16.2%
4%
Digital audio stored
8.8%
<1%
5%
Digital audio streamed
6.7%
--
12.6%
Portable audio
8.6%
3.6%
1.6%
Other audio
1.7%
<1%
10.6%
Source: The Nielsen Company
BraND maTTErS
Discount pricing and private-label notwithstanding, brand
still matters for lots of consumers. more than two-thirds
in a survey of 3,600 shoppers said “long-standing brand
preferences” are infuential to purchasing. about half of
shoppers contend to buy a preferred brand even when a
less expensive alternative is available. What’s more, in-store
branding, it appears, holds particular importance to brand
decisions. Shoppers choose 59 percent of the brands they
buy in the store, suggests the fndings from the Grocery
manufacturers association. and while most consumers do
some research before hitting the stores, three-quarters don ’t
make shopping lists. most shoppers have “mental lists”
that include “brand consideration sets” but evolve as they
are exposed to more marketing at home, in transit and in
the store. after price, communicating benefts on packaging
is most infuential, whether reinforcing existing brand
preferences or driving new loyalties.
10
| Inside Outdoor
| Winter 20 10
Page 13Top

serious
traction
gear
Whatever the winter activity STABILicers provide the ice traction product you need.
Quick and easy on and off and performance-designed for durability and comfort.
Aggressive cleats bite into ice, rock, snow and pavement, providing unbeatable
traction with every STABILicers product.
800-782-2423
www.32north.com
Count on Serious Traction.
Page 14Top

SnowSports Industr ies America (SIa)
recently named the winners of its 20
09
U.S. SnowSports regional rep of the year
award. With the award now in its fourth
year, SIa received nearly 900 nominations
from sno w sports ret ailers nation
wide,
broken down into nine regions. Each
winner will receive an award to recognize
their commitment to the industry, as well
as a one year SIa rep membership and
$150 american Express gif
t card.
Gibbon Slacklines, manufacturers
of slackline kits distributed exclusively
by Canaima Outdoors in North america,
announces the support of four new
sales agencies covering 20 states in the
U.S. as well as British Columbia, the
yukon and Ontario, Canada. Outdoor
Marketing Alliance (Oma), the largest
of four agencies to join Gibbon, has
six reps throughout the Southeast,
Texas and Oklahoma. The Oma team
boasts 96 combined years of experience
representing manufacturers in the
outdoor market. Gibbon also has retained
San Diego-based Nu School Enterprises
in Southern California, Southern Nevada
and arizona. Led by Zachariah Rohowits
with 18 years in the outdoor space,
Nu School also represents Veloz Trucks
and Insane asylum Skateboards. Now
servicing British Columbia and the yukon
territory is Rob Downie of Downie
Sales, based in Vancouver, while Richard
Bryan Sales Agency of Ottowa expands
Gibbons sales presence in Ontario.
richard Bryan also represents Venture
Snowboards and Expat Travel Gear .
Spyder Active Sports realigned
its sales organizational structure in
the mid atlantic and New England
areas from three regions to two and
hired two sales groups to represent
the new territories. moving forward,
the state of Connecticut will join the
New England region that includes
maine, New Hampshire, Vermont,
massachusetts and rhode Island. New
york will align with the mid atlantic
territory of New Jersey, Delaware,
pennsylvania, maryland, Washington
D.C. and Northern Virginia. Danny
Clayton will cover the New England
sales territory. He and his sales agency,
made up of his brother Steve Clayton
and sales assistant Jacqui Poutre, bring
a combined 40 years of industry sales
and grass roots marketing experience
to Spyder. meanwhile, industry veteran
Peter Seminara will lead the Spyder rep
group in the mid atlantic territory from
offces in New Jersey. Joining Seminara
is Susanne Stack, who has been a
sales rep for both Nils and Burton for the
past 10 years. Erin Yago and Terrence
McGuire round out the sales team, both
of whom have worked with Seminara
during the last four selling seasons.
GSI Outdoors has retained Yates
Outdoor Sales headed up b y Kevin Yates
to oversee sales and mark eting ef forts of
it outdoor cooking and dining products
in Ontario, Canada, effective January 1,
2010. along with GSI Outdoors, yates
represents several other outdoor technical
brands including marmot and Garmont.
He can be reac hed 905-483-41 66 or
yatesoutdoor@gmail.com.
performance sock company Lorpen
has expanded its U.S. sales force by 35
percent to keep up with the company’s
solid growth in 2009. Great Pacifc Sales
now will cover the California, Nevada
and arizona territory, while Will Mason
and Deno Dudunake will cover the New
England territory. Continental Divide
Sports now will cover Utah, Colorado,
Wyoming and New mexico, and Joe
File will cover the Ohio, Indiana, Illinois,
Kentucky and michigan territory. The 16
states in the Southeast and midwest
now will be represented b y frm Outdoor
Marketing Alliance, while Kent Fried
will cover maryland, Deleware, D.C., New
york and pennsylvania.
Startup wool sock provider point6 has
taken on two new sales represent atives,
Smoky Anderson and Owen Dennehy,
to cover areas in Colorado, Ut
ah, Wyoming
and New mexico. anderson and Dennehy
have worked together since 2000.
Together the y manage an independent
sales agency
, Smoky Anderson Inc. , in
Georgetown, Colo. where they represent
Eagle Creek Travel Gear, patagonia
Footwear, Katadyn, pacifc Outdoor
Equipment and no w point6.
Pacifc Recreation Sales (pacrec),
based out of Bakersfeld, Calif., has been
retained by Mountainsmith LLC to
oversee sales and marketing efforts in
California, arizona, Nevada and Hawaii.
pacifc recreation Group is owned and
managed by Jeremiah “JJ” anderson,
who has contracted 23-year industry
professional Jesse Donoho to provide
advisory and sales management support.
anderson can be reac hed at 877-722-
4742, #703 or jj@pacrecinc.com.
rep moves aNd News
SIA 2009 Rep of the Year Award Winners
Region
Winner
Lines
Northeast
Chad Waters
Smith Optics
Atlantic
Kent Fried
Atomic, Hestra, Sun Valley Ski Tours, Carrera, Lorpen
Eastern Lakes
Tim Parker
Rossignol – alpine, snowboard, Nordic and apparel
South
Mike Lamb
Atomic, Swix/Uvex, The Duck Company, Techstyles, Sports
Accessories, Lorpen, Auclair, Wintersteiger Tuning Equip.
Midwest
Tom Blair
Atomic, Descente, Ripzone, Leki, Neve, Zero, Extreme Optiks
Rockies
Jeff Braun
Nordica, The Soze Group
Northwest
Dane Stevenson
Swix, POC, Dermatone, Rollerblade, Hammerhead, Pedro’s
Northern California
Josh Hoyer
Oakley (including Arnette, Revo, Fox, Ray Ban)
West
Mike Day
Scott USA
12
| Inside Outdoor
| Winter 20 10
Page 15Top

©2010 Implus Footcare, LLC.
THE 2010
PRE-BOOKING PROGRAMS
Outdoor
www.littlehottieswarmers.com
www.grangers.co.uk
www.highgear.com
www.yaktrax.com
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MY
CY
CMY
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Page 16Top

During the last 18 months or so,
retailers have been forced to put
a lot of projects on hold. Needing
to keep things tight in the midst
of the recession, retail executives, by
and large, have had to put the brakes on any planned
expansions, store renovations, technology deploy-
ments, IT upgrades or inventory extensions.
Here’s hoping the recovery picks up
some speed, and quickly, because it’s the
strong that survive tough times, and staying
strong means moving forward on some clear
initiatives. Make no mistake; the combination
of a technology boom followed by a bust in
over-consumption is sending waves of change
through store-based retail.
Indeed, retailers have lots to think about if
they want to stay relevant. On the technology
front, there’s everything from online integration
to supply chain collaboration to business intel-
ligence, social media, mobility and automating
inventory, to name just a few. At the same time, the dip
in consumption levels has most analyst worried that the
U.S. now has more stores than demand can support, says
Michael Collins, a partner in the retail and consumer practice
group of corporate consultant Bain & Co.
Demand won’t return at least until people feel safer with
their employment situation, and that comfort could be several
more quarters away . There’s even reason to believe consump -
tion will never return to 2007 levels. After all, ever time the
savings rate takes a tick up, it’s essentially one less percent of
disposal income for all pr oviders of goods and services.
StrategieS
for 2010
SHOppEr BEHaVIOr
pUSHES THE rETaIL
mODEL
by Martin Vilaboy
14
| Inside Outdoor
| Winter 20 10
Page 17Top

Stra tegie
S
for 2010
C
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SandalAd7.pdf 1/5/10 5:51:06 PM
Page 18Top

Heading into the next decade, stagnation is no
longer an option. And it’s about lots more than in-
vestments in initiatives that improve the basic tenets
of retailer operations. Rather, in many instances, the
core elements of retail are changing to keep up with
evolving and dynamic consumer shopping patterns.
Scanning the horizon, standing now at the start
of the 2010s, a few areas in particular, among many,
appear too fundamental and far-reaching to be
ignored. What follows is a brief perspective on their
potential importance and impact. All of them, not
surprisingly, circle around the new reality of a more
empowered and demanding consumer base.
BaCK ON THE FLOOr
Of course, the power being amassed by consum-
ers largely can be attributed to the rise of e-com-
merce. One might think as online purchasing inches its way
toward a signifcant percentage of total retail spending, that
the brick and mortar retail foor space becomes less relevant.
There’s more in motion, however, than a direct competition for
attention between online and physical channels.
E-commerce, and Internet applications in general, ar e
changing buying behavior and expectations acr
oss all chan-
nels, say researchers at Aberdeen Group, so as consumers
gradually increase their product and promotions search,
product comparisons and purchasing through Web and call
centers, expectations mount for retailers to provide similar
standards and experiences in the store.
“As more shopping shifts online, in part thanks to the
economic factors driving consumers to sear
ch for deals
online befor e going shopping, r etailers see the need to com
-
pete with these outside infuences at the shelf,” write Nikki
Baird and Paula Rosenblum, both managing partners for
Retail Systems Resear ch.
Already, we see consumers bringing online product search
and comparison capabilities into stores in the palms of their
hands. And any communications and IT executive will attest
that technology investment now is driven by users rather than
corporate agendas.
“For store-based and mixed-model retailers,” says RSR.
“Integrating disparate channel experiences is key .” As much as
86 percent of retailers surveyed by RSR, for example, said the
future of online retail was “cross-channel.”
So while most of the innovation seen in retail during the
past several years has come from the online
world, “it appears that the future lies with
cross-channel selling more than pure-play e-
commerce,” say RSR researchers.
And the cross-channel preference among
customers “is a key reason why in-store experi-
ence is back into focus as a value chain area that
needs renewed energy and excitement,” say
analysts at Aberdeen.
That’s not to suggest that the in-store experi-
ence simply becomes a mirror image of the
online experience. The sales foor, after all, is a
strategic differentiator from online alternatives,
which can help shift the competitive emphasis
away from price. In turn, leading retailers, says
Aberdeen Group, “are transforming in-store
execution to expand customer appeal, basket
size and repeat purchase” – all crucial elements
for a destination channel that now must justify
higher capital investment compared to lower-
overhead e-commerce alternatives.
Consider Wal-Mart, for its part. During the
past 12 to 15 months, the big box retailer has
been restructuring store experience processes
and some store technology touch points in
Fishing a Top Gateway Activity
Source: Outdoor Industr
y Association
U.S. Mobile Internet User Profile, By Age
Source: Nielsen Mobile, 2008
Source: INVIST A
Fabric Recovery and Fit Quality Standards for Performance and Comfort
Enablers in In-Store Marketing Efforts Today
Source: Retail Systems Resear
ch
Source: Retail Systems Resear
ch
42
38
40
44 44
32
48 46
42
63
70
34
54 54
46
F
abric Reco
ver
y in Grams
@ 40% and 65% elongation
H
i
g
h
e
r
L
o
w
e
r
Loss of Fit (%)
US
UK
Germany
Brazil
China
Elongation
Performance
Zone of
LYCRA SPORT
fabric
200g
40%
9.1%
55-64
35-53
25-34
18-24
1.7%
65+
12.7%
13-17
11.8%
27.4%
37%
65%
600g
8
6
4
2
0
Source: Pinnacle Resear
ch
Percent of Consumers Who’s Choice in Favor of a Particular Garment Can
Be Influenced by Presence of Lyrca Hangtag
0%
10%
20%
30%
40%
50%
60%
70%
Sports apparel
Compression apparel
Outdoor w ear
0%
20%
40%
60%
80%
100%
Freshwater, Saltwater
and Fly Fishing
Car, Backyard, and
RV Camping
Road Biking, Mountain
Biking and BMX
The ability to create targeted
or personalized offers for shoppers
Tools to better track
in-store execution
Tools to measure customer
response to in-store marketing
A loyalty program that helps identify shoppers and
track their purchase history
A creative and marketing message production process
that takes into account in-store requirements
Tools to optimize messaging offered
to customers in store
Promotion planning tools to better
coordinate across organizations
A single content management system to enable common
information assets across channels and media
Technology to reach shoppers during the in-store
shopping process
Ad agencies and media buyers that understand
the in-store environment
Technology to reach shoppers as they enter the store
Mobile technologies to reach conumers on
their mobile phones while in stores
Coordinating pricing and promotions
with other channels
Real-time inventory management
Managing fulfillment across channels
Optimizing inventory deployment to speed
delivery and minimize holding costs
Managing returns across channels
Online carries a wider assortment
than other channels
We don’t have a solid definition of how
consumers cross our channels
Assigning sales and performance
metrics across channels
More than 75%
25-75%
10-24%
Less than 10%
All Others
Winners
Hiking
Running/Jogging
and Trail Running
78%
22%
84%
16%
78%
22%
87%
13%
70%
30%
Participants Who Do Participate
in Another Outdoor Activity
Percent of Participants in Gateway Activities
Participants Who Don’t Participate
in Another Outdoor Activity
What are the three most significant challenges to bringing
e-commerce functionality across channels?
Note: By per cent of sales online
Source: Retail Systems Resear
ch
“Mobile represents a big untapped opportunity for my
company?
26%
69%
33%
60%
32%
58%
36%
58%
42%
58%
25%
56%
31%
53%
28%
51%
13%
47%
23%
37%
21%
35%
60%
54%
53%
32%
30%
26%
25%
19%
17%
33%
44%
11%
11%
13%
25%
50%
13%
13%
50%
25%
9%
3%
36.6%
22%
17.1%
12.2%
7.3%
4.9%
6%
39%
39%
11% 6%
18%
47%
21%
13%
33%
33%
17%
19%
24%
Major Role
Very Important
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
Retailers in North America Who Have Order Online/Pick
Up In-Store Capabilities, August 2009 (% of respondents)
Source: AMR Resear ch; RIS
No, but we plan to implement by the end of 2010
No, and we have no plans to implement this functionality
Yes, we offer in-store pickup from in-store inventory or by shipping
Yes, we offer in-store pick up from store inventory only
No, but we plan to implement by the end of 2009
Yes, we offer in-store pickup via “ship-to-store” process only
Fishing a Top Gateway Activity
Source: Outdoor Industr
y Association
U.S. Mobile Internet User Profile, By Age
Source: Nielsen Mobile, 2008
Source: INVIST A
Fabric Recovery and Fit Quality Standards for Performance and Comfort
Enablers in In-Store Marketing Efforts Today
Source: Retail Systems Resear
ch
Source: Retail Systems Resear
ch
42
38
40
44 44
32
48 46
42
63
70
34
54 54
46
F
abric Reco
ver
y in Grams
@ 40% and 65% elongation
H
i
g
h
e
r
L
o
w
e
r
Loss of Fit (%)
US
UK
Germany
Brazil
China
Elongation
Performance
Zone of
LYCRA SPORT
fabric
200g
40%
9.1%
55-64
35-53
25-34
18-24
1.7%
65+
12.7%
13-17
11.8%
27.4%
37%
65%
600g
8
6
4
2
0
Source: Pinnacle Resear
ch
Percent of Consumers Who’s Choice in Favor of a Particular Garment Can
Be Influenced by Presence of Lyrca Hangtag
0%
10%
20%
30%
40%
50%
60%
70%
Sports apparel
Compression apparel
Outdoor w ear
0%
20%
40%
60%
80%
100%
Freshwater, Saltwater
and Fly Fishing
Car, Backyard, and
RV Camping
Road Biking, Mountain
Biking and BMX
The ability to create targeted
or personalized offers for shoppers
Tools to better track
in-store execution
Tools to measure customer
response to in-store marketing
A loyalty program that helps identify shoppers and
track their purchase history
A creative and marketing message production process
that takes into account in-store requirements
Tools to optimize messaging offered
to customers in store
Promotion planning tools to better
coordinate across organizations
A single content management system to enable common
information assets across channels and media
Technology to reach shoppers during the in-store
shopping process
Ad agencies and media buyers that understand
the in-store environment
Technology to reach shoppers as they enter the store
Mobile technologies to reach conumers on
their mobile phones while in stores
Coordinating pricing and promotions
with other channels
Real-time inventory management
Managing fulfillment across channels
Optimizing inventory deployment to speed
delivery and minimize holding costs
Managing returns across channels
Online carries a wider assortment
than other channels
We don’t have a solid definition of how
consumers cross our channels
Assigning sales and performance
metrics across channels
More than 75%
25-75%
10-24%
Less than 10%
All Others
Winners
Hiking
Running/Jogging
and Trail Running
78%
22%
84%
16%
78%
22%
87%
13%
70%
30%
Participants Who Do Participate
in Another Outdoor Activity
Percent of Participants in Gateway Activities
Participants Who Don’t Participate
in Another Outdoor Activity
What are the three most significant challenges to bringing
e-commerce functionality across channels?
Note: By per cent of sales online
Source: Retail Systems Resear
ch
“Mobile represents a big untapped opportunity for my
company?
26%
69%
33%
60%
32%
58%
36%
58%
42%
58%
25%
56%
31%
53%
28%
51%
13%
47%
23%
37%
21%
35%
60%
54%
53%
32%
30%
26%
25%
19%
17%
33%
44%
11%
11%
13%
25%
50%
13%
13%
50%
25%
9%
3%
36.6%
22%
17.1%
12.2%
7.3%
4.9%
6%
39%
39%
11% 6%
18%
47%
21%
13%
33%
33%
17%
19%
24%
Major Role
Very Important
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
Retailers in North America Who Have Order Online/Pick
Up In-Store Capabilities, August 2009 (% of respondents)
Source: AMR Resear ch; RIS
No, but we plan to implement by the end of 2010
No, and we have no plans to implement this functionality
Yes, we offer in-store pickup from in-store inventory or by shipping
Yes, we offer in-store pick up from store inventory only
No, but we plan to implement by the end of 2009
Yes, we offer in-store pickup via “ship-to-store” process only
16
| Inside Outdoor
| Winter 20 10
Page 19Top


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several U.S. stores in reaction to changing expectations of
its in-store customers, says Aberdeen. “This involved new
customer-friendly merchandising props, revised layouts,
vibrant aisles, new cross-category merchandising offers and
expanded service and self-service technology offerings,” says
the research frm.
Of course, the need to revive the in-store experience only is
magnifed by economic conditions that have lowered demand
and put a squeeze on people’s pocketbooks. As much as four
in 10 retailers recently surveyed by RSR, for example, say eco-
nomic conditions have made in-store marketing more impor-
tant. Quite simply, after spending the time and effort to get the
customer in the doors, the opportunity cannot be missed.
“If a consumer decides to pass on a purchase because they
don’t feel like they have the information they need to make
a decision, or because they were unaware a new item was
carried in the store, or for whatever reason,” argue Baird and
Rosenblum, “that is a miss that no retailer or brand can afford
to make today .”
m-COmmErCE = E-COmmErCE2
Retailers, likewise, can ill afford to underestimate the im-
pact that mobility will have on retail operations, both on and
off the sales foor. Granted, we are not where many early sup-
porters of m-commerce thought we’d be at the start of the last
decade in terms of payment through mobile devices, location-
based marketing, mobile coupons and the mobile Web. These
advancements tend to require very large entities, such as the
major banks and wireless providers, to get on the same page.
As the saying goes, sometimes it can take supertankers a long
time to change course.
Individual users, on the other hand, can change their be-
havior rather quickly, and here, once again, consumer actions
are driving retailer reactions.
Up to this point, any retailer reticence surrounding mobility
is not due to a disbelief in the possibilities but an uncertainty
about how the benefts will manifest, suggest RSR fndings.
That said, the majority of retailers (more than 60 percent,
according to RSR surveys) agree that mobile represents a big
untapped opportunity.
Mobile advancements, says RSR, “hold mor
e budget -
ary dollars than any other option with r
etailers today
,”
with 23 percent of retailers having discretionary dollars
set aside for development of a mobile (WAP) site, while an
additional 20 per
cent have funds allocated to developing
mobile applications and another 43 per
cent with plans in
place awaiting funding.
Whether or not an organization invests in m-commerce or
not, however, consumers are bringing mobility into the store
through countless mobile applications that allow them to com-
pare and review just about any product that sits on the shelf.
The recent emergence of “price matching,” particularly among
specialty dealers that traditionally avoid competing on price,
is just one upshot of this phenomenon.
For online pure-play retailers, RSR analyst point out, the
ability to offer competitive selection or pricing via a mobile
search (especially one initiated in a brick and mortar loca-
tion), provides an opportunity to make a stand in a place they
historically have had little interest in going: the physical store.
“The differentiator of store-based cross-channel is suddenly
signifcantly reduced,” says RSR.
On the fip side, the opportunities are even greater for
store-based and mixed-model retailers, says the research frm,
as mobility represents an important conduit that connects the
virtual world to the physical one.
Moving forward, usage of all types of m-commerce
applications accelerates in step with the increasing penetra-
tion of smartphone devices, which tend to overwhelming
increase adoption rates of mobile data services. By the end
of 2009, for example, 37 percent of smartphone owners
already purchased merchandise via their phones, according
to online marketing and research frm Compete.
And according to Nielsen fgur es, in the thir d quar-
ter of last year , more people accessed the Internet fr
om
smartphones than regular phones for the frst time,
despite the fact that less than 20 percent of U.S. mobile
subscribers curr ently carry a smartphone.
Nielsen estimates that smartphones accounted for 40 per-
cent of new phones sold in the period, up from 25 percent in
the prior quarter. The research frm projects that the majori-
ty of mobile phones by 2011 in the U.S. will be smartphones,
Fishing a Top Gateway Activity
Source: Outdoor Industr
y Association
U.S. Mobile Internet User Profile, By Age
Source: Nielsen Mobile, 2008
Source: INVIST A
Fabric Recovery and Fit Quality Standards for Performance and Comfort
Enablers in In-Store Marketing Efforts Today
Source: Retail Systems Resear
ch
Source: Retail Systems Resear
ch
42
38
40
44 44
32
48 46
42
63
70
34
54 54
46
F
abric Reco
ver
y in Grams
@ 40% and 65% elongation
H
i
g
h
e
r
L
o
w
e
r
Loss of Fit (%)
US
UK
Germany
Brazil
China
Elongation
Performance
Zone of
LYCRA SPORT
fabric
200g
40%
9.1%
55-64
35-53
25-34
18-24
1.7%
65+
12.7%
13-17
11.8%
27.4%
37%
65%
600g
8
6
4
2
0
Source: Pinnacle Resear
ch
Percent of Consumers Who’s Choice in Favor of a Particular Garment Can
Be Influenced by Presence of Lyrca Hangtag
0%
10%
20%
30%
40%
50%
60%
70%
Sports apparel
Compression apparel
Outdoor w ear
0%
20%
40%
60%
80%
100%
Freshwater, Saltwater
and Fly Fishing
Car, Backyard, and
RV Camping
Road Biking, Mountain
Biking and BMX
The ability to create targeted
or personalized offers for shoppers
Tools to better track
in-store execution
Tools to measure customer
response to in-store marketing
A lo
yalty program that helps identify shoppers and
track their purchase history
A creative and mar
keting message production process
that takes into account in-store requirements
Tools to optimize messaging offered
to customers in store
Promotion planning tools to better
coordinate across organizations
A single content management system to enable common
information assets across channels and media
Technology to reach shoppers during the in-store
shopping process
Ad agencies and media buyers that understand
the in-store environment
T
echnolog
y to reach shoppers as they enter the store
Mobile technologies to reach conumers on
their mobile phones while in stores
Coordinating pricing and promotions
with other channels
Real-time inventory management
Managing fulfillment across channels
Optimizing in
ventory deployment to speed
deliver
y and minimize holding costs
Managing returns across channels
Online carries a wider assortment
than other channels
W
e don’
t have a solid definition of how
consumers cross our channels
Assigning sales and performance
metrics across channels
More than 75%
25-75%
10-24%
Less than 10%
All Others
Winners
Hiking
Running/Jogging
and Trail Running
78%
22%
84%
16%
78%
22%
87%
13%
70%
30%
Participants Who Do Participate
in Another Outdoor Activity
Percent of Participants in Gateway Activities
Participants Who Don’t Participate
in Another Outdoor Activity
What are the three most significant challenges to bringing
e-commerce functionality across channels?
Note: By per cent of sales online
Source: Retail Systems Resear
ch
“Mobile represents a big untapped opportunity for my
company?
26%
69%
33%
60%
32%
58%
36%
58%
42%
58%
25%
56%
31%
53%
28%
51%
13%
47%
23%
37%
21%
35%
60%
54%
53%
32%
30%
26%
25%
19%
17%
33%
44%
11%
11%
13%
25%
50%
13%
13%
50%
25%
9%
3%
36.6%
22%
17.1%
12.2%
7.3%
4.9%
6%
39%
39%
11% 6%
18%
47%
21%
13%
33%
33%
17%
19%
24%
Major Role
Very Important
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
Retailers in North America Who Have Order Online/Pick
Up In-Store Capabilities, August 2009 (% of respondents)
Source: AMR Resear ch; RIS
No, but we plan to implement by the end of 2010
No, and we have no plans to implement this functionality
Yes, we offer in-store pickup from in-store inventory or by shipping
Yes, we offer in-store pick up from store inventory only
No, but we plan to implement by the end of 2009
Yes, we offer in-store pickup via “ship-to-store” process only
F
ishing a T
op Gate
wa
y Activity
Sour
ce: Outdoor Industr
y
Association
U.S. Mobile Internet User Profile, By Age
Source: Nielsen Mobile, 2008
Source: INVIST A
Fabric Recovery and Fit Quality Standards for Performance and Comfort
Enabler
s in In-Store Mar
k
eting Effor
ts Toda
y
Sour
ce: Retail Systems Resear
ch
Sour
ce: Retail Systems Resear
ch
42
38
40
44 44
32
48 46
42
63
70
34
54 54
46
F
abric Reco
ver
y in Grams
@ 40% and 65% elongation
H
i
g
h
e
r
L
o
w
e
r
Loss of Fit (%)
US
UK
Germany
Brazil
China
Elongation
Performance
Zone of
LYCRA SPORT
fabric
200g
40%
9.1%
55-64
35-53
25-34
18-24
1.7%
65+
12.7%
13-17
11.8%
27.4%
37%
65%
600g
8
6
4
2
0
Source: Pinnacle Resear
ch
Percent of Consumers Who’s Choice in Favor of a Particular Garment Can
Be Influenced by Presence of Lyrca Hangtag
0%
10%
20%
30%
40%
50%
60%
70%
Sports apparel
Compression apparel
Outdoor w ear
0%
20%
40%
60%
80%
100%
F
reshw
ater
,
Saltw
ater
and Fly F
ishing
Car
,
Back
y
ard, and
R
V Camping
Road Biking
,
Mountain
Biking and BMX
The ability to create targeted
or per
sonalized offer
s for shopper
s
T
ools to better track
in-store execution
T
ools to measure customer
response to in-store mar
k
eting
A lo
y
alty program that helps identify shopper
s and
track their purchase histor
y
A creative and mar
k
eting message production process
that tak
es into account in-store requirements
T
ools to optimize messaging offered
to customer
s in store
Promotion planning tools to better
coordinate across organizations
A single content management system to enable common
infor
mation assets across channels and media
T
echnolog
y to reach shopper s during the in-store
shopping process
Ad agencies and media buyer
s that under
stand
the in-store en
vironment
T
echnolog
y to reach shopper
s as the
y enter the store
Mobile technologies to reach conumer
s on
their mobile phones while in stores
Coordinating pricing and promotions
with other channels
Real-time in
ventor
y management
Managing fulfillment across channels
Optimizing in
ventor y deplo
yment to speed
deliver
y and minimize holding costs
Managing retur
ns across channels
Online car
ries a wider assor
tment
than other channels
W
e don’
t ha
ve a solid definition of how
consumer
s cross our channels
Assigning sales and perfor
mance
metrics across channels
More than 75%
25-75%
10-24%
Less than 10%
All Other
s
Winner
s
Hiking
Running/Jogging
and T
rail Running
78%
22%
84%
16%
78%
22%
87%
13%
70%
30%
P
ar
ticipants Who Do P
ar
ticipate
in Another Outdoor Activity
P
ercent of P
ar
ticipants in Gate
wa
y Activities
P
ar
ticipants Who Don’
t Par
ticipate
in Another Outdoor Activity
What are the three most significant challenges to bringing
e-commerce functionality across channels?
Note: By per
cent of sales online
Sour
ce: Retail Systems Resear
ch
“Mobile represents a big untapped oppor
tunity for m
y
compan
y?
26%
69%
33%
60%
32%
58%
36%
58%
42%
58%
25%
56%
31%
53%
28%
51%
13%
47%
23%
37%
21%
35%
60%
54%
53%
32%
30%
26%
25%
19%
17%
33%
44%
11%
11%
13%
25%
50%
13%
13%
50%
25%
9%3%
36.6%
22%
17.1%
12.2%
7.3%
4.9%
6%
39%
39%
11%
6%
18%
47%
21%
13%
33%
33%
17%
19%
24%
Major Role
V er
y Impor
tant
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
Retailers in Nor
th America Who Have Order Online/Pick
Up In-Store Capabilities,
August 2009 (% of respondents)
Sour
ce:
AMR Resear
ch; RIS
No,
but w
e plan to implement b
y the end of 2010
No,
and w
e ha
ve no plans to implement this functionality
Y
es,
w
e offer in-store pickup from in-store in
ventor
y or b
y shipping
Y
es,
w
e offer in-store pick up from store in
ventor y only
No,
but w
e plan to implement b
y the end of 2009
Y
es,
w
e offer in-store pickup via “ship-to-store” process only
18
| Inside Outdoor
| Winter 20 10
Page 21Top

Page 22Top

with the devices used by half of cell phone subscribers, or 150
million people, by the middle of next year.
Add to the picture the nationwide spread of wireless
3G networks (followed closely by fourth-generation plat
-
forms), as well as an incr
easing number of W eb sites tai -
lored specifcally to the handheld interface, and it’s pr
etty
safe to assume that every r
etailer who felt compelled to
jump into the wired Internet back in the mid-1990s likely
will feel the same way about the mobile Web by the middle
part of this decade.
As RSR’s Baird and Rowen put matters, “while few are
willing to bet the farm on how shoppers will really use
online communities and social networks, a safe bet is that
consumers will appr eciate the ability to shop fr
om wher-
ever they happen to be – in a stor
e, in an airport, or in an
airport stor e.”
DrIVE-By SHOppING
Also still in a nascent stage yet likely to become a sig
-
nifcant competitive advantage in the near term are options
that allow shoppers to or der online and pick-up in-stor e,
and vice versa. It’s a projection that has little to do with the
benefts in-store fulfllment provides to retailers (such as
quicker turnover or inventory expansion and experimenta
-
tion). And it’s not that it’s so easy for r etailers to implement.
The impetus, once again, comes down to the simple r
eality
that the customer wants it.
According to a 2009 survey from Sterling Commerce, a full
two-thirds of consumers said the ability to pick up items at
a store after purchasing them online was important to them,
with 35 percent citing it as “very important” – double the
number who said it was very important just a year earlier.
Even more interesting to online shoppers is the ability to r
e-
turn items to a store that were bought online or via a call center.
Fishing a Top Gateway Activity
Source: Outdoor Industr
y Association
U.S. Mobile Internet User Profile, By Age
Source: Nielsen Mobile, 2008
Source: INVIST A
Fabric Recovery and Fit Quality Standards for Performance and Comfort
Enablers in In-Store Marketing Efforts Today
Source: Retail Systems Resear
ch
Source: Retail Systems Resear
ch
42
38
40
44 44
32
48 46
42
63
70
34
54 54
46
F
abric Reco
ver
y in Grams
@ 40% and 65% elongation
H
i
g
h
e
r
L
o
w
e
r
Loss of Fit (%)
US
UK
Germany
Brazil
China
Elongation
Performance
Zone of
LYCRA SPORT
fabric
200g
40%
9.1%
55-64
35-53
25-34
18-24
1.7%
65+
12.7%
13-17
11.8%
27.4%
37%
65%
600g
8
6
4
2
0
Source: Pinnacle Resear
ch
Percent of Consumers Who’s Choice in Favor of a Particular Garment Can
Be Influenced by Presence of Lyrca Hangtag
0%
10%
20%
30%
40%
50%
60%
70%
Sports apparel
Compression apparel
Outdoor w ear
0%
20%
40%
60%
80%
100%
Freshwater, Saltwater
and Fly Fishing
Car, Backyard, and
RV Camping
Road Biking, Mountain
Biking and BMX
The ability to create targeted
or personalized offers for shoppers
Tools to better track
in-store execution
Tools to measure customer
response to in-store marketing
A loyalty program that helps identify shoppers and
track their purchase history
A creative and marketing message production process
that takes into account in-store requirements
Tools to optimize messaging offered
to customers in store
Promotion planning tools to better
coordinate across organizations
A single content management system to enable common
information assets across channels and media
Technology to reach shoppers during the in-store
shopping process
Ad agencies and media buyers that understand
the in-store environment
Technology to reach shoppers as they enter the store
Mobile technologies to reach conumers on
their mobile phones while in stores
Coordinating pricing and promotions
with other channels
Real-time inventory management
Managing fulfillment across channels
Optimizing inventory deployment to speed
delivery and minimize holding costs
Managing returns across channels
Online carries a wider assortment
than other channels
We don’t have a solid definition of how
consumers cross our channels
Assigning sales and performance
metrics across channels
More than 75%
25-75%
10-24%
Less than 10%
All Others
Winners
Hiking
Running/Jogging
and Trail Running
78%
22%
84%
16%
78%
22%
87%
13%
70%
30%
Participants Who Do Participate
in Another Outdoor Activity
Percent of Participants in Gateway Activities
Participants Who Don’t Participate
in Another Outdoor Activity
What are the three most significant challenges to bringing
e-commerce functionality across channels?
Note: By per cent of sales online
Source: Retail Systems Resear
ch
“Mobile represents a big untapped opportunity for my
company?
26%
69%
33%
60%
32%
58%
36%
58%
42%
58%
25%
56%
31%
53%
28%
51%
13%
47%
23%
37%
21%
35%
60%
54%
53%
32%
30%
26%
25%
19%
17%
33%
44%
11%
11%
13%
25%
50%
13%
13%
50%
25%
9%
3%
36.6%
22%
17.1%
12.2%
7.3%
4.9%
6%
39%
39%
11% 6%
18%
47%
21%
13%
33%
33%
17%
19%
24%
Major Role
Very Important
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
Retailers in North America Who Have Order Online/Pick
Up In-Store Capabilities, August 2009 (% of respondents)
Source: AMR Resear ch; RIS
No, but we plan to implement by the end of 2010
No, and we have no plans to implement this functionality
Yes, we offer in-store pickup from in-store inventory or by shipping
Yes, we offer in-store pick up from store inventory only
No, but we plan to implement by the end of 2009
Yes, we offer in-store pickup via “ship-to-store” process only
20
| Inside Outdoor
| Winter 20 10
Page 23Top

A full 82 percent viewed this as important, with a whopping 57
percent viewing this capability as “very important.”
“Cross-channel services are gaining ground with consum-
ers,” says Jeffrey Grau, eMarketer senior analyst. In-store
fulfllment and other multichannel services such as buy online,
return to store; check local store inventory online; and Web
ordering from in-store “tie together some of the best attributes
of e-commerce and store shopping,” he says.
As of August 2009, approximately 34 percent of retailers
offered some type of buy online, pick up in-store program,
according to a Retail Info Systems survey conducted by AMR
Research. Another 44 percent of respondents expected to
implement this service by the end of 2010.
THE COLOr OF mONEy
Of course, in the case of outdoor retail specifcally, no
outlook is complete without consideration of the ever-present
eco-friendly trend. The good news: it’s becoming pretty clear
that conscious consumption is not a fad; it’s a direction. Recent
studies now show that the vast majority of Americans are
ready and willing to consider sustainable products.
Extensive surveys performed by Deloitte, for example,
found that a full 54 percent of shoppers now consider sustain-
ability to be one of their decision-making factors. A bit less
than half claim to have looked for and found green products,
and about one in fve could be classifed as “proactive” toward
the cause, says Deloitte. What’s more, green shoppers are
diversely spread among all income ranges, age brackets, edu-
cation levels and various household sizes.
“For most shoppers, sustainable considerations become a
tie-breaker when other factors are in relative parity,” says the
research frm.
On the fip side, only 22 percent of more than 6,000 shop-
pers surveyed say they have actually purchased a green
product, suggesting a substantial gap between the market’s
readiness for sustainable products and the delivery of those
products to shoppers’ baskets. Fortunately, flling that gap
requires familiar tactics to any contestants working toward
cleaner consumption: building awareness and education.
Shoppers, Deloitte’s study clearly illustrates, remain
unsure as to what makes a product green; they often question
product performance and don’t fully grasp the social and
environmental benefts.
“To address these issues, retailers and manufacturers need
to provide more coordinated communications and education
about sustainability,” say the researchers. “They need to make
the business case for buying green to the shopper.”
More than anywhere else, that case is being made right
back on the retail sales foor. The top two means by which
shoppers identify a product as green, says Deloitte, are
packaging/labeling and in-stor e signage, once again reinforc-
ing the renewed role of the in-store experience in the coming
retail environment.
Winter 2010 | Inside Outdoor
| 21
Page 24Top

22
| Inside Outdoor
| Winter 20 10
Acli-Mate
acli-mate is an energizing
mountain sports drink designed
to aid in the prevention of
altitude sickness in mountain
visitors and promote maximum
energy and performance for
mountain athletes. The spe-
cifc combination of vitamins,
minerals, electrolytes and herbal
extracts helps the body adapt
to the stressors of being at
elevation, minimizes the risk
of dehydration and improves
energy, says the company. acli-
mate is made of all-natural ingredients
and is recommended for mountain travelers, visitors and
athletes. 970-209-3093 or mark@acli-mate.com
Acumen
No need anymore to worry
about crosstalk from another
heart rate monitor nearby. acumen
uses the latest 2.4 GHz wireless
technology to eliminate interf erence
from other heart rate monitors and
ensure accurate signals. acumen ’s
new Ergo pro measures your heart
rate and tracks your target zone
with a new comfortable, lightweight
fabric heart rate strap. The conduc-
tive fabric strap picks up the heart’s
signal and provides an excellent ft for
any individual body shape with complete
freedom of movement. Suggested retail
is $199.99. 703-593-9997 or k evin@
acumeninc.com
Advanced Flexible Materials
While there are other insulating blankets on the market,
aFm’s Heatsheets blankets are constructed of aluminized poly-
ethylene to make the products more tear resistant and quieter,
whereas competing blankets are made of mylar and polyester,
both of which can rip and crinkle with noise. Heatsheets prod
-
ucts are conveniently packaged for individual use in outdoor
,
rescue and emergencies. 707 -658-4657 or info@afminc.com
Alps Sportswear
The new ladies Kianna jacket is constructed
with alps’ performance tonal feece made
from 65 percent polyester and 35 per-
cent rayon. machine washable and
dryable for easy care, it features
princess seam shaping with
forward shoulders, a decorative
yet removable hip belt,
welt pockets and
specialty cut stone
look buttons. www.
alpssportswear.com
Big Agnes
The Tumble
mountain 20 sleeping
bag features the new
patented Flow Construction, which eliminates
lateral and vertical down shifting by using
vertical chambers with internal “Flow Gates”
to regulate fll positioning and density, says Big
agnes. Strategically placed Flow Gates inside
the vertical chambers minimize vertical down
shifting while vertical chambers themselves
minimize lateral shifting. The continuous Flow
chambers eliminate potential cold spots which
can occur with side seams and contour to the
Winter 2010/11
product market showcase
Product Market Showca Se WINTER 2010
Page 25Top

Winter 2010/11
p
roduct
m
arket
s
ho
wcase
BLUETOOTH
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NOW WITH
BL
UETOOTH
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UETOOTH
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WITH BLUETOOTH®
Portable weather data plus wireless technology
— truly the perfect storm.
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download logged data, graph data, and transfer
data to other applications.

Wirelessly upload Kestrel Weather data to heat stress
models, weather reports, research data sets and more
without the need for a separate interface or cabling.
Kestrel 4500 Measures and Logs:

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Wind Direction

Crosswind

Headwind/Tailwind

Wind Chill

Temperature

Altitude

Barometric Pressure

Pressure Trend

Relative Humidity

Heat Stress Index

Dewpoint

Wet Bulb Temperature

Density Altitude
Page 26Top

24
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
body for increased user comfort. a 725-fll goose down
bag, the Tumble mountain sports an integrated pad
sleeve, a lightweight 100 percent recycled polyester
ripstop shell fabric with water repellent treatment and
100 percent recycled polyester taffeta lining with stain
resistant fnish. mSrp is $289.95. www.bigagnes.com
Black Diamond Equipment
Black Diamond’s
premier lightweight alpine
touring boot, the prime,
combines comfort and ef-
fciency over long distances
with precise control in tech-
nical terrain. Ideal for climb-
ing and skiing the world’s most
challenging peaks, the prime is
a three-buckle design that
offers four-buckle, high-
end performance.
Black Diamond’s
patent-pending Triax
pivot Frame provides
a 110 fex rating and
an unmatched 40 degrees of
resistance-free touring motion. For women, the new Swift
also features BD’s Triax pivot Frame and a three-buckle design.
Suggested retail for both boots is $599.99. www.blackdia-
mondequipment.com
Blue Canoe Organic
Blue Canoe Organic is adding an attractive option to a num-
ber of its best selling exercise tanks: optional molded cups will
be offered in select styles for Fall 2010. The update is a perfect
solution for women who desire a bit more support and shape
but still want the famous Blue Canoe comfort. Blue Canoe has
manufactured fne lingerie, active apparel
and travel/casual wear exclusively in
the USa, using only organically cot-
ton and bamboo, since 1994. www.
bluecanoe.com
Bridgedale
pizzazz and everyday appeal typify
the new Bamboo patterns collection of
casual socks for women, including the Fleur
de Lys (pictured), Stripes, argyle and Cop-
perhead styles. Bridgedale blends un-dyed
viscose from bamboo with Coolmax to create
silky socks that control and dissipate clammy,
uncomfortable moisture. The crew-height
designs capitalize on Bridgedale’s experi-
ence in women ’s-specifc ft, which is
tailored for the typically narrower
and lower volume feet of
women. www.bridgedale.com
Brooks Sports
For Fall 2010, color contrasts,
fashion-forward hues, sleek design
lines and easy merchandising
across all collections stand out for
Brooks. One new cool-weather
option for women is the Glycerin
Hybrid Jacket, pictured above in
the fashion-forward winter plum/
orchid ice merchandising collec-
tion. The jacket features strategical-
ly positioned panels of windproof
softshell to keep your core warm
and dry, a fnely tuned feminine
ft, 3m Scotchlite retrorefective woven loop, full front zip with
inner storm guard and zipper garage. 425-951-7369 or www.
brooksrunning.com
Brooks-Range Mountaineering Equipment
Designed by accom-
plished mountain guide
Dick Jackson, the rocket
brings a minimalist
mindset to winter tents.
That mindset starts with
the poles: why carry
tent poles when ski
poles and an avalanche
probe are already along?
The rocket uses those
items as poles to pull off
the astonishing weight
of 1 pound 6 ounces.
additionally, the rocket uses strong and lightweight fabric, an
aerodynamic shape and Guyot system to make this tent rock
solid in the worst conditions. models include the S2 (Ski –
two-person with integrated rescue sled) and a2 (alpine – two
person). made in the USa, suggested retail prices are $600
and $650, respectively. www.brooks-range.com
Buff
Simple in
concept but loaded
with technical
features, the two-
layer reversible
polar Headband is
made from Original Buff pat-
terned fabric and polartec feece.
It’s designed to both protect from the
cold and wind and keep sweat out of the
eyes. Treated with polygiene technology to
prevent the growth of odor causing bacteria,
it also offers moisture management. Buff also is introducing
a new reversible polar Buff to its collection for Fall 2010.
www.buff.us
Page 27Top

Page 28Top

26
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
CamelBak
CamelBak introduces t wo new all-
mountain Freeride Hydration packs, the
pit Boss (pictured) and the roulette,
designed with the bac kcountry skier
and boarder in mind. Engineered to
hold enough gear f or a full-da y back-
country adventure, these high-v ol-
ume packs feature a tri-zip design
and carrying straps f or your skis
or board and come in both men’s
and women’s sizes in multiple
color combinations. Highlights
of the pit Boss include 100
ounces of hydration capac -
ity, cargo capacity of 1,800
cubic inches, ski and/or board
carry straps, front pocket for shovel and skins, external
shovel handle attachment, external ice axe and tool
loop, internal sho vel and probe slee ves, feece-lined
goggle pocket and a load-bearing waist belt with camera
pocket. mSrp is $100. www.camelbak.com
Chaos
The mistral Vapor, from the mistral Collection with
pro-Stretch plus, incorporates a four-way stretch with 3D
ftting integrated with wind resistant panels, contoured
ear faps, mesh v entilations and L ycra binding f or ideal ft
and comfort. The beanie is ideal f or a helmet liner biking
or skiing or perf ect for winter sno wshoeing and r unning .
mSrp is $19.95. meanwhile, from the Windshield Collec
-
tion comes the Howler multi-Tasker pro. Built for extreme
cold weather, it features wind resistant panels, mesh for
breathing, hinged jaw for easy on and off options, 3D
ftting and soft micro Flex panels for added comfort and
warmth. The multi-Tasker is ideal f or cold weather stand-
alone or as a helmet liner. Suggested retail is $34.99.
www.chaoshats.com
Cloudveil
Cloudveil is launching a completely new and full baselayer
program. Being added to the program are midweight half-zips,
crews and tights to both the men ’s and women ’s lines. The
pieces are designed with capillary action, recycled polyester
fabric and a full complement of detailing. all seams are off-set
to minimize friction, and cuts feature longer tails and higher
back rises to eliminate cold gaps in co
verage. prices are half
zip: $60; cre w: $50; and tight: $45. www
.cloudv eil.com
Coghlan’s
The First-Time Camping Guide is a 32-
page booklet made of eco-friendly paper
and soy-based ink. priced at $3.48, it keeps
in mind those parents and grandparents
with little knowledge of the outdoors.
advice includes input on tent selection, a
guide to sleeping bags, how to select a
campsite and build a fre, safety tips and
a shopping checklist for effective packing
and planning. www.coghlans.com
Concept III
N.J.-based Concept III has agreed to become the North
american sales and mark
eting agency f or polygiene Stay Fresh
silver salt-based odor control tec
hnology . Silver salt, the activ e
ingredient in polygiene odor control tec
hnology , is a highly ef
-
fective, natural antimicrobial agent that eliminates 99.9 percent
of microbes on treated te
xtiles or materials f
or the lif e of the
garment. polygiene uses silv er salts deriv ed from recy cled
silver to deliv er active silver ions that disr upt the reproductiv
e
cycle of microbes. Elsewhere, Concept III is working with
Kingwhale to develop fabrics made of NanoGLIDE, a new
pTFE-based technology that not only wicks moisture fast but
goes after abrasion and heat that can cause skin discomf
ort.
a natural for socks, Concept III no w will mark et poly , nylon
and poly/n ylon knit f abrics made with NanoGLIDE f
or apparel.
www.conceptiii.com
NEW COLLECTIONS... NEW DESIGNS... SAME COMMITMENT
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Travelgoods Show Booth No. 603
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Page 29Top

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Page 30Top

28
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
CORDURA
While real superheroes may not
use capes, atlanco
’ s TrU-
SpEC brand product line
is now offering military,
tactical and la w enforce-
ment personnel a full
line of protectiv e un-
dergarments featuring
COrDUra Baselayer
fabric with freshFX
fabric technology. The
Baselayer freshFX fabric uses
a silver-based technology to
protect the f abric, enabling the
next-to-skin undergarments to
provide long-lasting freshness.
The expanded line of undergar
-
ments is constructed with No
melt/No Drip CO rDUra Base-
layer fabric. The patent pend
-
ing 60/40 cotton-nylon fber
blend reduces the severity of
burn injuries by charring instead of melting when exposed
to heat. COrDUra Baselayer fabric also pro vides wear-
ers a comfortable, breathable, light
weight solution with
exceptional moisture management. Elsewhere, two classic
brands iconic to the outdoor market are coming together
to re-create the pac k made famous in the 1 990s. JanSport
and INVISTa
’ s COrDUra brand team ha ve joined forces to
develop the new right pack, which offers a classic product
with exceptional reliabilit
y, innovation and st yle. The high-
performance pack is constructed with 1,0 00 denier COrDU-
ra Classic fabric and features one large main compartment,
padded shoulder straps and bac
k panel. The pack is fnished
with JanSport’s classic suede leather bottom to keep users’
items protected. www .jansport.com or www .cordura.com
or www.defendyourbase.com
Coyote Eyewear
a leading
provider of mid-
priced sunwear
for more than
25 years, Coyote
adds a new sport
look to its polar
Lite collection: the
Glacier (mSrp $75). This
sport wrap features lightweight and
fexible Tr-90 frames for excellent ft and durability with a
heavy-gauge polarized polycarbonate lens that is aNSI Z87 .1
rated. megol rubber nose pads and ear stems provide a super
ft, and for those who have to read the menu, the Glacier is
available in a polarized version with a bi-focal reader, in +1.50,
2.00 and 2.50 powers, for a suggested retail of $80. 800-724-
9401 or www.coyoteusa.com
DeLorme
DeLorme and Spot LLC
jointly announce the DeL o-
rme Earthmate pN-60w
GpS with SpOT Satel-
lite Communicator ,
available Spring 20 10.
This exclusive prod-
uct pairing merges
SpOT satellite messaging and DeL orme state-of-the-art
GpS mapping via wireless. The result is a unique ability
to send customized text messages, real-time location
updates and SOS messages, even from remote locations
worldwide. messages and waypoints can be shared easily with
individuals or groups via sites such as SpOTadventures.com,
Geocaching.com, Twitter and Facebook. www.delorme.com
Dermatone
Dermatone will be
celebrating its U.S. SKI
& U.S. Snowboarding
Team association by
giving away lip balm
and raffing Olympic
frost bite kits every
day to retailers at the
Outdoor retailer show. Dermatone also will be selling both
its frost bite kits and ne w paddle sport kits (t ypical retail pric-
ing $19.99 or $15.99). Dermatone’s water sports kits contain
all the wind burn and sun protection items needed to defy
the elements all day long. all kits are conveniently packaged
with packable, pocket sized 1 ounce tubes and 0.5 ounces
tins. Wholesale price is $7.99 with a sug -
gested retail of $15.99. 800-225-7546 or
matt@dermatone.com
Deuter USA
Deuter USa adds the Guide 40+ SL to
its alpine pack collection. This wom-
en ’s specifc pack is designed for
mountaineering, climbing and
snowsports that require excel-
lent load carrying, gear access
and durability. It features remov-
able aluminum X-frame stays, a
bottom-access full-circumference
zippered compartment with
internal zipper main divider,
height-adjustable lid, side
access zipper, snow/drift
collar, compression straps,
side ski loops, ice tool attach-
ments and 2 to 3 liter hydration compatibility. The alpine back
system offers ventilation and includes a removable, pivoting
VariFlex hip belt, allowing the pack to follow the body’s natural
movements. Suggested retail is $169. www.deuterusa.com
Page 31Top

Petroleum is the base of most outerwear fabrics. It is becoming
increasingly scarce in the world and its products leave a heavy
impact on the envir onment. By building eco-friendly fabrics,
our SUSTAIN Collection takes another step for ward towards a
cleaner planet.
The ASF Group produces technically advanced fabrics that use
Recycled Polyester and other Eco-friendly Fibers for performance
outerwear . For more info on how we create green fabrics, please
contact us.
SUSTAIN - Environmentally Friendly Fabric Collection
310-831-2334
SUSTAIN - A C ollection of Environmentally
Friendly Textiles from AS F Group
We¹re Green

even in a
whiteout
We are the fabric builders—from fiber
, to fabric, to factor y, to finished.
www.asfgroup.com
Page 32Top

30
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
Dew
The Quiver’s pockets and
headphone management system
keeps gear tucked away and
close to the body . Stretch fabric
and fully seamed constr uction
make the Quiver water repellent,
breathable and comf ortable to
wear, while its micro-adjustments
keep Quiver stable on the torso
during exercise. Change a song ,
adjust the volume or answer a call
with the Quiver’s inSound exterior
keypad. www.dewmo-
tion.com
Dupont Tefon
Dupont Tefon fabric protector provides stain
and water repellency to the new ExOffcio
Nomad pant to keep the garment stain, water,
wrinkle and sun protected, while the fabric remains
soft and breathable in order for the pant to remain
presentable throughout a trip and during every ex-
perience. pack one pair, wash them in the sink and
look casually perfect for anything on your itinerary.
www2.dupont.com/Tefon/en_US/index.html
Eagles Nest Outftters
Composed of the
same handcrafted para-
chute nylon as Eagles
Nest Outftters’ ham-
mock, the Drop Zone is a
lightweight, multipurpose
ground cover for the
beach, park, picnic, camp-
ing and more. Quick drying and
breathable, the Drop Zone includes an oversized,
zippered stash pocket and packs up in its attached stuff sack.
The Drop Zone is equipped with four sand bag pockets and
stake loops to keep the cover in place. mSrp is $49.95.
www.eaglesnestoutfttersinc.com
Earth Sun Moon Trading Company
Let no s’more go untested. The new
S’more Tester t-shirt and cap are sure
to be a hit around any campfre
where these delicious treats
are served. available in adult
and youth dark chocolate t-shirts
and a khaki embroidered, adjust-
able hat, suggested retail prices
range from $13.99 to $16.99. 888-
458-1687 or www.esmtees.com
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Winter 2010 | Inside Outdoor
| 31
WINTER 2010
Product Market Showca Se
El Naturalista
El Naturlaista adds a new boot to its pop-
ular Iggdrasil collection. The boot’s recycled
rubber outsole takes its inspiration from
the “Iggdrasil Tree of Life” fable and has the
look of tree bark and the smell of tea tree
oil. The boot features Stream Leather, which
uses vegetable extracts and ground tree
bark. This leather features an exclusive
fnish achieved using a hand-
applied treatment process,
which naturally protects the
shoe from water, dirt and the
passage of time. The insole uti-
lizes a recycled carbon compound that optimizes shock-ab-
sorption and breathability for ultimate comfort. mSrp is $280.
www.elnaturalista.com
Elemental Herbs
all Good Lips is one of the f ew
lines of lip balm on the mark et con-
taining certifed organic and nat ural
ingredients. In 2010, all Good Lips will
be all the more natural when oxy-
benzone is removed from the SpF
formula. The SpF 12 lip balms are
made from 100 percent botanical
essential oils, organic infused dried medicinal herbs, organic
extra virgin olive oil and pure beeswax for the ultimate in
moisture and protection. The product is widely available
in outdoor retailers across the country and can be private
labeled. www.elementalherbs.com
Essential Gear
eGear’s Solar pull LED
fashlight (pictured) is powered
by a solar panel or pull string
dynamo. One minute of pulling
will provide 18 minutes of light.
Charging times by the solar
panel vary based on proxim-
ity to sunlight – fve hours of
charging in full sun provides 30
minutes of light. The built-in high-effciency lithium battery al-
lows the Solar pull Light to be charged over and over. Its three
super-bright LEDs are unbreakable and never need replacing.
The Solar pull is available in red, blue or silver case colors and
weighs 3.2 ounces. Suggested retail price is $19.95. also new
is the eQ2 dual function headlamp. at less that an ounce and
an $11.95 mSrp , the eQ2’s magnifer lens throws a focused
10-lumen beam that switches between steady-on and fashing
modes with a twist of the lens. replaceable lithium cell batter-
ies last 25 hours in steady-on mode and 50 hours in fashing
mode. 800-582-3861 or www.essentialgear.com
Annual
exhibition plan
2010 ORWM
2010/01/21-24
B:39164
2010 ISPO Winter
2010/02/07-10
B:C2-402-3
2010 European
Outdoor
2010/07/15-18
2010 ORSM
2010/08/03-06
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32
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
Filson
New offerings include classic outer-
wear paired with Filson ’s proprietary
fabrications for updated looks and
functionality and updated sweater
designs made with 100 percent vir-
gin merino wool and Oil Finish Cloth.
Building upon the success of the
2009 launch of the passage Luggage
Line, Filson will introduce passage wheeled
luggage. Leading the new outwerwear styles is the Dry Fin-
ish Timberline Jacket for men. Constructed from 11 ounce,
100 percent Cotton Dry Finish Tin Cloth, it is fully lined and
features a soft 12 ounce Cotton moleskin collar. The Dry Finish
Tin Cloth is washable, stain resistant and made to withstand
extreme outdoor conditions. It has an action back and two
moleskin-lined hand warmer pockets in the front.
Gerber
Three lights in one,
the Gerber axle 2x3
bridges the gap be-
tween cap, pocket-clip
and headlamp. For add-
ed versatility the axle
2x3 switches between
two colors, bright white for
maximum visibility or red to preserve night vision.
The headlamp bracket features a 30-degree angle
to reduce user neck fatigue, and when worn on a cap the light
can pivot on a 90-degree angle to direct light where needed.
Lightweight and compact, the axle 2x3 operates on three
aaa batteries with a run time of seven hours of white light.
Estimated retail is $35. www.gerbergear.com
Goodhew
The new Bergamo cushioned lifestyle sock sports Good-
hew’s Cashermin wool, with a super fne 19.5 or below
micron count. With Cashmerino, says Goodhew, consum-
ers get the comfort of cashmere and the durability of wool
priced between $14.99 and $16.99. Two new footie styles
also are debuting for next spring: the Freedom and the
Dragonfy, while Taos and Sedona from the Lambsw ool/al-
paca collection have been redesigned and refned with a yarn
that produces a softer sock, updated technical elements and
bright colors. They will be available for Spring 2010 in men’s
and women’s micro styles at $13.99.
meanwhile, Goodhew’s merino wool/
Coolmax athletic socks now will be
made with Eco-Coolmax for a softer
sock and more resilient cushioning.
www.goodhew.us.com
Granger’s
providing waterproof protection
in a convenient spray-application
bottle, Granger’s Universal Footwear
Waterproofer is a non-aerosol,
water-based formula delivering
waterproof performance and
maximum stain repellency while
maintaining original breathability of
materials. It’s suitable for all types of
footwear, including models with Gore-
Tex, eVent, full-grain leather, nubuck,
suede and fabric, and does not alter
material appearance or texture, says
the company. www.grangers-usa.com
Are you
looking
At this?
so are your
Customers
CoNTaCT
BERgE aT
berge@
bekapublishing.com
for advertising
information.
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34
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
GSI Outdoors
Designed to ft any wide mouth bottle
on the market, the new Qwik Straw,
with its integrated straw, ensures
that staying hydrated will be easy
and spill-proof whether at a desk, in
the backcountry or behind the wheel.
No complicated mechanisms to cap it
off. The straw simply collapses down
underneath the lid. The clear-colored
Qwik Straw comes with three
extra straws for customization
on any wide mouth bottle, and
all brands of straws also will ft.
Bpa-free, suggested retail is $4.
www.gsioutdoors.com
Headsweats
The center panel of the new
Ultralight Hat is comprised
of newly developed Even-
ture Fabric, a proprietary
woven material that wicks
sweat, is lightweight and
has signifcant UV protec-
tion where sun exposure is
most extreme. The side panels,
meanwhile, are constructed of Coolmax
for enhanced breathability, while a new high-performance
lightweight headband inside the hat offers a blend of Coolmax
knit and Coolmax terry to keep sweat out of user’s eyes and
wick it off their brows. The total weight of the UltraLite Hat is
1.6 ounces. Eventure Fabric also can be found in the 1.5 ounce
UltraLite Visor. The visor features an adjustable hook-and-loop
back with a lower profle crown. www.headsweats.com
Hi-Tec
Hi-Tec is now in the outerwear
category. New for Winter 2010, the
collection consists of 20 styles
combined for both men and
women and targets consum-
ers looking for technical
features with styling that fts
everyday life, says Hi-Tec.
among the key items is the
women ’s Trinity peak parka,
made with a 320 denier
nylon shell, 100 percent poly-
ester wicking mesh lining and
a removable feece jacket lining.
retailing for $189.95, the Trinity
peak also features a tuck-away storm
hood with volume adjustment, two
hand warmer pockets with brushed tricot
lining, interior pocket with headset cord loop and a single-hand
draw cord. www.hi-tec.com
High Sierra Sport
With a convenient, front-access
zippered opening and durable
webbing straps to secure
ski poles, the new U.S. Ski
Team Single adjustable Ski
Bag features a two-stage
adjustment system to set the
bag to a specifc ski length
from 150cm to 200cm. Other
features include bold em-
broidered U.S. Ski Team logo
and silk screened graphics;
self-repairing nylon-coil zipper;
fully-padded interior; and a
zippered front accessory
pocket. mSrp is $99.99. also
new is the 28” Inch Wheeled
Upright with special built-in,
high-density foam structure that
helps maintain the bag’s shape while
minimizing weight. Inline skate-style wheels are inset in pro-
tective corner-mounted housings, and kick plate between
the wheel housings protects the bag from abrasion.
Suggested retail is $149.99. 847-876-7248 or www.
highsierrasport.com
Highgear
Featuring all the
functionality of
the axio altimeter
watch series plus a
heart rate monitor
for vertical training ,
the axio Hr also features
triple-sensor tec hnology including a S wiss air pres-
sure sensor, altimeter and compass, and it’ s equipped
with a ski chronograph that measures vertical speed as
well as cumulative ascent and descent rates. The 24-hour heart
rate monitor chronograph stores up to 1 0 runs and features an
exercise data recall of run number and date, total time, time in
zone, calories burned, percent age of fat burned, max and a ver-
age beats per minute, and lap/split times. www
.highgear.com
HO YU Textiles Co.
mountainsmith will be using
bluesign-approved pET fabrics from
Taiwanese HO yU Textile Company for
the 2010 production of the company’s
all Terrain, Lumbar and select Camera packs. mountainsmith ’s
new reDura pET fabric also will be coated with a bluesign-
approved water-based polyurethane coating. “HO yU Textile
Company’s commitment to the bluesign standard ensures
not only the quality of our pack cloth but also the quality and
responsibility of our selected manufacturing practices, ” says
Luke Boldman, mountainsmith ’s lead designer and product
line manager. +886-3-4902506 or www.hoyu.com.tw
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Winter 2010 | Inside Outdoor
| 35
WINTER 2010
Product Market Showca Se
Hydrapak
The DualBot features Hydrapak’s
dual function nozzle. Simply squeeze
the bottle and get a quick stream
of water, or pull the nozzle up for
a massive rate of fow. an optional
dust cap keeps things clean, and
it can be locked open when not in
use. 510-632-8318 or www.hy-
drapak.com
Indigenous Designs
Indigenous’ Fall 2010 line of women’s, organic and fair-
trade hand-knit premium apparel
features drapey, slightly oversized
silhouettes in a variety of interest-
ing textures and patterns, from
cables and ribs to inventive stitches
and modern geometric designs.
pieces span eleven collections
and include cardigans, wraps, zip
jackets, coats, dresses, casual
tops, pants and accessories, all
handmade with care by artisans
in South america. The collection
uses eco-friendly dyes in dusky
grays, blues and earthy browns. romantic and velvety tones
of burgundy, rosemary and eggplant also make appearances,
lending a dynamic fash to the line. St and out pieces for 2010
include the Urban Zip in organic boucle yarn, a new fber for
Indigenous, and the soft and luxurious, organic cotton Striped
Serape. www.indigenousdesigns.com
Innate
The Innate Kahveh vacuum
mug features a patent-pending
sliding panel with a splash-proof
drink port cover and curved
design to minimize liquids pool-
ing and cooling. The ergonomic
lid has a concave slider panel
to minimize nasal contact when
“draining the dregs” as well
as a sip-lip feature designed to
reduce dripping when drinking.
The screw-on lid ensures no
unexpected pop-offs. The main
body features vacuum insulated
construction made with premium
food-grade 304 18/8 stainless steel
to keep fuids warmer longer while
the stainless exterior is cool to the
touch when the mug is flled with hot
liquids. Suggested retail is $16. www.innate-gear.com
For a better outdoor experience.
Outdoor Accessories
The Outdoor Accessories People
Coghlan’s Outdoor Accessories have been
making camping more fun for over 50 years.
Greener, eco-friendly packaging with better
shelf-appeal that will give your camping
accessories more SALES-APPEAL.
Call 1-877-264-4526 for a catalog or visit us
online at: www.coghlans.com
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36
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
Isis
New from the adventure catego-
ry, the Nirvana jacket is detailed with
mini-powder-cuff, internal security
pockets, helmet-compatible hood
and lots more. a twist to menswear
twill, the waterproof and insu-
lated jacket is available with faux
fur trim and new colors pet-
rol, Bordeux, Willow and Jet.
Suggested retail is $249. The
reversible Turnaround Jacket
features 700-fll power down
insulation and can be worn
two ways: the solid side is
made with a unique baffe
design or fip it inside out
and display the Deco print.
available in Timber, pear
and petrol, suggested retail
is $229. www.isisforwomen.com
JakPak
In 2009, active Engineering LLC introduced the Jakpak,
an all-in-one waterproof jacket, tent and sleeping bag. New
for 2010, the concept of the Jakpak remains, but the details
are all-new and developed specifcally with the outdoors
and high-output activity in mind, says the company. The new
design works better as a standalone jacket with breathable
hardshell fabric on the front of the jacket and sleeping bag,
pit zips, integrated collar with hood and a fully detachable
sleeping bag and tent. When all the pieces are together, the
new Jakpak can replace an old bivouac set up, weighing the
same or less, and certainly costing less than buying a struc-
tured bivy and jacket separately. and, you can sit up and drink
coffee in a Jakpak. www.jakpak.com
Julbo
Julbo introduces the Falcon photochromic NXT lens suit-
able for travel and everyday use. Exclusive to Julbo in the
U.S., the versatile
Falcon lens is
sensitive to visible
light, not UV, so
it darkens behind
the windshield of a
car. The Falcon lens
also is polarizing with
anti-refective and oil-
repellent coatings, and
it guarantees clear vision at all times regardless of the light or
weather. photochromic from category 2 to 3, the Falcon lens
has an amber tint, which emphasizes contrasts and enhances
colors. Falcon lens will be available in Julbo’s Zulu, Spirit and
Fusion models. www.julbousa.com
Kahtoola
Kahtoola strengthens its traction systems for 2010/2011
with the addition of the new two-in-one Kahtoola Step-In
Snowshoes as well as a nimble live-hinge r22 running model.
The new Step-In Snowshoes, available in 25-inch (mSrp $269)
and 29-inch ($299) decks, come equipped with the completely
redesigned SKyHOOK crampon and snowshoe deck. The new
SKyHOOK crampon has eight half-inch to three-quarter-inch
steel cleats; tough molded side supports; and a secure, easy-
to-use strap system to accommodate various footwear. It
offers enthusiasts exceptional traction on ice covered and
snow packed trails without the bulk of a snowshoe. When
the snow gets deep, the SKyHOOK crampon allows users
the option to simply click into the snowshoe decks. The
new decks are designed with upturned heel frame design
for enhanced performance and feel. The company also has
applied its traction and snowshoe expertise to a 22 inch
deck designed for running. This race-legal snowshoe sports
a live-hinge for excellent control and is trimmed down for
those with a need for speed. mSrps range from $229 to
$249. 866-330-8030 or www.kahtoola.com
Kako International
This year the Kako
ICEtrekkers line has taken
a giant step forward in
traction footwear with the
new ICEtrekkers Diamond
Grip model. The patented
Diamond Bead design has
hundreds of biting edges
that grip aggressively in all
ice and snow conditions.
a hearty rubber sling stays
securely on the footwear without the need for buckles or
straps. Diamond Grips provide heavy duty traction for ice
and snow yet are lightweight and comfortable for all day use.
503-222-4801 or www.icetrekkers.com
Klean Kanteen
The new WIDE insulated bottle is the frst
double-walled, vacuum-insulated bottle from
Klean. It keeps hot beverages hot for up to six
hours and cold beverages cold for up to 24
hours, says the company. It’s available in 12, 16
and 20 ounce sizes and comes with a loop cap
but also is available with a café lid. prices are
$22.95, $25.95 and $27
.95, respectively. www.
kleankanteen.com
La Sportiva
Like its name denotes, the La Sportiva Cross-
over GTX is where “mountain boot heritage
meets mountain running sport,

says La Sportiva. It incorporates
a new Gore-Tex lining, a stretch
Gore technology featuring a
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38
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
gusset free membrane, and includes
a four-way stretch integral gaiter with
an asymmetrical zipper closure and an
elastic draw cord closure for the top
of the shoe. The Crossover GTX is
an ideal product for running in snowy
conditions, lightweight snowshoeing,
big fast mountain traverses or running
on terrain that is abundant with sand,
gravel, rocks or scree. Suggested retail
is $140. www.sportiva.com
Little Hotties
The new Little Hot-
ties Insoles provide
added cushioning
and support for
your feet while
keeping your
toes toasty
warm. made
of compression
molded EVa, the trim-to-ft insole
features a toe plug that pops out to
make room for the fush-ft heat pocket,
so there ’s no added bulk bet ween you
and your footwear. The insole can be
cut to ft into your everyday shoes,
hiking boots or ski or snowboard boots,
and the included adhesive toe warmers
heat the entire toe area for up to fve
hours. Little Hotties Insoles come with
one pair of insole and three pairs of toe
warmers. mSrp is $14.99. Little Hot-
ties is a proud supplier of the U .S. Ski
and U.S. Snowboarding teams. www.
littlehottieswarmers.com
Loki, LLC
Due to popular
demand, the insulated
Loki N_vest is now
available for women
in 2010. The N_vest
with the built in
Loki N_pac offers
a great compo-
nent layering
system.
The N_pac
in this core
warmth layer
acts has a built-in
storage for all your
layers, including
the N_vest itself.
mSrp is $129. www.lokigear.com
Lowa Boots
The Baikal GTX multi-
purpose winter boot covers
the gamut from hiking,
trekking and snowshoe-
ing. Constructed of
split leather, it
features
a Gore-
Tex
lining
insulat-
ed with partalana feece. Lowa’s new G3
sole with an SpS/pU midsole provides
maximum grip on snow and ice, while
the combination of a soft rubber blend
with proprietary textile increases grip
by up to 32 percent over other kinds
of material combinations, says the
company. The stud pattern follows
the natural line of foot motion with a
minimum of one stud in contact with
the ground at all times during the roll-
off motion. available for both men and
women, mSrp is $270. 888-335-LOWa
or www.lowaboots.com
Metolius
New for 2010, metolius will roll out
fve new contemporary models that are
hip and trendy, while still remaining true
to form when it comes to performance.
These bags will incorporate the same
stiff, easy-access rim, handy brush
holder and easy-clip belt with added fea-
tures such as a pocket for an mp3 player
and a rock gym ID card holder in bright
new neon colors and an assortment of
fun patterns. pictured here is the new
youth-inspired Graffti chalk bag featur-
ing a full-length pile lining, belt with
side-release buckle and eight assorted
patterns and colors. mSrp is $24.95.
www.metoliusclimbing.com
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Winter 2010 | Inside Outdoor
| 39
Millet
The new ascent GTX
Jacket from millet
features Gore-Tex
Soft Shell Stretch
Exchange three-
layer protection,
offering excellent
heat retention to
the inner feece.
all seams are heat
sealed, and the integral
helmet hood is 3D ad-
justable with a semi-rigid
visor. Other highlights include a zip-off
snow skirt and two waterproof zipped
pockets. www.millet.fr
Molehill Mountain Equipment
The new Softshell Hoodie is made
from a durable stretch nylon and fts kids
from 2T to 8/10 years. all interior seams
are edge bound for water proofng and
molehill has included a w aterproof front
zipper, protected side pockets, zipper
garages and zipper baffes to seal out
the wind. The asymmetrical front zip -
per adds technical design fair to these
near-indestructible jackets. The Softshell
Hoodie can be worn alone, but it also
was designed to layer over molehill’s new
Quilted Synthetic line. Suggested prices
range from $89.99 to $99.99. 208-263-
8422 or www.molehillmtn.com
Moving Comfort
moving Comfort
introduces Charity, the
latest addition to their
sports bra collec-
tion. Charity utilizes
a combination of
encapsulation and
compression to
deliver a supportive
and comfortable
sports bra. This
Your Shoes
Our Traction
kahtoola.com • (866) 330-8030
Redefine Winter
Photo: John Bur
cham
Functional Fabrics,
Innovative Technologies
Made by Schoeller Switzerland,
Still Leading the T extile Revolution.
Schoeller Textil USA Inc., 621 Fifth Avenue North, Suite B
Seattle, WA +1 206 283 6991, www.schoeller-textiles.com
Schoeller achieves exceptional quality by using only premium raw materials and
advanced technologies coupled with over 140 years of experience. bluesign®
approved since 2001.
Discover the highest caliber materials on the market. Functional Fabrics.
Innovative Textile Technologies. By Schoeller Switzerland.
Visit Schoeller, booth 38051
at Outdoor Retailer
Winter Market 2010 and
ISPO, Hall B2, booth 429.
scImage117,48s123,83USA101209.indd 1
11.12.2009 16:36:28 Uhr
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40
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
sleek sports bra features seam-free cups
inside and out with moderate contour
for shape, support, modesty and maxi-
mum moisture transfer. The powermesh
back offers support and ventilation while
the wide, shaped straps provide stabi-
lization and added comfort. available in
32 to 38 a, B, C. mSrp is $36. www.
movingcomfort.com
Nemo Equipment
The Cosmo Combo sleeping pad
system pulls together the best attributes
of existing camping pad
technology into one lofty
new design. First, there
is Cosmo air, a 3-inch
thick air-flled pad with
low-relief lateral baffes
and an integrated foot
pump, based on the
design of the existing
Nemoid foot pump, for
quick and easy infation.
The fabric of Cosmo air
is a lightweight, high-
strength and abrasion
resistant 75 denier poly-
ester. While the Cosmo air on its own
makes for a great high loft, lightweight
backcountry sleeping pad, the second el-
ement is the Cosmo pillowtop, a slip-on
cover for Cosmo air that adds comfort
and insulation. It has an ultra-soft, wash-
able microfber top and a stretch fabric
bottom with a removable 1-inch thick
urethane foam insert. Cosmo pillowtop
is available together with Cosmo air in
the Cosmo Combo or by itself. 603-881-
9353 or www.nemoequipment.com
Nielsen-Kellerman
Kestrel pocket
Weather meters
introduces integrated
Bluetooth wireless
technology into the en-
tire Kestrel 4000 line of
Weather Instruments
for the ultimate in
portable and accurate
environmental data.
Now both real-time
and logged data can be
transferred wirelessly
and automatically to
a laptop, making a
Kestrel meter with Bluetooth the perfect
tool for any job that requires quick and
accurate environmental data. Kestrel
Weather meters instantly measure
every environmental condition: wind
speed, temperature, relative humidity,
barometric pressure, altitude, density
altitude, evaporation rate, humidity ratio,
dew point and more. 610-447-1555 or
ww.nkhome.com
Oboz
One of two new stylishly rugged fip
fops from Oboz, the climbing-inspired
Dyno (retail $49), with its soft tubular
webbing and aluminum buc
kle, fea-
tures an anatomically
designed footbed
with signifcant
arch sup-
port and a
sculpted
heel cup,
topped with a
textured no-slip layer.
Below, two densities of EV a give long
lasting support and cushioning
. a
lugged outsole, made of non-marking
high-friction carbon r
ubber, is trail-
worthy traction for getting to the
crag or wandering around camp. The
Dyno ’s continuous w ebbing loop is
fully adjust able for a custom ft – w ear
it tight f or control and perf ormance or
loose for fopping around. It’s available
in both men’s and women’s sizes in
a variety of colors. 406-522-0319 or
www.obozfootwear.com
Ocean Minded
Ocean mind-
ed’s philosophy of
“ everything ends
up in the ocean”
drives product
inspiration and
development. Fash-
ioned from a combination of full
grain, nubuck and metal-free suede the
Dune rider has an anatomical footbed
made with recycled Croslite for all day
comfort, support and odor resistance.
The natural wool lining provides mois-
ture management and the additional
natural latex cushioned innersole adds
comfort. a nature-inspired recycled
content rubber outsole with natural cork
www.brooks-range.com
The perfect
solution when space is
at a premium.
The perfect
solution when space is
at a premium.
The concept for the Brooks-Range Do
wn
Comfort system is quite simple—a compact,
waist-high sleeping ba
g that can be paired
with our lightweight
Alpini Mountain Vest,
Anorak, or Anorak Hood y to save valuable
weight and bulk in the field.
Unique adjust -
able suspender and dra
wcord design. A
perfect solution for backpacking or camping
when space is a t a premium!
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Winter 2010 | Inside Outdoor
| 41
WINTER 2010
Product Market Showca Se
shock absorption heel insert round things out, and it’s all put
together with water-based adhesives. mSrp is $90 www.
oceanminded.com
OLovesM Eco Bags
made from materials, in-
cluding yoga mats, headed
for landflls, the new
Tribag crosses from work
to home, holding a laptop
or doubling as a diaper
bag. also new is the Sardy
lightweight travel wallet in
multiple designs. yoga-inspired OLovesm
eco-bags are made in Colorado. www.
olovesm.com
OrthoSole
an insole with adjustable arch and
metatarsal support, each OrthoSole
footbed is supplied with fve
support options that can be
interchanged to the
individual wearer’s
requirements.
By varying the
combinations,
the wearer
can make
fundamental
changes to the degree of support pro-
vided to suit their body action and the
activity involved. No trimming or break-in
period required. www.orthosole.com
Outdoor Products
The new Vortex pack
features two gener-
ous main compart-
ments, offering
2,600 cubic inches
of space, and an
air Way back cool-
ing system, which
combines with a
comfy three-point
padded back to
allow air to circulate
and deliver unparalleled com-
fort. The comfort doesn ’t stop there. The
pack also comes with padded shoulder
straps and an adjustable sternum strap
for a tailored ft. plus, there are two
sturdy side compression straps to adjust
to balance any load, large or small. Other
highlights include a CD/mp3 player
pouch with its own headphone port, a
front pocket created with a built-in six pocket organizer, daisy
chain that holds a bungee cord and a carabineer to attach extra
gear like water bottle holders or a walking stick
and refective accents. 800-438-3353 or www.
outdoorproducts.com
Outdoor Research
The new StormBound Jacket, available
for men and women, is the warmest jacket
in Or’s Sidecountry collection, designed f or
human powered adventurers who head out
trekstausa.com
877-220-2494
The revolutionary
system cradles your feet in
uncompromising comfort.
How? By following the
natural shape and curves of
the foot like no other shoe.
The upper, insole, midsole
and outsole work together
like never before.
Setting a
new standard for
comfort and fit.
Try a pair on at OR
booth #32173
and see for yourself.
Page 44Top

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Winter 2010 | Inside Outdoor
| 43
WINTER 2010
Product Market Showca Se
beyond the ropeline. Insulated for the lift
with backcountry functionality and body-
heat regulation for out of bounds, it is
constructed with waterproof/breath -
able two-layer 40 denier pertex
Shield ripstop fabric with 650 fll
down insulation in the hood and
body. Features include a zip-off
dual-pull adjustable hood and
zip-out balaclava. mSrp is $399.
www.outdoorresearch.com
OutDry
The new
pistolero Glove
from mountain
Hardwear
is a tough,
versatile cold-
weather work
glove featuring
an OutDry Water-
proof Technology
membrane that
is bonded to the
leather shell to seal
out water, wind and cold. Velboa
raschel lines the back of the
hand and a short gauntlet
makes this glove cozy yet highly
functional. mSrp is $100. www.
outdry.com
Outside Inside
Four beefy beer glasses are being
added to Out-
side Inside ’s
whimsical line
of outdoor-in-
spired gifts. The
16-ounce glass-
es are printed
with a choice
of four different
themes includ-
ing backcountry
trekking, pad-
dling, biking and
snowboarding.
manufactured,
printed and individually packaged for
retail in the U.S., they are ideal for all
seasons and holidays including Father’s
Day, birthdays and Christmas. mSrp is
$12. Outside Inside gifts are available
through GSI Outdoors. www.outsidein-
sidegifts.com
Patagonia
Building on
the success
of the Nano
puff pullover,
patagonia
introduces
three
new Nano
products.
Leading
them off is
the Nano
Storm Jacket (pictured), featuring a 2.5L
nylon ripstop shell fabric and a quilted,
compressible 60-gram primaloft One
lining. mSrp is 299. also debuting is the
full-zip Nano puff Jacket and Nano puff
Hoody. all Nano products are available
in men ’s and women ’s versions, with a
broad and bold color palate. also new
is the Down Sweater Special Edition
($275). The shell fabric is made of an
ultralight nylon ripstop that is translucent
in appearance (feathers can be seen
under the shell). www.patagonia.com
Peregrine Outftters
Distributed by peregrine
Outftters, 3m
Thinsulate
Thermal
Insoles
combine
Thinsulate
insulation
with energy-return performance foams
to provide exceptional warmth and
minimize shock in every step. With the
added features of antimicrobial and
moisture management technology,
Thinsulate thermal insoles reduce odor-
causing bacteria and keep feet dry while
active outdoors. The combination of per-
formance technologies and the warmth
of Thinsulate insulation are designed to
make your outdoor experiences more
comfortable. 800-222-3088 or www.
peregrineoutftters.com
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44
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
point6
Women ’s specifc anatomical ft with cush-
ioning across the shin and under foot and an
insulated toe box for enhanced comfort on the
slopes defne the new Ski Light OTC. proprietary
achilles pad holds the heel in place to reinforce
precise boot ft, while a new animated sun design
in bold colors complements any wardrobe while
temperature-regulating, moisture-controlling
merino wool keeps feet warm and dry.
Suggested retail is $20.95. point6 also introduces its frst
collection of youth specifc ski socks for Fall 2010. medium
cushioning surrounds the entire foot and leg to keep junior
skiers warm and comfortable on the slopes. mSrp is $14.95.
www.point6.com
Polarmax
polarmax looked to the next generation of
action sports athletes and winter sports enthu-
siasts as inspiration for the new pmX line of
technical performance
base layers, with atti-
tude. The pmX line fea-
tures the long sleeved
Tech Stripe and “Splat-
ter” Waffe for men and
women, as well as the Hooded Zip
Vest for women and Vest for men. The
Box p Hoodie and few choice accesso-
ries including bandana, watch cap and
headband are all unisex sizing. made
100 percent in the USa, pmX apparel is
designed with Scent-prevent technol-
ogy developed for the military. Flat,
off-shoulder seams reduce chafng with
a pack, and signifcant stretch provides
superior comfort and ft. www.polar-
max.com
Polartec
polartec is launching a breakthrough
softshell fabric. Hit ting consumer mar
-
kets in Fall 2010, polartec power Shield
pro delivers what it says is “the best
combination of w eather protection and
breathabilit y ever offered in a single f ab-
ric.
” polartec helped launch the softshell
category years ago with polartec power
Shield, and no w polartec power Shield
pro dramatically ratc
hets up the f abric’ s
water resistance, while retaining critical
breathability. Thanks to a new proprietary
membrane technology and lamination
techniques, polartec power Shield pro
allows true air permeability (2 CFm) for a
controlled two-way air exchange that
Page 47Top

Winter 2010 | Inside Outdoor
| 45
WINTER 2010
Product Market Showca Se
signifcantly impro ves moisture transport o ver traditional sof
t-
shells, sa ys polartec. at the same time, polartec power Shield pro
holds a water column of 5,0 00 mm, of fering superior w ater resis -
tance. polartec power Shield pro can be seen in multiple brands
including 66 North, Eider
, Lowe alpine, millet, montura, The North
Face, Norrona and Trangoworld. www .polartec.com
Porta-Bote
The internationally patented porta-Bote is now available
in the Genesis and eXxstream Series of 8’, 10’, 12’ and 14’
models with hulls weighing only 49, 59, 69 and 96 pounds,
respectively. all porta-Botes can be
opened in just a few minutes, weigh
half as much as comparable aluminum
boats and store easily with their 4-inch
(11.4cm), fat folded size. The tough
hulls carry a 10 year limited warranty by
the manufacturer, never need painting
and are unaffected by saltwater, fuel
and even battery acid. 800-227-8882 or
www.porta- bote.com
PrimaLoft
primaLoft merino Blend yarn
is a blend of primaLoft ultra fne
fbers with merino wool that
creates a silky-soft yarn with
superior moisture transfer and
performance properties. pri-
maLoft merino blend yarn
features Quick Draw
Technology, a
proprietary
moisture
manage-
ment system that transfers moisture
vapor away from the skin twice as fast as
merino wool alone and has a 30 percent
faster dry rate, says the company. Socks
made with primaLoft merino Blend yarn
also provide increased durability. Outdoor
brands such as Lorpen, Fox river, The
North Face, millet, adidas, aku, rjok,
among others, now use primaLoft merino
Blend yarn in their performance sock
lines. www.primaloft.com
Princeton Tec
The remix is equipped
with an asymmetrical
single arm bracket, easily
accessible battery door
enclosure and a large
push-button switch com-
bined with a simple and light weight design. Whether require -
ments call for long distance spotting or close range area light,
the remix is up to the task with a combination of a single max-
bright LED and three Ultrabright LEDs. Serving up 45 lumens
Page 48Top

46
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
and a burn time of 200 hours, the remix
runs on three aaa batteries and weighs
83 grams. www.princetontec.com
Richmoor Corp.
richmoor has
received Organic
Certifcation
from Quality
assurance
International
(QaI) in
accordance
with the Na-
tional Organic program (NOp) and is
releasing fve new pure Organic Freeze
Dried Fruit Snacks under the Natural
High brand. The fve organic freeze dried
fruits are individually packaged in single
serve portions and feature Strawber-
ries, Blueberries, Bananas, mangos and
apples. “Consumers are seeking healthy
alternatives in lifestyle and diet and we
are fulflling a convenient and nutritious
snack alternative” says Don Gearing,
president of richmoor Corp. 800-322-
6325 or www.richmoor.com
Royal Robbins
The new Cole 1/4-Zip
features a luxurious
two-sided Italian
fabric that com-
bines comfort
with perfor-
mance. The
face, a blend of
wool and nylon,
offers ameni-
ties of natural
temperature
regulation, high
absorbance for
moisture wicking and anti-microbial prop-
erties, plus quick drying, durability and
reduced wrinkling. The wool and cotton
blend on the inside delivers pure com-
fort. For women, there’s the new Elena
Button Cardigan, featuring a wonderfully
soft hand with great textured-wool ap-
peal. It utilizes acrylic for the exceptional
softness, nylon and polyester for sharp
retention and the wool for temperature
regulation and a luxuriant, textured look.
209-529-6913 or www.royalrobbins.com
Ruff Wear
Designed
for camping
and backpack-
ing, the Highlands
Dog Bed is lightweight
and compressible enough for the back-
country, says ruff Wear. The dog bed
even fts into ruff Wear’s palisades
pack so Fido can carry his own load.
made with Thermore insulation (with
50% recycled content), mSrp is
$74.95. www.ruffwear.com
Sanita Clogs
Sanita, the original Danish clog hand-
crafted in Europe for more than 100
years, introduces the Totem for Fall 2010.
This cozy boot is built on a comfortable
Sanita wood clog outsole with an ortho-
pedically correct footbed that creates a
subtle rocking motion to actually propel
you forward. The boot’s upper fea-
tures luxurious suede with faux shear-
ling lining as well as raw edge detailing
and a suede tie accent. mSrp is $165.
www.sanitaclogs.com
Scarpa
Billed as an alpine
boot with a lugged sole,
touring mode and
tech-binding com-
patibility, the mobe
offers more power
than other boots in
this class thanks to
Scarpa’s powerblock
Tour mechanism. When set in ski mode,
this mechanism offers the closest
thing on the market to the rigidity of a
fxed-cuff boot, yet when a skin track or
a hike is in the picture, you can release
the cuff for comfort. The mobe, which
comes stock with Intuition liners, has a
lugged mountaineering sole with rocker
for mountain travel and is compatible
with all alpine-touring bindings, including
tech-style bindings. made with plant-
based plastic, the mobe retails for $759.
www.scarpa.net
Seattle Sports
Built with tough
pVC decking and
heavy-duty Hypalon
supports, Seattle
Slip Cocoon’s new Thermal Liner into your
bag to actively regulate temperature and
moisture for a better nights sleep!
Available at Outdoor & Travel Shops Nationwide
WWW . C O C O O N U S A . C O M
1 . 8 0 0 . 2 5 4 . 7 2 5 8
Available at Outdoor & Travel Shops Nationwide
WWW . C O C O O N U S A . C O M
1 . 8 0 0 . 2 5 4 . 7 2 5 8
• Superior temperature
regulation with
Outlast® technology
• 100% CoolMax® for
quick-drying moisture
management
• Mummy or
Rectangular-shaped
sleeping bag liners
• MummyLiner in
Women’s and
standard length
Printed on 100%
Recycled Paper
www.insideoutdoor.com
Directory 2010
www.insideoutdoor.com
IT STARTS
HERE
IT STARTS
HERE
OUTDOOR
DIRECTORY
2010
OUTDOOR
DIRECTORY
IO is Online
www.insideoutdoor.com
Explore Our Web
Advertising Opportunities
480.503.0770
Page 49Top

Winter 2010 | Inside Outdoor
| 47
WINTER 2010
Product Market Showca Se
Sports new snowshoes are available in
two sizes: 8 x 25 (suggested for users
weighing up to 175 pounds) and 10 x
32 (suggested for users weighing up
to 275 pounds). On the underside, the
snowshoes feature a 3.25 mm gauge
stamped aluminum cleat that won ’t bend
or wear down with continuous use. a
strong yet lightweight powder-coated
aluminum frame completes the package.
also new is snow shovel that combines
a super durable polycarbonate scoop
with an adjustable anodized aluminum
stock. a one-button release moves the
handle from a traditional shovel to a fast-
action snow scoop for quickly moving
snow in avalanche or other high-snow
conditions. The stock adjusts from 16.5
inches to 27 inches and removes quickly
and easily from the scoop for easy pack-
ability. www.seattlesportsco.com
Sherpa Adventure
The Cho Oyu Jacket
is an easy match for
tough alpine condi-
tions, offering an
athletic ft and stream-
lined, no-nonsense
details. This men ’s
softshell jacket, part
of Sherpa adventure
Gear’s new seven-piece Elite Sherpa
collection, features a weatherproof and
breathable Schoeller Naturtec fabric,
which blends the soft comfort of merino
wool with hard-wearing nylon. Ease
of movement is built in, with four-way
stretch fabric and fully articulated elbow
construction. Two Napoleon pockets
won ’t interfere with packs or harnesses,
and a third chest pocket offers easy ac-
cess. all zippers nest into zipper garages
and are treated to be water resistant.
www.sherpaadventuregear.com
Sole
Sole is now utilizing recycled cork in
its products. Sole has
partnered with the
largest natural cork
wine bottle clo-
sure manufacturer
in the world to set
up cork collection
centers at winer-
ies and restaurants
across the country. Sole is blending the
recycled cork into its new Casual Flips,
launching Spring 2010. The Casual Flips
are accepted by the american podiatric
medical association and feature a wear-
moldable footbed, a metatarsal support
pad, adjustable arch support, a deep
heel cup and a hidden toe ridge. mSrp
is $69.95. SOLE products are also sold
with 100 percent recycled packaging.
www.yoursole.com
Spenco
Folks
can now
slip into a
sandal that
has all the sup-
port and comfort
of a performance
insole. Spenco polySorb Total Support
performance Sandals are designed in
a fip-fop style but offer a Total Sup-
port Cushioning System that absorbs
shock and helps prevent over prona-
tion; a polySorb Stability Cradle that
provides advanced arch support and
a deep heel cup for added stability;
a soft strap and premium materials
for long-lasting comfort and wear; an
EVa surface that custom molds over
time to conform to the unique shape
of the wearer’s feet, and a metatarsal
arch Support, which offoads pressure
from the ball of the foot to help relieve
forefoot pain. Spenco’s Total Support
performance Sandals will be available
in men ’s sizes 7 to 13 in Granite (black/
grey) and redner (brown/orange) and
women ’s sizes 6 to 10 in Onyx (black/
black) and amanda (tan/pink). Suggested
retail price for the sandals is $39.99.
www.spenco.com
Stackpole
NOLS experts share their tested
techniques and
strategies for sur -
viving and keeping
safe on the water
in the new NOLS
river rescue,
which outlines the
basic skills for river
rescue that every
boater should
know. Laying
-
1
2
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P
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Page 50Top

48
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
the groundwork of basic river knowledge, including hydrology
and the anatomy of rivers, the book covers general river risk
management and specifc rescue techniques. Learn wading
techniques, boat-to-boat rescue management with various
types of crafts, rope and rescue sy stems and much more in the
112-page title from NOLS. Suggested
retail is $9.95. 800-732-3669 or www .
stackpolebooks.com
SteriPEN
The new SteripEN adventurerOpti
uses germicidal UV light to destroy vi-
ruses, bacteria and protozoa such as
giardia and cryptosporidium. This latest
SteripEN innovation features an evolu-
tionary optical water sensor. This “opti-
cal eye” knows when the water purifer
is in water and when it is not. The optical sensor also
can function as an LED fashlight. The long lasting
UV lamp on the adventurerOpti can provide
8,000 one-liter treatments. mSrp is $99.95.
www.steripen.com
Stoic
The new Bombshell insulated jac
ket sports
100 grams of light weight, synthetic Cir
rus in-
sulation to fght of
f the pre-da wn chills, while
the slightly stretchy Bombshell fabric shuns
external moisture and wind. Fully welded seams increase the
Bombshell’ s breathabilit y over standard taped-seam shells, and
the 3D ergonomic ft of
fers un-inhibited mobilit
y without dro wn-
ing the wearer in e xcess fabric. Thumb-holed wrist gaiters and a
fully adjust able hood seal out the elements, while mesh-bac
ked
underarm zips v ent heat when stomping a skin trac
k. Stash an
mp3 player in the interior c
hest pocket and give the day a sound -
track. Suggested ret ail is $329. www .stoicgear .com
Stufftts
Stufftts Shoe Savers are 100 percent
cedar-flled shoe stuffers that remove
moisture and eliminate shoe odor in
all types of footwear. Stufftts absorbs
moisture at a rate up to eight times faster
than air drying alone, eradicating odor by
absorbing wetness and creating an inhos-
pitable environment for bacteria, says the
company. www.stufftts.com
Tecnica
after a successful launch of the new
Tecnica outdoor collection last spring, the
brand continues to keep the momentum and
excitement going with the continuation of
their TrS or Technical rolling System
Technology. a key offering for Fall
2010 will be a multi-function shoe
800-782-2423
www.32north.com
serious traction gear
Page 51Top

Winter 2010 | Inside Outdoor
| 49
WINTER 2010
Product Market Showca Se
called the Wasp High GTX (pictured)
for men and the Dragon Fly High GTX
for women. In addition to TrS, these
models also feature Gore-Tex technology
and Tecnica’s own Tecnigrip outsole with
“winter tire” traction, making them ideal
for outdoor pursuits in wet conditions.
made with a synthetic pU/textile upper,
both models are available in a variety of
colorways from petroleum-lemon yellow
for men to black-apricot for women.
Suggested retail is $180 for the high. The
Wasp and the Dragonfy also are avail-
able in a mid GTX for $150, a Low GTX
for $130 and a Low Leather GTX at $150.
www.tecnicausa.com
Teko
The new active Lifestyle
Collection represents a natural
extension for a brand that previ-
ously focused on sport specifc
socks. The collection features
organic, chlorine-free teko-
mErINO, incorporating
technical features from
TEKO’s performance
range to ensure all day comfort. active
Lifestyle socks come in a variety of
styles including textured solids, novelty
patterns and stripes. pictured here is the
women ’s Vienna at a suggested retail
price of $16.95. 800-450-5784 or www.
tekosocks.com
Terra Nova Equipment
New this season is the autumn
Winter 2010 collection, some new ultra-
light gear and the launch of the Grifone
clothing brand in the U.K. In packs new
colors and fabrics can be
seen in the Ultra 20,
a full-feature pack
that weighs just 3.5
ounces. Designed
for adventure rac-
ing and super light
backpacking, it’s
supported by new
ultralight running belt
packs, Ultra 1 and
Laser 1, which feature
interchangeable bottle
carriers and pockets. The partnership
with Spanish technical brand Grifone will
include stretch Gore-Tex shell garments,
exclusive Gore Windstopper softshell
fabrics, a large range of softshell trou-
sers and some high-end down products.
+44 1773 837376, www.terra-nova.co.uk
or mattm@terra-nova.co.uk
Terramar
The TXO line
of men ’s and
women

s (pic-
tured) base layers
feature a color -
coded system on
the neck tape and
exposed elastic,
which show the
warmth factor
as part of the
Terramar logo. The
pieces range from
1.0 warm-yellow to
2.0 warmer-orange to 3.0 warmest-red
to match the garment with the right
activity level and conditions. Highlights
of the line include Zone panel Ventila-
tion (on 1 .0 and 2.0 models), which
use jersey and mesh panels strategically
placed for maximum ventilation; moisture
management; UpF 50+; and odor control
fabrications. also new is the TX2, which
sports a unique dual-layer construction
that has silk on the inside and wool on
the outside. This construction, says Ter-
ramar, helps trap body heat between the
layers adding warmth without bulk. www
.
terramarsports.com
Teva
In Fall 2010, Teva launches its ne w mXT
collection, a multi-sport
line of f ootwear de-
signed to handle
every kind
of adventure. The fagship of the line is
the Forge pro, which boasts a range
of versatile technical features, such as
an aggressiv ely lugged outsole with
proprietary Spider365 stic ky rubber, an
external heel counter f
or stability, a Shoc
pad for support and a mush-infused insole
for signature Teva comfort. mSrp is $1 10.
www.teva.com
Page 52Top

50
| Inside Outdoor
| Winter 20 10
Product Market Showca Se WINTER 2010
Tilley Endurables
The new aviator hat features an outer
fabric of charcoal wool matched with real
shearling in a natural color, black satin
quilted lining and leather tabs to hold the
ear faps in place, either on top of the
crown or under your chin. The smaller ear
fap can be opened and secured with
a button to expose a smaller embroi-
dered opening. The smaller embroidered
opening underneath each ear fap lets the wearer
hear what’s around or can be used to hold ear phones in
place. mSrp is $129. www.tilley.com
Tool Logic
The SL plier has a razor
sharp 3-inch blade of
tough, high-carbon
stainless steel, while
the handle features a high quality spring
loaded pliers with wire cutter, plus
screwdrivers bits and a socket. Thumb grooves
on top of the handle offer excellent grip and feel. The SL plier
also has a stainless boot/belt clip for easy carry. 800-483-
8422 or www.toollogic.com
TravelChair
Cloaked inside
what doubles as
a messenger or
laptop bag, the new
quick-dry Larry chair
starts with Over
Center Hinge Tech-
nology that allows
for quick fold-and-sit
deployment as well as
fast fold-and-go storage. a
lower stabilizer increases structural support
and an angled back contributes to comfort.
It sports durable nylon mesh fabric that
resists fading on a frame built of thick-walled
aluminum and powder-coated steel. able to
support 250 pounds despite w eighing just
5 pounds, the Lar ry measures 18.5 inches
long, 2.25 inches wide and 12.5
inches high when folded. ready for
shipping march 1, mSrp is $45.
www.ravelchair.com
TrekSta
From the popular TrekSta Evo-
lution series comes the Evolu-
tion GTX. The Gore-Tex
membrane ensures
waterproof com-
fort, while TrekSta’s
NestFIT system cradles
the foot, accounting for every contour fol-
lowing the natural fow and design of the
human foot. Topping off the Evolution GTX
is an IceLock embedded sole that provides
traction in any condition. 877-220-2494 or
www.trekstausa.com
Vasque
The mindbender GTX is the frst style to
launc h utilizing a ne
w ft-en -
hancing Gore construction,
the new Gore-T ex
“conform-
able laminate
Whatever the season...Whatever your adventure..
We've got you covered!
www.dermatone.com (800)225-7546
Custom Lip Balm
-Starting at 250 pieces
-Great for Events, Shops,
Promotions, and Sales
The O
cial Sunscreen of the U.S. Ski Team & U.S. Snowboarding
Page 53Top

Winter 2010 | Inside Outdoor
| 51
WINTER 2010
Product Market Showca Se
technology
,
” to of fer waterproof protection in a superb ft
ting shoe.
This is accomplished through the application of a ne
w pattern that
utiliz es a stretc
h component panel to create a custom bootie e
x-
clusive to the mindbender shoe specifcation. The panel is located
over the metatarsal heads and the tongue allowing for greater
fex and freedom of motion in the f
orefoot. additionally the gusset
folds are eliminated b
y the use of a foating tongue design, whic
h
reduces weight and makes for an even better ft. available in men ’s
and women ’s models, at an mSrp of $120, pictured here is the
men

s version in blac
k/fame. www
.vasque.com
Vetta
Combining a heart rate monitor with a
cycling computer, the new CycloWatch
pro uses the latest 2.4GHz
aNT+ wireless technology to
eliminate interference from
other heart rate monitors and
ensure accurate signals,
while the conductive fabric
chest belt is comfortable
and machine washable. In
addition to standard cycling
functions, the CycloWatch
pro includes an aNT+ wire-
less speed sensor with the
option of a wireless cadence
sensor. Suggested retail is
$129.99. 703-593-9997 or www.vetta.com
Zippo
The new Zippo
Outdoor Line
includes three new
products – Campfre
Starter, Emergency
Fire Starter Kit and
the Flex-
ible Nec k Utility Lighter – along with pro
ven
performers such as the Deluxe Hand Warmer,
Outdoor Utilit y Lighter and a line of
Windproof
pocket Lighters. The new Campfre Starter
is a unique blend of compressed cedar sa
w
dust and w ax for quick lighting e ven in the
wettest conditions. made of 100% all-natural
recycled materials, the bac
k is scored f or easy
separation to start up to four fres. Suggested
retail is $1 .49. The new Emergency Fire St arter
features a rugged metal construction and a
reliable fint-wheel ignition with rayon-made
waxed, water-resistant tinder sticks for quick
and easy fre starting even in the most rugged conditions. The
lid has a water-resistant o-ring seal to protect the tinder sticks.
It has a targeted retail price of $14.95 with replacement waxed
tinder stic ks in eight unit pac
kets suggested at $4.95.
The Flexible
Neck Utility Lighter is a rugged, ergonomically designed new tool
equipped with an adv anced ignition sy stem, wind-resist ant dual
fame technology , adjustable fame, fuel le vel-indicator and a pat
-
ented child-resistant safety button. The fexible extended nec k is
topped by a slim, po werful nozzle that easily fts all lighting open
-
ings such as lanterns, grills and campfres.
available in Satin Silv
er
or a rubberized fat blac k fnish, the Fle xible Nec k Utility Lighter

s
suggested ret ail price is $1 9.95. www .zippo.com
Page 54Top

52
| Inside Outdoor
| Winter 20 10
Floor Space
When marketing manager reed
Kaufmann ’s company added an exciting
new promotional apparel line he saw a
big opportunity to grow his sales. What
he didn ’t count on, however, was the
confict that arose between his veteran
sales staff and the younger sales reps
he recruited to help market the new line.
reed’s frm sold branded promotional
products to business clients – things
such as pens, notepads, organizers and
corporate gif ts – along with logo-imprinted
golf shirts and baseball caps. The new
apparel line w as radically dif
ferent,
featuring colorful shirts with bold designs
and “edgy” slogans. reed realiz ed that he
needed youthful sales people who could
market the new product to schools, clubs
and emerging businesses.
However, after recruiting and training
a group of recent college graduates,
reed’s plans soon fell apart. He hoped
to integrate the new employees into his
existing sales team, which was populated
mostly by Baby Boomers and members
of Generation X, but instead of friendly
teamwork, resentment and fr ustration
quickly surfaced. reed was faced with
an unexpected and maddening set of
conficts and confusion.
His younger emplo yees genuinely
understood what was cool about the new
products, but they had no clue how to sell
them. at the same time his experienced
sales staff were almost totally skeptical of
the new products, which they didn ’t really
“get” or ha ve any real interest in selling
.
How could reed build a multi-
generational sales force to promote
these exciting new products and grow
the business?
In today’s environment traditional
sales training and management
techniques may not work as they did in
the past. With millennials now entering
the workforce, today’s sales teams may
well be a volatile mixture of four different
generations. But members from the
mature generation (born between 1909
and 1945), the Baby Boomer generation
(1946 to 1964) and Generation X (1 965 to
1979) have all had time to adjust to each
other in the workplace. It’s the newest
generation – millennials who were born
between 1980 to 1999 – who are now
shaking things up.
millennials possess a unique set of
skills and a different work ethic than
previous generations, and they will have
a profound impact during the next fve
years. By 2014 there will be more than
58 million millennials employed in U.S.
organizations alone.
along the way, however, millennials
are getting what many say is a “bad rap.

There’s a perception that the younger
generation has unrealistic expectations
and possesses a poor work ethic. In
reality, nothing could be further from
the truth. It’s just that millennials bring
a different perspective to the workplace
and a fresh way of looking at things.
Generation y , as they are also
called, is generally well educated and
technologically sa vvy. They embrace
diversity and have a strong preference
for collaboration o ver competition.
They are pragmatic, individualistic and
optimistic. millennials expect to be
successful and they fully expect the
support necessar y to reach their goals.
In short, the y are likely to become
energetic and successful members of
your sales team, given that you adjust
your traditional sales management
strategies to t ake advantage of their
preferences and strengths.
Following are four tips to help sales
managers adapt to the unique needs
and perspectives of their millennial
salespeople.
Setting Goals – millennials are
extremely goal oriented, but their
individual targets must be connected to
the organization ’s goals. They want to
know not only how the goals will affect
their compensation but also how they
Motivating Your Millennial
SaleS Force
by Joanne G Sujansky & Jan Ferri-reed
Workforce Participation by Generation
World War II Generation
(Born 1945 and before)
2006
8%
12.5 million
2011
5%
7 million
Baby Boomer Generation
(Born 1946 to 1964)
2006
44%
66 million
2009
38%
60 million
Generation X
(Born 1965 to 1980)
2006
33%
50 million
2011
32%
51 million
Millennial Generation
(Born 1980 to 2000)
2006
15%
22 million
2011
25%
40 million
Source: Bureau of Labor Statistics
Page 55Top

Winter 2010 | Inside Outdoor
| 53
Floor Space
contribute to the overall bottom line.
When they see they have a long-term
stake in accomplishing their goals,
millennials will be highly focused.
Team Challenges – millennials have
been raised to value collaboration over
competition. When sales managers
create competing goals (such as pitting
sales team members against other
teams or against each other) it may
frustrate millennials. Try setting some
goals with rewards for everyone in
addition to individual re wards.
Incentive Programs – It’s not
uncommon for sales managers to create
sales contests with tangible rewards for
the winners, such as trips or gadgets.
But offering an ipod as a prize may fall
fat if you fnd out that 80 percent of
your younger salespeople already own
one. rather than trying to guess which
gadgets or prizes millennial salespeople
fnd appealing, offer them the chance
to select from a number of interesting
and creative prize options (such as gift
certifcates to local restaurants, gift cards
iTunes, free or discounted company
products, tic kets to sports or recreation
events, etc).
Fun Atmosphere – millennials
like to work hard and play hard. a fun,
energetic atmosphere is the best
way to keep millennial employees
engaged. Look for ways to create
social opportunities as rewards for
meeting signifcant milestones. Ice
cream socials, paint ball excursions,
Nerf fghts and similar events can help
keep morale high and actually build
greater employee performance.
as you begin to recruit and
integrate millennials into your work
team don ’t be afraid to “change up”
how you orient and train new hires.
Too often in the past the members of
preceding generations were thrown
into a new job without much guidance.
This “sink or swim” approach won ’t
work for millennials, who have
experienced extremely attentive
teaching and parenting styles as they
grew up. Given a fair chance they’ll
make strong contributions to your
organization and may lead the way
to a more collaborative, effcient and
energetic environment.
Dr. Joanne G. Sujansky, CSP
(certifed speaking professional), has
more than 25 years of experience
helping to create cool workplaces that
attract, retain and get the most from
their multi-generational talent. As
founder of KEYGroup, she and Dr.
Jan Ferri-Reed, KEYGroup president,
provide businesses with insightful
information to create engaged,
productive and proftable organizations.
Together, they’re co-authors of
the best-selling book, Keeping the
millennials: Why Companies are Losing
Billions in Turnover to This Generation
and What to Do about It. To hire them,
visit www.keygroupconsulting.com or
call 724-942-7900.
W.S. Badger Company , Inc.
®
Check out our full line of Sun & Bug protection.
Please contact us directly for more information!
Fun in
the Sun
New products
from Badger!

SPF30 Anti-Bug Sunscreen

Anti-Bug Spray

SPF30+ All Season Stick

SPF 30 Unscented Sunscreen
Page 56Top

54
| Inside Outdoor
| Winter 20 10
Greensheets
The United Nations Framework
Convention on Climate Change
(UNFCCC) Conference of the parties
15 (COp) in Copenhagen, Denmark
came and went with much contentious
fanfare. an accord was agreed upon by
all parties, albeit not legally binding, with
no individual emission targets set for
industrialized countries and no directive
on how funds are to be acquired and
divided among the world’s nations.
This letter of intent [accord], as
yvo de Boer, executive secretary
of UNFCCC characterized it, still
has substantial worldwide political
implications. In the accord, the
following points were established:
1 .
Stabilize greenhouse gas parts per
million (GHG ppm) concentrations to
limit the global temperature increase
to less than two degrees Celsius
2. a low emission strategy for
developing nations to integrate
sustainable development goals with
priorities in social development and
poverty eradication
3. a commitment among developed
countries to provide fnancial
resources and technologies to help
developing nations or states with
their adaptation protocols, reducing
their vulnerability and developing an
infrastructure to overcome the effects
of climate change
4. Develop emission targets by 2010 for
2020 using measurable, reportable
and verifable means which are
“rigorous, robust and transparent”
5. Forest’s role in mitigating GHGs must
be promoted and enhanced
6. Use markets to promote low carbon
economies by pursuing cost effective
strategies, offering incentives to
developing countries, etc.
7 .
Funding to the tune of 30 billion
dollars will be generated from 2010
through 2012 and afforded to the most
vulnerable developing nations (i.e.
least developed, island states, africa).
The Copenhagen Green Climate Fund
plans to allocate much of the $100
billion raised by developed countries
to the developing nations by 2020.
perhaps the most significant
aspect of this climate summit
is the worldwide governmental
acknowledgement of climate change
as a global problem. Even the U.S.,
after the last decade of non-action,
affirmed its commitment to stopping
global climate change by agreeing
to provide $3.6 billion in near-term
assistance for developing countries.
as such, the Copenhagen accord
will be funded by developed nations.
Undoubtedly, those nations will be
generating revenue from all their
economic sectors, including the
outdoor ret
ail industr
y, to meet y
et-
to-be-determined legally binding
financial pledges.
This revenue, in part, will phase in the
inclusions of a carbon fee to directly levy
a price on fossil fuels used in the creation
of goods and services. a carbon fee may
take on the form of carbon offsets, a cap
and trade scheme or fee and dividend
plan. as a new carbon economy takes
shape, no industry will be immune from
how carbon will af fect the cost of goods
and services. Each approach has its pros
and cons, so let’ s examine each of these
processes and how they may impact the
outdoor retail industry.
IS IT rEaLLy a TaX?
To start, let’s look at just a couple
reasons why these carbon “tax”
practices are so controversial. First, this
tax is a misnomer. It is no more a tax
than a manufacturer or service provider
adding a new feature to a product and
passing the cost onto its customer.
another reason involves calculating the
true costs of fossil fuels to make goods
or provide services by the impact those
fuels make on the concentration of
atmospheric GHGs. That is, expressing
the negative externalities involved in the
true cost of goods and services.
Constructing valuations of this sort
requires environmental accounting
principles that encompass traditional
economic practices (supply and demand,
market volatility, futures, etc) and
the more subjective and less easily
quantifed notions of perceived value,
future worth and social well being (what
monetary value is placed on a World
Heritage site or a U.S. Department of
Interior Wilderness area?). Obviously,
just determining these valuations will be
a huge undertaking in its own right.
CarBON OFFSETS
The concept of carbon offsets is
simple – neutralize net carbon dioxide
(CO2) emissions. The carbon offset
most often touted is planting trees. In
theory, a suffcient number of trees
are planted to uptake (also known as
sequestration – see Inside Outdoor’s
“Green Glossary”) a given amount of
emitted carbon dioxide in order to arrive
at a zero net gain.
On the plus side, carbon offsets can
play an important role in providing seed
money or operational capital to develop
and sustain renewable energy projects.
On the other hand, the concept of
carbon offsets has many detractors.
principally, they are viewed as a way
for gross or well-heeled carbon emitters
to avoid having to reduce the amount
of emissions they create – they simply
buy their way out. In some cases, it
also personally benefts those receiving
these so called “sin tax” payments.
as James Hansen, NaSa

s preeminent
good coP or Bad coP?
WOrD FrOm COpENHaGEN aND ITS ImpaCT ON OUTDOOr INDUSTry CONTESTaNTS
by Ernest Shiwanow
Page 57Top

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Page 58Top

56
| Inside Outdoor
| Winter 20 10
Greensheets
climatologist has written, “a successful
new policy (a worldwide carbon
reduction policy) cannot include any
offsets. We specifed the carbon limit
based on the geophysics. The physics
does not compromise – it is what it is.

Cap aND TraDE
(EmISSIONS TraDING)
Cap and trade or emissions trading
is another carbon reduction method
which has seen its share of publicity
in recent days. The United States
Senate is currently debating the
merits of the United St ates House of
representative’s version, the american
Clean Energy and Security act of 2009
(aCES) also known as the Waxman/
markey Bill. In brief, the cap and trade
mechanism works this way:
Businesses are given a set of
emission credits. With those credits,
they are allowed to emit GHGs to their
maximum credit level, buy additional
credits if they go over their credit limit
or sell, bank or trade credits they did
not use. proponents of this method of
carbon mitigation believe this approach
would promote manufacturing or service
industry effciency, energy conservation
and create a new source of revenue
by selling or trading excess credits.
additionally, setting a cap on CO2
emissions theoretically will enable the
governments to set the total amount of
CO2 emissions for the industries subject
to cap and trade.
In the event the aCES fails to
pass the Senate v ote, and at this
writing it appears to be going in that
direction, there are publicly traded
companies that also r un cap and trade
mechanisms. Two such businesses
are the Chicago Climate Exchange
(CCX) and its European counterpart,
the European Climate Exchange (ECX).
Both businesses pro vide a commodit y
in the form of a legally binding
contract, baseline emissions metrics
for the participating business, and they
qualify projects to be offset by the
contracted business.
Like the aforementioned cap and trade
model, these commodities can be sold,
traded, banked or purchased, depending
on the outcome of the of
fset project.
The negatives for emissions trading
are much the same as carbon offsets.
additionally, there are no standards or
governing bodies to certify and verify
the value of the emission credits,
establish the initial emission targets
for the businesses and quantify the
results of the offset projects. There
are organizations that are doing such
work, and with a high level of integrity.
However, at this time, there is no
single international body or consensus
that provides the support required for
emissions trading. Even if there were
such a governing body, the implication of
setting emission targets for all business
sectors is highly politically sensitive.
Thus resetting caps and retiring
credits will be problematic as time
goes on. Special interests, promoting
their agendas to their respective
governments, are in a constant tug-of-
war between those that seek immediate
reductions in GHGs and those that insist
climate change is a hoax.
FEE aND DIVIDEND
another approach to the carbon fee
issue is to impose a fat fee at the well
or the mine. That is, cap the supplier’s
side as opposed to the emitter’s side
of the carbon stream. Being that there
are far fewer coal mines, natural gas
well and oil wells, controlling the
upstream cap will be far easier than
capping millions of downstream GHG
emitters. Called “fee and dividend,

“cap and dividend” or “carbon fees
and rebates, ” this mechanism calls for
creating a predictable pricing structure
for carbon dioxide by auctioning the
price of permits to fossil fuel energy
providers. The revenue made from the
permits will be given back to the energy
using consumer. In turn, the consumer
can use the cash to pay the higher
price of energy passed onto them by
the energy suppliers. as time goes
on, the carbon fees will gradually go
up on items that use fossil fuel in their
manufacture, giving consumers time
to adjust their lifestyles. Those people
that choose lower carbon footprint
commodities will have more of their
dividend to spend or save. as the
price of fossil fuels continue to go up,
renewable energy sources will become
more competitive by price, economy-of-
scale, and will spur more technological
innovation. On an international scale, the
penalty of imposing import duties on
non-participating countries will keep all
nations in line with the fee and dividend
plan. By far, this GHG mitigation plan
is the simplest and has been shown
to work in alaska with its oil revenue
windfall rebates. So far, the downside
with this fee and dividend mechanism is
its lack of support by large corporations
or Wall Street, since the proft potential
is almost non-existent compared to
carbon offsets or cap and trade.
How then will these upcoming
GHG mitigation instruments manifest
themselves in the outdoor retail industry?
With the cost of fossil fuels continuously
going up, the cost of producing and
transporting commodities will continue
to show up on the wholesale side due
to the increased cost of raw materials
and energy. While there probably will
not be a separate f ee affxed to the cost
of an item at the consumer level such
as a sales tax or a V .a.T., all products
and services will refect the energy cost
increase. The cost will be embedded
invisibly in the same way the cost for
testing lead for children ’s toys mandated
by the Consumer product Safety
Improvement act of 2008 (CpSIa ) is
passed on to the consumer
.
What the outdoor retail industry can
do, however, is to actively engage in the
debate over arguably the most important
legislation ever to be considered in our
lifetime and that of our children.
Ernest Shiwanov, IO’s editor-at-large,
focuses on environmental issues as
they relate to the outdoor ret
ail industry.
He also works with outdoor industr
y
companies incorporating low carbon
footprint tec hnologies into product
development and R & D cy cles. He can be
reached at ernest@bekapublishing .com or
ernest@adrenalinshots.co
m.
Page 59Top

Page 60Top

Green Glossary
Buzz words like sustainability, compostable and cradle-
to-grave are regularly bandied about by authorities and spin-
meisters. many use terms interchangeably or incorrectly. So
Inside Outdoor decided to parse the greenwash lexicon and
take a stab at a short glossary of defnitions. The following
defnitions are as organic as the topics they address. They are
more operative than defnitive, with the underlying subtext
being about the discourse that we hope to continue. Indeed,
these defnitions are “alive, ” and we expect them to evolve as
new standards are set, technologies are developed and our
industry grapples with the “sustainability” (see below) of our
businesses. a la Wikipedia, we welcome anyone who would
like to add, change or modify defnitions to submit their insight
to ernest@bekapublishing.com. The Green Glossary will
continue to appear in future issues of IO.
3P (PEOPLE, PLANET , PROFIT)
See Triple Bottom Line
BIODEGRADABLE
aerobic decomposition of a organic matter through the
action of microorganisms or aerobes. There are no standards
for eco-toxicity or length of time before degrading to biomass
and, in some cases, eco-toxins.
BLUESIGN STANDARD
Launched in 2000 as an initiative by albers Group/Schoeller
Technologies aG, among others, the bluesign standard is
a certifcation scheme for textile ecology. Using OECD’s
(Organization for Economic Cooperation and Development)
test methods for determining the various ecotoxicological
data needed for the standard, it strengthened its global
marketing and technical reach when 50% of bluesign was
purchased by Société Générale de Surveillance in 2008. SGS’s
business model is built around ocean-going cargo inspection,
raw material testing and testing of products from exporting
companies or governments worldwide.
CAP AND TRADE
See Emissions Trading.
CARBON NEUTRAL OR CARBON OFFSET
To offset or neutralize net greenhouse gas emissions. This
can be achieved by planting trees, using renewable energy,
energy conservation and emissions trading. Critics contend
there is no defnitiv e evidence that carbon of fsets work since
there are no models or st andards that clearly demonstrate
the equilibrium.
(CARBON) SEqUESTRATION
See Uptake
COMPOSTABLE
The biodegradability of an organic material, mostly
to biomass, w ater and carbon dio xide. Compost able
environments include industrial settings and common
garden or open space locations.
all standards agree on a
six-month period f or the organic mat ter to degrade. most
standards support these tests:

Does it biodegrade to carbon dioxide, water, biomass at the
rate paper biodegrades?

Does the material disintegrate leaving no distinguishable or
visible residue?

Are there any eco-toxic materials left, and can the remaining
biomass support plant growth?
american Society for Testing and materials (aSTm) D6400-
99 says to be considered compostable, materials must undergo
degradation by biological processes during composting to yield
carbon dioxide (CO2), water, inorganic compounds and biomass
at a rate consistent with other compostable materials, leaving
no visible, distinguishable or toxic residue.
The EN (European Committee for Standardization or Comité
Européen de Normalisation) st andard is even more specifc.
EN13432 states that a material is deemed compostable if it will
breakdown to the extent of at least 90 percent to H2O and CO2
and biomass within six months.
There are other standards as well with DIN V49000 from
the German Institute for Standardization being the strictest in
the allowance of heavy metals. many might be familiar with
DIN standards for their safe release ski bindings.
CRADLE-TO-CRADLE
The lif e cycle of a product from manuf
acture to re-manuf
acture.
CRADLE-TO-GATE
The life cycle of a product or process from manufacture
to end user. also known as environmental product
declarations (E pD).
CRADLE-TO-GRAVE
The life cycle of a product from manufacture to end-of-use
disposal (see table on page 59).
DEGRADABLE
a material that undergoes chemical change and a loss of
original characteristics due to environmental conditions. There
are no requirements f
or time, process or to
xicity for this method.
the green glossary
by Ernest Shiwanov
58
| Inside Outdoor
| Winter 20 10
Page 61Top

EMISSIONS TRADING (CAP AND TRADE)
a practice in which businesses are given an emissions
cap, in the form of credits, that allows them to pollute up
to a maximum credit level. Businesses that exceed their
cap must purchase (or trade) credits from a company that
has not exceeded its cap or from trading platforms such as
the Chicago Climate Exchange (CCX), the European Climate
Exchange (ECX) and/or montreal Climate Exchange (mCeX).
problems with the Cap and Trade concept include where to
set the initial levels of the caps, retiring old credits, resetting
caps and regulatory/compliance standards.
ENVIRONMENTAL PRODUCT
DECLARATIONS (EPD)
The life cycle of a product from manufacture to end user.
also know as cradle-to-gate.
GATE-TO-GRAVE
The
life cycle of a product from the end user to end-
of-use disposal.
GLOBAL REPORTING INITIATIVE (GRI)
The Global reporting
Initiative, based
in amsterdam the
Netherlands, is a registered, not-for-proft organization. It is fund-
ed by donations from all over the world including the Bill and
melinda Gates Foundation, the International Finance Corporation
(IFC) and the Organizational Stakeholders.
Considered the de facto world standard
in sustainable development reporting, the
GrI uses a global network of stakehold-
ers to form a consensus-based process in
shaping and revising its accounting struc-
ture. GrI encourages reviewing of the
report outcomes by third-party assurance
providers. However, there is no mecha-
nism in place requiring these audits.
LEED GREEN BUILDING
RATING SYSTEM
Leadership in Energy and En
viron-
mental Design (LEED) is a certifcation
rating system for structures designed and
built with the goal of w
ater effciency
,
good indoor air qualit y, energy sa vings
and an overall reduction in its carbon
footprint. LEED is an open source tool
created by a 501 (c) (3) non-proft, the
US Green Building Council (USGBC). The
USGBC, headquartered in Washington
D.C., fnances its activities by conducting
educational programs for builders,
designers, suppliers and operators,
selling publications, accepting donations
and sponsoring conf erences. This allows
the USGBC to revise LEED and conduct
researc h. Third-party verifcation to
assure compliance on commercial and
institutional projects as of 20
08 has gone to the Green Building
Certifcation Institute (GBCI). regardless of the LEED project, all
must undergo third-party verifcation in order to receive LEED
ratings of certifed, silv
er, gold and platinum.
LIFE CYCLE ASSESSMENT (LCA)
a comprehensive environmental assessment of the
impact of a product or process, from inception to the end
of its “life.
” The assessment includes transportation of raw
materials to the manufacturer, manufacturing of materials,
transportation of materials to the product manufacturer,
manufacturing of product, transportation of product to end
users, impact of product by end user including disposal of
product at its end of lif e.
The assessment has been used as a tool to evaluate a
product’s or company’s eco-performance, which in turn can be
used to improve it.
There are three different methods used in lifecycle analysis:
1 .
process or bot tom-up LCa using ISO 1 4040-2006 and 14044-
2006 protocols;
2. economic input output or EIO-LCa; and
3. hybrid LCa, a combination of process LCa with economic
input output LCa.
LCas are used as a tool to evaluate a product or company’s
eco-performance, which in turn can be used to improve it.
Winter 2010 | Inside Outdoor
| 59
Page 62Top

LIFE CYCLE MANAGEMENT (LCM)
an integrated approach to sustainable production and
consumption through the management of a product’s or
process’ life cycle.
LIFE CYCLE ENERGY ANALYSIS (LCEA)
The total life cycle energy input. Criticism in utilizing LCEas
include the argument that different energy sources have
different potential value (exergy). additionally, critics contend
that LCEas’ energy currency cannot supplant economic
currency as the determinant in business.
MONTEBELLO AGREEMENT (SEE REACH)
The Security and prosperity partnership (Spp) also is known
as the montebello agreement, so named for the city in Quebec
where the summit was held. The Spp Web site states that this
is a Bush administration, White House-led initiative to increase
security and economic prosperity in North america. part of
this voluntary framework is to establish risk characterization by
2012 of over 9,000 chemical substances produced in the U.S.
in quantities over 25,000 pounds per year. By 2020, Canada,
mexico and the U.S. will “strive to achieve…inventories of all
chemical substances in commerce.
” many view the montebello
agreement as a North american reaction to rEaCH, the
European Union ’s registration, Evaluation, authorization and
restriction of Chemicals, whic h went into EU law last June.
OEKO-TEx
International association for research and Testing in the
Field of Textile Ecology or Oeko-Tex, was established in 1993 by
the austrian Textile research Institute, the German Hohenstein
research Institute and the Swiss Textile Testing Institute Testex.
Today it has evolved into a group of 1 4 test institutes throughout
Europe and Japan. Its certifcation programs, Oeko-Tex 100,
Oeko-Tex 100plus and Oeko-Tex 1000 focuses on what they
term the four parts of textile ecology: production, human,
performance and disposal ecology. Verifcation of Oeko-Tex 100,
100plus and 1000 submissions are ac hieved through the ISO
14000 suite of environmental protocols, ISO laboratory testing
protocols, DIN EN, and IEC standards. Oeko-Tex’s standards
also exceed the current best practices as defned by the EU’s
rEaCH (see rEaCH). The testing institutes forward their results
to the Oeko-Tex Secretariat, which evaluates the applications,
issues certifcates to passing applications and tests for
compliance during the issued period.
ORGANIC
In textile technology, organic refers to standards ensuring
sustainable practices during all phases of fber production.
Beginning with every aspect of cultivation under the National
Organic program (NOp) guidelines, post-harvest wet
processes such as dying and bleaching, textile fabrication,
manufacturing of goods, transportation, worker environment,
labeling/compliance, packaging, exportation and importation
are comprehensively addressed.
presently, there are no processing standards for organic
fbers from the U.S. federal government beyond cultivation
ending with the consumer.
For standards related to organic f ood, please see: ht tp://
www.ams.usda.gov/nop/indexIE.htm.
OxO-BIODEGRADATION
a two-step process that begins with degradation by
oxidation, followed by biodegradation.
a variation of this developed for polymers, such as
polyethylene, add a degradability component during the material’s
manufacturing. The added component allo
ws the polymer to
thermo- (heat), photo- (light) or h
ydro- (water) degrade within 90
days in a commercial composting environment.
It is purported that in non-commercial composting
environments, the biodegradation will take place but at a much
slower rate.
THE PRECAUTIONARY PRINCIPLE
The EEB (European Environmental Bureau 1999) defnes
the precautionary principle as follows:
2.1 The precautionary principle justifes early action to prevent
harm and an unacceptable impact to the environment and
human health in the f ace of scientifc uncert ainty
2.2 precaution places the burden of proof on the proponents
of the activity.
2.3 precaution applies the substitution principle, seeking safer
alternatives to potentially harmful activities, including the
assessment of needs.
2.4 precaution requires public participation in decision-making.
REACH (SEE MONTEBELLO AGREEMENT)
registration, Evaluation, authorization and restriction of
Chemicals (rEaCH)
The European Union

s rEaCH EC 1907/2006 regulation w as
established on December 1
8, 2006 and became la w on June
1, 2007 . The regulation ’s intent “should ensure a high level of
protection of human health and the environment as well as the
free movement of subst ances, on their o wn, in preparations and
in articles, while enhancing competitiveness and innovation. This
regulation should also promote the development of alternative
methods for the assessment of hazards of substances.

This law is the most comprehensive legislation ever
completed regulating all chemical substances. a full 401
pages of this 849 page document are 10 appendices that
mostly call out carcinogens, mutagens and substances toxic
to reproduction. The rest of the document outlines and defnes
the requirements of compliance.
rEaCH will affect chemical industries worldwide by
requiring testing and registration with the European Chemicals
agency on any imported chemical substance over 1,000 kg in
weight. Chemical substances manufactured in the European
Union are subject to the same regulation.
RECYCLING
The U.S. Department of Energy defnes recycling as “the
process of converting materials that are no longer useful as de-
signed or intended into a ne w product.

60
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RENEWABLE ENERGY
The U.S. Department of Energy defnes renewable energy as
“ energy derived from resources that are regenerative or for all
practical purposes cannot be depleted.
“Types of renewable energy resources include moving water
(hydro, tidal and wave power), thermal gradients in ocean water,
biomass, geothermal energy, solar energy and wind energy.
“municipal solid waste (mSW) is also considered to be a
renewable energy resource.

RESERVOIR
The Intergovernmental panel on Climate Change defnes
reservoir as: “ a component of the climate system, other than
the atmosphere, which has the capacity to store, accumulate
or release a substance of concern, for example, carbon, a
greenhouse gas or a precursor. Oceans, soils and forests are
examples of reservoirs of carbon. pool is an equivalent term
(note that the defnition of pool often includes the atmosphere).
The absolute quantity of the substance of concern held within
a reservoir at a specifed time is called stoc
k. ” For example,
uptake or (carbon) sequestration, adds greenhouse gases to
rainforests (reservoir) and their soils (reser voir).
RoHS
an acronym for restriction of Hazardous Substances Direc-
tive (the lead-free directive).
although not a law, the European Union passed this direc-
tive in 2006, limiting the use of six materials in any part of
electronic and electrical products. The six materials limited
by roHS are: lead, mercury, cadmium, hexavalent chromium
(chromium VI or Cr6+), polybrominated biphenyls (pBB) and
polybrominated diphenyl ether (pBDE). pBB and pBDE are
fame retardants used in some plastics.
Similar standards have been adopted in China, Japan, Korea
and California. The U.S. federal government currently has no
plans to adopt a similar directive.
SINK

any process, activity or mechanism that removes a
greenhouse gas, an aerosol or a precursor of a greenhouse gas or
aerosol from the atmosphere
” is considered a sink, according to
sources at the Intergovernmental panel on Climate Change. a sink
removes a greenhouse gas, f
or example, from the atmosphere,
then by uptake or (carbon) sequestration, the greenhouse gas is
added to a reservoir (see reservoir and Uptake/Sequestration).
STAKEHOLDER(S)
The online Business Directory describes this as,
“person, group or organization that has direct or indirect
stake in an organization because it can affect or be affected
by the organization ’s actions, objectives and policies. Key
stakeholders in a business organization include creditors,
customers, directors, employees, government (and its
agencies), owners (shareholders), suppliers, unions and the
community from which the business draws its resources.
although stake-holding is usually self-legitimizing (those
by HDM, Inc.TM
®
SuperFabric
material
brand
HDM
®
Winter 2010 | Inside Outdoor
| 61
Page 64Top

ad index
who judge themselves to be stakeholders are de facto so),
all stakeholders are not equal and different stakeholders are
entitled to different considerations. For example, a frm’s
customers are entitled to fair trading practices but they are not
entitled to the same consideration as the frm’s employees.

SUSTAINABLE DEVELOPMENT
Economic, social (political) and environmental development
that is harmonized for the good of all interests.
many, including the United Nations, use the defnition from
the Brundtland report Our Common Future that “sustainable
development is development that meets the needs of the pres-
ent without compromising the ability of future generations to
meet their own needs.

Others contend that this is not an operational defnition and
that the concept is best defned as “a socio-ecological process
characterized by ideal-seeking behavior on the part of its hu-
man component, ” which is adapted from the work of russell
ackoff and Fred Emery, among others.
Nevertheless, there are some that consider the phrase a
greenwash oxymoron. To many, the concept of growth and de-
pleting non-renewable resources are mutually exclusive.
TRIPLE BOTTOM LINE (TBL OR 3BL)
The addition of social and environmental metrics within full
cost fnancial reporting. In 1994 John Elkington coins the phrase
and in his 1997 book, Cannibals with Forks, he elucidates this
concept. “The idea behind the TBL idea was that business and
investors should measure their performance against a new set
of metrics – capturing economic, social and en vironmental value
added – or destroyed – during the processes of wealth creation.

He also authored the term 3p for people, planet proft.
UPTAKE (SEqUESTRATION)
“The addition of a substance of concern to a reservoir.
The uptake of carbon containing substances, in particular
carbon dioxide, is often called carbon sequestration, ” says the
Intergovernmental panel on Climate Change. most trees and
certain crops such as potatoes, rice and soybeans, uptake
more CO2 than other plants and crops.
VOLATILE ORGANIC COMPOUND (VOC)
VOCs as they relate to environmental concerns refer
to compounds with high vapor pressures (a vapor at room
temperature and pressure) that can be potentially harmful
and therefore regulated. VOCs occur naturally but can also
be synthesiz ed. In recent y
ears, the roll of
VOCs in ne w
home or building construction and their contribution to sick
building syndrome has heighten awareness of indoor air
qualit y. The Environment al protection agency maint ains a
list of regulated
VOCs.
ZERO WASTE
an approach to the cradle-to-cradle concept that includes reduc-
tion of product or process waste and consumption, plus advancing
the notion of reuse, repair or return to the environment.
FREE SUBSCRIPTIONS
Subscriptions to INSIDE OUTDOOR magazine are free to those working in the outdoor
products value chain. Simply go to www.insideoutdoor.com and click on the subscribe link.
Fill out the form completely and you will start receiving the magazine within six weeks.
PAID SUBSCRIPTIONS
Professionals related to the industry but not within the qualifcation catagories may
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funds only). Please call 480-503-0770 to place your order
.
ADDRESS CHANGES, RENEWALS and CANCELLATIONS
Go to www.insideoutdoor .com and click on the subscribe link. For address
changes and renewals, simply fll out the form, submit it and your subscription will
automatically be renewed with your most current information. T
o cancel your subscription,
go to the “Cancellations” header
, click “here” and follow the instructions.
CORRESPONDENCE
Send letters to the editor via email to Martin V
ilaboy at martin@bekapublishing.com. All other
correspondence should be directed to INSIDE OUTDOOR 745 N. Gilbert Rd., Ste. 124, PMB
303, Gilbert, AZ, 85234
PRESS RELEASES
INSIDE OUTDOOR magazine welcomes press releases and any other information relating
to the outdoor products value chain. Releases should be emailed to Martin Vilaboy at
martin@bekapublishing.com
REPRINTS
For high-quality article reprints, minimum of 100 quantity, please contact the publisher at
480-503-0770.
ADVERTISING
For a media kit or information about advertising, call Berge Kaprelian at
(480) 503-0770, berge@bekapublishing.com
32north
(www.32north.com) 11, 48
Alphatan International
(www.precision-pak.com)
32
ASF Group
(www.asfgroup.com)
29
Birkenstock
(www.birkenstockusa.com)
9
Body Glide
(www.bodyglide.com)
30
Brooks-Range Mountaineering
(www.brooks-range.com)
40
Cam Commerce
(www.camcommerce.com)
20
Cocoon by Design Salt
(www.designsalt.com)
46
Coghlan’s
(www.coghlans.com)
35
Cordura
(www.cordura.com)
3
Coyote Eyewear
(www.coyoteusa.com)
49
Cre8 Group
(www.Cre8groupinc.com)
57
Dermatone
(www.dermatone.com)
50
Durapeg
(www.durapeg.com)
40
ecco
(www.ecco.com)
27
Fisher Space Pen
(www.spacepen.com)
38
Flatterware
(www.fatterware.com)
47
Ho Yu Textile Company
(www.hoyu.com.tw)
31
ICEtrekkers
(www.icetrekkers.com)
25
Implus
(www.implus.com)
13
Injinji
(www.injinji.com)
43
K&R
(www.KandRusa.com)
21
Kahtoola
(www.kahtoola.com)
39
Kiva Designs
(www.kivadesigns.com)
26
Loki LLC
(www.lokigear.com)
42
Lycra
(www.lycra.com)
2
Nielsen Kellerman
(www.nkhome.com)
23
Outdoor Retailer
(www.outdoorretailer.com)
55
Outlast
(www.outlast.com)
63
Overboard
(www.ROCgearWholesale.com)
53
Peregrine Outftters
(www.peregrineoutftters.com)
45
Polartec
(www.polartec.com) Back cover
Primaloft
(www.primaloft.com)
19
Schoeller Textiles
(www.schoeller-textiles.com)
39
SpareHand Systems/Stoneman Ave (www.sparehandsystems.com)
51
Spenco
(www.spenco.com)
15
SuperFabric
(www.superfabric.com)
61
Talic
(www.talic.com)
21
Tefon
(www.tefon.com/fabricprotector)
7
Terramar
(www.terramarsports.com)
17
Tool Logic
(www.toollogic.com)
44
Treksta
(www.trekstausa.com)
41
W.S. Badger
(www.badgerbalm.com)
53
Worldwide
(www.wdi-wdi.com)
37
Yaktrax
(www.yaktrax.com)
5
62
| Inside Outdoor
| Winter 20 10
Page 65Top

Comfort in an uncomfortable situation.
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Page 66Top

73698_PLRT_PT9-078.indd
Beth Powell / Peter Hopersberger
1-4-2010 5:27 PM
bpowell_G5_06681
Client
Job #
Prefi x
Trim
Bleed
Live
Line Screen
Product Code
Unit
Caption
POLARTEC
91-16230-062
73698
8.125” x 10.875”
8.375” x 11.125”
7.625” x 10.375”
300 dpi
000 - POLARTEC
Magazine
Some talk breathable.
Job info
Print Producer
Account Mgr
Art Director
Copywriter
Traffi c
Art Producer
Scale
Proof #
Prepared by:
Southfield, MI • 248-354-9700
Hodge, Brent
Edmunds, Rachel
Cathel, Karen
N/A
Culicerto, Carla
Deighan, Marielle
None
4
Approvals
Fonts:
Helvetica (Medium), Frutiger (77 Black Con-
densed, 57 Condensed)
Link Name:
73698_PT9-078.tif (CMYK; 300 ppi; 100%),
POL_08_PSHP_4C_K.eps, POL_9_086_RF_4C.eps,
POL_9_085_RF_4C.eps
Used Swatches:
Cyan,
Magenta,
Yellow,
Black
100%
by
Saved at:
From:
Printed At
Fonts
PT9-078 / SNEWS
INTRODUCING POLARTEC® POWER SHIELD® PRO.
THE HIGHLY WATER-RESISTANT SOFT SHELL THAT BREATHES.
We’re redefining breathability with our revolutionary new P
olartec
® Power Shield
® Pro.
It’s the best combination of air permeability and weather protection ever created in a soft shell.
The result: You keep warm and dry . And we’ll keep creating breakthrough performance fabrics
.
Find out what is possible with Polartec® at booth 36075.
S:7.625”
S:10.375”
T:8.125”
T:10.875”
B:8.375”
B:11.125”
73698_PLRT_PT9-078.indd 1
1/4/10 5:31:42 PM