Backpacks do well in consignment, but that success may cut into new-gear sales.
inventory, but it also forces our buyers to be more selective. With consignment, you might take something just to see if it sells. Buying outright keeps our quality higher.”
we’re flooded with gear; other seasons it’s like pulling teeth to get inventory,” says Desaulniers, who opens up consignment buying periods twice a year. “Last spring/summer, we could
16 GRASSROOTS STORIES gear, supply swings can be un- predictable too. “Some seasons running out of room for all the incoming products. It can defi- nitely feel overwhelming at times, but the team handles it well.” Since maintaining consistency in intake and pricing when it comes to consignment can be so tricky, it’s key to train and hire employees with the right skillset. “Our staff in the Annex both run the floor and accept consign- ment items, so everyone has to be skilled at evaluating and pricing gear,” says Desaulniers. “Consistency is tough. Ideally, I’d have one dedicated staff member handling all intake, but that hasn’t been feasible yet.” “We have dedicated staff and some folks really gravitate to- ward wanting to work in resale,” says Mike Donohue, owner of Outdoor Gear Exchange in Bur- lington, Vermont, which began as a small consignment shop in 1995 and has grown into one of the largest independent specialty retailers in the state. Since used gear sales rely on customers showing up with
osity takes over. “People love getting a good deal,” says Frank. “There’s this addictive treasure hunt element to shopping used. It’s just a more exciting, discovery-based shopping experience than tradi- tional retail.” That retail curiosity also carries over to new gear. “People want to touch and handle the gear. Often, they come in hoping to find something used, but if they don’t, they’ll check out what’s new upstairs,” says Frank. “Retailers should note that price points are way lower in resale, but customers generally buy several things and our most dedicated customers shop more often and know that it’s a trea- sure hunt,” says Donohue. By its nature—people want to put their hands on used stuff— resale is also something that’s not as competitive online. “There’s something special about keeping it local: People come in, no shipping needed, and they get to browse in person,” says Gerston. “We have regulars who stop by every week just to see what’s new.
“Sure, there’s a chance it cannibalizes a few new sales, but overall, it’s steady and reliable. It’s not a part of the business I stress about. It’s consistently good, sometimes great.” — CHRIS GERSTON, BACKCOUNTRY ESSENTIALS
The Treasure Hunt The biggest question causing hesitation for retailers who do not have a resale component to their store is always: Does selling high-quality used gear cannibal- ize new gear sales? The answer is not straightforward. Yes, it can slow down sales of some new items—especially apparel and backpacks, which, incidentally, crush it as used items—but it also buoys new gear sales by doing what retailers want most: getting customers in the door. Once they are in the shop, curi-
hardly get enough to fill the racks. This fall/winter, we were so overwhelmed. We had to stop accepting items for two-and-a- half weeks just to catch up.” And while many retailers, like The Trailhead and Peak Sports, stick to consignment due to the cash flow needed to buy used gear outright, at Backcountry Essentials, Gerston sees more opportunity in direct control. “We started with consignment, but it was a paperwork night- mare,” he says. “Buying outright means we invest cash in the
Made with FlippingBook - Share PDF online