Trailheads

Many retail experts refer to merchandising as the “silent salesperson.” A store’s layout, fixtures, signage, and overall atmosphere trigger customer behavior, often before shoppers interact with employees.

When people walk into a store, they make a wide range of judgments and decisions based on what they see and how they feel in the space. To win over customers and convert sales, outdoor stores need a solid merchandising scheme that sends the right message. We asked the merchandising gurus at 3 Dots Design to share tips on how outdoor specialty stores can improve their shops and incorporate new retail trends.  You can see examples of these tips by visiting the Retail Innovation Space – presented by 3 Dots Design – in the Switchback Spring exhibit hall.

1. Less is More

One challenge we often see in outdoor, run, and bike shops is too much product on the floor. The retail trend in other channels is to have fewer products on the floor for easier shopping and a better overall merchandising presentation. A sales floor packed with products can overwhelm customers and cause them to lose focus. Plus, some people feel anxious in tight spaces, and they might abandon their shopping trip due to that discomfort. Fleet Feet Austin takes a “less is more” approach to footwear display, using several small displays positioned throughout the store rather than one long footwear wall. The Fleet Feet Flagship Store in Carrboro, NC, combines a mannequin display with a feature wall where shoppers see a small, quick hit of clothing on a magnet display board. The mannequin and display board sit near the clothing inventory, allowing people to shop quickly and easily.

2. Mannequins Sell More Apparel

Many outdoor, run, and bike stores hesitate to integrate mannequins into their merchandising for fear of taking up too much space. Also, some shop owners feel that mannequins are reserved for more “boutique-like” fashion stores. Unfortunately, these store owners also complain about poor apparel sales and say clothing never sells in their stores! The two points are most certainly related. Displaying outdoor clothing on mannequins will bring the clothing to life and allow shoppers to see full outfits, which enables them to more easily incorporate pieces into their wardrobe. Also, mannequins give apparel form and shape, which greatly improves the “curb appeal” of the clothes and provides an added dimension that hanger displays can’t convey. Investing in some torso forms, leg forms, and full-body mannequins is critical for selling apparel.

3. Rethink Your Check-Out Area

If you’ve purchased a phone or computer at an Apple store, you’ve experienced their mobile checkout system, which works exceptionally well. More retailers are adopting similar checkout systems, because they allow customers to complete their purchases quickly and easily while avoiding long lines. Also, a mobile checkout system opens up retail square footage for products and displays. Even stores without mobile systems are reducing the size of checkout counters. At Fleet Feet Youngstown in Cleveland, OH, 3 Dots Design created a checkout area significantly smaller than what you encounter at most Fleet Feet stores. The checkout area also serves as a tech bar to save space and streamline customer interactions. 10 to 12 years ago, retailer counters measured 8 to 10 feet long; however, in recent years, they’ve measured 5 to 8 feet in length.

4. Include Interactive Elements

Retailers are finding creative ways to make shopping a more interactive experience for customers. Some stores have added digital touch screens, while others have taken GPS watches, headlamps, and massage products out of the boxes so that customers can touch and feel them. Some shops even offer samples of the food and beverages they sell for backpacking,
trail running, and mountain biking. Another big retail trend is to incorporate modern seating areas that allow customers to relax and linger longer, which can lead to additional sales. Some shops are even installing beverage services, cafes, and beer taprooms, because these elements not only invite shoppers to hang out for a while but also create social gathering spaces. For  example, Neptune Mountaineering in Boulder, CO, partnered with Ampersand Coffee Roasters, who designed in-store cafes for free. In exchange, the shops sell the coffee Ampersand roasts. It’s a great partnership that ensures stores use proper equipment and an effective layout for the coffee shop. In Portsmouth, NH, people shopping at Treeline Outfitters can relax at the in-store taproom and enjoy locally crafted beers. By giving locals a place to gather, the taproom helps store owners Cody and Emily Whelan fulfill their mission to make their shop a community hub rather than just a retail store.

Effective merchandising is a powerful tool that silently influences customer behavior and drives sales. As the outdoor retail landscape evolves, embracing innovative merchandising strategies becomes essential. For a firsthand look at these concepts in action, visit the 3 Dots Design Retail Innovation Space at Switchback Spring, taking place June 16–18, 2025, at the Gaylord Opryland Resort & Convention Center in Nashville, TN. This interactive exhibit showcases cutting-edge retail design trends tailored for outdoor specialty stores. Engage with the 3 Dots Design team, gather inspiration, and discover how thoughtful merchandising can transform your retail space.