From the parking lot of The Mountain Goat in Manchester, VT, you’ll drive less than five miles to reach the Appalachian Trail and Vermont’s 272-mile Long Trail. So, it’s no surprise that the store serves a healthy number of backpackers.
“I’d say more than half of the people here looking for gear and equipment are Appalachian Trail or Long Trail thru-hikers who need to resupply or replace broken equipment,” says store manager Aaron Krinsky.
While The Mountain Goat carries more casual “lifestyle” products nowadays, the shop still needs to stock the necessities for backcountry travel. Across the outdoor industry, many retailers are facing this same scenario. So, we asked Krinsky to share his thoughts on products stores can stock to ensure customers are well-supplied before they explore the backcountry.
“With backpacks, it’s most important that we have a variety of options in carrying capacity,” says Krinsky, noting that some customers are gearing up for longer trips while others will be hiking for a weekend.
The Mountain Goat carries packs ranging from 38 to 65 liters, and Osprey is its most successful brand. “The quality of their backpacks is outstanding,” says Krinsky, adding that Osprey offers a lifetime warranty. “We like a company that stands by the product and is willing to help the customer and replace or fix things.”
The Osprey Exos 48 and Eja 48 are the store’s top sellers, says Krinsky, noting that a 48-liter pack suits a wide range of trips. While these are two of Osprey’s lightest packs, they still include comfort features like cushy shoulder straps and the airspeed suspension that allows air to flow across a person’s back.
As manufacturers produce more lightweight gear, more backpackers are avoiding relatively heavy tents. “People don’t want to carry a 5- or 6-pound tent anymore, regardless of whether they’re going out for a week, a month, or a weekend,” says Krinsky. “The average customer is happy with a tent that weighs 3 to 4 pounds.” However, according to Krinsky, some entry-level backpackers opt for heavier tents because they’re more affordable.
To satisfy all types of customers, The Mountain Goat stocks an assortment of Big Agnes tents, including the C Bar 2 ($249.95), one of the brand’s most affordable tents, and Tiger Wall UL2 ($449.95), a high-end model for backpackers who prefer ultralight gear.
While weight is important when choosing a tent, durability and innovative design also matter. At The Mountain Goat, Nemo has gained favor with experienced, discerning backpackers. “Nemo just goes beyond with the detail and engineering of their product,” says Krinsky, noting that the Nemo Dragonfly is the store’s best-selling high-end backpacking tent.
While traditional sleeping bags still sell well, quilts have become much more popular, especially for summer backpacking, says Krinsky. “We’ve seen huge demand for quilts,” he says, noting that quilts are less constricting than traditional bags and allow side sleepers to change position easily. Customers appreciate that they can also use quilts at home and while traveling. The Mountain Goat carries Enlightened Equipment quilts, available in down or synthetic insulations and various sizes and temperature ratings.
Regarding traditional sleeping bags, models with a temperature rating of 30 degrees sell best, says Krinsky, noting that people can use these for much of the year. He points to the Big Agnes Sunbeam as a best-seller that offers women a warm synthetic-fill bag for less than $200.
When it comes to camping stoves, Krinsky says he prefers MSR products because they’re “tried and true.” At The Mountain Goat, the Pocket Rocket 2 is a best seller. Weighing 2.6 ounces and retailing for $49.95, it’s lightweight, compact, affordable, and perfect for backpackers primarily boiling water to prepare meals.
While canister stoves such as the Pocket Rocket dominate sales, liquid-fuel stoves still attract some of the most hardcore backcountry travelers. So, Krinsky still carries the MSR Whisperlite, arguably the best-selling liquid-fuel stove ever made.
Water filters are similar to smartphones in that consumers tend to be loyal to a particular brand, says Krinsky. “It’s like Android and iPhone customers. Some people love Katadyn, and other people love Sawyer, so it’s really important that we have a good availability of both of those,” he says.
These days, hand-pump filters are less popular than systems that require less effort. At The Mountain Goat, best-sellers include the Sawyer Squeeze Filter and the Katadyn BeFree, which you simply fill and shake to treat water.
Marcus Woolf has been a reporter, writer, and editor for outdoor business and consumer media for nearly 30 years. He served as the editor of Outdoor Retailer Magazine and worked as a contributing editor for the Outdoor Retailer Daily Exposure newspaper, SNEWS, and Gear Trends Magazine. His writing has also appeared in consumer publications such as Outside and Backpacker. Marcus is an avid hiker and the author of the guidebooks Afoot & Afield: Atlanta and Hiking Huntsville, which covers trails in his hometown of Huntsville, Alabama. When he isn’t mapping trails or traveling to visit outdoor retailers, Marcus enjoys backpacking, canoeing, and kayaking with his wife, Wendy.
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