AnsomMag.com |

It is a truism in the outdoor store industry that during hard economic times, sales of camping supplies increase. The reason is that more people forgo expensive vacations and stays in costly hotels and, instead, load up a van and go camping.

But for retailer Marty Cohen, owner of Mickey’s Army Navy Store in Warren, Ohio, the conventional wisdom is only partially true.

Although his camping sales were better in 2009 than in 2008, the gain was modest. The economic downturn works both ways, Cohen explained.

“In theory, camping sales should be strong because of the economy, but they were compromised because of the economy, as well. People who are working are less likely to take time off as they once did, and people who are not working do not have the money to go camping,” Cohen explained.

And army/navy stores must compete with the big box stores. In camping supplies, the competition is especially difficult, with the box stores selling tents for under $100.

“The marts of the world and the clubs like Sam’s Club and Costco are taking the lion’s share of the camping business because people see their tents on display,” Cohen said.

But Cohen has found a competitive edge in maintaining a generous inventory of the multitude of small items that make camping more pleasurable.

“The accessories are what separate us from other stores,” Cohen said. “You can find a mess kit in a box store, but we go beyond the mess kit. We have salt and pepper shakers, toasters, pie irons, tent repair kits, first aid kits, plastic and metal 6 inch and 8 inch ten pegs. We address all those little items that make up a camping department.”

He estimates that his pegboards display of more than 200 SKUs of camping accessories.

“We are spending more time adding accessories than on the basic sleeping bags and tents,” he said.

SUPPLIERS IN RETAILERS’ CAMPS

Fortunately, army/navy store merchants have several suppliers they can turn to for camping accessories.

Jeremy Scharf of Stansport estimates that his company’s catalog contains from 2,500-3,000 camping items, ranging from tents and backpacksto biodegradable toilets.