At Bend Ski and Sport in Bend, Oregon, Manager Shawn Sellard says gloves, goggles, and undies are his favorite things to sell. Not only do they get keystone (100-percent) margins on all three items, but the customers have a different attitude when buying them. “People want to wheel and deal on the bigger things,” says Sellard.
The best-selling glove at Bend Ski and Sport was a toss up between Santa Cruz and Scott, while Scott won the best-selling goggles with its Altitude and Unlimited models. As for the undies, Polar Max was the best seller with the double-layer Acclimate.
Manager/Buyer Jon Faulkner at Boardsports in Eugene, Oregon says underwear, goggles, and gloves also go at keystone margins in his store.
The top-selling glove was the Burton Universe Overglove; the top goggle was “The Goggle” by Arnette. As for skivvies, the First Layer by Burton was tops at Boardsports.
The Board Bin in Ketchum, Idaho sees keystone margins for the same three categories as well, says Manager David Kelso. Burton was the top-selling glove with the Toast Windstopper, and the top-selling underwear was the First Layer Expedition Weight. For goggles, Smith was the top-seller with its V3.
Mike Sturdevant, owner of Holiday Sports in Grangeville, Idaho says gloves, goggles, and underwear all garner keystone margins. However sometimes–like in the case of his top-selling Columbia gloves–he'll price them higher if the shipment arrives early enough in the season. The top-selling goggle, according to Sturdevant, was the Oakley O-Frame. Top-selling underwear was Patagonia's Capilene.
Manager Jason Hooks of Mount Si Board and Skate in North Bend, Washington says underwear didn't sell well two seasons ago, so he didn't carry it in the store last season. However, this season Hooks says the shop is bringing it back because of numerous requests and because “it's necessary to stock underwear to complement highly technical outerwear pieces.”
Hooks says the shop gets keystone margins on all items, but sometimes he needs to shave prices on the high-end goggles to get them out the door. As for top sellers, he says it's pretty even between Dragon, Smith, Scott, and Arnette. In gloves, Burton's Outland glove is a top-seller by a ratio of twenty-to-one.
The shop's location helps with these add-on sales. Mount Si Board and Skate is twenty miles from the local hill and next to a freeway–the perfect location for families who leave their goggles and gloves at home, says Hooks.