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Following 9/11, merchants reported a growth in sales of camping supplies, especially for family camping, as Americans became travel wary and took their vacations close to home. But as the fear of imminent attack waned, Americans took to the air again and camping sales declined.
Now, after a lull of several years, they have begun to increase again, possibly as a result of the high cost of gasoline, speculates Marty Cohen of Mickey's Army and Navy in Warren, Ohio.
Although army/navy stores have to compete with both high-end camping specialty stores and big box discount stores, camping supplies remain basic elements of the army/navy store merchandise mix. From tents to sleeping bags to accessories, army/navy stores have supplied generations of Boy Scouts, car campers and serious backpackers.
Because of the extent of their inventory, army/navy stores almost unlimited in the merchandise they can stock,
Where army/navy stores have an edge is in sales of small, odd hard to find items that big box stores are unlikely to carry, said Cohen. These items include tent stakes in assorted sizes, tent repair kits, soap dishes, mess kits and salt and pepper shakers.
"It is in these nitty-gritty items where we are superior," said Cohen.
But competition from Wal- Mart and Target remains a problem facing many army/ navy stores, and Cohen acknowledges that he does a smaller camping trade today than in the past.
But Cohen has had success with a family camping package consisting of a tent, two sleeping bags, a stove, a lantern and a cook kit, which he sells for $169.00.
"We keep it prominently displayed and do quite well with it in season," he said.
Location, location...
Cohen has discontinued stocking GPS. "Their sales have gone to the big box stores," he said. But he continues to enjoy strong sales of compasses, especially to Boy Scouts, Girl Scouts and hikers.
Military style lensatic compasses sell well to Boy Scouts working on their map reading merit badge. Cohen's compasses range from a non-liquid, which he sells for $3.99 to the classic Silva model at $100. He also carries digital compasses, which he sells for $100.
Henry Schaloum of Federal Army and Navy in Seattle has been successful selling Magellan GPS.
"I always run into some decent prices," said Schaloum. "They might be six months out of date but a lot of people will still buy them."
"We don't get into the real high tech camping equipment," said Schaloum. "We dabble in camping. We sell the basic supplies "
These include ground pads for sleeping bags, lanterns, stoves, cooking sets and mess kits.
Schaloum enjoys strong sales of lanterns and LED flashlights. While most backpackers carry a small flashlight, car campers, who can carry almost anything prefer lanterns that can illuminate a whole tent.
For water purification, Schaloum sticks to traditional iodine tablets, noting that pump purifiers can retail for more that $200.
Rothco offers a variety of military items that can be used for backpacking and camping.
The G.I. magnesium and flint fire starter is ideal for starting fires without risk of an accident, said spokesman Hans Blechschmidt.
Rothco recommends Chlor-Floc water purification tablets, which, said Blechschmidt, do not leave the unpleasant aftertaste of iodine. The chlorine-based product, has a three-year shelf life and eliminates Giardia, bacteria, viruses and sediment.
Rothco's Super Whistle includes an emergency whistle, a compass and a thermometer.
At Summit Hut in Tucson, Arizona, LED flashlights and lanterns are among owner Dave Baker's top selling items.
"The emergence of LED flashlights and headlamps is a major innovation in camping," said Baker. "These things are good and keep getting better. Manufacturers are producing lights with stronger beams and other advancements."
The great advantage of LED over traditional bulbs, Baker said, is their long life. And since LED bulbs are more efficient, the batteries also last longer, often quadrupling their lifetime.
"The camper does not have to be as concerned about a light that stops functioning because of lack of batteries. With just three triple A batteries, an LED headlamp can last three weeks," Baker said.
High ticket and high tech
Summit Hut is a high-end store specializing in backpacking rather than car camping, Baker explained. Although there is a large overlap between the two areas, Baker notes that he does not carry certain items popular with family campers, such as two-burner stoves, wall tents, ice chests and large air mattresses. "Everything we sell is meant to be carried on the back," he said.
To supply that transportation Baker recommends Osprey backpacks.
"For the past year or longer Osprey has become a big name," he said. "They have come up with a series of packs with breathable back panels." Osprey's ATMOS series is equipped with an air space between the mesh pack and the main pack.
The camping business has been strong for Baker.
"Our business revolves around day hiking and it has been very good. People buy daypacks, clothing, accessories and water bottles. Those categories have been very strong."
Baker enjoys successful sales of Lexan water bottles developed by Camel Back. Their advantages over the traditional canteen include a built-in mouthpiece for easier hydration and lighter weight.
John Abbasi of Army-Navy Superstores in Gastonia, North Carolina sells a basic array of camping products, including mess kits, military backpacks, sleeping bags, water bottles and tent pegs.
Sleeping bags are one of the most sought after surplus items, said Abbasi, and customers for sleeping bags often buy foam ground pads.
The advantage of buying camping supplies at an army/navy store as opposed to Wal-Marts Marts is quality, Abbasi said.
"When you buy something in a big box store, it is commercially made," he said. "The first time you use it, it may leak or the wind will blow it away. Military personnel know that surplus items stand up to harsh weather and frequent use."
author: BY HOWARD PROSNITZ