Rocking the New Store Setup: 3 Rivers Outdoor Company
With expert, data-driven guidance, this outdoor adventure supply went from hype-driven pop-up to Pittsburgh mainstay—and has beat the COVID odds with 13% sales growth in 2020.
3 Rivers Outdoor Co. launched after the success of two “Gear Fest” swap meets in 2017-2018
3 Rivers Outdoor Co. started organically, as a used gear swap meet in Pittsburgh, PA. With a few events under their belt, owners Chris Kaminski and Christine Iksic understood that their large, dedicated community of adventurers would welcome and support a new retail store.
Still, as Christine puts it, “My passion for the outdoors wasn't going to be enough to build a successful business. Chris and I had no buying or professional retail experience. We needed an expert to guide us through the buying process, encourage and inspire us through the struggles, and lead us down the road to running an efficient business.”
A few months before opening in July of 2018, Chris and Christine engaged Retail Expert Carrie Watson to help them to do just that.
Investing capital wisely
Making a massive, up-front investment in inventory is perhaps one of the scariest things any new retailer will ever have to do. The outdoor industry comes with specific challenges, too, as top brands run thin margins and require pre-season orders 8 months or more in advance.
With Carrie’s help, Chris and Christine established an inventory class structure which categorized potential merchandise with the specificity required to inform buying decisions and the breadth that would allow for flexibility and growth.
With this class structure in hand, Management One planners created an initial merchandise plan that gave Chris and Christine crucial spending goals and sales forecasting for the first 12 months. This empowered the new store owners to stock their store with confidence—without taking unnecessary risks.
“Without Carrie’s assistance, we would have spent the first year of business in complete darkness.””
Reaching new levels of success—
during a global pandemic
All stats as of September 2020
Staying ahead
Even the perfect merchandise plan is worthless without disciplined follow-through. Management One inventory plans project sales and cash flow, giving Chris and Christine the data they need in order to plan for the future. Their Retail Expert, Carrie, gives them the hands-on knowledge, support, and accountability they need to stick to that plan—and adjust it as opportunities and challenges arise.
As a result, September 2020 sales were up 13% over the prior year in spite of COVID shutdowns, and their margins were up 2.75 points. Crucially they managed that growth while cutting their inventory by 18% compared to the same period in 2019.
This responsible approach to inventory management means that 3 Rivers Outdoor Co. has more cash to spend—and turns through more inventory—than their competitors in the outdoor industry.
“Carrie’s expertise in retail math makes reviewing our open to buy and performance KPIs accessible, and less scary. She takes the complex and makes it understandable to the inexperienced.”
Growth through partnership
Even with the considerable challenges that 2020 brought, this 2-year-old Pittsburgh retailer continues to grow, all while creating a unique destination for western Pennsylvania’s adventurers.
With the foundation of trust in place, Christine and Chris can continue to learn from, and rely upon Carrie as they move onto their next phase of development.
“Carrie is lighthearted and fun to work with. She gives us the confidence to be successful in a very competitive market by providing the tools and tips and tricks—through data analysis and process improvement—to be profitable and proactive.”
Learn more about Retail Expert Carrie Watson
Carrie's passion is to encourage communal commerce by coaching retailers. Her mission is to help business owners and buyers find peace of mind by adding stability to their cash flow and encouraging sustainable operations.