High Altitude Marketeering

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Marketing myths, missteps and miracles from the outdoor industry and beyond.

The Best Layered Schemes

Back by popular demand: the layering story. For 15 years, outdoor apparel brands and retailers hammered away at the layering story—a justification for buying a base layer, a fleece top and an uninsulated shell jacket. The average consumer, the theory went, thinks about grabbing a jacket on the way out the door. Unless he can be convinced that he needs a system, we can’t sell shells and fleece. Oh yeah, it also works pretty well in the backcountry.

And then a few years ago, layering’s star fell, eclipsed by the new kid on the block: soft shells. Because soft shells were positioned as do-it-all jackets, their justification ran counter to the layering story.

But now, just like wool, old is new again. Ditch those soft shells kids, or at the very least, get a shell to wear over them.

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