By Nick Mann

Here’s the scenario. A customer walks into your store looking for outdoor equipment and they’re faced with two options. They could go with cheaper gear that’s much more affordable without all the bells and whistles, or they could opt for quality equipment that’s better constructed with more features but also comes with a bigger price tag. Which option should you suggest? For this article, we’ll explain what actually matters for customers investing in outdoor gear and how to ensure they get what they really need without overspending. 

The key differences between cheap and quality equipment

First, let’s be sure that we’re clear on what I mean by “cheap” versus “quality” equipment. Cheap doesn’t necessarily mean bad, and quality doesn’t always mean better (at least when you look at a customer’s overall needs). It just boils down to four key factors — the materials the equipment is constructed from, manufacturing standards, how well it performs under stress and longevity. Generally speaking, quality equipment is made from superior materials compared to cheap equipment, has higher manufacturing standards, performs better under stress and lasts longer. With that being said, quality equipment can be significantly more expensive than cheap equipment. A good example is an outdoor hiking backpack with basic options starting at just $20 and high-quality products easily reaching $350 or more. So, when you’re deciding which equipment to point a customer to, you need to consider the factors just mentioned and the intended use case, which brings us to our next section. 

How to know when cheap or quality outdoor gear makes sense

Let’s say that a customer is checking out a product like a hiking backpack and isn’t sure whether to go with the cheap or the quality product. A simple way to decide the best option is to consider the following — how frequently they will use it, what conditions they’ll be using it in, what level of long-term reliability they’re looking for and what their budget is. So, if they plan on using it frequently in consistently harsh conditions, need long-term reliability and have a solid budget, the quality gear would be the clear choice. On the other hand, if they’ll only use it on occasion in mild conditions, and they don’t necessarily need long-term reliability and are only working with a small budget, the cheap gear would likely be the best option. If, for example, a customer only plans on doing an occasional day hike every now and then and doesn’t want to needlessly throw money at a high-end product with extraneous features, there’s no doubt a cheap hiking backpack would get the job done.

When cheap gear is usually sufficient versus when it’s not

Now let’s look at some specific products where customers can usually get by with cheap gear compared to equipment where skimping can come back to haunt them. Budget-friendly products that are usually fine include daypacks, sweatshirts, rain ponchos, gloves, hats, beanies, paracord, headlamps, gaiters and basic camping gear. Conversely, skimping on gear like boots, work tools, bug-out supplies, cold weather gear, rain gear and rugged camping gear can be a bad idea, as cutting corners may lead to uncomfortable outdoor experiences (in the case of boots, cold weather gear, rain gear and rugged camping equipment), being forced to prematurely repurchase new gear like work tools and potentially life-threatening situations in the case of bug-out supplies. Note that you should use your best judgment and look at each individual situation on a case-by-case basis when advising customers, but this is a pretty good compass to go by across the board. 

Questions to ask when advising customers

Because each customer’s needs are a little different, here are some quick questions that can guide your conversation to determine which option is best. How often will you use the equipment? Will you be using it under consistently harsh conditions? What lifespan are you looking to get out of it? Will it primarily be used recreationally or for emergency use? Also, take into account your local climate. For instance, a military surplus/outdoor/tactical store located in Minnesota with notoriously extreme winters would likely push toward quality cold weather gear when compared to one located in North Carolina with a milder climate. By listening to a customer’s answers and considering the factors listed above, you should be able to accurately determine whether to lean toward cheap or quality equipment. 

Building long-term relationships rather than just getting a quick sale

One final thing I’d like to note is that you should never upsell customers unless they truly need it. While it may be tempting to make a bigger initial profit, this isn’t only unethical but it can be detrimental to the long-term growth of your business. At the end of the day, your mission should be to educate your customers on the core differences between cheap and quality gear, help them understand what really matters and point them to what they need without overspending. If you can do that successfully, your customers should have a positive experience and get the most from their investment. And in many cases, this will result in repeat purchases and potentially additional business from your customers suggesting your store to others. 

Wrapping up

Just because gear falls under the “cheap” category doesn’t automatically make it bad or the lesser option. As we’ve learned, there are plenty of situations where less expensive gear makes more sense. At the end of the day, it’s about understanding each customer’s specific needs and using your knowledge to suggest the optimal product at the perfect price point. 

Nick Mann writes professionally for both digital and print publications in business, marketing and technology. He’s also an avid traveler and sports fan.