This episode of Outdoor Unfiltered dives deep into the shifting landscape of tariffs and retail strategy.

Host Eoin Comerford breaks down why the White House pivoted on IEEPA tariffs, offering a guide for brands to claim their share of the potential $166 billion in refunds through the CBP’s CAPE portal. We also celebrate Lowa’s record-breaking 2025 sales and growth in the trail running sector.

The headliner features Kevin Lenau, President of Backcountry, who reveals the strategic transformation of the outdoor e-commerce giant since its acquisition by CSC Generation. From the launch of the Summit Club+ loyalty program and a new digital ad network with AllGear, to the acquisitions of Level Nine Sports, VeloTech, and CoalaTree, Kevin shares how Backcountry is prioritizing "pursuits" like bike, climb, and ski to win in a competitive market.

Topics and Timecodes:

0:00 – Introduction Host Eoin Comerford introduces the episode’s agenda: Trump’s pivot on tariffs, Lowa’s record year, and an exclusive interview with Backcountry President Kevin Lenau.

0:44 – The Tariff Turnaround Analysis of the administration’s decision to accept a court order to refund IEEPA tariffs and what it means for outdoor brands.

3:20 – How to Claim Your Refund A practical walkthrough of the CAPE (Consolidated Administration and Processing of Entries) portal and the 60-to-90-day refund window.

6:17 – Lowa’s Record Success Celebrating Lowa’s 242 million Euro year and their 5% increase in shoe sales despite a tough retail climate.

8:18 – Interview: Kevin Lenau on the "New" Backcountry Kevin Lenau discusses the "post-COVID whiplash," inventory management, and the transition following the CSC Generation acquisition.

13:17 – Pricing Strategy: E-commerce vs. Brick and Mortar A look at the pressures of Google PLA and why the "sales cadence" online differs from physical stores.

15:05 – The Summit Club+ Loyalty Program Kevin breaks down the 10% cash-back model, the $50 annual fee, and how it compares to competitors like REI.

19:28 – Building a Digital Ad Network Backcountry’s partnership with AllGear and the focus on "native" brand advertising for tourism and high-end gear.

21:18 – Strategic Acquisitions: Level Nine Sports, VeloTech, & KoaTree The rationale behind buying specialized retailers to bolster Backcountry’s authority in skiing, cycling, and sustainable apparel.

28:09 – The Garage Brand Incubator How Backcountry is helping emerging brands through streamlined onboarding and marketing support.

30:58 – The Future of Physical Retail and Private Brands Why Backcountry is focusing on "experiential retail" and the evolution of the Backcountry Gear & Apparel line.

• ENDVR: Empower your frontline associates and drive sales. Visit www.endvr.io to learn more.

We would love to hear your thoughts on the show, inside intel, guest ideas, sponsorship inquiries, or whatever’s on your mind.

• Eoin Comerford: LinkedIn Profile
• Email: outdoorunfilteredpod@gmail.com

Outdoor Unfiltered is a production of Rock Fight, LLC.

Join host Eoin Comerford on Outdoor Unfiltered for an inside look at the business of the outdoors. In this episode, we tackle the viral news of Allbirds pivoting toward AI infrastructure and GPU-as-a-service, and what that really means for the brand. We also dive into Backcountry.com’s launch of Backcountry Garage, a new outdoor brand incubator and fund that kicked off with the acquisition of Salt Lake City-based CoalaTree.

Later, we review the innovative Universal Collection from The North Face, featuring adaptive camping gear like the Universal One Sleeping Bag, the Wawona 3 Tent, the Universal Daypack, and Traction Mules. Finally, Eoin sits down with Eric Haberman, President and Founder of Mountain High Sales & Marketing, to discuss the evolving role of the outdoor sales rep and the critical relationship between brands and retailers.

• 00:00 – Introduction
• 00:54 – Allbirds’ surprising pivot to AI computing infrastructure and GPU-as-a-service.
• 08:31 – Backcountry.com launches Backcountry Garage and acquires CoalaTree.
• 10:50 – A look at past outdoor incubators: Moosejaw Outdoor Accelerator and REI’s Path Ahead Ventures.
• 16:03 – The North Face Universal Collection: A deep dive into adaptive design for the Wawona 3 Tent, Universal One Sleeping Bag, and more.
• 21:50 – Interview with Eric Haberman, President of Mountain High Sales & Marketing, on the modern role of the sales rep.
• 27:10 – The importance of trust and the "balancing act" between brands and retailers.
• 33:20 – Advice for emerging brands on navigating the wholesale landscape and working with reps.

We would love to hear your thoughts on the show, inside intel, guest ideas, sponsorship inquiries or whatever's on your mind:

• Email: outdoorunfilteredpod@gmail.com
• LinkedIn: Eoin Comerford

This episode of Outdoor Unfiltered dives deep into the shifting landscape of the outdoor industry.

Host Eoin Comerford breaks down critical first-quarter sales data from Academy Sports + Outdoors and discusses the legal pressures facing Lululemon and Fabletics regarding consumer tariff refunds. We analyze the acquisition of Allbirds by American Exchange Group and explore how current consumer sentiment is being shaped by inflation and the war in Iran.

Our main topic is the impact of the Trump administration's policies on the outdoor industry from a business perspective, along with a potential positioning strategy for outdoor brands.

Later, Eoin is joined by Seth LaReau, founder of Trail Waves, to discuss the "Trailcore" trend, Nike’s strategic pivot to ACG in the trail space, and the sponsorship power rankings of brands like Hoka, Salomon, Nordas, Speedland, and Mount to Coast.

Show Notes:

In this episode, we tackle the hard numbers and political headwinds facing outdoor brands today. From the retail expansion of Academy Sports to the "brand licensing" fate of Allbirds, we look at what’s driving the market. Special guest Seth LeRoux provides a masterclass on the culture and economics of trail running, explaining why major players and indie challengers alike are racing for a piece of the "Trailcore" pie.

• 01:03 – Academy Sports + Outdoors: Analyzing Q1 sales growth and expansion plans through 2030.
• 01:52 – Lululemon & Fabletics: The $240 million class-action lawsuit over passed-on tariff costs.
• 02:35 – Allbirds Acquired: The $39 million deal with American Exchange Group and the "broken" licensing model.
• 03:41 – Consumer Sentiment: How inflation and gas prices are squeezing the outdoor participant.
• 04:30 – The Unfiltered Upside: How GLP-1 drugs (Ozempic/Wegovy) could drive a $13B boost in apparel.
• 05:40 – Sponsor Spotlight: Empowering frontline associates with ENDVR.
• 07:15 – Policy Deep Dive: The impact of the second Trump administration on public lands, the EPA, and DEI initiatives.
• 13:10 – Guest Interview: Seth LaReau on the "Trailcore" lifestyle and the mental health benefits of the sport.
• 17:05 – Nike’s Pivot: Why Nike is leaning into the ACG (All Conditions Gear) brand for trail credibility.
• 18:55 – Sponsorship Rankings: Assessing the performance of Hoka, Salomon, Nordas, and Mount to Coast.

We would love to hear your thoughts on the show, inside intel, guest ideas, sponsorship inquiries, or whatever's on your mind.

• LinkedIn: Eoin Comerford
• Email: outdoorunfilteredpod@gmail.com
• Newsletter: Check out Seth LaReau’s Trail Waves for more trail running business insights.