Nation & World

Outdoors companies mobilize hikers in public lands battle

Trade show pulled from Utah after state officials ask for funds roll back

Outdoor Retailer

A vendor speaks with a customer at the Outdoor Retailer Winter Market, a trade show held in January in Salt Lake City, Utah.
Outdoor Retailer A vendor speaks with a customer at the Outdoor Retailer Winter Market, a trade show held in January in Salt Lake City, Utah.

CORTEZ, Colo. — Two generations ago, they were often written off as a bunch of hippies making backpacks and climbing gear for niche markets. But in recent decades, companies such as Patagonia and REI have become consumer powerhouses and political players, increasingly eager to influence decisions over public lands.

A sign of that clout came this year, when the outdoor industry decided to pull its twice-yearly trade show from Salt Lake City, where it been based since 1996. The shows injected tens of millions of dollars into the Utah economy, but industry leaders decided to pull out after Gov. Gary Herbert and other Utah Republicans started lobbying President Donald Trump to roll back the Bears Ears National Monument, a 1.35-million-acre conservation area in south Utah that native Americans and environmentalists have championed for years.

Industry leaders said they had mixed feelings about leaving Salt Lake but felt compelled to make a move after Herbert refused to reconsider his position.

“Outdoor recreation is a huge economic driver in Utah and Colorado, and we felt it wasn’t being respected,” said Sam Mix, outdoor marketing manager for Osprey Packs, which is headquartered in southwest Colorado. “Public lands are where our customers go to recreate. Without these big wide-open spaces, we’d have no business and no reason to exist.”

Made up of 1,200 companies, the Outdoor Industry Association is based in Boulder, Colo., with an outreach office in Washington, D.C. The group estimates that consumers spend about $120 billion on outdoor recreation products each year, ranging from apparel to tents, bicycles and camping gear.

Since 1989, dozens of leading outdoor companies have paid into a mechanism to support public lands and environmental causes. With membership dues based on a company’s annual revenues, the industry’s Conservation Alliance has doled out more than $15 million in grants.

Compared with oil companies and others with a commercial interest in public lands, the outdoor industry isn’t much of a lobbying force. Recreational Equipment Inc. — REI — spent $210,000 on lobbying last year. Patagonia spent $90,000.

By contrast, Exxon spent more than $11 million, according to the Center for Responsive Politics.


Yet because of its unique customer base, the industry has learned it can mobilize thousands of dedicated outdoors people through digital campaigns. Over the last three years, for example, Patagonia alone says it has invested $1.7 million in grants and videos to promote Bears Ears, an expanse of red rock canyons, forests and Native American antiquities spread out south of Canyonlands National Park.



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