Tips for retailers

Do you meet your customers’ tent needs?

"With fuel prices ever on the increase, as well as the insurance campers have to pay on their caravans, the swing has been to sell off the cumbersome caravans, which stood for 10 months each year and then cost heavily to transport on holidays, not to mention the time-sapping labour involved in setting up camp," says Dave Barry of Tentco.

Another advantage of tents is that campers who own 4x4s can now also explore more naturally wild areas armed with a tent, whereas it would be more difficult when towing a caravan.

"Camping resorts countrywide are being transformed into more user-friendly spots equipped with electrical outlets that make setting up homes away from home a lot easier," adds Barry.

This perception, that the demand for tents is growing, is confirmed by a snap survey of stockists and suppliers of tents. According to 69% of the respondents there has been an increase in the demand for tents, while only 23% report a decline in the demand for tents. Family tents are not only the most popular (according to 92% respondents), but these tents have also registered the biggest growth in demand: 62% respondents report a bigger demand for family tents.

There is a slightly higher demand for synthetic tents (65%) than canvas (61%), which could be price related.

"In my store the tent market is divided into three areas: a cheap range of synthetic tents with 600-800mm water column for the customers who camp once or twice a year; a mid-range synthetic tent for the customers who camp more often and want a better quality, for instance about 1000mm water column, and the top range for the regular camper who wants a good quality canvas tent," says Kobus Smit of Worcester Gas & Sport.

According to the respondents, the biggest demand is for family size (62%) bow tents (67%). Bow tents are traditionally easier for the person who intends to stop and go every two or so days around the countryside – as erection here is merely six minutes compared to the fuller frame tents that, whilst extra sturdy and roomy, do take at least 40 minutes to erect properly, says Barry.

While canvas tents are exceptionally weather resistant, waterproof, are stronger in high winds when erected with a spring steel frame and can be re-treated over many years’ usage, they are heavier and therefore not suitable for hiking, and are often more difficult to erect.

The lower end nylon tents, however, can become extremely hot inside and are not very good at providing UV resistance, the fabric breaks down quickly (after two years) and cheaper models can leak in the seams, while constant folding cracks the coating, cautions Barry.

They would therefore not be suitable for the technical hiker and climber either, who would require a proper hiking tent made from specially treated rip-stop nylon etc.

"Two important factors to consider when it comes to selecting a tent are the number of people who will be sleeping in the tent and how much living space you’ll need," says Dave Imrie of Akals.

He recommends that you allow at least 60 cm per person for the inner tent. The tent should have at least 200cm² ventilation surface per person, and take into account that you have to store your equipment (like backpacks, shoes, etc). If there’s no additional area outside the tent (apses, porches) you’ll have to store your equipment inside, thus reducing the sleeping area.

But, it is not only families that are opting for more portable accommodation — there is also a 54% growth in demand for tents amongst anglers, with 85% of the retailers reporting that they sell tents to anglers.

The fact that anglers can no longer drive along beaches, but might have to walk long distances and then want to camp out, has been mooted as a possibile reason for the growth in demand for tents among anglers. Anglers, for instance attach more importance to light weight when buying a tent than general campers, which could indicate that they have to carry the tent.

Hunters seem to buy their equipment at specialist hunting outlets, not general retailers, as general retailers report a low demand for tents from hunters ... except respondents who sell arms and ammunition.

While a high number of respondents (77%) report a demand for tents from hikers and climbers, this market does not seem to be growing as much (only 38%) as the demand from family camping or anglers.

It could be because the demands of this market segment is very technical and consumers would therefore prefer to buy from a specialist store, where they would get expert advice. In extreme conditions, a tent could, after all, mean the difference between life and death.

Technical features that ensure safety — e.g. protection against the elements, sturdiness of poles, a high waterhead would be more important than, for instance, price.

There is a tendency for a group of hikers to buy a larger tent so that they can share the weight amongst each other, with one person carrying the poles and pegs, the other carries the flysheet and inner, etc., instead of each carrying small individual tents," says Ryan van Niekerk of Ram Mountaineering.

But, he cautions, the features hikers look for in tents, depend very much on the end users, as the where and how they use it, will determine what they need. "Do not expect one tent to do everything well. For example, a tent that is very well ventilated is not necessarily going to do well in cold, wet environments," says Van Niekerk.

Conversely, someone hiking during the hottest and driest time of the year will not be too concerned about having a wet weather entrance.

The trick would be to get a clear indication of your customers’ needs, before selling.