Designed for a Lifetime – or Two

!

How Arc’teryx added recommerce for environmental and financial returns

This case study highlights how Trove helps Arc’teryx:

• Acquire new customers
• Retain & build loyalty with customers

3 IN 5

consumers say environmental impact is an
important fashion purchase factor¹

The approach to recommerce

During the winter of 2018, Karen Campbell learned about a retailer
that was about to launch a resale experience. As a leader at Arc’teryx
Equipment, Karen realized this type of initiative went hand-in-hand with
her company’s value of “Do Right” and commitment to sustainability.

“Why wouldn’t we sell used gear?” she questioned. “Arc’teryx
makes things that are incredibly durable—sometimes even outlasting
the owner’s adventures.”

“The Trove team gained our trust,” Karen said. “They understood
that to launch a program like this, it has to be self-funding, margin
accretive, and values aligned.”

Trove offers a comprehensive white label resale solution that enabled
Arc’teryx to buy back used gear in their stores and online, and built

The circular shopping company manages everything from taking in items,
authentication, photographing, pricing, listing and shipping as well as

Choosing the right partner

Karen launched a competitive analysis, studied trends and began
interviewing companies who offered a recommerce experience.

“The Trove team gained our trust. They understood that to launch a program like this, it has to be self-funding, margin accretive, and values aligned.” — Karen Campbell, Director of Strategic Planning & New Business Development, Arc’teryx

9,970 POUNDS

of Used Gear given new life

4 Ways Circular Shopping Benefits Arc’teryx

• Supports sustainability commitments & science-based targets
• Attracts new & younger consumers
• Encourages loyalty & foot traffic
• Generates profit & supports other channels

Arc’teryx controls the brand experience, working closely
with Trove to align on customer service standards, pricing
for buy-back items as well as condition grading of gear
and clothing.

“Everyone at Trove is really responsive,” Karen said. “There
is good communication at all levels of the organization,
from our account manager to leadership.”

“Used Gear Month in November 2020 was wildly successful!”
— Leah Nielson, Senior Manager, Omni-Channel & Recommerce for Arc’teryx

“Acknowledging that greenhouse gas emissions are released when we make and move products around the world, our Used Gear program helps to reduce their environmental impact per wear by keeping each one in use for as long as possible through multiple owners.”
— KKatie Wilson, Senior Manager

Gearing Up

In order to have used inventory to sell to new customers online,
Arc’teryx encourages customers to trade in their no-longer-used
goods. The brand inspires customers to help the environment
by recognizing the value in their closets, getting that gear to
someone who will use it more and earning Arc’teryx shopping
credit (20% of the original product price). Importantly, this allows
the brand to offer conscientious consumers a choice to buy used
gear, which has a much lower environmental impact than
purchasing something new.

The sales summit

5000 items in the first 6 months. In 2020, Used
Gear doubled the number of accepted trade-ins.

“Recommerce is profitable, supporting foot traffic
in stores, encouraging brand loyalty and directing
more people to our own channels,” Leah said. “Our
data backs this up, showing growth in customer retention and loyalty.”

Trove’s end-to-end operations furthered Arc’teryx’s circular vision and immediately helped them extend the lifetime value of coveted pieces from Arc’teryx and their Veilance collection.

Trove’s Business Analytics dashboard shows in just
1.5 years of operations 20% of customers have traded
in items more than once. And 20% of purchasers have returned for more Used Gear.

Because Trove maintained a positive brand experience for Arc’teryx customers, the brand added a new resale option
for Veilance, its high-end technical urban apparel line.

In true form of a company whose leaders and customers live to climb, Arc’teryx is now in discussions
with Trove about taking circular shopping to new heights—and new territories.

500%
Holiday sales quintupled YOY

“We hope that our recommerce program will maximize the use out of each item and help people uncover archived pieces from past seasons.”
— Creative Director, Statement, Taka Kasuga (edited)

About Trove

Trove builds technology that allows brands to take control of their resale
marketplaces, deepening customer loyalty and generating new profits. The
company provides white-label technology and end-to-end operations that power
circular shopping for premium and luxury brands such as Arc’teryx. Trove enables
brands to take back items from customers’ closets while maintaining control of
their brand equity and owning their customer experience, data and relationships.
Rooted in a commitment to sustainability, Trove aims to create a world where all
consumers have access to better products with less waste.