Outdoor Trails Co

What Outdoor Trails Co does

Outdoor Trails Co is a family-owned outdoor specialty retailer operating two physical store locations in Virginia — the original Lynchburg flagship (opened October 1995) and the Daleville store (opened February 2001) — serving Central and Southwest Virginia. The company retails a broad assortment of third-party branded outdoor gear and apparel, including backpacks, tents, sleeping bags, cooking gear, footwear, clothing, accessories, and Scouting America (BSA) uniforms and Pinewood Derby kits across 100+ brands such as Black Diamond, Osprey, Patagonia, Merrell, Salomon, Oboz, and Therm-a-Rest. Its Daleville location is positioned approximately 300 yards from the Appalachian Trail and offers thru-hiker-specific services including free mail drops, shuttle services, gear repairs, and denatured alcohol/white gas resupply, making it a strategic resupply point on the trail.

The business operates a direct-to-consumer, multi-channel retail model: in-store shopping, phone and email orders, social media orders (Facebook/Instagram), curbside pickup, and online reservation via Locally.com for same-day pickup at either location. Revenue is generated through hardware/merchandise sales at MSRP, supplemented by seasonal promotions (30-70% off) and a year-round 10% discount for affinity groups including Scouts, active military/veterans, first responders, ATC trail club members, and members of partner climbing gyms (River Rock and Rise Up). There is no proprietary technology platform; the digital storefront is a standard GoDaddy-powered website with an e-commerce section marked "Coming Soon," and Locally.com integration handles online reservations. Customer segments include thru-hikers and long-distance backpackers, casual outdoor recreationists, and the regional Scouting community, with the company holding official regional retailer status for Scouting America.

Ownership remains within the founding family. Lee Futrell co-founded the business with his son John and wife Kathy in 1995; ownership has since transitioned to John Futrell and his wife Andrea, who continue operating both stores with an 11-50 person staff. The company has raised no external funding rounds, operates no subsidiaries, and has no parent company, reflecting a deliberately independent, lifestyle-business posture rather than a venture- or PE-backed growth model.

Name

Outdoor Trails Co

Legal name

Outdoor Trails

Website

https://outdoortrails.com

Company type

Private

Founded year

1995

Operating status

Operating

Headcount range

11–50 employees

Short description

Outdoor Trails Co is a family-owned outdoor specialty retailer operating two Virginia locations (Lynchburg and Daleville), selling branded camping, hiking, backpacking, and Scouting gear to thru-hikers, outdoor enthusiasts, and the regional Scouting community.

Ownership category

akta.pro rank

Product category

Outdoor Gear Retail

NAICS

Shoe Retailers (4582)

SIC

Retail-Apparel & Accessory Stores (5600), Retail-Shoe Stores (5661)

akta.pro primary industry

Camping, Hiking & Climbing Specialty Retail (CRAMABAM)

akta.pro secondary industries

Outdoor Clothing & Footwear Retail (Camping/Hiking/Climbing) (CRAMAMAK), Tents, Shelters & Sleep Systems Retail (CRAMAMAH), Trail Nutrition & Outdoor Consumables Retail (CRAMAMAL)

Keywords

• Outdoor gear retail
• Camping equipment
• Hiking backpacks
• Scouting uniforms
• Outdoor footwear

Headquarters

HQ city

Lynchburg

HQ country

United States

HQ region

North America

Offices2 records

Markets served

GTM type

B2C

Offering type

Services

Cost components

Supply Chain, Personnel, Operations, Marketing or Sales, Others

Revenue model

1. Retail merchandise sales: Direct retail sales of outdoor gear, camping equipment, clothing, and footwear through two physical store locations. Products sold at MSRP with seasonal promotions and discounts for specific groups.

Pricing tiers

Go-to-market motion1 record

Distribution channels4 records

Marketing channels4 records

Core offering

Outdoor Trails is a family-owned outdoor specialty retailer operating two Virginia storefronts that sells camping gear, hiking and backpacking equipment, outdoor clothing, footwear, scouting gear, and accessories from 100+ leading brands such as Black Diamond, Osprey, Patagonia, Merrell, and Salomon. The company supplements retail with thru-hiker-specific services including mail drops, shuttle services, gear repairs, and provisioning of denatured alcohol and white gas. Sales occur primarily in-store with phone, email, social media, and Locally.com order channels supported by curbside pickup.

Product overview

Outdoor Trails Co is a brick-and-mortar outdoor specialty retailer offering a comprehensive range of camping, hiking, backpacking, and outdoor recreation products. The company operates two retail locations in Virginia (Lynchburg and Daleville) with an integrated e-commerce platform powered by Locally.com for online ordering and in-store pickup. Their product portfolio centers on core outdoor equipment categories—Backpacks, Tents, Sleeping Bags, Cooking Gear, Clothing & Outerwear, Accessories, and Footwear—supplemented by specialized Scouting Gear (Pinewood Derby kits, BSA uniforms) and an extensive selection of outdoor accessories including water filtration, lighting, climbing equipment, and hammocks. The store also offers gift certificates as an add-on product.

Differentiator

Problem solved

Functional benefit

Products and services

• Backpacks Backpacks designed for all types of outdoor activities, from day hikes to thru-hiking the Appalachian Trail.
• Tents, Tarps & Shelters Tents, tarps, and shelters ranging from lightweight backpacking models to spacious family-sized setups, including brands like Slingfin with accessories from Bear Vault and Grip6.
• Sleeping Bags, Quilts & Pads High-quality sleeping bags, quilts, and sleeping pads for all types of camping and outdoor adventures, from brands including Enlightened Equipment, Therm-a-Rest, and Western Mountaineering.
• Cooking Gear Outdoor cooking equipment including portable stoves, cookware, and utensils for backcountry and camp meal preparation.
• Clothing & Outerwear Outdoor clothing including waterproof jackets, hiking boots, and other weather-resistant apparel from leading outdoor brands.
• Footwear Footwear for every occasion from lifestyle to hiking and backpacking, including brands like Altra, Chaco, Keen, Merrell, Oboz, Salomon, and Topo Athletic.
• Outdoor Accessories Essential outdoor accessories including headlamps, water bottles, first aid kits, and insect repellent.
• Scouting Gear Official Pinewood Derby kits, BSA/Scouting America uniforms and supplies, available at both locations with a 20% discount when a complete uniform is purchased.
• Backpacking Food & Energy Bars Energy bars, electrolytes, and backpacking meals from brands including Alpine Aire, Backpacker's Pantry, Clif Bar, Mountain House, and Peak Refuel.
• Camp Chairs & Stools Portable seating from brands including Big Agnes, ENO, GCI, Grand Trunk, Helinox, and Nemo.
• Climbing Equipment Climbing gear from brands including Black Diamond, Blue Water, Metolius, and Petzl.
• Hammocks Outdoor hammocks from brands including ENO, Klymit, and Lawson Hammocks.
• Outdoor Lighting Outdoor lighting equipment from brands including BioLite, Goal Zero, MPO (Luci Lights), and Nebo.
• Water Bottles & Hydration Bladders Hydration solutions including water bottles and hydration bladders from brands including CNOC, HydraPak, Klean Kanteen, Nalgene, and Platypus.
• Water Filters & Purification Water filtration and purification systems from brands including Aquamira, Grayl, Katadyn, and Sawer.
• Gift Certificates Gift certificates available for purchase, allowing customers to give the gift of outdoor gear to friends and family.

Named customers4 records

Segments3 records

Ideal customer profiles2 records

Technology focussed No

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

Integration3 records

Partnerships

Five partnerships are on record, tiered core and minor.

• Locally.comcoreTechnology or IntegrationOnline reservation platform integration allowing customers to reserve select items through Locally.com for same-day pickup in store. Separate links for Lynchburg and Daleville locations.
• Scouting America (BSA)coreChannel Partner/ Reseller/ DistributorOfficial retailer for Scouting America items in the region. Offers 20% off complete uniform purchases. Pinewood Derby Kits available. Official supplier for their region.
• Appalachian Trail ConservancyminorGTM or Marketing PartnerSells Appalachian Trail Conservancy maps and guides. 10% discount offered to ATC trail club members. Through hikers reference ATC resources.
• River Rock Climbing GymminorGTM or Marketing PartnerPaying members of River Rock climbing gym receive 10% discount year-round on regular priced merchandise.
• Rise Up Climbing GymminorGTM or Marketing PartnerPaying members of Rise Up climbing gym receive 10% discount year-round on regular priced merchandise.

Scale indicators2 records

Recent moves7 records

Expansion highlights3 records

Direct peers

• Mountain Crossings at Neels Gap: Long-running Appalachian Trail outfitter located directly on the AT approach trail at Neels Gap, GA; serves as a thru-hiker resupply, gear, and shuttle hub. Closest direct functional analog to Outdoor Trails' Daleville location — same niche, same customer (AT thru-hikers), same specialized services.
• Moosejaw: Outdoor specialty retailer (now part of Walmart) carrying premium backpacking, climbing, and camping brands with both online and physical retail. Direct specialty-retail peer with overlapping product mix and customer.
• Great Outdoor Provision Co. Multi-store independent outdoor specialty retailer headquartered in the Southeast (Virginia/North Carolina) carrying premium brands like Patagonia, The North Face, and Merrell. Closely comparable regional specialty-retail model with strong Appalachian-region overlap.

Broad incumbents

• REI Co-op: Largest U.S. consumer co-op and outdoor specialty retailer with national footprint, full e-commerce site, and the same premium brand assortment. Competes for the same end customers but at vastly greater scale and with a stronger digital channel.
• Eastern Mountain Sports (EMS): Multi-store outdoor specialty retailer in the Eastern U.S. selling apparel, footwear, backpacking, and camping gear from many of the same brands (Patagonia, Black Diamond, etc.). Comparable assortment and customer, though at broader geographic scale.
• Backcountry.com: Leading online outdoor specialty retailer carrying the same premium brands (Patagonia, Osprey, Black Diamond, Salomon) with deep e-commerce capabilities. Competes for the same consumer purchases through a digital channel Outdoor Trails does not yet operate at scale.

Regional players

• Diamond Brand Outdoors: Family-owned outdoor outfitter in Western North Carolina selling camping, hiking, and paddling gear from many of the same premium brands. Comparable independent specialty retailer serving an Appalachian outdoor community.
• Blue Ridge Mountain Sports: Independent outdoor specialty retailer with multiple locations across the Carolinas, serving hikers, paddlers, and campers. Comparable independent specialty model and Southern Appalachian customer base to Outdoor Trails.

Market position

Strengths4 records

Weaknesses4 records

Competitive moat3 records

Key risks6 records

Key highlights6 records

Customer concentration

• Facebookfacebook.com/outdoortrails
• Instagraminstagram.com/outdoortrails
• LinkedInlinkedin.com/company/outdoor-trails

Revenue estimate

Valuation estimate

Number of profiles

Profiles2 records

Funding overview

Funding rounds

Investors

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about Outdoor Trails Co