Let’s cut through the corporate speak – In the outdoor rental world, it’s not about “strategic partnerships.” It’s about finding your people – the guides, shops, and brands who get what you’re trying to build. Here’s how to create alliances that actually move the needle:
Find Your Tribe
Stop cold-emailing random businesses. Look for:
- That local climbing gym whose members keep asking about gear
- The river outfitter whose clients always need last-minute camping equipment
- The indie gear repair shop that sees which brands fail in the field
Offer Real Value, Not Just Logo Swaps
Instead of “let’s cross-promote,” try:
- “We’ll stock your trail maps free with every rental if you recommend us to clients”
- “Your guides get our gear at cost, we’ll send customers your way for skills clinics”
- Jointly sponsor a local trail maintenance day with branded volunteer kits
Become Their Favorite Vendor
How to stand out:
- Keep a “partner priority” gear set that’s always available for their clients
- Train their staff on your products so they can recommend with confidence
- Create custom gear bundles with their branding (guides love this)
Collaborations That Actually Work
Steal these real-world examples:
- A Denver rental shop partnered with a van conversion company – rent the gear, get van rental discounts
- A PNW outfit teamed with a local coffee roaster on “Campfire Brew Kits”
- A climbing gear lender co-created “Boulderer’s Starter Packs” with gyms
When to Walk Away
Red flags in potential partners:
- They want you to discount but won’t reciprocate
- Their clients constantly trash gear (shows poor education)
- They’re flaky on communication (imagine during peak season)
The Magic Question
Before any partnership, ask: “Would our customers high-five us for this?” If it’s not an obvious yes, keep brainstorming.
The best alliances feel less like business deals and more like shared adventures. When your partners start texting you trip reports and gear feedback unprompted, you’ll know you’ve built something special – the kind of relationships that weather storms and outlast trends.