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Triple Pundit: Patagonia Asks Its Customers To ‘Buy Less,’ Boosts Customer Base

Triple Pundit: Patagonia Asks Its Customers To ‘Buy Less,’ Boosts Customer Base
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The outdoor clothing company encourages its customers to buy less new clothing and participate in a used-clothes marketplace.

Triple Pundit
  • 11 october 2011

Asking your customers to buy less of your product is never a good sales strategy but that is exactly what Patagonia is doing. As the California-based company opens its first flagship store in London‘s Covent Gardens it has also teamed up with eBay to create the Common Threads Initiative. This campaign aims to encourage customers to buy fewer new things and instead to participate in a dedicated used-clothing marketplace for Patagonia gear.

The company has always been a bit of a maverick when it comes to sustainability. It gives 10% of pre-tax revenue to environmental activist groups and always aimed to make its clothing as eco-friendly as possible. It has also made a promise to its customers to make their products durable in order to ensure that a product can be used for as long as possible.

According to TIME, the campaign bolsters Patagonia’s strong environmental credentials and attracts more customers. Secondly, since there are actively spreading the message to “buy less, buy quality,” they are indirectly marketing themselves. Harvard Business Review points out that this could actually justify the high-prices of the merchandise as the customer is paying for quality. Indeed by asking customers to buy less, Patagonia may in fact be boosting sales. Eric Lowett goes on to elaborate that:

Two types of customers could be more inclined to buy new Patagonia apparel as a result of Patagonia’s efforts: customers who make decisions based on sustainability considerations and customers who can now sell their used Patagonia apparel for cash to buy new apparel.

Continue reading here.

Originally published on Triple Pundit, republished with kind permission.

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