Sales Representative REI | Selling your Brand to REI

Sell to REI: A Complete Guide for Outdoor Brands

Grow Your Brand with One of America’s Most Trusted Outdoor Retailers

REI Co-op is one of the most respected outdoor retailers in the United States, serving a highly engaged community of hikers, campers, cyclists, climbers, runners, paddlers, travelers, and outdoor enthusiasts. Known for expert product selection, knowledgeable employees, strong customer loyalty, and a commitment to the outdoors, REI provides a valuable opportunity for brands that deliver quality, performance, innovation, and purpose.

At DPG Distribution, we help outdoor brands become retail-ready, develop effective sales strategies, and present qualified products to REI buying teams when the opportunity is appropriate.

Is Your Brand Ready for REI?

Selling to REI requires more than creating an attractive outdoor product. Your company must demonstrate that it can support a demanding specialty-retail program while meeting the expectations of experienced outdoor consumers.

Successful suppliers typically have:

• High-quality, field-tested products
• Retail-ready and protective packaging
• GS1-registered UPC barcodes
• Competitive wholesale pricing
• Healthy retailer margins
• Reliable inventory and manufacturing capacity
• Master cartons and pallet configurations
• Professional sell sheets and specification sheets
• High-quality product and lifestyle photography
• Product demonstration or instructional videos
• Product liability insurance
• Marketing and merchandising assets
• Consistent quality-control procedures
• Reliable fulfillment and shipping
• Sustainability documentation where applicable

Brands that are not fully prepared can use the DPG Retail Ready™ process to strengthen their packaging, pricing, operations, marketing materials, and buyer presentation before approaching a major retailer.

What REI Buyers Look For

REI buyers evaluate products through the eyes of knowledgeable outdoor customers. Products must deliver genuine value and perform reliably in the environments for which they are designed.

Important considerations may include:

• Product quality and durability
• Functional innovation
• Clear benefits for outdoor users
• Authentic brand positioning
• Strong product differentiation
• Responsible materials and manufacturing
• Sustainable packaging
• Competitive retail pricing
• Reliable supply-chain performance
• Positive customer reviews
• Demonstrated consumer demand
• Long-term category potential

A strong brand story is helpful, but the product must also prove that it can perform, sell, and support REI’s reputation with its customers.

Categories We Can Present

DPG works with brands across numerous outdoor and active-lifestyle categories, including:

• Camping Equipment
• Hiking Accessories
• Backpacks and Travel Gear
• Outdoor Furniture
• Portable Power Stations
• Solar Products
• Hydration Products
• Coolers and Food Storage
• Outdoor Cooking
• Cycling Accessories
• Running and Fitness Products
• Climbing Accessories
• Water-Sports Equipment
• GPS and Outdoor Electronics
• Safety and Emergency Gear
• Pet Adventure Products
• Travel Accessories
• Sustainable Outdoor Products

Our Retail Sales Process

Step 1 — Product Evaluation
We evaluate your product, category, pricing, differentiation, inventory, and retail potential.

Step 2 — Retail Readiness
We identify any gaps in packaging, compliance, operations, marketing, or supply-chain capabilities.

Step 3 — Retail Strategy
We develop the appropriate pricing, positioning, assortment, and launch strategy.

Step 4 — Buyer Materials
We prepare professional sell sheets, specifications, photography, presentations, and supporting materials.

Step 5 — Buyer Presentation
Qualified products are presented to the appropriate REI buying teams when category needs and opportunities align.

Step 6 — Onboarding and Growth
If accepted, we help support vendor onboarding, launch planning, account communication, and long-term growth.

Why Work with DPG Distribution?

Since 2011, DPG Distribution has helped brands navigate specialty retail, big-box retail, eCommerce marketplaces, live shopping, and other major sales channels.

Our national sales organization gives brands access to experienced retail professionals and established relationships across multiple categories. Instead of simply submitting a product and hoping for a response, DPG helps brands prepare properly, communicate professionally, and pursue retail opportunities strategically.

We become an extension of your sales team—helping you prepare, present, and grow.

Common Challenges We Help Solve

• Retail pricing and margin strategy
• Product positioning
• Packaging optimization
• UPC and GS1 compliance
• Inventory forecasting
• Buyer presentation development
• Product photography
• Specification sheets
• Sustainability messaging
• Retail compliance
• Supply-chain preparation
• Launch planning
• Marketplace and omnichannel expansion

Why REI?

REI customers are highly engaged and often research products carefully before purchasing. They value performance, durability, knowledgeable recommendations, and brands that understand the outdoor lifestyle.

Successful placement with REI can:

• Strengthen brand credibility
• Reach serious outdoor consumers
• Generate valuable product reviews
• Build awareness within specialty retail
• Support expansion into related categories
• Create opportunities with additional outdoor retailers

REI is not simply another store. It is a trusted destination for customers who expect products to perform.

Ready to Explore REI?

If your products are designed for outdoor adventure and your company is prepared to meet the standards of specialty retail, DPG Distribution can help evaluate your opportunity, strengthen your retail presentation, and develop a strategy for pursuing REI.

Prepare. Present. Perform. Win at Retail.

Your Partner in Retail Growth™

REI Sales Rep is an industry-recognized Manufacturers Sales Representative with over 16+ years of experience driving high-value brand growth and market penetration within the premium outdoor retail sector. In addition, specializing in the distinct, community-driven ecosystem of REI (Recreational Equipment, Inc.), Sales Representative has an established track record of successfully guiding brands through REI’s selective buying process. Furthermore, Sales Representative also navigates the vendor management portal. They also meet REI’s strict product standards.

Known for a comprehensive understanding of the outdoor enthusiast consumer, REI Sales Representative bridges the gap between technical, innovative gear/apparel brands and corporate retail buyers. Moreover, from initial category review and sustainability vetting to navigating specialized fulfillment protocols, REI Sales Rep ensures that brands don’t just secure shelf space at the Co-op. Instead, they cultivate long-term customer loyalty.

Key Account: REI, Gander Mountain, Bass Pro Shops

• REI Category Merchandising: Extensive experience pitching and managing assortments across core categories, including camping & hiking gear, active apparel, footwear, cycle, and outdoor fitness.

• Sustainability & Impact Compliance: Specialized expertise in aligning brands with REI’s stringent Product Sustainability Standards, including bluesign® certification, Fair Trade, and responsible sourcing requirements.

• Co-op Channel Navigation: Proficient management of REI’s specialized vendor operations, localized inventory planning, seasonal buying cycles, and promotional marketing alignment.

• Strategic Outdoor Network: Trusted relationships with category managers and buyers built on field-tested product knowledge, data-driven sell-through strategies, and absolute operational reliability.

“Securing a partnership with REI requires more than just high-performance gear; it demands a synergy of innovative design, strict operational compliance, and an authentic commitment to sustainability. I help outdoor brands successfully scale into the specialty channel while protecting their brand equity.” REI Sales Representative