Gas prices driving sales?

When Britt Beemer of America's Research Group asked people a year ago whether they intended to take summer vacations, about 48 percent said yes.

This year, only 16 percent have made plans for a getaway. The main culprit: prices at the pump.

"Everything vacation-related is up for grabs for retailers," Beemer said. "Consumers are admitting they haven't figured out the impact of gasoline on their family budgets yet. They're looking at it as a family financial crisis."

For Gander Mountain, the St. Paul-based outdoor retailer, it could be an opportunity, just in time for this weekend's fishing opener.

Should fuel prices keep people closer to home, they might buy a kayak to paddle on a city lake, or upgrade their grills and entertain at home instead of eating at restaurants. Perhaps they'll fish on a Minnesota lake instead of flying out West. Or, families might choose a camping vacation instead of springing for a hotel.

"The outdoor enthusiast is going to participate no matter what," said Gander Mountain CEO Mark Baker. "They may not make as many fishing trips or travel as far, but they're still going to go."

AAA is noticing a similar travel trend, though data from its Memorial Day survey aren't yet available.

"People are still planning to travel, but they're making accommodations within budgets," said Gail Weinholzer, spokeswoman with AAA Minnesota/Iowa. "They say they'll go a shorter distance, stay a shorter time, stay in less expensive hotels."

Cruise bookings are up, travel experts say. Theme hotels, such as Great Wolf Resorts with its massive water parks, are seeing a bump in sales as families choose them as a destination rather than a pass-through day trip on the way to somewhere else.

In the past three to four weeks, our actions at the pump have changed, according to data from MasterCard Spending Pulse, which tracks national purchases with cash, checks and credit cards.

Americans not only are pumping less gas overall, but we're also filling our tanks on Sundays and Mondays while cutting back on trips to the gas station on Thursdays, Fridays and Saturdays.

"It suggests people are trying to stretch their tanks out," said Michael McNamara of MasterCard Advisors. "They're pumping early in the week when they have to go into work, and they're cutting back on the discretionary weekend driving."

The hike to Cabela's

Sticker shock runs rampant among outdoor enthusiasts, who typically drive SUVs and pick-up trucks that now routinely cost $80 to $100 to fill. It's an edge Gander may have over Cabela's, one of its main competitors.

With 112 stores in 27 states -- about half in the Upper Midwest -- Gander tends to locate in more populous urban areas. Cabela's, based in Sidney, Neb., has 27 stores in 19 states.

In Minnesota, Cabela's has three stores: in East Grand Forks, Rogers and Owatonna. Gander Mountain has a dozen, including outlets in such cities as Duluth, Eden Prairie, Woodbury and Bemidji.

"You might drive by two Gander Mountain stores before you get to a Cabela's," said Reed Anderson, an analyst who covers the active lifestyle market for D.A. Davidson & Co. in Minneapolis. "Where Cabela's is more of a destination, Gander's got the value and convenience. They sell a lot of the same products."

Still, there's no evidence yet that gas-tapped consumers are offering much of a silver lining to Gander or other outdoor retailers. Hunting, camping and fishing gear lands squarely in the discretionary category. Consumers worried about rising housing and food costs, in addition to gasoline, are opening their wallets only for necessities these days.

Gander has not been immune from that trend. Sales among stores open a year or more, a key measure of a retailer's health, fell nearly 12 percent in the first quarter compared to last year. Cabela's same-store sales dropped 8.4 percent.

After years of explosive growth, opening a dozen or more stores a year, Gander is scaling back to three new stores this year in response to the sluggish economy. It's hoping its newly launched catalog and online business will help fill in the gap. Cabela's, long a dominant player in catalogue sales, has slowed from eight new stores last year to two this year, Anderson said.

Gander, like many retailers, will make a pitch for a piece of that $110-billion tax rebate package now working its way toward about 130 million households.

But Baker said Gander's promotional calendar also offers events on how to buy kayaks, one of the company's fastest growing segments, as well as seminars on backyard cooking. The company also will work to lure in those who might want to rekindle an interest in fishing and camping.

"We think we'll benefit from consumers staying closer to home," Baker said. "But we remain cautious on the consumer, because they're like- ly to continue to pull back spending."

Jackie Crosby • 612-673-7335