Case Study: Road Runner Sports Keeping Pace

Well aware of the roulette of buying running shoes, Gotfredson created a catalog model that improves a shopper’s odds.

His first step was to offer shoes at a discount. Next, he and his team test every single shoe for size, fit, wear and other attributes—such as whether the shoe is good for long distance, racing or rough terrain; and whether the shoe offers cushion, stability or support. He provides runners with detailed information about what size to order in relation to their street shoe size, such as the Avia 2079, which runs a full size small. He backs every purchase with a 30-day guarantee and return policy if the shoe or merchandise hasn’t been worn on the street. But RRS’s ultimate service option is the Run America Club (RAC).