DIRECT TO CONSUMER EXPERIENCES LINDSAY RICE : VP OF DIRECT TO - PowerPoint PPT Presentation

DIRECT TO CONSUMER EXPERIENCES LINDSAY RICE : VP OF DIRECT TO CONSUMER

DIRECT TO CONSUMER VISION Stores and web site represent the face of the brand Build brand awareness Act as activation points for outdoor participation Support new key initiatives Reinforce premium price position Enhance wholesale in “new store” market Strong integration of our athletes, expeditions and product Seamless integration of multi-channel opportunity between stores and web Leverage rich digital media asset Recently moved to “ABM” activity merchandising

THE NORTH FACE RETAIL :: 2010 Owned Partner 2010 67 133

THE NORTH FACE RETAIL :: 2015 Owned Partner 2015 194 185

GLOBAL PROTOTYPE OBJECTIVES Deliver an exceptional experience Launch “activity based merchandising” Create vertical interest highlighting ABM

GLOBAL PROTOTYPE OBJECTIVES Establish a “kit of parts” to activate globally Utilize relevant materials Bring to life our athletes

GLOBAL PROTOTYPE OBJECTIVES Integrate third party product with specific ABM activities Connect with the local community

GLOBAL PROTOTYPE OBJECTIVES Deliver digital media remotely Feature our athletes and expeditions

RETAIL SALES BY ACTIVITY :: 2010 F Youth 7% Action Sports 12% Performance 5% Outdoor 76%

RETAIL SALES BY ACTIVITY :: 2015 F Youth 6% Action Sports 13% Performance 7% Outdoor 74%

BALANCE OF BRAND AND COMMERCE

THENORTHFACE.COM Visual Search + Ship to Store

ECOMMERCE SALES BY ACTIVITY :: 2010 F Youth 12% Action Sports 15% Performance 2% Outdoor 71%

ECOMMERCE SALES BY ACTIVITY :: 2015 F Youth 11% Action Sports 15% Performance Outdoor 5% 69%

TRUST Activity based merchandising comes to life online and in store Direct to consumer channels act as activation points to grow outdoor participation The seamless integration between brand - store - web creates tremendous leverage Direct to consumer channels are key assets in launching and growing new product and category initiatives

WHOLESALE LEADERSHIP TODD SPALETTO : VP OF SALES AMERICAS

US WHOLESALE STRATEGY :: LIMITED DISTRIBUTION 20,000 15,000 10,000 5,000 0 The North Face Total Outdoor Store Fronts

US WHOLESALE DISTRIBUTION :: 2010 Department Stores 5% Sporting Goods Outdoor Specialty 23% 32% Other Specialty 40%

US WHOLESALE DISTRIBUTION :: 2015 F Department Stores 5% Sporting Goods Outdoor Specialty 22% 27% Other Specialty 47%

ACTIVITY BASED MODEL FOCUSED GROWTH STRATEGY

EXISTING DEALER DISTRIBUTION Achieve 75% of Growth in Existing Dealer Base NEW OPPORTUNITIES MAJOR INVESTMENT FOOTPRINT OPPORTUNITIES Bike Snowsports Footwear Running Youth Equipment Apparel

NEW POINTS OF SPECIALTY DISTRIBUTION 25% of Growth :: Keeping the Brand Premier and Special SKI / BOARD SPECIALTY RUNNING SPECIALTY 425 Specialty Dealers 170 Specialty Dealers BIKE SPECIALTY FOOTWEAR SPECIALTY 50 Specialty Dealers 900 Points of Distribution

HELPING DEALERS BECOME WORLD CLASS RETAILERS VISUAL EDUCATING SELL THINK LIKE ASSORTMENT FLOOR SPACE SHOPPING THE RETAIL THROUGH PLANNING PLANNING A RETAILER ANALYSIS ENVIRONMENT STAFF

TRUST Maintain premium, technical brand position through limited distribution Drive brand authenticity with focus on specialty-driven stores Support our dealers as world class retailers