The North Face Opts For Return To Outside Sales Reps

The North Face's president contacted SNEWS® to let us know the company is shutting down its in-house sales department. TNF will begin working with independent agencies beginning April 30.
Author:
Publish date:

The North Face's president contacted SNEWS® to let us know the company
is shutting down its in-house sales department. TNF will begin working
with independent agencies beginning April 30.

"We decided that turning to outside rep agencies was a better long-term
way to compensate our reps better, offering them more motivation than
they have currently," says Egeck. "That in turn will provide better
service to our retail accounts and get more reps into the field."

Affected by TNF's decision to look outside for sales representation are
31 people. Of those, Egeck told us a number have contacted the company
informing TNF that they were now forming their own agencies and hoped
to continue working with the company.

Egeck said he expects that the move to outside rep forces in all will
add nearly eight more reps to TNF's sales quiver. The decision as to
which outside reps will be working with TNF will be announced in the
next week.

The outside rep force will report directly to Steve Rendel, vice president of sales for TNF.

Several retailers have contacted us floating the idea that this is good
for the reps because, as independent agencies, they'll be able to offer
a broader line than just TNF product. However, Egeck points out to us
that with all of TNF's sales objectives and "new product initiatives"
coming in the next year, he'd find it very unlikely that any agency
will have time to represent other companies in addition to TNF.

SNEWS® View:
Same as it ever was. TNF opted for the in-house move in 1997,
ostensibly to save money and to provide better service to its accounts.
Now it is moving back out of house to provide better service to its
accounts. For the record, SNEWS stated in 1997 that the in-house move
was a risky one and not in the best interests of the retailers. TNF's
return to sales agencies will provide for field-focused teams that will
better service the overall needs of TNF's accounts and, as a result,
better serve TNF too. TNF has some very talented in-house folks who we
think will, if TNF chooses to utilize them, make outstanding rep
agencies.

Related

The North Face bringing footwear R&D in-house

While at Summer Market, SNEWS® learned, and Steve Rendle, president of The North Face confirmed, that the company is pushing the growth of its footwear category by creating a new and separate footwear department in-house.Its footwear division will act as a separate department ...read more

TheNorthFace_Footwear.jpg

The North Face focuses on footwear

The North Face has staked its reputation on apparel and gear, and now its footwear department is catching up.The company started developing footwear in 2006, but during the last year TNF has committed to reinvigorating the department with new hires and restructuring it to mirror ...read more

TNF_Kishtwar_Jacket042610.jpg

The North Face Kishtwar jacket

Ever since soft shell garments were introduced, people have struggled to define the category, though it’s generally agreed that soft shells are typically water-resistant, somewhat soft to the touch, highly breathable, and relatively stretchy. Because soft shells are so ...read more

TNF_RadialTR.gif

The North Face Radial

Our testing team is on the trail often, pounding dirt and dust in the pursuit of fun and training. A few on our team have decided that fun involves packing in as many miles as possible into one day, which means trail running. Naturally, we burn through a lot of shoes, insoles, ...read more