ARNE ARENS GENERAL MANAGER AMERICAS, THE NORTH FACE
NEVER STOP EXPLORING
THE CHANGING CONSUMER PHYSICAL EMOTIONAL OUR CONSUMER CREATIVE CULTURAL
17 x 17 PLAN PERFORMANCE 2016 $2.3B 2012 $1.9B *Growth rate excludes the impact of changes in foreign currency exchange rates.
OUR CONSUMER TERRITORY MODEL MOUNTAIN ATHLETICS MOUNTAIN SPORTS MOUNTAIN LIFESTYLE URBAN EXPLORATION
MOUNTAIN SPORTS The ultimate representation of Athlete Tested | Expedition Proven, a showcase of elite exploration as the foundation of our brand. CLIMB • MOUNTAINEER • HIKE SKI • SNOWBOARD
THE MOUNTAIN SPORTS OPPORTUNITY GLOBAL OUR 2021 MARKET FOCUS TARGET SPECIALTY +4% to +6% $22B LEADERSHIP CAGR FOOTWEAR INTERNATIONAL
MOUNTAIN ATHLETICS Below every summit are thousands of hours of preparation. RUN • TRAIN
THE MOUNTAIN ATHLETICS OPPORTUNITY GLOBAL OUR 2021 MARKET FOCUS TARGET APPAREL +11% to +13% $63B CAGR WOMENS
MOUNTAIN LIFESTYLE The base camp is the soul of exploration. CAMPING • LIFESTYLE
THE MOUNTAIN LIFESTYLE OPPORTUNITY GLOBAL OUR 2021 MARKET FOCUS TARGET APPAREL +8% to +10% $25B CAGR EQUIPMENT
URBAN EXPLORATION The concrete mountain of the city . LIFESTYLE
THE URBAN EXPLORATION OPPORTUNITY GLOBAL OUR 2021 MARKET FOCUS TARGET OUTERWEAR +9% to +11% $72B FOOTWEAR CAGR INTERNATIONAL DTC
BRINGING URBAN EXPLORATION TO LIFE
THE FOUR CONSUMER TERRITORY VISION WILL: SOLIDIFY OUR GLOBAL MOUNTAIN SPORTS LEADERSHIP + ATTRACT NEW CONSUMERS TO OUR BRAND + DRIVE STRONGER YEAR ROUND RELEVANCE
THE NORTH FACE GROWTH DRIVERS 1 2 3 4 RELENTLESS DIRECT-TO-CONSUMER DISTRIBUTION, AUTHENTIC FOCUS ON DESIGN AS OUR PREMIER PRODUCTIVITY & STORYTELLING & INNOVATION EXPRESSION EXPANSION & EXPERIENCES 17
1 RELENTLESS FOCUS ON DESIGN AND INNOVATION
2 DTC AS OUR PREMIER EXPRESSION
SAN FRANCISCO HUB & SPOKE MODEL POTENTIAL FLAGSHIP MOUNTAIN “HUB” STORE ATHLETICS “SPOKE” STORE URBAN EXPLORATION “SPOKE” STORE
3 DISTRIBUTION, PRODUCTIVITY & EXPANSION
MARKETPLACE EXPANSION OPPORTUNITIES MOUNTAIN MOUNTAIN MOUNTAIN URBAN SPORTS ATHLETICS LIFESTYLE EXPLORATION LEADERSHIP IN OUTDOOR SPECIALTY YEAR-ROUND PRODUCTIVITY SEGMENTATION STRATEGIC KEY ACCOUNT PARTNERSHIPS SPORTING GOODS & ATHLETIC SPECIALTY LIFESTYLE DISTRIBUTION NEW ACCOUNT EXPANSION ONLINE RETAILERS
4 AUTHENTIC STORYTELLING & EXPERIENCES
NEVER STOP COMMUNITIES LONDON | PARIS | MUNICH | STOCKHOLM +6 NEW CITIES IN 2017
2021 GLOBAL TARGET +6% to +8% CAGR
2021 TARGET BY CONSUMER TERRITORY MTN ATH. MTN ATH. 7% 9% MTN LIFE MTN LIFE 19% 20% GLOBAL 2016 2021 +6% to +8% CAGR URBAN 13% URBAN MTN 15% MTN SPORTS SPORTS 56% 61% MOUNTAIN SPORTS MOUNTAIN ATHLETICS MOUNTAIN LIFESTYLE URBAN EXPLORATION +4% to +6% CAGR +11% to +13% CAGR +8% to +10% CAGR +9% to +11% CAGR
2021 TARGET BY REGION EMEA EMEA 22% 23% GLOBAL 2016 2021 APAC +6% to +8% CAGR APAC 10% USA USA 11% 60% 63% NON-US NON-US AMERICAS AMERICAS 5% 6% USA EMEA APAC NON-US AMERICAS +4% to +6% CAGR +7% to +9% CAGR +8% to +10% CAGR +7% to +9% CAGR
2021 TARGET BY CHANNEL WHOLESALE WHOLESALE DTC: DTC: 62% 54% STORES STORES 29% 30% GLOBAL 2016 2021 +6% to +8% CAGR DTC: DIGITAL DTC: 9% DIGITAL 16% DTC: STORES WHOLESALE DTC: DIGITAL +7% to +9% CAGR +2% to +4% CAGR +18% to 20% CAGR +5% to +7% Store Count
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