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.

“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.