Columbia Sportswear 2001 Annual Report Download - page 12

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Sales and Distribution
Our products are sold to approximately 10,000 specialty and department store retailers throughout the
world. Our strategy for continued growth is to focus on:
‚ Enhancing the productivity of existing retailers
‚ Expanding distribution in international markets
‚ Further developing the existing merchandise categories
‚ Increasing our penetration into the department store and specialty footwear channels.
During the last three Ñscal years, we recorded the following geographic net sales percentages of our
products.
2001 2000 1999
Net sales to unrelated entities:
United StatesÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏ 70.7% 71.4% 72.6%
Canada ÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏ 10.4 10.3 10.7
Europe ÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏ 10.6 9.6 8.8
Other international(1) ÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏÏ 8.3 8.7 7.9
100.0% 100.0% 100.0%
(1) Includes direct sales to Japan, Korea and third-party distributors in Europe and elsewhere.
See Note 14 of Notes to Consolidated Financial Statements for net sales, income before income tax,
identiÑable assets, interest expense, and depreciation and amortization by geographic segment.
North America
Approximately 45.7% of the retailers that oÅer our products worldwide are located in the United States
and Canada. The sales in these two countries amounted to 81.1% of our total revenues for 2001. We work with
25 independent sales agencies that work with retail accounts that vary in size from single specialty store
operations to the large chains made up of many stores in several locations.
Our Öagship store in Portland, Oregon is designed to create a distinctive ""Columbia'' environment,
reinforcing the active and outdoor image of the Columbia brand. In addition, this store provides us with the
ability to test new marketing and merchandising techniques. We also operate nine outlet stores in various
locations throughout North America. These outlet stores are designed to sell excess and distressed inventory
without adversely aÅecting our retail accounts.
We inspect, sort, pack and ship substantially all of our products to United States retailers from our
Rivergate Distribution Center located in Portland, Oregon, consisting of approximately 850,000 square feet.
This includes a newly constructed 203,000 square foot addition to the existing automated distribution center
which was completed in 2001. We expect the addition to be fully integrated into the existing distribution
center in 2002. We handle Canadian distribution from a leased warehouse in Strathroy, Ontario. In some
instances, we arrange to have the product shipped directly from the independent manufacturers to a customer-
designated facility.
Europe
We currently have European sales oÇces in France, Germany, and the United Kingdom, with our
European headquarters oÇce located in Strasbourg, France. We currently sell our products directly to
approximately 3,700 retailers in Western European countries, including the United Kingdom, where we began
direct sales in spring 2001. Successful marketing and sales eÅorts, particularly in France, Spain, Italy and
Germany, resulted in net direct sales of our products in Europe of $82.3 million in 2001.
6