200704 Racquet Sports Industry

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April 2007

Volume 35 Number 4 $5.00

SERVING UP SATISFACTION!

Customer Service Tipsfor Winning Facilities

Are You SafeFrom Accidentsand Lawsuits?

SERVING UP SATISFACTION!

Customer Service Tipsfor Winning Facilities

Are You SafeFrom Accidentsand Lawsuits?


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DEPARTMENTS

R S I A P R I L 2 0 0 7Contents

April 2007 RACQUET SPORTS INDUSTRY 3

ContentsINDUSTRY NEWS7 Wilson launches [K]Factor in

Las Vegas Gala

7 TTC, ESPN team up for Grand Slamcoverage

9 PTR presents annual awardsat Symposium

10 Lee Tennis partners withJose Higueras

10 Babolat introduces new AeroproDrive with Cortex

11 USTA to celebrate African-Amercan contributions

11 Barth, Rossi named PTR MasterProfessionals

12 Deco named all-weather surface

of the PTR14 Head brings out four new Metallix

squash frames

15 Dunlop sponsors junior PointsRace

15 USPTA kicks off 2007 TournamentSeries

18 Head extends partnership with

Beach Tennis USA18 Calif. stringer sets record at TTC

Open competition

4 Our Serve20 Marketing Success22 Your Finances

24 The Master Pros

42 String Playtest: Pro Supex Big Ace44 Ask the Experts46 Tips and Techniques

48 Your Serve, by Liza Horan

26 Satisfaction Guaranteed!Your customers are the most important people in the world. You need todo everything you can to keep them wanting more.

30 Smart TennisThe USTAs Tennis & Education Foundation is focused on growing thegame and helping its youngest players.

32 Safe & SoundAccidents, injuries, and lawsuits can devastate your business. Heres howyou can help reduce problems that might crop up at your facility.

38 Fine PointFor the seven residential court winners in the Distinguished Facility-of-the-

Year Awards, construction excellence is all in the details.

FEATURES


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very year, the International Tennis Hall of Fame inducts

three or four people who have had a major impact on

tennis, whether as a pro player or as a contributor to the

game, such as a media member, coach, administrator, or

official. Those chosen to be in the Hall by the international

panel that selects them are certainly all more than worthy to

receive this honor.There is, though, one person who has yet to make it into the Hall, and we

think he deserves to be there. Its time to induct Dennis Van der Meer.

No one has had such a direct impact on thousands, maybe hundreds of thou-

sands, of recreational players throughout the world than has Van der Meer. He

has taught more people to play and teach tennis than anyone in the history of

the game. Hes a coach, innovator, advocate, and tireless promoter for the sport,

as he has been for decades.

Van der Meer has personally taught thousands to play this game. And through

the thousands of coaches he has influenced through the Professional Tennis Reg-

istry, which he founded in 1976, his influence in tennis probably extends to mil-

lions of recreational players. And its not just in this country, its worldwidethe

PTR currently has more than 12,700 members in 126 countries.

Earlier in his career, Van der Meer coached both Margaret Court and Billie

Jean King. He was in Kings corner during the famous Battle of the Sexes with

Bobby Riggs. In 1972, the U.S. State Department cited him for Exceptional

Coaching Performance in the Middle East, and in 1989, he received the Healthy

American Fitness Award. He was named Developmental Coach of the Year by

the U.S. Olympic Committee in 1997.

Over the course of his career, in addition to helping recreational players learn

and excel at tennis, hes also coached men and women pro tour players. And he

and the PTR also are leadersnot just in the U.S., but internationallyin spread-

ing tennis to wheelchair players and physically and mentally challenged players,

too.

Nominations for the 2008 Hall of Fame induction close April 1 (visit

www.tennisfame.com to submit nominations), and I know there are plenty of

worthy contributors to the sport who deserveone dayto be in the Interna-tional Tennis Hall of Fame. But now, its time we recognize the one person who

simply far and away has had such a major, positive impact on this worldwide

sport.

Induction into the Hall of Fame in the Contributor category is based on

exceptional contributions that have furthered the growth, reputation, and char-

acter of the sport. That, in a nutshell, is exactly what Dennis Van der Meer has

been doing for more than 50 yearsbetter than anyone else in the history of

this sport.

Peter Francesconi

Editorial Director

Our Serve

Recognizing the Best(Incorporating Racquet Tech and Tennis Industry)

Publishers

David Bone Jeff Williams

Editor-in-Chief

Crawford Lindsey

Editorial Director

Peter Francesconi

Associate Editor

Greg Raven

Design/Art Director

Kristine Thom

Contributing Editors

Cynthia Cantrell

Rod Cross

Kristen Daley

Joe Dinoffer

Liza HoranAndrew Lavallee

James Martin

Chris Nicholson

Bob Patterson

Cynthia Sherman

RACQUET SPORTS INDUSTRY

Corporate Offices

330 Main St., Vista, CA 92084

Phone: 760-536-1177 Fax: 760-536-1171

Email: [email protected]

Website: www.racquetTECH.com

Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time

Advertising Director

John Hanna

770-650-1102, x.125

[email protected]

Apparel Advertising

Cynthia Sherman

203-263-5243

[email protected]

Racquet Sports Industry (USPS 347-8300. ISSN 0191-

5851) is published 10 times per year: monthly Janu-

ary through August and combined issues in

September/October and November/December by

Tennis Industry and USRSA, 330 Main St., Vista, CA

92084. Periodicals postagepaid at Hurley, NY 12443

and additional mailing offices. April 2007, Volume

35, Number 4 2007 by USRSA and Tennis Industry.

All rights reserved. Racquet Sports Industry, RSI and

logo are trademarks of USRSA. Printed in the U.S.A.

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Send address changes to Racquet Sports Industry,

330 Main St., Vista, CA 92084.

4 RACQUET SPORTS INDUSTRY April 2007

E

RSI is the official magazine of the USRSA, TIA,and ASBA


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I N D U S T R Y N E W SI N D U S T R Y N E W S

R S I A P R I L 2 0 0 7

I N F O R M A T I O N T O H E L P Y O U R U N Y O U R B U S I N E S S

In what may well have

been the largest global

product launch ever in

tennis, Wilson Racquet

Sports brought nearly 600

people to Las Vegas at the

end of February to formally

debut 10 new [K]Factorracquets. The gala event,

which took place at Cae-

sars Palace (with a playtest

of the new frames at a local

facility) from Feb. 27 to

March 2, included key Wil-

son dealers from the U.S.

and hundreds from about

50 other countries.

Some of the new rac-

quets have been out since

January, timed to Wilson-endorsed pro Roger Federers play inthe Australian Open. However, the technology behind the

frames was not publicly released until the Vegas event.

This week is about our customers and our people, Wilson

Racquet Sports General Manager Jon Muir told the crowd.

Youre really the ones who get it done for us; you ultimately

drive our brand. We want you to feel the personal level of the

brand.

Wilson says [K]Factor is actually four exclusive technology

innovations that work together as a true technology system,

all designed to give every playerfrom beginners to world No.

1 Federermore control, or as Wilson puts it, more

[K]ontrol. (See page 8 for more details on [K]Factor and thenew racquets.)

[K]Factor itself is not one thing, said Muir. Its multiple

technologies that work together differently in each frame to

maximize that frame.

The four new technologies are not found in every [K]Factor

frame. Weve narrowed it down to which ones apply the best

to each player type, says Muir. Ultimately, he says, [K]Factor

racquets will add 64 percent more control to a players game.

One Wilson source said that for the Vegas event, the com-

pany brought in more than 7 tons of product and materials on

120 pallets. Wilson also created a [K]oncept Lounge, where

they displayed much of their product line, but also had on dis-

play the actual Davis Cup trophy, along with seven auto-

graphed racquet bags used by

Federer at the Australian Open,

each of which had a different

[K]Factor teaser message.

The Vegas event started with

a short video showing the histo-

ry of tennis and Wilson. The

opening night also included amagician who did a show incor-

porating the new racquets and

various Wilson personnel. On

the second day, there were ses-

sions on the new technologies,

marketing, and accessories

(there also are new strings and

grips to go along with the new

frames, and an

extensive

and inno-

vative bag line).Pro players Mardy Fish (No. 22)

and Dmitry Tursunov (No. 21) also

were on hand in Vegas. The rac-

quet, says Fish, has great control

and great feel, and thats a big

part of my game. In developing

the [K]Factor line, Wilson used

input from pro players, including

Federer.

Wilson announced it will build an

innovation center at its Chicago

headquarters. The lifeblood of thiscompany is product, said Wilson Presi-

dent Chris Considine. Well give our

research and development team a place

to tinker. He also invited dealers to visit

their new headquarters any time.

Considine said Wilson did more than

$500 million in racquet sports sales last

year, and is positioned to reach $750

million. We are hell-bent on growing

our business at least 25 percent in the

next few years, he said. We want to

make sure were catering to all con-

sumer types.


Wilson Launches [K]Factor Racquets in Vegas Gala


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A P R I L 2 0 0 7

INDUSTRYNEW

S


Wilson Debuts 10 New[K]Factor Frames

Wilson says its new [K]Factor line of racquets

uses four technologies to create three key

benefitsincreased feel, more strength

and stability, and a bigger sweetspotall adding

up to 64 percent more control.The four technologies are:

Q [K]arophite Black: a struc-

ture that Wi lson says

strengthens the integrity of

the frame by using Carbon

Black nano fiber to

bridge graphite fibers

and SiO2 molecules to

create a stronger, denser frame

material.

Q [K]onnector: Two external wings molded into

each side of the hoop that contract and expandlike a trampoline when the ball impacts the

string bed, increasing dwell time of the ball

while providing greater control and comfort

with a larger sweetspot, says Wilson.

Q [K]ontour Yoke: A new shape for the frame that

Wilson says enhances stiffness at key stress

points, for improved torsional stability.

Q [K]ompact Center: A new design innovation

that Wilson says improves handling and maneu-

verability and provides additional feel, and is a

direct result of input from world No. 1 player

Roger Federer.Not all [K]Factor racquets have all four of the

technologies, says Jon Muir, Wilsons general

manager. Suggested retail prices for the frames

range from $190 to $350.

In addition to the [K]Factor frames, Wilson

also introduced new bags, strings, and grips. The

[K] Pro Tour bag collection is the same rugged

pieces that the top pros, such as Federer and Jus-

tine Henin-Hardenne, use on the tour. At a slight-

ly lower price is the [K] Tour line. Both lines have

identical pieces and features.

New string for the [K]Factor

racquets include [K]Gut and

[K]Gut Pro. Also new to

the line is [K]Grip. And

theres a 26-inch-long

junior racquet, the Jun-

ior [K]Six.One 26, with

a strung weight of 8.8

ounces and list price of

$100.

For more informa-

tion, visit

www.wilson.com or

call 800-WIN-6060.

[K]OneTechnologies: [K]arophiteBlack, [K]onnector, [K]ompactCenter, [K]ontour YokeSwing: Slow and compactPower: HighHeadsize: 122 sq. in.Strung Weight: 9.4 oz.Length: 27.5 in.String Pattern: 16 x 19

Balance: 11 points head-heavyCross Section: 30 mmList Price: $350

[K]Zen TeamTechnologies: [K]arophiteBlack, [K]ompact Center,[K]ontourYokeSwing: Fast and longPower: LowHeadsize: 103 sq. in.Strung Weight: 10.1 oz.Length: 27.25 in.String Pattern: 16 x 19Balance: EvenCross Section: 26 mmList Price: $190

[K]ThreeTechnologies: [K]arophiteBlack, [K]ompact Center,[K]ontour Yoke,Triad TechnologySwing: Slow and compactPower: HighHeadsize: 115 sq. in.Strung Weight: 9.5 oz.Length: 27.5 in.String Pattern: 16 x 19

Balance: 8 points head-heavyCross Section: 30 mmList Price: $300

[K]Four 112Technologies: [K]arophiteBlack, [K]onnector, [K]ompactCenter, [K]ontour YokeSwing: MediumPower: MediumHeadsize: 112 sq. in.Strung Weight: 9.7 oz.Length: 27.5 in.String Pattern: 16 x 20

Balance: 6 points head-heavyCross Section: 29.5 mmList Price: $260

[K]Four 105Technologies: [K]arophiteBlack, [K]ompact Center,[K]ontourYokeSwing: MediumPower: MediumHeadsize: 105 sq. in.Strung Weight: 9.9 oz.Length: 27.25 in.String Pattern: 16 x 19Balance: 1 point head-heavy

Cross Section: 28.7 mmList Price: $230

[K]Six.One TourTechnologies: [K]arophiteBlack, [K]ompact CenterSwing: Fast and longPower: LowHeadsize: 90 sq. in.Strung Weight: 12.5 oz.Length: 27 in.String Pattern: 16 x 19Balance: 9 points head-lightCross Section: 17 mm flat beam

List Price: $220

[K]Six.OneTechnologies:[K]arophite BlackSwing: Fast and longPower: LowHeadsize: 95 sq. in.Strung Weight: 12.3 oz.Length: 27 in./27 in./27.5 in.String Pattern:16 x 18/18 x20/16 x 18

Balance: 9 points head-lightCross Section: 22 mm flat beamList Price: $210

[K]Six.One TeamTechnologies:[K]arophite BlackSwing: Fast and longPower: LowHeadsize: 95 sq. in.Strung Weight: 10.8 oz.Length: 27 in.String Pattern: 18 x 20Balance: 1 point head-light

Cross Section: 21 mmList Price: $210

[K]SurgeTechnologies:[K]arophite BlackSwing: MediumPower: MediumHeadsize: 100 sq. in.Strung Weight: 10.5 oz.Length: 27 in.String Pattern: 16 x 19Balance: 1 point head-lightCross Section: 26 mm

List Price: $200

[K]ZenTechnologies: [K]arophiteBlack, [K]ompact Center,[K]ontourYokeSwing: Fast and longPower: LowHeadsize: 103 sq. in.Strung Weight: 11.1 oz.Length: 27.25 in.String Pattern: 16 x 19Balance: 5 points head-lightCross Section: 26 mm

List Price: $190


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I N D U S T R Y N E W S


PTR Presents AnnualAwards at Symposium

The Professional Tennis Registry

presented its annual awards dur-

ing the 2007 PTR International

Tennis Symposium.

The event, which included morethan 50 seminars and presentations,

a tennis trade show, and the $25,000

Championships, was held Feb. 17 to

24 at the Van der Meer Shipyard Rac-

quet Club on Hilton Head Island, S.C.

Former New

York City Mayor and PTR board

member David Dinkins presented the

PTR awards at the annual banquet.Q Professional of the Year: Mike Barrell, Eng-

land

Q Wheelchair Pro of the Year: Harlon Matthews,

McDonough, Ga.Q Clinician of the Year: Andy Dowsett, England

Q Tester of the Year: Dani Leal, Montgomery, Ala.

Q Humanitarian Award: Philip Betancourt,

Pueblo, Colo.

Q Volunteer of the Year: Emma Shekerdemian,

England

Q Coach Verdieck Touring Pro Coach of the

Year: Paul Annacone, Tonpanga, Calif.

Q Coach Verdieck College Coach of the Year:

Adam Steinberg, Malibu, Calif.

Q Coach Verdieck High School Coach of the

Year: Paul Fisher, Fairfax, Va.

Q Male Player of the Year: Julien Heine, Laguna

Niguel, Calif.

Q Female Player of the Year: Ashley Mitchell,

Charlotte, N.C.

Q Public Facility of the Year: Arthur Ashe Youth

Tennis & Education, Philadelphia

Q Private Facility of the Year: Cherry Hill Health

& Racquet Club, Cherry Hill, N.J.

Q Media Excellence Award: Net News, John

Hanna, publisher, Atlanta

Q PTR-USTA Community Service Award: Greg

Mahosky, Lake Ozark, Mo.

Q PTR-TIA Commitment to the Industry: Leonie

Turack, Columbus, Ohio

In addition, the PTR recognized

several State Members of the Year.

They are: Jeff Gray, Alabama; JakeShoemake, Arkansas; Steve Riggs,

California; Frank Adams, Colorado;

Raj Lama, Florida; Tony Niland,

Georgia; Butch Staple, Illinois; Adam

Jasick, Michigan; Patrick Tibbs, Mis-

sissippi; Mark Platt, Missouri; Bill

Mountford, New York; Paul Tollefson,

North Carolina; Lance Lee, Pennsyl-

vania; Sam Kiser, South Carolina;

Murtala Bala Habu, Tennessee; Jack

Thompson, Virginia; Kermit Escame,

Washington.


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A P R I L 2 0 0 7I N D U S T R Y N E W S


Lee Tennis Partners With Jose Higueras

Lee Tennis, the maker of Har-Tru, has formed an official year-long partnership

with Jose Higueras, an international tennis icon and a veteran coach, to pro-

mote the benefits of playing tennis on clay courts. Through Lee Tenniss sem-

inars, conferences, advertising, and promotional materials, Higueras will reach

out to tennis players and pros about the clay-court playing experience.

We are thrilled about Higuerass willingness to transfer his knowledge and

passion about the health of the game to our players and pros alike, says JohnWelborn, director of business development for Lee Tennis. Jose shares our phi-

losophy of playing the game on clay courts and hes an advocate of clay tennis

courts, as they are integral to the success of developing new players while retain-

ing existing ones.

Being committed to advancing the clay-court experience among tennis play-

ers and pros is my top priority, says Higueras, founder of Jose Higueras Tennis

of Palm Springs, Calif. Partnering with Lee Tennis was a natural choice as the

company embodies the same beliefs about taking the game to the next level.

Playing on clay courts affords my students slide comfort, minimizing the risk

for injuries while maximizing health benefits, he adds. Higueras won 15 pro tour

tournament titles and ranked in the world Top 10.

Wimbledon LevelsPrize Money

Wimbledon has finally

bowed to public pressure

and agreed to pay

women players as much as the

men, it was announced in Feb-

ruary. It is the first time the All

England Club will offer equal

pay through all rounds of the

tournament. Last year, men's

champion Roger Federer

received $1.170 million and

women's winner Amelie Mau-

resmo got $1.117 million.

3 Honored by USOC

T

hree members of the tennis communi-

ty were honored recently with national

awards as part of the USOC CoachingRecognition Program.

Andy Brandi of Boca Raton, Fla., was

named National Coach of the Year and Nick

Saviano of Davie, Fla., director of Saviano

High Performance Tennis Academy at Sun-

rise Tennis Club Park, was named Develop-

mental Coach of the Year.

In addition, the USOC honored Emilie

Foster of Boerne, Texas, with the Doc

Counsilman Science Award for her contribu-

tions in the areas of performance analysis

and injury prevention.

Babolat Introduces Aeropro Drive with Cortex

Credit Babolat with helping to jump-start the trend of aerodynamic racquets

when it got Rafael Nadal to hit the court with the Aeropro Drive. But whats new

for the company? Its introducing an alternative model of

Nadals AeroPro Drive, with the dampening technology

Cortex at the top of the handle. Its exactly what

Babolat did with Andy Roddicks racquet (see the

Pure Drive with Cortex). The AeroPro Drive

with Cortex, due out in May, will have a

100-square-inch head, weigh 11.1

ounces, and measure in at 27 inch-

es. Its designed for 4.5 NTRP

and above players. Visit

www.babolat.com

or call 877-

316-9435.


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I N D U S T RY N E W S


Barth, Rossi Named

PTR Master Professionals

Roy Barth (right),

director of tennis

at Kiawah Island

Resort in Kiawah, S.C.,

and Alex Rossi (bottomright), director of ten-

nis at Club Los Leones

in Santiago, Chile, are

the newest Master Pros

for the Professional

Tennis Registry. The

two were honored at

the PTRs annual

Awards Banquet on

Feb. 19 during the

2007 PTR Internation-

al Tennis Symposiumon Hilton Head Island, S.C. Barth and

Rossi join 25 others who have earned

the PTR Master Pro designation. The

PTR Master Pro level recognizes those

who have made significant contribu-

tions to and broad involvement with

tennis over many years.

KenMak

KenMak

Top-Selling Racquetsat Specialty StoresBy year-to-date dollars, January-December 2006

Best-Sellers

1. Prince O3 W hite (MP) $187

2. Babolat Pure Drive Team (MP) $161

3.Wilson N Six-One (16x18) (MS) $161

4. Prince O3 Blue (OS) $218

5. Prince O3 Silver (OS) $235

Hot New Racquets

(Introduced in the past 12 months)

1. Prince O3 Hybrid Hornet (OS) $162

2. Prince O3 Hybrid Hornet (MP) $161

3. Wilson NPro Open (MP) $166

4. Babolat Pure Drive Roddick (MP) $171

5. Prince O3 Hybrid Shark (OS) $172

(Source:TIA/Sports Marketing Surveys)

Tennis Racquet PerformanceSpecialty Stores, Jan.-Dec. 2006 vs. 2005

Units 2006 793,836

2005 724,616

% Change vs. 05 10%

Dollars 2006 $105,225,000

2005 $100,249,000

% Change vs. 05 5%

Price 2006 $132.55

2005 $138.35

% Change vs. 05 -4%


Top-Selling Tennis Shoesat Specialty StoresBy year-to-date dollars, January-December 2006

1. Adidas Barricade IV $101

2. Nike Air Max Breathe 2 $94

3. Adidas Barricade II $82

4. Prince T10 $81

5. Nike Air Max Breathe 3 $97


Top-Selling Tennis Stringsat Specialty StoresBy year-to-date dollars, Jan.-Dec. 2006

1. Prince Synthetic Gut Duraflex

2. Wilson NXT

3. Wilson Sensation

4. Prince Lightning XX

5. Luxilon Alu Power


USTA to CelebrateAfrican-AmericanContributions

The USTA announced three major

initiatives to celebrate the contribu-

tions of black and African-Ameri-

can players to the game of tennis.

In July, the American Tennis Associa-

tion (ATA), the oldest African-American

sports organization, will conduct its

annual national championship in New

York City and for the first time, plans to

play final matches at the USTA Billie

Jean King National Tennis Center. The

ATA was founded in 1916 by a group of

African-American leaders to promote

the sport throughout a community that

had been denied access to facilities and

tournaments. A number of well-known

black tennis stars were developed by

ATA coaches, notably Althea Gibson and

Arthur Ashe as well as more contempo-

rary players such as Zina Garrison, Kat-

rina Adams, and MaliVai Washington.

The USTA and the International Ten-

nis Hall of Fame will showcase a special

exhibition at the US Open Gallery dur-

ing the 2007 US Open. The exhibition

will evolve from the year-long exhibit at

the Hall of Fame Museum, Breaking

the Barriers, into an expanded presen-tation yet to be named.

In addition to the exhibit at the US

Open, the 50th anniversary of Gibsons

1957 U.S. Nationals title will also be cel-

ebrated. Gibson was the first African-

American woman to win a Grand Slam,

11 years before Arthur Ashe.

LSI Brings Out

New Optical System

LSI Courtsider Sports Lighting has

a new optical systemART

(Advanced Reflector Technology)

that utilizes a 1000-watt Metal Halide

reduced envelope lamp. LSI says ART

delivers more than 10 percent addi-

tional light to the court area, while

reducing stray illumination. ART is

now featured in all Courtsider XL fix-

tures. For more information, contact

513-793-3200.


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A P R I L 2 0 0 7I N D U S T RY N E W S


> Tickets are on sale for the 2007 DavisCup by BNP Paribas Quarterfinal tie

between the U.S. and Spain at the Joel

Coliseum in Winston-Salem, N.C., April 6-

8. Tickets are sold as a three-day series

with prices ranging from $90 to $390,

with VIP packages available. Call 888-484-

USTA (8782).

> Venus and Serena Williams will play onthe U.S. Fed Cup team that will face Bel-

gium in the World Group Quarterfinal at

the Delray Beach Stadium & Tennis Center

in Delray Beach, Fla., on April 21-22. Tick-

ets for the two-day, best-of-five match

series can be purchased by calling 888-

334-USTA (8782). Tickets will be sold as a

two-day series with prices ranging from

$35 to $225, with VIP packages available.

> The regular season schedule for the2007 World TeamTennis Pro League pre-

sented by Advanta features appearancesby Venus Williams, Pete Sampras, John

McEnroe, Anna Kournikova, Nicole Vaidis-

ova and the Bryan Brothers. The 2007

WTT pro season runs from July 5 to 25.

The top two teams in both the Eastern

and Western Conferences advance to the

WTT Championship Weekend, July 27 to

29, in Roseville, Calif. Visit www.WTT.com.

> Peter Burwash International is nowdirecting the tennis program at the Four

Seasons Hotel Doha in Doha, Qatar. PBI

has appointed Lukasz Smola as the tennis

director for the facility. For information

about PBI, visit www.pbitennis.com.

> ZIM Corp., an Internet TV broadcaster,has partnered with the International Table

Tennis Federation, the governing body of

international table tennis, to broadcast live

matches on www.zimtv.biz and

www.ittf.com. The strategic partnership

will enable viewers to watch on-line live

matches from the Pro Tour and the WorldJunior Tour as well as access more than 100

archived matches.

> The U.S. Squash Racquets Association("US Squash") announced that Cher-

ryPharm All-Natural Tart Cherry Juice will be

the title sponsor of the Team USA Squash

Tour, as well as an Official Supplier of Team

USA Squash and Official Sponsor of US

Squash.

> Former World No. 1 Pete Sampras will

make his debut on the Outback ChampionsSeries at the Champions Cup Boston, May

2-6 at the Agganis Arena at Boston Univer-

sity. Sampras, who won seven Wimbledon

titles en route to his record 14 Grand Slam

singles titles, will compete in additional

Outback Champions Series events later in

the year.

> Tennis Life magazine has entered into adistribution agreement with The Sports

Authority in which the publication will be

available at the sports retailers 350-plus

stores.

SHORT SETS

Deco NamedAll-Weather Surface of PTR

The PTR has announced a five-year agree-

ment that names DecoTurf as the official

all-weather tennis surface of the PTR.

PTR is thrilled to be associated with thecourt surface provider of the US Open and the Olympics, says Dan Santorum, CEO

of the PTR. Our partnership will provide an excellent opportunity for both PTR and

DecoTurf to cross promote businesses.

Partnering with PTR and its tennis teaching professionals is a tremendous

opportunity to work closely together and coordinate our efforts to benefit tennis

overall, says John Graham, managing director of DecoTurf. Over 40 percent of

DecoTurfs sales are international, and we look forward to teaming with PTR mem-

bers in 126 countries.

DecoTurf, headquartered in Andover, Mass., has authorized applicators around

the world. Visit www.decoturf.com or call 800-332-6178 in the U.S, or 978-623-

9980 internationally.


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Wilson playersRoger Federer and Serena

Williams both won the 2007 Aus-

tralian Open playing with the compa-

nys new [K]Factor frames. Federer

played with the [K] Six.One, while

Williams played with a prototype frame.

Head has signed an agreement withworld No. 1 Amelie Mauresmo of France

that will continue through 2010. Maures-

mo, who won the 2006 Australian Open

and 2006 Wimbledon, will play with

Heads Flexpoint Radical MP racquet.

Bill Mountford, the director of tennis atthe USTA Billie Jean King National Tennis

Center in Flushing Meadows, N.Y., will

leave the USTA in April to become thehead of coach relations and competition

at the soon to open National Tennis Cen-

ter in Roehampton, West London.

Peter Burwash, president of tennismanagement firm Peter Burwash Interna-

tional, was named Tennis News 2006 Per-

son of the Year by Bob Larson, publisher

of Daily Tennis News (www.tennisnews.com).

John McEnroe and Martina Navratilovawill be the lead on-air analysts for The

Tennis Channel during the networks cov-erage of the French Open, from May 27

to June 8.

Charles Charlie Grimes, husband ofUSTA Chairman and President Jane

Brown Grimes, died on Feb. 5, of pancre-

atic cancer in New York City. He was 71

years old. He was a 1957 graduate of

Yale University, and a member of the

1956 Yale Varsity Crew that won a gold

medal in the 1956 Melbourne Olympics.

Donations can be made to: National Row-

ing Foundation, 67 Mystic Road, Stoning-

ton, CT 06359.

Dunlop player Tommy Haas won theRegions Morgan Keegan Championships

in Memphis without losing a set or facing

a single break point all week. Haas, cur-

rently ranked No. 9, defeated Andy Rod-

dick in the final. It was Haass first

tournament with the new Dunlop

Aerogel 3Hundred racquet.

PE

OPL

EWATC

H

Duddy Is Newest USRSA Tester

Jim Duddy of the Overland Park (Kan.) Racquet Club is thenewest USRSA certification tester. Hes been a USRSA MasterRacquet Technician for more than 10 years and has strung for alltypes of players, from beginners to pro tour players. Duddy, aPTR-certified pro, also has taught tennis for more than 13 years,working with all levels of students, including tour players. A former women'stennis coach at Rockhurst University in Kansas City, Mo., Duddy currentlyteaches tennis at the Overland Park Racquet Club, where he is on staff withboth the Futures Program and the Mike Wolf Tennis Academy.


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A P R I L 2 0 0 7I N D U S T R Y N E W S

14 RACQUET SPORTS INDUSTRY Arpil 2007

Babolat Introduces Propulse Shoe

Top American player Andy Roddick is playing with the new Babolat Propulse ten-

nis shoe, which he started wearing at the 2007 Australian Open. The newest

model in the Babolat footwear range, the Propulse has Roddicks signature.

During a match, shoes are subjected to extreme conditions, says Roddick. I

particularly appreciate the traction and quick acceleration I get with the Propulse.

Roddick has been playing with Babolat racquets and strings since 1999 and wearing

Babolat shoes since August 2005.

Babolat says the shoe features three groundbreaking innovations:

Q Michelin rubber outsole compound, developed by the engineers at Michelin to

provide durability;

Q Exclusive Michelin outsole sculpture, to help max-

imize grip on all court surfaces through Michelins

Optimized Cell System (OCS), a technology

used in auto racing;

Q Exact Pro Propulsion system

in the forefoot that works

like a booster to recover

faster in lateral move-

ments. For information,

visit www.babolat.com.

18 Courts in Conn. Receive Classic Turf Surface

Classic Turf Co. of Woodbury, Conn.,recently started work resurfacing the 18asphalt courts overseen by the Trumbull(Conn.) Park and Recreation. All of the

courts were cracked, and 12 were closeddown completely because they weredangerous to players, says Tumer Eren,president of Classic Turf, which manufac-tures and installs a cushioned sheet-goods surface system. They keptrepairing the same problems over andover, and decided to finally go with asoft, comfortable surface that wontcrack. The project is expected to be completed in the summer. For moreinformation, contact 800-246-7951 or visit www.Classicturf.org.

Head to Introduce Metallix Squash Frames

Head will introduce four racquets this summer as part of its Metallix

series: The Metallix 160 (used by world No. 2 David Palmer), the

Metallix 140 (used by sisters Natalie and Rachel Grinham),

the Metallix 130 and the Metallix 150

Head says its Metallix is one of the lightest and

strongest new materials made today, giving players a

lighter, stronger, and more powerful racquet. It con-

sists of a specially-designed matrix of carbon

fibers and a crystalline metal alloy that has a grain

size 1,000 times smaller than that of a typical

metal. The decreased grain size translates to anincrease in strength, says the company. Visit

www.head.com.


17/60



Balle de Match AddsReps, Expands in Canada

Apparel maker Balle de Match has added new sales reps

in the U.S., and the company has become a partner

with the Tennis Professionals Association (TPA), part

of Tennis Canada, the governing body of tennis in Canada.

Kit Rohm and Vicky Franz, former sub reps for Ellesse

and Lotto in Orange County, are now managing the South-

ern California region for Balle de Match exclusively. In

Florida, the company added Mari Workman and Lisa

Durkin. Also, Terry Gratz and Laurie Bouch will manage

sales in the Northeast and Southeast regions.

The two-year agreement with the tennis pro association

in Canada will give the 1,600 TPA members the opportu-

nity to purchase Balle de Match apparel on a preferred

basis. The company will offer special packages to mem-

bers, including a warm-up designed specifically for the

TPA.

Having TPA members wear our product will enhance

our brand awareness with consumers, which will help

drive sales at retail, says Balle de Match co-owner John

Embree.

Dunlop SponsorsJunior Points Race

Dunlop Sports Group Americas and the USTA South-

ern Section announced Dunlops sponsorship of

the D-Squad Points Race competition in the South-

ern Regional Bullfrog Junior Tennis Circuit, whichkicked off in early February in Jackson, Miss.

Players who compete in at least four of the eight

Bullfrog Tennis Tournaments held throughout the South

will garner points as they advance into and beyond the

quarterfinal roundsranging from 3 points for reaching

the quarters to 10 points for the winner. The overall

winners in the boys and girls categories will have their

names engraved on the Dunlop Cup Legacy Trophy,

which will be on permanent display at the USTA South-

ern Section office in Atlanta. Each winner will also be

presented with a personal Dunlop Cup trophy.

The top three total point finishers in each age group

(12s, 14s, 16s, and 18s) of boys and girls will receive a

variety of premium Dunlop tennis products based on

their performance in the D-Squad Points Race. These

awards will include Dunlops Aerogel racquets, clothing,

and a variety of Dunlop bags, grips, and other acces-

sories from its 2007 line.

Dunlop is excited about its renewed commitment

to junior tennis, says Kai Nitsche, general manager of

racquet sports. We are extremely proud of our D-

Squad team of sponsored players and see the Dunlop

Cup as a way of further expanding our efforts to junior

tennis overall.

Georgia, Georgia TechWin Team Indoor Titles

Top-seeded Georgia beat No. 2 Ohio State 4-0 in the final at the

USTA/Intercollegiate Tennis Association National Men's Team

Indoor Championships at Midtown Tennis Club in Chicago.

Its Georgia's second straight team Indoor title. The Bulldogs havenow won 38 of their last 39 matches over the past two seasons.

This event, which features 16 of the nation's top programs,

has crowned a national indoor champion every year since 1973.

This is the second time in three years Midtown Tennis Club and

the University of Illinois have served as hosts.

For the women, fourth-seeded Georgia Tech beat Notre Dame

4-2 in the final at the USTA/ITA National Women's Team Indoor

Championships at the University of Wisconsin's A.C. Nielsen Ten-

nis Stadium in Madison. Earlier, in the semifinals, Georgia Tech

handed No. 1 Stanford its first loss since May 18, 2003. Stanford

had won its last 89 matches, an NCAA Division I women's tennis

record, before falling 4-3 to Tech."We keep telling our players it's all about taking things day by

day and just try to keep getting better, that good things will

come," Georgia Tech coach Bryan Shelton said. "We'll be able to

really appreciate this win down the road, but right now we just

want to hold on to the mentality of looking to improve every day.

I think we're heading in the right direction."

In Division 3, the University of California-Santa Cruz beat

Claremont-Mudd-Scripps to claim the ITA Mens National Team

Indoor Title.

USPTA Kicks Off 2007 Tournament Series

In 2007 the USPTA will once again offer its members the chance

to earn prize money and ranking points through

its USPTA National Surface Championship Series.

USPTA members will test their playing skills

beginning with the USPTA Clay Court Championships

set for May 4-7. The event is presented by the USPTA

Florida Division and the Ibis Golf and Country Club in

West Palm Beach, Fla. Total prize money for this tournament is

$8,000. The tournament will feature events in mens and womens

35s, 45s, 55s, and Open divisions in singles and doubles.

The series will give USPTA members the flexibility and opportu-

nity to compete on various surfaces. The national tournaments are

open to Professional-Level members in good standing.For additional information, contact 800-USPTA-4U. USPTA Pro-

fessionals may log in to the members only section of

www.uspta.com for an application.

2007 USPTA National Surface Championship Series schedule:Q USPTA Clay Court Championships, May 4-7, Ibis Golf and Country Club, West Palm

Beach, Fla. Tournament director: Chuck Gill, 561-624-8900; USPTA contact: Todd Rue-

disili

Q USPTA Grass Court Championships, Aug. 24-26, Philadelphia Cricket Club, Philadel-

phia. Tournament director: Ian Crookenden, 215-247-6290.

Q USPTA International Championships, Sept. 17-21, Saddlebrook Resort, Wesley Chapel,

Fla. Tournament director & USPTA contact: Frank Kelly, 512-453-7249.

Q USPTA Hard Court Championships, Oct. 27-29, Hollytree County Club and Tyler Ten-

nis & Swim Club, Tyler, Texas. Tournament directors: Jim Sciarro, 903-581-7788 &

Guillaume Gauthier, 903-561-3014; USPTA contact: Frank Kelly, 512-453-7249.


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Q: WHAT IS THE DI FFERENC E

BETWEEN WINNINGAND

LOSING?

A: [K]ONTROL

I S T H E D I F F E R E N C E

IN 2006THE PLAYERS WHO HAD THE FEWEST UNFORCED ERRORS

*WON A COMBINED 74% OF THE TIME*on average of all 4 grand slams

P O W E R I S N O T H I N G

WITHOUT [K]ONTROL

FACT

RESULT

[k]ontrol your shots[k]ontrol your game

[k]ontrol your results[k]ontrol your destiny

what is [k]?the [k] represents the four new

proprietary wilson technologies

which result in enhanced [k]ontrol

what is factor?by definition, "factor" represents

anything that actively contributes

to the production of a result

D E F I N I N G [ K ] F A C T O R

wilson [k]factor combines the next generation in

nanotechnology and unique frame engineeringinnovations, that result in the ultimate line of

[k]ontrol rackets for all player types


21/60

4 [k]ey technologies: [k]arophite black [k]onnector [k]ontour yoke [k]ompact center

3 [k]ey benefits: increased eel + more strength & stability + bigger sweet spot

[k]factor = 4 [k]ubed = 64% more [k]ontrol*

[K]EY FEATURES

[ 1 ]

[k]onnector

2 external wings molded intoeach side o the hoop to increase the

dwell time o the ball upon impact.

this provides greater control and

comort with a larger sweet spot.

[ 2 ]

[ 4 ][k]ompact center

new industrial design innovation

that improves handling,

maneuverability and provides

additional eel. directly inspired

by #1 in the world roger ederer.

[k]arophite black

a proprietary next generation structure created through a unique process at the

nanoscopic level resulting in more eel and a stronger and more stable racket.

[k]ompactcenter

[k]ontour yoke

new rame engineering technology

that enhances stiness at key

stress points on the racket or

improved torsional stability.

[ 3 ] newshapedyoke

ordinary racket [k]factor racketncode racket

[k]factor racketnanoscopic view

[k]arophite black

new structure


22/60

[k]arophite black [k]onnector [k]ompact center [k]ontour yoke double hole

the flagship of the [k]factor line loaded with all the latest technological features including

the exclusive [k]onnector system. the [k] one is the first racket of its kind to bring maximum

power with a great combination of [k]ontrol and forgiveness in an extra-light frame. producing

explosive shots with unmatched [k]ontrol, the [k] one is an almost unfair advantage on court.

[K] ONE

Swing Index 1 / S & C

Headsize 122"

Strung Weight 9.4 z

Balance 11 HH

List $350

[K] THREE

[k]arophite black [k]ompact center [k]ontour yoke triad technology double hole

a winning combination of power, [k]ontrol and [k]omfort in a lightweight and forgiving racket

for players who refuse to [k]ompromise with their equipment. [k]factor technology combinedwith the proven triad system makes this lightweight frame an all court classic.

Swing Index 3 / S & C

Headsize 115"

Strung Weight 9.5 zBalance 8 HH

List $300


23/60

[k]arophite black [k]onnector [k]ompact center [k]ontour yoke double hole

the [k] four 112 delivers the ultimate in power and [k]ontrol thanks to [k]factor technology.

featuring the exclusive [k]onnector system with an oversized sweet spot, the [k] four will

become an instant favorite for those who are seeking to [k]onquer the game.

[K] FOUR 112

Swing Index 4 / M

Headsize "

Strung Weight 9.7

Balance 6 HH

List $60

[k]arophite black [k]ompact center [k]ontour yoke / double hole

a new pinnacle of balance has been achieved with this midplus racket which blends power,

stability and maneuverability with enhanced [k]ontrol. designed for players looking for morepace and spin in their shots.

Swing Index 4 / M

Headsize 05"

Strung Weight 9.9 Balance HH

List $30

[K] FOUR 105


24/60

[k]arophite black [k]ompact center

unmatched [k]ontrol and feel, period. choice of the worlds #1 player, roger federer.

the integration of [k]arophite black elevates the [k] six.one tour as the new benchmark

of precision to take [k]ontrol to the next level.

[K] SIX.ONE

TOUR

Swg Id 6 / F & L

Hdz 90"

Srug Wgh 2.5 z

Blc 9 HL

L $220

[K] SIX.ONE95 / TEAM

5 / 8 0 / 5X TEAM

Swg Id 6 / F & L 6 / F & L

Hdz 95" 95"Srug Wgh 2.3 z 0.8 z

Blc 9 HL HL

L $20 $20

[k]arophite black

[k] six.one 9 / 9 1 x 2 / 9x

the #1 racket choice of touring professionals and the new envy of aspiring players worldwide.

improved precision through the integration of [k]arophite black gives all players the

[k]onfidence to get the job done. the ideal weapon for the player in [k]ommand of their game.

[k]arophite black double hole

[k] six one team


25/60

[k]arophite black double hole

an all around player's racket with a great balance of [k]ontrol and power. [k]factored

for better feel with improved maneuverability, the [k] surge fulfills the desires of a new

generation of aggressive players who expect to [k]eep dominating.

[K] SURGE

Swig Idx 5 / M

Hdsiz 100"

Srug Wigh 10.5

Blc 1 HL

Lis $200

[k]arophite black [k]ompact center [k]ontour yoke double hole

[k] en

an extremely versatile racket combining power, maneuverability, comfort and [k]factor

technology all in one. designed for a wide variety of player types, the [k] zen provides asense of touch that is almost organic in feel for the player who is always in the moment.

[k] en team

an excellent frame for all court players of all skill levels, the [k] zen team features many

[K] Z [K] Z TEAM

Swig Idx 6 / F & L 6 / F & L

Hdsiz 103" 103"Srug Wigh 11.1 10.1

Blc 5 HL E

Lis $190 $190

[K] ZEN/ TEAM


26/60

w, wilson, iso-zorb and triad are registered trademarks of wilson sporting goods co.

[k]factor, [k] four, [k] grip, [k] one, [k] six.one, [k] surge, [k] three, [k] zen, [k]arophite

black, [k]ompact, [k]onnector, [k]ontour yoke, nano technology, nanofoam, ntour,

nxt and nzone are trademarks of wilson sporting goods co.

breast cancer research foundation is a trademark of and prevention and a cure in

our lifetime is a registered trademark of the breast cancer research foundationgrand slams is a registered trademark of grand slam tennis tours, inc.

trademarks advertised other than those of wilson sporting goods co.

are properties of their respective companies / 2007 lorenzo agius photography

[k] gut pro

A

F

I

[k] tour

O T

.

S S $

S $

T $4

XL B $5

T $5

C $55

J S $45

B $4

[k] gut 16 mini reel

[k] gut

M F / S

[k] grip

C D PU

[k] pro tour

T

'

R F J H-H.

R T

M

.

S S $5

S $

D $45

Junior [k] six.one 26

H "

S W .

L $


27/60


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A P R I L 2 0 0 7

INDUSTRYNEW

S


California Stringer SetsRecord At Tennis ChannelOpen Competition

Anew stringing champion was crowned at the 2nd

Annual Wilson World Stringing Championships held at

the Tennis Channel Open in Las Vegas in early March.

Stringing his Wilson [K]Factor racquet with an impressive

time of 8 minutes and 46 seconds, Bryan Richter of Irvine,

Calif., set a new competition record, earning the 2007

Championship title and a prize package worth $10,000.

This years Wilson World Stringing Championships washosted by Wayne Bryan, father of world No. 1 doubles

team Bob and Mike Bryan, and refereed by Dave Bone,

executive director of the U.S. Racquet Stringers Association

(and the co-publisher ofRacquet Sports Industry magazine).

Each competitors clocked time included unwrapping

the packet of Wilson Reaction string, mounting the rac-

quet, and stringing a 16-main, 18-cross pattern. The six

finalists had each cleared several heats to make it through

to the final round. Besides Richter, who works at the Irvine

Tennis Shop, the finalists were Gilbert Gan of Northridge,

Calif.; Rob Cortney of Voorhees, N.J.; Jim Downes of Balti-

more; Paul Neely of Phoenix; and Joseph Heydt of Omaha.

L E T T E R SPro Says Limit Foreign Players at U.S. CollegesTo the Editor:

Colette Lewis may be a longtime observer, but shehasnt been observing long enough or observing closeenough. Her opinions concerning limits on foreign tennis

players in U.S. colleges and universities (Your Serve: AnInternational Flavor, February 2007) are "bad ideas" and"all wet.

Older, more experience foreign tennis players whohave been unable to make it in professional tennis aretaking scholarship money from deserving American kids.

Most of this money is U.S. taxpayer dollars.If a similar thing was happening in football and bas-ketball, there would be a national uproar. In addition, this

practice is hurting the grassroots efforts of the USPTAteaching professional to "grow the game." Talk to someU.S. USPTA pros and get their perspective on U.S. collegetennis and how it impacts "growing the game." Only the

presidents of Division 1 universities can direct the NCAAto change the rule. Let's hope they take action soon.

John R. WilliamsUSPTA Professional 1

We welcome your letters and comments. Please email them to [email protected] or fax

them to 760-536-1171.

Head Continues Partnership with Beach Tennis

Head/Penn Racquet Sports has renewed its agreement with Beach Tennis USA to be

the official racquet and ball supplier for its 2007 national tour. Beach Tennis USA,

which launched the new hybrid sport in 2005, kicked off its nine-city pro tour in

Delray Beach, Fla., in mid-March.

"We are excited to have extended our partnership with Beach Tennis USA. This is

just one more outlet for Head to be involved in growing the game of tennis, says AmyWishingrad, promotions manager for Head/Penn Racquet Sports.

Beach tennis is played on a regulation beach volleyball court. Using regulation ten-

nis racquets, two players on each team try to hit a tennis ball back and forth, directly

over the net, without letting it hit the sand. Only one hit per team is allowed on each

volley and scoring is the same as in tennis, with no-ad at deuce. If a player's serve hits

the net and goes over, it countsjust as in beach volleyball.

In related news, Beach Ten-

nis USA announced that its

Charleston, S.C., licensee, Car-

olina Beach Tennis, will hold a

series of beach tennis exhibi-

tions at the Family Circle Cup

in April. Instructional clinics as

well as professional demon-

strations of beach tennis play-

ing techniques will take place

April 10-13 on-site at the Fami-

ly Circle Cup, which will be

held in Charleston.

To learn more, call (917) 305-

0975 or visit www.beachtennis

usa.net.

USRSA MEMBER CLASSIFIEDS

NOW HIRING TENNIS RACQUETSTRINGER WITH PRIOR STRINGINGEXPERIENCE. Must be reliable,detail oriented and able to work ina high-volume and fast-paced

environment. USRSA certificationpreferred. Chicago Tennis and GolfCompany has been serving thetennis community for the last 18years. Email [email protected] call Corinne at 773-588-8884.

HELP WANTED: RacquetStringer/Manager wanted, BeverlyHills, South Bay. Please call Peteat 310-600-2009.

FOR SALE: Established Tennis &Health Club in Bristol, Tennessee.Four Indoor hard courts with com-plete Nautilus and Free weightroom, three racquetball courts,basketball, and pro shop. Outdoorcourt complex with four clay hydrocourts and two hard courts, club-house and garage. Our website iswww.toddsmith.usptapro.com oremail [email protected] phone423-341-3484.


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SUCCESSmarketing&


and not so much in racquet stringing.

Youll want to expand the womens cloth-

ing category into two-and-a-half squares

and shrink your strings and grips to half a

section. Then, maybe you allocate one-and-a-half squares for your racquets and

the same for your mens clothing section.

For this example, the space allocation for

your shop might look something like the

diagram at left.

The main point is to carefully catego-

rize your sales by the product groups such

as those we have listed. Then, evaluate

the percentage of your total sales that

each of those categories generates. For

instance, you may do a huge stringing

and customizing business, so youll thenwant to give that area much more space.

Now, youll have a much clearer pic-

ture of how much floor space to allocate

for each category. Q

marketing&

uccessful retailing is more system-

atic and analytical than ever. For

those of us in the tennis industry,

it only makes sense to learn valuable

lessons from the large and financially

robust retailers.

One of the concepts these retailers

employ is to allocate merchandise space

and analyze the subsequent profits by

the square foot. They calculate available

shelf space and painstakingly set up

software systems that measure sales on

each shelf and on each portion of each

of those shelves.

In a tennis pro shop or specialty

store, we can apply this same scientific

approach without that same level of

painstaking detail that some of the larg-

er chain stores utilize. However, even

this more simple approach can have the

same profound effects. Heres an exam-

ple:

Your pro shop floor space measures

28 by 38 feet, so you have 1,064 square

feet in available floor space. Your

counter area is 8 feet long and 8 feet

deep, totaling 64 square feet. This

leaves 1,000 square feet for retail dis-

play that can generate sales income and

profit.

After measuring your shop, you need

to make a list of your general categories

of merchandise and space utilization.

Heres an example to get you started:

Next, make a rough drawing of your

pro shop and convert the 1,000-square-

foot shop into 10 100-square-foot rec-

tangles. Now, simply write-in each of the

above categories.

By now youve noticed that in this

example, we have 10 space areas and

eight categories. This is where you

expand the space for the more profitable

categories and shrink the space for the

products with lower sales volume and

profitability.

In this simple example, lets say you

do a big business in womens tenniswear,

S

Areas of InfluenceAllocating merchandise space based on

sales by square foot can greatly expandyour revenue centers. B Y J O E D I N O F F E R

1. Racquet stringing

2. Racquet displays

3. Mens clothing

4. Womens clothing5. Tennis shoes

6. Tennis strings and grips

7. Accessories including hats,

wristbands, etc.

8. Gifts including everything from

jewelry and racquet bags

Joe Dinoffer is a Master Professional for

both the PTR and USPTA. He speaks fre-

quently at national and international

tennis teacher workshops as a member

of both the Head/Penn and Reebok

National Speakers Bureaus. He is president of

Oncourt Offcourt Inc. and has written 16 books and

produced more than 30 instructional videos.


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$

Many tennis shop and facility owners

may be overlooking a number of

tax breaks under the false impres-

sions that they had expired. Still other tax

breaks, that may have been considered

too complex in the past, have now been

clarified thanks to the last-minute passage

of a tax law.

The Tax Relief and Health Care Act of

2006, passed late in December, extended

a number of expired or expiring tax

breaks. Covered were provisions such as

sales tax deductions for people in states

without income taxes, the tax deduction

for college tuition, a tax credit for hiring

welfare recipients and others facing diffi-

culties finding jobs, tax credits for alterna-

tive energy producers, and purchases of

solar energy equipment by homeowners

and businesses. All told, the extension of

expiring and expired tax breaks, along

with several new tax provisions, are

expected to save taxpayers $38 billion

over the next five years.

Regardless of whether youve already


Last-Minute Tax BreaksThat Can Save You Money

B Y M A R K E . B A T T E R S BY

YOUR finances

filed your annual tax returns, have taken

advantage of the automatic extension

of time to file those returns, or are in

the process of preparing income tax

returns, you and your tax adviser should

review these tax breaks.

HOW YOU CAN SAVE

Among the tax breaks likely to be of

most interest to your business are:

Q Improving Leased Property: Thoseowners or operators who lease proper-

tyany business propertywill find

that the new law extends the 15-year

recovery/write-off period for certain

leasehold improvements through 2007.

Generally, qualified leasehold improve-

ment property is any improvement to an

interior portion of a non-residential

building.

Remember, however, unless a lease-

hold improvement qualifies as 15-year

leasehold improvement property, thecost of an addition or improvement

made to property that is a structural

component of the building must be

depreciated. For example, the cost of

installing permanent walls in a commer-

cial building (structural components)

would be separately depreciated over a

39-year period.

Q Energy-Efficient Buildings: Today, the

pro shop and other buildings utilized by

tennis facilities have one thing in com-

mon: high energy bills. But theres a

unique write-off for the owners of com-

mercial buildings. The new law extends

that benefit until Jan. 1, 2008.

Under the energy tax write-off,

qualifying taxpayers may deduct costs

associated with energy-efficient com-

mercial building property. The new law

extends for one year a deduction for

expenditures by owners to help their

commercial buildings reduce annual

energy and power consumption by 50

percent compared to the American Soci-

ety of Heating, Refrigerating and Air

Conditioning Engineers standard.

The deduction equals the cost of ener-

gy-efficient property installed during con-

struction, with a maximum deduction of

$1.80 per square foot of the building. In

addition, a partial deduction of 60 cents

per square foot is available to offset the

cost of the buildings subsystems.

In order to qualify for this write-off,

the property acquired to help make the

building more energy efficient must havebeen placed in service between Dec. 31,

2005, and Jan. 1, 2008. The next law

extends the write-off for equipment or

property acquired to make commercial

buildings more energy-efficient to expendi-

tures made before Jan. 1, 2009.

Q Work Opportunity and Welfare-to-Work

Credits: The Work Opportunity (WO) and

Welfare-to-Work (WTW) tax credits were

originally created to provide incentives for

employers to hire economically disadvan-

taged individuals. The new law retroactive-ly renews both the WO and the WTW

credits for 2006, combining them, with

enhancements, into one credit for 2007.

The credits continue to target nine

specific groups of economically challenged

individuals. The combined credit in 2007

will simplify the necessary computations

and, therefore, enhance its use, especially

among smaller retail shops and businesses.

For most of the targeted groups, the credit

is equal to 40 percent of qualified first-

year wages (25 percent if employment is

more than 120 hours but less than 400

hours). Qualified first-year wages cannot

exceed $6,000. That means a tax credit, a

direct reduction in the tennis operations

tax bill, of as much as $2,400 per qualified

individual in the first year of employment.

Q Health Savings Accounts: Many business

owners have, in recent years, discovered

the cost-effectiveness of health savings

accounts, or HSAs. Similar to an Individual

Retirement Account (IRA), but earmarked

for health-related expenses, the HSA has

caught on among small business owners


33/60April 2007 RACQUET SPORTS INDUSTRY 23

Mark E. Battersby is a tax advisor and author

in Ardmore, Pa.

as an excellent, tax-favored fringe

benefit for themselves as well as

employees.

Contributions to HSAs are tax

deductible, whether made by the

individual or a business, HSAs enable

anyone with high-deductible health

insurance to make pre-tax contribu-tions. Contributions equal to the less-

er of the annual deductible or $2,700

for self-coverage ($5,460 for families)

in 2006 to cover health care costs

qualify. Unlike an IRA, any amount

paid or distributed from an HSA, used

exclusively to pay qualified medical

expenses, are not included in gross

income.

As part of the new law, Title III,

the Health Opportunity Patient

Empowerment Act of 2006, HSAs arenow more attractive then ever. Unlike

many of the extended provisions, the

HSA enhancements have been made

permanent, with most taking effect

for tax years beginning after 2006.

Employees, even employees of

their own tennis facility or business,

with a health flexible spending

account (FSA) or a health reimburse-

ment account (HRA) will be allowed

to make a one-time transfer of the

balance of their FSA or HRA to an

HSA. The maximum amount that may

be transferred, tax-free, is the lesser

of the balance on the date of transfer

or on Sept. 21, 2006. The transfer

must be made before Jan. 1, 2012.

Whats more, those shop owners

and facility operators with tax-favored

IRAs are allowed a one-time, once-in-

a-lifetime, rollover of funds from their

IRAs into an HSA. The change is

designed to give those with IRAs

quicker access to their funds for med-

ical expenses, but it is also expected

to spur interest in HSAs. The election

to make the rollover is irrevocable and

the new rules apply to tax years

beginning after Dec. 31, 2006.

So-called Medical Savings

Accounts (or Archer MSAs) also allow

favorable tax treatment of money

saved for medical expenses by certain

taxpayers covered by high-deductible

plans. Another provision in the tax

law allows new contributions to this

type of plan through Dec. 31, 2007.

ON A PERSONAL NOTE

The new tax legislation is not all business.

In fact, only a few of its provisions bene-

fit the average tennis facility and business

or are related to business. By far, the

majority of the extended or resurrected

provisions in this bill apply to individuals.

Those provisions cover such things as:Q An above-the-line deduction for

higher education expenses.

Q Deduction of state and local sales taxes.

Q Above-the-line deduction for expenses

of elementary and secondary school-

teachers.

Q Extension of energy-efficient new

homes credit.

Q Extension of credit for residential ener-

gy-efficient property.

Q Alternative minimum tax credit relief for

individuals.

AFTER THE FACT

The extenders bill passed after the IRS

printed the 2006 tax year materials.

Although the IRS will not be revising the

printed tax forms, it plans a media blitz

to alert taxpayers that the extenders are

back and should not be overlooked in

preparing 2006 returns (visit www.irs.gov

for more details) and to claim the retroac-

tively resuscitated tax breaks. Publication

553 (Highlights of 2006 Tax Changes) is

expected sometime in the first quarter of2007.

Fortunately, tax laws now permit auto-

matic extensions of time in which to file

income tax returnsbut not the taxes

due. If the tax returns have been filed, you

can also correct errors and omissions on

that already-filed returnincluding previ-

ously overlooked or neglected deductions

and tax credits and to claim a refundby

filing Form 1040X for individuals or Form

1120X for corporations that filed Form

1120. Generally, you can file a claim forrefund within three years from the time

the return was filed. Q


34/60

THE master pros

Philosophy MajorFor Nick Saviano, teaching excellence to youngsters

comes naturally.

Nick Saviano lived a dream shared by

countless young tennis players: He

got to play on the pro tour for nine

years, ranking in the Top 100 in singles

and doubles, and won four titles. But if

you ask him to name the best time of his

career, he says its right nowteaching

kids.

I enjoy what I

do immensely every

day, says Saviano,

designated a master

pro by the PTR and

the USPTA. The best

time of my tennis

career will always be

today.

After retiring from

the ATP Tour in

1984, Saviano briefly worked as a private

coach and pursued some non-tennis ven-

tures. But the allure of the tennis life was

too strong to resist, and he soon joined

the USTA as a part-time coach. He then

became a full-time USTA national coach,

followed by the high-profile job of direc-

tor of coaching education for USA Tennis

High Performance.

In between, Saviano has also been an

oft-read writer. His instruction articles

have appeared in Tennis magazine and

Tennis Life, and he authored the 2002

book Maximum Tennis: 10 Keys to

Unleashing Your On-Court Potential.

After leaving the USTA in 2003, he

established Saviano High Performance

Tennis, based at Tennis Park Club in Sun-

rise, Fla. The program is his station for not

only developing elite juniors, but for also

helping those same kids develop into well-

rounded adults.

You use athletics as a way to teach

excellence and life skills, Saviano says.

Athletics becomes a wonderful tool, and

the competition becomes a metaphor of

life: preparation, self-discipline, dealing

with success, dealing with perceived fail-

ure, learning to focus on the things you

can control, learning to master skills. One

of the secrets of competition is that its

not really about the other person or the

other teamits about mastery of oneself

and always doing the best that you can

do, and always pushing yourself for more.

Success is not predicated on not losing.

If that sounds overtly philosophical,

know that its supposed to. Its critical

that any coach have a clear philosophy on

life, on athletics, and specifically on teach-ing tennis, Saviano says, because its

the compass by which you make decisions

throughout your career.

Savianos clear philosophy clearly

works well. His pupils have won nearly

every major junior tennis event in the

world, along with titles on the USTA Pro

Circuit and the ATP Tour.

His success is widely noted and

respectednot only by the players, but

also by his peers. Nick is certainly one of

the masters of tennis teaching, says Tim

B Y C H R I S N I C H O L SO N


Heckler, CEO of the USPTA. He has

studied, learned, and written about the

modern game, and his work is applauded

by all who know it.

What makes Nick such a great

coach is his honesty, integrity, and knowl-

edge, says Johnny Angel, a WTA Tour

coach and former director of the PTR

Florida Section. Hes always got ideas,

he shares information, he maintains an

energetic environment. And he has aknack for being able to look at problems

and find new solutions.

Despite the praise for his accomplish-

ments, Saviano remains grounded by his

philosophythe fruit of his craft is not

for him, but for the youngsters he

coaches.

The most fulfilling part Saviano

says, is feeling like you are having a pos-

itive impact on young people. Youre

helping them strive for excellence and

achieve their goals, and you are using

tennis as one of the vehicles for which to

accomplish that. Q

This is the sixth of nine installments

on the teaching pros who hold Mas-

ter Pro certifications from both the

PTR and the USPTA.

Coaching Tipsfrom Nick SavianoQ Always strive for excellence in your pro-

fession, which means constantly looking

to learn, looking to grow, and looking to

improve.

Q It is a sacred trust working with youngpeople. You have a moral and profession-

al obligation to watch over them, and to

try to provide a safe, healthy, wholesome

environment for them to grow and learn.

Q Watch and observe modern tennisstay

current with what you teach and how you

teach it.

Q If you genuinely put the player first, in

terms of what you think is good for them,

ultimately it will be good for you as a

coach.


35/60


36/6026 RACQUET SPORTS INDUSTRY April 2007

Your customers are the most important people inthe world. You need to do everything you can tokeep them wanting more.

Theres an old saying that tells us a satisfied customer is a

happy customer. Well, in these competitive times, satis-

fied just doesnt cut it. If you want people to spend their

hard-earned dollars at your club, you must do more.

When a person leaves your facility, you dont want them

to be merely satisfied with the experience. You want them to

be excited, even exhilarated. Satisfied they can get any-

where. Exhilarated is special, it makes them want more.

Im fortunate to work at a club that takes exhilarated to

a new level. The Four Seasons Racquet Club in Wilton, Conn.,

is owned and operated by former Great Britain Davis Cup star

Stanley Matthews, and the club has been keeping customers

exhilarated for more than

30 years.

Whats the secret?

Matthews says it lies in first

understanding what your

customers want and then,

not merely giving it to them,

but exceeding their expecta-

tions.

A person, who is exhila-

rated by their experience at

your club, will not only become a loyal customer, theyll

spread the word to their friends, says Matthews. And, as we

all know, word of mouth is the strongest and most effective

form of advertisingboth positive and negative.

Four Seasons is one club that truly gets it, says Geoff

Norton, who has visited hundreds of clubs while working for

both the PTR and USTA. From the person answering the

phone to the pro and maintenance staffs, each and every per-

son at Four Seasons is dedicated to making their customers

not only feel welcome, but

special.

The key to building a

successful business is to

turn your customers into

clients, and in order to do

so you must give them a mem-

orable experience each and every time they see you. Here are

a few of Matthews top customer-service secrets.

1. Treat Customers Like RoyaltyPeople come to tennis/fitness clubs for a variety of reasons. It

could be for a lesson or to play in a league. Maybe its a week-

ly social game or perhaps they simply come in once a week

to check out your pro shops latest fashions.

It doesnt matter why theyre there, says Matthews.

They are your customer and should be treated as if they are

the most important person in your business world because,

C U S T O M E R S E R V I C E

B Y G R E G M O R A N

SATISFACTION

GUARANTEED!

SATISFACTION

GUARANTEED!

Studies have shown that ahappy customer tells four tofive of their friends how won-derful you are while unhappycustomers will tell nine to 12 oftheir buddies how bad theirexperience with you was.

In regards to customer service,always remember that yourcustomer is your paycheck.



quite simply they are. Without them you have no business!

The entire atmosphere surrounding your business should

radiate a customer first attitude. It begins the moment they

drive into your parking lot and are greeted with a sign wel-

coming them to the club (of course, there is another sign at

the exit, thanking them as they leave).

Everyone who walks through your door is a customer or

potential customer, and they should receive a friendly greet-

ing from a member of your staff within 30 seconds of their

arrival. People do not like to be kept waiting, so no matterhow busy you may be, greet them with an immediate Hello,

how can I help you?

If the customer is a regular, greet them by their first name,

which, of course, you should know. Some may prefer Mr. or

Mrs. or Doctor so and so. Find out how they like to be

addressed and greet them that way each time you see them.

When you, or a member of your staff, come in contact

with a customer, whether it's by email, phone, letter, or a

face-to-face meeting, you leave an impression. Make certain

that people are always treated with courtesy, respect, and

enthusiasm.

I enjoy the club because of the environment on and offthe court, says Kathy Morrissey, a longtime member at Four

Seasons. Stanley and his staff always greet us with smiling

faces and go out of their way to create a very relaxed and

friendly atmosphere. This allows us to have a fun, competitive

game of tennis, visit with friends, and make new friends all at

the same time. I don't believe it gets any better than that!"

2. Know Your CustomersNames are certainly important but, if youre truly dedicated to

building long-term relationships, you need to do more than

simply place a name with a face.

Learn about their families, other interests, anniversariesand birthdays. Of course, you must never be intrusive, but

youll be amazed at how much you can learn about a person

through casual conversation as you conduct your business.

Just pay attention!

This information

can then be used to

make that person feel

more welcome when

they come to your

club. For example: If you notice someone carrying a book, the

next time you see them, ask if they enjoyed it or suggest one

that you think they might like.

Better yet, have a book waiting for them the next time they

come to the club. Tell them its a book you thought they might

enjoy. How would you feel if the next time you walked into

your tennis club one of the pros brought you an article that he

thought you might find interesting. Youd feel great!

Jack Mitchell calls this "hugging" your customers. Mitchell,

a long-time Four Seasons member and author of the popular

book Hug Your Customers, defines a hug as anything that

exceeds a customer's expectations. "It's a mindset, a way of

getting to your customers and truly understanding them,"

says Mitchell. "Hugs can come in a variety of forms. It could

be as commonplace as a smile or eye contact. It could be a

firm handshake."

For those of us in the racquet/fitness business, a hug

might be asking a customer how they

played in their latest match or

how their new fitness program

was coming along. It could also be

asking them how their child's soc-

cer game went or congratulating

them on their recent promotion.

In simple terms, a hug is

something that makes them feelthat you care about them. The

key, says Matthews, is to devel-

op not only a professional rela-

tionship but a personal one as

well. People will always do busi-

ness with those they feel comfort-

able with and like.

3. Be AccessibleAs the owner, director of tennis,

or head trainer, make certain that

you are visible throughout the cluband easily available to your clients. Keep your office door

open (unless youre in a meeting), and be sure to walk through

the club, greeting customers, as often as you can.

You represent the image of your business, so always pro-

ject a persona that is enthusiastic and eager to please.

4. Don't Leave Customers HangingA common complaint among dissatisfied customers is that

theyve left a message for a member of the staff and never

heard back from them. This is inexcusable, says Matthews.

When a person is calling to offer you their business, theyre

giving you a tremendous opportunity. To ignore that opportu-nity is not only rude, its business suicide.

A key ingredient of exceptional customer service is a

prompt response. Even if you dont have an immediate

answer to their question, start the communication. This

lets them know that they, and their issue, are important

to you.

If youre unable to take a phone call or respond to

an email at the time its received, promise to respond

by the end of the day and no later than 24 hours after

the time of their message. Then do so: the sooner the better!

Also, if youll be out of the office for an ext ended period of

time, be sure to change your voice mail and email messages

so that they tell the customer when you will or will not be

there.

5. Dealing With EmergenciesBelieve it or not, people do have tennis emergencies, says

Matthews. Though theyre certainly not life-threatening, they

are important to your customer, which means they must be

important to you.

Heres an example: Recently, one of our junior players

came running into the club at 7:30 in the evening with a true

tennis emergency: all of his racquets had broken and he had

a tournament the next day.

Our stringer had gone home for the day, but we called him

Did you know that nearly 70 percentof customers leave because of apoor attitude from an employee?

Abide by the three-ringrule: No one likes to bekept waiting, so be certainthat your staff answersyour phone within three

rings. Have them greet thecaller by thanking themfor calling, identifyingthemselves, and askingwhat they can do forthem. For example:Thank you for calling theFour Seasons RacquetClub. This is Andrea, howcan I help you?


38/6028 RACQUET SPORTS INDUSTRY April 2007

up and he came back to the club, strung the racquets and then

personally drove them over to the boys house. You should

have seen the look on the boys parents face when he refused the

tip they offered him for making the house call. Of course, he also

called the boy the next day to see how his tournament went.

Tennis emergencies can come in all forms. Weve all had

players show up at the club having forgotten their racqets.

Thats an easy one to fixgive them a demo from the pro

shopat no charge, of course.

Weve also seen players arrive to play having forgottentheir tennis shoes. Ive seen many a pro solve this emergency

by taking the shoes off their own feet and loaning them to the

player. One club in the

Northeast even has a

spare set of mens and

womens shoes in virtu-

ally every size, available

to their forgetful cus-

tomers.

A players partner fails to show up? Grab your racqet and

fill in. Someone forgets their tennis shirt and doesnt want to

buy one from the pro shop? Give them one of your clubs logoT-shirts. Believe me, theyll appreciate your generosity and it

will be great advertising for your club when he or she wears

the shirt around town.

One of my pros always makes it a point when teaching

outside to bring bug spray, sunscreen, tissues, and even extra

visors for her students who may have forgotten something,

says Matthews (below). Of course you must always have the

injury essentials on hand: ice, bandages, and Advil, as well

as a fully stocked first aid kit.

The key, says Matthews, is to always be alert to ways in

which you can help your customer and make their experience

with you more enjoyable.

6. Satisfying Dissatisfied CustomersPeople come in all shapes, sizes, and attitudes. Youll find

some customers easy to please, while you could move heav-

en and earth and still not satisfy others. Every facility has the

customer who forever has an issue with something about

the way the club is run. There is also the customer you haveto chase down every month for payment.

Lets not forget the parent who feels that their child should

be in a much stronger group for their clin-

ic or the angry team member who feels

she should be playing No. 2 instead of 6.

Plus, were all human, and that means

we make mistakes. Maybe you forgot

about a lesson and left your customer

hanging. Perhaps you remembered the lesson but neglected

to book the court. Maybe you didnt return a call when you

said you would or failed to leave a racquet for someone at the

front desk. The list is endless. Even professionals make mis-takes. The best, however, learn from them and never make

the same mistake twice.

Customers want immediate resolutions, so regardless of

whether its your fault, the clubs fault, or nobodys fault, an

unhappy customer is a business emergency, and how you

handle it will go a long way toward building your reputation

as a professional who is known for his customer service.

The customer is always right!

Weve all heard this phrase as the cardinal rule of customer

service. Well, guess what? The customer is

not always right, but it doesnt matter. They

think theyre right, and as far as theyreconcerned, perception is reality. The cus-

tomer is the customer, and it is your job to

satisfy them so that they will continue to do

business with you.

Customers get upset for two main rea-

sons:

1. They feel as if they didnt get

what they paid for. Perhaps they didnt

enjoy their lesson with a particular pro or

their racquet doesnt feel as if it was strung

at the requested 58 pounds. Maybe they

feel theyre too strong for the clinic theyve

been placed in or the new outfit they

bought makes them look fat. It doesnt mat-

ter. They dont feel theyve gotten their

moneys worth and they are not happy.

2. They feel as if theyve been

treated poorly. Nothing can get a cus-

tomer angrier than poor treatment. Maybe

they feel the pro didnt pay them enough

attention during their group lesson, or that

the person at the desk was rude or, even

worse, didnt pay attention to them.

Regardless, their feelings have been hurt

and theyre angry.

Research shows that 95 percent of dissatisfiedcustomers will do business with a companyagain if their complaint is resolved on the spot.



Sometimes an angry customer is upset about something

else and is just taking it out on y

Documents

200704 Racquet Sports Industry