201306 Racquet Sports Industry

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June 2013

Volume 41 Number 6 $5.00

www.racquetsportsindustry.com

How to SellMore RacquetsSuccessful retailers offer theirtips for moving frames

Emerging Trends in Sports Shoes

Residential Court Winner

State of the Industry Report

How to SellMore RacquetsSuccessful retailers offer theirtips for moving frames

Emerging Trends in Sports Shoes

Residential Court Winner

State of the Industry Report


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DEPARTMENTS

R S I J U N E 2 0 1 3

INDUSTRY NEWS7 State of the Industry:

Tennis economy up 3%

7 Dennis Van der Meerinto PTR Hall of Fame

8 Wilson sells direct toconsumers

8 Babolat offers newFrench Open products

8 Supplemental healthbenefits offered by USPTA

10 Peoplewatch10 Pro Sun Products launches

tennis sunscreen

11 Apply for USTAOutstanding Facility honors

11 Sarasota residents rallyto save school courts

12 Short Sets12 NFTC announces

regional playoff sites

13 USPTA Conference setfor Orlando

14 PTR names 2013award winners

4 Our Serve7 Industry News16 Letters17 Retailing Tip

18 2013 State of the Industry

19 TIA News20 Pioneers in Tennis32 Tips and Techniques34 String Playtest: Wilson Sensation Control

36 Your Serve, by Kevin Theos

2 RACQUET SPORTS INDUSTRY June 2013 www.racquetsportsindustry.com

Cover photo by Jimmy Johnston

FEATURES

24 Stepping Into the FutureNew performance elements, introducedin categories such as running and bas-ketball, are likely to emerge in the ten-nis-shoe market, too.

26 Tip SheetTennis retailers from around the coun-try tell us their strategies for sellingmore racquets.

30 Singular SensationA hard court along the water in Floridais a residential facility winner.

ContentsContents


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Our Serve

(Incorporating Racquet Techand Tennis Industry)

PublishersDavid Bone Jeff Williams

Editorial Director

Peter Francesconi

[email protected]

Associate Editor

Greg Raven

Design/Art Director

Kristine Thom

Contributing Editors

Robin Bateman

Cynthia Cantrell

Kent Oswald

Bob Patterson

Cynthia Sherman

Mary Helen SprecherTim Strawn

Contributing Photographers

Bob Kenas

David Kenas

RACQUET SPORTS INDUSTRY

Corporate Offices

PO Box 3392, Duluth, GA 30096

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 is published 10 times per

year: monthly January through August and combined

issues in September/October and November/

December by Tennis Industry and USRSA, PO Box 3392,

Duluth, GA 30096. Periodcal postage paid at

Duluth, GA and at additional mailing offices (USPS

#004-354). June 2013, Volume 41, Number 6

2013 by USRSA and Tennis Industry. All rights

reserved. Racquet Sports Industry, RSI and logo are

trademarks of USRSA. Printed in the U.S.A. Phone

advertising: 770-650-1102 x 125. Phone circulation

and editorial: 760-536-1177. Yearly subscriptions

$25 in the U.S., $40 elsewhere. POSTMASTER: Send

address changes to Racquet Sports Industry, PO Box

3392, Duluth, GA 30096.

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


A Tennis Balancing Act

4 RACQUET SPORTS INDUSTRY June 2013

One by one, all four Grand Slam tournaments have now

dug deep and managed to boost the prize money theyre

offering pro players, appeasing the pro tours, which had

been clamoring for more money. In some corners, that bwordboycotthad even been mentioned if prize money

didnt increase at the Slams.If more money goes to early round losers and to doubles players, helping

them to offset their costs to play on the tour, then Im all for it. Up-and-coming

pros can definitely use help to play tournaments and get coaching. And doubles

is too often given short shrift at the pro level, which means it doesnt have the

exposure it should, and that affects the recreational leveldoubles play is hugely

important to the growth of the recreational game.

But Im notjazzed about offering even more bucks to the top players for win-

ning a Grand Slam event. Last year, Roger Federer and Serena Williams each

earned $1.75 million for their Wimbledon singles titles. This year, Wimbledon isboosting the top singles prizes to $2.4 million. As one who sees how tennis at the

recreational level often struggles to get funds, is that sort of an increase for the

top players truly helping to grow this game? Think of what could be done at the

grassroots with that extra $1.3 million.

For the 2013 US Open, the USTA is increasing total prize money by $8.1 mil-

lion (32 percent over last year) to $33.6 million overall. In this endless loop, Wim-

bledon, of course, needed to beat that, so its now offering $34.4 million overall

for this years tournament (a 40 percent increase). And the US Open says it has

committed to increasing prize money to at least $50 million by 2017, which is a

96 percent increase from 2012 to 2017.

I get that the money the Grand Slams take in supports the recreational gamein their respective countries. I completely understand that the US Open is the

engine that drives community tennis in this country, and I applaud and support

the USTA for that.

But I worry this continuing escalation in prize money will affect how much we

have to spend delivering tennis at the community level. I worry that, in efforts to

make good on future commitments to paying even more money to pro players,

community tennis budgets, programs and staff may be affected.

Will the top pros stop playing the Grand Slams if they only win $2 million, vs.

$2.5 million? Think what an extra million dollars could do if spread around at the

community level. How many districts, CTAs, park and recs, school programs,

youth development initiatives, and 10 and Under Tennis programs could useeven a fraction of that money to help grow this sport, to help pay local teaching

pros to deliver tennis, to help educate coaches and tennis teachers, to help build

for the future?

The USTAs mission to promote and develop the growth of tennis clearly

includes making sure the US Open is the best it can be, as a premier showcase

for this sport. But lets make sure this prize money boom for the pros doesnt lead

to a bust for recreational tennis.

Peter Francesconi, Editorial Director

[email protected]


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INDUSTRY NEWSINDUSTRY NEWSI 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

WTA Player Li NaHonored By TimeMagazine

Time magazine named WTA proLi Na to the 2013 Time 100, themagazine's annual list of the 100most influential people in the

world, in its April 29 issue. Li alsowas one of seven cover subjectsfor the issue.

"I am so excited to be featuredon the cover of Time magazine's100 Most Influential People InThe World issue," Li said. "It's agreat honor for me to be in theposition of being able to helpgrow, promote and further buildthe sport of women's tennisaround the world, especially inmy native China. I couldn't be

more honored to be on the listthat includes some of the mosttalented people in the world, andto make an impact on womenand women athletes. I am grate-ful to Time for giving women'stennis the recognition itdeserves."

The list, currently in its 10th year,recognizes the activism, innova-tion and achievement of theworld's most influential individu-als. Chris Evert wrote the tribute

to Li that appeared in the maga-zine. Li made several historicbreakthroughs in 2011, becomingthe first Asian player to reach aGrand Slam final at the AustralianOpen, subsequently becoming thefirst Chinese player to reach theTop 10, and a few months laterbecoming the first Asian player towin a Grand Slam title at theFrench Open. Earlier this year shemade her third Grand Slam final,again at the Australian Open, andshe is currently the No.5-ranked

player on the WTA Tour.

R S I J U N E 2 0 1 3

Tennis Economy Up 3%, Says New Report

Tennis in the U.S. is a $5.57 billion business, according to the latest edition of the State of

the Industry report, recently released by the Tennis Industry Association. That represents

a 3% increase in the total tennis economy from 2011.

The third edition of the TIA State of the Industry report compiles data from 2012 that the TIA

collects through its more than 70 annual surveys and research studies. The report takes a top-

level view of the industry to tell a comprehensive "story of the tennis industry," says TIA Execu-

tive Director Jolyn de Boer.

The report presents important TIA data, trends and analysis so that tennis businesses canbenefit by seeing where this industry has been, where it is now, and where it's going. Important

for the industry is the 10% growth in the number of "frequent" tennis players, those who play at

least 21 times a year, to 5.31 million in 2012. Frequent players account for more than 70% of all

expenditures in tennis. Other highlights from this year's report include:

A 4% increase in overall tennis participation, to 28 million players, and the highest participa-

tion level since 2009.

Positive growth in youth tennis equipment wholesale in 2012, with 38% growth in red, orange,

and green tennis ball shipments and 5% growth in youth racquet shipments.

An increase in the TIA's new "Tennis Equipment Index," which was up 3 points over the 2011

valuation. The index is derived from taking the wholesale dollar value of racquets, balls, and

strings shipped into the U.S. tennis market.

2% growth in racquet unit sales for pro/specialty tennis retailers. Increased business for both teaching pros and court contractors in 2012.

13% growth in total hours of tennis TV coverage and 14% growth in unique TV viewers of ten-

nis in 2012, driven by viewership of the 2012 London Olympics.

The tennis industry moved in a positive direction in 2012," says TIA President Greg Mason.

"Like many other industries, we still have challenges, but the TIA, together with our industry part-

ners and the USTA, is focused on strengthening this industry and the business of tennis. The

extensive research that the TIA does is unique among sports, and it's an important part of our

support of this industry."

The 16-page State of the Industry report is an annual release made available to Industry Level

members of the TIA and above. Contact the TIA at [email protected] or 866-686-3036.

June 2013 RACQUET SPORTS INDUSTRY 7www.racquetsportsindustry.com

Dennis Van der Meer Is InauguralInductee in PTR Hall of Fame

PTR Founder and President Dennis Van der Meer

became the inaugural inductee into the PTRs newly

formed Hall of Fame, in a ceremony during the

Parade of Nations at the PTR Symposium on Hilton Head

Island May 2.

The 80-year-old Van der Meer, who had suffered a stroke,

was brought out onto Court 12 at Shipyard Racquet Club in

a wheelchair, following a moving tribute by Dr. Jim Loehr.

Luciano Botti presented Van der Meer with a plaque, and

the tennis teaching legend acknowledged the cheers of the

crowd, that included PTR members from around the world.


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8 RACQUET SPORTS INDUSTRY June 2013 www.racquetsportsindustry.com

Wilson Web Redesign Includes Selling Direct

Wilson announced in early April that it had redesigned its website andlaunched a new brand initiative that allows consumers to purchasedirectly from wilson.com.

This plan supports our existing e-commerce strategy, joining our other

sites such as atec.com, wilsoncustomgloves.com and wilsoncustomfoot-

ball.com that have been operational for several years, Wilsons vice presi-

dent of U.S. sales, Bill Kirchner, said in an email to dealers and reps.The Wilson website is our strongest consumer engagement tool and we

are investing in driving greater traffic, Kirchner continued. We have posi-

tioned our products at or above MAP pricing and will be charging sales tax

and freight. This pricing strategy positions Wilson as a convenience oppor-

tunity for those consumers that prefer to buy directly from Wilson while

they are on our site. We have carefully considered this expanded e-com-

merce approach and are confident it is the right approach to engage our

consumers.

On the redesigned website for Wilson racquets, for instance, underneath

the product description are dropdown menus for grip size and quantity.

When those fields are filled in, the site tells you whether the racquet is in

stock and offers a button to add to cart. Under that link is one for findinga dealer by entering address or ZIP code.

While Wilson officials have indicated selling direct to consumers may

affect 1 percent of total sales, emails circulating by tennis retailers and spe-

cialty dealers criticized the move to online retailing by one of the industrys

largest manufacturers.

We remain fully committed to growing our business with our dealer net-

work, Kirchner said in his email. Our priorities are to provide you with

innovative products, compelling consumer marketing and high quality cus-

tomer service.

Babolat Offers New French Open ProductsFor the third year in a row, Babolat has teamed up withthe French Open as the official tennis ball and to pro-vide stringing services for all tournament players. In

addition, the French company has unveiled its new

range of French Open products.

This year, the Pure Drive racquet gets a new look

with French Open colors. This seventh generation Pure

Drive features exclusive Cortex Active technology, for

more control in every shot, says Babolat. The Pure Drive

(suggested retail $199) is used by players such as 2011

French Open winner Li Na and 2012 French Open run-

ner-up Sara Errani.The Pure Drive Lite French Open is $195, while the

Pure Drive JR26 French Open for juniors is $104. Also,

the lightweight Babolat Drive Z, designed for advanced

players, especially women and young competitors, is

$169.

The company also offers the Team French Open bag.

The Racquet Holder can fit up to 12 racquets and has an

isotherm racquet compartment, which Babolat says

protects the quality of the string tension. A more com-

pact backpack version is also available for carrying one

racquet, and there is a version that can hold six frames.

K-Swiss Completes MergerWith E.Land World Ltd.

E.Land World Ltd. completed its acquisition of K-Swiss in a merger transaction on April 30, mak-ing K-Swiss an indirect wholly-owned subsidiary

of E.Land.

On the heels of the merger, E.Land has nameda new global executive team to oversee the newly

formed K-Swiss Inc. entity. The team will be led by

Truman Kim, chairman; Larry Remington, presi-

dent and CEO; Barney Waters, CMO; and Wim

Tuijl, managing director of Europe, Middle East

and Africa.

K-Swiss stockholders, who approved the merg-

er on April 26, will receive $4.75 in cash, without

interest, for each share of K-Swiss common stock

that they owned immediately prior to the merger.

As a result of the merger, the Class A common

stock of K-Swiss will no longer be traded on theNASDAQ Stock Market.

E.Land is a South Korean conglomerate that

not only has stake in the fashion apparel business,

but also is involved in retail malls, restaurants,

theme parks, hotels and construction. E.Land also

distributes products for New Balance and Ellesse

under license.

USPTA Partners with RezilientDirect for Health Benefits

The USPTA has partnered withRezilient Direct Corp. to give

USPTA-certified members the

opportunity to purchase additional

health coverage. Rezilient Direct,

which is based in Austin, Texas, is

one the first companies to offer sup-

plemental health benefits directly online to the

consumer.

At a time when our members are looking for tan-

gible and quantifiable benefits, Rezilient Direct has

come forward with a terrific program to help those

professionals who seek a way to help bridge the gapbetween the medical insurance that they do have

and a potential calamity that is not fully covered,

said USPTA CEO John Embree. With health care

being the No. 1 concern among our members, here

is a program that should make a positive difference.

Rezilient Directs extensive interactive platform

allows customers to enroll and purchase supplemen-

tal health insurance within minutes and get covered

in as little as 24 hours. They also have a Call and Live

Chat center to assist customers throughout the

process.

For more information, visit rezilientdirect.com.


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

June 2013 RACQUET SPORTS INDUSTRY 9 www.racquetsportsindustry.com


12/4010RACQUET SPORTS INDUSTRY June 2013

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IN

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Former ATP Executive Chairman and President Brad Drewett, age 54,passed away May 2 at his home in Sydney, Australia, following a battle

with Lou Gehrigs Disease. Drewett was a former Top 40 pro player, and

became an insightful and vibrant leader in his short tenure directing the

mens pro tour.

Marcy Bruce of McMurray, Pa., is the recipient of the2013 PTR/TIA Commitment to the Industry Award.

Bruce is a PTR Clinician and Tester in both Adult Devel-

opment and 10 & Under Tennis. She is also the TRX

Cardio Tennis Director for the Upper Saint Clair Tennis

Development Program.

Bjorn Rheborg, based in Atlanta, has joined the Gamma Sports salesteam as the regional sales manager for Georgia, South Carolina, North

Carolina and Southern Virginia. He can be reached at 404-316-7772

or [email protected].

Head Penns Doug Ganim captured the Classic Professional RacquetballTour National Championship recently by upsetting the No. 1 ranked playeron the tour in the quarterfinals and defeating the tournaments No. 2 seed

in the final.

Antigua Group apparel has announced a partnership with industry vet-eran and frequent tennis business presenter and trainer Doug Cash, owner

of CashFlow Tennis. Cash will help promote the Antigua Tennis brand dur-

ing his industry engagements.

Head Penn player Paola Longoria won her 18th straight tournament onthe Ladies Professional Racquetball Tour recently, without dropping a sin-

gle game.

Maria Sharapova has a three-year deal with Porsche AG and will be abrand ambassador for the carmaker. Last year, Sharapova won the

Porsche Tennis Grand Prix and drove home a Porsche 911 Carrera S

Cabriolet.

New Balance Canada announced the addition of Stephen Smith to theNew Balance Canada leadership team as national sales manager. Smith

comes to NB with a broad base of experience in his 25 years in the indus-

try and has held leadership positions in buying, design, development, and

sourcing prior to a senior leadership as the senior vice president - specialty

brands at RMP Athletic Locker Ltd.

Tony Larson of Blaine, Minn., defended his mens open title for thefourth year in a row at the $3,850 USPTA Indoor Championships in April,

held at Life Time Fitness in Fridley, Minn. He later went on to win the

mixed open doubles title by teaming up with Marina McCollom of West

Des Moines, Iowa. McCollom was also crowned womens open champion

by going undefeated in round robin play.

PEOPLEWATCH

Wilson to Give Away Baiardo AtIART Stringers Symposium

W

ilson Sporting Goods will offer a

Baiardo stringing machine to onelucky attendee of the 7th Annual IART

Symposium, which runs from

Sept. 21 to 25 at Saddlebrook

Resort in Tampa, Fla.

Were committed to doing our

part for this event, says Wilson Senior Designer

Ron Rocchi. This symposium showcases incredible

talent within the industry, and the technical training

is unmatched. If the technician has the proper train-

ing, they will be better equipped to sell our products

and in turn, contribute to the overall health of the

game.The Wilson Baiardo that will be given away is

one that was used at the 2013 Australian Open.

Early registration will ensure more chances to win

the machine: Those who register by July 1 will have

three chances, registration by July 8 gives two

chances, and registration by July 15, one chance.

Wilson has always been extremely supportive

of the IART Symposium, says Tim Strawn, owner

and organizer of the event. Im proud to have them

as a partner in the event.

To register and for more information, visit

www.grandslamstringers.com or call Strawn at 540-

632-1148.

Pro Sun Products Launches Tennis Sunscreen

Pro Sun Products of San Jose, Calif., has launched Pro Tennis Premi-um Sunscreen, designed for avid tennis players of all ages. Pro Ten-nis lotion is made with pure natural aloe and rich moisturizers that

maintain the skins natural moisture balance while protecting against

undesirable sun damage, says the manufacturer.

With an SPF of 30, Pro Tennis provides broad-spectrum protection

for both UVA and UVB rays. Pro Tennis will not sweat off

or wash off easily in water and is fragrance-free. All of the

ingredients used by Pro Tennis Premium Sunscreen are

approved by FDA regulations and tested according to FDA

standards. It comes in a 100ml size that fits easily in any

tennis bag and is compliant with airline travel restrictions.

Our goal is to provide tennis specialty retailers and pro

shops with the highest quality sunscreen designed specifi-

cally for tennis and available at an affordable price, says

Robert Spurzem, president of Pro Sun Products. Tennis

players deserve the highest quality in every tennis product

they select, and sunscreen is no exception. Pro Tennis fills

an important product gap in every tennis retail store.

All tennis players require sun protection, says Anthony Paz, owner

of The Tennis Station in Burlingame, Calif. Pro Tennis has quickly

become a hit with my customers.

I was initially attracted to Pro Tennis for its light texture and how it

quickly absorbed into my skin, says Debb Roberts, owner of Debbs

Tennis of Los Gatos, Calif. I cater to female tennis players so it was

important that it worked well with womens make-up.

For more information, visit www.prosunproducts.biz or contact

[email protected].


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Is Your FacilityOutstanding?

Submit your application nowfor the USTAs annual Out-standing Facility Awards. The

awards program is designed to

encourage high standards for

construction and/or renovation of

tennis facilities. Application

deadline is June 28.

The USTA evaluates entries

based on criteria that includes

the facility itself and its tennis

programs. There is no minimum

or maximum number of facilities

selected; the number of recipi-

ents honored will depend on the

quality of the applicants. Awards

will be presented during the

USTA Semiannual Meeting in

New York City during the 2013

US Open.

For more information on the

USTA Outstanding Facility Awards

and for the application/nomina-

tion form, Visit USTA.com/About-

USTA/USTA-Awards.

Sarasota Residents Petitionto Save High School Courts

Local Sarasota, Fla., residents are peti-tioning to save the eight tennis courts atSarasota High School after word got out

that there was a plan to demolish them

this summer to create a new bus loop. Anonline petition"Stop the demolition of

the tennis courts at Sarasota High School.

Keep the Courts"has been created with

plans to eventually present to local govern-

ment.

These courts have been a valuable

community resource for many years, pro-

viding exercise and recreation for thou-

sands of people, from the surrounding

neighborhoods and throughout the area,

reads the petition. Many Sarasota High

School tennis teams have trained andplayed on them. This is the only set of

eight public courts in the county. The dem-

olition of these courts, which cost a lot to

build and have only recently been resur-

faced, is a waste of taxpayer money.

Visit signon.org/sign/keep-the-tennis-

courts.

Ashaway Named Official Stringof World Squash Championships

Ashaway Racket Strings has been named theOfficial String Partner for the 2013 Men'sWorld Squash Championships. The tournament

will be held Oct. 26-Nov. 3 in Manchester, Eng-

land, where 64 of the world's top professional

squash players will compete for a $325,000

prize.

Ashaway will also have stringing rights to the

2013 Allam British Open in Hull, England, May

20-26. Ashaway was the Official String Partner

for the British Open last year and the British

Grand Prix for the past three years.

"Ashaway is always eager to support profes-

sional and amateur squash whenever we can,"

says Ashaway Vice President Steve Crandall. "To

be associated with prestigious events like the

British Open, the World Championships, and

the Grand Prix is an honor as well as a

pleasure."

Ashaway will be represented at these events

by its longtime UK distributor Goode Sport.

According to Goode partner Paul Smith,

stringers for the events will be Liam Nolan of the

UKRSA and Nick Down of Smart Racquet. They

will use Ashaway Electronic SM7900 machines.


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INDUSTRYNEW

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12RACQUET SPORTS INDUSTRY June 2013 www.racquetsportsindustry.com

> September 2013 will mark the 40thanniversary of Billie Jean King's historic victory

over Bobby Riggs in the Battle of the Sexes

match. To honor the occasion, King will be

present at a special screening of the match on

the big screen at the Casino Theatre at the

International Tennis Hall of Fame in Newport,

R.I., on Sunday, July 14, at 8 p.m. King will

introduce the broadcast footage and discuss

her memories and the impact of the match.

Tickets and more information are at tennis-

fame.com, or by calling 401-849-6053.

> Babolat, which is now the official tennisshoe brand of Wimbledon, has expanded its

product range to include the new SFX Wimble-

don. The white shoe model (suggested retail

$109.95) features touches of green and pur-

plea nod to the Wimbledon tournament col-ors. The outsole is developed in partnership

with Michelin.

> The U.S. Fed Cup team defeated Sweden,3-2, in April in a World Group playoff match.

The U.S. now will be back in the World Group

for 2014 and eligible to compete for the Fed

Cup championship.

> The New York Post reported in mid-Aprilthat Al Jazeera Media Networks is eyeing the

Tennis Channel as it looks to become a playerin the U.S. sports market. Qatar-based Al

Jazeera has an affiliate called BeIN Sport, a

SHORT SETS

global network of sports channels, and the Tennis

Channel would add to Al Jazeeras growing collec-

tion of niche cable channels. A group of private-

equity firms, including Apollo, Bain, Battery

Ventures, CCMP Capital and Columbia Capital,

owns the Tennis Channel.

> The latest addition to the TIA Facility ManagersManual is "Dont Add, Multiply," by industry

expert Rod Heckelman, about capitalizing on the

social aspects of tennis to gain players. Check out

the entire manual at TennisIndustry.org, which is

available for download as a pdf at the TIA Associ-

ate Member level.

> Wilson Collegiate Tennis Camps announced apartnership with Todd Martin Tennis for a camp

session Aug. 4-8 at the University of North Florida.

> Longtime tennis writers Matt Cronin, DougRobson, Joel Drucker, Tom Tebbutt, Kamakshi Tan-

don and Richard Osborn are among a group that

has launched Tennis Journal, a new digital ten-

nis magazine. A one-year, eight-issue subscription

is $26, available at tennis-journal.com.

> The City of Irvine is hosting its third annualProfessional Growth Weekend for Teachers and

Coaches of Tennis, which will feature leading

coaches and teachers from the USPTA and PTR at

the Bill Barber Community Park Tennis Center June1 and 2. For information, including hotel info, visit

irvinetennisdevelopment.tripod.com, or contact

Steve Riggs at [email protected] or 949-

724-6617.

> The Ladies Division of the Hybrid Open2013 will take place Oct. 25-27 in Myrtle

Beach, S.C. Deadline to enter is Oct. 19. The

event is held on a unique dual-surface tennis

court where one side of the net is a clay court,

the other side is a hard court. For information,

visit hybridtennis.com or email info@hybridten-

nis.com.

> StubHub, owned by eBay, has signed athree-year partnership deal with Britains Lawn

Tennis Association to handle events at Lon-

dons Queens Club, Edgbaston and Eastbourne

this summer.

> Tournament Tough: A Guide to PlayingChampionship Tennis, the best-selling book by

world-renowned tennis coach Carlos Goffi that

offers a unique program for winning tennis

matches, has been updated and re-released as

an electronic Kindle e-book. Goffi is a former

coach of John and Patrick McEnroe. The book is

available for download for $9.99.

> Badminton England plans to build a new$34.3 million National Badminton Arena in the

town of Milton Keynes, about 45 miles from

London. Badminton England also announced apartnership with Gullivers Sports Travel for the

London Grand Prix event Oct. 1-6.

Congratulations To the Following For Achieving MRT Status

New MRTs

Aaron Haak Farmington, NYAlex Meyers Big Rapids, MI

Erik Seifert Howell, MIKevin Wickham Big Rapids, MI

2013 NFTC Announces FourSuper Regional Playoff Sites

Four tennis facilities have been chosen tohost the Super Regional Playoffs thissummer in the 2013 National Family Ten-

nis Championships. The four, along with

the dates of the Playoffs, are:

Plaza Tennis Center in Kansas City, Mo.,July 26-28

Copeland-Cox Mobile Tennis Center in

Mobile, Ala., Aug. 2-4

Tennis Center at College Park in College

Park, Md., Aug. 2-4

El Dorado Park Tennis Center in Long

Beach, Calif., Aug. 2-4.

The top teams in each division of play at

the four Super Regional Playoffs will earn a

complimentary trip to New York City to

play for a national title, from Aug. 22 to 26.

Visit www.FamilyTennis.com.


15/40June 2013 RACQUET SPORTS INDUSTRY 13www.racquetsportsindustry.com


Nominate By June 3 forASBA Facility Awards

The deadline for ASBA's annualawards program, which honorsoutstanding design and construction

in athletic facilities, is Monday, June 3.

Applications are accepted electroni-cally on ASBA's website, www.sports-

builders.org. To be eligible, a facility

must have been designed by, or built

by, an ASBA member company. Own-

ers who want their facilities entered

should contact their builder or design-

er. Also, in order to be eligible, proj-

ects submitted must have been

completed within the current year or

within the previous two calendar

years (ending Dec. 31). Information is

available at www.sportsbuilders.org.

USPTA World Conference Heads to Orlando in September

This years USPTA World Conference, which will be Sept. 23-27 at the Hyatt RegencyGrand Cypress in Orlando, Fla., will have a new look to it. While still featuring numer-ous general sessions, seminars and specialty courses, each day will feature a theme focus-

ing on a core competency, including 10 and Under Tennis, Club Operations/Business,

Player Development and Teaching/Sport Science.

This year will also include a new and improved awards luncheon featuring Pat Williams

as the keynote speaker, sponsored by Rezilient Direct. Williams is the co-founder and sen-ior VP of the Orlando Magic and one of the nations top motivational speakers.

The conference also includes a tennis-only buying show, International Tennis Champi-

onships, networking opportunities, awards, industry meetings, parties and more. For

details, including early-bird pricing and registration information, visit www.usptaworld-

conference.com or call 800-877-8248.

Not to Be Outdone,Wimbledon Hikes2013 Prize Money

As the Grand Slam tournaments con-tinue to try to top each other withprize money increases and please the

professional tours, Wimbledon said itwill up its prize money this year by 40

percent, to 22.6 million pounds ($34.4

million). The All England Club called it

the largest single increase ($9.9 million)

and biggest total prize fund in the histo-

ry of professional tennis. The increases

follow similar announcements by the

Australian, U.S., and French Opens.

Men's and women's singles champi-

ons will each receive 1.6 million pounds

($2.4 million). Roger Federer and Serena

Williams each received 1.15 million

pounds ($1.75 million) for last year's

titles. The focus of the prize money

increase will be for players who lose in

the early rounds or in qualifying of the

grass-court championships, which will be

played from June 24 to July 7. Prize

money will go up 60 percent for singles

players who lose in the first three rounds.

The purse for qualifying is going up by 41

percent. Doubles players will receive a 22

percent increase in prize money.

In addition, Wimbledon said it

intends to have a roof installed over

Court No. 1 in time for the 2019 tourna-

ment. A retractable roof has been in

place on Centre Court since 2009.


16/4014RACQUET SPORTS INDUSTRY June 2013 www.racquetsportsindustry.com

IN

DUSTRYNEW

S

J U N E 2 0 1 3

PTR 2013 AwardsRobert Carlbo Named PTRProfessional of the Year

Robert Carlbo of Palm Harbor, Fla., has been named PTRProfessional of the Year during the annual awards cer-emony May 2 at the PTR International Tennis Symposiumheld at the Sonesta Resort on Hilton Head Island, S.C. The

award is presented to the PTR pro who has displayed the

highest standards of conduct and service to both tennis

and PTR.

Carlbo (shown with PTR CEO Dan Santorum at left and

PTR Board President Jorge Andrew at right) vigorously

pursues education and professional development. He is

certified to teach wheelchair tennis and holds an

Etcheberry Certification in Strength, Conditioning and

Movement in Tennis. He is Steg 1 and 2 with the Swedish

Tennis Association and USPTA P1. In addition, Carlbo is

the first, and only person so far, to complete all four PTR

certification pathways, earning Professional ratings in

each.

Carlbo, who is head coach of the East Lake High School

boys tennis team, also is a PTR clinician and tester, and

he runs a 10 and Under Tennis Program at the North

Pinellas YmCA and surrounding elementary schools.

Other 2013 PTR Awards include:

Clinician of the Year: Luigi Bertino

Tester of the Year: Phil Vivian

Jim Verdieck College Coach of the Year: Chuck

Willenborg

Jim Verdieck High School Coach of the Year: Curtis

Holland Wheelchair Professional of the Year: Harlon Matthews

Public Facility of the Year: Cayce Tennis and Fitness

Center

Private Facility of the Year: Saint Marys Health Man-

agement

Newcomer of the Year: Don Hemingway

Humanitarian of the Year: Richard Spurling, ACEing

Autism

PTR/USTA Community Service Award: Leah

Friedman

PTR/TIA Commitment to the Industry Award: Marcy

Bruce

Annual PAC Report Reveals 33% ofAmericans Active to a Healthy Level

One-third of the American population age 6 and up is active toa healthy level, according to the latest study released by thePhysical Activity Council (PAC), a consortium of six major sports,

fitness, and leisure trade associations, including the TIA and

USTA.The PAC study utilizes a

new calorie burning com-

ponent to define activities

as low, medium, or high

calorie-burning activities.

The groundbreaking active

to a healthy level statistic is

defined by the number of

Americans that take part in

a high calorie-burning activ-

ity three or more times a

week. Using this definition,

the PAC is able to determine

that 94.8 million Americans

age 6 and older, or 33%, are

active to a healthy level.

Having a third of the

U.S. participate in activities

to a level deemed healthy is

encouraging, said PAC

Chairman and SFIA Presi-

dent & CEO Tom Cove. It

also means that two-thirds

of the country is not active

to a healthy level and we as

a society need to find ways

to get America moving.

The PAC study also

shows that 80.4 million

Americans age 6 and up, or

28%, are inactive. Inactivi-

ty, for this study, is defined

as those that participate in

no sports/activities, includ-

ing all those covered by the

PAC. This is the first time,

dating back to 2007, thatthe number of inactive

Americans has reached over 80 million.

The PAC's annual Participation Report measures overall levels

of activity and identifies trends in 119 specific sports, fitness and

recreation activities. The report also examines spending habits,

the effect of physical education, and participation interests

among non-participants.

New to the report for 2013 is an analysis of Generation Z, or

those born after 2000. The study, which now has significant num-

bers in the 6-12 age group, reveals that participation levels are

high for Generation Z, as over 50% take part in team sports or

outdoor activities. The full version of the 2013 PAC Study can befound at PhysicalActivityCouncil.com.

PAC: Cardio TennisGrows; Overall TennisNumbers StableFor tennis, the 2012 PAC study shows that

Cardio Tennis participation grew and fre-

quent player play occasions were up nearly

2%, while overall tennis participation

remained flat. According to the study, ten-

nis participation was just over 17 million

people. Frequent players, those who play

21 or more times a year, were just over 5.2million Americans in 2012, also similar to

the previous year.

"We're encouraged to see stability in the

PAC tennis participation figures and a

growth in frequent play occasions," says

TIA Executive Director Jolyn de Boer. "2012

was a slightly better year for our industry

as a whole than 2011 and efforts to drive

play, especially in the youth market, began

to take hold across our provider network."

Cardio Tennis increased to more than 1.4

million participants in 2012, up nearly 12%

versus 2011, according to the PAC study.

Cardio Tennis, which was developed in

2005, is now delivered at over 2,000 U.S.

facilities and 30 countries. "Cardio Tennis

continues to bridge the gap between ten-

nis and fitness," says de Boer. "With more

health and fitness-conscious consumers

who demand social interaction in their

workouts, Cardio Tennis is a perfect fit as a

group fitness activity."


17/40

June 2013 RACQUET SPORTS INDUSTRY 15www.racquetsportsindustry.com


USTA SmashZone Mobile Launches Third National Tour

The USTA announced the return of its SmashZone Mobile Tour, which hits theroad for a 22-city tour to introduce youth tennis to kids and parents across thecountry. SmashZone began as the premier fan interactive attraction at the US

Open before being showcased across the country. Since its inception in 2011,

SmashZone has attracted more than 2 million people to its tennis courts. This

years tour kicked off at Dick's Sporting Goods at Robinson Centre in Pittsburgh

on April 27.

SmashZone Mobile Tour will stop at fairs, festivals, airshows, retail environ-

ments and city centers. At SmashZone, children have the opportunity to play ten-

nis games in a fun, festive atmosphere that allows participants to get activeplaying tennis from the start.

The SmashZone Mobile Tour is a great platform to bring tennis to the masses

through an interactive experience, said Kurt Kamperman, USTA Chief Executive,

Community Tennis. It provides an opportunity for kids to try tennis for the first

time, allowing them to experience the fun and excitement that comes with play-

ing the game.

SmashZone Mobile includes a 53-foot trailer, which anchors four kid-sized ten-

nis courts. Courts will feature games such as Xerox Rally Court, racquet drills and

activities, as well as a Target Challenge. The trailer itself, which is handicap acces-

sible, will feature activities for visitors that will include a Tennis Magazine Green

Screen Cover Shoot, Wii Tennis and Touch Screen Kiosks.

SmashZone Mobile is a complement to the USTAs youth participation initia-tive, 10 and Under Tennis. Visit youthtennis.com to see the tour schedule.

Memphis ATP/WTA Event Chooses Sport Court Latex-ite

This past spring, the U.S. National Indoor Championships converted its tourna-ment court surfaces to Latex-ite Recreational Coating. The event is played at theRacquet Club of Memphis (TN), the only private club in the world to host a com-

bined ATP and WTA tourney. This years winners were the top-ranked Asian player

in the world, Kei Nishikori, up-and-comer Marina Erakovic, and the world No. 1

doubles team of Bob and Mike Bryan.

We were very pleased with the finished surface pace and trueness, says Tour-nament Director Peter Lebedevs. Working with Latex-ite was great. They were

there to answer our questions promptly and offered great support through the

resurfacing process.

The partnership between Sport Court Tennis, Latex-ite International and the

U.S. National Indoors worked extremely well together, says Randy Futty, director

of tennis for Connor Sport Court International. Linn Lower, CTCB, a regional Sport

Court Dealer for Alabama and expert tennis court builder, handled the surface

installation on all of the 11 courts used over the week-long event.

Our venue is pretty unique in that we convert five standard club courts into one

large stadium court and then back to club courts after the tournament ends, adds

Lebedevs. Linn Lower and his staff were terrific, and I was very happy with the job

they did.


18/4016RACQUET SPORTS INDUSTRY June 2013 www.racquetsportsindustry.com

Giving GuidanceDenny Schackters article on mentoring (Your Serve, May 2013 issue) was

of great interest to me. In the 1990s, the USPTA Southern Division set up

an extensive mentoring program. We had 25 or so professionals that were

on call and willing to mentor in all aspects of the tennis profession, includ-

ing the areas mentioned in the article. There were other areas too, like pro

shop management, programing, teaching group and private lessons, stroke

production, drills, clay court maintenance, contracts and personal invest-

ments. The program was dropped as very few younger pros took advan-

tage of these professionals who had volunteered their time.

What we came to find out were two things: First, much mentoring was

accomplished at state chapter and division conventions. Those profession-

als who attended often would get problems solved over a beer and then

stay in touch with each other. Second, the USPTA has officers in all 17 divi-

sions who are built-in mentors.

Id venture to say that all the division officers would be delighted toassist a member with a problem or give guidance. (Contact information

can be found at USPTA.com.) I know in the USPTA Southern Division there

is not one officer serving who would not be happy to answer a mentoring

question or direct any constituent to someone who can answer the ques-

tion if he or she was not versed in the subject. In the Southern Division, we

also have four to six state officers who are available, too.

Pat Whitworth, the current USPTA Southern Division Executive Director,

has taken mentoring to the next step. At the Southern Division convention

each year, we have private consultations that any attendee can schedule

with senior members who volunteer to consult. I think that what we, the

USPTA, have failed to do and perhaps we can correct is to make sure our

members are aware that mentoring is available and show them where to

find it.

Fred Burdick

Executive Director Emeritus

USPTA Southern Division

Letters

I really enjoyed Denny Schackters article. I had Jim Doessell, Fernando

Velasco, Rod Schroeder and Pat McKenna mentoring me (even though they

didnt call it mentoring in those days). I believe one of the reasons that we

have a smaller percentage of P1 USPTA and Professional-level PTR pros is

the lack of mentoring. That would be one reason I would join if I were a

new proit makes me more marketable!

If the teaching organizations want to grow I think it will come from an

initiative such as this, as well as encouraging the clubs to require certifica-

tion, regardless of how good a player one is. Being a good player just

means you know how to hit a good ball, it doesnt mean you can commu-

nicate those skills to someone else.

Mark Kaneko

Head Penn Racquet Sports

District Sales Manager (IL/NW Indiana)


19/40 June 2013 RACQUET SPORTS INDUSTRY 17

Retailing

enhance the retail shopping experience

in your store and engage shoppers to buy

moreand to come back more often

and even visit your website more fre-

quently.Shoppers need to understand where

they are and be comfortable with the

journey through your storeeven if you

have a relatively small shop. Being able

to navigate your departments and your

good, better, best POP displays through

effective signage is important to the total

shopping experience, and you should use

both navigational signs to direct shoppers

and informational signs on displays and

merchandise to educate and inform con-

sumers about the step-up features andvalue of the merchandise they will find.

Time FactorResearch shows that the amount of time

a shopper spends in a store actually

shopping is perhaps the single most

important factor in determining how

much he or she will buy. Your point-of-

purchase displays play a huge role in pro-

viding a pleasing and enjoyable

experience and are all about keeping

shoppers engaged and in your store as

long as possible.

(Note: The research we refer to here

is from Paco Underhill and his book

Why We Buy, which we strongly rec-

ommend to every tennis retailer.)

The brands you stock and the manu-

facturer sales reps that call on you will

have POP displays at no-charge or at spe-

cial prices to help feature their merchan-

dise in your store. You already know that

your square footage is premium retail

space, so only take and deploy POP from

your brands if it (1) fits your overall store

ncreasing the value of transactions is

one way to actually grow your spe-

cialty tennis retail business, and

point-of-purchase displays can attract

shoppers attention to merchandise.POP displays also serve as focal points

for you and your sales associates to sug-

gest add-ons to an initial sale and to

assist in up-selling from good to better,

or better to best.

Every POP display in your store

should have a specific purpose to

improve the sales of the merchandise

displayed and to support staff sugges-

tions for add-ons and up-selling. Plan-

ning and organization of your POP

displays is therefore very important,and even more so if your store is small

and every square inch of space is used.

First, organize around logical depart-

ments such as Mens, Womens, Youth

and 10 & Under. Within departments,

organize in categories, and consider

organizing by good, better, best.

Features, and of course price, deter-

mine what merchandise fits into each

category. If you have the space, you can

further organize categories by brand

and suggested or advertised prices in

each level. If you dont have the space,

mix brands in Good, Better, Best. The

key, though, is making it easy and sim-

ple to buy from youand for your part-

time and full-time sales associates to

sell for you, including suggesting logical

up-selling.

Signs SellAnother way to grow your specialty

retail business is to increase the number

of transactions. Well-planned and orga-

nized displays, with good signage,

I


This is part of a

series of retail tips

presented by the Ten-

nis Industry Associa-

tion and written by the Gluskin Townley

Group (www.gluskintownleygroup.com).

For upcoming TIA retail webinars,

and to view previous webinars, visit

TennisIndustry.org/webinars.

How to UsePoint-of-PurchaseDisplays to IncreaseSales

merchandising plan, and (2) will meet

your objectives for growing your retail

business.

Creating your own POP displays is a

good way to keep the cost of displaysaffordable. Also, rotate your POP dis-

plays, so your customers and shoppers

experience something new and different

each time they visit. You may be able to

find good, used store fixtures and dis-

plays including tables for clothing, man-

nequins, sign holders, decorations and

even lighting at second-hand and used

furniture stores, or online. When it is

time to freshen up, sell your old displays

and invest the money in fresh-used

POP.If your best customer visits your

store every two weeks, you should try to

change up your displays every two

weeks. Research shows that after one or

two visits, even your best customers

wont see your displays or the mer-

chandise featured anymore. This is basic

human hardwiring, and you cant

change it, but you can change your dis-

plays to present something new and

interesting every time your best cus-

tomers visit. And that will increase your

stores average transaction value and

the number of transactions you have

with your customers.


20/40

The Bus iness of Tennis Powered by the TIA

As this excerpt shows, the newlyreleased 2 13 Edition of the State ofthe Industry offers current research, dataand trends for all segments of the tennisindustry. The report is available to all T Amembers visit Tennislndustry.org).

State of the Industry2 13 ditionIntroductionThis 201 3 Edition of the TIA State of the Industry represents the third yearthe Tennis Industry Association has assembled this report of key research tohelp tell the story of the tennis business. The goal of the State of the Industryis to present important data, trends, and analysis from the more than 70 TIAresearch reports so that tennis businesses of all types can benefit by seeingwhere this industry has been, where it is now, and where it is going.Total Tennis Economy: Overall, the U.S. tennis economy in 2012 wasworth 5.57 billion, up 3% from the 2011 valuation of 5.4 billion. Weexpected the value of the in dustry to grow slightly in 2012, considering theU.S. Gross Domestic Product increased marginally at 2.2% and other keymacroeconomic trends also increased.Participation:Key for the tennis economy are frequent players, who accountfor more than 70% of total expenditures in this sport. In 2012, frequent playersgrew by 10% to 5.31 mil lion. The industry's goal of 10 million frequent playersby 2020 would have an estimated economic impact of 3.9 billion on thetennis industry.Overall tennis participation grew in 2012, too, up 4% from 2011 to 28 .04million players. There also was solid growth in youth tennis participation, up13% among 6- to 11-year-olds; this can be linked to the USTA's and industry'sefforts to grow youth tennis through the 10 and Under Tennis in itiative. Inaddition, PlayTennis.com launched in 2012 as the key

Tennis Participation by Play Frequency 2007-2012 (Millions of Players portal to get more people on the pathway to becomingtennis players and ultimately, frequent players.35 301330252015150

2007 2008 2009

2781

2010 20 11

28 04

2012

Equipment: Tennis retailers and manufacturerssaw marginal increases in the sale and distributionof equipment. For specialty retailers, the dollar valueof racquets sold increased 1% over 2011 and thenumber of un its sold increased 2%. Manufacturerssaw a 2.3% increase in wholesale ba ll shipments,a 1% increase in racquet shipments, and a 1%decrease in string shipments over 2011.

Frequent Players 21+ imes. age 6+ Regular Payers (4-20 imes. age 6+} Casual Players (1-3 imes. ge 6+

Youth tennis equipment, however, did show solidgrowth for manufacturers. Red, orange, and greentennis balls continued to gain, up 38% in un its, whileyouth racquet unit shipments were up 1 0%. Movinginto 2013, youth equipment and participation data willbe key indicators of the success of the 10 and UnderTennis initiative.

The Industry at a Glance 2012Total Tennis Economy 5.57 BillionTotal Participation 28.04 MillionYouth Tennis ParticipationAges 6-11) 3.7 MillionFrequent Tennis Players21 + times a year) 5.3 1 MillionManufacturer Year-End WholesaleShipment Units Mil/tons)Tennis RacquetsTennis BallsRed, Orange, Green Balls

8 RACQUET SPORTS NDUSTRY June 2013

3.43126.5

4.55

Pro Events: Sponsorship revenue was up 4% for 2012 compared to 2011 ,as the ATP, WTA, and WTI saw increases in the dollar va lue of sponsorshipactivation. In 2012, the WTA launched its Strong is Beautiful marketingcampaign and in 2013 will celebrate 40 years of women's tennis. The ATPsaw an increase in ticket revenue for 2012, and The Barclays ATP World TourFinals in London set a new attendance record, as well as attracted recordaudiences both on television and online. The US Open attracted more than700,000 fans for the fifth time in the event's history in 201 2.Teaching Pros/Court Construction: Economic index projections estimatea 3% increase in tennis lesson revenue in 2012. Teaching professionals alsoreported an average revenue increase per private lesson of 7.5% in 201 2vs. 2011. The court construction segment also showed positive movementnearly two-thirds of court contractors indicated they saw increased businessin 2012, compared to just over one-third who reported an increase in 2011 .

Jo in the TIA Increase Your Profits . Grow the Game ww w.Tennislnd ustry.org


21/40

Tennis Tune-Up CampaignGains Industry SupportThe TIA, together with industry partners ~including retailers, manufacturers and : s ; ~ ,the USRSA, is developing a Tennis T N N I ~Tune-Up campaign to help driveconsumers and players to tennis T U N E l J ~retailers to make sure their equipment is r -up to date and performing at its best. Tune up yourequlpment ..and your game

One of the goals of the Tune-Up campaign is to educate consume rson the need to restring their racquets regularly, and also to promote theneed to go to retai lers for service. The campaign also will be driven bythe newly relaunched PlayTennis.com, which wi l l list retailers, CertifiedStringers (CS) and Master Racquet Technicians (MRT).

Consumers need knowledgeable reta ilers and racquet technicians tohelp them choose the frame and string t hat best sui ts their game andstyle of play, and who can help them determine when their racquet needsto be serviced, says TIA Executive Director Jolyn de Boer.

We're happy to be a part of the Tennis Tune-Up campaign with theTIA, says David Bone, executive director of the U.S. Racquet StringersAssociation. This wi ll help drive business to the thousands of USRSACertified Stri ngers and Master Racquet Technicians in the U.S.An industry-wide campaign to have people restring more and tune uptheir equipment wi ll help all tennis retailers, adds Woody Schneider ofNYC Racquet Sports.Retailers and tennis prov iders should make sure they're listed on thePlayTennis.com retai l locator, or that their listing is up to date, by visitingPlayTennis.com and then clicking Find A Retailer.

TIA to Offer Online Tennis RetailCertification CourseThe TIA is developing an online Tennis Specialty Retailer Certificationcourse that will cover key aspects of the tennis retai l business and, uponsuccessful completion, allow retailers at tennis specialty stores andat tennis faci lity pro shops to be recognized as a TIA Certified TennisRetai ler. The course is being developed with the assistance of retailconsulting firm Gluskin Town ley Group, along with input from the TIA'sRetai l Panel, industry manufacturers and organizations, and USRSA.We are focused on helping tennis retailers grow their business, andwe feel the information and product knowledge that will be offeredthrough our online certification course can help all levels of retailersand their employees serve their customers better, says TIA ExecutiveDirector Jolyn de Boer.The course wi ll consist of eight independent on line modules.Each module concludes with an on line multiple-choice test that canalso be taken independent ly of the module. The eight course modulescover Store Operations; Business Technology & Reporting; Financia ls;Marketing & Promotions; Customer Service; Store Environment;Management, including Recruiting & Hiring; and Product Knowledge,w ith three separate sections on Strings Racquets, Shoes Apparel,and Youth Tennis Equipment.In addition to these eight modules, short online informationa l webinarsfrom participating manufacturers about their current products are beingconside red. Additional details w ill be made available soon.Jo in the TIA Increase Your Profits . Grow the Game . ww w.Tennislndustry.org

Visit Playlenniscom Now toList Your Provider ServicesPlayTennis.com recent ly relaunchedin a beta format, giving consumersa sing le platform to get in the gameand stay in the game. While the sitecontinues to be enhanced, players andconsumers are able to fi nd places toplay, programs, re tailers instruct ion ,gear, and more.All tennis providers should make surethe ir free listing on PlayTennis.com isup to date, so consumers can f ind youand your business. Go to the site, clickon Get Listed and follow the simp leinstructions to list or update yourbusiness, programs, etc.

- --TIA Looks to ExploreGlobal Tennis MarketsThe TIA is in the p rocess ofexploring a tennis equipmentwholesale sh ipment report thatcould include data from nationsin Europe, North America, SouthAmerica, Asia and Australia. Thereport will measure manufacturers'aistr ibution of racquets, ba llsand strings and wi ll aJiow theindustry to track global m arketplaceperformance, identify the impactot industry supported initiat ives onproduct demand, and prov ide topline m arket intell igenc to enhancetenn is' ma instream appeal.

June 2013 RACQUET SPORTS INDUSTRY 19


22/40

20 RACQUET SPORTS INDUSTRY June 2013

Pioneers In Tennis


"Pioneers in Tennis," an occasional column in RSI, draws attention to trailblazers in the sport. Have someone to suggest?

E-mail [email protected].

Jerry Douglas, A True Leadercontractor whose windscreen has blown

down. He has the freedom to do or not

do that kind of thing, but he does it.That's just Jerry."

And the customers have never

forgotten.

"If you get a call, you always

hear, 'Oh, how's Jerry?' and 'Say hi

to Jerry,'" says Montgomery. "They

remember him. He has taught me

so much over the years about how

to work with people."

In addition to his hands-on role

in the company, where he interact-

ed with employees on a daily basis,and with his customers and vendors

as often as possible, Douglas has

also been a key figure in the indus-

try. He served on the board of direc-

tors of the American Sports Builders

Association, eventually becoming

the president of what later became

the organization's Supplier Division.

For years, he was a constant pres-

ence at industry conventions and

trade shows, meeting and greeting

his customers, as well as his com-

petitors and colleagues, on the show

floor.

"His personality is larger than

life," says Rickerl. "He's almost leg-

endary."

These days, Jerry Douglas spends his

time happily retired, relaxing and in his

words, "just enjoying life." His son, John

Douglas, is CEO. But still, say company

personnel, Jerry leaves a lasting impres-

sion on the industry and is all but a visi-

ble presence.

"Oh," laughs Kaufman, "it's like he's

still here. Sometimes I'll be on the phone

with someone, and I'll give them a

priceand of course it's a fair price;

Jerry wouldn't have it any other way

but the person will say, 'What? Are you

kidding me? I've known Jerry for 40

years and Jerry would never make me

pay that.'"

"He made a big impression on peo-

ple," says Rickerl, "and he still does."

Mary Helen Sprecher

done with the company," says Mont-

gomery. "He's a true leader. And when it

comes to his customers, there has neverbeen a 'no' answer. If we didn't have a

part that someone ordered, he would call

around until we found what was needed

and then he would have it shipped to the

customer directly. Or he would figure out

how to cut something up and make what

he needed. He always had a Plan A, and

a Plan B, but there was also always a

Plan C, D, E and F. He's just like that."

In addition, says Chris Rickerl, Dou-

glas' vice president of operations, until

his retirement from the everyday aspect

of the business several years ago, Dou-

glas routinely made customer service not

just a habit, but the next best thing to a

religion.

"We had a customer in Indiana who

had a problem with some tennis posts,

and Jerry got in the car and drove eight

hours to go see them," says Rickerl.

"He's gotten on a plane and gone down

to Texas or Florida just to go support a

t's no secret in tennis that an unex-

pected bounce can turn out to be a

game-changer. This particularbounce occurred in the early 1970s

when a man named Joe Douglas was

the owner of an Iowa company that

made industrial fabrics, such as

tarpaulins. Douglas Industries Inc.,

which had been in operation since

1967, one day got a call from a

local business.

"A fitness center was on the

phone," says purchasing manager

Kelly Montgomery, one of the

company's longtime employees,

and they said they needed cur-

tains. The company said, 'Sure, we

can do that.

Soon, Douglas Industries was

making backdrop curtains for the

booming indoor tennis market,

and finding it a lucrative endeavor.

Joe Douglas' sons, Jerry, Dave and

Joe Jr., began pursuing this avenue

of growth. "We started making

tennis nets and windscreens," says

Jerry Douglas, "and we continued

to add a lot of things to our prod-

uct line."

Douglas Industries expanded its

reach into the sports market,

adding more products and more

sports. Eventually, it left behind the

industrial fabric business. Today, the

company manufactures and sells prod-

ucts for baseball, basketball, golf, hock-

ey, badminton, soccer, volleyball and

more. Its tennis market, the genesis of

all its sports endeavors, includes nets,

posts, windscreen, backdrop curtains,

divider netting and more.

In general, much corporate growth

has to do with being in the right place

at the right time, and doing the right

things. But Douglas Industries employ-

ees are quick to note that Jerry Douglas,

who took full control of the company in

the 1990s, has been a key player in

helping to establish the company's

identity in the market and beyond.

"He's amazed me with what he's

I


23/40



Event Management

included presentations of awards by past

USTA President Franklin Johnson.

This year, a coaching seminar includedtalks by world-renowned tennis coach

Larry Stefanki, who has coached four No. 1

players (John McEnroe, Yevgeny Kafel-

nikov, Marcelo Rios and Andy Roddick),

and Peter Smith, one of the most success-

ful college tennis coaches in recent history

and coach of the USC Trojans mens team.

Smith recently notched his 500th career

coaching victory and was named 2012 ITA

National Coach of the Year.

A pair of juniors from Irvine, Calif.,

highlighted the week as UCLA-bound Gage

Brymer won the Boys 18s ITF Grade 1

event, and 17-year-old Mayo Hibi took the

Girls 18s, dropping just 14 games in her

six matches. Hibi was coached all week by

former WTA player Debbie Graham. In theBoys 16s final, top-seeded Sameer Kumar

ornie Kuhle, the new tournament

chairman of the Asics Easter Bowl

Spring National Championships,knew he didnt have a lot of time to plan

the event, but he knew he wanted to

make some changes to the 46th edition

of the iconic junior tennis tournament.

For one, he welcomed aboard new

title sponsor Asics, maker of footwear

and apparel, and now racquets (and

which counts among its stable of pro

players Samantha Stosur, Gael Mon-

fils, Irina Falconi, Steve Johnson and

Coco Vandeweghe). The tournament,

held in mid-April, also took place ata new venue, the Sunrise Country

Club in Rancho Mirage, Calif., down

the road from the old site at Rancho

Las Palmas Resort.

Asics has been wonderful to

work with, Kuhle says. We look

forward to a bright and growing

future, partnering with Asics to bring

the best of American junior tennis

together here at the Asics Easter

Bowl.

It was an exciting week of great

tennis, says Ryan Broccolo, tennis

events manager at Asics, who was

on-site for the week. We were very

proud to support this next genera-

tion of American talent at the tourna-

ment while also showcasing Asics

tennis apparel, accessories, footwear

and new racquets.

The entire Sunrise Country Club

community came together to wel-

come the Easter Bowl, says Jai Net-

timi, head tennis professional at

Sunrise. All the members showed

their commitment to the event

through their hospitality, support and

enthusiasm. Were looking forward to

next year's tournament.

Another change this year were the six

huge drawboards that Tournament Direc-

tor Andres Borowiak and his associates,

Nick Kuhle and Jeannie Riggs, had con-

structed and continually updated through-

out the tournament for each main draw

singles event (boys and girls 18s, 16s and

14s), giving the tournament the feel of aprofessional event. Finals ceremonies

L


Change Highlights 46th Easter Bowlof Carmel, Ind., won his second straight

USTA Supernational, while Catherine Bel-

lis of Atherton, Calif., claimed the Girlstitle. (Visit www.easterbowl.com.)

Founded in 1968 by Seena Hamilton,

the Easter Bowl was run up until this

year by her son, Bryan Fineberg. One

tradition that Hamilton began was an

hour-long TV show. This year, Kuhle and

Borowiak retained three-time Emmy-

winning producer Harold Hecht to

produce the show, which aired on the

Tennis Channel in May. The shows

commentators were USTA First Vice

President Katrina Adams and formerATP touring professional Vince

Spadea, both former Easter Bowl

champions.

Many American tennis greats have

played the Easter Bowl over the years,

including Pete Sampras, Andre Agassi,

John McEnroe, Jimmy Connors, Lind-

say Davenport, Jennifer Capriati,

Tracy Austin and Andy Roddick. Cur-

rent Top 100 players whove played

the Easter Bowl include John Isner,

Sam Querrey, Ryan Harrison, Christi-

na McHale and Sloane Stephens.

This year, more than 650 top

junior players from over 40 states par-

ticipated. Coaches who attended the

event included LSU womens coach

Julia Scaringe Sell, Michigans mens

coach Bruce Berque, USC womens

coach West Nott, USC mens coach

Peter Smith, and UC-Berkeley Cal

womens coach Amanda Augustus.

USTA Director of Coaching Jose

Higueras also was there, as were for-

mer Wimbledon quarterfinalist Kathy

May Fritz, former NCAA womens sin-

gles champion Beth Herr Bellamy and

former ATP touring pros David Pate, Tim

Mayotte and Eliot Teltscher.

Once again, the Easter Bowl show-

cased the future of U.S. tennis, says

Kuhle, who also runs the Childhelp

Desert Classic, a USTA $25,000 Womens

Pro Circuit event in February. And if

what we saw is any indication, there will

be some very talented players competing

at the collegiate and professional levels inthe near future.

Vince Spadea and Katrina Adams provided TV commentary.

Tournament Chairman Lornie Kuhle congratulates Boys 16swinner Sameer Kumar.

Ph

otosbyDavidKenas


25/40

Build tennis n your community through theUnited States Tennis Association sFacility Assistance Program

Better Courts are Better for Tennishether you re attempting to build a new tennis facility renovate and upgrade an existing one or

get your courts ready for 10 and Under Tennis, the USTA can provide the tools you need to make ithappen- from guidance on advocacy efforts to technical and financial assistance .

he USTA is committed to providing access to safe, appealing and functional tennis environmentsand is deeply invested in local communities across the country.For more information about the USTA Facility Assistance Program visit:ustacom/facilities or email facilities usta com

2013USTA.

ANDUN ERT IOIISusrin ) OIWMH In tile . . . .



O

ver the last three decades, there have been peaks and

valleys in the development of performance features for

athletic shoes, including those used in tennis. Current

trends suggest much is under foot for this year, 2014 andbeyond. Howev-

er, tennis enthusi-

asts should

consider that

todays major

athletic brands

are more likely to

introduce and

consumer-land

their significant

performance-

enhancementfeatures in larger

athletic cate-

gories such as

running and bas-

ketball before

they are adapted

for the smaller, specialized performance tennis-shoe market.

Still, it wont be long before tennis players are likely to see the

availability of lighter shoes made with new, breathable materials

and simpler upper constructions that also better secure the foot

and address high-stress areas during play. Developers are more

cognizant about the need to deliver high-performance tennis

models with highly durable uppers and reinforced areas.

Nike, for example, introduced Flyknit for elite and everyday

athletes in February 2012, but isnt yet prepared to say when, or

if, the technology will debut in a tennis shoe. Flyknit, in develop-

ment for many years, utilizes a manufacturing innovation thatreduces weight and

improves fit

through a shoe that

behaves like a sec-

ond skin, adapting

to the shape of the

foot in motion.

Additionally, a Fly-

knit woven upper is

said to reduce man-

ufacturing waste by

two-thirds in perfor-mance running

shoes.

Further down

the shoe, new,

lighter but stable

cushioning materi-

als are being introduced and developed for midsoles to ensure a

better overall ride no matter the type of court surface. Adidas,

for example, is preparing to expand its Boost cushioning foam,

designed to maximize energy return for the runner, into addi-

tional athletic shoe categories in the seasons ahead after its Feb-

ruary global debut in a running shoe. The cushioning material

was developed by the German companys exclusive partner,


F O O T W E A R T R E N D S

New performance elements, introduced

in categories such as running andbasketball, are likely to emerge in the

tennis-shoe market, too.

B Y B O B M C G E E

STEPPING

INTO THEFUTURE

STEPPING

INTO THEFUTURE

The Nike Air Max Cage was introduced in January at the 2013 Australian Open and features the new Drag-On

Cage, which Nike says enhances the shoe's flexibility while maximizing support and durability.


27/40 June 2013 RACQUET SPORTS INDUSTRY 25

chemical maker BASF, which liter-

ally blew up a solid granular mater-

ial called TPU (thermoplastic

polyurethane) and turned it into

thousands of small energy capsulesfor use in the shoes midsole.

Built to Order?Customization, via 3-D printing

technology, is being explored by

several brands in their respective

quests to build outsoles to order, so

to speak, by creating them around

the digital model of an athletes

foot. This technology will first be

introduced in the performance run-

ning-shoe segment sometime over

the next five years, by New Balance

for one, and could eventually be

adapted for the tennis pro shop

customer looking for that ultimate

fit on a specific court surface.

All of these developments dont

even take into account how tech-

nology might come into play in the

tennis footwear of the future.

Already, runners of all performance

levels have the ability to measure

their distance and speed with a

Nike+ pod inserted beneath the midsole of certain shoe models

and tracked on an iPhone. A year ago, the company also intro-

duced a basketball and cross-training shoe with a sensor on the

bottom that communicates data to an iPhone on how high the

individual is jumping or how fast he or she is

moving. This sensor tech-

nology capability could

eventually find itself in

an intelligent tennis

shoe.

In March, Under

Armour launched a

digital performance

monitoring system

called Armour39

that the company

says will provide a

single score

WILLpower mea-

surement of 0.0 to 10.0 that reflects an individuals overall effort

during a workout. Additionally, Armour39 monitoring will track

heart rate, calories burned and intensity via a specialized watch

or wearable module and strap.

Of course, market analysts caution that most of this perfor-

mance tech gadgetry, where the athlete can measure or track cer-tain metrics, isnt for everyone and is currently largely relegated

to only top-notch athletes.

But as these technologies are

improved and manufacturer

costs for them are reduced,

they will get pushed intomore mainstream products.

Refocusing toStay RelevantWith an increasingly compet-

itive landscape in the perfor-

mance tennis-shoe market

among the broader athletic

brands such as Nike, Adidas,

Asics and New Balance, spe-

cialized court-shoe brands

have been forced to regroup

and refocus to stay relevant.

Head, for example, got

back into the tennis-shoe cat-

egory through its own devel-

opment efforts, not a

licensing deal, four years ago.

The Austrian company,

under the direction of a sea-

soned product development

that came from another

major brand, is promising a

dramatically overhauled col-

lection of tennis shoes for 2014 that will begin delivery in Janu-

ary. Since the new line wont be introduced to Heads sales team

until late August before the US Open, the company is hesitant to

offer up details about the specific changes.

Asics, the Japanese heritage athletic brand that cut its teeth in

the performance running market, has staked a more significant

claim in the tennis-shoe market over the last two years by

adding a fashion-forwardness, via color, to its

performance court shoes. The effort,

says a competitor, has

enabled Asics to lift

the retail price

range of its ten-

nis-shoe offer-

ings. Meanwhile,

Prince is said to

be working on a

number of new

developments

after a long, successful run with its T22 shoe in the pro specialty

channel.

Bob McGee is the editor of Sporting Goods Intelligence, a

leading business/financial newsletter on the sporting goods

industry. He first began covering developments in the ath-letic footwear industry in 1987


The New Balance 996 is a high performance, lightweight shoe worn by ATP pro Milos Raonic.

Two new shoes from Adidas, the Stella McCartney Barricade (above) and the

Barricade 8.0 (below), feature a power band in the heel for stability.


28/40

R A C Q U E T S A L E S

B Y K E N T O S W A L D

Its not rocket science. Know which racquets are popular and understand what type fits a cer-tain type of player. All we ask is their type of play and swing style and then we do our best to fittheir niche.

Recognize that there are big players with big budgets on the internet, so scale yourfocus and spending accordingly. We are so old school we don't have any lists or ads or cam-paigns. We are strictly word of mouth. We do have a Facebook page and a domain name(IrvineTennis.com), but don't post ads much on there. Being a smaller but strong business, goingagainst online mega-stores isn't worth our time.

Be flexible in pricing, keeping in mind the larger picture of maximizing all sales and long-termrelationships, not just getting the most for individual product. We classify ourselves as a new-agediscount store. We don't advertise it but all of our clients know we discount racquets, and all ourproducts for that matter. We stick to the same model all year round, which is be respectful andhonest in guiding customers.

Be honest and true about product, and most importantly, treat the customer as a friend,not a customer. I live by this: Treat everyone as a friend until proven otherwise.

Customers come back to us because they trust us and rely on us to keep themupdated and progressive in their game. We aren't trying anything new except reducing thewide variety of racquets.

26RACQUET SPORTS INDUSTRY June 2013 www.racquetsportsindustry.comPhotos by Jimmy Johnston

Tyler JungCo-Owner of Orange County, Calif., institution Irvine

Tennis and its smaller, sister store Corona Tennis

TIPSHEETTIPSHEETTennis retailers tell us their strategies for

selling more racquets.


29/40June 2013 RACQUET SPORTS INDUSTRY 27

Spend time qualifying what the customer wants. Interview cus-tomers to find out whether they want latest and greatest or their own triedand true. We listen and are happy to sell customers what they say theywant, but do want to bring them our own expertise if they are interested.

With demo racquets, use a nicer quality synthetic and (unless it isa special customer who knows what string they want and whose purchas-ing past deserves a new string job on a demo) string all demos at that cal-iber at a medium tension so there is a benchmark.

Treat every customer respectfully. Word of mouth is always the bestadvertising ... or a slippery slope to driving people away.

So many people are searching for tennis merchandise on theinternet that you should at least experiment so a [potential] customerknows about new racquets and offerings through social media. The prob-lem, as with all advertising, is to have customers let you know how you

reached them so you can build on that success. With pricing, make sure youre in the mix in the marketplace

both versus local and internet competitionand go from there.


Steve VorhausOwner of Rocky Mountain Racquet Specialists,

the Boulder, Colo., store with an incredibly loyal

local following

Try the counterintuitive to get people thinking about their rac-quets. For example, even though Portland is not known as particularly ten-nis-friendly in the winter, the store ran a January string and gripreplacement special.

Establish a working relationship with the areas key teaching

pros. We try to help them with their personal equipment, and providethem with bags consisting of four to five demo models of their preferredbrand. They, in return, send their clients to us. It works well, especially if youkeep close tabs and dont let them get more than they give.

Target your advertising. For the last two years weve run a 30-secondcommercial in the Portland area during the US Open.

Let people know about new racquets before they get estab-lished in their routine, or search them out elsewhere. We sendout an email blast once a year (around January) introducing the new prod-ucts, and announcing any sales or price drops on the previous years frames.

Train your staff. As part of training, make sure staff knows racquet spec-ifications, as well as the latest deals with manufacturers, including whichracquets make the most money. They shouldnt be selling based on whatbrings in the most money since that could hurt long-term relationships withcustomers, but they should also make sure to include a profitable racquetin the demo mix when it wasnt asked about, but could be an appropriatechoice.

With MAP pricing, a lot of the profit comes not with the sale butwith the purchase price. The question to ask your rep is not what theracquet will sell for, but what is the stores real cost with the particularframe.

Lance HolmOwner of Players Racquet Shop PDX, the Port-

land, Ore., racquet specialist


30/40

8RACQUET SPORTS INDUSTRY June 2013 www.racquetsportsindustry.com

Work with your sales reps. You want to maximize manufacturerhelp with your advertising efforts and encourage manufacturers to pro-vide good quality demo strings to pair with their racquets in order tomake the whole package as appealing as possible.

Keep posters and other point-of-purchase advertising mate-rials up-to-date and visible. Also, know your customerspassingalong an extra poster or other piece of promotional merchandise to theright influencer can go a long way in spreading good word of mouth.

Make sure new racquets are conspicuously displayed andthat you have a good selection. We carry eight different brands(and 350 different demos). Availability really helps us because when youcome to our store, there is a very good chance you can hit immediatelywith the racquet you are interested in.

If at all possible, create a lane in the store where people can

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201306 Racquet Sports Industry