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TEAMS START HERE™ | WWW.AUGUSTASPORTSWEAR.COM | 1.800.237.6695 Editor Michael Jacobsen [email protected] JULY 2016 201-396-7005 Editorial Staff Tim Sitek, Senior Editor Nancy Baeder, Correspondent Mike May, Correspondent Keith Lawrence, Research Art Director Francis Klaess Associate Art Director Mary McGann Designer Brandon Christie Publisher Jeff Gruenhut [email protected] 404-467-9980

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PO Box 23-1318 Trends ...... 8 Protect Yourself ...... 34 Great Neck, NY 11023 Phone: 516-305-4710; Fax: 516-441-5692 Social Media and the Team Dealer; NSGA Report: Team Sports Protectives offer a , expanding category for www.formula4media.com Participation Up in 2015; Baseball/Softball Get Olympic Push team dealers looking for new business. Formula4 Media Publications Sports Insight Outdoor Insight It’s All ...... 14 Footwear Insight One-on-One ...... 40 Team Insight Dealers approach the baseball and softball business with The boys’ and girls’ hoops business is scoring for team Textile Insight the same strategies for success. Running Insight dealers selling to both in 2016. Trend Insight Inside Insight The State of the Games ...... 20 sportstyle Gotta It ...... 48 Team Insight ©2016 is a trademark of Formula4Media, Three baseball and softball associations provide insight into LLC, Great Neck, New York. All rights reserved. The An integral piece of equipment catches on at all levels opinions expressed by authors and contributors to their sports as they wrap up their 2016 seasons. Team Insight are not necessarily those of the editors or publishers. Team Insight is not responsible for unsolicited Cover All Bases ...... 24 Lines We LIke: Training Aids ...... 54 manuscripts, photographs or artwork. Articles appearing Three pages of our Editors’ Picks of training aids for all in Team Insight may not be reproduced in whole or in part Baseball and softball demand different strategies without the express permission of the publisher. sports for 2016. and designs from the major vendors. Team Insight is published six times each year: January, March, May, July, September and November by Formula4Media, LLC..PO Box 23-1318, Great Neck, Starting Lineup ...... 28 End Zone ...... 58 NY 11023Subscriptions: one year, $24.00 (U.S. Funds) Signs With NCAA; Vicis Raises $6 Million; in the . All other countries,$54.00 (U.S. Leading headwear suppliers address the nine key issues Funds) for surface mail. facing the market for caps. Harper Renews With

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THE ARGON 21 colors - performance fleece - deep in inventory - Adult & Youth sizing Chalk up another win MICHAEL JACOBSEN for the little guy who focuses on serving the very specific needs of local, loyal customers.

It’s a Summertime Thing It’s a hot time in the team business as dealers ready for the Fall season.

he weather is fine in this play, it lends itself to co-ed partici- do to keep kids playing sports?” part of the country, summer pation and people seem to remem- “The best thing you can do is to do leagues are prospering and ber it from gym class when they your job and do it well,” was the T team dealers are gearing up were younger. response from Bob Gardner, execu- for the upcoming Fall sports sea- UÊ/i>“Ê`i>iÀÃÊÊëi>ŽÊÜˆÌ ÊœÛiÊ tive director of National Federation son. So let’s take a moment to chat online player packs. In a business of State High School Associations about a few things on my mind. where cash flow is item (NFHS). “The athletic director has First, I really need to tell this sto- one on a list of business concerns, a lot on his mind and worrying ry that happened while I was visit- the immediate payment for player about equipment and uniforms ing a local team dealer recently. pack orders is a big selling point. should not be one of them,” he While I was in this small store – a Plus, much of the business is said. “If you make his job easier place I shopped as a kid and whose incremental since in many cases it he can focus his energies on other then-owner was one of my baseball is opening up an entirely new set issues that impact participation coaches – a woman came in and of customers consisting of parents, in sports at their schools.” Good asked about a for her child’s grandparents, siblings and alumni. advice from someone who should team — not just any hat, cleats or a stick some day. UÊ-œVˆ>Ê“i`ˆ>ʈÃÊVœ˜vÕȘ}°Ê know. but an extra small hat! It seems she Coincidentally, it was the same That’s pretty much the consensus Uʈ˜>Þ]ʈ˜ÊÌ >ÌÊÃ>“iÊ«>˜iÊ had come in a few weeks earlier day the nearby Sports Authority among team dealers, who know discussion, Gardner put the sports and was told the store didn’t have started its going of business they need to be on Facebook, participation challenge succinctly. that size. liquidation. Chalk up another win Twitter or LinkedIn but can’t – or “The biggest barrier to kids playing The owner of the store remem- for the little guy who focuses on won’t – find the time to get it done. sports is having fun,” he said. bered her and had gone ahead and serving the very specific needs of Some deal well with the challenge, So our advice to team dealers ordered that particular extra small local, loyal customers. while others bury their heads in this summer as you rest up for the hat in hope that she would return Other observations from recent the sand. For some advice and fall sports season is to do your job some day. He even kept it in the visits to stores and industry meet- insight, read the “Social Media and well and have fun. Oh, and don’t back room with her name on it, ings as the weather warmed: the Team Dealer” article on page 8. forget to post something on your just in case. And even though the UÊ"˜iʜvÊÌ iÊ œÌÌiÀʘiÜʘˆV iÊ Hopefully it will shed some light on Twitter account today. total was only $26, it was perhaps markets is co-ed adult sports, with the topic for you. the most important sale made that local soccer, softball and kickball UÊÌÊÌ iÊ -Ê >˜>}i“i˜ÌÊ œ˜- day. I’m sure the grateful mother leagues proliferating. But the most ference and Team Dealer Summit in went home, told some friends active co-ed recreational adult May, an excellent panel discussion about the great service at this local sport seems to be — . on sports participation asked the store and will be back for a pair of Apparently it’s a sport anyone can question, “What can team dealers

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6 Team Insight / July 2016 teaminsightmag.com

TEAM / TRENDS

Social Media and the Team Dealer What type of social media – if any – is best to help grow your business?

ou sell and , fit players One of them is Eve Mayer, known as @LinkedInQueen for uniforms, know the latest in because of her knowledge of leveraging LinkedIn for B2B technology and have loads of team in your sales and recruiting. Mayer is the founder of Social Media Y backroom. You meet with vendors, travel to buy- Delivered and she was back by popular demand at the ing group shows, try to collect on late payments and ev- NSGA Management Conference and Team Dealer Summit ery once in a while you have time to go to a game at the in May in Hilton , SC. During her session she laid local high school. out a blueprint of the pros and cons of social media for Now you only have to learn about social media in your team dealers. spare time if you want to take your game to the next lev- Point number one: For every social media platform you el. Sounds easy, right? Actually, for most team dealers are on, expect to devote 32 hours a month to making it the concept of social media in all of its forms borders on work. And that is not a one-time thing. terrifying. You sell and jocks, not Tweets and Pins. “Assume you are going to be doing that 32 hours a Fortunately there are people out there who can help month forever,” she warned. “You can’t just walk away you overcome this phobia and maybe even help you em- from it. If you do, it is like a customer calling you and you brace the potential of social media. just put the phone down and just walk away.” Q

Twitter Facebook YouTube LinkedIn Instagram Pinterest Google+ Followers: 288 mil- Users: 1.39 billion Users: One billion Users: 347 million Users: 300 million Users: 70 million in Users: 300 million lion in 2015; 320 in 2015, grew to in 2015, 1.3 billion in 2015, 400 mil- in 2015, 400 million 2015, 100 million active users in million in 2016. 1.59 billion in 2016. in 2016. lion in 2016. in 2016. in 2016. Of these 2016. Frequency: Seven Frequency: One or Frequency: One or Frequency: Frequency: Once users, 70 percent Frequency: One or eight Tweets two posts a day. two posts a week. Once each a day, and posts are women. or two times a daily to make an Average Age of “Brands with business day. should be less Frequency: Up to day. impact. Users: It used to video content Average Age of than 15 seconds six times a day. “Google+ lends Average Age of be 25-34-year olds, should use Users: 44-years each. “If you are target- itself to cross Users: 38 years but the average YouTube, or if you old. Average Age of ing men, Pinterest posting,” Mayer old (up from 35 a age is now 35. need to explain a “It is the most Users: 19-29-year may not be for explained, and year ago). “If you are a product to some- powerful B-to-B olds. you,” Mayer said. she urged users “You need at B-to-B company one,” Mayer said, tool we have ever There are 36 bil- “It has a different to post what- least 1000 follow- Facebook is not while advising that had,” Mayer said, lion photos shared mindset than other ever they put ers or it is not going to give you all video content pointing out that daily on Instagram. social media plat- on Google+ on worth the effort,” a high ROI,” Mayer be kept to less 41 percent of mil- “Instagram is forms. Users are Facebook as well Mayer said. She said. “You have to than one minute. lionaires in the important if you relaxed when they to get the most advised utilizing have a presence, U.S. are on Linke- are in fashion and use Pinterest, but exposure. a combination of but you have to dIn. “It has fewer merchandising they know they internal and exter- know its limits.” followers than on the consumer can buy things nal content for the But Facebook is other platforms, side,” Mayer said, there, too.” optimal mix to pro- not over. It is over but they are the explaining that vide a company’s for young people, right people.” this platform voice. but the fastest skews younger and growing demo is requires a lot of over 50.” hashtags.

As far as the social media business equation and what returns team dealers and other small business can expect for their investment, Eve Mayer said dealers can expect to spend 20 percent of their time on showcasing their knowledge, another 20 percent on entertaining visitors to keep them interested and another 40 percent on interacting with them and establishing a dialog. “That leaves just 20 percent of the effort to converting them to business,” she said. “For 80 percent of the time you give to them. Now you ask for their business.”

8 Team Insight / July 2016 teaminsightmag.com

TEAM / TRENDS

NSGA Report: Team Sports Participation Up in 2015

new way of looking at sports participation in America has uncovered some good 2015 A news for the team sports INCREASES business. According to the recently released National Sporting Goods IN TEAM Association’s (NSGA) “Sports SPORTS Participation in the U.S.” report, Team Sports participation increased 4.1 percent in 2015 compared to 2014. LACROSSE The recently released 2016 edi- 5.3% tion of the report provides a unique view of looking at the industry Person B was involved in one team increases in Lacrosse (+5.3 percent), VOLLEYBALL through a new measure called Total sport instead of two. Volleyball (+5.2 percent), Soccer 5.2% Participation Points (TPPs). For team dealers, retailers or man- (+5.0 percent), Basketball (+4.7 per- The benefit of TPPs is that it takes ufacturers, the TPP measurement cent), Baseball (+4.0 percent), Tackle SOCCER into account the combination of the provides a clearer view of opportuni- Football (+4.0 percent) and Softball number of people participating in ties gained or lost. (+2.6 percent). was the 5.0% each sport segment (reach) as well Based on the new TPP measure, only declining team sport (-0.7 per- as the number of sports each person the 2016 report reveals that all key cent), likely influenced by a very BASKETBALL is participating in (depth). segments in the sports industry warm year in the U.S. 4.7% For example, consider if both experienced participation gains NSGA’s director of research, Person A and Person B participated during 2015, including Team Sports, Dustin Dobrin, was encouraged, yet BASEBALL in soccer and baseball in 2014, but in which increased 4.1 percent com- cautious. “Although the uptick in 4.0% 2015 Person A continued to play both pared to 2014. Team Sports participation is posi- sports while Person B stopped partic- The growth realized in Team tive, it is important to note that one ipating in soccer. If using the Number Sports is an encouraging sign given year does not represent a trend,” TACKLE of Participants measure, then Person the segment has been experiencing says Dobrin. “The hope is for sus- FOOTBALL B would have still been considered a participation declines over the years. tained increases in participation 4.0% Team Sports participant since partici- Based on NSGA’s TPP measure, Team over multiple years.” pation in baseball continued in 2015. Sports has experienced a 20 percent For more information on the However, if using the TPP measure, decline since the 1990s. Helping Sports Participation in the U.S. then participation declined because to reverse the trend in 2015 were report: www.nsga.org. Q

Pop Warner Eliminates Kickoffs that direction,” says Jon Butler, Pop in modern history,” the IOC stated. thought I would share it here for In its latest effort to stem a decline Warner’s executive director. “It is an honor for our global anyone affected – positively or neg- in participation by making the “Eliminating kickoffs at this level sport – and a great day for our mil- atively – by the chain’s bankruptcy. game safer for your athletes, Pop adds another layer of safety without lions of male and female athletes, Dear Michael Jacobsen: Warner has become the first national changing the nature of this great and fans around the world – to be Thank you for being a loyal football organization to eliminate game. We are excited to at the represented within this new and League Member for so many years. kickoffs. The ban, which will take results at the end of the year as we innovative youth-focused Olympic It is with great sadness that we effect in its three youngest divisions explore additional measures.” sports package,” said WBSC presi- announce the close of The League when the season begins this fall, is dent Riccardo Fraccari. program on May 25, 2016 at 11:59 aimed at significantly reducing the Baseball/Softball Get Baseball and softball’s global p.m. EST. With this announcement amount of full-speed, head-on impact Olympic Push reach, loyal base and position- we want to let you know that all in games. Prospects are looking good for ing across many of the biggest your League benefits, including any Instead of kicking it off, the ball the sports of baseball and softball’s sports markets, including Japan, outstanding rewards, will now expire will be placed at the 35-yard line to joint return to the Olympic Games offers a unique opportunity to on May 25 along with the termina- start each half and after each score following the announcement by the further spread and elevate the tion of The League. The last day to in all Tiny Mite (5-to-7-years-old), International Olympic Committee Olympic brand, said the WBSC drop off equipment to be serviced Mitey Mite (7-9) and Junior Pee Wee (IOC) Executive Board in early June president. in our stores will be May 21, 2016 at (8-10) games. to support their inclusion among Close of Business. Following the season, Pop Warner a new sports package for the 2020 A Good-Bye Letter from TSA Thank you again for being such a will review the results of the move as Olympic Games in Tokyo. A final As a loyal Sports Authority great Member of The League. We’ve it considers implementation in older vote for the Tokyo 2020 Olympic League Member for many years, truly appreciated your loyalty and divisions. Games will be taken at the IOC I recently received the following support. “We are constantly working to Session in Rio de Janeiro in August to-the-point note that ended our Sincerely, Michael Foss, make the game safer and better for and, if approved, it would con- relationship when the once leading Chief Executive Officer our young athletes and we think stitute “the most comprehensive national sporting goods retailer And with that, our relationship this move is an important step in evolution of the Olympic program went out of business in May. I was over. — Michael Jacobsen Q

10 Team Insight / July 2016 teaminsightmag.com

TEAM / BASEBALL/SOFTBALL

IT’S ALL

BallDealers approach baseball and softball with the same strategies.

ne ball is big, the other much smaller. The bats vary in specifica- tions, the diamonds are certainly different sizes and even the uniforms differ. But while there may be some big differences in the way baseball and softball are played, team dealers by and large approach the two markets in the same way, namely through sales and service. The subtle differences have more to do with buying patterns, contacts and regional and local preferences and seasons. For starters, baseball still remains king of the sales mound for team dealers. “Baseball does better because most high schools have more B teams,” says Chuck OWatson, manager of the team division for Hibbett Team Sales, Birmingham, AL. Plus, there are more sales opportunities as baseball teams buy and usually get two or three styles for its players, Watson adds. Ditto for Santo Sport Store in Chicago, IL, says Joe Santo, co-owner of the team dealer that covers northern Illinois with eight roadmen. It’s a numbers game. “More boys play baseball than girls play softball. Boys start earlier, too,” Santo says. But he’s still pitching to the softball business, dating back three decades. “We had fast- going back to late ’80s before the manufacturers even started making special product. They just used what the boys had.” Growth continues today with fast-pitch primarily for girls, although the men’s recreational softball continues to suffer. “The problem is the age group that should embrace that has been driven away. It’s tough to get 10 people together to play. It’s a different world. It’s almost hilarious that they won’t talk to each other,” Santo says

about the advent of cell phones and texting. Photos: This page, . Next page: Stahls Out West, All American Sports does well with its baseball business since it’s more league-oriented, reports owner Jason Brown. Based in Idaho Falls, ID, Brown’s four roadmen cover eastern Idaho, western Wyoming and southwestern Montana. Those city rec leagues and travel baseball teams consistently deliver bigger num- bers for All American, Brown notes. The softball business is bigger at the high school level for All American. Consequently, volume drives baseball to the leadoff position. “The leagues are more important. Baseball is just bigger with the city and rec leagues. I would rather have an order for 1000 T- at $4 than 15 shirts for softball at $20,” Brown notes. Bob Wagner, sales manager at Dimmer-Warren Enterprises, Attica, MI, sees a dichotomy in the baseball and softball business, too. Travel ball supports

14 Team Insight / July 2016 teaminsightmag.com “There is strength in baseball and softball thanks to those travel teams.” JOE SANTO SANTO SPORT STORE

baseball in his neck of the woods, a commodity,” Barcelona notes, as while high school business is better players turn to the Internet for deals. with softball. Plus, another change impacting bats Part of that is a trend to fewer sales for Little League in 2018 will make of baseball uniforms at the high school inventory risky. level, Wagner notes (see related story He moves forward by finding ways to on uniforms on page 16). Turnover for get the customer in the store. Apparel baseball uniforms now runs seven drives some of that, especially pants, to eight years rather than three to Barcelona notes. “Some want baggy, four. Softball uniforms still get turned some want tight. They come in for every three to four years, he notes, as the right fit.” the high schools buy less expensive Barcelona makes sure it has that uniforms. style and fit by stocking six to eight Baseball remains king for Barcelona models of baseball pants. It has also Sporting Goods, says Sammy greatly expanded its softball pant Barcelona, COO of the Houston, selection to capture more sales at TX-based team dealer and retailer, retail. which covers half the state of Texas “Once they come in to try on pants, with 21 roadmen. And he sees a shift we have another opportunity for them in buying for both sports, moving to see our other items,” Barcelona away from the traditional team sale notes. to retail and online stores. Dimmer-Warren hasn’t given up on “Baseball is all year round, so it apparel but there are so many compa- drives our retail stores. There’s a big nies selling direct that it’s affected its opportunity in fast-pitch for us as it sales. “Clothing has become less of an grows. It’s not new around here, but issue to us. We sell a lot of equipment it has grown. We are a little guilty such as bases and balls to overcome of focusing too much on baseball, that.” but now we see the opportunity with Seasonal differences can challenge fast-pitch. team dealers as well. “It’s mainly for budget reasons,” Baseball season is tough in All Barcelona says of the buying shift American’s territory, starting long that’s totally different from other team after new equipment hits the shelves. sports. “A baseball ’s budget “We minimize our inventory. You have is a fraction of a football team, say to order early, so we miss the change- maybe 10 percent of what a football over in models. I usually support one coach gets. That’s mainly because of company with bats,” Brown says. the number of players. In baseball, Selling and finding equipment and the budget is consumed by uniforms, footwear for both sports can be tough, hats and some equipment. The bats, Watson notes. the gloves, the and the bags are Part of that is driven by the Internet, purchased by the parents and players.” especially for bats. “We only sell bats Consequently, many of those pur- when they need it tomorrow.” And chases are either made in Barcelona’s coaches simply don’t want to be both- retail stores or on online team stores ered with footwear. Many coaches now set up by his roadmen. And while allow players to wear what they want. baseball is a larger volume driver, he In softball, many of the schools in his sees fast-pitch softball as a growth territory of the Florida Panhandle, north opportunity. and south Georgia and parts of Mississippi begin play in the Fall. Inventory is lean Finding Ways to Score at the manufacturers. “It’s hard to get Each of the two sports either share bats and balls since so many vendors or face unique challenges, team deal- are changing lines. We try to get in there ers note. early,” Brown says, selling Fall softball in Baseball bats continue to per- December, but that’s for uniforms. plex Barcelona. “They’ve become While participation remains solid, more teaminsightmag.com July 2016 / Team Insight 15 TEAM / BASEBALL/SOFTBALL

needs to be done to get kids playing, Santo says. “The challenge is getting kids to become interested,” Santo says. “Even MLB has an initiative to Approach encourage children to Play Ball. That’s a huge challenge to the business in general. You have to sell the value of playing ball. There needs to be value in eam dealers face some stiff competition even for uniform sales, stressing that you don’t have to be the best player. Parents need to realize but they continue to pursue the business and use service as the value of camaraderie of playing without striving for a college scholarship. a cornerstone for building sales and relationships. Yes, Santo believes it’s time to put the fun back in the game of baseball T Chief among trends is a push to use sublimation, which opens and softball. After all, he asks, “How can you tell how good a kid is at nine- up options to set teams apart. years old. Maybe it’s okay if they stay in rec ball, but now the options shrink Sublimation is now 90 percent of the decoration for Hibbett Team after age 10. Sales, says Chuck Watson. In baseball, that usually means a traditional button-down game jersey, along with a two-button placket or pullover Strong, Weak LIneups as a second uniform. There is strength in baseball and softball thanks to those travel teams, Softball teams are also adopting the traditional look, Watson adds. Santo points out. The status symbol drives participation and business, but Pants have replaced and even knickers are making a comeback often to the detriment of both sports. “The weakness is on the recreational in baseball. High socks are in. And Easton now offers a compression side. The community needs to bolster the rec player and not tear it down. undergarment that extends to the foot and eliminates the need for socks, MLB understands this, but they are a good 10 years late,” Santo says. he adds. In his neck of the woods, participation remains strong, Brown notes. “Once Santo Sports uses the same mechanics to sell baseball and softball uniforms, says Joe Santo. The big difference is visors are gone in softball in his area and baseball teams usually spend more. And sublimation rules, but not without its headaches. “The issue is getting the uniforms when players are added,” Santo says. Teams are running close in numbers so that becomes an issue, especially with the alarming rise in arm injuries. Moisture management sets the pace, too, especially for travel teams that may play a half dozen games on any given weekend. “We don’t sell as much twill at “Softball younger levels because they need the options and outgrow the uniforms quickly.” continues to Those high school baseball teams still prefer gain traction the traditional look. And they spend more since those uniforms have to last five years. for Hibbett.” On the softball side, “the girls definitely are more open to design. They are flashier, more colorful.” CHUCK WATSON Sublimation has made that much easier, Santo adds. HIBBETT But Bob Wagner, of Dimmer-Warren, isn’t TEAM SALES hooked on sublimation. “I think we give the kids and parents too many options. It can really junk up a uniform.” Plus, it takes a lot of time to settle on a design. There’s back and forth since colors vary by computer monitor. Adding names to the back increases the chance of mistakes as well. “It takes a lot longer to get a new sublimated than ordering a stock summer hits people are looking for something to do. The cities have some shirt and slapping vinyl on it or screenprinting,” he notes. great programs, with plenty of fields, places to play and people who care.” Other than that, nothing’s too crazy, with two-button plackets and The downside often comes with handling lots of details with uniforms for pullovers preferred. Color blocking continues to dress up uniforms. smaller orders, Brown adds. That and the Internet, he notes. Fortunately, Softball travel teams want higher end sublimation, says Jason Brown, many buyers still see the need to try on a mitt before they buy it. “They of All American Sports. “Girls want more flash, brighter colors and still understand the importance of trying the mitt on.” patterns, so sublimation is big. The boys often want the twill look with “We constantly have people come in here with names of companies from the tail,” he notes. overseas,” even for uniforms, Wagner adds. He doesn’t hesitate to tell them Still, he says many teams are getting away from the traditional button- that he can’t meet those prices and remain open. Instead, he hopes that down jersey to the two-button placket. Oftentimes, that gets down to they find those direct sellers can’t handle the order. When they don’t, he budgets and timing, so stock is the way to go. sees those teams return. “The problem is that you out of options,” Brown notes. “It would Participation remains strong in both sports for Dimmer-Warren, Wagner be nice to have more options in traditional uniforms such as the full- adds. “We still get good numbers in these sports, unlike in football where button jersey.” safety has become such a factor in driving down participation.” Plus, many Everything is lighter and sublimation has taken over, says Sammy kids don’t seem as interested in track as in the past and basketball teams Barcelona of Barcelona Sporting Goods. “In softball, they want the simply are smaller in size. traditional look, but still want lighter weight.” Softball continues to gain traction for Hibbett, Watson says, thanks to The full-button jersey is going away in baseball, he adds. Teams have

the success of Southern powerhouses such as Alabama, Auburn, Georgia no problems wearing a T-shirt or two-button placket, especially travel Photo: and Florida. In fact, softball is catching up with baseball, although the boys teams. “They may carry two or three shirts and it’s not economical to simply order more hats and baseball uses more balls. “You go through one carry three $80 jerseys. Q

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or two dozen baseballs a game. You may only use one softball include the dads shopping with their daughters. In baseball, in a game,” Watson says. the exact opposite occurs, with moms making the trip with Brands also drive business, Santo notes. That’s particularly their sons. true in softball, where it’s been that way for some years. In either case, Barcelona offers discounts to team play- DeMarini is hot right now. “If one bat sells, it drives the ers. He holds bat demos on Saturdays to boost its sales and softball market. Baseball bats are usually spread out overcome Internet competition. between five brands.” That includes services such as glove steaming to break “I use my Plus, suppliers seem to have vacated the middle in a new mitt, Barcelona adds. He even has a certified glove employees’ market for girls’ softball bats. Instead, it’s either entry specialist on staff who can reconstruct and even customize or high-end. As an example, high school baseball bats gloves. “It’s a great service,” Barcelona says. strengths to range from $200 up to $400, but parents wonder why “Our guys have to be able to talk to the female coaches help sell.” they can’t get a $200 softball bat for their daughters. differently,” Watson says. Besides that, fit remains an issue It’s changing, but slowly, he adds. for female players. Sizing changes from year to year, so it JASON BROWN makes it tough on the roadmen and coaches. “Suppliers are ALL AMERICAN SPORTS Managing the Two Businesses working on it so it’s getting better, but it’s still difficult for Team dealers typically approach the two sports nearly coaches to make decisions on women’s uniforms.” the same. After all, coaches want good quality at fair price At All American, Brown has a couple female salespeople with service, Wagner notes. who really relate to the softball coaches. They also have “We approach them in a similar way,” Barcelona says. “We children playing softball, so that helps even more. then try to drive the players into our stores.” As part of that, “They are into the design,” Brown sales of his female sales- he recently hired a marketing person to pay more attention people. “I use my employees’ strengths to help sell. I don’t to the softball business. A former player, she’s getting more push them to something hard that they are not familiar creative in attracting those softball customers, using social with. I have one guy who really knows and sells volleyball. I media and reaching out to the softball associations. don’t expect him to do the same with basketball. Of course, Barcelona also has noticed that softball purchases often he still calls on the coaches for all sports.” Q

New Baseball/Softball Products: 2016/17 Lineup Card

1 1. The Axe Avenge L140E sublimated uniform set. Featuring 2 from Baden features two-piece both climalite and stain release composite construction. The technologies, the uniform is available HyperWhip Composite Cap end in three jersey styles and four pant 3 cap is angled like the handle. styles with numerous graphic options to accommodate any baseball team 2. The Lo-Pro from 3N2 4 with a unique look. features an iridescent ShimmerStep logo mark. 8. The Flex Base uniform from Powered by a nine-spike Majestic Athletic creates a configuration, this is a pro cleat uniform system that gives players that rides like a running . freedom of movement, while providing cooling and comfort. 3. The Big Mouth Junior Training Net from Bownet is designed 9. Custom Sublimation with as a and pitching aid for Holloway now gives full design 8 softball, baseball and ball control with three different players with the same resilience, levels for baseball and softball strength and portability as the uniforms — directly out of its Original Big Mouth Training Net. online builder, utilizing a custom mascot or logo or a completely 4. Bownet’s Ball Bag holds five custom design line. 5 dozen baseballs or three dozen . It has a durable molded 10. The Under Armour C-Low 7 9 bottom, two accessory side DT softball cleat features a pockets and easy-carry handles ClutchFit upper that wraps the for transport. foot in a second skin, along with 6 a high rebound SuperFoam insole 5. Grip Boost Batting Gel is for shock absorption. A full-length a quick drying, alcohol-based foam midsole delivers light, low-to- gel that gives batters extra grip the-ground performance and the without the mess of other grip outsole features DiamondTips, a enhancers. hybrid metal and molded cleats. 6. Brute’s Sublimated Full- 11. Under Armour’s Harper Button baseball jersey is One MVP Mid ST LE cleat available in light and standard features a one-piece woven 10 11 weight poly fabrics and is made upper, an internal Fit Sleeve, in its Evaptech performance built-in Stability Strap, a nine- wicking material. Spike TPU Plate and Charged 7. The Adidas miStreak uniform Cushioning that converts impact is a 100 percent polyester, fully into speed.

18 Team Insight / July 2016 teaminsightmag.com

TEAM / BASEBALL/SOFTBALL

THE STATE OF THE GAMES

AMERICA’S PASTIME AND ITS CLOSE COUSIN SOFTBALL What is the state of your sport in 2016? continue to be at the core of team sports in America. Team In- Seiler: Baseball was one of the few sports that recorded a participation increase in the 2016 SFIA industry report. The professional and collegiate levels of our game sight asked three of the major organizations involved in governing continue to thrive and the amateur community is more unified than ever before. and promoting their respective sports to weigh in on a range of Cress: Our sport faces an exciting year in 2016. We’re nearing our championship issues: the state of the sport today and tomorrow; opportunities season, with thousands of athletes, coaches, fans and umpires traveling across the country to play the sport they love. We also have five USA Softball national teams and challenges; the role of the industry in promoting participation; taking the field this summer across the globe. We’re also just a few short months away the impact of potentially reinstating the two sports as Olympic from an important decision from the events; and more. Three baseball and International Olympic Committee regarding the possibility of softball Participants and their respective organizations are: softball associations and baseball making the Tokyo 2020 Paul Seiler, executive director of USA Baseball, the national provide insight into their Olympic program. So needless to say, governing body for amateur baseball and representative for the 2016 will be a year to remember for United States as a member of the U.S. Olympic Committee and sports. By Tim Sitek our sport. Tellefsen: Since Softball internationally as member federation of the world Baseball Soft- made its debut in 1984, the division has shown a slow, steady increase. In 2013, Babe ball Confederation. USA Baseball governs more than 12 million Ruth League officially launched Xtreme Fastpitch as a division of Babe Ruth Softball. amateur players. By adding Xtreme, we provided a place for everyone — for those on a recreational level to those players who seek a higher degree of competition to hone their skills Craig Cress, executive director of the Amateur Softball Associa- with the goal of continuing play into high school and beyond. To date for 2016, we tion/USA Softball, the national governing body of softball in the are experiencing a great increase in leagues and teams for our softball division. U.S. and a member of the U.S. Olympic Committee. ASA/USA What are some of the unique challenges of your sport? Softball sanctions competition in every state through a network of Seiler: Both sports have unique circumstances to work through. With the nature of 70 local associations and has grown from a few hundred teams the pitching delivery in baseball, we’ve been very proactive in dealing with overuse- in the early days to more than 165,000 teams today, representing related injuries via our Pitch Smart initiative. The program is run jointly with MLB and is supported by 34 of the largest amateur baseball organizations in the country. a membership of more than 2.2 million. Cress: I wouldn’t necessarily call them challenges, but just like baseball we devote Steven Tellefsen, president/CEO of Babe Ruth League, a non-profit, our time to providing a safe and fair game for people of all ages at all levels. educational organization dedicated to developing better citizens Tellefsen: While Babe Ruth Softball Division continues to grow, Babe Ruth League, Inc. is known more for our baseball participation. Our volunteers in the field have Photo: Stahls’ by providing properly supervised baseball and softball competi- worked extremely hard to sell the entire Babe Ruth League program and due to their tion for four-year-old through 18-year-old players in both sports. efforts the softball division continues to grow. A challenge for softball compared to

20 Team Insight / July 2016 teaminsightmag.com

TEAM / BASEBALL/SOFTBALL

our baseball side is setting up more travel-based programs for softball, since Can you comment on the advances in equipment and how the vendors there are fewer community league programs. That’s one of the reasons we have responded to the demands for more player safety? implemented the Xtreme Fastpitch division. Seiler: Baseball has been and continues to be one of the safest sporting options for children in this country. Along with MLB, our member organizations and What are some of the opportunities for team dealers? the manufacturing industry, we continue to be proactive in dealing with safety Seiler: As a sport, we’re very fortunate to have an incredibly supportive group issues before they manifest themselves as system wide problems. Parents can of manufacturers. We work seamlessly with industry leaders on addressing a continue to feel confident that when they sign their child up to play baseball wide range of issues. Most recently we launched a new USA Bat program that that they’re entering them in a fun, competitive and, above all, safe environment. is a true collaboration of the entire amateur baseball network. Cress: We look at equipment in our game from the standpoint of playability as we Cress: Suppliers and vendors of the sporting goods industry have a variety of ways do require some things that relate to player protection, like NOCSAE-approved in which they can get involved with the game. From a national standpoint, ASA/ for batters. Our primary focus on the equipment side is on the ball and USA Softball has a supplier pool as well as sponsors who help outfit our National bats used in our games. The advancement of both have brought challenges Team athletes. At the youth level, manufacturers or companies can sponsor but also enhancements to our game. Working closely with our manufacturing teams, providing equipment or uniforms. At the adult level, manufacturers or partners to keep the playing field level for all players is one such enhancement companies do the same; however, individual athletes represent manufacturers that new equipment advances have brought to the table. by using their products and promoting their brand. Tellefsen: We pride ourselves on being a leader in youth safety. Over the years, Tellefsen: The sporting goods market has a myriad of segments that can be cat- we have implemented new rules, as well as changed existing regulations because egorized by product, sport, geography, behavior, participation, organization and the safety, protection and the well-being of our young athletes has always been standard demographics. Demographics play a big part in sporting goods sales, our priority. We continue to work with other member youth organizations to study recent advancements in science, engineering and technology, so we can educate and provide resources to the our players, parents, coaches and other volunteers on the safest equipment and products on the market, as well as ban equipment/products we deem unsafe for use by our participants.

What do you think any impact of your sport retuning to the Summer Olympics would be? Seiler: The Olympics will always have a special place in the hearts of millions of sport fans in this country and around the world. To return to the Olympic program would be an exciting prospect for us here at Team USA and for National Federations around the world. Cress: The return of baseball and softball to the Olympic program would bring additional exposure for our national teams and the sports in general. From sponsors to added media exposure, it would provide additional opportunities for us to promote the game and bring high-level softball to more people. “Suppliers and vendors of the Tellefsen: Softball’s global position and expansion definitely plays a sporting goods industry have a role in the popularity of the game. Returning the sport to its highest variety of ways in which they can stage will give the game international exposure and increase interest. get involved with the game.” Craig Cress, Amateur Softball Association/USA Softball What can the sporting goods industry do to further the growth of your sport? Seiler: We look forward to continuing to work with our manufactur- ers on addressing the needs of modern youth. Staying ahead of the game in safety and continuing to work toward positive forms of game modification are priority issues for us as a governing body. since population growth and age groups distinctly impact participation. With the Cress: To bring awareness to our sports and for our members by providing qual- steady growth experienced in the game of softball, the sport does and will have ity sporting goods items. The integrity of the game has always been, and will a positive economic boost on the sporting goods industry and team dealers. always be, a priority. The sporting goods industry helps maintain that integrity by keeping with current ASA/USA Softball certified equipment standards. What is driving participation in your sport? Tellefsen: Increase publicity for the sport and respective youth softball programs Seiler: For one, we’re fortunate to represent our nation’s pastime, the greatest covering such aspects as the inactivity pandemic, the importance of physical game in the world. Most recently, USA Baseball partnered with MLB to launch fitness for a healthy lifestyle, valuable life lessons learned from participation, the Play Ball initiative. The program is designed to get kids out and playing camaraderie, life-long friendships, etc. baseball in its many formal and unstructured forms. The initiative is supported by all 30 MLB clubs and dozens of amateur organizations across the country. What does the future of your sport look like from your vantage point? Cress: The love for the game is always a big driving force for softball. We’ve Seiler: Baseball will continue to be a staple for millions of Americans. With the seen a large increase in youth participation, with more athletes participating outstanding collaboration taking place between the stakeholders within our at the collegiate level as there are opportunities to continue to play with the sport, we believe the best is yet to come. possibility of a college scholarship. Softball is a fun and competitive sport at Cress: ASA/USA Softball will continue to grow the game at all levels. With so many all levels, so adults tend to stay in the game well after their collegiate or youth different avenues for kids to participate in these days, we’ve made it a mission careers are over. to bring softball to the forefront of people’s minds. Tellefsen: Years ago, softball had limited media coverage and little television expo- Tellefsen: We believe Babe Ruth Softball will continue to show a steady increase. sure. We feel the increased exposure for the game has played an important role in Babe Ruth League has instituted many enhancements and changes to improve growing the game. If softball would get back into the Olympics (and baseball) this and enliven the game, as well as provide a place for every participant, no mat- would help get more young people excited about the game of softball and baseball. ter their skill level. Q

22 Team Insight / July 2016 teaminsightmag.com

TEAM / BASEBALL/SOFTBALL

Covering All Bases Baseball and softball uniforms demand different approaches.

uniform is a team’s identi- picturing the arched block names and will be prominent for a traditional ty. A decorated uniform numbers on the back of that jersey. baseball look. is a player’s identity. There are no real differences when So what about add-on sales by As a decorator, now decorating and personalizing for either decorating items baseball and soft- that baseball and soft- baseball or softball, but it’s important ball players will already be wearing? ball summer seasons are to keep in mind what material you’re Their uniform is not complete without Awell underway, it’s time to brush up on using and how you’re using it. a team hat. Offer to personalize them the various uniform options available To achieve the classic and profes- with player numbers using a heat to you and your teams — and all of sional look, twill material must be sewn transfer material. the lives you’ll touch. to the garment for permanent applica- As previously mentioned, heat-apply- Needless to say, baseball and soft- tion. Though the professional sewn ing transfers is a quick, cost-effective ball uniform styles and demands vary look is the go-to for many teams, it method to add a number or name to greatly. To paraphrase a bit, baseball might be presumptuous not to provide the hat. Special platens are available players are from Mars, softball players a more cost-effective option to achieve for heat presses that allow for brim, from Venus. a similar look. Teams with smaller as well as standard front and back, When decorating for baseball, there budgets will appreciate you offering decorations. For the center of the are a number of uniform styles and op- a sewn look without the sewn price, hat, for instance, a logo or letter can tions to consider. There’s the classic by providing a twill material that has a be applied using sewn or simulated full button-down jersey, a two-button simulated, laser-etched zig-zag stitch stitch twill, a standard heat transfer Henley, sleeveless, faux button-down, around the edges and an adhesive material, or a digital transfer. sublimated, pullover V-neck, or just a backing for a quick, cost-effective heat Another way to complete the per- T-shirt to consider. application. The laser-etched edges sonalized look is by heat-applying Softball jerseys share the same op- look sewn, but are simply heat-applied player numbers or nicknames on their tions, but trend towards sleeveless. in seconds. When it comes to saving cleats, which can be accomplished Some teams will even opt for shorts your shop time and your customers with specially designed platens. Bat instead of long pants, depending on money, this option is a . knob stickers with a name or number the region and the girls’ preferences. Speaking of heat applications, this are also an add-on sale, as are helmet Both sports place player numbers on method is a great way to quickly and numbers and team logo stickers. the front and back of the easily decorate and customize baseball By using any one of these sugges- jersey, but placement is and softball jerseys. Something to keep tions, you’re sure to set your shop slightly more open when in mind when purchasing materials apart from the rest as your warm up it comes to decorating for heat application is whether the for the 2017 season — not to mention for softball. Teams that heat transfer material is abrasion you’ll work within shorter time frames do elect to wear shorts, resistant. No one wants to lose their and smaller budgets. for instance, will likely name or number when scoring the I’ve been involved in sports for more need the team’s primary game-winning run. than 40 years, but out of all the sports logo or players’ numbers Another key feature to consider experiences I’ve had, the one that applied to them. when decorating, especially onto sub- still stands out after all these years With regards to size guide- limated or brightly colored polyester is when I received my uniform for the lines, baseball and softball are pretty jerseys, is a material’s ability to inhibit first time as a kid in Little League. I can much the same: Names at two-to-three dye migration. This property will stop still remember that rush of excitement inches, front numbers at three-to-four any bleed-through that can potentially when I spread out the jersey, pants inches, and back numbers ranging turn white letters and numbers pink and hat on the bed and trying it on to from six-to-eight inches. The size of the on bright red jerseys. wear around the house, pretending I name or number is determined by the Heat transfer materials are generally was Ricky Henderson. area where it is being being applied. used for or two-color applica- You an be part of that memory for As for decorating style, be it for tions; however, you can achieve two- today’s young baseball and softball baseball or softball, twill is the classic and three-color numbers in a single players as well. Q look that you’re probably picturing in layer heat application. Use number your head right now. The team name styles that have a gap outline or detail This article was provided by Paul Saba- in script letters across the front of a effect, which allow the jersey’s color tini, marketing sports coordinator and button-down jersey? I bet there’s a tail to show through. And while we’re on product line for letters and under that name, too. Or maybe you’re number styles, block or rounded styles numbers for Stahls’, Sterling Heights, MI.

24 Team Insight / July 2016 teaminsightmag.com INTENSITY: Left: The Jersey is a short sleeve full-button jersey with 100 ADIDAS: Left: The Diesel baseball jersey features a faux button front, creating a piece percent polyester pin dot mesh along with a drop tail design and needle hem that functions as a two button jersey with the look of a full button jersey, modernizing stitch. The Line Drive Pant features pro-style belt loops. Right: The Fastpitch Splitter a traditional look. Available in multiple materials with the option to sublimate the inserts Jersey offers a split sleeve design for comfort and mobility, along with sweat wicking Right: The women’s Diesel jersey features a faux button front creating a piece that cool mock white side panels. It is available sublimated and in solid colors. The Pick functions as a two button jersey with the look of a full button jersey, modernizing a Off Pant features a low-rise waist and capri length with double knee-to-bottom hem. traditional look.

TEAMWORK: Left: The ProSphere Brush Back Baseball Jersey is a combination of RUSSELL ATHLETIC: Left: The performance two-button placket jersey features new and traditional. It is produced using cut and sew sublimation, one of the hottest a 100 percent polyester interlock with set-in sleeves in a moisture wicking fabric. The trends in baseball now that the Arizona Diamondbacks are the first MLB team to wear lighter cloth in the side and upper shoulder insert allows for breathability. The piped sublimated uniforms. Right: The ProSphere Wheelhouse Softball Uniform is an example open bottom game pant is a 100 percent polyester stretch double knit. Right: The of trendy looks in softball — designs that are flattering, feel fresh and can be loud or V-neck softball jersey is a 100 percent polyester interlock with a V-neck self-material toned down depending on color choices. neck and white front with a colored back body in a moisture wicking fabric. teaminsightmag.com July 2016 / Team Insight 25 TEAM / BASEBALL/SOFTBALL

AUGUSTA: Left: The Ladies Winner Jersey offers a relaxed fit with 100 percent HIGH FIVE: Left: The Bandit Inset Two-Button Baseball Jersey updates one of its polyester propelit micromesh wicking knit body. The Low Rise Homerun pant is most popular styles. It features a contemporary fragment print inset offered in six a fitted, double knit in a low-rise style. Right: The Color Block Digi Camo Jersey colors. Right: The women’s Printed Evolution S/S Jersey is designed for game day, features a relaxed fit polyester wicking knit body. The Play pant is a 14-ounce training and sideline. The versatile Evolution now features a contemporary polyester double knit with a relaxed fit and a full cut with longer inseam. fragment print design and is available in seven colors.

GAMEGEAR: Game Gear baseball (left) and softball uniforms offer different jersey A4: With an eye on the growing market in youth sports in the United States for fabric options that will have consistent color with Base Polyester (BP) pant fabric. affordable, performance-oriented baseball and softball jerseys, two new baseball (left) One of its best-selling jersey fabrics for color, durability and performance is Jersey and softball jerseys designed specifically for the team sports business for 2016 are Elite. Its sublimated pants are conjoined so there is no seam down the side, allowing moisture wicking, odor resistant and offer stain release. The two versions are both for full wrap around design and no disruption of creativity. The full-button jerseys are made of 91 percent polyester/9 percent spandex stretch mesh in all the right spots available in traditional open front or in a full button faux (false front). for a comfortable fit that performs well in all climates.

26 Team Insight / July 2016 teaminsightmag.com IT’S NO LONGER BAD FORM TO STAND OUT.

DITCH THE FORMS. GET ONLINE. NOW.

888-428-5188 APPAREL / HEADWEAR

The Pukka cap collection for 2016/17.

STARTING LINEUP Leading headwear vendors address nine key issues facing the market.

By Michael Jacobsen 1. Driving Business also been seeing a trend in low-profile dad caps for customers looking for a more stylish vintage look.” “Customers want variety. Baseball is one of the A baseball and softball lineup features James Lee, Marketing Associate, Flexfit most traditional sports there is, but we are seeing nine players (disregard the American our customers want to really push the envelope League DH rule, please) and, coinci- when it comes to cool new innovative fabrics and 2. What’s Trending performance silhouettes.” “We have seen our performance headwear styles dentally, there are nine key issues we Chad Kennedy, National Sales Manager, The Game really expand from the traditional looks into a have identified as important to the “In terms of baseball, we still support Major lot of perforation. The perforated panels can be team sports headwear business this League sports and specialty retail continues to set more subtle, with just side panels or to the entire the stage for what’s in demand.” back four panels. While it is visually appealing and season. With customization as king in Brian Matix, National Sales Director–Team Division, Pukka trendy, it also gives another level of breathability to the performance aspects everyone is wanting headwear for baseball and softball – “America continues to be in love with baseball. from their caps right now.” Chad Kennedy, The Game just as it is in the entire team uniform The competitive levels spread between both base- ball and softball, combined with an explosion of in- “For baseball players, it’s lightweight performance business – other issues focus on per- novative products aimed at enhancing the athlete’s fabrics combined with cool decoration that still formance, the sales process and the experience, continue to drive the sports.” has a traditional baseball feel to it. Flat visors are Don DeZarn, President, Pacific Headwear still at play for baseball as well. For softball, it’s future. We asked five of the leading large, cool designs with bells and whistles like pip- “The driving factor is decoration and performance ing and flat visors.” Steve Alford, Richardson Cap headwear vendors for their thoughts fabrics. Players are looking for a combination of on how they would fill out their cap decoration and performance with fit and style.” “In softball, it’s still the visor. Cut-N-Sew’s have Steve Alford, VP–Sales, Richardson Cap continued to evolve and, like baseball, new perfor- mance fabrics have replaced typical cotton. The lineup card in 2016 and 2017. “Utility continues to drive the market. We have

28 Team Insight / July 2016 teaminsightmag.com ®

ADJUSTABLE + STRETCHABLE Combines Flexfit ® stretchable sweatband technology with a premium adjustable back for a universal responsive fit.

®

ON-FIELD- FITTED Professional on-field fitted absorbs moisture and stretches to provide a comfortable fit. APPAREL / HEADWEAR

trends in baseball are two-fold. The younger “Baseball continues to hold traditional looks, coaches are requesting tech fabrics that combined with performance.” continue to push the functional cooling and Don DeZarn, Pacific Headwear moisture wicking features, as well as lifestyle- driven designs that wrap in retro drops and The Game Diamond Mesh GameChanger Performance 5. Customization Rules specialty fabrics. The older generation coaches Fabric with breathable Diamond Mesh Back. are still doing the same hat they were years “Customization is definitely one of the hottest ago, as they are in a lot of cases creatures of “More coaches are paying attention to sun pro- trends in headwear right now for us. Every cap habit. They are slowly migrating over to newer tection. SPF rated fabrics are in high demand and company has stock caps that fit a need for tight fabric choices.” Brian Matix, Pukka a majority of our performance fabrics carry an delivery windows, but being able to be creative SPF 50 rating.” Brian Matix, Pukka and design your own unique product has great “Neon colors and sublimated patterns like camo.” value.” Chad Kennedy, The Game Don DeZarn, Pacific Headwear 4. Baseball vs. Softball “Specialty retail trends are driving part of the

demand. You are seeing an influx of different 3. The Technical Story “Softball players step outside of the box a bit custom appliqués and fabrics in major league more with creative colors and designs. Although “The three-layer sweatband is a major milestone. sports. The market sees it at retail or on TV and baseball has come out of its shell a bit, there is It has changed the performance headwear game wants it.” Brian Matix, Pukka still a more traditional flavor to baseball hats.” by offering a hat strictly geared towards an ac- Steve Alford, Richardson Cap “Teams are seeking unique looks and features in tive lifestyle with its fast sweat absorption, quick the headwear. 3D embellishment is practically a drying, and stain prevention layer. “We have seen them both looking for a lot of the given these days.” Don DeZarn, Pacific Headwear James Lee, Flexfit same things. While the style of caps softball play- ers want may be different from baseball players, “Customization plays a major role. Customiza- “Materials continue to be woven in new ways to they still want multiple headwear options in the tion of the hat in terms of colors, piping and flat displace moisture and heat. Dye-cut venting is lightweight performance fabrics.” bill options are a must.” Steve Alford, Richardson Cap also hitting the market these days.” Chad Kennedy, The Game Don DeZarn, Pacific Headwear 6. Alone or Together “Softball players continue to prefer visors and “Lightweight and moisture wicking fabrics are in baseball is all headwear.” Brian Matix, Pukka “Caps are without a doubt a standalone product. vogue.” Steve Alford, Richardson Cap

30 Team Insight / July 2016 teaminsightmag.com Most coaches (especially baseball) will tell you ten want what the teams are wearing. And, yes, that their cap is the most important thing they package as much as you can. It creates value buy when it comes to uniforms. In addition, a and volume as it tends to lead to the dealer cap is one of the top items you can purchase for locking up more categories.” Brian Matix, Pukka booster club or fundraising opportunities. With Richardson PTS40 cap offers four seams of piping for “Look for additional opportunities like home and some school budget constraints, fundraising is the same price as a standard CX cap. away, add-on sales for boosters, championship becoming more and more important.” hats, spirit packs, etc. Everyone wears a hat. Fun- Chad Kennedy, The Game core uniform, but ordered for the season since in draisers are another simple way to bring hats into many states the weather is on the cool side at the “Don’t approach caps like they are an add-on play.” Steve Alford, Richardson Cap beginning of the season.” Brian Matix, Pukka sale. With baseball, the hat is actually just as “Keep up on the styles that are trending in the important as the uniform. Approach the cap headwear category. Consider building team- with that in mind and sell up. Players want to 7. The Sales Pitch specific online stores for your team so that look good and will show you the money if the “Don’t be afraid to think outside the box and make ordering becomes easy and convenient and quality and on-time delivery is there.” sure to learn the product. Dealers have great also opens up a channel for parents and fans to Steve Alford, Richardson Cap relationships with their coaches. Use that relation- purchase as well.” Don DeZarn, Pacific Headwear “Team dealers understand that teams need every- ship to educate them on all the options available thing. No company does it all in one convenient and that will generate ideas and excitement in 8. The Future package. Think about selling during program ordering more caps. Also, get in front of them windows for best price and discounts. Know your early to capitalize on early order incentives and “There will be a continued push towards higher headwear manufacturer’s capabilities and take programs.” Chad Kennedy, The Game quality, lighter performance materials and distinc- tive features.” Don DeZarn, Pacific Headwear time to really understand what a company has to “First, they have think differently when it comes offer and what their delivery and the all-important to their headwear. They also need to start diver- “The influence from what people see at retail will fill-in times are.” Don DeZarn, Pacific Headwear sifying into other areas and programs within the continue to make its way into the market. Trying “Dealers in some cases are leaving money on the school. Booster programs, school spirit shops to stay ahead or even the same pace with the in- table if they just use one strategy. For instance, and clubs often get overlooked and we all know fluences is one angle. New functional performance cold weather/knits are not an extension of the they want to support their sports teams and of- fabrics will be in demand. The cold weather

teaminsightmag.com July 2016 / Team Insight 31 APPAREL / HEADWEAR

performance fabrics and get them fast and on time.” Steve Alford, Richardson Cap “End-users are looking for more comfortable ver- sions of the classic hats that remain trendy such as the snapback.” James Lee, Flexfit

9. New Products

“Our 110F One Ten Flexfit Snapback cap features a moisture absorbent elastic Flexfit stretch sweat- band infused with an adjustable plastic snap. This combination of an all-around stretch and an The 110F One Ten Snapback cap from Flexfit. Pacific Headwear’s Aggressive Heather Trucker. adjustable open back provides a universal respon- an attractive price. Our PTS30 is engineered to be sive fit with an unrivaled sense of comfort.” your favorite . The mid pro shape pro- category is very interesting to us. It’s driven by James Lee, Flexfit vides a superior fit and the PTS Lite material with fashion and lifestyle as well as need.Manufactur- “Our Game Diamond Mesh features GameChanger laser-vented crown is extremely lightweight and ers and team dealers will need to work together Performance Fabric with breathable Diamond cool, but durable enough to withstand a full season to identify new programs to capture incremental Mesh Back, moisture wicking lightweight fabric of on-field play.” Steve Alford, Richardson Cap Brian Matix, Pukka sales opportunities.” in 25 GameChanger Performance Colors and 16 “Our new SF47 bridges the gap between on- and “Customization will continue to be at the forefront Diamond Mesh Colors.” Chad Kennedy, The Game off-field applications. The trendy heather jersey with innovative new performance fabrics and new “Our CXP options are the fastest way to get a fabric is available in two colors and when com- headwear applications.” Chad Kennedy, The Game custom cap with piping. Available in 12 distinct col- bined with more than 40 twill colors is perfect for “Service, service, service. Orders placed on time orways, the CXP offers four seams of piping for the any team. Our new SF77 Stretch Truck Mesh hat is expect to be delivered on time and the sooner same price as a standard CX cap. You choose your here and teams can choose from nearly 20 trucker the better for today’s player. They want hats to desired CXP colorway then simply pick the button mesh colors to combine with more than 40 cotton have great looking, cool decoration, lightweight and eyelet color and you’ve got a custom cap at twill colors.” Brian Matix, Pukka Q

32 Team Insight / July 2016 teaminsightmag.com

SPORTS MEDICINE / PROTECTIVES

PROTECT YOURSELF Protectives offer a safe, expanding category for team dealers. By Mike Jacobsen

With player safety at the forefront of all participation discussions in team sports, vendors have responded with a laser-like focus on improving the game. It all opens up a new category for team dealers.

What role is player safety playing in the team advanced products. From wearable tech to exciting new Mary Horwath sports business? fabrics and unique materials, we anticipate continued Senior VP–Marketing , United Sports Brands We believe player safety is a fundamental mission and innovation in categories that help the athlete stay in the central to our commitment to team sports. game and remain healthy.

What role can team dealers can play? How has your company addressed the issue? Team dealers and retailers are vital to the success of Our team sports brands – McDavid, Shock Doctor and this category. For athletes looking for recommendations Cutters – are proud partners of USA Football and Pop on the best protective and recovery gear, team dealers Warner and they reinforce our commitment to advancing and retailers can help make sure that they are getting coach and player development, participation and safety. the proper items with the proper fit. Team dealers Athlete protection is at the heart of all of our brands and are an invaluable resource in helping to educate both developing products that provide even higher standards coaches and athletes on the benefits of using protective of protection is what we strive for every day. and recovery products to both prevent injury and help with recovery after competition. What’s new? McDavid’s Teflx Dual Density volleyball knee/elbow How has the industry responded to the demand? utilize Teflx technology to provide resistance that There’s always excitement about new technologies is uniquely suited to the rigors of court spaces and can and innovation that push our sports and athletes withstand repeated scuffs and skids on all surfaces. to new levels. We know that innovative technol- McDavid’s Hex 7-Pad three-quarter length girdle now ogy can really revolutionize a sport and how an comes with Teflx technology at the knees for extra athlete performs. Think of the many changes durability. Designed specifically for football players, over the years and the extremely cool products Ultra hDc moisture management technology helps keep that are now considered essential to an athlete’s athletes cool and dry, while McDavid’s Hex technology game, offering both protection and performance. at the hips and thighs offers a lightweight, flexible and breathable fit. McDavid’s Hex Skin Roll is the direct Where does the category go from here? route to functional and customized protection. It can be The industry is continuing to evolve and grow signifi- cut to the desired length and applied directly to the skin cantly and there is a strong demand for technically for extra protection exactly where you need it.

34 Team Insight / July 2016 teaminsightmag.com

SPORTS MEDICINE / PROTECTIVES

What role is player safety playing in the team business? Where does the category go from here? Lauren Hinton Player safety in team sports is about to reach a crescendo. The sports we love and the passion by which we play and Global Product Manager, DJO Global, Consumer With the long-term effects of impact-related injuries cur- participate aren’t going to go away, so the demand for rently in the spotlight at the professional level, it is at the protective gear is only going to continue to increase. The forefront of players’ and parents’ minds and is beginning to protectives category is a huge growth opportunity and the translate into changes in behavior. The team sports indus- needs and trends associated with these products will con- try is in a unique position and needs to step up to the plate tinue to develop into unique brands. by continuing to raise awareness. How has your company addressed the issue? What role can team dealers can play? Undoubtedly, once new safety methods, products and Team dealers are in a position to help raise awareness, treatments are accepted by the professional leagues they’ll support and/or create programs and promote products trickle down to the college, high school and youth leagues, that put player safety first. Prevention is key to keeping but why wait. We are proactively tackling this issue with athletes healthy and in the game and everyone plays a role. the launch of our Defender line.

How has the industry responded to the demand? What’s new? There are a lot of companies with protective and preven- We recently signed San Francisco 49er NaVorro Bowman tative gear, but not many are actually utilizing proven (left) to our athlete roster, as he is a huge fan of our materials and technologies. Innovative and results-ori- Defender series of products. Defender Skin is the most ver- ented materials and products that are proven to prevent satile form of protection. It’s a breathable adhesive second injuries and/or protect athletes are going to be the wave skin designed to defend the body against turf burns, abra- of the future. Parents and players are willing to pay more. sions and bruising often associated with impact sports.

What role is player safety playing in the team Where does the category go from here? Philip Rosati Jr. sports business? The protectives category will continue to evolve in the VP–Sales ,TAG Sports Gear Player safety is going to continue to be a bigger issue and future. What most of us remember as a traditional helmet, it will cause industry leaders to further advance technol- shoulder pad, girdle or thigh pad won’t be the same. It’s ogy in protective equipment and not continue to make the amazing to see how much they have changed and how same old products. exciting it is to think of what we can do to change the industry with more product advancements. A smarter con- What role can team dealers can play? sumer is better for our company — instead of them buying Team dealers are the direct line to the end consumer. It is a product solely on name, they see that the name doesn’t our job as manufacturers to educate the salespeople and mean it is the best. give them all of the facts so when they are facing mom, dad, coach or AD they are fully educated and How has your company addressed the issue? can answer any questions. When manufacturers of We have addressed the emphasis on player safety by con- equipment come out with something new and cut- tinuing research into the best possible materials we can ting-edge it gives the team dealer another reason build our products with. Our product managers’ first goal to get in front of the coach, AD or even parent. is always safety first — we do not focus on price first. We build the product we would want our children to wear and How has the industry responded to the demand? feel comfortable with. The industry itself has done a good job in increasing safety, but I feel some have done better then others. I can’t speak What’s new? for anyone else’s strategies, but I can tell you TAG will Our newest and most innovative product is our RIPT always be at the forefront of technology. There are some shoulder pad. We have used our pyramid impact disper- companies out there still trying to push the same technol- sion technology and also used a new material for the shell ogy without truly making any real advances in technology. of the pad.

What role is player safety playing in the team commitment to safety. Neal Fink sports business? VP–Sporting Goods Channel, Performance Health Player safety has always been a critical component of the How has your company addressed the issue? business — I don’t think that the industry gets enough Because of our heritage as a sports medicine company credit for that. The difference today is that player safety and our connection to the athletic training community, is a focus of every conversation, whereas before it was player safety has always been critical to us. When we assumed that products were adequate to provide proper launched Cramer protective apparel, the goal was to pro- safety. Today player safety isn’t just an expectation, it’s vide products that emphasized protection at every level also a key feature to market. and position for every athlete. We approach every design from the standpoint of an injury and we work backwards What role can team dealers can play? to incorporate the features that are necessary to provide Team dealers already have a broad knowledge base in protection. this area. They need to utilize that knowledge to show that they are the authority on the subject. What’s new? Cramer introduced the Hurricane girdles for this season. How has the industry responded to the demand? The Hurricane utilizes the same plastic-reinforced foam The industry has always been there to protect the thigh pads as the Thunder girdles, but it incorporates a athlete and we collectively have stepped up the wraparound style to provide additional impact protection.

36 Team Insight / July 2016 teaminsightmag.com

SPORTS MEDICINE / PROTECTIVES

What role is player safety playing in the team business? the underlying products have changed only cosmetically. Jim Caldwell Increased awareness, new, more detailed detection, treat- True innovation and breakthroughs are obviously sought Executive VP, Unequal Technologies ment and return-to-play protocols, more sophisticated after, but often “more of the same” is the outcome because sideline responses — these all add up to greater under- margins can be stronger in the world of status quo. Certainly standing of what is happening on the field in real-time and more than ever these days conference, league and school how best to respond. The demands on leadership from the leadership has a duty of care to inform their constituents of athletic trainer to coach to team doctor have risen sharply the best protection available, even if that protection does over the years, leading to expectations that they be much not come from a sponsoring supplier. more on top of any situation that could affect player health and safety. That has to include protective gear. How has your company addressed the issue? We don’t sell apparel, we sell protection. If you look at the What role can team dealers can play? three T’s – thorough Training, proper Technique and cut- Dealers should sell protection that protects. All dealers can ting-edge protective Technology – all three help athletes be do is meet the growing demand for safer play with the best as prepared as possible to perform at peak while staying as gear they can find that actually protects, is priced right and safe as possible on the field in practice or games. stands up to the rigors of team play. What’s new? Where does the category go from here? Besides our Unequal Halo, the only soccer headband widely Protection needs to protect. Kids shouldn’t die play- available tested to ASTM standards, our Unequal Hart wear ing sports. No one ever said it would be easy, but we is a line of chest/heart protection that also reduces risk must push ahead and expand the materials science of sudden cardiac death from commotio cordis. It’s the envelope as much as possible to allow products to number one killer in youth baseball and number two killer perform at a level where kids can enjoy the sport in youth sports. Our Hart Goalie for lacrosse, Hart they love with less risk, with gear that is comfortable, for baseball and the Hart Shirt and Hart Pad (both for virtu- wearable and that does not inhibit movement. ally any sport) provide chest protection with no equal. You can’t have a standard without a solution and we don’t think How has the industry responded to the demand? it is a coincidence that NOCSAE came out with a proposed There is no question that slick marketing, hefty ad budgets new standard for reducing risk of commotio cordis within and high-priced endorsement deals sway markets even if weeks of our study. Q

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hen Dr. James Naismith founded Powell. “We also sell the rims, backboards and padding.” The boys’ and the game of basketball in Spring- Powell adds that more than half of his uniform orders girls’ hoops field, MA, in 1891, it’s fair to say involve some type of sublimation. “Sublimation is a big that there’s no way he could have deal for us and our teams,” he says. business is driving imagined how the sport would Even though many team dealers have lost the basketball eventually evolve, grow, and ex- footwear business to Internet outlets, Hibbett’s basketball the lane for pand — not only in the U.S., but footwear business remains strong, but socks, not so much. dealers in 2016. around the world. Since those “For the most part, we’re very competitive in sales of Woriginal 13 rules of the game were put on display at the basketball footwear,” states Powell. “Most of our basketball YMCA Training School in Springfield, the popularity of teams buy their shoes from us. And while we do sell many the game has exploded to the point that it is now a multi- stock socks, more and more teams are ordering custom billion industry and is played 12 months a year on every socks with multi-color patterns,” says Powell. continent (with the possible exception of Antarctica) by In the small community of Shenandoah, IA, located in millions of people around the world -— men and women, the southwest corner of the Hawkeye state, junior high boys and girls, young and old, amateurs and professionals. schools, high schools and many local club/travel teams And when the men’s and women’s Olympic basketball buy their basketball gear from their local team dealer, competitions are held later this summer in Brazil, it will Howard’s Sporting Goods. represent a global celebration of the game — a celebra- “Basketball teams are buying jerseys, shorts, footwear, tion that would make Dr. Naismith proud and impressed. socks, reversible practice jerseys and, of course, basket- After all, according to the Sports & Fitness Associa- balls from me,” notes owner Denny Howard. tion (SFIA), basketball is actually the most popular team While sublimation is very popular around the country, sport in America. That fact, in turn, impresses the team it’s still a fairly new piece of technology in southwest Iowa. dealers charged with selling the goods of the game to “We’re a small town and we’re a little behind the times schools, travel teams, local recreational leagues and the when it comes to sublimation,” admits Howard. basketball-playing general public. The basketball business is steady for Scott Ringler, At Hibbett Team Sales, Birmingham, AL, teams are owner of MVP Sports, Spanish Fork, UT. “Teams are buying buying the whole enchilada when it comes to basketball uniforms, socks, basketballs and accessories from me,” purchases. “We are selling uniforms, footwear, practice says Ringler. Helping to keep the cash register ringing are By Mike May gear, outer wear and socks,” reports VP-team sales Frank repeat sales. “High schools are investing in new uniforms

40 Team Insight / July 2016 teaminsightmag.com

TEAM / BASKETBALL

every other year.” colleges,” many of whom are into the proximity of the Nike warehouse in wants to practice and play with it.” The one vital component of the new sublimated look. nearby Memphis, all of the teams in While the Internet may be Wheeler’s basketball business that Ringler re- “Every year, teams are buying more this part of Tennessee are all buying biggest competition on sales of bas- ally doesn’t profit from is footwear. and more sublimated uniforms,” re- Nike. And, I don’t sell Nike.” ketball footwear, he still has a strong “I get a very small piece of that pie,” veals Knapper. “We sell lots of socks But, some basketball-related busi- and steady footwear business. he says. “So many players are buy- and basic items, too.” ness does trickle through the front “We still do well with sales of basket- ing their shoes online because the While Knapper notes that Al’s does door. ball footwear,” he says. “We provide selection is so diverse.” sell shoes to players and teams, the “I do sell basketball scorebooks, a level of customer service that the Down in Vero Beach, FL, basketball business is not as brisk as it once a few nets, some socks, quite a few Internet can’t provide. When a cus- is an important line item on the P & L was. “Footwear is a tough business,” basketballs and reversible practice tomer walks out of our store with a statement for Dave’s Sporting Goods, admits Knapper. “It’s not as profitable shirts,” Johnsey says. “I also sell some brand new pair of basketball shoes, but it’s not as big as football, baseball as it used to be. We’ll take whatever rims, basketball backboards and pro- we guarantee that we have sold a and softball. business we can get. We do chase it tective padding that you put on the pair of shoes that is the perfect fit for “We don’t sell a whole lot of basket- and we do have a retail side of our walls of the gyms. That padding is that athlete. We can’t compete with ball to high schools, but we do sell business that generates footwear often replaced every seven or eight the Internet on price, variety and basketball to local recreation leagues sales, too.” years.” fashion, but our customer service and some AAU travel teams,” says On the hard goods side, sales are In Oklahoma, basketball is an im- can’t be matched.” manager Becky Whipp. “We also sell steady for Al’s Sporting Goods. “We portant part of the business for Com- On the topic of basketball footwear, a number of basketball awards to the while many team dealers around the local recreation leagues.” country are losing that business to While some team dealers are limited VS big-box retailers and online outlets, in their basketball business because BOYS GIRLS Jim Brown, a salesman for Kratz they don’t carry any Nike merchan- Sporting Goods, Clarksville, IN, says dise, Whipp says that is not a problem the basketball footwear business in in her store. “We haven’t found the basketball-crazy Indiana “has been inability to sell Nike to be an issue,” very big for us.” admits Whipp. “We just have replaced “We’ve been a dealer for Adidas for it with Under Armour and our teams years,” notes Brown. “We are very like it.” brand loyal and feel it’s the best bas- Meanwhile, in Louisiana basketball ketball shoe brand on the market. We The “boys are from Mars, girls are from Venus” debate continues in the world appears to be as popular with local sell a lot of Adidas basketball shoes.” athletes as the crawfish boil, gumbo of basketball, but the differences between the genders seems to be lessening, In Green Bay, WI, basketball is a and jambalaya. according to team dealers on the front lines.“There’s only thing the girls want strong number two sales category “I am selling basketball to high for Home Team Sports & Apparel. that is different from the boys is the female fit on the uniforms, which I totally schools, middle schools, a couple According to owner Todd Gutzman, of AAU teams and to some local rec- understand,” according to David Bell, owner of Bell’s Sporting Goods. “We the most popular basketball is Spald- reation programs,” reports David can accommodate that.”As for the difference between boy and girl basketball ing’s TF1000, which is the official ball Bell, owner of Bell’s Sporting Goods for high school basketball in the state players, Denny Howard, of Howard’s Sporting Goods, says both genders in Lafayette. of Wisconsin. Bell’s biggest basketball clients are have different attitudes when it comes to the process of ordering a jersey. “Girls In Montana, where outdoor activities the local high school teams, which are more particular when it comes to the design of the jersey, whereas boys don’t have always been extremely popular, like to spend money on their uni- basketball is probably the second care,” he says. “They just want a jersey to wear so they can play.”Even with the forms. “Sublimation on uniforms is leading sales category for Stop, big with high school basketball,” he growth of the girls’ game, one thing that hasn’t changed in the sporting goods Glendive, MT. “We are selling to high notes, and he sells practice shorts, business for Knapper is the typical basketball client. “Whether they are a male schools and some local travel bas- practice shirts, socks, fleece ketball teams,” says store manager or a female, a basketball player is a basketball player,” observes Ed Knapper, and shoes through player packs. Gabby Smith. Bell does sell basketball goals and of Al’s Sporting Goods. “These days, there is also plenty of female-specific systems, too. “I will sell a set of side product out there so that’s not an issue.”Q The Big-Ticket Hit goals to a school when they need When it comes to selling major hard them or some portable goals, if space goods items in basketball such as rims, constraints are an issue,” he adds. sell four brands of basketballs and pass Athletics, but not as big as the backboards, basketball systems and While Bell does sell basketball foot- people are always ordering basketballs combined category of girls’ softball padding, team dealers do get some wear to players, times have certainly from us,” says Knapper. “We also sell and boys’ baseball. of that business, but it’s rarely on changed for that category. “Selling goal systems, rims and wall padding.” “We sell a range of basketball items the front end. basketball shoes is such a fashion In western Tennessee, selling bas- from backboards to basketballs to “We sell backboards, rims and the show and styles are always changing,” ketball to schools, clubs, leagues and practice wear to shoes to uniforms,” padding when gyms are renovated admits Bell. “I just try to sell what I municipal organizations can be tough, notes Eric Wheeler, co-owner of the or items need to be replaced,” says buy and have in stock.” especially if you don’t stock and sell Woodward, OK, dealer. “Sublimation Kratz’s Brown. “When gyms are first In Wilmington, DE, basketball is products with the Swoosh on them. has taken over the uniform business.” built, the contractor building the the second largest category of sales “Because I don’t sell Nike basket- While Compass Athletics carries facility usually buys the initial goals for Al’s Sporting Goods. “Basketball ball shoes, I don’t sell their uniforms a few different brands of basketball, and basketball systems directly from sales are good for us,” says sales man- either, so I don’t sell too much on the one specific ball is the top seller. “The the manufacturer because of war- ager Ed Knapper. “We sell to middle basketball side,” admits Fred John- Wilson Wave is our biggest hitter,” ranty issues.” schools, high schools, YMCA’s, Boys sey, Jr., owner of Johnsey’s Sporting Wheeler reports. “It’s the official state While Jock Stop sells the big piec- & Girls Clubs, AAU teams and to some Goods, Jackson, TN. “Because of the ball here in Oklahoma, so everybody es of equipment such as rims and

42 Team Insight / July 2016 teaminsightmag.com

TEAM / BASKETBALL

backboard systems, Smith feels that “Schools are buying new padding says Joel Dunn, athletic director at track and field attract more partici- schools are trying to avoid paying for for safety concerns and they are Berean Christian School, West Palm pants. For girls, only track and field the big-ticket items. upgrading the look of the padding Beach, FL. “When prospective parents and volleyball outrank hoops. “Replacing rims and backboards is by incorporating school colors and take a tour of the school with their It’s not surprising that high school always the last item on the budgets graphics,” says Larry Foster, owner students, it sends a positive message basketball is played in every state, of schools,” notes Smith. “They are of Spartan Sporting Goods, Beckley, to those parents that helps seal the including the District of Columbia. always trying to get one more year WV. “More schools are using graphics deal on the enrollment process.” From a participation perspective, the out of the big items.” top three states for boys are California MVP Sports’ Ringler says that he “The participation numbers The Numbers Game (44,829), Texas (70,668) and Illinois sells goals and backboards, but the are holding steady for According to the National Federa- (24,240). For girls, the top three states sales are few and far between. basketball for the girls, tion of State High School Associations are Texas (68,003), California (34,025) On the hardgoods side of basketball as well as the boys.” (NFHS), high school basketball is one and Pennsylvania (21,360). sales, Dave’s Sporting Goods also of the top sports for both boys and “The participation numbers are Theresia Wynns, NFHS caters to the consumer who wants girls. In terms of the number of high holding steady for basketball for the their own basketball goal at home. featuring the mascots of their schools, schools that have basketball teams, girls, as well as the boys,” observes “We install a number of home bas- too. For older schools that have a basketball ranks number one for both. Theresia Wynns, director of sports ketball systems for people who want stage at one end of the gym, they The latest figures from the NFHS and officials at NFHS. “Schools at- a goal in the driveway at home,” says are buying stage padding from me.” indicate that 18,072 high schools spon- tempt to provide opportunities at Whipp. While safety is the driving force sor boys’ basketball, while 17,653 high all grade and skill levels for their When it comes to wall padding, behind purchases of padding, there is schools offer girls’ basketball. In terms students. It becomes difficult to do schools are spending the extra money a strong business reason why schools of overall participation, boys’ basket- that sometimes when there are budget to make them customized. “More and spend a few more dollars on custom- ball ranks as the third most popular restraints. Or in smaller schools, the more schools that buy wall padding ized padding. high school sport, with 541,479 boys number of students available for the for their basketball gyms will order “By investing in customized pad- dishin’ the rock. For girls, basketball teams becomes a barrier.” specific colors with a specific logo ding, it helps reinforce the brand of our also ranks as the third most popular Wynns also notes that the game of or wording on them,” points out Hib- school, our traditions, and the pride sport, with 429,504 playing. high school basketball is always being bett’s Powell. that we have in our athletic program,” Note: For boys, only football and reviewed by the NFHS in order to keep High School Hoops Rules Changes for 2016

A new rule regarding free-throw lane violations in high school basketball has been added for clarification. Players occupying the marked free-throw lane line spaces cannot enter the free-throw semicircle until the ball touches the ring or the free throw ends.

ule 9-1-3h was one seasons was pushing and the dis- replace a disqualified or injured player of five rules changes placement of the free-throw shooter from 20 seconds to 15 in Rule 2-12- recommended by the after he or she shot the ball. The new 5. The committee believed that the National Federation rule will hopefully stop rough play.” amount of time presently given is too R of State High School In addition, the added Rule 1-20 long and allows for gamesmanship to Associations (NFHS) Basketball Rules regarding non-playing personnel – be displayed. Committee at its April 20-22 meeting such as cheerleaders – on the court The rules committee also removed in Indianapolis. The changes were during a short time-out. The new restrictions pertaining to player equip- subsequently approved by the NFHS rule states that “non-playing person- ment. All extra apparel is permitted to Board of Directors. nel shall remain outside of the play- have one logo according to Rule 3-5- After reviewing the entire free-throw ing area during a 30-second or less 6. Last year the committee simplified process, the committee approved the time-out. Non-playing personnel shall the color requirements to be consis- addition to Rule 9-1-3 in an effort to stand outside the free-throw lane tent on all sleeves, tights, wristbands make the rule easier to understand lines extended toward the sidelines and headbands. Adding the com- and to create a safer environment for throughout the game.” pression shorts to this rule will the free-throw shooter. By formalizing awareness of the officials in simplifying enforcement of “This new rule was approved by the standards set for non-playing person- the uniform rules. committee in order to reduce rough nel, game officials are able to direct A complete listing of the rules play,” says Theresia Wynns, NFHS non-playing personnel to an appropri- changes is available at www.nfhs. director of sports and officials and ate place outside the playing court. org. Click on “Activities & Sports” at liaison to the rules committee. “Part of In addition to these new rules, the the top of the home page, and select what we had observed over several rules committee reduced the time to “Basketball.” Q

44 Team Insight / July 2016 teaminsightmag.com the game fair, fun, and competitive. especially during March Madness.” $192.5 million in 2014. Basketball now, we keep having to have more “High school basketball is in a good Another research report supports footwear wholesale sales were just printed than the year before.” place as it relates to its rules,” notes these insights. According to the SFIA over $1 billion in 2015, up four percent. Another big seller for Markwort Wynns. “The NFHS rules are strong 2016 Sports, Fitness and Leisure Ac- is the clear plastic nose guard, with and they allow for a game to be played tivities Participation Topline Report, Insight from Iniside the Game the majority of the orders coming that does not put the offense nor basketball is the most popular team Generally speaking, manufacturers from overseas. the defense in a position that gives sport in the U.S. In 2015, there were of basketball apparel, gear, equipment, “Interestingly, over half of our sales an unfair advantage. Each year, the 23.4 million basketball players in the footwear and accessories are upbeat (of clear plastic nose guards) are NFHS Basketball Rules Committee U.S. Of those players, 66 percent are about the status and direction of the exports to Europe,” adds Markwort. members come together to review the core participants. sport of basketball in the U.S. in 2016. “We are very excited about the rules passed the previous year and “Basketball is good,” according to upcoming year,” notes Sarah Ar- what people throughout the states “Strong support of the Herb Markwort, president of Mark- mantrout, national sales manager at felt about those changes.” (For more, alma mater generates wort Sporting Goods, who reports Jaypro. “Our sales are already up for see sidebar on page 42.) significant sales of licensed that some of his best-selling items are this year and we see it trending to be Another sign of the popularity of merchandise, especially actually accessories such as stadium one of our better years.” basketball is to look at attendance during March Madness.” chairs, scorebooks, coaching boards When it comes to club and travel figures. Dating back as far as 1993, and ball pumps/inflators. teams, their enthusiasm and passion Corey Bockhaus, SFIA attendance at men’s Markwort also sells lots of score- for the game of basketball translates to games has been in the range of 28 to From a dollar and cents perspec- books, but doesn’t expect sales will strong annual sales for Baden Sports. 32 million fans. tive, basketball is a major revenue always be strong. “A record number “We continue to see an increase in “Generally speaking, basketball generator. SFIA reports that in 2015 of people are keeping score and even business from club and non-school players are also big basketball fans, wholesale sales of basketball equip- a last-minute women’s rule/scoring related organizations,” says Baden especially at the college level,” says ment were $401 million, up five percent change (last year) didn’t slow down VP-sales and marketing Jay Helmick. Corey Bockhaus, director of communi- from $382 million in 2014. sales of the Mark V Basketball Score- “This tends to not only be higher- cations at SFIA. “Their strong support Wholesale sales of basketball uni- book,” adds Markwort. quality basketballs, but often custom- of their alma mater generates signifi- forms were $194.5 million in 2015, “Someday, scorebooks might be ized. This ranges from laser-engraved cant sales of licensed merchandise, which was 1.1 percent higher than replaced by an app, but, at least for game balls to fully custom color.” Q

teaminsightmag.com July 2016 / Team Insight 45 TEAM / BASKETBALL Fab Five: New Hoops Uniforms

1 2 5 3 4

1. The A4 is offered in men’s and boys’ sizes, will be in stock in September and is offered in 10 colorways. The color side is a Poly Interlock and the contrast is a Birdseye Mesh tech fabric. 2. Panel sublimation on Game Gear’s basketball uniform is used on the front panel of the jersey and the side panels of shorts/ pants. The remainder of the jersey, short or pant is done in solid color pre-dyed stock fabric, while an ink transfer number is used on the back to complete the jersey. 3. Brute’s reversible basketball jersey for youth, high school and rec league teams utilizes custom or templated designs printed in full sublimation to offer bold color and limitless flexibility. 4. The Adidas custom Hurricanes uniform is a fully sublimated jersey and short that provides a lightweight, comfortable and breathable on-court experience. Customized graphics are available on the top yoke of the jersey and in the bottom hem design of the short. 5. Alleson’s single ply reversible mesh basketball uniform is feld seamed with contrasting color angled side inserts and features a modified V-neck, two-color collar with binding at armholes, bottom opening and collar inset.

46 Team Insight / July 2016 teaminsightmag.com

EQUIPMENT / GLOVES

AN INTEGRAL PIECE OF EQUIPMENT CATCHES ON AT ALL LEVELS

GOTTA GLOVE IT A TEAM INSIGHT VENDOR ROUNDTABLE

the glove to experience the fit and feel before they purchase. Elliot Frey: Batting gloves have become an essential piece of one’s at all levels of play. In today’s game it’s a rare occurrence seeing a player step to the plate without wearing batting gloves. Batting gloves currently are – and will remain – in high demand.

So, what is the sales pitch for gloves these days? Miller: Plain and simple — football gloves improve performance., whether it is receivers looking for grip or linemen looking for padding. Frey: Simply put, the sales pitch is based on identifying the customer, understanding their level of play and determining what factors ADAM FRANKLIN To start with, why should team categories. are most important to them — VP–E-Commerce Sales and Marketing, dealers make gloves a prime Pete Vitiello: Return business. Most aesthetic, price, durability etc. Once Franklin Sports category? athletes will go through two to four these key areas are understood, Rich Schwanke: It is a key piece of sets of gloves each season. It brings offering the appropriate batting ELLIOT FREY equipment, as important to players customers back to the store. Why glove is easy. Category Manager–Bats and Batting as their cleats or equipment. hand over this business to the big- Vitiello: The sales pitch is very Gloves, Rawlings Playing opportunities continue to box stores? simple. Protect your hands and stay RUSS OEHMEN expand with the growing 7V7 trend, Chris Miller: Football gloves are an in the game. You can’t play with Director–Sales Services, Saranac which gives more opportunities to essential part of equipment for all a broken wrist or fingers, so why sell gloves throughout the year. football players. Once seen as an expose yourself to this possibility? RICH SCHWANKE Russ Oehmen: Because football optional item, or an item only for Oehmen: Lightweight, consistent Director–Team & Ac- glove sales are a growth category. receivers, gloves are now a must- grip, fast design. There’s no cessories, Under Armour The annualized movement of have item for every player on the room for excess weight. Today’s football, through the combination of field. players exert intense stress and CHRIS MILLER training camps and regular season, Adam Franklin: When it comes to contortion on all aspects of the Director of Retail Sales, United Sports on to 7V7 passing leagues, demands the business, this gloves, especially the palms. The Brands (Cutters) gloves year round. While they might is an absolute must for dealers grip needs to be consistent, reliable PETE VITIELLO buy one or two pairs of cleats, they to invest in. Consumers often and able to endure in all such VP–Sales and Operations, Xprotex can and do buy multiple pairs of purchase multiple pairs in a single conditions. Lastly, but not less Sport Group gloves throughout the year. This is purchase and it is the type of item important, the style needs to be exactly the reason glove sales have that is immune to the Internet. The fresh, relevant and in line with the Moderated by Michael Jacobsen seen growth rates beyond other average consumer wants to try on five-star athlete’s life and style.

48 Team Insight / July 2016 teaminsightmag.com CUSTOM TEAM BATTING GLOVES FRANKLINSPORTS.COM/CUSTOM

THE OFFICIAL BATTING GLOVE OF HOME CUSTOMIZE ANY TEAM, ANY TIME AWAY FOR MORE INFORMATION: E-MAIL CHRIS AT [email protected] OR CALL 781-573-2436 THE OFFICIAL BATTING GLOVE OF MAJOR LEAGUE BASEBALL MAJOR LEAGUE BASEBALL TRADEMARKS AND COPYRIGHTS ARE USED WITH PERMISSION OF MAJOR LEAGUE BASEBALL PROPERTIES, INC. VISIT MLB.COM EQUIPMENT / GLOVES

Cutters’ Rev Pro Schwanke: Our mission is to make coming from players that are not supporting your brand. We call 2.0 features a all athletes better and football playing for large organizations, or them the “influencers.” lightweight back of gloves are no different. Each of our it’s the player that does not want Franklin: It is extremely important hand for comfort gloves is engineered to make you to buy team-centric batting gloves to have pro athletes using our and flexibility, with better on field at any position. and wants to wear gloves that will batting gloves because it not only panels for added support and Franklin: With customization at the showcase his own personal style. validates the quality of our gloves, increased durability. forefront of the team sports world, Miller: As school budgets continue but it gives players out there Perforated C-Tack being able to offer your customer to change, gloves are becoming something to aspire to and a way Performance Grip exactly what they want and not more of an individual purchase. to emulate their favorite pros. We material palm force them into a certain style or Many team dealers have had value our Official Batting Glove provides grip. color way is an absolute must. success adding football gloves to relationship with Major League player packs online. Baseball — that is why every single Franklin Sports’ What’s the most important factor Vitiello: Powerstrap series In most cases it is an glove we sell is adorned with the is engineered for a when buying gloves? individual sell. We do offer team MLB logo. locked-in fit and feel. Frey: This is a challenging question programs and have many teams Miller: It is always important for Seamless Pittards because price, style, performance that have taken advantage of it. consumers to know that athletes sheepskin leather and durability are all important Schwanke: Traditionally gloves at the highest levels are using palm promises softness and grip in factors. Durability will always have been individual sales; our products. We have had a all weather conditions remain as the one quality that however, teams and individual number of players forego potential and the Powerstrap all athletes expect. However, it players are looking for a head-to- endorsements with footwear closure technology is also understood that the price toe hook-up. More than ever we are manufacturers because they want ensures players won’t point can be a good indicator of a seeing athletes pair their gloves to be able to wear Cutters, which have to be adjusting speaks to the on-field performance their gloves after glove’s expected durability. Now and cleats together. There is an every swing. more than ever, style has become opportunity to make the glove a of our gloves. an important factor as athletes part of the larger team sale along Frey: The products that the are viewing the batting glove as with footwear and uniforms. professionals and other elite The Adizero 5-Star a fashion piece giving them an Franklin: Because of the lack of players are using do have a trickle 5.0 football glove opportunity to show their style. customization available, batting down effect with the high school from Saranac features a multi- Oehmen: Not ironically, it mirrors gloves have typically been an and youth athletes. Regarding directional breathable the sell-in mentality — light weight, individual sale. Now that we have the batting glove line specifically, stretch Lycra back consistent grip, fast design. launched our custom batting the gloves worn by the top tier, that delivers a Schwanke: Fit, feel and glove website and team dealer superstar athletes tend to have an compression fit, along performance is the barrier of entry; programs we are getting inundated impact as to what batting gloves with a 3D overlay and TPU application for as it relates to specific factors, with decision makers from teams younger athletes are purchasing. lightweight stability. it depends on the player and asking how they can get their team However, with numerous brands Adidas Grip Tack position. We strive to provide the outfitted. offering batting gloves, athletes palm delivers grip and best product on the planet with will tend to make their purchasing control in all weather looks that resonate with players How important is it having high- decisions based on a particular conditions. and give them the “look good, feel profile professional players style, color scheme or price point. good, play good” mentality. wearing your gloves? Xprotex’s Raykr is Vitiello: For some it is color and Schwanke: When consumers see How can dealers make better its signature batting graphics. For some, price and for players like Julio Jones and Patrick margins selling gloves? glove, specifically designed to protect others brand awareness. Players Peterson making spectacular Vitiello: Each manufacturer offers the wrist, back of are starting to understand the catches it helps validate and different programs to enhance hand, knuckles, importance of protecting their authenticate our products. We margins. Most of the time, this index and pinky. hands. also use our players as a proving comes with volume purchases. The palm features Franklin: Performance is the ground for our products and The dealer has to ask, Does the a durable synthetic material, which is absolute most important factor. technologies. Until it’s good margin at the end of the product light and thin, like a Miller: For most players, grip is the enough for our athletes, we won’t cycle increase when buy-in levels second layer of skin. most important feature. Durability offer it to our customers. With hinder inventory turns? is also important and linemen may that being said, a great personal Franklin: Talk to your customer be looking for gloves with padding experience with the product will about having custom batting on the back of the hand. always outweigh who they see gloves for game day only and a wearing the product. core line for practice. Rawlings’ Compression Fit Wrist System A lot of gloves are being sold Oehmen: It is a very important Frey: As manufacturers continue features a neoprene compression strap that through player packs at the team part of an overall authentication to develop more innovative provides added wrist level. Are these more of a team or process. A comprehensive materials yielding higher quality, stability while at the individual sell? program that incorporates NFL price points will continue to rise. plate and on the Frey: It is definitely a mixture of assets, NCAA assets, elite high The team dealer is challenged by base paths. team and individual sales. The school programs, national high the lower price points for batting team sales mainly come from the school All-Star games and pinnacle gloves that customers are finding large travel organizations that are 7V7 tournaments round out a online. However, the in-store customizing product from head- robust, high-profile dynamic. convenience of being able to to-toe with their team colors and Vitiello: It is extremely important purchase on the spot is worth the logos. The individual sales are to have professional athletes additional few dollars. Fighting the

teaminsightmag.com

EQUIPMENT / GLOVES

urge to match the online price and product’s lifecycle, to make existing improvements and innovation that allowing the customer to pay extra technologies better through added is authentic to the game of baseball for the convenience of leaving with lifespan, durability and performance should help drive the category. the product in hand will allow the in foul conditions. Via the SFIA Lighter weight and innovative dealer to secure higher margins. football glove palm standard, there materials that provide a high level Miller: The opportunity for margin are universally required limitations of durability are areas where a in the glove category comes from to the performance aspects of the manufacturer can have success. selling high-quality gloves. While palm. Within those parameters, Miller: Gloves continue to become there are price-point glove options there are constant improvements more lightweight and more on the market, team dealers that are being made in terms of lighter weight breathable, without sacrificing any able to speak to performance and gloves, moisture movement and/ grip or durability. durability benefits typically see an or absorption on the inside of the Vitiello: We continue to strive The Under Armour Swarm 2 Football increase in average selling price in glove. to make gloves, and all of our Glove features UA ClutchFit technology the glove category. Schwanke: The glove industry protective products, lighter and less that flexes and responds like a second Oehmen: Take a stock conservative will continue in lockstep with the restrictive and maintain or increase skin. Its HeatGear fabric keeps hands cool, position on local colorways, footwear and apparel industries the protection offered. dry and light while super-sticky Armour GrabTack provides “catchability.” conservative either in volume of looking for new materials and size, and a more aggressive position construction methods to improve Finally, any advice to dealers and color-neutral options. Right-sized fit, feel and function. Additionally, retailers to help them sell gloves? volumes could favorably allow the with most gloves being used to Frey: First, identify and understand retailer to avoid the temptation of enhance football or bat grip, new who your core customer is and what putting product on sale. grip technologies are always being is their level of the play. Then offer researched and discovered. an assortment of batting gloves In what direction is glove technology Frey: The batting glove category that caters to that customer’s most headed? will continue to pull trends and important values — price, quality Oehmen: The push is mostly in inspiration found in the clothing/ and brand. When helping a customer terms of added value through the shoe industry. Continuous material choose the right glove, make sure to offer them a product suitable for their level of play. It’s seen too often where elite level players are wearing WOMENS SLEEVELESS batting gloves that simply will not hold up at their level of play, many W/ CONTRAST STRETCH MESH times due to price point. HENLEY Schwanke: We are building our prod- uct lines and launch dates to service the athlete 365 days a year, from 7V7 to camp to in-season play for foot- ball, or from travel ball to training to school ball on the baseball side. The ability to service these players NEW with different product throughout the year creates an opportunity for FOR incremental business. Oehmen: Be holistic in your 2016 approach. Focus on outfitting the player completely, not just a category within the player’s needs. Sell your stores, sell your visions NW3318 Women: XS – 2XL and expertise, don’t just rely on the marketing of the brands you buy. ' 100% Polyester Interlock, 4 ounces per square yard Improve the shopping experience ' 91% Polyester, 9% Spandex Stretch Mesh inserts at the by utilizing in-store marketing shoulder and below the armhole, 5.9 ounces per square yard interaction with the consumer. BLW LBW ' Moisture Wicking, Odor Resistant, Stain Release Miller: Team dealers and retailers should make sure that their customers know what they are getting. There are a wide variety of

NVW ROW price points and styles available and all gloves are not created equal. Vitiello: Differentiate yourself from your competition. Don’t be afraid to

SCW SIW sell higher priced products. Today’s athlete is looking for any edge possible and protecting themselves from injury is one of them. Q 888 464 3824 | www.A4.com

52 Team Insight / July 2016 teaminsightmag.com RAWLINGS.COM ©Rawlings Sporting Goods Company, Inc., a subsidiary of Jarden Corporation (NYSE: JAH) 1-800-RAWLINGS @RawlingsSports facebook.com/rawlings @RawlingsSG EQUIPMENT / TRAINING AIDS

Three pages of our Editors’ Picks of training aids for all sports for 2016-17. LINESWELIKE

MARKWORT BLAZER The Rotor Twin from Blazer’s Soft Plyo Box Markwort provides is made with a steel instant feedback inner frame for strength when contact is and stability with a high made. A proper density foam encased in swing results in the Cordura nylon to prevent ball spinning like a slippage. Three sizes in top and an improper one box. swing results in erratic spinning.

54 Team Insight / July 2016 teaminsightmag.com CHAMPRO The Contact Trainer from Champro was created to help batters develop bat speed and hand-eye coordination. The 30-inch bat features a skinny aluminum barrel that forces hitters to focus on contact. The lightweight design helps improve bat speed through the zone.

BAUERFEIND BOWNET No more chasing balls An elbow brace as training aid? In this case, yes, around the court. The because the new Bauerfeind Sports Elbow Brace Bownet Basketball protects the elbow from painful overextension Returner rebounds during throwing and overhead movements. The shots and keeps them brace provides smooth cushioning during move- in the ball . It can ment with an incorporated strap system. be positioned for free throw practice and even three-point shots. PITCHITTER The PitcHitter is a three- in-one youth baseball training aid that features a reversible simulated batter, attach- ment and a batting tee to train pitchers, and batters. It is designed for use at home, parks, in the batter’s box on the field or in the .

PASSBACK SPORTS The Passback football is for players looking to improve their throwing and catching skills. Throw it against a hard surface and it comes spiraling back to improve hand-eye coordi- nation, speed, agility, touch and feel.

LEO MESSI This training aid is bubblicious. The Leo Messi Foot Bubbles turn traditional bubbles into a product that lets young players juggle them with their feet. The Super Solution is specially for- mulated and made to bounce off feet when used with the specially designed Messi socks. How It Works: JAYPRO s$IPTHEBLOWERINTOTHESOLUTION and blow just one bubble while Jaypro is all over volleyball training aids this season. holding the blower downwards. s4HE3PIKERTOPLEFT ISUSEDTODEVELOPSPIKINGANDSERVINGSKILLS s3LOWLYSHAKEOFFTHEBUBBLE s4HE"LOCKERBOTTOMLEFT ISUSEDFORDEFENDINGTHEBLOCKEDSPIKE s7EARINGTHESPECIALLYDESIGNED s4HE!TTACKERRIGHT ISFORGAME LIKEBLOCKINGSITUATIONS WITHTWO socks, simply juggle the bubble adjustable foam blocking surfaces. as it bounces off the feet. teaminsightmag.com July 2016 / Team Insight 55 EQUIPMENT / TRAINING AIDS

JAYPRO SKLZ The Soccer Rebounder from Jaypro is available in large Goalshot from Sklz helps players build the muscle memory and vision involved in and medium sizes and includes additional bottom cross- scoring. Goalshot does things cones, targets and stand-in goalies can’t do: it creates bar with extra anchored base. visual focus on the specific zones where players are four times more likely to score. It is designed to fit any frame of 24 X 8-foot regulation goals and sets up in minutes.

PERFECT GRIP JAYPRO Perfect Grip is a silicone-gel sleeve The Deluxe Training that slides over the bat handle, forc- Ball Rack from Jaypro ing the hitter to align the knuckles is designed to feed of each hand and both wrists to be the top seven balls to in the “wrist over wrist” position. the shooter, making it Through repeated practice swings excellent for shooting with the tool, Perfect Grip builds fine competitions and muscle memory. free throw practice. It holds 19 regulation basketballs.

BOWNET The Elite L Screen from Bownet protects players and coaches during pitching practice CHAMPRO from the heavy Champro’s Turn-2-Trainer is hitters with the a fielding trainer that helps Pronets L-Screen develop proper groundball Elite. The heavy- receiving technique. The duty knotted embossed pocket in the screen offers the center of the glove helps to most protection develop a quick transfer from available and glove-to-hand. The glove is non-marking designed for baseball and rubber feet softball players and fits both makes it usable left and right handed players. indoors or out.

56 Team Insight / July 2016 teaminsightmag.com PRODUCT SHOWCASE / ADVERTISEMENT

Stahls’ Augusta Sanmar Bownet

Basketball Uniform Get the gear to make the moves with Augusta Sports- wear’s Mod Camo Basketball Uniform. Mod Camo Bat Bag Game Jersey, and Short Styles 1115/1116, and Short Sleeve Jerseys The Shadow Bat Bag is a lightweight rolling bat bag Full Color Decals & More 1117/1118. 100 percent polyester propelit micromesh Sport-Tek Short Sleeve Colorblock Raglan Jerseys with Big Trax big wheels for easy transport. It features provide an authentic team look in soft, comfortable Get team logos, helmet numbers and decals, bum- wicking knit body with 100 percent polyester wicking a top loading bat compartment with large main storage 5.2-ounce, 100 percent ring spun combed cotton. per stickers, and more with Stahls’ CAD-PRINTZ Full jersey yoke and short inserts, are roller printed to reduce compartment, separate vented cleat compartment and Also features a tag-free label, rib knit neck, raglan Color Digital Services. Upload your design today at chance of dye migration. Shorts are Full-cut, Relaxed easy access side pocket, along with Fence-Feet for sleeves and scalloped hem. tinyurl.com/stahls-decals fit, 9-inch inseam. easy bag hanging in the .

InkSoft Pearsox Bison OrderMy Gear

Volleyball System InkSoft Professional Custom Headwear – Hats & At 17 pounds, Bison’s newest addition to its carbon composite volleyball line is the lightest system on the Store Requestor InkSoft is a complete business solution custom built PearSox offers custom headwear made in the USA. De- market. Easy transport and set up, consistent net Coaches can browse the online catalog you’ve shared for the team dealer. Increase sales, boost productiv- sign your own hat and . Be warm and comfortable tension, lifetime warranty worm gear winch and com- with them and select the products for their team’s on- ity and run a better business. Speak with an InkSoft while promoting your team, school and/or event. Ships petition quality features make this perfect for winning line store. The store request comes to you for review expert now by calling: 800-410-3048 or visit www. in as little as 10 days. 12 piece minimum per design/ teams. 800-247-7668; www.bisoninc.com and to automatically launch with just a few clicks. inksoft.com color.

OrderMyGear Jaypro ADVERTISER INDEX JULY 2016 A4 ...... 52, 60 Augusta ...... 3 Bauerfeind ...... 37 Bison ...... 46 Bownet ...... 12, 13 Champro ...... 39 Combat ...... 19

Flexfit ...... 29 Big League Batting Cage Franklin ...... 49 Professional, durable and portable batting cage con- structed with heavy duty two-inch aluminum tubing Game ...... 31 Custom Online Catalogs and black heavy duty #42 climatized nylon net with Gildan/Under Armour Socks ...... 59 Bundle an exact selection of products specific to rear net baffle. The Jaypro Sports exclusive rear wheel your customer or utilize featured catalogs curated by can be lifted or lowered to move cage. Thud pad, vinyl High Five ...... 47 OrderMyGear and our vendor partners. It’s the easi- skirt, standard black ricochet padding on all overhead est way to share relevant products with your decision framing, and dual coaching stand included. Holloway ...... 5 makers. www.jaypro.com Inksoft ...... 32 Jaypro ...... 45 MyHouse Sports Gear ...... 7 Nokona ...... 17 Under Armour Champro OrderMyGear.com ...... 38 Pacific Headwear ...... 30 Pearsox ...... 33 Pukka ...... 4 Rawlings ...... 21, 23, 53 Russell Athletic ...... 27 Sanmar ...... 11 ...... 41 Stahls’ ...... 6 Teamwork Athletic ...... 51 Armourfuse Uniforms Custom Sublimated Hoodies TeamUniformOrders ...... 43 Under Armour will “Push The Game” with its Armour- Just in time for fall, customize a Juice hoodie for warm- Under Armour ...... 2 fuse line of team uniforms. Its focus is to leverage the ups or for fans. Choose one of six designs or match best technology and deliver innovative fabrications a Juice jersey for a complete team look. Each hoodie Uni-Sport ...... 9 and designs by expanding its color, print and as- is made with 100 percent polyester fleece fabric with sortment options while offering a wider performance a drawstring hood closure. Start designing yours at Zamst ...... 35 textile selection. ub.champrosports.com! teaminsightmag.com July 2016 / Team Insight 57 ENDTEAM ZONE / TOPIC / NEWS

Combat Launches Bat and team dealers in the U.S. and Rental/Demo Program Canada. 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