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Home , Ann Grossman, Electronic line judge, Half volley, Outline of tennis, Tim Gullikson, Tom Gullikson

STATE OF THE INDUSTRY RACQUET TECH RETAIL STARS New reports show Don’t let careless These successful trends, opportunities string work reach retailers all share and concerns your customers a passion for tennis

July 2017 / Volume 45 / Number 7 / $5.00

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*Except in Japan TEAM BABOLAT PRO PLAYERS MAY PLAY WITH A CUSTOMIZED OR DIFFERENT MODEL THAN THE EQUIPMENT DEPICTED. www.tennisindustrymag.com TennisIndustry Contents July 2017

DEPARTMENTS p. 27 p. 30 4 Our Serve 7 Industry News 14 Racquet Tech 16 Grassroots Tennis 18 Tennis Innovation 20 USRSA World Conference 22 TIA News 24 Retailing Tip 37 Ask the Experts

INDUSTRY NEWS 7 Wilson debuts limited edition Blade and Burn frames 7 USPTA closes Houston offi ce, moves HQ to Florida 7 Inaugural women’s coaching conference slated for NYC 8 Active Network continues as FEATURES USTA registration provider 33 Industry 8 Oracle, ITA create National Fall Championships Research for 8 Tom Gullikson retires from Your Business USTA Player Development 2017 GUIDE TO BALL MACHINES The latest TIA 8 Bill Rapp joins CSS as Midwest manager 27 It’s Time for a Change research shows some 9 People Watch Become more engaged, create gains, but the reports 9 Manhattanville College to offer PTM degree program better lessons and help your also point out a 9 USTA teams with Partnership bottom line by investing in number of challenges for a Healthier America a ball machine. we must address. 10 ITHOF selected as affi liate of Smithsonian Institution 10 UTR becomes ITA rating system 28 Ball Machine Guide 38 Retail Stars 12 Frasure Reps named LSI Our exclusive guide of ball For these tennis exclusive sales rep machines on the market retailers, the key to 12 Rebo Wall joins PTR, enters U.S. market will help you fi nd the perfect success starts with a 13 Short Sets partner for your players. passion for the sport.

2 TennisIndustry July 2017 www.tennisindustrymag.com PREMIUM COURT SURFACING PRODUCTS Contact us for referrals to qualified installers in your region. SportMaster Products are installed by sport surfacing professionals throughout the United States and around the world.

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EDITORIAL DIRECTOR EDITOR'S NOTE PETER FRANCESCONI MANAGING EDITOR A Winning Game SCOTT GRAMLING CREATIVE DIRECTOR If we truly value research in this IAN KNOWLES SENIOR EDITOR industry, let’s focus on Cardio ED M GROGAN

ART DIRECTOR Tennis’ winning numbers. CRHISTIAN RODRIGUEZ

PRODUCTION EDITOR SAM CHASE

SPECIAL CONTRIBUTOR BOB PATTERSON

t’s hard to know where you’re Council in 2008, Cardio Tennis has seen CONTRIBUTING EDITORS ROBIN BATEMAN, CYNTHIA CANTRELL, PEG going if you don’t know where a 156 percent increase in participation. CONNOR, KENT OSWALD, CYNTHIA SHERMAN, you’ve been. That’s why In 2016, of the 118 sports and MARY HELEN SPRECHER research into the tennis activities measured in the annual PAC CONTRIBUTING PHOTOGRAPHERS industry is so important. report, Cardio Tennis ranked No. 1 in BOB KENAS, DAVID KENAS The research resource for this indus- year-over-year growth. That’s a great I WEBMASTER try is the Tennis Industry Association, statistic, and it’s one we need to trumpet GREG RAVEN which produces dozens of reports each throughout the country. year, geared toward both the overall I’ve long been a fan of Cardio Tennis, ASSOCIATE EDITOR industry and specifi c segments. Facili- for a number of reasons. The high- TIM M ARTHUR ties, retailers, manufacturers, colleges, energy fi tness workout combines the EDITORIAL DIRECTION teaching pros, USTA sections—even best features of tennis with cardiovas- 10TEN MEDIA park & recs and other community- cular exercise. When it was fi rst created, based organizations—all can benefi t many in the industry could see how TENNIS INDUSTRY from research the TIA compiles. A taste Americans were ready for something 250 Park Avenue, Suite 825, NY NY 10017 of this research appears in this issue, that was more exciting than the usual 646-402-5031 starting on page 33. gym workout or daily run. [email protected] Many also saw an opportunity for ADVERTISING DIRECTOR the sport of tennis. Cardio Tennis is a JOHN HANNA natural way to get more people playing 770-650-1102, x125 Cardio Tennis creates the sport, and it’s a great way for pros [email protected] frequent and ‘core’ tennis and facilities to make additional money. It puts a lot of people on the court at one APPAREL ADVERTISING players—and that’s CYNTHIA SHERMAN what all segments of this time, gets them fi t, is fun and ensures 203-558-5911 they’ll keep coming back. It’s simple: [email protected] industry need. Cardio Tennis creates frequent and “core” tennis players—and that’s what To be honest, the numbers indicate all segments of this industry need. Tennis Industry is published 10 times per year: monthly, January through August with combined that there’s not a lot we should be This isn’t rocket science. Look at issues in September/October and November/ celebrating right now. Overall participa- Cardio Tennis’ track record. Look at December, by Tennis Media Company, 250 Park Avenue, Suite 825, New York NY 10017. Periodical tion, while up slightly from a year ago, the numbers and the trends. Then, let’s postage paid in Duluth, GA and at additional mailing is essentially fl at. Total “play occasions” make decisions—for this industry, and offi ces (USPS #004-354). June 2017, Volume 45, Number 6 © 2017 by Tennis Media Company. All rights are down slightly, which is a concern. for your business—that take advantage reserved. Tennis Industry, TI and logo are trademarks Youth tennis participation is up a bit of what’s working. of Tennis Media Company. Printed in the U.S.A. Phone advertising: 770-650-1102 x 125. Phone circulation from a year ago, which is nice to see as and editorial: 646-783-1450. Yearly subscriptions we begin “Net Generation,” an initiative $25 in the U.S., $40+ elsewhere. POSTMASTER: Send to bring in more young players. address changes to Tennis Industry, 250 Park Avenue, Suite 825, New York NY 10017. Tennis Industry is the But one of the bright spots in tennis Peter Francesconi offi cial magazine of the USRSA, TIA and ASBA. participation is, yet again, the increase Editorial Director Looking for back issues of Tennis Industry/Racquet in the number of people playing Cardio [email protected] Sports Industry? Visit the archives at our website Tennis—from 1.82 million in 2015 to at TennisIndustryMag.com for free digital versions. 2.12 million at year-end 2016. Since fi rst being measured by the Physical Activity

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USPTA Closes Houston Ofﬁ ce, Moves Headquarters to Florida

After 25 years, the Houston offi ce of the USPTA closed its doors on May 30, as the organization relocates its headquarters to Lake Nona, in Orlando, Fla. The USPTA's new building wasn’t fi nished at press time, so staff has been operating out of temporary space. When completed, the single-story, Wilson's new Blade and Burn 10,000-square-foot building will be home racquet lines. to about 20 USPTA staff members. The space will feature an in-house multimedia RACQUETS studio that allows for TV production. “The relocation to Lake Nona is Wilson Debuts Limited game-changing for our association,” says USPTA CEO John Embree. “Today, Edition Blade and Burn we begin a brand new and incredibly exciting chapter in our rich 90-year history with the transition to our new ilson recently debuted its as the primary color, with black accents home across the street from the Home of 2017 Limited Edition (LE) at the 6 and 9 o'clock positions. American Tennis.” Blade and Burn racquet Two of the models—the Blade 98 The new USPTA national offi ce can be Wlines. Inspired by player feedback that (18x20) CV and Burn 100 CV—feature reached at 407-634-3050. The USPTA having confi dent and strong colors on Countervail (CV) technology, which is World Headquarters address is 11961 a racquet is a simple and powerful way a specialized carbon fi ber layered into Performance Drive, Orlando, FL 32827. to express their individual style, the the frame. eye-catching frames feature bursts of The Blade 98L LE and Burn 100LS Inaugural Women’s Coaching electric lime green and vibrant orange. LE o er maneuverability and easy Conference in NYC in August World No. 7 Kei Nishikori and No. 10 power for players seeking lighter frames The Women’s Tennis Coaching Association David Go n, both Wilson advisory sta to swing, according to Wilson. And the (WTCA) will hold its inaugural WTCA Confer- members, will play with LE Burn and Burn 100LS LE features the brand's ence NYC on Aug. 26-27, at the New York Blade racquets, respectively, on tour Spin E ect technology. Marriott East Side in Manhattan. The confer- this summer. Suggested retail prices are $219 for ence theme is “the art and science of coach- While the LE Blade and Burn frames the Blade (18x20) CV LE; $199 for the ing female players.” include the same design specs and tech- Blade 98L LE and Burn 100 CV LE; and Presented in association with the PTR, nologies as the existing 2017 Blade and $179 for the Burn 100LS LE. speakers will include Grand Slam champi- Burn performance models, the color Visit www.wilson.com for more infor- ons, internationally known tennis experts,

COURTESY WILSON COURTESY accents of each frame are now featured mation and photographs. college coaches, medical advisers, industry

www.tennisindustrymag.com July 2017 TennisIndustry 7 IndustryNews

leaders and business experts. Among those sanctioned tournaments and leagues by Gullikson Retires From on the agenda to date are Dr. Mark Kovacs, more than 130 percent, growing from USTA Player Development Mary Pierce, Lindsay Davenport, Johan Kriek, 690,000 registrations in January 2007 to Craig O’Shannessy, Brenda Schultz over 1.6 million annual registrations this McCarthy, Emma Doyle, Mike Barrell, Sarah past year. Stone and Ann Grossman Wunderlich. The conference fee is $199, which will Oracle, ITA Create Fall National increase after July 17. To register, visit Championships at Indian Wells www.wtcatennis.org or call 561-501-1557. The Oracle Corp., in conjunction with the The hotel is at 525 Lexington Ave., between Intercollegiate Tennis Association, is creating 48th and 49th streets. the Oracle ITA National Fall Championships at Indian Wells, Calif. The inaugural event will Active Network to Continue be held Nov. 2-5 at the Indian Wells Tennis As USTA Registration Provider Garden and other area resort locations. Active Network will continue as the The new Fall Championships will include exclusive tournament and league 128 of the nation's top collegiate singles registration provider for the USTA. Since players (64 men and 64 women) and 64 2007, Active has managed and hosted the doubles teams (32 men's and 32 women’s TennisLink software platform, which teams). The event replaces the ITA National Tom Gullikson is the registration and match-results Indoor Intercollegiate Championships. system for all sanctioned USTA Leagues, “While the top professionals get well- USTA Lead National Coach Tom Junior Team Tennis and tournaments. deserved attention, we also want fans to Gullikson retired in June from full-time Active has delivered streamlined be able to experience the excitement of coaching with USTA Player Develop- and intuitive software that has helped collegiate tennis in this incredible venue," ment. Gullikson, a former U.S. Davis Cup the USTA increase participation in its says Oracle CEO Mark Hurd. captain, had led Player Development’s Team USA–Pro Men’s Division since it was created last year. “Tennis has been a real labor of love for me,” Gullikson said. “I've never really TENNIS considered it a job, either the playing or the coaching, because it's something TUTOR ProLiteProLite I've loved since I hit my very first ball at 5 years old with my brother Tim on the public courts of La Crosse, Wis.” PlusPlus Gullikson began coaching with the USTA in 1988 as one of the first coaches in the USTA Player Development program. ONE-BUTTON He would go on to coach Jim Courier, Todd TOPSPIN CONTROL Martin, MaliVai Washington and Jennifer Capriati, among other notable players. Automatically add a medium As a player, he captured 16 career amount of topspin to all shots doubles titles, 10 with his twin brother, with the push of a button! Tim. Gullikson also won the US Open mixed doubles title in 1984, with Manu- ela Maleeva, and peaked at No. 4 in the • Optional full-court oscillator world in doubles. • Battery and AC models Bill Rapp Joins California Sports • Portable & Light - only 34 lbs Surfaces as Midwest Manager The California Sports Surfaces division of ICP Construction has named Bill Rapp to the #1 selling tennis ball position of Midwest regional sales manager. machines worldwide CSS supplies surfacing brands DecoTurf, From $899 Plexicushion Prestige, Rebound Ace, www.sportstutor.com Premier Sports Coatings, Premier Court 1-800-448-8867 and Plexitrac. Rapp will serve current customers and Sports Tutor, 3300 Winona Ave., Burbank, CA 91504

proactively increase the CSS account base DAVIES PHOTO USTA/JEFF

8 TennisIndustry July 2017 www.tennisindustrymag.com People Watch Colette Lewis of Kalamazoo, Mich., has rules and regulations, and he refereed at been named the USTA Midwest Section’s countless junior, national and profes- Fred Burns Award winner, recognizing a sional tournaments. Memorial dona- media member who has contributed the tions may be made to the Intrepid Fallen most toward promoting tennis on the Heroes Fund or the USTA Florida Section local, district or Midwest section level. Foundation. In January, Lewis was named Tennis Industry magazine’s Junior Tennis The Denny Schackter Award will be Champion of the Year. presented to winning girls’ and boys’ Agnieszka Radwanska high school tennis programs in the Serena Williams is featured in the Greater Milwaukee area following the Former USTA Player Development “Tempur-Pedic Sleep is Power” cam- Milwaukee Tennis Classic tournament executive Tom Jacobs was named Senior paign and is endorsing the mattress Sept. 21-24. Schackter, now a consultant Associate Commissioner and Chief Oper- brand, which she has used for 10 years. in the tennis industry and founder of ating Officer of the Atlantic-10 Confer- Tennis Priorities Co., has been a part of ence. Jacobs served as the Managing the MTC event, for collegiate men and Director, Administration and Business women, since it began in 1975. Affairs, for USTAPD from 2008 to 2016.

D.A. Abrams, Connie Ebert, Jeff American player Nikita Kryvonos has Harrison and Julian Krinsky will be been banned from pro tennis for 10 years inducted into the USTA Middle States and fined $20,000 after being found Hall of Fame at a ceremony to be held on guilty of breaches of the Tennis Anti- Serena Williams Oct. 19 in Phoenixville, Pa. Corruption Program. The Tennis Integrity Unit determined that Kryvonos, age 30, Former USTA Executive Director Rick Paul Maya is the USTA’s new chief colluded with third parties to fix a match Ferman is the new executive director of technology officer. in Champaign, Ill., in November 2015. tennis for the Cary Leeds Center for Kryvonos achieved a career-high singles Tennis & Learning in New York. Agnieszka Radwanska has become ranking of 389 in 2007. an ambassador for LOTOS Group, an oil Former USTA Florida President Rollie company and refinery based in Gdansk, In a separate ruling, Greek tennis player Shea passed away on May 10 at his home Poland. Radwanska will promote the Konstantinos Mikos, age 25, has been in Florida. Among his many accomplish- LOTOS brand and take part in the compa- banned from pro tennis for life after ments, Shea was a longtime editor of ny's special events, including activities being found guilty of four offenses under Friend at Court, the USTA handbook for within the field of sports education. the Tennis Anti-Corruption Program. •

through the creation of strategic growth Manhattanville College Joins curriculum. The program, some of which opportunities and new business initiatives. With USTA to Offer PTM Degree will be presented online, offers students He has served as a club tennis director in the Manhattanville College in Purchase, on-court playing and coaching develop- San Francisco Bay Area, NCAA athletic direc- N.Y., has formed a partnership with the ment, a bachelor’s degree in sports stud- tor, president of the USPTA Northern Califor- USTA that will bring a Professional Tennis ies, paid internships, work-force creden- nia division and director of the Professional Management degree program to the col- tials, a USTA certificate, tennis industry Tennis Division of Sharks Sports & Entertain- lege in the spring of 2018. Manhattanville networking and job placement after the ment in San Jose, whose properties included becomes one of seven NCAA institutions program is complete. the SAP Open, among other events. to offer the PTM program, which will “Bill brings extensive marketing, sales, prepare graduates for positions in the USTA Teams With Partnership customer relations, strategic planning and industry, including as tennis teaching For a Healthier America promotional experience to his new position,” professionals, club managers, directors The USTA has committed to a three-year says John Graham, VP of the Sports Surfaces of tennis and other positions. partnership with Partnership for a Healthier Group at ICP. He can be reached at brapp@ The PTM degree program will become America (PHA) as part of its continuing

PHOTOS AP icp-construction.com or 408-505-6914. part of Manhattanville’s Sports Studies efforts to get more children into tennis. The

www.tennisindustrymag.com July 2017 TennisIndustry 9 partnership will serve as a platform to promote the USTA’s youth tennis initiative. The USTA announced its commitment in May at PHA’s sixth annual “Building a Healthier Future” Summit in Washington, D.C., where it promoted its initiatives and efforts to support healthy lifestyles for youth and families across the country. The event is an opportunity to discuss health issues that currently plague Americans—especially those relating to physical ﬁ tness—with the goal of developing solutions. “The USTA is fully committed to expand- ing its efforts at getting youth to be active and have fun by emphasizing the impor- tance of multi-sport play at early ages,” says Craig Morris, USTA general manager of Community Tennis. “We believe tennis can be the model sport for our young people. This partnership with PHA is a way to showcase the USTA’s passion for enhancing young lives through our sport.”

HALL OF FAME UTR Becomes the Offi cial Rating System for ITA ITHOF Selected As Affi liate Of Smithsonian Institution In a fi ve-year agreement, the Universal he International Tennis Hall of Fame has become the fi rst independent sports hall of Tennis Rating (UTR) system will become fame to earn the designation Affi liate of the Smithsonian Institution in Washington, the “offi cial rating system” of the Inter- D.C. The affi liation allows the ITHOF special access to the Smithsonian's network collegiate Tennis Association. Tof exhibitions, education initiatives, research expertise and resources for use in developing The ITA Summer Circuit will be branded new exhibitions, programs and educational experiences. as “powered by UTR,” with the ITA utiliz- “We are incredibly excited about our partnership with the Smithsonian Institution, as it will ing the Universal Tennis event platform benefi t our community, visitors and tennis fans immeasurably,” says ITHF Museum Director “UTR Events” as the tournament man- Doug Stark. “Collaborating with the Smithsonian and museums across the country affords us agement system for circuit events. The the opportunity to offer a more enriching experience.” two organizations will work together in Affi liate organizations benefi t from object and exhibit loans, discounted Smithsonian developing the ITA Summer Circuit as a memberships, custom-developed education, performing arts, and public programs. Staff at model for level-based play. the Smithsonian and the ITHOF are discussing potential collaborative projects. “By partnering with Universal Tennis, we believe college tennis will continue to serve as a model for the benefi ts of level- based play,” says ITA Chief Executive Offi cer Timothy Russell.

POP Tennis Social Held At USTA National Tennis Center A POP Tennis Social was part of the Innova- tions Tennis Challenge held at the USTA Billie Jean King National Tennis Center on April 29. The Innovations Tennis Challenge featured a One-On-One tennis doubles tournament along with a POP Tennis Social and casual Ping Pong play. The event, which offered free

food and beverage as well as live music, was TENNIS HALL OF FAME INTERNATIONAL COURTESY

10 TennisIndustry July 2017 www.tennisindustrymag.com LOVE LOVE Top-Selling Racquets Club members and students will LOVE facing at Specialty Stores off against the phenom. You will LOVE January-March 2017 vs. 2016 offering the added advantage. Units 2017 104,015 2016 113,696

% change vs. ’16 -9% ® Dollars 2017 $16,190,000 2016 $17,163,000 follow lobstersports on play more. win more®. % change vs. ’15 -6% For more information, please call 888.380.9460 or visit www.lobstersports.com Price 2017 $155.65 2016 $150.95 % change vs. ’16 +3%

Top-Selling Racquets at Specialty Stores By year-to-date dollars, Jan.-March 2017 • Best Sellers 1. Babolat Pure Drive 2015 (MP) 2. Babolat Pure Aero (100) 2016 (MP) 3. Wilson Pro Staff RF 97 Auto 2017 (MP) 4. Wilson Blade 98 (16x19) CV (MP) 5. Babolat Pure Aero Team 2016 (MP)

• Hot New Racquets (introduced in the past 12 months) 1. Wilson Pro Staff RF 97 Auto 2017 (MP) 2. Wilson Blade 98 (16x19) CV (MP) 3. Wilson Blade 104 2017 (MP) 4. Wilson Pro Staff 97LS 2017 (MP) 5. Babolat Pure Strike 16x19 2017

Top-Selling Tennis Shoes at Specialty Stores By year-to-date dollars, Jan.-March 2017 1. Nike Zoom Vapor 9.5 Tour 2015 2. Nike Zoom Cage 2 3. Asics Gel Resolution 6 4. Asics Gel Solution Speed 3 5. Prince T22

Top-Selling Strings at Specialty Stores By year-to-date units, Jan.-March 2017 1. Babolat RPM Blast 2. Wilson NXT 3. Wilson Sensation 4. Prince Synthetic Gut Duraﬂ ex 5. Luxilon Alu Power

(Source: TIA)

www.tennisindustrymag.com July 2017 TennisIndustry 11 IndustryNews

open to the public and attracted more than PRODUCTS 250 people. In related news, the POP Tennis Pro Series Rebo Wall Joins PTR, Tour schedule will include: • New York Pro Open, July 29-30, USTA Billie Jean King National Tennis Center, Flushing Enters U.S. Market Meadows, N.Y. • Venice Beach US Open, Oct. 7-8, Venice, Calif. The Pro Series kicked off in May at the St. Augustine Beach Nationals in Florida. For more information on the Pro Series, contact [email protected].

Frasure Reps Named LSI Exclusive Sales Rep LSI Industries, a leader in sports lighting systems, has appointed Frasure Reps LLC as its exclusive sales Bruce Frasure representative for domestic and international sports lighting customers. Bruce Frasure will be transitioning from his longtime management position at LSI Industries to owner and president of Frasure Reps. “I am excited by this opportunity to Head has two concentrate on the sports lighting market branded versions and to continue to work with many long- of the Rebo Wall. time customers, whether they be court builders, architects and engineers,” says ebo has joined the PTR as a corporate member, as it looks to break into the Frasure of his new role. U.S. market. Rebo Walls are made for non-traditional spaces and come in LSI Industries is the manufacturer an inflatable version for portability. and supplier of the Courtsider XL and DesignedR by Adrian Hutchins in 2013, Rebo Wall is a free-standing, easy-to-in- Aeropro HID lighting systems, as well as stall practice wall that has an adjustable angled face. The wall is available in a vari- the CourtBlade LED lighting systems for ety of fabrications. For example, the “Speed” Rebo inflates in minutes and comes in tennis, pickleball, basketball and vol- a range of colors and designs, including two Head-branded versions. leyball courts. Visit www.rebowall.com for more information or contact [email protected]. • To learn more about LSI’s sports lighting products, visit www.frasurereps.com. Resorts Camps Tennis Resorts Online 1. Kiawah Island Golf Resort, S.C. 1. Roy Emerson Tennis Weeks at Gstaad Names Top Resorts & Camps 2. Rancho Valencia Resort & Spa, Calif. Palace, Switzerland Kiawah Island Golf Resort on Kiawah 3. Four Seasons Resort Nevis, Nevis, West 2. John Newcombe Tennis Ranch, Texas Island, S.C., remains the top resort in Tennis Indies 3. PBI Camps at Bio-Hotel Stanglwirt, Austria Resorts Online’s annual rankings of resorts 4. Wild Dunes Resort, S.C. 4. Saddlebrook Tennis, Fla. and camps worldwide. Also repeating in a 5. JW Marriott Desert Springs Resort & Spa, 5. New England Tennis Holidays, Sugarbush, Vt. No. 1 spot is the Roy Emerson Tennis Weeks Calif. 6. Cliff Drysdale Tennis at Omni Amelia program at the Gstaad Palace in Switzerland, 6. Resort at Longboat Key Club, Fla. Island Plantation Resort, Fla. as the top camp. 7. Mauna Kea Beach Hotel, Hawaii 7. Reed Anderson Tennis School, Calif. Tennis Resorts Online's Top 10 resorts and 8. Boca Raton Resort & Club, Fla. 8. IMG Academy Bollettieri Program, Fla. camps are listed here. For the full list of 9. Kapalua Resort, Hawaii 9. Van Der Meer Tennis, Shipyard Plantation, Top 100 resorts and camps, visit 10. Omni Amelia Island Plantation S.C.

www.tennisresortsonline.com. Resort, Fla. 10. Wintergreen Tennis Academy, Va. REBO PHOTOS FRASURE REPS LLC,

12 TennisIndustry July 2017 www.tennisindustrymag.com Officials Investigate Theft Correction On Campus national title, with a 24-20 Of Prescription Drugs at UGA victory over the University of California– In mid-May, as the NCAA Tennis Cham- Irvine. Down 19-18 heading into the final pionships were about to start at the Uni- mixed-doubles match, Michigan’s Laura versity of Georgia, campus police were Ucros Tellez and Max Rothman clinched investigating a case in which prescription the title with a 6-1 win. drugs were alleged to have been stolen The USTA Tennis On Campus program and/or mishandled by persons associ- features more than 35,000 college ated with the school’s tennis programs. students competing nationwide in While no names were included in the intramural and intercollegiate co-ed club initial incident report, two associate SUNY Cortland Tennis Courts tennis play. coaches, one with the men’s and one with E-Z Paving/Sealcoat LLC of Fulton, N.Y., Since its inception in 2000, Tennis On the women’s team, were suspended. which nominated the SUNY Cortland Tennis Campus has expanded significantly, and Officials say Georgia men’s head coach Court complex in Cortland, N.Y., for the 2016 today is played on more than 700 college Manny Diaz reported the alleged crime. ASBA awards, also was the sports surfacing campuses across the country. company for the project, assisted by Oval For more information on the program, USTA Offers School ‘Train Tennis of Mahopac, N.Y. The May issue incor- visit www.TennisOnCampus.com. the Trainer’ Workshop rectly included Lower Bros., which was not In early May, about 90 staff, teaching pros involved in the project. Legacy Launches New Website and coaches from the 17 USTA sections Legacy Building Solutions has launched a gathered at the USTA National Campus in USRSA Announces New new website—legacybuildingsolutions.com Orlando, Fla., for a School’s “Train the Master Racquet Technicians —to make it easier to find updated informa- Trainer” workshop. Attendees not only Jorge Simono, Sawo Paulo, Brazil tion on completed fabric buildings, video worked on on-court skills for bringing the Weidong Cai, China building tours, case studies, white papers, game to youth players at various grade webinars and details about fabric structure levels, but National USTA staff also shared Michigan Wins First design, manufacturing and installation. plans for the USTA Schools program and for Tennis On Campus Title Visit the website, or email the new “Net Generation” initiative to reach The University of Michigan pulled off a [email protected] for younger players. thrilling rally to win its first USTA Tennis more information. •

Short Sets

In a three-year deal, Har-Tru is now the America’s partners in helping children Times included a story on 10 renovated official provider of teaching carts, ball become more active. The partnership, courts at Cuba's National Tennis Center mowers and ball baskets for the USPTA. including PHIT America GO! Grants, will in Havana. Tennis Channel also docu- Har-Tru will offer special rates for USPTA support new physical activity programs mented the transformation as part of its members when shopping on Har-Tru’s throughout schools in the United States. efforts. The project was the brainchild of website for qualified products. In addi- In addition, the partnership brings Jake Agna, director of the nonprofit Kids tion, members who are enrolled in the further support to help Congress pass on the Ball, based in Vermont. Work on Retirement Gold+ program can earn con- the PHIT Act, which will change current the courts was done by Hinding Tennis. tributions to their retirement accounts federal tax law to allow for the deduc- with a qualified Har-Tru purchase. tion or use of pre-tax dollars to cover Canadian insurance company Aviva expenses related to sports, fitness and has a tennis-focused insurance program Mouratoglou Tennis Academy will other physical activities. through a partnership with Tennis Can- establish its first world-class tennis ada. The program is currently targeted coaching facility outside of France in The Marty Hennessy Inspiring Children to all Ontario tennis club members and Kuwait's Sheikh Jaber Al Abdullah Al Foundation of Las Vegas recently passed fans, with the goal to be available to all Jaber Al Sabah International Tennis a milestone: Its 100th high school tennis enthusiasts in 2018. Complex. The tennis program will be led student received a college scholarship. by Patrick Mouratoglou, who has been Sophie Henderson will be attending Porsche has entered a multi-year part- Serena Williams' coach since 2012. Georgetown University. nership to become the title sponsor for the WTA Finals qualification campaign: Asics America Corp. is now one of PHIT The April 21 edition of The New York the "Porsche Race to Singapore." • COURTESY ASBA COURTESY

www.tennisindustrymag.com July 2017 TennisIndustry 13 TennisIndustry RacquetTech

CUSTOMER SERVICE Looking Good Your racquets are a reflection of your business, and only top-notch craftsmanship will suffice. By Bob Patterson

f you are an experienced racquet technician who takes pride in your work, nothing makes your skin crawl more than receiving a frame for Iservice and seeing signs of shoddy work performed by a predecessor. A malformed knot, a misweave, a crossover, a haphazardly placed piece of lead tape— there are so many things that can drive a skilled technician crazy. At least you can take comfort in knowing that your customer is about to receive a serious boost in workmanship. The aesthetics of your work says a lot about you, and a crossover or misweave may not be the end of the world is certainly a reflection on you and your business. It tells your customer: I am not careful. I am not concerned with your racquet or your game. Your work should be a direct reflection of your priorities, which should be to provide every customer with the best Sloppy work, such as haphazardly placed service possible every time they come lead tape or a malformed knot, is unacceptable for into your shop. Sloppy work is perceived as bad any customer to receive. work. If you don’t care enough to make your work the best possible, then it will never come close to actually being the best. Even if you think it’s OK to allow reflects negatively on you or your work. always be your highest priority, even for mistakes or cut corners only when However, if you let a mistake get to a if you have to eat a mistake every now there is a time crunch or to save on player or coach, it will destroy confi- and then. Go the extra mile and clean expenses, the perception and the real- dence and credibility, and that may take up each customers’ frame, and while ity is all the same. years to regain. you’re at it, put on a fresh overgrip—do When I ran a stringing team at pro Your customers deserve that same whatever it takes to exceed the tournaments, I told team members that respect. We all know consistency is customer’s expectations. If you do, you it was only a mistake if it made it to the vital to racquet service. Your custom- will have loyal customers, and clients customer. In the fast-paced, high-stress ers should always have confidence that who will spread the word to others. • environment of a tour stringing room, their racquet is going to come back mistakes are going to happen, but if you to them better than it was when they Bob Patterson is the Executive Director catch the mistake and correct it—even dropped it off. of the United States Racquet Stringers if that means starting over—it never Service and craftsmanship should Association. USRSA/BOB PATTERSON COURTESY

14 TennisIndustry July 2017 www.tennisindustrymag.com 20170523Tennismag_FP_print_v3.pdf 1 2017-05-16 4:36 PM

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Tennis Industry grams forSt.Paul, Minn.,and youth andadulttennispro- Tennis hasbeenproviding ince 1991,SaintPaul Urban July 2017 Grassroots the gameoftennis.” transform thelives ofyouth through of St.Paul hasbeen vital inhelpingus Director BeckyCantellano. “TheCity have established,” says SPUTExecutive parttothepartnershipswe in large provide staff tosupportprogramming. gramming. St.Paul Parks andRecwill ties toincorporateintoSPUTpro- Eastview becauseitoffersmoreameni- but decidedtopursueanopeningat located atGriggsRecreationCenter, the facility. Theorganizationhad been “The success of our program is due “The successofourprogramisdue of SPUT willassumemanagement —Lisa Mushett Tennis for Beginners Leading theCharge SOUTHERN O lifetime oftennis. tion toget theplayers ontheroadtoa backpacks, cansofballs andinforma- weeks later, shereturns withgiftsof and personallyhandoutracquets. Six attend thefirst session ofeachclass programs in2017 alone.Shelikes to running allover thecity, addingfive bership fornominalcost. and offersaracquet andUSTA mem- to beginnersonceaweekforsixweeks in whichacoachteachesgrouplessons Tennis Apprenticeisasection program Association tofollow herexample. the neighboringLexingtonAreaTennis people intothegameandprompting Columbia, bringingatleast 200new “Tennis Apprentice”programin less energy, shegreatlyexpandedthe people onthecourt.Withherbound- Volunteer oftheYear Award. the USTA Garvin SouthCarolinaLucy to atopUSTA Leaguevolunteer, and Gerrie Rothwell Award, given annually recently received theUSTA Southern is NanSmithofColumbia,S.C., who and make ithappen.Thattypeofhero tunity tofurtherthesportoftennis Smith hasTennis Apprentice Smith’s issimple:Get goal more times, heroesseeanoppor odds orchallenges. At other ften, heroesovercome great www.tennisindustrymag.com —Ron Cioffi -

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Meet the Tennibot team (from left): Haven Barnes, Haitham Eletrabi and Lincoln Wang.

things.” The result of his efforts to improve the on-court experience for players of all skill levels is the Tennibot, a robotic tennis ball collector. Tennibot, which currently is priced for preorder at $900, uses cameras, sensors, computer vision and complex algorithms to detect tennis balls on the court, travel to where they are, then pop them into a basket. The 25-pound droid roams the court while players are playing or practicing, then returns the balls so players spend more time hitting and less time—in fact, virtually no time—picking up balls. “We tried to think of Tennibot like a tennis player would, rather than like engineers,” says Eletrabi, who is the founder and CEO of Tennibot. “As we continue to get feedback from tennis players and coaches, we’ll continue to CUTTING EDGE improve Tennibot.” Comments from users have already Rise of the Machine prompted Eletrabi and his team to modify Tennibot to hold up to 70 balls Tennibot roams the tennis court in the basket; it originally held 35. They also made the basket raise up to waist collecting balls so players can focus on level so players don’t have to bend down. And since the basket is remov- hitting them, not picking them up. able, tennis facilities can have multiple baskets, so the machine keeps working after one is filled. The Tennibot app allows the user to choose where to pick up balls—for instance, around the net, at the fence, or all over the court. A fish-eye camera hat happens when started playing about nine years ago. on Tennibot scans the court, then the a post-doctoral “I fell in love with the sport and was onboard computer analyzes the infor- engineering playing nearly every day,” Eletrabi says. mation and moves Tennibot around researcher “But the worst part for me was having the court. The machine also can “learn” becomes an avid to pick up the balls. People spend more a player’s hitting pattern over time, tennisW player? Innovative ideas on how time picking up tennis balls than actu- making collection more efficient. The to make the game of tennis better and ally hitting them. rechargeable battery keeps the unit more enjoyable for everyone. That was “I wanted to solve this problem.” powered for about five hours. the case when Dr. Haitham Eletrabi, Eletrabi had always had an interest The Tennibot app also keeps track a researcher at Auburn University, in engineering, math and “building of the number of balls it has collected, TENNIBOT COURTESY

18 TennisIndustry July 2017 www.tennisindustrymag.com TennisIndustry

Tennibot won the grand prize in the TIA’s inaugural Tennis Industry Innovation Challenge, a competition to identify innovative and creative products or services.

so players know how many they’ve hit of the concept to its uniqueness, execu- to players. As of May, there were about over a session. The data can then be tion, benefits and feasibility,” adds 325 preorders. shared on social media. Innovation Challenge moderator “We want to get up to about 400 pre- Carlos Salum, president of Salum orders before we start taking payment,” Tennis Industry Innovation International Resources and a member he notes. “Right now, we’re taking In March, Tennibot won the grand of the SportsCouncil Silicon Valley. reservations and contact information, prize in the Tennis Industry Associa- Eletrabi isn’t new to innovation then we’ll send a link to order the unit tion’s inaugural Tennis Industry competitions. Tennibot’s first win when it’s ready, likely this summer.” Innovation Challenge, a competition was at Auburn University’s inaugural Eletrabi says about 60 percent of pre- to identify innovative and creative Tiger Cage Competition in 2015. Most orders are from individuals, and about products or services. From the 37 recently, out of 600 products, Tennibot 40 percent from clubs and facilities. Innovation Challenge applicants, six was one of a handful chosen to present Players in at least 38 countries have finalists were chosen to give five- at the “breatkthrough” stage at the contacted him about Tennibot. minute presentations to a panel of Collision Conference in New Orleans. “This has been such a fun journey,” judges and an industry audience at a Eletrabi says. “Combining my love of meeting in Orlando, Fla. Preproduction and Preorders tennis with engineering—and finding “Tennibot has the potential to help Currently, Tennibot is in the pre- a way to help people truly enjoy this coaches and players of all skill levels production stage. “We’re getting our sport—has been so gratifying for me, maximize their time on the court and manufacturers lined up, taking pre- and for our whole team.” • improve their overall tennis experi- orders and closing our seed round,” ence,” says TIA Executive Director says Eletrabi, who is using his business For information on Tennibot, visit Jolyn de Boer. administration skills (in addition to a tennibot.com or contact Haitham “Tennibot impressed our judges Ph.D. in engineering from Auburn, he Eletrabi at [email protected] or panel in all criteria—from the relevance also has an MBA) to bring his product 334-444-8968.

www.tennisindustrymag.com July 2017 TennisIndustry 19 TennisIndustry USRSAConference

EDUCATIONAL OPPORTUNITIES Group Dynamics Registration opens for the inaugural USRSA World Conference, to be held in October at the USTA National Campus in Lake Nona.

egistration is now open shuttle service to and from the USTA groups, our World Conference seemed for the inaugural USRSA National Campus and the airport. like a perfect and logical addition to our World Conference, which “For many years, our members work together to advance our industry will be held Oct. 6-9 at the have asked us about doing a USRSA and help more people to enjoy this USTAR National Campus at Lake Nona conference,” says USRSA Executive sport,” he says. in Orlando, Fla. The conference is Director Bob Patterson. “We’ve been The USRSA World Conference will designed for all racquet technicians and happy to work with and support Tim be held immediately prior to the will include workshops, seminars and Strawn and the International Associa- USTA Tennis Development Workshop/ networking opportunities. tion of Racquet Technicians (IART) at USPTA World Conference, which also Space is limited, so registrations will its annual symposium for the last 10 will be held at Lake Nona. be accepted on a first-come basis. For years. But earlier this year, Tim told The World Conference will begin USRSA members, conference registra- me IART would not be hosting a 2017 with a welcome reception on Friday, tion is $400. On July 1, registration symposium, so it seemed the perfect Oct. 6, at 6 p.m. Two full days of semi- opens up to non-USRSA members, who time to initiate a USRSA conference, nars and workshops will follow, with can register for $500. To register, visit to continue to provide ongoing, quality certification testing to be held on Oct. 9. www.USRSA.com. education in our industry.” “We’ll have some of the best tech- The official hotel for the USRSA Patterson has been working with the nicians in the world presenting our World Conference is the Doubletree by TIA, USTA and USPTA on various workshops,” Patterson says. While Hilton–Orlando Airport, with a special educational initiatives over the last the agenda had not been finalized at rate of $129 per night, which includes year. “With the help of these key press time, topics will include racquet customization, tournament stringing, buying the right stringing machine, machine maintenance, mastering racquet service and stringing for indoor racquet sports. In addition, many racquet and string manufacturers have signed on to sponsor the event and will have representa- tives on-site. With USRSA members in more than 30 countries, Patterson expects the conference will draw an international audience. “We hope that hosting our event at the USTA National Campus, and just prior to a big, international USPTA event, might make it easier for technicians from around the world to make the trip—and bring their families to enjoy the Orlando area.” •

For more information, visit www.USRSA.com.

20 TennisIndustry July 2017 www.tennisindustrymag.com LET’S SHAPE THE FUTURE OF TENNIS

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© 2017 USTA. All rights reserved. TIA Tennis Forum To Highlight TIA Announces New Research, Consumer Trends, Tech Membership Benefits and Partner Levels The 10th Annual Tennis Industry better define and boost the economic Association Tennis Forum will be held in growth and impact of the tennis As the trade association for tennis, representing New York City on Monday, Aug. 28, the industry, and effective ways to distribute the many different sectors of this sport, the TIA first day of play at the US Open. clear, consistent messaging of health, is pleased to announce increased benefits and This year’s Forum—along with fitness and the reasons to play tennis. services along with new membership levels related industry meetings—will be held Attendees will receive a summary report that are designed to better serve individuals and at a new location: the Intercontinental on key industry research. companies of all sizes. New York Barclay, which is at Lexington In addition, top retail expert Dan “We’re all partners in helping to grow this Avenue and 49th Street and is the O’Connor, the founder and CEO of industry, and it’s important that all members of this official hotel of the ATP Tour. RetailNet Group, will speak about how industry become involved and supportive,” says The Forum will include industry the industry can take control of its future TIA Executive Director Jolyn de Boer. “Our new executives who will present the latest through a clearer picture of the future membership levels offer services to not only help news about the state of the tennis player and consumer, restructuring the tennis community and its businesses grow, but industry. It also will outline ways to demand generation techniques, and to also help grow the overall tennis industry.” more. This year’s Forum also TIA “partner” levels now include Industry will honor the 2017 inductee(s) Partner, Associate Partner, Business Partner, into the Tennis Industry Hall of Supporting Partner, Affiliate Partner and Fame. And new this year will be Participating Partner. (See membership levels and the “Tennis Industry Innovation benefits at right.) Challenge–NYC2017.” Running through all six Partner levels is “The While the Forum is free to Tennis Network,” a basic TIA member level attend, space is limited, so for anyone involved in the “tennis community” registration is required. Visit that offers important benefits and supports TennisIndustry.org. this industry. One of the newest benefits is CollegeSave which provides free tuition credits and counseling “The TIA is THE research source for the tennis industry, producing more than 70 reports every Tennis ‘Innovation Challenge’ year that can help your business or organization make key strategic decisions, ” de Boer notes. To Take Place in New York City Among the research available for different A unique “Tennis Industry Innovation present live at the TIA Forum. (This past partnership levels are participation data, reports Challenge–NYC2017” will take place March, the TIA held its inaugural Tennis on consumer buying and playing habits, wholesale at the TIA Tennis Forum on Aug. 28. Industry Innovation Challenge at the equipment, retail sales, manufacturing data, and Visionaries with new, innovative TOM Conference in Orlando. The winner research on global markets. products, software or services designed of that competition was Tennibot of The TIA also is continually looking for new to grow the sport with players, Auburn, Ala.) partnerships to bring more benefits to all consumers and fans will have the The Challenge will be moderated members. opportunity to present to a panel of by Carlos Salum, the tennis industry “The TIA puts all of its resources back into judges—and in front of an audience of liaison to the SportsCouncil Silicon growing this industry,” de Boer adds. “When you tennis industry leaders—in a “Shark Valley (SCSV). He also will moderate support the TIA, you can be assured that you’re Tank”-like competition. panel discussions at SCSV’s inaugural helping to grow this sport.” The Challenge is in conjunction with VIP Tennis Tech Fair, which includes a “VIP Tennis Tech Fair,” which will be product demos, virtual reality, a “startup Take advantage of these TIA benefits: held the following day, Aug. 29. Both competition” and more. 70-plus Research Reports events will be at the Intercontinental Visit tennisindustry.org/innovation or TIA Tennis Forum New York Barclay in New York City. email [email protected]. Tennis Owners & Managers (TOM) Conference For the Challenge, companies and Webinar Learning Series individuals can complete a short, free Tennis Industry Innovation Challenge application at tennisindustry.org/ Technology Fairs innovation (deadline: July 1). Finalists Careers In Tennis will then have the opportunity to and much more. Visit TennisIndustry.org or call (866) 686-3036 22 TennisIndustry July 2017 The TENNIS NETWORK

Tennis Network Industry Partner Associate Partner Business Partner For anyone involved in the Open to all members of tennis Tennis facilities, retailers, owners/ For our business and corporate “tennis community” and industry, this level is ideal for managers and court contractors partners, this level of looking to support this individuals such as teaching are among the industry segments membership helps you get industry, become a part professionals, Community who will find significant value in your message connected with of the Tennis Network! Tennis Association staff, the Associate Partner membership the industry, access discounts (Tennis Network benefits manufacturer employees and level. Enhanced research reports in Tennis Industry magazine and services are included other tennis providers to be designed for your type of business and digital editions, and take in all other TIA membership connected to the industry and will help you gain customers and advantage of offers from many levels.) receive insider news, benefits players and boost your bottom line. other partners, along with Tennis Network benefits and and services. deeper dives into key industry services include: research. PerkSpot Network $100$100 annually annually $325$325 annually annually $750$750 annually annually College Save Tuition Credits Careers in Tennis Job Bureau TIA Network–Learning Series Supporting Partner Affiliate Partner Participating Partner Webinars TennisInsure/Health IQ Life Ideal for the many tennis- The Affiliate Partner level is Tennis manufacturing companies Insurance specific associations and designed for our Technology and are the TIA’s Participating Partners Subscription Discounts/ organizations (including SaaS (Software as a Service) and key stakeholders in the sport Insider Newsletter nonprofits) involved in efforts to development companies along driving the industry, collaborating grow the game, our Supporting with tennis teaching groups and on grow-the-game efforts and Partners also have access to tennis and sports federations accessing key market intelligence research on tennis playing and who target facilities, owners, to help them monitor their buying habits, among other key managers and coaches with tools business. industry reports. & resources to grow the sport and Membership based on tier level— business of tennis. inquire.

$35 annually $1250+ annually $1500+ annually Tier Levels (inquire) Industry Benefits, Discounts, and Services

When you become a TIA Partner at any level, you’ll Other benefits (depending on Partner level) include: receive many key benefits and services, including: TIA Webinars (unlimited) Facility/Retail Manager Manuals Tennis Industry Magazine Advertising TIA Business Directory Listings Facility Manager’s Guide for the Discounts Careers in Tennis Job Postings (unlimited) Teaching Pro SaaS Partner/Tech Product Discounts PAI Credit Card Processing Discount TOM Conference/Trade Show ShopKeep POS Discounts GrowingTennis System Usage Discounts Free Valuation & Market Assessment, Listing on All Industry Searches SaaS Participation Discounts Plus Consulting Discount from Sports Club Advisors

ORLANDO 2017 WEBINAR LEARNING SERIES

Research and Market Intelligence (depending on Partner level) TENNIS INDUSTRY ASSOCIATION TENNIS INSIDER State of the Industry Report Tennis Consumer Reports 2017 EDITION Industry Insider Report Player Overviews: Buying Habits, Equipment, Fandom, Sponsorship TENNIS INDUSTRY ASSOCIATION Tennis Participation Report STATE OF THE Manufacturer Wholesale Research INDUSTRY Physical Activity Council 2017 EDITION Participation Report Shipment Reports on Equipment Global Tennis Marketplace Report (U.S./Global) Facility/Retailer Research Retail Reports (Sell-Through) Tennis Teachers Compensation Pro/Specialty Store Retail Audits Study Dealer Trends Studies—Retail, Quick-Pulse Sureys (depending on Satisfaction, Brand Perception market segment)

Get Involved | Support Your industry | TennisIndustry.org TennisIndustry RetailingTip

in retail, but some—such as outdoor retailer REI—are actually thriving amid the chaos. Tennis retailers and pro shops can offer classes on subjects such as racquets performance, optimal stringing, and proper shoes and clothing. They can also teach techniques and strategies for playing tennis. If you have a pro shop at a tennis facility or are near courts, consider some on-court time to teach consumers how to demo new racquets or string. You may want to charge for certain classes, while others may be worth providing for free. Tie in store coupons or other offers to make sure attendees buy from you. Health, fitness and exercise also offer TREND WATCH opportunities for your retail store. For example, a yoga class might be some- Educational Advantage thing that would appeal to customers. With classes and other educational offerings, you can become part of the Consumers are looking to buy more than just ‘stuff’ experiential economy. from a retail store.

By Jay Townley Specialty retailers that offer the widest possible educational opportunities to their customers fit right into the emerging dynamic of local urban econ- omies, where “smallness,” accessibility and a high-quality experience that can’t be replicated through e-commerce is a part of the retail transformation. ddressing the changes experiences and for creating memories. “This is certainly not the end of in retail over the last six Retail is transforming to an “expe- retail,” says Leinberger. “This is a much months, Matthew Shay, rience economy,” says Christopher bigger transformation than we’ve had CEO of the National Leinberger, chair of the Center for Real in 50, 60 years. The previous big trans- Retail Federation, said: Estate and Urban Analysis at George formation ... was from walkable urban “The velocityA of change is unlike any- Washington University. Offering [centers] in the early 20th century—the thing we’ve ever seen. Before, things classes and education fit right into con- Main Streets—to regional malls. We’re happened over a generation. Now, sumer expectations. These experiences going back now to the 21st-century they’re happening overnight.” can bring in consumers to buy more version of Main Street.” As store traffic shrinks and more con- tennis gear, and they can expand your For specialty tennis retailers to live sumers shop online, particularly with store’s range of products, along with and prosper on this new Main Street, smart phones, the strategies employed revenue and profit potential. they’ll need to be part of the “experi- to bring shoppers into brick-and-mor- Consumers are looking to buy more ence economy.” • tar stores are more critical than ever. than just “stuff” from a store. Retailers They have also become both vitally that have a history of offering classes Jay Townley is a partner in the retail important and increasingly dependent and education have not only survived consulting firm Gluskin Townley Group on fulfilling customers’ desires for disruptions caused by the fast changes (www.gluskintownleygroup.com). PHOTO SHUTTERSTOCK

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2017 GUIDE TO BALL MACHINES

It’s Time for a Change Become more engaged, create better lessons and help your bottom line by using a ball machine. By Stan Oley

ecently, I received a are not happy with the traditional Because the ball machine initiates the Facebook “memory” of lesson experience. So it’s time to ask: point, the pro can move around and a photo from a Tennis what are you doing today that’s di erent play each player’s position for tactical Industry article I wrote from what you were doing one, three or demonstration purposes. in 2014. The article was ﬁ ve years ago? It’s time for a change! Rabout teaching pros using technology, Using a ball machine with lessons • Youth Tennis: Commercial and the picture showed me recording a and clinics means the pro can become machines are capable of throwing player hitting volleys o a ball machine. more engaged with players and the orange and green balls. It was a melancholy memory: player can have more fun with drills— although there have been advance- all while enhancing your revenue. Ball • FBT60 (Fit By Tennis In 60 Days): ments in apps, ball machines, racquet machines can be extremely useful for: This free program gets players ﬁ t by sensors, wearables and video in the hitting shots utilizing the ball machine. past three years, there really hasn’t • Cardio Tennis: Machines can feed It’s a way to appeal to new clients. been much progress with teaching pros consistent multi-shot/multi-line drills utilizing all of this new technology. at nearly a ball per second. • Videoing: The ball machine frees up I spend nearly 200 days a year visiting the pro to record students. and observing tennis clubs with Play- • Private Lessons: The machine can mate Ball Machines. From what I see, simulate all types of shots, dramatically Ball machines will never replace most tennis lessons look the same as improving the traditional lesson. teaching pros, but they are an ideal they always have—a teaching pro stands complement to a lesson. By embracing at the net, feeding a ball to a student • Group Adult and Junior Lessons: technology, pros can better commu- and giving micro-managed technique With a ball machine, the pro can be on nicate their messages and ultimately instructions, followed by some hitting. the same side of the court as the player, ensure that their players improve. Most pros say they would never teach o ering advice to each participant. with a ball machine. That’s a problem. USPTA Master Professional Stan Oley Players want to get better. If they • Doubles Lessons: The ball machine is Playmate Ball Machine’s Product don’t, they get discouraged with the can mimic another player, so the teach- Marketing Specialist, and is sponsored

PHOTOS COURTESY PLAYMATE, LOBSTER, SPORTS TUTOR LOBSTER, SPORTS PLAYMATE, PHOTOS COURTESY sport and move on. Players also say they ing pro can create doubles situations. by Adidas and Head Racquets.

www.tennisindustrymag.com July 2017 TennisIndustry 27 TennisIndustry

2017 GUIDE TO BALL MACHINES BALL MACHINES ON THE MARKET

Model Price Warranty Dimensions (MSRP) (years) (Storage Inches)

Elevation Control Able to Feed # of programs that can Ball Capacity Weight (Lbs.) Feeding Intervals Elevation Control Able to Feed Lobster Sports 800-526-4041• www.lobstersports.com PropulsionSpinning Wheel Air Pressure (seconds) Top Speed (MPH) (Electric) (Manual) Able to Feed Lobs Topspin & UnderspinSidespin OscillationNo Oscillation Oscillation - RandomOscillation - Programable# of shots in programbe stored Elite Freedom $839 2 Years 21" x 14" x 20" 150 35 X 2-12 65 X X X $119 X 8.5 b X X $49 X 1, 5 Elite Liberty $949 2 Years 21" x 14" x 20" 150 35 X 2-12 70 X X X X $119 X 8.5 b X X $169 X X $49 X 1, 6, 40 Elite One $1,139 2 Years 21" x 14" x 20" 150 40 X 2-12 80 X X X X $119 X 18 c X X $169 X X $49 X 1, 6, 40 Elite Two $1,419 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X X X $119 X 18 c X X $169 or $229 X X $49 X 1, 7, 40, 41, 42 Elite Three $1,669 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X X X $119 X 18 c X X $169 or $229 X X $49 X 1, 8, 40, 41, 42 Elite Grand Four $1,999 2 Years 21" x 14" x 20" 150 44 X 2-9 80 X X X X X X X X $119 X 18 c X X $300 X X X $49 X 2, 9, 10, 40, 42 Elite Grand Five $2,299 2 Years 21" x 14" x 20" 150 44 x 2-9 80 X X X X X 6 6 X X X X X $119 X 18 c X X $300 X X X $49 X 3, 10, 40, 42 Elite Grand Five Ltd. Edition $2,599 2 Years 21" x 14" x 20" 150 44 x 2-9 80 X X X X X 6 12 X X X X X $119 X 18 c X X $300 X X X $49 X 4, 40, 42 Phenom $3,149 2 Years 32" x 25" x 50" 250 99 x 2-9 85 X X X X X X X X X X $300 X X X $99 X 2, 9, 10, 42 Phenom Two $3,595 2 Years 32" x 25" x 50" 250 99 x 2-9 85 X X X X X 6 12 X X X X X X $300 X X X $99 X 4, 42 Match Mate 800-837-1002 • www.matchmatetennis.com Rookie $449 2 Yeara 11" x 11" x 22" 70 22 X 2-10 35 X Topspin X X 8 X X X 11 Quickstart $558 2 Yeara 12.5" x 12.5" x 28" 80 29 X 2-10 30 X X X 8 X X X X X 12 iSAM Value $759 2 Yeara 19" x 17.5" x 18" 250 34 X 2-10 65 X X X X 8 X X X X X X 13 iSam Extend $799 2 Yeara 19" x 17.5" x 18" 250 39 X 2-10 65 X X X X 16 X X X X X X 14 iSam Ultimate $899 2 Yeara 19" x 17.5" x 18" 250 39 X 2-10 65 X X X X 16 X X X X X X SAM P1 Value $1,099 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X 15 Sam P1 Pro $1,199 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X Sam P1 Ultimate $1,299 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X Sam P 4 Trainer $1,599 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X 15 Sam P 4 Pro Trainer $1,799 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X X X Sam P 4 Ultimate $1,899 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X X Sam Coach $3,999 3 Year 35" x 25" x 50" 250 87 X 1.5-8 95 X X X X X X 7 7 X X X X X X X X 16 PTS - Precision Tennis System $5,500 3 Year 30" x 24" x 24" 300+ 80 X 2-11 85 X X X X X X X Infinite Infinite X X X X X X X X 20 c X X X X Required X X X X TBA X X 23 Playmate • 800-766-6770 • www.playmatetennis.com Half Volley $1,595 2 Year Ltd. 19" x 21" x 25" 200 42 X 1-10 70 X X X X X 17 X X X X $99 X 17 Volley $2,095 2 Year Ltd. 19" x 21" x 25" 200 46 X 1-10 70 X X X X X 2 X 17 X X X X X $99 X 18 Ace $3,995 3 Year Ltd. 35" x 21" x 38" 200 85 X 1-10 90 X X X X 3 X X X X X X $5,425 $99 X iSmash $5,175 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X $5,425 $99 X 19 Genie $6,945 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X X X X X X $5,425 $99 X 21 iSmash w/ iPlaymate Tennis $5,995 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 8 Infinite X X X X X X X X X X X $5,425 $99 X Grandslam $8,675 3 Year Ltd. 35" x 21" x 38" 300 110 X 1-10 120 X X X X X X 7 X X X X X X X X X X X $5,425 $99 X 21 Robot Optimizer • 888-8BOOMER • www.playmatetennis.com Boomer (with camera) $14,450d 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000 X X X X X X X X X X $3,895 X X 22 Boomer (without camera) $12,450e 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000 X X X X X X X X X X $3,895 X X 23 Silent Partner • 800-662-1809 • www.sptennis.com Lite (Edge Series) $799 2 Year 24" x 22" x 16" 200 35 X 1.5-10 95 X X X X X 9 X $40 X Lite-R (Edge Series) $949 2 Year 24" x 22" x 16" 200 35 X 1.5-11 95 X X X X X 9 X X X X $40 X 24 Sport (Edge Series) $949 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X X 18 X $40 X Star (Edge Series) $1,099 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X $249 X 18 X X X X $40 X 24 Rival (Scoop Series) $1,399 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X 3 $100 X 18 X X X X X X $40 X 25 Quest (Scoop Series) $1,799 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 2 3 X X X $249 $100 X 18 X X X X X X $40 X 26 Smart (Scoop Series) $2,299 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 20 3 X X X X X $249 $100 X 18 X X X X X X $40 X 27 Spinfire • 888-244-0003 • www.spinfireusa.com Pro 1 $1,899 2 Year 26" x 20" x 20" 200 52 X 2-15 80 X X X X X X 20 X X X $45 X 28 Pro 2 $2,049 2 Year 26" x 20" x 20" 200 52 X 2-15 80 X X X X X X 20 X X X X X X $45 X 28 Pro 2 with Portable Battery Pack $2,099 2 Year 26" x 20" x 20" 200 40 X 2-15 80 X X X X X 20 X X X X X X $45 X 28 Sports Attack • 800-717-4251 • www.sportsattack.com Ace Attack $6,995 5 Year Ltd. 34" x 53" 220 150 X 1-10 110 X X X X X X 4 X X X X $119 X 29,31 a2-year parts, 1-year battery 1 - Fast charger $99 10 - iPhone/Android remote-control compatible b2-4 Hours of Court Time 2 - 6 pre-programmed court drills (6-ball sequence per drill) 11 - Great for youth and beginners to work on dealing with topspin c4-8 Hours of Court Time 3 - 12 pre-programmed court drills + 6 custom programmable court 12 - Especially designed for 10 and Under Tennis dor $600/month drills + 2-line narrow, medium, wide 13 - Extra heavy-duty battery $35, 110/220-volt AC converter $135, wireless remote $100 eor $300/month 4 - 12 pre-programmed court drills + 6 custom programmable court drills + water-resistant cloth storage cover $68 18 locations to choose from + 2-line narrow, medium, wide 14 - Comes standard with two 8-amp 12-volt batteries 5 - Horizontal oscillation 15 - Lob Enhancer $30,110/220-volt AC converter $135, water-resistant storage 6 - Horizontal oscillation + spin control cover $68, adjustable oscillation width 7 - Triple-oscillation (horizontal + vertical oscillation) 16 - Ships via LTL freight, feeds balls from 30" above ground 8 - Triple-oscillation + 2-line narrow, wide 17 - Oscillation upgrade $245, remote-control upgrade $325, additional non-memory 9 - 3 position settings of 2-line (narrow, medium, wide) battery upgrade $180

28 TennisIndustry July 2017 www.tennisindustrymag.com TennisIndustry

Adjustable DepthAdjustable within Spin withinAdjustable HeightAdjustable within Interval within Runs on Battery or Power Smart Charger comesSmart Charger available Remote Control comesRemote Control available Remote Control ofRemote Control of Serving Tower - Built-inServing or Tower - Optional Cover available asIncludes an Wheels for Lobster Sports 800-526-4041• www.lobstersports.com Program Program Program Program Player Simulation PowerMode Cord Runs on Power CordRuns Only on Battery OnlyBattery Amp/HourBattery Life IndicatorBattery Swapability Standard as option Remote Control Standard as an optionRemote Control - CordRemote Control - WirelessOscillation Program SettingsMiscellaneous Included Accessory Cover comes Standardoption Portability Other Features Elite Freedom $839 2 Years 21" x 14" x 20" 150 35 X 2-12 65 X X X $119 X 8.5 b X X $49 X 1, 5 Elite Liberty $949 2 Years 21" x 14" x 20" 150 35 X 2-12 70 X X X X $119 X 8.5 b X X $169 X X $49 X 1, 6, 40 Elite One $1,139 2 Years 21" x 14" x 20" 150 40 X 2-12 80 X X X X $119 X 18 c X X $169 X X $49 X 1, 6, 40 Elite Two $1,419 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X X X $119 X 18 c X X $169 or $229 X X $49 X 1, 7, 40, 41, 42 Elite Three $1,669 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X X X $119 X 18 c X X $169 or $229 X X $49 X 1, 8, 40, 41, 42 Elite Grand Four $1,999 2 Years 21" x 14" x 20" 150 44 X 2-9 80 X X X X X X X X $119 X 18 c X X $300 X X X $49 X 2, 9, 10, 40, 42 Elite Grand Five $2,299 2 Years 21" x 14" x 20" 150 44 x 2-9 80 X X X X X 6 6 X X X X X $119 X 18 c X X $300 X X X $49 X 3, 10, 40, 42 Elite Grand Five Ltd. Edition $2,599 2 Years 21" x 14" x 20" 150 44 x 2-9 80 X X X X X 6 12 X X X X X $119 X 18 c X X $300 X X X $49 X 4, 40, 42 Phenom $3,149 2 Years 32" x 25" x 50" 250 99 x 2-9 85 X X X X X X X X X X $300 X X X $99 X 2, 9, 10, 42 Phenom Two $3,595 2 Years 32" x 25" x 50" 250 99 x 2-9 85 X X X X X 6 12 X X X X X X $300 X X X $99 X 4, 42 Match Mate 800-837-1002 • www.matchmatetennis.com Rookie $449 2 Yeara 11" x 11" x 22" 70 22 X 2-10 35 X Topspin X X 8 X X X 11 Quickstart $558 2 Yeara 12.5" x 12.5" x 28" 80 29 X 2-10 30 X X X 8 X X X X X 12 iSAM Value $759 2 Yeara 19" x 17.5" x 18" 250 34 X 2-10 65 X X X X 8 X X X X X X 13 iSam Extend $799 2 Yeara 19" x 17.5" x 18" 250 39 X 2-10 65 X X X X 16 X X X X X X 14 iSam Ultimate $899 2 Yeara 19" x 17.5" x 18" 250 39 X 2-10 65 X X X X 16 X X X X X X SAM P1 Value $1,099 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X 15 Sam P1 Pro $1,199 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X Sam P1 Ultimate $1,299 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X Sam P 4 Trainer $1,599 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X 15 Sam P 4 Pro Trainer $1,799 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X X X Sam P 4 Ultimate $1,899 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X X Sam Coach $3,999 3 Year 35" x 25" x 50" 250 87 X 1.5-8 95 X X X X X X 7 7 X X X X X X X X 16 PTS - Precision Tennis System $5,500 3 Year 30" x 24" x 24" 300+ 80 X 2-11 85 X X X X X X X Infinite Infinite X X X X X X X X 20 c X X X X Required X X X X TBA X X 23 Playmate • 800-766-6770 • www.playmatetennis.com Half Volley $1,595 2 Year Ltd. 19" x 21" x 25" 200 42 X 1-10 70 X X X X X 17 X X X X $99 X 17 Volley $2,095 2 Year Ltd. 19" x 21" x 25" 200 46 X 1-10 70 X X X X X 2 X 17 X X X X X $99 X 18 Ace $3,995 3 Year Ltd. 35" x 21" x 38" 200 85 X 1-10 90 X X X X 3 X X X X X X $5,425 $99 X iSmash $5,175 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X $5,425 $99 X 19 Genie $6,945 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X X X X X X $5,425 $99 X 21 iSmash w/ iPlaymate Tennis $5,995 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 8 Infinite X X X X X X X X X X X $5,425 $99 X Grandslam $8,675 3 Year Ltd. 35" x 21" x 38" 300 110 X 1-10 120 X X X X X X 7 X X X X X X X X X X X $5,425 $99 X 21 Robot Optimizer • 888-8BOOMER • www.playmatetennis.com Boomer (with camera) $14,450d 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000 X X X X X X X X X X $3,895 X X 22 Boomer (without camera) $12,450e 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000 X X X X X X X X X X $3,895 X X 23 Silent Partner • 800-662-1809 • www.sptennis.com Lite (Edge Series) $799 2 Year 24" x 22" x 16" 200 35 X 1.5-10 95 X X X X X 9 X $40 X Lite-R (Edge Series) $949 2 Year 24" x 22" x 16" 200 35 X 1.5-11 95 X X X X X 9 X X X X $40 X 24 Sport (Edge Series) $949 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X X 18 X $40 X Star (Edge Series) $1,099 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X $249 X 18 X X X X $40 X 24 Rival (Scoop Series) $1,399 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X 3 $100 X 18 X X X X X X $40 X 25 Quest (Scoop Series) $1,799 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 2 3 X X X $249 $100 X 18 X X X X X X $40 X 26 Smart (Scoop Series) $2,299 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 20 3 X X X X X $249 $100 X 18 X X X X X X $40 X 27 Spinfire • 888-244-0003 • www.spinfireusa.com Pro 1 $1,899 2 Year 26" x 20" x 20" 200 52 X 2-15 80 X X X X X X 20 X X X $45 X 28 Pro 2 $2,049 2 Year 26" x 20" x 20" 200 52 X 2-15 80 X X X X X X 20 X X X X X X $45 X 28 Pro 2 with Portable Battery Pack $2,099 2 Year 26" x 20" x 20" 200 40 X 2-15 80 X X X X X 20 X X X X X X $45 X 28 Sports Attack • 800-717-4251 • www.sportsattack.com Ace Attack $6,995 5 Year Ltd. 34" x 53" 220 150 X 1-10 110 X X X X X X 4 X X X X $119 X 29,31

18 - Additional non-memory battery upgrade $180 25 - 16-button remote 19 - Deuce Conversion Box $1,355, Genie Conversion Box $2,305, iPlaymate Tennis $995 26 - 20-button remote 20 - iSmash Conversion Box $535, Genie Conversion Box $2,305, iPlaymate Tennis $995 27 - 22-button remote 21 - iSmash Conversion Box $535, Deuce Conversion Box $1,355, iPlaymate Tennis $995 28 - Internal oscillation–machine does not swivel sideways while shooting balls; optional 22 - Plays games, rates shots, uses a camera, talks to players, cordless headphone $79 carry case/dust cover; optional $129 fast charger; optional $149 AC charger; system ($500 or $50/month), wireless printer for analysis ($2,000 or $100/month), horizontal oscillation–medium & wide; self-calibrates to center on start using infrared radar gun, iPod input with speakers, allows user to modify level, height, frequency and magnetic sensors; 30-day 100% Satisfaction Guarantee; 2-line drill—narrow, and speed medium & wide; vertical oscillation; triple/all-court/3-D oscillation (horizontal & 23 - Talks to players, cordless headphone system ($500 or $50/month), iPod input vertical); all-function antenna-less remote with snooze for low-power mode; convert to with speakers, allows user to modify level, height, frequency and speed portable battery with $89 upgrade; portable battery only needed for recharge; add 24 - 2-button remote optional $49 internal battery to external battery to double running time

www.tennisindustrymag.com July 2017 TennisIndustry 29 TennisIndustry

2017 GUIDE TO BALL MACHINES BALL MACHINES ON THE MARKET

Model Price Warranty Dimensions (MSRP) (years) (Storage Inches)

Elevation Control Able to Feed # of programs that can Ball Capacity Weight (Lbs.) Feeding Intervals Elevation Control Able to Feed Sports Tutor • 800-448-8867 • www.sportstutor.com PropulsionSpinning Wheel Air Pressure (seconds) Top Speed (MPH) (Electric) (Manual) Able to Feed Lobs Topspin & UnderspinSidespin OscillationNo Oscillation Oscillation - RandomOscillation - Programable# of shots in programbe stored Tennis Twist $289 3 Year 10" x 11" x 23" 28 11 5 15 X X X 6 D Cells Tennis Tutor ProLite - Basic $699 3 Year 12" x 19.5" x 18" 125 22 X 1.5-10 60 X X X X X 9 X X $70 X $35 Tennis Tutor ProLite $799 3 Year 12" x 19.5" x 18" 125 29 X 1.5-10 60 X X X X X 9 X X $70 X $35 30 Tennis Tutor $1,099 3 Year 12" x 19.5" x 20" 150 42 X 1.5-10 85 X X X $50 X 18 X X $200 X X $35 X 30, 31, 32 Tennis Tutor Plus $1,299 3 Year 20" x 19.5" x 20" 150 46 X 1.5-10 85 X X X X $50 X 18 X X $200 X X $35 X 30, 31, 33, 34 Tennis Tutor Plus Player Model $1,749 3 Year 20" x 19.5" x 20" 150 46 X 1.5-10 85 X X X X X 5 X X X $50 X 18 X X $200 X X X $35 X 30, 31, 33, 35 Tennis Tower - Competitor Classic $1,395 3 Year 36" x 23" x 22" 225 60 X 1.5-8 85 X X $270 X X X X Tennis Tower - Competitor $1,645 3 Year 44" x 23" x 22" 225 60 X 1.5-8 85 X X $270 X X $200 X X X X Tennis Tower - Professional Player $2,245 3 Year 44" x 23" x 22" 225 60 X 1.5-8 85 X X X X 5 X X X X X X X X X 35, 36 Shot Maker - Standard $3,200 3 Year 38.5" x 31" x 21.5" 300 96 X 1-6 95 X X X X X 3 X $200 X X X X Shot Maker - Deluxe $4,200 3 Year 38.5" x 31" x 21.5" 300 96 X 1-6 95 X X X X X 6 9 X X X X X X X X X X 37 Wilson Portable $11,495 3 Year 22" x 14" x 20" 110 38 X 1.5-10 75 X X X X $50 X 12 X X $200 X X $35 X 30 Tennis Cube $599 3 Year 15" x 12" x 13" 70 24 X 2-10 50 X X X X 6 X X 38 Tennis Cube - Oscillation Model $679 3 Year 15" x 12" x 13" 70 24 X 2-10 50 X X X X 6 X X 38 ProLite Plus - Basic $889 3 Year 22" x 14" x 20" 110 36 X 1.5-10 60 X X X X X 9 X X $70 X $35 X 38 ProLite Plus $989 3 Year 22" x 14" x 20" 110 36 X 1.5-10 60 X X X X X 9 X X $70 X $35 X 38

29 - All-in-one serving machine with variable-height release points for groundstrokes as well 34 - Player simulation $200 30 - External battery pack $150, external AC power supply $125 35 - Multi-function remote $200 31 - Smart-fast battery upgrade $45 36 - Player simulation included 32 - 2-line oscillation $200 37 - Multi-function remote $300 33 - AC/DC option $200 38 - External battery pack $130, external AC power supply $125

30 TennisIndustry July 2017 www.tennisindustrymag.com TennisIndustry

40 - Internal battery standard, or can be purchased with an external-battery-only version (in 41 Available in an A/C-only version; internal battery is removed and replaced with a power supply which the internal battery is removed); external battery pack ($100) can be charged separately 42 Apple Watch remote control capability (price varies) from the machine (so machine can remain in car while battery back is brought inside to charge); external-battery-only version reduces overall weight of machine by 12 pounds, so portable models will weigh 30 to 32 pounds

www.tennisindustrymag.com July 2017 TennisIndustry 31

Tennis Research 2017 TIA

TENNIS INDUSTRY ASSOCIATION STATE OF THE Research INDUSTRY TENNIS INDUSTRY ASSOCIATION 2017 EDITION TENNIS INSIDER Reports 2017 EDITION

While youth tennis and The 8-page 2017 State of the Industry report and the Cardio Tennis are among 16-page Tennis Insider report are available the bright spots, the latest at various TIA membership levels. For information, visit research shows a number TennisIndustry.org or call of continuing challenges 866-686-3036. we must address. Tennis Total Participation 2000 - 2016 20.0M 18.7M 18.08 M 18.0M 17.02 M he most recent data by the Physical 16.0M 14.6M Activity Council shows that total U.S. 14.0M 13.0M Ttennis participation grew 0.6 percent 12.0M Growth 2010 from 2015 to 2016, to a total of 18.08 million 10.0M to 2016: -3% players. The sport’s five-year average growth 8.0M to 2010: 44% continues to trend upward, increasing 0.4 6.0M percent, with the total number of participants 4.0M staying above 2007 numbers. 2.0M Among the bright spots is a 7.2 percent 0.0M increase in youth tennis players and a 16.7 1 2 3 4 5 6 7 percent increase in Cardio Tennis players over 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 201 201 201 201 201 201 201 the past year. In addition, “latent demand” for tennis remains strong. The PAC study shows Tennis Equipment Index (2003-2016) that nearly 15 million non-players are interested Nominal $ in tennis, and another 12.7 million Americans 140 125 122 116 118 119 “consider themselves players” but may not have 120 109 114 112 115 115 113 103 101 been on court in the last two years. 100 100 That said, total “play occasions” slipped in the past year, down 4.8 percent to 425 million. 80 And equipment sales, as indicated by the “Tennis 60 Equipment Index” at right, continues to slide. 40 Equipment Index summarizes the census data by The most recent industry research is adding the wholesale value of racquets, strings, and balls. available from the TIA at various membership 20 Index reference year is 2003. levels. Visit TennisIndustry.org or call 0 866-686-3036. 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016

www.tennisindustrymag.com July 2017 TennisIndustry 33 Tennis Research

The Industry at a Glance (2016 data) Total Participation 18.08 Million Manufacturer Year-End Wholesale Shipments (units) Youth Tennis Participation Tennis Racquets 2.53 Million Ages 6-12 2.36 Million Tennis Strings 3.11 Million Ages 13-17 2.17 Million Tennis Balls (including ROG) 114.5 Million Core Tennis Players (10+ times a year) 9.86 Million Red, Orange, Green Balls 4.86 Million Cardio Tennis Players 2.12 Million Tennis Equipment Index 101 Total Play Occasions 425 Million

Participation generations of players who are ‘samplers’ of multiple sports and activities, but it is a concern for our industry. Fortunately, Tennis participation has remained fairly constant since 2010. Cardio Tennis is following the positive trends in fitness, While the trend in overall participation has been slight increases wearables and group exercise.” in each of the the last five years, “core” tennis participants— For youth tennis, the increase in participation was driven by those who play 10 or more times a year—declined slightly in 2016 the youngest players, ages 6 to 12, which were up 11.7 percent, to 9.86 million. while ages 13-17 increased 2.7 percent. “Core players account for 81 percent of the money spent in Within the total number of young players, “core” youth the ‘tennis economy’ and 93 percent of all tennis play occasions,” players, those who play at least 10 times a year, increased by 3.8 says TIA Executive Director Jolyn de Boer. “This slip in core percent to 2.68 million. And importantly, “new” youth players players is in line with a trend toward more casual play for sports rose 17.8 percent in 2016—up 21 percent in the 6 to 12 age overall, rising inactivity levels, aging baby-boomers, and new category and 11 percent in the 13 to 17 age group.

Total Cardio Tennis Participation 2008 Youth Tennis Participation 2012-2016 (PAC Study) 2.50 M 2012 2013 2014 2015 2016 2.12 M 2.50 M 2.36 M 2.17 M 2.00 M 1.82 M 2.00 M 1.54 M 1.62 M 1.50 M 1.44 M 1.34 M 1.29 M 1.50 M 1.00 M 1.00 M 0.83 M 1.00 M 0.73 M 0.50 M 0.50 M 0.31 M

0.00 M 0.00 M 2008 2009 2010 2011 2012 2013 2014 2015 2016 All Players 6~12 All Players 13~17 New Players 6~12 New Players 13~17

Total Play Occasions (Millions) – PAC Study Tennis Players and Latent Demand - PAC Study What Would 500.0 464 Encourage You to 443 6.6 443 446 6.6 7.5 7.8 425 Play More Tennis: 84.6 8.4 400.0 79.6 83.0 82.2 14.99 M 84.7 1-3 times/year Latent Demand (Number 1. More time. of non-players who are interested in tennis) 300.0 4-20 times/year 2. Better access / closer 12.70 M 21+times/year Intermittent (consider distance to courts. themselves players) 200.0 372.7 Total 356.3 352.5 356.5 331.9 3. More / good people to play with. Total Active Tennis 100.0 18.08 M Players 4. Less injuries

0.0 2012 2013 2014 2015 2016 2016

34 TennisIndustry July 2017 www.tennisindustrymag.com Tennis Research

www.tennisindustrymag.com July 2017 TennisIndustry 35 Tennis Research TennisIndustry AskTheExperts

characteristics. In a strict “apples to apples” sense, this means we are not always comparing perfectly. But again, we cannot test every color of every string, so this may also case some degree of variance. Our goal with lab-testing strings is to provide numbers that translate to actual court performance. We see the anomalies as well, and each time we do, we retest the string to make sure our numbers are accurate.

Supply and Demand

Q: I’ve been in the racquet stringing Gauge vs. Stiffness business for eight years and am currently reorganizing our processes. Our Q: I was looking over your String Selector Charts on racquettech.com for a make accountant is asking that we inventory and model of string where you tested different gauges in different years. While string and take it out as we charge for doing so, I noted some peculiarities, as follows: it. We haven’t done this in the past, as we considered string a “supply.” Do you have any recommendations? GAUGE STIFFNESS TENSION LOSS TEST YEAR A: You actually have a choice of accounting methods. It is perfectly 1.20 200 17.73 2014 acceptable to classify all your string expense as “supplies,” which is what you have been doing. But for you to get 1.23 258 18.15 2012 an accurate picture of your business on your Profit & Loss statement, you would need to expend the supply as it is 1.25 230 15.92 2014 used. In other words, you will still need to account for its use. You might use this approach if you do not charge for 1.27 282 15.89 2012 the string you supply. In this scenario, you have one fee for all string jobs regardless of the string used. The Stiffness and Tension Loss don’t track with the gauge of this string. It seems If this is not the case, you really need that your testing methodology must have changed, or the manufacturer changed to make the string an “inventory” item, its string formulation over the years. treated as you would any other item you sell. In this case, you would charge A: Our string-testing methodology in our research. We see this even more for the string separate from the cost of has not changed, so even though these with the abundance of co-poly strings labor. Although you might not split out strings were tested in different years, on the market. The only way to elimi- your charges on the bills you present the results are internally consistent. nate this type of inconsistency would to your customers, for accounting pur- It is rare, but not unheard of, for a be to retest every string every year, poses, it is necessary to know what your manufacturer to change sourcing or which is impractical. Cost of Goods are. If you don’t separate make a running change in the chemical Another consideration for this is that materials and labor in your internal application for a certain string. Neither when we test a string produced in more records, you cannot accurately calcu- of these would be known to anyone than one color, we randomly choose a late your profits. outside of the company, including us. color to test. While the materials and Perhaps counterintuitively, strings properties of the basic string are the We welcome your questions. Please send do not automatically follow a standard same, pigment must be added to the them to Tennis Industry, 48 West 21st of “thicker is stiffer,” or vice versa, as mixture to create the color, and dif- Street, New York, NY 10010, or email

PHOTO SHUTTERSTOCK we’ve found to be the case many times ferent pigments may alter the string’s [email protected].

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Building relationships with your customers are just as important as those you forge with manufacturers.

TENNIS RETAILING Woodside Tennis Shop SERVING PLAYERS San Francisco

One way to stand out is to counter the prevailing approach. Most people recommend putting your own business first, but consider the instincts of Julián Fernán- Retail Stars dez, who has a history of reaching out to others. Soon after For these three tennis meeting the new neighbors of his Woodside Tennis Shop outside San Francisco, Fernández rushed to their roof to retailers, success starts with help put out a fire—before the fire department arrived. At a more tennis-specific level, Fernández considers a passion for the sport. teaching pros “a lifeline” for referrals, not as competi- tors for racquet sales. He will even work with other store By Kent Oswald owners as “collaborators,” sharing his own inventory if a customer is in another owner’s store but the product they want is still on order for them. Also, rather than living in fear of the size and reach of large internet retailers, Fernández competes on his own terms. He doesn’t combat them with a website of his own (preferring social media as a way to communicate with his customers), but rather, he uses and refers to their sites as research resources. He has no problem if customers shop around online before they come into his store for hands-on care, personalized discussions and, ultimately, the immedi- ate delivery of the desired product. Fernández also encourages his staff to remember names and a fact or two about their customers, some of whom have been coming to the shop for 30 years. A significant ennis is the sport for a lifetime; part of his inventory management is based on the estab- retailing is a day-to-day business. lished patterns of the customers he knows well. While both can be great fun at the In retail, says Fernández, you have to stay on top of highest levels, neither can be a everything. “Business is like an octopus, and the tentacles completely fun diversion. are always moving. What I do is pretty fundamental stuff, Like most pros trying to make it on but it works.” the tour, tennis specialty shop owners’ income and savings are always on the line. For players, a pivotal missed forehand or an untimely double fault can lead to a loss that starts a downward spiral Tin the rankings. For retailers, a lack of attention to a customer, or a mistiming in communications with a manufacturer, can send store revenues trending red. Avoiding the negative and staying at the highest level of your craft requires focus, attention to details and, most of all, consistent execution. Of the thousands of players on the tour, only a fraction stand out. There is similar competition in the retail space, and you want to be one of the stores that gets noticed. Here are three that have suceeded in doing just that, while having fun along the way.

38 TennisIndustry July 2017 www.tennisindustrymag.com TennisIndustry

For tennis specialty shop owners, part of creating a positive store environment is projecting a fun attitude. PHOTOS COURTESY WOODSIDE TENNIS SHOP WOODSIDE PHOTOS COURTESY

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TENNIS RETAILING

2 3 La Cienega Tennis Center Solow Sports Beverly Hills Long Island

While some may think running a tennis retail store is “Every day I come to work, it is because I enjoy it,” says exhausting, those who do it well find it exhilarating. Solow Sports owner Julien Klein, in explaining how his “I love the sport,” says Hally Cohen, who started part company has developed such a dedicated following in its time as a teaching pro at the Beverly Hills’ La Cienega Long Island, N.Y., locations. One factor might be the ping- Tennis Center and is now the general manager of the pong table in its 2,000-square-foot store in Huntington public facility. that allows customers to wait for a same-day stringing A hands-on, heart-in kind of supervisor, Cohen hires job by trying their hand at a different racquet sport. people with a passion for the sport and creates an environ- A more significant point of pride is the store’s attempt ment that lets them pursue it. Cohen believes it translates to carry every single racquet in production from a major to a staff that caters to players who are choosing to come manufacturer and many from smaller brands, including to the public club as their venue of choice to spend their those catering just to teaching pros. There are no pre- recreational time—and are happy to be there. strung racquets or low-end tennis balls, and extremely Part of the joy for both players and Tennis Center minimal overlap with the inventory or sales philosophy employees is in exploring the latest fashion, shoes and of the big-box retailers. racquets available in the 500-square-foot pro shop. Staff “We target more of an avid tennis player,” Klein says. are encouraged to demo everything so they can be the “My players might string 50 times a year with us. We see most informed and helpful for players. There are blow-out our customers often, which makes it easy for us to extend merchandise sales and demo days for racquets, and manu- ourselves because of the relationships we establish.” facturer reps are used to help make sales. A key to making those relationships work is having a “A lot of what I have learned on the retail side is listen- staff that gets along. Klein encourages his staff to work ing to customers,” says Cohen. “Online competition is the and play together at the Huntington store and the hardest, but people like touching and seeing racquets, and smaller shop at the Robbie Wagner Tournament Training talking with people who know how they play. Our advan- Center in Glen Cove, N.Y. The combination of extensive tage is in the playing.” space for inventory and a courtside location works as a Building upon that advantage is her philosophy, “Don’t key to maintaining stock—and providing staff the put somebody in the wrong racquet!” opportunity take customers onto the adjacent courts to Cohen acknowledges that some people will not listen spend as much time as needed to determine the best fit to even the best advice, but as she tells her staff, “People for their game. are coming in to a specialty store, and we have specialty Klein, who estimates he spends about 100 hours a knowledge. I know I can’t make everybody happy, but I can week at his sites, speaks on behalf of every specialty come pretty close. If you believe in what you are selling retailer who is seeing success during these tough times. and you have a good product, they can benefit.” “The first step,” he says, “is that we enjoy tennis.” • LA CIENEGA TENNIS CENTER, SOLOW SPORTS PHOTOS COURTESY

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