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TEAMS START HERETM | WWW.AUGUSTASPORTSWEAR.COM | 1.800.237.6695 MARCH 2016 Trends ...... 8 Girls Are Playing Team Sports — Big Time; Everyone Wants In – Or Out – Of Editor the Team Business Michael Jacobsen [email protected] 201-396-7005 The Girls of Summer ...... 14 Editorial Staff Tim Sitek, Senior Editor Dealers and vendors make a pitch to one Nancy Baeder, Correspondent of their most passionate customers. Mike May, Correspondent Keith Lawrence, Research
Art Director Mission: C. H. E. E. R...... 24 Francis Klaess Associate Art Director Dealers can sell cheerleading if they Mary McGann choose to accept it along with more Designer traditional markets. Brandon Christie Publisher Jeff Gruenhut [email protected] You Play Like a Girl! ...... 32 404-467-9980 Four key sports – basketball, lacrosse, soccer and volleyball – score for dealers. Advertising Sam Selvaggio [email protected] Bold New Girl ...... 42 212-398-5021 A fashion approach to women’s athletic Mark Sullivan [email protected] apparel is stoking the market. 646-319-7878 Jeff Nott [email protected] Made in America Stories: Part 2 ... 52 516-305-4711 Companies tell us why domestic Troy Leonard [email protected] manufacturing is alive and well in 2016. 352-624-1561 Beth Gordon [email protected] End Zone ...... 58 949-293-1378 United Delivers From New DC; Corpuz Forms Firm; Sisu Partners With USA Production Michael Jacobsen Field Hockey [email protected] 201-396-7005 Subscriptions www.teaminsightmag.com 2016 Editors’ Picks ...... 48 Business Manager Marianna Rukhvarger We choose the best new girls’ products for [email protected] 2016. No “shrink it and pink it” here! 516-305-4709
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4 Team Insight / March 2016 teaminsightmag.com NEW 2016 FALL/WINTER CATALOG 65 NEW ITEMS NOW AVAILABLE
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Girls Got Game A first-hand account of a weekend watching girls play basketball.
vogue. Of course there were a bunch As a parent (I have a long-since- of Nike and Adidas on their feet, but grown-up daughter) and a coach and this is the first season I remember administrator of youth sports I have seeing so many kids wearing the UA worked long and hard to give girls the brand. I asked a few girls why and same athletic opportunities as their they said they liked the brand. None brothers. I hear all the time from my knew of Steph Curry. young-at-heart wife that there were UÊÀÃÊ>ÀiÊ«Ài`VÌ>LÞÊÀiÊV- few opportunities for her to play cerned with how their uniforms fit. I sports when we were in high school observed more than one mother in in the 1970s; in 2016, there is a whole a pre-game frenzy adjusting, wrap- weekend of basketball games offered ping, tying and then even sewing a to girls of all sizes, shapes and skills. uniform so her baby looked good on And as the snow melts those the court. (From my experience with indoor games will give way to softball boys in any sport, as long as the shirt and lacrosse, and then summer spent 12 hours in a high school After I had time to digest all that has a number on it and is the same leagues in every sport. Then comes basketball gym this past weekend I head seen – and was able to stop color as the rest of the team, they are soccer in the fall and then we start with more than 100 girls, ages the ringing in my ears from all of the good to go. Girls, not so much.) with basketball all over again. All Ieight through 16. It was noisy, screaming young girls do when they UÊ >ÃiÌL>Ê>ÌÊÌ iÊiÛiÊÊÃ>ÜÊ>ÃÌÊ will have an equal numbers of boys hot, crowded and full of controversy play team sports – I came up with a weekend is definitely more of a team and girls playing on fields and courts and competition. few observations. game on the female side. Rarely does across America. And I loved every minute of it. Well, UÊ/ iÀiÊÃÊÊ}iÀÊ}ÀýÊ}i>ÀÊ one player dominate and, even if she I will be a part of a lot of it, referee- except for the one irate mother who and boys’ gear. The girls have all of does, she usually uses that domina- ing from the middle of the action or believed I had it out for her daughter. the same equipment as the boys do. tion to set up her teammates. It was a catching a game from the bleachers. By way of explanation, I referee These young girls were decked out pleasure to watch. Nothing against the boys, but I prefer basketball during the winter and as in the latest — knee pads and leg Sure, these are all generalizations watching the girls because of the luck would have it, just as I was put- sleeves, shooting sleeves, moisture based on my own observation, but spirit and pure sportsmanship. Now ting together this special Girls’ and wicking baselayers, warm-ups with they speak well of how girls approach if only I can get that ringing out of my Women’s Sports issue I was assigned their names on the back and team team sports at a certain level — in ears. O a host of youth girls’ games in the bags to carry it all. That’s good news this case, a step above recreation, a heart of hoops season here in New for team dealers who view basketball step below AAU. But it heartened me Jersey. It gave me an unparalleled as a steady, but low volume business over that long weekend to see young opportunity to view our editorial because of the lack of “stuff.” girls running, sweating, winning and subjects up close and personal. UÊ1`iÀÊÀÕÀÊÃi>iÀÃÊ>ÀiÊÊ losing … just like the boys.
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Girls Are Playing Team Sports, Big Time The numbers tell the story of female participation at all levels.
high schools that have the most girls’ teams, with 17,653 and 16,309 high schools, respectively. Source: NFHS
9. The five states with the most girls playing high school sports are, in order, California, Texas, New York, Pennsylvania and Illinois. Six other states – Ohio, Michigan, New Jersey, Minnesota, Florida and Massachu- setts -- have at least 100,000 high school girls playing high school sports. Source: NFHS
10. Female participation in college sports (Divisions I, II and III) has grown considerably in the last 30 years. During the 1981-82 college season, there were 4776 women’s college teams representing 64,390 fe- male athletes. By the 2013-14 school year, those numbers had grown to more than 10,000 women’s teams representing more than 205,021 fe- males. Overall participation in NCAA sports by women has risen every By Mike May largest overall number of female playing high school sports in the year since 2001-02. Source: NCAA participants, are basketball, outdoor U.S. Since then, participation in high he numbers tell the true soccer, court volleyball, gymnastics school sports by girls has risen by 11. In the 2013-14 academic story of girls’ and women’s and fast-pitch softball. Source: SFIA more than 1000 percent, whereas year, four women’s NCAA sports sports in the U.S. in 2016 — participation in high school sports fielded more than 1000 teams — T and the narrative is a good 3. Between 2009 and 2014 there have by boys has risen by a mere 18.9 basketball (1101 teams), volleyball one. The results of research from the been increases in female participa- percent. Source: NFHS (1064 teams), cross-country (1061 Sports & Fitness Industry Association tion in 19 sports, while there has teams), and soccer (1022 teams). (SFIA), National Federation of State been a decrease in female participa- 6. In addition to seven adapted Source: NCAA High School Associations (NFHS), tion in just five sports. Source: SFIA sports, girls are playing high school National Collegiate Athletic Associa- sports on teams in more than 50 dif- 12. Thirteen varsity collegiate sports tion (NCAA) and the National Junior 4. There were 3,287,735 girls who ferent sports. Source: NFHS for women are offered by NJCAA College Athletic Association (NJCAA) played high school sports in the member schools. Since the 2003-2004 reveal a dozen statistical trends that 2014-15 school year. For comparison 7. From a participation perspective, school year, the only sport that did tell the tale. purposes, there were 4,519,312 boys the top 10 most popular sports for not grow in terms of participants playing high school sports during high school girls are, in order, out- and the number of teams was swim- 1. There are six team sports where that same time period. FYI: The door track and field, court volleyball, ming and diving. The sports that more than 50 percent of the partici- number of girls playing high school basketball, soccer, fast-pitch softball, showcased growth were basketball, pants are female — cheerleading (76 sports in the U.S. has risen every cross-country, tennis, swimming and bowling, cross-country, golf, half- percent), gymnastics (75.3 percent), year since 1988-89. While overall par- diving, competitive spirit squads and marathon, lacrosse, soccer, softball, court volleyball (59.5 percent), ticipation in high school sports by lacrosse. Source: NFHS tennis, track and field (indoor and fast-pitch softball (60.2 percent), boys is up since 1988-89, there have outdoor) and volleyball. In the 2014- swimming on a team (54.3 percent), been a few years where participation 8. While track and field and vol- 2015 school year, there were 22,573 and grass volleyball (50.3 percent). has actually declined, most recently leyball have the most female high NJCAA female athletes competing on Source: SFIA from 2013-14 to 2014-15. Source: NFHS school participants, with 478,726 1716 teams. In the 2003-2004 school and 432,176, respectively, basketball year, there were fewer athletes on 2. The top five most popular team 5. In the 1971-72 school year, there and outdoor track and field rank fewer teams — 17,485 competing on sports in the U.S., which have the were 294,015 girls and 3,666,917 boys one-two on the list of the number of 1452 teams. Source: NJCAA Q
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Everyone Wants In – Or Out – Of the Team Business The first few months of the year were full of developments.
By Michael Jacobsen led by Easton ($3.8 million), Lou- isville Slugger ($2.55 million) and he year in team sports start- Nike ($1.89 million). In court docu- ed out with a flurry of activ- ments, the company cites troubles ity as the strong got stron- with a new enterprise resource T ger, the weak went away and planning system for prompting its still others positioned themselves to bankruptcy filing. solidify their positions. On the positive side of the ledger, The biggest news came when BSN Lax World, a specialty lacrosse Sports continued its march toward a retailer based in Baltimore, recently true national network of team deal- acquired Denver-based lacrosse spe- ers with the acquisition of the Lids cialist, Breakaway Sports. The deal Team Sports business from Genes- will grow the combined company to co’s Lids Sports Group. BSN chair- 14 locations nationwide, expand its man and CEO Adam Blumenfeld will online presence and warehousing serve as CEO of the combined entity, and broaden the reach of its team as Scott Molander, who headed sales division from coast to coast. Lids Team Sports’ operations, joins The combined company will have BSN with all of the division’s other stores in Washington, Colorado, employees. New York, Maryland, Virginia and Based in Indianapolis, Lids Team Georgia. Sports was perhaps the chief rival In recent buying group news, for BSN in assembling a network of Athletic Dealers of America added team dealers throughout the coun- two new team members — Com- try, but its efforts paled in compari- pass Athletics, Woodward, OK, and son to the moves BSN has made in Sports Locker, Grove, OK. the past few years. Now, the addition of Lids Team Sports to the BSN plat- Jerry’s Sporting Goods, a 20-year Georgia, more than $4.57 million that The Big Boys Chime In form significantly enhances BSN’s old team dealer in Wichita Falls, TX, includes $1.67 million from a small Meanwhile, the financial problems reach into every zip code. to increase depth in Texas. business loan. Meanwhile, buying of retail giant Sports Authority have “The combination of BSN Sports “With the addition of ISG, we have group Sports Inc. is owed more than been played out in the press, but and Lids Team Sports is excellent added over 360 sales professionals $659,000. Titan’s top unsecured less noticed was the decision in late news for our employees, our ven- in the last 12 months,” points out trade creditors include Brine Sports January to slash 100 jobs, mostly dors and, most importantly, for our Blumenfeld. ($57,337), Warrior Sports ($32,579), from its Englewood corporate head- customers,” says Blumenfeld. Performance Lacrosse Group quarters. Among those let go were Genesco chairman, president and Bankruptcies, Closings and More ($24,827), DeLong ($20,981), ProJoy 16 people in the team sales division. CEO Bob Dennis explains that the Meanwhile, also early this year two Sportswear ($16,805), STX ($15,207), The 450-store chain has at least $643 decision to sell Lids Team Sports significant team dealers based in the New Balance ($10,322) and Mizuno million of debt. was part of a larger strategic plan South filed for Chapter 11 bankrupt- USA ($10,322). The layoffs were part of a “balance to focus on its core retail business. cy protection At about the same time, Team sheet restructuring” aimed at reduc- “The transaction … allows Genes- First was four-year old Titan Express, which operates six team- ing the debt load, the company said. co’s Lids Sports Group to sharpen its Team Sports, a Duluth, GA, team focused websites from its San Looking to capitalize on the strategic focus on its core business, dealer headed by CEO and major- Antonio offices, filed as well. The financial woes of its leading rival, the giving full attention to execution ity owner D. Lynn England. Titan, former Southwest Baseball Supply industry’s Big Dog, Dick’s Sport- and realizing the growth potential in formed in 2012 through the merger was purchased three years ago by ing Goods, in January launched retail and omni-channel.” of Lee Sports, Colter Sports and CEO Mark Marney, with T&J Invest- Dick’s Team Sports HQ, an all-in-one In a couple of much smaller moves S&S Sports, each of Georgia, owes ments currently owning more than platform that will offer youth sports early this year as well, BSN last creditors more than $5.4 million 10 percent of the firm that operates leagues across the country three month completed the acquisition of and lists assets of $6.36 million. The teamexpress.com, baseballexpress. key services — online registration Idaho Sporting Goods (ISG), a team company, which added Athens, com and footballamerica.com, and team/league websites, custom dealer in Boise, ID, since 1954 selling GA-based Bulldog Sporting Goods among other websites. uniforms and FanWear and access to in Idaho and northern Nevada. That as an affiliate in 2013, owes its The debtor owes its top 16 trade donations and sponsorships. followed an earlier acquisition of principal lender, the Bank of North creditors more than $16.6 million, “We’re excited to offer this first-
10 Team Insight / March 2016 teaminsightmag.com
TEAM / TRENDS
of-its-kind platform to the youth tools to design gear specific to Retail Federation conference IN THE NEWS sports community,” said Dick’s their league, allowing coaches recently. Plank did not disclose comings and goings executive VP & CMO Lauren and parents to order uniforms what mix of formats those new Hobart. “Dick’s Team Sports HQ and FanWear from their league 200 stores would comprise. will be able to deliver an unparal- website. UA currently operates 144 Leonard To Headline NSGA Conference leled service to youth teams and Finally, with the unveiling an factory stores, which sell more One of boxing’s most leagues, allowing coaches to fo- aggressive move this year to con- affordable workout gear than is beloved and suc- cus on developing their athletes.” trol its own destiny, mega-brand found at department stores, on- cessful fighters, Sug- The league management Under Armour is apparently not line and sporting goods retailers. ar Ray Leonard, will software will both facilitate and counting on its retail partners to The company also has 29 stores launch NSGA’s 52nd simplify the registration, sched- fuel its growth, known as “brand houses” — Annual Management uling and communication pro- UA plans to open 200 stores in larger than the factory stores and Conference & 18th cesses for league organizers and 2016, according to founder and featuring its best collections. It Annual Team Dealer coaches. League administrators CEO Kevin Plank in a keynote also has an estimated 127 shops Summit on May 23, will also be able to use the online speech at the annual National inside major retail partners. Q 2016, at the Westin Hilton Head Island Resort & Spa in Hilton Head Island, SC. The premier sporting goods industry event runs May 22-25, 2016. NOCSAE Reveals commotio cordis to proposed was sentenced to probation after New Standards Leonard will discuss the steps and status, meaning the standard will cooperating with the government. sacrifices it took to achieve his Olym- remain open for public comment David Drill, who was president pic gold medal and professional boxing until January 2017, at which time of Circle System Group, based dreams and will share stories about his it will be eligible to be voted on as in Easton, PA, faced a maximum journey from athlete to entrepreneur and a final standard unless modifica- five-year sentence after pleading the qualities he believes help achieve tions are recommended. guilty in 2008 to conspiracy to greatness not only in the ring, but also in At the same time, the NOCSAE commit mail and wire fraud. Two the business world. voted to move its proposed pneu- other former executives of the For more: www.nsga.org/conference. matic ram test standard to final company pleaded guilty to similar Little League In Two Deals status. This standard includes charges and were sentenced last Little League Baseball and Softball new tests that create and measure year. recently entered into an expanded exclu- rotational accelerations, a crucial An indictment alleged the sive partnership with Easton Baseball/ first step in improving the ability company created fake price Softball to run through the 2022 sea- of helmets to address the risk of quotes from competitors that son. Under the partnership, Easton will Furthering its mission to assure concussion. Circle would then undercut to win continue to be the Official Team Equip- the safety of sports equipment, NOCSAE is working to revise contracts. It also alleged Circle in- ment Supplier to Little League Baseball NOCSAE recently unveiled and Softball, with support provided to all standards for a number of athletic its football helmet standard to flated invoices to reimburse itself nine Little League World Series (LLWS) equipment products. The new incorporate the pneumatic ram for money it had donated to the events. standards include the first chest test for rotational accelerations. schools’ fundraising and charity In a separate deal, Little League and protector performance standard In response to public comments, efforts and for gifts it had given to Russell Athletic extended their partner- for commotio cordis, as well a new proposed football helmet school officials. ship as the official uniform provider to the as advancing football helmet standard was approved that The company also allegedly Little League World Series, supplying all standards to address concussion incorporates rotational accelera- sent schools monthly statements on-field apparel and licensed souvenirs. risks and youth provisions. tions in the pass/fail specifica- that looked like invoices, leading The contract runs through 2020. The new NOCSAE chest protec- tions and includes provisions for many schools to pay the same Last year Russell and Little League tor standard applies to baseball adjusted pneumatic ram impact invoice twice. Prosecutors alleged collaborated to introduce a local league and lacrosse, where catchers and velocities for helmets that manu- the company reaped nearly $1 uniform ordering option – LittleLea- goalies are typically the most facturers label as youth helmets. million in overpayments this way. gueUniforms.com – that allows teams to vulnerable to commotio cordis. In addition, NOCSAE voted to Former Circle CFO Mitchell customize uniforms complete with the “Scientists have pinpointed the move several proposed stan- Kurlander had already been was Little League Official Patch. exact cause of commotio cordis, dards to final status, including sentenced to more than three including the critical moment of standards for field hockey head- years in prison in connection with Performance Health Team Formed Performance Health has created a occurrence in the cardiac cycle gear and balls, and revisions the scheme. His father-in-law, Alan Sporting Goods Division dedicated to and the required threshold to pre- to NOCSAE’s corrosion testing Abeshaus, the company’s CEO, team, retail and specialty sporting goods. vent the injury,” explains NOCSAE standard. received probation and home The unit includes Cramer, TheraBand, executive director Mike Oliver. confinement. Perform Pain Reliever, TheraPearl and “These findings have allowed The Circle Closes Drill won’t have to pay restitu- Active Ankle and it will be led by VP- us to create a chest protector The drawn-out and sordid saga tion because the other defendants sporting goods Neal Fink. standard that will significantly of Circle Sports and its business have satisfied those require- “We are making professional brands reduce, if not eliminate, the risk of practice of inflating invoices and ments. Drill had contended that – the same brands used in high school, commotio cordis.” forging fake bids from competi- he wasn’t involved in, and didn’t college and professional locker rooms – NOCSAE voted to advance tors came to a close last month benefit from, the double-billing available in other settings such as sport- the chest protector standard for when the final player in the game part of the scheme.Q ing goods retail,” Fink says. Q
12 Team Insight / March 2016 teaminsightmag.com Female Athletes Gather on Capitol Hill
coalition of athletes and leaders in the women’s sports community spent a day on Capitol Hill to celebrate the 30th annual National Girls & Women in Sports Day (NGWSD) on Feb. 3, a national ob- A servance recognizing the extraordinary achievements of girls and women in sports. The NGWSD Coalition met with government leaders on Capitol Hill, focus- ing on issues surrounding equal access to sports and strategies to overcom- ing barriers, particularly in underserved and minority communities. The briefing panel included champion athletes, Title IX experts, members of the President’s Council on Fitness, Sports & Nutrition (PCFSN) and WNBA’s Washington Mystics head coach Mike Thibault and guard Natasha Cloud. Nationally, thousands of sports educators, coaches, athletic directors, recreation directors, association members, sponsors, students and parents came together to participate in local events to celebrate this year’s NGWSD theme, “Leading the Way.” “We want to acknowledge that progress has been made in gender equality in U.S. sports. However, it remains uneven. It is urban communities and girls of color who are being left behind,” said Angela Hucles, WSF president and two-time Olympic gold medalist in soccer. Members of the NGWSD Coalition gather at the White House for a roundtable “The statistics on access to resources and compliance with Title IX are discussion, including Women’s Sports Foundation president Angela Hucles (far alarming and should spur policymakers to pass legislation ensuring all young right) and CEO, Deborah Slaner Larkin (front row, fourth from right). The coalition athletes have ... access to athletic opportunities,” Hucles said. “It is past time was there to emphasize the need to provide equal sports opportunities for women. for all athletes to enjoy the physical and emotional benefits sports bring.” Q
teaminsightmag.com March 2016 / Team Insight 13 TEAM / SOFTBALL
Travel softball teams, which always involve multiple families, have bigger budgets than high school teams. DOC CLAUSSEN, COACHES CORNER
14 Team Insight / March 2016 teaminsightmag.com SUMMERTHE GIRLS OF DEALERS AND VENDORS MAKE A PITCH TO ONE OF THEIR MOST PASSIONATE CUSTOMERS.
By Mike May female athletes we now see playing at the over 50, gear. Also a big contributor to the bottom line: 55, 60, 65 and 70-plus slow-pitch worlds,” states sublimated and customized uniforms. ast-pitch softball – the kind Cooper. “The numbers are growing every year In Lima, OH, fast-pitch softball is all the rage. played by millions of girls from and the quality of the play is amazing. I have been “We sell softball to 30 to 35 high schools in first grade to semi-pro – has involved in the game (of softball) for more than 20 the greater Lima area,” says Dan Kirian, co-own- never been stronger. And, most years and I personally think the women’s game is er of Lima Sporting Goods. “We sell everything feel, its best days are ahead of it. headed in the right direction.” to the girls — game uniforms, socks, bats, game Now if that pesky IOC will only Now, he adds, “it would definitely be nice to see balls, cleats, gloves, hats and spirit packs.” He make the right decision! the Olympics add diamond sports back, but even also does an equally strong business with local “Fast-pitch softball is in its if that doesn’t happen, the Girls of Summer are recreation leagues. primeF and one of the few sports still increasing growing, amazing and are here to stay.” While many team dealers are losing business in participation,” says Chelsea Stinson, soft- “Fast-pitch softball continues to amaze me,” to Internet outlets and big-box stores, Kirian says ball marketing manager at Rawlings Sporting says Abe Key, president and CEO or Pony Base- that his willingness to visit the schools and pro- Goods. “Last year, not only did the National Pro ball & Softball. “It is one of Pony’s shining stars as vide personal service is the key to his success. Fastpitch League grow, but the NCAA Women’s registrations are on the rise.” “The schools and the coaches seem to like the College World Series was more highly viewed service that we provide,” notes Kirian. than the Men’s (baseball) College World Series. Around the Horn with Dealers While Lima Sporting Goods is busy selling That is testament to both increased participa- While the sport of basketball may rule the state, softball to local schools and recreation leagues, tion and popularity of the sport in general.” in Indiana the top two selling sports for Coaches its business with local travel team is not as Other major vendors certainly agree. Corner Sporting Goods in Terre Haute, IN, are strong. Kirian admits that unless he knows the “We see softball as an incredible opportunity actually baseball and softball. coach through a local high school, he is not as and a sport that deserves our attention,” adds “Travel softball is huge and high school softball well connected to the network of local travel Jay Helmick, VP–sales and marketing at Baden is big, too,” says store manager Doc Claussen. He softball teams. Sports. “Similar to baseball, there are youth, points out that travel softball teams, which always In West Virginia, softball is probably the biggest select, collegiate and pro softball teams allowing involve multiple families, have bigger budgets sport for girls. players to play throughout their lifetimes.” than high school teams. “Girls are busy playing softball in local recre- Another interesting observation is that the “We sell everything to travel teams, from head ational leagues, at school and on travel teams,” growth of fast-pitch softball is having a positive to toe,” adds Claussen. “Our local travel players says Larry Foster, owner of Spartan Sporting trickle-down effect on its slow-pitch softball cous- are ages 7-18. And, we do get some six-year olds Goods, Beckley, WV. “Our local rec softball in, as older players are transitioning to slow-pitch who are playing with older girls.” leagues are popular in West Virginia. Our coaches from the fast-pitch game they had been playing in One spending trend that Claussen likes is are serious about the sport of softball and they high school and college. towards top-dollar high-performance softball are very safety minded, too.” “Apparently, the (female) players want to con- bats, even for the seven and eight-year olds. Local That translates into softball teams ordering tinue playing some type of competitive softball softball (and baseball) players also like to visit his uniforms, bats, hats, socks, batting helmets, and many are very surprised to find such a high store to buy fielder’s gloves because his inventory batting gloves and various accessories such as level of competition now being played at the is so large. sunglasses and eye black. Teams are also buy- slow-pitch level,” notes Don Cooper, category “We have more gloves in our inventory than ing field equipment, such as protective screens, sales and marketing director, USA, at Combat most Dick’s Sporting Goods outlets,” Claussen home plates and the bases from Spartan. The Sports Group. boasts. one weak area continues to be cleats, since For instance, the Derby Girls slow-pitch soft- In Columbia, MO, girls’ softball is a strong and players are using the Internet to view and buy ball team, sponsored by Combat, which won the steady source of business for Red Weir Athletic their softball-specific footwear. USSSA Women’s Worlds in 2015, had seven players Supplies. The youngest customers are age seven, “The online inventory is bigger than my ware- who played NCAA Division 1 (fast-pitch) softball, while the oldest players are 18. house capacity,” admits Foster. four other players who played some level of col- According to president and owner Mike Weir, Out west in Spanish River, UT, selling softball
Photo : 3N2 lege (fast-pitch) softball and one former National travel and high school girls’ softball teams are keeps MVP Sports owner Scott Ringler busy. In Pro Fastpitch (NPF) player. buying everything, from uniforms, cleats, socks Utah, the age of the players ranges from 6 to 18. “The other interesting fact is the number of and hats to gloves, bats, helmets and protective “Teams are buying uniforms, socks, balls, bats,
teaminsightmag.com March 2016 / Team Insight 15 TEAM / SOFTBALL
hats, gloves, cleats, helmets, batting in the sales process require a differ- “If you’re a manufacturer and and Delaware). gloves, catcher’s gear and lots of field ent strategy. you’re not addressing those athletes, While slow-pitch softball ranks as equipment,” he says, with customiza- According to Coaches Corner’s you won’t have them using your the third most popular team sport tion and sublimation popular with Claussen, girls are walking into this products for very long,” Cooper in the U.S., what’s not so great is the uniforms, with a trend towards store to buy softball bats, while boys points out. that its position in the team sports more conservative colors. are buying their baseball bats online. “Surprisingly enough, both base- realm is on the decline, as there were In Harbor City, CA, just south of Ten years ago, Claussen says the op- ball and softball players are very as many as 9.2 million slow-pitch Los Angeles, the girls’ fast-pitch posite was true. like-minded in their requirements softball players in the U.S. as recently business continues to be a strong “I have found that when dealing and expectations of gear,” says Rawl- as 2009, of which 3.45 million of them and steady business for Kim Karsh, with boys’ baseball and girls’ softball, ings’ Stinson. “The minor differences were females. owner of California Pro Sports. I use a similar approach,” says Lima are brand loyalty, exposure and, of The good news about slow-pitch “Teams are ordering uniforms, a Sporting Goods Kieren. course, fit. softball is that 61 percent of its cur- matching visor and custom socks,” “Girls make quicker decisions,” “As for brand loyalty, we track rent 7.1 million players are classified he says. “Younger girls playing in points out Red Weir Athletic’s Weir. trends,” Stinson adds. “It seems as core players (those who play at youth/recreational softball leagues “I see no difference at all between as though young females are more least 13 or more times a year). like personalized jerseys with their selling baseball to boys and softball performance-based than they are names on the backs.” to girls,” admits Spartan Sporting brand loyal. This is a good thing The High School and College Report Karsh adds that the older girls Goods’ Foster. and tricky for us manufacturers as At the high school level, fast-pitch playing travel ball prefer jerseys that “Girls are more picky,” says Ringler, it really pushes us to stay ahead of softball is played by 364,102 girls are customized and sublimated. of MVP Sports. the curve.” on 15,115 teams in 49 states (just Despite the impact of the Internet, There does appear to be differ- “There are always going to be 1425 boys play on 70 teams in different product design preferences seven states), according to NFHS. to account for in development, but The only state that does not have “My fast-pitch softball ultimately, everything comes back to girls’ high school fast-pitch softball quality and performance. That’s what is South Dakota. business is heavily skewed every player wants,” adds Baden’s The NFHS reports that fast-pitch Helmick. softball is the fifth most popular high school sport for girls, behind to young and teenage girls.” Inside the Numbers outdoor track and field, volleyball, According to the Sports & Fitness basketball and soccer. The top five DENNIS CALLLISON, EAST VALLEY SPORTS Industry Association (SFIA), there are states for girls fast-pitch softball par- 2.4 million fast-pitch softball play- ticipation are California, Texas, New Karsh says he has a strong business ences when dealing with varying age ers in the U.S. While participation in York, Ohio and Pennsylvania. selling cleats, gloves and bats, with groups among females. many team sports has been on the “Softball has grown at the grass- Mizuno his most popular cleat brand. “Younger softball players are more decline in recent years, participation roots level,” says Sandy Searcy, His top-three brands for fielder’s observant of color, while older girls in fast-pitch softball has been steady director of sports at NFHS. “As gloves are Mizuno, Rawlings and focus on performance,” says Karsh, in recent years, down only slightly these students matriculate to high Easton, while Easton and Louisville of California Pro Sports. “Younger from 2.5 million players in 2009. school, their desire to be a part of Slugger lead the hit parade. girls may want a glove with black and The SFIA research reveals that 60 their school team and community In the desert southwest of Mesa, pink or a bat painted with blue and percent of all fast-pitch softball play- make the high school team the next AZ, East Valley Sports is selling soft- teal. Older girls are more conserva- ers (1.4 million) and 78 percent of logical step. Coupled with (fast-pitch) ball every month of the year. “We’re tive with the choice of colors. They its core players are female. The SFIA softball’s inclusion into the Olympic always selling softball,” says owner simply want to blend in with the rest also reports that a 35.8 percent of movement for a short time, plus Dennis Callison. “It’s awesome for of the team.” all female fast-pitch softball players increased television coverage at the business. My fast-pitch softball busi- Another interesting boys versus are in eighth grade or below, with high school and collegiate levels, ness is heavily skewed to young and girls debate is how the parents re- another 18.7 percent in high school. interest in the sport has drastically teenage girls.” spond to the needs of their children. When combined it means that 54.5 increased.” When high school and travel teams “Dads will always buy their daugh- percent of all female fast-pitch soft- The game of slow pitch softball come shopping at East Valley Sports, ters whatever they need and want,” ball players are younger than 18. is also played by girls at the high they are buying pants, jerseys and observes East Valley Sports’ Callison. Fast-pitch softball is a sport with school level, but the numbers are practice shorts. He does sell other The girls’ business has become a passionate following, as 1.3 million significantly lower -- 9789 players (on softball-specific items, but he loses easier, most dealers observe, of its players are core participants, 507 teams) in five states — Okla- much of that business to online out- because the leading manufacturers defined as those playing more than homa, Mississippi, Georgia, Ohio lets and big-box stores. “We do have are now catering as much to women 26 days, and the majority of those and Arkansas. a wall of cleats, but we are selling playing softball as they have been to are under age 24. Meanwhile, at the college level less and less,” adds Callison. “It’s not the baseball crowd. The four most popular regions of the NCAA reports that female what keeps our doors open.” “Dealing with girls playing softball the U.S. for girls fast-pitch softball participation in college softball is different than selling to boys who participation are the West (California, has grown considerably in the last Boys are From Mars ... play baseball,” notes Combat’s Coo- Washington and Oregon); West South 30 years or so. During the 1981-82 The difference between selling per. “The manufacturers are really Central (Texas, Oklahoma, Arkansas college season, there were 7465 boys’ baseball and girls’ softball has starting to understand it and address and Louisiana); Middle Atlantic (New girls playing on 416 college softball always been a subject for much dis- it. For many years, the female player York, Pennsylvania and New Jersey); teams. By the 2013-14 school year, cussion among team dealers. Most was ignored, but now the female ath- and South Atlantic (Florida, Georgia, those numbers had grown to 997 now say the two markets attract lete demands, expects and deserves South Carolina, Virginia, West Vir- women’s collegiate softball teams their equal attention, but differences products designed for their needs. ginia, District of Columbia, Maryland with more than 19,000 players. Q
16 Team Insight / March 2016 teaminsightmag.com INTRODUCING THE EVERY-INNING STRETCH
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A Fast-Pitch Pitch from Rawlings
ith its heritage in base- Is the emphasis more fast-pitch or What kind of presence does ball, Rawlings Sporting slow-pitch? Rawlings have in the college Goods is branching out This launch is 100 percent focused on softball game? W with a significant com- fast-pitch. Rawlings’ sister company, This year, we are previewing the Rawl- mitment this year to expanding its Worth Sports, is strong in slow-pitch ings softball brand with our top seven presence in the world of fast-pitch and will remain active in that sport. advisory programs — Oklahoma, Ten- softball. The investment is not only nessee, Notre Dame, Oregon State, Mis- in product development, but In Since the product will not be available sissippi State, Penn State and Georgia brand strategy as well. until August 1, what kind of promo- Tech. While serving as ambassadors of The company’s fast-pitch softball tional efforts are being done this the Rawlings softball brand, they will product line has historically been spring and summer to publicize its be able to provide invaluable product produced by its sister brand, Worth. upcoming arrival? feedback. Now, the fast-pitch product line is We have several pieces in place to Mike Zlaket transforming under the Rawlings create buzz leading up to the August Is Rawlings prepared for more global President and CEO, Rawlings brand. Rawlings’ president and CEO inventory date. We’re working to demand of fast-pitch product if soft- Mike Zlaket sat down with Team strengthen, adapt and create new ball returns to the Olympics in 2020? “It is not only good Insight correspondent Mike May partnerships to elevate and shine light We would most certainly welcome for the brand, but recently to discuss what this trans- on the Rawlings softball brand. This that opportunity. It is not only good incredible for the formation entails and what the team includes activating our advisory staff for the brand, but incredible for the sport. The Olympic market can expect from the Rawlings at the collegiate and pro levels, seed- sport. The Olympic Committee defi- Committee definitely family of brands in 2016 and beyond. ing products to our dealer base and by nitely has our vote. working the grassroots/events circuit. has our vote.” What kind of new product Product demos will play an integral role What kind of response are you commitment is Rawlings making in our efforts. getting from the retail community this year in both fast-pitch and (traditional retailers and team dealers) slow-pitch softball? What product innovation and about this new product line? We’re looking to leverage our prod- technology can we expect? We’re currently in the process of uct innovation and expertise as well Rawlings has always been heavily informing our customers and partners as our on-field authenticity into the focused on creating technologically about expanding the Rawlings brand sport of fast-pitch softball. With advanced products, but over the past into fast-pitch softball. For the most the mirroring of baseball and soft- year we’ve really stepped up our game part, the response has been over- ball both in youth and professional by expanding our regime of product en- whelmingly positive and the decision participation, as well as the sales gineers and industrial designers. We’re considered a no-brainer. We are tak- distribution channels, we can better confident that our innovations will pro- ing the time to connect, explain and streamline our business and focus vide a competitive edge unlike anything receive any questions our dealers may by becoming the dominant diamond seen before, especially as seen in the have while reassuring them that this sports brand. new Quatro bat we’re developing. should be a win-win for everyone. Q
Going for the Gold Again? his summer, the International Olympic Committee will meet in Brazil to vote on which sports to add to the Olympics for the Summer Games in Japan in 2020. The sports of T baseball and (fast-pitch) softball are a combined package and there’s a strong sense of optimism that both sports will make the cut and will return to the Olympic family in four years. Equipment makers would be delighted to see the game regain Olympic status. Photo: Simon Fraser University Public Affairs and Media Relations “We have been a long-time supporter of the Women’s National (Fast-pitch Softball) Team, even throughout the non-Olympic years,” notes Rawlings’ Chelsea Stinson. “We understand the importance it has to the softball community and if it’s back in the Olympics, it will mean a lot more to the game. More girls will be watching, there will be more interest in the game and participation in the sport will follow.” “We’d love to see softball back in the Olympics,” agrees Baden Sports’ Jay Helmick. “International fast-pitch has been on our radar for a couple of years, which is why we recently received ISF approval. We have some exciting technology in our development pipeline that will make a huge impact in the game prior to 2020, so the timing (of an Olympic return) could be perfect.” Q 18 Team Insight / March 2016 teaminsightmag.com
TEAM / SOFTBALL
The Softball Grassroots Report
verall, the grassroots of they graduate from college or high them to be and a sport softball in the U.S. are in school. The men tend to gravitate to- for them to play.” fine shape. The governing wards the slow-pitch divisions since While the ASA’s reach O structure of softball in the the majority of male athletes come is truly coast-to-coast, there are U.S. is somewhat similar to baseball from a baseball background.” other governing bodies of softball A Softball Leading in the U.S. Just as USA Baseball is To a large degree, girls who play that focus exclusively on the youth, Lady Speaks Out recognized as the official governing softball in the U.S. tend to play fast- such as Pony Baseball & Softball body for amateur baseball in the pitch. As time goes by, a few stay in and Babe Ruth Baseball & Softball. One of the leading figures in U.S., the Amateur Softball Associa- the sport of softball and transition to “We have competitive fast-pitch women’s fast-pitch softball is tion (ASA)/USA Softball is the leading slow-pitch. softball for girls from age four to Michele Smith, now the lead governing body of softball in the U.S. “The ASA/USA Softball has a mem- 23, but the majority of our players color commentator/analyst for “ASA/USA Softball has the task of bership of over 2.4 million people are nine to 16-years old,” notes ESPN’s coverage of the sport. She catering to all ages, male or female, and more than 160,000 teams,” Pony’s Abe Key. is a former member of the U.S. recreational or competitive,” says reveals Cress. “Of those numbers, Key adds that when Pony first women’s national softball team and started softball in 1976, 75 percent played a leading role as the U.S. of the girls’ were playing slow- won gold medals at the 1996 and pitch. Today, 75 percent are playing 2000 Olympic Games; three gold fast-pitch. medals at the World Championships Babe Ruth Softball, which was in 1994, 1998, and 2002; and two started in 1984, is designed for gold medals at the Pan American girls ages four to 18 with a focus Games in 1995 and 1999. In other on participation in local leagues. words, with seven gold medals in Babe Ruth Softball is played in her possession, her credentials are almost every state in the U.S. and second to none. in Canada, with the majority of “The sport of fast-pitch softball leagues on the East Coast. has definitely grown in the last 20 Babe Ruth’s mission is to provide years or so,” recalls Smith. “The every aspiring female athlete the Olympic years (1996, 2000, 2004 opportunity to play softball and to and 2008) made a big difference. have fun. Since the 2008 Olympic Games in “When Babe Ruth League estab- Beijing, there’s been a little lag in lished Babe Ruth Softball, it was interest. If the sport regains Olympic designed to offer the same benefits status for the 2020 Olympics in and fun experience as its coun- Beijing, it will give another spark to terpart — Babe Ruth Baseball,” the sport.” says Babe Ruth’s Steve Tellefsen. Besides having the Olympics as As in baseball, Babe Ruth Softball a dream to chase, the emergence leagues operate within registered of new technology has made the geographical boundaries that en- game more exciting to play and “The ASA/USA Softball has a membership of over sure community play and provide interesting to watch. 2.4 million people and more than 160,000 teams.” the player an identity. “As the bats and balls have According to Ron Radigonda, exec- improved, it has created some ASA/USA Softball’s Craig Cress. about half are youth girls playing on utive director of the Softball Division safety concerns, which has led “Whether you’re eight or 80, ASA/ fast-pitch teams, while about five of the International Baseball/Softball to changes in helmets, helmet USA Softball offers the opportunity percent of the girls are members Confederation, women and men in faceguards and the development of for people to play or umpire the of youth slow-pitch teams.” At 130 countries are playing fast-pitch defensive faceguards,” notes Smith. game they love at a variety of levels.” the adult level, team participation and slow pitch softball. And, more One of the trends affecting the Whether you are young or old, ex- is the exact opposite, with more will probably start playing fast-pitch emergence of fast-pitch softball perienced or inexperienced, male or teams playing in the slow-pitch softball if the IOC adds the sport to is travel ball. While the purpose of female, if you want to play softball, division versus fast-pitch. the Summer Games in 2020. travel ball is to expose each player the ASA is the place to turn. While millions of females are Despite being excluded from the to more coaching and competitive “What’s great about softball is playing, the ASA is well aware that Olympics in 2012 and again this year opportunities, some players appear that there are so many different it must continue to push and pro- in Brazil, Radigonda reports that the to be playing too much softball, levels and options for people to par- mote the games. sport of fast-pitch has been able to which is not a good thing. ticipate,” adds Cress. “For females, “We’re always looking to grow the maintain its high level of popularity While travel teams spend a they tend to gravitate towards the game, whether as the grassroots or since it was last an Olympic medal great deal of money with the fast-pitch divisions. We have more competitive levels,” says Cress. “A sport in 2008. retail community and team and more females participating big focus is on growing the game “Attendance and participation in dealers, those expenditures can throughout high school and college at the grassroots levels and keep- our big World Championship events be viewed as a short-term gain and then continuing into recreation ing it in the forefront of people’s proves that fast-pitch is a very popu- and a long-term loss for the (both for fast- and slow-pitch) once minds that there’s a place for lar global sport,” adds Radigonda. Q sport, if you ask Smith. Q
20 Team Insight / March 2016 teaminsightmag.com NEW 2016 STYLES NOW AVAILABLE
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The Travel Ball Debate
vated, fresh and hungry when the next season begins.” If you don’t like Smith’s opinion, ask another expert. “I think, hands down, that you need to play as many sports as possible,” says Jessica Mendoza, a two-time U.S. Olympic softball player and now a baseball and softball analyst for ESPN. “For me, I would have picked basketball at an early age,” she adds. “Obviously, that would not have worked out the way it did. Softball ended up being the sport that was for me.” And with year-round play comes year-round parental involvement, which keeps those sports fans from playing the game them- selves. That is most definitely not good for business. “More and more adults put the focus on their children and their activities and tend to get away from the recreational side of things (for themselves),” points out Craig Cress, executive direc- tor of ASA/USA Softball. While there are many detrac- tors of travel softball, ASA/USA Softball has a duty to provide a venue to play softball for all levels hile getting significant dren who have been involved in of passion. “Fast-pitch softball concentrations of travel programs from a young age “What’s great about our sport is faces some of the young girls to focus on can get burned out on the sport that there are so many levels that same challenges of W the sport of fast-pitch and stop playing by the time they athletes can participate in,” says other team sports softball as pre-teens and teenag- reach high school. In both cases, Cress. “From recreational, league ers may be good for business, in the recreational league opportuni- or championship play, there’s with an emphasis the short term that singular focus ties to develop and improve, or something for everyone.” on playing on travel on one sport often leads to the play a less strenuous schedule, One of softball’s governing bod- teams at younger softball players getting mentally are not as available as they used ies has taken the traditional travel and physically burned out at a to be and, as a result, there are softball model and made a slight and younger ages.” relatively young age. This leads to fewer children participating in adjustment to it. MARTY MACIASZEK, NSGA them too often abruptly quitting fast-pitch softball.” “Travel ball is a big competitor the sport, which is bad for the “I played three sports in high for any sport and Babe Ruth League softball business in the long term. school and I highly suggest that is not against competition, just elite “Fast-pitch softball faces some each softball player be well competition that doesn’t accommo- of the same challenges of other rounded when it comes to playing date the needs of all players,” says team sports with an emphasis on sports,” advises legendary softball Steve Tellefsen, president of Babe playing on travel teams at young- pitcher and two-time Olympic Ruth Baseball & Softball. er and younger ages,” says Marty gold medalist Michele Smith, who In 2013, Babe Ruth League of- Maciaszek, director of the Team played field hockey, basketball ficially launched Xtreme Fastpitch Dealer Division of the National and softball in high school. as a division of Babe Ruth Softball Sporting Goods Association. “Too many young players are so there would be a place for ev- “This can lead to drops in par- all-in beginning at age eight and eryone, ranging for those on a rec ticipation in a few ways. Children then get burned out and quit the level to those who seek a higher who don’t make travel teams may sport by high school,” Smith says. degree of competition. Xtreme drop out, rather than play in a rec- “All athletes need down time, an Fastpitch is a competitive softball reational league, and pursue other off-season, and a break from the division that takes on an elevated sports,” he points out. “Other chil- sport. That will keep you moti- feel of organized softball. Q
22 Team Insight / March 2016 teaminsightmag.com
24 Team Insight / March 2016 teaminsightmag.com TEAM / CHEER
MISSION C.H.E.E.R.
DEALERS CAN SELL CHEERLEADING IF THEY CHOOSE TO ACCEPT THE SPORT.
By Nancy Baeder NV, has been selling cheer for years, but no longer believes the odds are in his favor. “In my estimation the cheer busi- nthusiasm for cheerleading waxes and wanes ness is ever-changing and not for the better. Our prices are among team dealers. This spirited bunch constantly undercut, both by vendors that also sell online with specialized attire presents unique and fly-by-night companies in and out of southern Nevada. challenges and opportunities, with success We have so much pride in everything we do but there is no closely linked to working with vendors that loyalty. Cheer is not even five percent of our business now provide the trending styles and branded and I will not continue to go after it.” merchandise the girls crave. It also requires Enthusiasm is also fading at SAI Team Sales, Louisville, a level of commitment to keep up with the CO. “In my estimation, cheerleading is more specialized, girls.E As cheer becomes a funded school sport in more more fad-ish,” says owner Bob Leman. “Margins have states, is it becoming more dealer-friendly? Or will cheer shrunk from where they used to be, primarily because remain mission impossible? many of the companies that offer cheer also sell online, It depends on how dealers define their mission. making it more difficult to make money. We still offer it, but Cheer is not a static marketplace. Those that actively we’re phasing out of cheerleading.” pursue cheer put dedicated resources behind an organized sales and service model. By all accounts, Denver Athletic, To Cheer or Not to Cheer Denver, CO, has the right formula to be successful. With Many team dealers have chosen not to make cheer part Stacy Biggs firmly ensconced as its cheer and dance direc- of their mission. tor, business continues to thrive. “We don’t do cheer because it is so very specialized “The cheer business is great,” enthuses Biggs. “We are that you need someone to service it year-round and keep growing every year with new schools, gyms and recreation up with the trends,” says Jimmy Van Epps, president and programs” and Denver Athletic recently added Sarah De- sales manager for Bumblebee Team Sports, Nicholasville, Vore to its sales staff. The team handles all uniforms, spirit KY. “If we could find that person, I believe we could be very wear, shoes and accessories for cheer and dance. successful.” At Lee’s Sports, Nashville, IL, cheer is a level business Van Epps has had great success servicing club volley- year-to-year. “We’ve been selling cheerleading for 20 years, ball, a specialized sport that requires a similar investment everything from uniforms and shoes to warm-ups and body of time to understand. “Like cheerleading, club volleyball suits,” says owner Mike Borowiak. “We don’t sell a whole is a tight-knit community that requires you to speak their
Photo : Mot i onwear bunch because I don’t pursue it actively, but people come language. They know exactly what they want and they are to us because they are loyal to us.” willing to spend for it,” says Van Epps. “We have learned a John Waroe, owner of Turf Sporting Goods, Las Vegas, lot along the way. It has required us to put in place the cor-
teaminsightmag.com March 2016 / Team Insight 25 TEAM / CHEER
rect infrastructure to handle the of girls participate, when you the cheerleading market,” says “These days vendors provide the decorating, ordering, packaging include high school sideline McCrite, a major distributor of styles and fits the girls want, so for dressing 100-500 players in a cheer squads, plus the JV squads, cheer brands to dealers. it’s much easier for dealers like quick turnaround.” scholastic competition squads, Denver Athletic offers a full line- me,” says Borowiak. Cheerleading is not in the cards middle school feeder programs, up of brands to provide the right Junior high and youth football at Brine’s Sporting Goods, Sud- recreation leagues, gyms and mix. “For uniforms, we mainly use cheer squads typically wear a bury, MA. “Cheer is specialized in cheerleading camps. This year- Motionwear because they provide crop top and skirt. “Stock uni- much the same way that hockey round sport requires athleticism a large number of options and forms from Alleson and Augusta has become specialized. We do and rigor, a far cry from 10 girls great customer service. This year Sportswear give the girls the ath- not have the resources to take on the sidelines during football we’ll also be selling new Under letic look they want in a tasteful it on,” says owner Maura Allen. and basketball season. Armour cheer uniforms, which is cut,” he says. “Typically we do an “Among other hurdles, cheer- “Cheerleading is a team-driven very exciting,” says Biggs. “For embroidered design in one color. leaders are not funded like other and customer service-driven busi- camp and practice wear, we use Another good option is sublimat- sports and they are constantly ness. If you commit to the sport, Bella, Next Level, Motionwear, ed tackle twill that gives you three raising funds for uniforms and it blooms via customer relation- Under Armour, Soffe, Boxercraft, or four colors on the uniform.” competitions.” ships, and like every other sport Pennant, Expert and Blue 64.” Though he doesn’t do much at The funding issue may be the right brand does all the work “Expert is a new vendor we are the high schools, where Varsity changing, however, as one by one for you,” says Tate Chalk, chief excited about this year,” adds reigns, he likes Alleson custom states are making cheerleading executive at Nfinity Athletic. Devore. “They are an activewear uniforms for schools he services. a sanctioned school sport. This “Cheer is nothing to be afraid of.” company and their fabrics have “It’s true that cheerleaders order has potential to change the cheer In fact, choosing the right wonderful properties.” a lot of extra stuff, but so do the dynamic in the schools. brands can make or break you “Brand is everything football players,” says Borowiak. “Many schools and teams will in cheerleading. in every sport,” says Turf Sporting Goods finds it be budgeting more money to- Though Varsity Cheer Borowiak. “At times it helpful to have samples on hand wards cheerleading, including continues to suck up much seems counterintuitive, for the girls to try on for the dollars for practice space, equip- of the market, dealers have but if we offer a $5 T-shirt youth and middle school cheer he ment, instruction and coaches,” an increased arsenal of strong and a $20 Under Armour T- serves. “We buy from Teamwork says Graydon McCrite, brand team brands and channels shirt, teams choose Under Athletic and that gives us the abil- manager, EMC Sports/ Eric Mc- available for cheer- Armour, no matter ity to get one and print it the next Crite Company. leading, and the the income level day,” says Waroe, who has em- vendor sup- of the family. broidery and tackle twill decorat- B-R-A-N-D port to Brand is a ing onsite. “With cheer, you can’t “We believe that the recognition make it prior- invest in inventory because the of cheerleading as an official team easier. ity for styles are always changing with sport in the state of California will “We them.” new colors, including neons and impact style trends in the cheer absolute- He other colors that are not tradi- market,” adds Annika Risher, ly provide finds tional team colors.” product manager for Teamwork the support vendor Athletic Apparel. necessary to cheer of- What’s Trending in Uniform Styles Cheerleading is big business help dealers ferings more School cheerleading uniforms with big brands. Large numbers succeed in trend-friendly. must deliver comfort, athletic fit
Where Does Cheer Fit in the Team Game?
In the spectrum of all sports, cheerleading’s fit is still uncertain. can implement, meeting the standards and compliance with Title IX. At issue are the competitive aspects of cheerleading, though Meanwhile, the NCAA continues to classify cheerleading an athletic few question the athleticism and rigor required of its athletes. The activity rather than a sponsored sport. Many in the cheer community question that has been asked for decades may be getting an answer believe that a new discipline called Stunt more closely meets the of sorts, just not for the reasons you might think. NCAA definition of a sport, with its focus on the technical, athletic and In fact, the safety risks inherent in cheerleading are leading many competitive components of cheer. states to reclassify cheer as an official school sport. That’s because “Stunt is a cheerleading-inspired sport that wears volleyball-inspired by definition official sports requires stricter rules regarding practice clothing. It’s already big already in Texas, North Carolina, New York location, facilities and other safety measures, coaching certification and Florida,” says Tate Chalk, founder and CEO of Nfinity Athletic. requirements, access to athletic trainers and other medical staff, and “The techniques, moves and skills of Stunt make it consistent with administrative program oversight. Official sport status also means that the definition of a sport according to Title IX, and the idea of making some funding for equipment and resources would come from schools. it an NCAA sport is beginning to get some legs.” Recently in the news, California became the latest state to include As for cheer’s Olympic dreams? They keep getting bumped cheerleading in interscholastic sport. New legislation dubbed C.H.E.E.R.S further out, to 2020 or 2024. The biggest challenge is (California High Schools Expanding Equality Respect and Safety Act) finding the space between gymnastics and dance. From an
requires the state to develop guidelines, procedures and safety international standpoint, the proper governance and guidelines Photo : Teamwork standards for high school cheerleading by July 2017. Goals include have to be put in place, and there are many sports in line to developing guidelines for competitive cheer programs that schools become part of the Olympics Games. Q
26 Team Insight / March 2016 teaminsightmag.com
TEAM / CHEER
“All-stars always have more de- for the girls and regular screen- tails than a school cheer uniform,” prints for parents in his team says Devore. “Cut-outs are big this packs. “We usually include an year, whether in the shoulder, Under Armour hoodie and T-shirts, sides or back.” along with Gildan T-shirt, hoodie “All-Stars are always looking for and sweatpants printed down the the one detail that makes their uni- leg,” he says. “For shoes, it’s mostly form stand out from all the others,” Adidas, but also Kaepa and Zephz. says Wilson. “Things like strappy And we like to include a bag, either backs with rhinestone logos, dye from Holloway or Augusta Sports- sublimation to give that extra edge wear, unless they specify Under and comfort.” Armour.” Bags are a great accessory for Shoes, Campwear and Accessories every athlete, and cheer is no Sublimation is more prevalent exception. “We actually sell more in cheerleading. “The days of the bags than shoes. Bags bring more traditional stock cheer uniform are personality than white shoes can almost gone, replaced by fashion deliver, so the girls will own two or forward sublimated cheer and three different bags,” says Chalk. dance uniforms that need to look good both on the sidelines and in New Reasons to Cheer competition,” says Risher. New product lines with increased Cheerleaders do a lot of fundrais- design support from team vendors ing and online team stores are a make cheer easier to service and great way for dealers to get in on sell. the action. Setting up team stores Teamwork Athletic is upping the with camp wear and practice ante on customer service in 2016 pieces can be a revenue booster. with decreased lead times and Styles are trending to bright colors increased dealer support services, and combination fabrics and cheer- including a new online designer. leaders have always loved glitter to Its expanded sublimation line stand out. include new items in its ProSphere “Most schools don’t require that line and a complete line of full the camp and practice wear be in sublimation activewear, including school colors,” says Wilson. “This training pants, tights, sports bras allows the squad to choose the and various active tops and shorts. bright neon muscle tank and fun Motionwear is focused on the print short to stand out as a team very specific needs of cheer, with while attending camp.” fashion-forward design options, Performance fabrics lead the way custom online uniform designers, for campwear and practice pieces. performance fabrics and timely “Cheer and dance teams want their delivery. For 2016 look for two camp and practice wear to be com- separate catalogs, one for school, fortable and affordable in flattering one for all-star. styles,” says Risher. Nfinity offers new spandex, new “Teams definitely like the breath- shoes and new bags. Its Titan and a traditional look. al shell with a liner underneath,” ability of poly blends more than high top sneaker, offered in black “Think All American cheer- says Biggs. 100 percent cotton,” says Biggs. and white, is very trendy. Nfinity leader. Clean lines, perfect fit “I’ve noticed more detail in cheer “Each team is very unique with also offers a color-coordinated and a uniform that shouts school uniforms, especially in the type their annual selections. We’re spandex line, in an athletic fit, spirit,” says Bob Wilson, president of piping or braid,” says DeVore. putting together our Spring 2016 including sports bras, shorts. of Motionwear. “We see schools “Classic, simple designs will always offerings for camp/practice wear tanks, jackets, hoodie, T-shirts transitioning to fabrics that pro- be preferred for some coaches, and there’s a lot of variety, includ- and socks in both a sparkle and vide flexibility and comfort and still but more coaches are looking for a ing fitted tanks, loose tanks, fitted team colors. have the athletic look.” uniform to help their teams stand Ts, unisex Ts, fitted shorts, track Look for two new cheer shoes Less is more for school uniforms, out. As far as lines, I am seeing shorts and skorts, all in several dif- from Kaepa, in women’s and “The high school girls want com- more curves and arches instead of ferent fabrics and colors.” youth sizes. Its CheerUp shoe fort and simple, usually teams the standard sharp corners.” Think quality over quantity. offers shock absorption, sleeker order a crop top and skirt with an In the all-star market, glitz and “Coaches look for apparel that is profile and high performance out- athletic look,” says Borowiak. glamour prevail. With fewer uni- comfortable year-round,” says De- sole for maximum grip and trac-
Denver Athletic sees cheer form regulations, all-star is much Vore. “More teams order leggings tion, making it great for tumbling. Photo : Mot i onwear uniforms trending toward more more flashy with sparkle, elaborate and capris than ever and track The Stellarlyte shoe is formulat- collegiate and simple. “Most of our prints, pop colors and pizzazz shorts are still in as long as they ed for tumbling and stunting on teams order the one-piece shell/lin- color lines. Shorts and capris often allow the athlete to move.” specialized spring floor and blue er combo rather than the tradition- win out over skirts. Borowiak includes glitter prints mat surfaces. Q
28 Team Insight / March 2016 teaminsightmag.com C-O-P-Y-R-I-G-H-T?
hat parts of an article of clothing can be copy- righted? Is a cheerleading uniform not a cheer- leading uniform without stripes, chevrons, zigzags, and colorblocks? Those questions are behind an unsettled part of copyright law that may be headed to the U.S. Supreme Court. The case, brought in 2010 by Varsity Brands, allegesW that Star copied its cheerleading uniforms. Initial rulings fa- vored Star, essentially saying that the designs made the garment rec- ognizable as a cheerleading uniform, and as such were part of the func- tion. Recently the 6th Circuit Court of Appeals overturned that ruling, stating that graphic designs are separate from the function of the gar- ments and thus can be copyrighted as original art. The complex legal issues will take time to unravel. “We all have to be patient because the ruling depends on what the Supreme Court de- cide,” says Graydon McCrite, brand manager at EMC Sports. How the law is resolved could have implications for competition in the marketplace beyond cheer uniforms. “If at the end, this is left to stand as is and if the copyright submissions are deemed valid or not challenged, it seems there could be little room for any competition in the market. That’s never a good thing,” says Bob Wilson, president of Motionwear. Q TEAM / CHEER CHEER FOR ALL
ack in the 1980s and ’90s, Wilson needed to increase participation in cheerleading longstanding relationship.) Sporting Goods spearheaded a – just as Wilson did with tennis years ago – will But more beckons Webb as he attempts to con- marketing initiative to build the benefit every link in the supply chain, including tinue to redefine the “sport” of cheer. Today, as “brand” of tennis. Its single goal the team dealers who remain hesitant to go head- he defines it, cheer consists of three components. was to increase participation in to-head with a behemoth like Varsity Spirit that 1. School cheerleading, the traditional team- the sport and Wilson, which at bypasses the team dealer channel. Yet he under- oriented squad that performs at football and bas- the time held a more than 50 per- stands the challenges dealers face. ketball games, which remains the foundation of Bcent market share in the tennis business, figured “First of all, there is a very demanding custom- the business. that if more people played tennis, all companies er,” he says, pointing out the obvious — cheer- 2. All-Star and Club Cheer, which offers a more – including itself – would benefit. leaders can be a difficult sell. Style, performance, athletic opportunity to compete in tournaments It is the “rising tide raises all ships” philosophy fit and service are the four legs that form the base and competitions and is unaffiliated with schools. of building a brand. Today, that strategy is exact- of the cheer sales pyramid. The one leg – fit – is 3. Stunt Cheer, a designed stunt competition ly what the leading cheerleading company in the perhaps what scares dealers most. that blends school spirit and competition. Stunt country, Varsity Cheer, is following as it looks to “If you make one mistake you have 12 mothers removes the crowd-leading element and focuses not only grow the game, but to benefit all major in your store demanding a refund,” Webb says. on the technical and athletic components and is players along the way. “There is a fashion element, a customization ele- viewed as an opportunity for colleges and high With a dominant hold in the cheer business as ment and, like I said, a very demanding customer.” schools to meet strict Title IX requirements. a direct seller – a position that includes camps, Varsity Cheer worked for years to become It is this latest version of cheer that excites competitions, television contracts, uniforms and the dominant factor in cheer and it did so, as Webb these days. The Title IX connection is the gear, the latter of which makes Varsity the ulti- its brethren in the soccer specialty and lacrosse key. “We believe stunt cheer perfectly aligns with mate challenger to the team dealer channel – Var- businesses have done, by filling a void neglected the competitive requirements of Title IX,” Webb says, who admits there is a chicken-or-the-egg scenario at work. “The wheels grind slowly, but we need enough critical mass in Stunt to go to the NCAA with a convincing argument for it,” he says. “We have to start building it everywhere.” He has had discussions with the NCAA about making it a development sport and scholarships for Stunt are the next vital step. “When that hap- pens, the sport will explode,” Webb says. Meanwhile, at the high school level the NFHS supports the Stunt cheer concept as well. Its efforts are helped by the fact that Stunt is posi- tioned as a spring sport, allowing girls who cheer in the fall and winter to participate. Webb strongly believes there are significant op- portunities for team dealers to benefit from the rising tide of increased cheer participation, par- ticularly in camp wear and servicing the smaller sity Cheer will certainly benefit from more girls – by the traditional team channel. markets not reached by the likes of Varsity Cheer. and boys – cheerleading. The company took shape when Webb, at the There remains a huge market for cheer and the But just as with tennis a generation ago, when time a yell leader at the University of Oklahoma, potential for growth is there as traditional num- all brands benefitted from the rising tide of new started Varsity Spirit in 1974 as an organizer of bers remain stable and new disciplines take hold. players, the cheer business as a whole – and the overnight summer training camps for high school There remains one final frontier, a Holy Grail team dealers who choose to, and as a result com- and college cheerleaders in the Southeast and Webb has been working towards for years: Olym- pete with Varsity Cheer – will sell more skirts, Midwest. It was a time when cheer was evolving pic participation. The various cheer organizations shoes, poms and campwear as more people jump into a more athletic activity and the traditional have been going through the IOC process for the on the pyramid. wool uniforms and saddle shoes of the times past decade and they have even created an Inter- Jeff Webb certainly agrees with that. couldn’t keep up. There was demand among the national Cheer Federation to spearhead the effort. “Our mission is to grow cheerleading,” says campers for more athletic-inspired uniforms and Webb admits there are still hurdles to jump, but Webb, who, as CEO and founder of Varsity Varsity moved to supply that demand. who better to make that leap than athletic cheer- Brands, certainly knows what he is talking about. “We were determined to keep the school lead- leaders taking their sport to the next level? Varsity Brands is the leading academic/achieve- ership aspect of cheer and expand it into athletics “We are seeing cheer now as more popular than ment and cheerleading company in the world. and entertainment and that changed the face of ever at the high school level,” Webb says, stress- Now owned by Charlesbank Capital Partners, the the sport,” Webb explains. ing that cheer at the club level has only been in three brands under its umbrella – Herff Jones, The camp business expanded into sponsor- existence for 15 years and has already made a which sells class rings, caps and gowns; Varsity ship of national competitions and cheer cham- significant impact. “Now, Stunt is the next great Spirit, the cheerleading arm; and BSN Sports, its pionships and, eventually, a television deal expansion,” he says, and he urges all members of team dealer network – now have combined sales with the fledgling ESPN network. (Varsity Spirit the supply chain to jump on the pyramid. in excess of $1.2 billion. today remains the oldest broadcast partner of And the future? “It only gets better from here,” Webb sincerely believes that making the effort ESPN, with 14 hours broadcast every year in a he says. — Michael Jacobsen
30 Team Insight / Month 2016 teaminsightmag.com RETAIL REGISTRATION OPENS APRIL 1
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therunningandfitnesseventforwomen.com TEAM / GIRLS’ SPORTS
PLAY LIKE A GIRL!
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By Tim Sitek sheer number of girls’ teams and players who hit ago when there was less competition. Plus, it the hard courts with uniforms, practice jerseys, didn’t have to compete with the shoe companies eam dealers who ask the question, shoes, socks, bags and more. that give away product to top-tier teams. “Where would my business be if it “Women’s sports have always been a major He does take issue with the freebie mentality of weren’t for girls’ sports?” have a simple player for us,” says Todd Gundlach, president of the big brands, especially since “basketball is the answer — just about half of what it is Badger Sporting Goods, Madison, WI. And while most brand-conscious of any sport. The issue and T today. With that in mind, dealers across other sports may be bigger than women’s basket- problem is they give away product and extras to the country talk about four key girls’ sports and ball, “Every dollar counts,” he adds. the coaching staff. In my opinion, if a teacher at how they are impacting their businesses. And it’s tougher to get those dollars because the high school level also coaches, they shouldn’t of the intense competition among dealers, big- be given free goods.” Hoopin’ It Up, Girl Style box stores and Internet sellers. Throw in the big But Gundlach and his eight roadmen traveling Women’s basketball remains a core category for bucks shelled out by the major shoe companies Wisconsin and the Upper Peninsula of Michigan
team dealers. While it may not have the big-ticket to elite hoops programs and it gets even tougher, still find a way to get it done. “We’ve had to enter Photo : STX hardgoods sales of football, baseball and softball, Gundlach says. that game of finding ways to include free products those limited sales opportunities are offset by the Sure, Badger sold more uniforms 15 to 20 years simply because of the shoe companies.” The end
32 Team Insight / March 2016 teaminsightmag.com
TEAM / GIRLS’ SPORTS
result: “Our business is still good with basketball “It’s nice when you are working with In today’s world, time remains a big challenge, uniforms.” the women’s team. They value the Spellman knows. Budget-strapped schools and Basketball is a growing market for Champro time-starved coaches often wait until the last min- Sports, Wheeling, IL, says national sales manager service more. The boys often shop ute. Suppliers such as Champro have responded Marty Spellman. The company has expanded its strictly on price.” by expanding their stock offerings. line of uniforms to take advantage of the sheer AARON KARSH, CALIFORNIA PRO SPORTS “The industry has gone from the dealer stock- size of the women’s business. ing it to the vendor carrying it. Dealers are willing “We’ve introduced a number of women/girl- to pay more for the at-once orders. We’ve adjust- specific fit/cut basketball uniforms that have been to find the buyer, who often isn’t the coach, Gund- ed to this,” Spellman says. well received,” Spellman says. “We now have five lach notes. “There are so many people involved Spellman also knows dealers face stiff competi- or six options for women instead of two. Dealers in AAU programs. They often just want to make tion from the Internet. “There is a limitless supply like the price points and looks.” money. They will find product on the Internet or of places offering uniforms. It becomes a price Plus, Champro carries a number of related wherever they can to get the lowest price and battle, but the end user really doesn’t know what products – basketballs, bags, ball racks, acces- more than cover their costs after receiving fees they are getting or if they will get it on time. It’s sories, officials’ gear and more – to cater to the from the players.” just another challenge for team dealers. Dealers big crowd of basketball players. “We’ve tried to Instead, Badger has found success by cater- have to play up their service and their standing in become a one-stop-shop for our dealers,” Spell- ing to schools and the youth organizations with the community. Those are all pluses that dealers man says. active girls’ programs. The school business gets must use.” The school market keeps sales bouncing for an extra kick from a wealth of softgoods. “It’s Badger, Gundlach notes. Badger also does well common that you have three avenues — prac- Girls Stick To It with the youth market, where he sees growth and tice, game and travel,” Gundlach says. “It wasn’t Lacrosse continues to gain popularity across potential among female players. something that you had years ago, so that’s nice. America and women are helping to move the “Kids love to play basketball,” he explains. “We It’s been good for us.” fastest game on two feet forward. Such growth is do well at the youth level, whether it be T-shirts His only wish is that suppliers would do a occurring across the board, from youth to middle or basketballs.” better job with user-friendly uniform builders. schools, from high school to the collegiate ranks. Champro has seen solid sales gains in the Badger relies on its in-house graphics designer to “It’s actually as good, if not better, than the middle and high school business. It also has expe- mock up uniforms, but that takes time since there men,” reports Aaron Karsh, of California Pro rienced growth in the AAU/travel team category. often is back and forth over many days. A strong Sports in Harbor City, CA. And it’s firing on all age Photo : McDav i d And while AAU programs for girls’ travel teams uniform builder would allow a coach to build a levels in California, which has become one of the are strong, Badger simply hasn’t found a way to uniform and send it to the dealer, cutting precious country’s fastest-growing markets for lacrosse. crack that business. Part of that simply is trying time needed to fill an order. The girls start playing as early as third grade
34 Team Insight / March 2016 teaminsightmag.com HEADER DRI-GEAR® JERSEY
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Price valid through December 31st, 2016 or while quantities last. TEAM / GIRLS’ SPORTS the standards in his area and middle schools are adopting soccer. But it continues to grow sales at a 10-15 the sport since the women’s game minimizes percent clip. It didn’t hurt that a competitor contact, Karsh adds. Even better, as a school- closed its doors, leaving California Pro Sports sponsored sport many of the costs for equip- as one of a few retail stores catering to the LAX coaches ment and uniforms are covered. In high school, crowd in its area. Needless to say, he calls it really WANT. every school with a men’s team has a women’s extremely important to California Pro Sports, team. There are close to 85 high schools play- which nearly splits its retail floor space for ing in the team dealer’s market and 78 of those men’s and women’s products. schools are within a two-hour range, says “It’s nice when you are working with the Karsh, lacrosse manager for the retailer and women’s team,” Karsh adds. “They value the team dealer that covers Southern California service more. The boys often shop strictly on with five roadmen. price.” No. 1791 The sport’s social dynamic add to its allure, He’s also seen a shift in preferences between Powr-Steel™ explains Ed Saunders, director marketing for men and women. A couple of years ago, women Volleyball STX. Plus, many parents don’t fully understand wanted flash with bright colors. Now, the ladies Standards the sport so they don’t live vicariously through want black and gray. Surprisingly, the boys their children’s participation (as they do in oth- now lean to flashier colors on their sticks and er sports these parents played when they were helmets. younger). Those factors drive participation. The women prefer to add some panache in “There is a freedom to just play in women’s accessories, especially with Junk headbands. The colorful headbands took hold after a rules “In my opinion, if a teacher at the change that required matching compression high school level also coaches, they shorts with their kilts. shouldn’t be given free goods.” Additionally, he can’t satisfy demand any TODD GUNDLACH, BADGER SPORTING GOODS more with just a couple of lines, as hardgoods gain momentum and suppliers differentiate. He no longer can just carry long-time suppliers lacrosse that doesn’t exist in some of the more such as Brine, STX and Warrior, but now has traditional team sports that are popular among added Under Armour, Epoch and other sticks. American females,” Saunders says. “The market “The cool thing about lacrosse is there is for women’s lacrosse is robust.” He believes something for everyone. The kids come in and that the best days for women’s lacrosse are still ask for something specifically based on their to come. play, budget or social connections,” Karsh says. “The NCAA recently published its annual Yes, that ups the pressure as inventory study of participation growth by sport, in increases, Karsh knows. It’s a major challenge which women’s lacrosse was number one especially with lead times needed by suppliers. above all others,” Saunders says. The growing “Lead times for hardgoods are always the big- popularity of women’s lacrosse at the collegiate gest challenge,” Saunders says. “A lot of teams level bodes well for the future. don’t realize that they need to be getting their “We are seeing the addition of major Division orders in by mid-summer of the previous year I college programs in non-traditional markets to have timely arrival for that initial February like the Southwest, which we believe is repre- tryout/practice. Or, coaches are just so fatigued sentative of interest and demand for the sport. by season’s end, they don’t really want to think Having USC and Arizona State competing at about it.” the highest level will only serve to foster more Saunders suggests team dealers work closely visibility for the game in new communities,” he with sales reps to plan. “We believe that by says. working closely with our team sales reps, who Even better, the first women’s lacrosse semi- are better networked than anyone in women’s professional league (UWLX – United Women’s lacrosse, team dealers can overcome the tra- Lacrosse League) will start this summer. “The ditional between-season procrastination with enthusiasm is off the charts. It is a very inter- a coordinated, pre-planned assortment pre- esting time for women’s lacrosse. As many sentation that takes the work off the coaches’ team sports are lagging in participation, we plates,” he says. believe women’s lacrosse is only just coming Saunders is certainly upbeat about the into its heyday,” Saunders says. sport’s future. “We are generally very positive Karsh agrees that the increased exposure will about the prospects for women’s lacrosse. boost participation in women’s lacrosse, espe- Media visibility will continue to increase and cially when the PAC-12 launches its women’s developments at the elite level will drive inter- lacrosse league next year. “That will open eyes est across more grassroots platforms in new for the youth players” in his area, and the regions. television coverage will boost awareness, Karsh “That said, like all team sports, women’s www.PorterAthletic.com notes. lacrosse needs to be cognizant of the rising [888] 277.7778 Lacrosse still isn’t nearly the top sport for cost of participation directly tied to special- California Pro Sports, Karsh says, trailing the ization,” Saunders says. “It’s great to see the big four of baseball, football, basketball and college coaches association taking steps to
36 Team Insight / March 2016 teaminsightmag.com
TEAM / GIRLS’ SPORTS
growing popularity to its evolution, especially “Girls that were cheering for lete’s personal experience.” Opening up avenues with the continued growth of club volleyball. “We across the spectrum – recreational to competitive have very large clubs with up to 600 girls playing.” Michelle Akers or Mia Hamm when – give players more opportunities. And as clubs Yes, the high school business remains impor- they played are now organizing and become more competitive and recruit, kids often tant, but the club business brings quantity and running their own clubs and leagues start playing at a younger age to make the grade. quality. “It’s better than going to a high school specifically for women.” Needless to say, volleyball’s stature is rising where you may have 15 players on the varsity CRAIG NOWAKOWSKI, STEFANS SOCCER for Team Sports. “I can’t put a number on it as it team.” relates to our overall team business, but it’s But high school teams can be the catalyst. definitely part of our focus,” Downer says. “It’s be- “High schools are still important because it trick- popular sport at the high school level, says Mike coming a more important part of our business.” les down, since many of the volleyball coaches Puccini, senior director of diamond and volley- While Team Sports doesn’t do a lot of men’s are heavily involved in the clubs either as coach- ball for Mizuno USA. “The interesting transition volleyball business, that segment is also growing. es or on the board,” Downer notes. In fact, a high driving many discussions in the industry is the “We deal with the high-end clubs,” he says, and school coach sits on the board of a huge women’s upward tick of younger volleyball players ages six just as with the women’s club business, the men volleyball clubs and it happens to be one of Team to 12, as well as the increased interest in beach at want the best. “They aren’t shy about paying for Sports’ biggest customers. the youth level,” Puccini adds. it,’ he says. Consequently, Team Sports reaches out to both Many factors are driving interest, Puccini notes. Team Sports doesn’t sell a lot of volleyball the high school and club markets. It also upped More high schools are adding programs, which hardgoods, but occasionally sells a system, its concentration on the club business, which builds on its own momentum. More colleges offer Downer notes. Of course, uniforms are a key part helped it double its volleyball business last year. volleyball scholarships and colleges are adding of the business, he says. Kneepads are also part The collegiate and high school programs are a sand volleyball programs. Plus, the upcoming of the uniform. Spirit wear dramatically extends big market, notes Ashley Moore, sales manager Summer Olympics in Rio will further increase the sale. “We have doubled our business with for volleyball at Porter Athletic. Throw in the interest since it’s one of the most popular sports customized sites,” Downer notes. growth in the club market and interest in sand at the Summer Games. Those sales should keep growing, too. Both volleyball and “the potential market for women’s Moore adds that “opportunity, visibility and Moore and Puccini believe women’s volleyball volleyball continues to increase,” she notes. advocacy” drive participation. “The strongest and will continue to gain popularity thanks to the Women’s volleyball ranks as the second most most effective sport promotion is through an ath- Olympics, youth programs and the expanded presence of beach volleyball.
Ruling the World’s Game The women’s soccer market certainly got a big boost from the spectacular run of the national team in last year’s Women’s World Cup. A strong market just got stronger, and the benefits of the team’s presence and profile should make an even bigger mark in years to come. To find out just what impact the U.S. women’s team had on the business, Team Insight spoke with one of the industry’s top soccer specialty retailers and team dealers about the present and future state of the women’s market. Stefans Soccer Supply started in the mid-1960s as a men’s clothing store in one of Milwaukee’s ethnic neighborhoods. Its founder and namesake saw an opportunity when the local die-hard play- ers kept trying to find soccer gear. From extra space in the basement, Stefans Soccer Supply was born, quickly taking over the entire shop as demand and its reputation grew for this unique specialty store. Today the third-generation soccer specialist operates four retail stores – three in the Milwau- kee area and one in Madison – along with a team division from its headquarters and warehouse in New Berlin. Currently, the soccer specialist has five salespeople working team and club sales. And it has a comprehensive Web site that lives up to its billing: “For the serious soccer in you.” Craig Nowakowski, retail leader, team sales rep and the third generation family member to move Stefans forward, gave Team Insight his take on the women’s business.
TI: How is the overall market for women’s soccer? Nowakowski: Overall, I think it’s a strong mar- ket that is growing each year. With the success of 38 Team Insight / March 2016 teaminsightmag.com
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the U.S. Women’s National Team (USWNT) since Lloyd’s hat trick in this past WWC will go down it’s going to be mom driving to her own practices its inception and particularly with their recent as one of the most impressive feats in World Cup or games. World Cup title, it’s hard to argue that women’s history — men’s or women’s. Those moments soccer players aren’t the most popular female cannot be bought and the reach of their impact is What are the challenges that team dealers face and where athletes in the United States. That has served as a hard to pinpoint. are the opportunities for these dealers? great catalyst for young girls to get involved in the In theory the challenges aren’t all too differ- game as both players and as fans. And through How have these moments impacted the business? ent from those on the men’s team side — if they the lens of our soccer specialty business that Without a doubt they drive girls to play and to were handled completely independent of each means both team and retail sales. keep playing. That drives participation further other. The challenge really comes when working than some people think, since girls that were with soccer clubs that have both boys’ and girls’ What factors are driving participation? cheering for Michelle Akers or Mia Hamm when teams, and the vast majority do. The difficulty Obviously, the USWNT is a huge factor for the they played are now organizing and running their comes with offering and working with girls’- and young girls to get involved and for current players own clubs and leagues specifically for women. women’s-specific sizing in addition to traditional the team serves as a powerful form of motivation. We have a women’s soccer club in Wisconsin youth and adult sizes. Rather than having to Brandi Chastain scoring her penalty kick to win with more than 2000 women registered. “Soccer book home and away jerseys for a club in youth WWC ’99, pulling off her jersey and celebrating Mom” no longer refers to a woman carting the and adult sizes, dealers are seeing the need to in her sports bra, became an iconic image, Carli kids around to games and practice; increasingly, offer youth, adult, girls’ and women’s size runs,
A View from Inside the Beautiful Game
f anyone knows soccer, impacted by last year’s World Cup especially women’s soccer, victory, but girls are nearly half of all it’s Lynn Berling-Manuel. soccer players. When America won She has played a major role in the World Cup in 1991, there were Icovering the sport as editor, just more than 120,000 girls playing associate publisher and then CEO high school soccer. By the time the of Soccer America. She also served U.S. won in 1999, there were more for eight years as the chief marketing than 250,000. It is now approaching officer of the American Youth Soccer 20 percent of all high school female Organization (AYSO). With nearly athletes — about 375,000. Now that’s 500,000 players and 70,000 coaches, impact. AYSO is the biggest youth soccer club in the world. Does the sporting goods industry do Those credentials led to the a good job in serving the needs of latest chapter in her storied soccer female soccer players? career when she became CEO of It’s getting better. The industry has the National Soccer Coaches long been innovative in apparel and Association of America (NSCAA) last ESPN website FiveThirtyEight.com, More than 23 million American viewers shoe designs for females, but now July. She is the first female to lead the it could reach the top spot within watched the Fox Sports broadcast, we’re seeing more. At the NSCAA NSCAA in its 75-year history and one the next decade. Girls’ club soccer significantly more than the 17 million- Soccer Coaches Convention in of the few women in the world to lead participation is up 37 percent in the plus viewers who tuned in to watch the January – the largest soccer trade a major soccer organization. last 20 years, while participation in high men’s final a year before. show in North America, with the Berling-Manuel’s 30-plus year career school soccer programs also has seen 2016 event hosting more than 6300 in the soccer game gives her a unique a boost of 45 percent between 1999 What’s your outlook for coaches and 11,000 total attendees perspective on the sport from many and 2014. participation, including the and featuring more than 370 angles. Soccer is alive and well in challenges and opportunities? companies – technology and sports the United States, and the women’s What is soccer’s allure for young The NSCAA is a membership science saw a lot of customization to game is leading the charge thanks to girls? association of coaches, so we don’t the individual athlete and girls seem the success of the recent World Cup The creative and fun nature keep stats on player participation. But to be at the forefront of this trend. victory. The sport’s best days are yet of soccer lends itself to a great it is coaches that really help determine to come, Berling-Manuel notes in this experience for female athletes. It’s a if a player’s soccer experience is a Why should team dealers interview with Team Insight. player’s game, with the player herself great one — or not. We estimate there pay more attention to soccer, making the decisions in the moment. are about 500,000 soccer coaches in specifically women’s soccer, in How is participation faring in Once the game is underway, the the United States, from professionals 2016 and beyond? women’s soccer and what are best coaches really take a step back. to parents that come out to coach their It’s a big category with a lot of the factors that impact this Certainly the success of the U.S. six-year-old for a season. loyalty to companies that take it participation? Women’s National Team has also seriously. These players will also Berling-Manuel: Soccer for girls spurred the growth of the girls’ game. What impact have you seen from be the next generation of coaches, and women is doing great. It recently In fact, the United States’ recent win the U.S. Women’s National Team administrators and other decision- surpassed softball as the third most in the FIFA Women’s World Cup final winning the World Cup? makers in women’s soccer. Can popular team sport for high school was the most-watched soccer event It’s still early to know if soccer any team dealer afford not to pay girls. According to an analysis by the in the history of American television. registration numbers were specifically attention to it? Q
40 Team Insight / March 2016 teaminsightmag.com effectively doubling the amount of styles they What impact did the U.S. Women’s Team’s success in the ate sales similar to what the Men’s World Cup need to bring in to service a club. Add in jackets World Cup have on participation in your area? does, but that’s perfectly fine; nobody expected and pants with the same options and you can see We’ll begin to get a better feel for participation it to. Sales were definitely stronger than in the how this can get challenging, particularly when this coming fall since tryouts in our state were previous tournament in 2011 and that’s the trend booking large clubs in advance of their tryouts. before the tournament. I can’t imagine it not help- that we hope continues. It makes forecasting and booking an educated ing the younger girls get excited to try soccer for guessing game. the first time or inspire current players to keep What’s your outlook for participation? playing. We hope to see the rise not only in the My outlook is great. The sport is very well Any niche markets that are strong? girls’ and women’s numbers but also the boys’ rooted with women and that should continue to The opportunities on the apparel and acces- and men’s as well. grow with the USWNT inspiring another wave of sories side of business are great. From stretchy girls to get involved. For example, the women’s yoga pants for spirit wear or training to cus- And how about on the business side? World Cup is barely 25 years in existence. Plenty tom headbands for clubs or teams, these are It was great to watch customers getting excited of high schools didn’t have a girls’ soccer team examples of items that don’t have a market on to follow and cheer on the USWNT. It wasn’t not too long before that and some even after. As the men’s side and there are plenty of women’s- just women and girls by any means, either. Men, the girls playing today grow up to have families specific options like this out there. young and old, supported the women with their of their own, their daughters will follow in mom’s money as well. That being said, it does not gener- cleats. Q
Going At It Hard in Volleyball
dmittedly, team and customer support for team dealers probably dealers,” she says. focus their efforts on “In my sales experience, the best selling soft goods and way to sell your product is to be an A balls in the volleyball expert and an advocate, which is market. But they may be a missing difficult without personal experience an opportunity by bypassing hard or training,” Moore adds. “The goods. Yes, it’s a challenge, notes opportunity for a sales representative Ashley Moore, sales manager of to connect with a volleyball coach is volleyball for Porter Athletic. But it’s high, as direct competition is likely to a challenge they can overcome and be low.” turn into sales. But, she adds, volleyball coaches “The biggest and easiest challenge are not called upon as often as to overcome is the confidence to other higher profile sports, such as speak knowledgeably about the football, which means that the only sport of volleyball and necessary person asking the volleyball coach equipment and products that what his or her equipment needs are coaches seek,” Moore says. Part of is the athletic director. Reaching out the problem is just that many of the to the girls’ volleyball coach is a great male roadmen were never exposed as evidenced by the number of was likely not an extracurricular opportunity to increase volleyball to the sport. girls’ versus boys’ programs. With school activity for many sales sales and strengthen the overall “Volleyball at the high school level the sporting goods industry being representatives. Therefore, we stress relationship with school accounts,” is a predominately female sport, predominately male, volleyball the importance of product training Moore says. Q
teaminsightmag.com March 2016 / Team Insight 41 TEAM / STYLE
By Nancy Baeder and are not taking a back seat.” Vendors are on notice. “Girls want their uniforms ew athletic pieces designed to and clothing in specific cuts for better fit. It’s definitely more precisely meet the needs of improving, but we would like to see more petite and women athletes articulate perfor- tall sizes offered,” says Allen. “Every girl isn’t 5-5. Put a mance, fit, comfort and style in regular skirt on a tall girl and it’s too short. Put one on a the team business in 2016. Under- short girl and it’s too long.” standing what girls want and the The push is on to re-imagine the products girls wear. metrics behind their purchase “Women’s softball pants have always been designed decisions may alter the way deal- through reverse engineering. Companies take a man’s ers approach this segment. pant, shrink it and pink it,” says Sean Murphy, CEO of “Women’s athletic apparel is 3N2 Sports. definitely an evolving segment in an evolving market- Nplace,” says Jimmy Van Epps, president and sales man- Lifestyle Meets Sports ager at Bumblebee Team Sports, Nicholasville, KY. “The The second major trend reflects the lifestyle choices industry has undeniably transitioned over the past few of these female athletes, who have fully embraced the years to increase female offerings across the board. comfort, fit and versatility of their athletic clothing, “This industry is a microcosm of a very competitive “Activewear has become everyday wear and a world,” he adds. “As a dealer, you limit your success if workout outfit must transition well to post-workout you try to do business the same way you always have activities. A flattering, stylish fit is a must,” says Chris with women’s athletics.” Kollmeyer, product development manager for Team- Two major trends have created a new lens through work Athletic Apparel. which women purchase their apparel. First, now that Demand for crossover apparel is huge, with women’s more girls grow up participating in team sports and activewear now outpacing the overall fitness apparel other athletic pursuits, they have definite ideas about industry. That hoodie? It better be trendy and comfort- what they want. As a result, manufacturers across the able enough to also be worn on the street. board are increasing the size and scope of offerings to “As team dealers we need to bring the right product cater to these particular performance needs. mix to the table,” says Van Epps. “The fact that female A FASHION “Style and culture play into all sports business, but athletes want to be able to wear their team apparel and perhaps even more into women’s sports,” says Ryan warm-ups as fashion clothes is influencing the buying Brown, senior director–lacrosse and Adidas team. decisions of the coaches and club directors.” APPROACH “The female athlete demands performance and style in her gear.” Full Support TO WOMEN’S Simply put, female athletes bring a new attitude. “The Vendors have reacted strongly to the new paradigm girls who are in athletics these days are different from 20 with new women’s lines in a range of price points, in- ATHLETIC years ago. They start playing young and they play athlet- cluding but not limited to female-only products such as ics all year. They are in better shape because they train sports bras and leggings. all year,” says Bob Leman, of SAI Team Sales in Louis- “Designers and product managers not only listen to APPAREL IS ville, CO. “They know what they want.” female athletes, they are the female athlete. The indus- “Historically, girls have been underappreciated in try now looks to former collegiate athletes to turn their STOKING THE sports,” adds Maura Allen, owner of Brine Sporting athletic experiences into functional and stylish products Goods, Sudbury, MA. “Now the girls are getting a lot that perform well on and off the field,” says Van Epps. MARKET. more attention and they are demanding more respect “We are seeing a lot of development for females in
42 Team Insight / March 2016 teaminsightmag.com Women’s athletic apparel (clockwise from top left): tops from Holloway; Adidas Derby Tank; Nfinity style in tops and bottoms; Adidas Twist top.
teaminsightmag.com March 2016 / Team Insight 43 TEAM / STYLE
team outerwear, T-shirts, jackets are rooting for her.” and sweats. In fact, manufacturers “It’s definitely easier to find the are creating new female products styles and performance features designed for women only,” he the girls are looking for,” agrees adds, pointing to a new Adidas Leman, who caters to girls’ sports twist on the quarter-zip for girls in schools, recreation leagues and that is very popular. travel teams. “While we still sell “We actually had guys ask if it more to guys than girls, it’s only was available in men’s sizes. It because we have higher participa- wasn’t. I think it’s safe to say that’s tion rates in the boys’ sports.” a telling new phenomenon.” Options are necessary to target If female athletes are finally different age groups and price being taken seriously, that means points. getting the same attention as the “We strive to offer as many op- guys when it comes to their per- tions as possible within a team’s formance needs. budget,” says Allen, who outfits “We want her to feel confident girls’ recreation teams for soccer, and comfortable in our product, softball and lacrosse, a rapidly so we really focus on delivering growing sport for women. “It can performance and style in all of be a struggle for whoever is our designs,” says Kelly Cortina, charged with picking out the uni- VP–women’s apparel at Under Ar- forms, because we find that eighth mour. “It will feel real and authen- grade girls don’t want to wear tic to the life she lives. At the end the same style as second graders. of the day, we want her to know Want to kill a style? Have a toddler that Under Armour gets it and we or a mom wear it.” Latching on to style-right trends are Under Armour Stripe Tech Quarter-Zip (left) and performance fleece vest (center) and Teamwork Prosphere Foxy sports bra and capri.
The bar is being raised as more and we provide size runs for coach- companies offer improved styles es to help with sizing concerns,” he and fits. “The expectation is the adds. “With some customers, size perfect combination of performance runs have turned into sizing days. In and style,” says Brad Sullivan, this case we send multiple reps to a director of marketing at Holloway. practice to help advise on fit, mate- “The female consumer appreciates rial composition and other apparel the finer details that are built into and footwear questions.” a product. They want to look good, Vendor reps are a great resource but they also demand fabrics that to help dealers take competitive perform.” advantage. Engaging early with vendors can provide an early look Girls Say Bring It On at new products and increase com- “Female athletes are excited to petitive advantage. hear options. Our sales representa- Van Epps gets in samples of new tives approach female sports with a products way ahead in order to de- completely different mindset,” says termine the season’s hot products Van Epps. “For example, often foot- and make them available. “We meet ball or baseball coaches give our with our basketball and soccer sales reps a purchase order and say teams five months ahead in order ‘just do something similar to what to get their feedback on new items we did last year and make sure we and the carryover items,” he says. have it before the season starts.’ “Every year there usually emerges a We ask the coach questions about trend between the schools, two or the order, but they usually respond three pieces that the manufacturer with ‘whatever you think.’ has done a great job designing, and “Contrast that to a girls’ team are very popular pieces.” and if you’re paying attention, you’ll see the devil is in the de- Comfort Is Queen and Brand Rules tails. Precision is a good word to The market for girls’ athletics keep in mind when working with is in a constant state of churn to female sports and no detail is too improve fabrics, fit and functional- small,” says Van Epps. ity and combine it with innovative “Sizing is always a major concern design, new styles and on-point
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color combinations. But at the end girls request particular items, such longer offer as many pre-sell items have replaced black.” of the day, it better be comfortable as an Under Armour sweatshirt, and limit the production of certain Allen see things calming down in or it won’t sell. and we find it for them,” says Le- items. “Vendors offer fewer lines, terms of all the colors and designs. “Overall they want a comfortable, man. “Our online practice packs but the options within the offerings “Lacrosse was wild and colorful more athletic fit, but it depends typically include a travel bag, a is greater,” he says. “For example, for a while, but lately a few of the somewhat on the sport,” says Le- uniform for travel (this is a warm- in girls’ basketball there are two or sublimated uniforms are so simple man. “What the girls want varies up if the coach picks or some three lines instead of six or seven, that it would be more cost efficient from team to team.” combination of pant/shirt/top if the but there are more color options to do a stock uniform that looks “It may sound counterintuitive, girls pick) and some combination of and decorating enhancements like sublimation,” she says. “It was but many female athletes will T-shirts and shorts, and shoes.” within that line. This is so they can fun to be creative for a while, now choose fit and fabrication over turn the item more quickly, because people seem to be looking for sim- style. Comfort is queen when On Trend in 2016 coaches these days do not have pler designs, basic looks. We see it comes to the female market, Fashion naturally continues to long timelines,” says Leman. retro styles from the ’70’s and ’80s second only to functionality,” says be a vital component of women’s While Allen sells predominantly making a comeback.” Van Epps. “This doesn’t mean that wear. “Over time, as athletic wear stock uniforms, she sees a lot of style isn’t very important in fe- has become more mainstream, we variation in team orders. “Boys will Follow the Money male sports, but for the style to be need to blend form and function get sublimated. Girls prefer screen- Dealers and vendors alike can considered, it has to be functional so that it’s not a trade off between prints. Half the girls want shorts, count on female athletes as a first. Male sports are the opposite. having performance and fashion, the other half want skirts,” says source of revenue growth for the The guys go with the style first; if it but rather these attributes should Allen. “Overall I think that women immediate future. looks good to them, then they’ll just complement each other,” says Mike want to look a certain way, whether “I don’t think spending is a male/ roll with the fit and fabrication.” Chen, GM at Tonix. or not they are playing a sport.” female thing anymore. Rather, suc- Fit and comfort go hand-in-hand. Van Epps sees more functional- Color is a big focus. “Sometimes cess gets you more dollars,” says “The fit of the uniform is more ity in girls’ products. “Vendors are all you see are pinks and pastels Allen. “In football, a winning team important on the girls’ side. Many putting thumbholes in the sleeves, for women. News flash! Some gets more gate dollars. Here in Mas- times we are ordering in April and instead of the girls cutting slits, girls don’t want pink. In the team sachusetts, winning softball teams, the uniform will be worn in Septem- and adding technology pockets,” market, youth programs and high field hockey teams and lacrosse ber,” says Allen. he says. “We also see a lot of mixed schools, we want town colors,” she teams that stand out and draw a “Parents come in here with materials, particularly in outerwear. says. crowd, all draw the dollars.” 11-year-old girls who want their This might be a woven polyester “We’ve sold a lot of mint green “We have many female sports uniform to fit perfectly. I try to be top and soft knit polyester bottom.” in the last few years and we have programs that outspend their customer service–oriented and our Leman finds that vendors no noticed that light grey and charcoal male equivalents and the gap has challenge is to help them anticipate continued to widen over the past growth so the parent doesn’t have 18 months,” says Van Epps. “With buy a second uniform.” the right female ath-leisure product Today every brand is being Tonix ladies mix, many of the female-specific repositioned to more closely align polo hits the team items double as fan gear, their image with the desires of the trend-right booster club apparel and online female athlete. “You can expect look for 2016. team store items for other females to see Under Armour continue to throughout the organization. build innovative product that give “If female sports don’t spend as her the performance and style she much as male sports, the problem deserves,” says Cortina. isn’t the budget,” he adds. “More Adidas is also making big moves likely it’s the products being offered responding to female athletes. and the way sales representatives “Adidas has increased its women’s are presenting them.” team offering by 50 percent in 2016, Even the people writing the with more styles, colors and fit checks have changed, Van Epps options in both apparel and foot- points out. wear products,” says Brown. “Team “The responsibility has shifted dealers will see new sizing options, to the booster clubs and their decoration options, fabric options, credit cards, where it used to be a accessories and promotions.” purchase order from the school. “It’s all about the brand,” says We know they will go online if the Allen. “Girls all want the big brands, local guy doesn’t do a good job for Nike, Adidas and Under Armour, them,” says Van Epps. and they do a lot of fundraising to “The good news is that it’s still a get what they want.” high touch business. The customer At SAI Team Sales the top brands wants to see and feel the product, are Adidas, Under Armour and something the online guys can’t do. Russell. It’s one of the reasons team dealers “We sell a lot of Russell uniforms. won’t go away. We’ve weathered a For spiritwear, the coaches and lot of storms.” Q
46 Team Insight / March 2016 teaminsightmag.com Forecast: Put Some Comfort On
ove aside comfort and sideline. The Ladies’ Space food. The women’s Dye tank is on trend, with its Space apparel industry Dye pattern built in team colors and is literally being infused with performance. M transformed by “We are offering several new ladies’ performance clothing that fits well, athletic polo shirts with an adjusted feels good and looks good. Give up placket that delivers a more feminine comfort? Girls say, “I don’t think so.” appeal,” says Tonix’ Mike Chen. Vendors continue to make sizable Teamwork Athletic Apparel is investments in women’s athletic infusing its women’s apparel with apparel to deliver clean lines, style, comfort and fit elements. “While flattering fits, breathable fabrics, ease Under Armour leads the way with fashion and performance in its new styles. some of our designs are available of movement and exciting new color across both men’s and women’s palettes. They know comfort and fully custom sublimated compression “Holloway is laser focused on the styles, we put a lot of effort into performance drive sales. shorts are designed to provide female market, providing a variety of creating designs specifically for “I believe we will begin to see slimming lines and reduce muffin fits, including ladies’ and junior sizes our female audience,” says Chris style and culture play an even more tops and are available in a range of in classic, semi and compression Kollmeyer. Its new ProSphere important role in female athletics in colors and design patterns. fits,” says Brad Sullivan. activewear line, for example, includes the coming seasons.” says Ryan Holloway recently released Tonix keeps its focus on polo a selection of trendy designs for Brown, of Adidas. a collection of female styles. staff shirts and outerwear for travel women and girls. Q In 2016 Adidas is showcasing product innovations such as Pure Boost X, Primeknit Select and Adidas athletics. Pure Boost X is a running shoe engineered specifically PERFORMANCE FABRIC for the female athletes’ running movements. Primeknit Select is a women’s seamless collection that uses revolutionary body mapping A4 fabrics technology to caters to the fit and fabrication women demand in provide the compression apparel. Under Armour is offering options that fit leading market trends. “We latest want her to feel confident and comfortable in our product, so in moisture we really focused on delivering performance and style in all of our management designs,” says UA’s Kelly Cortina. This season Under Armour is excited about bras, bottoms and technology, versatile layers. “We’re offering great options that can be worn to and from wicking practice, classes, and hanging out,” says Cortina. Two of her newest favorites are the UA HeatGear moisture Armour Crop and the UA Fly By Short. These bottoms pair back to away from some of its best top layers, such as the UA Performance Fleece Vest and the skin, the UA Stripe Tech Quarter-Zip. Also new from Under Armour this season are the UA Armour Mid Bra keeping you and UA Armour Mid Bra with Cups in new colors and prints, and bottoms comfortable showing flattering silhouettes. 3N2 is also blurring the line and dry. between design and function. New 888 464 3824 | www.A4.com
teaminsightmag.com March 2016 / Team Insight 47 TEAM / GIRLS’ NEW PRODUCTS 2016 EDITORS’ PICKS
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48 Team Insight / March 2016 teaminsightmag.com Remember when girls had to be satisfied with sized-down versions of the stuff the boys used and wore? No longer. There is no shortage of new products designed specifically for female athletes and these pages showcase our editors’ picks for the best new girls’ products for 2016. No “shrink it and pink it” here!
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1. The 3N2 NuFIT Knicker is the a variety of tops, tights, shorts, original yoga-inspired fast-pitch sports bras, tanks and hoodies in softball pant, designed specifically with performance fabrics. the female form in mind. 8. Alleson Athletic’s women’s fit 2. Mizuno Sublimation offers 39 Fastpitch low rise has a relaxed fit colors and 25 jersey pattern options open bottom pant. The women’s as well as the ability to completely fit Fastpitch Jersey is a solid color customize a jersey. plaited knit body with contrasting pin 3. The Extreme Digi Camo Softball dot mesh inserts and modified neck Uniform from Champro is available placket. in a full-button or racerback cut 9. The Artillery Angled Jacket from with printed digi camo shoulder Holloway features Temp-Sof fabric, inserts. The pant features digi camo a colored heather performance fleece side inserts, waistband and pocket with high mechanical stretch and a accents. birdseye flecked surface and brushed 4. The printed Evolution from High back for added warmth. Five Sportswear is a modern take on 10. The Women’s Sleeveless Henley classic style lines. with Contrasting Stretch Mesh from 5. The Adidas women’s custom A4 is moisture wicking, odor resistant Bison uniform is a fully sublimated and stain release. uniform system with a superback 11. Cliff Keen’s Women’s Racer silhouette that allows for a female Back Singlet is fully sublimated and athlete’s shoulders to move freely. made with Compression Gear fabric, 6. The cheer jacket with off-center with a racer back cut and a higher zipper is paired with Motionwear’s inseam for easier mobility for female capris, while an embellished bra top wrestlers. features fabric lettering surrounded 12. Holloway’s Space Dye Tank by clear rhinestones and the shorts features 100 percent dry-Excel Micro- feature contrasting flatlock stitching. Interlock, a polyester knit with wicking 7. ProSphere from Teamwork and odor-resistant properties, and Athletic is a full line of custom comes with all-over space dye printed sublimated activewear, including pattern made up of true team colors. 11 12
teaminsightmag.com March 2016 / Team Insight 49 TEAM / GIRLS’ NEW PRODUCTS
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1. Augusta Sportswear’s faux full 12. The Zamst EK-1 is a light button jersey Winner Jersey has a 100 compression knee support with percent polyester Propelit micromesh flyweight fabrication and ventilated wicking knit body with polyester/ poly-knit construction to enhance spandex wicking pinhole mesh panels. cooling and breathability. 2. The Powers women’s fully 13. The Wave Lightning Z2 volleyball sublimated jersey features a three- sneaker from Mizuno features a quarter-inch self material V-neck with parallel wave plate that creates stability hemmed armholes. The short features for lateral movements. a multi-needle two-inch gripper elastic 14. Through seamless Primeknit waistband with drawstring. structuring, the Adidas TechFit 3. Inspired by McDavid’s Hex Leg Primeknit Select Bra has an Sleeves, the TEFLX Dual Density engineered knit with mesh zones for 11 Volleyball Knee Pads provide increased breathability. resistance to the rigors of the court. 15. Marbella women’s sunglasses 4. Sock Guy’s lacrosse sock designs from Under Armour Eyewear with a taller eight-inch cuff feature a feature ArmourSight lens technology honeycomb padded foot bottom. that delivers up to 20 percent more 5. Badger’s Sublimated Calf Length undistorted peripheral vision. Tight features a covered waistband 16. Red Lion’s Fast Break basketball and no side seam. sock is part of its Sport Ball Crew 6. The softball Surehitter from collection for 2016. 10 Markwort accurately simulates the 17. The two-loop bow design from motion of a real ball. Soffe Accessories features fashion 12 7. The women’s DNAmic collection prints and the Pony-O holds hair from Skins, with its Dynamic Gradient during strenuous activity. Compression, features three technical 18. Soffe’s Ranger Short is fabrics. inspired by the U.S. military and was 8. The Under Armour Cushion No developed for extreme training with Show Tab sock features cushioning to quick-dry technology and virtually protect high-impact areas, along with weightless nylon. ArmourDry for moisture management 19. Pizzazz Performance Wear’s 9 and ArmourBlock. Pro Comfort Fit sports bra features 9. The Exult 500 head from STX four-way stretch in a racer back. was designed for midfielders with its 20. The Jugs Changeup Super C-Channel technology that increases Softball Pitching Machine can change the stiffness of the sidewall. speeds without the hitter knowing. 10. Dalco Athletic custom digitally It throws fastballs up to 70 mph and printed megaphone decals are water- changeups at speeds as low as 44 and fade-resistant. mph. 11. Rawlings’ Heart of the Hide 21. The Gotta Flurt Disco II dance softball glove features Dual Core sneaker, distributed by EMC Sports, position-specific technology, Horween features more bling and sparkle along leather and Thermo-Formed wrist with a cushioned insole and durable 13 padding. rubber outsole.
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teaminsightmag.com March 2016 / Team Insight 51 Companies Tell Us Why Domestic Manufacturing Is Alive and Well in 2016.
The concept of “Made in America” is alive and time a coach or athletic director placed an order well in the world of team sports Some call it simply because a vendor’s products were Made re-shoring, as companies return to do- in America. The reasons these products sell are mestic production when they realize more subtle — rapid turnaround and delivery, the advantages outweigh any other quicker response time to complaints or prob- benefits they may have achieved by lems and improved quality, not to mention the making their products overseas. simple act of supporting local communities. Others never left, having built their Basically, it is better product and better cus- companies over generations on tomer service that keeps MIA relevant. the strength of their commitment So we thought we would run the idea of to domestic manufacturing that Made in America up the flagpole and see who has allowed them to survive in an saluted. We asked vendors to the team sports increasingly challenging global business to tell us their own Made in America business environment. stories and why they continued to make prod- Either way, the team sports busi- ucts in the U.S. ness has a host of Made in America The response was overwhelming. The fol- success stories – from the footballs lowing pages tell the stories of these compa- Wilson has always made in Ohio … to nies, whle at the same time telling the story of sock companies that remain committed domestic manufacturing in 2016. Enjoy Part 2. to producing their top-of-the-line products Part 1 appeared in the January 2016 issue of here in the good, old USA. Team Insight and the final installment will run Sure, no team dealer can remember the last in the May issue.
A Blaze of Patriotism
History: Blazer Manufacturing domestically. was founded in 1974 and its manu- The Sales Pitch: “Our customers facturing facility is in Columbus, value the long-lasting, high-quality NE, with a sales office in Fremont, workmanship we provide. You can NE. Blazer manufactures an array of find a cheaper hurdle, standard or athletic equipment, with an empha- ball rack, but it will only last you a sis on metal fabricated equipment. couple years. We make products Owned by Kirk Diers and Brent that last 20-plus years.” Ogle, Blazer is a leader in track and Does It Matter? Blazer’s slogan is field and volleyball equipment "Because Value Matters" and it be- Made in America: Almost ev- lieves value is not just the cheapest erything it sells is manufactured in price. “Made in America matters to Nebraska — hurdles, pits for track a good portion of our customers. It and field, track spikes, volleyball is the quality and service you get for standards, ball racks, and soccer your dollar. If dealers want products goals. that will be made well and quickly Why MIA: Blazer has increased and products that are long lasting its domestic manufacturing in supports local job growth and we perception will suffer, as a conse- and low-maintenance, they value recent years and plans to continue are very passionate about that.” quence,” the company feels. Also, American-made, Blazer products. If that trend. “We find that by manu- Pros and Cons: Pros — better sourcing certain products is easier they what cheap products for cheap facturing it ourselves we can control quality control, faster time to mar- because they may be readily avail- prices, then that is their choice. the quality of the product and lead ket, supports domestic job growth. able and at a competitive price. Our employees take pride in what time to our customers,” the com- Cons — “Maybe a cheaper price for Selling MIA: Blazer’s "Made in they make and we stand behind pany says. “Domestic manufactur- some products so we can hit a price America" message is highly promot- what do here at Blazer.” ing allows us to create products point for a customer. The issue with ed in its catalog and on its website. Going Forward: Blazer plans to that our customers value most. In that strategy is that the quality and In addition, it identifies every indi- increase its domestic manufactur- addition, manufacturing ourselves service will suffer and our brand vidual product that it manufactures ing. Q
52 Team Insight / March 2016 teaminsightmag.com “Even the price difference between buying here and from another country has become relatively insignificant.” Lee Tarnoff, Red Lion
The Lion Roars
History: Standard Merchandising, here and from another country has Camden, NJ, is the manufacturer and become relatively insignificant.” distributor of Red Lion products. It Does It Matter? “It should matter, has been manufacturing in the U.S. if you love and support our country,” since 1922 and in 1978 it expanded says Tarnoff, pointing out that an from its New Jersey base, opening a improved economy with more em- knitting plant in Reading, PA, to knit ployment helps all Americans. “It's headbands and wristbands and it especially natural for a team dealer has also been knitting socks in Read- to understand pulling for your own ing for more than 40 years, during team because that's the business which time the facility has grown they deal with every day,” he says. to seven times its original size. In Moreover, Red Lion’s short lead December 2015, owners Lee and times and ability to act quickly when Jeff Tarnoff sold a majority stake to something is out of stock can’t be LongWater Opportunities, a private replicated by a competitor offering equity firm that focuses on investing products that are made overseas, in U.S.-based manufacturing compa- he adds. “Team dealers in particular nies. The Tarnoffs retained a minor- have to deliver products timely to ity equity position. their customers due to the nature of Made in America: All of Red Lion munication, higher quality, easier in the USA on all of its catalogs and getting a team or league order and knit products (socks, headbands, problem solving, quick response, electronic sales literature. Made in having to get the products in time wristbands, leg sleeves) are knit in greater assurances of fair adherence the USA is also listed on all packag- for the team picture.” its factories in the U.S., along with to labor laws, environmental issues ing materials and on its web. Going Foward: Standard Mer- some cut and sew sports accesso- and treatment of employees, techno- The Sales Pitch: “We always try to chandising is in negotiations to build ries. logical advantages, and the ability to point out the advantages of buying a new, larger headquarters and Pros and Cons: Pros — rapid offer quick lead times. in the USA,” says Lee Tarnoff. “Even manufacturing facility and is invest- delivery and turnaround, easy com- Selling MIA: Red Lion lists Made the price difference between buying ing in new equipment. Q
A Continental Shift
History: Continental Sports, The Sales Pitch: “Our largest Made whose warehouse, administration in America pitch is the American and production facility is in Engle- jobs that are created – or saved – by wood, CO, has been distributing and our purchasing raw goods, software manufacturing sporting goods for and manufacturing,” Banning says. 35 years. It is currently the licensee “The secondary pitch is the quick for Reusch soccer (U.S. and Canada) turnaround we can offer when and Reusch ski products (U.S.), and compared to overseas manufactur- owns the Olympus rugby and vici ers. This is especially important in soccer brands. the rugby market, where the top end Made in America: Continental uniform tends to be small, custom manufactures its higher end textiles orders.” for Reusch goalkeeping and Olympus Does it Matter? “Made in America rugby in the U.S., with recent growth should matter to both dealers and in sublimated Reusch goalkeeping customers with the American jobs jerseys and shorts and custom Olym- that are saved and created,” Banning pus rugby uniforms and short fueling says, adding that manufacturers still expansion. must be competitive with the cost of Why MIA: Continental Sports including uniform building software. timely manner,” Banning says. The imports to make the case. has manufactured product in the The increase is coming in areas that cons, however, include additional Going Foward: Continental will United States for 25 years and, while overseas factories are starting to cost for inventorying raw materials, continue to pursue higher end, there were some tough years in lose interest in — smaller custom new printing and sewing machinery, custom products in both the soc- manufacturing recently, the busi- orders.” software and labor. cer and rugby markets. “Our quick ness has increased the past three Pros and Cons: “The pros of man- Selling MIA: Continental hang tags turnaround and high quality should years, according to Continental CEO ufacturing in the U.S. are the control all of its MIA products, notes them in continue to win market share away David Banning, “mostly due to our of quality and most of all, the ability catalogs and presents them to deal- from overseas producers,” Banning investment in sublimation printing, to turn smaller amounts around in a ers and customers at trade shows. says. Q teaminsightmag.com March 2016 / Team Insight 53 “By manufacturing in the U.S. we are able to eliminate variables in overseas shipping and meet quoted delivery days.” Gabriela Ryan, Champro
Real Champs
History: Champro Sports, located our customers and are constantly in Wheeling, IL, manufactures perfor- looking for other products that can mance equipment and apparel. be viably manufactured in the U.S.” Made in America: While it utilizes The Sales Pitch: Champro wants factories around the world for most its customers to buy Juice Express of its products, Champro now manu- garments because it offers the com- factures a majority of its new Juice petitive pricing, quality and service, line of full dye sublimated team with the added bonus is that they apparel in its suburban Chicago are simultaneously supporting U.S. factory. manufacturing. Why MIA: Champro has been Does It Matter? “We value creat- manufacturing the Juice team ap- ing quality jobs in the Chicago area parel for the past year and the initial and we think our team dealers and success of this Made in America their customers can appreciate product is attributed to its ability to that,” Ryan says. “We also know that offer 10 business day lead times and customers want a short lead time. high-quality product. Because we manufacture domesti- Pros and Cons: “Manufacturing consistently meet quoted delivery Selling MIA: Champro promotes cally, we can ship our Juice fully sub- in the U.S. allows us to produce days.” She admits it is a challenge its U.S. production as a higher level limated garments as fast as anyone fully dye sublimated garments in 10 to manufacture domestically at a of service, which it provides via in the industry.” business days or less,” says product price that the market will bear, but faster delivery. “Our sales repre- Going Forward: The success- manager Gabriela Ryan. “We know the company has made a significant sentatives also do a good job of ful launch of manufacturing Juice that absolute dependability in deliv- investment in automated equipment promoting our suburban Chicago Express garments in the U.S. has led ery is critical in the custom uniform to balance higher labor costs. “The factory and we include a ‘Proudly to plans to double capacity in the market and by manufacturing in result is that our Juice Express 10 USA Made’ logo with all of our Juice first half of 2016. “We feel like we’ve the U.S. we are able to eliminate business day lead time program has marketing,” Ryan says. “We’ve only scratched the surface of what is variables in overseas shipping and had a very successful launch.” received a positive response from possible,” Ryan says. Q
Wrestling With America
History: Legendary wrestling trol gives them dependability and coach Cliff Keen brought his wis- reliability when it comes to ordering dom to the table when he started their wrestling singlets or warm-ups Cliff Keen Athletics in 1958 and for from Cliff Keen,” says Clark. more than 50 years the company Does It Matter? “It does matter has been making custom wrestling to team dealers because they want singlets and warm-ups from its base reliability and value,” Clark says. in Ann Arbor, MI. But one of things they value, he Made in America: Cliff Keen has believes, is a brand that takes great been making its custom wrestling pride in its Made in America story uniforms in the U.S. for decades and its ability to employ American and while it has not increased the workers manufacturing a product amount of products made in the they can take pride in. “They also states, it has seen its overall produc- want a brand, and people, who will tion numbers increase. be there when they need them, who Pros and Cons: “An obvious dis- will get product out to them on advantage is cost,” admits senior VP time.” Chad Clark. “Everything here costs Going Forward: Quite simply, more and the cost of doing business says Clark, to keep on keeping on. in the U.S. continues to increase “We've made huge investments in every year.” However, he adds, the our speed of production,” Clark that we're an American brand,” equipment, software and people to pros include greater control over says. he says. “In fact, we're an original increase our speed and cut down production, quicker turn times Selling MIA: Cliff Keen does American wrestling brand.” on lead times and it’s paying off,” he and the ability to turn on a dime. not actively promote its Made in The Sales Pitch: “We simply let says. “We rarely misfire on a quoted “Customers want speed, they expect America capabilities. “It's probably them know that our custom wres- lead time. Our commitment to this speed, so manufacturing here in the something we should do more, but tling uniforms are made here in has fortunately not gone unnoticed U.S. gives us better ability to control I think most of our clientele knows Michigan and that this inside con- by our team dealer customers.” Q
54 Team Insight / March 2016 teaminsightmag.com “Made in America is about much more than where the bucks are spent for a purchase order.” Brown Abrams, FiberLok
That’s a Lock
History: FiberLok, Fort Collins, domestic producers will remain rel- CO, was founded in 1979 by CEO evant and viable by staying in close Brown Abrams. In 1985 it invented contact with the technology.” Also, its flagship product, Lextra flock- with domestic manufacturing deal- textured heat applied graphics, ers end up getting better service and in 1992 relocated from St. and can actually have some input Louis, MO, to Fort Collins. In 2012 it into the development of new prod- introduced TackleKnit heat applied uct opportunities as they evolve. graphics. He points to a recent customer Made in America: Lextra and who came to FiberLok needing an TackleKnit Textured heat applied elastic, heat-applied textile graphic products are all MIA. for numbers on a new highly elastic Why MIA: The market has not football jersey. The result: Its Tack- changed in terms of the options leKnit elastic version that stretches available for team/club brand- up to 300 percent with 96 percent ing — there are plotter/die cuts, that with production located in the needs of domestic soccer clubs. In recovery that could only have been plastic transfers, embroidery and U.S. and with competent machine addition, multiple patents cover- developed with close collaboration the new category of textured, non- resources located here to support ing its inventions have helped it to with all players. embroidered graphics. “We can not our efforts.” maintain and protect the Made in Going Foward: “There is no innovate without intimate contact The Sales Pitch: FiberLok’s prod- USA aspect of what it does. other reality for us than to produce with the machinery, materials ucts are both invented and made Does It Matter? “Made in Ameri- here, in close proximity to our and processes used to make our in the U.S. “Considering that most ca is about much more than where customers, in order to stay on top products,” says Abrams. “We can of the (embroidered) heat applied the bucks are spent for a purchase of the technology,” Abrams says, not provide on-demand service to graphics trade is offshore, FiberLok order,” Abrams says. “It is about along with its “corresponding abil- customers from off-shore locations. has been swimming against the being able to manage the evolution- ity to use new technology to come We design and develop innovative tide,” Abrams says. Yet that allows ary development of technology to up with products that solve prob- machinery and we could only do FiberLok to better service the help insure that our business as lems for our customer-partners.” Q
They Got Game
History: Game Sportswear, ing MIA apparel. Game also labels Yorktown Heights, NY, has been its MIA products clearly. family owned and operated since The Sales Pitch: Game’s pride is 1974, when it began as a contrac- in its consistent and fast delivery tor for larger brand name manu- of exceptional MIA garments. facturers such as Starter. Game Does It Matter: “Unfortunately, became its own brand when these when times are tough, and the large brands took their produc- cost to buy domestic is higher, tion off-shore. Game emerged even if it is a minor difference, it into the wholesale wearables and does not matter. Sometimes, cost imprintables market in the 1990s is the only driving force behind a with a small line of sportswear, purchase,” says Cancellieri. “The outerwear and workwear apparel, times it does matter is when the all Made in America. Since then customer is educated and can Game has diversified its line into appreciate the importance of both imported as well as Ameri- of finished USA-made products,” and even returns take more of a good materials, consistency and can-made products. Today, close says VP-marketing Andrea Can- toll on a company that makes its longevity of a product. Soon the to half of sales come from domes- cellieri. “No one makes a staple products domestically.” realization sets in that the price tic manufacturing. garment as well as the company Selling MIA: Through advertis- difference between $190 for a Made in America: Game manu- that designed it.” Game is also ing in trade magazines, blanketing better quality USA-made jacket factures its entire line of award providing jobs for more than 90 the country with well-educated versus a $175 imported jacket jackets domestically, as well as families. Cons are simple — cost, sales reps, branding its garments becomes much less important, its custom nylon, satin and oxford cost, cost. “Everything from labor and producing other marketing and the value and quality between award jackets and pullovers. and location to raw material is materials, Game draws attention them are leagues apart.” Pros and Cons: “We can un- exponentially greater than those to its USA-made garments. Game Going Foward: Game is commit- equivocally say we have the high- overseas,” Cancellieri points also uses social media to reach ted to manufacturing in the USA est quality control and continuity out. “Production waste or errors unions and municipalities requir- as long as it is in business. Q
teaminsightmag.com March 2016 / Team Insight 55 PRODUCT SHOWCASE / ADVERTISEMENT
Game Sportswear Rawlings Under Armour Motionwear
Jersey Softball Helmet Under Armour’s Power Alley Jersey is made of a soft, Backpack The Velo two-tone home helmet with softball mask lightweight knit fabric that delivers the perfect balance Hoodie The 4854 Silver Backpack from Motionwear features attached featrures Heat Exchange that rapidly vents of comfort and performance. Its Signature Moisture lightweight, nylon material, extra large zippered main Built to perform on and off the field, the Style Adult cool air due to exclusive Cool Flo XV1 technology. Transport System wicks sweat, while anti-odor tech- compartment with padded laptop sleeve, three ad- 8460 Endurance Poly Hoodie features 100 percent Also: wrapped jawpads for increased comfortabil- nology keeps gear fresher, longer. The jersey includes ditional zippered compartments, two water bottle polyester performance fleece and color contrasting ity, multiple mask compatibility and meets NOSCAE breathable mesh insets at the shoulder and along the holders and one grab handle. Dimensions: 19 x 13 x details. Adult S–3XL in five colors. standard. back. 9-inches. motionwear.com
Teamwork Porter Stahls’ Combat
Baseball Bat Maxum is the most revolutionary bat line Combat has Long Sleeve Tees Volleyball System created to date. Maxum Senior League features up New Spectrum long sleeve raglan tees from team- Porter’s Powr-Sand volleyball system is perfect for Rip-Away Appliqué to 40 percent larger hitting surface then competitor work offer quality template driven sublimation in only NCAA and high school play. This semi-permanent Stahls’ Rip-Away Appliqué is a patented process that models and a Maxum Sweetspot. All models in the five business days. Available in men’s and women’s system includes an in-ground sleeve component and combines Stahls’ heat transfer materials and your line offer the Lowest Swing Weights Combat has cre- styles in a wide selection of designs. TeamworkAth- removable standard for security or removal during the embroidery equipment, achieving exclusive looks on ated ever. Maxum Senior League bats come with 500 letic.com off-season. fanwear and more. Day warranty.
Badger Champro Sisu Bison
Hybrid Duffle Pack Ladies’ Tights Champro combined the capacity of a duffle bag with Height Adjuster Ladies’ Sublimated Calf Length Tight in polyester/ the functionality of a backpack. Rugged, water resis- The new Electric ZipCrank Goal Height Adjusters spandex moisture management fabric from Badger tant fabric keeps gear dry and the extra-large main from Bison install between the backboard and sup- has five exclusive patterns and size range from XS compartment is big enough to hold all gear. The top Mouthguard Case port to allow rim adjustment from official 10-foot to to 2XL. Features a three-inch covered waistband, flap contains a zipper pocket big enough for your wal- The Sisu Case from Sisu is made from antimicrobial eight-foot heights, a popular solution for youth bas- multi-needle stitching and no side seam. www.bad- let, keys and phone. The bag comes in five team and material and armed with a built-in ventilation system ketball leagues and multi-purpose facilities. bisoninc. gersport.com two optic colors. champrosports.com that inhibits growth of bacteria during storage. com; 800-247-7668
A4 Reusch Nokona 3N2
Keeper Gloves Ball Glove Softball Knickers The know-how and expertise from Reusch comes to- The S-200 from Nokona is the number one selling The 3N2 NuFIT Knicker is the original yoga-inspired Softball Top gether in this explosion of power. The Reusch Pulse travel ball glove on the market. It is part of the Alpha fast-pitch softball pant, designed specifically with the The new women’s sleeveless Softball top from A4 Deluxe G2 Ortho-Tec 36 70 900, developed with the Select series, which is built with virtually no break-in female form in mind. Its innovative, fit-meets-function with breathable stretch mesh features 100 percent highest standards of fitting, technologies, materials needed, using the highest-quality leathers so that design is not only unquestionably stylish, but has poly Interlock and 91percent poly/9 percent spandex and detail solutions, is its top-of-the-line goalkeeper youth and young adult players can perform at the top been awarded a patent for its unique performance contrast. It is moisture wicking, odor resistant and glove made for world class goalkeeping performanc- of their game. A position-specific, lightweight, du- utility. This is a product that is a true differentiator for stain release. Available in six color combinations. es. reuschusa.com rable, high-performing glove for club and elite players. dealers.
56 Team Insight / March 2016 teaminsightmag.com Sisu Porter Richardson Cap Richardson Cap
Backboard Padding The Official Mouthguard of National Lacrosse League, Porter’s Pro-Pad is a durable pad manufactured with Sisu Guard is a slim profile mouthguard that offers 50 a tough molded urethane skin that is painted in the Tri-Color Cap PTS30 Cap percent more protection. Custom fit, remoldable Sisu mold with a color matched urethane paint to provide The extremely popular G112 Tri-Color is get- The popular new style from Richardson Cap is the Guards allow players to talk and breathe naturally and the exterior with uniform colored appearance. Meets all ting a facelift. One of the best-selling caps in the PTS30. It features laser vented panels and was specifi- stay hydrated during the game. Mention Team Insight competition requirements of the NBA, NCAA, NFHS and Richardson Cap lineup, the 112 is now available in cally designed to be the most lightweight and breath- for additional discount. International requirements of FIBA. new Tri-Color options. able performance cap on the market.
Old Hickory OS1 OrderMyGear A4
OrderMyGear Online Team Stores Light Brace We simplify product selection for you and your Baseball Bat From OS1st, this award-winning product has sold coaches, automate building online stores for every Old Hickory’s model MT27 is the official bat of MVP millions of units world-wide and is the number one team, and make order processing easy. On average, Mike Trout. The MT27 features a long barrel and sweet selling light brace in the running and sports market. our dealers see their team sales jump more than 30 Fleece spot, thinner handle and perfect balance. The MT27 is Incredibly effective at relieving the pain of Plantar Fas- percent after using OrderMyGear. With more than The N4237 Color Blocked Tech Fleece is a 100 per- available in maple, birch and ash. The MT27 can be ciitis, chronic arch and heel pain, and swelling in the $100 million in sales and 100,000 stores behind us, cent polyester fleece, 8.3 ounces per square yard customized to each player’s exact specifications or foot, FS6 can be used for resting therapy and over- we have the experience to help take your business with a Micro Mesh lined hood. The Hoodie is odor re- ordered as a stock bat, finished in Mike Trout’s color night for morning pain relief from the first day. Five to the next level. OrderMyGear.com; 214-945-4000 sistant, stain release and moisture wicking. Available scheme, including his name engraved on the barrel. colors and five sizes. www.OS1st.com for a free trial. S–3XL in six color combinations.
ADVERTISER INDEX MARCH 2016
3N2 ...... 17 OrderMyGear.com ...... 29
A4 ...... 47, 60 Porter ...... 36
Augusta Sportswear ...... 3 Pukka ...... 4
Bison ...... 38 Rawlings ...... 23
Blazer ...... 41 Reusch ...... 37
Bownet ...... 9 Russell Athletic ...... 33
Champro ...... 35 Sanmar ...... 11
Combat ...... 19 Stahls’ ...... 6
Game ...... 44 Teamwork Athletic ...... 39
Holloway ...... 5 TeamUniformOrders ...... 7
Inksoft ...... 13 Under Armour ...... 2
Motionwear ...... 27 Uni-Sport ...... 59 Archive issues are now available on our website. Follow Team Insight on facebook. Nokona ...... 21 TEAMINSIGHTMAGCOM s FACEBOOKCOMTEAMINSIGHT
teaminsightmag.com March 2016 / Team Insight 57 ENDTEAM ZONE / TOPIC / NEWS
that creates standout looks, eas- ily and economically. In the video, Stahls’ TV educator Josh Ellsworth explores ways to combine pre-cut numbers and letters with pre-spaced numbers for unique, two-color appeal. Step-by-step demos take viewers through positioning and applying numbers for innovative color effects.
currexSole Expands Activepro currexSole, a European insole brand known for sport-specific pre- fabricated insoles, has expanded into the U.S. with its Activepro model designed for cleated sports such as soccer, football, baseball and lacrosse. The Activepro is engi- neered to fit precisely with cleats to provide comfort and fit.
Combat Launches Builder Combat, a manufacturer of base- ball and softball bats and apparel, has launched the Combat Custom Uniform Builder that allows teams to create and order their own uni- form designs. Use of the builder Cam Had His Shield On: The result didn’t turn out the way he envisioned, but at least Cam Newton looked good and was protected and design is free when choices during his unsuccessful Super Bowl 50 debut with his Under Armour Football Visor. Eyeking, the exclusive licensee of Under are made from any of the 15 tem- Armour Eyewear, provided the Under Armour Visor, which came in handy as Cam was sacked seven times in the Carolina Panthers plates and 20 original designs. More loss to the Denver Broncos early last month. elaborate designs are also possible through the builder. Q
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Otusdam Company (Russell reperehly added entorerferci Aaron Lowenthal cusa vid as socialaut voluptiaUÊEastbay soluptio. has named Ut quas Mark eatur Watts Poweredaut by quaeDiffusix nonserc technology,i dolor Sisu io ressAthletitic rep), the Peterer Buckleyitatuvolorehen Company ia and Buck’s Warehouse. Hulett and Buckley illaciemedia ndestemspecialist. si beatianimped asmi, director solessi officiminof national ra fieldcor sinciis sales, Mouthguardsreperch deflectil illa nob impactissi forceseossunte worked omn iwsi th Bert Couchquas of ExerEast iTennam Mills quisse non pos aut facipsa ndebi- withsequi responsibility rem et volupta for tissequat the Eastbay and absorbTorum shock at impact.intiste ad et et inexer the idevelopmentos ad ofdoluptatur? the interlock ingEd nylon et tateCorpuz expliquo Forms etFirm quia voluptasperi Teamdiam voluptatumSales professionals ant eum acrossquo volupta musaper maionsequdoubleis. 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Hulett is surveossunteived by his omnwife, iMarlene,s quasAcquisition id mo ,offictatior a personnel . recruitment directorId milia quiam of sales re fornon Alleson consed est in the teameatur uniform mi, soless arenai with aod isquiam,and twovel sons,et Jerry adand et Cra etig, exer and ifouros ad andVolupt executive Magnam search Ipsam firm facea with a Athleticrepereh sinceentorerferci 2011. Prior cusa tovid that, aut fresh approachofficimin to ra number cor stylesaut venigrandchs voluptatumildren. maionsequis. team58 Teaminsightmag Insight.com / March 2016 Month Yearteam / Teaminsightmag Insight.com 58
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