Cover 26/8/10 2:35 pm Page 1
SERVING THE SPORTS TRADE IN THE UK AND ROI
Sports £3.50 SEPTEMBER 2010 Insight THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS Shock Absorber, celebratingyears 15 of providing expert breast support to active women
INSIDE THIS ISSUEwww.shockabsorber.co.uk TURN TO PAGE 38
E-TAILING MY SPORTING LIFE... POWER UP YOUR PROFITS IN SEASON EXPERT ADVICE ON EFFECTIVE RICKY CHANDLER, JOINT HOW TO BOOST THE VALUE FOCUS ON DARTS, SEARCH ENGINE OPTIMISATION MANAGING DIRECTOR OF STAG OF A SINGLE SALE RUGBY AND FOOTBALL NEED SPORTS RETAIL LOGISTICS? IT’S GAME ON WITH PIC & PAC!
Looking for a logistics specialist to handle high volume order processing, pre-retail, UK Import Services leads the way in sports and European distribution? Here in Southampton close to the container port, PIC & PAC retail distribution. Please contact: are on-hand, night and day to pick what you need, scan it and pack for despatch. Mike Thomas, Client Services Director: PIC & PAC are part of Import Services’ reliable team; linked to our state-of-the-art online monitoring system. This means you can track your orders to successful delivery 24:7, 01489 799500 safe in the knowledge PIC & PAC work at an industry leading level of accuracy. So if you manufacture or distribute sports products for retail and your customers’ order a hundred golf clubs or even a single riding hat, you definitely need PIC & PAC!
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14589 PnP Sports Outdoor ad.indd 1 06/10/2009 14:36 Vivo ad:Layout 1 25/8/10 10:49 Page 1 Webb Ellis ad:Layout 1 27/8/10 09:20 Page 1 Arena:Layout 1 25/8/10 10:51 Page 1 Contents 26/8/10 2:24 pm Page 2
IN THIS ISSUE Contents 09.10 E-CATALOGUES & BROCHURES To view the latest trade e-catalogues ABC Certification SportsInsight and brochures, working with visit www.sports- Sports Insight has a current ABC insight.co.uk. certified circulation of 5,503 (audit period July 1, 2009-June 30, 2010). The Audit Bureau of ONLINE COMPETITIONS Circulations (ABC) is an independent audit watchdog For more details on the latest Sports Insight that verifies magazines’ circulation figures, providing online competition visit www.sports- accurate and comparable data for advertisers. insight.co.uk and click on the competition tab ABC Certification demonstrates a media owner’s for your chance to win. integrity, in their willingness to be audited and to conform to industry standards. WEEKLY E-NEWSLETTER Are you missing out on the latest industry news? Then subscribe to the FREE COVER STORIES 66 UNDER THE COUNTER Sports Insight newsletter. Simply go to A sideways look at the world www.sports- 30 POWER UP YOUR PROFITS of independent retailing insight.co.uk and How to boost the value of a single sale click on the newsletter tab. 34 MY SPORTING LIFE… IN SEASON Ricky Chandler, joint managing director of STAG 40 DARTS WWW.SPORTS-INSIGHT.CO.UK 48 RUGBY 60 E-TAILING 54 FOOTBALL Expert advice on effective search engine optimisation FEATURES 8 UPHILL CHALLENGE REGULARS Specialist outdoor retailers are profiting because 10 NEWS of the range and quality of products sold by Latest headlines, key dates and events knowledgeable staff, says The NPD Group 14 KIT STOP 36 THE SPORTS FACTOR Essential stock for your shop It’s not just the music industry that attracts naive wannabes, says Lauren Fox. The sports 18 FOCUS ON… trade also has its fair share Jakabel swimming ranges 21 MEET THE BUYER Andy Pearce, general manager at Simply Sports 23 MOVERS & SHAKERS Nico van Offeren, managing director Western Europe of MBT 28 FSPA FOCUS The latest news from the Federation of Sports and Play Associations
Editor: Jeff James. Tel: 01273 748675 Group Editor: Ted Rowe All contents © Maze Media (2000) Limited. The views expressed in this Email: [email protected] Publisher: Matthew Tudor magazine are not necessarily those of the publisher. Every effort is made to Assistant Editor: Catherine Eade Art Director: Jim Philp ensure the veracity and integrity of the companies, persons, products and services mentioned in this publication and details given are believed to be Sub Editor: John Bensalhia Tel: 01206 508601 accurate at the time of going to press. However, no responsibility or liability Advertising Manager: Keith Marshall Email: [email protected] whatsoever can be accepted for any consequence or repercussion of Tel: 01206 505947 Designer: Chris Ashworth responding to any information or advice given or inferred. No part of this Email: [email protected] Advertisement Art Director: Lee Beecroft publication may be copied, broadcast, interpreted, or stored, in any form, for Fax: 01206 500243. Reproduction: Ace Pre-Press. Tel: 01206 797541 any purpose, without the written permission of the publisher. Advertising Sales Accounts: 01206 505907 ABC certified circulation: 5,503 21-23 Phoenix Court, Hawkins Rd, Colchester, Essex CO2 8JY Published by Maze Media (2000) Ltd, 21-23 Phoenix Court, (audit period July 1, 2009 to June 30, 2010) Group Advertising Manager: Sam Reubin Hawkins Rd, Colchester, Essex CO2 8JY UK SUBSCRIPTION: £25 for one year (10 issues)
06 SPORTS INSIGHT Bow advert:Layout 1 27/8/10 12:05 Page 1
Exercise and strenuous activities can often lead to injury, both major and minor. The appropriate remedy can be hard to find. Until now that is.
Developed by the RMD company in Korea in collaboration with orthopaedic specialists, Anyfom® hot/cold packs are the first fomentation packs to fit the most commonly occurring sports injuries – sprains and strains etc. – comfortably and conveniently, using either cold or hot First Aid treatment. Fomentation is the medical term for the application of heat or cold to the body to relieve pain, reduce swelling and speed recovery. The innovative, ergonomic design of the Anyfom® packs are custom made in four styles to comfortably fit Hands & Wrists, Ankles & Elbows, Shoulders & Knees, or Neck. The gel filled packs are enclosed in a Urethane outer skin which is non toxic, and will remain completely flexible even at below freezing temperatures. Anyfom® fomentation packs are completely safe for the environment.
For cold application the Anyfom® pack can be chilled by placing in a freezer. To apply hot, the Anyfom® pack can be heated in a microwave of in hot water. In both cases, the manufacturer’s instructions for the safe use of the Anyfom® fomentation packs must be followed. Product features • Ergonomic design ensures perfect fit and maximum coverage • Helps reduce recovery time • Wide variety to choose from; Hands & Wrists, Ankles & Elbows, Shoulders & Knees, Neck • Easy to apply even on hard to reach body regions • Can be used for hot or cold fomentation • Reheat and recool repeatedly • Adjustable straps hold the pack in place
Prices Anyfom® Hands & Wrists £75.00 Anyfom® Ankles & Elbows £75.00 Anyfom® Shoulders & Knees £75.00 Anyfom® Neck £75.00
UK Sales - Bow Sports Limited Telephone 01902 791891 Facsimile 01902 791821 Email [email protected] NPD 26/8/10 5:08 pm Page 1
OUTDOOR Uphill challenge Specialist outdoor retailers are profiting because of the range and quality of products sold by knowledgeable staff, says The NPD Group
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08 SPORTS INSIGHT NPD 26/8/10 5:08 pm Page 2
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www.sports-insight.co.uk 09 News 26/8/10 4:49 pm Page 3
ALL THE VERY LATEST IN THE SPORTS INDUSTRY... Send your news stories to the Sports Insight news desk at WHAT’S NEWS [email protected] or call 01273 748675 Dates OTS SEPTEMBER 27-29 Stoneleigh Park, Warwickshire THE STAG ALL IRELAND BUYING SHOW OCTOBER 31-NOVEMBER 1 Tullamore Court Hotel Tullamore, Co Offaly THE STAG BUYING SHOW NOVEMBER 21-22 Four Pillars Hotel Cotswold Water Park ISPO FEBRUARY 6-9, 2011 New Munich Trade Fair Centre ISPO CHINA 2011 FEBRUARY 23-25 China National Convention Centre, Beijing PRINCE BECOMES STAG MEMBER Prince has joined STAG as a new supplier. Of the deal, Bob Johnson, sales and managing director of Solo Sports UK, the brand’s distributor, said: “Solo Sports is very pleased to be associated with the STAG buying group. We have seen Ricky and Ward develop and expand the group and are sure the Prince brand should be a part of that development. This partnership with STAG will benefit both us and the STAG members.” Prince has confirmed its attendance at the STAG Buying Show on November 21-22 at the Cotswold Water Park. GROUPE ROYER TO DISTRIBUTE NEW BALANCE New Balance has announced that Groupe Royer, a multi- brand distributor headquartered in France, will assume distribution rights for the brand’s footwear and apparel in France, Germany and Benelux. New Balance will continue to drive the brand’s strategic direction, consumer marketing, and regional product and merchandising initiatives from its European headquarters in Warrington. The company has also pledged to maintain its commitment to manufacturing its footwear at its Flimby factory. The brand’s sales and marketing associates in France, Germany and Benelux affected by the new strategic partnership have been offered employment with Groupe Royer. “New Balance and Groupe Royer are both family-held private companies that share core values of integrity and teamwork and have a strong focus on customer service,” says Jonathan Ram, managing director of New Balance EMEA. “The New Balance brand is well-positioned for growth in Europe in our key categories of running, wellness and lifestyle. “Groupe Royer’s leadership and expertise in distribution and logistics will complement our team’s core competencies in product merchandising and brand marketing to help us achieve the brand’s goals.”
10 SPORTS INSIGHT News 26/8/10 4:51 pm Page 4
“Up the duff.” Weakest Link contestant’s answer to the question: which phrase for a period of practice play before a tennis match is also a slang term for making someone pregnant. NO WORLD CUP BONANZA ISRA SHOW HAS IRELAND’S FOR SA SPORTS TRADE SPORTS BUSINESS BUZZING… A shortage of replica kit, an extended holiday period and lack of Ireland’s buying group, ISRA, continues to go from customers for FIFA licensed product contributed to a disastrous strength to strength. Integral to this success are World Cup for the sports and outdoor trade in South Africa. their two national buying shows, with the That’s the verdict of Trudi du Toit, editor of Sports Trader recent summer event once again evidence of magazine, the highly regarded Southern Africa trade publication. the high quality of the brands and retailers Says du Toit: “Not only did retailers not profit from World Cup they work with. Taking place at the sales, but we did a survey and most reported that sales in general prestigious 5 star Heritage Hotel and Spa in were down from June/July last year - and that was a bad season. Killenard, the show enabled products to be “South Africa team shirt stock was just about impossible to get professionally displayed to full advantage in the as adidas failed to deliver, and very few people bought replica from purpose built exhibition area. Here, some of the other countries here, they brought it with them.” biggest sports names were showcased, along with Unusually long school and university holidays during June and the chance for ISRA members to get up close and July also contributed to an unexpected slowdown in retail sales. personal with some hot new brands. Says du Toit: “Many businesses encouraged staff to go on leave, Breo is one such example, with their range of funky sports with the result that customers who would normally buy sports watches fast becoming a must have and supported by high equipment, shoes and clothing either went away, or spent all their profile lifestyle marketing campaign. spare cash on World Cup tickets and trips, not memorabilia as Under Armour, Speedo and Wilson were amongst key everyone expected. performance sports brands in attendance. Skins launched their “They didn't even buy the normal non-World Cup related items innovative new A400 range at the show with a well received that usually sell this time of the year.” presentation to members by David Ling, General Manager of du Toit says the only indigenous people who profited from the Skins UK & Europe. World Cup were South Africa’s street vendors, who sold flags and Asics GT 2150 was bound to be a highlight, a premium vuvuzelas to fans. product development backed by exceptional brand awareness “There seemed to have been very little interest in the 50-odd and retail support in Ireland. Richard Johnson the brand’s UK & FIFA Official Licensed Products, despite the millions FIFA claimed Ireland Key Accounts Manager commented, “The ISRA show is were sold during previous World Cups,” says du Toit. an excellent event for us as it is a very time efficient way of In its survey of retailers, Sports Trader found that 81 per cent of seeing 40 plus retailers who are based all over Ireland in 2 days.” respondents’ sales during June-July were lower than the 2009 Alongside these, were brands that reflect an active lifestyle December holiday period, while 52 per cent of respondents such as Dare2Be and Jack Murphy, Nike Golf, Glenmuir and reported that sales were lower than the same period last year. Retro GAA - the only vintage GAA jersey supplier in the country. However, despite disappointing retail sales in most sectors, du Blending fashion and function at the show were street Toit believes the vast majority of South Africans would say the icons Converse and action sports footwear DC’s. Both brands tournament was worthwhile. retaining their sporting retail focus through ISRA and enabling “As a nation building and public relations exercise it was the ISRA’s retailers to keep on trend alongside local style shops. most uplifting experience and it is difficult to describe the month- In addition to a head start on product developments, ISRA long high we all felt as everybody members benefited from special ranges and supplier offers seemed to be smiling all day resulting from the uniquely close interaction between the and night and joined in Group’s category managers and the brands themselves. the celebrations of ISRA’s partnership with global sports and style trade show whichever team was ispo (www.ispo.com) in Munich underlines this approach and playing in town ispo’s team visited the show to talk to members after Bafana Bafana about the importance of being open was knocked out,” minded and how to find she explains. renewed business inspiration “We have all through experiencing new set our sights on trends, merchandising ideas and reaping future themes to be found at ispo. benefits from Being part of such forward visitors returning and thinking concepts and using new tourists arriving, them to help retail members as we believe many to cope with commercial visitors would have gone challenges is one of the home with positive report cards.” reason’s why ISRA continues to grow and work with its partners so successfully. …Scott McDonald has joined Somnio as Transfer UK sales and marketing manager…Notts Sport has appointed David Sear as sales Market representative for the southern counties…Lawrence Coppock is to step down as finance director at JJB Sports in the next 12 months… www.isra.ie
www.sports-insight.co.uk 11 News 26/8/10 4:52 pm Page 5
ALL THE VERY LATEST IN THE SPORTS INDUSTRY... Send your news stories to the Sports Insight news desk at WHAT’S NEWS [email protected] or call 01273 748675 MBT CHALLENGES GLOBAL SPORTS TONING SHOES STUDY MARKET SHRINKS MBT has disputed claims made by The American Council on Exercise that The worldwide sports market has shrunk for the first physiological footwear doesn’t offer any benefits that people cannot reap time since 2005, according to the NPD Group’s Global through walking, running or exercising in traditional athletic shoes. Sports Estimate 2010. An independent research study commissioned by ACE found no evidence NPD values the global sales of sports equipment, to suggest that the shoes help wearers exercise more intensely, burn more apparel and footwear at $282billion for 2009, a two per calories or improve muscle strength and tone. cent decline on 2008. Researchers enlisted 12 physically active female volunteers, aged 19-24, for “The state of the global economy and its subsequent an exercise response study, during which they completed 12 five-minute impact on consumers worldwide has had an impact on exercise trials of walking on a treadmill while wearing Skechers Shape-Ups, the sport market as well,” says Renaud Vaschalde, global MBTs, Reebok EasyTones and traditional New Balance running shoes. sports industry analyst at The NPD Group, Inc. To evaluate muscle activation, researchers recruited a second group of 12 “We found that the market declined four per cent in physically active female volunteers, who performed similar five-minute the US and five per cent in Japan, which are keys to treadmill trials and were measured for muscle activity in six areas: calves, understanding the global decline.” quads, hamstrings, buttocks, back and abs. While the overall sports market suffered declines, ACE says the physiological footwear tested showed no significant increases there are pockets of growth in the Middle East (three per in either exercise response or muscle activation when compared to normal cent), North Africa (five per cent), equipment in Europe athletic shoes. (one per cent) and footwear in Asia (one per cent). MBT, widely regarded as the inventor of Footwear, apparel and equipment products toning shoes, are challenging ACE’s findings. purchased for ‘sport use’ performed better in Europe The company told Sports Insight: (minus one per cent) and Asia (plus one per cent) than in “Independent research and published studies the USA (minus four per cent). have shown the benefits of our footwear. Products purchased for ‘sport style’ where down “Studies have been conducted by everywhere - minus three per cent in Europe and in the researchers at a number of educational USA, and minus one per cent in Asia. and research institutions, and we stand by “It is the impact of the trend for ‘sport use’ that the conclusions of that research and those shows us why we are seeing less of a decline in Europe studies.” and Asia versus the US,” says Vaschalde. MBT says its pioneered 36 separate However, according to NPD, there is evidence that scientific studies into the benefits of the global sports market will bounce back in 2010, with a physiological footwear. forecast of an increase of one per cent globally. Research from Sheffield Hallam “We have just ended the 2010 World Cup and we University showed that walking in MBTs know that from past tournament years this is a key driver increased buttock activity by nine per cent, of sales in the football market, and in turn that will help while research from the University of Calgary to push the overall sport market back into positive showed significantly increased gluteus territory,” says Vaschalde. “In addition, the US market is activity and an increase in thigh muscle expected to stabilise and potentially grow in 2010.” activity by an average of 37 per cent.
Sponsorship …Gold’s Gym is partnering with Gavin Henson to launch its sports supplement range. Henson will be the brand’s ambassador in a fully integrated global marketing campaign…Jack Wolfskin has become a sponsor of Fulham FC. The News relationship extends to significant presence on LED perimeter advertising and Jack Wolfskin branding throughout the club’s varied executions…2008 world champion triathlete Helen Jenkins and world U23 champion Hollie Avil have joined Speedo’s roster of sponsored athletes. Speedo will be supporting Jenkins and Avil on a wetsuit specific contract that ties in with the launch of the company’s tri-dedicated TriathELITE collection earlier this year…Burrda has signed a four-year kit sponsorship deal with the Scarlets. The contract will see Burrda supplying the Scarlets’ official kits, as well as all training clothes and off-field apparel, for the club’s Magners League, Heineken Cup and LV=Cup fixtures…Gilbert has agreed a sponsorship deal with Newport Gwent Dragons, which will see the brand providing training and playing kit for the Men of Gwent for the next three seasons…ACA Sports has been appointed as official retail partner of Scottish First Division club Dunfermline Athletic, which this year celebrates its 125th anniversary. As part of the deal, Dunfermline will have a new bespoke retail shop designed by the online sports retailer…ACA Sports has also been unveiled as the official online retail partner of Stirling Albion…Samurai and London Welsh RFC have agreed a five-figure kit sponsorship partnership for the next three years. London Welsh will be one of the first teams to wear the ICONIX competition fit Performex high performance jersey, which Samurai has been developing for the past 18 months…Kasper Schmeichel of Leeds United has signed an ambassadorial agreement with Precision Goalkeeping that will include the release of the ‘Schmeichel’ range of gloves…Winmau has agreed a new three-year sponsorship agreement with Andy ‘The Viking’ Fordham…Investec will be Tottenham Hotspur’s shirt sponsor for Champions League and domestic cup competitions for the next two years…Lucozade Sport has become the official sports nutrition partner of Arsenal and Liverpool FC…Beyond Sport has announced that Barclays Spaces for Sports has extended its partnership with the sport and development initiative for a second year…Speedo has renewed its partnership with sprint swimmer Eamon Sullivan, extending the contract until May 2013. Sullivan will continue to train and compete in Speedo products, and will work with Speedo’s research and development team on new technologies…EA Sports has signed David Beckham as brand ambassador for its new EA Sports Active 2 range. EA Sports has also signed a deal to become the official technology partner of the Premier League…Coca-Cola has donated £50,000 to The Swimming Trust. The money has been earmarked for a Teacher Coach Education Grant Fund offering training opportunities for volunteers within swimming, diving, synchronised swimming and water polo clubs across the UK…Jaguar Land Rover has signed up to England’s 2018 World Cup bid…
12 SPORTS INSIGHT News 26/8/10 4:53 pm Page 6
“Football fans don’t care. Saddam Hussein could own their football club. If he’s putting millions into it they’d be quite happy. They’d be singing: ‘There’s only one Saddam’.” Harry Redknapp on the fickleness of some supporters
…Sports Direct has reported a near-50 per cent Sports increase in profits in its preliminary results for the 52 weeks to April 25. Profit before tax for the year Shorts was £102.1million. Group revenue rose 6.2 per cent to £1.45billion…Asics has purchased Haglofs Holding, the Swiss outdoor brand, for a reported $128.7million…JJB Sports has had its application rejected to derecognise the GMB union, which represents staff at its warehouse in Wigan…The All England Club has confirmed that Wimbledon will host the 2012 London Olympics tennis event from July 28-August 5. The nine-day tournament will see 172 athletes competing in five events, with players allowed to wear non-white clothing. Tickets go on sale next year, with up to 26,000 spectators per day watching on 12 courts…World Snooker has unveiled a new Twenty20-style shortened format of the game called ‘Power Snooker’, with the first competition to take place in October at London’s O2 Arena. The 30-minute snooker competition has been created by Rod Gunner and endorsed by World Snooker chief executive Barry Hearn, and will see players battle for points instead of frames…
SPORTS SECTOR DEFIES RECESSION Growth in the sports sector has outstripped the English economy over the past two decades, according to research published by Sport England. The sport economy’s annual contribution has reached £16.668billion - up 140 per cent in real terms between 1985-2008. Researchers at Sheffield Hallam University’s Sport Industry Research Centre found that growth between 2005-2008 was “driven by investment directed towards the London Olympics and a long-term Sport England policy to increase sport participation”. They argue that sport’s resilience reflects the growing number of people who “consider sports participation as being more a basic need than a luxury”. Other key findings of the report, The Economic Value of Sport in England, include: I Consumer spending on sport in England was £17.384 billion in 2008 - up 138 per cent since 1985. I The most significant areas of consumer spending on sport are clothing and footwear, participation subscriptions and fees, and gambling. Together these three categories account for £9.517billion (in 2003 prices) or nearly 59 per cent of the sport-related expenditure in England in 2008. During the aforementioned period, the spending associated with ‘sport clothing and footwear’ and ‘participation subscription and fees’ increased by 25 per cent and decreased by two per cent respectively in volume. There was a seven per cent rise in expenditure on sport equipment during 2003-08. I The number of people with sport-related jobs has also grown, reaching 441,000 - 1.8 per cent of all employment in England. Over three-quarters of these jobs are in the commercial sector, with 13 per cent working in the public sector. I Sport related employment bucked the declining trend of the UK economy. During 2005-2008 sport related employment increased by two per cent. The majority of these jobs are supported by the commercial sector - accounting for 339,000 jobs or 76 per cent of the total sport related employment in England. The report also compared the value of the sports sector across the country. It found that London made the largest contribution, reflecting the size of the capital’s economy. However, at £404 per capita spending on sport was greatest in the east of England.
www.sports-insight.co.uk 13 Kit Stop 26/8/10 4:29 pm Page 1
PRODUCT ROUND-UP KIT stop Essential stock for your shop Caribee wheeled gear bag The Centurion is one of Caribee’s best-selling gear bags. The split-level folding design creates an easy packing environment. This popular bag has an aluminium push button trolley system, free flow inline skates and internal compression system, a zip mesh divider on the upper level to secure clothing and twin grab handles for easy removal from the carousel or team bus. Trade price: £40 and £45. Want to see the Caribee range? Caribee will be showing at OTS on September 27-29, The Schoolwear Show on October 17-19 and The STAG Buying Show on November 21-22. For more information call Jacquie Sandison on 0131 554 5555 or email [email protected].
14 SPORTS INSIGHT Kit Stop 26/8/10 4:30 pm Page 2
www.sportindustry.biz Jakabel: sun protection UV50+, pool toys and more I Delivery two-three days. I No minimums. UV I Stock 12 months of the year. IT F P I R
High quality. R O
I Ages zero-adult. U SPF 50+
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Contact Josu on 020 8715 2385 or visit www.jakabel.com. E
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PRODUCT ROUND-UP
HILLY HYDRAFUEL HILLY has released HYDRAFUEL, a brand-new hydration and nutrition carrier range of bags, carriers and accessories that make carrying water and gels easier for every runner. Initially based around five new products, the range includes a 17 litre backpack, compatible with up to two litre drinks bladders and featuring a rain cover; a double funnel bottle belt that’s ideal for trail running; an all-new waist pack; a funnel bottle belt; and a handheld bottle strap with pockets to hold keys/phones. HILLY is certain the introduction of this new range will further enhance the company’s reputation as the number one sock and accessories brand in the UK running market. The range will be pre-sold over the coming months and available in-store from November 1. For further details contact HILLY on 0161 366 5020 or email [email protected].
16 SPORTS INSIGHT Kit Stop 26/8/10 4:31 pm Page 4
www.sportindustry.biz
Cornilleau UK Table Tennis is the UK’s sole authorised importer of Cornilleau table tennis equipment - the world leader in outdoor tables. With design innovation that is light years ahead of the competition, it is no surprise that Cornilleau tables were selected by Ping! London. This summer 60 Cornilleau tables have popped up across London in parks, stations, squares and even Heathrow airport for all to enjoy. Cornilleau has a complete range of table tennis tables, bats, balls and accessories. The offering includes products designed for home recreational use, as well as a range that is designed for intensive use in schools, clubs and institutions. Added to this are the ITTF approved tables for tournaments and competition use. For further information on Cornilleau table tennis equipment visit www.uktabletennis.co.uk, email [email protected] or call 0845 2600 780.
Team Colours As we enter the start of the new season for many sports, bespoke manufacturer Team Colours is ready for those who have left it late. With a quick turnaround time, quality fabrics, and full printing and embroidery, Team Colours offers a wide selection of quality multisport teamwear, training kit and sports accessories. Team Colours’ new online designer tools make it even easier to get your exact specifications. Select your design and colours, and upload your team badges and sponsors for a truly unique stitched or sublimated team kit. Team Colours: +44 (0)1920 871453 / +44 (0)1920 877270. Email: trade@team- colours.co.uk.
www.sports-insight.co.uk 17 Focus 26/8/10 4:09 pm Page 1
PRODUCT PROFILE Focus ON... Jakabel swimming ranges Key features and benefits Why do they sell so well? I 3! ? A ! ! ! 6 "? R ( '>54A 3 )* . ! !! " (! , B ?) * ! ", ! * ! " ! ! ! 6 ( ! ! "' ! "' ! ( " ! ( ! !*! * ! ! "' * 'R ! ! ! ( ! ) " . ! * ! !" ! ! " 3 ! " ! 3! ? (! 3 8C2D * *6 ( ! ( 6 B A 8C2D(! 8C " "' " E F = ( A 3 , ! " ! " , I ,AR 8C 8GR 33 ( 2D(! @7"2 Who are they aimed at? 3! ? R * 5"2 3 8C2D! ! !* * " *// ", " ! , !5(! " !( 3 ( I 3 ! ! ) 6 ( 6 * " ! "- 3F5"2 * A3 8C2D * ) ) (! !! ( 6 ) " ! !* "3 I !A3 * ! " 8C2D * 3! ? ) () (A ! ! 8G R! " " ! ! "
How are they marketed? A ! (! ' , 3,", ! ( A !(!8G" ( ) * " !* * * (! 6 " si Jakabel: +44 (0)20 8715 2385. Email: [email protected]. Web: www.jakabel.com.
18 SPORTS INSIGHT
PERFORMANCE WEAR FOR PERSONALISATION
www.gamegear.co.uk XPRES CUT ® THE WORLD’S BEST SELLING CUTTER
Buyer 26/8/10 2:16 pm Page 2
PEOPLE Meet the BUYER Andy Pearce, general manager at Simply Sports What was your first job in retail? H! ( '! 3 3 ' "'! ! ) ! ! F -) ! * " " % !!'!! * F * ) "% ) * "- ) ' > ! '! ! ( !R ( F ! ! 6 (, " ) " ( ! " 6 What's your role in the business? ! ) " How long have you been a buyer? ' " F "H! ( What’s been your best buy? ' F !' -) ' R ( "? , ! , "+ ! , " ' ! ) ! % "' ! ) (' * ! ! " "? ! ' " " " What criteria do you use when And your worst? Describe the shop you work for? making buying decisions? ' 3 3 % ! ) ( ! (! ) 6 ! ' '!" ", ( "' Best piece of buying ! F -) ! advice received? 3 "% ! ! ,!! 6 ( 6 R !"A " R ( 6 " ! ! * !",( % ! <! * * R ! !( ( ! ! ' !! " ! 3 3 " % (! "'! 6 9 "' ! /! ! R (! &' R 4(! R " ! R " ( ( What’s the secret of a (! successful buyer? !! ! " ! ( R How do you find out " about new products? ! ' ! ! , (! # ! / "%! '!"H ( ) ! ( # " si
www.sports-insight.co.uk 21 Hilly:Layout 1 25/8/10 11:05 Page 1 Movers 26/8/10 4:46 pm Page 2
PEOPLE Movers & Shakers Nico van Offeren, managing director Western Europe of MBT What was it that attracted you to MBT? ( > ! ", >R ( ' ) " ! "% ,! (! ( # > ! ", > # ! ( ! "'R ( !! # ) * ! (! "% ' ' ! ?%/ ) R ) " >R " " What do you offer your MBT is seen as the independent partners There are many rocker bottom- innovator of the toning that is unique? style shoes that have recently footwear sector. How do you '! entered the market. How do view the market developing you deal with the competition? and what is MBT’s position? ! , ' ( ' ! ! " %! * ! ! !! ( ! (! "' R ! ! ! ! ! "E ! ! ! !! " FI ( - ! ! !/ ) ! >" " "% E6 , * * R) "% !(> ! ! ! ! " * " ' ( > ( -3 ! ! "% "- 6 ! >" ) ! ! (! (! ! "% And what about the " ) brand’s own retail? R ' ) What shoes do you wear? " ! > H ! (' 8G"? ! A 3 ( Which kind of retailers are 'R > getting the best sell through * "% (! ' on the product and why? E ! G " si ! " ( * " ! What customer are R " you targeting % ! specifically? ! - * (
www.sports-insight.co.uk 23 Blazer Pro ad:Layout 1 25/8/10 11:05 Page 1 RFE advert:Layout 1 27/8/10 11:09 Page 1 Medsport:Layout 1 27/8/10 10:29 Page 1
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FSPA MEMBER NEWS FSPA focus The latest news from the Federation of Sports and Play Associations
8 ?3, " ! >+( ( ! = 8 (! ) ( ?3," As part of their ongoing partnership, ! " ! ! Q!* R the FSPA has teamed up with ! ! Loughborough University to provide a ! ) "' ! ( free industry event to arm companies " ! ! with information on innovation and ! ! ( ! ( how to protect and profit from 6 ! " intellectual property. ", ( ? ' ! ( ! (! ! " 3 @J/ * K( > ! # ) ! ?3, 571/@@@ "= ( J57K L " " si APSA AGENTS: A COST-EFFECTIVE SALES FORCE ?3,R, " ! ( 3, ( J,3,K Q!( R " ,3, 5 " ( ! , ! !!!" " " < ,3, * (! 3 ' R < *! ,3, ) <# ! ( < ,3, ,>( ) ( ! ! 8G ,3, " !< )( C,( ,3, ? ( <! 3 , J?3,K( ?3," "' ( * ( Package Benefits Cost " . ,3, ! !/5"2J C,K ,3, ) 42 8G " " 3 *E% ,3, ! !/1"52J C,K R " " 3 ! (G " + (,3,R ( 9O% ,3, ! !57"2J C,K * ( " 6 ! " ( 6 " % ,3, ! !47"2J C,K ! (! ( " ,3, B ( ! 6 ( " "P ? ( , #,3, ! ( R 6 " G + 571/@@@J52K ? ,3, L " " (! ! " ",3, + + " ) ! ! ' ( ,3, "H! ! ! " ,! "+ G + 571/@@@J52K ( " www.sportsandplay.com.
28 SPORTS INSIGHT
Cross 26/8/10 2:44 pm Page 1
SALES TECHNIQUES
MECHANICS Dave Howell explains how cross and upselling can significantly improve your store’s profitability
Attracting and retaining customers is ! ! ( more important than ever. Retailers are 6 ", .( ! both actively seeking to maintain their ( 4 customers and increase the income they * !* receive from them - the art of effective " R " cross and upselling. , ' ( 6 (! ! ( "> R ! " * O% ! P 3 ! ! " ! > * # ( "> "% ! ! * ) R " O ! (P F '( " ! ( (3 " * ! " O "O " Value ! ! ! + ! " * ! " ! ( ! "O "O " ! ! ) ! ( ( * " " "3 , ! O ! ( ! ( ! ! ! (! ! 6 " ! "' O * ) ! ( ( ! " " ! E R ( "+ ! # ! R " ! ", 6 ! ! ", 6 & "P ( !! O ! - ! ( # 6 ! ! "O "+ ! ( " 6 "- ( "' 6 ! " !R ! "- (! Context ) O ) "! R R ( (PF '" O+
30 SPORTS INSIGHT Cross 26/8/10 2:44 pm Page 2
www.sports-insight.co.uk 31 Cross 26/8/10 2:45 pm Page 3
SALES TECHNIQUES
" ! (! # ! ! ( ! (! ! 6 ", ! ) "3 ! " ) ( , ! ! "O " ! " ( " -( R # " 8 ! Q R Q R * "> ! ! (! (! ( ! "-( ! " ! * 6 6 R( ( ( R (! ! ) " " ) ) ! ! "! !! "P !R ! ! ! + (+E- ! " , (9O ! "+ % * ! * * " R 6 ! 8 ) " " ! "-( ! ! R ! "% # ( ! "' R ( * ! * ! Q R "H! ( "' ! (! R ( "P (! R " si
Industry insight
Stuart Wood, global creative director What mistakes do retailers commit when using these at Fitch, a global design consultancy techniques? Consumers are now savvier than ever before and can spot a cynical Can a well-chosen group of marketing ploy from a mile. Generally the problem comes from laziness, a merchandise provide a major uplift in lack of understanding of consumers and the simple desire to ‘flog’ more, a retailer’s turnover? rather than create a sense of value. In short, the answer is yes. However, it’s not as simple as creating a jumble sale of related Should a retailer use cross and upselling techniques products. Retailers must have a deep and clear differently in their high street and online stores? understanding of their consumers, their lifestyle While many of the principles hold true both online and offline, the web and the ways they shop in order to maximise has created a referral economy based on recommendation and peer to the opportunity. It is also about unique and exclusives. A good example is peer reviews. The web has done a lot to put the power back with the JD Sports’ promise to offer the very latest trainers you can’t get anywhere consumer. The offline world could learn a thing or two from the likes of else, justifying its positioning as ‘King of Trainers’. Amazon.
What advice would you give retailers looking for products With money tight, can upselling still work for retailers? to merchandise together? Just because we live in a depressed economy, it doesn’t follow that we The key is to create pauses in the shopping journey. Whether disruptive or live in a false economy. Investment in quality that lasts will always be an seamless, creating storytelling moments is crucial to inspire consumers antidote to the bargain basement. Having said that, consumers are more and offer them an editorial view of the possibilities. It’s about creating a used to down-trading without compromise, so the trick is to make sure theme - one clear vision for the entire store. As an example, XL Sports in the value equation stacks up in the premium product’s favour. Norway brings the seasonal sports gear essentials together at the front of the store. To coincide with the Tour De France, it merchandised bikes, bike What tips would you give to retailers about using cross and accessories and clothing together to create ‘the complete look’. upselling techniques? Be empathetic, not grasping. Spend time analysing your customers and Cross and upselling are different techniques. Can you act accordingly. Build trust and transparency - explain why Product A is outline how retailers should approach these merchandising better than Product B. Speak the consumer’s language, don’t baffle them methods for their high street and online stores? with technobabble. In a world where 70 per cent of consumers go online Cross-selling has got to make sense for the consumer - even if you create to compare prices before visiting a store to purchase, it’s essential the unexpected cross category alignments, it’s still got to create relevance. online and offline experience joins up. Upselling relies more heavily on communicating the benefit of the Also, both require a divergent price point. Have a clear price product from an emotional and rational perspective. The rational is spectrum to encourage good, better and best merchandising. This shows centred on the product and a clear communication of the benefits, category credibility and encourages consumers to trade up. For example, whereas the emotional relies on the experience the consumer has with Bass Pro Shops, an outdoor sports emporium in the USA/Canada, sells the product - creating a sense of exclusivity and hierarchy of visual everything from inexpensive fish hooks to the most expensive outboard merchandising, through to the smaller details like a simple change of motors. It only sells a few outboard motors each year, but these sales pace in the experience. make it look like a water sports specialists.
32 SPORTS INSIGHT GFORCE. Not just another stock teamwear brand
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Life 26/8/10 4:41 pm Page 1
MY SPORTING LIFE
! /0 (P+ "O' check R !( " Tony James talks to STAG’s Ricky Chandler about % 6 ! ! scoring for England and the gamble that paid off " OO for him and business partner, Ward Robertson ! )* You score the + ) (P " # ( winning goal for O' ' " ( England against ! ( * * "P Scotland before a * ! ' , + R packed Old Trafford - #"H! and then you wake ( R E up. But in Ricky R */2 ! Chandler’s case R "' R ! "O% you’re awake already "P ? * and the dream shared * # (P by millions has 3, "O, already come true. ? (+ ! % - (! "3 /2* R ( # % F "P E R */2"H 3,52( ." , ) + * (! ! ! O(+ ! 3 ( >( 0 "O' ? ( + ( ! 1 R ( > + " = !5 " ! ! + ( ! Proper job /4 " 3 ! O' R (P"O /@70!' + ( &O, /7' !/7 ' !!/
34 SPORTS INSIGHT Life 26/8/10 4:38 pm Page 2
! (! ! ! . ( ! ( ( ! R " " "' R ! O' ' * ! " ( " ' /1! ! ( O' 6 ! !"> !# R B " " ) ! 9 O% !( ! ' ) &' "' ( ! ! "' ! @2 "P 8G ! ( 8! ! * ! " ! # "P O ( + ! ( ! R ! + ! * * ! "O ! ' ( /0* * A(! ) " ( * " (P) "O( * O (' (' # (P /5 * "% H* "P (! ) &O+ '! (P+ " %(! % F (! "P O 'R ! ! H* (+ ? ( #3,! + 6 " ! ( O' ! "O' ) ", ( R '! 9OE! ( ( ( R ( ( ! ! "P si ( '! ( "P" O= R ! ( ! #! ! ", ! 3, ? ( ! R "? ( ! ( ! 3, "P
Advantages H! 3, ? & + 9 I ' 6 " I ' " I F " I " I ' " I " I ) "
O' ( !R ! ! ! # (P+ " O- ( !
www.sports-insight.co.uk 35 Factor 26/8/10 4:01 pm Page 1
CAREERS IN SPORT
the " ' ! R ! (!( ! ", ( SPORTS (! 9OH! !' &PH * * ( R " FACTOR… (! It’s not just the music industry that attracts some ", rather naive wannabes, says Lauren Fox. The sports ( trade also has its fair share ! "> “Working in sport, how hard can it ! be?” As conversation stoppers go, this ! ! ! ! one ranks pretty high. I’m sure we have ! "QO all heard something similar voiced at "O ! 9 R ) some point or another. The problem ( ( ( (! ) " being, quite simply, that the sports 6 " ! industry is perceived as providing a ( cushy and relatively easy area in which " ( ! to make a living. In this respect, it has ! become a victim of its own consumer- Glamour " oriented glitz in many ways, creating a %) # ! perception that a little knowledge can 9 "' ! take you a long way ( ( ! - (! ! " 3 +! F ! !"? ( ( ( ( ! " ( ! ! Q " R " = R ! 9O3 ( (! R P! !
36 SPORTS INSIGHT Factor 26/8/10 4:01 pm Page 2
! ! ( ( ( ( "! ( R# 3, F !" ! &O = 3 ? *! * R Q, R ! !*! 6 "%! E( ! " C > "% A (! ! ! Q R& ( ! J # "> Q3 R ! ! " K(' !! ( R ( Q R(! " " !(! % ( ) ( ( J ' 6 ( Q R "3 K! !! ! ! 9OO ! ) ! ! ( R "P ! * * 8 !) R " ! ) & R ! Q R( 3,F F , # " ! 3 ( ( R '! ! ! QOR QPR (! ! ", " ) ", ! ( "? !( ( ! " Expertise , ! R" C !! ) ", ! ! ( R ( " ! " ! Q ( R ! , ! R J K(! ! ) ! R Q R " ( ! ( ! 6 "% ! Q R ! (!( " R Q ..R " si
www.sports-insight.co.uk 37 Shock Absorber DPS:Layout 1 25/8/10 14:18 Page 1
Celebrating 15 years of providing expert breast support to active women
Shock Absorber Celebrates 15 Years of Supporting Women in Sport This September Shock Absorber, the UK’s leading sports bra brand, celebrates 15 years of providing expert breast support to a nation of UK women who are more active than ever before. Recent research* revealed that the number of women exercising in the UK has risen to 12million (+17per cent vs 2005) and last year the value of the sports bra market increased by 22%**, reflecting a rise in consumer awareness of the need to Sh k Ab b hi t ti li wear the correct breast support during sport. However, while the percentage of women wearing a sports bra is increasing, a staggering 68 per cent (8.2million) still do not wear one while exercising, which represents a huge opportunity for education and conversion to purchase. Launched in 1995 as a result of research conducted at an Edinburgh-based university, it took two years of biomechanical research, prototypes, trials and road testing by Olympic gold medallist Sally Gunnell to bring the first Shock Absorber sports bra to market. Since then other inspirational athletes integral to Shock Absorber’s growing popularity have included world- renowned tennis player Anna Kournikova and champion long- jumper Jade Johnson. In 2005 and 2009 Shock Absorber conducted groundbreaking breast movement research studies with breast health expert Dr Joanna Scurr at Portsmouth University and its 2009 research informed the recent launch of its first ever sports specific bra range, with bespoke features designed specifically for individual sports. Shock Absorber sports bras are scientifically proven to reduce breast bounce by up to 78%***, which is twice as effective as wearing a normal bra to exercise in, which only reduces bounce by an average of 38%****. This September sees Shock Absorber upgrade one of its key lines - the D+ Max Sports Bra (N109) - to ensure it offers the ultimate comfort and performance for the wearer. Shock Absorber spokesperson, Kirsty Kothakota, said: “As Shock Absorber celebrates its 15th birthday, we are proud to say the brand has always strived to provide the best possible support to sporting women and retailers alike. Looking ahead to the next 15 years, we are committed to investing in research and design, and as female participation in diverse sports increases we continue to educate women about the importance of wearing a sports bra and treating it as an essential piece of sports kit.” For information on supporting POS materials available please contact your local Shock Absorber sales representative or call our sales co-ordinator on 01475 291450.
* Shock Absorber Omnibus 2009 ** Kantar World Panel data 52 weeks to 25 April 2010 ***University of Portsmouth 2009 (Scurr et al) – tested against no bra condition and related to style 5044 **** Source: University of Portsmouth Breast Movement study 2005, commissioned by Shock Absorber Shock Absorber DPS:Layout 1 25/8/10 14:18 Page 2
1994 Shock Absorber facts you Shock Absorber was developed as a result of research conducted at Edinburgh-based university. Study never knew… showed that wearing a sports bra whilst exercising reduced breast For the average UK woman who runs 5k twice a week, her breasts have movement and delayed long term bounced a staggering 795,600metres over the past 15 years!* breast sag. Approximately 2 million more women are regularly exercising now 1995 compared to 15 years ago.** Shock Absorber launches offering four styling choices, varying impact levels In 1995, the first-ever Shock Absorber sports bra size went up to an G and wide size range (up to G cup). Top cup, but now sizes have been extended up to HH to reflect the increasing athlete Sally Gunnell supports launch average UK breast size. and endorses range. * Based on average D cup woman running 5km three times per week with an average boob bounce per stride of 6.8cm 1996 (University of Portsmouth Breast Movement Study 2005, commissioned by Shock Absorber) . ** Shock Absorber Omnibus 2009 1997 Anna Kournikova endorsement begins 1998 Distance runner and Olympic hopeful Laura 1999 Kenney is the brand ambassador for the Shock Absorber history timeline 2000 “Only the ball should bounce” launch of the Shock advertising campaign with Anna Absorber RUN bra Kournikova campaign 2001 Follow-up advertising campaign “brings everything to a standstill” with Anna Kournikova
2002 Third Anna Kournikova campaign “Russian Pilot, Nasa Technology, No Lift Off”. 2003
2004 Jade Johnson promotes brand around 2004 Athens Olympics
2005 Two major pieces of research conducted: 1) Scientific testing at the University of Portsmouth, 2) Category, brand and consumer research. 2006
2007
2008
2009 Launch of first-ever sports specific sports bra support, RUN, BALL RACKET. New science: over 18 months of testing, design & development. Ambassador: 5,000m runner Laura Kenney. September 2010 Celebration of 15 years of providing expert breast support. www.shockabsorber.co.uk Darts Intro 26/8/10 3:20 pm Page 1
IN SEASON DARTS
83," > R ! (! (O= ! !P O'RP * * . % " '52+! 8 3! 3! ( ! ! 3 J ( ! R K" A=!(E ! , ? ( ! F "
Bully bully ! " - 8G ( ! " 3 ) & % 3 H "O 8G /2 ! !(P"O . ! ", ! ! ( R ! "' Q ) ( ! "P H ! F 9O ! * "G !!! " A Darts may have come out of the pub and into the 21st ! ! C "P century, but there’s still room for fond memories of TV’s H! ( most loved darts entertainment show. Catherine Eade ! 9O R C says: “Let’s have a look at what you could have won...” * ! A rumour that the classic darts game 4 3 show Bullseye could be revived next 5// ! ! ! ! Q R ! year sparked hundreds of enthusiastic , !% ( "H ( messages of support from fans all over ( ! ! +2( ( the internet and social networking site +2"% !! du jour Facebook recently. ! ( !"P !(! /@0/( ! ,
40 SPORTS INSIGHT Darts Intro 26/8/10 3:21 pm Page 2
F H (33 R Competing or complementary... + ( ! # How much has online retailing affected traditional store-based ! " retailers of darts products? 3 9O ! +( # Simon Hall: “Online retailing has reshaped every industry, and darts is no different. However, there ! 33 ( are still massive opportunities for retailers with a physical presence to benefit from dart sales, as the #! ability to touch, see and feel cannot be replaced by the web. A dart merchandiser fits in a very small space, with dart consumables turning over very quickly. Our business, both online and via the bricks # "P and mortar stores, has significantly increased in the past few years, which mirrors the general boom H! (H in the sport.” ! Matt Gilewicz, international sales manager for Target Darts: “Many products have suffered a 9O,! downturn in sales through traditional high street retail stores as a result of expanding online arenas, ( and darts is no exception. One of the reasons for this is availability. ( ! ( “Online stores can stock and offer all the darts in all the sizes and in all the colours now. These ( online stores tend to offer high end, precision darts for the professional, premier league and county ( + player, as margins and consumer demand make these darts more attractive to the retailer. "P “At Target we have launched a retail-friendly range called PLAY RANGE where the quality of the 8 dart, including a high tungsten level, is not devalued. Also, it’s priced to be attractive to the social * ! player as well as beginners. Darters who are serious about their chosen sport know what levels of engineering they want and know where they can buy this online. Like any consumer product, they C( also look to buy from trusted manufacturers such as Target, which has been manufacturing darts for more than 37 years.” ! " Robert Pringle, Harrows: “I believe they are complementary. Store-based stockists can have a O ! personal relationship with the consumer and so can pass on product knowledge and give the player ! the chance to feel the grip and check the balance of each dart. Online retailers cannot offer this, but ! ( they can display and stock a broader range.” ! ! 33 (P"O = ( ! 8 > "P + ! (2 C ( ! + 8 "O 8 ! R6 (P "O3)! ! 50! ! ! "P
Media exposure % RH 9O 6 ! (! "' (! /@"0 ", ! ! ( (!! ! "P H # 9O ( Photo courtesy Lawrence Lustig/PDC
www.sports-insight.co.uk 41 Darts Intro 26/8/10 3:21 pm Page 3
IN SEASON DARTS
! " %R % O % > 5 !R "O R ) ) "% ! ! 4"P F 9O C ! ) " +(! 3 'C( -! + "P 3 ! 5 % > A 93 A " % ( ( ! > ! !" ! (PH " ! " # O% (! ) "P // (!33 R " + 9 4 /( 8G . ( ! 52 ' " + ( ! 10(! ( 11( # O % + ! 33 ( !2( . !4(" * F " ! " ! ! + ! 4 + (! (! Youth element + 5 " 3 % ! ' R O' ( 4 ! ( ( ! 3 ) ! # " " Q R( , 8 R # ) " ! 9 ! * F ! ! (! ! , ( ! " !!! ! O8 ! "! , 8G "P ( 8 R /0 ( ! Bright future ! R " !! 3 H # (P 9O ! ! R "= 57( ! ( " si /0 # (! " Photo courtesy Lawrence Lustig/PDC 8 R * "+ G =!(A G (3 % (, > G !" % =!! % O > 51 57( " F H + ! ! ( ( ) !! " O? ) !
42 SPORTS INSIGHT Unicorn ad:Layout 1 25/8/10 11:07 Page 1 Darts profiles 26/8/10 3:32 pm Page 3
IN SEASON DARTS www.sportindustry.biz Darts Unicorn According to Phil Taylor, the new Phase 5 Rosso is like a red rag to a bull. The darts in Unicorn’s Evolution of The Power Series are the very barrels Phil himself uses, or has used, to such stunning effect. The Power Phase 5 takes its shape from the Sigma Pro and the grip from his battle proven Purists. Phil used a specially developed Phase 5 Rosso with DXM flights to hit two perfect nine-dart 501s on live TV at the PDC Premier League Finals in May. Phase 5 Rosso darts are supplied with an additional set of Power DXM flights. The new Unicorn DB 180 is the latest competition quality bristle dartboard to be endorsed by the PDC. Unicorn dartboards are the boards of choice in all PDC darts tournaments shown on Sky Sports, producing in excess of 4,500 hours of Unicorn branding and exposure globally on TV - more than any other brand. As you would expect from Unicorn - The Dartboard Company, there is a full range of bristle, electronic and coiled paper dartboards, making the range the industry standard for performance, innovation and value. For further information contact Unicorn customer services on 0115 985 3500, email [email protected] or visit www.unicorn-darts.com.
Winmau Mervyn ‘The King’ King is a worldwide multiple tournament winner and one of the most consistent darts players on the professional circuit. Mervyn demands total precision in his darts to ensure consistency in his throw, which is why he only uses Winmau match weighed tungsten darts. I Mervyn’s darts use 90 per cent Tungsten 22g Winmau. I Darts specification: scalloped and perfectly balanced throughout.
Assault darts: 90 per cent tungsten atomised grip. A revolutionary new atomised finish that resolves the grip/control paradox. Never, in the evolution of darts technology, has grip and control been simultaneously available in such abundance. I Laser etched aluminium shafts. I Embossed standard flights. I Range from 20-28g. I Atomised grip technology. For more information visit www.winmau.com.
44 SPORTS INSIGHT Harrows:Layout 1 25/8/10 11:08 Page 1 Team Colours ad:Layout 1 25/8/10 11:08 Page 1 Stash:Layout 1 25/8/10 11:08 Page 1 Rugby profiles 26/8/10 5:10 pm Page 3
IN SEASON RUGBY Rugby GFORCE: taking design to the max with G-SUB
GFORCE Sportswear offers high performance multisports apparel to the club, team and school sports market. Engineered to offer teams the ultimate in customisation experiences, GFORCE utilises a combination of flexible designs, large colour library, embroidery and badge details, and even the ability to create your own branded neck tapes and labels, to create kits that stand out. G-SUB, the sublimation service from GFORCE, is at the pinnacle of garment design. Working with its in-house design team, customers can bring their designs from concept to reality. What’s more, the G-SUB service is available across a number of different sports, including rugby and football. With minimums as low as 15 and lead times of six-eight weeks, G-SUB delivers on all levels. For further information visit www.gforcesportswear.co.uk or call the GFORCE sales team on 01507 523 243.
Webb Ellis boots - kicking the opposition into touch The new Cobra VS range has been designed with maximum performance The range provides optimum stud positioning for maximum traction, and comfort in mind. with a lightweight eight-stud PU sole and aluminium studs, plus Featuring a soft PU synthetic leather upper, thermoplastic reinforced symmetrical lacing and a soft toe, while the Mid-Cut version provides heel counter and a high density textile footbed for support and flexibility, additional support around the ankle area. the Cobra VS boots are the ideal mid-range choice for retailers. Available in black/yellow and sizes 2-14, the Cobra VS range has an RRP of £34.99. For further information on Webb Ellis products call 01788 567777, visit www.webb-ellis.co.uk or email [email protected].
48 SPORTS INSIGHT Rugby profiles 26/8/10 5:21 pm Page 4
www.sportindustry.biz
Canterbury of New Zealand Canterbury of New Zealand rugby boots are designed and manufactured specifically for rugby enthusiasts and, as the phrase goes, they are ‘dedicated rugby boots for dedicated rugby players’. Canterbury, the rugby authority, is proud to unveil its newly developed lightweight and non-deformable rugby boot range, produced to the highest standard to enhance all-round performance and give all players a leading edge. The Stampede Elite 8 Stud Boot is the obvious choice for forwards with excellent fit, comfort and support. With innovative reinforcement zones creating additional stability for the mid and rear foot, as well as extra forefoot flexibility, they are made with player’s comfort and welfare in mind. Made from kangaroo leather for fantastic softness, and featuring non-absorbent and highly durable PU inlays, these boots won’t disappoint. To find out more contact your local representative, call the Canterbury customer service team on 0161 947 9944 or email [email protected]. *Canterbury boots range as featured in Rugby World magazine.
www.sports-insight.co.uk 49
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HEART What’s your Goal RATE this summer? MONITORS
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www.cardiosport.com Cardiosport, Dragoon House, Hussar Court, Waterlooville, PO7 7SF Tel : 023 9225 7388 E-mail [email protected] full page ad.pdf 1 19/08/2010 14:56
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For more information and to find out how to become a stockist go to: web: www.oproshield.com email: [email protected] tel: +44(0)1707 261261 Football profiles 26/8/10 4:14 pm Page 3
IN SEASON FOOTBALL Football
Progressiv teamwear by uhlsport By wearing uhlsport’s Progressiv shirt, your team contributes to this initiative being just one of the many sustainabililty programmes sustainability. This shirt and matching shorts were made exclusively uhlsport has in place. To find out more about uhlsport’s social and from shredded PET bottles - the normal, transparent plastic bottles you ecological projects visit uhlsport.com/wetakeaction. will be familiar with from soft drinks, and especially water bottles. The uhlsport team: Three recycled bottles make one pair of shorts, four bottles make uhlsport, Cypher House, Bampton Business Centre (South), Weald, one short-sleeve shirt and five bottles make a long-sleeve shirt. Bampton, Oxon OX18 2AN. The result is a highly functional and breathable fabric, which is not only Tel: 08448 849861. Fax: 01993 851603. Email: [email protected]. comfortable, but also helps to make a contribution to the environnment. Wales and south west - Mike Morgan 07973 802986. Top clubs such as CSKA Sophia and Irish Premiership sides London and south east - Bob Ludlam 07973 394004. Lisburn Distillery and Dungannon Swifts are already doing their bit Midlands and north - Dan Hume 07960 013475. for the environment by wearing the Progressiv line this year, with Scotland - Eric Muir 07940 598779.
Sensport custom performance apparel I Football, rugby, hockey, netball, basketball, lacrosse, and training, leisure and outerwear. I Professional quality products at affordable price points, with a service that is second to none. I Low minimums of 15 units. Four-six week lead time.
To view Sensport’s new season Custom Performance brochure, or the new season 10-11 Stock Teamwear brochure, visit www.sensport.co.uk.
For details of Sensport’s custom teamwear visit myteamkit.net.
To present your customers with a full colour presentation of their total teamwear requirements visit kitselector.com.
54 SPORTS INSIGHT Football profiles 26/8/10 4:18 pm Page 4
www.sportindustry.biz
If you would like to become a Joma Specialist retailer call Jon Haile on 07540 049814 or email him at [email protected].
www.sports-insight.co.uk 55 Taylors ad:Layout 1 27/8/10 10:14 Page 1 057:Layout 1 25/8/10 11:02 Page 3
MINI TENNIS QUARRY HILL, BOX, WILTS SN13 8LH The only LTA designed and developed ball
Tel: 01225 742141 E: [email protected] Patented Double Life balls - why settle for less www.jpricebath.co.uk
WWW.SPORTS-INSIGHT.CO.UK 57 U h h VF ' & THE FABRIC OF SPORT. Sensport offer Stock, MTO and custom teamwear solutions in a range of highly advanced technical fabrics providing outstanding value for money. Professional quality products at affordable price points. For football, rugby, cricket, hockey, netball, basketball, leisure and training wear with a service that is second to none.
To view our new season ‘10-‘11 stock Teamwear Brochure or our Custom Performance Brochure go to nnn%j\ejgfik%Zf%lb To present your customers with a full colour presentation Caldoni House I 3 Crondal Road teamwear of their total requirements go to kitselector.com Bayton Road Ind Estate I Coventry I CV7 9NH For details of our Custom Teamwear go to myteamkit.net Tel: 02476 644666 I Fax: 02476 367971 For further details call 02476 644 666 Email: [email protected]
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E-TAILING your Google ranking Every online retailer wants to get to the top of Google, but how can you achieve this goal? Steve Holford, marketing director at web hosting provider Fasthosts, explains. Additional reporting by Dave Howell
As our gateways to the web, internet = "H! ( Q R " search engines are the most ! ! ' ! ! commonly used websites for the ! (! 7/ ! ( majority of the UK’s web surfers. ! ! "3) *) Fasthosts’ recently conducted " ! ! research of 1,600 consumers found (! that 97 per cent of those questioned Trust ! 4 frequently use internet search engines , ! ! to find businesses. ! "E ' ( E " * ! ( "3 /5 ! ! 2 ! . ! "- 4 ( 44 ( ! Q! R /5 "
60 SPORTS INSIGHT Etailing 26/8/10 3:54 pm Page 2
! " ! 8G " ! ) ! True cost " " ! ? (10 3 ! ! (! " "H! ( 3E- ! ? R -3 ? "% 3E-( 3 J 2 ! ! ! K ( !"3E- ) 3E- ) ! " "? " - ( !/ ( ' ! * ! ! " ! * ! ) ! ! ! ! "' " 8G ( ! R ( ! "% ! 10 52 @ ! 51 /7 "F "? (1@ " ! 3E- ! ! ! 8G ! "' ! " ! ! " si + ! ! Top five tips for tackling SEO " H! ( Choose one main keyword per page ! ! Search engines understand what a particular web page is about by reviewing the frequency of ! " words and phrases in its content. By choosing one main keyword or short phrase for each page ! of your website, you can encourage search engines to associate the page with that phrase. ! Increase the keyword density for each page ! " Search engines expect the keyword or phrase on each web page to make up between six and ten per cent of its content. The frequency of the keyword or phrase is called the keyword density. For 42 8G example, if your page has 100 words and your keyword appears six times, you have a keyword density of six per cent. Beware: if the keyword density is too high search engines may consider ( the page to be spam and penalise your website in search results. However, if your phrase does not appear enough it will not be identified as the keyword for the page. "% ! /7 Use HTML tags to emphasise your keywords Contrary to popular belief, the purpose of an