Racquet Tech Tennis Business Event Attendance Knot or clamp? Check out the MARKETING How to START agenda for the your events A STRING JOB T.O.M. CONFERENCE effectively

APRIL 2016 / VOLU ME 44/ NUMBER 4 / $5.00

Apparel Trends: Hitting The Right Shots!

Winning Soft-Court Facilities

1 1 .. 4 4 T T A A p p g g S S P P g g U U t t i i n n o o r r a a o o r r p p I I n n c c

TennisIndustry www.tennisindustrymag.com APRIL 2 016016

DEPARTMENTS

4 Our Serve 7 Industry News 14 Industry Recognition 15 TIA News 22 Racquet Tech 24 Grassroots Tennis 26 Retailing Tip 28 Event Marketing 38 Tips & Techniques 40 Y Your Serve, by Annie Beier

INDUSTRY NEWS

7 USTA PlayDev creates new p.35 “T“Team USA” department 7 TT.O.M. Conference and FEATURES Forum in Miami 8 PTR, TennisEurope partner 30 Event Tracking for TennisCoachEd.com 8 Babolat introduces How can you prepare for sudden spikes in lightweight JET shoe attendance at your facility? The next level of 8 Pound, Maule have new roles at Wilson service will help you forecast and adapt. 8 New edition out for 32 “T“Tennis Parent’s Bible”e” p.30 Trends in Tenniswear 9 USTA awards Wheelchair From high fashion, to toned-down neon, to TTennis grants 10 Peoplewatch tech fabrics, to better stretch—the trends 10 Pickleball US Open continue to take apparel from on court to off. to be in Naples 10 Solinco adds new Hyper-G 35 Soft Touch co-poly string 11 iTPA to hold 2nd World These outdoor Distinguished Facility-of-the- TTennis Fitness Conf. Year award winners are excellent examples 12 Short Sets p.32 of soft-court construction.

PLUS

42 CEO’s Message p.41 44 Vice President’s Message 44 The Lifelong Learner 52 Invest in Yourself 46 USPTA Benefits 48 Master Pro Corner 48 The Ten Commandments of 54 “20 Point” Inspection Tool 52 Beyond the Court for YYouth Tennis Being a USPTA Professional 57 USPTA News 58 Career Development 60 Member News Read more articles online at www.ADDvantageUSPTA.com

22 TennisIndustry April 2016 www.tennisindustrymag.com

Publishers Our Serve David Bone Jeff Williams Editorial Director Peter Francesconi [email protected]

Associate Editor Greg Raven

Design/Art Director Kristine Thom

Special Projects Manager Bob Patterson Righting an Contributing Editors Robin Bateman Cynthia Cantrell Industry Wrong Peg Connor Kent Oswald t was exactly nine years agoo ten with Dennis in mind.)) Cynthia Sherman when I wrote about this topic in And beyond that, flood the Hallall Mary Helen Sprecher I this column—and I can’t believe of Fame and any other influential nothing has happened in that time tennis people you know with emailsils Contributing Photographers to right this wrong. supporting Dennis for this honor. Bob Kenas Plain and simple: Dennis Van der This injustice in the tennis world David Kenas Meer should be inducted into the was again brought to light by none International Tennis Hall of Fame. other than Billie Jean King, who TENNIS INDUSTRY Shame on the ITHOF—and all of spoke at the PTR Symposium in Corporate Offices us—for not fixing this years ago and February when she was inducted PO Box 3392, Duluth, GA 30096 recognizing the incredible impact into the PTR Hall of Fame. BJK Phone: 760-536-1177 Fax: 760-536-11711 this amazing man has had on this told the sold-out awards banquet Email: [email protected] game—not just in the U.S., but crowd that we need to get a petition Website: www.TennisIndustryMag.com throughout the world.. going to get Dennis into the Inter- Office Hours: Mon.-Fri., 8 a.m.-5 p.m. Dennis has taught more people national Tennis Hall of Fame—and to play—and to teach—tennis than that’s what PTR CEO Dan Santo-- Advertising Director anyone in the history of this sport. rum started right then and there. John Hanna He has been a coach, innovator, Visit www.ptrtennis.org to find out 770-650-1102, x.125 advocate and tireless promoter of more and to lend your support. [email protected] tennis for decades. While he has Dennis was the first inductee into personally taught thousands to play the Tennis Industry Hall of Fame in Apparel Advertising Cynthia Sherman this game, by teaching the teach- 2008. He’s been inducted into both 203-263-5243 ers he’s had a direct hand in getting the USPTA Hall of Fame (2015) [email protected] millions of recreational players on and the PTR Hall of Fame (2013). the court.rt. He’s also in the USTA Northern Tennis Industry is published 10 times per year: monthly January through August and combined Now, in this 40th year of the California and the USTA Southern issues in September/October and November/ Professional Tennis Registry, the section halls of fame. In 1972, the December by Tennis Industry and USRSA, 310 organization he founded, it’s time to U.S. State Department cited him for Richard Arrington Jr. Blvd. North, Suite 400, fix this. While the HoF inductees for Exceptional Coaching Performance Birmingham, AL 35203. Periodcal postage paid this year are settled, we all can helpp in the Middle East, and in 1989, he at Duluth, GA and at additional mailing offices make this a reality for next year. received the Healthy American Fit- (USPS #004-354). Apr 2016, Volume 44, Number 4 © 2016 by USRSA and Tennis Industry. All Go to www.tennisfame.com, click ness Award. He was named Devel- rights reserved. Tennis Industry, TI and logo on “Hall of Famers” and nominate opmental Coach of the Year by the are trademarks of USRSA. Printed in the U.S.A. Dennis Van der Meer as a “Con- U.S. Olympic Committee in 1997. Phone advertising: 770-650-1102 x 125. Phone tributor.r.” And hurry—deadline forfor Dennis has been honored by so circulation and editorial: 760-536-1177. Yearly the 2017 induction class is April 1, many groups, organizations and subscriptions $25 in the U.S., $40 elsewhere. 2016. (Just look at that description governments that it makes no sense POSTMASTER: Send address changes to Tennis for “Contributor””—“exceptional con- to me he’he’s not yet enshrined inn Industry, 310 Richard Arrington Jr. Blvd. North, Suite 400, Birmingham, AL 35203. TI is the official tributions that have furthered the Newport. This is something that magazine of the USRSA, TIA,and ASBA. growth, reputation, and character of everyone in this industry can rally the sport…”—it was practically writ- behind. Let’s fix this now.. Looking for back issues of Tennis Industry/ Racquet Sports Industry? Visit the archives at our website at TennisIndustrymag.com for free digital Peter Francesconi, Editorial Director versions back to 2004. [email protected]

44 TennisIndustry April 2016 www.tennisindustrymag.com

Industry News Information to help you run your business

T.O.M. Conference Slated USTA PlayDev Creates New For March 23-25 in Miami It’s not too late to sign up for the ‘‘Team USA’ Department Third Annual Tennis Owners & Man- agers (T.O.M.) Conference, March STA Player Development has created a 23-25 at the Hilton Miami Downtown new “Team USA–Pro” department that during the Miami Open pro tennis Uwill be focused on providing American tournament. Single-day rates are pro tennis players with coaching assistance, available for the T.O.M. training and financial resources to help them reach the Top 100. USTA Lead National Coach- es Tom Gullikson and Kathy Rinaldi have each been promoted to leadership roles in the new department and will lead its coaching efforts on the men’s and women’s sides, respectively.. The conference will bring together The Team USA–Pro department was cre- leading experts in facility manage- ated to provide professional players ranked ment, programming and other key between 100 and 500 resources and assistance areas to provide vital information to similar to what has been available to junior grow tennis businesses, in addition players since USTA Player Development first to a TTennis Tech Fair & Resource began to incorporate the Team USA philoso- Center. phy into its junior development structure in Key speakers include Dr. Jack 2014. Geoff Russell will assume a new role, as Groppel, Cliff Drysdale, Gigi Fernan- senior manager of Team USA–Pro, overseeing dez, Emilio Sanchez, Jim Baugh and the department’s administrative operations. Dr. Gerald Faust, among other man- “When players move quickly into the Top agement and business consultants. 100, they have a much better chance of achiev- Tennis industry speakers include ing rankings in the Top 50, Top 20 or Top 10,” Martin Blackman Craig Jones, Dan Santorum, John Em- says USTA Player Development General bree, Randy Futty, Pat Hanssen, Lee Manager Martin Blackman. “Team USA–Pro Sponaugle, Virgil Christian and Scott will better enable us to maximize this oppor- Schultz. Among facility owners and tunity for our American pros and help them managers sharing their knowledge achieve a ranking that gets them into the will be: Greg Lappin, Simon Gale, main draw of Grand Slam events, where we Mike Woody, Fernando Velasco, eventually want to see them competing into Jorge Capestany, Doug Cash and the second week.” many others. To register and for Additionally, USTA Player Developmentt more information, go to TheTOM- has reorganized its structure of National Conference.com. Coaches, creating teams of coaches who will focus on distinct groups of players: juniors, State of Industry Tom Gullikson collegiate players and professional players. Forum in Miami Richard Ashby (girls) and Andy Brandi (boys) have each Held in conjunction with the been promoted to lead the junior coaching teams. The T.O.M. Conference will be the overall coaching reorganization is a move to assemble State of the Industry Forum, from teams of coaches that will better be able to meet the de- 10 to 11:30 a.m. on Wednesday, velopmental and training needs of those specific groups of March 23 at the Hilton Miami players. Downtown. The Forum is free to “We are utilizing the expertise and commitment of our attend (but space is limited, so coaching staff to develop smaller and more sharply focused register at TheTOMConference. coaching teams in order to provide private-sector coaches com) and will present the latest and programs with a collective resource that specializes news and data about the state in a particular phase of development—junior, collegiate or of the tennis industry, including professional,” Blackman says.�� research, trends and more. Kathy Rinaldi

www.tennisindustrymag.com April 2016 TennisIndustry 77 Industry Neewss

PTR, Tennis Europe Partner coaches,” says PTR CEO Dan Santorum. “We for racquet sports in the Americas. to Boost TennisCoachEd.com are confident those Federations who choose Pound—a former Division 1 college TTennis Europe and the PTR have a two-year to work with PTR will benefit greatly and see player, USPTA certified pro, club director partnership that will make PTR an “Official an increase in their overall tennis growth.” and college coach—previously, he served Continuous Learning Provider” partner of the as regional sales manager for Amer Sports Tennis CoachEd initiative. The partnership Pound, Maule Take On Winter, Outdoor and Cycle sales organiza- will provide PTR with additional opportuni- Key Roles at Wilson tion, and prior to that, worked as a terri- ties to promote activities in Europe. Ten- Iain Pound (right)has been promoted tory manager for Wilson in the Southeast. nisCoachEd.com is Tennis Europe’s project to national sales director for Wilson Maule comes from Babolat, where he aimed primarily at providing Racquet Sports and was national sales manager. At Wilson, new opportunities, informa- will lead the brand’s he will focus on growing the brand in the tion and services for the sales efforts in the U.S., Canada and Latin America. Maule European tennis coaching specialty tennis was an ATP-ranked pro player in 1990- community. channel in the U.S. 1993 and won the ITF Men’s 40 and over “PTR is looking forward to Also, Wilson has doubles World Championship in 2012. He working with Tennis Europe hired Mickey Maule led Northern Illinois University’s tennis and its National Tennis Federations to pro- as its new regional team as head coach and served as assis- vide additional quality education for tennis commercial director tant head coach at Northwestern.

New Edition Released For ‘Tennis Parent’s Bible’ Frank Giampaolo has come out with the Second Edition of his popular “Tennis Par- ent’s Bible,” written to help increase family harmony, decrease the game’s dramatic drop-out rate, and maximize a player’s po- tential at the quickest rate. Unifying the player, parent and coach relationship holds many benefits, not only for the athlete and his or her parents, but also for tennis industry professionals, says the author. Improved team synergy will help build and maintain a healthy club bottom line, support a thriving junior develop- ment program, reinforce the lesson curriculum, organize parental accountability with Babolat Introduces New, actual job descriptions and strengthen parental commitment. Lightweight JET Shoe For more information or to order the new abolat’s new, lightweight JET shoe is now available, weighing in at 11.46 edition, visit maximizingtennispotential. ounces. The company says the shoe is made from the “lightest performance com. Bmaterial ever put into a tennis shoe.” The shoe is “built for speed yet excep- tionally supportive,” says Babolat, designed to help players move faster and more U.S. Fed Cup Team lightly on the court. Plays in Australia The unique one-piece upper uses “Matryx,” a patented, woven textile made with The U.S. Fed Cup Team will travel to Aus- durable Kevlar and Polyamide woven into specific zones where players need it tralia for the 2016 Fed Cup World Group most, and creating areas of visible support amid the catchy design. The shoe also Playoffs April 16-17 at a site to be deter- features an exclusive “S” pattern Michelin outsole that’s designed to allow for quick mined. Australia is seeded No. 8, while the direction changes while providing traction and durability, says Babolat. U.S. was unseeded. The U.S. advanced to The shoe is designed for competitive players looking for lightness and support. the playoffs after winning its World Group It’s available in all-court men’s and women’s models, and a clay men’s model, in II First-Round tie over Poland, 4-0, held in gray/red and light gray/yellow. Suggested retail is $135. Visit babolat.com. �� Hawaii in February.

88 TennisIndustry April 2016 www.tennisindustrymag.com Industry Neewss USTA Awards Wheelchair Tennis Grants to Nine Programs he USTA is awarding $62,550 in Mitch Case is newest USTA Wheelchair Tennis Grassroots USRSA tester TGrants to nine programs nation- Mitch Case, the director of tennis at Wo-o- wide to promote and develop the growth odridge Lake in Goshen, Conn., is the newest of wheelchair tennis and use the sport of USRSA tester. Case has been stringing tennis to build stronger, healthier commu- racquets since 1995 and customizing frames nities. since 2007. He's a PTR-certified pro in both “Wheelchair tennis continues to grow Adult Development and in stature and popularity in the U.S.,” says Junior Performance, Dan James, USTA national manager of teaching players of Wheelchair Tennis. “These organizationsns all ages at Woodridge positively impact wheelchair tennis and we Lake, as well as indoors know these grants will be a part of a contin- at the Farmington ued effort in expanding programs that sup- Valley Racquet Club in port the wheelchair community through Simsbury, Conn. tennis and foster growth and success in Case, who played players.” Grants are being awarded to: college tennis at • • Dwight Davis Memorial Tennis Center, St. Western Connecticut Louis State University, is also • • Great Lakes Adaptive Sports Association,on, an Etcheberry certified coach, a No-Cut High Lake Forest, Ill. School coach, and is a member of Tennis • • Rome Sports, Rome, Ga.a. Magazine's Playtest Panel. • • Grey Rock Tennis Club, Austin, Texas • • Houston Wheelchair Tennis Program && SCTA Presents Awards Team, Cypress, Texas Several individuals and organizations • • Tennis 4 Every 1, The Woodlands, Texas were honored recently at the Southern • • University of Alabama–Adaptive Athletics, Tuscaloosa, Ala. California Tennis Association’s Annual • • West Coast Wheelchair Tennis Association, North Hollywood, Calif. Meeting & Awards ceremony held at the • • Wheelchair Sports Federation, Middle Village, N.Y.Y. Los Angeles Tennis Center-UCLA. Since 2008, the USTA has given more than $450,000 to wheelchair tennis pro- • Henry Talbert Lifetime Achievement: grams across the country.�� Franklin Johnson

www.tennisindustrymag.com April 2016 TennisIndustry 99 Industry Neewss People Watch Aimee Ruiz and Jose Dias, to joining the ITA, Beaullieu sity men’s and women’s tennis 2015 graduate of Colorado two members of the Head Penn was a youth tennis coach and coach Tina Tharp has been College in Colorado Springs, National Playing Staff, have tournament coordinator at named coach of the year for the Colorado, began her duties earned appointments to the Tennis Success Inc. in Corpus USTA Middle States section. with the ITA on February 16. USA Racquetball National Adult Christi, TTexas. Prior to her joining the ITA, Team with their title runs at the Mario Ibarra is the new execu- Edman worked as a Gradu- 2016 National Doubles Champi- Kristina Mladenovic and tive director of USTA Wyoming ate Assistant for Diversity & onships held in February. Alizé Cornetare are the latestst in the Intermountain Section. Inclusion at the United States WTA players to endorse USA- Olympic Committee's offices Wes Beaullieu has been ap- NA Health Sciences nutritional Mary Edman has been ap-ap- in Colorado Springs. She pointed as the Intercollegiate products. pointed as the Intercollegiate was also a USTA Junior Team Tennis Association's new Cham- Tennis Association's new Mem- Tennis Intern in the summer pionships Coordinator. Prior West Chester (Pa.) Univer- bership Coordinator. Edman, a of 2014.

• • Evelyn Houseman Junior Sportsman- Service Awards were presented to US Open Pickleball Chps. ship Award: Brandon Holt and Ena Dave Nowick, Junior Tennis; Mahlone Set for Naples, Fla. Shibahara Becker, JTT; Ron Marquez, Cathedral The inaugural US Open Pickleball Cham- • • Member Organization: Marguerite Ten-en- Catholic H.S., San Diego, High School Ten- pionships is set to take place in Naples, Fla., nis Pavilion nis Coach; University of California–Santa April 26-May 1, and it is already so explo- • • LA84 Foundation/NJTL: Mike Casarz Barbara, Tennis On Campus; Bryan East, sively popular that its organizers are beyond • • Long Ellis Intercollegiate Award: Uni- Wheelchair Tennis; Pete Brown Scholar- excited. versity of California, Santa Barbaraa ship Fund, Los Angeles; Scott Cleere, Cen- “We’re going to sell out on mixed doubles; • • Curt Condon Spirit Award: Hank Lloyd tral Coast; Alvin Alaman, Orange County; it’s the most popular event,” says Terri Gra- • • Eugene Jung Multicultural Award: JayJay Amy Ellison, Adult Leagues (Inland Em-- ham, president of Spirit Promotions, the Diaz pire); Richard Chang, Volunteer. group responsible for organizing the event. “We have 48 courts. They’ll all be busy.” Paddletek LLC of Niles, Mich., developed a custom paddle for the tournament, and Curtis Smith, CEO, says it is selling out as fast as it can be produced—“and we haven’t even officially announced it yet.” Wilson has pro- duced the official balls for the tournament and DecoTurf is the official surface; in fact, local officials in Naples fast-tracked con- struction proceedings in order to have all the facilities ready for the event. The event has a title sponsor, home builder Minto, as well as sponsorship support from more than a doz- en other companies and charity partners. The event is filling room nights in hotels in and around Naples, and also bringing in traffic in local condos. And, says Graham, Solinco Adds New once pickleball players get a look at the facili- Hyper-G Co-Poly A A P P A A olinco introduces a new string to its formidable lineup. The Hyper-G is a S S U U co-polyester string utilizing a newly developed chemical formula in combina- Y Y S S E E tion with the high-powered polyester monofilament fiber that is designed and T T S R R shaped to generate maximum power and control while amplifying spin, according U U O O to the company. C C O O T T Hyper-G is available in four gauges—16/1.30, 16L/1.25, 17/1.20 and 18/1.15—in 40- O O H H foot packages and 656-foot reels. Visit solincosports.com. �� P P

1010 TennisIndustry April 2016 www.tennisindustrymag.com Industry Neewss

ties—either in person or by being one of trainers, athletic trainers, physi- USRSA Announces the estimated 50 million who will see the cians, healthcare providers and other New MRTs and CS finals on CBS (which has signed a multi- tennis-specific specialists. Faculty Master Racquet Technicians year deal to televise the finals)—they’ll included some of the world’s leading Albert Juliano - Farmington, CTT want to come back to Naples and play tennis-specific fitness education Jeremy Reeve - Melbourne, VC Australia there. experts. Hernan Chaves-Posse - Vancouver, BC “This place is going to attract visitors For information, on the 2016 World Canada long after we leave here,” she says. Tennis Fitness Conference, visit itpa- Certified Stringer —Mary Helen Sprecher tennis.org. William Milne - Fort Wayne, IN

iTPA to Hold 2nd Annual World Tennis Fitness Conf. The Second Annual World Tennis Fitness Conference, presented by the International Tennis Performance Association (iTPA) will be July 30-31 in Atlanta. The conference focuses on techniques and evidence-based infor- mation to help participants to more effectively train tennis players. About 140 people from six countrieses attended the inaugural event last year, including tennis coaches, strength and conditioning coaches, personal

www.tennisindustrymag.com April 2016 TennisIndustry 1111 Industry Neewss Short Sets Fila will become thethe of the Year Award. Also, Laykold Masters systems the event, which was TGA Premier Youth Official Athletic Apparel Sportsman’s Tennis and with a five-year warranty. held March 4-6. Tennis has a new and Footwear partner Enrichment Center of Masters systems have franchise, located in of Tennis Canada. The Dorchester, Mass., was been featured at tennis NetJets Inc. has signed Durham, N.C. multi-year deal will also named USTA NE Or- showcases and events on as the official private make Fila a silver sponsor ganization of the Year, across the globe includ- aviation partner of the The University ofof of the Rogers Cup events, and the Boston Tennis ing Chicago, New York 2016 PowerShares North Carolina defeated held in both Montreal and Classic hosted by City, Rome and Tokyo. For Series, the circuit for Virginia to win its first Toronto, and of Davis Cup Tennis 4All was named info, visit laykold.com. champion tennis play- Intercollegiate Tennis and Fed Cup official uni- Special Tennis Event of ers over the age of 30. Association Division I forms, senior, junior and the Year.. The same-gender NetJets will receive ad- National Men's Team wheelchair national and couples’ doubles tourna- vertising spots, branded Indoor Championship international events, as Advanced Polymer ment, inaugurated last in-broadcast features, in February. Meanwhile, well as all Tennis Canada Technology (APT) March in Palm Springs, signage and hospitality No. 6-ranked California officials, and national has introduced its Calif., is now a USTA while providing flights captured its first-ever training center partici- new Laykold Masters National Championship for PowerShares Series ITA Division I National pants. premium all-weather event and will become an players to select events. Women's Team Indoors surface, with several annual part of the USTA’s The 2016 PowerShares Championship title in The Marshfield (Mass.)) enhancements to the adult competition tennis Series features 12 events February with a 4-3 Tennis Club received the high-performance calendar. The Plaza Rac- throughout the year victory over No. 5 North USTA New England CTA surface. APT backs all quet Club again hosted starting April 8. Carolina.

1212 TennisIndustry April 2016 www.tennisindustrymag.com Industry Neewss

Tennis Racquet Performance Specialty Stores January-Decemberr, 2015 vs. 2014 Units 2015 669,914 2014 677,842 % % change vs. ’14 1%1% Dollars 2015 $98,637,000 2014 $100,171,000 % % change vs. ’14 -2% Price 2015 $147.24.24 2014 $147.78 % % change vs. ’14 0%0%

Top-Selling Racquets at Specialty Stores By year-to-date dollars Jan.-Dec. 2015 Best Sellers 1. Babolat Pure Drive 2015 (MP) 2. Babolat Aero Pro Drive (MP) 3. Wilson Pro Staff 97 (MP) 4. Wilson Pro Staff RF 97 Auto (MP) 5. Babolat Pure Aero (100) 2016 (MP)

“Hot New Racquets” (introduced in the past 12 months) 1. Babolat Pure Aero (100) 2016 (MP) 2. Wilson Blade 104 2015 (MP) 3. Head XT Instinct MP (MP) 4. Wilson Blade 98 18x20 2015 (MP) 5. Wilson Burn 100 S (MP)

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

Top-Selling Strings at Specialty Stores By year-to-date units, Jan.-Dec. 2015 1. Babolat RPM Blast 2. Prince Synthetic Gut Duraflex 3. Wilson NXT 4. Wilson Sensation 5. Luxilon 4G

(Source: TIA)

www.tennisindustrymag.com April 2016 TennisIndustry 1313 Industry Recognition

PTR Honors Members Wiitth Annual Awards

he Professional Tennis Registry presented its annual awards dur- Ting the 2016 PTR International Tennis Symposium, held Feb. 16-20 on Hilton Head Island, S.C. The event included more than 40 educational presentations for tennis teachers and coaches. A highlight of the week was the in-- duction of Billie Jean King into the PTR Hall of Fame. King, who won 39 Grand Slam titles in singles and doubles, was coached by PTR founder Dennis Van der Meer during the famous “Battle of 2016 PTR Award winners: (front row, from left) Aruna Bernier, Billie Jean King, Larry Keeter; (back row) PTR CEO Dan Santorum, Leo Alonso, PTR Board President Roy Barth, Adams Zhao Ruifeng, Ann Koger, the Sexes” match with Bobby Riggs in Katy Rogers, Darryl Lewis, Lorenzo Beltrame. 1973. She was inducted into the Inter- national Tennis Hall of Fame in 1987. Certification Program at the HPI and 2016 PTR Awards The PTR Hall of Fame, considered has helped to design and implement • PTR Hall of Fame: Billie Jean King the organizations highest honor, was critical components of that training. • Professional of the Year: Lorenzo Beltrame, created to preserve history and honor Both a PTR pro and a USPTA Master Florida excellence. Candidates are elected by Professional, Beltrame has received • International Master Pro: Darryl Lewis, North the PTR Board of Directors and must be the Coach of the Year and “Doc” Carolina current or retired PTR members who Counsilman Science Awards by the • Touring Coach of the Year: Patrick Mourato- have contributed to PTR and the game UU.S. Olympic Committee. glou, France of tennis in a way that far exceeds the • College Coach of the Year: Ann Koger, Penn- norm. King is the fifth inductee, joining Aruna Bernier Named sylvania Dennis Van der Meer, Jim Verdieck, Dr. PTR Humanitarian • High School Coach: Suzie Heideman, Min- Jim Loehr and Arthur Ashe. PTR pro Aruna Chettri Bernier of nesota Austin, Texas, director of Tennis • Wheelchair Professional: Larry Keeter, North Beltrame Named Buddys LLC, has been named PTR Carolina PTR Pro of the Year Humanitarian of the Year. Bernier • Humanitarian Award: Aruna Bernier, Texas Lorenzo Beltrame of Windermere, Fla., had been putting all her energy into • Volunteer of the Year: Katy Rogers, Texas has been named PTR Professional of growing the game by teaching ten- • Clinician of the Year: Adams Zhao Ruifeng, the Year. The honor is presented to the nis, but when major earthquakes China PTR professional who has displayed hit her native Nepal a year ago, she • Tester of the Year: Leo Alonso, Argentina the highest standards of conduct took action, establishing a nonprofit, • Public Facility of the Year: Southlake Tennis and service to both tennis and PTR. ArunasNepalRelief.org, to help in the Center, Texas Throughout his career, Beltrame has relief effort, including traveling to • Private Facility of the Year: Circolo Della worked with dozens of ATP and WTA Nepal and risking her safety to deliver Stampa-Spoting, Italy tour professionals, including Jim Cou- aid directly.. • PTR/TIA Commitment to the Industry: PP.J..J. rier and Pete Sampras, and has coached As PTR Humanitarian of the YYear, Simmons, New Yorkork players in major events including the Bernier received a $2,500 check • PTR/USTA Community Service Award: Jes- four Grand Slams, Davis Cup and Hop- from the PTR Foundation to help sica Weyreuter, Alabama man Cup. her continue her work. Moved by her • Female Player of the Year: Emmy Kaiser, Since 1996, Beltrame has served as acceptance, PTR Foundation Chair- Kentucky Director of Tennis and Athletic Perfor- man Scott Tharp doubled the amount, • Male Player of the Year: Clayton Almeida, New mance Coaching at the Human Perfor- then Billie Jean King matched the York mance Institute in Orlando, Fla. He is Foundation grant and asked others to • Newcomer of the Year: Carlos Pedrero, Arizona responsible for the Mental Toughness contribute as well. ��

www.tennisindustrymag.com 1414 TennisIndustry April 2016 embe ennis busines ROGRAMMING ennisT.O. . adult 201 ore play courtconstruction IAMI OPE INCREASING EVENUE Profittech fair pro shop esource centerconference tate of the Industry Forum ENNIS OWNERS ANAGER sports facility management YOUTH TENNIS MARKET T E . O EA FAI C . M E N . R C E O F N N F O T T eennnniiss E C C C lluubb / / F F aacciilliit t y y R . OOw nnee E M r r ss && M aannaaggee N . r r ss:: C O . JJooiinn y y oo E T uur r ppeeeer r ss aat t T T hhiir r dd AA t t hhee T nnnnuuaall T T ..OO..MM.. C C H iinn MM oonnf f eer r eennccee iiaammii!! S S eeee ccoomm E pplleet t ee aaggeennddaa T oonn t t hhee f f oollll oow iinngg ppaaggeess,, O aann M dd r r eeggiisst t eer r aat t T T hheeT T OOM C C C oonnf f eer r eennccee..ccoo O mm N F E R STATE OF THE INDUSTRY E FORUM N C CONFERENCE E C . Tennis Owners & Managers O M Hilton Miami Downtown

AGENDA | MARCH 2325 T.O.M. AGENDA

WEDNESDAYY, MARCH 23 1:15 P.M. (Concurrent Session) SUSTAINABILITY OF THE MODERN TENNIS FACILITY STATE OF THE INDUSTRY FORUM P.J. Simmons, The Tennis Congress, Sustainability Expert TENNIS OWNERS & MANAGERS CONFERENCE Implementing sustainability practices can help your bottom line. P.J. Simmons, who works with senior executives from 70 Fortune 500 8:00 A.M. companies to form the Corporate Eco Forum, is an expert in finding REGISTRATION OPENS and sharing ways that being “green” can lead to “gold.”

8:00-9:00 A.M. 2:00 P.M. BREAKFAST IS A HIGH-PERFORMANCE JUNIOR PROGRAM RIGHT FOR YOUR FACILITY? Emilio Sanchez, Owner, Academia Sanchez-Casal 9:00 A.M. Former world No. 7 singles player Emilio Sanchez, who develops TENNIS TECH FAIR & RESOURCE CENTER young talent at academies in Barcelona and Naples, Fla., has worked with pros including Andy Murray, Svetlana Kuznetsova, Juan 10:00 A.M. Monaco, Feliciano Lopez and Janko Tipsarevic. Sanchez will discuss STATE OF THE INDUSTRY FORUM whether a high-performance junior program might be the right move Top industry officials present the latest news and data aboutt for your facility. the state of the tennis industry, including participation research, consumer and technology trends, tennis marketplace data, an update 2:20 P.M. on grow-the-game initiatives, updates from the USTA, and more. HOW TO BUILD AND RETAIN MEMBERSHIPS Gary Stewart, Virgin Active 11:30 A.M. With nearly 300 clubs in 10 countries, Virgin Active knows how to FOCUS ON TENNIS HEALTH: build and retain membership. The head of the company’s racquet THE CHALLENGE TO CHANGE BEHAVIORS sports division shares his programming tips and secrets so you can Co-Founder, Johnson & Johnson Dr. Jack Groppel, keep and create members for your facility. Human Performance Institute DrDr. Groppel states the case for changing the behavior of Americans 2:40 P.M. of all ages when it comes to how they view health and fitness, and DEMO: SHORT-COURT ALTERNATIVE FORMS OF TENNIS for the need for a unified message of health and fitness among Moderator: Doug Cash, CashFlow TTennis organizations, companies and individuals in the tennis industry. Simon Gale, General Manager & Partner, Taconic Sport & Racquet Club 12:00-1:00 PP.M..M. Ken Lindner, President & Founderr, U.S. POP Tennis Association T.O.M. CONFERENCE LUNCH Butch Staples, National Tennis Director, Midtown Athletic Clubs (T(T.O.M. Conference registration or ticket required.) More and more adults are looking at getting active and maintaining their health on a court that’s shorter than 78 feet. How are POP 12:15 P.M. TTennis, pickleball and other forms of short-court tennis appealing THE LIFE CYCLE OF A BUSINESS to consumers right now, and how can you capture this wave—and Dr. Gerry Faust, Founder & President, Faust Management Corp. their dollars? How you run your business today is vastly different from 20 years ago. What is, or should be, influencing how you make decisions 3:15 P.M. in today’s business climate? With his entertaining style, wit and NETWORKING BREAK wisdom, world renowned business expert Dr. Gerry Faust offers TENNIS RESOURCE CENTER insights into how you can increase your business, get more people playing tennis, and boost your bottom line. 3:30 P.M. IDEA FAIR/INTERACTIVE ROUNDTABLES: (Concurrent Session) 1:15 P.M. PROGRAMMING AND GENERATING REVENUE HOW TO FILL ALL YOUR COURTS Moderators: Doug Cash, CashFlow Tennis, Mike Woody, Genesis Health Clubs && Greg Lappin, Facility Consultant The manager behind the highly successful Greater Midland Tennis We want to know about the best ideas you’ve used to help grow Center, Mike Woody also was the driving force behind Midland being your business and get more people playing tennis! Our small-group named “Best Tennis Town in the U.S.” Find out how his community roundtable discussions (two 30-minute sessions) will include an focus helped to push his facility to new heights. expert on a specific topic, but we want you to share with your peers what’s worked for you, too. • • Marketing Tennis: How to Acquire New Players—Jeff Gocke • • Keys to Successful Programming—Ajay Pant

1616 TennisIndustry April 2016 Times, topics, presenters and exhibitors as of Feb. 20, 2016, and subject to change. TheTOMConference.com T.O.M. AGENDA

• • Growing Your Revenues Through Local Play—Craig Jones 10:30 A.M. • • Adult Alternative Formats (Masters Tennis)— COMPENSATING YOUR STAFF Christine Murphy Foltz Doug Cash, CashFlow TTennis • • Increase Prots with Cardio Tennis—Michele Krause For every club and facility, investing in good staff is one of the • • Family Tennis—Greg Lappin most important areas of your business, ensuring your members and • • Young Adult and Innovative Programming—Marilyn Sherman customers will return year after year. How should you compensate, • • Increasing Lesson Revenue Is the Easy Part—Lenny Schloss and evaluate, your staff to help reach your business goals? • • Connecting with Parks: Contract to Expand & Add Funds— Tom Sweitzer 11:00 A.M. • • Hispanic Grants, Programming and Diversity at Your Facility— NETWORKING BREAK DA Abrams TENNIS RESOURCE CENTER

5:00-6:00 P.M. 11:15 A.M. (Concurrent Session) COCKTAILS AND NETWORKING BREAK MEETING THE CHALLENGES OF MANAGING A FACILITY TENNIS TECH DEMO & RESOURCE CENTER Fernando Velasco, Owner/Manager, Grey Rocks TTennis Club Sponsored by USTA; introduction by Craig Morris, General Managerr,, Managing a private tennis club or a public facility is a challenging USTA Community Tennis & Youth Tennis endeavor. Longtime facility owner and manager Fernando Velasco provides suggestions on how to meet the demanding needs of players and members. THURSDAY, MARCH 24 TENNIS OWNERS & MANAGERS CONFERENCE 11:15 A.M. (Concurrent Session) THE IMPORTANCE OF RETAIL AT YOUR FACILITY Kevin Brandt, Brandt Sports Management 7:00 A.M. With a long history in the retail sporting goods market, tennis facility CARDIO TENNIS manager and director Kevin Brandt offers a unique perspective, and interactive session, about the importance of retail, and how to boost 8:00 A.M. sales of equipment and apparel. T.O.M. CONFERENCE REGISTRATION OPENS 12:00-1:00 P.M. 8:00-9:00 A.M. LUNCH CONTINENTAL BREAKFAST 12:15 P.M. 8:30 A.M. TRENDS IN PHYSICAL ACTIVITY & SPORTS: TENNIS TECH DEMO & RESOURCE CENTER PHIT AMERICA & WAYS YOU CAN MAKE A DIFFERENCE Jim Baugh, PHIT America 9:00 A.M. Longtime sports industry advocate Jim Baugh shows the latest eye- ARE YOU A “TENNIS WELLNESS CENTER”? opening trends in sports and fitness participation, stresses the need Dr. Jack Groppel, Co-Founder, Johnson & Johnson to grow tennis and to be open to “alternative forms” of the sport,ort, Human Performance Institute and explains how PHIT America is getting Americans, especially The health and fitness benefits of tennis should be a tool to help you children, more active, fit and healthy. grow the game and your business. How can you use the “wellness” aspect of tennis to get more people playing in your community? 1:00 P.M. HOW TO BUILD RESPONSIBILITY IN A TEAM 9:45 A.M. Dr. Gerry Faust, Founder & President, Faust Management Corp. DELIVERY SYSTEM AND THE NEXT GENERATION As a tennis facility owner/manager, you need to lead your staff to Moderator: Craig Jones, USTA Director of Junior Play success in many areas. With his entertaining style, business expert John Embree, CEO, USPTA DrDr. Gerry Faust helps you find the right ways to lead that will produce Dan Santorum, CEO, PTR sustained results. Scott Schultz, Managing Director, USTA University Top executives from the professional tennis teaching organizations 1:45 P.M. and the USTA talk about and answer your questions on how to find INDUSTRY BENCHMARKING AND APPLICATIONS young pros, women and diverse coaches, certification and continuing FOR STRATEGIC MANAGEMENT education, pro compensation, programs and initiatives, working with Jim Bates, Sports Club Advisors youth, and much more. Rich Jackim, Sports Club Advisors This interactive presentation will go through key metrics from the TIA’s most recent business assessment survey that was sent to facility managers and owners, and will apply those metrics to business valuation, value enhancement and strategic planning.

TheTOMConference.com Times, topics, presenters and exhibitors as of Feb. 20, 2016, and subject to change. April 2016 TennisIndustry 1717 T.O.M. AGENDA

2:30 P.M. 8:30 A.M. INCREASE RETENTION AND DUES INCOME TENNIS TECH DEMO & RESOURCE CENTER THROUGH HEALTH INSURANCE REIMBURSEMENT Reid Hans, Athletic Club Financial Consultant 9:00 A.M. Health insurance reimbursement programs for fitness activities can WHERE WE’VE BEEN, WHERE WE’RE GOING have a significant impact on your revenue—all with a limited amount Cliff Drysdale, ESPN Broadcaster of investment in dollars and time. International Tennis Hall of Famer and TV tennis analyst Cliff Drysdale offers his entertaining, engaging and enlightened insights 3:00 P.M. into the business of tennis from his view as one of the most popular NETWORKING BREAK/ personalities in the tennis community, to his involvement in club TIA AND USTA RESOURCES TO HELP YOUR BUSINESS and resort management, to his experience as an on-court teacher of Jolyn de Boer, TIA Executive Director the game. Scott Schultz, Managing Director, USTA University When it comes to growing the game, and your business, you need to 9:45 A.M. use all the tools you have at your disposal. See how TIA and USTA SELLING TENNIS: STRATEGIES FOR TODAY’S MARKET resources, many free to use, can help your facility, and share your Casey Conrad, President, Communication Consultants WBS Inc. questions in a Q&A. Longtime club consultant Casey Conrad offers keys to a successful sales system for your business, how to target tennis prospects, and 3:30 P.M. how to leverage the latest technology in the sales process. YOUR FACILITY: PROTECTING & MODERNIZING YOUR MOST VALUABLE ASSET 10:15 A.M. (Concurrent Session) Moderator: Peter Francesconi, Tennis Industry Magazine DRIVING NEW REVENUE THROUGH DIGITAL MARKETING Virgil Christian, USTA Sr. Director, Market/Facility Development Bill Konstand, President & CEO, TAG Randy Futty, California Sports Surfaces What are the most important aspects of digital marketing that you Pat Hanssen, Har-Tru Sports need to implement right now to keep ahead of the curve? Our expert Lee Sponaugle, Sport Court International will answer this and many other questions that will keep you in How can you keep your courts and facility in the best shape possible, control of your future. to appeal to consumers and players? Our panel of top experts discusses key trends that tennis facility owners and managers need 10:15 A.M. (Concurrent Session) to be aware of, and answers your questions. SECRETS TO FILLING NON-PRIME-TIME COURTS Doug Cash, CashFlow TTennis 5:00 P.M. Keeping your courts as full as possible, at all times of the day, are a NETWORKING BREAK key to profitability. See what our experts have to say about how to fill TENNIS TECH DEMO & RESOURCE CENTER non-prime-time courts.

5:30 P.M. 11:00 A.M. BUSES LEAVE FOR MIAMI OPEN NETWORKING BREAK (Ticket required, additional purchase.) TENNIS RESOURCE CENTER

11:15 A.M. FRIDAY, MARCH 25 HOW DOUBLES CAN GROW YOUR BUSINESS TENNIS OWNERS & MANAGERS CONFERENCE Gigi Fernandez, Former World No. 1 Doubles Player Hall of Famer Gigi Fernandez, with 17 Grand Slam doubles titles to her credit, states the case for how the game of doubles can help you 7:00 A.M. grow your business. CARDIO TENNIS 11:45 A.M. 8:00 A.M. ADDRESSING YOUR TOP MEMBER COMPLAINTS T.O.M. CONFERENCE REGISTRATION OPENS Jorge Capestany, Manager, DeWitt Tennis Center If you’re in a service industry, you’ll most likely receive complaints 8:00-9:00 A.M. from time to time. One of this sport’s top managers helps you to CONTINENTAL BREAKFAST address member complaints in a way that makes your facility, and your staff, shine.

1818 TennisIndustry April 2016 Times, topics, presenters and exhibitors as of Feb. 20, 2016, and subject to change. TheTOMConference.com T.O.M. AGENDA

12:15-1:30 P.M. LUNCH AND WORKING SESSION PROBLEM-SOLVING ROUNDTABLES: ASK THE EXPERTS! • TIA Knowledge Base and Industry Blog Site—Israel Castillo Moderators: Doug Cash, CashFlow Tennis, • How to Sell Tennis/Q&A—Casey Conrad && Greg Lappin, Facility Consultant • Finding the Proper Software for Your Facility/Q&A– Have an issue that you’d like to know more about? Our small-group Charlie Ruddy problem-solving roundtables (two 30-minute sessions) pair you up • Strategic Management for Your Facility/Q&A—Jim Bates with an expert in an area you need to address—and help you get • Strategy for Doubles Tennis Growth/Q&A—Gigi Fernandez solutions from your peers, too. • Sustainability and Your Facility/Q&A—P.J. Simmons • The ROI of Technology—Sashi Menon • What You Need to Know About Working With Youth— • Addressing Your Top Member Complaints/Q&A— Craig Jones Jorge Capestany • Independent Contractor or Employee?—Doug Cash

T.O.M. CONFERENCE RESOURCE CENTER EXHIBITORS

10sPortal Healthways (Silver Sneakers) Professional Tennis Registry 10-S Tennis Supply Jusuru International/Liquid Bio Cell QLIPP American Sports Builders Association LEDs4Sports Sport Court International Beard Tennis Systems LidLum Sports Interiors Billie Jean King’s Eye Coach Lux-Craft Inc. Sports Marketing Surveys Cardio Tennis NetKnacks Tavistock Development Co. Careers In Tennis Oncourt Offcourt U.S. Tennis Association Club Automation Play TennisConnect Zensah ClubClix.com Playmate Ball Machines Court Desk POP Tennis (Exhibitors at press time.)

TIA State of the Industry Forum STATE OF THE INDUSTRY FORUM Tennis Tech Fair and Resource Center

March 23, 2016 starts at 9:00 am (Hilton Miami Downtown)

Join top industry leaders and executives, manufacturers, organizations and more in support of YOUR industry.

• Latest news about the state of the tennis industry • Participation, consumer and technology trends • Updates on key initiatives, including “Rally the Family” • How to boost the “tennis economy” • USTA updates, including the USTA National Campus and NTC • And much more…

Free to attend—but registration required at TheTOMConference.com.

For more info or to register: TheTOMConference.com • contact the TIA / 843-473-4504 • [email protected]

TheTOMConference.com Times, topics, presenters and exhibitors as of Feb. 20, 2016, and subject to change. April 2016 TennisIndustry 1919 Join thousands of tennis facilities across the country as they Rally The Family!

How do you get involved? • Sign up to participate at RallyTheFamily.com and get listed so consumers can find you, your programs and events. • Agree to offer introductory and multi-week entry level programs for all ages. • Utilize Red, Orange and Green tennis balls on 36- and 60- foot courts. • Make sure your staff has gone through the free Coach Rally The Family Youth Tennis training (visit CoachYouthTennis.com). . . . to play tennis! • Consider offering online registration (through your Sign Up Now at RallyTheFamily.com own website or options provided at PlayTennis.com You’ll be a part of an industry-wide campaign to boost or YouthTennis.com). tennis activity and interest across the U.S. 36'

Why should my facility participate in the Rally The Family campaign?? 1) Attract more people and more 4) Provide activities for important business to your club, tennis center family time, and provide families or public park facility. with a health and fitness option. 60' 2) Fill your existing programs, or help 5) It is a new, exciting campaign that to create new, family-focused is supported by the entire tennis programs and events. industry—you’ll help to support the game both in your community and Download free guides and 3) Add new members and players, on a national level. promotional material to create more demand for court time, help grow your business– and increase pro shop sales. including the Guide to Welcoming Families

Join YOUR Industry Go to RallyTheFamily.com to sign-up as a participating site, get free materials and listings onPlayTennis.com, Youth Tennis.com and other consumer search engines.es. To Help Revitalize For more info, call the TIA at 843-686-3036 or email [email protected] Tennis in America!

Racquet Tech

Are Starttiing Knotts a Thing of the Past? By Bob PPattetersrson n our “Ask the Experts” sec- tion of the March 2016 issue, I Associate Editor Greg Raven addressed a question from a reader that we field often here at the USRSA: “Are starting knots a thing of the past?” Greg answers the question and explains the process of using a starting clamp in lieu of a starting Procedure without an offset device. knot, but I thought it presented a great opportunity to show the procedure in action. Whether or not you are com- fortable using a starting knot, as a racquet technician you should, at least, be familiar with how to use aa starting clamp instead of a starting knot. Although we touched on the subject in an earlier RacquetTech article, “One Tool, Many Uses” (June 2015 issue), the accompany- Procedure using an offset device. ing photos should help demon- strate the procedure with using an offset device and without. First, you will need a quality starting clamp. They can be a bit pricey, but getting a good one is well worth it. The one I use is almost 30 years old and still works great. You may also want to invest in an These four offset device. These are available photos show from various sources and I have various offset seen some pretty good homemade devices. ones, if you are so inclined. We have photos of several variations of these devices provided by Master Racquet Technicians Albert Lee, John Gugel and Mike Newbound. Of course, it is up to you to decide the best practice and procedure for you, but as we always stress, be con- sistent! Consistency is the corner- stone of good racquet service. ��

2222 TennisIndustry April 2016 www.tennisindustrymag.com

Grassroots Tennis

Play It Forward! CTAs, public parks, schools and NJTLs are on the front lines when it comes to growing this sport in communities. USTA Northern It’s ‘Friday Night Lights’ For Kids in Fargo Looking for high school kids on Friday nights in Fargo, N.D.? Now you can find more than 60 of them playing tennis at Courts Plus Community Fitness as part of its new “Friday Night Lights” High School Junior Team Tennis program. Players from Fargo Sheyenne, Shanley, Davies and South high schools are all participating, as well as teams from West Fargo and Va Valley City (who drive over 60 miles to play). They’re all getting valuable match-play opportunities, followed by pizza and social time. Last November at the USTA’s Tennis Development Workshop in San Diego, Courts Plus head pro Oliver Summers heard about World Team Tennis (WTT)—a co-ed program where kids play singles, doubles and mixed doubles as part of a team and use a total-games- won format, and where cheering is encouraged during play. He thought it would be a great way for girls’ and boys’ high school tennis team members to play together. “I'm excited with how it’s going,” he says. “We asked the kids which night would be best, and surprisingly, they said Friday, which was great because we often have open courts then. Each team has at least 10 players and each team's organizer is their high school head or assistant coach. Plus, the parents have gotten involved.” “I used to feel some pressure on Friday to go out just for the sake of going out,” one participant says. “But now I play tennis and it’s awesome.” Another player agreed, “You get to be with your friends and meet new people. I love that we play against other teams, haveve fun and work on tennis. Afterwards we all go out, or see a movie, or just hang out. Tennis is now what I do on Friday nights!” —— Lisa Mushett USTA Eastern Partnering With Schools in Orange County, N.Y. Orange County, N.Y., has had a recent resurgence of tennis players, in large part for the work that Ari Roberts, director of MatchPoint Tennis, has been doing. He’s built a relationship with the local YMCA to facilitate after- school tennis programming in more than six school districts in the county. With kid-friendly equipment, shorter courts, and instant-play gamess and activities, it’s easier than ever for tennis and providers to connect with schools to grow their programs. The USTA has developed a specific cur- riculum and training program for introducing tennis in phys-ed classes, which can provide a strong foundation for connecting kids to additional play opportunities. MatchPoint hosted a tennis carnival for all Goshen, N.Y. Intermediate School Tennis program participants and had more than 60 kids attend—with 30 signing up for programming. (Roberts has shown that you can teach large groups in small spac- es—and quite successfully, too!) Once school permission is obtained, conducting phys-ed class visits introduces tennis to large numbers of students and familiarizes them with the local programs and/or facilities. Partnering with a school is a great way to attract more kids to the game and grow your business! As community development chairperson, Roberts, along with USTA Eastern, have produced a short video called “Tennis Anywhere,” highlighting how much fun kids have playing tennis off-court. (Visit eastern.usta.com/videos.).) Partnering with schools to make tennis grow and expose more players to tennis will enrich the lives of youngsters and make club owners more successful!

2424 TennisIndustry April 2016 www.tennisindustrymag.com

Retailing 143

Your Sttore Is The Brand!! By JJay TTownleley y

s I look over the retail landscape, I am struck by the difference A between specialty retailers who think complaining is a strategy, and the new-wave and outlier specialty retail- ers who are creating uncontested local market space. The first group complains that if only their suppliers and the major brands would support them, things would go back to the way they were, and they market? Let’s start with consistency, consistently good to great retail shop- would be able to compete with the pure- which is a part of building your store ping experiences accumulate to form one play online retailers. The second group brand with the budget you already generally favorable brand image. understands that things will not go have. Remember that your store brand back to the way they were. They know is not what you think or say it is—it’s Cutting-Edge Tech? their specialty retail store isis the brand what your customers and the people Leading-edge technology is great when in their neighborhood and community, in your community think and perceive you can afford it, but your local store and as such they can not only compete your brand to be. brand doesn’t need leading-edge tech- with the pure-play online retailer, they Once you’ve decided on your store nology to create loyal, profitable custom- can make these competitors irrelevant. name and logo, you need to stick with ers. You can create customers for life by “If you are in business, you already it consistently. Don’t deviate from the consistently delivering outstanding and have a brand,” writes T. Scott Gross in design or color across all the places memorable tennis lifestyle shopping his book “Micro Branding: Build Power- and ways you use your logo. It helps if experiences. ful Personal Brand & Best Your Com- you settle on a name and logo that the What about brand-name products? petition.” We highly recommend this majority of your customers like and can If you don’t need nationally recognized book to independent specialty tennis relate to—but once you have a store ID brands to compete successfully, what do retailers to help develop their stores as that works, be consistent. you sell? The answer: The brands that the brand in their local markets. These For the same money you spend on a you determine will support your retail key points are paraphrased from “Micro disjointed brand presentation—to be store brand and are interested in you Branding”: mediocre—you can mount a coordinat- making a fair and equitable profit. • • You don’t need a nationally recog- ed store brand campaign that presents Your tennis customers have access to nized brand to compete successfully. a uniform, consistent and recognizable huge amounts of objective information • • Your store brand is, in many ways, image on everything your customers about everything in the tennis world and more powerful than a national brand. see and touch. you can use this information to assist you • • You don’t need leading-edge technol- Consistency also extends to how you in selecting the brands and products that ogy or a national reputation to create and your staff deliver an outstanding will support your specialty retail busi- loyal, profitable clients. retail shopping experience. The thing ness and help build your retail brand. • • Building your store brand costs less to remember is your customers don’t This is how your store brand becomes than you now spend to be mediocre. form one impression or image of your more powerful than any national brand • • Building your store brand is easily store brand, even if it is bad (the excep- in your neighborhood and community. �� accomplished on your budget. tion is if the experience is horrible). What the research shows is your cus- Jay Townley is a partner in the retail It’s About Consistency tomers form your store’s brand image consulting firm Gluskin Townley So, how does a tennis retailer make in their conscience over time and based Group (www.gluskintownleygroup. their store the “brand” in their local on numerous contacts and inputs—and com).

www.tennisindustrymag.com 2626 TennisIndustry April 2016

Event Marketing

Tennis Event Marketing: Get Out of Your Comfort Zone By Laura Bowen

s the director of marketing for the USTA Florida Section, one A of the questions I get asked most often by tennis providers is, “How can I get more people to attend my tennis event?” Whether it’s a festival, Play Day,, tournament, exhibition, or other tennis event, we all want to max out on atten- dance. But achieving that goal requires some solid planning before and beyond the actual event, and getting outside of the usual channels. Here are a few quick tips to help you plan for a bigger (and better) tennis compete with another, possibly more and encourage them to sign up on the event: popular, event. spot (at a discount).

1. Think about your consumer 3. Offer an incentive for those 5. Technology is your friend Who would be interested in your tennisis who register early Using an electronic registration system event? Why would they want to attend? Promotional products are best applied for your event will help you capture Don’t be afraid to narrow your audi- to get people to register for a current information on your participants that ence. People want different things, and event and attend future events. Think you can use to communicate with them trying to be all things to everyone often about what your minimum participant before and after the event. Social media muddies the value proposition. count is and offer an incentive (food, ads are a great way to expand your reach drink, giveaway item) for that number at a very low cost. 2. Find out where your consumer of registrants. Not only will you seed Of course, getting the participants is already going for information the pot, but it will help you know early engaged in social media during the and activities on if you might need to cancel or re- event itself is another great way to For example, if you are looking to bring schedule due to low participation. cross-promote and reach people for in new participants, hanging posters at future events. Twitter, Facebook and your tennis facility is likely not going to 4. Use the current event to sell Instagram are all great tools to show reach a new audience. Think of where the next one how much fun your event is. Be sure to those consumers are going now and The best opportunity to sell your next promote your next event while posting build a presence in those channels. event or play opportunity is at a current about this one. �� Are there major community events one. Once participants (especially new in your area that naturally attract this players) leave your event, getting them Laura Bowen is the director of market-t- audience? If so, create an experience to return becomes incredibly difficult. ing & membership for USTA Florida. at those events that will help promote Be sure to have another event sched- This column was adapted from USTA your play opportunities. Avoid schedul- uled, or better yet, use your event as a Florida’s Weekly E-News from June ing your event on a date when you will kick-off to regular play opportunities 2015.

www.tennisindustrymag.com 2828 TennisIndustry April 2016

Facililitity Management t Event Tracking— the Next Level of Service

By Rod Hececkelman

t’s 1 p.m. on a Tuesday and out of nowhere, you are accurate in tracking attendance and usage, it is not designed slammed with an unbelievable number of mem- to forecast the unexpected. bers and guests. Your staff is well-trained, but such In fact, member tracking is a high priority for most facili- unexpected numbers are overwhelming. ties when they decide on which software to purchase. One The tennis courts are swamped with players hav- common method for tracking members is to use a member- Iing to wait an extra long time to get on. There’s not enough ship card with a barcode that checks in the member and help in the pro shop, too few lifeguards for the outdoor pool, displays their photo for the staff. and your front desk staff is struggling to handle the check-ins and the concerns of members. Both members and staff are Programming ‘Event Tracking’ stressed and conflicts and complaints begin to erupt. Whatever the system, the purpose is to track usage and un- Only a week ago on the same day of the week, the facility derstand the flow of the club. Statistically these are accurate operated wonderfully, with every member having plenty of systems, as long as you are diligent about checking in every space and allowing your staff to perform without a hitch. So member. But still, the software is not capable of forecasting how did this happen? the weather or the scheduling of special school days. So again, While your software provides member tracking, it does notot what is the solution? provide you with any warning of a possible spike in atten- It’s called “event tracking” and it can be programmed into dance. Like most facilities, your actual number of members your personal management schedule. Event tracking begins works well when attendance is distributed throughout the by recording spikes in attendance then associating them with week, but if a large percentage of members decides to come at a cause. This cause is then entered into your programming any one time, your facility will be overwhelmed. much like the way Microsoft Outlook provides you with a With further analysis, there is a reason for this sudden in-n- calendar for scheduling. Alarms are placed on your calendar crease in attendance; you just could not see it coming. In this that can connect with events that spike attendance. case a sudden heat wave hit your area. Members flocked to For example, since your local weather is usually forecasted the pool, which also increased the activity for your café. The days in advance, you can set up alarms to notify you of an tennis backup was the result of players playing slower due to impending heat wave or storm. This is similar to the technol- the heat. League matches that normally would have taken an ogy ski resorts use to forecast winter conditions. This same hour and a half took two hours. type of warning system can be integrated into your software But this wasn’t the first time your attendance has sud- to remind you of other events that take place in schools or the denly spiked. A month ago on a Wednesday, there suddenly community. As much as you would like to follow a pre-deter- was an enormous number of children coming to the club, mined calendar, you will want to be reminded monthly, if not which overwhelmed the facility. In this case it was because weekly of any special events that impact children’s school at- the school district had scheduled a teacher training day. As tendance. Maybe it’s a parent/teacher day, or a special day offoff it turns out, parents knew about this, but not you or your staff. for a school district—whatever it is, it can dramatically impact These two events may appear to be anomalies, but in fact, your club’s attendance. they are par for the course. Can the software you use help Even scheduled holidays can cause disruption in the atten- you predict these events? Probably not. Even though most of dance of classes. For example, if you do spin classes, normally today’s software has become quite sophisticated and is very you’ll have plenty of bikes for early morning or evening

3030 TennisIndustry April 2016 www.tennisindustrymag.com classes. On a holiday, members who would normally be at work Consider your parking, your shower usage, the size of the may suddenly want to attend a day class. Now you could have a classes you provide. Also consider the number of tennis courts problem that can be difficult to handle. you have, or the size of your pool and, of course, the amount If you have a child-care center, this area is very sensitive to of exercise equipment you provide. Given these numbers, if increased numbers. The last thing you want is to turn away you have optimized your membership count, you will have far members because your child-care staff is outnumbered. Even more members than any of these areas can accommodate. This worse is having your staff try to handle too many children is why it is important to understand how to track not just the at any one time. That’s a disaster waiting to happen. Are you normal flow of members, but the exceptional flow of members. aware of any events in your community that will impact the at- It’s at these times that your club accessibility is truly mea- tendance in your child care? Is there an event that would close sured; the times when members most want to use the facility. day-care centers in your community resulting in members This is what makes event tracking so important. having to bring their children with them to the club? These Ask any member at what point is their membership mostost questions can only be answered if you are able to keep in touch valuable, and most will tell you it’’s those titie mes when they mostost with local schools and communities. need it. Just think about this mindset. When is a gas station most important to you? It’s always there, but when it’s not Tracking Exceptional Flow available due to a sudden increase in demand and you really So what makes event tracking so important, and what makes need it, you’ll take your business elsewhere. it the next level of service for your membership? The obvious If you integrate event tracking into your system, you will be answer is that it gives you the information you need to prop- able to properly forecast and adapt to these sudden spikes. Now erly staff your facility. It also allows you to know how many instead of a member being frustrated by the lack of space or members can attend your facility given the amount of space service, they feel more like they are part of a successful, well- and equipment you have. organized, popular operation, full of activity and excitement. �� But here is inside knowledge that few facilities are willing to let their public know: It gives you the ability to optimize Rod Heckelman is the general manager at Mount TaTam Racquet the number of members that your facility can accommodate. Club in Larkspur, Calif.

www.tennisindustrymag.com April 2016 TennisIndustry 3131 Apparel l

Trends That Make Tenniswear Tick

From high fashion, to toned-down neon, to greater use of tech fabrics, to better stretch and mobility—and more—the trends continue to take apparel from on court to off. By Cynthia Shererman

e all know it: Women care about how are now more apt to wear two, or three, pieces rather than they look when playing tennis—and one. about how those outfits can cross over to other activities off the court. Toning Down the Neon Gone is the utilitarian look of sin- Having gone through four seasons of neon colors, Bolle ap- W gle-sport-oriented clothing, as looks from the fashion runway parel designer Carlos Perez sees consumers doing neon “with have filtered down to tennis and activewear, using color, style less acid, becoming more muted with less saturation of color,” and fabrication in unprecedented ways for tennis court, gym, pointing to Serena Williams’ yellow outfit in the Australian going out with friends afterward, then picking up the kids and Open. Colors are toned down, but still have the same vibrancy running errands. because people still want to stand out. Tennis clothing manufacturers realize this, as do fashion He sees a continuing trend toward brighter shades, but brands that are looking to the sport for direction and inspi- without the neon element. And while fashion color leaders ration themselves, and are capitalizing on form and function such as Pantone may go with more blue-red, Perez will intro- with new looks, pleated skirts, polos and tennis warm-ups duce yellow into the mix because, he says, “It goes better with in many collections, says Fila designer Francine Candiotti. ladies’ skin tones.” Pink is still hot, but Perez says he tries to TeTextures, bright, bold colors and new cuts are the order ofof make it fresh every season. the day. Since color plays such an important role, Fila also looks to The activewear category in the U.S. is big business—as of Pantone and fashion trend authority WGSN. Notable colors, last fall, it clocked in at around $35 billion, according to mar- says Candiotti, are “clean whites and organic brights, like ket research firm NPD Group, and it is still growing,. warm blues and fire tones.” To catch the eye of tennis consumers, apparel manufactur- Adidas has a team that ensures color palettes go with fash-- ers are catching a number of new trends. ion trends and follow a certain “logic throughout the year,” Remember the bright neon of just a few years ago? Now, says Product Manager Reinhard Ebler. Adidas also highlights you’ll still see bright colors, but without the neon. Technical the court colors of the different Grand Slams, since each fabrics have become the norm, not the exception, as players Grand Slam and season “has a ‘mood’ that can be translated want ventilation, moisture-wicking, and more from their through color.” Neon colors don’t play a dominant role as clothing. Stretch and mobility are key features, especially main color, and since the company and consumers are more with poly-lycra blends. With some manufacturers, there’s environmentally aware, Ebler adds, that attitude is reflected a revival of white in tennis outfits, as the sport continues to in color selection. pursue a high fashion-tennis correlation. Also, lace is in. And Since Bolle does well with stripes, Perez tries to incorpo- the tennis dress? Some apparel companies are saying women rate them in different ways—one way is using overlays of lace,

3232 TennisIndustry April 2016 www.tennisindustrymag.com since that’s a hot trend right now. Combining bright colors in the mix just adds to its appeal. Perez also sees a revival of white in fashion outfits. By bring- ing retro, classy elements like mother of pearl buttons and satin trim, white becomes a sought-after fashion statement. He also thinks women can do more with tops and bottoms than with dresses, so the trend is to wear two or three pieces, which al- lows more flexibility mixing jackets and vests. Comfortable Fabrics Men, says Candiotti, not only gravitate toward comfortable fabrics, but also to style. “Men are especially drawn to vibrant colors, and the trend now is fitted shorts and tops, with bold, bright designs.” For Fila, women’s collections focus on skirts, shorts and racer-back tanks. New fabrications and trim—creating lighter, more comfortable pieces, Candiotti notes—are appealing not only to players but to fans, who seek to incorporate those looks into their clothing arsenal. Fila’s athletes provide valuable feedback about what works and what’s comfortable, enabling Candiotti to develop better Bolle designs each season. “It’s important that each collection have its own identity,” and Candiotti likes to design lines that tell different stories, but remain true to Fila’s brand philosophy. Perez says he sees wearers demanding more stretch and mo- bility and tries to bring that concept forward at Bolle by using a popular poly-lycra blend for functionality and performance. He calls poly-lycra “bullet-proof, in that it never dies,” and says Bolle is using a new woven poly-lycra fabric that has amazing stretch. “Its light weight lends itself to more feminine design lines, incorporating pleats and swirls,” he adds. No longer are “technical” fabrics an aberration, but rather a mainstay of tenniswear. Adidas’ polyester blends in knits and wovens, and its ventilated mesh-like Climachill fabric, are consistent elements in its lines, says Ebler. “Fabric newness is a very important reason to buy products” where textures and feel are important, he adds. “How you feel in your shirt affects your performance and confidence on the court.” Fila Even with the crossover of fitness and sports-specific cloth- ing, Ebler sees tenniswear as creations specific to tennis where movements lend themselves to particular fabric combinations, articulated fits, and cuts and styles. Ebler also sees a strong correlation between the fashion runway and tennis, with trends being showcased to a wide audience. This high fashion-tennis correlation is highlighted by Adidas’ Y-3 collection, produced by Japanese designer Yamamoto, one of the first designers to cross the line between high fashion and sportswear. Last year’s and this year’s French Open outfits highlight this collaboration. Popular flower prints became an iconic element of that Adidas look, as well as a fash- ion statement. Adidas depends on its customers and athletes to let them know what works and what doesn’t. “Analyzing likes and dis- likes helps us shape future [designs] and enables us to come out with a stronger direction,” Ebler says. It’s important to know your customers and “give them what’s in style and what they demand,” adds Bolle’s Perez. “When you merge both, you give them the perfect outfit.”�� Adidas

www.tennisindustrymag.com April 2016 TennisIndustry 3333

Diststinguisished FFacililitity-of-t-the--YYear Awards

Belle Meade Country Club Nashville, Tenn. Soft Touch

These outdoor facility winners are excellent examples of soft-court construction.

here were only six outdoor tennis facilities 2015. The new courts, which use the existing limestone base, that took home honors in the Tennis Indus- drain into the surrounding landscape. The club itself installed try/American Sports Builders Association shrubs and complete landscaping around the tennis facility af- Distinguished Facility-of-the-YeYear Awards ter the court renovation. Due to site restrictions, the contractor for 2015, and three of those were exclusively had to access the site from a single point on the north battery, Tsoft-court projects. and had to work from south to north to complete the project. Once again, the majority of these winners are in Florida Another winning renovation, completed in October 2014,14, (come on, the rest of the country!) and as it happens, all three took place at Sundial Resort on Sanibel Island, Fla., where six of these winning projects were done by Welch Tennis Courts courts were demolished and removed, the site regraded, then of Sun City, Fla., one of the world’s largest court builders. six new subsurface-irrigated courts were built. The two court In Nashville, Tenn., the Belle Meade Country Club batteries, using the existing limestone base, were completed in project consisted of building eight entirely new courts with phases. During the demolition, it was discovered that previous subsurface irrigation and complete with lights, fencing and contractors had abandoned the old fence post foundations. The canopy for player comfort. Working directly with the owner contractor removed two and sometimes three foundations at of the facility, the renovation used the existing granite base each fence post location. Along with the new courts, new curb- material and was completed in April 2015. ing and fencing were also installed. The Harbour Ridge Yacht & Country Club in Palm In addition to these three winning facilities, the Life Time City, Fla., reconstructed six of its existing overhead irrigated Fitness Center in Centennial, Colo., also received Distinguished courts. The contractor demolished the courts, then regraded Facility honors. The facility has four clay courts and six hard, the site and installed six new, subsurface irrigated courts, and will be featured in an upcoming issue on outdoor hard- with lights and new fencing—all ready for play in January court winners. —Peter Francesconi

www.tennisindustrymag.com April 2016 TennisIndustry 3535 Diststinguisished FFacililitity-of-t-the--YYear Awards

Belle Meade Country Club Nashville, Tenn. (Nominated by Welch Tennis Courts Inc.) No. of Courts: 88 Surface: Har-Tru Sports Hydroblend Sub-Surface Irrigation: Welch Tennis Courts HydroGrid Nets, Netposts: Welch Tennis Courts Line Tape: Har-Tru Sports Lights: LSI Industries Courtsider XL ASBA Certified Builder: George Todd Jr.

Harbour Ridge Yacht & Country Club Palm City, Fla. (Nominated by Welch Tennis Courts Inc.) No. of Courts: 6 6 Surface: Har-Tru Sports Hydroblend Sub-Surface Irrigation: Welch Tennis Courts HydroGrid Nets, Netposts: Welch Tennis Courts Line Tape: Har-Tru Sports Windscreens: Putterman Athletics ASBA Certified Builder: George Todd Jr.

3636 TennisIndustry April 2016 www.tennisindustrymag.com Sundial Resort Sanibel Island, Fla. (Nominated by Welch Tennis Courts Inc.) No. of Courts: 66 Surface: Har-Tru Sports Hydroblend Sub-Surface Irrigation: Welch Tennis Courts HydroGrid Nets, Netposts: Welch Tennis Courts Line Tape: Har-Tru Sports Windscreens: Putterman Athletics ASBA Certified Builder: George Todd Jrr..

Tool for Court Builders: The Latest ‘Tennis Courts’ Manual Want to build award-winning soft courts? Want to have the best soft courts possible at your facility? One of the best tools you can have in your toolbox is the latest edition of “Tennis Courts: A Construction & Maintenance Manual.” The eighth edition came out last summer and has chapters specic to soft court construction in addition to key maintenance and repair sections. To order a copy (in print or digital format), visit www. sportsbuilders.org.

For details on the 2016 Outstanding Facility-of-the-Year Awards, contact the ASBA at 866-501-ASBA or or [email protected], or visit www.sportsbuilders.org.

www.tennisindustrymag.com April 2016 TennisIndustry 3737 Tips and Techniques Readders' Know-How in Actition

Black and White difficult to see the main strings as frame properly. One of my stringing machines has I am weaving the crosses. A simple 5 sets of Luxilon Savage White 127 to: a black turntable. When stringing solution to this is to place a white Terry Boyle with black string, it can sometimes be sheet of paper on the turntable, to Highlands Ranch, CO increase the contrast between the string and the turntable, making it Editor’s note: An offsetting awl can be much easier to weave those crosses! handy for this task, too. 5 sets of Head Sonic Pro Edge to: Alexander Maroudis Machine cleaner Lexington, KK, Y Y I just tried a gun CPL (Cleaner, Preservative Seating new bumper guards and Lubricant) called When doing a bumper guard Gunzilla. It comes in a replacement, I like to make sure pump sprayer, leaves the grommets get totally seated by little or no residue, and taking my needle-nose pliers and has no odor to speak of. pushing firmly along the bumper I use it to clean string- guard strip. It gives the grommets ing machine tracks and an extra nudge to get through the clamp bases. I used to use Hoppe’s No. 9 Black Powder Solvent, but it tends to smell up the whole workshop and leaves sticky residue after it dries. Gunzilla is

3838 TennisIndustry April 2016 www.tennisindustrymag.com available from Amazon for $10.95 for which gives me the opportunity to vice, that scent permeates the shop.. 1.9 fluid ounces. do a little cleanup before getting the The best way I’ve found to mitigate 5 sets of Babolat M7 to: frame mounted on the machine and this is to wrap each handle in plastic Albert Lee, MRT T ready to go. food wrap as soon as possible. I use Potomac, MDD 5 sets of Pacific Poly Power Comp to: the Kirkland Signature Stretch-Tite Alan YoYoshida from Costco, which is available with Wandering grommets Silverlake, CA a dispenser so I don’t have to wrestle It is standard practice to check the with the wrap while getting it in place.e. grommets while examining the racquet Editor’s note: We recommend alwaysys before stringing, but often this exami- doing a pre-check both before and after nation takes place with the old strings removing the strings whenever possible still installed. I recommend doing the for reasons stated above, but also forfor pre-stringing inspection immediately the fact that many other things may be after removing the strings, for two more or less visible when the racquet is reasons. either strung or unstrung. Many hair- First, sometimes when removing the line cracks may be invisible until pres- I remove the wrap before bagging old strings, parts of the grommet kit sure is released when the strings are cut the racquet and returning it to the can come out and be discarded with the out, then they become very apparent. customer. old strings, especially the throat pieces. The opposite can also happen, where 5 sets of Head Sonic Pro to: If you wait to cut out the old strings a crack is visible while strung but then Tom Marcellus until just before you restring each almost disappears when the strings Newport Beach, CA racquet, any grommet pieces that sepa- are cut, so it is always good practice to —Greg Raven �� rate from the frame are fairly easily check it twice. Tips and Techniques submitted since recovered, but if you cut out the strings 1992 by USRSA members and ap- well in advance of restringing, there’ss Odor eater pearing in this column have all been always that chance that a vital piece I have a couple of customers who ap- gathered into a searchable database will be tossed out with the trash. parently don’t wash their hands after on www.racquettech.com, the official The other reason I wait to do my drenching themselves in cologne, member only website of the USRSA. pre-stringing inspection is that, with and as a result the porous grips of Submit tips to: Greg Raven, USRSA, the strings out, it is often easier to tell their racquet absorb the scent. When PO Box 3392, Duluth, GA 30096 oror how filthy the inside of the hoop is, they drop off their racquets for ser- email [email protected].

www.tennisindustrymag.com April 2016 TennisIndustry 3939 YourServe

Finding My Tennis ‘Angel’ A tennis pro’’s unwavering support on and off the court helps a high school player make the cut in life. By Annie Beieier r

f you’ve heard the name of my And I was nervous beyond belief.ef. When I called my coach that night, tennis pro, it’s probably because Then, disaster. We had a bad winter he was as excited and as emotional as I Ihe and his brother set a tennis storm, and the roof of the indoor tennis was. He kept telling me how good of a world record. But that’s not how I think club I played at collapsed under the job I did. The fact that me making my of him. To me, he’s a person who has snow. Thankfully no one was in the club high school team was so important to influenced my life in so many signifi- at the time, but we all scrambled to find him is what makes him such an impor- cant ways. new indoor places to play.ay. tant person to me. I cried as we spoke He’s helped me through hard times. While trying out a new clinic, the new on the phone, because he has had such He’s inspired me to never give up. He’s pro kept telling me I wasn’t hitting the a huge impact on my life. made a larger impact on my life than ball correctly and would need to change A few weeks later, I saw a blog he anyone else in my tennis career. I know my strokes. I barely made it through had written. Without using my name, he cares about more than just my ten- the session without bursting into tears. it was about my experience. He had nis; he cares about me as a person. And Tryouts were in a few weeks, and I knew a photo of the “I will make the high I can’t thank him enough for every- I’d never be able to change by then. II school team” lines I wrote out. He thing he’s done for me. was so upset and depressed that I just wrote what it meant to him as a pro Five minutes after meeting him, I didn’t want to play tennis anymore. to be able to help me through this knew he was going to be the best pro I’d I was scheduled to have my lesson life-changing experience. This most ever have. He was happy, enthusiastic, with my regular coach the next day, amazing pro just got even better. kind, honest, helpful and caring—and and I just didn’t want to go. I wanted I continued playing my best ten- a wonderful instructor. His teaching to be done with it all. But I reluctantly nis, motivated by his kind words and style was perfect for me. After a couple decided I couldn’t give up now. Maybe support. I had a great first season as of lessons, my mom booked a weekly he’he’d have a quick fix for me. a freshman, made wonderful new lesson with him for the year. And as soon as I saw him, I knew he’e’dd friends, and have never forgotten I would always look forward to my be able to make me feel better. After how I got to where I now am. He gets time working with him and improving only an hour on the court with him, I so much credit for the player—for my game. I played tennis a lot through- was no longer discouraged and found the person—I’ve become that I can’t out the week, but my favorite time was new confidence. He told me to go home thank him enough. Anyone who has an always his lesson. He always knew how and write 100 times, “I will make the “angel” as great as mine in their life is a to fix any problem I was having, and I high school team,” and to also write a truly lucky person.�� could see myself improving. press release about tryout results with As the year continued, I started to me making the team. “You have to Annie Beier is now a sopho-- get nervous about my high school ten- believe you can do it,” he told me. I did more at Brown University nis team tryouts in the spring. Only 1414 what he said, although inside, I still had studying biomedical engi- girls would make the team, and I was doubts. I met with him the next week, neering and a recreational up against tough competition. It was a week before tryouts, and he told me tennis player. She played all I could think about. I’m a pretty again to believe in myself, that I could four season on her high school team, highlighted by analytical person, and every way I do it. reaching the semifinals of looked at it, I just couldn’t see myself And you knowow, he was right—I could the state doubles tournament. making the cut. I had been playing do it. That Friday, I found out I had tennis ever since I could remember, made the team. I was so excited that all We welcome your opinions. Please email and loved everything about the sport. of the hard work had paid off. comments to [email protected].

4040 TennisIndustry April 2016 www.tennisindustrymag.com Inside this issue

The Ten Commandments of Being a USPTA Professional– 48 Invest in Yourself – 52

Departments: 42 CEO’s Message 52 Beyond the Court 44 Vice President’s Message 57 USPTA News 46 USPTA Benefits 58 Career Development 48 Master Pro Corner 60 Member News Read more articles online at www.ADDvantageUSPTA.com

On the cover: Great coaches inspire players and give them the foundation for success. Are you that coach? Does your program fill that role? See Page 54 to enhance how you operate your club’s junior programs. CEO’s Message Unsung Heroes

by John Embreeee

t is always such a pleasure to hear when the board leadership turns over Tom Van De Hey (Intermountain) were from our members who appreciate every two years. It is they who manage long-standing USPTA Professionals and the culture change that has taken the financial affairs of the divisions, co- continue to be before they “stepped up” Iplace within the USPTA over the ordinate the division educational offer- into the line of fire. past three plus years. Unsolicited calls ings, including the division conventions, Finally, our two “newbies” have and emails come in to Houston prais- and communicate with their respective jumped right into the mix and have ing the direction that the association is constituents through newsletters, email shown their leadership early on and heading and how we are making such blasts, etc. often. Traci Fisher (Middle States) a positive difference in the lives of our professionals. Needless to say, it is grati- While division leadership turns over on a regular basis, the executive directors fying to be on the receiving end of these and executive administrators remain the one constant, the anchor for divi- compliments. sion leadership ... I want to publicly acknowledge the contribution that each Trying to get everyone “to get on the of them makes to put their division first. They are the unsung heroes and, as bus” is not easy. With so many divergent Billie Jean King would say, “sheroes” of our association. opinions and factions within any na- tional organization that has more than The USPTA has been blessed to have and Michelle Brown (New England) 15,15,000 members, there will never be several seasoned veterans manning the have embraced the challenge and are “buy in” by 100 percent of the constitu- fort of their divisions. In the cases ofof performing admirably even when faced ency. But, if we can get the majority of Pat Anderson (Florida), Carol Anderson with daunting challenges when they the membership on board with our road- (Midwest), and Don Patch (Pacific got started. I can honestly say that the map, and have local advocates who serve Northwest), they have been ensconced current group of EAs/EDs is the best as mouthpieces for the transformation in their roles for over 20 years. Jackk collection of leaders that we have as-- of the association, it is then that we have Michalko served the USPTA Southwest sembled in my time here. the necessary impetus to move forward. for just as long but turned those duties I revert back to my days in corpo- While one of our greatest strengths over to his wife, Rita, upon his election rate management and respectfully is the fact that we are a volunteer orga- to the national board. After Christin view these individuals almost like sales nization, nothing happens without the Thurston, who has been in her role forfor representatives for our brand. They tremendous commitment of our paid 11 years in Northern, and Don Gomsi in are the catalyst for anything and ev -- staff, both nationally and within the di- San Diego of seven years, all of our other erything that happens at the division visions. I have gone on record multiple executive directors and administrators level. While division leadership turns times, both in public and in my writings, have been working on behalf of their over on a regular basis, the executive acknowledging the outstanding work divisions less than five years. In fact, directors and executive administrators that the national team continues to do there has been considerable turnover of remain the one constant, the anchor for to serve our members. After reducing these positions of late with several only division leadership. Who else is able to our staff by 30 percent in January of being on board officially in this capacity keep things together and have all of the 2013, we continue to operate at a very for two years or less. answers when their boards need help? high level without adding additional The good news is that even some I value what they do on a daily basis to overhead. This is a tribute to those who of the newcomers had plenty of expe-- keep the ship on course. Most serve as a are dedicated to our mission and want rience in USPTA leadership, having part-time independent contractor, but one thing and one thing only: to provide served as president of their division the fact is that their jobs could be 24/7 if outstanding customer service to USPTA before taking on the role of executive they allowed it to be. Professionals in the field. director. Charlotte Wylie (Texas), Angie I want to publicly acknowledge the But this message is specifically Koumaris (Missouri Valley), Patrick contribution that each of them makes dedicated to the executive directors Kearns (Mid-Atlantic), Sara Morse to put their division first. They are the and executive administrators who toil (Southwest but now ED of California), unsung heroes and, as Billie Jean King behind the scenes at our divisions, of- Pat Whitworth (Southern) and Andrea would say, “sheroes” of our association. ten doing so without fanfare or much Barnes (Nor Cal) were all capable presi-- Next time you speak to or communicate recognition. It is they who execute the dents in their own right before assum- with any of them, tell them thanks forfor national programs that we roll out. It ing this important role after their term all that they do to support our organiza-- is they who keep the divisions on track ended. Plus, Paul Fontana (Eastern) and tion. They deserve your plaudits. hh

4242 www.ADDvantageUSPTA.com

Vice President’s Message The Lifelong Learner

by FFeisal Hassan

t is an honor to be one of your representatives on the USPTA Lifelong learning is a hallmark of a profession as a whole and a National Board where I have professional. We hold other professions to a standard of lifelong Ibeen appointed to co-chair both learning, but what standard do we hold for our profession? the National Education Committee The game of tennis continues to evolve; are you evolving with it? and the Certification and Testing Committee. Along with the committee mem- professional jobs already require • Earn 16 specialty course and 2424 bers and our newly hired national Elite Professional status? Employ- APC credits, which are readilyly tester, Sid Newcomb, we are here to ees are looking for the best and the available by attending workshops, serve you. brightest in our industry to serve conventions, webinars and other Sid will be working closely with the their members. Don’t miss out on educational offerings. head testers from each division and advancing your career! with the National Certification and • Earn 6 credits every three years toto TeTesting Committee to provide a certifi- 3. Commit to Lifelong Learning maintain your membership.. cation training and testing process that Lifelong learning is a hallmark of aa is consistent and uniform around the profession as a whole and a profes- • The cost of the upgrade fee includes country as well as to select, train, and sional. What if your auto mechanic a set of nine specialty course DVDs. add new testers. The goal is to provide didn’t continue to learn? Chances The DVDs help you prepare for the a certification pathway that is easily are your newer, high-tech auto- Elite written exam as well as earn accessible from any location in the mobile couldn’t be serviced. What your specialty course credits. country. if your doctor or surgeon didn’t As As your Education and Certifica- continue to learn? Chances are you tion and TeTesting co-chair, I highly wouldn’t get the newer laparoscopic “ If I am ever through learning, recommend that members who have a or robotic procedure. We hold other I am through.” “Professional” level status certification professions to a standard of lifelong ~ John Wooden consider working toward becoming learning, but what standard do we “Elite” Professionals. hold for our profession? The game Here are a few reasons why: of tennis continues to evolve; are Many of you know of John you evolving with it? Wooden. If you don’t know who this 1. Validate Your Expertise legendary collegiate basketball coach When did you become a USPTA- What’s Required to Become an Elite was, Google him immediately. In certified Professional? Chances are Professional? his book, “Life Wisdom: Inspiring some time has elapsed and you have • Be a USPTA member and at least 2222 Thoughts from the UCLA Coaching grown in your teaching. Let that years of age. Take and pass the writ- Legend,” Coach Wooden shares his show in your teaching credentials as ten Elite exam, which covers busi- words on lifelong learning. I will leave well as on the court. ness, programming, sport science you with his words as we look toward and tennis operations, the Elite continuing education for 2016 – 2. Gain an Edge in the Job Market stroke analysis exam, and the Elite- “If I am ever through learning, Did you know that many teaching level on-court exams. I am through.” John Wooden hh

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By Max Desmars, USPTA

SPTA conferences PowerPoint presentations and workshops are to take home with you for very helpful for tennis future reference. Confer-- Upros to better them- ences enable you to address selves. The first-ever USPTA your problems, questions, or Southern U30 conference concerns you had on or off was a great success thanks to the court. Marley Woods and Dan Beedle, who organized every detail of Benefit No. 4: this event, and to great speak- Your clients will appreciate ers from all over the country that you care about what to share their knowledge. The you do to help them conference was hosted by the Yes, you will have expenses Bluegrass Yacht & Country Club when you attend USPTA con- in Hendersonville, Tenn. ferences, but you have to see There are many benefits of educa- Claire Bartlett, a U30 tennis profes- it as an investment. The information tional conferences that can help make sional, shared her knowledge about how and knowledge you get will help you tennis professionals more successful. the mental game is crucial for tennis be a better coach, which may result in players. She has a master’s in kinesiol- more on-court time. Benefit No. 1: ogy/sport psychology and was able to There are countless benefits of at- Network, network, network give everybody tips on how to use men- tending work conferences that will help Meeting other tennis professionals and tal exercises to help our players. your tennis career. These benefits will hearing about their experiences will be make you a better tennis professional, very valuable for your career. Benefit No. 3: but will also help you distinguish your- Networking will obviously result in Collecting valuable information self from other tennis pros who never great opportunities; you will not only YYou will gather presentation sheets or attend conferences. hh start developing your own network, but also gain access to other people’s networks. #GetYour6 in 2016 Still need to earn your 6 continuing education credits this year? There are tons of Benefit No. 2: ways to earn credits: Learn from the best coaches in the country • Attend USPTA conferences and workshops YYou will meet several top-notch coach- • Attend USTA activities and events es in a short amount of time. Craig • Attend events of affiliated organizations (CMAA, PCA, IHRSA, TIA, ITA, PTR, etc.)) Cignarelli is one of the best high-per- • PTCA II formance coaches in the country and • Seminars was present at the U30 Conference. He • Speak at conferences shared his knowledge about the men- • Watch USPTA DVDs or stream education content online at TTennisResources.com tal game, coaching styles, and player • Complete the online courses at coachyouthtennis.com patterns. • Watch webinars Frank Giampaolo, a bestselling au- • Other activities such as computer courses, CPR certification, etc. thor, talked about the athlete’s develop- ment plan and the benefits of educating Visit uspta.com/education for all of the ways to earn education credits and to tennis parents. check the event calendar for upcoming events near you!

Article originally appeared in the January 2016 issue of The Standard, the official newsletter of the USPTA Southern Division.

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800-247-3907•Or Order Online Anytime at 10-S.com Master Pro Corner The Ten Commandments of Being a USPTA Professional

By Glen Howe, USPTA Master Professional

aving been a teaching profes- tennis industry. Take the time to bebe sional and in the tennis indus- engaged in your organization. Don’t try for 35 years, it is amazing be afraid to ask questions about thehe Hall the opportunities that have benefits of membership and what come my way. With a lot of hard work, a they mean to you. little bit of luck and a lifetime of experi- ences, you too can achieve your personal 4. Thou shalt find one’s passion dreams. As you already know, this is not I have spent the majority of my ten- an easy profession. I have found that nis career wanting to be somewhere there is a guideline that has helped me that I wasn’t. When I was a head throughout my career: pro, I wanted to be a tennis director. When I became a general manager,r, 1. Thou shalt work at one’s I wanted to be an owner of a facility. education The key was to find my passion as The game is constantly changing well as where I could make the great- and with the massive amount of est impact in the tennis industry. televised tennis, consumers learn For me personally, it was about mak- techniques by watching the best Training in your spare time and lifting ing an impact and sharing my passion players. Eighty percent of all stu- weights can be very helpful in weight of tennis with as many people as pos- dents are visual learners, so it can’t management as well as keeping sible. I found over many years that be emphasized enough that attend- yourself injury-free. teaching hundreds of kids at one time ing workshops and conferences is really didn’t have as much impact as I very necessary. Not only are there don’t take care of themselves physi- would have liked. I found that work- numerous forums, but networking cally like they should. After teaching ing with and testing teaching pros creates many learning opportuni- all day (eight to 12 hours) and getting has had a tremendous effect on what ties outside the classroom. All good home around 9 p.m. on a regular ba- I was trying to accomplish. Teaching techniques were borrowed from an- sis, food is often used as comfort rath- pros have a lot of students that they other source. Nothing that I use as a er than as life’s sustaining element. come in contact with. management or teaching technique Instead of eating the right foods was created by me. and less of them close to bedtime, 5. Thou shalt play tennis we gorge ourselves. Some may even This tennis commandment is very 2. Thou shalt take care of one’s self drink a good amount of beer and fall important but is many times over- To be a professional trainer, it takes asleep. Your body is your most impor- looked. As an example to your stu- a lot of discipline to take care of tant asset as a teaching professional, dents, fellow workers and industry yourself properly. Carrying too so take care of it for the long haul. professionals, playing tennis is a much weight is not good for your premium. You are looked at as anan body and not good for your image. 3. Thou shalt take advantage example and must maintain the Eating healthy snacks and drinking of all the benefits best profile as a teacher as well as the right fluids can go a long way in USPTA offers many benefits to itsits a player. Many times a student will curbing excessive eating after work. membership. Unfortunately, most ask about how to compete or what In addition, training in your spare USPTA Professionals are not aware to do in a specific situation. No one time and lifting weights can be very of all the opportunities. Education, can help accurately answer these helpful in weight management as competition and resources are but questions better than someone who well as keeping yourself injury-free. a few of the perks of being a USPTA competes on a regular basis. member. The USPTA.com website It has always bothered me that some connects you to the many avenues Playing tennis in tournaments and atat of my fellow teaching professionals of our divisions and the rest of the tennis conventions can be one of the

4848 www.ADDvantageUSPTA.com www.ADDvantageUSPTA.com 4747 best networking opportunities that teaching professionals can find.

6. Thou shalt network with other teaching professionals This point, is in my opinion, one of the greatest assets of being a USPTA teaching professional. So much can be learned and experi- enced by interacting with fellow teaching professionals. Sharing experiences and solutions to issues that our ranks encounter daily can be helpful to our clients that we service.

Networking is by far the easiest way to get that elusive job that you have been seeking or an opportunity in the industry. The average tennis director position has a couple of hundred resumes flooding the posi- tion with about eight seconds being spent looking at each resume. The Networking is one of the greatest assets of being a USPTA teaching professional. recommendation of a teaching pro- fessional to an employer works very reer, all my obligations and profit and the organization that you work well, as we all know. A personal rec- centers took precedence over taking for. I always tell my staff to make ommendation gets the best possible time for my faith. My basic line was decisions as though the city man- person for the job and a level of con- “I don’t have time.” The fact of the ager was standing next to you. As fidence to the employer. Networking matter was, I didn’t make time for far as the working environment, if in the USPTA will help you go far! what was the most important aspect the decisions are based on the core of my life. An old financial plan- values and service standards of the 7. Thou shalt talk the talk ner friend of mine was teaching me company, one will do great. As far asas and walk the walk about personal wealth. One of his personal decisions, make them as Being in the tennis industry, there first points of emphasis was to “pay though God or your spouse/partner is an extreme amount of scrutiny yourself first!” What this means with is standing next to you. that accompanies your interaction my time is to make appointments with contacts. Customers, staff, and to go to church. If anything gets in 10. Thou shalt mend the fences fellow teaching professionals are the way, you will have to say that you at home first among the many that are observing have another appointment. Many have learned this lesson allall every aspect of your existence. How too late in their tennis careers. In you dress, being on time and how For me, creating a habit was the key the pursuit of accolades and ad- you carry yourself is only the begin- to reading the Bible on a regular ba- vancement in this industry, we of- ning of the essence of a committed sis. I wanted to make this a priority ten forget to take care of the home- teaching professional. so I have found that getting up a little front first. When not taking care of earlier in the morning is the perfect your spouse or family while pursu- A mentor of mine used to say to me time because the house is quiet. ing personal acknowledgement, one to try to raise your personal bar 10 can lose one’s family as a casualty of percent every day. What this means Find time to take care of yourself personal improvement. to me is to work at my trade and get spiritually with what grounds you. out of my comfort zone. Speak at Playing in tournaments and winning a convention, play in a sanctioned 9. Thou shalt be both ethical trophies and prize money have very tournament, or attend classes to and moral little to do with the needs of the club learn a skill that will improve you to Above all, always do the right things in which you are employed. Always be a well-rounded pro and human and make the right decisions that take care of your family and job be- being. This pursuit of excellence are based on your own value system fore pursuing personal benefit. hh has no finish line or ending. Glen Howe is Superintendent of Tennis for the City of Tallahassee, Fla. He served as 8. Thou shalt be faith-based treasurer and president of the USPTA Middle States Division and was named Middle States Division Pro of the Year in 1998. He was twice named USPTA 35s Player of the in one’s convictions Year and has received the USPTA Facility Manager of the Year award. Currently, Howe During the height of my tennis ca-ca- is a Florida Division Officer and has been the Florida Head Tester for the past 10 years.

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Beyond the Court Invest in Yourself

By Ian Thomson, USPTA Elite Professional

here are a lot of articles that discuss how to come up with new programs, market your pro- Tgrams to others, and drills to use with clients, but very few that deal with the future of tennis professionals. When the topic of the future is brought up, many people immediately think it will only be about retirement and financial planning, and those are topics that too few professionals consider. The retire- ment side of things is just one area that professionals should consider. But a professional should understand that the future will be the present soon and time should be spent on them. These include career choices, education, health, and, of course, retirement.

Career The obvious first consideration forfor anyone who is beginning their career is the path that they would like to take. No one wants to stay in the exact same spot forever, so understanding where the Education is becoming more important than ever and those who focus on learning professional would like to go is impor- are not only investing in themselves, they are also investing in the membership and tant. There are several questions that a clubs where they teach. professional can consider when looking at career choices: to be at the club even when it is raining. Others would rather have the salary l Does the professional want to be aa when the weather causes lessons to be director of tennis someday? cancelled. A professional will also need l Does the professional want to main- to understand what is expected from his ly work with highly ranked juniors, director. And if the professional is the juniors in general, or adults?ts? director, how does the general manager l Does the professional want to work or homeowners association feel things at a country club, a public facility, or need to be done to be successful? independently? Education While there are professionals whoo Most directors are going to make sure will be well-suited to be directors, there that their staff is helping the program are some professionals who will not and that they are an asset to the mem- aspire to that. The thing to remember is bership, so they will want the profes- that when a professional is first starting sional to invest some time in themselves. out they may be on the court 30 to 40 Since a tennis professional may be in this hours a week. Can the same professional profession for roughly 40 years or more, continue to teach that much as he gets it is important to understand the path older and nearing retirement? Some that one wants to take. Education will be professionals are more interested in the what it will take to get to their goals. flexibility of making their own hours, and Education is becoming more im- do not want the responsibility of having portant than ever and those who focus

5252 www.ADDvantageUSPTA.com on learning are not only investing in themselves, they are also investing in the membership and clubs where they teach. The most important thing to re- member about education is that every conference, workshop, convention, or other form of education will produce new knowledge or will reinforce what the professional already knows. The professional as well as the club will look good when education is a prior- ity. Along with education, attending these events allows the professional to network with other professionals, which can lead to the exchange of new ideas, or create oc- casions for clubs to work together on new events so the membership has different people to play. Sometimes these events can also lead to new positions. Another The advantage to going to a divisional convention or the World Conference is the break reason for the professional to spend time from normal routine along with educational and networking opportunities. on education is the USPTA’s continuing education for certified members. While important. Two areas that are major Many professionals say they will wait some professionals will have to weigh concerns for tennis professionals are until the next year to start saving for retire- the idea of losing revenue and time to skin protection and hydration. Working ment, and soon they are getting close to travel to some of the offerings in order out in the sun all day makes sunscreen retirement and nothing has been done. The to remain certified, it is something that necessary to prevent skin cancer. Skin easiest thing to do is to make sure any mon- has to be worked around. Most states’ cancer is one of the higher risks for ten- ey that is set aside for retirement comes workshops are one-day events that are nis professionals after a long career due out before it is seen. It will come out before near the professionals and easier to get to the amount of time that they are in the the check is ever sent to the professional, to. The divisional workshops last a few sun. Staying hydrated by drinking plenty so even if it is only $20 per check, the more days, and the World Conference is a week- of fluids while teaching all day is also time that the money has to grow the more long mega event. The World Conference vital. Professionals should remember to a professional will have when he retires. If is very inspiring and professionals need eat well and rest also because the toll on a club matches any investment in the 401K to make sure to plan to attend one in the the body is tough throughout the year, then the professional will want to make near future. The advantage to going to a and during the whole career. No matter sure to get the full match. Besides the 401K divisional convention or the World Con- what happens during the career of the there are IRA and ROTH IRA accounts. ference is the break from normal routine tennis professional, it is only the profes- The difference is that the ROTH money along with educational and networking sionals who take care of their bodies that was taxed the year it was put in so the mon-- opportunities. There is also the advantage are able to enjoy the fruits of their labor ey is withdrawn tax free, and a traditional that the cost of the conference can be after they decides to walk away. IRA is taxed when it is pulled out. There used as a tax write-off if the professional are some requirements that need to be personally pays. A tax attorney will be Retirement checked and considered, so consult a finan- helpful here. Retirement is a subject that many cial planner to make sure all the details are professionals do not relate to well be- explained. Another option is the USPTA Health cause, one, it is in the future, and two, it is Retirement Gold+ program, which allows The body is the centerpiece for the sometimes tough for tennis professionals USPTA Professionals to receive quarterly career, so the physical and mental health to be able to really plan for their retire- contributions from our endorsees. of the tennis professional has to be valued. ment. People in many other fields have it Go to usptaretirement.com for more When ppn rofrofessionals are on the court forfor easier when considering retirement be- information or to sign up. Just remember long hours day in and day out they tend cause they are making the same amount that a professional does not want to get to to wear down, so a vacation or a break is a of money each week, or very close to it, so 60 years old and realize that they cannot good thing. The brain needs a release from the consistency allows for a better budget. retire after all the years of hard work. Make the workload, and what better way to do Many tennis professionals rarely have a sure to consider how to retire and spend this than attending a conference where consistent budget because things change some time looking at it. The future is com- someone else does all the work and the depending on lessons taught, weather, ing. Are you going to invest the time to be only choice is what to attend during the getting sick, or other variables. prepared for it when it gets here? hh stay. Getting away from the grind allows the professional to be more relaxed and Ian Thomson is tennis professional at Buckhead YMCA in Atlanta. In 2010, he was a Top 10 education recipient at the USPTA World Conference and the Industry ready to get back into the normal routine. Excellence Award winner from the USPTA-Georgia Chapter. He has specialist degrees Besides the mental health of the in Competitive Player Development, Sport Science, 10 & Under Tennis, and FaFacility professional, the physical health is also Management. He is the First Vice President of the USPTA GA Board of Directors.

www.ADDvantageUSPTA.com 5353 Beyond the Court “20 point” Inspection Tool for Youth Tennis

By John Sherwood, USPTA Elite Professional

hen I see great junior players, some of the questions I ask them are, W“Who were your first coaches? Who taught you to play?” These coaches inspired those players and gave them the foundation for suc- cess! Are you that coach? Does your program fill that role? While many clubs run strong and successful junior programs, here are several components that you can use to compare and en- hance how you operate today.

1. Select your 10U coaches based onon their ability to communicate, man- age the court, and most important- ly, connect and have fun with their students.

2. Clearly communicate to your coaches the teaching philosophy and teaching progressions you wish Select your 10U coaches based on their ability to communicate, manage the court, to use at your club, and especially and most importantly, connect and have fun with their students. within your Foam Ball to Yellow Ball Junior programs. This can be These lesson plans should include 6. Hold weekly coaching meetings toto accomplished with some in-house “coaching notes” that help young review the upcoming week’s lesson coaching education. I would recom- coaches focus on the key areas for plans, on-court drills and key points mend using the USTA High Perfor- each drill, lesson or task. There is a for the coming week. These are dif- mance Stroke Parameters and HP lot of work involved in developing ferent from the continuing educa- 10U guidelines as a starting point. well thought-out teaching progres- tion meetings. sions that cover technique, game Set up weekly continuing education strategy and athletic and mental 7. Mentor your coaches and give them sessions whereby current staff re- development. This is missing in plenty of time for continuing educa- views and discusses current trends.. most clubs/programs. tion outside of the club. Structure it so staff contributes and presents on assigned topics. 5. Having themes, lesson plans, and 8. Establish teams and team leaders forfor weekly planning meetings with each level of progression – Foam and 3. Develop a “weekly theme” and/or coaches is key to having a well-co- Red Ball leader, Orange Ball leader, “Shot for the Week” for each week ordinated developmental pathway Green Ball leader, etc. Hold these of lesson program and its sessions. and will positively affect student re- coaches accountable for lesson qual- tention. It will provide a consistent ity, sign-ups, retention, and parental 4. Develop detailed lesson plans forfor product presentation, from session contact. They should report the 10U each level (red, orange, green, etc.) to session, year to year, and provide director or junior director. per week/day with some built-in greater continuity as coaches come flexibility to address individual and go. In addition this really builds 9. YoYour junior director or 10U director group levels and coaching styles. your club/program as a brand. needs the flexibility to manage and

5454 www.ADDvantageUSPTA.com “float” between programs, levels Ball players that runs parallel to and compete each week so they can and courts freely. They need to be your regular programs. As part of build on what they learned within able to interact with coaches, play- this pathway, establish minimum their lesson. ers and parents at will, rather than participation parameters like three be tied down on court. Their job is sessions per week plus one private 19. Educate the players and parents to build and manage the program lesson per week. These are your about the local USTA’s Orange through developing players and committed players. and Green Ball play opportunities coaches and cultivating parent in their area. Expose them to the relationships. 17. Expose your younger players to tournament pathway.. your more accomplished players. 10. Hold a parent orientation before Allow your older players to be role 20. Young players need open court the start of each session (session models, big brothers/big sisters to time, free time and time to play being multiple week lesson pro- the younger players. If possible, tennis with their friends – without gram). have your older players work with coaches or parents or formal struc- college players and strong adult ture. Make sure you encourage par- 11. Set up a more formal parental con- players, especially in doubles. Play- ents to set up these play sessions. tact plan via email, handouts and ers need to see where the develop- coach interaction. Having parents mental pathway leads. Building and incorporating these educated and involved in your pro- simple components into your program gram is key to player retention and 18. Set up a formal league/ladder for may take time and several evolutions program growth. Coaches should each level of competition. There to get everything in place within your provide updates on the students’ are many ways to structure this, business format. However, it is worth progress every two weeks. Coaches but the key is to provide every play- it! YOU can have a great impact on your should review the lesson topics er the opportunity to play, have fun business, and a young player’s life! hh covered and what’s coming up. This communication should dovetail Hold weekly coaching meetings to review the upcoming week’s lesson plans, into registration initiatives for the on-court drills and key points for the coming week. next session.

12. Teach your players’ parents basic hand-feeding drills so they can play, practice and interact with their child outside of the lesson.

13. Use your “team leaders” to es- tablish an in-house team that discusses player progression and advancement between levels. En- sure a player has mastered all skill sets before graduating to the next ball color or court size. This should be completed two weeks before the current session ends, allowing time to market the next session.

14. Set up “Red Ball” private lesson times where six Red Ball private lessons can take place on one court at one time. You can use half- and full-hour formats.

15. Use video technology to present John Sherwood is a USPTA Elite Professional and USTA High Performance Coach- lessons/strokes and stroke analy- ing graduate. He played Division I tennis for the University of Toledo, after which sis. Video should be a part of every he embarked on a business career. He became chief club operating officer of Five group lesson at least once per week. Seasons Sports C.C. in Cleveland, Ohio, and Burr Ridge, Ill. He also served as a coach It can be as simple as watching a at the USTA National Tennis Center in Flushing, N.N.YY., and as director of High Per- one-minute lesson or professional formance Tennis at Centercourt Athletic Club in Chatham, N.J. In addition he served as a coach player’s stroke and discussing. for the USTA Spring National Team Championships for the last two years, and is currently on staff with the Boston College women’s team. He has coached and guided hundreds of junior players along the developmental pathway to Major DI college teams and into the professional 16. Establish a “High Performance” ranks. While developing solid fundamentals in his players, his coaching skills excel in develop- pathway for Orange and Green ing his players’ mental, strategic and p roblem-solving skills that set the top-tier players apart.

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USPTA News $10,000 USPTA Clay Court Set for May at TOPS’L

he USPTA Clay Court Cham- pionships return to Florida but have a new home in 2016. TThis year’s tournament will be hosted by TOPS’L Beach & Racquet Resort in Miramar Beach, Fla., May 14-16, and is open for registration to USPTA-certified Professionals through May 6. TOPS’L is a beach and racquet re-re- sort located in Miramar Beach in the Sandestin area of Northwest Florida. Situated on 52 private acres, the full- service resort is bordered by the beaches of the Gulf of Mexico and a na- ture preserve, and the tennis facilities are home to 12 newly resurfaced clay courts. Tennis Resorts Online consis- tently rates TOPS’L Beach & Racquet Resort as one of the world’s Top 100 TeTennis Resorts & Camps and a Best Value for the Dollar.. ToTotal prize money for the tourna- USPTA Masters Invitational, which ment is $10,000 and will feature events will be held in September at the 2016 2016 USPTA Surface in the following categories: men’s and USPTA World Conference in Indian Championship Schedule: women’s open singles and doubles Wells, Calif. This tournament, which competition; men’s 35, 45, 55 and 65 replaces the International Champion- USPTA Indoor Championships singles; men’s 35, 45, 55 and 65 doubles; ships, gives USPTA-certified Profes- March 18-20, 2016 women’s 35 and 45 singles and doubles; sionals an added opportunity to show- Racquet Club of Memphis and mixed doubles. case their skills and earn a portion of Memphis, Tenn. Tournament players will also have the $7,500 prize money. the opportunity to earn continuing Players receive points in both the USPTA Clay Court Championships education credits while on site. USPTA main draw (if they win at least one at TOPS’L Master Professional Bill Tym will con- match) and in consolation play (if it May 14-16, 2016 duct a professional development semi- is offered). In consolation matches, a TOPS’L Beach & Racquet Resort nar on Saturday, May 14, from 8-9 a.m. player or team advancing by default will Miramar Beach, Fla. Also on Saturday will be a vendor show- receive credit for a win as long as that case of several top tennis equipment player or team does not default the next USPTA Masters Invitational manufacturers, a player luncheon from match. Doubles players will receive in- Sept. 24-27, 2016 11 a.m. to 2 p.m., and a player welcome dividual rankings. Indian Wells Tennis Garden party that evening. The USPTA Surface Champion- Indian Wells, Calif. As As a benefit to certified members, ships are open to all USPTA-certified the surface championships provide an Professionals in good standing. To see USPTA Hard Court Championships opportunity to play against other USP- the current rankings or learn more Nov. 4-6, 2016 TA Professionals, showcase skills, and about ranking rules, sanctioned tour- Hollytree Country Club win prize money. Members who play naments, and tournament regulations Tyler, Texas in the surface championships have the and requirements, go to uspta.com/ Visit uspta.com/tournaments to register. opportunity to play their way into the tournaments. hh

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Exams, Upgrades Coach Youth Division Activities & PTCA I Tennis Workshop (6 credits) April 24-25 USPTA Eastern Convention (2 credits) (4 credits for PTCA I segment) Chatham, N.Y. April 2 Gainesville, Fla. April 9-10 Aurora, Ill. May 1-2 USPTA New England Convention May 1 Pensacola, Fla. April 9-10 Orlando, Fla. Norwich, Conn. May 14 Palmetto Bay, Fla. April 10-11 Lakewood, Calif. May 12-14 USPTA Southern Convention May 21 Port Orange, Fla. Atlanta April 11-12 San Francisco May 22 Albuquerque, N.M. May 15 USPTA Hawaii Convention April 11-12 Atlanta Honolulu April 13 Hilton Head Island, S.C. April 14-15 Mt. Kisco, N.Y. For more workshops, visit coachyouthtennis.com. April 17 Midlothian, Va. April 17-18 Las Vegas Cardio Tennis Webinars April 19 Tuscaloosa, Ala. (.5 credits) March 18 Cardio Tennis Training Course April 20-21 Tyler, Texas April 13 TBD Crooked Creek Tennis Club, April 23 Des Moines, Iowa Emilio Sanchez Alpharetta, Ga. April 23-24 Albuquerque, N.M. April 9 Cardio Tennis Training Course April 23-24 Fairfield, Conn. Maines Pines Racquet & Fitness Club, * This course is held at the USPTA World Headquarters. Brunswick, Maine Watch all 2015 recorded webinars at youtube.com/ Exam reservations must be made at least 21 days user/TheUSPTA. For more information visit uspta.com/ prior to the dates listed. Each date includes an exam, Please visit www.cardiotennistraining.com to register.r. Education>Education Calendar. upgrade and PTCA I unless noted. Exam cancellations must be received no later than 14 days before the exam, or a cancellation fee will be charged accordingly.. Applicant: late cancellation fee – $95; failure to cancel – application fee is forfeited. Certified members: late cancellation fee – $25; failure to cancel – $25 plus the upgrade fee is forfeited. Registration for another exam will not be accepted until cancellation fees are paid. Accredited Professional Coach

Register your Accredited Professional Coach (APC) and specialty course credits earned with the USPTA SmartCode Education System. This uses your smartphone to instantly register your attendance to all seminars and specialty courses earning APC.

To use the system at a seminar, general session or specialty course, you must Education requirements scan two QR codes. One QR All USPTATA-ce-certified Profesfessionals must eet arn 6 ee6 ducation credits in a thrthree-year perioriodd code is on your conference badge. The second QR code will be in your conference notebook and to remain current. Go to USPTA.com/Education for a partial list of eligible activi- cannot be scanned until the end of the session or ties. Please send verification (email, letter, certificate, receipt, etc.) that shows you the beginning of the next session. attended the event/activity and submit it along with the date and agenda to educa- [email protected] to receive your credit. (International members, Recreational Coaches If you do not have a smartphone, you may use someone else’s. Forms are available upon request. and those over the age of 65 are exempt.) Questions? Write to [email protected] or call 800-877-8248, ext. 147..

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Member News • • USPTA Past President Tom Daglis was selected to receive the International • USPTA Professional Lane Evans was Tennis Hall of Fame Educational Merit Award. This is a great honor that was awarded the USTA NC presented to him at the USTA Annual Meeting in La Costa, Calif., in March. Carlton Harris NC Pro The list of past award winners is impressive, with many having strong of the Year for 2015. ties to USPTA: George Basco, Bill Tym, Jim Reffkin, Peter Burwash, Nick He also received Bollettieri, Kirk Anderson, David T. Porter, Tim Heckler, Steve Wilkinson, the Master TTennis Mark Kovacs, Butch Staples, Vic Braden, Jack Barnaby and Kathy Woods. Performance Special- ist Designation from International Tennis Performance Associa- • • La Quinta Resort & Club and PGA WEST announced the appointment of Lynne Rolley as direc- tion. Evans i s Director of Tennis & Wellness tor of tennis. Rolley will be responsible for the leadership and oversight of all tennis operations at Champions Hills in Hendersonville, N.C. at La Quinta Resort & Club, including instruction, clinics, seasonal tennis camps and educational/social programs serving the 776-guestroom resort • • After rapid success as Director of TTennis Opera- and members of The Citrus Club at La Quinta Resort. A USPTA-certified tions at Renaissance Family teaching professional with more than 40 years of instruction and coaching Fitness, USPTA Professional expertise, Rolley previously served as director of tennis at Berkeley Tennis Umang Chaddarecently Club in Berkeley, Calif., where she was responsible for all member operations accepted a new challenge – to since 20077. She also held posts as tournament director for the Girls’ and oversee the complete fitness Seniors’ National Championships. Her lifelong passion turned career also club operations and serve as included posts as Director of Women’s Tennis for the USTA where she coached Jennifer Capriati RFF’s General Manager. Chadda serves on the and US Open winner Lindsey Davenport to center court. Rolley is also the first woman to coach USPTA Louisiana Board and recently organized a men’s collegiate tennis team in the U.S., early in her career at St. Mary’s College in Moraga, the USPTA Southern Adult One Day Tourna- Calif. Ranked in the top 10 as a junior player in the USTA, Rolley resides in Palm Desert and is a ment at Renaissance. Chadda received a 10 certified PTR and USPTA Elite Pro, member of the ITF International Coaches Commission, and years of service award with USPTA in 2015. 2008 inductee into the Northern California Tennis Hall of Fame.

•• Mike Carrigan passed • • In a moving style reminiscent of inspirational author Andy Andrews, Amazon No. 1 Bestselling away on Friday, Nov 27, Author David F. Berens blends his expertise as a USPTA ten- 2015. He was 68. He nis-teaching Professional and fiction writer to bring us not had a lengthy career as only an exciting look into the grind of a single professional a USPTA tennis-teaching tennis match, but the life that is changed within it. Whitfield Professional and had Franklin Andrews, the burned-out veteran pro tennis player,, been the director of is on his way to losing an important tennis match. The book tennis at a club in opens at 6-0, 5-0 – rock bottom for a tennis player – but he Gainesville, Fla. More recently he worked in quickly realizes that he’s at rock bottom in his life as well. residential real estate and played in many The journey through his epic comeback in this match leads USTA leagues. Carrigan was on the 2015 the reader to explore and find nine life lessons that relate not Shipwatch men’s USTA 65+/8.0 team that only to tennis players, but to regular people as well. “Break won the Florida Sectional in April 2015. Point” is an inspirational and motivational story that will keep readers engaged and reflecting until the end. TTo order visit Amazon.com. NATIONAL BOARD OF DIRECTORS President Chuck GillGill • • “Never Give Up” is the inspiring true story about , aa, Brad Minns First Vice Gary TTrost USPTA Professional who, at age 3, became sick with an extremely President high fever. The battle over sickness left him with a severe hearing Vice Presidents Alan Cutler impediment. “Never Give Up” chronicles Minns’ life in which he Feisal Hassan overcomes adversity to win at tennis, bodybuilding and life. Minns’ Ken McAllister

journey to come from behind at the 1985 World Games for the Deaf TM Jack Michalko in Los Angeles to win the gold medal is one of the most incredible Diane Selke sports comebacks in history. To order a copy of the book, visit Past President TTom McGraw www.BradMinns.com or Amazon.com. CEO John Embree Legal Counsel George Parnell

ADDvantage magazine editorial offices Managing editor Kimberly Forrester The opinions expressed in ADDvantage are those of the USPTA World Headquarters Circulation Kathy Buchanan authors and not necessarily those of ADDvantage or the 3535 Briarpark Drive, Suite 202 USPTA. Houston, TX 77042 Office hours: 8:30 a.m. - 5 p.m. Central time Phone – 713-978-7782 / 800-USPTA-4U Copyright© United States Professional Tennis Fax – 713-358-7794 ADDvantage is published monthly by the Association, Inc. 2016. All rights reserved. Reproduction of any portion of the magazine is not email – [email protected] United States Professional Tennis Association. permitted without written permission from USPTA.

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