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Trends ...... 8 Bill Battle Is On Top of His Game; The
State of Play in the USA; Rule Makers Editor MAY 2016 Meet In Indy Michael Jacobsen [email protected] 201-396-7005 Red Zone ...... 14 Editorial Staff Tim Sitek, Senior Editor The battle of the gridiron is being fought Nancy Baeder, Correspondent Mike May, Correspondent across America. Keith Lawrence, Research Art Director Strength in Numbers ...... 24 Francis Klaess Associate Art Director Seven factors that make braces/supports Mary McGann a healthy sports medicine category. Designer Brandon Christie Publisher Paying Dividends ...... 32 Jeff Gruenhut [email protected] Dealers and vendors are both bullish on 404-467-9980 the sock market. Advertising Game Changers ...... 38 Sam Selvaggio [email protected] Five dealers talk about the impact of 212-398-5021 technology on their team businesses. Mark Sullivan [email protected] 646-319-7878 GOOOAAAALLLL!!! ...... 48 Jeff Nott [email protected] Vendors look to score big with new 516-305-4711 products for 2016. Troy Leonard [email protected] 352-624-1561 Quarter-ly Report ...... 54 Beth Gordon The forecast for team jackets is for [email protected] 949-293-1378 fashion and function.
Production End Zone ...... 56 Michael Jacobsen [email protected] Team Dealers To Meet; Shock Doctor 201-396-7005 Signs Cousins; Stahls’ Protects Hotronix Subscriptions www.teaminsightmag.com Business Manager Marianna Rukhvarger [email protected] 516-305-4709
PO Box 23-1318 Great Neck, NY 11023 Phone: 516-305-4710; Fax: 516-441-5692 www.formula4media.com Formula4 Media Publications Sports Insight Outdoor Insight Footwear Insight Team Insight Textile Insight Running Insight Trend Insight Inside Insight sportstyle Team Insight ©2016 is a trademark of Formula4Media, LLC, Great Neck, New York. All rights reserved. The opinions expressed by authors and contributors to Team Insight are not necessarily those of the editors or publishers. Team Insight is not responsible for unsolicited manuscripts, photographs or artwork. Articles appearing Part 3 of a series highlighting in Team Insight may not be reproduced in whole or in part FOOTBALL’S NEW GAME PLAN: PAGE 14 domestic manufacturing efforts without the express permission of the publisher. in team sports. Page 58. Team Insight is published six times each year: January, March, May, July, September and November by Formula4Media, LLC..PO Box 23-1318, Great Neck, NY 11023Subscriptions: one year, $24.00 (U.S. Funds) On the Cover: Super Bowl MVP Von Miller of the Denver Broncos in the United States. All other countries,$54.00 (U.S. depends on protection from Zamst braces and supports. Funds) for surface mail.
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THE NEW RAIDER PULLOVER MICHAEL JACOBSEN
Examining the Wreckage All of those retail bankruptcies are a lesson for the team business.
t’s May. Time for warmer pick up some customers, but those seen these retail behemoths weather, baseball season, head- buyers are used to thousands of infringe on their local territories can ing outdoors for some exercise square feet of sports apparel and certainly be excused for engaging and, in 2016, retail bankruptcies. equipment. The typical team dealer in a bit of schadenfreude, but it is I It is certainly a spring of cannot, and really does not want to, certainly no time to gloat. Whether discontent in sports retailing, but compete with those expectations. big-box retail or a mom-and-pop the problems actually began back in None of those stores going out of dealer, we are all in this together in a the winter when City Sports closed business had much of an impact on changing sports environment. because it ran out of money. Then the team business. The big-boxes So perhaps the number one came the biggie, with Sports Author- have tried with varying degrees lesson to be learned is something ity filing for bankruptcy. And last of success to sell to schools and team dealers already practice every month came news of the closing of leagues, primarily through team day — do what you do best. All of all Sport Chalet stores as a precursor rooms. Their reach has been mini- these bankrupt chains got too big or to a bankruptcy filing. mal and a minor part of their busi- strayed from what got them there We don’t write a lot about the big- ness. It is telling that among the in the first place. Some expanded box retailers in this magazine – we first casualties of Sports Authority’s out of their home markets too fast, The real impact of leave that to our sister publication, bankruptcy were 16 members of its others grew primarily for the sake these retail closings Sports Insight – but the recent spate team sales unit at its Colorado HQ. of growth. All of them failed to ac- should be in lessons of financial problems among the larg- The real impact of these retail curately gauge the full impact of the learned ... and they est chains undeniably is having an closings should be in lessons changing shopping habits of Ameri- should serve as a impact on smaller team dealers. learned, because the financial prob- can consumers. What exactly is going on here? The lems of these seemingly smart and So even though the team business warning for smaller reasons are many – a shift in buying savvy businesses should serve as a has had its own financial challenges, team dealers. habits, Internet selling, too many warning for everyone. at least we can learn from the mis- stores, bad financial decisions – but Remember, our business was hit takes made by our retail brethren. the bottom line is that hundreds of with its own rash of bankruptcies Know what you do best – serve local retail locations have shuttered in earlier in the year and more are schools and sports programs with the past six months, leaving vendors certainly on the horizon as the shift personal service and product knowl- to try to collect on orders already in the team sports model continues. edge – and adapt to the changes in shipped. It also left consumers Add in the impending financial prob- our little world of team sports. searching for places to shop. lems of some of our major vendors And feel free to pick up a little For team dealers, the impact will left on the hook by the retail bank- business at the expense of these vary depending on location. Those ruptcies and the full impact surely bankrupt competitors. After all, they that competed with a neighborhood won’t be felt until later in the year. are no longer in business. But you Sports Authority will undoubtedly Smaller team dealers who have still are. O
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6 Team Insight / May 2016 teaminsightmag.com
TEAM / TRENDS
On Top of His Game Hall of Famer Bill Battle reflects on his career and his AD role at Alabama.
centralized management of licensing for all teams made a lot of sense to me. How was it successful? We believed that 50 or 100 universities could exert tremen- dous clout in both marketing and enforcement initiatives. And both were sorely needed at the time. Getting universities to agree on anything is a difficult challenge, but our model made so much sense that a few strong universities joined and over the years many others followed. How have you seen the business change to what it has become? When we started in 1981, the business for collegiate merchan- dise was almost exclusively on college campuses and five or six companies owned the market — Russell, Champion, Artex and Velva Sheen were a few of these vendors. The designs were pretty simple and the fashion was largely gray heather tees and fleece. With the advent of licensing, the market fairly quickly evolved to a robust selection of both apparel and non-apparel products that began to appear in virtually every distribution channel. Sales doubled or tripled in the first five to eight years. Competition caused apparel manufacturers to create new and better fabric choices with more dynamic designs and then to take them to geographic locations far from college campuses. They found pent-up demand from col- legiate alumni and fans to be quite high. What’s the licensing situation at Alabama? I am very pleased with the continued growth of our program and the quality of the licensees and the products. Our growth Hall of Famer Bill Battle ill Battle has seen it all in his decades-long to some extent has been fueled by four national champion- has been in the middle of career in sporting goods. Now the athletic direc- ships in football over the last seven years, but we, with the many celebrations in his tor at the University of Alabama, Battle is being role as athletic director at terrific help from our licensing agency, CLC, have done a good inducted into the Sporting Goods Hall of Fame the University of Alabama. job of using those hot markets to extend our brand geographi- during the NSGA Management Conference and cally. I was very pleased with what we had started at CLC, as Team Dealer Summit in Hilton Head Island, we generated $10 million in royalties that helped substantially SC, this month. Here he looks back on his long with our budget. Bcareer and his high-profile role with the Crimson Tide. Team Insight: What was your reaction when you found Did you buy a few Alabama hats after the National out you were being inducted into the Sporting Goods Hall Championship game in February? of Fame? Absolutely. Bill Battle: I was definitely humbled and very pleased to get How would you define your role as athletic director at the call. I immediately thought about giants in the industry Alabama? like Mickey Newsome, Marty Jacobsen, Neil Stillwell, Jack I see my role as CEO of the department. We have an incredible Smith and so many others. It is a terrific honor and I am very staff of coaches and administrators who know their jobs and proud to be named as a part of that distinguished group. perform them very well. My job is to make sure they have the You were present at what was essentially the dawn of the resources to succeed. modern sports licensing business. Did you ever envision it Just how big is the job? growing to what it is today, or were you just trying to sell a We participate in almost 400 events and host about half of few T-shirts? them. Some events have 150,000 people coming to town to I believed the market for collegiate logoed products could be sit in 101,000 seats in Bryant Denny Stadium. There is a lot as big as the professional market if someone could get a large of work that goes into the event management side of our number of the right universities all pulling in the same direc- enterprise. I see my job as to make sure that we stay on track tion in the niche of trademark licensing. The NFL model of to accomplish our mission and make a difference in the lives
8 Team Insight / May 2016 teaminsightmag.com
SHOW YOUR TEAM SPIRIT
ROOT YOUR TEAM ONTO VICTORY
IN SPORT-TEK’S COLOR-
COORDINATED TEES, SWEATSHIRTS,
JACKETS AND ACCESSORIES.
MANY FEATURE GAME-CHANGING
PERFORMANCE TECHNOLOGIES. TEAM / TRENDS
of our student athletes, manage the business of the our best to provide them with the best equip- department and be a good steward of all resources of ment and the best strength, conditioning and the department. nutrition training possible. We also do our best What’s a typical day look like? to provide them with the best coaching possible, to teach techniques, tactics and strategies to be Every day we have a lot of balls in the air, both liter- THE BATTLE BIO ally and figuratively. With 21 teams in 17 sports, 525 successful and minimize injuries. When injuries do occur we provide them with the best medi- student athletes and more than 300 staff members, A native of Birmingham, AL, Bill Battle at- cal care available through great doctors and there is a lot to manage. Meetings take up time every tended the University of Alabama on a foot- day as communication is essential to good manage- trainers. ball scholarship and enjoyed a successful ment. Luckily I get to watch a lot of great athletes How about the concussion issue? practice and compete. playing career as a three-year starter at end There is much in the news today about concus- for the Crimson Tide under Paul “Bear” Bry- sions. Riding bicycles is the number one cause How much time do you get to spend with the team of concussions in this country. Actually football dealers who sell to your school? ant from 1960-62. Battle was a member of is fourth or fifth on the list as I understand it, but I don’t get to spend time with dealers. Our staff mem- Bryant’s first national championship team it gets so much attention because of its popu- bers do most of that interaction and I get to spend at Alabama in 1961. larity. Today in college football we have a very time with their CEOs or managers from time to time. Following a coaching career that in- manageable situation with concussions. We have As an athletic director, what is your role in terms of cluded being named to the top spot at the a protocol that goes into place in every case dealing with your equipment and uniform suppliers? of injury that is handled by medical staff, not University of Tennessee when he was only Our coaches primarily determine what their teams coaches, and doctors determine further playing wear, in line with our philosophy of brand manage- 28-years old – Battle’s seven-year tenure time and activity until the player is deemed safe ment. Our equipment managers and assistant and as head coach (1970-76) resulted in a re- to return to action. associate athletic directors get involved and Nike, as cord of 59-22-2 – Battle founded the Col- Can you compare your athletic program now to our on- field uniform supplier, is in contact with our legiate Licensing Company in 1981 and when you played and coached? staff pretty much on a daily basis. When I was in school, there were 9000 students served as president and CEO until 2002. How do the Nike brand and University of Alabama at Alabama and our stadium seated 35,000. He also served as chairman of the board of complement each other? Today our student body is 37,100 and our sta- The University of Alabama is a great brand. The Licensing Partners International, created in dium seats 101,000. Our current student body university has carefully managed its brand since 2001 to represent the licensing interests of couldn’t fit in the stadium I played in. the early 1980s and has developed one of the most non-collegiate sports properties. What are you going to say at your Hall of Fame valuable brands among colleges and universities A 1981 inductee into the Alabama Sports induction? throughout the country. Our relationship with Nike I’ll be very appreciative and humbled by the Hall of Fame, Battle was inducted into the has been a mutually beneficial one. They are respect- honor. I may tell a few stories about my wildly ful of our brand, as we are of theirs, and we have National Collegiate Licensing Association diverse career. worked together to make sure our branding efforts Hall of Fame in 2000. He was the recipient Finally, where does Bill Battle go from here? continue to add brand equity to both organizations. of the 2005 Paul W. Bryant Alumni Athlete Good question. I’ll worry about that when the Our readers and their customers are understandably Award at The University of Alabama and time comes. As for now, we’re in the business of winning championships and building champions. worried about how safety concerns impact partici- was inducted into the International Licens- pation, especially in football. How much of an issue In addition to our recent football national cham- is it at your school? ing Industry Merchandisers’ Association pionship, our gymnastics, men’s and women’s We are concerned about safety of our players and do Hall of Fame in 2008. Q golf, and softball teams all rank in the top 10. Q
Rule Makers Meet In Indy
any of the decisions made during a recent manufacturers, this meeting provides a platform for the two Companies and gathering of more than 90 sporting goods ex- sides to work to a possible solution.” organizations in attendance: ecutives and governing body officials at the One point made by Bob Colgate, NFHS director of sports Adidas, Augusta, Baden, Boombah, BSN Sports, 10th annual SFIA/NFHS/NCCA Rules Con- and sports medicine, refers specifically to the size of numbers Champro, Chesapeake Testing, Mference in Indianapolis will have an impact on on football jerseys. Combat Sports, Diamond the team business. The goal of the conference was to ad- “The numbers must always be discernible from the press Kinetics, Diamond Sports, dress equipment and playing rules changes and interpreta- box in a variety of weather and lighting conditions,” Colgate Dick’s Sporting Goods, tions under consideration for the coming year. stressed. Easton, Gared, Gill, Guardian Innovations, Halo Sports & Key issues were sublimation/customization of uniforms, Discussion around chest protection was a hot topic. NOC- Safety, ICS Laboratories, new product certification protocols, potential time frames for SAE executive director Mike Oliver led an engaged conver- Markwort, Marucci, Molten, implementing rules changes and licensing programs such as sation of chest protector equipment standards for preventing NSGA, Nation’s Best Sports, the NFHS Authenticating Mark Program (AMP). commotio cordis. Nike, Performance Lacrosse “The great thing about the Rules Meeting is that it keeps “Any sport with likelihood of the athlete being struck with a Group, Performance Sports an open dialogue between the manufacturers of equipment projectile has the risk of commotio cordis,” Oliver said. “The Group, Pop Warner, Rawlings, Riddell, Russell, SEI, Saranac, and the governing bodies of the rules committees,” says SFIA design of products to protect against commtio cordis has Schutt Sports, Spalding, True president and CEO Tom Cove. “If a rule comes up that could to cover the cardiac silhouette and not just be symmetrical. Temper Sports, Under Armour, significantly impact the inventory of schools and equipment Right now everything is on the table.” Q United Sports Brands.
10 Team Insight / May 2016 teaminsightmag.com
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TEAM / FOOTBALL
THE BATTLE OF THE GRIDIRON IS BEING FOUGHT ACROSS AMERICA. RED
By Mike May
or a sport so firmly entrenched in the fabric of America, football sure has been forced to respond to a lot of criticism F — much of it self-inflicted, some media- driven. Safety concerns certainly continue to impact participation – and, in turn, the money spent on gear and uniforms by schools, town programs, players and parents – but the sport is working hard to write a new playbook. Despite those issues, the sport and the vari- ous organizations that have a vested interest in its existence have been able to respond with solutions and a pledge to make the sport as safe as possible for its players, the majority of whom are under the age of 18. While the concussion issue has been receiv- ing its fair share of attention in recent years, it’s important to realize that there are other factors in play that are negatively impacting playing interest in the game. It’s also worth noting that spectator interest in football, especially at the collegiate and professional levels, remains at re-
14 Team Insight / May 2016 teaminsightmag.com cord levels. Football retains its hold on Ameri- “Football is a big part of our business, both “We cannot forget that more players die due can life on Fridays, Saturdays and Sundays in equipment and apparel,” according to national to heat stroke than actual football injuries the fall. sales manager Brian Pepper. “We have always each year, so the proper hydration of athletes, To borrow a phrase from the sport of base- strived to provide our customers, both at retail the length of practices and the time of day of ball, for football, if you build it (as safe as you and wholesale, the opportunity to buy the best practices need to be looked at by coaches and possibly can), they will come (to play, to spend and the newest in player protection and safety.” administrators,” says Pepper. and to watch). While the concussion issue has generated some unexpected attention to the sport, Short Season, Big Sales Number One for Dealers there has been a silver lining to all of the In the greater Denver area, football is big Football undeniably remains the top-selling media attention. business for Sportline, Arvada, CO, but the category for the majority of team dealers from “One thing that has come from the raised relatively short season does impact its revenue coast to coast. But questions remain on just awareness of concussions is that all manufac- potential. Baseball and softball generate more how much the issue of sports specialization turers, I feel, have stepped up their R&D efforts business for Sportline simply because the sea- and the fear of injury are affecting business this to provide better products,” says Pepper. “From sons are longer. year for the team dealer community? Surpris- helmets to shoulder pads to mouthguards to “From a numbers perspective, we do more ingly, the outlook around the country is fairly rib protectors, we are seeing the best products football business with youth leagues, which positive. that have ever been made.” are buying helmets, shoulder pads, pants, In Georgia, where football has always reigned While teams and athletes all now have access socks and jerseys,” notes Sportline owner Tom supreme, the sport is a strong number two cat- to state-of-the-art products, team dealers and Jacobsen. “And, I’m pleased to report that our egory for Fayette Sporting Goods, Fayetteville, football equipment makers must never stop football equipment business will be on the rise GA. Owner Howell McElroy says baseball is educating and informing the buying public this year because we are picking up more teams now his top-selling category because “they are about what it has to offer. Complacency could and leagues.” playing baseball all year round.” McElroy notes be a kiss of death to the business, Pepper feels. Jacobsen says that high schools are purchas- that football participation at the youth level “Manufacturers need to continue to bet- ing similar items — helmets, uniforms, shoulder
TO USE A BASEBALL PHRASE TO DESCRIBE FOOTBALL IN AMERICA IN 2016, IF YOU BUILD IT (AS SAFE AS YOU POSSIBLY CAN), THEY WILL ZONE COME (TO WATCH, TO SPEND AND TO PLAY).
has taken the biggest hit in his area, but it’s not ter educate the sales forces and we need to pads and various accessories. Spirit packs are always because of a fear of concussions. continue to educate the coaches, parents and popular with high school football players and “We have athletes who are specializing in players,” he notes. For example, he recently their parents. baseball or basketball and walking away from attended a function for women at Montana As for any trickle-down effect of the Denver football,” adds McElroy, pointing out that it State University where the head football Broncos winning the Super Bowl in February, does work both ways. “In some cases, foot- coach talked about how important it is for Jacobsen does not foresee an increase in the ball players are specializing in football and women, in particular, to understand the game number of football players in Colorado. But, he walking away from other sports like baseball of football --— not just the X’s and O’s, but says, many people have walked into his store or basketball.” the techniques of the game, too. seeking to buy licensed products from the Local football teams – both youth and high “They actually did tackling drills to show Broncos; unfortunately, Sportline doesn’t carry school – are still buying large quantities of them what is being taught to the players and that merchandise. helmets, shoulder pads, protective padding and what is the right way to tackle to avoid some of In south Florida, high school and youth accessories from Fayette Sporting Goods, along the injuries that happen,” Pepper says. “I think football remains big business, but maybe not as with spirit packs that contain a T-shirt, shorts, more events like this need to happen at all vibrant as it once was. gloves and sweatpants. levels to better educate the parents.” “Because of the concussion issue, I’ve seen McElroy adds that parents are helping his For many reasons, Pepper is bullish about a depletion in tackle football among younger bottom line, too, as they are buying – both football sales this year. kids, but a pretty decent increase in flag foot- in-person and online – team-themed T-shirts, “Right now, we are having a big equipment ball,” reports Kevin Licata, manager of Medal- caps and sweatshirts to wear while watching year in protective football equipment,” he re- lion’s Sporting Goods, Jupiter, FL. A new spring the games. ports. “Sometimes it is just cyclical, but I can’t youth football league in the area did help his In Montana, don’t let the sparse population help but think that all the talk about football football business this year. give the impression that football is not a big and concussions has something to do with it.” Another plus for business is that the enthu- deal. It is the exact opposite and Universal There are other safety issues at play that siasm from fans usually leads to sales of team Athletic, Bozeman, MT, is there to provide the influence participation concerns in football and T-shirts, hats and sweatshirts to parents. product and the service. the business of selling football to local teams. “Every team seems to have a team mom that
teaminsightmag.com May 2016 / Team Insight 15 TEAM / FOOTBALL
helps generate team spirit wear sales,” re- He focuses on the high school programs ports Licata, who says he is selling football to because that’s where the investment in time four local youth leagues and nearly a dozen and resources best pays off, leaving the youth high schools. leagues to other suppliers. “The youth foot- “With my local youth program, the leagues ball business is big, but we don’t chase that are usually ordering the helmets and shoul- business,” adds Costales. der pads,” adds Licata. “Then, each family The concussion discussion certainly has buys the rest — cleats, socks, pants, mouth- had an impact, albeit minor, on the Islands. pieces and other accessories.” “It is on top of everyone’s minds, but it has One negative impact on his business not had that big of an effect on participation has been the larger footwear and apparel in high school football,” says Costales. companies entering into agreements Interestingly, even though the Hawaiian with some of his high-profile high school Islands are isolated in the middle of the programs, which means that jerseys, pants, Pacific Ocean, Costales says that his football socks and cleats are sold directly to the business has been affected by the Internet. schools. That eliminates Medallion’s and “With free shipping, we are not so isolated,” other team dealers from a traditionally adds Costales. “We lose the business when it strong part of their business. comes to selling small, personal items for the In northeast Louisiana, the concussion football players.” issue has had no apparent negative impact Costales spoke highly of the impact of hav- on participation, according to Glen Hendrix, ing a recent Heisman Trophy winner (Marcus owner of D&H Sports, Bastrop, LA. Mariota) come from Hawaii. “It makes the “Parents and players just want a better hel- dream (of playing football at the highest High School By The Numbers met,” Hendrix notes of the 73 high school and level) very believable,” he notes. middle school teams he services in his area. INTEREST IN HIGH SCHOOL FOOTBALL HAS “Football kind of runs year-round down State of the Game remained steady and strong for nearly 10 years. here,” notes Hendrix, with spirit packs keep- If anyone should have a feel for the Since the 2008-09 school year, overall participation ing the spirit going 12 months a year. “I put state of the sport of football in America, it in tackle football has hovered around 1.1 million whatever they want in the spirit packs — T- would be Bob Colgate, director of sports players. Football remains the only high school sport shirts, socks, mouthpieces, shorts, practice and sports medicine with the National with more than one million participants, according shirts.” Federation of State High School Associa- to the NFHS. In his neck of the woods in northeast Loui- tions (NFHS). And he feels confident about From a participating schools perspective, siana families rely upon the local schools to it in 2016. 11-player football is the fifth most popular high buy all the equipment for their sons to play “The state of our game is good,” he says, school sport for boys, with 14,154 schools offering football because they generally can’t afford to while admitting that work remains to be 11-player football. But it is the most popular high buy all the necessary gear and accessories. done on risk minimization and that con- school sport from a participation perspective — in cussion education remains a priority. the 2014-15 school year, there were 1,083,617 Good News from the Midwest Colgate says it’s important to know boys playing football. In southern Indiana, the football business there are other issues that are impacting For those schools that don’t sponsor traditional this year will be very good, according to Jim participation in high school football: 11-player tackle football, the game of six-player Brown, a salesman at Kratz Sporting Goods, UÊ*>ÞÌ«>ÞÊ>ÃÊ>Êw>V>ÊL>ÀÀiÀÊÌÊ«>Þ}Ê football is played in five states (Colorado, Montana, Clarksville, IN. football; Ohio, Texas and Wyoming) by 4403 boys; eight- “Football is strong and we do a little better UÊ-«ÀÌÃÊëiV>â>ÌÊÌ >ÌÊÃÊV>ÕÃ}ÊÃiÊ player football is played in 18 states by 19,423 every year,” he reports. “By now, most of the athletes to turn their backs on football in boys; and nine-player football is played in four major items have been ordered by our area favor of focusing on another sport; states (Minnesota, North Dakota, Ohio and South football programs. Now we are putting to- UÊ Ã`>ÌÊvÊÃV ÃÊÌ >ÌÊÃÊV>ÕÃ}Ê Dakota) by 5112 boys. gether spirit packs and packages for summer some students to lose playing time and oth- There are an additional 1565 girls playing programs.” ers to lose interest in the game when two 11-player football on teams in 32 states and 133 As for the trickle-down effect from promi- schools merge their sports programs; girls are playing six-, eight- or nine-player football nent local college and professional football UÊ >VÊvÊÌiÀiÃÌ]ÊLiV>ÕÃiÊ>ÞÊvÊÌ`>Þ½ÃÊ on teams in 14 states. teams, Brown says he noticed a positive youngsters lack the motivation to play a It’s worth noting that flag football is played by impact. high-demand sport such as football. nearly 1000 boys in four states (Alaska, California, “When the Indianapolis Colts are doing Moving forward, Colgate says that the District of Columbia, Michigan and Ohio) plus the well, the level of awareness and interest in L}}iÃÌÊÃiÀÛViÊÌ iÊ -ÊV>Ê«ÀÛ`iÊÃÊÌÊ District of Columbia — and by more than 9000 girls football is quite high,” he says. “The Univer- remind coaches that they must teach and in five states (Alaska, California, Florida, Michigan sity of Louisville also has had some great instruct players about how to play the game and Nevada). Note of interest: More than 6000 of success in football in recent years.” of football properly and to do it according to those flag-football playing girls are from Florida, Even way out in the Hawaiian Islands the high school rules. where flag football has full-fledged high school football rules the roost, according to Stanley “They must be keepers of the game,” says varsity status. Costales, Jr., owner of Sports Line, Hilo, HI. }>Ìi°Êº-iÊ«i«iÊviiÊÌ >ÌÊÜiÊii`ÊÀiÊ Because of issues like pay-to-play and school Costales sells football to 40 high schools in the rules in high school football, but I disagree. consolidation, many observers feel that interest Hawaiian Islands and when they come knock- Instead, we need to enforce and administer in 11-player football will probably decrease while ing their gridiron wish list is everything from the rules that we have.” interest in eight- and nine-player football will head to toe — helmets, shoulder pads, jerseys, Those rules include issues that are of inter- continue to grow. Q pants, mouthguards, socks and cleats. est to team dealers. Among them:
16 Team Insight / May 2016 teaminsightmag.com
TEAM / FOOTBALL
UÊ `VÕÌÊiÀÃiÞÃÊ>ÀiÊÌÊ>Üi`ÊÊ } Ê down 16 percent and concussions have school football; declined by 28 percent across the district’s UÊ/i>ÊV>iÃÊÀÊëiV>Ê>iÃÊ>ÀiÊÌÊ 25 high school football programs. allowed on the front of jerseys; In addition to the Heads Up Football pro- UÊiÀÃiÞÃÊÕÃÌÊVÛiÀÊÌ iÊà Õ`iÀÊ«>`ÃÆÊ gram, USA Football has established a set of UÊ"ÛiÀLÕÌÊv>ViÊ>ÃÃÊ>ÀiÊ>Üi`ÆÊ procedures that impact how much contact UÊ/ iÊiiÃÊÕÃÌÊLiÊVÛiÀi`ÊLÞÊiiÊ«>`ÃÊ is allowed in youth football practices. at all times. (That issue with the knee “On the youth side, USA Football has pads is confusing to many young play- implemented our medically endorsed Na- ers who see college and pro players on tional Practice Guidelines for Youth Tackle television playing without knee pads.) Football, which define levels of contact and “Having the knee covered by knee pads is set a 30-minute time limit on full contact a non-negotiable issue at the high school within a practice session,” Alic explains. level,” adds Colgate. “The guidelines also provide youth foot- One organization that has responded in ball organizations with heat acclimation a first-class fashion to the concussion and procedures set forth by the Korey Stringer injury issues is USA Football, the national Institute.” governing body of the sport in the United States. A Focus on Education “Football never stands still,” says Steve While Alic and his colleagues at USA Alic, senior director of communications Football are delighted about the group’s for USA Football. “We’re establishing new contributions to the sport of football, this and important standards rooted in the best is no time to be complacent. available science.” “For our sport – and for every sport that He points out that third-party research our kids play – we need to continue to fo- shows that its Heads Up Football program, cus on coaching education and coach train- which is endorsed by leading medical as- ing innovations that advance player safety,” sociations and experts across athletics, is says Alic. “This is happening in football.” Von Miller: From Super Bowl MVP making a difference. Another established governing body in “Education changes behavior for the youth football is Pop Warner Little Schol- To Team Insight Cover Model better, Alic says. “This is true in so many ars, which has 225,000 players in 40 states, Already a star in the NFL, Von Miller took a ways and it makes sense that it applies to serving children age 5-15. What many giant leap to the next level on Sunday, February football.” people don’t realize is that only 50 percent 7, 2016, when the Denver Broncos’ linebacker Heads Up Football is a significant change of youth football programs in the U.S. are was unstoppable and earned the Super Bowl MVP and modification to the sport, making the actually sanctioned by Pop Warner. Award after leading a dominant defense that shut game more fun while changing, for the bet- According to Pop Warner executive direc- down the NFL’s number one scoring offensive ter, how it is taught and played. tor Jon Butler, the game of youth football player, Carolina Panthers’ Cam Newton. Now, in “This is more than a widely endorsed is in great shape. addition to that honor and a starring role in the tackling technique,” stresses Alic. “It is a “While the overriding theme of our work 2016 season of “Dancing With The Stars,” Miller comprehensive coaching education pro- is focused on reducing and eliminating con- has hit the trifecta by making it to the cover of the gram comprised of an array of resources cussions, I am pleased to report that our May issue of Team Insight. and medically approved protocols put into football program is the safest that it has Miller, who recently suffered a knee injury, motion on high school and youth levels. As ever been,” reports Butler. “We’ve made the demonstrated nothing but pure speed and strength Heads Up Football evolves and raises the game safer and we’ll continue to do so.” as he recorded six tackles, 2.5 sacks and forced bar on player health and safety in football, The biggest change to the Pop Warner two fumbles in the 24-10 win over the Panthers. it’s also making a positive difference in program in recent years has been the adop- Miller was drafted by Denver in 2011 as the other youth and high school sports.” tion of the Heads Up Football program. The second overall pick (Newton was the first pick) in results have been remarkable. the 2011 NFL Draft and went on to be named the Working On a National Basis “Overall injuries in practice have been 2011 Defensive Rookie of the Year. The Heads Up Football program is work- reduced by 92 percent and incidents of After tearing his ACL in 2013, Miller turned to ing and generating words of praise from concussions have dropped by 82 percent,” Zamst, a maker of protective equipment, to provide across the country. reports Butler, who credits the coaches for support during his rehab process. His unique “USA Football’s Heads Up Football pro- understanding the importance of the Heads combination of speed and strength undoubtedly gram has been invaluable to us and we are Up initiative. “Not surprisingly, our parents, helped earn him the Super Bowl 50 MVP title, and so happy to have had the opportunity to especially mothers, are happy and relieved Zamst is certainly making sure everyone knows he become a part of the program,” says Kirby that we have implemented this program.” is on the company’s Elite Force Team. Whitacre, athletic director, South Bend At Pop Warner, further change is in the “We know that by keeping athletes healthy, we (IN) Community School Corporation. air — this year it is eliminating kickoffs for allow them to reach their full potential in their game The Fairfax County (VA) Public Schools, its younger age groups. and this is especially true for Von Miller,” says the eleventh-largest school district in Youth football players are not the only Bryan Smeltzer, GM of Zamst US. the United States, is the first U.S. school athletes benefiting from Pop Warner’s up- “Von has worked through adversity and we district to adopt Heads Up Football for graded emphasis on safety. are honored to have supported him with Zamst its high school football programs. Since Butler notes that his organization’s new throughout the season and ultimately to a Super adopting the Heads Up Football curriculum safety and concussion policies are also Bowl victory.” Q and hands-on training, football injuries are being applied to 125,000 female cheerlead-
18 Team Insight / May 2016 teaminsightmag.com
TEAM / FOOTBALL
ers and dancers who participate under the Pop football participants actually play the game a players in 2015. Warner banner. great deal. From a spending perspective, football keeps From a national perspective, the Sports & Fit- When looking specifically at the youth foot- the cash registers ringing. According to the ness Industry Association (SFIA) reports there ball playing population, there were 1.23 million SFIA’s Manufacturers Sales by Category Report, were 6.2 million tackle football players in the youth (ages 6-12) who played tackle football in wholesale sales of football gear (footballs, U.S. in 2015. As an aside, the SFIA study reveals 2015, which is up slightly from 1.216 million in protective gear, blocking sleds, goal posts and there are 6.5 million touch football players and 2014, according to the SFIA. accessories) reached $547 million in 2015, up 5.8 million flag football players as well. In 2015, there were 991,000 youths who were from $530 million in 2013. core football participants, which is up 3.3 per- Sales of football uniforms and footwear also Dissecting the Demographics cent from 2014. showed growth. In 2015, wholesale sales of Of the 6.2 million tackle football players, 3.4 The data from SFIA also reveals that partici- football uniforms were $382 million, up slightly million of them are classified as core partici- pation in flag football among 6-13 year olds from $376 million in 2013. Football footwear pants, who play the game at least 26 days a has experienced a slight increase — from (cleated) sales were $196 million in 2015, up year. In other words, nearly 55 percent of tackle 1.086 million players in 2014 to 1.142 million from $170 million in 2013. Q
Get Ahead of the Game
ven though summer is transfer material that also inhibits dye with a simulated zig-zag “sewn look” and players alike to wear around just getting underway, migration. This property will essen- is a great way to personalize these town, to the gym, school, even at now is the perfect tially block the dyes in the garment and other items that hold a higher practice. Personalize them with a time for team deal- from bleeding through the transfer. perceived value, but will still keep team or mascot name and pair with a ers to start thinking For instance, if it’s a white number production costs at a minimum. football graphic and player number. about customizing on a red jersey, the number can turn Hoodies remain a mainstay for Names can also be added to the back football uniforms pink if the material used doesn’t have spiritwear, as they’re great for fans of a hoodie. Hoodie decoration can for the fall. No matter any dye inhibiting properties. be done quickly and easily using Ehow you remind your previous teams Additional durable material options heat transfer materials, so note the or promote to new ones, it’s best to include sewn numbers and letters fiber content and search out your think ahead and provide coaches using the classic look of twill. Though favorite material best suited for it. and players with decorating and twill is offered with tack adhesives Performance and practice wear customization options as early as for heat application, sewing them can also be personalized using heat possible. is always recommended to ensure transfer materials, despite their With respect to football jerseys, permanent adhesion. If you’re looking complex fabric make-ups. The ideal keep in mind they have additional for an alternative to sewing, but still heat transfer material will feature a numbering and lettering areas to want the classic look and feel of twill, soft hand, will be lightweight, have decorate than other sports. Num- there are options available that high stretch and recovery proper- bers are most often applied to the provide a heat transferrable ties and can be heat applied front, back and shoulders and can twill that has a simulated, at lower temperatures; range anywhere from 10-12 inches laser-etched zig-zag some as low as 275 for front and back and four inches pattern around degrees F. This for shoulders. the edges. This will still ensure Typical number styles on football option allows you proper and per- jerseys will be bold, block or interac- to still achieve a manent application tive styles, which are increasingly classic look, but without potentially popular. (Interactive styles use dif- with all the ease, con- ruining the garment or ferent left and right digit shapes venience and economy of affecting the athlete’s com- that complement or “interact” with using heat transfer methods. fort and movement when each other, so they can be mixed No matter which of these material wearing it. and matched to provide teams with options you choose, they all provide Keeping these things in mind early unique looks.) durable, permanent applications best will help your efficiency when team The easiest and most efficient way suited for the wear and tear jerseys orders start to roll in and will show to personalize jerseys is with heat will endure in this full contact sport. your clients that you’re worth every transfer materials. It’s important to But don’t stop with decorating team penny — especially the ones you’re keep in mind that, due to the physical jerseys. Team jackets and practice saving them. Q nature of football, you’ll want a heat garments all provide opportunities transfer material that is durable and for personalizing, as do hoodies and This article was written by Paul Saba- abrasion-resistant. T-shirts for fans. A popular option to tini, sports marketing coordinator at Brightly colored or sublimated jer- consider offering is lightweight varsity Stahls’. With 21 years of sports industry seys are also increasingly popular, style jackets, where the sleeve color experience, Paul Sabatini is the product so if you find yourself heat applying contrasts with the body to provide line champion for letters and numbers white names and numbers on these the look of a letterman jacket. The for Stahls’ and the go-to guy for all things garments, be sure to use a durable heat aforementioned heat transfer twill sportswear and uniforms.
20 Team Insight / May 2016 teaminsightmag.com
TEAM / FOOTBALL NEW PRODUCTS
1 23 45
9
7
6 8 10 1. The Adidas Techfit Primeknit 11. The Xone Body Shield football seamless, lightweight, compression fit pant features X-Dri technology along football jersey includes engineered body with ultra-light weight padding and core mapping with integrated ventilation. compression. 2. Powers’ Select Custom Columbia 12. Fisher Athletic’s tackle wheels jersey features a technical stretch knit come in a variety of sizes – from 28 to 54 fabrication for the yoke, body and sleeve inches – depending on the age level of with a tech mesh lower body front and the program. back. 13. Augusta Sportswear’s Snap 3. A4’s Drills practice jersey is a 100 Jersey features a 100 percent polyester percent polyester small porthole mesh heavyweight tricot mesh body, 100 with a double layer Dazzle Cowl. percent polyester dazzle yoke and sleeves and 90 percent polyester/10 4. Game Gear’s 468 football jersey has percent spandex neck, bottom sleeve a panel down the side to make it as tight and side inserts. as possible, but still allows full range of motion. 14. Under Armour Eyewear visors 5. Gradients and subtle texture fills give feature distortion free ArmourSight lenses 11 12 13 the new Nighthawk ProSphere football with anti-fog and anti-scratch coatings for superior sight lines on the field. design from Teamwork a fresh and 16 current look. 15. The Epic Youth helmet from 6. The lightweight exoskeleton of the Xenith features the same protective CarbonTek Gen II Shoulder Pad from and fit technology as the Epic Varsity, 14 Russell Athletic is now constructed including Aware Flow Shock Absorbers, with 10 layers of 100 percent aerospace compression liner, Fitlock retention grade carbon fiber from the Boeing 787 system and airflow cooling shell vents. Dreamliner. 16. Roar Athletic Performance XG4 15 7. McDavid’s Hex 7-Pad three-quarter insoles are made from aerospace- length girdle comes with Teflx technology grade carbon fiber to help athletes run to provide durable resistance suited to faster while also reducing the chance of withstand repeated scuffs and skids on foot and lower leg injuries. all surfaces. 17. RIPT shoulder pads from TAG 8. Bownet’s Solo Kicker Pro net stands Athletic Goods are billed as the at a massive 11’6” tall x 8’ wide, the lightest pads on the market, with largest net of its kind and the only net a resistant impact performance specifically designed for kickoff practice. technology shell. 17 9. Three designs are now available in 18. Under Armour’s Highlight MC Shock Doctor’s Max Airflow Printed football cleat provides light, super- Lip Guard — American flag, fangs and 18 streamlined, fully locked-in speed. camo. 19. The FuelGard mouthguard from 10. Cutters’ Rev Pro 2.0 gloves are SafeTGard is designed to hold available in team colors, solid color FuelGard slow dissolve electrolyte options and new special edition metallic tablets, keeping players hydrated. and camo styles. 19
22 Team Insight / May 2016 teaminsightmag.com
SPORTS MEDICINE / BRACES
Strength in Numbers Seven factors that make braces/supports healthy.
With player safety and protection at the forefront of sports technology in 2016, the makers of braces and supports for the modern athlete have answered the call for better, safer and lighter products. The goal is simple: To keep the athlete on the field. Here are seven issues facing the category and what the leading manufacturers are doing about them. By Michael Jacobsen
1. THE ROLE OF DEALERS
“The role of the team dealer has evolved to be educated on product to en- over the years as they have become the sure consumers are buying the right front line of communication. Most dealers product for their need.” Matt Williams, who focus on these categories take the Senior Director, DonJoy Performance time to become educated to the product’s benefits. Today the dealer needs to be “It’s the dealer’s responsibility to stay proactive in making product recommen- informed and encourage their custom- dations prior to the need.” Steve Sheri- ers to pursue the best equipment for dan, Senior Vice President–Sales/Hickory maintaining the health of the athlete.” Brands/New Balance Debbie Shannon, VP–Marketing, ING Source/OS1st “The team dealer already has the captive audience and relationships in place. They “Team dealers are vital to the success of have the opportunity to educate on the im- this category. For injured athletes look- portance of this category.” Dawn Ferriera, ing for the proper wrap and/or brace, Senior Product Specialist, Zamst team dealers can help make sure that the athlete is getting the proper item “With the changing regulations in health with the proper fit.” Chris Miller, Director care reimbursements, more consumers are of Retail Sales, United Sports Brands looking to retailers for guidance about pur- chasing bracing and support products over “Team dealers can help potential buy- the counter. This makes the role of retailers ers by explaining the differences in the vital in bringing the best, medically effective options available.” Craig DiGiovanni, VP, product options to their customers.” Warren Medi-Dyne (Cho-Pat) Colter, CMO, Bauerfeind USA “Dealers are the conduit to the athlete. “The opportunity to self diagnose at They are the boots on the ground and the home with more accuracy is leading to a critical component of truly presenting the massive shift in the way health care and idea of bracing as a protective element.” sports medicine companies are servicing Neal Fink, VP–Sporting Goods Channel, consumers. The role of the team dealer is Performance Health/Active Ankle
2. THE SAFETY ISSUE
“We focus on over use-related injuries “While major injuries are a current hot and therapy to chronic conditions that topic, minor damage that recurs over
plague athletes involved in repetitive time can lead to long-term injury and Photos top to bottom: Zamst, Bauerfeind, DonJoy motion sports.” Steve Sheridan, Hickory potential sidelining of the athlete. Braces Brands/New Balance and supports exist to protect the athlete from the inevitable damage.” Debbie “Lost playing time is a critical issue re- Shannon, ING Source/OS1st gardless of the level of play. In organized settings, it impacts the team and their “Our goal is not only to help injured results. For recreational athletes, the loss athletes recover and get back on the field, is measured in time away from some- but also to ensure that healthy athletes are thing they love.” Neal Fink, Performance performing at the highest level possible.” Health/Active Ankle Chris Miller, United Sports Brands
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SPORTS MEDICINE / BRACES
CHO-PAT 3. THE SALES PITCH
The Cho-Pat Biceps Strap “Steph Curry suffered multiple injuries before using the Zamst A2-DX support to come back from injury and stay in the game.” Dawn Ferriera, Zamst from Medi-Dyne prevents the pulling and tearing of “The sales pitch is very real. The dealer is selling peace of mind. The personnel who tendon and muscles in are responsible for the health and safety of these athletes demand product they can bicep area. Its Dynamic count on.” Steve Sheridan, Hickory Brands/New Balance Pain Diffusion absorbs and disperses the pain-causing “Sports medicine is not a sales pitch category. It should be treated with a high forces to relieve stress and degree of consulting with the athlete. Team dealers should take the time to reduce inflammation. understand the degree of injury and not over promise effectiveness of braces and supports. Always suggest going to a physician for a professional opinion with every brace provided.” Matt Williams, DonJoy Performance
“Offering a good-better-best showcase gives retailers an opportunity to maximize the category. When you offer a medically effective product, your customers will identify you as a subject matter expert and will continue to seek you out.” Warren Colter, Bauerfeind USA
“The sales pitch depends on what the customer is looking for and whether they are looking for preventative items or if they are recovering from injury. For those already injured, the primary goal is to get them back on the field or court as soon as pos- sible. For athletes that have been injured in the past and are looking for preventative products, many products will provide the support/stability needed, with little to no reduction in freedom of movement.” Chris Miller, United Sports Brands BAUERFEIND “Protection now can mean injury prevention later.” Debbie Shannon, ING Source/OS1st Bauerfeind Sports Knee “Using this support or brace is the best option to keep your discomfort away so that Support offers optimal you can continue to do what it is that you love to do. Braces are also a more cost knee support with effective option to taping.” Craig DiGiovanni, Medi-Dyne freedom of movement. It improves circulation 4. THE CHALLENGES and stimulates muscle regeneration.The Air “Consumer perception is a huge issue. Once the brace category starts to be present- Knit fabric is lightweight, ed on a regular basis as preventative or everyday equipment it begins to open the comfortable, moisture- whole category up to a new, everyday user.” Neal Fink, Performance Health wicking and washable. “The multitude of options available and one-size-does-not-fit-all mentality to reduce SKUs on the shelf is a challenge. One-size-fits-all generally means it doesn’t really fit anyone very well.” Craig DiGiovanni, Medi-Dyne
“The primary challenge in this category is the potential number of SKUs. Our recom- mendation is to go deep in ankle and knee items and expand from there depending on space.” Chris Miller, United Sports Brands
“Most of these devices focus on low cost and old technology. Athletes simply will ACTIVE ANKLE not get the bracing benefits because the products interfere with play, are too hot and Active Ankle’s new line of rigid uncomfortable and often are too bulky to coordinate with the apparel and equip- ment of the sport.” Debbie Shannon, ING Source/OS1st ankle braces includes the Eclipse II Dual Upright Ankle Brace, “In most cases dealers and retailers do not have a background in athletic training. which provides protection in a Bottom line — don’t fake it. Partnering with local athletic trainers and physicians is a rigid ankle brace through its solid great way to get a better understanding.” Matt Williams, DonJoy Performance U-shaped design and multipoint strapping system. “There are so many options that the challenge for dealers is to find and sell truly medically effective products. The key to cutting through the clutter is educating your sales force.” Warren Colter, Bauerfeind USA
“The challenges are to increase both the dealer’s and the customer’s understanding of the products. This is done at the point of sale and through packaging and online education.” Steve Sheridan, Hickory Brands/New Balance
“The challenges with selling this category are understanding the technical side of the category and features and benefits.” Dawn Ferriera, Zamst
26 Team Insight / May 2016 teaminsightmag.com
SPORTS MEDICINE / BRACES
HICKORY BRANDS/NEW BALANCE 5. WORKING WITH VENDORS
A new ankle support “Education is key from vendors. injuries and conditions and for ankle sprains Flip books, signage and videos how their products treat those and strains provides and anything the vendors can conditions.” Debbie Shannon, ING compression and offer to educate the staff should Source/OS1st warmth and may help in be taken into consideration. The reducing inflammation. goal is to educate and inform store “The key is to create a destination associates to guide consumers to within the store for sports An adjustable feature the right decision for their specific medicine.” offers flexibility for desired need.” Matt Williams, DonJoy Chris Miller, United Sports Brands level of support and Performance compression and Ti22 “Vendors are the optimal thermal therapy keeps “Dealers expect intuitive knowledge base for the muscles warm. point-of-sale items. The days products.” of team products having little Craig DiGiovanni, Medi-Dyne or no sense of style are gone. Packaging must be both eye “Every vendor has a wealth catching and aid in the sales of knowledge. Regardless process.” of whether it is anecdotal Steve Sheridan, Hickory Brands/ information or a medical study, DONJOY New Balance we all have the knowledge to DonJoy Performance’s Bionic support any initiative that a team Fullstop hinged knee brace “If a vendor is serious about the dealer wants to implement.” provides the ultimate in ACL category they will be able to assist Neal Fink, Performance Health with information about common protection during recovery from injury, as well as helping 6. TECHNOLOGY to prevent future ACL injury. Fullstop dampening hinges “Bracing technology has looking to these products for engage at 145 degrees and to adapt to the athlete and injury prevention, not just stop fully at 170 degrees to their sport, not the other way rehabilitation. This is driving help prevent hyperextension around. Lighter, thinner and demand for lighter, thinner, more and improve joint mechanics more playable bracing devices breathable braces and supports in both surgical and non- will continue to be important as that can be worn during rigorous surgical knees. Its four-strap a category.” activity.” design features easy-pull tabs Debbie Shannon, ING Source/ Warren Colter, Bauerfeind USA to simplify the on/off process OS1st “We will focus on the integra- and provide an optimal fit. “The sports medicine category is tion of textile technologies that evolving from standard neoprene provide greater wellness benefits wraps and supports to elastic/ than general compression. The knit products. Neoprene wraps use of connected technologies MCDAVID have been around for years, but will provide feedback for real- The Elite Engineered Elastic Ankle Sleeve (left) is for minor to moderate provide some limitations when time analytics of the injury or support and relief from pain and sprains associated with ligament instabilities. it comes to range of motion and events that may have caused The Elite Engineered Elastic Knee Sleeve (center) with gel buttress and temperature — they are hot.” re-aggravation.” stays is for minor to moderate support and relief from pain associated with Chris Miller, United Sports Brands Steve Sheridan, Hickory Brands/ ligament instabilities. The Elite Engineered Elastic Achilles Tendon Sleeve New Balance (right) is for pain relief from minor to moderate Achilles tendonitis. “We are focused on material and design — lighter, faster, stron- “Brace technology continues to ger. The misconception is that become lighter and more com- bracing has to be restrictive or fortable, allowing for a complete clunky to work. We have set the range of motion and a second bar at eliminating that miscon- skin feel.” Dawn Ferriera, Zamst ception.” Neal Fink, Performance Health “Sports medicine at retail is go- ing to be filled with technologies “Maximum support with the that were once only available to least amount of restriction athletes competing at the high- through better design and mate- est level. Smart tech will soon be rials.” a part of the equation, allowing
Craig DiGiovanni, Medi-Dyne consumers to track movement in Photo: OS1st countless ways.” Matt Williams, “Athletes are now proactively DonJoy Performance
28 Team Insight / May 2016 teaminsightmag.com
SPORTS MEDICINE / BRACES
ZAMST 7. ADVICE FOR DEALERS
The Zamst Filmista ankle support integrates a dual layer fusion stabilizer technology with a flex film construction to achieve a combination of super light variable compression support with a second skin feel. By engineering these two technologies into the design, the Filmista simulates the taping process and offers a unique, micro thin support solution.
“Create a destination within your store and make sure that all customers know you carry sports medicine items even if they are not currently injured.” Chris Miller, United Sports Brands
“We find our best dealers are those who take the time to research the needs of their customer base. They listen to their customers and provide suggestions.” Steve Sheridan, Hickory Brands/New Balance
“Allowing athletes and coaches to experience, try on and feel the product in action is key. Good products will sell themselves.” Dawn Ferriera, Zamst
“Retailers should educate themselves on the science and technology behind medically effective bracing and be able to relay that information to the con- OS1ST sumer.” Warren Colter, Bauerfeind USA The OS1st KS7 Performance Knee Sleeve (left) is powered by Compression Zone Technology with gel stabilizers that fully embrace the knee and patella “Be honest, educate your staff and guide your customers to make the best in seven zones of graduated compression for stay-in-place power. The decision for their need. And never be afraid to say, ‘I don’t know.’ If a question OS1st AF7 Ankle Bracing Sleeve (right) features patent-pending Kinesio is asked you don’t know, tell them to ask a doctor. If customers feel as if they Zone Technology to support and stabilize the ankle without immobilizing for were supported and not just sold, you’ll have a long-term customer.” relief and balance while active. Matt Williams, DonJoy
“Convey the need for injury prevention from the start and how playing smart now can mean a longer, healthier and more enjoyable sports experi- ence over time.” Debbie Shannon, ING Source/OS1st
“Selling a support or brace that will actually help the athlete is of primary importance. You want the athlete to return to you when the need arises. Don’t get caught up with the most elaborate or expensive options without knowing if the functionality and dependability meets the athlete’s needs.” Photo: Active Ankle Craig DiGiovanni, Medi-Dyne
“Commit to the category. When it becomes a focus you will find that it is a category that you can grow with and see real results.” Neal Fink, Performance Health Q
30 Team Insight / May 2016 teaminsightmag.com GET MORE INSIGHT DIGITAL ISSUES NOW AVAILABLE
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For advertising or subscription information, please email Publisher: Jeff Gruenhut at [email protected]. APPAREL / SOCKS
PAYING DIVIDENDS Dealers and vendors are both bullish on the sock market.
By Nancy Baeder great leaps forward and vendors are all weav- continues to be the bread and butter of team ing a tale of distinctive looking sock lines and socks, as dealers look to strike a balance be- ho would have thought it promoting their unique benefits. tween performance aspects, design and cost. a few years ago? But it’s “Visual interest plays a role in the overall ath- “Most of the time the coach chooses the sock true — socks continue to letic sock market. Socks that can start a conver- and the color. It’s typically a team purchase at be the hot category in team sation are very evident at sporting events and the high schools, while rec leagues and travel sports. Once a slouchy, fun runs,” says Margaret Newhard, director of teams make it an individual purchase,” says Eric scrunchy afterthought, product development at Wigwam Mills. Wheeler, owner of Compass Athletics, Wood- socks today deliver major Much like athletic shoes, color, bold, digital ward, OK. “We like to order a sport-specific athleticW cred and help players make a statement design and distinctive patterns sell socks, espe- performance sock when it’s a team order, but in an otherwise uniform team market. cially as technology allows for customization in at retail we stock multi-sport socks because ev- Part performance, part fashion, it has come sublimated socks and knit-in designs. eryone will buy a multi-sport sock. We’ve found to this — a crowded and competitive vendor “The sock companies are so much more that basketball players won’t buy a sock labeled market that is using technology to create unique advanced with patterns, designs and fibers and football, and vice versa.” features and benefits and a custom look. As a in their capability to knit in intricate designs To outfit teams for football, basketball, base- result, dealers have many options to energize and logos,” says Julia Sherman, owner of Frank ball, softball and soccer, Compass Athletics sells their own sock market with strong margins and Bashor Supplies, Portland, OR. socks from Under Armour, Nike and Twin City great appeal. That’s because athletes like the opportunity Knitting. “For us, Twin City outsells everything The motivation to purchase a team sock var- to choose color and fun designs to express their six to one. Their price point is affordable to ies by sport, market, coach and budget. “Gen- personality, while taking their performance teams and schools and you can count on the erally the performance aspects are not what characteristics in stride. “Our socks are care- quality. They also have a great custom sock that interests teams anymore, Now It has more to do fully constructed to eliminate hot spots, blisters is still affordable,“ says Wheeler. with the look,” says Gene Stokes, sales manager, and other problems that cheap alternatives just That’s important for Compass Athletic, for T&T Sports, Columbia, SC. “Teams select can’t offer,” says Michael Foley, president and because with the Oklahoma economy hurt by socks to dress a uniform better and to stand CEO of SockGuy. “But they’re also very good a downtown in the oil industry booster money out, versus wearing a run-of-the-mill Nike sock.” looking.” is tighter. “We see Twin City coming on strong With performance features a given in nearly with an excellent fit and good price. You can buy every athletic sock, the market today is domi- What Teams Buy three pairs for the price of one Nike Elite.” nated by style. “Performance is simply an Sock vendors know that combining sleek The over-the-calf sock is the choice for base- expectation and almost an afterthought,” says design with performance benefits is the way to ball, soccer and some football teams, while the Brad Davis, national sales manager at Twin City win. “We see an increase in patterns and designs crew length is popular for basketball. “Nike Knitting. “It’s all about creating a product that on socks,” says Katy Holmes, athlete and public Elite owned it for so long, but that trend has can be worn on the field or court, but gets the relations coordinator at Swiftwick. “The tech- cooled, though they always have new socks attention of others when worn as casual wear. nology in our socks delivers managed compres- coming out,” he says. Photo: Swiftwick The key is finding that perfect balance of design sion, moisture wicking, blister-free and anti-odor Additional socks are sold in team packs and and functionality.” benefits, as well as answer to emerging trends.” as fund-raisers. “The bulk of the time team Fiber and construction technology have made The multi-sport solid color performance sock packs will include a Twin City one-color per-
32 Team Insight / May 2016 teaminsightmag.com
APPAREL / SOCKS
Left to right: 2XU, Mueller, Pro Feet, Sock Guy. formance sock. Sometimes we also offer one of formance socks. It comes down to brass tacks mance based.” their patterned socks,” says Wheeler. and budgets.” Team stores provide another sales opportu- At T&T Sports, the multi-sport performance Online team stores certainly generate ad- nity. “Occasionally we sell socks in the online sock is the mainstay for six roadmen sell- ditional sock sales. “We add socks to the sale team stores, but it depends on what the coach ing to high schools, colleges, rec leagues and whenever we can. It might be a Twin City or wants. Socks do sell well when we have them on travel teams, along with its small retail opera- Adidas sock that complements the shoe,” he the site,” says Sherman. tion. says. “It’s hit or miss on the sales, depending if At McU Sports, Boise, ID, most teams pur- “These are solid colors, over-the calf socks for the coach makes it a required purchase or tells chase a solid color performance sock. “The goal football and baseball. Basketball is a crew sock,” the kids to get a blue sock.” is to make the team look uniform and for most says Stokes. “Twin City Knitting is our main sock teams that means a sold color performance sock supplier and they do a great job with lots of Selling Technology in the $4 to $8 range. Money and budgets dictate stock colors.” Frank Bashor Supplies makes a concerted this purchase, unless they go for a custom He finds that the best time to sell team socks effort to sell new sock technology to teams, logoed sock,” says Wes Phillips, team buyer at is when making a uniform sale. “Teams paying a market that makes up 90 percent of its Rich Urresti’s company. “We sell a lot of Twin $100 for a uniform usually don’t notice a $12 business. City because they have a strong product, good sock,” says Stokes. “For example, we show them “We find that coaches are willing to spend service and turnaround time that’s quicker than a sock with wolves down the back in their team more for a better sock once you educate them most. We also sell their custom logoed sock, colors and it usually sells, as long as they’re on the differences,” says Sherman. “We sell a lot more to guys than girls, and the little girls love okay with the minimum quantity of 24. It is of Twin City sport-specific performance socks to their KraziSox.” sometimes an issue with a softball team with 12 school teams. And we always try to bring in new Custom socks are gaining traction as more girls that may not want to meet the minimum socks that reflect all the technology now avail- teams order and more vendors offer favorable order.” able from Twin City and other brands such as programs. Opportunities for additional revenue Educating coaches is an important part of sell- Strideline and Under Armour.” attach to special events, fund-raising and retail. ing socks. “Socks are essentially an afterthought Most teams purchase socks with the uniform, “Custom socks continue to grow at a very and we’re trying to change that,” says Stokes, but basketball is an individual purchase. “For healthy pace in the team market and we con- who stresses to his sales guys to trade teams up whatever reason, we almost never sell team tinue to grow and sharpen our tool kit. Design to a better sock. socks in basketball. Kids buy their own, usually online, submit online, track online and get “The cheaper socks stretch out and fall down; the Nike Elite or something comparable,” Sher- them on time,” says Taylor Wilson, VP–product pay a little more and get a much better sock,” man says. “No one wants socks that slouch and development at Pro Feet. “Our custom sock he advises, and the strategy has worked with scrunch. They’re looking for a performance sock portal allows for 24/7 access to custom orders, several accounts. “This is the first year we’ve with a smoother knit and tighter fit that wicks including knit-it, sublimated and ProInk, with a done that and we were able to upgrade some moisture. In general, people are willing to spend custom sock builder online.” Pro Feet also offers high school baseball and softball socks to per- the $8 or $9 dollars on a sock that is perfor- an app that will be available to qualifying deal-
Left to right: Twin City, Gildan/Under Armour Socks (red and blue), Wigwam, McDavid, Zamst.
34 Team Insight / May 2016 teaminsightmag.com
APPAREL / SOCKS
ers. Downloadable at the app store, this app will growth in custom socks. It’s still not prevalent can afford every year. Retail can be driven by allow online ordering, online quotes and inven- for teams to spend $10-12 for socks, but about custom as well; catering to local schools/clubs tory information. 15 percent do,” he says. by stocking custom socks is one way dealers are Vendors know that easier access and shorter While every customer has a different perspec- being successful competing with big-box retail.” lead times fuel custom sales. tive, Stokes finds girls’ teams are more open to Wheeler stocks and sells custom socks for “We notice an increase in the need for a quick custom socks. “Girls tend to be very specific local teams in his retail store. “We approach the mock-up as well as high-resolution graphics. We about what they want. It’s about making a state- basketball coach way ahead of time so we can see the need to simplify the process and styles ment and they’re willing to pay more,” he says. get a custom sock by season start. For example, and an increase in demand for more detailed lo- “The flip side is that it’s difficult to stock items, we’ll do a white initial on a purple sock,” says gos, as well as quicker turnaround times,” says when one coach wants over the calf for his soft- Wheeler. “We recently saw sublimated socks at a Richard Shulman, CEO at PearSox. ball team and another coach wants an all-over show, with so many different designs, and I can And apparently, if you build it they will come. ball design for volleyball.” see them selling well for us.” “I believe it’s inevitable that custom sock orders Sherman is having success selling custom will grow as time frames shorten. We’re an econ- Give Them What They Want logoed socks to football teams and a few softball omy of last-minute shoppers, so six weeks is When you can give teams the look they want teams, as well as Twin City Baseline patterned something most people don’t get,” says Stokes. with their color and their logo, it’s an easy sale. socks and logoed socks for fanwear. “The lead “Selling a better sock is good for us.” “Customizing a sock for a team or club is still time for custom is about six to eight weeks and Teams looking for socks to dress up a uniform the key for every sport,” says Davis. “Dealers this is mostly not a problem for us. Reorders or to stand out want custom socks. “People are should make sure they hit every sport. Socks turn in four to six,“ she says. “We also stock a definitely interested and we hope to see more are an inexpensive item that almost any team lot of breast cancer awareness socks.” Q
Compression Impressions
A NEW SUB-CATEGORY of team demand,” says Eric Wheeler, of injury, improve blood circulation in and sports socks has evolved in Compass Athletics. their calves and feet during activ- the form of compression socks Still, athletes see these prod- ity and then enhance recovery. and sleeves, an individual pur- ucts on college and pro teams “Once athletes discover how great chase primarily at retail. Dealers and dealers and players alike these socks help them perform, can educate their customers in would benefit from the solutions recover and overall feel, they want order to help guide athletes to compression products provide. more variety in terms of color and socks with specific performance “We sell quite a few compres- design,” says Mary Horwath, benefits, active and recovery. sion socks in at retail in the $18 senior VP–marketing at United “Education is critical. Those to $20 price point,” says Wes Sports Brands. working directly to solve the Phillips, of McU Sports, which The science of recovery contin- needs of athletes must be stocks compression and Under ues to advance, including recov- ready to explain the difference Armour performance socks. ery with compression innovations, between levels of compression, As the science advances, deal- according to Horwath. full lengths versus sleeves, and ers can open the door for sales by “For example, within our col- truly match the product with the understanding the products avail- lection of targeted compression individual,” says Brian Koons, able, educating coaches and ath- socks we’ve added zinc and director of marketing at Mueller letes and offering products either seaweed elements for quick dry- Sports Medicine. in their online team or retail stores. ing and enhanced comfort and “We see socks as protec- “Advances in manufacturing incorporated mercury measure- tive armor and believe that the methods and materials are helping ment to ensure precision com- compression category should be to create even more tailored solu- pression,” she says. treated like essential equipment tions,” says Koons. “This trend is Zamst stresses the benefits rather than apparel,” says Richard only likely to increase, be it for dif- of its HA-1 compression sock. Verney, director of products at ferent activities or physical needs.” “Compression socks enhance 2XU. “Team dealers can better With today’s technology, a blood circulation and reduce address the compression sock quality sock supports and pro- vibration, thus educing fatigue and sleeve market in this way.” tects the foot. and soreness post workout,” As retail space shrinks or is “We believe function trumps says senior product specialist non-existent, many dealers do not form and fashion. Compression Dawn Ferreira. consider the compression sale. socks protect the contact areas But performance doesn’t mean They often don’t have the retail between the foot and the ground, style takes a back seat. “Bright volume to stock compression whether it’s a straight line or lateral colors and bold patterns are pop- socks and sleeves and cannot movement,” says Verney. “The ular in the marketplace right now justify carrying them. shoe has all the glam, but once and Zamst HA-1 compression “It’s not that there isn’t a market people experience a good sock socks come in an array of colors,”
for those socks, but we can- it changes their whole perception.” she adds. Photo: Mueller not justify carrying them in our The idea is to help athletes Its hottest color for women store because there isn’t enough perform at their best and prevent today? Hot pink. Q
36 Team Insight / May 2016 teaminsightmag.com
ISSUES / TECHNOLOGY
GAME CHANGERS
Five dealers talk about the impact of technology on their team businesses. By Tim Sitek
hile personal relationships remain the bedrock of the team sports business, technology continues to drive the dealer’s ability to build business and survive in a changing landscape. To their credit – and to the benefit of their bottom lines – team dealers have embraced custom team stores for customers that run the gamut, from colleges to corporations, from schools to booster clubs. Those microsites have allowed many a team dealer to expand its business and provide a competitive edge. As one team dealer notes, “Technology has changed the entire landscape of the W business. It’s been a game changer.” And another adds, “It’s completely revolutionized how everyone should do business.” But while technology drives business, people still make the difference. After all, “technology is only as good as the people who use it,” another dealer notes. What follows are insights into how five team dealers from across America use technology to better their businesses, while always making sure high tech doesn’t replace high touch.
Tech Drives Champion’s Choice only do business with institutions private prep schools, some 260 such “We have account managers, not Technology has moved where we have agreements,” Hughes schools throughout New England. salespeople,” Hughes notes. “They Champion’s Choice from the back of says, noting that they have those Champion’s Choice reaches more have to know the timeframes. They a car to the leading team supplier for deals with 100 of those academic than 30 private prep and public don’t have to go through the sales Adidas in the United States. institutions. schools with well-known names process per se. It’s a much different Back in 1999, the business started To do that, Champion’s Choice such as Middlesex School, Milton role. Your role is to build relation- by traveling to schools in the New forges relationship with the many Academy and Kimball Union ships.” Technology has greatly England area. Load up with some D2 and D3 colleges and prep schools Academy. The only difference is that streamlined that role. samples. Stop in to see the coach throughout New England. And the the college business draws from a Hughes says the account manag- or AD. Bring back sample designs bulk of the business is with colleges. larger pool and is much more pre- ers form the backbone of its cus- if instructed. And then wish for an “We are in the greater Boston area, dictable, Hughes says. tomer service. “They are just farm- order or a call back. After all, gas where you can throw a rock and hit It’s honed the business by offering ers. Most team dealers depend on was a lot cheaper back then. a college,” he quips. turnkey apparel and footwear for hunters and farmers. It’s very tough While Champion’s Choice grew That includes names such as teams and fans. to find someone that can do both of to include a retail presence, the Division 2 Stonehill, University Using the Adidas team uniform these.” Consequently, each account business really took off eight years of New Haven and American builder, Champion’s Choice often manager typically provides the main ago when it began using the Web to International, and D3 MIT, Endicott sets up sites that cover from head contact for eight or so schools. build sites for schools. Since then, College, Salem State University and to toe for teams, along with player Those account managers work out the business has grown to become Mount Holyoke College. It’s been packs and spirit packs. all the details — from product selec- the top team supplier for Adidas, able to work with schools across Typically, it reaches out to the ath- tion and design, down to sizing when says Dan Hughes, part owner and all sports, which may mean busi- letic directors and then its account requested to order tracking to final general manager of the team dealer ness with all 33 teams at MIT as an managers work with the coaches or delivery. “It’s a full-time job,” Hughes in Wilmington, MA. example, Hughes says. other responsible parties to pick out notes. “Our business model is that we But the area is also rife with the items and designs. On the back end, Champion’s
38 Team Insight / May 2016 teaminsightmag.com TECHNOLOGY
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ISSUES / TECHNOLOGY
Choice uses Team Uniform Orders making it work. “Technology is only (TUO) for its platform, a move it as good as the people who use it.” WHAT DEALERS WANT made three years ago after using another vendor. “It’s much more Team Gear Moves Into High Gear dynamic,” Hughes says. “We can do With a background in graphic our own artwork. We build our own design and computer software sties. We used to hand it off and it training, it was a natural for Mark took a week to 10 days. The speed Osborne to move Team Gear today is much better since we build International farther into the the sites in-house and rely on TUO technology world. The team sales for the back end of payments and manager for the Midvale, UT, team security.” dealer and retailer also has another Timeliness and timeframe are passion that fit: His love for the critical, since most sites open and beautiful game. Yes, the German- close over a narrow window, Hughes born Osborne has played or been notes. Schools receive the informa- involved in soccer for more than tion on accessing their sites, usually 30 years. Today, with the help of with a user name and password. technology, Team Gear is kicking up Orders are then gathered and deco- sales as a soccer specialist in Utah. rated in-house. “We want to do it all “With our online presence we at once to keep our costs in check,” have set ourselves apart from our Hughes says. local competition by meeting a need Player packs and spirit packs of our current customers as well as form the core of its revenue. “We any new clients we are presenting try to capture every dollar from our what we offer,” Osborne says. “The stores,” Hughes adds. advantage of offering soccer apparel As part of this, Champion’s Choice online as well as in our local brick- Team dealers count on suppliers Osborne notes. books product and holds it at its and-mortar store has been well to provide technology tools that “Many manufacturers offer 8500-square-foot facility. It mitigates support their efforts. Here’s what uniform builders and cap the inventory risk by having a good “We won’t put they say on those tools from designs,” says Justin Miller, at understanding of what will sell. “We anything out that suppliers, as well as a wish list Scholastic Sports Sales. “These are very good at booking core prod- for more. help because the customer can uct that we know will sell,” points isn’t in stock.” “On-line insight to inventory, send a design. Some are user out Hughes. Dan Hughes, Champion’s Choice orders and tracking help. friendly and some aren’t. Some And while it focuses on Adidas’ Those are key to have access can turn right into an order.” apparel and footwear line, it also to information. We won’t put Plus, Miller says it’s helpful carries several other lines and its received.” anything out that isn’t in stock. to check inventory online, own Champion’s Choice private Started officially in 1993, Team We won’t put something on the but sometimes these simply label line. “We have our brand for Gear now caters to more than 200 site if we know it’s not available, aren’t accurate. Team dealers lower cost items, primarily practice clubs, schools, recreation centers usually the odd sizes,’ says Dan need real-time information on wear.” and independent teams throughout Hughes, at Champion’s Choice. inventory. With some 1000 sites a year, Utah and the surrounding regions. What more could suppliers “The B-to-B sites are pretty Champion’s Choice continues It pretty much covers the entire do? “If they really enabled their good,” says Rappaport. “You to build a solid business online. state for high school soccer teams, sites for mobile that would be a need to do your due diligence Technology allows it to do so, with Osborne says. big benefit. They’ve done it with before setting up the stores. We many benefits beyond just handling Its online presence is making it tablets, but it’s not yet there with check the inventory availability. the volume. even more prominent among the smartphones,” Jeff Rappaport, It’s not perfect, but you can “The major thing is that it’s helped soccer crowd. at Team Gear Inc., notes. do your job and take steps to our cash flow,” Hughes notes. “The ability to go online has “Their B-to-B sites have been reduce the risk. And there are “That’s the bane of all small busi- changed our business for the greatly improved. We have the vendors that are more reliable nesses. We collect the money on the better,” he notes. “We’ve been a information we need to start than others.” front end.” small single store for 25 years. We’ve placing orders. We don’t lose “Online ordering with stock Plus, it streamlines a difficult pro- handled hundreds of thousands of much time to build those items,” in real time helps,” says Amy cess. “It gives you significant accu- uniforms going through our doors. says Mark Osborne, at Team Schumacher, at Lettermen racy in what you do. You know the The world of online has pushed us Gear International. Sports. “It’s a huge advantage. sizes, the quantities, the decoration. into high gear.” He has a simple request on It makes it easier. The supplier There are so many issues when we Team Gear shifted into this gear improving the tech tools. “If we sites that are easiest to work used paper, such as someone saying without any roadmen, relying on could export and import the with are the ones that get the they sent in an order or a check that its reputation and service, along files rather than manually import most business.” didn’t clear. We have all the informa- with some grassroots efforts. It uses the data, it would make life a She also sees suppliers doing tion right there.” e-mail campaigns to promote its lot easier. I understand that a better job with digital imagery While this has moved Champion’s ability to customize team stores. there are compatibility problems and catalogs to make the team Choice from the back seat of a car “We also do good, old-fashion phone between systems, so it’s not dealer’s life a little easier and to the front of the technology curve, calls,” Osborne says. And once it easy and it gets expensive,” more productive. Q Hughes still credits people for has interest, it provides either onsite
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demonstrations on laptops and in. We have a good idea of sizes, but tablets or sets up online meetings it’s not an exact or a perfect sci- TECH CHANGES TEAM GEAR INC. that allow it to remotely showcase ence,” he adds. its capabilities on computers while That does pose a challenge in talking to potential customers on making sure they get as much infor- the phone. mation as possible up front, not to Before jumping into the online mention when it comes crunch time. world, Team Gear did some research Plus, change can be difficult for to make sure it was a viable way to some. “Trying to convince people to do business. It then hooked up with change to an online system can be a Team Uniform Orders to handle the challenge,” Osborne says. technology platform. Technology provides a tool, but It’s worked well, allowing Team people make it work, he adds. “We Gear to stand out among soccer wanted to make sure we didn’t lose specialists that haven’t adopted that personal touch. We focus on technology and to go toe-to-toe with staying in front of the client. That’s bigger full-line team dealers. “The what sets us apart from the big deal- technology allows us to compete ers. The customer always knows and keep the business here,” they can reach up in crunch time. Osborne says. Our customer service sets us apart TEAM GEAR INC. is no stranger of this is product selection. You It currently works with teams and from the competition.” to technology. The Whippany, have to narrow it down; other- clubs to primarily buy uniforms and NJ-based team dealer built its wise, it can be overwhelming,” other apparel. The retail presence Scholastic at Head of the Class own platform eight years ago Rappaport says. allows players to come in for sizing, Admittedly, Scholastic Sports to sell and service schools and To help with this, Team Gear if they wish. “Most players want to Sales still does a lot of business the clubs, says Jeff Rappaport, part- is developing a core catalog try the shoes,” he adds. “old-school way,” says Justin Miller, ner and salesmen for the team that will feature its top suppli- Team Gear sets up specific sites VP–operations for the Manlius, dealer that primarily covers the ers. “We know which products for teams and clubs. They then go NY-based team dealer. In business Northeast. to recommend and offer on our out and promote the sites to their for 36 years, he knows that you still “Technology changed the stores. We provide a service. players. have to sell and service accounts. entire landscape of the busi- We have a lot of production It’s worked so well for clubs, in That’s part and parcel to its longev- ness,” Rappaport notes. “We are capacity with screenprinting, particular, since it makes order- ity and success as one of central no longer just a provider, we are tackle twill and embroidery. The ing easier and relieved those New York’s largest team dealers, a logistics provider,” with Team technology is great, but you still soccer moms and dads of the work Gear servicing teams with micro- have to produce it. You have to involved. Just think what it takes to “The ability to go sites. “Most volunteers need this. control the production.” get 200 to 300 players in the right What we can give to our custom- To do so, it uses ShopWorks size, much less collect the money online has changed ers has changed dramatically. It’s software to manage the produc- and distribute the orders. our business for been a game changer.” tion cycle. “We aren’t pushing “Now that we have made the Team Gear mainly targets paper. It goes from order entry ordering easier and taken the the better.” schools and club sports, work- to receiving and shipping.” burden from our clients, we are Mark Osborne, Team Gear International ing with schools on player packs While customers want design moving forward to grow our busi- and booster clubs on “whatever tools and uniform builders, that ness with the ability of doing spirit goods the customers require.” sounds good in principle but wear as well,” Osborne says. “This with more than 1000 high schools, And it does this without road- not in practice. “I’m not sure it’s new aspect of the business is very colleges, youth organizations and men, building its business on as easy as people want you to exciting and again answers a need coaches primarily through upstate word of mouth and relationships. think. We have a full art depart- for our customers.” New York relying on Scholastic In particular, it has close ties to ment with four graphic design- And soccer fans are certainly Sports to outfit their teams with USA Hockey and USA Wrestling. ers to help with this,” he says. known for their spirit. “We also have apparel and equipment. It also leverages its relationships Faced with a decision to wear for the parents and families. But to stay ahead of the game, he with key suppliers such as Under upgrade its technology, Team We believe it’s going to be huge,” knows the team dealer must still Armour and Alleson Athletic to Gear decided to align with Osborne says. adapt to the times and embrace cater to niche sports such as OrderMyGear to handle its plat- “The majority of the time we have technology to move its business hockey, wrestling and lacrosse. form for ordering and payment. logos and decorations from the forward. “The biggest thing we use It also goes after and gets busi- “We decided to focus on the organizations,” Osborne adds. “I’ve are the online stores,” Miller says. ness for the big sports such as production, selling and service helped the smaller organizations “We’ve been doing them for the past football and baseball, Rappaport and let OrderMyGear handle with designs for spirt wear.” five years and have shown steady adds. the technology,” he says. Such Team Gear does most of the deco- growth.” But it doesn’t rely entirely on focus has helped the team rating in-house, unless it is sublima- A family business for three genera- word of mouth. Team Gear mar- dealer operate some 500 team tion, which then is handled by its tions, Miller’s father showed some kets through e-mail blasts and stores a year. suppliers such as Nike and Adidas. initial hesitancy in setting up the marketing its own website. Such success still depends It also works with suppliers on team stores, but he and his brother Team Gear works with cus- on people. “I look at it as taking bulk orders in advance. “We secure saw the potential and proved it. “We tomers on product selection and orders and keeping it organized,” inventory six months in advance. We saw the benefit for the end user. The design. “The most difficult part he notes. Q already have the shipment coming team moms in particular who had to
44 Team Insight / May 2016 teaminsightmag.com
ISSUES / TECHNOLOGY
deal with the orders really needed provide support, too, but that’s a for clients. It also means training staff. “They this to relieve some of the workload. mixed blessing. “That’s a blessing Once it builds the sites, using usually see the benefit quickly. We Now, it’s all up to us. It streamlines and a curse since people expect Team Uniform Orders as its tech- have two guys that have been with the process.” you to respond immediately,” Miller nology platform, Scholastic Sports us for 18 years. It was a learning In fact, the team dealer’s three notes. relies on its customers to promote curve, but they have adapted,” roadmen would use order forms to What’s really helped is InkSoft, an the site. “That’s where the contact Miller adds. help those moms organize and then online design tool to help customers matters. The team mom has to step And he never loses perspective promote sales of T-shirts and sweat- create the graphic look they want. up. We put together a flyer. You on maintaining those all-important shirts. The move online simplifies “Customers go right in and design personal relationships. “The sales the process for those overworked their uniforms and spirit wear. They “It’s helpful to guys say we can do more in the moms and builds business for can go in and see the templates, office, but it takes away from the Scholastic Sports. And spirit wear fonts and clip art. It’s easy to use,” stay in touch.” relationship. It’s helpful to stay in remains the biggest draw, while Miller says. Justin Miller, Scholastic Sports Sales touch, especially to make sure the online player packs and uniforms for It’s also cut down on the head- contact person knows you. You still travel teams are picking up as well. aches, since many clients would go need to be out there,” Miller says. Now, Scholastic Sports runs 70 to Custom Ink, design something, can auto generate these, but we sites a year and climbing, including print it out and hand it to their road- prefer to design our own. I usually Lettermen Chooses Technology 23 stores just around the Christmas man. Of course, Scholastic Sports e-mail a flyer or I’ll print these. “It’s completely revolutionized season. As for the latter, “almost still needed to do the graphic design We’ve found, though, that a printed how everyone should do business,” everybody wants a store to sell spirit to ready it for production. copy usually works better in selling Amy Schumacher, COO and owner wear around Christmas.” “Now, we have the back end with items on these sites,” Miller says. of Lettermen Sports, Blaine, MN, To help its clients, Scholastic all the artwork ready to go,” Miller “Everything that we’ve imple- says of technology. “About 10 years Sports employs other technology says of the production-ready graph- mented has been helpful,” Miller ago we tried to create a version of as well. Rather than lugging around ics produced with the new design adds about its technology push. online team sales through our POS catalogs, iPads and tablets carry the program. And, yes, it still needs to The biggest challenge has been system. It was easy for the con- load and provide access to uniform adjust some of the artwork to make tempering instant gratification with sumer, but not for us. We still did a builders. E-mail and smartphones sure it’s both feasible and affordable realistic deadlines. lot of work on the back end. There was an awful lot of paperwork to track and process orders.” But that has long since changed for the team dealer that started in 1982 as a hockey shop and then PRACTICE JERSEYS found another niche in decorating letter jackets. After making patches with chenille, Lettermen then added embroidery and eventually got into screenprinting. Now, it focuses on custom team and retail apparel, with hard goods only committed to its hockey roots. Technology now drives its services. “There are so many cool A4 AD tools on the market now to stream- line the process,” Schumacher says. “We have completely cus- tomized this through our order tracking and POS systems. We are now paperless. All of our machines now have iPads with details for the orders. All of our systems talk to each other. It’s allowed us to cut down turnaround and on mistakes. N4260/NB4260 Everything is tracked in real time.” Sure, it takes time, energy and money, Schumacher notes, but the process no longer depends on a N4139/NB4139 person to have this in his or her brain. “We want everyone to have the information and knowledge.” She calls it “the Rubik cube of custom orders,” and as a reminder, she keeps a Rubik cube on her desk. Visit A4.com for details Using Team Uniform Orders as and color options its technology platform for the past 888 464 3824 | www.A4.com 46 Team Insight / May 2016 teaminsightmag.com three years, Lettermen does a large business, but Lettermen also mar- graphics. It’s a fun process. People speed. “We live in an Amazon world. volume in youth and high school kets those sites through posters and want to engage and be a part of the People seem to expect it the next hockey, lacrosse, dance studios, printed and digital flyers. creative process.” day. Anything we can do to stream- corporate and elementary schools. It Surprisingly, people go simple, line the process without sacrificing does hundreds of sites. “We are now Schumacher adds. “We pretty much quality would be a benefit.” “It’s the way people shop,” she paperless. All of our can do what they want.” But the Customer service remains cru- says. “Parents are busy. Those in-house art department assists to cial to manage both expectations hockey managers are already so machines now have make sure any design works and and the orders. “Great customer busy. Apparel just adds another iPads with details falls within the budget. service always drives the process. piece to their plate. They don’t There is still resistance from We don’t want the customer to be want to have to take orders and for the orders.” people going to a team store. After swamped by questions from 1200 collect money.” Amy Schumacher, Lettermen Sports all, it’s the way they’ve always players. We may have one point It’s been so successful that done it. “They want to control the person with the hockey associa- Lettermen is test driving the same process.” tion, but that person can’t have concept at retail, allowing customers And Lettermen typically doesn’t Overcoming that resistance and 1200 people asking questions. We to order a single item that may not password-protect its custom team working with customers requires take that customer service on. We be in stock. “We do so much com- sites because it wants grandma and helping them navigate through the are the point of contact. You earn munity apparel, but some communi- grandpa to visit. “It broadens the right amount of goods. “You can’t the business with each customer ties just don’t have the demand. You engagement. Now, the online world overwhelm your shoppers with too and with every order.” can’t offer it across every sport to allows you to engage with every- many choices. Less often produces Communication inside and outside every community.” body. You open it up well beyond a better result,” she notes. Plus, it also drives business. Inside, every- As an example, a hoodie can be the player. You offer something also helps control costs since it’s body must be working together, customized for the community for everybody. It brings people more economical to produce 48 especially during the busy winter swimming team, along with the together,” she says. hoodies in one design than offering and holidays when orders skyrocket. person’s name. The other piece is allowing the six different hoodies that produce Outside, “We still meet and help the Word of mouth and relationships customer to assist with the design. eight orders each. customer walk through the process,” are the main way it promotes the “It allows them to create their own The other challenge is simply Schumacher says. Q
teaminsightmag.com May 2016 / Team Insight 47 EQUIPMENT / GOALS/NETS !!! AAAALLLL GOOOVendors look to score big with new products for 2016. Big-ticket items can significantly add to the bottom line of team dealers willing to make the effort to become the go-to guy for their schools and recreation programs. The need is there for not only new goals and nets, but for updates of existing systems as they age. Here, the leading manufacturers of soccer, basketball and volleyball systems and nets provide some insight and advice into the category. By Michael Jacobsen
GOAL SPORTING GOODS
What’s Trending: Customers are trending back to U.S. domestic manufactur- ers, points out general manager Jon Fishman, because quality is better from U.S. manufacturers and costs are equal. “The customer can buy replacement parts easily versus very difficult or impossible when buying imported goals,” he says. Another trend is towards high-end goals with portable wheels that will last longer. “Goals need to be portable due to multi-use fields requiring multiple sports on fields,” he points out. Customization is also trending and Goal is supplying more goal posts, corner flags, benches and bleachers with team names, logos, sponsor names and colors.
Advice for Dealers: Margins are already excellent, Fishman maintains, so he advises dealers to pay attention to customer needs to ensure they are buying from domestic suppliers with a wide selection. Also, he suggests doing research with the customer as to what they are looking for. “Ask customers questions,” Fishman says. “Do research before seeing the customer, so anticipate their needs based on previous purchase history and experiences.” The dealer can also benefit by offering a complete range of both hard and soft goods — one-stop-shopping.
New for 2016: Goal has introduced its European L-shaped portable goals with 3x4-inch elliptical aluminum tubing throughout. Channeled tubing allows for easy and quick net attachment.
BISON
What’s Trending: Sales of carbon fiber volleyball systems have jumped considerably over the past couple of years, according to national sales manager Chris Livingston. “The higher demand has allowed us to expand our line to four different distinct carbon systems, as well as allowing us to reduce prices so more high schools can fit these into their budgets.”
Advice for Dealers: “The biggest factor in selling more basketball or volleyball equipment is knowing the product and knowing what questions to ask when dealing with a school or a facility,” says Livingston. Bison provides videos on its website to help with the process.
New for 2016: The CarbonLite Composite volleyball system is billed as the lightest competition volleyball system on the market at 17 pounds per standard (non-winch end). The system has a three-inch carbon outer pole with a carbon inner pole along with the same features as all of its other volleyball systems.
48 Team Insight / May 2016 teaminsightmag.com The World’s Best Portable Sports Nets, Goals & Training Systems
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© 2016 All Rights Reserved, Triad Sports Group LLC | Bownet Sports EQUIPMENT / GOALS/NETS
BOWNET SPORTS
What’s Trending: The big story in soccer goals this year is the changes made by the USSF regarding goal training sizes, points out chief managing officer Jonathan Hayden. They are now 4x6, 6.6x18.5 and 8x24 — the 4x6 is a new size for Bownet. “They are selling fast as clubs and associations replace their current goals,” Hayden reports.
Advice for Dealers: “We talk about how our goals work as a system,” Hayden says and he suggests blending smaller goals with larger ones for specific types or training and for short-sided games, especially on limited field or indoor space. “This Bownet System approach has resonated with coaches and we recommend our dealers use the same approach,” he says. “Using this approach, dealers make more money selling multiple goals to their local teams and clubs instead of just one pair at a time. Dealers just have to reach out to their clubs and show them how goals can solve a lot of their training and field issues.” JAYPRO SPORTS New for 2016: The 4x6 soccer net fits the new goal training sizes mandated by USSF. What’s Trending: “New goal size standards released by the U.S. Soccer Federation are an important change right now,” points out VP-engineering Wayne VanBenschoten. The standards take into consideration goal size, ball size and number of players per age group and are aimed at promoting individual skills and game knowledge.” Also trending, according to owner Michael Ferrara, is the significant discussion surrounding soccer goal safety and ASTM standards. “All soccer goals that are not permanently anchored must have a certain amount of counterweight, even when the goals have met all ASTM requirements,” he points out. In lacrosse, Ferrara says the move to thicker nets, from 2mm-4mm to 5mm-7mm, is going hand in hand with lacrosse goals getting heavier, more robust and rugged. “These changes make sense when you consider that indoor/box lacrosse is increasing in popularity.” For basketball, national sales manager/custom projects Doug Morrow is seeing facilities moving away from big, bulky height adjusters and conversion boards to high-end conversions with 42x72- BLAZER inch regulation glass boards and streamlined height adjusters that allow for clear view of play. What’s Trending: “Blazer doesn’t do too much in trendy,” says product manager Joe Wewel. “We make good, solid aluminum soccer goals.” Advice for Dealers: “We suggest promoting higher-end, official and youth club soccer goals that offer a greater lifespan of the product in Advice for Dealers: “Sell Blazer’s quality goals and the word will spread the field,” says Ferrara. Also, dealers can reduce costs and increase when it comes time for another school to buy a new set of goals.” ease-of-sale by promoting package deals.
New for 2016: Blazer has an improved Collegiate/High School (8’ H x New for 2016: Jaypro’s LG-1X field lacrosse goal is designed with the 24’ W x 4’ D x 8’ B) goal and Junior Goal (6’6” x 18’6” x 4’ D x 8’ B). It is same safety features of the NLL-PX1 National Lacrosse League box designed with a new back stabilizer and net attachment design. goal. It features the secure anchoring of the net bottom with a flat cover plate. Jaypro is also evolving is Classic Square Club Goal to a three-inch round design with an integrated net attachment track. For the growing sport of indoor futsal, Jaypro Sports has developed a line of futsal goals that meet all levels of play.
50 Team Insight / May 2016 teaminsightmag.com
EQUIPMENT / GOALS/NETS
CARRON NET
What’s Trending: “As anyone in the business knows, the popularity of individual sports tend to rise and fall over time,” says president Bill Kiel, who points to pickleball having its moment in the sun now. “However, in terms of what’s currently driving netting sales, clearly the focus on improving spectator safety is the biggest issue we’re seeing,” he adds. “While the changes enacted by professional baseball have garnered the majority of the headlines, the trickle-down need to make similar safety enhancements at every level is what’s really creating opportunities to sell nets right now.”
Advice for Dealers: Kiel believes that team dealers who are helping their customers evaluate their netting needs and find solutions are providing a significant value. “Not only does this create a sales opportunity for the dealer, it positions them as a valuable problem-solving resource with the customer,” he says. And because selling nets for custom applications can be a little daunting, especially if a dealer hasn’t done it before, his advice is to use the resources available. “A key to selling nets is to understand that all nets are not the same and, as with most things in life, you get what you pay for,” he adds. As an example, he points to a recent situation where a customer ordered two batting cage nets from an online retailer. “Those nets lasted less than a season and this year they’re replacing them with nets from us,” Kiel says. “Investing a little bit of time and effort to familiarize yourself with netting will pay big dividends.”
PORTER ATHLETIC
What’s Trending: Gym renovations are an ongoing trend in the basketball community and many older gyms still have the classic rigid goals that need to be replaced with new flex goals. “Another trend we see is the desire for 180-degree flex goals,” says senior equipment specialist Matt Wells. “As it seems that more kids are dunking, this rim allows the athlete to dunk safer and take stress off the rim by flexing on the sides.”
Advice for Dealers: “Ask the facility director or AD if you can take a walk in their gym,” says Wells. “This will allow you to determine what their needs are. Look for goals that are beat up or outdated.” Often the main court goals are taken care of, but the side courts need to be updated.
New for 2016: Porter’s Orbit Flex rim flexes 180 degrees and is economically priced. It is targeted at high schools or small colleges that are looking for a performance rim without taking up their budget.
52 Team Insight / May 2016 teaminsightmag.com FIRST TEAM
What’s Trending: “Coaches and athletic directors are asking for rims that will break away in the direction where force is applied when the basketball is dunked or a player grasps the rim,” says president Wayne Unruh. “Televised basketball games often show close-up shots of these rims flexing in all directions.”
Advice for Dealers: Unruh suggests that when walking through a gymnasium, team dealers should not overlook worn out/broken rims and backboard edge padding that GILL ATHLETICS needs to be replaced. Also, outdoor playgrounds at schools and parks often have bent, broken or even missing rims What’s Trending: The biggest news in soccer goals on their basketball equipment. “Those who are in charge is the new goal sizes mandated by U.S. Soccer — of maintaining the equipment are thrilled to find out that U6-U8: 4’ x 6’; U9-U12: 6’6” x 18’ 6”; and U13-and replacement rims and backboards will provide better service older: 8’x 24’. “This has caught some manufacturers and will be backed by a warranty,” he says. “Replacing rims off guard,” according to sales manager Darren Clare, and backboards becomes an obvious visual improvement who points out that Gill Soccer has been building and a source of pride to a community.” these sizes for many years.
New for 2016: First Team has introduced a portable bas- Advice for Dealers: “Make every facility and club ketball system that is an upgrade from water-fill tip and roll team aware of the mandated new goal sizes, as they portables. Three different adjustable extension arms with an are required to run a state-sanctioned tournament,” array of backboard options can be attached to a one-piece Clare says. “Many facilities do not have the two post that is anchored on a large poly base called the Omni smaller sizes and will need to buy them.” Base. Any of the three systems – OmniChamp, OmniSlam or OmniJam – can be used in an elementary school gymnasium, New for 2016: Gill’s Essentials line of soccer goals church multiple purpose gym, recreation center or home includes all of the sizes required by the new U.S. court. Also new is a 180-degree breakaway FT196T. Soccer rules.
teaminsightmag.com May 2016 / Team Insight 53 APPAREL / JACKETS
QUARTER-LY REPORT
By Nancy Baeder at Red Rock, Miles City, MT, where cooler weather prevails for much eam dealers sell a lot of out- of the outdoor sport seasons. “We erwear and while versatile do really well with jackets for both all-purpose iconic hoodies team and individual purchases,” T remain the benchmark, quar- says owner Cliff Schantz. “Teams al- ter zips get the team jacket headline ways need some kind of outerwear. this year. Their popularity is being They may pick out a Holloway mois- pushed by technology and style ture management hoodie that we trends that lean towards fitted cuts, embroider, or a Russell 50/50 cotton lightweight performance fabrics and poly hoodie. We also sell some De- layered looks. Long and Champion hoodies.” Most teams need some kind of Quarter zips are a popular choice, jacket for travel and weather protec- depending on the sport. “Tennis tion and teams dealers are stepping teams are looking for wind and up with customized solutions that water resistant quarter zips,” says offer a unified look in the latest style Schantz. “Basketball teams want a trends and fabrications. mid-weight jacket. We see every- In Missouri, changeable weather thing from long and short sleeve means athletes need to be ready for shooting shirts, to travel quarter anything. “We sell a lot of different zips, and hooded and non-hooded team jackets,” says Don Fischer, sweatshirts. It just depends on what owner of Fischer’s Pro-Line Sports. the individual team wants.” With two store locations in Floris- Red Rock sells a host of Holloway sant and Chesterfield, MO, Fischer’s options, as well as Under Armour teams include colleges and junior and Adidas brands. “We sell a lot of colleges, high schools, youth Under Armour and Adidas has re- leagues and select travel teams. ally come on strong,” says Schantz. Hoodies and quarter zips are “Some teams like to be consistent the most popular choices. “There with all one brand, such as a hoodie is no question that the quarter zip and shirt, all Adidas, and others is trending. We are selling more of might pair an Under Armour shirt to them than ever,” says Fischer. Key a Holloway pant and hoodie.” vendors include Holloway, Au- Additional outerwear purchases gusta, Alleson, Badger and Under are made to athletes in team spirit Armour. “In hoodies we sell mostly packs. “The coach decides what cotton/poly, with an occasional he or she wants include in the Dri-Fit order.” team pack and that usually means Many outerwear items are sold in some kind of outerwear such as team packs. For high schools, online a hoodie. The kids pay for every- team stores are set up as booster thing that isn’t part of the actual club fundraisers or for individual uniform,” he says. purchases. “We always include Grand Rapids, MI, is a bastion for jackets. The coach usually wants a outerwear, with cold temperatures hoodie, a quarter zip, maybe more and the need to stay warm and dry. than one style, and even a full zip. “It’s cold up here, so we sell lots of Fanwear items are purchased by outerwear for every season,” says parents as well,” says Fischer. For Steve Kraai, owner of Holwerda- youth and select club teams, jackets Snope Sporting Goods. “The major- are part of the whole team pur- ity of it, 75 percent, is quarter zips Photo: Tonix chase, with order forms organized and hoodies and we also sell a few by a team parent. The 2016 forecast for team jackets is fashion and function. warmer weight parkas and jackets.” Sales of outerwear are also brisk Jackets are sold either in spirit
54 Team Insight / May 2016 teaminsightmag.com
APPAREL / JACKETS
The Tonix Midfield (left) is a mesh-lined, durable wind and water resistant windbreaker jacket with open back vent for breathability. The women’s Run Away Jacket from Expert Apparel (center) has a water resistant fabric, open back vent and reflective print for safety and visibility. Traditional features sublimated on Teamwork’s ProSphere hoodie (right) include an authentic faux twill font personalized with name and graphics. Below left: Holloway. Below right: Augusta Sportswear. packs to individuals, or because a coach wants needed up north as well. “The parkas are cut lon- functionality, all in one,” says Annika Risher, a coat for his team. “What the kids want is the ger to cover up more. Tennis, swimming and soc- product manager at Teamwork Athletic. “We pay Dri-Fit, tech stuff, quarter zips or hoodies,” says cer teams all like the long parkas for standing on attention to little details that make a big differ- Kraai. “The kids pay for them and keep them, the sidelines and trying to stay warm,” says Kraai. ence to the customer, like the stitching of the whether it’s a fundraiser or not. They like to “These are usually purchased with school money thumb holes and smart use of reflective accent wear them around and identify with the team or booster money and they are team property.” tape. Five years ago, most people probably they’re on.” Down in the bayou, team jackets are an un- didn’t know what a zipper garage was, whereas For hoodies, moisture management has taken necessary extravagance. “We don’t sell many today consumers are more educated on prod- over for cotton/poly. “We still sell the cotton/poly, jackets,” says Charlie Mathews, owner of Cenla uct features.” but it’s about 50/50 now. We sell a lot of Holloway, Sports, Alexandria, LA. “We sell a few the poly/ Risher says that the expectation is that jackets Russell and SanMar,” he says. “I still sell a lot of cotton hoodies such as Gildan, but no name transition well throughout the day, whether worn warm-ups for track, cross-country, baseball and brands. There’s not much call for outerwear to the gym, around town or to the game. tennis. It’s cold up here.” down here.” Long parkas from Holloway and Russell are The Outerwear Forecast Team jackets are an ideal way to create a coor- dinated team look. Today’s technically advanced jackets are loaded with features designed to keep athletes comfortable and ready for action, begin- ning with water and wind resistance. Moisture management technology is a given. Technology pockets and multi-use pockets add value and state-of-art appeal to these uniform pieces. Slim- mer fits and tech fabrics complete the forecast. “The versatility of a jacket remains a top priority, as weather can change in an instant, and you may need it to keep dry or maintain warmth,” says Nino Phimphachanh, a designer at Expert Apparel. Layering is a popular trend. “The kids like to dress in layers. They may pair a compression T-shirt with a quarter zip over it,” says Kraai. “Performance wear is also a fashion statement and we get them what they want.” Today’s athletes expect more from their outerwear than just an oversized cotton hoodie. “Activewear is becoming the new everyday wear. Athletes want comfort, performance, style and
56 Team Insight / May 2016 teaminsightmag.com Lightweight fabric is an important and popular trend in jackets. “A lightweight garment is easy to travel with, before or after a game,” says Phim- phachanh. “We work diligently to source the right fabric, those that perform well in cool, wet or humid/hot weather.” Holloway also continues to focus on the jacket category. “Our deep assortment of fabrics are de- signed to fit a variety of climates and activities,” says Brad Sullivan, director of marketing. “Our recent styling updates elevate the looks of some classic silhouettes.”
Style Details Today’s athletes want their jackets to fit — and that means no more baggy sweatshirts. “Our teams want their jackets to be soft and tight,” says Kraai. “I can remember not long ago when all I had to do was order a bunch of XXL because they all wanted them big. Not any more. The preference is for fitted cuts and when we can get them it makes them very happy.” “A flattering fit is just as important as quality and functionality, if not more so. For most people, Making Varsity in order to love a jacket, it means that it has to make you feel good while wearing it. A flattering fit makes you feel good,” says Risher. Women in particular pay heed to flattering cuts. “A jacket with style lines and feminine contour is in demand,” says Phimphachanh. “It’s impor- VARSITY JACKETS ARE once it passed $250 sales really exists today, are poised to tant that the jacket doesn’t appear too boxy, but the original custom apparel declined. It’s hard to justify the emerge with state-of-the-art rather on-trend and fashion-forward.” for athletes. The tradition cost to wear it for one or two fabrics and processes, more Styling details are key selling points. “We see that celebrates athletic years.” customization options, updated more and more styling details come over from the accomplishment and team But stay tuned. Varsity jackets looks and faster delivery. retail market and we are paying particular atten- pride has always been made to are a market in transition and, “The varsity jacket is the tion to the yoga brands,” says Sullivan. the specifications of individual given all the technology that cornerstone of the Holloway Customization also remains a hallmark of the athletes. It remains the premier line, constructed with the finest team market. athletic jacket. In fact, varsity materials and attention to Embroidery is the most popular choice for dec- jackets are enjoying a moment detail,” says Brad Sullivan. “Our orating quarter zips. “Most teams want embroi- as popular street fashion. online jacket builder, launched dery on left chest, left leg on pant, name on back. But anecdotal news from in 2014, allows customers to Hoodies are full-front screenprints with names on dealers is that varsity jacket customize a jacket to their exact the back,” says Schantz. He sells sublimated uni- sales are down. “At this point specifications and place orders, forms and jerseys, but no sublimated jackets yet. the wool varsity jackets have simplifying the ordering process “Turnaround time has gotten much shorter for died,” says Steve Kraai, of for dealers.” sublimated uniforms, but we aren’t getting orders Holwerda-Snope Sporting The fact remains that athletes for other types of garments.” Goods. today have many choices when Kraai also decorates jackets, with screenprint- “It’s a shrinking business purchasing outerwear, including ing done in-house and embroidery off-site. “Either for us primarily because of the new options that borrow way, typically teams want a school logo and a cost,” says Don Fischer, of from the tradition of varsity team name,” he says. Fischer’s Pro-Line Sports. letter jackets. For example, Hoodies are most often screenprinted, though “The decoration alone an add up Teamwork Athletic recently sometimes customers prefer embroidery or to $100 to $150 and that gets it introduced a sublimated hoodie sublimation, according to Fischer. “We see more close to $400.” in a faux letterman design. “Our embroidery and sublimation with quarter zips “We still sell a handful, but customers love this fresh take
Photos: Top: Holloway; Bottom: Teamwork in traditional school colors,” he says. “Once in a that part of the business has on a classic,” says Teamwork’s while we sell some fluorescent colors; for ex- really slowed down around Annika Risher. “It delivers ample, a neon yellow to a team with red and blue here,” echoes Cliff Schantz, the letterman look but without colors.” of Red Rock. “The custom the bulky cut, the weight and Online jacket builders make customization jackets with leather sleeves, the expense. We offer a faux easier than ever. “Sublimation delivers endless virgin wool, quilted lining, twill twill font for an authentic look, possibilities for color combinations and designs. on chest, team name on back, thousands of custom color From the dealers’ perspective, it makes it easy for year, quickly run up to $400. We combinations and the ability to teams to continue their on-field look to off-field used to sell hundreds of them personalize the jacket with name apparel,” points out Rischer. Q when the cost was $200, but and graphics.” Q
teaminsightmag.com May 2016 / Team Insight 57 Companies Tell Us Why Domestic Manufacturing Is Alive and Well in 2016.
The concept of “Made in America” is alive and Sure, no one can remember the last time well in the world of team sports Some call it a coach or athletic director placed an order re-shoring, as companies return to domestic simply because a vendor’s products were Made production when they realize the advan- in America. The reasons these products sell are tages outweigh any other benefits they more subtle — rapid turnaround and delivery, may have achieved by making their quicker response time to complaints or prob- products overseas. Others never left, lems and improved quality, not to mention the having built their companies over simple act of supporting local communities. generations on the strength of their Basically, it is better product and better cus- commitment to domestic manu- tomer service that keeps the concept of Made in facturing that has allowed them to America relevant. survive in an increasingly challeng- We we asked vendors to the team sports ing global business environment. business to tell us their own Made in Amer- Either way, the team sports busi- ica stories and why they continue to make ness has a host of Made in America products in the U.S. The response from these success stories – from the footballs companies was overwhelming and this simple Wilson has always made in Ohio … project turned into a three-part series. The to track and field equipment engi- following pages tell their stories, whle at the neered and manufactured domestically same time telling the story of domestic manu- based on local talent … to sock compa- facturing in 2016. Enjoy Part 3. Parts 1 and 2 nies that remain committed to producing ran in the January and March 2016 issues of their top-of-the-line products here in the USA. Team Insight.
From Military to Team
Why MIA: Soffe started manufac- well,” Anderson admits. “Overall turing garments domestically in the costing is always demanding, there 1960s and all of its military issued are a limited number of suppliers, garments continue to be manufac- an aging workforce and government tured in the U.S. “We still have a regulations can be cumbersome and family-run mentality, so supporting costly.” our soldiers and the local econo- Selling MIA: Soffe has tradition- mies that benefit from domestic ally focused its Made in America manufacturing is something we’re message on the military and team really proud of,” says Anderson. dealer channels. It is now gearing Domestic production has decreased up for a large campaign for Fall 2016 on the retail side in order to stay that will also target its consumer competitive from a cost perspec- and retail base. The campaign will tive. “However, the opportunity to have a grass-roots, digital and social manufacture here has picked up media focus and center around History: In 1946 Soffe first hit the 700,000-square feet of warehousing, with both our wholesale customers Soffe’s tagline and messaging, “The scene as a distributor to military ex- distribution, screenprint, packaging and retail consumers appreciating Strength Is In Us.” changes and college bookstores. It and sewing operations. Its prep/ the value of American-made prod- Going Forward: “We have the has expanded to include activewear pack capacity is more than one mil- ucts,” reports Anderson. confidence that our facilities and for all athletes and exercise. In 2003, lion per month and its printing and Pros and Cons: “Production prox- talent have the ability to manufac- Soffe was acquired by Delta Ap- decorating facility can produce up imity can make things easier to con- ture and decorate apparel as well parel and today it is positioned as a to 100,000 impressions a week. Soffe trol from an environmental/social as anyone in the world, so our plan lifestyle activewear brand for men, has sewing and textiles facilities in compliance and quality assurance is to continue to expand domestic women, juniors and children. Maiden and Rowland, NC. “Manufac- standpoint,” says Anderson, who production as much as we can,” Made in America: Soffe’s head- turing domestically is a core part of also points to shorter supply chain Anderson says. “Our foundation was quarters is in Fayetteville, NC, the Soffe DNA,” explains Paul Ander- lead times. “Making product domes- built on it and it’s something we’re which is also home to more than son, director of marketing. tically comes with its challenges as very proud of.” Q
58 Team Insight / May 2016 teaminsightmag.com “We have a wide and loyal customer base that sees the quality and value of our American-made products.” Jenny Holmstrom, Hickory Brands
Lacing It Up In America
History: What started as the Old freight costs, exceptional customer Hickory Shoelace Company more service and low minimums,” Holm- than 90 years ago is now Hickory strom says. Brands, Inc., a leader in shoelace Does It Matter? Hickory Brands manufacturing and a distributor of believes that Made in America mat- shoe care, sports medicine, custom- ters because the country thrives molded insoles and most recently, when American dollars go towards SecondWind performance socks. American-made products. “Creating Located in Hickory, NC, it has been and maintaining American jobs is an manufacturing in the United States investment back into our nation,” since 1923. says Holmstrom. “For retailers spe- Made in America: Domestically cifically, Made in America matters made products include its complete because of the high level of custom- line of SecondWind compression er service, low minimums and fast and performance socks, New Bal- advantage of these new technologies the quality and value of our Ameri- turnaround.” ance headbands, New Balance with its domestic partners. can-made products,” she points out. Going Foward: Hickory says it Performance Sweatband products, Pros and Cons: The pros include Selling MIA: “American-made stands strong in its commitment to thousands of New Balance and quick turnaround time, creating products tell a great story,” Holm- American manufacturing. “With 93 10-Seconds shoelaces, and shoe care domestic jobs, achieving a high level strom says. “They represent quality years of success, we have built a products. of customer service and developing and support of this nation. Our con- history we are proud of and a strong Why MIA: In recent years Hickory products with the highest possible versations with customers, our mar- foundation to grow on,” according has increased its domestic pro- quality, according to sales and mar- keting materials and our trade show to Holmstrom. As an example, she duction due to advances in fabric keting specialist Jenny Holmstrom. booth all convey this message.” points to its new SecondWind brand, technology such as reflectivity and But manufacturing domestically The Sales Pitch: “We always make which features a line of compression Kevlar bullet proofing that it incor- does mean competing with overseas sure our customers know about the socks, compression sleeves, quarter porates into its laces. Making prod- pricing. “Fortunately we have a wide advantages of domestic manufactur- crew socks and double-tab socks, all ucts in the U.S. allows it to take full and loyal customer base that sees ing — the fast turnaround time, low made in North Carolina. Q
It’s Game Time
re-shoring efforts made by several Selling MIA: Hornwood places brands that have resulted in an “Made in the USA” on all invoices, increased demand for domestically piece tickets, ID tags and product manufactured products, particularly matrixes. The company also makes in the apparel segment,” says execu- it a point of emphasis when adver- tive VP Wesley Horne. “Factors such tising at any trade show or through as an emphasis on speed to market, print media. freight cost, quality, higher wages in Does It Matter? “Hornwood the Far East, and duties/tariffs have believes very strongly that Made caused an increase in NAFTA/CAFTA in America brings real value to business.” our customers through high qual- Pros and Cons: Pros — Easier to ity products and quick deliveries,” communicate/visit with customers says Horne. “We believe Americans since most have headquarters in the are starting to pay more attention U.S.; high-quality raw materials and to where products are made. As a History: Selling to the team sports is 325,000-square feet and employs dependable vendors; lowest rela- result, companies that are manufac- market under the Game Time Fabrics 340 people. tive utilities rates in the world and turing in this hemisphere are gaining name, Hornwood, located in Liles- Made in America: Hornwood a reliable power grid; large labor higher intrinsic value.” ville, NC, was founded in 1946 by Ken makes fabrics for an array of indus- pool. Cons — High wages, taxes and Going Foward: Hornwood plans Horne and Fred Wood, in Wades- tries, including athletic and active regulations; limited supplier base to continue to target companies that boro, NC. It initially did knitting for wear apparel, automotive headliners because many closed during off- cut and sew within the U.S. and it re- converting operations in the north- and seating, banners, filtration and shoring moment and now the initial cently partnered with a company in east U.S. and later became vertical footwear. capital investment is too high for Taiwan named Kingwhale to utilize through the addition of dyeing ca- Why MIA: Hornwood has been potential entrants; limited amount of its fabric base. These technical fab- pacity. In the early 1970s, Hornwood making its products domestically for highly technical personnel will make rics will be manufactured and sold in built a plant in Lilesville, seven miles 69 years and that capacity is in- it difficult to replace impending the U.S. Potential expansions to the east of Wadesboro. Today, the plant creasing. “Recently there have been retirements. facility in Lilesville are likely. Q teaminsightmag.com May 2016 / Team Insight 59 “Manufacturing domestically allows us to ... implement strict quality control and establish shorter lead times.” Brian Rush, Kwik Goal
Kwik To Market
History: Kwik Goal, founded in Quakertown, with soccer goals still strict quality control and establish tured products because prototypes Long Island, NY, in 1980 and now the dominant product. Also made shorter lead times,” explains Brian are quickly made with the same located in Quakertown, PA, contin- domestically are lacrosse, field Rush, head of Kwik Goal’s Research materials and processes that will ues to operate as a privately owned hockey and football goals, along and Development team. “Kwik Goal be used in production." The biggest manufacturer of sports equipment, with training devices, goal accesso- can react to a sales run on a prod- challenge: Controlling costs. primarily soccer goals and soccer ries and sideline seating. uct and make more available for the Selling MIA: Kwik Goal products related equipment. Pros and Cons: “Manufacturing same selling season.” In addition, he are labeled with “Made in the USA” Made in America: Kwik Goal man- domestically allows us to work with adds, “product development is often and the company looks to promote ufactures a variety of sports goals in better quality materials, implement quicker for domestically manufac- the message more. The Sales Pitch: “Our domesti- cally manufactured products are produced in a timely fashion and undergo strict quality control while providing jobs for numerous indi- viduals throughout the U.S.” accord- ing to Rush. Does It Matter? To Kwik Goal, Made in America means better qual- ity products and economic sustain- ability. No matter the country or industry, there is always a sense of pride in producing and purchasing domestically manufactured goods. Going Foward: “Kwik Goal will continue to manufacture and source materials domestically as much as is economically feasible,” Rush says. Q
In Front of the 8-Ball
History: The Marena Group Its shapewear and activewear was founded in 1994 and has brands state “USA made” often in become a leader in medical-grade social posts and ads posted on post-operative compression social media have the Made in garments through innovation in USA symbol with small flag. textile science and manufacturing The Sales Pitch: The company processes and in 2001 the emphasizes that its quality and company grew in economic domestic materials -- its branded terms to merit the Small Business fibers -- are superior to imported Exporter of the Year award options, lower or higher cost. from the state of Georgia. The Does It Matter? “Yes, if we can company was also named apparel provide a superior performing manufacturing Grand All Star ComfortWeave material. Pros and Cons: Pros — Fast product that is more comfortable of 2006 by Apparel magazine. Made in America: Athletics8 turn for orders, short design at a better price and provide jobs Today, Marena is recognized as offers a range of MIA products to production cycle, quality to other American, it really should a leading compression garment — post-operative compression and manufacturing control is matter,” the company says. manufacturer with representation girdles, bodysuits, bras, sleeves, 100 percdent in manufacturer’s Going Foward: Marena recently in nearly 80 countries around vests an facemasks; Shapewear/ hands. Cons — High labor and received an investment from the world and is ISO certified. Its Foundation wear; and athletic higher material cost. “If we used an equity firm committed to corporate headquarters are just compression. imported goods, we could have manufacturing in the USA and it north of Atlanta, GA, and it has Why MIA: Marena has been lower material costs plus import/ selected Marena to help it grow its distributors in 79 countries — all manufacturing domestically for 21 shipping. But we choose to use domestic manufacturing business. selling products Made in America years and reports that business all USA made materials,” the In 2015 the company expanded with U.S.-made materials. has increased almost double digits company says. its facility and it may soon have The Athletics8 brand is every year. The company credits Selling MIA: Marena and to move part of its team again to manufactured by The Marena its patented fabric and its just-in- the Athletics8 brand rely on make more room for more Made in Group, utilizing its proprietary time manufacturing. packaging and inside care labels. America production. Q
60 Team Insight / May 2016 teaminsightmag.com “By producing locally we have more control over production methods to reduce environmental impact.” Katy Holmes, Swiftwick
A Swift Move
History: While training for relations coordinator. mountain bike races, the founders Pros and Cons: “By producing of Swiftwick realized they were locally, we have more control purchasing top-of-the-line bike over production methods to gear, but were wearing low-quality reduce environmental impact,” socks. This realization launched says Holmes. “When you produce the idea of Swiftwick to create a products over 8000 miles away, sock that was based on four pillars it takes a tremendous amount of they felt were missing from current fuel and other resources just to get socks — compression, moisture those products to your warehouse,” wicking, blister protection and anti- she says. “Strategically, producing odor. They also decided that their locally allows us to minimize our products would be 100 percent inventory investment and it allows made in the United States to ensure us to be faster to market and their standards were met. increases our flexibility.” As for the Made in America: All Swiftwick’s cons, she admits it is difficult to find socks are manufactured in America skilled technicians who understand is a core value of our business and pack our passion into our and the company is based in the complexity of the machines to and gives our company strategic products. That is why our products Brentwood, TN. produce a 200 needle count sock. manufacturing advantages,” Holmes are 100 percent made in America,” Why MIA: Creating domestically Selling MIA: Swiftwick does not says. Swiftwick promotes Made in Holmes says. produced products has been a look at domestic manufacturing as America on all of its packaging and Going Foward: Swiftwick core foundation of Swiftwick. “We a marketing ploy. Rather, it is based literature. remains committed to have been able to increase our on the foundational philosophy The Sales Pitch: “We want to manufacturing its socks production of the best socks due to of the business and because it give people the best socks they will domestically and is transitioning the desire for the higher quality of has specific strategic advantages. ever wear. However, we want to do its accessory lines, such as cycling our made in America socks,” says “We believe the decision to this in the most sustainable way kits and running jerseys, to be Katy Holmes, athlete and public make our products in America possible. We commit to excellence produced domestically. Q
Uni-fied In Purpose
selection of official licensed He stresses that Uni-Sport soccer names and numbers to its is compliant with California retail partners across the nation. legislation proposition 65, which Made in America: “American states that all products – raw and ingenuity provides solutions, finished - are manufactured and value and quality,” says Uni-Sport tested to be free of hazardous president Tom Hebert. materials . Why MIA: Domestic production Selling MIA: Hebert maintains provides flexibility for quick turn that Uni-Sport’s best assets production fill-ins as well as the are its employees and strong ability to address unforeseen relationships built through after- issues that inevitably arise, work programs, including exercise according to Hebert. programs and a soccer team, Pros and Cons: “As a part of as well as a shared fondness of the design process we are on watching sporting events relevant the forefront of testing, as the to its industry. “Passion for our newest fabrics typically find products and industry can be seen their way through our lab prior on the faces of each employee as to bulk manufacturing,” Hebert they see our products on real time says. “Our ability to combine the TV,” he says. newest of raw materials ensures Going Forward: “The premium fresh designs for style conscious team sport market showcases History: Uni-Sport, operating leader in professional quality customers.” As a part of the our nation’s youth,” Hebert says. in the heart of the Los Angeles, heat applied graphics for athletic design process, he adds, “We are “Uni-Sport provides this on-field CA, garment industry for the past wear. It offers custom and stock on the forefront of testing and quality exclusively for Major 14 years and under the guidance HT solutions for every sport. research and development of the League Soccer as well as many of of 30-year textile veterans, is a In addition, it supplies a large newest fabrics and innovations. our collegiate schools.” Q teaminsightmag.com May 2016 / Team Insight 61 “Made in America does matter because it directly affects the health of the communities team dealers serve and live in.” Peter Derleth, Ripon
Tale of Two Companies
History: Ripon Athletic, Berlin, WI, is actually the story of two compa- nies whose identities are linked by their long experience and passion for producing Made in the America products, with an emphasis on professional quality, product perfor- mance and customer service. The current company took shape when Sand Knit, which was established in 1921, and Ripon Award Jackets (1949), joined together under the Ripon Athletic label. Today Ripon Athletic, Ripon Jacket and Sand Knit Jacket since 1949, our focus has companies, knitting mills and other serve and live in,” Derleth says. brand products are sold through always been to supply Made in the domestic vendors, as well as limited “Made in USA is important to our team dealers to high school, colle- USA products. The need for custom domestic suppliers of raw materials. country and communities. As we giate and professional customers. made jackets and uniforms is steady Selling MIA: Ripon Athletic pro- pay our employees to manufacture Made in America: All of Ripon’s and we hope our Made in USA prod- motes its Made in the USA message products, they in turn buy homes, products are manufactured do- ucts continue to fulfill that need.” via its website, Facebook account, cars, clothes and food, which injects mestically, with a specialization in Pros and Cons: On the pro side, all marketing tools, word of mouth original money into the economy. athletic uniforms and jackets for Derleth points to better control and by proudly displaying the Made Manufacturing jobs are very impor- institutional sports. over all stages of production along in the USA tag on all of its products. tant to the U.S. economy.” Why MIA: “We have never with more effective communication The Sales Pitch: Professional Going Foward: “USA, USA, USA is stopped manufacturing products when it comes to product speci- Quality, Greater Performance. where we will stay,” Derleth stress- domestically,” says CEO Peter fications and delivery. The cons: Does It Matter? “It does matter, es. “It is good for our country, for Derleth. “Starting with Sand Knit Increased government regulations because it directly affects the health our community and for our employ- and continuing as Ripon Athletic/ on local manufacturers such as dye of the communities team dealers ees.” Q
A Unique Experience
History: Unique Sales Co., based Price. in Los Angeles, CA, was founded Selling MIA: Unique Sales in 1986 and today makes custom stamps all of its promotional items sublimated team uniforms for with “100% Made in the USA.” It most sports. It is a 100 percent also sews in labels to its garments American-made company, with with the same message. all of its team sports uniforms The Sales Pitch: The marketing made directly in-house to provide and sales message for its domestic maximum quality control. manufacturing is simple and Made in America: The majority straightforward. “Manufacturing of Unique Sales’ products are in America keeps jobs local, while sublimated team sportswear. All providing higher quality, faster of its garments are made in its turnaround times and quicker 24,000-square-foot facility in Los shipping than the imports,” says Angeles. Kelfer. Why MIA: “We've had some Does It Matter? “It should various ups and downs,” explains matter more, but unfortunately founder and owner Ron Kelfer price often dictates,” Kelfer in discussing the company’s admits. “As we have seen prices Made in America efforts. “We find come up around the world, it we have to constantly update has helped us become more our mix of goods to stay fresh competitive. Many of our dealers and competitive.” This is made keep coming back because of our easier, he adds, by manufacturing quality and commitment to our domestically. customers.” Pros and Cons: Pros — Provides Going Foward: “Moving forward maximum control of goods. Cons: and never stopping,” Kelfer says. Q
62 Team Insight / May 2016 teaminsightmag.com
PRODUCT SHOWCASE / ADVERTISEMENT
A4 Nokona Teamwork Augusta Sportswear
Football Jersey Baseball Mitt ProSphere Custom Sublimation Run the Option with Augusta Sportswear’s Colle- Nokona’s elite performance, ready-for-play, position- A fresh take on the classic Letterman jacket, this giate tight fit Handoff Jersey, Style 9570/9571. 100 Yoga Pants specific series. This X2 Elite is made with Nokona’s customizable ProSphere hoodie design combines a percent polyester heavyweight tricot mesh body, 100 New women’s Yoga Pants NW6196 from A4 are 88 proprietary top-grain Stampede Steerhide and Kan- timeless look with an athletic fit and personalization percent polyester dazzle yoke and sleeves and 90 percent polyester/12 percent spandex and provide garoo leathers so that minimal break-in is needed, but capabilities. Choose design colors, upload graphics, percent polyester/10 percent spandex neck, bottom great stretch without being see through and great the glove has great structure and maintains its shape. add zone and font fills and instantly proof product on- sleeve insert, side inserts. Other features include set- recovery — no baggy knees. Also features an inside A perfect combination of top quality and high perfor- line. Three to 10 day manufacturing, no minimums. in sleeves with elastic cuffs and contrast color poly/ key pocket. mance. MSRP: $400 ProSphereSports.com spandex bottom sleeve insert.
Active Ankle Porter Pro Feet Under Armour
Ankle Brace Jersey Eclipse II is Active Ankle’s new rigid multi-sport dual Sock App Under Armour’s Power Alley Jersey is made of a soft, upright ankle brace that provides maximum support Volleyball System Pro Feet takes a giant leap forward with the first of lightweight knit fabric that delivers the perfect balance and rigidity to stabilize and protect the ankle. The in- Porter’s Powr-Sand volleyball system is perfect for it’s kind, Pro Feet Sock App. It offers On line ordering, of comfort and performance. Its Signature Moisture novative multi-point strapping system optimizes sup- NCAA and high school play. This semi-permanent On line inventory. Asset availability, Hi Res images, All Transport System wicks sweat, while anti-odor tech- port by applying compression across the entire brace. system includes an in-ground sleeve component and Pricing levels, Links to Custom Portal and Links to nology keeps gear fresher, longer. The jersey includes Ideal for athletes that need the highest level of ankle removable standard for security or removal during the SockBuilder and it is totally mobile. breathable mesh insets at the shoulder and along the support. off-season. back.
Stahls’ Soffe Carron Net High Five
Batting Cage Nets Splitter Jersey Half Court Jersey Carron’s top-quality American-made batting cage SimStitch This 100 percent poly mesh jersey features one-of- The new Half Court Jersey from High Five features nets feature 100 percent yarn-dyed nylon twine with Save stitches and time with Stahls’ SimStitch. Made a-kind sleeves that split at the opening to enhance a polyester moisture management seed mesh front premium UV-resistant additives for maximum durabil- from Perma-Twill material, each piece is laser-cut with comfort and optimize performance. It has a scoop tail body and a blend of polyester/spandex pinhole mesh ity. Standard and Heavy Duty cages are available in a simulated zig-zag stitch. Apply using just a heat design and moisture management to keep you cool back body for added comfort. Available in 14 colors four standard cage sizes and custom sizes are our press for a unique embroidered look. Order now at and dry when the pressure is on. Available in adult with both home and away options in adult, youth, and specialty. Stahls.com/simstitch. and youth sizes. women’s sizing. high5sportswear.com
SafeTGard Reusch InkSoft Russell Athletic
Shoulder Pads Mouthguard for Women The lightweight exoskeleton of the CarbonTek Gen II Specially designed to fit the female jaw, Lady Elite Shoulder Pad from Russell Athletic is now construct- from SafeTGard is the latest mouth guard offering Keeper Gloves ed with 10 layers of 100 percent aerospace grade car- elite protection just for women. Lady Elite has several The know-how and expertise from Reusch comes to- bon fiber from the Boeing 787 Dreamliner. Addition- ally the entire exoskeleton is now one cohesive piece innovative features, including Upper Molar Guards to gether in this explosion of power. The Reusch Pulse InkSoft Professional with a slightly narrower front, allowing for better range help stabilize the mouthguard, Lower Jaw Guards to Deluxe G2 Ortho-Tec 36 70 900, developed with the InkSoft is a complete business solution custom built of motion while providing complete coverage. With help prevent lower jaw movement and Lower Molar highest standards of fitting, technologies, materials for the team dealer. Increase sales, boost productiv- these changes the Gen II pad remains on average 20 Guards to help prevent lateral movement. Lady Elite and detail solutions, is its top-of-the-line goalkeeper ity and run a better business. Speak with an InkSoft percent lighter and boasts significantly better impact is designed to fit teen through adult athletes and is glove made for world class goalkeeping performanc- expert now by calling: 800-410-3048 or visit www. management than comparable pads. recommended for any sport utilizing a mouth guard. es. reuschusa.com inksoft.com
64 Team Insight / May 2016 teaminsightmag.com Bison High Five Pearsox Holloway
Custom Socks Built-In Soccer Goal Ballast Pearsox offers USA made custom socks with a blend of 100 percent moisture management stretch yarn. Improve soccer safety with Bison’s No-Tip combina- Each sock is constructed with an ergonomic design, tion ballast and transport wheel system. Designed so Atomic Jersey breathable mesh instep, arch support, and reinforced that no one can forget to add the ballast and yet easy New from High Five Sportswear, the Atomic Volleyball Raider Jacket heel and toe in order to keep feet dry and discom- to move from storage to game position, these Shoot- Jersey features a lightweight blend of polyester/span- This lightweight, quarter-zip jacket is the perfect new fort free. In 1992 Pearsox was one of the first to of- Out portable soccer goals also include Qwik-Track dex four-way stretch fabric with pinhole stretch inserts sideline piece. Available in 10 colors, it features a tech fer custom socks; 24 years later Pearsox still offers net attachment, extra depth, and rounded edges. for added breathability. The “fragment print” insert adds print pattern detail on the sleeves, collar and shoulder custom socks with the quickest turnaround time in Add practice or game padding to minimize the risk of a unique look to seven of the 10 colors options avail- inserts, a tech pocket with zipper and ear bud port on the market. player contact injuries. www.bisoninc.com able. high5sportswear.com the sleeve as well as a front pocket.
Nokona Pro Feet OrderMyGear Sanmar
OrderMyGear Online Team Stores We simplify product selection for you and your coaches, automate building online stores for every Baseball Mitt Custom Socks team, and make order processing easy. On average, Performance Tee The S-200 from Nokona is the number one selling Pro Feet introduces the newest technology in custom our dealers see their team sales jump more than 30 Contrast sleeve blocking enhances the athletic look travel ball glove on the market. It is part of the Alpha socks: Pro Ink Technology. It offers the highest quality percent after using OrderMyGear. With more than of this colorfast, moisture-wicking, value-priced es- Select series, which is built with virtually no break-in performance sock in a moisture wicking shooter style, $100 million in sales and 100,000 stores behind us, sential. 3.8-ounce, 100 percent polyester interlock needed using the highest-quality leathers. A position- with 360 degree digital graphics, super low minimums we have the experience to help take your business with PosiCharge technology. Removable tag for specific, light weight, durable, high-performing glove and super fast lead times. Available in Black, Navy, to the next level. OrderMyGear.com; 214-945-4000 comfort and relabeling. Set-in sleeves. Adult Sizes: for club and elite players. MSRP: $300 Royal and Scarlet for a free trial. XS-4XL
ADVERTISER INDEX MAY 2016
A4 ...... 46, 68 Pro Feet ...... 33, 39 Augusta Sportswear ...... 3 Pukka ...... 4 Badger ...... 55 Reusch ...... 11 Bauerfeind ...... 29 Russell Athletic ...... 17 Bison ...... 52 SafeTGard ...... 19 Bownet ...... 49 Sanmar ...... 9 Carron Net ...... 53 Soffe ...... 63 Gildan/Under Armour Socks .. 35 Spalding ...... 51 High Five ...... 12, 13 Stahls’ ...... 6 Holloway ...... 5 Teamwork Athletic ...... 21 Inksoft ...... 47 TeamUniformOrders ...... 43 MyHouse Sports Gear ...... 45 Under Armour ...... 2 Nokona ...... 67 Uni-Sport ...... 7 OrderMyGear.com ...... 40, 41 United Sports Brands ...... 23 Pearsox ...... 37 Zamst ...... 25 Archive issues are now available on our website. Follow Team Insight on facebook. Performance Health ...... 27 TEAMINSIGHTMAGCOM s FACEBOOKCOMTEAMINSIGHT teaminsightmag.com May 2016 / Team Insight 65 ENDTEAM ZONE / TOPIC / NEWS
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