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' Contents Contents RSI MAY 2012 INDUSTRY NEWS

7 USTA teams with TGA for youth franchises 7 Garvin, 3 others FEATURES honored by Hall of Fame 7 New icon system 23 Get Them Ready to Play for 10U providers Properly preparing juniors for tourna - ments isn’t just about strokes and 8 Changes announced strategy; they need to know the rules to National Junior and regs, too. Tourney Schedule 26 In the Bag Tennis bags have gone from simply 8 Kovacs to lead PTR Sport holding racquets to carry-alls that Science Committee cross over to life off the courts. 30 Nifty Nine 9 GSS sets 2012 Stringers The nine outdoor ASBA facility win - Symposium for Florida ners are excellent examples of hard- court construction. 9 Denver to host Public 34 Selling Points Parks Championships These ideas can help boost your sales and provide your customers with 9 Head introduces excellent service. Speed Pro Lite shoe 10 Peoplewatch 10 Ashaway introduces 2 new tennis strings 11 Kuerten to go into Tennis Hall of Fame 11 USTA awards $900K in youth tennis grants 12 Short Sets

Cover photo courtesy USTA

DEPARTMENTS 18 Retailing Tip 4 Our Serve 20 Court Construction 7 Industry News 34 Tips & Techniques 13 USTA Annual Meeting 36 Ask the Experts 14 Pioneers in Tennis 38 String Playtest: Tourna Big Hitter Black 7 16 TIA News 40 Your Serve, by Denny Schackter

2 2 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com

Our Serve Demand More From Your Reps (Incorporating Racquet Tech and Tennis Industry ) Publishers n our March issue, we ran a “Retailing” tip on how man - David Bone Jeff Williams ufacturers’ sales reps should be one of the best Editorial Director resources for tennis retailers. (If you don’t have the Peter Francesconi

March issue handy, go to racquetsportsindustry.com to see Associate Editor the digital edition.) The tip, written by the TIA’s retailing Greg Raven I Design/Art Director consultants, described some of the things manufacturer Kristine Thom reps can provide to tennis shops to help build sales with Contributing Editors consumers, including helping stores with merchandise and Robin Bateman budget planning, conducting clinics on products they sell to Cynthia Cantrell you, working with your staff to understand product fea - Joe Dinoffer Kent Oswald tures, and much more. Bob Patterson But it occurs to me, how many sales reps actually do all they can to Cynthia Sherman help a retail store’s sales? Their success depends on your success. Yes, Mary Helen Sprecher

we hear about a lot of excellent sales reps out there—in fact, every year RACQUET SPORTS INDUSTRY we have a number of great reps to choose from in picking our Sales Rep Corporate Offices of the Year award winner. But we also hear a lot of complaints about 330 Main St., Vista, CA 92084 Phone: 760-536-1177 Fax: 760-536-1171 sales reps, too. Email: [email protected] Are your sales reps truly serving you the way you think they should? Website: www.racquetTECH.com We want to hear about it—the good, the bad, the ugly. Tell us what you Offic e Hours: Mon.-Fri., 8 a.m.-5 p.m. Pacific Time think of your sales reps. What do they do that you like? What do they not Advertising Director do? Do you get the feeling that they care about your business? Do they John Hanna come up with creative ways to help your business? And if you feel your 770-650-1102, x.125 sales rep hasn’t been working up to par, what have you done about it? [email protected] Let us know, at [email protected]. Apparel Advertising Now, let’s go a step further: Are your sales reps helping not just your Cynthia Sherman store, but do they go beyond and help this sport ? Do they care about ten - 203-263-5243 nis overall? Are they involved in their USTA section or district? Do they [email protected] get involved in the community? A good friend who managed a tennis and sports retail shop for many years and who now works in the tennis indus - Racquet Sports Industry is published 10 times per try says the best sales reps he ever had were those who were committed year: monthly January through August and combined to and passionate about the sport beyond simply pushing product. issues in September/October and November/ December by Tennis Industry and USRSA, 330 I realize manufacturers are in business to sell product, and that their Main St., Vista, CA 92084. Periodcal postage paid at sales reps make a living depending on how much product they sell. But Vista, CA and at additional mailing offices (USPS sales reps—just like teaching pros, retailers and facility managers—are in #004-354). May 2012, Volume 40, Number 5 © key positions to truly make an impact on tennis in the U.S. They, like the 2012 by USRSA and Tennis Industry. All rights reserved. Racquet Sports Industry, RSI and logo are rest of us, need to think beyond being a sales force for one company or trademarks of USRSA. Printed in the U.S.A. Phone organization; effective sales reps need to be a “sales force for tennis.” advertising: 770-650-1102 x 125. Phone circulation and editorial: 760-536-1177. Yearly subscriptions $25 in the U.S., $40 elsewhere. POSTMASTER: Send address changes to Racquet Sports Industry, 330 Main St., Vista, CA 92084. Peter Francesconi Editorial Director

RSI is the official magazine of the USRSA, TIA,and ASBA

4 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com • •

THE NEW F.A.S.T. FULL ACCELERATION SHAFT TECHNOLOGY

It[!] . HAR TRU RSI MAY 2012 IINNDDUUSSTTRRYY NNEEWWSS

INFORMATION TO HELP YOU RUN YOUR BUSINESS

Garvin, Staples, USTA Teams With TGA for Youth Tennis Franchises Bender, Kovacs he USTA has teamed with the newly launched TGA Premier Youth Tennis (TGA), a youth Honored by ITHOF sports franchise firm, to help introduce tennis to kindergarten through eighth-graders Tacross the country. The partnership supports USTA’s 10 and Under Tennis initiative. The Interna - The USTA says it recognized the success TGA has had with its golf business, with thousands of tional Tennis schools nationwide participating in TGA’s after-school enrichment Hall of Fame programs. Using its current business philosophy of enriching kids’ presented the lives through physical fitness, health and nutrition, education, and 2011 Samuel character building, along with its scalable business model, the USTA Hardy and Tennis Educa - and TGA have worked together to develop curriculum for K-3rd tional Merit grade and 4th-8th grade. Awards on “The partnership is a great fit and will build a pathway for ele - March during mentary and middle school kids to enjoy tennis through after- its annual school programs,” says Kurt Kamperman, the USTA’s chief executive of Community Tennis. Awards Luncheon, held in conjunc - TGA is expected to introduce tennis to boys and girls in elementary and middle schools, child tion with the USTA’s Annual Meeting care centers and community-based organizations. Children who participate in the programs will in Carlsbad, Calif. have the opportunity to transition from at-school programs to junior camps, clinics, and USTA pro - Longtime USTA and tennis industry grams at facilities nationwide. leader Lucy S. Garvin (above) of In addition, says the USTA, the franchise company will create jobs and business ownership Greer, S.C. received the Samuel opportunities within the industry. In March, TGA began selling tennis franchises to the public, Hardy Award, which is presented which is expected to attract tennis professionals as well as business professionals. annually to a USTA volunteer in recognition of long and outstanding service to the sport. 10 And Under Tennis Has New ‘Icons’ for Providers The Tennis Educational Merit Award he USTA has unveiled a new "icon system" for its growing 10andUnderTennis.com website, was presented to tennis coach, Tallowing tennis facilities and providers to enhance their consumer search profiles. The new trainer and educator Butch Staples icon system makes it easier for parents and consumers to see what programs and services tennis of Bluffton, S.C.; wheelchair tennis providers are employing in their 10 and Under Tennis programming. trainer and expert Lynn Bender of For facilities and providers, whether registering on the system for the first time or updating Zeeland, Mich.; and strength and conditioning expert Dr. Mark Kovacs your existing listing, it’s easy to get of Atlanta. The award is given annu - the icons on your profile—just go to ally to individuals who have made 10andundertennis.com/organizers notable contributions in the tennis and click on “Register your Facili - education field at the national level. ty.” Once you fill out the question - Award winners have repeatedly naire, the proper icons will demonstrated leadership and cre - appear automatically on your pro - ative skills in tennis instruction, writ - file for consumers to see. In addi - ing, organization and promotion of tion, facilities and organizers with the game. icons on their profiles will be "We are very pleased to recognize included at the top of the list these individuals, and we are grate - when parents search for program - ful for the tremendous contributions ming. they have made to tennis over the For more details on the icon years," said Christopher E. Clouser, chairman of the International Tennis system or to get listed on the site, Hall of Fame & Museum. visit 10andunder-tennis.com/orga - nizers or download the Icon Sys - tem flier. www.racquetsportsindustry.com May 2012 RACQUET SPORTS INDUSTRY 7 MAY 2012

S USTA Changes National Junior Nominate by May 1

W For Prestigious Awards E Tournament Schedule

N on’t forget to submit nominations by May 1 for two

Y he USTA has announced a series of reforms to

R D Tthe National Junior Tournament Schedule important and prestigious community tennis awards. The T CTA of the Year Award honors a Community Tennis Associa - S designed to make the system more efficient, effective and

U affordable for current players and those who will enter the tion for outstanding service in growing and developing the D pipeline through the10 and Under Tennis initiative. The new sys - sport of tennis in its community, and the Eve Kraft Commu - N

I tem also aims to foster more local and sectional competition as nity Service Award is given to individuals who bring the well as fortify two elite national championships in the sum - game of tennis to everyone who wants to play. mer—the USTA National Clay Court Championships and USTA “We want to see nominations for both awards from all National Championships. The majority of changes will take USTA sections,” says Jane Morrill, leader of the Awards Proj - effect in two years. ect Team for the USTA’s CTA Committee. “We would especial - The changes were proposed by the USTA National Junior ly encourage those who submitted strong nominations in the Competition Committee after more than a year of research. The past that did not win to re-submit.” amendments received overwhelming support from the USTA While nominations for both awards are accepted year- Executive Committee at the USTA Annual Meeting in March. round, May 1 is the deadline for applications to be consid - Changes to the schedule include: ered for the current year’s awards, which will be presented w Converting the USTA National Winter Championships to a early in 2013 at the USTA Community Tennis Development team event in 2014. Workshop. To submit a nomination, visit usta.com/cta and w Eliminating the USTA National Spring Championships in 2014 click on “CTA of the Year” or “Eve Kraft Award.” to avoid a major national championship being contested dur - ing the school year. Kovacs to Lead PTR Sport w Create more local player opportunities and enhance the stand - ing of the current flagship national events. Science Committee w Change in draw size to 128 singles players and 64 doubles r. Mark Kovacs has been chosen by teams for the USTA National Clay Court and USTA National DPTR President Jorge Andrew to chair Championships for the 18s, 16s and 14s age groups and to 64 the organization’s new Sport Science singles and 32 doubles for the 12s. Committee. Kovacs has been a presenter w Creation of new tournaments including the USTA National at the PTR International Tennis Sympo - Grand Masters (a progressive event that will feature the top fin - sium for five years, and in 2012 he was the highest rated ishers in younger divisions advancing to compete with the speaker with his presentation, “Teaching the Serve–An 8 best older players), the USTA National Winter Team Champi - Stage Model to Improve Power, Spin and Placement.” onships and starting in 2013 the USTA National Doubles Kovacs was a collegiate All-American tennis player and Championships. NCAA doubles champion at Auburn University. After play - w Creation of more local competitive match-play opportunities ing professionally, he earned a Ph.D. in Exercise Physiolo - while reducing the expense and time of travel through new gy from the University of Alabama. He’s a Fellow of the regional events. American College of Sports Medicine, a certified specialist “The changes to the Junior Tournament Schedule were not through the National Strength and Conditioning Associa - taken lightly; they were heavily researched and well-vetted, tion, and a tennis coach. This past March, Kovacs, who has ensuring we proceed down the right path to develop future published five books, received the Educational Merit world-class players as well as lifelong players and fans,” said Jon Award from the International Tennis Hall of Fame. Vegosen, the USTA chairman of the board and president. “These changes are part of our overall long-term strategy to grow tennis Teen Contest Winner Hits with Sharapova in the United States. With more kids coming into the sport through 10 and Under tennis, this new calendar will make sure In March, 16-year-old Nadia Hilton- there are more opportunities for kids to compete locally.” Adams and two friends hit with Maria The USTA says the new structure aligns the Junior Tourna - Sharapova at their local tennis club in ment Schedule with the current USTA Player Development phi - Greenville, S.C. Hilton-Adams won the losophy and goals for training and competition. experience after writing the grand “Our goal is more competitive matches at the right levels prize essay in Head’s “Use Your along with more opportunities to train, and this new approach Instinct to Play with Maria Sharapova” works well on both counts,” said Patrick McEnroe, general man - contest. Hilton-Adams also surprised ager of USTA Player Development. Sharapova by locally fundraising nearly For more information about the changes, visit $5,900 to support the Maria Sharapova USTA.com/juniorcompetition. Foundation. Head then matched Hilton-Adams’ donation.

8 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com INDUSTRY NEWS GSS Sets 2012 Symposium Head Introduces Speed Pro Lite Tennis Shoe at Saddlebrook ead has come out with its lightest tennis shoe ever, the Speed Pro Lite at 14 ounces, Hwhich is 10 percent lighter than the original Speed Pro. he Sixth Annual Grand Head says the shoe features “Trinergy,” which unites TSlam Stringers Symposium three innovations so the shoe “absorbs the energy on will be Sept. 22-26 at Saddle - impact, transfers it from the heel to the forefoot, and brook Resort in Wesley releases it again to maximize upward motion and pro - Chapel, Fla. vide full energy for the next step.” The company says the GSS Symposium founder shoe’s half-sock construction gives it a “slipper-like” feeling. Tim Strawn says this year’s event will The shoe, available in two color options (black/white/orange and white/black), has a bring back the Wilson tour simulation six-month durability guarantee on the outsole and toe guard. For info, visit stringing room. “If anyone has a desire head.com/tennis. to string at the pro tour level, this is a must seminar to attend,” he says. The class will be conducted by Ron Rocchi, Wilson’s global tour equipment manager and RSI’s Stringer of the Year in 2009. “Ron pulls no punches and really puts the stringers to the test.” New classes have been added to the lineup for 2012, says Strawn, plus, the event is “a great networking opportunity, where you get to reconnect with old friends from previous years and make new ones as well. We also hand out great gift bags at the ‘meet and greet’ on Sept. 22.” Strawn says last year, each attendee received a triple racquet thermal bag, 12 sets of string, a premium racquet, and more. “All totaled, last year’s bags had an estimated retail value of over $500—so essentially, our sponsors are covering the cost of registration through the value of the handouts,” says Strawn. For schedules and information, visit grand - slamstringers.com or gsalliance.com and click the “training” link, or call Strawn at 540-632-1148. Denver to Host Public Parks Championships he 86th Annual National Public Parks TTennis Championships will be July 21-29 in Denver. The event—with competition for adult, junior, wheelchair and adaptive players—will be at the Gates Tennis Center and Denver City Park. Competition will include singles and doubles events for all categories and NTRP divisions for 3.0, 3.5, 4.0 and 4.5. There also will be family (husband/wife, father/son, father/daughter, mother/son, mother/daughter) competition. For more information and to register, visit denvergov.org/recreation.

www.racquetsportsindustry.com May 2012 RACQUET SPORTS INDUSTRY 9 MAY 2012

S PEOPLEWATCH

W • Vesa Ponkka, the senior director of tennis at the Junior Tennis Champi - Wimbledon quarterfinalist; and Peter Rennert, a former Australian Open E ons Center in College Park, Md., has been named 2011 USOC National quarterfinalist. N

Y Development Coach of the Year for tennis by the U.S. Olympic Committee.

R It’s the second time in four years that a JTCC coach has earned that honor; • Former USTA Northern California President Mark Manning passed away T

S Senior Director of High Performance Frank Salazar was the 2008 recipient. in March. A former Oakland fireman, Manning was the first African-Ameri -

U can to be elected as president of the board of a USTA section. D • Scott Colebourne is the new director of the Cliff Drysdale-managed ten - N

I nis program at the Omni Amelia Island Plantation resort in Florida. • Paulo Barros of Orlando, Fla., won the men’s open title and Marina McCollom of West Des Moines, Iowa, defended her women’s open title at • Julian Illingworth, the highest ranked American squash player ever, won the $10,000 USPTA Clay Court Championships in March at BallenIsles his eighth consecutive U.S. Men's Championship, extending a streak that Country Club in Palm Beach Gardens, Fla. began in 2005. The Portland, Ore., native, who recently renewed his long- term agreement with Dunlop, plays with a Biomimetic Pro GT-X 130. • Head/Penn team racquetball player Lexi York, playing with a YouTek Submission racquet, won the girls’ singles • The USTA Eastern Section inducted four into its Hall of Fame recently: title at the 2012 USA Racquetball National High School Nancy Gill McShea, an award-winning tennis writer and co-author of the Championships in early March. York is the first freshman book “Tennis in New York”; Ron Rebhuhn, a longtime adult tournament girl in the history of the high school racquetball tourna - director and USPTA Master Pro; Molly Van Nostrand Rice, a three-time ment to win the title. Ashaway Introduces New Crossfire Plus Average Shoe Price And Dynamite 18 Soft Strings for Tennis Increased 12% in 2011 shaway Racket Strings has introduced a new member of the Crossfire family of A n its first-ever Annual Footwear hybrid strings for tennis players. New Crossfire Plus combines a 1.25 mm (17 I gauge) blend of braided Aramid and PTFE fibers for the mains with Synthetic Gut with Sourcing Forecast, the Footwear an abrasion-resistant wear layer for the crosses. Distributors and Retailers of America The result, says the company, is a tough, durable hybrid combination with a softer (FDRA) found that the average price feel, superior resilience, and maximum ability to impart spin. Crossfire Plus is of shoes increased more than 12 per - designed for chronic string breakers and top-spin players looking for a hybrid string cent in 2011. combination that plays better than a heavier gauge Aramid, but wears just as well. “The combined volatility of con - Bright yellow in color, Crossfire Plus is avail - sumer demand and raw material able in 7/6 meter sets (23/20 ft.). Ashaway rec - costs has created enormous chal - ommends stringing the Aramid/PTFE mains lenges for footwear sourcing in with 10% to 15% less tension than the Syn - recent years,” said the FDRA in a thetic Gut crosses, or up to 60 and 65 lbs. statement. “After nearly a decade of (27/30 kgs), respectively. relying on a China-first, and often Ashway also has added Dynamite 18 Soft to China-only, model, U.S. footwear its growing line of Zyex-based tennis strings. companies are faced with a changing Built on a new multifilament core, Dynamite reality of higher prices, shortages in 18 Soft is 1.15 mm in diameter (18 gauge) and labor, increased compliance costs designed to provide a softer feel, and optimum and unstable consumer demand.” ability to spin the ball, says the company. According to the Forecast, U.S. The Zyex multifilament core in Dynamite footwear imports from China 18 is designed to increase power and accounted for 85.3 percent of all U.S. resilience, while reducing tension loss over the footwear imports in 2011, the lowest life of the string. The ultra-thin construction percentage in seven years. Vietnam, and braided surface softens impact to provide as the No.2 supplier of footwear to better feel, while improving ball control and the U.S., provides just over 7 percent the ability to impart spin. of footwear imports by volume, but it Bright blue in color, Dynamite 18 Soft is is anticipated that Vietnam will move available for all players in 40 ft. sets and 360 closer to 13 percent of U.S. imports ft. reels. Recommended stringing tension is up by volume. Also, the Forecast says to 55 lbs. (25 kgs). Ashaway suggests using Cambodia, Bangladesh and 10% to15% less tension than normally used Nicaragua have the potential to for standard tennis strings. For info, visit ash - increase market share in the U.S. awayusa.com.

10 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com INDUSTRY NEWS USTA Awards $900,000 in Grants for Youth Tennis USPTA Seeks Award he USTA announced 18 communities across the country will receive $50,000 grants as Tpart of its effort to get more kids playing tennis. The contribution will be distributed Nominations over a three-year period to build new and adapt current tennis courts to accommodate 10 he USPTA is and Under Tennis, as well as support new programs. In total, the USTA will disperse Tseeking nominations $900,000 in grants to support its youth initiative and fund tennis programs. for its 2012 National Community officials will work with the USTA to ensure that local organizers have the Awards Program. The proper techniques and skills to implement this new method of teaching deadline for nominations is July 2. tennis to kids. The USTA and its USTA Sections will be working with part - Recipients will be honored during the ners such as schools, public parks, youth organizations, tennis facilities, annual awards breakfast at the USPTA and pros to incorporate tennis into physical education classes, after- World Conference, Sept. 16-21 at the school programs and other youth programs. Hyatt Regency Monterey Hotel & Spa The 18 communities are: Atlanta, GA (east); Atlanta, GA (west); Birming - in Monterey, Calif. ham, AL; Bayamon/San Juan, PR; Honolulu, HI; Jacksonville, FL; Jackson, MS; Lee County, All Professional-level USPTA mem - FL; metro Phoenix East Valley, AZ; Mobile, AL; Northern Albany, NY; Northern Colorado; bers are eligible. Award nomination Pensacola, FL; Richmond, VA; San Francisco, CA; Salt Lake City, UT; Seattle, WA; and forms and guidelines are available at Springfield, MA. uspta.com, by calling 800-877-8248 Last year, the USTA awarded grants and provided support to 26 communities. To date, or by sending a request to the USTA has invested over $2 million in grants to support its youth [email protected]. initiative. WTT Pro League Releases Kuerten to Go Into International Tennis Hall of Fame 2012 Season Schedule ustavo “Guga” Kuerten of Brazil, who won the French Open in 1997, 2000 and G2001 and held the No. 1 ranking for 43 non-consecutive weeks, will be inducted he 37th season of the World TeamTen - into the International Tennis Hall of Fame in July. He’s the second Brazilian to receive Tnis Pro League kicks off on Monday, the honor; Maria Bueno was inducted in 1978. July 9, with the defending champion Kuerten, 35, was elected in the Recent Player Category. Additional members of the Washington Kastles vying to continue Class of 2012 include Spanish tennis great Manuel Orantes, in the Master Player Cat - their 16-match winning streak that start - egory; tennis administrator and promoter Mike Davies in the Contributor Category; ed last summer, as they face off against and Randy Snow, who has been elected posthumously in the Recent Player Category the Orange County Breakers in Irvine, for his accomplishments as a wheelchair tennis player. Calif. The Hall of Fame Induction Ceremony will be July 14 at the International Tennis The 59-match WTT Pro League regu - Hall of Fame in Newport, R.I. lar season schedule runs for three weeks. The WT Finals will be played in Charleston, S.C., Sept. 14-16. The Kastles, who won their second WTT championship last summer with the first undefeated season in WTT histo - ry, open the 2012 season on the road against the newly rebranded Orange County Breakers led by former world No. 1 Lindsay Davenport. Visit WTT.com. Correction ✘ In our Racquet Selector in April, we printed the incorrect contact infor - mation for Tecnifibre. The company’s toll-free number is 888-TFTen - nis, and the website is TFTennis.com.

www.racquetsportsindustry.com May 2012 RACQUET SPORTS INDUSTRY 11 MAY 2012

S SHORT SETS W Roger Federer was named the greatest ten - Since Lessons for Life became USPTA’s national four years. Students in the JTCC class of 2012 E > >

N nis player by Tennis Channel in its “100 Great - charitable program in 1999, USPTA pros have have already received commitments from Har - Y est of All Time.” The Top 10are: 1. Federer, 2. raised more than $47 million in support of various vard, University of Michigan, Notre Dame and R

T Rod Laver, 3. Steffi Graf, 4. Martina Navratilo - charities. Through Lessons for Life, the USPTA Loyola University Maryland, he says. S va, 5. Pete Sampras, 6. Rafael Nadal, 7. Bjorn encourages its members to use tennis as a vehicle U

D Borg, 8. Margaret Court, 9. Chris Evert, 10. Bil - to help others through fundraisers and other activ - > The City of Irvine, Calif., is hosting its Sec -

N lie Jean King. ities in their communities. ond Annual Professional Growth Weekend for I Teachers and Coaches of Tennis. The conference > The USTA is accepting nominations through > Tennis News honored BNP Paribas as its 2011 will feature leading coaches and teachers from June 29 for its 31st Annual Outstanding Facility Persons of the Year during the tournament in Indi - the USPTA and PTR at the Bill Barber Commu - Awards program, designed to recognize tennis an Wells, Calif., in March. Steve Bellamy, the inau - nity Park Tennis Center on May 5 and 6. For facilities by encouraging high standards for gural Person of the Year in 2005, presented the info, call 949-724-6617 or email tennis@city - construction and renovation. Winners are rec - award to Michele Sicard, head of corporate com - ofirvine.org. ognized at the USTA Semiannual Meeting in munications at BNP Paribas Americas. September in New York City. Visit > The Granite Club in Canada recently won usta.com/facilityawards for more information > The USPTA has released five instructional DVDs the Facility of the Year Award by the Tennis and to nominate. from its show “On Court.” The new releases are: Canada Tennis Professional Association. Also, “Forehand Movement Patterns and Exercises,” head tennis pro Timm Fisher was recognized as > The USTA’s Tennis On Campus program “Serve and Volley,” “Get to the Net,” “Improved club Pro of the Year for 2011. recently relaunched its website, tennisoncam - Forehand Technique,” and “Change Up Your pus.com. Since its inception in 2000, participa - Serve.” Visit usprotennisshop.com or call 800-877- > The UK’s Tennis Industry Association has tion in Tennis On Campus has grown to more 8248. signed a partnership agreement with the than 35,000 students who compete at more national governing body for British tennis, the than 575 colleges and universities. Many TOC > According to Ray Benton, the CEO of the Junior Lawn Tennis Association, in which the UK TIA's alumni stay active in the game as players and Tennis Champions Center in College Park, Md., the administrative offices will relocate to the become volunteers for their USTA Districts and JTCC’s 16 high school graduates in 2011 earned National Tennis Centre in Roehampton, Eng - Sections or work in the tennis industry. more than $1.6 million in college scholarships over land.

12 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com  USTA

Annual Meeting A S U

k r o w a ‘Change’ a Big Topic r e m a C / A T S at Gathering of USTA U Volunteers, Staff

STA leaders talked about the much in ‘fiefdoms.’ There can’t be importance of change at the limits on who works on what and Volunteers
Rod Laver Honored During an awards lunch at the Annual Meet - Annual Meeting in mid-March, who they work with.” ing in California in March, the USTA honored held at La Costa Resort in Carlsbad, “The ‘what’ is to promote and top volunteers and others. Sports broadcast - UCalif. develop the growth of tennis, the er Ted Robinson emceed the event, and after ‘why’ is because tennis changes “All of us need to realize that the awards he interviewed tennis legend Rod things don’t get better by chance, but lives,” Smith said. Laver on stage, in recognition of the 50th by change,” said USTA Chairman of Kurt Kamperman, the USTA’s Anniversary of Laver’s first Grand Slam. the Board and President Jon Vegosen chief executive of Community Tennis, Award winners recognized at the meeting (above right) at the opening session. keyed on bringing more kids into the are: More than 800 volunteers and staff game. “10 and Under Tennis is our w Bill Talbert Junior Sportsmanship Award (in attended the meeting. “The impor - silver bullet,” he said. “It will have a partnership with the International Tennis tance of change in our sport cannot be huge effect, with long-term conse - Hall of Fame): Josh Hagar, Austin, Texas; overstated. We work to change and quences. We’ll be talking about 10 Sierra Halverson, Minneapolis; Andrew Ball, enhance people’s lives.” and Under Tennis for years to come.” Palo Alto, Calif.; Whitney Kay, Alpharetta, Vegosen outlined a few changes on About 38,000 local providers have Ga. the horizon, including the construction gone through 10 and Under Tennis w Seniors’ Service Award (for excellence in of a new Grandstand Stadium at the training in the last five years, Kam - service to senior tennis): Alice Lee, Capitol US Open and a new roof-ready Louis perman said. To date, the USTA has Heights, Md. Armstrong Stadium. The USTA also given 50,000 “first-year free” mem - w Brad Parks Award (for outstanding contribu - has created “national volunteer com - berships to kids. The USTA also is tions to wheelchair tennis): Dean Oba, Salt petencies,” which add a framework promoting different types of events to Lake City, Utah. for selection to national committees bring kids into tennis, including Kids’ w NJTL Founders’ Service Award (for out - and other positions. Another change is Tennis Clubs and Tennis PlayDays. standing contributions to the NJTL net - the National Junior Tournament struc - “We have the infrastructure, the work): David N. Dinkins, New York, N.Y. ture and schedule, helping to make it key right now is local delivery. Are we w Barbara Williams Leadership Award (for a more cost-effective and time-effective ready at the grassroots?” said Kam - female volunteer who encourages and for parents and student tennis players. perman. inspires others to volunteer): Sue Gregor, The 10 and Under Tennis initiative “Our biggest challenge is that we Wayzata, Minn. has been another major change in ten - have a lot of facilities and programs w USTA Organization Member of the Year nis. “We’ve change our approach, and that are only halfway in,” he added. Award: Fred Wells Tennis and Education that’s made our sport much more “Is your facility, section, CTA going to Center, St. Paul, Minn. approachable,” Vegosen said of the offer the very best experience possi - w Ralph W. Westcott USTA Family of the Year 10U initiative. ble?” Award: Huether Family, Sioux Falls, S.D. USTA CEO Gordon Smith described Kamperman outlined steps for a “how we’ve changed things in White successful 10U program: 1) promote Plains to respond more quickly. Every - using the right equipment, 2) promote one on the White Plains staff has to be 36- and 60-foot lines for courts, 3) mission-driven. If you’re not about the promote training opportunities, and mission, it’s not good enough.” 4) register programs on 10andun - Smith said the staff “was very dertennis.com. w www . r a c q u e t s p o r t s i n d u s t r y . c o m May 2012 RACQUET SPORTS INDUSTRY 13 PJiiomn Beearusg hIn: PTaesnsniois n, Creativity and Recreational Players

he name is synonymous with a decline for several straight years. Jim passion for tennis and for grow - decided he was tired of fighting for mar - ing this sport at the grassroots. ket share in a shrinking market, and that Jim Baugh—a former phys ed teacher, the best way to grow was to grow the Ttennis and sports equipment manufac - ‘brand’ of TENNIS by working together turing executive, USTA board member to grow the sport.” and TIA president—has, for decades, “Jim is a compelling force. He’s tena - had such an intense feeling for tennis cious and focused and has always been that many of his ideas and concepts are very intuitive about the tennis market,” still helping to grow this sport. says Jolyn de Boer, the TIA's executive Baugh has always said it’s not about director. “Jim is a true pioneer who one brand or organization. "Everyone championed many successful initiatives needs to be focused on tennis—the to grow the game. While I feel he will brand, the concept of T-E-N-N-I-S," he always have a ‘soft-spot’ for the TIA, I’m says. "We have to be thinking of the very pleased to see his talent serving the sport itself." And the closest part of that company-wide, implementing new strate - greater good through national health and focus, he adds, needs to be where it all gies for global marketing, branding, sales, fitness initiatives he is spearheading to begins—with beginners: people who product development and more for the get Americans active.” want to learn to play for fun and fitness. tennis, golf, team and licensing divisions. Although Baugh has retired from Wil - "Trial isn't the issue for this sport; “Jim combined passion, creativity and son, he continues his involvement in the retention is. It's the retention of those 4 vision with principled leadership,” says for - sports industry as a board member of to 5 million people who try the sport. mer USTA President Alan Schwartz, who the Sporting Goods Manufacturers Asso - You have to engage them, and you have worked closely with Baugh in 2003 and ciation (SGMA). He also runs Jim Baugh to find them people to play with. You 2004. “Jim also understood and anticipat - Consulting, serving the sports and have to be doing things in the trenches." ed the fitness craze. To increase tennis’s leisure industries. 10 and Under Tennis? Baugh is all in relevancy, he created Cardio Tennis, a pro - And he continues to press for pro - favor of those numbers, but he'd also gram in which we have over 1,000 partici - grams that keep Americans of all ages like to see them inch up a bit. Like, oh, pants a month here at Midtown Tennis active. He spearheaded PE4LIFE, a maybe 15 years or so. "Having pro - Club in Chicago.” grassroots industry-wide initiative to grams for kids is a great idea, but the Ask Baugh about Cardio Tennis and increase sports and fitness programs in entire industry needs to come together he'll be glad to give the statistics: more America. He also worked with SGMA to with a concrete entry-level adult pro - than 1.5 million participants. But, he adds, raise $800 million from the Federal Bud - gram, too," he notes. "It’s the low-hang - there's plenty of room for more growth. get for phys ed programs (through the ing fruit and it's being overlooked." "Cardio Tennis brings in a whole new PEP program). Strong words, but this is a guy who audience because it has fun and fitness. Getting the country's population has a strong history in this industry. As But it needs to be fueled to explode." more active as a whole is essential, he vice president of sales and marketing, As a member of the Tennis Industry notes. And so is continuing to reach out he helped Prince launch and market the Association and a board member of the to people who don't play tennis ... yet. first oversized racquet. Under his guid - USTA, Baugh strove to unite the industry The potential player base is out there, ance, Prince grew from a $6 million to a and to grow tennis on the recreational and Baugh says he looks forward to a $60 million company and moved to the level, which, in turn, resulted in a more day when it finds the game. And he is top of the racquet world. profitable industry. confident the way to do that is to hone- Next, as the general manager of Wil - “Without Jim, the TIA as we know it in on recreational play. son Racquet Sports, he was responsible wouldn’t exist,” says Kurt Kamperman, “Jim is a unique individual,” says de for explosive growth—from a racquet the USTA’s chief executive of Community Boer, “and we are fortunate to continue share of 14 percent to more than 50 Tennis, who worked closely with Baugh for to benefit from his focus, dedication and percent. As president of Wilson Sporting 10 years. “In the mid-’90s when Jim was passion for sports.” Goods, he would take that trajectory running Wilson, industry sales were in —Mary Helen Sprecher ◗

"Pioneers in Tennis," an occasional column in RSI, draws attention to trailblazers in the sport. Have someone to suggest? E-mail [email protected]. 14 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com

Tennis Leads Traditional Sports 2011 State of the Industry Report In Participation Growth Rate The TIA will soon release the second Tennis 37% edition of the "State Gymnastics of the Industry" report, designed to Racquetball analyze in dustry Any soccer data fro m the Basketball past year that the TIA has Golf (9/18 Hole Course) collected Fishing (Freshwater/Other) through variou s Ice Hockey surveys an d Baseball research studies. The Badminton annual State of the Industry Football (Tackle) report takes a top-level view of trends and other information to show how Softball (Slow-Pitch) 1-42% ______L ______interconnected the tennis industry is. Source: 2012 Physical Activity Council The State of the Industry will analyze four segments: the Economy and Tennis; Tennis still holds a commanding lead among traditional sports in the percentage growth in Demand; Supply; and Competitive Tennis. participation since 2000, according to data from the Physical Activity Council. In fact, tennis is The report is available to Industry Level the only traditional sport to have a positive growth rate overall from 2000 to 2011 , despite a members of the TIA and above. If you would slight decline last year. The PAC report is at physicalactivitycouncil.com. (The Physical Activity like more information on how to obtain a Council is made up of the SGMA, Tennis Industry Association, U.S. Tennis Association, National copy of the report when it is released, contact Golf Foundation, Snowsports Industries America, Outdoor Foundation, and International Health, the TIA at [email protected] or Racquet and Sportsclub Association.) 866-686-3036.

..... ,_ Attention Tennis Providers: . -

I I I GrowTennis.com! ...... ,.._. _._.,... --..-- ...... --...... --...... t.'ll-­ With the soft launch of the PlayTennis.com consumer site, all tennis ...... providers-teaching pros, facilities, retailers, tennis organizations and .._.._.... _. __.._ .... --~-·-...... - ...... ---~ ...... more-should go to GruTI!nl'lis.cnm now to update or add their information, so consumers can find them. It's a free and easy way to help drive traffic to your business-and to help consumers get into the game and play more tennis. • Teaching Pros: click the link to update or add your profile, and list your . __.,-- ' / programs. ~ PTR ~- .~ • Facilities, Club Owners, Tennis Organizations: click the appropriate • • ' • ' 1 'I •• , - buUon to list programs, create or modify your facility profile and more. • Retailers: Create or update your profile, Including location, store website , brands and products carried and more. When you update your provider information at GrQwi enn s.cJm, that same information will be available to consumers searching on PlayTennis.com for places to play, retaile rs, lessons, clinics, programs, etc.

RACQUET SPORTS INDUSTRY May 2012 Join the TIA .. . Increase Your Profits ... Grow the Game ... www.Tennislndustry.org Retailers: Stock Up On 10 and Under Tennis Balls Retailers. like coaches and teaching professionals, are important in leading the way in assuring that th e "righ t" balls are being used by th e "right" players for 10 and Under Tenn is. As the spring and summer seasons approach, make sure you stock the right inventory of foam and lower compressi on felt balls for your customers. • Red ioam and red felt balls should be • Orlinge felt b.aUs are tor UiSed for boy.s and girts 8 and under those 9 lo 10 playlng on playing on 36-fBOl oourl,s. 60-loot c:ourls.

• Green-dot felt balls are best for those 1OU players competing on regulation 78-foot courts.

• Yellow balls are tor players, typically 11 & If your shop is affiliated with a te nnis facility, chances are you already over, playing on see first-hand how these foam and lower compression balls are helping 78·1out courts. youngsters learn tennis in way that's fu n and allows for immediate success-in addition to learning proper technique from the start. 'Dashboard ' Tracks Progress for 10 and Under Tennis Tenn:is Retail To monitor and report on the progress of 10 and Under Tennis. the USTA has created a dashboard .·· wh ich sets 2012 goals and tracks the initiative in certa1n categories The A, :Key Focus At dashboard has national goals and metrics that go into detail for each section and each market. National goals for 2012. along w1th yea r-to-date ligures after the f1rst quarter. 1nclude Industry Meetings

Category 2012 Goal 1/1/12· 3/31/12 During Tennis Night in America and the BNP Paribas Showdown in New Yo rk City on Oual1fied reg1stered organizers/facilities on March 5, the TIA held two key meetings 1Oandundertenn ls.com . 2.500 .631 organized to update groups on various Pe rmanent 36' or 60' courts or l1nes ...... 3,200 ...... 1,396 initiatives, programs and objectives. The Number of USTA Kids Tennis Clubs 600 . 514 fo llowing day, the TIA's retail consulting Number of 1OU Play Davs ... 1.500 .999 specialists, the Gluskin Townley Group, met Unique Participants 1n USTA Tournaments. 13.500 . 3.180 to discuss challenges affecting the retail Un1que Part1C1pants 1n JTT 21.300 . 3.759 sector and ways for greater involvement with the industry. On March 18 in California, the TIA held Tennis Industry Joins National its board meeting during the USTA Annual SGJH'A. Meeting. At both the New York and California Health Through Fitness Day 1 NATIONAL HEALTH™ meetings, Sports Marketing Surveys More than 125 leaders in the sports and fitness industry­ THROUGH FITNESS OAY presented the latest participation research, including the TI A and other tennis industry executives- met reviewed the 10 and Under Ten nis marketplace on Capitol Hill on March 7 to talk with members of Congress .,.,,, and analyzed tennis consumer trends. and their staffs about physical fitness. The event was the The groups at both meetings also Sporting Good s Manufacturer's Association 13th An nual reviewed initiatives under way with 10 and Nati onal Health Th ro ugh Fitn ess Day. Under Tennis at retail, heard about a planned In all, there were more than 130 Congressional national consumer promotion that would tie· meetings to ask for support of two pieces ;;;::::::.=;;::::~~;Ui~m;;r:,~ in with the launch of PlayTennis.com, and of legislation: 1) the Carol M. White explored th e concept of a TIA Road Show Physical Education Program (PEP) with advocacy and support fo r retailers. At Bill, which funds a grant program to the board meeting, TIA President Jon Muir provide physical education; to date, noted that fo r 10 and Under Tennis there's nearly $800 million in PEP grants sti ll a need to "connect the dots" for tennis have been distributed; 2) th e Personal retailers and create broad-based awareness Health Investment Today (PHIT) Act, of the free tools and resources available which would encourage health and fro m the TIA. physical activity by making it more For an overview of the TIA's efforts and affordable to engage in sports, fitn ess resources to supp ort retail growth in the and recreati on th rough th e use of tax industry, visit https://tennisretailers.org or incentives. email [email protected].

Join the TIA ... Increase Your Profits . . . Grow the Game . . . www.Tennislndustry.org M ay 201 2 RACQUET SPORTS INDUSTRY 17 RDeirteacitli nAgp p1e10al If you haven’t yet used Direct Response Marketing for your retail business, you’re missing a simple and effective way to bring in customers.

irect Response Marketing often ly. All of the businesses associated with these newsletters and 40 percent fliers, with 28 is misunderstood by indepen - crossover activities represent potential percent e-mailing or mailing reminders for dent specialty retailers, and as sources for your future DRM contact lists. stringing and 28 percent advertising in local a result, this effective marketing tool is publications. All of these can be converted Dunderutilized—or unfortunately not to vehicles for Direct Response Marketing. used at all. BAy aCddainllg at oca llA toc atcitioonn, like a coupon, pro - According to the data, 23 percent of ten - There are three distinct and impor - motional code or simply bringing the e-mail nis retailers report using direct mail, which tant differences between Direct or ad to your store, you can turn all of your can be as simple as a postcard turned into a Response Marketing (DRM) and all marketing into a form of DRM. According to DRM tool by including a special offer that a other forms of marketing. the latest Tennis Industry Association Cost of customer can redeem by bring the postcard w First, DRM is, for the most part, tar - Doing Business Tennis Retailers report, 70 into your store. geted and utilizes your list of existing percent of tennis retailers prefer to utilize e- This leads to the last big point of differ - customers, and can be used to actual - mail more than any other marketing media ence between Direct Response Marketing ly build your list of potential cus - or technique. About 50 percent utilize and all other forms of marketing: You can tomers. measure the results. How often have you w Second, DRM includes a call to asked: “Did my investment in this ad actu - action, and solicits a response from Making the Sale— ally bring me business?” the customers or potential customers Directly But put a coupon, promotional code, or receiving your marketing piece or For tennis retailers, Direct Response offer in the ad along with a call to action, message. They are asked to take Marketing can take many forms. For and you will be able to find out how effec - some action to respond to your example, in newspapers and maga - tive your DRM effort was by simply collect - store’s marketing message. zines, the ad itself can be the call to ing the responses brought to your store and w Third, DRM provides a means of action—“clip this coupon and receive attaching them to the resulting transac - measuring its effectiveness and 20% off…” tion—then adding up the transactions to fig - return on your investment. Direct mail includes coupons, cata - ure out your ROI on the ad, newsletter or Your list of existing customers, par - logs, postcards, letters, fliers and flier. E-mails are a low-cost way of reaching ticularly if it is in electronic form, is newsletters. Send a postcard to your your consumer base, but the reason you more valuable than you may think. It list, for instance, to invite customers want to measure the response you get is to represents the means for you to con - to new product or apparel introduc - find out what marketing message works, tinue to build your relationships and to tions: “RSVP by May 15 and get a and what marketing message doesn’t work. market your specialty tennis retail free…” If you’re already doing some form of store and the tennis lifestyle products Using the internet for DRM opens Direct Response Marketing, then you proba - to those people who have already up a whole range of opportunities. bly know how effective it can be. If you’re spent money with you, and are the Click-through banner ads, identifiable not yet into DRM, take notice of what other most likely group to continue to spend discount codes and downloadable retailers—including big stores and super - money with you. coupons are just a few measurable markets—are doing in this area. You, too, Acquiring lists of potential cus - ways to advertise and to get the word can reap the benefits—directly! tomers can be done by cross-market - out about special events you may ing partnerships with other sporting have, such as a pro exhibition or goods and outdoor retailers and orga - demo day. For instance, many shops SCpoecmial eivnegnt mUarpke:ting. w nizations in your community. e-mail racquet restringing reminders, Research shows that frequent tennis and that’s a great opportunity to add This is part of a series of players also snow ski, run/jog, bicycle, something like: “Print out and bring retail tips presented by golf, hike, fish, walk for health, use this reminder into the store and get the Tennis Industry equipment to exercise, belong to Association and written 10% off your next restringing…” by the Gluskin Townley health clubs and boat or sail frequent - Group (www.gluskintownleygroup.com).

18 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com All Novacrylic0 Sport Surfaces Have Undergone Extensive QUV Testing (Accelerated Weathering) - Earning the Highest Ratings Available!

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Simply, The World's Best All-Weather Sports Surface For more Information or to locate a certified Installer In your area please contact us at 800-USA·NOVA or [email protected] www.novasports.com CNoewur tM Coodunlsatrr,u Sctuisotn ainable Court Base Provides Installation Flexibility

ant to put in a tennis court, or rebuild courts may still be con - but don’t have the room cerned about keeping costs down, but you may need to install a some consideration most likely will be concrete base? Or maybe you don’t given to the impact their project may Wwant the court to be permanent? Or have on the environment, and Sport - maybe you’re looking for a “green” Base could be an alternative they may alternative? A new product, SportBase want to consider. by Connor Sport Court, may be worth “The tiles are made of 100 percent considering for your court project. recycled material,” Sponaugle says. “SportBase is a high-performance “But as a ‘green’ alternative, SportBase support base that can take the place offers other advantages, too. For of concrete,” says Lee Sponaugle, instance, it reduces the need for heavy director of corporate accounts for equipment to come in, as you’d have Connor Sport Court International, with a concrete installation. We had which makes modular sports surfaces. SWCA Environmental Consultants, an (Sport Court, headquartered in Salt independent lab, run tests comparing Lake City, is the “Official Modular a SportBase installation to a typical Court” for the USTA and 10 and concrete installation. The results show Under Tennis.) that installing a SportBase sub-floor “This is a breakthrough product requires less energy and water, creates that has revolutionized court building fewer greenhouse gas emissions, and for those areas that want to be green, requires fewer overall materials.” have hardscape restrictions, or want Another advantage some may find the option of moving the court at appealing: A full court using SportBase some point,” Sponaugle says. “Nation - can be installed in a matter of hours; ally, the cost is similar to that of pervi - there’s no additional time needed for ous concrete, but the benefits of using any mixing, curing or drying. The SportBase go beyond what concrete material also is suitable for freeze- can provide.” thaw locations. After the subsurface is leveled, In addition, says Sponaugle, Sport - then a compacted sub-base is added, Base has excellent shock absorption the interlocking SportBase tiles are properties. “It not only provides out - laid down, which provides the base standing ball-bounce, but it’s also a for installing the Sport Court playing very safe surface and helps protect surface. The 18 x 18 x 2-inch, 6.4- players from injuries,” he says. pound SportBase squares snap togeth - Sponaugle also points to ease of er and have holes to promote maintenance. In areas with high sedi - drainage. ment buildup, SportBase tiles can be “With proper preparation of the independently removed for cleaning, sub-base, SportBase tiles will easily then put back in place. Also, if erosion meet any required drainage specifica - or other factors affect the sub-base, tion,” Sponaugle says. “Water drains the tile can be easily removed then directly through them, so there are no replaced once the sub-base is environmental runoff issues.” repaired. w The tiles also are a “green” alterna - tive to concrete, he adds. Facility For more on SportBase, call 800-421-8112 or visit owners and managers looking to build sportcourt.com.

20 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com

Build tennis in your community through the United States Tennis Association's Facility Assistance Program

Better Courts are Better for Tennis Whether you're attempting to build a new tennis facility, renovate and upgrade an existing one or get your courts ready for 10 and Under Tennis, the USTA can provide the tools you need to make it happen-from guidance on advocacy efforts to technical and financial assistance.

The USTA is committed to providing access to safe, appealing and functional tennis environments and is deeply invested in loca l communities across the country.

For more information about the USTA Facility Assistance Program visit: 10·ANb~ usta.com/facilities or email [email protected] UNDER TEHMS ©20 12 USTA. COMPETITIVE PLAYERS GGEETT TTHHEEMM RREEAADDYY TTOO

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recruiting and retention can go straight out the window. An s tennis teachers, coaches and programmers, not many unpleasant first tournament experience can result in player things (besides inclement weather postponing our pro - injury, low self-esteem, or worse, leaving tennis altogether. grams) fill us with more dread than a player putting down So, what can we do to help our junior players? Plenty. his racquet and walking away from the game due to a misunder - sAtanding or incorrect assumption regarding competitive play. Know your players: Think about it: You, or a facility employee, recruited a junior, Some juniors have tougher skin and can handle the baptism by encouraged him to enroll in beginner classes, followed by private fire approach when it comes to tournament competition. How - lessons and maybe a season of USTA Jr. Team Tennis, etc. Then, ever, many children may be too sensitive to deal with these sit - he registers for his first USTA sanctioned event. During the tour - uations early on. You need to be able to gauge player toughness. nament, he’s uncertain about how to handle some things: the Or better yet, let parents know some of the expected pitfalls. proper check-in process, incorrect line calls, the length of event, Ask them, “You know your child; how do you anticipate your the 15-minute default rule, etc. He ends up forfeiting a match after child will react when confronted with these hurdles?” arriving 16 minutes late. His score, “Default No Show” was posted on the Internet for everyone to see. How embarrassing is that? Get your entire facility involved: Now, he says, he hates tennis. Embrace the “it takes a village” philosophy to tournament Tennis competition, especially USTA sanctioned events, come preparation. Each staff member should be familiar with basic with a truckload of rules and regs. It’s a lot for a beginner com - questions that both parents of novice competitors and the kids petitor to take in. So, who’s responsible for ensuring junior players themselves will typically ask. When part-time employees don’t are prepared? know an answer, they should (at least) know where to direct Ultimately, the player himself bears the brunt of accountabili - specific questions. Recruiting your entire facility to help out ty. However, as a facility manager, program coordinator, tourna - means you’ll score points for customer service and you’ll hit the ment director or teaching professional, you have the power to jackpot when it comes to retention and referrals. cultivate the passion for tennis competition in the hearts of your junior players—and you can help ensure they’re prepared for A

T Encourage your coaches S competition. U

to become more involved: f

o After all, moving kids from on-court lessons to competitive “Parents and players appreciate when I teach more than the y s

e play benefits you and your facility through increased program par - strokes,” says Sarah Witherspoon, a PTR certified teaching pro - t r u ticipation, more lessons for your coaches, traffic for recreational fessional at the John Drew Smith Tennis Center in Macon, Ga. “I o c

o play and purchases from your pro shop. However, if novice play - tell all my students, ‘Stay hydrated, watch what you eat, get t o h ers sign up for events unprepared, all that hard work you spent on plenty of rest.’ I let them know tournament formats may P

ww w . r a c q u e t s p o r t s i n d u s t r y . c o m May 2012 RACQUET SPORTS INDUSTRY 23 COMPETITIVE PLAYERS

require three matches in one day—more if they sign up for doubles. When I warn them in advance, there are no surprises.”

Post FAQs: For better results, post frequently asked questions on your website for parents and players, behind the front desk for all employees and on the bulletin board for everyone. If you provide literature for your brand-new players, include a Tournament Preparation sheet along with your welcome packet. n a

m Talk to the experts: e t It’s not just novice players who have ques - a B tions; juniors climbing the ranking ladder n i b

o need help, too. For this group, Rick Davi - R

y son, USTA Georgia’s Director of Adult and B

o Junior Competition, says, “Remind parents t o h to utilize their district offices as resource P centers for qualifying tournaments and ranking points. Many parents receive mis - information through other parents. Never assume a parent of a competing child has all the answers.”

Host a forum: Educating new parents and players is on ongoing process. Why not hold several forums on a seasonal basis? Paul Tobin, head men’s and women’s tennis coach for Saint Francis University and ITA northeast -

n ern rep in Loretto, Pa., says, “Invite a guest a m

e speaker along with local area coaches.” t a

B Hosting forums provides parents with an n i

b opportunity to become tournament savvy. o R

“Have one for novice players,” suggests y B Tobin, “and another for advanced players o t o where college coaches are invited. Who h P better than a college tennis coach can paint a clear picture of NCAA tennis expecta - tions?” The competition prep forum not only boasts faculty exposure, it gives parents an opportunity to fully understand the tourna - ment structure while providing a chance to ask questions pertinent to them and their situations.

When you help prepare your newbies for tournaments, you not only develop stronger loyalties between them and their

A families, you keep them in the game and T S coming back to your courts for lessons and U f o

leagues, and into your pro shop for racquet y s e stringing and tennis apparel. w t r u o c o t 24 RACQUET SPORTS INDUSTR Y May 2012 w w w . r a c q u e t s p o r t s i n d u s t r y . c o m o h P TOURNAMENT PREPARATION SHEET

Tournament directors sanction events through the USTA, so contact your USTA Section or District if you have questions. There are tournaments for novice players through experienced, competitive players. Learning the ins and outs of tournament play will help your junior move from novice to competitive levels. To cover the rules of competitive tennis, the USTA uses “Friend At Court: The USTA Handbook of Tennis rules and Regula - tions.” (You can find it at usta.com under “Improve Your Game” then “Rules.”) “Friend At Court” also has rules for 10 and Under Tennis sanctioned events. All players, even beginners, are held to these rules. Learning them takes time. Here are a few key rules, regulations and com - mon practices to help you get started. Make sure your junior players and their parents are familiar with them. (Post or copy and distribute this list.) Before You Play w Arrive at your match site 30 minutes ahead of the scheduled time. w Once there, ask for the “tournament desk” (often, the tournament operates separately from the host facility; asking for the “tournament desk” will get you where you need to go.) w Once at the tournament desk, check in for the event. This lets the tournament staff know you have arrived. Depending on the event, you’ll receive player information and may get a T-shirt, bag tag, or some other player gift. You only check in for the tournament once. w Match check-in, not to be confused with tournament check-in, is done prior to the start of each of your matches. At match check-in, you are letting the tournament staff know you are ready to play. If you need to get water, use the restroom, stretch, or warm-up, do these things prior to your match check-in. w Check in for your match 15 to 20 minutes prior to the scheduled match time. w Make sure to ask about the match format: For instance, if you split sets, do you play a full third set, or a match tie-break? Do you know how to play a match tie-break? If not, make sure it’s clarified now! Most match tie-breaks are the first to 10 points by a 2-point margin. But make sure. Note: Before you begin playing a match tie-break, you are allowed to get an official to assist you. w Once you check in for your match, you must remain within earshot of the tournament desk—your match could be called at any moment. On the Court w You are entitled to a five-minute warm up, which includes your serves. w The server calls the score prior to serving the point. Call out your score loud enough so your opponent can hear you. w Change ends after you complete odd games; 1, 3, 5, etc. w If disputes arise, put down your racquet and go get an official. w Never ask a spectator to call lines or settle disputes unless the tournament staff has appointed a designated person. (In 10 and Under Tennis, parents may be allowed on court. Clarify with the desk before entering the court.) w Once the match is over, walk to the net to shake hands with your opponent. w The winner is responsible for reporting the score and turning in the tournament tennis balls. w Both players are responsible for knowing when their next match times are. Miscellaneous w If the format calls for a third-set tie-break, then the schedule may call for you to play three matches in one day. w If the tournament offers doubles, and if you are winning in singles, be prepared to play three singles matches and one doubles match in one day. w Never leave your cell phone on. If it goes off during a match, you lose a point. What to Bring on Court w A tennis bag with at least one or more tennis racquets. w A cooler with ice, sports drinks and water. w A small first aid kit, allowable medications, adhesive bandages. w A spare pair of shoes, socks, hat or visor, T-shirt. w Individually wrapped power or granola bars—only food you know won’t upset your stomach. Don’t eat if you aren’t hungry. w Individually wrapped skittles or soft mints or some type of candy that won’t melt. Some players find this helpful when playing long matches.

ww w . r a c q u e t s p o r t s i n d u s t r y . c o m May 2012 RACQUET SPORTS INDUSTRY 25 ACCESSORIES IINN

TTBY CYHNHTHIA SHEEERMAN ennis bags and sports bags, like tennis apparel, con - Racquet manufacturers, of course, continue to produce tinue to evolve. Tennis bags have gone from simply their own bags of various sizes, and with increasingly more holding racquets to carry-alBlsB that have insulated clAi -Afeatures and improveG mG ents. Meanwhile, other, smaller mTate-control compartments, storage areas and multi-uses companies also are finding a nice niche in producing stylish that cross over from court to life around town or on the bags for the fashion-conscious or for players who just prefer road. Bags have become a symbol of preferred racquet a unique look. brand, identity and personal style.

Babaoblat’os Alearot , Club and Team lines cover every need for every range of player—from a one-racquet back - pack to a wheeled Team travel bag with an adjustable handle that can serve as a practical piece of luggage if you’re a tennis road warrior. Smack in the middle is the Team Line Racquet Bag X6 (suggested retail $59.95). Two main compartments, one of which is thermal-lined, hold up to six racquets. A small window on the bag allows a player to insert a name tag, and a detachable shoe bag, accessory pockets and adjustable straps convert the bag to a backpack, making it a ver - satile accessory for any competitor. 877-316-9435; www.babolat.com

Cinidna dB ias a Bnother fashionable bag choice for women. American-made by one of the most experienced quilted bag manufacturers, Cinda B bags and acces - sories are made of highly durable poly/nylon, are water- and stain-resistant and are machine washable. The tennis tote shown here retails for $153. 877-692- 4632; www.cindab.com.

ICt’so nou wrotn dCer othaut mtuorer ae nd more companies are devoting designs to the majority of tennis shoppers: women. Stephanie Sumarsono, owner of Court Couture, designs unique bags in polyurethane or synthetic leather, which are substantially padded to hold two racquets, and have multi-pockets of varying sizes, including one for water. They also can be used for laptops, shopping and travel. Styles include Cassanova, Barcelona and the latest line, Karisa, based on the vintage styles of 1950s, ’60s and ’70s. 408-621-5073; www.courtcouturetennis.com

26 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com www.racquetsportsindustry.com Dunulonp’sl oBiop mimetic Bags come in sizes suited for three racquets (shown; retail $60), six racquets and 10 racquets, plus a backpack ($40) and Wheelie Holdall ($100). The bags, available in green or red, have three separate com - partments and the middle compartment is lined with a thermal insulation to protect racquets in all kinds of climates. Rip-stop nylon material is not only stylish, but long-wearing, and the bags have been ergonomically designed for added comfort. 888-215-1530; www.dunlopsport.com

AGmaonmg tmhe abags Gamma features, a Pro Team six-racquet bag ($74.99) and Tour Team 12-racquet bag ($89.99) offer lots of room for the serious player. Thermal and moisture protection ensure rac - quets are protected from extreme climate changes. Accessory pock - ets, lined compartments for shoes and clothing, and padded and adjustable backpack straps make these bags serious contenders. 800- 333-0337; www.gammasports.com

Prirncien’s cpoe pular Tour Team Bags are joined by the new Rebel and Carbon line. The Rebel sports the bold black and yellow of the new Rebel racquets and come in a triple, six-pack, 12-pack with adjustable, removable, padded backpack straps (shown; $69) and backpack styles; the Carbon line boasts a triple, six-pack and backpack. Each has areas for accessories, footwear and water bottles. The Rebel 12-pack also has thermal lining to keep rac - quets safe during extreme temperatures. 800-283-6647; www.princetennis.com

IHn aeddaitd ion to its Tour, Elite and ATP bags, Head has teamed with Maria Sharapova to create a new line for women. These black bags are more fashion-forward, but the overall feel is practical and func - tional. The “Maria Sharapova Tennis Racquet Bag–Court” ($115) has more of a luggage look, made of Oxford Nylon with blue printed inte - rior. A back compartment and separate thermal compartment holds six racquets. Leather tassel details, gold zippers and Head nameplate, detachable and adjustable padded shoulder straps, front and side pockets, and detachable toiletry and extra shoe sack takes this beyond the court. While the Sharapova “Combi” ($100) looks like a more traditional bag, it offers the same type of detail, climate protec - tion compartment and storage for eight racquets. 800-289-7366; www.head.com

www.racquetsportsindustry.com w w w . r a c q u e t s p o r t s i n d u s t r y . c o m May 2012 RACQUET SPORTS INDUSTRY 27 OLnief oef thise fiTrste nnonn-raicsquet companies to make bags designed for a woman’s busy lifestyle was Jetpac under Life is Tennis. Coming up on 13 years, its extensive line includes totes, large and small sling bags, large double-strapped backpacks and a new series—the Cooljet, which accommodates two racquets, has a thermal pocket to keep your beverage cool, and is armed with a ton of storage and accessory pockets. As with all its bags, Cooljet ($75-$77) comes in a variety of smart patterns and colors. Strategically placed zippers allow it to be worn as a sling or backpack. 877-682-7888; www.lifeistennis.com

Mosat ogf Mgagigeie Mathaert’sh steylir sh totes and racquets bags are made of tough ballistic fabric, with the exception of one, Poly 600. There are two styles: the traditional two-strap racquet bag ($129), which holds three racquets and is great for traveling since it offers total coverage and protection of your sticks; and the adjustable-strap two-racquet tote ($96), where the tennis diva can go from the court to a weekend getaway. Each type has a variety of pockets, with two side pockets on the tote for a water bottle or can of balls. The colorful zebra-print linings are water repellent. 206-940-4055; www.maggiemather.com

A4n0oth Ler o“covuetur eC” cohouicte uamroe ng tennis bags is 40 Love Couture, made in Colorado. Styled along the lines of designer handbags, cross-over multi-function designs include small (Chloe Hobo, which retails for $250) and large totes with adjustable shoulder straps and embellished with Swarovski crystals. These hold two racquets and a slew of personal belongings. Slim sacks (Paris Sack, $225) allow room for one racquet and pockets for clothing and acces - sories. And there also are carry-alls (Ellie Carry-All, $149). The bags are available in a wide array of fabrics and faux leathers. 719-930-8150; www.40lovecourture.com

IWn adidlistion n to its full line of bags and backpacks for their racquet lines, Wilson has come out with two new “designer” bags glammed out in luxe materials that are functional as well as stylish. Each can hold two racquets, has accompanying cosmetic bag, additional storage pockets, and is available in backpack or tote style. The Milan and Trento bags retail for $95 for both backpack and tote. 800-272-6060; www.wilson.com w

28 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com www.racquetsportsindustry.com

DISTINGUISHED FACILITY-OF-THE-YEAR AWARDS

NTNheseII oFuFtdoToTr wYYinner s NaNre exIIceNNllent EE examples of hard-court construction— and in overcoming obstacles.

he nine outdoor hard-court winners of the 2011 Rac - of the new 24-court Florence Tennis Center a challenge. The quet Sports Industry/American Sports Builders Asso - contractor had to bring in several tons of stone to create ciation Distinguished Facility-of-the-Year Awards temporary roads to help the heavy equipment get around in Trange in size from the three courts at a public park in Mass - the soft areas of the construction site, a former cotton field achusetts to a huge 24-court complex in South Carolina. donated by a local businessman. But once the rain sub - Five of these projects—mostly the larger ones—were new sided, the project proceeded smoothly. There are 10 two- construction; the others were upgrades, but in many cases court batteries, a three-court battery, and a single court, total rebuilds. And many had to overcome some challeng - which eventually will be surrounded by stadium seating. ing situations during construction to reach an excellent con - Also under construction is a multi-million-dollar building to clusion. include locker rooms, a pro shop, eating areas and a deck. At the Berkshire School in Sheffield, Mass., a soccer practice To build the eight new post-tensioned concrete courts in field was converted into a 12-court asphalt tennis facility Goddard, Kan. , in four pairs, the contractor had to contend and included drainage, sidewalks, sitting areas and storm- with windy conditions that blew around a lot of dust. After water retention areas. The site was extremely rocky and dif - the concrete was poured, some areas required grinding to ficult to work with, and all fence posts, net posts and center even off the high spots. anchor footings—more than 250 in all—used Bigfoot Sys - Redoing the three tennis courts in West Boylston, Mass. , tems concrete footing forms. was part of a major park renovation project that had over - The Blackhawk School District in Beaver Falls, Pa., demol - whelming public support and involvement. The existing ished its existing three courts and built five courts—in a courts, on a sloping site, had major erosion problems and two-court battery and three-court battery. The project became unsafe to use. To fix the problem, the contractor required cutting and filling, installing an underground built two terraces using retaining walls to maximize court storm-water detention system, and installing trench drains. space and protect existing amenities. The underground detention system called for removing a We honored the New Orleans City Park/Pepsi Tennis Center in large amount of soil to install 480 linear feet of 60-inch our April issue for its 10 clay courts; now we’re honoring diameter pipe. During construction, an old building founda - the facility for the 17 post-tensioned concrete courts, which tion and abandoned well were uncovered and had to be include a practice court and a stadium court. The practice dealt with. court has backboards on both The new 12-court facility at Colorado State University ends, including a 12-foot concave For details on the 2012 Outstand - includes lights on eight courts, with provisions for future backboard. The site chosen for ing Facility-of-the-Year Awards, lighting on the remaining four. Each court was designed to the facility had a history of flood - contact the ASBA at 866-501- be accessible to players without impacting other courts. The ing, poor drainage and soil stabil - ASBA or [email protected], biggest issue was the facility had to be sloped to avoid ity issues; construction involved or visit www.sportsbuilders.org. draining into an adjacent irrigation canal, so water has to installing drainage and sub- drain across three courts and the 24-foot-wide central walk - drainage systems and adding corrugated drainpipe and way. concrete catch basins to direct water to the city storm Rebuilding the municipal complex in Elkin, N.C. , meant sewer system. removing the fencing and pulverizing the old asphalt to re- The four courts at Polo Park in Miami Beach had prob - use as a base for the eight new courts. The contractor had lems—they had been sloped incorrectly (from the net line to deal with poor soil conditions (requiring a 12-inch full- to the ends) and had severe cracking below grade and on depth reclamation with lime stabilization) and poor the surface. Due to budget constraints, the old courts were drainage from a hillside and parking lot (building new not demolished and removed, but the new courts were built boxes, re-grading swales, and installing about 450 linear on top, first installing a reinforced rebar curb around the feet of French drain between the courts and a hillside and existing fencing, then patching all the structural cracks and parking lot). installing various layers and systems over that to reduce the Record rainfall and wet conditions made the construction possibility of future cracks. —Peter Francesconi w

30 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com New Orleans City Park/Pepsi Tennis Center New Orleans, La. (Nominated by American Tennis Courts Inc., Mobile, Ala.) Specialty Contractor: American Tennis Courts Inc. No. of Courts: 17 hard (10 clay) SurfaceS: World Class Athletic Surfaces (hard); Har-Tru Sports HydroBlend (soft) Net Posts: Edwards Classic Round Center Straps: Edwards Backboards: Bakko Backboards

Blackhawk School District Beaver Falls, Pa. (Nominated by Vasco Sports Contractors, Massillon, Ohio) General Contractor: Vasco Sports Contractors No. of Courts: 5 Surface: Deco Color–California Products Net Posts, Nets, Tie Downs: J.A. Cissel Drain: ACO Polymer Products trench drain

Colorado State University Fort Collins, Colo. (Nominated by Renner Sports Surfaces, Denver) Specialty Contractor: Renner Sports Surfaces No. of Courts: 12 Lighting: LSI Courtsider XL Sports Lighting Acrylic Resurfacer, Color and Line Paint: World Class Athletic Surfaces Net Posts, Nets, Windscreens: Douglas Industries

Elkin Municipal “Tom Gwyn Tennis Complex” Elkin, N.C. (Nominated by Court One–Div. of Recreational Ventures, Granite Quarry, N.C.) General Contractor: Court One No. of Courts: 8 Surface: Laykold Net Posts: J.A. Cissel Nets: Pro-1 Sports

Florence Tennis Center Florence, S.C. (Nominated by Talbot Tennis, Marietta, Ga.) Specialty Contractor: Talbot Tennis, Musco No. of Courts: 24 Surface: Laykold Net Posts, Nets, Windscreens: J.A. Cissell Lighting: Musco

w w w . r a c q u e t s p o r t s i n d u s t r y . c o m May 2012 RACQUET SPORTS INDUSTRY 31 Berkshire School Sheffield, Mass. (Nominated by Cape & Island Tennis & Track, Pocasset, Mass.) Specialty Contractor: Cape & Island Tennis & Track No. of Courts: 12 Surface: DecoTurf Net Posts, Sleeves: Douglas Sports Nets & Equipment Subsurface Irrigation: Welch Tennis HydroGrid Net, Windscreen: J.A. Cissel Center Straps, Anchors: J.A. Cissel

Goddard USD 265 Sports Complex Goddard, Kan. (Nominated by Mid-American Courtworks, Wichita, Kan.) Specialty Contractor: Mid-American Courtworks No. of Courts: 8 Color Surface System: Advantage Sports Surface Systems (Vance Bros.) Net Posts, Nets: Douglas industries

Goodale Park West Boylston, Mass. (Nominated by Warner Larson Inc., Boston) Architect/Engineer: Warner Larson Inc. No. of Courts: 3

Tennis Facility at Polo Park Miami Beach, Fla. (Nominated by Fast-Dry Courts, Pompano Beach, Fla.) Architect/Engineer/Contractor: Fast-Dry Courts No. of Courts: 4 Surface: Nova Sports Nets, Accessories: Fast-Dry Courts

32 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com

RETAIL TIPS SSEELLLLIINNGG

These ideas can help boost your sales and provide your customers

PPwith exceOOllent serviceII. NNTTSS BY KENT OSWALD

or most tennis retailers, it’s devotion to the sport learning from the experience of others is more efficient that drives them. They put in untold hours, and what than fighting through one’s own experiments gone wrong. little time they may have left over is spent with fam - Consider the ideas below a sort of “SparkNotes” of best Fily, friends or possibly squeezing in a quick set or two—not practices for selling racquets, shoes, string, apparel and studying retail theories or reading consultant reports on accessories, having been gathered from years of RSI inter - best practices. views and stories. Not every idea is guaranteed to work for But even the most experienced tennis retailer can still every store, but each has proved valuable more than once benefit from a few tips now and then on how to squeeze as a way to get the most money out of retail square sales from customers and provide top-notch service. And footage.

GENERAL TIPS w Keep in contact with your sales rep and ask for specific product, pro - grams or line support. Don’t assume the answer is “no” or that companies know what your needs are.

w Keep up-to-date on internet and local competitor pricing, as well as when a product has been taken off MAP (minimum advertised price), and price accordingly, particularly with slow- moving or soon-to-be-outdated inventory that you are better off selling for less profit than tying up money and shelf space.

w Allocate display space based on a category’s contribution to net profit, not on its physical size or impact on gross sales.

w Use track lighting to highlight a particular item; neon or other special lighting will draw attention to an area.

w Compete on service, knowledge and in your areas of strength. In other words, don’t try to out-inventory a big- box store or undersell fly-by-night websites.

w Enhance, or immediately start to build, your customer database—the more detailed, the better. With a solid database, you can contact a specific customer when a new version of their racquet or shoes comes in, or you can let a spouse know when someone with a birthday coming up has spent a lot of time recently looking at a particular outfit or racquet.

w Build tennis community relationships by participating in and supporting local events. Find room in your store to display information of interest to your customers and offer special deals to specific groups, such as senior play - ers, high school teams or teaching pros.

34 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com www.racquetsportsindustry.com RACQUETS w Stock multiple demo models for lines you will support through sales to maximize manufacturer support. Also, offer different grip sizes, particularly smaller sizes for women and juniors … and keep demos fresh with new strings and grips. Use a new, premium string on at least one of the most often requested demo models.

w Charge a fee-applied-to-purchase of demo racquets to help with cost of restringing and regripping your demos and to encourage customers to not demo with you and then start a price search that might take them elsewhere.

w Restring your most loyal customers’ demos to their preferred tension.

w Maintain contact with customers while they have your demo racquets; don’t let too many days go by without interaction to avoid their shopping around.

w Create a hitting space in or near your store. There’s a better chance players will purchase a racquet after they have actually hit balls with it.

w Consider displaying racquets by player type rather than manufacturer family to give customers a better guide to the racquet for their game.

w Pair a string “upgrade” or discounted first stringing with each new racquet sale.

APPAREL w Make sure fitting rooms are attractive, private, convenient and inviting, with full-length mirrors and enough hangers and shelves for customers trying on clothes.

w If space permits, put men’s clothing up front (since they don’t generally “shop”); women’s farther back to get them through the store … with a sales rack even farther back to “guide“ them through all racks; and kids in their own sec - tion on the side to avoid store disruption.

w Move or re-pair clothing (with new accessories and sometimes in the same family, sometimes with a different manufacturer’s offering) every couple of weeks for a fresh look.

w Schedule orders so new merchandise is hitting your floor every three to four weeks

w Stay abreast of manufacturer ads and the outfits star players will be wearing at the Grand Slam events and other televised tournaments. Display according - ly and don’t be afraid to let customers know that you have a particular player’s outfit.

w Offer a custom-embroidery program for individuals and local teams.

w Provide team coaches, local teaching pros and other “influencers” with samples of clothing and accessories in exchange for recommending your store.

www.racquetsportsindustry.com www.racquetsportsindustry.com May 2012 RACQUET SPORTS INDUSTRY 35 STRINGS w Don’t just copy the tension of previous string jobs; engage customers in a discussion of how their strings played so you can better fit them.

w Offer to string racquets while the customer waits. It’s a service the internet and big-box stores can’t compete with and it keeps customers in the store and shopping.

w Offer to make changes and adjustments in strings, tensions, lead taping and grip as amateur games improve.

w Show off your stringers and stringing machines on the selling floor rather than hide them in a back room to advertise business and engage customers in the craft of a well-strung racquet.

w Explain to customers how premium strings can help improve their game and why the extra few dollars may be worth it to them.

w Offer to inspect strings and test tension for free when a player drops by on his way to or from a court. Strings do not have to break to go bad.

w Use this high-margin product to increase sales of other lines and/or enhance customer relationships. Conversely, give away a commodity (for instance, a free can of balls) with every stringing.

w Volunteer to work with a manufacturer’s string team at tournaments to keep up to date on new techniques and industry innovations.

w Offer special pricing for teams or on birthdays or through other creative promotions to build business beyond the once-a-year norm for many customers.

SHOES ACCESSORIES w Shoes are a repeat-sale business. Even with w Track sales of accessories as aggressively as you do main mer - completely new customers, consider each chandise—track both how much is sold and with what other (potential) sale a hub for improving customer products they are sold in order to get ideas about stocking and relationships and building loyalty. display, as well as what might work in cross-promotional sales.

w Have staff try on every shoe and compare them w Stock and display your accessory inventory keeping in mind as part of training in shoe technology (which is that women traditionally are drawn to fashion items while often needed to support questions of price). men have a greater interest in “technological” items promising w Be strategic in your shoe display. Don’t let the game improvements. sales floor display spread beyond the catego - ry’s monetary value to the store. w In addition to having grips, damp - eners, wristbands, colored w Display shoes from waist to head height when shoelaces, visors, etc. in areas possible, then merchandise around the area where they match with main mer - with socks, insoles and hats. Putting them on chandise (e.g., dampeners near the floor actually discourages customers from racquets, laces by shoes, visors trying them on. near dresses), test different products around the register to see what works as an impulse buy. w Promote durabil - ity warranties, w Accessories have a high margin, so try providing a free “sam - particularly to ple” to an opinion shaper, for example, slipping a free set of parents, when wristbands to the league team captain after she checks out. selling “high- priced” shoes for w Consider adding energy bars, mints, and other sports-themed juniors. snacks to the area around the register. Generally, items under $15 will do best there.

36 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com www.racquetsportsindustry.com

Tips & Techniques Readers’ Know-How in Action

BUMPER GUARD I am really pleased with this modifi - TAPE PREP cation, even though sometimes the Before I place bumper guard tape on a ends of the string get caught between client's racquet, I first use an old, clean the wheels and the floor. towel and rubbing alcohol to clean the entire hoop. The removal of dirt, sweat, 5 sets of Wilson K-Gut Pro 16 to: and other contaminants from the racquet Lance Carstensen, Ft. Myers Beach, FL makes the application of the bumper guard tape last longer, and my clients DETERMINING THE notice. They appreciate the extra care I HIDDEN WEAVE take with their racquet.

5 sets of Babolat Revenge 16 to: Eduardo Ramirez, North Halden, NJ

MOUNTING WHEELS ON A STRINGING MACHINE As a home stringer, I store my stringing machine out of the way when I am not using it. Carrying it out and back was When I get down to the final cross, I always a hassle, but I could never figure often tension and clamp off the next-to- out a satisfactory way to put my Babolat the-last cross without pre-weaving the Star 3 on wheels. last cross, and then “loop weave” the I solved this problem by applying some Then I found some three-wheel dollies last cross. The only problem is that double-sided tape to the top of my at Harbor Freight. They already have a with the clamp holding the previous stringing machine. The tape gives me a hole on the center, so that all I needed was string, it can sometimes be difficult to place to put the power pads each and four fender washers and metric bolts. see the over/under pattern of the cross - every time, keeps them handy, and es on the mains, and because of skips makes them highly visible. at the throat, you can’t simply follow the pattern you’ve been using for the 5 sets of Tecnifibre MultiFeel 16 to: rest of the string bed. Sam Chan, MRT, Berwick VIC Australia To ensure that I don’t misweave the cross in this scenario, I look at the RENEWING over/under pattern of the cross immedi - USED RACQUETS ately above the string clamp. Even I like to take a couple of minutes to when I can’t easily see the pattern of clean each racquet thoroughly before I the previous cross because of the clamp restring it. I use a toothbrush, a small teeth, the cross that lies above the pre - spray bottle, two clean small rags, rub - vious cross is always clearly visible. bing alcohol, and water (you may want to substitute glass cleaner, as it is espe - 5 sets of Head FXP Control 17 to: cially good for smudges). L. Hodges, Lucerne Valley, CA First, cut your strings, but leave them in to prevent dirt and grit from REMEMBERING THE entering the grommets. Second, damp - POWER PADS en one of the rags with the spray bottle When a racquet comes in with power using a mixture of 50/50 water and pads, they usually fall off as you cut out rubbing alcohol (or straight glass clean - the old string bed, so you set them er) and clean the entire racquet. It's aside. The problem is that it’s then easy important that you spray the rag with to forget to put them back in. the mixture, rather than spraying

38 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com directly onto the racquet. Even with baked on clay, just allow the mixture a couple minutes to loosen the dirt. Third, spray the toothbrush and scrub in- between the grommet holes, with the strings still intact, to get into all the crevices. With the other clean rag, clean and wipe the entire racquet. Finally, remove the old strings and wipe down the racquet one last time. Then it’s time to restring the racquet. I have had clients exclaim that their tennis buddies asked about their "new" racquet after this treatment.

5 sets of Tourna Big Hitter Blue 17 to: Brendon J Travis, MRT, Baltimore, MD

LABELING TIP

Instead of placing the restring label in the throat of the racquet I like to put it under the handle’s finishing rubber piece. It keeps the label from peeling or falling off and provides a nice clean look to the racquet.

5 sets of Gosen Nanosilver 17 to: Terry Boyle, Denver, Colorado

—Greg Raven ◗

Tips and Techniques submitted since 1992 by USRSA members and appearing in this column, have all ben gathered into a searchable database on www.racquettech.com the official member- only website of the USRSA. Submit tips to: Greg Raven, USRSA, 330 Main Street, Vista, CA 92084; or email [email protected]

www.racquetsportsindustry.com May 2012 RACQUET SPORTS INDUSTRY 39 ? polys. Another is for the junior to use the heaviest racquet that is comfortable for the junior who decides to use a poly. Heavier Ask the Experts frames will help to absorb the shock. We Your Equipment Hotline would also recommend that juniors try hybrids of poly/multi or poly/gut first before going to a full bed of poly. “Second question: Should the racquets POLY FOR JUNIORS? to saying that this group of juniors played be full-size only? WHAT'RE YOUR THOUGHTS ON polys for X amount of time and now suffers “We don't have any specific recom - polyester for juniors? More juniors Y amount of damage because of it. There mendations on this. However, the main and parents are looking to use also doesn't seem to be much consensus on reason a player should use poly is to gain what the pros use. My concern is on the the topic with stringing experts or on tennis- an increase in control, directional control, Qstiffness of the string on a young arm. related Internet forums. spin, and durability. Poly will help a player Should age be a factor or just swing “First question: Should juniors avoid with full swings control the ball while still speed? Any thoughts on tension for using poly until they're breaking strings, to providing enough power, but natural gut juniors (poly and others) would also be minimize potential damage to young arms? and most multifilaments will have a better appreciated. “As you know poly and co-poly are by energy return than poly. If the player is nature stiffer than multifilament strings, so using a junior-size racquet, we doubt the THIS IS AN IMPORTANT question, more shock is going to be transferred main reason they want to move to a poly now that most if not all of the through the racquet to young arms. Howev - is for more control, but if that's the case durable 15-gauge nylon strings have virtu - er, you can mitigate this shock by observing then they can certainly try it. aAlly disappeared off of the market. We a few guidelines. One is to restring poly “Third question: Are there any tension contacted several sources of poly strings to often, as once it loses its elasticity it will recommendations? get their input. Here are the responses we transfer more shock. Of course it depends “We do not recommend stringing any received: on the player, but 10 to 15 hours max poly over 55 pounds. Stringing with a con - From Mike Niksich at Tourna: seems to be a consensus. Another is not to stant pull machine on its slowest pulling “The question of poly and juniors is a string poly at a reference tension of more speed possible is also recommended. A bit complicated in that there aren't any than 55 pounds. Even 55 pounds is stiff for stringer should try and preserve as much long-term scientific studies we can point any poly, including third-generation soft co- of the elasticity of a poly as possible.”

40 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com From Chuck Vietmeier at Gamma: step from a nylon before transitioning to full through ATS Sports, although their “Because kids tend to follow what poly set-up though. current catalog does not list them. the pros use, we have found it tough to “Prince is excited about the future of Of course, it is still possible to pur - keep them from adopting polys, which polyester technology as we continue to chase packaged replacement are used by the pros. That is why we innovate to help all players take their game grips that include a grip band as have been trying to develop soft polys to the next level.” a part of the kit that also such as Zo Verve and now our newest includes a section of grip tape. poly, Zo Dart. GRIP BANDS The only separate aftermarket grip “In my opinion juniors should wait DO THE BIG MANUFACTURERS sell band we could find is Tourna Grip Bands, as long as possible before using a full grip bands, and if so, where can which come two to a package, and are avail - poly stringbed in their racquet. They you buy them? able through Fromuth Tennis, Holabird certainly should not put a poly in a rac - Sports, Tennis Warehouse, and others. quet that is not at least 27 inches long. QTHE ONLY RACQUET manufacturer —Greg Raven w Not long ago I had a conversation with grip bands we’ve ever seen available We welcome your questions. Please send them to Racquet Jay Berger at the USTA Training Center, separately as an aftermarket item came Sports Industry, 330 Main St., Vista, CA, 92084; fax: 760- and he expressed a lot of concern about Afrom Gamma. They used to be available 536-1171; email: [email protected]. the effects poly strings are having on the kids in his program. He reported seeing lots of sore arms every week. That is what shifted our efforts to the development of more forgiving polys. “At the very least we recommend that the younger kids try to hybrid their strings with a poly main and a soft cross string.” From Nathan Price at Prince: “Because of the advancement of polyester string technology in recent years, I believe it is fine for juniors who are already competing at a higher level (national and sectional tournaments) to use and reap the benefits from poly strings. A general minimum age I would recommend for boys is 11 and for girls is 13 (very dependent on size, strength, swing speed, playing style), and I would highly encourage them to play with a hybrid at this age for at least 2 years before switching to all poly. “I would recommend polys and hybrids only be used for juniors who are big enough to use full size racquets and regular full compression balls. “Also, I would recommend the tran - sition to a hybrid occur after juniors are already breaking multifilament strings. “Polys provide maximum benefit to those players who have fast swing speeds, hit the ball hard, or who hit with spin. These benefits are produced whether a player is a string-breaker or not. For all players, polys should be strung 10% looser than multifilaments to maximize their playability. For juniors trying polys for the first time, I would recommend a 15% tension reduction to start. “I would recommend Prince's new Beast Attack Hybrid as the intermediate www.racquetsportsindustry.com May 2012 RACQUET SPORTS INDUSTRY 41 STtoruinrnga P Blaiygt eHsit ter Black 7

ourna Big Hitter Black 7 is a seven- 217 and a tension loss of 11.67 pounds, sided geometric monofilament while Tourna Big Hitter Black 7 has a stiff - polyester (in this case, a co-poly - ness of 196 and a tension loss of 21.66 ester). According to Tourna, Big Hitter pounds. Big Hitter Black added 16 grams BTlack 7 is an ultra-playable string that to the weight of our unstrung frame. bridges the gap between co-polys and The string was tested for five weeks multi-filaments. Designed to be extremely by 33 USRSA playtesters, with NTRP rat - elastic, Big Hitter Black 7’s sharp edges ings from 3.5 to 6.0. These are blind tests, you take it out of the package. The edges grab the ball while the heat-treated hyper- with playtesters receiving unmarked feel to be the sharpest we’ve ever felt. elastic materials hold it until ready for strings in unmarked packages. Average Because of this, your fingers catch on the launch. The increased dwell time and spin number of hours playtested was 23.2. mains when weaving the crosses, and allow advanced players to hit a “heavy” Tourna recommends stringing 5% pulling the crosses actually shaves tiny ball with accuracy, without sacrificing lower than with nylon, so that’s what we parts of the edges off the mains. comfort or durability. Tourna rates Big recommended to the members of our No playtester broke his sample during Hitter Black 7 as having a midrange playtest team. stringing, six reported problems with coil power response. Tourna says that tension There is no doubt that Big Hitter Black memory, three reported problems tying will remain stable until it’s time to 7 is a geometric string from the moment knots, and six reported friction burn. restring, after some initial loss immediate - EASE OF STRINGING ly after stringing, a characteristic of its Big ON THE COURT Hitter line. (compared to other strings) Tourna Big Hitter Black 7 certainly looks to Number of testers who said it was: Big Hitter Black 7 is aimed at be a “spin” string, considering its edges, its much easier 1 advanced big hitters looking for a softer gauge, and its composition, and its perfor - somewhat easier 2 poly that can generate spin and control, about as easy 22 mance impressed our playtest team. They yet is durable enough for hard training not quite as easy 8 rated Tourna Big Hitter Black 7 the best and tournament play. not nearly as easy 0 string for Spin Potential of the 163 strings Big Hitter Black is available in gauges we’ve playtested to date for publication. 16 (1.25-1.27mm) and 17 (1.20mm- OVERALL PLAYABILITY But that’s just the frosting on the cake: Our 1.22mm) in black only. It is priced from (compared to string played most often) playtesters also rated Big Hitter Black 7 as Number of testers who said it was: $8.95 for sets of 40 feet, and $84 for 660- having excellent Power and Resistance to much better 2 foot reels. For more information or to Movement. Rounding things out, our somewhat better 4 order, contact Tourna at 800-554-3707, or about as playable 12 playtest team members rated Big Hitter visit uniquesports.us. Be certain to read not quite as playable 13 Black 7 well above average in Durability, the conclusion for a special offer on Big not nearly as playable 2 Control, Playability, Tension Retention, and Hitter Black from Tourna. Touch/Feel. OVERALL DURABILITY Two members of the playtest team (compared to other strings IN THE LAB of similar gauge) broke the sample during the playtest peri - We tested the 17-gauge Big Hitter Black. Number of testers who said it was: od, one each at five hours and 12 hours. The coil measured 40 feet. The diameter much better 1 measured 1.21-1.24 mm prior to string - somewhat better 6 CONCLUSION ing, and 1.16-1.18 mm after stringing. We about as durable 19 With our playtesters rating Big Hitter Black recorded a stringbed stiffness of 74 RDC not quite as durable 6 7 well above average or better in eight out units immediately after stringing at 60 not nearly as durable 1 of nine categories, it’s fitting that Big Hitter pounds in a Wilson Pro Staff 6.1 95 (16 x RATING AVERAGES Black 7’s overall average score is the tenth 18 pattern) on a constant-pull machine. From 1 to 5 (best) highest of all time. If you recommend Big After 24 hours (no playing), stringbed Playability 3.6 Hitter Black 7 to customers looking for stiffness measured 68 RDC units, repre - Durability 3.8 more spin, the combination of the geomet - senting an 8 percent tension loss. Our Power 3.6 ric cross-section and the on-court perfor - control string, Prince Synthetic Gut Origi - Control 3.7 mance will convince them that you know nal Gold 16, measured 78 RDC units Comfort 3.2 your stuff. immediately after stringing and 71 RDC Touch/Feel 3.2 If you think that Big Hitter Black 7 Spin Potential (1st place) 4.4 units after 24 hours, representing a 9 per - might be for you, don’t miss Tourna’s buy- Holding Tension 3.5 cent tension loss. In lab testing, Prince one-get-one-free offer for USRSA members Resistance to Movement 4.0 Synthetic Gut Original has a stiffness of in the U.S. —Greg Raven ◗

42 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com nitely not as stiff as most polys. tons of control. Power is high, but the feel gets TALK 4.0 male serve-and-volley player” using Wilson worse after ten hours. 4.5 male all-court TEGoSodT feelE, ouRtstanSding spin. This BLX Six One (16x18) strung at 52 pounds LO player using Babolat P”ure Storm Tour GT strung c“ould be my new string. (Wilson NXT 16) at 55 pounds CP (Babolat RPM Blast 16) 4.0 male all-court player” using Volkl V1 Classic strung at 56 pounds CP (Wilson This string makes a sharp knife seem dull. This string has no shortage of bite. It is Hyperlast Spin 19) I“t’s a great baseline tool for heavy spin. 5.0 “friendlier than other polys. 4.0 male baselin - male all-court player using Head Youtek” Pres - er with heavy spin using Ba”bolat Pure Drive Nasty bite! Hitting heavy spin is effort - tige Pro strung at 57 pounds CP (Luxilon Alu Roddick strung at 60 pounds LO (Luxilon Alu l“ess. 4.5 male all-court player using Power 16) Fluoro 17) Wilso”n B LX Tour strung at 52 pounds CP For the rest of the tester comments, visit www.racquet - (Luxilon Alu Power 16L) “ This is definitely a high-end copoly. It has sportsindustry.com. Great combination of power and dura - b“ility! 4.5 male all-court player using Wilson” K Blade strung at 57 pounds LO (Luxilon Adrenaline 16L)

This poly has a rare blend of spin and c“omfort. 5.0 male serve-and-volley player us”ing Babolat Pure Drive + Cortex GT strung at 60 pounds CP (Luxilon Sav - age 17) “ Great bite! Holds tension well. Defi -

www.racquetsportsindustry.com May 2012 RACQUET SPORTS INDUSTRY 43 Your Serve Hiring a Tennis Pro? An industry veteran who helps match teaching pros to jobs has some advice on what to look for.

BY DENNY SCHACKTER

ennis teaching is hard work. It USPTA or PTR, or both? Has the candi - and does he have the ability to relate to stu - can entail long and difficult date taken advantage of educational dents, parents and families and provide hours, challenging students and, opportunities to increase working knowl - life’s lessons within the club environ - many times, a job with limited or no edge? Has the candidate been a good ment?” hTealth and retirement benefits. While teammate in previous jobs? Does the I love working with “people” people the industry is trying to correct some of candidate have an engaging personality, and I think most tennis club members do these shortcomings, those who teach good communication skills with all age as well. Folks who can conduct a conversa - tennis do it more for the love of the groups, a good handshake and eye con - tion about other things besides tennis and game and the lifelong relationships that tact? Does the on-court lesson encom - have a nice balance between work and teaching can bring. pass a private and/or group strength? personal life add to a teaching staff. The reality is, the average age of a Does he or she show compassion and A friend mentioned another trait I tennis professional is 46, and rising empathy? Is he reliable and on time, pas - found interesting. “I like employees who each year. Clearly, there is a need to sionate about tennis and a lifelong learn - are open to motivation,” he said. I’m sure bring more and younger men and er? Does the candidate have a sense of we’ve all been in staff meetings where a women into the tennis teaching pro humor? need occurs, but no one, or only one per - ranks. One director I talked to mentioned son, volunteers for the task. I realize I just But, as a facility director or manag - good writing skills as an attribute, impor - talked about balance and “well-rounded - er, you are now faced with a chal - tant in communicating with parents and ness,” but an employee I want to work lenge—you need to hire a new teaching members, as well as interacting in the with is someone who does volunteer often, pro or tennis director for your facility. community. is willing to take the lead and attempt the What are you going to look for in your As I’ve found in my tennis consulting job, and is willing to learn a new skill. candidate? business and in placing teaching pros One of my favorite questions to ask Most club directors or managers with various clubs, I believe one of the goes back to my coaching days. When would agree that a candidate only gets soundest ways to judge a tennis profes - recruiting a prospective student-athlete, I one shot at making a first impression, sional is to investigate the candidate’s would consider, “Is this kid a good team - and it’s often that initial meeting that is past. Patterns generally appear at each mate?” Another way to look at a candidate most critical. A more traditional facility stop, and those patterns, good and bad, is to ask, “Is this person a ‘me’ person or a director might make assumptions are the product you are buying. ‘we’ person?” based on a candidate’s personal I asked friends and family who work I love “we” people. Those folks look at appearance, clothing, tattoos or pierc - in a variety of professions, “What do you a challenge that a facility may have and ings, type of vehicle, etc. A more “up-to- think are the ingredients for the perfect they say, “We can do this.” Too many date” manager might tolerate some employee?” After all, hiring a tennis pro times, the response is, “I don’t think this things others would not—but in any is no different than hiring a sales rep or a will work,” or, “Count me out.” I say, let case, first impressions play a key role in nurse or any other professional. One of those candidates take a job at the club a candidate’s ultimate viability in fulfill - the responses I received that intrigued down the road. I don’t want them as part ing a particular job opening, and a me was someone who said he works of my staff. w savvy job candidate needs to be con - with folks who lack “well-roundedness.” scious of the impression he or she They would rather finish a task at work Tennis industry veteran Denny Schackter owns makes. than go home to loved ones or attend a Tennis Priorities (tennispriorities.com), a Facility directors should do an scheduled family event. placement firm for tennis professionals. He extensive background search on the Now, most managers probably would can be reached at [email protected]. candidate, noting previous jobs, length say, “I love it. What a great work ethic!” of service at each, and the reasons for Looking further, though, you could ask, We welcome your opinions. Please email leaving. Is the candidate certified by the “Is this potential employee well-rounded, comments to [email protected].

44 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com , TENNIS BALL AND STRINGER O F THE FRENCH OPEN