February 2006 Volume 34 Number 2 $5.00 OUTLOOK 2006 What’sWhat’s in in store store forfor the the new new year?year?

Special Section: How the TIA is helping your business

ContentsContents RSI FEBRUARY 2006 37 A Winning Year Bolstered by gains across the board, the new year looks to be a winner for your business. 38 Popular Appeal Whether high fashion or high performance, INDUSTRY NEWS tenniswear is hitting the right notes. 42 Get Your Kicks 7 Builders upbeat In footwear, companies are cutting the weight U.S. court construction while upping the quality. 7 Top stars to play 44 Frames of Reference Channel Open Manufacturers have perfected their techniques in Vegas

Outlook 2006 and are offering better products. 48 If You Build It... 8 Wilson launches Court builders, coming off a busy 2005, are Evolution footwear optimistic that 2006 will bring more of the same. line 50 Tied Up 8 James Blake signs 7- The newest racquet offer something for year deal with Prince TIA Special Section every player. 8 Chang joins new 21 Serve It Up! 29 Web Chemistry Champions Cup Series New TIA initiatives offer more services to TennisConnect.org is making it easy to service keep your business moving forward. members and increase play frequency. 8 Community Tennis 22 Let’s Grow This Business! 30 Market Knowledge workshop set for President Jim Baugh says the TIA has the tools, The extensive research available from the Hollywood programs, and services to help grow your business. TIA will help you increase your business, and your profits. 9 introduces 23 Moving Forward Tflash 290 racquet The TIA and its industry partners are working to 32 Economic Leverage increase player participation and retention. Through benefits and services with TIA 9 SlingHopper signs affinity partners, you can reduce costs and 26 Getting to the Heart of Cardio expenses, and more. Bollettieri With the official launch of Cardio Tennis, opportunities abound for heart-pumping 33 Net Advantages 10 TIA plans major Cardio fitness on U.S. courts. Enhanced websites for the tennis industry Tennis promotion provide news, trends, and information to 28 Welcoming Progress help you build your business. 10 PTR Symposium set The Tennis Welcome Center initiative will for February continue strong into 2006. 34 Support Your Industry The TIA has membership levels to suit your needs. 12 Campus Championships 28 Strength in Numbers expands to all sections Growing Tennis 50/50 helps boost participation 35 Join the TIA Today! across the U.S. Help grow the game and your business. DEPARTMENTS 4 Our Serve 18 String Playtest: Tecnifibre Multifeel 16 13 Stringing Business 52 Ask the Experts 14 The Master Pros 54 Tips and Techniques 16 Science 56 Your Serve, by Charlie Hoeveler

February 2006 RACQUET SPORTS INDUSTRY 3 Our Serve

(Incorporating Racquet Tech and Tennis Industry) Building the Future Publishers David Bone Jeff Williams n early December, I spent three days with people who Editor-in-Chief I Crawford Lindsey may well comprise the most important group involved Editorial Director in tennis in the U.S.—the members of the American Peter Francesconi Associate Editor Sports Builders Association. These are the people who Greg Raven

build and repair the courts that all our businesses Design/Art Director Kristine Thom depend on. The ASBA (formerly called the U.S. Tennis Court & Track Builders Asso- Assistant to the Publisher Cari Feliciano ciation) met in Tampa for its annual Technical Meeting and Trade Show. At first blush, you may not think seminars on engineering net-post foot- Contributing Editors Cynthia Cantrell ings, or building concrete slabs for indoor facilities, or maintaining grass Rod Cross courts, can be all that exciting. But for people involved in many aspects Kristen Daley of tennis, whether construction-related or not, these presentations are Joe Dinoffer Liza Horan extremely informative. In part, it’s because of the excellent faculty that Andrew Lavallee the ASBA assembles for its meetings. But also, the presentations are inter- James Martin active, and there’s much to learn, both from presenters and peers, no Mark Mason matter how long you’ve been in the business. Chris Nicholson Mitch Rustad This year, the keynote speaker was Dr. Jim Loehr, the chairman, CEO, Drew Sunderlin and co-founder of LGE Performance Systems, which specializes in help- ing people reach their full potential or, as he calls it, “full engagement.” RACQUET SPORTS INDUSTRY I’ve heard Loehr speak before, and he is truly amazing, but even I was a Corporate Offices 330 Main St., Vista, CA 92084 little skeptical that the 350 hardened court and track builders in the room Phone: 760-536-1177 Fax: 760-536-1171 would be “fully engaged” in the presentation. Was I ever wrong. For two Email: [email protected] hours, Loehr simply captivated the audience. Website: www.racquetTECH.com Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time Over the last two years, under the chairmanship of David Marsden of Hanover, Mass., the ASBA has experienced much growth and change. At Advertising Director the end of the ASBA meeting, Marsden turned over the gavel to a new John Hanna chairman, Gerry Wright of Raleigh, N.C. Working with many committed 770-650-1102, x.125 [email protected] volunteers, along with a very competent and caring staff (Executive Vice President Carol Hogan, Association Coordinator Cynthia Jordan, and Apparel Advertising Financial Manager Judy Mellendick), Wright will no doubt continue the Cynthia Sherman cycle of growth for the ASBA—and for the sport, as well. 203-263-5243 [email protected] If you’re not familiar with the ASBA, visit the group’s website, Racquet Sports Industry (USPS 347-8300. ISSN 0191- www.sportsbuilders.org. If you’re a court builder and not a member of 5851) is published 10 times per year: monthly January the ASBA, you really should consider joining. From court awards, to con- through August and combined issues in Septem- ber/October and November/December by Tennis tinuing education, to construction standards and guidelines, to court Industry and USRSA, 330 Main St., Vista, CA 92084. builder certification, and much more—there’s so much good stuff going Periodicals postage paid at Hurley, NY 12443 and addi- on here, it would be a shame for you to miss out on it. tional mailing offices. February 2006, Volume 34, Number 2 © 2006 by USRSA and Tennis Industry. All rights reserved. Racquet Sports Industry, RSI and logo are trademarks of USRSA. Printed in the U.S.A. Phone advertising: 770-650-1102 x 125. Phone circulation and editorial: 760-536-1177. Yearly subscriptions $25 in the Peter Francesconi U.S., $40 elsewhere. POSTMASTER: Send address Editorial Director changes to Racquet Sports Industry, 330 Main St., Vista, CA 92084.

4 RACQUET SPORTS INDUSTRY February 2006 RSI is the “official magazine” of the USRSA, TIA, and ASBA

RSI FEBRUARY 2006 INDUSTRYNEWSINDUSTRYNEWS INFORMATIONTOHELPYOURUNYOURBUSINESS Top Stars to Play 2006 Builders Upbeat on U.S. Court Construction Tennis Channel Open in Vegas ttendees and exhibitors alike nis & Track, Pocasset, Mass., is the new Tennis The U.S.’s top player,Andy Roddick, were upbeat about the tennis Division president; Ron Nemeth of Hillsdale, joins other top Americans Robby Ginepri, James Blake, and Bob and A business at the American Sports Mich., was elected president of the Associ- Mike Bryan in playing The Tennis Chan- Builders Association’s 2005 Technical ate/Affiliate Division; and John Schedler is the nel Open, to be held Feb. 27 to March Meeting and Trade Show, held Dec. 4 to 6, president of the newly formed Turf Division. Re- 5 in Las Vegas, the Tennis Channel in Tampa. About 350 tennis court and elected as secretary-treasurer is George Todd Jr. announced in December. track builders, designers, and product of Welch Tennis Courts, Sun City, Fla. Also committed to play the event are suppliers registered for the meeting, the Newly elected members of the board of direc- Chile’s Fernando Gonzalez, Spain’s largest attendance in decades, according tors are: Pete Smith of the CourtSmiths, Toledo, Tommy Robredo, Belarus’ Max Mirnyi, to meeting organizers. Belgium’s Xavier Malisse, Britain’s Andy Generally, court builders Murray, Australia’s Mark Philippoussis, report increased business in and American’s Mardy Fish and Vince 2005 and are optimistic about Spadea. The 2006 Tennis Channel Open 2006 (see page 42). “We’ve will take place at the new Amanda & Stacy Darling Memorial Tennis Center. seen a gra dual resurgence of interest in tennis,” says Mark “I’m looking forward to playing,” says Brogan of Pro Sport Construc- Roddick. “The excitement of the city tion of Devon, Pa., “and I should be a tremendous draw for guys expect it to continue.” on the tour, and The Tennis Channel’s plan to build a tennis-festival atmos- “In 2005, we had our high- phere is a great idea that’s going to be est volume in resurfacing and a lot of fun to visit each year.” repair,” adds Richard Zaino of Zaino Tennis Courts of The Darling Memorial Tennis Center Orange, Calif. “The economy opened in the fall with 23 courts, including a 2,400-seat stadium court is still pretty good here and that will expand to 3,300 seats during interest rates are low. If 2006 the event. In the future, the 40-acre is like 2005, I’ll be happy.” complex will eventually include two The annual meeting smaller stadium courts. brought together court Tennis Channel Founder and President builders, court surfacing man- Steve Bellamy plans to build a “Tennis- ufacturers, court products palooza” around the men’s pro event. companies, and others for seminars on Ohio; John Graham of Dec oTurf, Andover, Mass.; Plans include men’s, women’s, and court construction and maintenance and Aaron McWhorter of Sports Turf Co., Whites- juniors’ tournaments, surrounded by related issues, such as marketing, billing burg, Ga.; and Steve Wright of Trans Texas Ten- other events that feature both ama- customers and getting paid, and more. nis, Houston. teurs and professionals. Founded in Court contractors also could take the test Remaining on the board are: Sam Fisher, 1986, the ATP tournament was previ- ously held in Scottsdale, Ariz. The net- to become a Certified Tennis Court Fisher Tracks, Boone, Iowa; Alex Levitsky, Global work held programming rights for Builder. And a trade show attracted more Sports & Tennis Design Group, Fair Haven, N.J.; three years prior to its acquisition of than 40 exhibitors. Brion Rittenberry, Kiefer Specialty Flooring, Lin- the event in 2005. The ASBA also installed new officers denhurst, Ill.; Mike Vinton, The Vasco Group, and directors. Gerry Wright (above, left) Massillon, Ohio; David Nielsen, Leslie Coatings, Tennis Channel Open tickets can be purchased by calling 888-826-8497 or of Court One, Raleigh, N.C., is the new Indianapolis; Randy Futty, Lee Tennis, Char- visiting www.tennischannelopen.com. ASBA chairman, replacing David Mars- lottesville, Va.; and Marsden, as past chairman. den (above, right) of Hanover, Mass. For more information, visit Gord on Pierce of Cape & Island Ten- www.sportsbuilders.org or call 800-501-ASBA.

February 2006 RACQUET SPORTS INDUSTRY 7 FEBRUARY 2006 Wilson Launches Evolution Chang Joins Champions Cup Series NEWS Footwear Line ormer Michael Chang will play in the new Cham- ilson is launching the Evolution shoe line, which the Fpions Cup Series event in Boston to be held April 27 to 30. Boston will be the second event on the 2006 Champions Cup

INDUSTRY company says is the first line “designed to meet the W Series, a collection of tennis events in the U.S. featuring some of specific needs of players as their game evolves.” The line includes eight styles engineered to fit the body mechan- the greatest names in tennis over the age of 30. ics and court style of beginning, intermediate, and advanced Chang joins Jim Courier, John McEnroe, Mats Wilander, and players, the company says. Pat Cash for the Boston event, with three other pla yers to be “The Evolution footwear concept utilizes Wilson’s revo- named later. Each event in the series will feature an eight-man, lutionary shoe technology to offer incredible performance round-robin match format. on th e court in a system that complements your game and The Champions Cup Series is presented by InsideOut Sports style of play,” says Todd Fisher, Wilson’s global director of and Entertainment, a company started by Courier. Other Cham- footwear. “The Evolution line makes it easy for a consumer pions Cup Series events will be in Naples, Fla., March 10-13; to find footwear that matches their specific needs to what- Memphis, Oct. 5-8; and Houston, Nov. 9-12. To compete in the ever level of tennis player they are.” series, players must have reached at least a Grand Slam singles In a statement, Wilson says it developed the line taking final, been ranked in the Top 5 in the world, or played singles on into account six principles: cushioning, stability, breathabil- a winnin g Davis Cup team. ity, light weight, toe drag, and outsole For tickets to Champions Cup Series events, call 978-443- radius. 9006, or visit www.championscuptennis.com or The Backdraw and Challenger, www.ticketmaster.com. Prices start at $15. the ent ry-level shoes in the line designed for James Blake Inks recreational players, fea- 7-Year Deal With ture added cushioning and stability in the rear ames Blake, whose personal of the shoe, since most Jand professional comeback in beginners typically 2005 made headlines beyond hit the ball the tennis world, has joined Prince standing Tennis’s Touring Professional Team upright, with with a global, multi-faceted seven-year deal. most of their The partnership involves Blake’s collaboration with weight shifted to Prince’s research and development experts to develop a rac- the back of their quet featuring O Technology, which Blake will use on the pro heels. The women’s Chal- tour. The new racquet will launch in 2006 as part of Prince’s lenger includes interchangeable color inserts. line of O3 racquets, according to the company. The Wildcard and Qualifier (above, blue), for intermedi- "We are privileged and proud that James chose Prince to be ate players, feature a centrally positioned ventilated stable his brand of equipment,” says Prince Sports CEO George wrap and extended toe drag for aggre ssive play. The cen- Napier. “He embodies the values our Team believes in.” tralized cushioning, support, and stability compensate for “The deal is more than just a racquet endorsement,” says improved footwork and development of an all-around Blake. “Prince is tapping my knowledge to help with product game, says Wilson. design, as well as some cool marketing initiatives focused on Advanced players who have an explosive game for junior development. They are also enthusiastically supporting superior cushioning, stability, toe drag, and breathability, various charita ble organizations that are important to me." says the company. The Tour, CF2, and Open (above, red) are the high-performance shoes in the Evolution line, designed 2006 CTDW in Hollywood for serious players. Features include stable wrap systems, three layers of cushioning that work independently of each he 2006 USTA Community Tennis Development Workshop other, Duralast rubber outsoles, and 180-degree toe-drag Twill take place at the Renaissance Hollywood Hotel in Holly- protection. wood, Calif., Feb. 3 to 5. The workshops and seminars are For light workouts and warm-ups, the line includes the designed to educate, encourage, and inspire tennis leaders and ETF (Eat the Fuzz) model, a shoe with an adjustable Velcro coordinators, who deliver tennis at the grassroots level. strap. For more information on the CTDW and to register, visit Prices range from $30 to $130. Visit www.wilson.com www.usta.com/communitytennis. For hotel reservations, contact for more information. 800-HOTELS-1.

8 RACQUET SPORTS INDUSTRY February 2006 INDUSTRYNEWS

TIA In New Digs Bollettieri To Use he Tennis Industry Association SlingHopper Thas moved offices. The new SlingHopper Inc. announces that address, for deliveries only, is 117 Nick Bollettieri is using the Sling- Executive Center, Hilton Island, Hopper Drill Bag to help feed tennis SC 29928. Correspondence should balls to his students. “SlingHopper Drills Bags still be sent to P.O. Box 7845, Hilton are a genuine teaching tool,” Bollettieri says. “It Head Island, SC 29928. Phone enables the coach to move to any position for remains 843-686-3036. feeding or rallying without any delay.” SlingHop- per products are distributed through Gamma Sports and Gamma distributors. For information, Tecnifibre Introduces call Gamma at 800-333-0337 or visit Tflash 290 www.gammasports. com. ecnifibre’s newest Tframe, the Tflash 290, is designed for “net zone” play- ers looking for a maneuverable rac- quet with which to attack the net. “Texal- ium Reinforcements” in the graphite frame provide torsion stability to improve accuracy, says the company, while enhanc- ing feel for more control and dampening vibration. The rac- quet has a 100-square-inch, open-string-pattern head and weighs 10.2 ounces. For more information, contact Tecnifi- bre at 877-332-0825 or visit www.tecnifibre.com. Travel to See the Pros f your members are looking for a get- Iaway to see the pros in action, Grand Slam Tennis Tours offers travel pack- ages to the upcoming Davis Cup match in California in February, the Pacific Life Open in Palm Springs and the Nasdaq- 100 Open in Miami in March. The three-night Davis Cup package (Feb. 9 to 12) at the La Jolla Beach & Tennis Club includes courtside tickets to all three days of matches for the U.S. vs. Romania tie. Price is $1,595 per person, double oc cupancy. Package prices for the Pacific Life Open (March 9-19) start at $1,395 per person. Packages for the Nasdaq-100 start at $1,495. Call 800-289-3333 or visit www.grandslamtennistours.com.

February 2006 RACQUET SPORTS INDUSTRY 9 FEBRUARY 2006

NEWS TIA Plans Major Sportwall Survives Hurricane Wilma Despite the large tree limb that Hurricane Wilma deposited on the Sportwall 1200 Cardio Promotion installed at the Mariner Sands Country Club in Stewart, Fla., the Sportwall was fully lans are being finalized for a major operational after the October storm. Another Sportwall, installed at the Marco INDUSTRY Pnational consumer promotion for Island YMCA, also escaped unscathed and in working order. For more information Cardio Tennis in 2006, according on Sportwall, visit www.sportwall.com or call 800-695-5056, x. 125. to TIA President Jim Baugh. “We need to ‘break through the clutter’ with the consumer, which is what our national promotion will do,” Baugh says. “Our early progress has been fantastic, but I’m confident that we can add more quality sites and more consumers. We want Cardio Tennis to be a major part of our sport and help grow participation and revenues for pros and facilities.” Baugh also says a recent TIA survey of more than 250 Cardio Tennis sites will help “shape future plans” for the program. “We received some great input from our sites,” he says. “We know we will grow even more in 2006 with some of the plans we have.” An executive summary of the site research is available at www.Partners.CardioTennis.com. PTR Sets Symposium he 2006 PTR International Tennis Symposium and $25,000 Championships will Tbe Feb. 18-24 on Hilton Head, S.C. Register by Feb. 10 for $325 for PTR mem- bers, $395 for nonmembers. After Feb. 10, it’s $375 and $425. The deadline for tournament entry is Feb. 3. For more information or to register, call 800-421-6289 or visit www.ptr tennis.org. Bollettieri’s “Random Act of Kindness” Makes Dreams Come True for 4 Juniors egendary coach Nick Bollettieri made the dreams of four young New York ten- Lnis players come true during the holidays when they each were granted schol- arships to the IMG/Bollettieri Tennis Academy in Florida. Bill Mountford, the director of tennis at the USTA National Tennis Center in Flushing Meadows, N.Y., says it all came as a complete surprise. “Back in June, Nick was at the NTC to run a corporate tennis clinic for a Wall Street firm,” says Mount- ford. “Before the event, he was walking around the field courts and saw students in our six-week junior summer tennis camp, which was just beginning. Complete- ly unsolicited, Nick stopped at several courts to lecture and encourage the young players.” Afterward, Bollettieri approached Mountford and offered the scholarships for four young students and challenged the USTA NTC coaching staff to "find" the most deservin g players. “One selection criteria that Bollettieri suggested was to choose players who might not otherwise be exposed to such an opportunity,” says Mount- ford. Nearly six months later, on Christmas Day, Jillian Santos, Willie Griffin, Car- olina Koladzyn, and Wie Cheng Lin were on their way to the Academy. “I feel indebted to Nick for this random act of kindness,” says Mountford. “Nick Bollettieri's ripple effect on the tennis community has touched everyone involved in our sport. He has provided four young players from New York with a gift they will always cherish. His kindness has truly inspired.”

10 RACQUET SPORTS INDUSTRY February 2006 INDUSTRYNEWS E O P L E W A T C H LETTERS P • Croatia’s Goran Ivanisevic and the Slovak A Heartfelt Thanks Republic’s Miloslav Mecir are the 2005 recipients of the Davis Having written about the game Cup Award of Excellence, presented by the International Tennis Hall of of tennis for more than 30 years, Fame and the International Tennis Federation. The award was presented on it wasn’t clear—until a recent Dec. 4, during the Davis Cup World Group Final between Croatia and the Slo- experience—how close and caring vak Republic. this community is. • Dunlop player Amr Shabana won his second World Championship Because of a pre-existing situa- title in three years with a win over Australia’s David Palmer. It was his ninth tion (I became a diabetic when I Professional Squash Association title. Shabana plays with Dunlop’s Ice Custom was 7), I am unable to acquire Elite racquet, which the company says will now become the “Amr Shabana Sig- individual health insurance. For the past decade (or more), my nature Series” frame. right hip, due to years of tennis • Eric Won is Head/Penn’s new district sales manager for California. Won, from Foster City, competition, coaching, and run- Calif., will cover northern California and northern Nevada. ning, had deteriorated to the point where I was unable to take • Two Tecnifibre players ended the year ranked World No. 1 on the men’s and women’s squash a normal step. Pain was a con- tours. Both Thierry Lincou and Vanessa Atkinson use Tecnifibre’s Carboflex squash racquets and stant companion. the company’s 305 green squash string.

During Roland Garros in 2005, • Head Team Elite program members Donald Young of the U.S. and Viktoria Azarenka of writer Michael Mewshaw, notic- Belarus are the 2005 ITF Junior Boys’ and Girls’ World Champions, respectively. Young, ing my distinctive stride, asked at 16, is the youngest player ever to claim the year-end No. 1 ITF junior ranking. He about the situation. When I uses the Head Liquidmetal Radical MP. explained the “no insurance, no surgery” problem, he said he • U.S. pro Paul Goldstein made history in Boston in November by would get something done. After winning a record 26th title on the USTA Pro Circuit. discussing the issue with Bud Collins, (who had his hip surgeon contact a doctor in my home of Southern California to see if he could help me), and U.S. Tennis Writers Association President Liza Horan, along with USTWA board members Peter Francesconi, Jim Martz, Andre Christopher and Bob Larson, a solution appeared.

On Dec. 13, I had my right hip replaced in Brawley, Calif. George Fareed, the former US Davis Cup team doctor and a close friend, arranged to have Dr. Christopher Lai, an associate, do the surgery.

Thanks to the assistance provided by the Kirby Family Foundation run by Michael and Linda Mew- shaw, along with the support of the USTWA board, as well as Drs. Fareed and Lai, I will be up and walking better than ever in 2006.

My deep, heartfelt appreciation goes out to all of you. —Mark Winters

We welcome your letters and comments. Please email them to [email protected] or fax them to 760-536-1171.

February 2006 RACQUET SPORTS INDUSTRY 11 INDUSTRY NEWS FEBRUARY 2006 SHORT SETS Campus Championships Expands To All Sections > USPTA members now can auto- matically connect to Head/Penn’s he 2005-2006 year marks the first online management system by sign- Ttime all 17 USTA sections will host USA ing up online when they go to Tennis on Campus Championship www.uspta.com. Once logged in, events. members can place orders, update Interest generated by the annual their information, and more. National Championship has led more ten- nis-playing college students to create > The USTA has named Philadel- sports clubs on campuses across the coun- phia’s Arthur Ashe Youth Tennis and try over the past few years, says Glenn Education the National Level 1 Arrington, the USTA’s product manager for National Junior Tennis League Chap- College Tennis. And the competition and ter/Program of the Year for 2005. camaraderie witnessed by campus coordi- The award is given annually to the nators at the national event led to the country’s top NJTL Chapter for growth in the number of sectional champi- demonstrating continued excellence onships. in youth tennis programming. The Tennis on Campus program fea- AAYTE was recognized for its recent tures co-ed recreational and intramural NJTL Summer Program, which was play in World TeamTennis format. Through operated at 65 public parks and the USTA’s partnership with the WTT, sec- playgrounds for more than 6,000 tion coordinators will receive help from kids. WTT Director of Competition Elaine Wing- > The four USTA Pro Circuit venues field, who will attend and help run the affected by the hurricanes in inaugural tournaments of some of the Louisiana are expected to return to USTA sections. the Circuit in 2006, says the USTA. The 2006 USA Team Tennis National The first event will be a women’s Campus Championships will be held April $25,000 tournament in Hammond, 20-22 at the University of Texas in Austin. La., the week of March 7, followed The 2005 national event attracted a record by a $50,000 women’s event in 47 schools and was won by Texas A&M, for Lafayette starting April 24. The its third title in four years. For more infor- men’s $50,000 Challenger in Cov- mation about the 2006 competition, visit ington looks to return in September, www.usta.com. Upcoming USA Team Ten- and the $15,000 men’s Futures in nis Section Campus Championships are: Baton Rouge will take place the * Caribbean, Feb. 25-26, Centro de Tennis week of Oct. 23. Honda, Bayomón, Puerto Rico > Head has revamped its look for * Eastern, TBD 2006. Visit www.head.com to check * Florida, March 4-5, University of South out the new use of colors, photog- Florida, Tampa, Fla. raphy, and emotion in the graphics. * Hawaii Pacific, March 4-5, Central Oahu Regional Park > The Tennis Channel Open in Las * Intermountain, TBD Vegas, held Feb. 27-March 5, will * Mid-Atlantic, March 11, Tournament Cen- sponsor a “World Stringing Cham- ter College Park pionships” on March 3. The compe- * Midwest, March 10-12, University of Wis- tition is for anyone who thinks they consin can record the fastest time stringing * Missouri Valley, Feb. 18-19, Drake Uni- a racquet. Winners will receive versity, Des Moines, Iowa prizes and/or prize money. Register * New England, TBD online at www.tennischannelopen * Southern, TBD .com/events for $20, or register on *Southern California, Feb. 11-12, UCLA site at the Darling Memorial Tennis * Southwest, Feb. 17-18, Randolph Tennis Center for $30. Center, Tucson, Ariz. * Texas, March 4-5, Texas A&M

12 RACQUET SPORTS INDUSTRY February 2006 stringing BUSINESS YOUR finances Flaunt Your Customization By Creating a Racquet Service Center BYBOBPATTERSON,MRT

ost tennis retailers know that rac- Mquet stringing is their highest profit category, yet it is often relegated to “second-class” status in the shop lay- out. The stringing machine is crammed into an out-of-the way corner, or even in a back room completely out of sight. Instead of hiding your stringing opera- tion, flaunt it! Make the stringing opera- tion the center of attention in your pro shop or store. Create adequate room for the stringing machine or machines, as well as space to perform all racquet ser- vice tasks. Creating a “Racquet Service Center” will project a professional image for your entire operation. Whether your RSC is in the front corner of the shop or in a large defined area will depend on the size of your overall space, but don’t be stingy. Having a professional-looking space for racquet service will draw attention to the operation and increase your business, and of course, your bottom line. adding a swing-weight scale such as the If your stringing machine is old or out- AccuSwing from Alpha. dated, consider investing in a new mod- Even with a minimal amount of equip- Of course, this only works if you pro- ern machine. Often equipment purchases ment, by utilizing the calculators and vide quality work and great service. No like stringing machines are not considered other tools available at matter how much glitz you show, if you as investments, but they should be. A www.RacquetTech.com (for U.S. Racquet don’t back it up with quality, it won’t last. quality machine will last for several years. Stringers Association members), you can Make sure that every racquet that comes Considering the potential revenue pro- perform all sorts of analysis on your cus- through your shop gets the very best ser- duced by this one piece of equipment tomer’s racquets. And, in addition to daz- vice possible. If you are not already a Mas- makes it a no-brainer. Spending $2,000 to zling your customers, you’ll be offering ter Racquet Technician, consider taking $5,000 on something that can make you them services that they likely can’t get the necessary steps to earn that designa- a tenfold return in short order is a good from your competitors. tion. If you have other technicians, have investment by anyone‘s standard. If your By establishing a Racquet Service Cen- them certified as well. shop strings more than a dozen racquets ter in your shop and offering a complete Establishing your shop as the place to a week, a professional-quality stringing menu of services, you will separate your- go for racquet service will pay huge divi- machine is definitely an investment, and a self from the rest of the competition. Not dends. Q worthwhile one at that. only will it increase your racquet service Another worthy investment to consid- business, it will also lend credibility to your Bob Patterson of Birming- er is diagnostic equipment. The overall operation, especially your racquet ham, Ala., owns Players Racquet Diagnostic Center is the ultimate sales. By establishing your operation as Choice Tennis and the rac- in this category, but if your budget can’t the “racquet experts” in your area, cus- quet customization com- handle one, at least consider an accurate tomers will rely on your expertise in buy- pany Racquetmaxx. He scale and a balance board. If you have a ing racquets, as well as having them recently was named RSI’s good scale and balance board, consider serviced. 2005 Stringer of the Year.

February 2006 RACQUET SPORTS INDUSTRY 13 THE master pros It’s All About Learning To make the grade as a teaching pro, Ken DeHart says never miss an educational opportunity. BYCYNTHIACANTRELL

hroughout his career, 57-year-old Ken DeHart became a PTR member in had to be good,” he recalls with a laugh. DeHart of San Jose, Calif. has sought 1977, before the organization was even a Instead of a place on the team, the coach T year old. He is also a national PTR clinician said he could hit with the players and to make learning tennis fun and sim- ple for players of all ages. Just as effective and tester, and a longtime speaker at the pick up balls at practices. Impressed with in growing the game, his colleagues say, organization’s annual symposium. “If you DeHart’s work ethic, she offered him a is the expertise and enthusiasm he imparts look at all his accolades,” Jilly adds, “it’s position as secretary of the physical edu- to his fellow teaching professionals amazing he has time to do as much as he cation department through which he through does.” helped teach phys-ed classes, coach the This is the third of six installments Aside from being a player, teacher, women’s tennis team, and travel with the on the teaching pros who hold Mas- coach, speak- men’s tennis team. He also continued ter Pro certifications from both the er, and men- playing, earning a spot on the team in his PTR and the USPTA. tor, DeHart junior year. The following year, he was was the first named the team’s most valuable player. seminars delivered person to earn After graduating in 1971 with a triple worldwide on the Master Profes- major in business, physical education, and strategic and men- sional ratings history, DeHart went on to earn a mas- tal aspects of the from both the ter’s in education from Western Kentucky sport. USPTA and University while coaching tennis, bowling, RJ Tessier, direc- PTR—and is tor of certification still one of only for the USPTA, says six teaching DeHart is a popular pros in the DeHart’s Tips speaker whose world to have for Success entertaining accomplished demonstrations of that honor. Q Embrace change. Ken DeHart continues to “100 Drills in an “It’s very spe- look for ways to grow the game—and is Hour” (many of cial to be iden- currently touring the nation to help other which he invented), tified by your teaching pros do the same by offering how to teach large peers as one of Cardio Tennis at their facilities. Never groups, and the the elite peo- miss an opportunity to add variety to your psychology of com- ple in the ten- programming, which could attract a new petition are repeatedly requested at indus- nis industry,” audience. DeHart says, “though I started out on try events. Reduce unforced errors: Throughout his such a small scale that I still don’t see Q “Ken is an accomplished player, and career, DeHart has worked to transform myself at that level.” he’s still in the trenches teaching day to weaknesses into strengths by refusing to DeHart was introduced to tennis day. That experience adds a lot of credibil- give in to fear of either success or failure. halfway through his freshman year at ity,” Tessier says. "Focus on the present," he says, Campbellsville College in Kentucky, when Julie Jilly, vice president of operations "because that's all any of us can really he and the rest of the cross-country team for the PTR, also has special knowledge of deal with at any given moment." DeHart’s dedication to the game; DeHart ran by some tennis courts. “I had never hired her when he was the PTR’s execu- seen tennis played before,” DeHart recalls. Q Never stop learning. Seek the advice of tive director in 1985. “Even then, Ken was “I went right out to K-mart, bought a Wil- experienced fellow pros, and take the this very nice, down-to-earth man who son racquet for $14.95 and a can of balls, time to pursue educational opportunities loved being on the court,” Jilly says. “His and decided to become a tennis player.” through organizations like the PTR and forte is helping people with their game; In his sophomore year, DeHart con- USPTA. Your time is valuable, but so is he’s just a great ambassador of the vinced his roommate to try out with him the experience of learning best practices sport.” for the tennis team. “We didn’t know you from industry leaders.

14 RACQUET SPORTS INDUSTRY February 2006 , and track. After returning to Campbellsville to teach high school and college tennis, he met teaching pro Thay Butchee who helped him get a job interview for the director of tennis position at an eight-court facility in Nashville. “For three years, I went over [Butchee’s] house just about every night and asked him what he had taught that day. And for three years, I taught that same thing the next day,” DeHart says. “I always thought, if I ever knew that much, it would be so amaz- ing.” Many would argue that DeHart has achieved that aspiration. He’s taught all ages and skill levels at clubs in Nashville, Tempe, Atlanta, Los Angeles, and now San Jose, where he is director of tennis at the seven-court San Jose Swim & Tennis Club. A USA Tennis High Performance coach, he also con- ducts Cardio Tennis demonstrations and USTA workshops for recreational coaches. As one of the 20 Wilson Premier Advisory Staff Members, DeHart travels and speaks to tennis pros across the country about drills, teaching certifica- tion, and mental toughness. He also serves as associate editor of the Tennis One website (www.tennisone.com) devoted to tennis instruction, and is a prolific writer who co-wrote the Inter- national Book of Drills with PTR founder Dennis Van der Meer. During tax season, DeHart helps his wife and father-in-law run one of the largest income-tax practices in northern California. He’s also a collector, having accumulated about 1,800 tennis rac- quets, 2,000 books on the sport, and memorabilia including the 1924 trophy commemorating Army’s win over Navy. “More teaching pros should take advantage of all the educational oppor- tunities offered [by the PTR and USTPA]. I hear people say they can’t take the time off, but the way I see it, how can you not?” DeHart says. “Even if you get just one new idea, it will help you teach better and your players will learn faster. Tennis will get even bigger and be more fun for everyone.” Q

February 2006 RACQUET SPORTS INDUSTRY 15 science Raw Racquet Power The secret of racquet power revealed—sweetspot power depends

almost entirely on swingweight! BYRODCROSS

hen Crawford Lindsey and I were same speed each time. In fact, both tests 2005 issues of RSI. The results are shown in W writing Technical Tennis, our biggest are entirely equivalent and yield the same Figures 1 and 2. Figure 1 shows a graph of single problem was to find a mean- answer. In a stationary racquet test, one RP vs. racquet weight. The points on the ingful word or phrase to replace “Apparent measures the speed of the incoming ball graph are scattered all over the place, but it Coefficient of Restitution,” or ACOR. This is and the speed of the outgoing ball. The is clear that the RP for heavy racquets is gen- the technically correct phrase used to ratio of these two speeds (speed out/speed erally larger than the RP for light racquets, as describe how well a ball bounces off a sta- in) is rebound power (RP). It is a number expected. A tennis ball bounces higher off a tionary racquet. The average tennis player that doesn’t involve the player or his ability heavy slab of concrete than a light sheet of would probably tune out if we used that to swing the racquet. The RP is a measure paper. The RP for a concrete slab is about phrase. of the power built into the racquet. In gen- 0.75, as specified by the rules of tennis. The We eventually decided to call it eral, heavy racquets have a bigger RP than RP for a hand-held racquet, when the ball “Rebound Power,” or RP, which was sug- light racquets, so an increase in RP without impacts the middle of the strings, varies from gested by Howard Brody. In any case, an increase in racquet weight is an indica- catchy name or not, why would anyone tion that the manufacturer has come up care how well a ball bounces off a racquet with an improved, more powerful design. that is not being swung at the ball? The answer is that the power built into the DETERMINING racquet needs to be carefully distinguished REBOUND POWER from the power that a player can get out Crawford had the hopeful idea that it of it. would be nice to measure the RP of every When players talk about racquet power, performance racquet on the market and they usually have in mind the power that is publish the results each year in RSI. The built into the racquet by the manufacturer problem is that it takes several hours to using whatever technical tricks they can measure the RP properly, taking the aver- come up with, such as an improved string age of perhaps 5 or 10 bounces at each of suspension system or some clever way of several different spots on the strings. It is a constructing the frame. When manufactur- lot simpler to calculate the RP using other Figure 1: Calculated values of RP at a point ers design a new racquet, they might take measured properties of a racquet. The RP 16 cm from the tip of the racquet, vs. rac- an existing frame, modify it in some way, can be calculated quite accurately for an quet weight, for 268 different racquets. and end up with a racquet that they hope impact in the middle of the strings, but RP will be a better, perhaps more powerful ver- calculations are less accurate at other about 0.31 to about 0.43. In Figure 1 the sion of the original. How would one test the impact points since it is difficult to estimate points are scattered all over the place racquet to see if it is more powerful or not? energy losses due to frame vibrations. This because the RP depends mainly on the The obvious way would be to serve a ball at is not a problem in the middle of the weight of the head rather than the weight of a fixed racquet speed and use a radar gun strings because the frame doesn’t vibrate the whole racquet. Two racquets of the to see if the ball is served any faster with the at all for such an impact. I measured the RP same weight will have different values of RP modified racquet. If it is, then the modified in the middle of the strings for 5 radically if one is head- heavy and the other is head racquet is indeed more powerful. different racquets and got the same light. The head heavy racquet will have a A simpler test is to fire a ball at a sta- answers as the calculated values, demon- larger RP, so it has more inbuilt power. If tionary, freely-suspended or hand-held rac- strating that it is easier to calculate the RP both racquets are swung at the same speed, quet and see if the ball bounces off the than measuring it and the answer will be the ball will come off the head-heavy racquet racquet any faster. This test is simpler the same, at least for impacts near the mid- faster. because it is easier to measure the speed of dle of the strings. a ball than to measure the speed of a rac- Using these formulas (which can be AMAZING RESULTS quet. A problem with measuring racquet found in The Physics and Technology of Figure 2 shows RP vs. swingweight for all speed is that different parts of the racquet Tennis), I calculated the RP for an impact racquets. The result is simply amazing. travel at different speeds. Another problem 16 cm from the tip of the 268 different rac- Instead of having the 268 dots scattered all is ensuring that the racquet is swung at the quets listed in the March 2004 and March over the place, the dots line up perfectly

16 RACQUET SPORTS INDUSTRY February 2006 weight of the racquet, and on nothing else. tors to consider when a ball impacts away There is a simple reason that long rac- from the middle of the strings. Impacts quets have a smaller RP. In order for a long near the tip and throat result in frame racquet to have the same swingweight as a vibrations that act to reduce the RP com- short racquet, weight has to move out of pared with that of an infinitely stiff rac- the head and relocated closer to the han- quet. Consequently, if two racquets have dle. Since RP is determined mainly by the same length and swingweight, then weight in the head, a long racquet must the stiffer of the two will have a higher RP therefore have a smaller RP than a short near the tip and the throat (but they will racquet (at any given swingweight). have the same RP in the middle of the The inbuilt power can be increased strings). slightly by reducing string tension, but it Impacts away from the long axis, near Figure 2: Calculated values of RP at a point was assumed in Figures 1 and 2 that all rac- the edge of the frame at the 3 and 9 16 cm from the tip of the racquet, vs. swing- quets had the same stringbed stiffness o’clock positions, cause the racquet to weight, for the same racquets as those in when calculating the RP. In other words, twist around the long axis, which also Fig. 1. the string tension was adjusted for every results in a lowering of the RP. In this case, racquet to compensate for differences in if two racquets have the same length and along four different curved lines. The four head size and string pattern so that the swingweight, then the one with the high- curves correspond to different racquet stringbed stiffness would be the same. This er twistweight will be the most powerful lengths. All racquets of the same length lie was not done on an individual basis. on impacts towards the sides of the frame. on the same curve, with short racquets hav- Rather, it was assumed in the calculations. There is plenty that a manufacturer can do, ing a bigger RP than long racquets. The The RP for impact points away from the apart from increasing swingweight, to result in Figure 2 shows that any two rac- middle of the strings might tell a different increase the inbuilt power of a racquet quets of the same length and the same story, but it won’t be a radically different outside of the middle of the strings. swingweight will have exactly the same RP, story. If a racquet has a large RP in the mid- Whether or not the result is a racquet that regardless of their weights and regardless of dle of the strings, then in principle it should feels good in the hands of a particular play- their balance points. The inbuilt power of a be large everywhere else over the er is a completely different story. There is racquet in the middle of the strings therefore stringbed. However, it won’t be propor- no way that I can calculate the feel of a depends only on the length and swing- tionally larger because there are other fac- racquet. It just doesn’t compute. Qrd

February 2006 RACQUET SPORTS INDUSTRY 17 string PLAYTEST Tecnifibre Multifeel 16

Tecnifibre Multifeel 16 is a solid-core sin- 16, measured 78 RDC units immediately after stringing and 71 RDC units after 24 gle-wrap multifilament string, which hours, representing a 9 percent tension according to Tecnifibre offers durability, loss. Multifeel added 15 grams to the dynamic performance, and comfort at an weight of our unstrung frame. excellent price-to-value ratio. The string was tested for five weeks The durability comes from the central by 31 USRSA playtesters, with NTRP rat- monofilament, which comprises 20 percent ings from 3.5 to 6.0. These are blind tests, ing the test, at of the total volume of the string. Surround- with playtesters receiving unmarked strings 3.5, 5, 6, 9, 18 (two), 20, 22 (two), and ing the central monofilament are 985 com- in unmarked packages. Average number 40 hours. Average normal string longevity posite filaments arranged in bundles, of hours playtested was 25.3. for these playtesters is 19 hours. Average lending Multifeel what Tecnifibre calls As noted by our playtesters, installing normal string longevity for the entire dynamic performance. As you would expect Multifeel is comparable to working with playtest team is 32 hours. from Tecnifibre, the assembled central other strings. The SPL coating makes CONCLUSION monofilament and multifilament wraps are weaving the crosses easier, without leaving Lovers of soft multifilaments have reason to immersed in polyurethane to bind every- excess lubrication on your hands or equip- be excited about the introduction of Tecnifi- thing together. This polyurethane infusion ment. Blocked holes were no problem. accounts for another 20 percent of the total One playtester broke his sample during EASE OF STRINGING volume of the string, and increases comfort stringing, five reported problems with coil (compared to other strings) by reducing shock and vibration. Finally, memory, none reported problems tying Number of testers who said it was: Multifeel has an anti-abrasion coating of Sil- knots, and one reported friction burn. much easier 1 icone Pyrogene Lubritec (SPL). somewhat easier 6 Tecnifibre hopes Multifeel will appeal to ON THE COURT about as easy 18 players currently using strings by other man- Tecnifibre strings are known for their com- not quite as easy 6 ufacturers in the mid-price range, offering fortable playing characteristics, so it is not not nearly as easy 0 quality in a string with 45 percent better a surprise that Multifeel scored highest in OVERALL PLAYABILITY durability than the most popular perfor- Comfort with our playtest team, ranking (compared to string played most often) mance synthetic strings, while introducing seventh overall out of the 99 strings we Number of testers who said it was: them to a true “Tecnifibre” string, made have playtested to date. Of the six strings much better 1 with its patented manufacturing process. that ranked better than Multifeel, two somewhat better 6 Multifeel is available in 16 (1.30 mm) in were other Tecnifibre strings (X-One about as playable 12 natural only. It is priced from $9 per 40-foot Biphase—still in first place—and 515 Gold not quite as playable 7 not nearly as playable 4 set, and $120 per 660-foot reel. For more Prestretched—which is no longer avail- information or to order, contact Tecnifibre able), and two were natural gut hybrids. OVERALL DURABILITY at 877-332-0825, or visit www.tecnifibre Multifeel is more than a comfortable (compared to other strings .com. Be sure to read the conclusion for string, however, as it also ranks well above of similar gauge) Number of testers who said it was: more information about getting a free set average in Playability, Power, Control, much better 2 to try for yourself. Touch/Feel, and Spin Potential. That’s somewhat better 6 right, even though Multifeel is not about as durable 11 IN THE LAB designed to be a power string, the mem- not quite as durable 10 The coil of 16-gauge Multifeel measured 40 bers of our playtest team felt as though not nearly as durable 1 feet 2 inches. The diameter measured 1.31- they were getting plenty of pop from this 1.32 mm prior to stringing, and 1.25-1.27 test sample. RATING AVERAGES mm after stringing. We recorded a Playtesters using racquets with head From 1 to 5 (best) Playability 3.6 stringbed stiffness of 71 RDC units immedi- sizes above 98 square inches were slightly Durability 3.2 ately after stringing at 60 pounds in a Wil- more excited about Multifeel’s durability Power 3.4 son Pro Staff 6.1 95 (16 x 18 pattern) on a than those using racquets with head sizes Control 3.6 constant-pull machine. 98 square inches and less. On the other Comfort 3.8 After 24 hours (no playing), stringbed hand, playtesters with the small head-size Touch/Feel 3.6 stiffness measured 66 RDC units, represent- racquets were wild about Multifeel’s other Spin Potential 3.6 ing a 7 percent tension loss. Our control characteristics. Holding Tension 3.2 string, Prince Synthetic Gut Original Gold Ten playtesters broke the sample dur- Resistance to Movement 3.0

18 RACQUET SPORTS INDUSTRY February 2006 TESTERS TALK This string plays really nice. It seems to be easy on my arm and I have the sweet spot, but it did not seem to effect playability or longevity. “much better than average control. The string doesn't last as long as my 4.0 male all-court player using Head Flexpoint 6 strung at 62 pounds” usual string, but given the much better control I would be likely to use it CP (Gamma ESP 17) myself and offer it to my control-oriented players who don't have a problem with string breakage. Overall, an excellent string. ” I am impressed with this string's elasticity. It has a nice feel and is 4.0 male all-court player using RDX 500 MP strung at 63 pounds “easy on my arm. The string also has nice durability given its superior LO (Wilson Sensation 16) feel. I would rate this one of the better “Nice soft string. strings I have playtested.” “ I knew I would like this string when I 4.5 male all-court player using Wilson H pulled it out of the package. It has the Excellent feel. Actually reminds me of Tour strung at 60 pounds CP (Wilson look of a softer synthetic, but the dura- NXT 15L) bility of a less-forgiving string. While gut. Very easy string to work with. Excel- there is more tension loss than expected, lent ball control. Also like the sound of This string has great playability. It it still plays better than others. This is a holds“ tension very well and I am able to good string for those hard on strings, the ball striking the string. Excellent con- feel the ball coming off of the strings. but still wanting to control the ball with trol while volleying with this string." Power generation is easily accomplished good feel. I highly recommend this and not forced. The only downside to 5.0 male all-court player using Babolat Zylon string.” this string is that it does not resist move- 5.0 male all-court player using Wilson strung at 52/50 pounds CP (Various 16 or 17) ment well, and the strings fray very nSix-One 95 strung at 60 pounds LO quickly in the sweet spot. The bigger (Wilson NXT Tour 17) concern for me is tension maintenance, and here this string held up well. Great string. It has a gut-like feel. Solid on volleys, able to hit moder- 5.0 female baseliner with heavy spin using Prince Shark strung” at 58 “ate spin, great feel on groundstrokes. Really like the playability of this pounds CP (Dunlop Max Comfort 16) string. I would consider using it regularly.” 4.5 male all-court player using Wilson n5 strung at 63 pounds LO (Wilson Great playability string with huge spin potential. Durability was Reaction 16) “decent. Broke after five hours, but I usually break strings after three or four hours. Overall, it is a pretty good, soft string. I feel this is an excellent 16-gauge string, providing as good feel and 5.0 male all-court player using Wilson nSix-One 95 strung” at 58 “control as my normal 17-gauge string. I was concerned about the fraying on pounds CP (Wilson Synthetic Gut 16)

(Strings normally used by testers are indicated in parentheses.) For the rest of the tester comments, USRSA members can visit RacquetTECH.com. bre Multifeel. Comparing the results of Multifeel playtest FREE PLAYTEST STRING PROGRAM against those of some of its best-selling competitors Tecnifibre has generously offered to send a free set of Multifeel 16 shows that Multifeel is equal to or better than others in to USRSA members who request it. its price range, especially in the Comfort category. To get your free set, just cut out (or copy) this coupon and mail it to: Multifeel’s strong showing among playtesters using USRSA, Attn: Tecnifibre Multifeel 16 String Offer, racquets with head sizes of 98 square inches and less, 330 Main Street, Vista, CA 92084 indicates that it might be a great “” string to or fax to 760-536-1171 introduce a player to Tecnifibre strings, perhaps later Offer expires February 15th, 2006 moving them to NRG2 or X-One Biphase. One set of free string per USRSA membership This does not mean that players with larger racquets Offer only available to USRSA members in the US are left out, though, as playtesters with these racquets FREE! Tecnifibre Multifeel 16! appreciated the playability, control, comfort, and spin Offer expires February 15th 2006 potential, and Multifeel’s dynamic response might be Name: good for taming the power in an over-size racquet with- out resorting to the higher tensions that can sometimes USRSA Member number: aggravate arm problems. Phone: If you think that Tecnifibre Multifeel might be for Email: you, fill out the coupon to get a free set to try. If you print your email clearly, we will notify you when your sample will be sent. —Greg Raven Q

February 2006 RACQUET SPORTS INDUSTRY 19

January 2006 RACQUET SPORTS INDUSTRY Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org 21 BOARD OF DIRECTORS Let’s Grow This Business! Steve Bellamy The Tennis Channel To: Partners for Profitable Growth Dave Bone USRSA The Tennis Industry Association, formerly known as the American Ten- Max Brownlee nis Industry Federation, has a more than 30-year history. But I hope Babolat you can see and feel the progress all of our combined efforts have Kevin Callanan made during the past few years. In 2005, total participation went up International Management Group over 1 million players, frequent players have increased for two straight Rick Devereux years with a 14 percent growth, and equipment sales are growing, too. we I am proud of what have acc omplished. And, to top this off, in an SGMA study, tennis IHRSA only Brian Dillman is the traditional sport to show growth in the past six years! The words above—“partners for profitable growth”—are really the foundation for our goals. We are looking at all ways to make the many partners in our sport grow their profitabili- Steve Dunlap ty through many TIA tools, services, and programs. The Sports Authority In this special section, you will learn about many of the things we are doing. More impor- Doug Fonte increase the profitability of retailers, tant, there are many TIA tools or ser vices that will Prince Sports Group facility operators, manufacturers, etc. Don Galliers While the TIA is considered the “research source CONTENTS SportMaster in tennis research,” we’ve developed many new prod- Chris Gaudreau ucts and services that will increase profitability for 23 The Tennis Racquet Koop many of you … quickly! For anyone who pays credit- John Graham card processing fees, you have to look at TIA Mer- Campaign DecoTurf chant Card Services on page 32. Doing any shipping? Dave Haggerty The TIA has lined up great discounts with freight com- 26 Cardio Tennis HEAD/Penn Racquet Sports panies through our TIA Freight Savings program on Tim Heckler page 32. If you operate a tennis facility, you have to 28 Tennis U.S. Professional Tennis look at TIA TennisConnect.org on page 29. This soft- Welcome Association ware package is the best way to service your players Centers Kurt Kamperman or members. U.S. Tennis Association And, of course, there’s the research. We offer a ton 28 Growing Ilana Kloss of research to guide your business. For Tennis Retail- Tennis 50/50 World TeamTennis ers or Facility Operators, wouldn’t it be great to know Debbie Mitchell how your peers are running their business compared 29 Tennis K-Swiss to yours? Look on page 30 for more information. And Connect Mike Wilson we offer mul tiple research projects with both retailers and consumers. Völkl 30 Market Dale Queen Finally, one of the key things we focus on to grow everyone’s profitability is to increase tennis participa- Research Your Serve Tennis Dan Santorum tion. We are continuing our momentum on key “grow the game” initiatives, Tennis Welcome Centers and 32 Economic Professional Tennis Registry the new Cardio Tennis. Both these programs are pro- Gene Scott Leverage ducing results. Tennis Week Please take time to read through this section and Victor Taylor 33 Online Access see how the TIA’s products and services can help you. ATP And thanks for being a great part of our sport. John Welborn 34 Support Your Lee Tennis Products Industry Jeff Williams Tennis Mageazin Jim Baugh 35 Benefits of Steve Zalinski TIA President Membership Dunlop Sports Group Americas 36 Join Today!

RACQUET SPORTS INDUSTRY February 2006 22 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org MovingMoving Forward Forward The TIA and its industry partners are working to increase player participation and retention for the benefit of all. BYPETERFRANCESCONI he past two years have been an incredibly productive continues Baugh, “because they are the heart of the recre- time for the tennis industry, as the Tennis Campaign ational market. They buy the equipment, book the lessons Tcontinues to help the game grow and help the com- and court time, and are our best and most vocal fans of the mercial success of the industry. Through the unified efforts of sport.” many people and organizations, we're now seeing positive Baugh says TIA research with former frequent players has results—and growth—in many areas of the sport. given the industry a “roadmap” to what will influence them to The USTA, manufacturers, organizations, teaching pros, recommit to tennis or increase their play. “The positive influ- retailers, tournament directors, and others have all come ence of teaching pros can’t be overlooked,” he says. “Players together to support tennis through the creation and execution who take lessons to improve their skills stay in the game. of a variety of initiatives. All these programs are designed to And, they have so much influence on other parts of our generate more interest in tennis, bring more people into the game.” game, retain them in the game, and, importantly, bring more Also influencing frequent play, according to former fre- business to retail shops, tennis facilities, and to all parts of our quent players, is organized team and league events, which sport. help keep players “engaged.” But there is still plenty of work to do for the Tennis Cam- paign. If there’s one thing the tennis industry has learned over the years, it’s that, just like a tennis match, things change and Cardio Tennis Starts evol ve constantly. Programs need to be reshaped, strategies Capturing a New Market need to be refined, priorities need to be readjusted. The sport While tennis continues to grow through traditional programs is dynamic, and so is the industry that supports it. such as leagues, Tennis Welcome Centers, and expanded parks program, Car- Frequent Player dio Tennis is expanding tennis in Increase Leads a new market. “The largest Growth in Many Areas growth segment of Results from the massive 2005 Tennis Participation Survey sport or recreational show that the number of total players has increased. But per- activities is the fit- haps more important for your business, the number of fre- ness areas,” says quent players has increased, too. Baugh, referring to Frequent players, defined as those who play 21 times or activities such as more a year, is at 5.2 million, up from 4.75 million the previ- treadmills, elliptical ous year, or almost 10 percent. What’s more, frequent play- trainers, and spin- ers increased more than 14 percent in the past two years! The ning, and to fitness 2005 survey lists the total number of players at 24.72 million, centers such as up more than 1 million new players. Curves. “This seg- “Our combined efforts over the past three years have real- ment is huge. There ly started to pay off,” says TIA President Jim Baugh. “It took are over 56 million time to turn this sport around, but now we have added over Americans engaged 600,000 frequent players in the past two years. We realized in fitness activities frequent players are a major ‘driver’ to our sport. We have on a serious basis, also added 1 million total players in the past year, equipment and it is growing. sales are up, dealer confidence is up, and the number of pro- Traditional sports as fessional tennis fans is up. Everything is starting to click. We a whole are not are on a good roll, and not just in one area. growing. But, now “The increase in frequent players is extremely important,” with Cardio Tennis,

February 2006 RACQUET SPORTS INDUSTRY Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org 23 we have a new way to play tennis and attack this fitness “This program will constantly evolve and grow,” says Baugh. market.” Throughout 2005, the TIA staff, including Cardio Tennis The creation of Cardio Tennis stems from research indi- Manager Michele Krause, and a Cardio Tennis Speakers Team cating that many people view tennis more as a recreational presented 25 workshops across the country to more than 900 activity and less for fitness. In fact, TIA research shows that tennis teachers, including training sessions and on-court only one in four non-tennis players see tennis as a fitness demonstrations. activity. “Cardio Tennis will attract the fitness-minded partici- Currently, 1,000 sites have signed up to be official Cardio pant to our game,” says Baugh. “And we know from early Tennis locations. For more information, visit www.Partners. results of the program that Cardio Tennis is also giving existing CardioTennis.com. players a new way to enjoy our sport—while getting a great workout, too. Cardio Tennis helps frequency of play as well.” The official consumer rollout of Cardio Tennis took place in Tennis in Public Parks August at the US Open, with health and fitness expert Denise One key to the Tennis Campaign is building—and rebuild- Austin as the spokesperson. “Cardio Tennis is a great way to ing—tennis in the public parks. Research shows that parks exercise,” she says. “You are by far the No. 1 place where Americans play tennis, fol- don’t really realize that an lowed by play on courts at hour has gone by and TENNIS IS GROWING WHILE OTHER “TRADITIONAL” schools and colleges. More you’ve just had a great fat- SPORTS STRUGGLE than 70 percent of all ten- burning workout. And SGMA research showing the net participation % change from 1998-2004 nis played in the U.S. is played in public facilities. you’re improving your ten- Activity % Change Activity % Change nis skills, too.” With this compelling - 35 Ice Skating - 21 The TIA, in developing figure as the backdrop, the - 21 - 46 the program, sought teach- USTA, in concert with the - 19 Roller Skating - 25 ing pros with a knowledge National Recreation and Bicycling - 5 Skiing - 15 of tennis exercises. “Car- Park Association and other Camping - 2 Soccer - 12 dio Tennis is really going groups, has orchestrated a Fishing - 14 - 23 to revolutionize the game Tennis in the Parks Initia- Football* - 31 ** + 1 because we can attract tive to enhance public ten- - 14 Tennis + 8 people from the fitness nis facilities and improve Hunting - 9 Volleyball - 17 industry,” says Dr. Sophie their program offerings. - 31 “The revitalization of ten- Woorons, director of ten- * touch; other forms not tracked in 1998 **Statistically insignificant change nis at Performance Tennis nis in our public parks is at Brookstone Meadows in Anderson, S.C. critical to the growth strategy for tennis,” says Franklin R. With Cardio, the goal is to get a participant’s heart pump- Johnson, USTA chairman of the board and president. ing between 65 percent and 85 percent of its maximum heart In 2005, the USTA provided resources to more than 1,300 rate. For a typical program, each pro will have six to eight par- public parks, investing at least $1.8 million in the initiative. ticipants on court. Specific Cardio Tennis drills and exercises That USTA investment served as a catalyst for more than $10 last only minutes, then it’s on to the next sequence. Instructors million in additional funds raised in local communities to fund are encouraged to introduce their own drills to the lineup, too. public-park tennis projects. Work continues in the public-park . Despite more than two-thirds of all tennis being played on public facilities, fully two-thirds of all teaching pros work in private or com- mercial facilities. “Increasing the number of pros in parks is a key to increas- ing participation,” says Kurt Kamperman, the USTA’s chief executive of Community Tennis. “We’re working closely with the NRPA to put more pros into public parks.” Tennis Welcome Centers As the Tennis Welcome Center program enters its third year, it is indeed alive and well and welcoming more and more peo- ple to tennis. The initiative, started in 2003, was the largest grassroots effort ever launched in the sport. The TWC initiative came about through the combined efforts of the TIA, USTA, teaching professionals, and many other industry partners. Industry support and exposure (on

RACQUET SPORTS INDUSTRY February 2006 24 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org What the hired by the 17 USTA sections and charged with helping to connect local tennis providers Industry is with resources to grow the game at the grass- Saying About The roots level. The number of TSRs will vary Tennis Campaign depending on the needs of the sections—larg- er sections generally will have more TSRs. “Never have the The TSRs will be supported by a combina- major associa- tion of USTA national and section funding and tions within the will report to their own sections. The national industry worked USTA office has committed $12 million over together as they the next three years to the program, says the are now. Relation- USTA’s Kamperman. ships that were racquet hangtags, tennis ball cans, shoe box once adversarial are now har- inserts, etc., along with signage at the US monious and mutually benefi- Open and US Open Series) has resulted in a Raising Tennis cial.” record number of hits on Awareness —Franklin Johnson, www.TennisWelcomeCenter.com during How do you elevate tennis in the recreational Chairman of the Board and 2005. choices that people have? That’s the key President, USTA Consumers go to the TWC website, input question that the TIA and many others in this “Most indicators their ZIP code, and find facilities and parks in business are working to answer. point to a resur- their area that offer introductory tennis pro- The visibility of the sport continues to gence in tennis gramming where they can easily “Learn to receive a huge boost through advertisements right now, thanks Play Tennis . . . Fast!” A toll-free nationwide on TV and in publications. Special sections on in part to industry- customer-service telephone line was added in the health benefits of tennis were inserted wide cooperation. 2005, too. into a dozen different consumer magazines in Recent tennis ini- tiatives like Tennis in the The website underwent a number of 2005, and increased TV coverage of both the Parks, Cardio Tennis, Tennis improvements and enhancements that have US Open Series of summer pro tournaments Welcome Centers, and the made it easier for consumers to find the infor- (more than 200 hours broadcast) and the US TSRs should continue to mation they need and for facilities and parks Open itself (more than 140 hours) brought increase participation num- to disseminate pertinent details. For instance, the sport to millions of viewers. bers.” in addition to basic information about a TWC Expect to hear more about USTA Junior —Dan Santorum, location and details on introductory pro- Team Tennis (formerly called USA Team Ten- Professional Tennis Registry grams, the TWC has the opportunity to pro- nis for Youth). “We’re going to reposition vide information on all its programs, Team Tennis, to elevate the program to true “Tennis gained more than 1 mil- appealing not just to beginners, but to all ‘league’ status to increase participation” lion players last players as well. The website also allows for among young players, says Kathy Francis, the year. This is proof feedback on programs to be sent to the USTA’s managing director of marketing for that the tennis TWCs. Community Tennis. Also being targeted by campaign—coordi- The Tennis Welcome Center renewal industry initiatives in 2006 will be the approx- nated through the process for 2006, with new benefits and fea- imately 28 million lapsed players in the U.S. TIA—is working, and it is tures, is already under way. For information, “The TIA is very fortunate to have the great news for everyone in visit www.Partners.TennisWelcomeCenter.com. USTA as our main partner,” says TIA Execu- tennis.” tive Director Jolyn de Boer. “Wilson, Head, —Tim Heckler, TSRs: A Sales and Prince are the major TIA Participating U.S. Professional Tennis Asso- Par tners, along with Babolat, Völkl, and other ciation Force for Tennis leading manufacturers who are contributing a “The TIA is the New to the Tennis Campaign is the Tennis percentage of their sales to help fund our glue that keeps Service Representative program. Serving as a efforts. Nearly 80 percent of TIA revenue everyone working “national sales force for tennis,” TSRs are goes directly back into grassroots programs together on the being hired by the USTA sections, with sup- and industry research. We applaud their com- tennis campaign. port from the USTA national office, “to assess mitment to our sport!” From the recent the tennis needs of communities and to help Through the united efforts of all the orga- good news in the industry, it’s clear that we’re people to do their jobs in the most efficient nizations and companies involved in tennis, way possible,” says Mark McMahon, who is moving in the right direction the sport is gaining in visibility and aware- for our sport.” the USTA’s new national manager for the ness. If the recent past is any guide, that TSRs. should transl ate into greater participation. —Dave Haggerty, HEAD/Penn Racquet Sports As of January, nearly 70 TSRs had been It seems these industry initiatives may be

February 2006 RACQUET SPORTS INDUSTRY Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org 25 GettingGetting to to the the Hear Hear With the official launch of Cardio Tennis, opportunities for heart-pumping fitness on the courts abound across the U.S. BYKRISTENDALEY ardio Tennis is sweeping the nation. Approximately Meadow Creek Tennis and Fitness in Lakewood, Colo., cur- 1,000 facilities in the U.S. have made themselves Car- rently offers five Cardio Tennis classes a week. “It’s bringing Cdio Tennis sites, offering this new form of tennis that a nice, healthy, younger group into the club, pe ople who are keeps the heart rate up, the feet mov- coming into their own and will ing, and the calories disappearing. probably be tennis players for a With 5- to 10-minute warm-up long time,” says club owner Adam and cool-down phases, the sub- Kahn. “It’s really hitting the audience stance of the workout is 30 to 50 min- we want it to hit. People are really enjoy- utes of drill- and play-based exercises ing the workout that they’re getting.” designed to keep each player’s heart rate in an elevated yet Cardio Tennis also is making money for pros and facilities. healthy range. “Cardio Tennis is all about v ariety, and that’s David Oom, the director of tennis of the new, six-court MVP what I love about it,” says Cardio Tennis spokesperson and fit- Sportsplex in Grand Rapids, Mich., says his Cardio Tennis pro- ness guru Denise Austin (below), who participated in the gram is on track to bring in about $40,000 to $45,000 in rev- unveiling of the program at the 2005 US Open. enue in th e first year. And while improving the health of the nation, the program “We started Cardio Tennis when the club opened in March will have the same effect on the health of the game. “We’re 2005, with 16 participants in two classes,” Oom says. “By Jan- going to grow the game with Cardio Tennis,” says TIA Presi- uary, we had about 75 people in seven classes, and we expect dent Jim Baugh. “There are 56 million people in America that we’ll have about 100 participants by March 2006.” Oom are involved with fitness activities found in health clubs and charges $15 per person per class and utilizes a lot of live-ball fitness classes on a frequent basis. If we just attract 1 percent drills and competitive games. of those people to Cardio Tennis, we will Oom credits word of mouth, along with a club staff that is increase tennis’ frequent player base by knowledgeable about the program, as the main reasons peo- over 10 percent.” ple have signed on to Cardi o Tennis. “Right now, Cardio Ten- Cardio Tennis has something for everyone, and players of all ability lev- Survey Says: Cardio Tennis Is els can share the court. Greg Moran, A Hit With Sites and Participants director of tennis at the Four Seasons Recent survey results of Cardio Tennis participants and sites Racquet Club in Wilton, Conn., says his show extremely positive reactions to Cardio Tennis. More Cardio Tennis classes have attracted than 250 Cardio Tennis sites responded to a 50-question existing and new players, and have survey. Highlights include these findings: brought former players back. And, Q Sites with Cardio Tennis for at least 3 months have doubled he says, the program’s official web- their participant rates. site, www.CardioTennis.com, Q 61 percent of all sites say they will expand their program has been helping drive offering in 2006. Q business. By simply The averag e facility indicates Cardio Tennis has expanded their revenues by 10 percent. entering their ZIP Q Code on the 92 percent of all sites will continue with Cardio Tennis in 2006. website, players Q 60 percent of participants say Cardio Tennis is a better can find Cardio workout than their normal fitness routine (26 percent say it Tennis classes at is about the same). facilities near them. Q 85 percent say Cardio Tennis is more fun than their normal “We’ve got new people com- fitness activity (15 percent say Cardio Tennis is the same). ing to the club,” says Moran. Q 80 percent say Cardio Tennis is a better workout than tradi- “We get several responses tional tennis. Q each week from area 92 percent will continue in Cardio Tennis in 2006. towns.”

RACQUET SPORTS INDUSTRY February 2006 26 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org What the Industry is Saying rtrt of of Cardio Cardio About Cardio Tennis

“Cardio Tenis ener- gizes pros, because it’s some- thing new and dif- ferent.” —Greg Moran, Four Seasons Racquet Club, Wilton, Conn. “Cardio Tennis increases the num- ber of beginner players, nis is the buzz in the community,” he says. “It’s But Mitten sees another important role for the that’s become the ‘in’ thing in this area, so word-of- Cardio Tennis program. “We charge $10 per per- where mouth advertising has been exceptional for us.” son, per one-hour Cardio clinic,” says Mitten, your Roger Mitten, the regional tennis manager for “whether they’re a member or a nonmember.” future the Wellbridge Company, which operates nine The one-price policy for Cardio Tennis is a depar- revenue clubs in the Minneapolis area, says that eight of ture for Wellbridge, says Mitten. “We decided to lies.” his clubs started Cardio Tennis in September. By make an exception [on the pricing] for Cardio —Roger Mitten, the end of 2005, he says more than 200 people Tennis because we believe it is one of the very Wellbridge Clubs, per month were participating in Cardio Tennis finest pathways to getting beginners to try and Minneapolis sessions at the eight clubs, and that he noticed a play this sport.” “Cardio Tennis is subst antial revenue increase in the last half of the Last year, the TIA held about 25 Cardio Tennis really going to revo- year. workshops for teaching pros across the country. lutionize the game “Part of the credit for [the revenue increase] For 2006, says Cardio Tennis Program Manager because goes to Cardio Tennis,” says Mitten. “But what Michele Krause, plans call for more than 30 Car- we can may be even more significant, at least 20 percent dio Tennis workshops. “We still have a lot of new attract of the people involved in Cardio Tennis are new areas of the country to do training, and we plan people from the to tennis.” to expand our training in other areas as well,” fitness Mitten said that it took the Wellbridge Clubs Krause says. “Also, 75 percent of our sites asked industry.” about three weeks to figure out the ideal times for for more training, and we will give it to them. Cardio sessions. “In the beginning, it was sched- We’ve also added nearly 30 new drills to the —Sophie Woorons, Performance ,Tennis uled early in the morning, hoping to catch people www.Partners.CardioTennis.com website.” Anderson, S.C. before they went to work,” Mit ten says. “But we To become a Cardio Tennis site, facility per- found we had very few people enrolling at that sonnel must request and view a DVD and fill out “It seems that every time. So we did two things: We decided to offer an application. Once chosen as a Cardio site, the time we Cardio Tennis at a variety of times, particularly in facility will be listed on www.CardioTennis.com, do a class, we the early evenings and on weekends. And we also and will receive a kit with free material for the have offered free Cardio Tennis clinics, to draw people program, including a banner, promotional poster, someone in. The response has been great.” counter card, consumer brochures, and a heart- new com- Mitten says his goal is to have 800 to 1,000 rate range poster and chart. Cardio Tennis work- ing out.” people a month participating in Cardio Tennis at shops are also available for approved sites. —David Oom, the eight facilities by the end of 2006. “Based on For information, visit www.cardiotennis.com or MVP Sportsplex, the growth we saw between October and mid- Grand Rapids, Mich. Dece mber, that’s very attainable,” he says. www.partners.cardiotennis.com.

February 2006 RACQUET SPORTS INDUSTRY Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org 27 WelcomingWelcoming Progress Progress The Tennis Welcome Center initiative will continue strong into 2006. articipation in tennis is up for the first time in six years, accord- er helpful tool.” ing to the 2005 U.S. Tennis Participation Study. To continue This year, there will be a national TWC promotion, includ- Pthis momentum, the TIA and USTA are working to strengthen ing news paper ads listing sites in major markets. Consumers the Tennis Welcome Center initiative, which, since its can also continue to access information about local sites by inception in 2004, has given the public a swing- entering their ZIP Code at ing start toward lifelong enjoyment of this life- www.TennisWelcomeCenter.com. time sport. Enhancements to the website last year, For 2006, industry commitments in the which led to millions of page views and hits in form of racquet hang tags, tennis ball can logos, 2005, simplified the search process and provided ads, and tournament promotion have increased. Co-op dollars a link to detailed facility information under each listing, includ- up to $200,000 will also be earmarked for Tennis Welcome ing program offerings and opportunities to contact the facility. Center participants. Leading tennis publications will award TWC sites will have the opportunity to add a tennis-specific top TWCs with recognition and coverage. The new Tennis website to their individual listing on the consumer site. Service Representatives will help support facilities and parks The Gallery Sports Club in Marana, Ariz., signed on as a registered as TWCs. A “Learn to Play Fast” curriculum has TWC last September and saw quick results from ads in local been added for facilities and includes exercises to help play- papers. Club manager Michael Hamilton invited people to free ers learn tennis basics in minutes. beginner classes, and within a month, the club saw 60 new “While Tennis Welcome Center is an initiative rather than players. Becoming a Tennis Welcome Center, Hamilton says, a specific program, we wanted to add some type of program meant more exposure for the club, and importantly, the that would lend a little more dimension,” says Jolyn de Boer, sport. “We want to help people play the game,” h e says. executive director of the TIA. “The use of the curriculum for a —Kristen Daley facility’s beginner program is not mandatory—it’s just anoth-

For more information and to sign up as a Tennis Welcome Center, visit www.Partners.TennisWelcomeCenter.com. StrengthStrength in in Numbers Numbers Growing Tennis 50/50 helps boost participation across the US. n 2005, the TIA and USTA dedicated more than $200,000 to help dollars must be used for advertising and marketing. 70 teaching pros and facilities promote entry-level tennis pro- “The goal of the program is to work with teaching pros who Igrams. This joint effort is part of an initiative aptly named “Grow- are entrepreneurs that are serious about growing their business ing Tennis 50/50.” and getting more people on court,” says TIA National Program Established in 2002, Growing Tennis 50/50 Coordinator Chris Mireles. offers matching advertising/promotional funds to The Weatherford Tennis Association in Weath- help participants attract and retain new adult and erford, Okla., has received 50/50 funds for three junior players. By agreeing to promote entry-level years. “Each year, we’ve increased participation,” programs and investing some of their own says Weatherford’s Bruce Belanger. In 2005, the money, teaching pros and facilities can be award- association used the money for newspaper ads, ed between $250 and $2,500 in funds available radio spots, and the printing and mailing of fliers. for a 50/50 match. Participants then can develop The Hershey Racquet Club in Hershey, Pa., put their own program and ad campaign with the together a 30-second television spot that it cus- assistance of the TIA if needed. tomized and aired locally during major tennis events, Funding recipients are encouraged to maintain a $25 including all four Grand Slams. “Since the time that we started cost per player, a figure that is determined by dividing the with the Growing Tennis 50/50 program, we’ve attracted 300 amount of money spent on marketing by the number of to 400 players as members,” says Paul Harclerode, manager of people who join their entry-level program. The matching the club. —Kristen Daley

For more information and to apply for Growing Tennis 50/50, visit www.tennisindustry.org or www.growingtennis.com.

RACQUET SPORTS INDUSTRY February 2006 28 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org WebWeb Chemistry Chemistry TennisConnect.org is making it easy to service members and increase play frequency, leading to increased profits. BYKRISTENDALEY ince TennisConnect.org’s introduction es, and level or NTRP rating. What the Industry in 2004, the software has offered reli- Q A Group Email Engine allows facilities to Sable resources that are allowing facili- send emails to all members, or to a specif- is Saying About ties and players to stay online and in touch, ic group meeting a select profile. And the TennisConnect.org and that are helping facilities grow their busi- email engine is on a “white list,” so group “Everything juniors nesses—and the game of tennis. emails don’t get blocked by spam filters. and adults need for So far, more than 100 facilities have pur- Q Using the eCalendar, facilities can promote tennis in our state chased and used the TennisConnect.org soft- events and control online event registration. is on our website. It ware. For consumers, the number of visits to Q At TennisConnectForums.org, facilities can promotes my pro- facility websites using the software has been communicate with one another to ask grams and allows growing—from about 8,000 unique visits in questions, share ideas, and access free me to stay better January 2005 to nearly 100,000 by year-end, resources for their website and facility. connected with my players.” with more than 3 million page views and And now, TennisConnect.org’s server —Billy Power, 34,000 enrollable events. also powers Sports InterActive, whose retail Texarkana Country Club, But the TennisConnect.org reach doesn’t service packages provide an online tennis Texarkana, Ark. stop there. National websites like Ten- mall to tennis clubs, pro shops, and special- "We’ve had over nis.com and TheTennisChannel.com now ty retailers that allows them to sell tennis 150 people register provide access to Tennis- and fitness-related products. on our website so Connect.org’s database The Norton Pines far. People are of players, facilities, Athletic Club in always telling me and playing opportuni- Spring Lake, Mich., they love the way ties. “The growth has chose TennisCon- they can get access to all local tennis information.” been strong, and the nect.org for its facility results for our members after researching software with court —Julia Standish, have been terrific,” says Charlie Ruddy, scheduling. The website has also provided an Billings Tennis Association, developer of TennisConnect.org. ease of communication between the club’s Billin gs, Mont. With TennisConnect, facilities can create staff and 1,000 tennis-playing members. and manage their own websites, web-host- “TennisConnect.org was perfect for what we “TennisConnect is a ing included, with features to promote and needed, and the price was amazing,” says great communica- support their business: Chris Wilton, director of tennis at Norton tion and service product plus it is Q The Online Tennis Court Scheduler allows Pines. very affordable” players to reserve court time 24/7. Players Versions of TennisConnect.org can be receive email confirmations, and the facili- obtained through the TIA’s Retailer Plus —Mike Woody, ty receives notifications and a complete ($295) or Facility Plus ($595) membership. Midland Community Tennis Club, audit trail. Midland, Mich. For information about TennisConnect.org, Q Player Match provides an online database “Having the ability contact the TIA at 843-686-3036 or visit of player profiles, which include playing to control my whole www.tennisindustry.org. preferences, general availability for match- website and decide what needs to be New for 2006! changed or updated and do it with ease Now, for a one-time set-up fee of only $99, engine and Find a Game service. This valu- is awesome. I see Tennis Welcome Centers and Cardio Ten- able tool is a “lite” version of the powerful our new website as the main nis sites can have an individual tennis-spe- TennisConnect.org software and will make source of our communication cific website with features that will allow it easier for people to find programs and and promotion of our programs.” them to post information about their pro- partners. For more information call the TIA —Dan Bonfigli, grams and actitivies, receive online regis- at 843-686-3036 or visit TennisCon- Racquet's Edge, tration, and use a powerful group email nect.org.

February 2006 RACQUET SPORTS INDUSTRY Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org 29 MarketMarket Knowledge Knowledge The extensive research available from the TIA will help you increase your business, and your profits.

unning a business these days is all about information. quets, footwear, apparel, and accessories. Business ratios And in tennis, no one is more keyed into the informa- provided include revenue per square foot, stock turns by tion business than the Tennis Industry Association. product group, capital expenditure plans, and pay structure R for staff (employed, contract, hourly, etc.). Through the TIA, you and your business can have the market intelligence that you need to maintain a competitive edge that Tennis Facilities Database will help you stay alive and thrive. As the research source for every type of retail shop or facil- and Operational Analysis ity, the information you can receive from the TIA—in con- The TIA compiles and maintains the most comprehensive junction with Sports Marketing Surveys USA, one of the and acc urate record of tennis facilities in the U.S. The TIA leading market research firms in the country—will lead to Database consists of more than 9,000 facility listings, includ- increased business and greater profits. More than 50 tennis- ing 12,000 industry contacts. A separate retailer, media, pub- specific research reports are available each year to TIA mem- lication, and tournament list is also maintained. The ber companies, organizations, and manufacturers. The application and renewal process for Tennis Welcome Centers amount and type of research available to TIA members varies and Cardio Tennis is also supported through this system. with the membership level and type of business. Database contents includes: address, contact names (pro, “We interview more than 30,000 tennis players, 10,000 manager), telephone, fax, e-mail, number of courts by type, facility owners, and 2,500 tennis retailers throughout the type of facility (private, commercial, etc.), tennis retail space, year,” says TIA Executive Director Jolyn de Boer. “Our and volume. From this, the TIA conducts cost of doing busi- research and market intelligence reports will help tennis busi- ness surveys (such as marketing, maintenance, utility costs, nesses of all sizes determine what they need to do to stay etc.) and establishing tennis operation benchmarks (such as profitable, and to increase their profits.” the number of members per court, dollars generated per All levels of TIA membership include either overviews or court, etc.) and industry standards. executive summaries of all TIA research. The TIA can also run customized research to fit the specialized needs of any busi- For Manufacturers ness. Here’s a quick overview of some of the research avail- Specialty Retail Audit able to members: These quarterly reports monitor racquets, footwear, and strings through the pro/speci alty channel and tell what is sell- For Retailers & Facilities ing at the brand and model levels. The TIA compiles data Cost of Doing Business Report monthly from more than 75 retail The Cost of Doing Business Report, which tells business- outlets that are representa- es how they compare to facilities or retail shops of simi- tive of the country by lar size and type, is an essential reference tool for both region and store size. For tennis facility and tennis retailer members. For your busi- racquets, monthly reports ness, you can use this data to benchmark key operating are available that include areas. brand share and best-sell- Q For Facilities: The report provides a comprehensive ing models, plus full quar- study of operational data by region and type of facility, terly reports that include including range of revenue expectations, expenditures, brand share by product and business ratios, such as revenue per court, percent attribute (such as head size of gross revenue spent on rent, utilities, salaries/wages, and composition). Quarter- insurance, repairs and maintenance. It also includes capital expenditure plans. ly reports for footwear and strings include brand Q For Retailers: A comprehensive study of operational data share and best-se lling SKUs. for tennis retailers by region and type of store , including Dealers who contribute to the audit receive a monthly range of revenue expectations and expenditure. The report price-check report and a quarterly summary of the also includes amount of floor/wall space allocated to rac- pro/specialty tennis market.

RACQUET SPORTS INDUSTRY February 2006 30 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org What the Industry Dealer Trend Surveys is Saying About The Dealer Trend Survey evaluates manufacturers’ performance among pro/specialty deal- TIA Research ers, tracking dealers’ attitudes toward their suppliers and telling what dealers really are thinking. Each bi-annual report is from mail and telephone interviews with 100 deal- “The research tells ers, representative by region and store size. The reports me where my busi- include a Dealer Confidence Index, dealers’ verbatim com- ness stands, which is something that ments, and forecasted sales changes by brand, along with every retailer needs ratings of suppliers for sales reps, customer service, product to know.” delivery, product innovation, and advertising promotion. Dealers who respond to the survey receive a summary of —Chris Gaudreau, the results to see how their industry experience compares The Racquet Koop to the marketplace. “If I am looking for Consumer Reports what dealers or con- Early- and late-season Consumer Reports on racquets, footwear, strings, and apparel evalu- sumers are think- ate buying and playing habits, brand strength, and brand image among frequent players. ing, I look to the TIA The report defines attitudes and habits of the most avid for research.” tennis players, who are the heart of your market. —Brian Dillman, Each year the TIA conducts more than 2,500 in-depth, Wilson Racquet Sports face-to-face, and online interviews with avid players. The “The TIA market data consists of playing characteristics, buying habits and summaries are very motivations, brand strength (including awareness and informative and propensity to buy), brand image, sources of information, have helped our and influences at point of purchase. business plan. The Do you have an issue you want to know more about? cost of doing busi- The TIA, in conjunction with Sports Marketing Surveys, ness reports are can design and create tennis consumer research studies another example of how we can stay competitive with to investigate any marketing issue. They have access to these tools from the TIA.” tennis players online and at events, and a custom tennis consumer panel is being developed. —Ajay Pant, Tennis Corporation of America Distribution Study “At Prince, our This report gathers retailer information from manufacturers to produce an in-depth analysis sales and product o f the size of the pro/specialty tennis racquet and footwear market by region. The database people use TIA can now be used to produce custom studies such as: allocation of sales territories, market research results to size for sales territories, analysis by drive-times and smaller geographical areas of the U.S. monitor how our products and our Census Reports company is doing in The quarterly census reports conducted on racquets, balls, and strings define the total size the marketplace. Knowledge is power, and we are able to of the U.S. market. These reports enable participating companies to track market changes plan or remediate faster and determine their own market share. Ball and racquet shipments are also closely corre- because of the TIA supplied lated to tennis participation. information.” The reports consist of confidential quarterly reports provided by all manufacturers on —Doug Fonte, wholesale shipments (units and dollars). The surveys are conducted by an independent Prince Sports third-party accounting firm, W&W Services Inc. Q

Tennis Participation Study The annual Tennis Participation Study monitors national participation rates, player profiles, and the “state of the game.” The study is conducted by The Taylor Research & Consulting Group and Sports Marketing Surveys, in conjunc- tion with the TIA and USTA, and provides data nationally, by region, by USTA section, and by state. Data is compiled from more than 25,000 nationally representative screening interviews, along with in-depth intervie ws with 1,500 ten- nis players, 1,000 non-players and 1,000 former players.

February 2006 RACQUET SPORTS INDUSTRY Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org 31 EconomicEconomic Leverage Leverage Through benefits and services with TIA affinity partners, you can reduce costs and expenses, boost your bottom line, and more.

re you losing too much money every time you process a credit-card transaction? Are you tired of Shipping Discounts Apaying hefty shipping charges when you need to Need to ship product? As a TIA member, you can enjoy dis- send product? Ar e you worried your insurance isn’t cover- counts with some of the country’s pre- ing your business adequately? Well, the TIA is working to mier shipping companies. To receive help you reduce your expenses and gain more value for any of the program discounts below, call your dollar. 800-MEMBERS. Through an expanded list of partnerships, TIA members DHL offers rates as low as $12.95 for can benefit from a wide variety of money-saving initiatives overnight shipping, with no weight lim- and services. “We’ve put together a first-class roster of ben- its for DHL’s ShipReady Package service. efits and services, and we’re always looking to expand our Airborne Express offers savings from offerings to members,” says TIA Executive Director Jolyn de 20 percent to 40 percent to TIA mem- Boer. “Together with our affinity partners, we’re reaching bers, based on shipping volume. out to the entire industry—retailers, pros, facility operators, Menlo Worldwide, which provides manufacturers, associations, and more. And we’re going to heavyweight ai r freight delivery, offers up to 45 percent sav- continue to add value to TIA membership.” ings. Roadway Express & Yellow Freight System offers up to 52 TIA Merchant percent savings on LTL (“less than truckload”) services. Card Services Travel Discounts The new Merchant Card Services agreement with Preferred The TIA Advantage Card offers hotel, air, Card Services brings credit-card pro- car rental, event, and other discounts for cessing rates down as low as 1.23 all TIA members through the Active.com percent, plus 25 cents per transac- network. Enjoy savings when you travel tion. It’s one of the most competi- on airlines such as American Airlines or tive rates in the country. “With our America West, or rent cars through Budget or Avis, or stay at TIA Merchant Card Services pro- hotels such as the Comfort In n, Quality Inn, Clarion, and many gram, we’re making it much easier others. for retailers and facilities to keep TIA Advantage Card discounts also extend to dining and more of the money they earn,” says entertainment, event tickets (including with TicketMaster), de Boer. “As soon as you join the savings at Barnes & Noble, travel assistance programs, and TIA, you’re immediately eligible to much more. take advantage of our Merchant Card Services agreement.” Insurance Discounts Preferred Card Services has helped retailers save hun- The TIA Sports N’ Sure program, provided by Stratus Insur- dreds, and thousands, of dollars per year. By working with ance, is designed to meet your general and/or product liabili- the entire tennis industry through the TIA, PCS can leverage ty needs. For TIA members, it’s solid, affordable insurance the buying power of retailers and facil ities. In addition, PCS coverage at competitive rates. lists many Fortune 500 companies as its customers, so it As a bonus ,Sports N’ Sure is available through your current can pass on these significant savings to tennis retailers, too. insurance agent—there’s no need to switch agents or compa- “We know how to service both small and large retailers,” nies. A new program for 2006 is being tailored for TIA retail says James Parmes, the national sales manager for Pre- and facility members. ferred Card Services. “As a TIA member, we’ll work with For more information about these membership benefits and you to come up with a plan to increase your profitability.” services through TIA Affinity Partners, contact the TIA at 843- For a free comparison quote or for more information, 686-3036, email [email protected], or visit www. contact Parmes at 800-656-0077, ex. 16, or email him at TennisIndustry.org. [email protected].

RACQUET SPORTS INDUSTRY February 2006 32 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org NetNet Advantages Advantages Enhanced websites for the tennis industry provide news, trends, and information to help you build your business. asily accessible information has been a key factor in helping this sport to grow, and the internet has certain- TennisWire.org Ely become a key in terms of keeping TIA members, and There’s an easy way to stay on top of all the industry news the industry as a whole, informed about what’s going on in and product releases from top manufacturers and companies the business of tennis. in tennis —by visiting www.TennisWire.org. This searchable database provides the latest press releases, stories, and more TennisIndustry.org from tennis manufacturers, suppliers, and organizations. You can find all sorts of research on trends in tennis, details “Nowadays, no one has enough time to stay current on all on TIA programs, links to industry resources and more at the the developments in the industry,” says TennisWire.org Edi- TIA’s website, www.TennisIndustry.org. A dynamic, multime- tor Liza Horan. “With TennisWire.org, you can get all the dia introduction to the site reflects the TIA's mission—to pro- information in one place, immediately.” mote the growth and economic vitality of tennis. Press releases are submitted by TIA members at the Sup- The site’s easy-to-navigate design gives prospec- porting Member level and abo ve. The releases also are tive members access to information to help them distributed via the TennisWire.org discover the benefits of member- newsletter to tennis writers ship, and through the TIA’s and newspapers across the extensive research partner- country, as well as to 12,000 ship with Sports Marketing industry contacts. Visitors to Surveys USA, current mem- TennisWire.org can sign up for bers can access key infor- a free email newsletter that mation that can greatly summarizes news that pro- influence their business. vides insight. As the No. 1 research In addition, you can add content from Ten- source in tennis, more than nisWire.org to your own website. We offer options that allow 70 tennis-specific reports are available your technical team to tailor how the headlines appear, for full online for TIA members, such as the Market Intelligence integration with your own bra nded site. Visit TennisWire.org Reports, which contain vital research on every aspect of the to find out the latest in the tennis business. Tennis Marketplace. It’s all just a click away with streamline secure online access. Additional Industry Sites While the online research feature is the main component In addition to TennisIndustry.org and TennisWire.org, the TIA of the website for members, other features include grow-the- also manages many other websites: CardioTennis.com, Part- game act ivities and program information, industry news, ners.CardioTennis.com, GrowingTennis.com, TennisCon- research descriptives, and surveys for facilities and retailers. nect.org, and the revamped TennisWelcomeCenter.com and “Our website describes all the tools and services available Partners.TennisWelcomeCenter.com. so that large and small businesses can continue to grow and This year, the TIA will develop a new website for retailers, profit, which in turn will help grow the sport,” says Jolyn de TennisRetailers.org. Plea se visit these sites for more informa- Boer, executive director of the TIA. tion on their specific role in the industry.

Find a Game, Find a Facility, Find a Program For more than a year, a free service has been helping thou- provides access to a broad selection of thousands of regis- sands of people find exactly what they’re looking for in ten- tered players. Whether looking for a game, a place to play, nis. On websites such as Tennis.com and or an appropriate program, players can search using a wide theTennisChannel.com, players can go to a “community” variety of criteria, including location, NTRP rating, age, gen- page and search for programs, players, or facilities—an der, availability, etc. easy way to help them get out onto the court and enjoy the Any company or organization involved in tennis can easi- sport. ly add this community page to their own websites. Visit Registering for the service isquic k, easy, and free, and it www.Tennis.com or www.theTennisChannel.com to see how

February 2006 RACQUET SPORTS INDUSTRY Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org 33 SupportSupport Your Your Industry Industry The TIA puts your membership dollars to work. Over the past nine years, nearly 80 percent of TIA revenue—more than $16 million—has gone to supporting grassroots programs. Individual Member ($100) Facility Plus + Member ($595) (For individuals from the tennis industry) (Facility operators who use technology to con- Q Support for the Tennis Campaign nect with their players) Q TIA Merchant Card Services Q Support for the Tennis Campaign Q TIA Advantage Q Q Access to www.TennisConnect.org Overview of Tennis Participation Study Q Facility “Cost of Doing Business” Research Q The Tennis Marketplace Executive Summaries Q Q Executive Summary Tennis Participation Study TIA shipping discounts Q The Tennis Marketplace Executive Summaries Q TIA Merchant Card Services Retailer or Facility Member Q TIA Advantage ($250) Q TIA shipping discounts (Tennis retail or facility operators) Supporting Member ($1,000) Q Support for the Tennis Campaign (Major retailers, facility operators, companies, Q Retailer or Facility “Cost of Doing Business” Research organizations, and associations) Q TIA Merchant Card Services Q Q Support for the Tennis Campaign TIA Advantage Q Q Execut ive Summary Tennis Participation Study Newsmaker access to www.TennisWire.org Q Q Full Report of Tennis Participation Study/Executive Summaries The Tennis Marketplace Executive Summaries Q Q TIA shipping discounts Access to TIA's USA Facilities Database Q Facility and Retailer “Cost of Doing Business” Research Retailer Plus + Member ($295) Q The Tennis Marketplace Executive Summaries Q Access to www.TennisConnect.org (Retailers who use technology to connect with Q TIA Merchant Card Services Q their customers) TIA Advantage Q TIA shipping discounts Q Support for the Tennis Campaign Q Retailer version of www.TennisConnect.org Participating Partner Q Retailer “Cost of Doing Business” Research Q Executive Summary Tennis Participation Study (Assessment*) Q The Tennis Marketplace Executive Summaries Q TIA Merchant Card service (Ultimate TIA partner who desires all the TIA Q TIA Advantage products and services) Q TIA ship discounts Q Support for the Tennis Campaign Q Full Reports of All Specialty Retail Audit Research** Q Full Reports of All Dealer Trends Surveys** Q Full Reports of All Consumer Reports** Q Quarterly Census Reports** Q Full Report of Tennis Participation Study/Executive Summaries Q Newsmaker access to www.TennisWire.org Q Access to all TIA Databases (Facilities, Retailers, Media) Q The Tennis Marketplace Executiv e Summaries Q Facility and Retailer “Cost of Doing Business” Research Q Access to www.TennisConnect.org Q TIA Merchant Card Services Q TIA Advantage Q TIA shipping discounts * % of sales **Research available in area of manufacturing

RACQUET SPORTS INDUSTRY February 2006 34 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org THEBENEFITSOFTIAMEMBERSHIP Individual Facilities & Supporting Participating Members Retailers Members Partners SERVICES TIA Merchant Card Services TIA Advantage / Shipping / Insurance ••• • WEBSITES (secure research access and industry news) ••• • TennisIndustry.org TennisConnect.org (Facility Plus+ Member, Retailer Plus+ Member) ••• • CardioTennis.com • • • • • • Partners.CardioTennis.com • • • • TennisWire.org (Contributing Newsmakers) GrowingTennis.com •• TennisWelcomeCenter.com ••• • Partners.TennisWelcomeCenter.com ••• • RESEARCH ••• • Tennis Participation Full Report/CD annual • Executive Summary annual •• Overview annual •• • The Tennis Marketplace ••• • Executive Summary mid-year/year-end • Cost of Doing Business Reports ••• • Tennis Retailers annual • Tennis Facilities annual •• • Specialty Retail Audit •• • Full Report-Racquet quarterly/monthly • Full Report-Footwear/Strings quarterly • Dealer Trends Survey • Full Report-Racquet/Footwear/Strings early/late season • Consumer Reports • Full Report-Racquet/Footwear/Strings/Apparel/Balls mid-year/year-end • Census Reports • Racquets/Balls/Strings quarterly • Facilities Database • U.S. Tennis Facilities • Media/Retailers/Industry Contacts •• •

February 2006 RACQUET SPORTS INDUSTRY Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org 35 TENNIS INDUSTRY ASSOCIATION Partners for P.O. Box 7845 / 117 Executive Center Hilton Head Island, SC 29928 Profitable Growth Tel: 843-686-3036 Fax: 843-686-3078 TIA 2006 MEMBERSHIP

Contact Name: ______Company Name: ______Address: ______City: ______State: ______Zip: ______Phone: ______Fax: ______Email: ______Company Web: ______Membership Levels: ____ $100 Individual Membership ____ $250 Retailer or Facility Member ____ $295 Retailer Plus Member ____ $595 Retailer Plus Member ____ $1000 Supporting Member ____ Participating Partner (please contact me) Please mail or fax credit card # to fax: 843-686-3078 Please return this invoice along with your check (made payable to the TIA) or credit card information to: Tennis Industry Association • P.O. Box 7845 • Hilton Head Island, SC 29938

Payment Method: ____ Check Enclosed Credit Card # ______Exp. Date. ______Thank you for your support! Cardholder’s Name: ______What TIA Services Do For YOU! Service Benefit to YOU TIA Merchant Card Services • Reduce your credit card transaction fees TIA Advantage • Reduce travel costs TIA Shipping Discounts • Reduce freight charges TIA Insurance • Reduce business costs Growing Tennis 50/50 • Get matching $’s to invest in YOUR marketing TennisConnect.org • Better communication and service to your members Tenniswire.org • See all the latest news and press releases at one site Support for the Tennis Campaign • Increase participation and our sport’s revenues RESEARCH • Know what consumers, competitors, and the industry are doing Cost of Doing Business – Retailers • Know what your peers are doing Cost of Doing Business – Facilities • Know the economic makeup of facilities throughout America Grow your business. Grow your industry. 36 RACQUET SPORTSJoin INDUSTRY theFebruary TIA 2006 now! Call 843-686-3036 or visit www.TennisIndustry.org e don’t want to say, “We told you so,” but news for your business in 2005, and we pre- W it’s hard to resist it. As 2005 dawned, we dict it will continue to be good news for you in predicted it would be a year of growth for the 2006. sport. And that’s exactly what happened. Manufacturers are realizing what con- In 2005, we added more than a million sumers want in racquets, shoes, and apparel, recreational players, the number of frequent and they’re giving it to them in—for the most players increased, racquet sales increased in part—measu red amounts. Court builders are both units and dollars, total “play occasions” busy building and resurfacing courts, and tak- increased, court builders were busy, atten- ing their cues from an aging population look- dance at pro events in the U.S. was up—in ing for more forgiving surfaces. Marketing other words, it was all good. campaigns are targeting the millions of lapsed In fairness, it wasn’t that difficult to predict players and getting new players into the game. that initiatives put forth in 2004 and 2005 by All this will mean increased business for you. the USTA, Tennis Industry Association, the Last year, we were right on the money. And teaching pro organizations, and other groups we once again predict that’s exactly where you would begin to bear fruit. But all this was good will be in 2006.

February 2006 RACQUET SPORTS INDUSTRY 37 PopularPopularWhether it’s high fashion or high performance, Appe App the new t apparel is hitting all the right notes for your customers.

BYCYNTHIASHERMAN In 2006, tennis apparel borrows concepts from the fashion ity and endless merchandising possibilities. Moisture-wick- world while promoting comfort, performance, and active ing, antimi crobial fabrics make use of vibrant colors, cross-over styles that effortlessly move from on-court to off- details, and patterns, which translates into outfits for liter- court. Accessory pieces extend the lines for added versatil- ally every body.

Adidas Haute couture has made the leap into tennis this year with Stella McCartney’s high- style collaboration with . Multi-layered dresses and tanks coordinated with mix- and-match micro- short skirts, fitted polo shirts, and longer tennis short New Balance’s perfor- tights perform double duty as mance-oriented fash- tenniswear and fashion state- ions for men and ment. The line is augmented women are fabricated by coordinating shoes, crop with UV protection jackets, and accessories materials, along with and geared to the late moisture-wicking teens through 20s set. capabilities. The www.adidas.com; mens’ Zip Polo and Tennis Crew’s stretch mesh inserts 800-448-1769 and back vents offer breathability. The women’s Circuit Top and Skirt emphasize a sleek athletic silhouette complimented by knit details on the V-neck and side seam of the skirt. www.newbalance.com; 800-343-1395

38 RACQUET SPORTS INDUSTRY February 2006 tennisealealFila Promoting “sport couture,” continues to be fashion forward, combining all the technical aspects of tenniswear (performance, moisture-management, UV protection, and antimicrobial properties) with ele- ments from the fashion world. Purples and pinks for women, blues in the men’s line, and greens overall, combined with the textures of jerseys and ribbing emphasize the crossover from fashion into tennis and activewear. Fila identifies its 30- to 50-year-old demo- graphic as affluent, educated, and well-rounded, for whom sport is their identity. www.fila.com; 410-773-3000

LBH & Lily's Lily’s and LBH again reflect the diversity of high-tech fab- rics combined with the look of the moment. With Lily’s having a slightly fuller fit and LBH promoting a more ath- letic cut, both lines offer a flattering fit for everyone. Tradi- tional patterns make a comeback with an updated twist, like a drop-waisted pleated skirt or skort/split skirt. Lots of color—purples, blue-greens, reds, limes, hot pinks, and graphite—mix with geometric patterns along with textures (piques, tone on tone, jacquards) to create a diversity of style and design. Again, additional activewear pieces extend the lines for more versatility. www.lbhgroup.com; 800-421-4474

February 2006 RACQUET SPORTS INDUSTRY 39 Kaelin & Kaelin, a division of Diadora America Inc., introduces a new line each month in '06, in a variety of patterns and colorways. Creative prints, soft hues, and vibrant colors like yellows, blues, and limes top its tennis fash- ions, which extend into team outfits and a full line of menswear. Technical Meryl fabrics afford flexibility, breathability, and moisture-wick- ing and stay fresh-looking for matches and beyond. Diadora's emphasis on technical wear a nd younger team wear are still going strong and are its biggest market. Limes and soft pinks make a strong showing. www.diadoraamerica.com; 800-252-5415

Lejay New collections for Lejay feature the crossover look so hot right now, ranging from its hip and trendy pieces for the teen to 35-year-old age group (Heartbeat collection) to the more mainstream country-club look. Unique paisleys and prints feature bright pinks and grass greens, corals, deep purple, oranges, and yellows. Lejay incorporates LeDry moisture management fabric with Meryl high-end nylon, for fashion statements that translate well on and off the court. www.lejay.com; 800-932-7535

40 RACQUET SPORTS INDUSTRY February 2006 Bälle de Mätch Waving its “courtwear everywhere” banner proudly, Bälle de Mätch empha- sizes the crossover from tennis, to beach, to fitness, and beyond. Bälle has expanded its women’s collection for spring with broader mix-and-match options, using pink as one of its focal points. With eight collec- tions, varied fits for athletic and more conservative types, Bälle has expanded its demographic and continues to pro- vide new lines of kids’ and men’s tenniswear. Team ten- nis is big for Bälle due to broad selections and a no-wait shipping and stocking capability. 800-356-1021

Bollé Bollé makes a splash this year with a new line of undergarments tagged “Barely Bollé.” These functional, streamlined bike shorts, panties, sport bras, and seamless tank tops can be lay- ered under Bollé’s striking graphic prints, which reflect trendy details like embroidery, hardware, and creative trims. Retro designs featuring drop-waist pleated skirts and faux pleats are incorporated into the spring and summer fashion groups; and shorts within shorts are introduced for the first time in the team collections. Hot color combos include pink with white and black; yellow with white and navy, and cucumber green with black and white. Bollé’s fashion fits are moderately cut, appealing to a slightly older demographic. www.bolle.com; 800-222-6553

February 2006 RACQUET SPORTS INDUSTRY 41 GetGetIn tennis footwear, Your Your companies are cutting Kicks Kicks the weight

while upping the quality. BYJAMESMARTIN his season, tennis shoes are lighter, slimmer, and sleeker panies have succeeded and others have come up a bit short. T than ever. It’s as if the industry made like Anna Nicole “Reducing weight is great, unless you’re sacrificing stabili- Smith and took a big hit of Trim Spa. ty,” Sharnoff says. “And one of the trends we’re seeing is How are companies trimming the fat? They’re using light- shoe companies not putting as much support into their shoes, weight materials, such as thermo plastic urethane, to provide particularly in the upper, to keep weights down. It’s not every- support in the heel and arch areas. And we’re seeing an one, and in many cases the lack of support may only be an increasing, and creative, use of different types of mesh in the issue for serious, aggressive players.” upper, which not only produces lighter shoes, but also makes In other words, the shoes aren’t as uns table as Anna Nicole them more breathable and comfortable. Smith, but they could use a little more beef. “It’s an encouraging sign that manufacturers are delivering But overall, Sharnoff says, “The industry is heading in the lighter shoes for the court,” says David Sharnoff, a podiatrist right direction. They’re making higher quality products that’ll in Shelton, Conn., and footwear advisor to both the WTA tour keep you comfortable and help you reach more balls—and and Tennis magazine. “The lighter your shoes, the faster play better tennis.” you’ll be on the court.” Here’s a rundown of the spring’s hottest models, with But as we all know, losing weight isn’t easy. The trick is to input from Sharnoff, who’s coordinated wear-testing for Ten- shed the pounds, n ot the muscle. In this regard, some com- nis magazine of all the latest and greatest. Adidas Barricade IV If you had to pick one of the most popular shoe down just a tad, too, but without sacri- lin es of the last few years, the Barricade would ficing a supportive fit. “This is an exam- be on top of that list. It’s long been one of the ple of a shoe with excellent upper standard-bearers for stability, durability, and stability for aggressive players,” comfort for advanced players. What’s new with Sharnoff says. The Barricade IV will be the fourth incarnation? Not much—and that’s a worn by many pros, including Justine good thing. Henin-Hardenne, Mardy Fish, and Fer- The shoe delivers excellent stability and sup- nando Gonzalez. port, but Adidas did manage to get the weight 800-448-1796; www.adidas.com Nike Air Zoom Vapor 3 and Air Zoom Mystify Although they go by different names, the Vapor 3 Sharapova, respectively, will appeal to for men and Mystify for women are the same hard-core players looking for a stable, shoe. The main selling point is the low-to-the- light game-day shoe. “The stability in ground ride, which helps you turn on a dime with- the upper could be a bit better,” out losing stability. Think of it this way: When you Sharnoff says. “And while it’s comfort- make a sharp turn, would you rather be in an SUV able, this isn’t a shoe you’ll want to wear that could tip over or a Ferrari that hugs the road? all day long. It’s for performance on the The Vapor 3 (right) and Mystify, which Nike court.” says were “inspired” by Roger Federer and Maria 503-671-6453; www.nike.com Fila Torneo Although Fila has a few new models this spring, “It’s a big improvement for Fila.” For the one that offers the best all-around perfor- Tennis magazine wear-testers, it was the mance is the Torneo. An update of the Axelis D, shoe’s comfort that made it a huge hit the Torneo features the same upper and midsole among female players. but has a softer, lighter, more supple upper. “The 410-773-3000; www.fila.com strength of this shoe is comfort,” Sharnoff says.

42 RACQUET SPORTS INDUSTRY February 2006 Babolat Team All Court This is Babolat’s first foray in the U.S. footwear market. And it’s a secure fit. And the shoe got some star power behind it—Andy Roddick, who wears the features a Michelin rubber Team All Court. Of course, if A-Rod’s endorsement can help outsole. Perhaps the most drive sales of the Team All Court the way his official stamp has important thing to know is made his racquet, the Pure Drive, the hottest frame of the last that the Team All Court few years, Babolat’s going to have a winner on its hands. runs a half-size short. So, The men’s-only shoe, which closely resembles a competi- for example, if your cus- tor’s (we’re not naming names), is designed as a stability shoe. tomer takes a size 11, put him into a It has a mid-foot support strap that attaches to the laces and size 11-1/2. works its way under the arch and attaches to the other side for 877-316-9435; www.babolat.com New Balance CT/WCT 1002 Typically, New Balance shoes are known for their as some other New Balance models,” Sharnoff superior comfort and cushioning, and the fact says, “but it has good stability, which will appeal that they’re available in different width sizes. But to more serious players.” The CT/WCT is also with the CT/WCT 1002, New Balance puts an available in width sizes, and the men’s ver- emphasis on stability, thanks to an integrated lac- sion comes in a white and a more aggres- ing system. sive blue. “This model might not have as cushy of a ride 800-343-1395; www.newbalance.com

Wilson Wildcard This women’s only shoe should prove “It’s not necessarily a competitive game- extremely popular with the country-club set day shoe for advanced players,” Sharnoff for two reasons. One, it’s got a classic look. says. “It’d need more mid-foot and upper Two, it’s an extremely comfortable, cush- support for that. But for club player com- ioned shoe that can be worn on and off the fort , this one will be tough to beat.” court. 773-714-6400; www.wilsonsports.com

Prince T9 Roadster Prince’s latest model is pretty light, with good venti- evaporates. “I’d call this a good comfort lation, to keep your feet cool and comfortable. But shoe with moderate stability,” Sharnoff it’s not just the mesh that keeps your feet dry. The says. T9 Roadster has Dri-Lex lining, which pulls moisture 800-283-6647; away from your feet and toward the mesh, where it www.princetennis.com

K-Swiss Ascendor SLT and Glaciator SCD The Ascendor SLT (right) is a lightweight, game-day shoe moisture-management technology in with a striking feature—the upper is made primarily of a the collar lining to wick sweat away mesh with a poly/nylon coating to keep the weight from your foot. “It’s also comfort- down. “Wear-testers also found the shoe to offer excel- able,” Sharnoff says. “Fans of K- lent comfort,” Sharnoff says. The one question: Will the Swiss are really going to love this mesh upper provide enough stability for serious players? model. It has comfort, stability, The Glaciator SCD, meanwhile, is all about keeping ventilation—it’s all around a good your feet cool. The shoe has a heat-deflecting material in shoe.” the midsole, huge mesh vents in the upper, and Fautex 800-291-8103; www.kswiss.com Diadora Attax DA 2 The Italian company, which is best known for its soc- keep you on an even keel. There’s cer equipment, has a new tennis model this spring, also extra cushioning in the forefoot the Attax DA 2. It has the Axeler Technology—a and heel. thread-like alloy that snakes its way through the out- 253-520-8868; sole to help guide the foot to a proper landing and www.diadoraamerica.com

February 2006 RACQUET SPORTS INDUSTRY 43 FramesFramesFor spring, manufacturers have perfected of of their techniques, Refe Refe offering higher quality, better products. BYJAMESMARTIN

f 2005 was the year of big racquet introductions, like curve won’t be as great as it was last year. I Prince’s O3 and Head’s Flexpoint frames, the 2006 “You’ll have an immediate sense about the racquet and spring season is all about expanding and refining its target audience,” says Tennis magazine Equipment Advi- existing product lines. For retailers, that may not sound sor Bruce Levine. “That’ll make the retailer’s job of selling like the most exciting news, but the situation offers frames much easier.” many advantages. There’s another reason racquets should fly off the First and foremost: Manufacturers have had time to shelves—the variety. This season, companies have intro- perfect innovations and use them in slightly different duced enough frames to s atisfy almost any player, from applications. It’s like going from Windows 98 to NT. older hackers who want powerful oversize frames to Net result: You’re selling higher quality, slightly more advanced players interested in demo-ing control-oriented sophisticated frames. You, and your customers, should racquets. also be familiar with the technologies, so the learning Here are the season’s highlights. Head www.head.com; 800-289-7366

When Head released its Flexpoint technology last At 9.3 ounces, the Instinct Team is about a season, many advanced players were asking the half-ounce lighter, but it’s also got more weight same question: Where’s the Flexpoint Prestige? toward the head, so it still packs a punch. Well, Head waited until this spring to unveil the This racquet is ideal for the latest incarnation of its franchise frame. aggressive baseliner who The Prestige first came out in the early 1990s, hits a heavy ball. The and over the years its been updated with Intelli- Radical Team is 9.9 gence and Liquidmetal. Now players will get a ounces versus the crack at the Flexpoint Prestige. What’s different, Flexpoint Radical’s of course, are the holes, and dimples, at the 3 10.4 ounces, and it, and 9 o’clock positions of the head, which allow too, has more weight the frame to cup the ball on the strings for a split toward the head. second longer for more control. Both Team frames “It’s the type of technology that’ll let you hit also feature slightly with a bit more power and control,” Levine says. thicker side walls and a “Prestige fans, in particular, will appreciate the more open string pattern difference.” to deliver extra spin. The Flexpoint Prestige is available in three “Two types of players models: the 90-square-inch mid, the 98-square- will want these racquets,” inch mid-plus, and an extra long, 27.3-inch mid- says Head’s Roger Petersman. plus. All of them tip the scales at around 12 “Juniors coming up who can’t ounces. handle the weight and heft of the Juniors and older players who’ve lost a step Flexpoint Radical and Instinct, will be interested in another pair of Head frames. and older players who’ve used You may remember that last year the company those frames but now require introduced the Flexpoint Instinct and the Flex- something more user-friendly.” point Radical. This spring, you’ve got the Flex- point Instinct Team and Flexpoint Radical FLEXPOINTPRESTIGE Team. The hook: each frame is designed to be FLEXPOINTINSTINCTTEAM easier to swing and produce more power and FLEXPOINTRADICALTEAM spin.

44 RACQUET SPORTS INDUSTRY February 2006 O 3 W H I T E O3 HYBRID HORNET O3 HYBRID SHARK erenceerencePrince www.princetennis.com; 800-283-6647 Over at Prince, the story continues to be O3 tech- is endorsed by Maria Shara- nology—the large, grommet-less holes in the head pova, the Hybrid comes that allow for more string movement, which in turn in a 100-square-inch create a more forgiving string bed and bigger mid-plus and a 110- sweetspot. Last year, there were four introductions: square-inch oversize, the O3 Red, Silver, Blue, and Tour. and each one weighs What’s new this season? The Prince O3 White. the same as the origi- “This one rounds out our original O3 series,” says nals, 11.1 ounces and Prince’s Dave Holland. 10.4 ounces, respectively. The White is positioned to fill a niche: players There’s also a Prince O3 who found the Red too light, but also deemed the Hybrid Hornet for advanced Tour too heavy. Improving intermediates up to players who want some- advanced players will probably gravitate toward the thing with even more White, which has a 100-square-inch head (by far the control (and less most popular head size these days in performance power). In addition to racquets), and it weighs 11.1 ounces. having O Ports, the Prince has also taken the O Port design and cre- Hornet Hybrid has a ated the Prince O3 Hybrid Shark. Instead of having more aerodynamic the large holes throughout the entire head, the beam, reducing the swing Hybrid Shark has them at just the 12 and 6 o’clock weight. positions. The purpose is t o give the frame more of All of the O3 racquets have a solid, if somewhat a traditional feel while also expanding the sweetspot damp, feel because the strings rubbing against the toward the racquet’s tip, where many players tend frame help snuff out vibration. Of course, the built-in to mis-hit the ball. But like the original Shark, which dampeners also quiet string chatter.

Dunlop 800-768-4727 M - F I L 4 0 0 Just as Völkl is using carbon nano tubes to M - F I L 6 0 0 toughen up its frames, Dunlop has been using softer multifilaments to enhance the feel of its racquets. You saw this with last year’s M-Fil 200, 300, 500, and 700. Fill in the gaps and you’ll know what’s on tap for this season—the Dunlop M-Fil 400 and Dunlop M-Fil 600. The 400 is a medium-weight racquet with a 100-square-inch head (is there no stopping this particular size head?) and a 23.5-millimeter beam. The M-Fil 600 is lighter, with a 108-square-inch head and thicker, 27-millimeter beam to give it more giddyup.

February 2006 RACQUET SPORTS INDUSTRY 45 Wilson NBLADE www.wilsonsports.com; 773-714-6400 NSIX-TWO

Although the company made tion. Both versions weigh a stir with its W racquets for around 11 ounces. The women last fall, Wilson is second key introduction concentrating once again on will be the Wilson its nCode line. First up: the nBlade. Available in a 98- medium weight Wilson nSix- and 106-square-inch head, Two, which comes in a 100- the nBlade is designed to and 110-square-inch model have a soft construction and has a very stiff construc- and deliver lots of feel.

Völkl www.volkl.com; 800-264-4579

Völkl will continue to expand its ous punch and will appeal to those players with DNX frames. The Völkl DNX 3 is a short to medium-length swings who want a rac- 110-square-inch oversize frame, quet that’ll do most of the work for them. which is 27.75 inches long, 27 mil- If you’re not in the market for a game limeters thick, and weighs 9.9 improvement frame, try the Völkl DNX 8. This ounces. It also features carbon nano is, essentially, a good player’s racquet at a tubes, an ultra stiff material, in the head lighter weight (light meaning it is 10.9 ounces at the 3 and 9 o’clock positions for added but 1/2-inch head-light, so it is a breeze to stability on off-center hits, and just above swing). This 100-square-inch racquet should the handle to help prevent the shaft from find an audience with players who are NTRP bending back on impact, which causes a 4.0 and higher, and particularly among the loss of power. junior set who want a control racquet that’s In other words , the DNX 3 packs a seri- ultra maneuverable.

D N X 3 D N X 8

Yonex www.yonex.com; 310-793-3800

The company has one new frame this which is for only tour and tour- spring, the Yonex RDS-001.OK, wannabe players, and a 98-square- Yonex doesn’t exactly create catchy inch mid-plus, which will have a names, but it knows how to make much broader appeal to high- heavy but head-light (and therefore level intermediates and elite maneuverable) advanced players’ players alike. R D S - 0 0 1 frames. The RDS-001 comes in a mid,

46 RACQUET SPORTS INDUSTRY February 2006 New Tennis Racquets for Spring 2006

Racquet Head size Length Weight Weight Balance Balance Flex Swing Wt. Pattern Power Price (Sq. Inches) (Inches) (Grams) (Ounces) (CMs) (Inches) (RDC) (RDC) (M x C) Level MSRP AveryAVERY 800-758-9467 • www.tomavery.com M5 110 27.00 349 12.3 31.25 12.30 59 323 16x19 2096 $179 DunlopDUNLOP 800-768-4727 M Fil 4 Hundred 100 27.25 298 10.5 34.25 13.48 70 299 16x19 2145 $149 M Fil 6 Hundred 108 27.50 278 9.8 35.25 13.88 69 296 16x19 2316 $159 M Fil Lady G 108 27.50 277 9.8 35.00 13.78 69 291 16x19 2277 $149 FISCHERFischer 800-333-0337 • www.fischertennisusa.com M GDS Rally 102 27.38 295 10.4 34.00 13.39 65 291 16x19 2002 $160 M Twin Tec Motion 112 27.63 278 9.8 36.00 14.17 70 307 16x20 2557 $210 HeadHEAD 800-289-7366 • www.head.com Flexpoint prestige Mid 93 27.00 345 12.2 32.00 12.60 67 312 18x20 1944 $225 Flexpoint prestige MP 98 27.00 338 11.9 32.38 12.75 66 315 18x20 2037 $225 Flexpoint prestige XL MP 98 27.38 342 12.1 33.13 13.04 67 333 18x20 2268 $225 FXP Instinct Team 105 27.00 281 9.9 35.00 13.78 68 298 16x19 2128 $170 FXP Radical Team 102 26.88 294 10.4 35.00 13.78 59 312 16x19 1854 $190 POWERPower Angle ANGLE 877-POWER-21 • www.powerangle.net Power 102 (Navy Blue) 102 27.38 272 9.6 37.00 14.57 73 315 18x18 2433 $199 Power 115 (Red) 115 27.25 262 9.2 37.25 14.67 73 309 19x19 2659 $199 PrincePRINCE 800-283-6647 • www.princetennis.com Air Freak Midplus 100 27.00 305 10.8 34.00 13.39 71 317 16x19 2251 $120 Air Freak Oversize 110 27.00 287 10.1 34.25 13.48 70 298 16x19 2295 $120 O3 Hornet Hybrid Midplus 100 27.00 302 10.7 34.25 13.48 72 314 16x19 2261 $190 O3 Hornet Hybrid Oversize 110 27.00 283 10.0 35.00 13.78 71 305 16x19 2382 $190 O3 Shark Hybrid Midplus 100 27.00 314 11.1 33.75 13.29 66 322 16x19 2125 $200 O3 Shark Hybrid Oversize 110 27.50 295 10.4 35.00 13.78 67 323 16x19 2500 $200 O3 Tour MS 95 27.00 338 11.9 31.75 12.50 65 315 16x20 1945 $220 O3 Tour OS 107 27.50 316 11.1 34.00 13.39 66 321 16x19 2380 $220 O3 White MP 100 27.00 315 11.1 33.25 13.09 67 317 16x19 2124 $220 PROPro Kennex KENNEX 760-804-8322 • www.prokennex.com Ki 20 PSE 110 27.38 297 10.5 34.50 13.58 67 321 16x19 2454 $210 Type C 93 Redondo Edition93 27.00 331 11.7 32.00 12.60 57 310 18x20 1643 $160 Type C 98 Redondo Edition98 27.00 342 12.1 31.00 12.20 56 314 18x20 1723 $160 TECNIFIBRETecnifibre 877-332-0825 • www.tecnifibre.com T Flash 290 100 27.00 308 10.9 33.75 13.29 69 312 16x19 2153 $170 VOLKLVolkl 800-264-4579 • www.volkl.com Boris Becker 1 110 27.25 269 9.5 36.50 14.37 65 304 16x19 2228 $160 Boris Becker 10 100 27.50 306 10.8 34.25 13.48 67 314 16x18 2209 $160 Boris Becker 5 102 27.00 276 9.7 34.50 13.58 62 282 16x19 1783 $130 DNX 10 98 27.00 338 11.9 32.00 12.60 64 314 18x20 1969 $190 DNX 3 110 27.75 280 9.9 35.25 13.88 66 315 16x19 2458 $240 DNX 8 100 27.00 312 11.0 33.50 13.19 70 317 16x18 2219 $170 WILSONWilson 773-714-6400 • www.wilsonsports.com n5 Force 110 110 27.25 286 10.1 37.50 14.76 56 329 16x20 2077 $240 n5 Force 98 98 27.25 276 9.7 37.50 14.76 56 312 16x20 1755 $240 nBlade 106 106 27.25 308 10.9 33.25 13.09 61 314 18x19 2081 $200 nBlade 98 98 27.00 315 11.1 33.25 13.09 59 329 18x20 1902 $200 nFury 100 100 27.00 285 10.1 33.75 13.29 48 297 16x20 1426 $120 nPro Open 100 27.00 311 11.0 32.50 12.80 69 294 16x19 2029 $200 nPro Open X 100 27.50 316 11.1 33.50 13.19 68 319 16x19 2278 $200 nSix Two 100 100 27.00 295 10.4 33.00 12.99 67 298 16x19 1997 $190 nSix Two 113 110 27.50 290 10.2 34.50 13.58 70 321 16x20 2595 $190 YONEXYONEX 310-793-3800 • www.yonex.com RDS-001 90 Samples not available to measure at press time RDS-001 98 Samples not available to measure at press time

February 2006 RACQUET SPORTS INDUSTRY 47 IfIfCourt builders, You You coming off Build Build a busy 2005, are optimistic It It ......

that the new year will bring more of the same. BYPETERFRANCESCONI

f you happened to be wandering among the court builders Gerry Wright of Court One in Youngsville, N.C., who is also I at the recent American Sports Builders Association Techni- the incoming chairman of the ASBA. “And we noticed a defi- cal Meeting and Trade Show in Tampa, you would have nite upswing in the amount of work that was available last come away with a huge sense of optimism. These guys have year—for park and rec facilities, schools, etc. In a general been busy—repairing courts, resurfacing courts, building new sense, I’d say we’ll have at least mo dest growth [in 2006].” courts. Some court builders say tha t 2005 was their best year Mark Brogan of Pro Sport Construction of Devon, Pa., has ever. Most say they expect 2006 to be another great year, too. seen a gradual resurgence in interest in tennis, which he says “We’ve been in business for 35 years,” says Pete Smith of he expects to continue in 2006. “We’re seeing a lot of com- The CourtSmiths of Toledo, Ohio, “and 2005 was our best munities for retirees and ‘active’ seniors adding or building year so far. I’m hoping for the increase to continue in 2006. new tennis courts,” Brogan says. “And we’re seeing softer It’s tough to predict too much year to year, but something has surfaces becoming huge in those areas.” to be going right because the last couple of years have been Increased interest in softer, more forgiving court surfaces, really good.” Depending on whom you talk to, there are a such as clay or cushioned hard courts, does seem to be pick- number of things that seem to be going right for the con- ing up, as well. “We’ve had a lot of inquiries recently regard- struction business. Smith says he recently completed a lot of ing our cushioned surface,” says Tumer Eren of Classic Turf work with area schools, which may well be a result of school Co. of Woodbury, Conn., a manufacturer, distributor, and administrators realizing—with prompting from the USTA and installer of a prefabricated rubber court surface. “People want TIA—that tennis is an excellent activity to get schoolkids in to play without joint injuries, and facilities want to offer a sur- shape. “New schools are being put up, and a lot of school dis- face that will encourage players to play longer and help keep tricts have passed levies in order to spend the money [on ten- their courts full.” nis courts],” Smith says. Even that bastion of hard courts, Southern California, has Public park tennis has been another area receiving atten- seen a number of inquiries regarding softer courts. “Southern tion, and money, fro m the USTA. More than $10 million in California is still a bit unique compared to the rest of the coun- matching funds has been allocated recently by the USTA for try—we have concrete courts and acrylic coatings,” says repair and construction of public facilities in the U.S. Richard Zaino of Zaino Tennis Courts of Orange, Calif. “We’ve “We do a fair amount of work with public facilities,” says done some softer courts, but now I’m starting to sense increased interest—I do get calls from senior players and senior communities asking about softer surfacing. I’m not seeing the bud- geting yet, but it’s happening a lit- tle bit here.” Zaino says that 2005 was “probably our best year in repair and resurfacing. If 2006 is like it was in 2005, I’ll be happy.” One big reason Zaino is optimistic is a recent decrease in the workers compensation rate in California, which will reduce Zaino’s over- head drastically, possibly allowing him to hire another person, or buy a new truck. Court builders in Florida and other hurricane-affected areas also are noticing increased activi- ty, as facilities and private court

VillageWalk of Sarasota

48 RACQUET SPORTS INDUSTRY February 2006 Ona Orth Athletic Complex at Bethel College

ers for equip- ment sales. Both the ASBA and the TIA have expressed an interest in accumu- lating data that may be able to show trends in con- owners get their courts back in shape. “We experienced a struction from year to year. spurt of business due to the damage to tennis installations But whether there’s hard data available or not, the opti- because of the hurricanes in our area,” says Jim Reynolds of mism expressed by court builders for the coming year cer- Pro Courts of Pompano Beach, Fla. tainly bodes well for the sport, and can be taken as yet But one thing that a number of court builders point to is an another sign that tennis is indeed picking up again. Q increase in inquiries over the winter months, traditionally a slow time of year. “I’m very hopeful for 2006, because of the volume of activity at this time of year,” says David Marsden of Boston Tennis Court Construction of Hanover, Mass. “Generally in December and January, things really slow down, but there have been quite a few inquiries, and a lot to follow up on.” Court construction and repair in the U.S. is an area in which both the ASBA and the TIA would like to get more reliable data. While anecdotal evidence seems to indicate a boost in court building and repair, there really is no hard data, such as what the USTA and TIA gather for tennis par- ticipation, and the TIA gath-

Private Court, Lexington, Mass.

February 2006 RACQUET SPORTS INDUSTRY 49 AllTheAll stringbed isTiedTied forever the playgroun UpUpd of infinite possibility. he string market is on an eternal search for perfect string, often gut, to soften the blow and to still emulate the T combinations of racquet and string. There are so pros. Polys have become the mix and match champs of the many different possibilities for stringbeds that it string world. And the demand for polys has manufacturers defies the imagination. The feel of the racquet can be com- scrambling to make more and different kinds of polys, primar- pletely altered by choosing different materials, construc- ily trying to make softer renditions with better tension holding tion, gauge, and tension. And on top of that, you can put capabilities. This has breathed new life into gut, which when different combinations of all the above separately into the used in po ly hybrids creates a financial hybrid as well. crosses and the mains. Of course, the quest for the perfect stringbed remains for- This mix and match mentality has been further fueled ever paradoxical—manufacturers try to make polyester more by two emergent trends in string today—the increase in like nylon, and nylon more like gut. But, according to the pro hybrid and polyester strings. The polyester craze among trend, anyway, gut is “too good” (i.e., too much pop and playa- pros has got recreational players trying it too. But polys are bility), so it must be made more like nylon (by hybridization). often too stiff and harsh for the average rec player. So, Got it? they are seeking hybrid combinations of poly with another Happy matching for 2006! New String for Spring 2006 String Gauges Construction Materials Length (Feet) Color Cost DunlopDUNLOP 800-768-4727 M-Fil tour 16,17 Multifilament Nylon 40 Natural $6.00 FischerFISCHER 800-333-0337 • www.fischertennisusa.com Comfort 16 Multifilament Nylon & Polyester 40 Silver $16.19 & Polypropylene Poly Pro 17 Monofilament Polyester 40 Yellow $12.46 Pro No. 1 16 Solid core single wrap Nylon 40 Natural $3.47 Tournament Pro 16 Solid core single wrap Nylon 40 Natural $4.95 Vacuum 16 Multifilament Nylon & Polyester 40 White $9.84 GammaGAMMA 800-333-0337 • www.gammasports.com Natural Gut Tour 16,17 Multifilament Natural Gut 40 Natural $32.00 Natural Gut Tour Plus 16,17 Multifilament Natural Gut 40 Natural $38.00 ISOSPEEDIso-Speed 800-728-3664 • www.powerscourttennis.com Pyramid 16 Geometric Polyester 40 White $10.95 KlipKLIP 866-554-7872 • www.klipstrings.com Armour Pro 16 Multifilament Natural gut 40 White $32.00 PacificPACIFIC www.racquetstrings.com Force 16L,17,18 Solid core multi wrap Polyester 40/722 Transparent - Orange $19.80/$347.98 Poly Gut Blend 17 Hybrid Polyester/Natural Gut 21/20 Gold/Transparent-Orange $34.00 WeedWEED 800-WEED RKT • www.weedusa.com Weed Synthetic Gut 16,17 Solid core single wrap Nylon 45 Black, Natural $4.50 WilsonWILSON 800-272-6060 • www.wilson.com W Reflection 16 Multifilament Xycro Microfiber 40 Black, Blue, Lime, $9.00 with Alloy Wraps Natural, Pink, Red YonexYONEX 310-793-3800 • www.yonex.com PolyTour 16L,16 Monofilament Polyster 39 White

50 RACQUET SPORTS INDUSTRY February 2006

ask the EXPERTS Your Equipment Hotline

REDUCING GRIP SIZE However, in practice, it is difficult to handle, potentially ruining the racquet. DO YOU HAVE ANY information remove material evenly, so that each of If you do have a racquet with a foam on who reduces tennis grips? Is the facets and each of the edges between pallet, however, there is hope, depend- Q there any do-it-yourself info? I facets is straight and true. Probably the ing on the frame. For example, some don’t even know where to start. best approach would be to mount the rac- Volkl frames are designed with replace- quet in an end mill and machine the pal- able pallets. All you need to do is pry off IT DEPENDS ON HOW MUCH GRIP let, but unless you have an end mill at the existing pallet halves, and attach the A size reduction you are seeking. For your disposal, by the time you pay some- new pallet halves and matching butt example, if the grip is just a little too big, one else to do the calculations and set-up cap. you can try different replacement grips to to get your grip just right, you could have For other racquets, there is a handful see if one is thin enough to make the fin- purchased another racquet with the cor- of racquet experts—most of whom work ished grip the size you want. Some players rect size grip, offsetting the cost by selling for the pros—who have the techniques even wrap one or two overgrips around your old unaltered racquet. After success- and equipment necessary to remove the the bare pallet, although this will dramati- ful machining, you would of course need existing foam using chemicals, and then cally reduce the cushioning you get from a to attach a smaller butt cap, as the old re-mold the pallet. Although the cost replacement grip. one will then be too large to fit properly. can be as much as the retail price of a Do-it-yourself size reduction of the pal- On some frames, however, the pallet is new racquet, Alpha Tennis also offers let (the portion of the racquet underneath built into the racquet mold, so it is made this service at a bargain rate. Those the replacement grip) ranges from difficult of carbon graphite. Sanding, shaving, or interested can contact Greg Gonyea at to virtually impossible. If you are dealing machining carbon graphite presents its 800-922-9024 ext. 109. Alpha charges with a racquet that has foam for the pal- own problems, and often the thin-wall $44.95 plus shipping, and if you send in let, you could in theory reduce the size of construction of the pallet is such that were more than one racquet, Alpha will do its the grip by carefully sanding, shaving, or you to remove any material, you would best to match the weight, balance, and machining down the facets of the pallet. seriously compromise the strength of the swingweight of the finished racquets.

52 RACQUET SPORTS INDUSTRY February 2006 DEFINING SWINGWEIGHT the racquet around that axis. It represents PARTIAL STRING JOBS I THOUGHT I KNEW THE definition every molecule in the racquet and strings, I NEED SOME SORT OF OFFICIAL of “swingweight” until I had some- at the distance each molecule is from the ruling as to whether or not leav- Q one ask me to tell him. Now I’m pivot point under your hand. The distance Q ing a string job half done is wondering, what exactly is swingweight? from the pivot point is important because acceptable practice. It has been 1) the farther away the mass is from the demonstrated to me many times that it OUR STRINGER’S GLOSSARY pivot point, the more mechanical advan- is not, however, I need some sort of defines swingweight as, “A mea- tage it has relative to your hand, and 2) reference to the USRSA's guidelines A surement of the weight of the rac- the farther away the mass is from the stating such. If there is any help that quet in motion, which takes into account pivot point, the faster it moves when the you can offer me, I would be eternally the static mass (weight) of the racquet, racquet is swung. grateful. the distribution of that mass along the To illustrate, imagine two racquets racquet, and the length of the racquet.” with the same overall weight, one of ACCORDING TO RACQUET The key phrase in this definition is “in which has all the weight in the handle A Service Techniques, chapter 2, motion,” because when you pick up a and the other of which has all the weight page 35: racquet by the handle and hold it parallel in the head. The one with all the weight "IMPORTANT: Never leave a racquet to the ground, you have some idea about in the handle would have a low swing- partially strung. Leaving a racquet the static mass of the racquet (heavy or weight, while the one with all the weight with only the mains installed for light) and the distribution of mass along in the head would have a high swing- even a short time will likely result in the length of the racquet (weight more weight. The racquet with the lower frame breakage. Finish stringing the toward the butt cap or more toward the swingweight would be easier to maneu- crosses or remove the mains to avoid tip of the hoop). ver, because the mass is closer to the damage.” Once you swing that racquet in an arc pivot point under your hand. The racquet —Greg Raven Q around your hand, however, you are gen- with the higher swingweight would be We welcome your questions. Please send them to erating swingweight. Swingweight can be more difficult to maneuver, because of Racquet Sports Industry, 330 Main St., Vista, CA, thought of as the outward pull exerted on the distance between the mass and the 92084; fax: 760-536-1171; email: your hand (the pivot point) as you rotate pivot point. [email protected].

February 2006 RACQUET SPORTS INDUSTRY 53 tips and TECHNIQUES Readers’ Know-How in Action WILSON NCODE RACQUET- Rather than LABEL REMOVAL BALL RESTRINGING prop the The Wilson nCode racquetball racquets machine up on have the three channel rails at the throat a riser and risk it of racquet, and three grooves at the butt tipping over, I of the handle. The handle and alternating took the strips of the grip are transparent, expos- adjustable post ing the string in the handle. I follow the to a machine instructions in the Stringer’s Digest, but I shop. It made feed the mains that pass through the me a new post handle before mounting the racquet on that is about three times longer than the I have found that if I soak a tissue with the machine so I can be certain that the old one. The new post fits down inside Avon Skin-So-Soft bath oil and place it in string paths are not intertwined on the the machine's column just like the old contact with the old label prior to string- bottom-side of the racquet, which is not one did, but now the machine can be ing the racquet, label removal becomes visible when the frame is mounted on the easily raised to the proper height. I no very easy. The label absorbs the Avon machine. longer slouch while stringing and my back Skin-So-Soft during the 30 to 40 minutes 5 sets of Ashaway Monogut 17 to: is saved! It was economical to have the it takes me to string a racquet. Unlike Lynn Hopkins, MRT, Phoenix, AZ new post made, too. The machine shop strong solvents, it even has a great aroma! charged me only $40 for all parts and Forten Tour Bag to: SERIOUS HEIGHT labor, and even painted the post to Jerry O'Hara, Mt. Lebanon PA ADJUSTMENT match the color of the machine at no Because of my height (I’m 6 feet 6 inches extra charge! SHALLOW BUMPERGUARDS tall), my stringing machine was too low 5 sets of Head FiberGEL Power 16 to: If you or any of your customers play with even at its maximum height of 48 inches. Fred S. McWilliams, Arlington, TX the Head i.Radical OS, you know that the

54 RACQUET SPORTS INDUSTRY February 2006 groove between the bumperguard and the This way, I know that I have the correct grommet strip is shallow, allowing the length of string, there is less wear-and-tear string to come into direct contact with the from weaving “extra” string on the cross- court very often. I decided to find a way to es, and I spend less time on subsequent remedy the situation. I tried tape, but it racquets. looked horrible, and often did not stick to 5 sets of Klip Synthetic Gut 16 the frame. Then I hit upon the idea of try- & a Hat to: ing to keep as much string away from the Laura Hodges, Lucerne Valley, CA "problem areas" as possible. Rather than then place a torpedo level on the board tying the starting knot for the crosses at and swivel the board until it’s level. This MARKETING 6H, I widened the grommet at 8H and makes for a very secure, level, and POSITIVE RE-ENFORCEMENT anchored the crosses there. This way, I uncrowded way to balance a racquet. Whenever I introduce a client to a new don’t have two strings running along the 5 sets of Gosen OG Sheep Micro string, I wrap the package insert with all shallowest part of the bumper guard, Super JC 16 to: the technical and promotional information where most of the contact and wear Fred Lenhard, MRT, Homer, NY around the handle of the racquet. occur. It also gives the outside of the This reinforces what I've said, helps to frame a cleaner look, and so far this tech- EASY STRING MEASURING justify the decision, and often results in a nique has helped prevent premature string Many of my customers have more than new customer saying, "You don't know breakage at the top of the head. one frame of the same type, and I have me but I want the same string as you put 5 sets of Gamma Zo Power 16L to: them pretty well trained to rotate the in Fred's racquet last week!" Jeremy M. Plumley, Bethesda, MD amount of playing time they put on each 5 sets of Prince Premier frame, so they can bring me all of their with Softflex 16 to: BALANCING ACT racquets to string at the same time once Terry Buscombe, Melbourne, Australia When the need arises to balance a rac- the strings break in any one of their rac- —Greg Raven Q quet, I have discovered that my balancing quets. Tips and Techniques submitted since 2000 by USRSA mem- board mounts nicely on my stringing After I string the first of two or more bers, and appearing in this column, have all been gath- machine. I place the board between the racquets, I take the excess string that I’ve ered into a single volume of the Stringer’s four frame supports and tighten the Digest—Racquet Service Techniques which is a benefit of cut off of the long end (before tying off), USRSA membership. Submit tips to: Greg Raven, USRSA, moveable mounting arms, securing the and cut that much off the next set of 330 Main St., Vista, CA 92804; or email board base to my stringing machine. I string before I even start the next racquet. [email protected].

February 2006 RACQUET SPORTS INDUSTRY 55 Your Serve Give ’Em What They Want A longtime tennis camp director says more people are looking to improve their games, and

we need to deliver. BYCHARLIEHOEVELER

fter meetings last fall with Nike teaching profes- Tennis Camp directors, I began sional worth his or Athinking about all that we had dis- her salt has a full cussed. At the top of the list was the fact schedule, which that the game is in good shape and get- means more peo- ting better. The latest participation figures, ple (as the data released at the end of the year, support indicates) are buy- this claim. More than a million more peo- ing racquets, ple played the game in 2005 than in balls, and tennis 2004. There were also increases in ball and clothing. racquet sales, as well as tennis event The demand attendance and TV viewership. for lessons crosses As impressive as these facts are, the spectrum. how many in the industry are really Juniors, adults, and aware of the situation? As one of the even seniors are camp directors said, “Tennis is cool looking to improve again.” their skill level. The Almost 11,000 youngsters, movement covers indi- between the ages of 9 and 17, attend- vidual and group lessons. ed the 53 Nike Tennis Camps around It involves players at all lev- the U.S. this past summer. That was els: beginner, intermediate, an increase of 15 percent over the advanced, even ranked players. year before. And it involves everyone; those who The numbers are not PR-created play for fun, along with league players ple get better, they play more and have “feel good” figures—they are actual. and tournament competitors. more fun. They also spend more on Yet, there is more to the story. Many The key to taking advantage of this tennis products. of the summer camp directors teach situation is to follow a tried-and-true We need to be creative and aggres- tennis at clubs on a year-round basis. approach (in our case, a policy that is our sive. Relying on the status quo isn't For every one of foundation). Said going to cut it. Whether it is selling rac- them, 2005 was “The demand for lessons a different way: quets, lessons, or the game itself, we in a record-setting What is a brand? the industry need to put ourselves on year. Revenue crosses the spectrum. It is a promise to the line—and guarantee... and then was up. Tennis deliver. You want deliver. quietly gained Juniors, adults, and even to make sure your There is nothing difficult or brilliant market share. brand is rock-solid, about delivering what people want. It’s Unfortunate- seniors are looking to and that you fol- simply what we all should expect. Q ly, in recent low an approach times, there has improve their skill level.” that will lead, in been the tenden- our case, to cy to view the tennis glass as half- improvement for players. empty, rather than half-full. A quick For us at Nike Tennis Camps, we Charlie Hoeveler, the founder and president of and somewhat informal analysis indi- promise that a youngster will improve his Nike Tennis Camps, is one of the country’s best cates (and there is a need for better or her game (and all-around confidence senior players. figures to substantiate this) more peo- level) and have fun doing it. ple are taking tennis lessons because Tennis needs to do the same thing— We welcome your opinions. Please email comments to [email protected] or fax they want to get better. Any tennis promote ways of improving. When peo- them to 760-536-1171.

56 RACQUET SPORTS INDUSTRY February 2006