Taking Care of Business

USRSA NEWS FACILITY MANAGEMENT EDUCATION New certiﬁ cations Communication With NJTLs, the to be introduced at is key with players, USTA Foundation inaugural conference members and staﬀ serves our youth

August 2017 / Volume 45 / Number 8 / $5.00

PLUS Taking In This Issue Care of Business Our exclusive guide will help you ﬁ nd the perfect Customer Service stringing machine Racquet techs play a key role in keeping players on the court

Market Forces Understand the appeal pickleball can have in your community

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*Except in Japan TEAM BABOLAT PRO PLAYERS MAY PLAY WITH A CUSTOMIZED OR DIFFERENT MODEL THAN THE EQUIPMENT DEPICTED. www.tennisindustrymag.com TennisIndustry Contents August 2017

DEPARTMENTS p. 26 5 Industry News 14 USRSA World Conference 16 Racquet Tech 18 Grassroots Tennis 20 USTA Foundation 22 TIA News 34 Your Serve, by Terri Graham and Chris Evon

FEATURES 32 Building Relationships

INDUSTRY NEWS 5 USTA Florida approves new Tennis Management Division 5 Trost, Hassan nominated for top USPTA positions 5 10th annual TIA Tennis Forum set for Aug. 28 in NYC 6 Peter Max creates 20th anniversary art of Arthur Ashe Stadium 6 WTCA schedules conference, is new PTR corporate member 6 UTR to gather results from USTA adult leagues 8 Tennis providers register for Net Generation youth brand STRINGING MACHINES 10 Peoplewatch 10 TIA plans 2018 industry conferences for S.C., Calif. 26 Your Business 28 2017 Guide 10 Lacoste develops clothing Machine to Stringing line for Novak Djokovic Find a stringing Machines 11 PlaySight receives support from Verizon Ventures, machine that ﬁ ts your Our exclusive guide Greg Norman business and provides of machines on the 12 Short Sets a good return on the market will help you investment. pick the features that suit your operation.

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The USPTA’s national Nominating Committee has submitted its slate for the 2018-2019 USPTA national Board of Directors. The proposed slate is: • President: Gary Trost • First Vice President: Feisal Hassan • Vice Presidents: Alan Cutler, Cari Buck, PUBLIC TENNIS FACILITIES Mark Faber, Bill Mountford, Rich Silvocka • Immediate Past President: Chuck Gill According to USPTA bylaws, additional USTA Florida Approves New nominations may be made by the general membership for vice president positions. Tennis Management Division To challenge a candidate nominated by he board of directors for the from several cities that have asked us if the Nominating Committee, the individ- USTA Florida section unani- we could help with the management of ual must have applied to be a candidate mously approved the creation their public tennis centers,” says Robert to the Nominating Committee during the T of a new Tennis Management Division, Hollis, president of USTA Florida. “After current election cycle, and he or she must aimed at helping improve public tennis seeing many of those facilities struggle be nominated by at least 120 members facilities across the state. The division and face possible closure, we felt it was crit- and submit the list of names prior to will be led by a new director of tennis ical to our mission that we put the pieces in Aug. 1. Only one challenger can oppose management, and will focus on working place to help improve these facilities.” one nominated vice president. with municipalities that are struggling “We want to work with communities to maintain quality public tennis facili- who are as committed to the success of 10th Annual TIA Tennis Forum ties and programs. the tennis center as we are,” says USTA Set for Aug. 28 in New York City The board also approved negotiations Florida Executive Director Doug Booth. The 10th Annual TIA Tennis Forum will be to manage one public facility by the “Each partnership will be unique. We are held in New York City on Monday, Aug. 28. end of 2017, with the expectation that not in this to make money. We’re in this This year’s Forum—along with related indus- several more facilities will come under to deliver high-quality tennis programs try meetings—will be held at a new location: the USTA Florida umbrella in 2018. and to ensure that tennis grows in local the Intercontinental New York Barclay, which “This year alone, we have received calls communities for future generations.” is at Lexington Avenue and 49th Street and is the offi cial hotel of the ATP World Tour. The Forum will include the latest news COLLEGE TENNIS about the state of the tennis industry and outline ways to better defi ne and boost National Campus to Host economic growth. Attendees will receive a summary report on key industry research. NCAA Championships In addition, top retail expert Dan O’Connor, founder and CEO of RetailNet The USTA National Campus at Lake Nona in Orlando, Fla., will host the NCAA Group, will speak to how the industry can Division I Men’s and Women’s Tennis Championships in 2019 and 2021, as well as take control of its future through a clearer the Division III Men’s and Women’s Tennis Championships in 2022. picture of the future player and consumer. The top eight men’s and women’s collegiate programs will compete for a team This year’s Forum also will honor the 2017 championship, the top 64 men and top 64 women will compete for NCAA singles inductee into the Tennis Industry Hall of titles, and the top 32 men’s and women’s doubles teams will compete for NCAA Fame, International Tennis Federation Presi- doubles titles. This refl ects a format change for the team championship that will dent and former USTA President David Hag-

COURTESY USTA FLORIDA USTA COURTESY take place starting in 2019, and see the introduction of super regionals. gerty. Also, new this year will be the “Tennis

www.tennisindustrymag.com August 2017 TennisIndustry 5 TennisIndustry IndustryNews

PUBLISHER JEFF WILLIAMS

EDITORIAL DIRECTOR PETER FRANCESCONI 2017 US OPEN

MANAGING EDITOR SCOTT GRAMLING 20th Anniversary Art of Ashe CREATIVE DIRECTOR IAN KNOWLES Stadium Created by Peter Max SENIOR EDITOR ED M GROGAN

ART DIRECTOR CRHISTIAN RODRIGUEZ

PRODUCTION EDITOR SAM CHASE

SPECIAL CONTRIBUTOR BOB PATTERSON

CONTRIBUTING EDITORS ROBIN BATEMAN, CYNTHIA CANTRELL, PEG CONNOR, KENT OSWALD, CYNTHIA SHERMAN, MARY HELEN SPRECHER

CONTRIBUTING PHOTOGRAPHERS BOB KENAS, DAVID KENAS

WEBMASTER GREG RAVEN

ASSOCIATE EDITOR TIM M ARTHUR

EDITORIAL DIRECTION 10TEN MEDIA Peter Max's theme art for the TENNIS INDUSTRY 2017 US Open 250 Park Avenue, Suite 825, NY NY 10017 646-402-5031 [email protected] enowned artist Peter Max has created the 2017 US Open theme art, which ADVERTISING DIRECTOR celebrates the 20th anniversary of Arthur Ashe Stadium. Max also was JOHN HANNA commissioned to create the US Open theme art in 1997, which featured 770-650-1102, x125 RArthur Ashe Stadium for the fi rst time. [email protected] This year’s theme art showcases Max’s vibrant, colorful style, featuring two crossed tennis racquets against a fi ery sky. The intent, says Max, is to suggest two APPAREL ADVERTISING swords, depicting the competition at the Open. CYNTHIA SHERMAN 203-558-5911 “We could not think of a better way to kick o the 20th anniversary of Arthur [email protected] Ashe Stadium than by ‘returning to source’ and having Peter Max create another signature work that truly captures the power of tennis’ grandest stadium,” says USTA Chairman of the Board and President Katrina Adams. Tennis Industry is published 10 times per year: With a capacity of more than 23,000 fans, Arthur Ashe Stadium is the largest monthly, January through August with combined issues in September/October and November/ tennis-only stadium in the world. In 2016, a retractable roof was added. December, by Tennis Media Company, 250 Park Avenue, Suite 825, New York NY 10017. Periodical postage paid in Duluth, GA and at additional mailing offi ces (USPS #004-354). August 2017, Volume 45, Industry Innovation Challenge–NYC.” in support of coaches working with Number 8 © 2017 by Tennis Media Company. All rights While the Forum is free to attend, space is female players. reserved. Tennis Industry, TI and logo are trademarks of Tennis Media Company. Printed in the U.S.A. Phone limited, so registration is required. Visit Ten- The WTCA, in partnership with PTR, will advertising: 770-650-1102 x 125. Phone circulation nisIndustry.org. host a conference dedicated to coaching and editorial: 646-783-1450. Yearly subscriptions $25 in the U.S., $40+ elsewhere. POSTMASTER: Send female players Aug. 26-27 in New York address changes to Tennis Industry, 250 Park Avenue, WTCA Schedules Conference, City. For more information and to register, Suite 825, New York NY 10017. Tennis Industry is the offi cial magazine of the USRSA, TIA and ASBA. Is New PTR Corporate Member visit www.wtcatennis.org. Looking for back issues of Tennis Industry/Racquet The Women’s Tennis Coaches Associa- Sports Industry? Visit the archives at our website tion is the newest corporate member of UTR to Gather Results at TennisIndustryMag.com for free digital versions. the PTR. Founded in 2015, WTCA is the From USTA Adult Leagues fi rst—and currently the only—profes- Universal Tennis Rating (UTR) has begun a

sional global organization formed solely nationwide program to gather results from USTA COURTESY

6 TennisIndustry August 2017 www.tennisindustrymag.com PTR August 2017.qxp_Layout 1 6/13/17 10:48 AM Page 1 Join the Leader in Coach Education 5 Externally Accredited Pathways to Certification 3 Specialist Programs 3 Master of Tennis Programs

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NET GENERATION Tennis Providers Register For New Net Generation Youth Brand

et Generation is the new youth (American Youth Soccer Organization) “I’ve been educating tennis tennis brand from the USTA, and youth football has with Pop Warner,” coaches for decades, and the most designed to bring more young says Andrea Barnes, executive director of common thing they tell me they players N into the sport. Providers who are USPTA Northern California and a junior need is exactly what Net Genera- listed on the Net Generation website will tennis instructor at the Fremont Hills tion will provide—competencies, have access to a variety of resources and Country Club. lesson plans, assessments and tools, and will be included in a free search- Tennis providers also are excited curriculum,” Capestany adds. able directory, so parents can find local about the Net Generation curriculum for “The format is easy to use and will programs and places to play. Importantly, delivering instruction to youngsters. provide a roadmap for what should to register for Net Generation, tennis “This program is going to be monumen- be covered for players ages 5 to 18. providers will need to complete a compli- tally helpful to teaching professionals and Plus, coaches can customize their mentary background check. coaches,” says USPTA and PTR Master existing programs by implementing “For youth tennis, especially the Professional Jorge Capestany, manager whatever parts of Net Generation instructional side of it, we need a national of the Dewitt Tennis Center at Hope they feel will serve them best.” brand, like youth soccer has with AYSO College in Michigan. In addition to curriculum and a free listing in a searchable database, Net Generation also provides customizable marketing materials and campaigns, a free coaching app, and a welcome pack. “The USTA engaged a lot of experts, including from the USPTA and the PTR, to create this curriculum,” says Scott Colebourne, vice president of operations for Cliff Drysdale Management. “Craig Morris [USTA general manager of community tennis and youth tennis] and his team have done a great job." To register for Net Generation,

go to netgeneration.usta.com. USTA PHOTOS COURTESY

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USTA Adult Leagues (men’s and wom- Charleston. The conference will en’s singles and doubles), to provide include specialty courses, innova- league players with Universal Tennis tion training, educational sessions Ratings. Most of these USTA League on equipment, tech, on-court demos players are new to UTR. and a trade show—all designed to Creating UTRs for more groups of position businesses for the future. players will provide an additional tool The fi rst day of the TOM Confer- for fi nding partners, opponents and ence also will be fi nals day at the events that ensure more level-based nearby Volvo Car Open WTA tourna- play, say UTR offi cials. ment on Daniel Island, S.C. The fi fth The majority of USTA League results annual TOM Conference is presented are from doubles matches. While the by the Tennis Industry Association. UTR doubles rating is still in its “beta” The TIA also has tentative plans testing phase, the company says it for a Tennis Forum in early March in will continually refi ne its algorithm as Indian Wells, Calif., during the BNP needed to ensure accuracy. Paribas Open. For more on upcoming events, TIA Plans 2018 Industry visit TennisIndustry.org. Conferences in S.C., Calif. The 2018 Tennis Owners & Lacoste Develops Clothing Managers (TOM) Conference will Line for Novak Djokovic be held April 8-11 at Wild Dunes Lacoste has developed a line of per- Resort on Isle of Palms, S.C., next to formance clothing for Novak Djokovic.

People Watch The USTA has hired Josh Bram- Pedroso had been UVA’s men’s lett as Section Liaison, to reach out tennis associate coach from 2010 to sections to develop programs. to 2014. He replaces Brian Boland, who joined the USTA as head Columbia University recruit of men’s tennis for USTA Player Austen Huang, of Elk Grove, Calif., Development in March. and Princeton-bound Stephanie Schrage, of Milburn, N.J., were Marlynn Orlando has resigned recently named recipients of the as executive director of the USTA 2017 USTA National Junior Scholar Middle States section. Athlete Award, honoring high- school tennis players who best USTA New England inducted demonstrate that tennis is the four people into its section sport of opportunity for education, Hall of Fame on June 10: Lisa advancement and character devel- Albano-Fu of Andover, Mass.; opment. The two will be honored Chris Holmes of Harvard, Mass.; in September at the USTA Semi- Jerry Albrikes of Daniel Island, Annual Meeting in New York City. S.C.; and Paul Shaw of Norwell, Mass. In addition, Clare “Bunny” Serena Williams has been Lahey received the Gardner Ward appointed to the board of direc- Chase Memorial Award. tors of the online poll-taking service SurveyMonkey. Camille Clark is the deputy director of Sportsmen’s Tennis & Andres Pedroso was named Enrichment Center in Dorchester, director of tennis and men’s tennis Mass., in a new position created coach at the University of Virginia. for the nonproﬁ t organization.

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The company says the items in the collection Short were engineered from materials picked for quality and performance, with details geared Sets toward comfort, such as ergonomic stitching Cliff Drysdale Tennis will manage New TGA Premier Tennis franchises to prevent chaffing. the tennis operation at The Clubs at are in Tucson, Ariz., covering the areas Houston Oaks, located 35 miles north- of Marana, Rita Ranch and Vail, and Lobster Releases Elite 10 west of Houston. The company also will Portland, Ore., covering the south Port- Remote for Apple Users manage the tennis operations at the land area including Lake Oswego. The Tennis ball machine manufacturer Lake Norman Tennis Center in Moores- Tucson franchise is owned by USPTA pro Lobster Sports has released its new ville, N.C., which has 11 outdoor courts Mike Owens, and the Portland franchise Elite10 remote control for Apple. The new remote offers all the features of Lobster and five indoor courts. is owned by Kendall Moore and Casey Sports’ standard Elite10 remote, but Kreis (it is their second franchise). allows customers to use an Apple Watch, The controversy surrounding com- iPhone, iPod, or iPad to control the feed, ments by 24-time Grand Slam champion Wansport.com is a new corporate speed, spin, elevation and sweep. Margaret Court on same-sex marriage member of the PTR. Wansport.com is The new app-based remote is an has prompted calls for the Australian a cloud platform for the management optional accessory and compatible with Open to drop the name Margaret Court of tennis clubs, academies and sport the battery-powered Elite 2 or Elite 3 por- Arena. In early June, while the public centers. It also contains modules for table ball machines and the AC-powered waited for Tennis Australia’s response, booking tennis courts and lessons, models. Current owners can upgrade Google Maps responded, labeling the academy management, and program- to the new Elite 10 remote for Apple by stadium “Evonne Goolagong Arena,” ming, as well as functions for tennis contacting Lobster at 800-526-4041 or after the former world No. 1 player. directors and coaches. [email protected]. The complete line is at www.lobstersports.com.

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CONTINUING EDUCATION • SATURDAY, OCT. 7 8-10:30 a.m. Certified Check Racquet Fitting This seminar on the finer points of frame New certifications to be introduced and string technology teaches you how to apply that knowledge to fit your custom- at inaugural USRSA Conference ers with the best racquet ( frame and string setup), so they maximize their in October at National Campus potential and enjoyment of the game.

10:30 a.m.-12:15 p.m. Machine Purchase and Maintenance A look at how to choose the best stringing machine and equipment for your business, and how to keep them in top shape.

1:30-6 p.m. Frame Customization This workshop will provide an in-depth look at frame customization, from matching of frames to more complex processes. A hands-on portion will show various techniques, as well as how to implement or expand customization services in your business.

7 p.m. Sponsoring Manufacturers Reception, Doubletree by Hilton Hotel A networking opportunity with other attendees and manufacturer reps will include an informal roundtable and Q&A session on the state of the industry.

egistration is filling customization skills. • SUNDAY, OCT. 8 up for the first USRSA Interested MRTs may apply for either 8-10 a.m. World Conference, certification at www.usrsa.com, or by Servicing Indoor Sports which will be held calling 760-536-1177. A comprehensive look into the intricacies Oct. 6-9 at the USTA As of mid-June, sponsors for the of stringing and servicing badminton, National Campus in USRSA World Conference include racquetball and squash racquets. Orlando, Fla. The conference will include Alpha, Ashaway, Babolat, Dunlop, Head, two daysR of seminars and workshops, Pacific, Tecnifibre and Tourna. 10 a.m-12:15 p.m. followed by a day of certification testing. Conference attendees will each Mastering Racquet Service Two new certifications—MRT receive a swag bag full of products, and A review of the knowledge and skills Tournament Stringer and MRT other prize drawings will take place needed to be certified as a USRSA Master Customization 1—will be introduced at throughout the event. Racquet Technician. This workshop will the conference, and are available only to Space is limited. To register, visit include hands-on components for the current USRSA Master Racquet Techni- www.usrsa.com. practical sections of the MRT exam. cians. (These certifications will not be available at all test locations.) 2017 USRSA World Conference 1:30-6 p.m. MRT Tournament Stringer certifica- Schedule Tournament Stringing tion tests the applicant on the knowl- This seminar and hands-on workshop edge and skills needed to string in the • FRIDAY, OCT. 6 covers the skills and techniques required fast-paced environment of a tourna- 6:30 p.m. to work on a tournament stringing team. ment stringing room. Welcome Reception MRT Customization 1 certification At Doubletree by Hilton Hotel–Orlando • MONDAY, OCT. 9 provides a more stringent test of the Airport Certification Testing

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CUSTOMER SERVICE Above and Beyond Racquet technicians are on the front lines of this industry and play a key role in keeping players on the courts. By Bob Patterson

re you a racquet technician, or a string installer? This seemingly strange question comes across my desk more often than youA would think. Every time someone passes the three practical, hands-on sections of the Master Racquet Techni- cian (MRT) or Certified Stringer exams and then fails the written section, I have this discussion. It usually goes something like this: “I’ve been stringing racquets for years. How could I fail? I’m a really good stringer!” Properly installing strings is, of course, an important part of a racquet technician’s job, but it’s not the whole job. Think of a car’s engine. You can be taught to replace a specific part and become very proficient at it with instruction and practice. But that alone doesn’t make you an auto mechanic. A racquet technician should be able to assist players in choosing the right There are far too many players using the wrong string and the correct tension for their games. That can only be accomplished racquet, or wrong string and tension. by having knowledge of racquet and string technology, and knowing how to apply that knowledge to fit the player with the best set-up for their needs and particular style of play. string and tension. There are far too have that expertise, use it! Ask every But even if you have the knowledge many players using the wrong racquet, customer about their game. Don’t and skills, you have to know how to use or wrong string and tension. If their assume that what they are using is still them. I also hear from racquet techni- game stagnates or their racquet causes working. Players change. There is a cians, and even some MRTs, who tell injury, they are likely to quit playing. need for constant re-evaluation. me they give their customer “just what Your business will suffer, but so will We need to keep our players happy they ask for.” As important as that is, others: facilities, teaching pros, retail- and enjoying this great sport. As if that’s all you’re doing, you’re doing a ers, manufacturers and court builders. racquet technicians, we are on the front disservice to your player and to your There is a lot riding on what you do to lines of that effort. • business. And in the end, that approach keep players on the court. doesn’t help our sport grow. If you have just been installing Bob Patterson is the Executive Director We need to educate players about the strings, make an effort to increase your of the United States Racquet Stringers importance of using the right frame, knowledge and expertise. And if you Association. AGUILAR ANITA COURTESY

16 TennisIndustry August 2017 www.tennisindustrymag.com 20170523Tennismag_FP_print_v3.pdf 1 2017-05-16 4:36 PM

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Tennis Industry ida State Summer Games in ida StateSummerGamesin 45th SpecialOlympicsFlor Olympics oathkicked offthe thletes recitingtheSpecial August 2017 Grassroots - and operatetheSummerGames. opportunities, provide localtraining Olympics Floridatoprovide tennisplay tion Foundation teamedwithSpecial teers alsoassisted. and scorekeepers.” Forty localvolun- event leadersandon-courtmonitors nis enthusiasts volunteered asskills- Harkins says. “Ninelocalprosandten- certified officialswho volunteered,” were joinedby five outstanding USTA- towel tocommemoratetheevent. USTA Floridagave eachathlete atennis and variedlevelsmatchplay. ofROG In 2014, USTA FloridaandtheSec- “USTA Floridastaff and volunteers Athletes participatedinaskillsevent Tennis —Rick Vach for Youth Program Owens Honored Volunteer Vincent NORTHERN CALIFORNIA L puses, weget toboth.” “and by having theprogram oncam- in educationandtennis,” Owenssays, efforts insupportingMCTP. recognized by USTA NorCalfortheir ing tennis. InApril,heandUPSwere the countlesshourshehasspentteach- raised $250,000 forMCTP, ontopof something toaspireto.” campusestogive them [college] “I reallywanted togetkidsonto bring tennistothem,” Owenssays. for minorities, itjust madesenseto when Isaw how isolatedtenniswas was something Idesiredtodo, and cational programfor7- to10-year-olds. Program (MCTP), anathletic andedu- started theMillsCommunityTennis tenniscoachMarkWeinsteinCollege combine both passions. with theUnitedWay, hewas ableto his workatUPS, whichalsoisapartner giving backtohiscommunity. Through tennis. He hasalsohadapassionfor Owens hasalways hadapassionfor “It’s importanttogetkidsinvolved Over thepast 16years, Owens has “Combining tennisandeducation In 2002,OwensandformerMills Committee memberVincent fornia Diversity andInclusion ongtime USTA NorthernCali- www.tennisindustrymag.com —Mylene Mukhar

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In order to better serve youth from under-resourced communities, we must continue to expand our programming on and off the court.

USTA Foundation Chairman James Blake knows this better than most. He got his start at an NJTL, the Harlem Junior Tennis and Education Program, using that as a springboard to Harvard. His professional tennis career included 10 tour titles and a career-high ranking COMMUNITY TENNIS of No. 4 in the world. “I always joked that my parents were Serving Up Dreams too cheap to pay for a babysitter,” Blake says of enrolling at HJTEP. “But really, By joining with the NJTL network, I loved it from the start.” Now Blake and the USTA Founda- the USTA Foundation is bringing tennis, tion are working to ensure that a new generation of children has that same education and healthy habits to kids. chance to fall in love with the game. “In order to better serve youth from By E.J. Crawford under-resourced communities, we must continue to expand our programming on and off the court,” says USTA Foundation Executive Director Dan Faber. “This will in turn help the USTA Foundation raise more money that will allow us to continue to serve more kids.” This is a model with proven success. hree years ago, the USTA being NJTL programs and their More than 90 percent of USTA Foun- Foundation combined students throughout the United States. dation scholarship recipients attend forces with the National The result is more kids off the streets college for four years, and studies Junior Tennis and Learn- and on tennis courts, learning healthy have shown that kids who play tennis ing (NJTL) network. The habits and leading active lifestyles, all are healthier and less prone to risky marriage T joined the Foundation’s while being immersed in the NJTL’s behaviors. Additionally, in 2016 the mission to utilize tennis and education ACE Curriculum, an out-of-school Foundation’s capacity-building initia- to make a difference with the NJTL’s academic offering designed to improve tive helped 29 NJTL chapters increase network of 350 programs nationwide kids’ attitudes and behaviors around youth participation from 74,000 in serving more than 200,000 students, math, literacy and school climate. 2014 to nearly 80,000. most often in under-resourced com- “Over the last few years, we’ve had “Our mission, goal and guiding light munities. And the union has yielded the privilege to reach out to communi- is to utilize tennis and education to spectacular results. ties across the country, to support their make a difference,” Blake says. “Serving This year, the USTA Foundation great work and ensure that everyone up dreams isn’t just a marketing slogan. surpassed $25 million in total giving— who takes part in our programs has the It’s what we do.” including nearly $3 million in 2016 opportunity to achieve their dreams,” To support the NJTL network, visit alone—with the primary beneficiary says USTA President Katrina Adams. USTAFoundation.com. • USTA COURTESY

20 TennisIndustry August 2017 www.tennisindustrymag.com monogut-zx-third-advert-image-update.pdf 1 06/07/2016 22:23

CMY

K INDUSTRY ASSOCIATE BUSINESS SUPPORTING AFFILIATE PARTICIPATING PARTNER PARTNER PARTNER PARTNER PARTNER PARTNER $100 $325 $750 $1250+ $1500+ (TIERS) TENNIS COMMUNITY BENEFITS & SERVICES PerkSpot Network Benefits 4 4 4 4 4 4 CollegeSave Tuition Discounts 4 4 4 4 4 4 TENNIS TIA Network - Learning Series Webinars 4 4 4 4 4 4 NETWORK 4 4 4 4 4 4 $35 TennisInsure/Health IQ Life Insurance Subscription Discounts/Insider News 4 4 4 4 4 4 Careers In Tennis Job Bureau 4 4 4 4 4 4

TIA MEMBER BENEFITS & SAVINGS TIA Learning Series Webinars (unlimited) 4 4 4 4 4 4 TIA Business Directory Listings 4 4 4 4 4 4 Careers In Tennis Job Postings (unlimited) 4 4 4 4 4 4 PAI Credit Card Processing Discount 4 4 4 4 4 4 GrowingTennis System Usage 4 4 4 4 4 4 PartnerShip Shipping Discounts 4 4 4 4 4 4 Facility/Retail Manager Manuals 4 4 4 4 4 TOM Conference/Trade Show discounts 4 4 4 4 4 SaaS Partner /Business & Tech Product Discounts 4 4 4 4 4 Database Usage (eblasts/mailing) 4 4 4 4 TI Magazine ad discounts 4 4 4 4 Partner/Perkspot Offers 4 4 4 4

RESEARCH TIA State of the Industry Report 4 4 4 4 4 4 Facility/Retail Assessment Reports 4 4 4 4 4 PAC Tennis Participation Report 4 4 4 4 Player Overview/Buying Habits 4 4 4 Industry Insider Report 4 4 4 Global Tennis Marketplace 4 4 Census Reports: Racquets, Strings, Balls 4 Tennis Consumer Reports: Racquets, Shoes, Strings, Apparel, Balls 4 Pro/Specialty Store Retail Audit: Racquets (monthly), Footwear, Strings 4 Dealer Trends: Retailer Satisfaction & Brand Perception 4 Store Trends, Racquets, Footwear 4

All members of the tennis industry, whether in the U.S. or global— “No matter your role in tennis, sports or your community, the TIA’s including businesses and organizations, tennis facility owners or new ‘Tennis Network’ membership, for just $35 a year, makes you a managers, retailers, court builders, coaches, and more—can enjoy partner in helping to grow the tennis industry and our great sport,” says benefits and key information from the Tennis Industry Association to TIA Executive Director Jolyn de Boer. grow their network and their business. A Tennis Network member receives valuable benefits and services, The TIA recently revamped its membership levels and increased including the new CollegeSave Tuition Discounts, PerkSpot discounts benefits and services, designed to better serve individuals and companies and savings, subscription discounts, Tennis Network Insider News, of all sizes. The foundation for all TIA partner levels is membership in Careers in Tennis Job Bureau, and more. the “Tennis Network,” which includes any business, organization or For more information and to join the Tennis Industry Association, visit individual looking to support this industry. TennisIndustry.org.

22 TennisIndustry August 2017 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . TennisIndustry.org Official Ball 2017 Tennis Forum NYC August 28-29th | InterContinental New York Barclay Hotel

TENNIS FORUM SV CONNECTING THE ELITE WORLD OF SPORTS AND TECH

SV CONNECTING THE ELITE WORLD OF SPORTS AND TECH

This August the tennis industry is gathering on opening day of one of the world’s most exciting sporting events - the US Open - to discuss the state of the tennis industry, future of the sport and its businesses, explore new innovations, network and collaborate on ways to tell the great story of tennis, its benefits, and ways to build more players, more fans and more consumers!

TIA TENNIS FORUM & SCSV TECH EVENT SCHEDULE • TIA Tennis Forum MONDAY, AUGUST 28 • Tennis Industry Hall of Fame 8:30 - 10:15am TIA TENNIS FORUM • Business and Consumer Insights State of the Industry Presentations Future Thinking for Tennis Business • Sports Council Silicon Valley Innovation Challenge • Innovation & Tech Event 10:15 - 1:30pm Networking Break - INNOVATION SHOWCASE • Start-ups & Demos - VR, AR, AI 1:30 - 4pm SCSV - FUTURE OF TENNIS & TECH - Part I Start-Up Panel and Demos (Focus: How tech helps tennis) • Networking and Tabletops World Cafe - Small-Group Conversations • Top Speakers, Panelists and Judges TUESDAY, AUGUST 29 9:00 - 11:30am SCSV - FUTURE OF TENNIS & TECH - Part II Keynote Speaker Celebrity Fireside Chat REGISTER TODAY - Space is Limited Start-Up Demos (Facilitated Networking / Small-Group Meetings) TIA FORUM – Open to Industry FUTURE OF TENNIS TECH EVENT – START-UP TECH COMPANIES (AS OF 6.21.17): ASAP-SPORT | BLUEFOX | HEXOSKIN | KITMAN LABS | VKTRY VREE | BRICK SIMPLE; (TBC): LADUMA VR | SANA | SPHERICAM | TURINGSENSE | VNTANA | VSTRATOR $75 per session

For more information or to register - go to TennisIndustry.org or call the TIA at 866-686-3036

24 TennisIndustry August 2017 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . TennisIndustry.org TICKETS ON SALE NOW AT USOPEN.ORG

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AUGUST 28 – SEPTEMBER 10

USO 2017 Ticket Onsale Tennis Magazine Full-Aug.indd 2 6/30/17 9:23 AM TennisIndustry

DISTINGUISHED FACILITY-OF-THE-YEAR2017 AWARDS GUIDECOURT TO STRINGING CONSTRUCTION MACHINES

very morning when I arrive at my o ce, I’m Your Business Machine reminded of just how much our tradecraft Use our exclusive guide to fi nd has evolved. Just outside my a stringing machine that fi ts door, the reception area of the USRSA o E ce is fi lled with stringing machines your business and provides a good and tools dating back more than 100 years. Calling the earliest ones return on your investment. “machines” is really a stretch, since all they did is hold the frame while the By Bob Patterson stringer applied tension by rolling the string on a dowel and pulling. But, in its time, I am sure it was seen as a huge improvement over using your knees as the vise to hold the frame still. Along the same lines, “clamps” were simply awls inserted into the hole alongside the tensioned string to hold it in place for the next pull. Keep in mind that uncoated natural gut was the only string used at that time, which makes this feat even more amazing. Over time, ratchet devices were introduced to ensure greater accuracy of tension, rather than simply plucking the string and listening for the correct pitch. In time, tensioning devices were added to the vise—and the basic shape and function of a modern stringing machine begins to appear.

Achieving the Basics Today, stringing machines take many forms, from high-end drop-weights to lockout cranks and computer-driven models that attract attention and simplify the task. But even with all the advances, we still need the machine to help the stringer achieve the three basic goals of a good string job: • Maintain the frame’s original shape and condition. • Install the string undamaged. • Obtain the proper tension on each string, and hold that tension. With more than 50 machines to choose from on the market, the task of selecting a new stringing machine can be daunting, but it doesn’t have to be.

Our 2017 Guide to Stringing Machines UNIQUE SPORTS COURTESY

26 TennisIndustry August 2017 www.tennisindustrymag.com TennisIndustry

The best method for choosing the right stringing machine starts with assessing your needs.

provides a comprehensive look at all If you are the only stringer using the how little that expensive machine actu- the features of the machines available. machine, an easy height adjustment ally costs in the long run. Because this If you are looking for a new machine, is probably not high on your wish list. will be a major investment, you don’t this guide is the place to start. But we But if you share the machine with other want to pinch pennies now and then recognize that this expansive chart stringers, it can be a must have. have regrets later. can also be a bit intimidating. The best Make a list of your must-have When your final list contains two method for choosing the right stringing features. This will be your first cut, or three machines, you should try and machine starts with assessing what you eliminating all machines that do not demo them. If the vendor in your area need the machine to do for you. meet those criteria. cannot provide a machine to try, per- Once you have the list narrowed haps they can arrange for you to string Assessing Your Needs down, look at features you would like on one at another dealer after hours. As you will see from the chart, there are to have but that may not necessarily There are other important factors many bells and whistles to consider. be essential. This should allow you to to consider. Make sure you look at the Determining what you need and what further narrow the list. after-the-sale service and the warranty. you want is a good place to start. This is vital for all operations, but espe- Consider each feature and what it Return on Investment cially if you only have one machine and would bring to your operation. If you Now, it’s time to consider your budget. would essentially be out of business have a high-volume shop stringing 20 Remember, this is an investment in if it is ever out of commission. Make or more racquets a day, then having a your business. It is not uncommon for a sure you know the company’s policy for quick-mounting system may allow stringing machine to last more than 10 repairs, turn-around time and loaners. you to string another three or four years, even in a high-volume shop. For your business and for your play- more racquets per day. If you only Consider the money the machine ers, your stringing machine may well be string three or four racquets a week, a brings in over the expected lifespan to the most important piece of equipment quick-mounting system may not be a get an idea of the potential return on you can own. Make sure you take the

COURTESY BOB PATTERSON/USRSA COURTESY high-priority item. investment. You may be surprised at time to find the perfect one. •

www.tennisindustrymag.com August 2017 TennisIndustry 27 TennisIndustry

2017 GUIDE TO STRINGING MACHINES

Model Price Warranty (MSRP) (years)

Turntable Lock Tennis RacquetballSquash Badminton Height Tabletop StandardTabletop OptionLeveling PadsLeveling on Tabletop PadsHeight on StandAdjustableMounting2-Point Mounting4-Point Mounting5-Point Mounting6-Point Mounting 360-DegreeTurntable Rotation SpeedTensioning ControlDrop WeightFull Clutch-DropRatchet System-DropHand Crank2-Sided CrankElectric Beeps On/OffMultiple SpeedConstant Pull LockoutPull PrestretchLinear PullSelf-ElevatingAutomated Linear Pull Tension Release Alpha • 800-922-9024 • www.alphatennis.com • [email protected] Stand IncludedStand Available Pioneer DC Plus $499 5 x x x x x x x x x x x x x x x x x x x x x Revo 4000 $699 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x Axis Pro $799 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x Apex Speed $1,099 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x Ghost 2 $2,795 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x Babolat • 877-316-9435 • www.babolat.com Sensor $5,795 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x Sensor Expert $8,500 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 1 Star 5 $3,695 3 or 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x Racket Station - Perf $6,595 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 2 Racket Station - Perf Link $7,895 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 2 Racket Station - Ultimate Link $9,395 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 1, 2 Gamma • 800-333-0337 • www.gammasports.com X-2 $189 Life x x x x $119 x x x x x x x x x x x x x x $29 x x x x x x x Progression 200 $184 Life x x x x x x x x x x x x x x x x x $29 x x x x x x x Progression 602 $389 5 x x x x $119 x x x x x x x x x x x x x x $29 x x x x x x x X-6 $399 5 x x x x $119 x x x x x x x x x x x x x x $29 x x x x x x x Progression 602 FC $519 5 x x x x $119 x x x x x x x x x x x x x x x $29 x x x x x x x X-6 FC $529 5 x x x x $119 x x x x x x x x x x x x x x x $29 x x x x x x x Progression ST II $769 5 x x x x $119 x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x X-ST $779 5 x x x x $119 x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x Progression Els $1,189 5 x x x x $119 x x x x x x x x x x x x $35 x x x x x x x x x x x $29 x x x x x x x x x X-Els $1,199 5 x x x x $119 x x x x x x x x x x x x $35 x x x x x x x x x x x $29 x x x x x x x x x 5003 w/6pt QM System $999 5 x x x x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x 5003 w/6pt QM SC System $1,099 5 x x x x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x 5003 w/2pt SC System $1,199 5 x x x x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x 6004 w/6pt SM SC System $1,399 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 6004 w/2pt SC System $1,399 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 6900 Els w/6pt SM SC System $1,999 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 6900 Els w/2pt SC System $1,999 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 7900 Els w/6pt QM System $2,399 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 7900 Els w/6pt QM SC System $2,499 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 7900 Els w/2pt SC System $2,599 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 8900 Els w/6pt SM SC System $3,499 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 8900 Els w/2pt SC System $3,499 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 9900 Els w/6pt SM SC System $3,999 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 9900 Els w/2pt SC System $3,999 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 3, 12 Klipper USA • 800-522-5547 • www.klipperusa.com Klippermate $169 Life x x x $125 x x x x x x x x x x x x x x x x x x 4 Klippermate Bad’ton $189 Life x $125 x x x x x x x x x x x x x x x x x x 4 280-CS $295 10 x x x x $125 x x x x x x x x x x x x x x x x x x 4 440-CS $495 10 x x x x $125 x x x x x x x x x x x x x x x x x 5 Pacific North America LLC • 941-795-1789 • www.pacific.com • [email protected] Digital DX8 $9,995 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x $895 x x x x Digital 700 $7,995 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x $45 x x x $395 x x x x Tronic DX6 $6,495 2 x x x x x x x x x x x x x x x x x x x x x x x x $795 x x x x Prince • 800-283-6647 • www.princetennis.com Neos 1000 $1,399 3 x x x x x x x x x x x x x x x x x x x x x x x Neos 1500 $1,599 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x Prince 7000 $6,495 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 6 Stringway • 800-922-9024 • www.alphatennis.com M100 - O92 - TH+TH18 $628 10 x x x x x x x x x x x x x x x ML100con - O92 - TH+TH18 $708 10 x x x x x x x x x x x x x x x x M100 - O92 - T92 $892 10 x x x x x x x x x x x x x x x ML100con - O92 - TH $848 10 x x x x x x x x x x x x x x x x ML100con-O92 - T92 $963 10 x x x x x x x x x x x x x x x x ML120con - O92 - T92 $1,058 10 x x x x x x x x x x x x x x x MS 200con T92 $1,518 10 x x x x x x x x x x x x x x x x x x x x

1 — Magnetic clamp base release. 4 — Flying clamp starting pins. 2 — Babolat Racket Station machines are fully upgradable to the next level of 5 — Single swivel fixed clamp; flying clamp starting pins. machine. Two different stands available: manual ($385) or electric ($1,295). 6 — Available with 4-point or 6-point mounting system. 3 — Motorized height adjustment.

28 TennisIndustry August 2017 www.tennisindustrymag.com TennisIndustry

Diablo/Nosecone Dual Swivel Single Action Fixed Starting Clamp RotationalFoot Tensioner PedalPounds Tension &ActivatorManual Kilos Tension CalibrationSelf-Calibrating AdjustableDiamond CoatKnob/Dial TensionPlus/Minus Tension Head Grip SettingFull Touchpad Keypad LED/LCDTension Tension Set Setting TensionMultilingual DisplayKnot Touch Tensioning ScreenRemovable Display ElectricClamping TensionerFlying Clamps UnitFixed ClampsDual on Swivel Glide Bars Double Action360-Degree FixedDiamond Clamps DustAutomated on Glide Clamps BarsNo Base Tool ReleaseNeededExtra Clampsto Features AdjustTool Clamps Tray Cover IncludedCover AvailableString MeasurerBuilt-In RulerReel Rack Racquet StandCabinet WithWeight DrawersUnder 50 50-75lbs. lbs.Over 75 lbs. Tools Included Diagonal CuttersNeedle NoseAwl Pliers Flying ClampAssembly Instructions/VideoOwners Manual/VideoGuiding AwlBent-Nose AssemblyPliers Tools Notes Alpha • 800-922-9024 • www.alphatennis.com • [email protected] Pioneer DC Plus $499 5 x x x x x x x x x x x x x x x x x x x x x Revo 4000 $699 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x Axis Pro $799 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x Apex Speed $1,099 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x Ghost 2 $2,795 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x Babolat • 877-316-9435 • www.babolat.com Sensor $5,795 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x Sensor Expert $8,500 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 1 Star 5 $3,695 3 or 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x Racket Station - Perf $6,595 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 2 Racket Station - Perf Link $7,895 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 2 Racket Station - Ultimate Link $9,395 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 1, 2 Gamma • 800-333-0337 • www.gammasports.com X-2 $189 Life x x x x $119 x x x x x x x x x x x x x x $29 x x x x x x x Progression 200 $184 Life x x x x x x x x x x x x x x x x x $29 x x x x x x x Progression 602 $389 5 x x x x $119 x x x x x x x x x x x x x x $29 x x x x x x x X-6 $399 5 x x x x $119 x x x x x x x x x x x x x x $29 x x x x x x x Progression 602 FC $519 5 x x x x $119 x x x x x x x x x x x x x x x $29 x x x x x x x X-6 FC $529 5 x x x x $119 x x x x x x x x x x x x x x x $29 x x x x x x x Progression ST II $769 5 x x x x $119 x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x X-ST $779 5 x x x x $119 x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x Progression Els $1,189 5 x x x x $119 x x x x x x x x x x x x $35 x x x x x x x x x x x $29 x x x x x x x x x X-Els $1,199 5 x x x x $119 x x x x x x x x x x x x $35 x x x x x x x x x x x $29 x x x x x x x x x 5003 w/6pt QM System $999 5 x x x x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x 5003 w/6pt QM SC System $1,099 5 x x x x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x 5003 w/2pt SC System $1,199 5 x x x x x x x x x x x x x x x x x x x x x $29 x x x x x x x x x 6004 w/6pt SM SC System $1,399 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 6004 w/2pt SC System $1,399 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 6900 Els w/6pt SM SC System $1,999 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 6900 Els w/2pt SC System $1,999 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 7900 Els w/6pt QM System $2,399 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 7900 Els w/6pt QM SC System $2,499 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 7900 Els w/2pt SC System $2,599 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 8900 Els w/6pt SM SC System $3,499 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 8900 Els w/2pt SC System $3,499 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 9900 Els w/6pt SM SC System $3,999 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 9900 Els w/2pt SC System $3,999 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 3, 12 Klipper USA • 800-522-5547 • www.klipperusa.com Klippermate $169 Life x x x $125 x x x x x x x x x x x x x x x x x x 4 Klippermate Bad’ton $189 Life x $125 x x x x x x x x x x x x x x x x x x 4 280-CS $295 10 x x x x $125 x x x x x x x x x x x x x x x x x x 4 440-CS $495 10 x x x x $125 x x x x x x x x x x x x x x x x x 5 Pacific North America LLC • 941-795-1789 • www.pacific.com • [email protected] Digital DX8 $9,995 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x $895 x x x x Digital 700 $7,995 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x $45 x x x $395 x x x x Tronic DX6 $6,495 2 x x x x x x x x x x x x x x x x x x x x x x x x $795 x x x x Prince • 800-283-6647 • www.princetennis.com Neos 1000 $1,399 3 x x x x x x x x x x x x x x x x x x x x x x x Neos 1500 $1,599 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x Prince 7000 $6,495 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 6 Stringway • 800-922-9024 • www.alphatennis.com M100 - O92 - TH+TH18 $628 10 x x x x x x x x x x x x x x x ML100con - O92 - TH+TH18 $708 10 x x x x x x x x x x x x x x x x M100 - O92 - T92 $892 10 x x x x x x x x x x x x x x x ML100con - O92 - TH $848 10 x x x x x x x x x x x x x x x x ML100con-O92 - T92 $963 10 x x x x x x x x x x x x x x x x ML120con - O92 - T92 $1,058 10 x x x x x x x x x x x x x x x MS 200con T92 $1,518 10 x x x x x x x x x x x x x x x x x x x x

www.tennisindustrymag.com August 2017 TennisIndustry 29 TennisIndus-

2017 GUIDE TO STRINGING MACHINES

Model Price Warranty (MSRP) (years)

Leveling PadsLeveling on Tabletop Pads on Stand 6-Point MountingTurntable360-Degree Lock Turntable Rotation Speed Control Ratchet System-Drop Beeps On/Off PrestretchLinear PullSelf-ElevatingAutomated Linear Pull Tension Release Tennis RacquetballSquash Badminton Height Stand IncludedStand AvailableTabletop StandardTabletop Option Height AdjustableMounting2-Point Mounting4-Point Mounting5-Point Mounting TensioningDrop WeightFull Clutch-Drop Hand Crank2-Sided CrankElectric Multiple SpeedConstant Pull LockoutPull Tecnifibre • 888-301-7878 • www.tecnifibreusa.com Ergo Pro ATP $9,000 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x Ergo 1 $6,000 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x Tourna • 800-554-3707 • www.uniquesports.us 600-ES $1,695 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 300-CS $795 2 x x x x x x x x x x x x x x x x x x x x x x x x x 600-EST $1,600 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 800-ES $3,490 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 10, 11 Wilson • 800-272-6060 • www.wilson.com Baiardo $6,000 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 3, 7 Wise USA • 888-836-7466 • www.tennishead.com 2086 Professional Electronic Tension Head $595 2 x x x x x x x x x x x x $45 x x x x x x x 8 Yonex • 800-449-6639 • www.yonexusa.com Pro Tech 8 Deluxe $8,499 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 9

7 — 3-D turntable rotation with adjustable tilt; angled stand for more leg room. 8 — Adapter available for drop-weight machines ($35); adapter for Gamma machines ($35) 9 — Mobility system with wheel lock, Aero cover. 10 — Humidity and temperature gauges. 11 — USB port for phone/tablet charging. 12 — Auto tension start.

30 TennisIndustry August 2017 www.tennisindustrymag.com TennisIndustry

www.tennisindustrymag.com August 2017 TennisIndustry 31 TennisIndustry

CUSTOMER SERVICE Relationship Advice Communication is key when dealing with your staff, customers, members and players. By Dr. Michelle Cleere

hen it comes to • Always greet staff and members with in others. These powerful nonverbal building relationships a “hello” and a smile. cues often have more impact than the and working with • Get to know your members and be on spoken word. others, there is no a first-name basis. What can affect your nonverbal singleW formula for success. Facility • Express empathy and/or sensitivity communication? Stress. You need to be managers and tennis directors know to employees’ emotions. aware of the times you may be experi- that to be successful, they need to • Explain to employees why a particular encing stress or pressure—and be sure accommodate many different person- activity should or should not be done. to take a breath to calm yourself before alities among employees, members, • Ensure members are kindly intro- having or continuing a conversation. customers and players. They also need duced to the policies of your facility Distractions also affect nonverbal to train their staff to do the same, which from the minute they enter, so there is communication. It is impossible will optimize performance and improve no question or conflict later. to communicate effectively while both member and staff retention. • Communicate consistently with staff multitasking. Stay focused on the The real key is understanding who and members, and be authentic. moment-to-moment experience. all of these different personalities are, • Consistently use encouraging, Inconsistencies between what you what makes them tick, and how they supportive, positive communication. say and what your body says may be want to be treated. To do that, you need interpreted as dishonesty or insincer- open, reciprocal communication. Nonverbal Communication ity. Postures such as crossing your You and your staff need to be aware arms, tapping your foot or avoiding eye Build the Foundation of nonverbal communication. If body contact can be interpreted as disagree- Managers must be “on” and engaged at language and gestures are positive and ing with or not being interested in what all times. Communication can make the inviting, the perception will be positive someone else is saying. difference between success and failure as well. If the nonverbal cues are nega- in how your staff works with members, tive and unappealing, the perception Verbal Communication and whether or not members continue will rightly be undesirable. Communication is more than just an coming to your facility. Among staff, positivity and negativity exchange of information. It involves Building a relationship begins with will influence motivation, confidence understanding the motivation and the first conversation—and, keep in and productivity. With customers, non- intention behind the message, includ- mind, you have only 20 seconds to verbal cues will influence their experi- ing how the message is conveyed and make a good first impression. This ence, attitudes and retention rate. how it is received and understood. It’s conversation can occur face-to-face, Facial movements communicate important to verify that the other party over the phone or via social media and feelings, likes, dislikes, agitation, gets the right message. other communication apps. happiness and disgust. Other forms A basic approach to communication Research indicates that effective of nonverbal communication include ensures that you work with each indi- communication, both verbal and physical appearance, posture, gestures vidual in a genuine, collaborative way. nonverbal, is a learned behavior. To and body position. We’re programmed Changing the way you communicate enhance your communication skills: to notice these small, physical changes can make a huge difference:

32 TennisIndustry August 2017 www.tennisindustrymag.com TennisIndustry

Communication is more than just an exchange of information. It involves understanding the motivation and intention behind the message.

• Listening: True listening is more members. These types of questions pro- individual really is. Managers must than just hearing words. It requires vide the opportunity to express chal- listen carefully to know what to a rm. engagement and empathy. Often, com- lenges, barriers, failures and successes. Generally, individuals feel more vali- munication is more e ective when the dated by positive comments regarding focus is on listening instead of talking. • Refl ections: Often forgotten, their thoughts, plans and skills. Managers who are good listeners enjoy “refl ections” are clarifi cation state- successful, rewarding and enjoyable ments that express the meaning of Create A Win-Win relationships with sta and members. what the other person has said. Refl ec- Building relationships with di erent Sta needs to feel they are being heard tions can validate interest and confi rm personalities—whether sta , members by their manager, and great listening that an individual is listening as well or customers—isn’t as hard as it sounds. skills can assist a manager in empower- as understanding. But watch how you It all begins with a manager’s ability to ing sta , motivating them and giving approach this technique and the tone communicate e ectively with sta and them a sense of ownership. To build of voice you use, so that it isn’t interp- to motivate based on how they learn. positive relationships with members, reted as patronizing or condescending. This can help optimize performance ensure that you provide an environ- and boost morale. ment for open communication, feed- • A rmations: A rmations show In turn, sta retention leads to mem- back and suggestions or ideas. appreciation for sta and their ber retention, and that means money strengths, and for members and their continues to come into the facility. • Ask Questions: Ask open-ended value. A rmations are di erent than Members who have a good experience questions, rather than questions compliments, which typically contain are likely to refer friends and family to requiring a simple “yes” or “no” an evaluative judgment and usually your facility. Having a more e ective answer, which invite discussion and are begin with “I.” Changing an “I” communication approach and under- important to building collaborative, statement to a “you” statement com- standing how people learn is a win-win

COURTESY SHUTTERSTOCK COURTESY deep relationships with sta and municates an appreciation for who an for everyone.

www.tennisindustrymag.com August 2017 TennisIndustry 33 34 driven them out ofsportslike tennis, because injuriesandjointpain have Bureau. They’retakinguppickleball all adults, according totheU.S. Census groupaccountsfor45percent of age driving thepickleballmarket. That • Baby-Boomers 50andup)are (age understand thesetrends: benefitting fromit—aretheoneswho implementing pickleball—andinturn, we cantellyouthatthepeoplewhoare to USOpenPickleballChampionships, should offerpickleballattheirfacilities. asking iswhether—and why—they The question many peoplehave been A By Terri GrahamandChrisEvon better—and more profitable—manager. sport atyourfacilityto becomea Follow anew andimplement trends The PickleballAdvantage BUSINESS OPPORTUNITIES TennisIndustry As theorganizersofannualMin-

Tennis Industry and itsgrowing popularity. you know aboutpickleball sports industry, chancesare s amemberoftheracquet August 2017

that getallthe attention) inbuying. groups Millennials andGenX(theage those under50. Thismeanstheylead consumer productsandservices than • Baby-boomers spendmoreon means additionalincome. ning. Chargingforpickleballcourttime taking placeandleaguesaren’t run- ing morninghourswhenlessonsaren’t courts aren’t asbusy—for example,dur offering pickleballattimeswhentennis We have seenclubsandparks smartly demand andreapthefinancialrewards. play, meansyoucancapitalizeonthat your currentfacilitiesforpickleball Putting inpickleballcourts, orlining groupwants tostay• Thatage active. already have aready-made player base. racquetball andrunning.It’s afact:you Your

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- are you going toserve yourpublic?are yougoing • sales. Thesportsindustry isevolving— numbers don’t lie,andneitherdothe traditional sports, buttheparticipation tostick are onlygoing withso-called active lifestyle market. pickleball complexinapursuitofthe doing something similarandaddinga Margaritaville inDaytona Beachis courts areasalesLatitude advantage. Minto, understand thatpickleball players fromallover thecountry. play andcampsallyearlong,attracting the parkdistrict hosts lessons, league Open PickleballChampionships, and benefits. It’s thehomeofMintoUS adding pickleballandrealizingthe Naples, Fla.,inCollierCounty, are your job? anything new,” areyoureallydoing ing it.Ifyousay, “We’re not adding what peoplewant andthendeliver A key toany businessislistening to inexpensive way toimplementthat. income. Liningexisting courtsisan ball programstranslatesintoadded tool foryourfacilities. pickle- Adding • Pickleballisavaluablerecruitment you ratherkeep orloseaplayer? racquet forgood.” It’s simple:would pickleball andIputdown my tennis pickleball.” They’re not saying, “Ifound ally missedit.I’m sothankfulIfound but Ican’t play anymore, andIre- We oftenhearpeoplesay, “Ilove tennis, because itdoesn’t detract fromthem. from higher-impact sports, primarily • Pickleballisanaturaltransition balls andapparel. will comelookingforshoes, paddles, for yourproshop, wherenewplayers That translatesintoadditionalrevenue comments [email protected]. We welcomeyour opinions.Pleaseemail It’s easy tosay you’re apurist and Housing developers, including The smartest communities, like Sporting Goods. spent acombined38years atWilson April inNaples,Fla.Theypreviously Pickleball Championships,heldeach the founders oftheMintoUSOpen Terri Graham andChrisEvon are www.tennisindustrymag.com

COURTESY MINTO US OPEN PICKLEBALL CHAMPIONSHIPS TI MAG AD pg.indd 2 5/26/16 12:53 PM