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SI FC Jul\Aug SportsInsight £3.50 AUGUST 2006 www.sports-insight.co.uk THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS INSIDE THIS ISSUE PEOPLE POWER 10 tried-and-tested ways to motivate your staff IN SEASON Focus on tennis, supplements and triathlon E-TAILING How to boost traffic to your online store CROSS-MERCHANDISING The sales strategy that has revolutionised retailing MONEY MATTERS Will new technology finally spell the end of cash payments? UNDER THE COUNTER A sideways look at the world of independent retailing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training JUST ADD BLOOD, SWEAT & TEARS a collection of training aids, clothing and equipment for the serious athlete in athletics, basketball, boxing, cricket, football, hockey, netball, rugby, tennis, volley ball As endorsed by Graham Taylor England Manager 1995-1997 Reydon Sports, Unit 17, Easter Park, Lenton Lane, Nottingham, NG7 2PX Call us now on 0115 900 2340 Fax: 0115 900 2341 www.reydonsports.com IN THIS ISSUE Sports Insight working with Sports Insight Messe Munchen’s UK partner for new media CONTENTS 08.06 ABC Certification Sports Insight has a current ABC certified circulation of 5,268 (audit period July 1, 2004 to June 30, 2005). The Audit Bureau of Circulations (ABC) is an independent audit watchdog that verifies magazines’ circulation figures, providing accurate and comparable data for advertisers. ABC Certification demonstrates a media owner’s integrity, in their willingness to be audited and to conform to industry standards. COVER STORIES Sports 24 MONEY MATTERS Insight Will new technology finally spell the end of Editor: Jeff James Tel: 01273 719900 cash payments? Email: [email protected] Assistant Editor: Catherine Eade 55 PEOPLE POWER Advertising Manager: Keith Shaw-Marshall 10 tried-and-tested ways to motivate your staff Tel: 01206 505947 Email: [email protected] Fax: 01206 500243. 58 CROSS MERCHANDISING Advertising Executive: Tim Wilby The sales strategy that has revolutionised retailing Tel: 01206 500240. Email: [email protected] Fax: 01206 505935. 62 E-TAILING Advertising Sales How to boost traffic to your online store 21-23 Phoenix Court, Hawkins Rd, Colchester, Essex CO2 8JY 66 UNDER THE COUNTER 10 NAME GAME Group Advertising Manager: Sam Reubin A sideways look at the world of independent Sponsorship news Group Editor: Ted Rowe retailing Publisher: Matthew Tudor 11 TRANSFER MARKET Art Director: James Philp Industry movers and shakers Designers: Dave Morgan, Lewis Webb REGULARS Advertisement Art Director: Alison Barnes 12 KIT STOP Reproduction: Ace Pre-Press. Tel: 01206 797541 6 WHAT’S NEWS Essential stock for your shop Accounts: 01206 505958 Latest headlines, key dates and events Published by Maze Media (2000) Ltd, 21-23 Phoenix Court, 17 TALKING SHOP Hawkins Rd, Colchester, Essex CO2 8JY Mike Rice, managing director of Evans Cycles All contents © Maze Media (2000) Limited. The views expressed in this magazine are not necessarily those of the publisher. Every effort is made 21 FSPA MEMBER NEWS to ensure the veracity and integrity of the companies, persons, products You can join The Federation of Sports and and services mentioned in this publication and details given are believed Play Associations for just £50 to be accurate at the time of going to press. However, no responsibility or liability whatsoever can be accepted for any consequence or 22 WHAT’S HOT repercussion of responding to any information or advice given or GILBERT’s new boot range inferred. No part of this publication may be copied, broadcast, interpreted, or stored, in any form, for any purpose, without the written permission of the publisher. SportsInsight ABC certified circulation: 5,268 (audit period PROFESSIONAL July 1, 2004 to June 30, 2005) PHOTOGRAPHY SERVICE UK SUBSCRIPTION: £35 for one year (10 issues). CALL 07736 738269 BRING Special discounts for Sports Insight clients your products studio and location TO LIFE! ADVERTISING - WEB - BROCHURES - CATALOGUES - PRESS 04 SPORTS INSIGHT FEATURES 20 PASSIONATE ABOUT SPORT Dan Hume recently joined McDavid as Area Sales Manager for the Midlands, Wales & North 44 WANT TO GET AHEAD? Stock some of the wide range of headgear currently on offer 60 MULTI-CHANNEL MARKET Nick Allen, chief executive of Zendor, surveys the changing face of retail IN SEASON 28 TENNIS 36 SUPPLEMENTS 48 TRIATHLON 12:$9$,/$%/( $87801:,17(5 5$1*( 7(/ :::0$586:,0:($5&28. www.sports-insight.co.uk 05 WHAT’S NEWS ALL THE VERY LATEST IN THE SPORTS INDUSTRY... Send your news stories to the Sports Insight news desk at [email protected] or call 01273 719900 England kit smashes sales records Umbro has confirmed that sales of both its red and white England kits have smashed all previous records. The red shirt, launched in February, has already become the best-selling England away kit of all time. Umbro has released some other interesting statistics showing the level of support that England fans have for the team: ■ It is estimated that, on average, more than one in five of England's population has bought a piece of official Umbro England product in 2006. ■ Umbro's range of Classic England kits, celebrating the team's most memorable World Cup moments, has achieved tremendous sales, with, not surprisingly, 1966 proving the most popular retro kit. ■ The red England shirt designed especially for women has been snapped up by over 150,000 female fans - more shirts than some Premiership teams sell in a season. "We expected the World Cup to be big because England fans always get behind the team, but this year has been fantastic," says Duncan Thomson, Head of FA Division at Umbro. We'd like to thank all England fans for their brilliant support." Says Marc Armstrong, Head of Business Development at The FA: "We are delighted with the latest sales figures for the England shirt, both in England and internationally. The team's popularity, together with Umbro's design and production capabilities, has seen sales go from strength to strength in recent years. "Most importantly, we recognise the support of our England fans in buying the official merchandise as all surpluses made by The FA from these products are invested back into the game at all levels." Umbro posted a total sales increase of 41 per cent to £247 million in the first half of 2006 on the back of the shirt success, with the company reporting sales 26 per cent higher than they were in the run-up to Euro 2004. “The World Cup has given the brand unparalleled exposure,” says Umbro chief executive, Peter McGuigan. SAUCONY LOOKS TO BOOST SALES Saucony UK has announced plans to increase market penetration and is looking to boost sales following its acquisition by The Stride Rite Corporation. The partnership has increased sales steadily and Stride Rite believes that 2006 will be a year of transition for Saucony as it sets the platform for 2007. Says Jonathan Quint, Marketing Manager of Saucony UK: "We believe that bigger investments in marketing our products through broadening our distribution base have proved highly beneficial to the brand. "We have started this year extremely well and Stride Rite has provided us with the bonus of increased in-store visibility. In fact, we are already ahead of forecasts and new products will allow us to further increase our market share. "We feel that Stride Rite has great ambitions for the European market, including the UK, and their goals for the brand meets our market expectations head on and will provide us very welcome support and solid growth prospects." 06 SPORTS INSIGHT “The All England Club would have pitched Henman in the women’s event were it not for the fear he might meet a Williams sister and have his spine snapped” Martin Samuel writing in The Times FAKE SHIRTS SEIZED CHILDREN ARE REAL WORLD CUP WINNERS Fabio Grosso's winning penalty in the final not only signalled the close of another Trading Standards officers have seized 2,500 fake England World Cup, but also the successful conclusion of '6 Villages for 2006', the joint shirts - saving fans from being ripped off to the tune of World Cup campaign between FIFA and SOS Children's Villages, an organisation £625,000. that provides family homes for children who have no-one to care for them. The shirts, along with other counterfeit items such as The campaign has seen the world of football digging deep into its pockets, England flags and towels, were confiscated by West Yorkshire exceeding the £12 million target and ensuring that the real winners of this year's Trading Standards in a raid on a wholesaler in Bradford at the World Cup are some of the globe's most vulnerable children. end of June. Officers tracked them down after spotting fakes Funds raised will provide over 800 orphaned and abandoned children around with Umbro and England logos in a shop in Leeds. the world with a new family home, as well as provide support for over 5,000 Both the shop and the wholesaler involved have been children and 1,000 families through additional community outreach programmes. given an official warning by Trading Standards, as well as losing World Cup players, including Andriy Shevchenko, Wayne Rooney and Fabio the dodgy goods they had hoped to make a packet on. Cannavaro, as well as The FA and Celtic FC, all pledged their support for the "The goods have been imported from Thailand and were campaign and the six new villages, which are nearing completion in Brazil, of very poor quality," says Paul Smith, Principal Trading Mexico, Nigeria, South Africa, Ukraine and Vietnam.
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