THE PRINCIPAL TRADE MAGAZINE FOR UK SPORTS RETAILERS, MANUFACTURERS AND DISTRIBUTORS SportsInsight JANUARY 2006 www.sports-insight.co.uk NEW PRODUCTS CONTACTS TRADE NEWS BETTER BUSINESS THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS INSIDE THIS ISSUE STORE WARS How to take on the big boys - AND WIN PROGRESS & PROSPERITY The trade offers its forecasts for the year ahead IN SEASON STAG Focus on rugby, running, football, swimming & combat sports SHOW REVIEW “The STAG show at Heythrop Park was a true buying show in every sense of the word. A spectacular venue, great facilities and a really well organised and attended show” Bill Leach, Sales Director, Mitre “Great support from STAG members, lots of business written as ever over the two days. Much better than the other trade shows we attended in 2005” Tom Kavannagh, National Sales Manager, Puma "Thanks for a well organised show, a miracle of logistics by you and your team. We played our part and ordered several thousand pounds worth of goods with several suppliers, and with such a big attendance I hope the exhibitors were well satisfied" SHOW PREVIEWS Colin Gundy, Owner, Cojo's, Louth "A unique chance not only to see the suppliers and take advantage of the superb deals but also to network with other STAG members. The shop insurance offer for members was far better than our current supplier" Ron Clarke, Owner, Soccerworld, Aberdeen a collection of training aids, clothing and equipment for the serious athlete in athletics, basketball, boxing, cricket, football, hockey, netball, rugby, tennis, volley ball 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 Contents newQx 9/1/06 3:02 pm Page 3 IN THIS ISSUE Sports Insight working with CONTENTS 01.06 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 62 E-TAILING Building a store on eBay offers the perfect 16 SHOW TRIUMPH opportunity to reach new customers Sports The recent STAG buying show was a resounding Insight success for suppliers and retailers alike 66 UNDER THE COUNTER A sideways look at the world of Editor: Jeff James Tel: 01273 719900 independent retailing Email: [email protected] 22 ISPO WINTER 06 PREVIEW Assistant Editor: Catherine Eade This year’s winter ispo will be the biggest one in Advertising Manager: Keith Shaw-Marshall the event’s history Tel: 01206 505947 Email: [email protected] Fax: 01206 500243. 25 SOLTEX 06 PREVIEW Advertising Executive: Tim Wilby You can’t afford to miss Soltex if your business is Tel: 01206 500240. Email: [email protected] winter sports Fax: 01206 505935. Advertising Sales 26 OPTIMISM ABOUNDS 21-23 Phoenix Court, Hawkins Rd, Colchester, Essex CO2 8JY The trade gives its views on the year ahead Group Advertising Manager: Andrea Hale 60 STORE WARS Group Editor: Ted Rowe How to take on the big boys - and win Publisher: Matthew Tudor Art Director: James Philp Designers: Dave Morgan, Lewis Webb Reproduction: Ace Pre-Press. Tel: 01206 797541 REGULARS Accounts: 01206 505958 06 WHAT’S NEWS Published by Maze Media (2000) Ltd, 21-23 Phoenix Court, Latest headlines, key dates and events Hawkins Rd, Colchester, Essex CO2 8JY All contents © Maze Media (2000) Limited. The views expressed in this 09 NAME GAME magazine are not necessarily those of the publisher. Every effort is made Sponsorship news to ensure the veracity and integrity of the companies, persons, products and services mentioned in this publication and details given are believed 12 WHAT’S NEW to be accurate at the time of going to press. However, no responsibility The latest lines from the world’s leading or liability whatsoever can be accepted for any consequence or manufacturers repercussion of responding to any information or advice given or inferred. No part of this publication may be copied, broadcast, 18 WHAT’S HOT interpreted, or stored, in any form, for any purpose, without the written Linebreak Recovery sportswear for men and women permission of the publisher. ABC certified circulation: 5,268 (audit period 19 RETAIL THERAPY July 1, 2004 to June 30, 2005) Tom Naylor, RUN, Hove & Worthing 20 60 SECONDS YOUR FREE SUBSCRIPTION David Buchanan, Group Marketing Executive of the Don’t forget to register for your free Sutton Group Of Companies subscription to Sports Insight. To do so simply visit 21 FSPA MEMBER NEWS www.sports-insight.co.uk The industries of sport and play unite to create a click on ‘Free Subscription’ and fill out fresh look, stronger voice and new name for the the online form Federation 04 SPORTS INSIGHT www.ispo.com pic: © mammut benefi t from ispo network 29jan–1feb 06 20–23 feb 06 Munich Moscow FEATURES 30 BOOST SALES How to do it with the latest cutting-edge signage solutions 13–16 march 06 16–18 july 06 48 CUSTOMISATION IS KING Shanghai Munich Personalised teamwear can provide you with a lucrative and reliable way to retain customers and boost your bottom line IN SEASON 39 RUGBY 40 FOOTBALL 42 RUNNING 52 COMBAT SPORTS 57 SWIMMING 20–23 sept 06 Moscow Messe München GmbH, Messegelände, 81823 München, Germany, Phone (+49 89) 9 49-113 88 Fax (+49 89) 9 49-113 89, [email protected], www.ispo.com for trade visitors only Pattern Ltd., Richmond, Surrey TW9 2LL, Phone (020) 8940 4625, Fax (020) 8948 1442 [email protected], www.pattern.co.uk www.sports-insight.co.uk 05 WHAT’S NEWS ALL THE VERY LATEST IN THE SPORTS INDUSTRY... Advance Performance bucks retail trend Contrary to national retail trends, service which causes loyalty beyond supports running in the local area in independent sports retailer Advance reason. Our customers travel from all many ways. The retailer sponsors most Performance has reported a healthy over the UK because they trust and local running races in support of 29 per cent overall growth in the last value our attention to detail, the time various charities, provides free advice 12 months. we give them and our exceptional level and information at event road shows Based in Peterborough, Advance of service. and runs a club support scheme to help Performance is no ordinary running "Over 85 per cent of first visits are athletic clubs and individual runners. store. And it's because of the as a result of personal or professional company's unique 'loyalty creating' recommendation and, as a result, we service that the retailer is performing so have plenty of loyal customers who well. Already Peterborough Retailer of recommend us and return to experience the Year in 1999 and WOW Customer our unique service time and again." Care Award winner in 2000, the team The 2,300 sq ft store stocks an at Advance Performance believe it is extensive product range, from running their careful assessment in ensuring shoes to moisture-wicking breathable that they prescribe the right shoes for clothing and accessories. A well-trained their customers' individual running style team of five staff are on hand to guide and feet to prevent injuries that sets customers through the maze of them apart. branded products to ensure genuine fit Established in 1996, turnover at and suitability. All products in the store the store has almost doubled in the last are personally selected by Hale and five years. Says inspirational managing fellow director, Matthew Parker. director, Samantha Hale: "In a fierce Advance Performance also has a economic climate we have to provide a strong sense of community and TKG gets cash injection The Kendal Group, owner of brands such as Zoggs and PureLime, has received a £1.5 million cash injection from fund manager and private equity investor, Octopus Asset Management. Octopus has acquired a significant minority stake in the equity of TKG and Octopus Fund Manager, Chris Allner, has joined the company's board. Says Allner: "We like businesses with strong brands and we are very excited by the potential of Zoggs and PureLime. We are also delighted to invest into TKG's first-class team of seasoned sports industry and consumer brand executives led by TKG director and Zoggs CEO, Mark Hammersley. "Their track record of growing the sales of Zoggs- branded products by over 60 per cent in the last three years underpins our confidence. Our investment will support strong growth trends in both Zoggs and PureLime brands and will strengthen TKG's balance sheet for further acquisitions." 06 SPORTS INSIGHT Ultimate Sports takes rugby prize Ultimate Sports of Jersey has won Sports & Leisure UK’s Rugby Member of the Year award, sponsored by KooGa Rugby. The prize was two tickets to the Oxford vs Cambridge Varsity Match, which took place in December. “This has been our best year yet with KooGa Rugby,” says Ultimate Sports proprietor, Paul Watts. “Their footwear has been particularly strong and I can’t believe how well we’ve done MORE with their Pro Boot, which retails at £80. THAN JUST AN “But, of course, it’s not just their footwear. The KooGa brand sells right EXHIBITION across the range. As Now in it’s eight successful year, a member of Sports the Sports Merchandise Exhibition at & Leisure UK we get excellent service and Chelsea Football Club, continues to go from KooGa really are a strength to strength.