THE PRINCIPAL TRADE MAGAZINE FOR UK SPORTS RETAILERS, MANUFACTURERS AND DISTRIBUTORS

SportsInsight £3.50 JUNE 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 COPING WITH CONFRONTATION Top tips handling the customers from hell RECRUITMENT Would psychometric testing improve your staff selection? INNOVATIVE ISPO Full ispo summer 06 preview in this issue

IN SEASON Focus on , running, supports & school sports “so you want a swim revolution...” INTRODUCING NEW PUNCH ACTIVE ODOUR KILLER Wearing shoes and trainers in warm weather is guaranteed to trigger a high demand for a quick solution to shoe odour. Punch Active Odour Killer is the latest innovation from the Punch Active range, a trusted name in the care and upkeep of sports shoes and trainers. This 150ml pump spray comes in high-impact silver packaging and an easy display box. The non-aerosol formulation attacks odour- causing bacteria to give a speedy, effective solution to shoe smells. It doesn’t just make odour disappear, it kills it! With 200,000 sweat glands in the average male foot and a hot summer looming, new Punch Active Odour Killer is sure to walk off the shelves and into the shopping baskets of trainer wearers and mums of male teens seeking odour free shoes. Research by Punch Industries found that over 50% of those surveyed preferred a spray to an insole and had purchased a foot or shoe deodorant in the past six months. With many consumers purchasing a shoe deodorant product 5 to 6 times a year, the new Punch Active Odour Killer has got the power to give your business a boot in the right direction. For further information, contact: our Sales Department on 01604 646426 We’ve been innovating since 1992 and see no reason why we should stop now!

Born in Australia, now swimming all around the world IN THIS ISSUE Sports Insight working with Sports Insight Messe Munchen’s UK partner for new media CONTENTS 07.06 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 12 KIT STOP Essential stock for your shop 24 INNOVATIVE ISPO Sports Full ispo summer 06 preview in this issue 18 TALKING SHOP Insight James Donnelly, general manager of 56 RECRUITMENT Argos Sports in Harrogate Editor: Jeff James Tel: 01273 719900 Would psychometric testing improve your Email: [email protected] staff selection? 20 60 SECONDS INTERVIEW Assistant Editor: Catherine Eade Graham Richards, director of The HILLY Advertising Manager: Keith Shaw-Marshall 58 COPING WITH Clothing Company Tel: 01206 505947 Email: [email protected] CONFRONTATION Fax: 01206 500243. Top tips on handling the customers from hell 22 FSPA MEMBER NEWS Advertising Executive: Tim Wilby The latest developments at the Federation Tel: 01206 500240. Email: [email protected] of Sports & Play Associations Fax: 01206 505935. REGULARS Advertising Sales 26 WHAT’S HOT 21-23 Phoenix Court, Hawkins Rd, Colchester, Essex CO2 8JY 6 WHAT’S NEWS Precision Training’s range of specialist Group Advertising Manager: Sam Reubin Latest headlines, key dates and events training aids and sporting apparel Group Editor: Ted Rowe Publisher: Matthew Tudor 9 NAME GAME 63 E-TAILING Art Director: James Philp Sponsorship news If you don’t have the time, skills or cash to Designers: Dave Morgan, Lewis Webb build your own website from scratch, use Reproduction: Ace Pre-Press. Tel: 01206 797541 10 TRANSFER MARKET someone else’s systems instead Accounts: 01206 505958 Industry movers and shakers Published by Maze Media (2000) Ltd, 21-23 Phoenix Court, 66 UNDER THE COUNTER Hawkins Rd, Colchester, Essex CO2 8JY A sideways at the world of independent retailing All contents © Maze Media (2000) Limited. The views expressed in this magazine are not necessarily those of the publisher. Every effort is made to ensure the veracity and integrity of the companies, persons, products and services mentioned in this publication and details given are believed to be accurate at the time of going to press. However, no responsibility Developed by Zoggs, Lap-Pro or liability whatsoever can be accepted for any consequence or is the first personal lap timer WIN repercussion of responding to any information or advice given or designed and developed by inferred. No part of this publication may be copied, broadcast, interpreted, or stored, in any form, for any purpose, without the written swimmers for swimmers. Zoggs Lap-Pro - the permission of the publisher. The design registered and essentialpartner swimming patent pending 'Tap-pad' watch face See ABC certified circulation: 5,268 (audit period allows the swimmer to record each lap swum July 1, 2004 to June 30, 2005) over a designated training session with ease. After each swim a full summary of laps swum, lap/split www.sports-insight.co.ukfor details YOUR FREE SUBSCRIPTION swum, time, speed and average speed is provided. Time Don’t forget to register for your free and stopwatch functions are standard, subscription to Sports Insight. so Lap-Pro can also be worn for everyday To do so simply visit use as a sports watch. www.sports-insight.co.uk click on ‘Free Subscription’ and fill out For more information visit www.swim4fitness.com the online form

04 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] www.ispo.com pic: © o’neill catch up with the ispo network

FEATURES 28 UP FOR THE CUP Sports Insight talks to David Learmonth, UK & ’s Marketing Director, about the brand’s continued success 16 –18 july 06 21–24 aug 06 Munich Shanghai 61 READY FOR KICK-OFF? The World Cup provides the perfect opportunity to maximise profits over the summer period, says distance shopping consultant Zendor

IN SEASON 31 SWIMMING 38 RUNNING 41 SPORTS SUPPORTS 50 SCHOOL SPORTS 20–23 sept 06 4–7 feb 07 Moscow Munich ON THE COVER Offering interchangeable lenses, The EAGLE is a breakthrough in design. The EAGLE is the first curved lens goggle packaged with two sets of lenses - clear and tinted - to enable simple ‘pop and swap’ to suit the changing weather or light conditions. The EAGLE has a one-piece, 100 per cent silicone frame with crystal clear curved lenses that provide 180-degree uninterrupted visibility along with a state-of-the-art ratchet buckle, making adjustments easier than ever. Diopeters are individually available, ensuring you now have that perfect customised vision - both in and out of the water. Aqua Sphere is the newest and most innovative water- based brand to enter the UK and is already making big waves in the swim market and will continue to 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 thrive as retailers and consumers demand quality and Pattern Ltd., Richmond, Surrey TW9 2LL, Phone (020) 8940 4625, Fax (020) 8948 1442 value for money. [email protected], www.pattern.co.uk See for yourself at www.aquasphereswim.com

www.sports-insight.co.uk 05 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] 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

Ellesse unveils latest window display and London specialist Wigmore Sports has unveiled their latest window display to celebrate the start of the British tennis season. Taking over the entire main window, the display features model Zoe Duchese against a background of a tennis court and the Ellesse logo. The shot of Duchese is taken from one of two images from Ellesse’s latest brand campaign and will be in-situ for six weeks. “Tennis fever really hits the nation once the big tournaments start here and this is a really busy time of year for tennis,” says Phil Wheeler, Wigmore Sports director. “Having Ellesse, one of the most stylish tennis brands and one of our leading suppliers, taking the window space in such an impactful way is really exciting for us. “The window is a real statement of intent and should impact well on the store and the brand.” Says Ellesse managing director, Warren Cohen: “Ellesse has been synonymous with the tennis world since 1959 and is well loved for its Italian style combined with performance fabrics and functionality that sets it apart from other tennis brands. “The imagery in the Wigmore Sports window makes the connection between the catwalk and the tennis court; communicating Ellesse’s heritage in style and tennis directly to the consumer during the height of the tennis season.” NATIONAL PRIDE IS NOT ENOUGH If the belief of the fans could spur a among the Italians and an even more team to victory, Germany won’t win this distant second (to ) among year’s World Cup. the French. NPD Sports Tracking Europe, the Brazil ranked first among the sports specialist marketing research firm, Spaniards, though the Spanish team asked 1,000 people in each of the five ranked a respectable second. Nearly half biggest European markets who they the Germans thought Brazil would win, thought would win the 2006 World Cup. while less than a quarter had faith in the Brazil won the poll with 38.4 per home team. cent of the votes, more than three times The research, conducted by NPD Sports the votes of its nearest rival. The South Tracking Europe in association with online American soccer powerhouse came a fieldwork partner Research Now, also close second (to ) among the looked at attitudes towards buying replica England fans are optimistic about the team’s World Cup chances Britons, a more distant second (to ) shirts and television viewing patterns.

06 SPORTS INSIGHT “Someone asked me if I missed the Villa. I said, ‘No, I live in one’” David Platt after his move to Italian club Bari

Successful sales You can start building a sales relationship with the 55 companies named as the ‘best to do business with’ with the latest analysis published by industry specialist Plimsoll Publishing. The study has looked at the leading 500 UK sports and leisurewear companies and assessed each one on its commercial and financial strength. Fifty-five companies have been identified as the best to do business with, based on their outstanding sales growth and overall financial strength. According to Plimsoll, over the last two years these 55 companies have delivered excellent results. They’ve increased sales by a minimum of 14 per cent, ensuring instant extra business for their suppliers; 30 have maintained a healthy balance sheet, so credit terms should be guaranteed; for 27 of these companies this is their third year of consecutive growth; and collectively they captured 11.8 per cent of the market last year. The full analysis contains a five-year financial profile, principle trading address, named key decision makers, telephone number and website address. Copies cost £350 including postage and packing. Call 01642 626400 or email [email protected] for more information.

Nick Allen: “surprising results” Catalogues still in demand Retailers could be missing out on selling opportunities by not offering customers a retail catalogue, according to a recent survey by Zendor, the distance shopping specialist. Over half of survey respondents (52 per cent) stated that they would use a catalogue to shop given a choice S&L announces rugby winner by their preferred retailer. Zendor found that there was Sports & Leisure UK has announced that The Sports Shop in Bridgenorth is the a particular demand for a catalogue channel in the winner of the group's Rugby Member of the Year Award sponsored by Webb clothing and footwear sectors. Ellis. The prize was two tickets to the Heineken Cup Final between Munster Zendor cites examples such as John Lewis, which and Biarritz, which took place at The Millennium Stadium on effectively uses its catalogues to drive customers to both May 20. its high street stores and website, and Woolworths, Says The Sports Shop proprietor, Darren Bagnall: "Since buying The Sports which has recently announced that it plans on using Shop just over a year ago I've turned the business on its , steering clear both its catalogue and online channels to further of fashion and concentrating on performance products. strengthen its position in the market place by enhancing "We cover most sports, although we do tend to specialise in tennis, its multi-channel proposition. and rugby. Having the right suppliers is fundamental to our success. Says Nick Allen, chief executive of Zendor: “Many Whilst I was aware of Webb Ellis, I didn't really consider them until they joined retailers will find the survey results surprising due to the Sports & Leisure UK. I'm glad I did. growing belief that catalogues have declined in "Not only have they got some of the best balls and the best kit in the popularity as online shopping has taken off. What these market, their customer support is really good as well. Webb Ellis is a great results prove is that it is vital for all retailers to provide company to deal with and to win this award is the icing on the cake." its customers with as many opportunities to shop with Says Ann Hardy, Sports & Leisure UK’s chief executive: “Darren works them as possible. extremely hard at his business and typifies the role of the successful independent sports retailer. “It also reinforces the idea that all shopping channels “He visits all the local clubs and ensures that The Sports Shop Bridgenorth should be integrated and simply work as an extension is first on the list for kit and equipment. He is a deserved winner.” of each other.”

www.sports-insight.co.uk 07 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 ISPO OUTDOOR CAMP Diary Dates

OUTDOOR PREVIEW JULY 4-6, 2006 Harrogate International Centre ISPO SUMMER 06 JULY 16-18, 2006 New Munich Trade Fair Centre OUTDOOR 2006 Looking for inexpensive accommodation during your visit to ispo summer 06? JULY 23-26, 2006 Try the outdoor camp at the East Entrance of the New Munich Trade Fair Friedrichshafen Exhibition Ground Centre. From just €10 you can reserve a place for your tent, motor caravan or bus LINGERIE & SWIMWEAR on this 6,000 square metre site. The fee also includes breakfast. outdoor_ispo exhibitors Jack Wolfskin and Marmot are offering tents for hire for an extra €5. EXHIBITION “We want our exhibitors and trade visitors to have as pleasant a stay as AUGUST 20-22, 2006 possible,” says Petra Griesel, outdoor_ispo Community Manager. “The ispo Harrogate International Centre outdoor camp 2006 creates an informal community, a get-together, a meeting place for the sector, combined with the possibility of camping close to the show and inexpensively.” ISPO For more information email Caro Felder at Eyes Wide Open: [email protected]. The ispo outdoor camp is also planned for ispo CHINA 06 winter 07, where a Finnish sauna and a steaming whirlpool will be available. AUGUST 21-24 Shanghai New International Expo Centre THE TENT SHOW @ STONELEIGH SEPTEMBER 3-8, 2006 Stoneleigh Park ISPO RUSSIA SEPTEMBER 20-23 Crocus Expo Center, Moscow EUROPE SEPTEMBER 29-OCTOBER 1 New Munich Trade Fair Centre

THE OUTDOOR TRADE SHOW OCTOBER 4-6, 2006 Stoneleigh Park OCTOBER OUTDOOR FEST OCTOBER 21-28, 2006 Gaynor Sports, Ambleside, Lake District

STAG BUYING SHOW IN ASSOCIATION WITH SPORTS INSIGHT NOVEMBER 19-20, 2006 Heythrop Park Hotel & Country Club, Oxfordshire. For further information call STAG on 01793 715406.

08 SPORTS INSIGHT “Shane Warne’s idea of a balanced diet is a cheeseburger in each hand” Ian Healy, Australian wicketkeeper 10th & 11th SEPTEMBER 2006 GRAHAM TAYLOR OLYMPIA, LONDON Joins Precision Training Former England manager Graham Taylor has become the official brand ambassador to Precision Training. Taylor has signed a two- year agreement with Reydon Sports, which wholly owns Precision Training. He will be the public face of the brand, endorsing the company’s wide range of products, attending sales seminars and headlining a coordinated programme of marketing and public relations activities. Says Taylor: “I was delighted to be approached by Precision Training and am looking forward to playing an active role in the further development of the brand. Their range of specialist training, medical aids and sporting apparel is of the highest quality. “What appeals to me is that the range of products can be used by sports people of all ages, shape and size, from professional sportsmen at the very top echelon all the way through to young children. “I have an eight-year-old grandson and from an early age young children now expect a much greater range of sports accessories than when I was a lad. Precision Training are the WHYWHY PAYPAY TOPTOP PRICEPRICE?? brand leaders in their field and I am very excited about the prospect of working with the brand for the next two seasons.” ...... WHENWHEN YOUYOU CANCAN Nigel Carter, managing director of Reydon Sports, says signing Taylor is a major coup for the company. “It is a tremendous achievement in the space of two years BUYBUY OFF-PRICE?OFF-PRICE? that, since the launch of the brand, someone of Graham’s reputation and standing has accepted an offer to become the official brand ambassador,” says Carter. “The rise of Precision Training has been little short of The Off-Price Show is meteoric and the appointment of Graham now takes us to a new level. With Graham on board, the sky’s the limit for the UK’s most exciting Precision Training.” discount trade event for sports and casual wear World Cup sales bonanza where you can buy leading styles and An extra £1.25 billion will be spent in the UK as a result of the World Cup, according to the British Retail Consortium. ranges for LESS. Over just two days at The figure breaks down as follows: Olympia you can strike amazing deals with • Consumer spending - £720 million extra, regardless of how long England stays in the tournament. the UK’s leading suppliers and importers • Pubs, clubs and off-licences - £285 million extra if England gets to on stock not available elsewhere. the semi-finals. • Advertising - £300 million. Sales of items such as footballs, garden- Thousands of unrepeatable offers! sized goalposts, sweatbands and supporters' clothing have more than doubled at some outlets, reports the BRC. Says British Retail Consortium Director General, Kevin Hawkins: "With To pre-register as a visitor, go straight to continuing tough trading conditions and the recent nasty weather, retailers are welcoming any opportunities to maximise sales. www.offpriceshow.co.uk "We hope that the World Cup will contribute further to the signs of or call +44 (0)207 733 5102 growth we've seen over the past few weeks, which indicate that consumer confidence is beginning to pick up."

www.sports-insight.co.uk 09 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

Joma UK director, John Woodfield (far right)

Joma expands into Ireland Joma is growing its international distribution network by expanding into Ireland. The family-run brand, which specialises in the production of football boots and team kits, will now have a presence throughout Northern and southern Ireland. Joma Ireland has organised distribution in a number of retail outlets, including Huey and Henderson, The Beautiful Game, Begley Sports, Sports World and The Soccer Shop. Overplay Sports has been appointed as the official teamwear partner to Joma in Ireland. Says Joma UK director, John Woodfield: "Our brand identity is extremely important to us and our distribution policy has been key to maintaining our profile as a family-run high quality manufacturer with strong links to independent retail since the establishment of Joma UK in 2003. "Our teamwear partnership with Overplay Sports has been successful and has allowed us to capitalise on their expertise and networks in Irish soccer." “The quality of Joma’s product speaks for itself, so we are delighted to be distributing their range in Ireland,” says Peter Cooke, Retail Sales Manager for Joma Ireland. “Their Spanish heritage brings with it a splash of glamour, which appeals to the retailers we work with.” Joma has recently launched its 2006/07 boot range, which now includes 12 models, making it the company’s largest collection to date.

Puma and Czech Republic announce contract extension Puma and the Czech Football Federation have announced a contract extension to their existing cooperation that was first initiated in 1996. Under the new agreement, Puma will remain the official supplier of all on-field, sideline, training and representation apparel and equipment to all Czech FA associated national teams, as well as all women’s national teams beyond the 2006 European Championships and the 2010 World Cup in South Africa. “The long-term partnership with the Czech national team has been instrumental in the continued positive development of the Puma brand in Czech Republic,” says Jochen Zeitz, Puma CEO and chairman. “Both parties have a strong heritage in the world of football but, more importantly, continue to perform successfully today. We are delighted to extend the cooperation beyond the two upcoming major tournaments.

10 SPORTS INSIGHT “I’m not the next Anna Kournikova. I want to win matches” Maria Sharapova

…The Football Foundation has … has signed 21-year-old swimmer Ryan Lochte to Transfer appointed Paul Thorogood as Sponsorship a long-term contract through to 2016. Lochte was voted its new chief executive to ‘outstanding male swimmer’ at the recent 8th FINA World Market spearhead the modernisation News Swimming Championships in Shanghai and is expected to of grass roots be a major medal sports and football contender at Beijing stadia. Thorogood 2008…Angelo Peruzzi joins the Football (pictured) has signed a Foundation deal with McDavid to following 30 years wear the brand’s HexPad with the RAF…Nautilus Inc body protection has appointed technology, hDc moisture Darryl Thomas transport undergarments (pictured) as and sports medical President of products in the 2006 International World Cup and Business and beyond…EAS has chosen relocated him to rugby captain the UK as part of Jason White as a brand its international ambassador... Meanwhile development rugby league's newest plans. Thomas will have responsibility for supply professional team, the operations, in addition to sales, marketing and business Celtic Crusaders, has management functions…HILLY Clothing Ltd has selected appointed Ray Johnson as its new agent for the north of EAS as its preferred England. Says HILLY’s managing director, Graham Richards: “I am delighted to welcome Ray on board. He nutrition supplier… is a very experienced and highly respected agent and I NatWest will sponsor the am certain that he will be a great asset to the company. new domestic Ray will join our already excellent team of agents and competition, help to further our business development plans Pro40, for the next going forward.”… four years…

…Arsenal's run to the Champions League final saw them surpass Chelsea's earnings for television income and prize money in Sports the 2005-06 season. Almost half Arsenal's £52.7 million income came from the Champions League. Premiership champions Chelsea took £47.5 million with Liverpool in third with £43.2 million…London 2012 chiefs will embark on a summer Shorts roadshow to explain the benefits of the 2012 London Games. Lord Coe and Olympics Minister Tessa Jowell will be among those visiting various UK venues. The tour will start on July 6, the anniversary of London's win, and run until July 27, exactly six years before the opening ceremony…The Welsh Board of Directors has agreed to pledge £1.7 million extra funding for the 2006/2007 rugby season… Barcelona FC President Joan Laporta has announced his continuing opposition to commercial sponsorship of the club’s shirt. It remains the only major European team not to wear advertising…npower in association with the ECB has launched a new venture called npower Urban Cricket, which aims to put 60,000 cricket kits into the hands of youngsters across the UK and is fronted by England cricketer Kevin Pietersen…Look out for Pietersen on a billboard near you - he’s also to become the face of national children's charity Barnardo's…The ASA’s Get Safe 4 Summer campaign begins to roll out across the UK this month targeting schools and leisure centres…NPD Sports Tracking Europe research shows that more than 40 per cent of consumers questioned in the UK, France, Germany, Italy and have purchased or intend to purchase an official national team shirt for the World Cup, with more UK fans than any other country queuing for the shirts… has changed its name to Adidas AG following the sale of Salomon last year…

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www.sports-insight.co.uk 11 PRODUCT ROUND-UP

Kit Stop Essential stock for your shop Mizuno Wave Shinken The new Wave Shinken can be seen at this year’s World Cup, as worn by Andriy Shevchenko of Ukraine and Chelsea. For further information contact Mizuno on freephone 0800 328 0180. www.mizunoeurope.com

Butterfly Skills Training Programme The Butterfly Skills is a programme developed by the English Table Tennis Association designed to introduce kids to table tennis in schools, clubs and sports centres. The programme provides a series of coaching sessions, games and tests designed to teach youngsters to play the sport with the right techniques. A vital part of the programme is the Butterfly Skills bats, balls and nets, equipment recommended by the ETTA for youngsters and others learning the sport to use and be able to improve and develop their play as quickly as possible. The equipment for the Butterfly Skills Programme is available from Ransome Sporting Goods, Wood Street, Middlesbrough TS1 1JP.Tel 01642 224444. Fax 01642 226000. Email [email protected]

12 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] www.sportindustry.biz

Kaala on course for successful tee-off Kaala, a golf equipment manufacturer based in Staffordshire, has raised funds of £300,000 to help launch a new golf bag and trolley system where the clubs are fully enclosed from the elements and selected by means of a rotary mechanism. Having undertaken an investment readiness programme run by Connect Midlands, Kaala attracted several offers of private equity by attending a London investment fair. Some of the funds were used for a major launch programme at the London Golf Show. Priced at £245 for the manual model and £495 for the electric version, Kaala has already received significant interest from golf product retailers. Kaala: 01902 723671. www.kaalagolf.com

Game Guard Gumshields Game Guard has launched baby pink and baby blue gumshields designed to complement the ever-increasing range of pink and blue protective equipment now available. For the latest trade price list call 01453 833388 or email [email protected]

www.sports-insight.co.uk 13 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] PRODUCT ROUND-UP www.sportindustry.biz Kit Stop Essential stock for your shop Mitre Vortex Pro The Vortex Pro (£79.99 RRP) is Mitre’s new boot for the 2006/2007 football season. The one-piece upper boasts waterproof vents and has a small low-cut chassis, making it one of the lightest and breathable boots on the market. The Vortex Pro also features asymmetric micro lacing and a ‘breather’ tongue. The external heel unit is made from Thermal Plastic Urethane (TPU) for extra stability and a shock impact sole gives excellent foot-to-ground comfort. Mitre: 020 8970 2866. www.mitre.com

Zefal Thermx drink bottles Polar Running BallFinder SCOUT Golf can be thirsty work, and with pit Computer A revolutionary handheld ball- stops few and far between on the fairway, S625X finding device, which can locate golfers need to be prepared. Reinforcing its golf balls from 35 feet away, has Refreshments can be served hot or commitment to been launched in the UK. cold at any time with Zefal’s new 500ml running, the The electronic BallFinder Thermx isotherm bottle. The S625X (£249.50 SCOUT (£148) is endorsed by interior aluminium hull RRP) is Polar’s six-time Major winner Nick maintains the heat of any most advanced Faldo and finds balls hidden liquid at the temperature at running computer deep in rough if just three which it was poured. yet. With the world’s dimples are showing. The container has an leading heart rate It marks a major outside techno-polymer hull, measurement technology breakthrough in digital imaging so is robust and durable at its core, the S625X and tracking technology, using and fits easily into a golf incorporates accurate running a video-based camera that can bag. It can be squeezed to speed and distance measurement features to help search up to 600 square feet improve the quick flow of maximise training. in one second or almost 1/7 a beverage, so dispenses The device has a range of intelligent features of an acre in 10 seconds. tea breaks on the go. No including Polar OwnZone, which determines a Each of two million pixels smell is given to the drink safe and effective exercise heart rate zone; Polar is scanned in nanoseconds and it tastes as though it OwnOptimizer, which tells you whether you have and analysed pixel by pixel. has been brewed right recovered enough for your next training session; Once a ball is found the there on the green. and a speed, pace and distance monitor. device vibrates and reveals its For further information The S625X can also record and store exercise location on the screen. call Vitalstock on 020 data and communicate with a PC, while the Polar For more information call 7498 5925 or email OwnCal feature shows the energy expenditure Sanderson Golf on 01256 customerservice@ during one exercise session. 782291 or visit vitalstock.co.uk www.polarelectro.co.uk www.sandersongolf.com

14 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected]

Neoprene Mobile Phone/Gel Arm PROMOTION SPORTS INSIGHT Carrier

Hilly Clothing leading

Twin Skin Moisture the field Management Anklet

Hilly’s clothing are rapidly becoming one of the key suppliers the heel and toe, to help prevent blisters. A key development is that the of technical performance socks to the running market and seamless toe construction is under the foot, so that the top of the sock is are now following suit with their range of accessories. completely streamlined! HILLY are also now really It is hardly surprising that Twin Skin (double layer) Moisture developing their range of accessories, HILLY’s range of socks is so Management socks and socklets. including: reflectives, hats, caps, popular, as it is designed by running The range all incorporate neoprene accessories, bottle carriers, legend, Dr. Ron Hill, MBE, who not technical yarns to help wick bags and gloves, and will launch a only has a string of athletic perspiration away from the feet to new range in the autumn, which has achievements, including European help prevent blisters, a seamless toe pre sold extremely well. and Commonwealth marathon gold construction, arch grip support and ‘ Managing Director, Graham medals, but also a PhD, in Textile Y’ heel for better fit. Richards, commented: ‘We see socks Chemistry. Having not missed a Although the socks are designed and accessories complementing each days training in over 41 years, and for running, they are used for other other very well and they are suitable now aiming to compete in 100 performance sports, including racket for all running stores and most general different countries, before he is 70, sports, cycling and walking. Indeed, stores to sell. There has been a in three years time, he certainly several of the Premier league football significant increase in the number of knows what is required in a running clubs players wear the lightweight people running; especially women and sock! liner sock underneaththeir football more now understand the benefits of The range caters for all the needs socks! having the right socks and accessories. of the runner from the ultra The company is continually For example, our range of neoprene lightweight socks and anklets, to the looking at new yarns and technologies accessories (mobile phone/iPOD padded range and the highly popular to develop and enhance its range, and carriers, arm gel carriers, waistpacks most of the current range has been Neoprene Arm Gel and wallets etc) are becoming now been further improved. The Carrier increasingly popular, as more people Mono Skin Padded Training sock has now want to carry gels, phones, had ‘vent flex’ notches incorporated iPOD’s etc when they run’ into the front of the ankle to help ts. Graham Richards commented: reduce bunching and the Twin Skin ‘We spend a lot of time developing Moisture Management socks have had and then testing products before we five improvements, including now launch them. For example, our new being pre-shrunk and a ‘W’ heel, for Supreme sock took nearly a year to better fit. develop from the initial concept However, it is HILLY’s new sock, through to development, sampling and the Mono Skin Supreme, which is then testing. Product development is now probably the most technical sock ongoing however, as further new on the market. Besides being design/developments arise’ anatomical (different sock for each foot with contour padding), it is made All HILLY products carry a 100% Mono Skin Supreme from dri-release wool, with satisfaction guarantee. Freshguard in the body of the sock, so that it is wicking and antimicrobial, For further information, call HILLY on and Profilen (a friction free yarn) in 0161 366 8207. www.hillyclothing.co.uk

16 SPORTS INSIGHT STAG BUYING SHOW ~ NOV 19/20TH 2006 HEYTHROP PARK, CHIPPING NORTON Take advantage of great show offers Attend business improvment seminars Meet new contacts Talk to Stag's portfolio of service suppliers 80 Industry leading brands are exhibiting 140 Stag retailers have already booked Stag retailers that have not booked to come to the show yet please call us on 01793 -715406 TO RESERVE YOUR PASS

The largest sports buying group in the UK Be part of a brighter future Improve your margins and cut your costs Call Ward or Ricky for an informal chat to find out more Ward 07881-828873 Ricky 07881-828874 Sports Traders Alliance Group Ltd The Courtyard, 221 Cheney Manor Road, Swindon, Wiltshire. SN2 2PE Tel: 01793 715406 Fax: 01793 715419 [email protected] www.stagbuyinggroup.com RETAIL INTERVIEW Talking Shop James Donnelly, general manager of Argos Sports in Harrogate

A traditional sports store of 6,500 margins. and Asics are square feet, Argos has been a sport good consistent brands on footwear and fitness specialist since 1976 and for us and Gunn & Moore, Gray- stocks fitness equipment, indoor Nicolls and Woodworm have been and outdoor , table very strong this season on cricket. tennis, trampolines and more, with around 30 staff. What’s your local area like for sports retail - are there many Why did you decide to get into competitors? sports retailing? We’re in a good area for sports retail I’ve been interested in sport since my as there are many good sports clubs. school days, so when I left school I Competition isn't too bad as many of got my first job at Rawcliffes. I soon our local competitors have closed became very interested in selling down. However, JJB has an sports products and got much established store just around the satisfaction out of giving customers corner and with Sports World just good sound advice. about to open things will be very gives us good insight into future From here I moved to Argos interesting over the next 12 months. trends and products. Sports where I was given a much bigger insight into the buying side of How do you compete and keep Why did you decide to set up an the business and have gained customers coming back? internet arm? What percentage of knowledge in various different sports, I have always believed that providing sales are web-based compared to many of which we now specialise in. an excellent service is the key behind outlet sales? I am now general manager, having any marketing strategy. Constant The internet arm of the business was been part of its success for the past product training is originally set up as a simple price list 13 years. provided to all of our staff, advertising trampolines and really ensuring our customers receive an happened by accident. Five years on, How has trade been in the last 12 informed service. our website has organically developed months? Any thoughts about the Our main strength lies within the and now consists of over 1,500 current retail climate? size of our company and the ability to products, accounting for Trade over the last 12 months has react quickly in an ever-fluid market. approximately 70 per cent of the been difficult, but since April business I strongly believe that the income coming into Argos Sports. has picked up nicely and we are combination of service and I understand that many currently running about even with last adaptability will mean a re- independent retailers are hesitant to year, although the sports trade emergence of the more traditional venture into ecommerce. However, generally at the moment is difficult as independent sports store. with the current rate of growth in the the multiples are cutting retail prices number of customers shopping online, and therefore setting a trend that Any marketing strategies you can I feel that to survive we must embrace everything has to be reduced. tell us about? every opportunity to gain higher levels We are having to change the way We are on the verge of launching a of income. we buy and special offers from new football website at suppliers are a must if we are to www.football-first.co.uk, which What do you like most and least survive against the multiples in the should be completed within the next about the business? future. We tend to keep away from the few weeks. This has been quite a I hate the ongoing price wars going on fashion side of the industry and stick large project for us and I am in the industry - as does everybody to specific sports. Sports equipment convinced this will run well I'm sure. However, the ongoing search has sold very well, which has been a alongside our current website at for something new and the progressive real benefit to us as areas such as www.argos-sports.co.uk development of our online business footwear and clothing have become makes for exciting times ahead. such competitive markets. How do you find out about new Overall, knowing that we have a products? good local regular customer base Current best selling brands? We f ind out about new products shows we are doing something right. Canterbury Armourwear has been a through trade magazines and we are Excellent customer service is fabulous line for us with good also a member of Intersport, which definitely the key. si “THE COMBINATION OF SERVICE AND ADAPTABILITY WILL MEAN A RE-EMERGENCE OF THE TRADITIONAL SPORTS STORE”

18 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] ADVERTISING FEATURE RETAILERS ON TARGET WITH ARCHERY “I’ve always wanted to have a go at Sports shops have also archery.” That’s the phrase that most played their part in the people say when they see an archery growth. By stocking stand at a fete or event. archery products they are It must be part of our national heritage making the sport more because we all love the idea of shooting accessible to everyone. a bow and arrow. From a young age Petron has a range of bows boys (and girls) are making bows out of designed to reflect the type of sticks and bits of string, and shooting customer likely to visit sports shops. Small twigs at imaginary enemies. We all lightweight bows are available for young children through to powerful reminisce about those days and most bows for strapping men ... and everything in between. people would like to have a go with So, whoever enters a sports shop - equipment can be supplied for them. something a bit more durable and There are also different price points within this range of leisure reliable than a stick. equipment. The cheapest fibreglass recurve bow kits will retail for Petron’s products are ideal for those just around £27. The deluxe take-down bow kits sell for around £294. starting out in archery. Petron, based in Whatever the reason Ð media, accessibility or product range - there has Buckinghamshire, has been making and definitely been a large increase in the number of people taking up the selling quality archery equipment for sport. There are over 1100 clubs that form the Grand National Archery over 40 years. So they have a wealth of Society (GNAS) - the governing body for archery - and their experience and know-how. They understand what people want. membership grew by over 12% last year. Petron’s archery kits provide everything a customer needs in one easy package - So the future is looking bright for the sport, and for the sports shops including instructions. So people can walk into the shop in the morning and be that stock Petron products. shooting arrows when they get home in the afternoon. Petron’s range of accessories also allow new archers to build up their set of equipment piece by piece. Sales of archery equipment have been increasing over recent years. This has been attributed, in part, to an increase in media coverage of the sport. The coverage has varied from the competitive - the Olympics, to the fictional - “The Lord of the Rings”. A new BBC series of Robin Hood is due to be shown later in the year. This is likely to enthuse people to take up the sport too.

www.sports-insight.co.uk 19 60 SECONDS INTERVIEW

Seconds Graham Richards, director of The HILLY Clothing Company How have sales been during the last 12 months? Secondly, we offer technical and technically advanced The past 12 months has been a very good year for us with socks. Our aim is to lead the field rather than follow it. record sales and profits. This has been achieved by a Thirdly, the socks are designed by running legend Dr Ron combination of adding new products, increasing business with Hill, MBE, who holds a string of athletic achievements, existing customers and new business development. including Commonwealth and European marathon gold medallist, as well as having a PhD in Textile Chemistry and What have been your best-sellers? not missing a day's running in over 41 years. Graham Richards We have experienced growth in all products, which is very encouraging. However, sales of our Twin Skin Moisture Can you describe the testing process your socks go through? Management (double layer) socks have been phenomenal. We Testing is very important to us, both when new socks are introduced a new pale blue colour in December, aimed at the being developed and also on an ongoing basis. We feel that ladies’ market, and we haven't been able to keep up with the best testing procedure is by getting a range of runners to demand. test them. Our range of neoprene accessories - waist pouches, arm The testers - who vary in age and ability - give us their wallet, mobile phone and gel carriers - has also done very well. initial reaction to the sock prior to running in it. They then run up to 250 miles, logging every run, the conditions, if the Can you tell us about the developments at the company sock was washed after use and, if so, how it dried, along with during the last year? any comments. The socks are then returned and examined. Besides the move, we have recruited two new employees. They are then returned to the testers who continue up to Becky Lyne, the former European U23 800m , is on 1,000 miles, returning them after each 250 miles. We feel that board as Retail Customer Support Coordinator and, more any sock that can last up to 1,000 miles is value for money. recently, Andrew Dudgeon has joined as Product We also work closely with several universities and Development Manager. recently have started a two-year programme with Salford Our sales team has also been strengthened with the University. appointment of Damian Cooper in the south-west and I am pleased to announce that Ray Johnson, who is highly How is your accessories range performing? respected, will join us in June as our northern agent. Very well indeed. We have really expanded the range of accessories, particularly for autumn/winter this year. We feel You moved your head office this year. What was the that socks and accessories complement each other and we reason for this and how has it affected business? want to become a one-stop shop for the above. We moved to larger premises in Hyde in late March. Due to We have some very good designs and developments in the continued growth of the business and the need for more the following categories: gloves, hats, caps, reflective bottle space, we decided some time ago to move, but it took time to belts, bags and neoprene accessories. find suitable premises. I think that the move and new systems has had a very Can you tell us about your latest launches? positive affect on the staff in particular. We all feel that it is A key development is our new Mono Skin Supreme sock, another phase in our business development plan. which is being promoted as 'probably the most technical sock in the world'. How's the running market performing? The sock is anatomical, ie a different sock for each foot, There is a very positive buzz about the running market at with contour padding. The body of the sock is made from present. Indeed, the past few weeks have been extremely wicking and antimicrobial dri-release wool with Freshguard. buoyant with many specialist stores reporting record sales. The heel and toe are made from This has been due to the warm weather at the start of the Profilen, a friction-free yarn, to month, plus the London Marathon, Moonwalk, Race For Life help prevent blisters. The upper of and other big events such as the Manchester 10K. the socks has mesh panels for Running is becoming increasingly popular, particularly extra ventilation and 'vent' flexes the ladies’ market. Besides all the positive benefits of running, on the front of the ankle to help particularly the health benefits, I also think that running is reduce bunching. Finally, the flat becoming fashionable. I just seem to see more and more toe seam construction is under people running around the streets these days. the foot, so that the top of the sock is completely flat. si Why have your technical performance socks done so well? I think it is three-fold. Firstly, we offer a very good range of socks to cater for all needs of the runner, from the ultra light socks to the padded range, and, of course, the double layer Moisture Management socks.

20 SPORTS INSIGHT Vasyli teams up with STAG to help footfall!

The importance of footbeds as a core sports product has been growing steadily, as consumers become more educated on the importance of footfall and biomechanics to their performance and general wellbeing.

Invented by podiatrist Phillip Vasyli ORTHAHEEL footbeds realign the feet and ankles to their natural position and corrects body posture. In turn, ORTHAHEEL provides natural, lasting relief from heel, knee and back pain as well as aching legs.

The function loaded Sports and Shock Absorber inserts in particular, are useful in the treatment of many associated sports injuries such as plantar fasciitis, ball of foot and shin pain etc.

With over 15,000 pairs of insoles sold every month through the pharmacy sector, Vasyli are now putting the power of the brand behind the sports market. With a neat merchandising set up, great margins and support in fitness and lifestyle publications along with the national press, it’s got to be good for sports retail footfall.

In addition Vasyli UK are pleased to announce that our award winning products can now be purchased through the STAG buying group.

For more information or to place an order please call Vasyli on 0800 0276159 or visit our website www.vasyli.com FSPA MEMBER NEWS

Thursday, September 21, will provide exhibitors with an opportunity to network with retailers from across the Midlands and north of England. With the historic Ashes victory last summer, interest in cricket is growing and with the likes Of Freddie Flintoff and Kevin Pieterson becoming celebrities in their own Summer of sport right, the next generation of cricket stars are hitting the nets. The Federation of Sports and Play Associations This makes events like the stockrooms all the more necessary, announces two important events for golf as the brands can network with retailers and buyers from the UK with and cricket the same objective of The British Golf Industry World Cup 2006 shirt and a increasing participation in all Association will be hosting an commemorative Jack Nicklaus levels of cricket and continuing to Open Championship Gala Dinner £5 note. raise its profile. in support of the Golf Foundation Mike Round, chief executive of It must be noted that this event at Liverpool Football Club on July the Golf Foundation, hopes that the is a cricket brands event only. 17, 2006. The Golf Foundation is a dinner will become an integral part Stockrooms provide an innovative charity committed to taking golf of Open week in the coming way of doing business in this into schools and inner-city areas. years as it moves around its dynamic sector of the sports Companies are being invited to traditional venues. industry for retailers, buyers and show their support for grass-roots “We all feel this will be a manufacturers alike. junior golf development by taking superb event at the start of Open For visiting retailers there will be tables at the event or providing opportunities to see next season’s some form of sponsorship. Championship week,” he says. hottest products and the latest With The Open taking place “With Liverpool’s great season innovations from key manufacturers. this year at Hoylake, nearby capped by that wonderful FA Cup Anfield provides an exciting venue Final, the atmosphere will be great at The stockroom’s Derbyshire venue for an occasion where stars from Anfield and we’ll be doing our best means that the event should attract the world of sport will rub to raise plenty of money for the retailers from the Midlands and the shoulders with golf’s VIPs. Foundation’s important initiatives in north of England, and a team of grass-roots golf.” experienced event organisers will Outstanding The event is receiving support ensure that all the needs of the exhibitors and attendees are satisfied. Guests will enjoy an outstanding from all sectors of the industry keen evening, commencing with a to encourage junior golf and it should The event will be held in the champagne reception in Anfield’s be a night to remember. What better County Ground’s designated new famous Museum Room where the way to celebrate the start of the most exhibition hall and will open at FA Cup has pride of place, important and exciting week in the 10.30am on the day of the County followed by a four-course dinner golfing calendar? For further Championship match between in the Trophy Room. During information contact Sarah Tennyson Derbyshire and Surrey. On-site the evening guests will be at the Golf Foundation on 01920 facilities include refreshments entertained, have the opportunity 876200. inside the stockroom’s venue and a to view the hallowed Anfield restaurant and hotel. turf from the Director’s Box and Midlands cricket For more details about exhibiting be photographed with the stockrooms or visiting the stockrooms event European Cup. The Federation of Sports and Play contact Kate Costin on 02476 414999 This major fundraising event Associations has arranged a cricket ext 205 or [email protected]. features an auction where prizes stockrooms event for September 2006. Alternatively, visit include Ryder Cup tickets and The event, which will be staged at The www.sportsandplay.com for the latest accommodation, a signed England County Ground, Derbyshire, on information on the event. si

22 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected]

ISPO SUMMER 06 PREVIEW

Wearable technology, a Triathlon Transition Area and a dedicated Golfwear Village are just some of the new features of ispo summer 06 Innovative ispo

Tobias Gröber, ispo Group Director, “We see it as our most important Confirmed exhibitors include says ispo summer 06, the 65th task to identify new trends early on and Aquaman, Camero, Elite Bicycles, international trade fair for sports to give these the appropriate platform. Erox, Ironman, Scott, Woolf Shoes and equipment and fashion, will be ispo will meet its responsibility this Xterra Wetsuits. innovative, individual, informative summer, too. In the individual special Says Matthias Filser of Filser Sport and international. communities it has again initiated new & Marketing: “A transition area at ispo Tobias Gröber: The show, which takes place slightly special areas which will present summer 06 is the right signal for this “We see it as our later than usual on July 16-18 innovations and give the sector great sport, which has attracted most important task to identify new trends because of the World Cup, features a a new impetus.” increasing attention from the media over early on” number of new ‘communities’ and The Wearable Technology area of the past years. initiatives, including ‘Wearable the show aims to build a bridge “This has made the sport accessible Technology’; a Triathlon Transition between the sports, fashion, to the general public and is now Area; TradeWind, a new information/telecommunications and resulting in increasing sales in this kitesurfing initiative; and Glass & high-tech industries, explains Gröber: niche, in which mainly smaller and Resin, which gives visitors the “The product mix of the suppliers highly specialised manufacturers are chance to bring themselves up to participating ranges from the rucksack involved. We expect to sign up new speed on the latest trends and with solar cells to functional jackets or retailers with this collaboration with developments from brands gloves with integrated MP3 player, ispo summer.” specialising in surfboard building. right down to the Playstation Portable.” And for the first time you’ll also Public find a dedicated Golfwear Village Triathlon Of the move to allow the public into within sportswear_ispo, while Hall The Triathlon Transition Area is what’s traditionally been a trade show, A4 will be open to members of the situated in running_ispo. Filser Sport Gröber says: “We will be turning Hall general public. & Marketing, the organisation behind A4 into a real action hall this summer. Orca in Europe and Catlike and As well as an inline track, there will Dynamic Zoggs in Germany and Austria, is the be a tennis court and an indoor “The sports sector is generally very official partner of this new section, driving range. dynamic and mobile with its cycles of where you’ll find news and “We will be opening Hall A4 to production, ordering and trends so that information on all aspects of interested members of the public for the the platform of the sector must, of swimming, cycling and running first time and for the entire duration of course, act accordingly too,” says alongside neoprene tests conducted in the show. At the stands and the action Gröber. “It is always a challenge to a specially constructed pool. There area people can inform themselves work close to the market and always will also be panel discussions with about product innovations and the to be in there at the front where experts and athletes from the world of individual sports. innovations and new trends triathlon, product presentations and “Admission is via the East are concerned. fashion shows. Entrance, separate from the trade

24 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] visitors. An additional ticket control will brands forming the facilities also be in place at the transition from of the resort.” Hall A4 to A3. “This special opening is taking place Substantial at the request of the inline industry with So, once again, visitors to Munich can the aim of including the end-consumer look forward to a substantial event as early as possible in the innovations with over 1,000 exhibitors in eight and developments of the segment and to halls and the usual comprehensive bring about a general revival through the events and seminar programme. sport. “The new special areas are an “Two major sporting events in absolute must,” says Gröber. “But our particular will contribute to this - on the projects to promote the next first day of the fair the World Inline Cup generation are also attracting many is being held in Munich for the first new brands to Munich again, offering marketing and sales strategies, time, while a further sporting highlight is the visitor many ideas and incentives. as well as obtain information about the Munich Blade Night, the biggest “With the Greenhouse Project, for product innovations. inline event in the world. Both events instance, we help out young, “They can also take a look at are starting directly from the trade innovative firms from the outdoor other industry sectors and discover fair centre.” sector and give them the opportunity new synergies. to present themselves at ispo in a “As far as organisation is Communication platform special area designed for them. concerned, I recommend our ispocard. Alongside these new features sit the “Already a fixture in the diaries of The membership programme offers regular running, racquet, teamsport, most visitors is the BrandNew Village, many service advantages and benefits - fitness, , beachwear, board with the winners of the biggest start- from bargain travel and hotel offers, and outdoor communities. up competition in the sports sector. free use of public transport and the Says Gröber: “outdoor_ispo in Hall With the new innovation area NewBiz airport shuttle in Munich and free fair B2 goes into the summer season for former participants of the ispo entry, to reductions in Munich bars and considerably strengthened. Well-known BrandNew Awards, we are providing meeting places. exhibitors from the outdoor and Nordic a separate area for the first time for “It makes it possible for you to area have already confirmed that they brands that have cleared the initial organise your entire visit in a cost- are coming. hurdles in the market. efficient and stress-free manner.” si “Various events, exciting forums and “But it shouldn’t be forgotten that an interesting accompanying programme ispo is also a happening, a get- make outdoor_ispo an important and together with a social aspect that is not ISPO SUMMER 06 at a glance interesting communication platform for to be underestimated. For instance, the Dates and times: trade and industry. beach party in the atrium on the first ■ Sunday 16 to Tuesday, July 18. “board_ispo is also very well evening of the show or the ispovision ■ Sunday-Monday 9am-8pm. prepared. board_ispo seedbed will again Style Night on the Monday evening.” ■ Tuesday 9am-5pm. present six selected streetwear brands ispo is the best platform for Venue: from the board sports . Here, young information and orders, according to New Munich Trade Fair Centre. innovative brands get a platform that is Gröber. Specialist retailers can get an Tickets: € € internationally unique for their overview of the entire international one-day 19*/ 29. Two-day € € € € presentations to a broad audience from offering before starting the rounds of 28*/ 39. Three-day 36*/ 47. Event the trade. ordering in Munich. catalogue is included in the price. “And after a great success last “The smaller specialised retailers *Advance sales online. For more information and an up-to- summer, the market leaders of the profit particularly from ispo,” says date list of exhibitors visit , skating and streetwear sector Gröber. “Those shops with a smaller www.ispo.com. Alternatively you again present themselves jointly sales network or staff can especially can call Pattern, the UK and Ireland to the specialised trade in the make use of all the international office for all Munich's trade fairs, on Boardsports Village. contacts and meetings in Munich. 020 8940 4625 or email “This village is laid out like a beach Above all, they can collect ideas and [email protected] resort with the individual stands of the suggestions for their business, Hall by hall A1 sportswear_ispo, beachwear_ispo, ispo_BrandNew, textrends_ispo. A2: ispovision. A3: board_ispo. A4: inline_ispo. B0: purchasing associations (Intersport and Sport 2000). B1: running_ispo, triathlon ispo, racket_ispo, Sweetspot, teamsport_ispo. B2: outdoor_ispo, fitness_ispo. B3: sourcing_ispo.

www.sports-insight.co.uk 25 PRODUCT FOCUS What’s Hot Precision Training’s range of specialist training aids and sporting apparel

David Sanderson, National Sales Manager of Reydon Sports, tells us about the success story that is Precision Training and the appointment of former England manager Graham Taylor as brand ambassador.

Can you give us some jumpers for goalposts. Now our junior We have also launched a new background on the brand? football teams expect to train with dedicated website for the brand - speed ladders, cones, running poles www.precisiontraining.uk.com. It’s Precision Training is only three years and portable goals. important with a growing brand that old and was created by Reydon Sports the public have a reference point to to fill a niche area of the sports market Who is it aimed at? learn and understand more about the place to offer high-quality, affordable range. There will be video footage, specialist sports training aids to all Everyone who takes an interest in sport updated news and a store locator sportsmen - from professional athletes and an active lifestyle - that’s one of Graham Taylor: detailing all stockists of the range. through to young children. the beauties of Precision Training. Our Precision Training’s New for 2006, we have Previously, these specialised aids range of products are used by leading brand ambassador for commissioned our own Precision the next two years were accessible only to elite professional professional footballers and athletes, all Training DVD, which was shot at sportsmen, but Precision Training has the way through to schoolchildren Notts County FC with Graham made them available to everyone. playing for their local teams. Our products benefit everyone Taylor, and shows how you can make Key features and benefits? irrespective of sporting prowess, best use of the training aids with a general fitness, ability or age. Up and series of programmes and exercises. It’s great quality equipment at extremely down the country professional, semi- competitive prices. We have an professional, amateur, parks and What is the most effective extensive range of training aids designed junior sports people are faster, fitter, way a retailer can market to promote increased power, stronger and more skilful as a result of the brand? speed, strength and agility. our equipment. As part of Reydon Sports’ commitment From speed to all our retailers, we provide a high- ladders to How is it marketed? quality 32-page full-colour catalogue reaction hoops, listing over 200 products in the full collapsible cones to step Innovatively, creatively and training hurdles and from professionally. We have just signed up range, encompassing training aids, training poles to resistance former England manager Graham equipment, medical aids and sports parachutes, we’ve got them all. Taylor as our brand ambassador for apparel. A significant proportion of our two years. He genuinely loves the Large numbers of Precision current sales are in the football sector, products and he will become the Training purchasers are managers and but the equipment can equally be used public face of the brand, hosting a new secretaries of their local sports clubs across all sports such as cricket, rugby, DVD, attending sales seminars and who are used to purchasing team kits. athletics, , netball, tennis, taking part in a host of national Upselling a package of Precision volleyball and . competitions and marketing initiatives. Training training aids as well to them We’ve continually added to the We’ve also signed up our first can be a very effective way of range and our new catalogue includes professional football club - Notts generating increased sales. the introduction of new medical aids as County, the world’s oldest league club. Very shortly we’ll also be unveiling well as an expanded textile range and a We supply their teamwear and training some great national competition activity new football teamwear selection. All kit and are also the club’s official with Graham Taylor. our equipment is sturdy, portable and supplier of training aids. Recently, too, can be used almost anywhere. we supplied equipment for the grand For more information call Reydon final of the hit prime-time ITV Sports on 0115 9002342 or visit Why has the range sold programme Celebrity Fit Club. www.precisiontraining.uk.com si so well? Pole to pole: one youngster As a nation we are encouraging people is put through his paces by to lead a healthier lifestyle. Precision Graham Taylor Training products help everyone become fitter and happier in themselves. The range works not only for elite sportsmen but also for amateur sportsmen, children and everyone irrespective of age, ability or fitness. Junior football clubs, for instance, expect access to better training aids. Gone are the days when you threw down

26 SPORTS INSIGHT RICHMOND CRICKET

Crystal Knitwear are proud to present their range of RICHMOND CRICKET sweaters and clothing.

Renowned for our high quality and service, our independent family run business has been top quality CRICKET SWEATERS for many years, using today's technologies to produce garments that are extremely durable and which provide excellent ease of movement.

Chosen by England, the West Indies, M.C.C. and multiple counties and clubs locally and nationally, RICHMOND CRICKET sweaters and clothing offer unrivalled quality and ease of movement. Worn by teams at all levels of the game, RICHMOND provides unbeatable performance and wear-ability.

Take advantage of our bespoke made to order ORDERS & ENQUIRIES and design service to give your club that look • By telephone: 01623 628 605 of individuality, with Monday to Friday 9am - 6pm or any colour, trim or club emblem being leave a message and we will call you. achievable • By post: CRYSTAL KNITWEAR To support and enhance Richmond House, Pelham Street, your team's performance, Mansfield, Nottinghamshire NG18 2EY order RICHMOND CRICKET sweaters and • By fax: 01623 623 953 clothing by • By email:[email protected] contacting us today. 01623 628 605 • Website: www.crystalknitwear.co.uk FOCUS HQ

Up for the cup before - starting with the fact that we have more teams than any other brand Sports Insight talks to David Learmonth, Puma UK & Ireland’s and maybe finishing with a little Marketing Director, about the brand’s continued success success for Italy,” says David Learmonth, Puma UK’s Marketing How much would it be worth to a Dassler on his return from a prisoner Director for the last four years. brand for the World Cup winning of war camp in 1948, has 12 “In between, of course, we have team to be wearing its kit when it sponsored teams in the tournament, some of the world’s best players in our lifts the famous trophy on July 9? ranging from Italy, Czech Republic boots and a record advertising spend to Many millions, no doubt. and Switzerland to Ivory Coast, support a brand new product story.” And like a select number of Ghana, Saudia Arabia and Togo. football-related brands, Puma could Boot launch David Learmonth: So how will Puma fare in “Within key market strike World Cup gold this summer. Germany compared to its This story centres on the v1.06 Grass segments Puma has The company, set up by Rudolf competitors? “Far, far better than ever continued to prosper” Camo boot (RRP £100), which will be worn by the majority of Puma sponsored players competing in the tournament. Designed to pay homage to the game’s unsung hero - the pitch - this latest edition of the company’s most technologically advanced features a camouflage grass upper print. Engineered for speed, the v1.06 is the lightest Puma boot on the market, with the upper constructed from an extremely thin (0.4mm) and specially developed synthetic ConTec textile material that provides leather-like touch and control.

28 SPORTS INSIGHT The AptoLast and asymmetrical Lace Wrap system allows the boot to Quick-fire round mould to the natural shape of the How important is the foot, while a new external heel independent retailer to Puma? counter provides stability and Crucially important. Without the reduces weight. The v1.06 has a independent we cannot possibly low-profile outsole and a new maintain and grow a balanced stud configuration and design ‘sportlifestyle’ business. for improved pressure distribution and grip. And to give the boot Is Puma looking at any new maximum appeal to its sectors to launch into in the target audience, Puma near future? secured the services of Yes, of course. We are a brand that Edson Arantes Do always seeks out new challenges and Nascimento - Pele to you opportunities, but where we make - to appear in the stylish our next move remains a secret. advertising campaign that went live on June 1. Who are your main competitors? Good growth Frankly, everyone on the high street, Puma goes into the World out-of-town, mail order and internet Cup on the back of a good 12 who offers the more sporty and months. Says Learmonth: stylish consumer something to buy - “As we are all aware, the not to mention all of the other things market has been in a constant that today’s consumers can spend state of flux over the past 12 their money on. months. This has made for tough trading conditions for retailers and brands alike. That “It also represented a new and that’s fostered across a global said, within key market segments growing category for Puma to address. organisation that distributes its products Puma, with our unique brand As such, we started with Performance - in over 80 countries. positioning, has continued to prosper. with a premium shoe collaboration Says Learmonth: “For the one most “Puma was the first brand to develop with Johan Lindeberg - added influential moment in time you’d have a true ‘sportlifestyle’ positioning, with Performance Apparel, then gave it all a to look back to the late-1990s and the product design and marketing Puma design twist. relaunch of Puma as a unique communications fusing the creative “For this season’s launch, our ‘sportlifestyle’ brand with a primary influences from sport, lifestyle and primary target market has been focus upon product design and opinion fashion. specialist golf, with the current sell- forming consumers as the most “We compete in a wide range of through exceeding even our own important in our recent history.” categories and markets, many of which optimistic expectations. Puma Golf From a marketing perspective, the have experienced good growth in the last looks set for great things over the next next one could come on July 9 when 12 months including, football, running, 12-24 months.” Italy wins the World Cup for the first cricket, Gaelic sports and a number of time since 1982. lifestyle categories - not forgetting, of Repositioning “It’s impossible to quantify a World course, our leading fashion collections of But it’s not always been like this. Puma Cup win for one of our teams,” admits 96 Hours and our most recent designer endured a tough time during the mid- Learmonth. “That said, I’d prefer collection with Alexander McQueen.” late 1990s, a period, which Learmonth England to win, with perhaps them Puma has also enjoyed success in the admits, the brand synonymous with the beating Italy in the final!” si US in the last two years, and is now the likes of Heike Drechsler, Maradona company’s biggest market. Specific and Gascoigne didn’t have a unique growth sectors are footwear, motor position in a market where its sports, heritage and running. The UK distribution was weakening. golf market has also been rich pickings, The repositioning of Puma came in into which Puma launched in March this 1999. The company recognised the year. huge opportunity for ‘sportlifestyle’ “To be honest, we felt that golf products - and the rest is history. Today needed a bit of a shake-up and a bit ‘newness’ is a big buzzword for Puma more of a lifestyle-fashion influence,” and, after the successful move into the says Learmonth, who, prior to Puma lifestyle end of the market, heavy spent two years as Strategic Planning investment back into the sport side of Manager at TaylorMade adidas Golf the business has been critical to its Europe and 13 years at adidas in a ongoing prosperity. variety of product, retail and marketing There’s a vibrancy about the brand positions. and an open and entrepreneurial spirit

www.sports-insight.co.uk 29 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] FOR THOSE THAT KNOW THE difference

We at VIEW aim to develop advanced and unique swimming goggles. Based on this idea, for over 54 years we have applied our imaginative power and technology to create cutting edge optical, competition and lesisure swimming products. Setting new standards in swimming goggles.

Distributors In The UK & Ireland CPS Telephone: +44 (0) 1424 442663 Partnership Ltd Web: www.cpspartnership.co.uk www.viewgoggles.com IN SEASON SWIMMING

Swim for your life The all-year-round activity boasts millions of regular participants every week in the UK, says Catherine Eade

“As the nation’s biggest participation to £16 million between 2006-2009. All this means a positive future for sport and the activity most inactive Allen believes the profile of swimwear manufacturers. And the people say they would like to try, the swimming could be better, however: effect of a stronger focus on sports in potential of swimming is huge,” says “We need more high-profile swimmers general in the UK has already had David Sparkes of the ASA. to inspire the future generation,” he says. an effect. It’s a sentiment echoed by many in “I see the Beijing Olympics as the key Maru’s Roger Allen says: “There the swim sector, who are looking forward turning point for UK swimming.” are signs the market is growing - our to the effects of major forthcoming swim technical swim retailers are reporting events - the Beijing Olympics in two Medals a go-go growth, especially on ecommerce. year’s time and of course the much Swimming is certainly on the up again Maru overall has had a good 12 anticipated 2012 London Games. following the successful Commonwealth month’s trading in a difficult market “Obviously the London Olympics Games medal haul. with increases in our export and will create a great wave of optimism “The coaching leadership of Bill technical swim customers. By across UK sport in general,” says Aqua Sweetenham has been revolutionary and offering a 12-month 48-hour service on Sphere Sales and Marketing Manager he might just be Britain’s most swimwear and equipment we have Martin Newton. “The feel good factor successful Australian import since Kylie seen growth on our day-to-day will build as the Games draw nearer, Minogue,” says Martin Newton. “The business.” aquatic facilities continue to develop and 55-year-old performance director of Konfidence, too, has had a good participation grows. British swimming has, in three years in year, says Regan. “Our existing “Competitive swimming in the UK charge, completely revitalised the products continue to sell very well, in should gain massively from hosting the fortunes of the national squad. In particular our core product, The Olympics - especially as it’s one of the addition, more award schemes from the Original Konfidence Jacket, whose blue ribbon events which traditionally ASA and STA can only drive up the year-on-year sales growth continues opens the Games and is seen as an numbers of swim participants.” to beat sales targets, and it remains our exciting visual race vehicle. Such Kerry Regan from Konfidence top seller. inspiring images can only serve to points to recent figures that show 12 “We have introduced a number of positively influence the masses, causing million regular swimmers in the UK. new products this year, including the an increase amongst fitness and “There are continuing government Babywarma, a wetsuit for 6-12-month- recreational swimmers pre and post the initiatives to ensure that, by the age of olds; the Nappicova, a neoprene cover Olympics.” 11, all children can swim at least 25 worn over our One Size Fits All Swim “If we can see a similar performance metres, and the Department of Culture, Nappy; and a number of new designs in swimming at the Beijing Olympics as Media and Sport Select Committee has in our UV Protection Clothing range. the then the recommended that the government “The last 12 months has also seen momentum will certainly build for the invest a further £2 billion in swimming - us expand into the United States with 2012 Games,” adds Maru Swimwear in particular, they want to see more the establishment of Konfidence LLC, managing director Roger Allen, who public pools opened, so plans continue to based in Minneapolis, serving all of the points out that aquatic sports are to be put into place to further encourage North American market. 2007 will see receive an additional £8.2 million in participation in the sport and increase the the introduction of further strong funding in the run-up to the 2008 numbers of children swimming in the products to continue the expansion of Olympics, taking swimming funding UK,” she says. the Konfidence range.”

www.sports-insight.co.uk 31 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] IN SEASON SWIMMING

New technology options,” says Martin Newton. general need to back swimming to The Eagle is the first interchangeable 2012 and beyond as they have backed Technology enhancements continue lens goggle and has clear and tinted lenses rowing over recent years. Personalities to serve swimmers - and boost swim that can be swapped, depending on light such as Sharon Davies - the BBC’s ranges for retailers. conditions or to cater for individual face of swimming - can help this Zoggs now uses performance prescription requirements. tremendously.” chlorine resistant CR25 fabric, which Fashy is also riding high on swim Newton continues: “If we look one offers up to 25 per cent longer life than equipment sales. Its range, despatched step beyond swimming - at triathlon - conventional swimwear in chlorinated from Germany, includes swimcaps and this sport continues to be one of the water. It also offers a UPF50+ sun turbans, fashionable and functional fastest growing in the UK, and outdoor protection rating, resists bagging and swimwear ranges, goggles with swimming participation during the fading and is quick drying. Curved lens accessories - including Dioptre goggles summer months is becoming more technology is also used as standard in its for the short-sighted - and a range of ‘wet popular, creating retail opportunities Predator, Odyssey Max and Predator shoes’, sanitised to protect from for specialist swim and wet suits Profile goggles for better peripheral fungal infections. for all levels of swimmers. vision and visual clarity. “In summary, its a great sport Meanwhile, the CPS Partnership, New trends to be in and the revenue opportunities which distributes Tusa sports diving for sports retailers are certainly on equipment, Reeftourer masks and Fitness swimming has grown significantly the increase.” si goggles and other specialist water over recent years as an alternative to the jogging boom of the 1980s and the gym- products, has found its best-selling ART OF SWIMMING product to be the specialist swimming rat mentality of the nineties, says goggle range from Japanese Martin Newton. “Swimming is the most popular company Tabata. A higher number of consumers are activity, but only a small “Although we normally never seem realising the benefits of swimming as an percentage actually get fit from to experience a great deal of fluctuation all-round exercise without the injury or swimming,” says former from one year to another in the financial implications associated with competitive swimmer Steven swimming market, there has been a some other sports and exercise structures. Shaw, founder of the Art of noticeable increase this year in customer The rise in demand for swimming Swimming organisation. demand for swimming goggles in accessories such as pool buoys, “You have to swim for a minimum general, and in particular ones that can kickboards, paddles, aqua gloves and of 20 minutes to keep your heart rate take prescription lenses,” says Nathan other products that provide a greater body up, but most people swim a length at a time and stop at each end. And there Hoad, CPS sales director. workout offer great add-ons to retailers when selling swimwear and goggle lines. are millions of people in the UK who “People are increasingly wanting to only swim with their use everyday ordinary glasses to make a Says Newton: “As swimming head out of the water.” fashion statement and to some extent the equipment continues to evolve, Shaw trains swimming teachers in same is also happening with swimming brands like Aqua Sphere are pushing the the principles of alignment using the goggles. Style and colour choices as well boundaries in goggle technology Alexander Technique, and points out as functionality therefore become a and design as well as other aquatic that people often see coaches to accessories.” improve their tennis or golf swing, consideration. but are less likely to seek advice about “Also, as with glasses, goggles can swimming because of a perceived become very personal and users tend to Rosy future sense of failure. become very attached to them, so overall There’s obviously no shortage of Shaw’s book, Master the Art of quality and durability becomes equally swimmers and potential swimmers, with Swimming, is therefore aimed at important. Most retailers see these swim gear and equipment to cater for all anyone interested in getting more out of their swim. products as an insignificant sideline, but levels. All that’s needed now is more demand for goggles which take facilities, which the government is “There is a big trend towards all sorts of swimming because there is corrective lenses continues to be an beginning to do something about with more awareness of the high impact of important growth area.” more investment into public pools, and sports like running,” Shaw says. Maru’s EXS range of scientifically more high-profile British swimmers. “More people are having to see enhanced swimwear is proven to “British swimming desperately needs physios on a routine basis and back improve performance by up to 30 per an Ian Thorpe to inspire the children of care is something people are cent for serious swimmers, the company today,” says Newton. “Football, rugby and more aware of.” says. “EXS uses a Dupont fabric for cricket are huge in this country and all Shaw advocates the increase of reducing muscle vibration, a major cause have inspirational figures; Freddie swimming participation by offering free Flintoff’s heroics during the Ashes, Amir swimming, as is now the case in some of muscle fatigue, and improving total countries where governments have force and power production,” says Roger Khan’s rise to boxing stardom and Wayne seen the advantages of providing free Allen. Rooney’s hopes for the World Cup this sporting facilities to lower the overall Aqua Sphere’s Eagle goggle, year - these figures strike a chord with the cost of healthcare for its populace. meanwhile, picked up the accolade of public. Master the Art of Swimming is Best Designed Sport Kit at the Sport “Swimmers such as Mark Foster, published by Collins & Brown on July Industry Awards 2006. “It’s indicative of Karen Pickering, Nick Gillingham, Zoe 27. Sports Insight readers can receive a free copy of the accompanying DVD the increasing prominence and Baker, James Hickman and Stephen Parry (RRP £20) for every book purchased by importance of swimming that the panel have raised the bar along with the current contacting the organisation through of judges selected a swimming goggle crop of young UK elite swimmers coming www.artofswimming.com over and above the usual sports kit through the ranks, but I feel the media in

32 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] 1(:(1+$1&(' 7(&+12/2*< /21*/,)()$%5,&48,&.'5<,1*UWRGTKQTHKV

)66+2&.3$&(5%22*,(%$&. YYYOCTWUYKOYGCTEQWM IN SEASON SWIMMING

Swimming Aqua Sphere Unstoppable award-winning swim equipment brand Aqua Sphere is really making waves this summer. With great priced kit for everyone, from kids and recreational swimmers to elite swimmers and top triathletes, UK demand for its goggles, masks, fins, buoys, bags, caps and accessories has never been stronger. The eagerly awaited prescription lenses for its superb Eagle goggle - voted Best Designed Sport Kit 2006 - are now ready to order for summer delivery. Call the swim kit experts on 01254 278873 and get your summer sales soaring. www.aquasphereuk.co.uk

Rucanor Watersports Babies swim with Konfidence Now that the warmer weather’s In order to get the best out of little swimmers, Konfidence has worked in here, and with the holiday season conjunction with a number of STA member swimming schools, mums, dads just around the corner, it’s time to and babies to design and manufacture a range of baby and infant wetsuits. make sure that you’re ready to capitalise on Combining practicality and comfort, the new Babywarma wetsuit helps everybody’s need to jump into the water. children stay warmer in the water for longer. Opening completely flat, it is Rucanor has 11 pages of watersports easy to put on and take off. Made from high-quality neoprene with soft Lycra edging, this wetsuit is the most comfortable piece of kit any young products in its ‘SPORT collection 06/07’ child needs to gain confidence in the water. catalogue, ranging from The Konfidence collection also includes its best-selling buoyant aid to the basics such as swimming, The Original Konfidence Jacket, tested to the most up-to-date nose clips and standard, EN13138-1 (CE Certified), and its 98 per cent Protective UV earplugs, through to Swimwear range (tested to the standard AS/NZS 4399:1996 Appendix A). wetsuits and a semi- Why Choose Konfidence? STA Members; STAG supplier; no pre-orders professional diving or minimum orders required; stock warehoused all year round; customer mask. helpline number; competitive trade prices; free delivery. For more details on the Konfidence collection visit us at www.konfidence.co.uk or Tel: 01566 777720. Fax: 0870 8400002.

With nine models of goggles, half a dozen different styles of hats, plus armbands, snorkels, flippers, swimwear and a ball in between, you can make a great display with the colour coordinated packaging. For further information on these or any other products from the Rucanor range, call the Sales Hotline Number: 0845 2300147. Photo Courtesy of Waterbourne @ Porthleven Kayaking Centre: 0777 3332273

34 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] www.sportindustry.biz Fashy swimwear Fashy has been established in the UK for many years supplying all products, for all ages, for those who enjoy swimming. The comprehensive range is dispatched direct from the company’s German base, keeping prices competitive. Fashy has a large range of swimcaps and turbans; swimwear, both fashionable and functional; and goggles, including Dioptre goggles for the shortsighted. The company’s range of ‘wet shoes’, which are sanitised to protect from fungal infections, is extensive, very high quality and can even be branded. Colour catalogues are always available. For more information contact Fashy UK Ltd on 01202 515251, email [email protected] or visit www.fashy.de/english.html

www.sports-insight.co.uk 35 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] Tweak is a well-established name in swimwear and offers comprehensive leisure and sport ranges for ladies men and children.

For ladies, Tweka specialises in good supportive and fitting swimwear for all ages. It offers ladies bust support in a bra lining, bra shelf or padded cup shaping, some with tummy control in an assortment of high and classic leg styling. Tweka start from size 8-28 and also have styles for mastectomy, maternity and extra long length in our new chlorine resistant fabric.

For more information contact Sarah Pikett on 01454 414045 or 07941 946769 To finish... Divan: Physiotherapist and runner.

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Fox River The technically designed running socks for both men and women. The first manufacturer to design socks to specifically fit women. ■ High performance fibres that wick moisture. ■ Special panels and construction to provide cushioning. ■ Smooth flat toe seams. ■ Arch brace holds the sock in place. ■ Resistant against blisters and hot spots. ■ Fully reinforced sole for greater wear. ■ Breast cancer research benefits from the sale of all Fox River women’s socks. ‘Socks that support the runner, however long the run.’ For more information contact Moonraker (Europe) Ltd. Tel 01404 549649 or email [email protected]

38 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] www.sportindustry.biz

HILLY launches new socks for ladies HILLY Clothing Limited has recently launched a new range of technical performance running socks to cater for the rapidly increasing ladies market. The socks range from the ultra-light Mono Skin Lite Socklet to the Twin Skin Moisture Management (double layer) Anklet and now the Mono Skin Supreme, to cater for all requirements. The socks are made from technical yarns and have key features to ensure that they wick perspiration away from the feet and offer maximum comfort. The Twin Skin socks (also available in a socklet) are probably the best double layer socks on the market and the Mono Skin Supreme, probably the most technical, which explains why HILLY is leading the field. For further details call 0161 366 8207.

ProGrid - ’s new cushioning technology Saucony will be upgrading its premier cushioning technology ‘Grid’ in a new range of running shoes available from December 2006. The first style to benefit from the improved ‘ProGrid’ unit will be the top-of-the-range cushioning shoe, the Grid Triumph 4. Since Saucony’s merger with the Stride Rite Corporation last year, major investment has been made into the Saucony Laboratory at the company’s Massachusetts HQ. The lab enables Saucony’s design team to replicate the impacts, stresses and strains of a whole season of running in just a few hours. Measuring the performance of fabrics enables immediate comparison with both existing models and the competition. The Saucony sales team is now on the road. For more information or to book an appointment call 023 9282 3664.

www.sports-insight.co.uk 39 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] www..co.uk

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Fore more information on the ASICS sock collection please call sales on 01925 243360. IN SEASON SUPPORTS

While sporting accidents will always be a fact of life, retailers can recommend an increasing number of new products designed to relieve injury, says Catherine Eade

channels cater for them. Sports retail is the most established channel of distribution, and is still experiencing steady growth. Chemists are also experiencing considerable growth in sales of supports - in the main due to government health policy encouraging people to self diagnose and treat. And an increasing number of health websites now sell sports supports and rehabilitation gear over the internet. McDavid remains the most widely used and recommended brand of braces Life among sports medical professionals. The company now sells 250 different support products for athletes and active support people of all ages. Other performance apparel and sports support brands such as , Vulkan, Canterbury, Skins, Kooga, Mueller and Airowear Golfer’s elbow, breaststroke knee, Increases in the incidence of are also showing healthy growth way mallet finger, shin splints, stress rheumatism and arthritis are also above target. fractures - and that’s just for starters. keeping the supports market busy. “Without doubt, the sector is The number of injuries commonly exploding,” says McDavid Country sustained by athletes (and the rest of Future improvements Manager Paul Sherratt. “McDavid has us) going about their daily sporting Today, the outlook for an injured athlete seen massive growth in the US market activities seems never-ending. is far more optimistic than in the past. since 2000 and for the last 12 months The business of sports injury Sports medicine has developed some in the UK the momentum has been prevention is currently worth around near-miraculous ways to help athletes building as athletes begin to recognise £10 million per year and rising, and heal and, in most cases, return the benefits of wearing the products. with more people self-diagnosing to sports. injuries and treating themselves, The National Institute of Arthritis TO PREVENT INJURIES TO retailers who stock sports supports and and Musculoskeletal and Skin Diseases ADULT ATHLETES, other products designed to aid the says that improved rehabilitation RETAILERS CAN prevention and cure of such injuries techniques will in future lead to a more RECOMMEND THESE will find a sector that is booming. natural progression to recovery for GUIDELINES: According to The Royal Society musculoskeletal injuries. The need for ■ Don’t be a ‘weekend warrior’, for the Prevention of Accidents surgery may decline with technical packing a week’s worth of activity into (RoSPA), around 700,000 injuries per advances and new imaging methods to a day or two. Try to maintain a year are sustained from sporting diagnose and treat injuries. Scientists moderate level of activity throughout incidents, but this is only the tip of the continue to gain a better understanding the week. ■ iceberg as so many injuries go of the role of nutrition in inflammation Remember safety gear. Depending and healing, which could lead to on the sport, this may mean knee or unreported. (Browsing the RoSPA wrist pads or a helmet. website is rather interesting, improvements in treatment. Other findings are that procedures ■ Accept your body’s limits. You may incidentally. Around 67,00 accidents a not be able to perform at the same such as ‘tissue engineering’ will become year happen while shopping, and 1,200 level you did 10 or 20 years ago. are caused by ‘a leaf’ - go figure.) more commonplace, while gene therapy Modify activities as necessary. Also driving growth of sports may enable doctors to modify particular ■ Increase your exercise supports is the changing demographic cells to induce repair of injured tissues. level gradually. of the UK. The shift towards healthier ■ Strive for a total body workout eating and more exercise in a higher Products today of cardiovascular, strength training percentage of the population means In the meantime, there are many and flexibility exercises. Cross-training reasons for consumers to purchase reduces injury while promoting more older people are wanting to play total fitness. sport, but are more likely to get injured. sports support products, and a variety of

www.sports-insight.co.uk 41 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] IN SEASON SUPPORTS

dropped, resulting in athletes returning injuries can be avoided through a to their sport much quicker than a warm-up routine and the use of decade ago,” says Sherratt. “Lighter preventative sports supports. weight and more sophisticated The brand has a range of products materials have also resulted in more suited to footballers of all levels athletes using supports as a including its Dry Tech Shorts, which preventative measure - again reducing offer high levels of compression and the number of injuries.” support, protecting against injury and McDavid’s top selling products are aiding the muscles' recovery period the 401 and 402 knee supports, 431 after a game. Vulkan also has a range ankle support and 493 back support. of neoprene supports that offer heat, And Sherratt says there is huge support and compression to an injury demand for hinged knee braces, laced and are designed for virtually every ankle guards and hot and cold therapy joint of the body. items, while tape and strapping lines With World Cup fever well and “UK sales of hDc have grown over are popular sellers in sports clubs. truly gripping the country, the number 300 per cent year on year and it is 1000 Mile distributes German of football fans having kickabouts in apparent from competitors that similar brand Mueller’s sports supports 2006 could mean more than a few gains are being experienced as the sector range and reports healthy sales for limping to their nearest retailer for help. embraces more and more sports. its products. With the right range of sports supports “I believe there are two key The company’s comprehensive on offer, retailers could be quids in. si elements driving growth. The first is that range includes products to prevent we have an ageing yet active population injury, treat existing conditions and HOW CAN RETAILERS who inevitably require more injury maintain and increase fitness INCREASE SALES OF protection and support as they get older. capabilities. Best-selling items include SUPPORT PRODUCTS? The second major factor is that society the Jumper’s Knee Strap - also suitable is becoming generally more aware of for runners - which offers relief from Knee, ankle and back supports should be regular stock lines. Specialists may their health and wellbeing and starting common patellar tendonitis by like to focus on sport-specific product to view sports medical products as applying mild pressure to the tendon such as a soccer ankle brace or a preventative measures as opposed to a below the kneecap to help guide the hinged knee brace (popular with reactive measure to an injury. patella. skiers), and instant ice packs, ice spray “This is demonstrated particularly Knee and Ankle Supports also give and tape will see excellent stock turn. when one compares the US mentality to a firm, fully adjustable but comfortable A well-managed in-store merchandise unit will always reap wraparound compression and are our own. Most US athletes see sports rewards. Using this approach, supports as a necessary element of their suitable for everyday use as well as for products can be clearly displayed, participation and wear supports to sport. The Mueller range is supported stock can easily be managed and the prevent injury as well as for by an ongoing advertising and PR customer has the confidence to select rehabilitation, with rehabilitation campaign to further raise its profile. product from a clearly defined range that suggests that the retailer knows traditionally being the focus of the The Linebreak brand is also and understands sports injuries. UK market.” developing in the UK. Llanelli Scarlets Alternatively, if space is limited Changes within NHS policy are also physiotherapist Hwyel Griffiths says: then the placement of specific affecting sales of supports, Sherratt “As part of our strategy we use supports related to common injuries adds. “As less and less products are Linebreak clothing and have found it by sport can also show a healthy being offered on prescription, the to be comfortable, supportive and return - for example, tennis elbow demand on the high street will effective in aiding recovery. supports in the tennis section - as this brings in an impulse inevitably grow,” he says. “We have successfully bucked the purchase element. Musculoskeletal injuries are trend of rising injury and through our In an industry that is seeing retail estimated to cost the NHS around £590 monitoring of recovery processes have price and margin erosion, sports million per year. The Department of lowered our injury rate by 22 per cent supports offer the retailer an excellent Health recently approved the application this season. I believe that Linebreak margin opportunity. The general public for speciality status of Sport and skins have played a key role in have little or no perception of the Exercise Medicine (SEM) clinicians in achieving this.” retail prices of supports (as they often do with many other sporting items), the UK. Everyone, from recreational but are looking for a solution to an athletes to the nation's Olympic team, Preventative measures injury problem. will now have access to SEM doctors, Research by the Football Association The result is that retail prices can who will work not only in hospitals but shows that more than a third of the be maintained without heavy also with schools, community groups 6,030 injuries recorded at professional discounting required to sell the and professional sports clubs. product through. Of course, the other clubs in one season were muscular major advantage is that the category sprains and ruptures - with the is not season specific and subject to New technology majority caused without contact being fashion. Therefore, cash is not tied up Advanced technology has had a made. Ligament strains were the in forward commitments and beneficial effect on the supports second most common with 19 per cent clearance is rarely required. products themselves. of the total. Paul Sherratt, Country Manager, “Technology has undoubtedly Vulkan physiotherapy experts McDavid meant that rehabilitation times have believe the vast majority of such

42 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected]

IN SEASON SUPPORTS

SOLE Custom Footbeds Why do athletes use SOLE to custom fit their footwear? ■ To prevent or treat foot and lower limb injury. ■ To increase performance by improving stability and alignment with proper support that will also reduce lower limb fatigue and increase overall comfort. ■ Are guaranteed to fit and work. ■ Are heat mouldable for a custom fit. ■ Provide an orthotic level of support. ■ Come in four models to fit most footwear applications. By design, the fitting process is fast and easy - about five minutes. Customers can fit SOLE at home or you can add that extra level of service by offering custom fitting in-store. Take your specialised product to the next level and become a SOLE retailer. www.yoursole.co.uk or call 0845 644 3742. Supports Size no issue for Mueller It seems that Mueller’s ‘One Size Fits Most’ is the one feature that suits most. This, combined with the quality of the neoprene used and the neutral colourway, sees the brand’s market share increase for the second year running. The comprehensive range includes products to prevent injury, treat existing conditions and maintain/increase fitness capabilities. The Jumper’s Knee Strap, which is also suitable for runners, offers relief from common patellar tendonitis by applying mild pressure to the tendon below the knee cap to help guide the patella. (SRP £9.99.) Mueller’s Knee and Ankle Supports both give a firm, fully adjustable but comfortable wraparound compression and are suitable for everyday use as well as for sport. (SRP from £9.99.) The Mueller range is supported by an ongoing advertising and PR campaign. Trade enquiries: 1000 Mile Sportswear 01923 242233 or email [email protected]

44 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] www.sportindustry.biz

McDavid HexPad sliding short When the summer arrives, pitches dry out and the ground gets hard rugby and football players back in training are looking for extra protection for hips and thighs as sliding around on these surfaces takes its toll. Available in black or white, the McDavid HexPad sliding short is designed with these conditions in mind and combines the benefits of McDavid’s hDc moisture management system to regulate the body temperature with compression fit to support the large muscle groups and reduce fatigue and injury. Finally, hundreds of individual foam hexagons are bonded to the fabric in strategic areas for maximum protection. This and other HexPad products are in stock now from McDavid on 08701 188002 or email [email protected]

Vulkan & Sorbothane join forces Vulkan has further strengthened its brand portfolio by becoming the sole distributor for Europe’s leading international insole brand - Sorbothane. The exclusive deal will see Vulkan (part of the Mobilis Healthcare Group) distribute the product throughout Europe, Africa, the Middle East and the former Russian states. Sorbothane has been manufactured in the UK for over 20 years and has retained a remarkable reputation in the sports and outdoor market for providing genuine and proven protection to the human body in sports, daily life or for specific medical conditions. Anatomically designed to give optimum support and cushioning whilst remaining comfortable and long lasting, Sorbothane’s molecular structure is unique as it absorbs 94.7 per cent of all shockwaves caused by running or walking - no other brand can make this claim. The deal will see the two brands being sold side by side in major retailers across the UK. Says Vulkan Marketing Manager, Fiona Wiseman: “As a result of this agreement, we have a perfect opportunity to supply Sorbothane products alongside the Vulkan sports support range and offer customers two of the best ‘supportive’ brands in the market. “Not only does this increase our product offering to existing customers, but will hopefully open up new channels to market and increase opportunities and sales for Vulkan.” For more information visit: www.mobilishealthcare.com or www.sorbothane.co.uk

www.sports-insight.co.uk 45 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] Sports Supports for all levels of injury and prevention from the World’s leading Sports Medical brand

Level I Protection Minor pain, sprains and instabilities

Level II Protection 486 Tennis Elbow Strap, 493 Universal Back Support.

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www.mcdaviduk.com • [email protected] • tel: 08701 188 002 SPORTS INJURIES No pain - No gain Sports injury products can make up a potentially lucrative part of your business, says Steve Newman

It’s an unfortunate fact of life, but wherever sport takes place injuries will occur. It is also an undeniable fact that the days of a cold bucket of water and the magic sponge are now gone forever. Sports injuries can be slight, such as bumps and scratches on the training ground, or serious events that result in hospital treatment. And as a sports retailer, many would argue that you have a duty to customers to show them not only how they can deal with these injuries, but also how to prevent them occurring in the first place. This part of your business has the potential to be extremely lucrative; after all, nobody wants to get hurt playing sport. If you can set yourself up as an expert adviser in this field it can only be seen by customers as another reason to come back. It is important, however, that you variety of levels in a user-friendly and state clearly the information you are highly illustrated fashion. Publications giving is only a guide and customers such as these also stress when it is should always consult a doctor for important not to offer any type of first diagnosis of an injury and the required aid and when to refer the sportsman or treatment. Prevention of injuries can be woman concerned to specialists and achieved by using a number of professionals. strategies, and as a retailer you can Other publications that can help supply them directly to customers or prevent sports injuries are those that provide them with details of where to teach the right technique for a specific find the information. sport or activity. If an athlete learns to If you can set up a store unit carry out their chosen sport correctly by dedicated to the prevention of injuries, using the right technique it can reduce products can be clearly displayed and the risk of overuse injuries such as the customer feels the retailer knows and tendonitis and stress fractures. understands sports injuries. Firms such as Vulkan has a slat wall display unit Supports designed to help retailers sell the It is probably true to say that the vast company’s products that covers virtually majority of sports injuries could be every muscle and joint in the body. avoided with the help of an effective There is also the impulse buying warm-up routine and the use of sports factor. How many of you stock tennis supports. Top sellers from suppliers such elbow supports in the tennis section or as McDavid are knee supports, closely hinged knee braces, which are popular followed by ankle and back supports. with skiers? The company also states that instant ice packs, ice spray and tape will see Publications excellent stock turn. There are numerous publications on the It is, of course, imperative that subject you can stock, too. Companies anyone participating in sport should use such as Coachwise offer books on the proper equipment. Protective preventing injuries and first aid at a equipment is essential in some sports,

www.sports-insight.co.uk 47 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] SPORTS INJURIES

particularly activities that involve physical contact such as rugby, where many players nowadays see gumshields and body support as essential. Cricket boxes, shin pads and gloves are all examples of other equipment that should be worn to prevent injury and which you should be stocking. Appropriate footwear that provides support and protection for the feet is also essential and eye protection in sports such as squash and badminton is another sales idea you should be looking at. First aid As a retailer you are aiming to supply equipment to a large cross-section of sports and, indeed, to as many activities as possible. These vary from team sports such as cricket and individually to prevent cross-infection. side of these bags, which is another football to individual sports and Firms such as Allsport Medical have service you can offer your customers. pastimes such as tennis and hiking. large portable kits designed to be used All of these activities can be catered by a number of sports people in After-care products for with a specialised form of first different sports where injuries are more Another range of products that can be aid treatment. likely to occur. stocked in relation to sport injuries is As a matter of interest, how many Also on the market are first aid kits after-care lines, which can be used for of you sell sun cream or sunglasses in that are dedicated to the needs of one anti-inflammatory purposes and to ease your cricket section? Standing in the particular sport. Companies such as muscular aches and pains. Companies outfield in August for a couple of SoccerDoc have the Touchline Range such as Pioneer Trading offer Golden hours can result in some pretty nasty that complies with the FA's requirement Emu Oil and Blue Active Gel, a muscle and joint rub that is ideal after any “First aid kits for team sports should also be an physical activity as it cools the affected area immediately. essential part of your sales armoury ” In a short article such as this we can’t hope to cover all the aspects of burns or eye damage - and, again, it’s of how the bag should be constructed sports injuries that retailers should be up to you to make your customers and what its contents should include. considering. However, as long as sport think about this. SoccerDoc believes that it’s not and physical activity continues there The outdoor market is one of the going to be long before the FA brings in will be injuries and, therefore, openings fastest growing in the country and the legislation requiring every football team for retailers to capitalise on their introduction of personal first aid kits to have a touchline bag available during prevention, cure and after-care. from manufacturers such as Gelert matches, with each bag having a It’s up to you to spot these that can be worn on a webbing belt or minimum requirement of essential opportunities and apply them to your kept in a daysack has exploded in contents and every team a responsible own market and situation. si recent years. first aider on the touchline. Not only can these first aid kits be If this is the case, retailers should be sold to walkers and cyclists, but other planning for this now and informing outdoor activists or athletes can buy soccer and other team sports customers them to be kept in their kit bag. Adults of what the future may hold. However, as well as children can fall over on a do remind your customers that if they tennis court and graze or cut their are buying this type of product they knee, but it’s up to you to push these should purchase one that comes in a packs in your retail outlets. The waterproof carry bag that is portable and customer won’t buy them if you don’t split into compartments for easy access. have them on sale. Dressings that are wet or splattered First aid kits for team sports with mud are no good to anyone and can should also be an essential part of be dangerous. And if you need your sales armoury. Contact and something in a hurry, ferreting deep in combat sports often require the the bag to find something at the bottom treatment of a blood injury and the of a pile of dressings is unfair to the ideal answer is sterile first aid injured player. Manufacturers can also products that are wrapped put the logo or names of teams on the

48 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] Physical Education Journals from Routledge

SPORT, EDUCATION Physical Education and SOCIETY and Sport Pedagogy Increase in issues for 2006! Edited by David Kirk, Edited by John Evans, Leeds Metropolitan University, UK Loughborough University, UK Volume 11, 3 issues per year Print ISSN 1740-8989 Online ISSN 1742-5786 Volume 11, 4 issues per year Print ISSN 1357-3322 Online ISSN 1470-1243 Physical Education and Sport Pedagogy promotes Sport, Education and the communication of Society is an international educational research in journal which provides a physical education and focal point for the youth sport and related publication of social science fields such as teacher and research on pedagogy, coach education. policy and the body in society and the wide range The journal encourages the of associated social, submission of data-based cultural, political and ethical and advocacy papers on issues in physical activity, teaching and coaching, learning and curriculum and sport and health. especially the interdependence of these dimensions of pedagogy. Sport, Education and Society is available at a www.tandf.co.uk/journals/17408989 reduced subscription rate to individual BAALPE members, please visit our website for more Online Sample Copies are available by visiting information and to order. www.tandf.co.uk/journals www.tandf.co.uk/journals/13573322

Also of interest: You can sign up to FREE contents alerts for both of these journals by visiting www.tandf.co.uk/sara Journal of Sports Sciences European Journal of Sports Science European Sport Management Quarterly To sign up for regular bulletins in your subject area, please visit Sport in Society www.tandf.co.uk/eupdates Please visit www.tandf.co.uk/journals for more information Coming soon… Taylor & Francis and Routledge have started the journey towards informaworld! To find out how informaworld will benefit you, please visit www.informaworld.com IN SEASON SCHOOL SPORTS www.sportindustry.biz School sports UK sports, school and leisurewear company forges ahead Team Colours, the Hertfordshire sports and leisurewear manufacturer, has in a short time moved ahead of other long-established manufacturers operating in the same field. Team Colours supplies a varied range of sportswear, schoolwear and leisurewear for organisations across the country, especially schools, clubs and universities. It custom manufactures sports kits for football, netball, rugby, hockey, cricket and other sports - as well as school uniforms and casualwear such as t-shirts, polo shirts, fleeces and tracksuits. It is this diversity that, as company director Rosemary Carter explains, has brought it to the position it now enjoys. “At Team Colours our commitment has always been to provide the highest level of customer service, while maintaining exceptional manufacturing standards,” she says. “Working closely with customers, Team Colours ensure that goods are competitively priced and provided on time, whether orders are small or large.” In addition to manufacturing, the company also provides a comprehensive embroidery and print service to reproduce logos, crests, names and numbers, giving your team kit its own unique identity. Team Colours’ extensive range of sports clothing can be seen at www.team- colours.co.uk. Customers can get in touch by email ([email protected]) or by telephone: 01920 871453.

50 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] Versatility in style... RETAILERS & DISTRIBUTORS - BIG PROFITS FOR YOU FROM OUR CUSTOM MADE KIT

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Sports Insight Ad ADVERTISEMENT FEATURE Phlexable kit! Gymphlex develop bespoke sports kit for Kimbolton School. Prestigious independent school Kimbolton School are now looking fit for further sporting success after specialist school sportswear manufacturer, Gymphlex, developed a bespoke sports kit on their behalf. The comprehensive kit includes garments for most sports on the schools PE curriculum, all developed to follow a cohesive image dictated by the schools distinctive identity. Gymphlex utilised the more several years and are more than happy to use Gymphlex to work on such an technically advanced fabrics on the with the friendly service we continue extensive image overhaul and delighted market to produce a kit that not only to receive. In addition, their garments they are so happy with the results.” looks great, but also performs are consistently manufactured to a The new kit offers different design exceptionally well. The comfortable very high standard and prove very variations for male and female pupils, and breathable garments aim to durable. All this makes it a pleasure to thereby improving the fit, comfort and enhance the performance of the be working with them.” look of the garments. players, whilst reflecting the Gymphlex are now working on Kimbolton School is a co- professionalism of the school. The several new garments for 2006, educational day/boarding school with school also made the most of including new kits for tennis and 850 pupils aged 4 to 18. The school Gymphlex’s high quality in-house cricket. itself is housed in a formidable castle, embroidery service by incorporating Gymphlex were very pleased to dating back to the 1500’s, in the school badge onto most garments. be asked to work on such an exciting Huntingdon, Cambridgeshire. To date the school have taken project. Gary Lory, Operations delivery of tracksuits, sweatshirts, Director at the Lincolnshire based Information football jerseys, football shirts, shorts manufacturer comments: - For further information please & socks, sports skirts and swimwear. “We have worked closely with contact Gymphlex Ltd, Boston Road, As School Shop Manager, Kate Kimbolton School for many years Horncastle, Lincolnshire LN9 6HU. Zardin, explains, they are pleased with now and in that time we have got to Telephone us on 01507 523 243 or the new kit: - know the ethos of the school very fax to 01507 524 421 or you can “We have used Gymphlex for well. We were pleased that they chose email us at [email protected]

52 SPORTS INSIGHT TEAM WEAR

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STAFF TESTING

personality and a test on numerical reasoning only tells you about numerical reasoning. “To look at practical skills you can develop 'work sample' exercises where you give them an in-tray exercise, case study to solve, report to write, presentation to prepare - ie, something similar to what they'd face in the real work situation. However, such exercises should be properly developed and validated by appropriately trained professionals, eg, occupational psychologists or HR professionals.” Test for the best What is more difficult to ascertain from a traditional interview or testing If you’re having problems hiring the right staff, psychometric procedure is what kind of person your interviewee is. This is where testing could be the answer, says Dave Howell psychometric profiling can help. If implemented properly, you can Once the province of big personality traits. Many of the early gain an insight into the personality of corporations, testing has become developments in this kind of testing your potential employees. Remember commonplace in even the smallest of focused on measuring intelligence. that you’ll be profiling and not testing a business. Personnel Today magazine More recently, psychometric testing candidate’s personality. The distinction reported that an estimated 70 per has become more commonly applied to is an important one. The tests you use, cent of UK companies now use profiling personalities. as Dr Barry Cripps, Chartered testing to offer an initial post to a The 16PF test is the most widely Occupational Psychologist and Chair of candidate or as a means of choosing used system, but a wide range of other the Division of Sport and Exercise existing employees for promotion. systems are also available. Choosing Psychology at the British Psychological Locating the right people to fill the right one for your needs is crucial if Society, points out, should give you all the vacancies you have is difficult, but the results you get are to be meaningful the information you need: “A well- how do you really know you have and give you the information you need constructed test procedure should chosen the right person for the job? to make a decision on which candidate test ability, personality, motivation and Personality and attitude are just as to offer your vacancy to. job competence.” important as practical skills, but being Testing in the workplace can take The design of the tests that you able to interpret a person’s personality many forms. From your point of view will give to your applicants is of the isn’t a quality most managers possess as an owner/manager, there is a clear utmost importance. Simply buying a in their skill set. practical aspect to the vacancy that you test paper off the internet will give you This is where psychometric have available. The post requires a set of responses, but interpreting the testing can help you make the right someone that can handle cash and has information is where qualified decision and find high quality an understanding of basic numeracy, etc. professionals come into their own. individuals for your business. As Mark Steele of the Institute of A simple statistical analysis of Work Psychology explains, your your test results could ultimately Hiring & firing testing can look at practical skills as give you a candidate that is, in fact, Psychometric testing has been well as personality profile: “Tests are not suitable for the post. As developed as a science over the last only part of the selection procedure and occupational psychologist Dr Angela few decades. It attempts to measure should be treated as such. So a test on Carter describes, your testing begins attitudes, ability, knowledge and personality only tells you about with you describing the job that’s

56 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] available: “What you need Having the right staff is a an idea what to expect before the to do when you’re looking for fundamental element of any business. actual testing starts.” someone for a job is analyse the job. In a customer-facing environment like Testing is certainly moving out of You do a job analysis to find out what sports retailing, it is imperative you the corporate environment and into the that job’s about. have the right people on your payroll. mainstream. With a greater awareness And then you find out from talking Take professional advice before you that the traditional interview can no to the manager, employees, supervisors, begin the recruitment procedure. longer provide time-poor employers or whatever, what makes a good person Ultimately, you’ll gain a higher quality with a mechanism for choosing the in this job role. of staff, who will repay the testing right candidates for the posts they have “You can then choose the costs you’ll incur many times over. available, testing has become more appropriate tests, but you must have a Psychometric testing can be accepted and widespread. qualified person to handle this work. complex. Luckily there is a wealth of Dr Angela Carter offers this advice: Where things go wrong is when help and information to be had on the “If you’re someone who wants to do it people don’t seek that advice and try British Psychological Society website yourself, try and take some advice and do it themselves.” (www.bps.org.uk). As part of this site about the testing you want to use. Then The traditional way of testing you’ll also see the Psychological use the Psychological Testing Centre on individual candidates for a vacancy has Testing Centre the British Psychological Society been the website and interview. “A well-constructed test procedure should check out Today these what you’re can be useful, test ability, personality, motivation and job competence” looking at, but they can because also be flawed. Often, personal (www.psychtesting.org.uk). This has they’ll give a realistic view on whether preference will come into the selection detailed information about the types of the test is something that’s useful or not. equation, which could ultimately mean test you could use in your recruitment “And you really should be talking you hire the wrong person for the job. process. You can also locate a specialist to someone who is educated to the Interviewing does have its place, that can help you design a test that will appropriate level to advise you about but as Dr Angela Carter says, you must give you meaningful results that relate testing and how to implement this in think carefully about how you’re going directly to your business’ needs. your recruitment procedure.” to structure the interview itself: Outside of graduate recruitment, Whatever kind of testing you use, “Frankly, interviews of the normal sort most potential employees will have always ensure that the test is relevant that people do are really not even worth little or no experience of testing. The to the vacancy you have available. doing. They are so biased and are interview remains the main mechanism Doing the groundwork that includes based on your attraction to that person for choosing employees for a particular outlining the job itself and what and the impression you form within vacancy. But if you do decide to use practical skills are needed, as well as about 30 seconds of meeting them. testing, be aware that your candidates what personality type you’re looking “So, the worrying thing about will need to be shown that the test isn’t for, will enable you to locate a test that selecting someone by interview is it’s something to be afraid of. will give you meaningful results. not structured in any way. It’s about as Explains Mark Steele of the Unless you have direct experience reliable as reading their handwriting.” Institute of Work Psychology: “There of psychometric testing yourself, the Testing can help you balance what are psychometric tests for services of a professional occupational you learn at the interview stage, but the ability/aptitude as well as for psychologist are invaluable. Testing interview itself must be an integral part personality - so both can be tested. If can be a great asset for any business in of the selection process. Ask your applicants are not used to the idea of attracting what is one of most precious candidates about instances in their being tested it might produce some resources any enterprise has - its careers to date that directly correspond to anxiety, but tests include practice employees. Used correctly, even the the job you’re offering. If you feel that examples on the front, which can help smallest business can use testing to find customer service skills are of paramount to put people at ease and gives them the perfect candidate for any vacancy. si importance, ask your candidates for examples where they have exhibited their ability in this area. Your goal is to fit a candidate into your job profile. 20 questions Even a quick internet search will reveal that the number of tests you could use is bewildering. Using a qualified occupational psychologist is certainly a must and can save you substantial amounts of money in the long-term. If you attempt to handle the testing yourself and misinterpret the results, you could find that you have to re- advertise your vacancy to locate the right person for the job. This costs time and money, which could be better spent in other areas of your business.

www.sports-insight.co.uk 57 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] AWKWARD CUSTOMERS

Customers from hell Tony James shows you how to cope with confrontation

You just know, when they come and so it’s vital to teach staff how to my problem”, “I’ll get someone to ring through the shop door, that they're cope with someone who comes in you when they’re free” and “Are you sure trouble. Whatever you try to sell them, spoiling for trouble.” you bought it here?”. whatever its price, it won’t be good He warns: “The normal human ■ We think the complaining customer is enough. And if they've already bought reaction to a complaint - personal, making too much fuss. “It’s a big deal for something, they’re now bringing it protective and defensive - will only the customer and it’s essential to back - with a litany of complaints make matters worse. appreciate that,” Alan Fairweather says. about its quality. “Good handling must avoid Studies at the London Business School Sounds familiar? We’re talking argument and evasion and respond in a have shown that ‘difficult customer about the customers from hell. They’re way which calms the customer’s situations’ are most likely to occur when a only a tiny minority - less that .5 per aggression. The problem is that many retailer’s core service has failed. The shop cent of people who visit your store. But staff, particularly in small retail stores, hasn’t delivered on time, the customer has they can cause you more problems than are never given guidance on how to the wrong product or it’s not what the the rest of your customers put together. handle complaints. And their natural customer expected. One thing is certain - difficult reaction to say ‘It’s not my fault’ is customers can’t be ignored. According to hardly likely to help.” Putting things right London School of Economics research, a According to Alan Fairweather, It’s what happens next that will decide satisfied customer will tell three to four author of four books on customer whether the customer will deal with you people about you, while a dissatisfied relations, there are a number of again or bad-mouth you to other people. punter will tell up to 27. reasons why our interaction with And that could depend on the success of Even more ominous is the fact that disgruntled punters can escalate into these basic strategies: as many as 90 per cent of customers full-scale rows: ■ Show respect - which can be difficult if who think they have had a bad deal ■ We don’t sound or look as if we care. the customer from hell is yelling, never actually complain - they just take Says Fairweather: “We may be really swearing or behaving like a two-year-old. their business elsewhere. concerned but we don’t look like it - and It’s vital to remember that, unlike the the customer can’t read our minds.” customer, you are not angry but you are Worth saving ■ We don’t listen. Too often we try to in control and your only problem is “The angry, complaining customers who jump in with solutions without helping the customer with his problem. care enough to talk to you but who allowing the customer to properly As Dave Kahle advises: “If you step haven’t yet decided to take their business express their feelings. We need to out of this position and start reacting in an to the competition are the ones worth show that we’re listening by our emotional way you will lose control and saving,” says retail sales consultancy responses and body language. the situation will escalate into a lose-lose guru Dave Kahle. ■ We use the wrong words. Studies have situation for everyone.” “Confrontations with dissatisfied shown that certain words inevitably ■ See the situation from the customer’s punters are a fact of retail business life trigger a row. They include “That’s not viewpoint. Don’t try to calm him down or

58 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] cut him off. Instead, listen carefully and When you’ve had enough increase your prices to provide the standard try to understand the source of his “No-one wants to turn business away,” of service he requires. If he agrees, it frustration. Piece together his side of the says Manchester retail strategy would be perhaps worth tolerating him in story. Invariably, once the customer has consultant Martin Wilson. “But view of the increased profit margin. blown his top he will be prepared to talk sometimes there really is no alternative Of course, having to get rid of more reasonably. to saying, ‘Sorry, but I don’t want your customers in this way is extremely rare and ■ Try to avoid blaming anyone - which business. Goodbye.’ the good news is that, according to a study is different from acknowledging “There comes a point when a really commissioned by an EC small business responsibility. If you know for a fact that difficult customer will be using up research unit, nearly 90 per cent of seriously a mistake has been made, acknowledge valuable resources that could be better dissatisfied customers are likely to do it and apologise for it. Never say applied elsewhere - particularly as you business with you again if you can resolve something like: “I’m not surprised your know that, whatever you do, the their complaint on the spot. invoice is wrong - it’s been happening a customer from hell will still find fault.” That’s what John Collinson did when lot.” or “Those suppliers are useless. I Wilson says that one way of customer complaints to his Liverpool don’t know why we deal with them.” deciding how to deal with awkward sports goods manufacturing business Instead, let the customer know that customers is to categorise just how increased one year by nearly 20 per cent. you appreciate his annoyance and tiresome they are. For instance: “Things were getting serious, so I took a ■ frustration and will do everything ‘A’ customers are your best. They group of the most dissatisfied customers possible to put things right. never query your bills, they trust you out for a meal and simply asked them what ■ Get on the case. Studies have shown and you have a great working was going wrong and what I should do that if you can deal with the matter relationship with them. about it,” he remembers. ■ immediately at the point of complaint ‘B’ customers are still valuable, “Then I just sat and listened as they the customer will settle for less than if although they are less regular and pulled my business apart. It was a pretty you just say, “We will look into it,” spend a little less. But you have a good traumatic experience, but most of the which will be taken as a sign that you rapport and are on first-name terms criticism was constructive and useful. And, don’t really believe him. with the people you deal with. strangely, the most tiresome clients were ■ ■ Show you care by using these three ‘C’ customers are those who may be the most helpful. words when dealing with a serious going through difficult times and “Three customers from hell who had complaint - ‘glad’, ‘sure’ and ‘sorry’. For could be the subject of mergers or threatened to leave stayed with us and we example: “I’m sorry you have a takeovers. Your relationship is good got two new ones after we’d put things complaint. I am sure we can solve it and but you would be unwise to advance right. The meal and drinks cost me a small I’m glad you have raised it because it too much credit. fortune but as a customer relations lesson - Studies have ■ shown that certain allows us to put things right for you.” ‘D’ customers are those from hell. and more important - as a damage limitation words inevitably That’s what consultants call a They always complain, take up your exercise it was worth every penny.” si trigger a row ‘positive complaints strategy’ - the time with trivia, haggle over the bills customer should feel better about the and are rude or even abusive to staff. company than he did before the These, says Martin Wilson, are the complaint. Transposed into hard cash, clients you should think about culling. such a loyalty effect can, over a year, He says: “But first ask yourself just increase sales by up to 25 per cent. why the client is so difficult. If he is ■ Realise there’s a positive side to someone who just complains regardless complaints. A complaint is, in fact, a free of what you do, then it’s probably high piece of market research. Persistent time you severed the relationship. If, on complaints should make you look more the other hand, there really is a genuine carefully at what you’re selling and who complaint, dealing with it could be a you are targeting. chance to strengthen the relationship.” If you’re getting more than your Experts counsel caution before share of clients from hell, keep a record. ‘sacking’ a troublesome client. As This will help you to identify trends and Martin Wilson says: “Remember that get to the cause of problems rather than trying to get rid of your worst just pinpointing the symptoms. customers could lead to losing your Remember that complaints can be a best ones if the word gets around. source of new and profitable ideas. Customers expect you to be able to Which is why executives of firms like meet their requirements - not get rid of Procter and Gamble regularly listen in to them if you fail to do so.” the company’s complaint calls from But if you finally decide that your disgruntled customers. client from hell simply isn’t worth the So often it’s from complaints that trouble, how do you engineer the you hear where changes are needed. It’s parting of the ways? also from difficult customers that you can get ideas for improvements. Consultants suggest two This is why some innovative options: companies go so far as to actually recruit ■ Simply say bluntly but politely that their most notoriously bad-tempered you don’t want to continue the customers into focus groups, using their relationship and suggest some dissatisfaction to brainstorm new alternative retailer. products and services. ■ Say you will have to seriously

www.sports-insight.co.uk 59

E-TAILING

Ready for kick off? The World Cup provides the perfect opportunity to maximise profits over the summer period, says distance shopping consultant Zendor

With many retailers struggling more importantly it provides an ideal opportunity to capitalise on this through the first half of 2006 due to opportunity to sell. abandoned segment. slow sales, the World Cup could prove to be a welcome boost for many. World Cup parties Football superstars Reportedly the most viewed and There will be plenty of celebrations Will it be Rooney, Gerrard, Beckham followed sporting event in the world, throughout the tournament (we hope), so or the uncapped Theo Walcott? One FIFA estimates the 2002 audience for make sure your customers are properly player always shines throughout the the World Cup was around 28.8 billion. prepared. They will need plenty to eat competition. Both during and after the National hopes of English success is, and drink as well as a TV to watch the tournament, player-related merchandise not surprising, very high, meaning the match on, plus some England (books, DVDs, etc) will be in demand - World Cup is a fantastic opportunity not decorations and accessories to get make sure you cater for this. only for sports retailers but for all retail everyone into the spirit of things. sectors to capitalise on. Football games The World Cup provides many International teams If appropriate to your brand, viral opportunities for online retailers to use The tournament lasts for just over a emails are an excellent way of their valuable customer data for tactical month, during which time more than 50 attracting new customers within your and well-targeted campaigns. It is games of football will be played. Some of specified target market. Sending out important to remember that in order to the more popular international teams football games on a Friday afternoon is fully capitalise on the potential of the include Brazil and Italy - retailers can take a sure-fire way to get your customers tournament, any initiatives must advantage of this by charting the progress to pass your mail onto their friends, continue throughout the entire month- of these teams through email contact and thus creating brand awareness long competition. by selling related merchandise. alongside some excitement and fun. si Zendor offers the following tips for And remember, viewers can switch making the most of the World Cup: allegiance to winning teams mid- tournament. Track England progress The progress of the team is a vital World Cup widows aspect to the success of your campaign, (With apologies to any female fans). but your response to their progress is Whether contacting your male customers even more important. An email after with ideas on how to make it up to their each game to your customers can be better half or sending offers directly to both newsworthy and a bit of fun, but the girls, there should be plenty of

www.sports-insight.co.uk 61 UK SPORTS BUYER’S GUIDE 2006 The UK Sports Buyer’s Guide Don’t miss your opportunity to feature in the definitive guide to the sports trade

Ever wished you had a comprehensi Divided into product categories ve reference gu the sports trade that could provide to for ease of navigation, you can even you w ide ith the latest informat choose what categories your pertinent to your bus ion company features in to make sure iness? Part of the highly successful Sports your message reaches a tightly Insight product portfolio, the UK Sports targeted audience. Buyer’s Guide 2006 is an easy-to-use As well as category listings, a A5 guide that includes details on: number of other marketing options are also available, including ■ Agents full-colour display and ■ Buying groups cover advertising. ■ Distributors ■ Independent retailers Circulation ■ Manufacturers The UK Sports ■ PR agencies Buyer’s Guide ■ Sporting events will be mailed ■ Trade exhibitions out with Sports Insight Be part of it magazine, ■ Retailers - ensure your business which has a retains its competitive edge by circulation of featuring in our ‘Independent 5,268, a figure that has been Retailers’ section, sure to be browsed independently verified by the Audit by manufacturers, agents and Bureau of Circulations (ABC). distributors throughout the UK. ABC certification demonstrates a You can even take an enhanced media owner’s integrity in their entry to guarantee your company willingness to be audited and to stands out from the crowd. conform to industry standards. Don ■ ’t miss the opportun Manufacturers, agents and year-lon ity of g exposure in th distributors - the UK Sports Buyer’s informat is essential ion source. Call Ke Guide is a cost-effective means of Shaw-Marshall or T ith im W reaching thousands of key decision 01206 505947/500240 or emailby on makers in the retail trade. guide2006@sports- il ins further deta ight.co.uk for ils. si

62 SPORTS INSIGHT E-TAILING

are online track their sales or know £how many visitors their websites are getting every day. Website metrics are an essential tool, as without them you won’t know if the investment you have made in your site is giving the projected return. As a white- labelled site uses the same systems for all the websites it handles, the hosting and managing company can furnish you with detailed traffic analysis, which you can then use to improve your site. One key area that you must address with your online presence is how to attract and retain customers. White labelling One of the proven ways of doing this is via personalisation. A returning customer is identified and presented If you don’t have the time, skills or cash to build with a customised£ website that is your own website from scratch, use someone tailored to appeal to their interests. With white labelling, this is an easy else’s systems instead, says Dave Howell task as customer data is held centrally. As the website’s pages are based on a £ Every business knows it must have a that uses a similar customer-facing site template, the white label system can website. It is a prerequisite of a modern, supported with an identical ecommerce present the personalised information to successful company. The problem is platform for order capture and fulfillment. the returning customer in an instant. £ that, even with improvements in the Systems like these are perfect if you Personalisation has been proven as a tools that are readily available, websites have several product lines that you want marketing tool and now forms the are still highly complex. to market through separate websites. You bedrock of the most successful online One solution is white labelling, can give each site a market identity, but brands. Adopting a white labelling which solves many of the problems all your ordering and logistical processes system, you can use this powerful tool associated with building and are centralised. This gives you great in your online business. £ maintaining a transactional website. control over every aspect of your sites. When you move away from With these systems you simply use the Changes can be made quickly, which can traditionally driven catalogue-based £ ecommerce platform of another mean you react to moving customer taste websites and adopt a more company to build and host your website. and any fluctuating prices that could comprehensive database-supported The great thing about white affect your bottom line. online business model, you can infinitely labelling is that the technical headaches Another good example of how expand your business. Upselling and of building a website are removed. All white labelling can be applied over a cross-promotion become child’s play as you have to concentrate on is wide range of websites is on the the product information can easily be promoting your business and fulfilling Premium TV site presented by the white labelled website’s the orders that come in. (www.premiumtv.co.uk). This company customer-facing pages. handles the websites for many of the The web pages themselves are Back office UK’s football teams. The system is simply holding places for data about the At first glance, handing your business’ based on technology developed by Snow goods that you sell, which simply website to a third party may seem to be Valley (www.snowvalley.com), which propagate your website’s pages when the irresponsible and have very few has built a system that feeds into the customer asks to see related goods. With commercial advantages. But once you back office stock management and white labelling, complex cross selling begin to look at the market that has fulfillment systems of Premium TV. can be a powerful marketing tool that developed around white labelling, you Having a solid internet service would be difficult to set up and maintain soon realise that many businesses have provider (ISP) is essential when using with a traditionally-run website. seen how using the expertise of another white-labelled websites, as Richard The technical barriers to designing, web-based company can be Stevenson, UK PR Manager at 1&1 hosting and maintaining your own advantageous to them. Internet explains: “The reliability of website can be formidable. Using a In the sports arena, where smaller your web hosting is vitally important. white-labelled site can solve these The quality of white-label hosting businesses and organisations have problems instantly. Do your homework solutions will always depend on the looked for cost-effective ways of before committing to a service, as vendor that provides the hosting. getting online, the Coachwise portal is you’re trusting your business’ reputation “If you are considering a white- an excellent example of how white to the white labelling company. label solution, always check that the labelling can work in practice. Look carefully at the website that it vendor behind the hosting can provide The RFU community shop can offer you. Is it versatile enough? the security, connectivity and (www.communityrugbyshop.com) and Can you run promotions and does the technical expertise that today's web the England netball site company’s back office systems interface hosting requires.” (shop.englandnetball.co.uk) are white- with yours so you can fulfil orders? labelled versions of Coachwise White labelling isn’t for every (www.1st4sport.com). Grand Prix Commercial concerns business, but it can offer a great way of Legends (www.grandprixlegends.com) is Research by the DTI has indicated that getting a professional website set up with another example of a multiple website less than 10 per cent of businesses that the least amount of technical expertise. si

www.sports-insight.co.uk 63 UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] The Directory To advertise here call 01206 505 947 or Email [email protected] or [email protected]

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TEAMWEAR

CUSTOMISED MANUFACTURING With our in house manufacturing we can offer you consistency in colours, styles & quality, in your own design or adapt our existing range to suit your team colours, branded with or • SOCCER without the Spall logo. Repeat order’s (no order too small) • ATHLETICS Basketball Soccer Training Hockey Netball www.spall.com • RUGBY Rugby Wear Visit our website to view our full range • BOXING (VESTS) or ring for a free colour brochure. • HOCKEY Spall LTD • BOWLS Mohair Mills, Gibson Street, • BASKETBALL Bradford. BD3 9TR • TRAINING WEAR TEL: 01274 668045 • NETBALL FAX: 01274 665359 E-Mail: [email protected] • SOCKS NEW CATALOGUE OUT NOW Web:www.spall.com

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SWIMMING EQUIPMENT SPORTS INSIGHT

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SOCKS BOXING / MARTIAL ARTS Tel: 0116 283 9427 FCSI Ltd Fax: 0116 244 0193 Exclusive Licensee for , Boxing/Martial Arts & Weightlifting Benches, Dumbbells, Barbells & Gloves • Football, Rugby, Hockey and Back-to-School socks • 150 designs & colour-ways, all sizes ex-stock Manufacturers Tel: 0207 861 9934 • Knitted-in logos • In house design and suppliers of the Fax: 0207 863 7510 Email: [email protected] • Cotton Feet • Padded Soles • Extra Stretch revolutionary EuroSock UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Sports Tel 01206 505947 / 01206 500240 email [email protected] Insight

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WEB TRADE DIRECTORY BOXING / MARTIAL ARTS

Importers, Wholesalers & Suppliers Tornado Professional Boxing & Martial Arts Equipment The Wholesaler UK the leading online trade TEL: 020 8897 2525 directory of wholesalers and suppliers to retailers. www.tornadosports.co.uk www.thewholesaler.co.uk E-mail: [email protected] The Undisputed Champion

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RECRUITMENT

AREA SALES MANAGER MIDLANDS/NORTH A highly competitive salary with additional rewards for success + car allowance and other benefits. Following unprecedented growth in the last 18 months, McDavid is The candidates are likely to have: seeking an experienced Area Sales Manger to cover the Midlands & ➤ previous experience with either a sports medical North. or football / rugby brand(s). ➤ a general interest in sport The McDavid range covers sports medical products as well as the fast ➤ the ambition to develop a career with a dynamic growing category of performance and protective undergarments. and fast growing company Reporting to the Country Manager, the role will involve: ➤ Servicing the existing, and growing the potential, customer base ➤ Direct selling and merchandising support to the independent Send or email CV and current salary details to: sports retailers, physiotherapy, eCommerce and private leisure club Paul Sherratt, McDavid UK & Ireland, The Granary, accounts. Shillbrook Manor, Bampton Road, Black Bourton, ➤ Marketing support and liaison with the growing list of team and OXON OX18 2PD individual endorsees particularly in football and rugby. [email protected] TAIL-ENDER Under the counter A sideways look at the world of independent retailing

The other day, while taking part in a local radio chat show as a last-minute deputy for a local celebrity - a shoe shop manager who had been called to a funeral (his own) - I was asked what qualities were essential in a successful independent retailer. Mindless determination to survive in the face of all odds, stubbornness, not knowing when you're beaten, an inability to move with the times and, most important of all, a paranoid hatred of taking orders from anyone wearing a tie all sprang to mind. The local vicar, another guest, objected to all this so violently that he knocked over a microphone and spilled for proof look no further than these I’m lived - on the strict understanding that I coffee down the woman presenter's A Celebrity - Get Me Out Of Here TV didn’t have to take part. cardigan. The conversation was abruptly programmes where long-forgotten pop I drank a thermos of tea in the car replaced by a Frankie Vaughan record singers and mindless ladettes shout at and listened to the Archers omnibus as and I only got half the agreed fee. each other and subsist on a diet of grubs frightened flabby folk sprayed paint and cockroaches. guns at each other, clung shuddering to Outgoing Invariably, they spend their time in cliffs and waded into icy streams. It was I mention all this only to illustrate the argument and mind-numbing discussion one of the best weekends I’d had for fact that the pressure is on us retail while the rain pours down and the fire some time. loners to reform or perish like goes out. No one seems able to make a On the last evening, nine shell- dinosaurs in the Ice Age. There is now decision about anything and they seem shocked and weary clerks were locked a thriving industry devoted to making thoroughly relieved when viewers, also into a pitch-dark concrete cave and told us more outgoing in the name of unable to take any more, vote them out to create a prehistoric society. Hidden in business efficiency. and they can finally go home in the hope the cave were candles and fire-making ‘Corporate bonding’ activities, that the pointless exercise has equipment, but they had to find them in despite the occasional glitch involving a inexplicably revived their careers. the dark. £275,000 payout to the victim of a sumo Had they put a gang of self- After an hour of hearing them wrestling mishap, are booming to the employed shopkeepers in that tropical discussing forming a prehistoric strategy tune of £20 million a year hell-hole I like to think things would committee, I shouted that there was a There’s also something called the have been very different. For a start, they trapdoor at the back of the cave and a Work Force Commitment Index, a graph would have all walked off in different good pub down the road. They had that shows just how much employees are directions, probably carrying portable another meeting to discuss the ethics of wedded to the job and how much they generators for their laptops, modems and the situation and formed a sub-committee appreciate the boss. electric kettles, and had their businesses to decide whether to pick up the cigarette Not that that has much relevance to up and running by teatime. lighter I’d pushed under the door. what goes on in my shop. The Eventually, after a vote of four to appreciation and devotion of my long- Underpants three with two abstentions, they decided serving assistant Norman wouldn’t even Corporate motivation are the buzzwords to remain prehistoric and in the dark. I merit a place on the piece of graph of the moment - over 400 UK asked for my lighter back and went to paper, never mind the actual index. companies now offer courses ranging the pub. He thoroughly irritates me and I from wandering round Dartmoor in your Hours later, when finally released, thoroughly exasperate him. That’s underpants to bungee jumping into a the prehistoric captives gave me a good probably the reason why we get on so damp sponge, which, in some earbending about trying to destroy team well and have never had a falling-out mysterious way, are supposed to make commitment and not entering into the since Derby County beat Rotherham in you better at your job. spirit of comradely cooperation. With the cup in 1964. (A thoroughly deserved Not long ago, a friend who was that sort of attitude I’d never get a job in victory, incidentally.) organising a corporate bonding weekend their company. My view, for what it’s worth, is that for insurance company employees at an At that moment, having to buy your we stamp out the solitary pigheadedness adventure centre in Surrey asked me to own insurance stamp sounded like the of the self-employed at our peril. And come along and see how the other half bargain of the year. si

66 SPORTS INSIGHT UK SPORTS BUYER’S GUIDE 2006 Don’t miss the opportunity of year-long exposure in this essential information source. Tel 01206 505947 / 01206 500240 email [email protected] Teamwear

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