DIAMOND’S PITCH UP TOP PROTECTION GAME NICE TOUCH A Dealer’s Best Friend Customization Rules 12 Products We Like A Little Embellishment

DEALERS SPEAK OUT: An Exclusive Team Insight Survey offers opportunities and challenges for dealers looking to score

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Are you enjoying the advantages of being an Augusta customer? Visit www.augustasportswear.com/pages/advantage-augusta to find out! WWW.AUGUSTASPORTSWEAR.COM | 1.800.237.6695 Editor Michael Jacobsen [email protected] 201-396-7005 Editorial Staff Tim Sitek, Senior Editor Nancy Baeder, Correspondent Mike May, Correspondent Keith Lawrence, Research Art Director JULY 2015 Francis Klaess Associate Art Director Mary McGann Designer Brandon Christie Publisher Jeff Gruenhut [email protected] 404-467-9980

Advertising Sam Selvaggio [email protected] HARD COURT 212-398-5021 Mark Sullivan [email protected] 646-319-7878 Jeff Nott [email protected] 516-305-4711 Troy Leonard [email protected] 352-624-1561 Beth Gordon [email protected] 949-293-1378

Production Michael Jacobsen [email protected] 201-396-7005 Subscriptions www.teaminsightmag.com Business Manager Marianna Rukhvarger 8 Trends 44 Driving the Lane [email protected] 516-305-4709 Nill Takes the Helm at NSGA; High School Rule Hoops are a year-round business — now if only there Changes Impacting Dealers; State of the Games was more equipment to sell to those ’ballers.

14 What’s On Your Mind? 50 Safety First Formula 4 Media, LLC Dealers from across America speak out on the four Protection comes in all shapes and sizes in team PO Box 23-1318 issues that dominate their thoughts every day. sports in 2015 — 12 products that fit the bill. Great Neck, NY 11023 Phone: 516-305-4710; Fax: 516-441-5692 www.formula4media.com 24 Different Pitch 56 The Decorating Playbook Formula4 Media Publications and remain key categories for Embellishing is the advantage dealers bring to the Sports Insight Outdoor Insight dealers who rely on the two distinct markets. table over Internet competition. Footwear Insight Team Insight 34 ‘Travel ’ Debated Textile Insight 60 Bag Men Running Insight The key players weigh in on the pros and cons of Decorating and customization take center stage in Trend Insight elite teams and their impact on team sports. the bag business, according to two executives. Team Insight ©2015 is a trademark of Formula4Media, LLC, Great Neck, New York. 36 Put A Lid On It 66 End Zone All rights reserved. The opinions expressed by authors and contributors to Team Insight Technology in the headwear business lets dealers sit BSN Acquires B&B; Matix Joins Pukka; Soccer are not necessarily those of the editors or on top of fashion and performance trends. Concussion Lawsuit; Kelly Joins Rage Fitness publishers. Team Insight is not responsible for unsolicited manuscripts, photographs or artwork. Articles appearing in Team Insight may not be reproduced in whole or in part without the express permission of the publisher.

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4 Team Insight / July 2015 teaminsightmag.com

MICHAEL JACOBSEN Cal Ripken, Jr. has developed his own philosophy of what makes a good teammate — and his advice translates well into the world of team sports. Only 2608 More To Go It takes more than just showing up every day to make a good teammate.

have come to work every UÊPassion. You have to love what said. “There are no shortcuts.” day for the past month as I you do — that’s what carries you UÊLife Management. In other put together this July issue through the tough times. “There words, life is not all about work I of Team Insight. And I plan to are too many people in this — or play. “You have to try work every day this week to get world doing things they hate,” to control the things you can it done, but then take Friday off Ripken said. control,” he advised. to hopefully enjoy a long summer UÊLove of Competition. This And Ripken had one other piece weekend out of the office. That’s a competition is both internal of advice that team dealers may whopping 24 days in a row. and external. Competing against want to incorporate into their That leaves me only 2608 yourself requires you to in business and personal lives. “You behind Cal Ripken’s record for the mirror and give an honest have to have the courage to get consecutive games played. evaluation of who you are. To in the game,” Ripken advised. But my good friend Cal – we the outside world, this means “Nobody ever accomplished met for two minutes at the recent having the courage to practice anything from the sidelines.” NSGA Management Conference the things you are not good at True words from a true role and Team Dealer Summit in and then go out and perform as model and advice we should all Austin, TX, where he was the The editor gives Cal Ripken, Jr. (the well as you can. apply to both our personal and taller guy on the left, with less hair) some keynote speaker -- would be okay advice on showing up to work every day. UÊConsistency. You can’t always business lives. Team dealers need with that, because contrary to be a hero, but you can always to get in – and stay in – the game what his amazing games-played would take a few hours off. be someone your teammates every day to compete. I listened streak would indicate, he firmly As he showed up for work every can count on to give an honest and learned, but I still think I am believes it is more about quality day during The Streak, Ripken effort. “These contributions on still going to take Friday off as part than quantity when it comes to developed his own philosophy a daily basis are what make you of my own work/life balance. O work performance. Apparently of what makes a good player valuable,” Ripken said. there is more to work than just and teammate — and his advice UÊConviction. When you feel you showing up. translates well into the world of are right about something you Because, as Ripken told the team sports. Among his points: have to have the strength to gathered audience of team dealers, UÊThe Right Attitude. Coming to stick up for yourself, “to see retailers and vendors, you can’t work is one thing, but coming things through to the end.” be a good team player without a with a fire within to compete UÊStrength. This means being passion for what you do. Indeed, and to do the best job you can strong both physically and there are people who show up possibly do is what makes you a mentally. “It is all about how you for work every day that you wish valuable player. prepare for your job,” Ripken

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TEAM / TRENDS

Nill Takes the Helm at NSGA Team dealer outlines his vision for his two years as association chairman.

ong-time team dealer Randy Are there any particular initiatives So give us the sales pitch for team Nill has taken the reins for you would like to see NSGA dealers to attend? his two-year term as chair- undertake in your two years as This event is one of the best L man of the National Sporting NSGA chairman? investments you’ll make all year. Goods Association (NSGA), giving The continued push for The It is worth the time and effort to the team business a unique and Marketplace Fairness Act would attend because there is nothing influential voice in the industry’s help many members in our else like it in the industry. Next retail and team dealer organization. organization. NSGA has put in a year our Management Conference Team Insight caught up with the lot of time and lobbying effort to will be held at the Westin Hilton owner of Nill Bros. Sporting Goods, help level the playing field for the Island Resort & Spa on Kansas City, KS, during the recent brick-and-mortar retailers and team May 22-25. We would love to see NSGA Management Conference and dealers. It is great to see the NSGA some new faces. Our retailers Team Dealer Summit in Austin, TX, develop the program with Sword and dealers should make the to get his insight into the team busi- & Shield to deal with the serious commitment to work “on” their ness today and the NSGA’s role in it. concern of cyber security because businesses, not just “at” their it is something that can affect all of businesses and the Team Dealer How do you see your role as a team us. Staying on top of the changes in Summit is the right place to do it. dealer at the helm of the industry’s technology, and the affect they have retail trade association? on advertising and marketing of our Let’s talk a little about the industry Team dealers and retailers businesses are also important. in general. What do you see as the face similar issues, such as We’re also strong supporters of greatest challenge facing team industry consolidation and more the PHIT Act and we would like to dealers in 2015? manufacturers selling direct. Both see that legislation pass. In fact, We have to keep trying to groups also need to understand the NSGA board felt so strongly find ways to stop or slow down they play a key role by the way they about it that we pledged $100,000 declining sports participation at all serve their communities and their to the PHIT Coalition. ages. There are many reasons why youth sports teams and leagues. It people are dropping out of sports is important to make people aware The most recent Team Dealer and recreation and it is an issue and understand how beneficial it is Summit in Austin was successful, that directly affects us. to support local businesses. but the number of team dealers Technology is a prime example of Randy Nill, Chairman, NSGA attending is undeniably lower our need to anticipate and embrace Where does the team business fit than in the past. Do you have any change. We must stay on top of into the overall mission of NSGA? thoughts on how attendance can be the technological trends because Team dealers The NSGA does a great job of improved? our customers have so much and retailers face making team dealers and the team Attendance by team dealers in knowledge and purchasing power at business a priority. NSGA keeps 2015 was up from the 2014 and 2013 their fingertips. We must continue similar issues, us informed on what is happening numbers and that is an encouraging to build and nurture relationships such as industry that can impact us business-wise. sign. For some who weren’t in with our customers and give them They stay on top of possible rule attendance, there were family or the value and service they are consolidation and changes, as well as partnerships business commitments and some looking for, whether it is coming in more manufacturers the NCAA, NFHS and other sports manufacturers had their sales our stores, buying from our web organizations are making, and that meetings at the same time as our stores or working directly with our selling direct. is a huge benefit because it saves conference. It could very well be a school salesmen. us the time of trying to gather reflection of industry changes over that information individually. The the last decade. Major companies Who do you view as Nill’s and the NSGA really helps when there are have converted from private industry’s competition? issues that could have a significant ownership to larger companies, like Any company selling sporting financial impact on our members, Academy Sports and Sports Chalet. goods to the end user is the such as the one requiring NOCSAE BSN has acquired many team competition. Whether it has a logos on gloves a few years dealers over the last five to 10 years national footprint or is a local ago, by making sure changes are and that has had a definite impact screenprinter, they are all trying to implemented in a way that doesn’t on the number of team dealers able take a sale away from us. That’s the hurt our businesses. to attend the conference. American way. Great competition

8 Team Insight / July 2015 teaminsightmag.com Kris Bryant baseball

© 2015 adidas America, Inc. adidas, the 3-Bars logo and the 3-Stripes mark are registered trademarks of the adidas Group. Saranac / [email protected] / 800.727.2622 TEAM / TRENDS I believe team dealers need to make a stand with manufacturers on apparel, caps and other value-added products.”

brings out the best in all of our GUEST EDITORIAL businesses.

What aspect of your business keeps The Vendor/Internet Debate you awake at night? All of the answers to the questions Through the Eyes of a Team Dealer above keep me awake at night. Trying to balance work and family has always Dennis Callison, Owner, East Valley Sports, Mesa, AZ, [email protected] been my biggest challenge and I do it better some days than others. LET ME SAY FIRST I ENJOY YOUR to any number of sites selling major into. Check their pricing. Margins magazine and consider it the most industry lines at basically distributor are so low it is nearly direct selling Where is the greatest opportunity today interesting and relevant in our pricing. Generally these sites offer no by featured manufacturers. This is for team dealers? industry. I thought perhaps you, retail setting and thus have no retail what customers are, or will be, using It is combining the advances in hopefully without disturbing too overhead. Many it appears, other to compare pricing against local technology with the old-school many of your advertisers, might than the close-outs they stock, drop independent dealers. personal touch in dealing with our find an interesting way to discuss ship most of the styles they offer, It’s time that manufacturers be customers. We have to respond with a my topic. Your cleverly written also lowering their overhead. made to choose how they want higher level of technological savviness article regarding technology (“Tech And often there is the sales their every day, in-line products toward our coaches, athletic directors, Meets the Team Dealer, Team tax issue for local dealers. For to be sold. They should be asked players and parents due to their high Insight May 2015), and specifically my business that competes with and held accountable to promote level of knowledge using the Internet. the marriage of service and sites that don’t collect Arizona and partner with team dealers Most coaches communicate via texts technology, prompts me to write. sales tax, there is an eight percent and with responsible e-commerce and e-mails and we have to embrace My thoughts cover what appears disadvantage just with that. sites. Or else they can be left to this way of doing business, but all to be the less-assumed answer to An ever-growing number promote and partner with price still want to see, feel and touch new an important statement you made of Internet shoppers react to predator, online sites. products. — “If all it took was a computer and the low price bar set by these A quality manufacturer should a website to outfit and equip a team, e-commerce sites. The impact on appraise its products as valuable What do you think the team business there would be no need for team traditional team dealers is obvious enough to monitor prices. Say will look like in five, 10 or even 20 years? dealers — or this magazine.” — loss of sales, lower margins what you want about Nike, they That’s a tough one to answer because In fact, in many cases, team and gear-plus-decoration sales do not allow their products to be the last decade has been pretty active buyers are turning to just that — become decoration sales only, as undervalued in any way. with industry consolidation and more their computer and a website. It customers bring dealers blanks I ask dealers to note manufacturers selling direct. The key is isn’t that there is a lack of need acquired on Internet sites. manufacturers who use these to be prepared. for team dealers. It’s that sporting Choices are fine. I show my age low-margin sites. Dealers should goods Internet sales are driven, when I relay what I’ve always said, feature other brands. Dealers Where will Randy Nill personally be? quite simply, like so many of our “That’s why there are K-marts.” might ask representatives of our That’s another tough question. I other purchases, by price and Some sell price. Okay for that buying groups, our strongest would say I still love going to work convenience. Refer to music stores, demographic. Others of us sell voice, to apply pressure to every day and competing against a lot bookstores and newspapers — all service. E-commerce sites don’t vendors to distribute their products of great companies. When I don’t enjoy filled a need and all provided service. print the extra jersey while the by means other than price. If one going to work and competing, it is time And all have been ravaged by the customer waits or deliver it to the refuses, then the door opens for a for me to get out. I do not see that in click of a mouse. Look at Christmas field, maybe even on a Saturday. competitor to seize the opportunity the foreseeable future. In 20 years, at e-commerce sales each year. They There is a market for that, too. to partner with what is still the best 79, I hope to be coaching grandkids on are not decreasing. Neither are they, But the one cannibalizes the sports distribution channel — local the wrestling mat or on the course I suspect, only growing in non- other. Brick-and-mortar shops have independent team dealers. and spending a lot of family time in my service oriented business segments. already seen diminished revenues – I believe eventually there will favorite place on the planet, Vail, CO. As I write this I don’t believe it can driven by low margin e-commerce be a tipping point regarding the be disputed that there are more and sites – on sales of commodity significance of manufacturer Any pieces of advice for team dealers more stand-alone, e-commerce- products. Margins continue to relationships with dealers versus the from your perch as chairman of NSGA? specific, athletic goods websites. decline, even on MAP products “how low can we go” e-commerce Success requires a lot of hard Not only are there more of them, such as bats. sites. Somewhere down the road work, but it is definitely worth it. but the best, to their credit, are I believe team dealers need to most manufacturers may say they There are many challenges facing the increasing market share. However, make a stand with manufacturers “have no choice, everybody else is independent team dealers, like national many of these sites sell at margins on apparel, caps and other value- doing it.” chains, Internet sales and competing that, I believe, are unsustainable by added products. As the pie can only be sliced against our own vendors, but there is traditional brick-and-mortar stores. Why? For starters, go ahead and so many ways, the natural and one thing you can always control — It is commonplace for shoppers Google epicsports.com. Or click on logical consequence will then be a don’t ever get outworked and continue to Google a particular company’s sportaboutequipment.com. diminished value on local dealers to build those relationships with your product and instantly be directed Those are just a couple sites I run and their sales reps. Q customers. Q

10 Team Insight / July 2015 teaminsightmag.com

TEAM / TRENDS

The State Of The Games Research points to the challenges facing the team business in 2015.

Big Drop in Youth Core Participants sporting goods equipment, fitness equipment, sports apparel, ath- hen it comes to team letic footwear and sports licensed sports, the U.S. is merchandise in the U.S. totaled becoming a nation of $84.3 billion in 2014 — a 3.5 W spectators and not percent increase over 2013, when participants — and that’s not good wholesale sales were $81.4 billion. news for the team sports business. “For the most part, sales in the Recent statistics released by the sports and fitness industry con- Sports & Fitness Industry Associa- tinue to be a mirror image of the tion (SFIA) indicate a drastic de- U.S. economy,” says SFIA presi- cline in team sports participation dent Tom Cove. “As the economy in the last five years by children begins to improve, Americans are ages six to 17. more likely to spend more.” Not only do the statistics indi- As for, sports participation in cate a drop in overall participa- the U.S., Cove maintains there is tion in youth sports, they reveal a sports have made the cost to the player and improving perfor- room for growth. “With 83 million decline in the number of core par- participate too high for many mance,” says Michael Schindler, inactive Americans, we remain op- ticipants in 10 major team sports families. CEO of Baden Sports. “By doing timistic that 2015 will be a signifi- — baseball, basketball, cheerlead- “Another overlooked element is that, we improve the overall expe- cant year of change for the sports ing, court , fast-pitch the decline of sandlot play, where rience and increase the enjoyment industry as people are posed to be softball, field hockey, , children play in the backyard of participating in youth sports.” more active, play more and, hope- outdoor soccer, tackle football, or an open field, pick the teams, “The role and impact that partic- fully, increase their spending on and track and field. The establish the rules and resolve any ipation in sports and fitness have sports and fitness items.” only youth team sports to show kind of rules infractions,” says Jim played in shaping our country and Sporting goods equipment sales any kind of gains in participation Baugh, founder of PHIT America. industry is indisputable,” says rose slightly – up 2.7 percent – in the last five years at the core “Too many youth sports opportu- Bob Puccini, president of Mizuno from $22.2 billion in 2013 to $22.8 level are and gymnastics, nities are driven by parents that Sports USA, and SFIA chairman. billion in 2014. The five largest two sports that have relatively low are taking these fun, recreational “We know that if kids are engaged equipment categories are fire- levels of participation. activities too seriously, which in physical activity at a young arms/hunting, golf, fishing, camp- The bottom line is that the num- detracts from the all-important age, they are up to three or four ing and optical goods. ber of children playing sports is fun factor that is a big part of the times more likely to be engaged Of the team sports categories dropping. With a growing U.S. pop- recreational sports experience.” and active as adults. The fact that that showed significant growth, ulation, the participation figures in “Travel ball has become a big core participation in team sports soccer increased 7.6 percent to team sports should be going in the competitor of the local league,” is declining at such a rate is not $396 million, volleyball was up 6.9 other direction. Instead, the exact says Steven Tellefson, president only concerning from an industry percent to $69 million and lacrosse opposite is happening. and CEO of Babe Ruth Baseball & vitality perspective, but it rings a was up 5.7 percent to $86 million. There are a number of reasons Softball. “The game has become major alarm related to what sub- A few other team sports cat- SFIA cites for why there are fewer more expensive and results in a stitutes are increasingly shaping egories actually had a solid year children active in team sports. lack of appeal in the form of chil- our character as a nation.” as sales showed a low single-digit Among them: dren and families choosing not to increase — lacrosse (up 5.4 per- 1. The decline and lack of quality participate. The cost with travel/ Mixed Bag on Team Sports Sales cent), volleyball (4.1 percent), ice physical education in schools. elite teams is quite expensive. In hockey (1.8 percent), basketball 2. A heavy emphasis on travel ball rural areas, this has decimated hile football and (1.4 percent), baseball/softball at any early age, which means local, affordable community-based baseball/softball rank (0.3 percent), and football (0.1 young athletes are too focused programs. The end result is these as the leading team percent). on playing just one sport and programs struggle to get enough W equipment categories, The five leading team sports not multiple activities. participants to have a viable overall results for team sports categories: 3. Youth addiction to using elec- league.” sales were decidedly mixed, ac- UÊœœÌL>Ê­fx{£Ê“ˆˆœ˜®Ê tronic devices and social media, “Society is changing and kids cording to SFIA’s Manufacturers UÊ >ÃiL>É-œvÌL>Ê­fxä{ʓˆˆœ˜® which encourages sedentary have more options, so as an indus- Sales by Category Report (2015 UÊ-œVViÀÊ­fΙÈʓˆˆœ˜® behavior. try we need to continue to encour- edition). For the entire industry, UÊ >ÎiÌL>Ê­fÎnÓʓˆˆœ˜® 4. Pay-To-Play costs for school age innovation that is focused on manufacturers’ wholesale sales of UÊViÊ œVŽiÞÊ­fÓxÓʓˆˆœ˜®°ÊQ

12 Team Insight / July 2015 teaminsightmag.com High School Rule Changes Impacting Dealers

here are a few rule changes solid-colored top. shall not disrupt the integrity of color than those of the opposing that dealers need to be UʏÜʈ˜ÊۜiÞL>]ÊÌ iÊ܏ˆ`‡ the solid-color uniform top; and team. aware of as they take colored uniform top shall clearly numbers shall be a contrasting UÊ˜Ê ˆ} ÊÃV œœÊL>ÃiL>]Ê>VVœÀ`- T orders for upcoming high contrast from the predominant color to the uniform top. ˆ˜}Ê̜ÊÌ iÊ -]ÊÌ iÊLˆ}}iÃÌÊ school seasons. Among them: color(s) of the teammates’ UÊ/ iʜ˜ÞÊÀՏiÊV >˜}iʈ˜Ê ˆ} Ê ˆÃÃÕiʈ˜ÊÓä£xʈÃÊ œÜÊ̜ÊÀi뜘`Ê UÊ/ iÊ -ʈi`ÊœVŽiÞÊ,ՏiÃÊ Õ˜ˆvœÀ“Ê̜«°Ê-iiÛiÃÊà >ÊLiÊ school basketball is that the to the use of drones -- many of œ““ˆÌÌiiʈÃÊܜÀŽˆ˜}ʜ˜Ê>Ê " - the same color as the body of VœœÀʜvÊ>Ê>À“Ê>˜`ʏi}ÊÏiiÛiÃ]Ê which are controlled by stu- - Ê«iÀvœÀ“>˜ViÊÃÌ>˜`>À`ÊvœÀÊ the uniform top; piping/trim not headbands and wristbands must dents -- that have been seen the field hockey ball and goal- exceeding one inch in total at >ÊLiÊÌ iÊÃ>“iÊVœœÀ°Ê/ iÊVœœÀÊ flying overhead of high school keeper’s and facemask. its widest point may be placed V>˜ÊV >˜}iÊvÀœ“Ê}>“iÊ̜Ê}>“i]Ê baseball games. UÊ i}ˆ˜˜ˆ˜}ʜ˜ÊՏÞÊ£]ÊÓä£È]ÊÌ iÊ along the seams and may be but all players in any specific UÊ/ iÀiÊ>ÀiʘœÊ“>œÀÊÀՏiÊV >˜}iÃÊ libero in volleyball must wear a a different color(s) than the game who are wearing those that will impact football or wres- uniform top that is immediately uniform top; lettering and colors accessories must be wearing the ̏ˆ˜}ÊvœÀÊÌ iÊÓä£x‡£ÈÊÞi>À° recognized from all angles as may be different color(s) than same color. UÊ/ iÀiÊ>ÀiÊ>ÃœÊ˜œÊV >˜}iÃʈ˜Ê being in clear contrast to and the uniform top; a single school UÊ˜Ê ˆ} ÊÃV œœÊÜVViÀ]ÊÌ iÊLˆ}- Ã܈““ˆ˜}Ê>˜`Ê`ˆÛˆ˜}]ÊÜ>ÌiÀÊ distinct from other members ˜>“i]ʓ>ÃVœÌÊ>˜`ɜÀÊ«>ÞiÀ½ÃÊ gest rule change impacting «œœ]Ê>˜`Ê}ˆÀÃ½Ê}ޓ˜>Ã̈VÃÊÌ >ÌÊ œvÊÌ iÊÌi>“°Ê/ iʏˆLiÀœÊ>˜`Ê ˆÃÊ name may be placed on the equipment is that the socks of ܜՏ`ʈ“«>VÌÊiµÕˆ«“i˜Ì]Ê}i>ÀÊ or her teammates shall wear a Lœ`ÞʜvÊÌ iÊ՘ˆvœÀ“Ê̜«]ÊLÕÌÊ goalkeepers must be a different and next season. Q

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teaminsightmag.com July 2015 / Team Insight 13 TEAM / ISSUES WHAT’S ON YOUR MIND? TEAM DEALERS FROM ACROSS AMERICA SPEAK OUT ON THE FOUR ISSUES THAT DOMINATE THEIR THOUGHTS EVERY DAY.

Internet competition, direct selling by vendors, losing their roadmen to competitors, technology … these are all top of mind for team dealers when they open their doors for business every day and when they shut off the lights at 6 p.m. (?!?). Team Insight polled a number of readers from around the country to get their thoughts on these issues and more — including what keeps them awake at night. By Michael Jacobsen (continued on next page)

14 Team Insight / July 2015 teaminsightmag.com

TEAM / ISSUES WHAT ROLE IS TECHNOLOGY PLAYING IN YOUR BUSINESS THESE DAYS?

We will take a MICHAEL STEWART, JOHNNY MAC’S, ST. LOUIS, MO more aggressive Custom web stores accounted for 15 percent of our business in 2014 stance soon. and will approach, if not pass, 20 The ability to percent this year. More customers are requesting invoices be e-mailed communicate via and want to use ACH payments. Plus, social media is becoming email and texting a very important way to stay in with customers contact with our customers.

and fellow ADAM BLUMENFELD, BSN SPORTS, FARMERS BRANCH, TX BRIAN PEPPER, UNIVERSAL ATHLETIC, employees and Technology is playing the role of BOZEMAN, MT adding time back to the day of the vendors right from customer and sales professional. Huge. Being able to your own phone MIKE GONSIEWSKI, figure out how the is huge. Also the KAMPUS KLOTHES, IVYLAND, PA People are always connected. They technology can help ability to work at want answers and orders quicker than ever and are expecting answers you is the biggest whenever it is most convenient for night is big for them. There was a time when this challenge here. was reserved for key customers. Now our salesmen — everyone expects it. they can check JERRY WILLIAMS, SCHUYLKILL VALLEY DON BATES, ALLEN SPORTS CENTER, SPORTS, POTTSTOWN, PA stock and place SEMINOLE, FL IT IS MAKING OUR JOBS From online stores to online orders on line EASIER AND AT THE SAME ordering to the latest hardware, with vendors. It TIME COMPLICATING THEM. whatever method our IT WE MUST KEEP UP WITH is a great time CHANGES IN PRODUCTS AND department comes up with to KNOW THEIR CORRECT ROLES

maximize efficiency. AL BIRMINGHAM, HIBBETT TEAM SALES, FRANK POWEL, management tool. IN THE TEAM BUSINESS.

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5.3 oz T-Shirts 6 oz Fleece 5.3 & 4.1 oz Sport Shirts © 2015 Russell Brands, LLC TEAM / ISSUES WHO DO YOU VIEW AS YOUR COMPETITION?

DON BATES, ALLEN SPORTS CENTER MICHAEL STEWART, JOHNNY MAC’S Online companies that sell strictly on price. Those The national players, large team dealers are showing up everywhere BSN and Lids, pose and are looking to hire salesmen from established the biggest threat. dealers rather than train their own. They continually give away product while BRIAN PEPPER, UNIVERSAL ATHLETIC MIKE GONSIEWSKI, KAMPUS KLOTHES providing very little I view everyone as OUR PRIMARY COMPETITION IN HARD service, but they can GOODS IS THE ONLINE COMPANIES AND BSN. competition. About the IN SCHOOLS, THERE ARE PLENTY OF LOCAL screw up an account time you focus on BSN, a DEALERS AROUND READY TO GRAB BUSINESS for two or three years small local independent IF WE DON’T SERVICE CUSTOMERS. until an account dealer will get you. kicks them out. FRANK POWELL, HIBBETT TEAM SALES Vendors selling direct ADAM BLUMENFELD, BSN SPORTS Any dealer that sells in the Everyone with a are still an issue, as computer, web same territories that we are the Internet sites. service and UPS cover. Also, companies shipping machine. that sell online. There are times when one of our GREG MILLER, UNIVERSAL ATHLETIC, BOZEMAN, MT vendors partners up with a EVERYONE THAT CAN SELL KEY BRANDS TO THE CONSUMER, competitor — that makes INCLUDING VENDORS. them a competitor as well.

JERRY WILLIAMS, SCHUYLKILL VALLEY SPORTS Vendors and national dealers.

18 Team Insight / July 2015 teaminsightmag.com

TEAM / ISSUES WHAT ASPECT OF YOUR BUSINESS KEEPS YOU AWAKE AT NIGHT?

JERRY WILLIAMS, SCHUYLKILL VALLEY SPORTS Employee issues.

MICHAEL STEWART, JOHNNY MAC’S HOW TO COMPETE WITH ALL THE FREE PRODUCT BEING GIVEN AWAY TO GET AN ORDER.

FRANK POWELL, HIBBETT TEAM SALES DON BATES, ALLEN SPORTS CENTER The general direction of our part of the industry — the The retail market past few years you have seen many dealers getting is changing rapidly purchased by one of the national dealers. Also, the and so is the team amount of comp money given by vendors and dealers business. Staying to schools in order to get new business or retain good up with those customers has become a large part of our industry. changes can be a daunting task.

MICHAEL STEWART, JOHNNY MAC’S MIKE GONSIEWSKI, KAMPUS KLOTHES How to compete with Meeting deadlines... GREG MILLER, UNIVERSAL ATHLETIC and continuing to meet all the free product the high production OVERPAYING being given away to demands of faster and VENDOR get an order. faster turnaround times. INVOICES.

BRIAN PEPPER, UNIVERSAL ATHLETIC LOSING OUR SALESMAN TO OTHER COMPANIES.

20 Team Insight / July 2015 teaminsightmag.com

TEAM / ISSUES WHERE DOES THE GREATEST OPPORTUNITY LIE FOR TEAM DEALERS?

JERRY WILLIAMS, BRIAN PEPPER, UNIVERSAL ATHLETIC SCHUYLKILL VALLEY SPORTS Deeper penetration into all accounts. Making things easier for our MIKE GONSIEWSKI, KAMPUS KLOTHES current customers FIND YOUR NICHE, FIND OUT WHAT and maintaining strong personal YOU ARE GOOD AT AND CONTINUE TO relationships. GROW THAT PART OF YOUR BUSINESS.

GREG MILLER, UNIVERSAL ATHLETIC MICHAEL STEWART, JOHNNY MAC’S To service customers As long as we on a local level. have customers who understand As much as it seems that the Internet gets into our and appreciate business, the opportunity the role we play for the road salesman is in providing still a great opportunity service along because at the school with the sale, level nothing can substitute we can survive ADAM BLUMENFELD, BSN SPORTS a good road rep… except in this rapidly To be creative and innovative and large amounts of comp changing offer a service or program that is money offered by the truly proprietary and hits the sweet market. spot for what customers need.

FRANK POWELL, HIBBETT TEAM SALES FRANK POWELL, competition.

DON BATES, ALLEN SPORTS CENTER SERVICE, SERVICE, SERVICE.

22 Team Insight / July 2015 teaminsightmag.com

TEAM / BASEBALL/SOFTBALL

24 Team Insight / July 2015 teaminsightmag.com DIFFERENT PITCH Baseball and softball remain key categories for dealers who approach the two distinct markets with various strategies.

By Mike May certainly lives up to its name as a are categorized as core players. in all three diamond sports have slow but steady team business for (Note: While baseball has a higher been higher, what can be done to he sport of youth base- dealers and manufacturers. percentage of core players, the increase their popularity? It will ball is in an interesting criteria to be a core player in fast- require teamwork from all parties position as the summer of Crunching the Numbers pitch softball is twice as demand- in the industry to move the needle T 2015 takes shape. Despite The numbers tell the story for ing – 26 or more days a year – as it in the right direction. evidence to the contrary, it is still the three diamond sports in 2015. is for baseball.) called America’s Pastime. It’s a According to the latest par- Slow-pitch softball has also seen At the School Level sport that our fathers and grand- ticipation figures from the Sports better days. According to SFIA, At the high school level, nearly fathers played in their youth, yet & Fitness Industry Association there are 7.1 million slow-pitch 500,000 teenagers (482,629, to be today it gets a bad rap for not hav- (SFIA), there were 13.2 million softball players in the U.S., which exact) are playing high school ing enough action. Still, baseball baseball players in the U.S. in is up three percent from 2012, but baseball, ranking it as the fourth remains truly a part of the fabric 2014, down one percent from 2012 down 22.9 percent since 2009. In most popular high school sport of American life. and down 8.9 percent from 2009. the overall team sport rankings, in the U.S. The sport ranks third – Paradoxically, baseball in 2015 What’s keeping baseball somewhat slow-pitch softball is the fourth behind basketball and track & field is very popular as a spectator strong is the large number of core most popular team sport in the – in terms of the number of high sport – at both the minor league players — those who play the country, behind only basketball, schools that field a baseball team, and major league level – yet active game at least 13 or more days a baseball and outdoor soccer. The most popular states for high participation in baseball is not year. Of those 13.2 million players, “Across the country, we are school baseball are California, keeping pace with interest in nearly 70 percent (8.6 million) are seeing declining levels of partici- Texas, Ohio, New York, Pennsylva- the game. classified as core players, which pation in recreational baseball, nia, Illinois, Michigan and Florida. Bucking the trend on the dia- reflects the large of number of which is unfortunate because that “I am comfortable that the state mond is fast-pitch softball, one travel baseball players in the U.S. grass-roots experience is the foun- of high school baseball is excel- of the more popular sports at As for participation in the dation for our national interest in lent,” says Elliot Hopkins, director the scholastic level. But it, too, is sports of fast-pitch and slow-pitch the game,” says Jonathan Hovis, of sports, sanctioning and educa- faced with participation declines, softball, both of them remain promotions manager for tional services for the National though not as steep as its hardball stagnant, which is a baseball/Dudley softball. Federation of State High School counterpart. Here participation is compared to those depressing Tim Lord, VP-bats, protective Associations (NFHS). His reasons dominated by females between the baseball numbers. gear and batting gloves at Rawl- for this optimism are varied. ages of six and 22. There are roughly 2.4 million ings, Worth and Miken, agrees “It is one of the best times ever And then there is slow-pitch fast-pitch players now in the U.S., that as participation has dropped, to play interscholastic baseball,” softball, which had its heyday in down slightly from participation consumer spending has followed. he points out. “There are excit- the 1960s, 1970s and 1980s and levels in 2013, but up slightly from “The industry is selling fewer ing, new popular uniform styles remains a popular pastime for 2011. It is a sport dominated by items overall and, in some product and designs and great functional men who have made the transition young females — from middle categories, like bats, the average equipment that will minimize risk from baseball. One of the positives school through college. unit retail is going up as the total and still retain a certain level of for the sport is that participants Like baseball, fast-pitch soft- number of bats sold is going to go attractiveness.” can stay active in the game into ball has a strong and passionate down,” he says. He reports that NFHS’ (high their 70s and 80s. Slow-pitch group of players, as 52 percent Since the participation numbers school) participation numbers

teaminsightmag.com July 2015 / Team Insight 25 TEAM / BASEBALL/SOFTBALL

have risen significantly, due in no for 40 percent of his baseball small part to the lack of all of the business. Travel teams and local rule changes that confused and high schools make up the remain- View from the Top hampered the sport for the past der of the line-up. decade. “For uniforms, the local youth “We have currently attained baseball teams are buying MLB T- a level of normalcy with non- shirts or jerseys wood bats and we are managing and caps from Outdoor Cap,” says the concussion situation well,” Crimp. “There are not as many Hopkins says. “Everyone who travel teams, but they spend is involved in the sport of high more money per team because school baseball should feel good they are good fundraisers. All of about their role in making this a their uniforms are custom.” fantastic game.” His high school teams are buy- At the high school level, both ing caps, uniforms, practice gear, forms of softball are played by spirit packs, , bats and boys and girls, but, as a whole, protective equipment. the most popular form of softball In neighboring Montana, base- in high school is girls fast-pitch. ball and fast-pitch softball are Currently 15,255 high schools thriving categories, especially have girls’ fast-pitch softball girls’ fast-pitch, and baseball is teams, with 364,297 girls partici- the second leading seller, right ONE OF THE MAIN INITIATIVES organizations are making strides pating. The only states that do after football, for Stop, Glen- of new in reversing the trend in declining not offer girls fast-pitch softball dive, MT. commissioner Rob Manfred is to participation, we all realize that a are South Dakota and Wyoming, “Girls’ fast-pitch softball has focus on reviving interest in the sport strong partnership between Major while the top five participation been picking up in recent years,” of baseball among children and League Baseball and the youth states are California, Texas, Ohio, says owner Matthew Smith. “Fast- teenagers — a key demographic groups in joint initiatives is needed New York and Pennsylvania. pitch softball is probably the best that reflects the need to rekindle to make a strong enough difference There are an additional 70 boys’ of my girls’ sports categories.” interest in the game with young to rejuvenate interest in the game,” teams, accounting for 1414 play- Smith is selling baseball from T- people is that the average viewer of adds Steven Tellefson, of Babe ers, playing fast-pitch softball. Of ball through high school and sells World Series games is in his 50s. Ruth Baseball & Softball. “We are those 70 boys’ teams, 44 are in them everything to do with their At the SFIA’s Baseball Softball proud to work with Commissioner Ohio and 15 in Missouri. sports — bats, balls, uniforms, Council meeting in Orlando earlier Manfred on his One Baseball As for slow-pitch softball, 7594 protective gear, caps, batting hel- this year, MLB executives met with project and look forward to working girls from 482 schools are play- mets, batting gloves and fielders’ prominent baseball brands and the with the Commissioner’s Office and ing that sport at the high school gloves, among other items. governing bodies of youth baseball the youth programs on any other level. The hotbeds of girls’ slow- Way out in Hawaii, young to announce MLB’s commitment projects they feel will benefit the pitch softball are Oklahoma and athletes are playing ball and to getting today’s youngsters great game of baseball at all levels.” Mississippi. teams are spending money, just as involved in the game as their While MLB is prepared to take Fast-pitch softball is the fourth as they do back on the mainland, parents and grandparents were the lead of bringing America’s youth most popular high school sport and baseball and softball are big when they were children. back to baseball, it’s going to take for girls in terms of participating business for Sports Line, Hilo, This news was well received. a team effort to make this effort a schools. It is the fifth most popu- HI, located on the big island of “I am very concerned about the success. lar sport for high school girls in Hawaii. future of youth baseball,” says “Major League Baseball and team terms of participating student- “For me, I’m pretty heavy into Sandy Jones, commissioner and owners have made the game less athletes, behind only track and the institutions,” reports owner CEO of Dixie Boys Baseball. attainable to the general public due field, basketball, volleyball and Stan Costales, Jr. “I sell to two “Finally, it has caught the attention to showing the majority of games soccer. colleges and roughly 80 high of Major League Baseball.” on paid channels,” says Jamie schools.” “I think that Major League Jeschke, director of international Dealers Go To Bat Sports Line has a retail busi- Baseball certainly is the pinnacle sales and logistics for Markwort For the most part, baseball and ness and a team dealer division of our sport,” says Abraham Key, Sporting Goods Company. softball remain a strong and sig- and Costales has a sales rep on president of Pony Baseball & One of the factors which has nificant part of the sales portfolio each of the other major Hawaiian Softball. “At the end of the day, contributed to the overall drop in for team dealers in all parts of the islands so his business can cater it’s very important for all of us in participation in baseball and softball country. to the needs of local schools and the industry that MLB takes a is the appeal of virtual sports. In northwestern Idaho, baseball athletes. leadership role in the health and “The evil of all evils is the video is the number one selling sport “At retail, I’m selling fielders’ general welfare of the game. They game,” says Dennis Callison, and fast-pitch softball ranks as gloves, bats and balls for our have a vested interest in the health owner of East Valley Sports, the third-best selling category for local recreational leagues,” he of the game and, as a result, the Mesa, AZ, who is upset that sports Greg Crimp, owner of Sports Cel- reports. “My biggest selling unit health of amateur youth baseball and games can be played by lar, Coeur d’Alene, ID. category in the retail store is should be and looks like it is children from the safety of their own Crimp’s biggest baseball client baseballs. Baseball is my best important to them.” homes without having to walk out is the local recreational youth category in the retail store.” “While the individual youth the front door. Q baseball league, which accounts Costales says that girls’ fast-

26 Team Insight / July 2015 teaminsightmag.com www.nokona.com TEAM / BASEBALL/SOFTBALL

pitch softball is in its infancy at travel teams play in March and if The Numbers Game the recreational level on the big the weather is bad, they will mud island of Hawaii, but the business ’em in, if necessary.” ACCORDING TO THE SFIA’S MANUFACTURERS SALES BY CATEGORY of selling fast-pitch softball is good Brown is selling baseball to local report (2015 edition), wholesale sales of baseball and softball on the more populated island of recreational leagues, travel teams, equipment (baseballs, , bats, protective gear, batting gloves Oahu, where Honolulu is located. high school squads and a handful and gloves/mitts) were $504 million in 2014, a 2.6 percent increase As for travel ball in the state of Ha- of American Legion teams. Kratz over sales in 2012. waii, it’s a different kettle of fish, is outfitting high school and travel In the team uniform category, sales rank second so to speak. baseball teams “from top to bot- behind football. In 2014, wholesale sales of baseball uniforms were “Travel ball in Hawaii is no tom and from head to toe,” while $368 million, up 6.1 percent from sales in 2012. In the athletic where as big as it is stateside,” the local youth baseball programs footwear category, wholesale sales of baseball footwear in 2014 were notes Costales. “Here, a good local are buying uniforms and basic $271 million, up 10.2 percent from sales in 2012. recreational player on Hawaii may equipment, with the exception of This SFIA report does not have any category specific figures on fly to Oahu to play travel ball at bats, which remain an individual sales of softball uniforms and cleats. a weekend tournament.” Some purchase. Baseball/softball equipment is the seventh largest category of of the more organized and well- “Everybody wants to buy their sporting goods equipment, behind firearms, fishing, golf, camping, funded teams will take one trip a own bats,” notes Brown. football and snow skiing. Q year to the mainland to play for While his high school business two weeks in the summer. is steady and solid, Brown points On the other side of the coun- out that parents of travel team try in West Virginia, sales are up players are willing to spend more in both baseball and fast-pitch money for the travel team expe- softball because teams are buy- rience than high schools do for On The Sidelines ing new gear and uniforms every their players. year, according to Larry Foster, In southern Indiana, the Ameri- 1. The TAG Exclusive 9-Pocket owner of Spartan Sporting Goods, can Legion programs are not as 1 Pitcher Screen features steel green Beckley, WV, who says he is busy popular because high school pro- painted tubing, measures 4 X 3-feet selling baseball and softball from grams are now scheduling games (adjustable to five-feet high) and nine mid-April through August. in the summer and in the fall, too. pockets laced with a nylon net to a In baseball, Foster sells to teams Girls’ softball in Indiana has half-inch bungee cord. in Little League, senior league and become very popular, he reports, 2. A Mini-Pitchers’ Screen from Babe Ruth, as well as travel ball, and despite many dealers report- Goal Sporting Goods is specifically all-star teams and high school ing that travel softball is hurting designed for Little League and youth teams. the local rec girls’ softball leagues, baseball coaches to stand or sit “Business is tremendous be- this is not the case in southern on a bucket while pitching to youth players. cause teams are buying new things Indiana where many girls’ travel every year,” he says. Sounds good, players are also playing in the 3. Jaypro’s Basic package includes but the downside is increasingly local recreational leagues. That’s a 50-pound Dry Line , Rake, late ordering by almost all teams. good for the bottom line at Kratz Dig-Out Tool, Line Layout System and Batter’s Box Template. The “I have to turn the uniform order Sporting Goods, which sells to all Deluxe package (shown) adds in a over in two to three weeks and levels. Drag Mat, Mini Dry Line Marker and many teams want personalized In the greater Boston area, the a Wet Paint Adapter Kit. Also from uniforms with names on the back.” baseball business is very good Jaypro, color your field pink with That adds to the profit margin, for Bob Beniers, owner of Beacon Jaypro powder coats for both seat but it also adds some stress to the Sporting Goods in Quincy, MA. 2 planks and legs. A portion of the proceeds from sales support the Terri process, too. “I sell a lot to youth baseball Brodeur Breast Cancer Foundation. teams, high school baseball teams The Longest Season and a few colleges,” says Beniers. What makes business so good “It’s my number one category.” for Foster is that parents all want He says his baseball business is 3 their child to have their own bat, strong, regardless of whether the and, in some cases, local Bosox are winning or losing. catching equipment. Good for “It definitely impacts retailers business, tough for their wallets. who sell licensed merchandise, In Indiana, where basketball is but my business is not affected,” the undisputed King of the Hill, he adds. baseball is the longest season, ac- While he does sell to travel cording to Jim Brown, a salesman teams, the window to supply for Kratz Sporting Goods, Clarks- products to these all-star teams is ville, IN. always tight and takes some extra “Baseball parallels football for a effort. “With travel teams, it’s strong number two category,” he always a rush,” Beniers says. “It is says. “We sell baseball from early what it is.” March until Thanksgiving. Our While he does sell softball

28 Team Insight / July 2015 teaminsightmag.com

TEAM / BASEBALL/SOFTBALL

During the spring and summer, Unfortunately, slow-pitch soft- leagues don’t supply as much for pants, practice pants, practice jer- Keith’s retail trade does well due ball is suffering in his region, ac- their players, many consumers seys, batting , equipment to the large number of players and cording to Keith. “We don’t carry are buying product on the Internet bags, spirit wear for the parents parents that walk in – during rain any slow-pitch bats anymore,” and some players have left base- and two or three for each delays -- on weekends when teams he says. “Even the local church ball to play lacrosse. player. travel to Elizabethtown for week- leagues are suffering. Slow-pitch According to Medallion manager Adult baseball also has a pres- end tournaments. softball is a dying breed.” Kevin Licata, the local youth base- ence in south Florida, which In his part of Kentucky, local In south Florida, people are ball leagues used to buy socks, brings men into the store to buy recreational fast-pitch softball is outside playing ball and while pants, a shirt and a for each their gear. Licata says teams will strong, with three local leagues. baseball is the leading sales player. Now, they are only buying a often place an order for the team From those teams a number of category for Medallion Sporting team uniform shirt and a hat. jersey and cap, but the players will travel teams are also formed. In Goods, Jupiter, FL, business is not Fortunately, travel teams are walk in to buy game pants, belts, north-central Kentucky, the two as strong as it was 10 years ago picking up the slack and purchas- socks, cleats, batting gloves, slid- programs seem to co-exist quite for a few simple reasons: there are ing everything a player could ing , a batting helmet and a well. less recreational baseball teams, possibly need — uniforms, game bat.

Baseball/Softball Starting Lineup 1. Augusta Digi Camo two-button jersey 2. The “world’s first patented fast-pitch softball pant,” 3N2’s NuFit Knickers offer a 1 2 3 4 5 slimming design with a low-rise fit in front for comfort and a high-rise fit in back for coverage.

3. Mizuno’s Nighthawk fast-pitch bat includes two-piece Link construction that fuses together a Black Onyx Carbon composite barrel and handle.

4. Markwort’s lightweight two-ounce baseball features a pink leather cover and weighted core.

5. The Adidas Speed Trainer 2 combines a lightweight mesh upper with a Sprintweb fit cage and multi surface traction pattern.

6. The Holloway Bullpen jersey combines 6 8 modern camo inserts and a four-way stretch wicking mesh to form a versatile uniform.

7 7. Teamwork’s Ink Twill Font looks just like tackle twill for fully sublimated uniforms, and fan gear.

8. Catcher’s Gear features Tri-Tech padding that retains cool air while releasing hot air at a continual rate.

9. Powers pull-over jersey for baseball and 12 softball.

10. Commemorating the 20th anniversary of Cal Ripken’s 2131, Eyewear has two special edition sunglasses. The 11 performance styles UA Igniter 2.0 and UA 9 Nitro L (Youth, in photo)) honor the occasion with a 2131 logo printed on the inside.

11. A4’s quarter-zip Batting Jacket features 13 100 percent woven polyester with micro mesh inserts. 10 12. The Franklin Custom Pro Classic batting represents the heritage of Franklin’s . Originally designed by Mike Schmidt, the glove has a clean, simple and modern look.

13. Under Armour’s Armourfuse line of team uniforms features signature UA fabrications and unlimited customization.

30 Team Insight / July 2015 teaminsightmag.com

TEAM / BASEBALL/SOFTBALL

Licata says recreational soft- says Foster. “They get it and This concern is genuine. The Darby’s Story ball is dwindling in his part of deservedly so. The girls playing days of baseball and softball south Florida, which is unfortu- travel softball have as many being automatic spring and nate because it’s denying future games as the boys playing travel summer attractions for young players the chance to play and baseball.” athletes are in the rear view learn the game as today’s travel And Foster caters as much mirror. The diamond sports are players once did.. He feels that to girls playing softball as boys in a marketing battle with other girls’ fast-pitch softball seems to playing baseball. sports for discretionary time go through cycles, so he is look- “My softball section is as big as and money. While travel ball ing for a rebound next season. the baseball section in my store,” creates great opportunities to Meanwhile, slow-pitch soft- he points out. play the game at a high level, ball remains popular with both In Indiana, girls’ softball the cost to play tends to inhibit adult men and women in south players also want it all. They like participation. Opinions on what Florida. “Lots of people are to play well, win the games and baseball and softball need to do playing co-ed slow-pitch softball look good while doing it. to stay relevant are mixed. down here,” says Licata, who “Girls tend to be more fashion “There is too much organized points out that avid participants conscious with their uniforms,” play and not enough encourag- are playing on two or three notes Brown. “Baseball players ing practice on their own such teams year, as the climate allows want the more traditional look. as with parents, siblings and them to get on the diamond 12 At the travel level, we sell every- neighbors,” says Jamie Jeschke, months a year. thing head to toe to both boys’ director of international sales and girls’ teams.” and logistics for Markwort Selling Both Boys and Girls Sporting Goods. Even though they are usually There is no denying that “It does seem to me that the played during the same season the diamond sports are key game is more specialized, which DATING BACK TO THE MID-1970s, in similar parks in the same means we’ll see participation con- longtime team sports executive weather, baseball and fast-pitch contributors to every team tinue to suffer,” says Jim Darby, Jim Darby, who is currently softball demand a widely differ- dealer’s bottom line. VP-promotions and marketing for VP-promotions and marketing for ent approach from team dealers Easton Sports. “Participation will Easton Sports, has been involved in who sell both. Many admit it In Arizona, girls’ softball play- improve when youngsters play many aspects of the business. His took them a little while to real- ers have a different decision- the game for fun rather than a travels have taken him from trade ize that selling to girls is much making process and their local means to an end.” shows to boardrooms to courtrooms different than they were used to dealer has learned how to play In Darby’s opinion, one of the to baseball’s spring training to with the boys’ teams. the game. foundations for interest in base- the Little League World Series to When it comes to fast-pitch “When making a team uniform ball and softball is children play- negotiating endorsement deals with softball, the girls in western decision, girls have more of a ing whiffle ball in the backyard, high-profile professional athletes. Idaho are very sharp and savvy pack mentality,” explains Cal- which is the essence of the game. After years of traveling from coast- consumers. lison. “The girls will huddle, talk The sandlot element of diamond to-coast as a representative of the “They don’t want boys’ hand- about it and then make a deci- sports is noticeably absent. Curley-Bates Company, Mizuno, and me downs,” notes Crimp. “Girls sion.” “Kids don’t seems to be gravi- now Easton, Darby decided to put want the uniforms to fit like they In Kentucky, the only differ- tating to the game, unless it’s an pen-to-paper and retell the stories of should. They are as sophisticat- ence between girls and boys is organized setting with an adult in his many different experiences over ed and smart as the boys when that girls seem to prefer “flashy charge,” he notes. the last 35-plus years. it comes to buying the ‘hot’ bats colors.” According to Keith, While governing bodies are in Darby is somewhat guilty of down- and correct protective gear.” “both boys and girls want to the business of providing a venue playing the details of his career as In Hawaii, Costales has noticed look good on the diamond.” for kids to play ball, they also feel he says the book – “Right Off the a big difference between selling In south Florida, dealing with that they can use baseball and Bat” – is really just “an intimate and to boys and girls. It’s often a mes- girls is different than dealing softball as vehicles to teach a humorous look into the world of sage he picks up from parents. with boys. “Girls are all about fit thing or two about life. sporting goods marketing.” “When a family walks in the and fashion,” says Licata. “Every “Community-based youth base- The single sport that has store with their son, they sky is girl needs to be custom fit. Boys ball and softball programs like dominated his time has been the limit when it comes to a bud- are more interested in playing Babe Ruth League can have a very baseball. In his book, Darby get on spending,” says Costales. well than looking good.” important impact in the educa- describes how Easton evolved into “When a girl walks into the store tional process for all children by being the leading metal baseball and with her family, price is an issue, Where To From Here? maintaining proper emphasis on softball bat company in the world, but girls are beginning to de- There is no denying that the the teaching points that translate while having to battle politicians, mand bats and gloves at higher diamond sports are key con- to success in all aspects of life,” out hustle other bat companies and price points.” tributors to every team dealer’s notes Steven Tellefson, president negotiate deals with the governing In West Virginia, the girls bottom line. That’s why con- and CEO of Babe Ruth Baseball & bodies of baseball and softball. playing fast-pitch softball want cerns about participation and Softball. “Babe Ruth League will Get to know the world of Jim equality when it comes to product the future of the sports are top continue to use every resource Darby through “Right Off the Bat.” selection. of mind for them — and for the available to promote and restore The book’s price tag of $15 is a “The girls want and demand associations whose missions community-based programs. It is great professional and educational the same quality merchandise are to promote the game at the always our goal to do what is best investment. — Mike May as the boys who play baseball,” youth level. for the participant.” Q

32 Team Insight / July 2015 teaminsightmag.com

TEAM / ISSUES

‘Travel’ Ball: The Pros And Cons Team sports players weigh in on the great baseball debate.

programs,” continues Tellefson. lives,” says Armantrout. “Better players who can afford it are While travel ball certainly has a lost to travel teams. The end result place in youth sports, it’s important is that community-based programs for these future Derek Jeters and struggle to get enough participants Jennie Finches to remember that to have a viable league.” the roots of their success came “A lot of our athletes participate from the local, recreation league. in both rec baseball and travel ball,” “Our local communities need to notes Abraham Key, president of do all they can to support recre- Pony Baseball & Softball. “They ational softball at the local level,” will play in the local league on Mon- states Michele Smith, who compet- day through Thursday. Then, those ed in the 1996 and 2000 Olympics in that want to have an additional softball for Team USA. “Keeping kids baseball experience are playing at home playing in their home com- travel baseball on the weekends. munities, local parks and with their Many of our leagues recognize and neighbors is a big part of our sport. make an effort to accommodate “The community softball and this.” recreational softball systems need When the best local baseball and more support,” she adds. “Not softball players choose to only play every young girl wants to play ultra- on the travel team and ignore the illions of young boys 10 and above,” notes Rawlings’ competitive softball. For those that local recreational program, more is and girls are spending Tim Lord. “It has also impacted do wish to further excel, moving lost than just strong players. their spring, summer, slow-pitch softball. Many serious on to travel ball is a natural option. “When travel baseball and softball M fall – and some winters slow-pitch players now have to But, we need recreational softball at players don’t play in the local rec – on either a softball or a baseball choose between their kid’s travel the grass-roots level in our commu- programs, you lose both the best diamond. While it’s good for busi- ball schedules and his/her own nities in order for the sport to have players and the best parents,” says ness in the short term to have high slow-pitch schedule. I don’t con- a good base or foundation.” Dennis Callison, owner of East Val- demand for products, some ques- sider travel ball good or bad, but One executive with a national ley Sports, Mesa, AZ. tion whether it’s good for the long- it is having an impact as more and governing body of youth baseball Tellefson and Callison are not term benefits of the two sports. On more players specialize in one and, says the negatives of travel ball are alone with those thoughts. other hand, some industry insiders at most, two sports.” significant. “Travel ball is starting at young feel that the concept of travel ball Like it or not, the travel ball ages now and we have way too is great for the sport — and good concept is not going away. So it’s im- “There is too much many kids getting left behind,” for business. “Travel ball has had portant for every family that has a admits Armantrout. “The local rec a huge impact on the baseball and child who joins a travel team to fully emphasis on winning and, leagues are folding because travel softball industry. It is helping in- understand the time and financial in some cases, making it a teams are taking large chunks of crease the quality of play by having commitment it takes be a part of job for kids.” kids.” the best players play against each this athletic experience. Sarah Armantrout, Rip-It Sporting Goods So, is travel ball really in the best other,” says Spalding’s Jonathan “This is an area that has explod- long-term interest of each player? Hovis. “Increased interest in elite ed,” observes Sarah Armantrout, “Travel ball has become a big “There is too much emphasis on baseball and softball has created national sales manager for Rip-It competitor of the local league,” winning and, in some cases, making more opportunities for girls and Sporting Goods, Orlando, FL, a says Steven Tellefson, of Babe Ruth it a job for kids,” notes Armantrout. boys to develop skills from playing 35-year softball-playing veteran Baseball & Softball. “The game has “Making kids play year-round may against the best competition.” herself. “We have both pros and become more expensive and results mentally and physically hurt the “Travel ball has been great for cons to travel ball for both baseball in a lack of appeal in the form of kids. By college, some of these kids players who want to spend the ma- and fast-pitch softball. The players children and families choosing not are just fried mentally and their jority of their free time in baseball are challenged both physically and to participate. The cost with travel/ bodies are broken.” or hoping for a college scholarship,” mentally to take them to that next elite teams is quite expensive.” With the many negatives sur- notes Jamie Jeschke, of Markwort. step in life. Kids work to not only Travel ball is also having a nega- rounding travel baseball, some play- When a youngster decides to play win as a team, but learn how to lose tive impact on local rec baseball ers are changing their minds. join a travel team, there is a trickle- as a team.” and fast-pitch softball leagues, “We are seeing a lot of kids come down effect. Many feel the benefits of travel which are the bread and butter for back to rec baseball because of the “The serious fast-pitch and base- ball extend beyond playing the many local retailers and team deal- cost of travel baseball to continue ball travel player is impacting the game. ers. playing locally with their friends number of recreation level players, “Players build a bond with team- “In rural areas, this has decimated that live in their neighborhoods and especially as players get to ages mates that could last for their entire local, affordable community-based they go to school with,” adds Key. Q

34 Team Insight / July 2015 teaminsightmag.com

APPAREL / HEADWEAR

Technology in the headwear business lets dealers sit on

Richardson Cap’s Streak Camo: It’s top of trends. a twist on the team camo — built of lightweight polyester and featuring a Stay-Dri Performance sweatband. PUT A LID ON IT By Nancy Baeder Al’s Sporting Goods, Wilming- adjustable Velcro backs. That’s the and when they’re happy, they send ton, DE, offers headwear to every way to go when you’re getting hats it to us and we take it from there.” othing matches the par- team on its roster. “We sell mostly for 500 kids,” says Knapper. Online stores are a great way to ticular allure of a baseball the standard style, In addition to Richardson, go-to sell more hats. “We sell more and cap or its spontaneous but also knitted caps and beanies vendors include Pacific Headwear, more product every day on our N ability to make a state- for winter,” says GM Ed Knapper. – “they go above and beyond with online stores. It’s no longer the ment. Take out the hat, bow the Owner Bob Hart’s 17,000-square- customer service” – The Game, way of the future, it’s the wave of brim and put on swagger. foot retail space stocks a large “for high schools and colleges that the present,” says Knapper. Today’s brand of team charisma selection of New Era licensed hats want a higher end hat,” and Under A recent online sale to eight combines high-tech fabrics with from both local and professional Armour. travel teams totaled $15,000. Ev- custom designs and 3D logos, franchises. He also serves the ery team item was sold via online fashioned with online builders. team market from Little League to Getting Creative with Caps stores, from practice gear to game Presto, the team looks great and is high schools, travel teams, col- “We try to take advantage of jerseys. Even though the order ready to take the field against an leges and semi-pro. “Little Leagues special terms. The Game has the for the jerseys had to be placed opponent whose hats aren’t nearly still order the MLB replica hats, best early order program. It’s a earlier, the kids paid for them as cool. but by age 13 teams want real 10-12 week delivery, but they offer online. “No one wants to mess Beyond the diamond, caps are baseball caps with 3D team em- a lot better prices if you know to around with compiling the team worn by coaches on the sidelines, broidery,” says Knapper. order early,” says Knapper. “We order or collecting the money,” he fans in the stands and golfers on Teams order hats every year make sure our high schools, col- says. “Every kid can order, charge the green. All of which adds up even when they’re not replacing leges and travel teams know about a credit card and boom it’s done, to year-round sales with strong uniforms and many high school it so they take advantage of it. It’s except the occasional kid who margins for dealers who sell them and travel teams order home and worth their while to $1.50-$2 misses the deadline.” in spirit packs, to booster organi- away hats like the colleges and per cap when you’re buying 200 to While caps are hot, visors aren’t zations and at retail. pros. “The number one style for 400 caps.” trending right now. “The girls pre- Cap manufacturers continue high schools, colleges and travel They keep hundreds of samples fer headbands and ribbons,” says to it out of the park with cap teams is the pro shape and flat on hand and teams are encour- Knapper. designs crafted of more durable visor, in two-tones or solids. Most aged to get creative with cap Much has changed over the fabrics that look good, wick mois- are the Richardson UForm hats builders. “We send our custom- years at Howard’s Sporting ture, resist fading, dry quickly, fit with flat visors for the kids and ers online and let the kids have a Goods, which has been a fixture comfortably and, oh yeah, keep round for adults,” Knapper says. blast. It involves them in the pro- in downtown Shenandoah, IA, the sun out. With a variety of qual- While high school teams prefer cess and the finished hat has more since the 1950s. “These days team ity vendors, features and designs, fitted hats, adults and leagues tend value to them,” says Knapper. caps favor performance fabrics it’s easier than ever for dealers to to order the flexible fit hats. “We “They love to download logos and and mesh with a flat brim with deliver the perfect hat. encourage the leagues to order mess around with different looks embroidered 3D logo, maybe flat

36 Team Insight / July 2015 teaminsightmag.com

APPAREL / HEADWEAR

embroidery on back with a mascot high schools, colleges, Legion ball or number. More and more teams and AAU teams all want,” says Warming Up want a two-color cap or contrast- John Carter, a team salesman. ing color piping,” says owner “We also sell to 300 to 400 different Denny Howard. “Coaches like the Little League baseball teams and flexible fit because it’s easier to they all want camouflage subli- size. About 60 percent will order mated fabric with an embroidered flexible fits and 40 percent fitted. team logo.” We’ll provide sizing samples, but it This past year four of their really depends on if they want to vendors got caught up in the cargo fit everyone.” backups off the California coast Richardson Cap and Pacific and the prolonged shipment de- are his favored brands. “We sell lays for goods meant they couldn’t headwear year-round now, mostly get their caps. “We literally missed to baseball teams, but booster the boat, so we expect next year organizations and the football will be huge for that,” says Carter. coaches also order a baseball style Ample design choices translate cap,” says Howard. “Booster clubs to a lot of creativity. “With custom Sublimated Team Camo Reversible Beanie from OC Sports. favor a Velcro adjustable style caps you can design it any way cap with a round brim. The sale you want. Change the button, LIKE POLITICS, ALL SPORTS ARE LOCAL. A SEA OF RED. A WHITE OUT. is geared to adults that are buy- eyelets, colors, number of panels, The colors of hometown pride. As temperatures drop fans want to keep ing caps to identify themselves as everything,” says Carter. “And why warm, so knitted caps and in team colors are a notable new trend. team parents and they don’t want not get exactly what you want? “In addition to providing warmth sets a year of custom knitted the flat brim.” These days 20 percent of our Little and protection from the elements, beanies. “A few teams order the League teams order custom hats knits are a fashion statement that’s custom knitted beanies with the Designing Online and more would do it if they could trending up. Knits in team colors team colors and a mascot or Team stores usually include meet the six-week production time, with stripes, with or without poms, logo,” says sales rep John Carter. a baseball cap along with the but that’s how long their season are selling well,” says Joe Rubertino, Howard’s Sporting Goods usual T-shirts, hoodies and shorts. is.” of Outdoor Cap. “They are a great orders knit caps in the fall and “Some coaches use them for High schools order traditional fit item to sell to booster clubs and for winter. “We like Pacific or Pukka required items as well, and the custom hats. “We make it a priority promotional events, in addition to knitted caps for our cross-country team cap might be a mandatory to take advantage of manufacturer team sports such as cross-country, teams in stock colors embroidered purchase,” says Howard. discounts and pass the savings to baseball and softball.” with a logo, usually two- or three- Now that everyone is com- our customers,” says Carter. “We Knits are on the radar at Al’s color combinations such as fortable with vendor online cap have a window to order and many Sporting Goods, where they maroon with white/gray trim,” says builders, it’s the preferred way times I build the cap for them sell knitted caps and beanies to Howard. “We also sell the local to design a hat. “Most of the time when I’m calling on them. Other football teams and travel baseball high school knit caps in our retail the coach or one of the players times the coach will do it and send teams. “It’s a great sale to the store.” designs it and sends it to us. They it to me.” teams that play in early spring Pukka is betting that its new may have a certain logo they want or late fall when it’s cold,” says team cold weather collection will to use and we let them design Don’t Forget the Parents Ed Knapper. “The high school hit the sweet spot of a growing away,” says Howard. Stock hats are a great option boosters purchase knitted caps new trend. “Knit hats are not just a He continues to sell visors in when time is a mitigating factor. in stripes with pom-poms and a seasonal item but fashion-forward, either performance fabrics or cot- “Open the book, pick out a hat letter on the front and we also sell so selling is not limited to cold- ton in a school color, mostly to the and add your custom logo. Eighty knitted caps at retail.” weather states. Scarves are an girls’ tennis team. “They’re pretty percent of Little League teams get He also sells some team excellent retail opportunity and an limited from a design standpoint a stock hat with custom artwork,” scarves, but wonders whether it’s incremental sale to a standard cap because they’re narrow,” he says. he says. “The great majority of the next big trend. “We’ve sold a order,” says James Thompson, He also stocks Nike and Under these are flexible fit hats because few of the scarves already, maybe director of marketing. “Booster Armour visors in bright colors in it’s easier and there is less over- one or two teams will purchase clubs, team stores and spirit the retail store. head because you need to stock every year,” he says. shops are excellent avenues to At Mojo Sports, Midwest City, fewer sizes.” Wilson’s Eastdale Sports sells drive additional revenue streams OK, owner Johnny Jump special- Fanwear sold through online knitted caps at cold weather times within the team market. izes in baseball and softball and team stores includes hats for of the year to fans and players in As for scarves, Pukka is sells caps from many different parents, usually an unstructured player packs. “We stock knitted betting on a trend made popular vendors, including Pacific Cap, The cap adjustable with the same logo team caps, but not many scarves by World Cup, where fans jump Game, Outdoor Cap, Richardson as the team. Booster organiza- yet,“ says Doug Krutzfeldt. “Fans up and down waving scarves in Cap and Headgear. tions often sell hats as fundraisers. are always looking for the next team colors. “We test marketed “About 90 percent of what we “They may order a couple dozen thing to wear to support the the scarves this past winter and order is the flat bill style, Dryfit and sell them at the game, making team, so I wouldn’t rule out team decided the time was right to add fabric and always 3D embroidery. $3-4 a cap, or they might buy them scarves as a coming trend.” them to our cold weather offering,” I personally sold to 250 baseball for the coaches,” says Carter. Mojo Sports sells a few dozen says Thompson. Q teams this year and that’s what Hats are hot at Wilson’s East-

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dale Sports, Iowa City, IA. “We try tional wool blend.” Bringing the Heat to sell a hat with every team order. Vendors continue to push tech- When we can find a custom hat nical advances. “We see a growing for an affordable price, that’s what trend focused around high-tech TRANSFER EXPRESS HAS A NEW EDUCATIONAL VIDEO TO people want,” says owner Doug fabrics such as ultra-cooling and show how easy it is to heat print screenprinted transfers to a cap Krutzfeldt. “It’s no secret that water repellent,” says LeeAnn brim using the Hat Bill Platen. teams are looking for something Kim, marketing associate at The video goes through the steps for customizing a flat hat bill, unique that they can customize. FlexFit. “We may also see different showing the process of adding four caps to the Hat Bill Platen, They sure do like to create their manufacturing techniques such placing the custom transfers on the brims and then heat printing own designs and favor 3D embroi- as less construction/sewing and with screenprinted, plastisol ink transfers. dery.” lighter fabrics, sweatbands and The purpose of this video is to educate viewers and give them He pushes performance fabrics visors.” the opportunity to add trendy apparel to their custom apparel sales because people appreciate the In the meantime, there is no by learning how to create and offer customized hat bills. better fabrics and he is a big fan of shortage of customization options. To see the video, go to https://youtu.be/MSizTUvgdwE Q cap builders. “We like that manu- “We stay in front of customization facturers give our customers the and performance fabrics with new ability to dig in and design it them- styles and options. Perforated selves,” he says. “It relieves any panels on performance materi- Transfer Express looks to educate communication problems about als are a fast-growing option for team dealers on cap decorating. what they want and they can see us,” says Chad Kennedy, national it before they order it. Generally sales manager at The Game. we have a parent or coach act as point guard to control the pro- Women’s caps are getting cess.” attention from vendors. The He also sells baseball caps to football teams, coaches and as days of girls having to steal fanwear through booster organiza- their brothers’ hats are over. tions. “The flat bill is the popular choice for athletes, while adults “We like custom caps start to opt for the round bill,” says finish. Being unique is clearly what Krutzfelt. “We like to sell the same people are looking for and we try customized designs to teams and to offer that to our customers,” boosters and at retail. In that way says Krutzfeldt. we build a relationship with our Sublimation is one area of inter- customers in both areas.” est, particularly digital camou- flage. “Both digital camouflage and On-Trend Designs generic camouflage, especially in Technical performance fabrics team colors, are hot trends,” says and customization remain leading Joe Rubertino, national sales trends. Advances have made it manager for OC Sports. “We also easy to create unique custom hats continue to see neon threads be- that deliver performance advan- ing used in the cap’s embroidery.” tages such as moisture wicking, Mojo Sports sells a lot of subli- light reflection, cool comfort and mated camouflage caps to Little fade resistance. League teams. “We have 300 to 400 “The trends in headwear have Little League teams and they all seen quite the uptick in both want camouflage sublimated fab- performance-driven fabrics and ric with embroidered team logo,” unique styles to cater to different says Carter. consumer segments,” says Clay But sublimated hats haven’t Cone, marketing retail and licens- caught on in other markets. “Sub- ing specialist at Top of the World. limated hats haven’t done particu- Performance fabrics have raised larly well for us,” says Krutzfelt. the hat bar. “Wool hats are slowly “One roadblock is committing dying off because people prefer to the minimums. We find that the performance fabrics that are the sublimated hats need more color fast and washable,” says of a sales pitch because they’re Knapper. ”The fabrics look so rather unique and it seems that good now that it’s hard to see the people either love them or hate difference between some of the them. Baseball tends to be pretty performance fabrics and a tradi- traditional.”

40 Team Insight / July 2015 teaminsightmag.com “People aren’t really into it for the segment,” he says. “Our new the hats are delivered completely are like shoes in that one size hats, probably because baseball is Satina cap is a simple classic de- finished, a size seven hat with a eight might fit and another be too so traditional and the players are sign that features a satin material number on the back, rather then small,” says Knapper. “We have an pretty old school,” says Knapper. with shine. A more unisex trend us having to handle each one.” 80-year-old wooden hat stretcher “We do some for boosters and we’ve been seeing has been floral Lead times are a source of angst. that we procured when a men’s corporate, but a standard hat is patterns, which have been doing “The main problem I have is get- clothing store closed its doors. preferred by most.” extremely well at retail.” ting the baseball teams to order They used it for the old Stetson Howard has also considered far enough ahead, particularly hats, but it’s saved our custom- sublimated caps. “I’ve looked at Strong Margins Up Top when they aren’t ordering a uni- ers a lot of headaches. It can even them but haven’t ordered any yet Hats deliver strong margins form. New kids join the team and stretch a flexible fit hat so it’s because I have concerns about year-round and few headaches for most of the existing players want more comfortable.” their quality and durability. The dealers. The challenges are mostly a new cap every year. Still the Some challenges are more kids like the performance and about time — not enough or too tendency is to wait until the last frustrating than others. “Getting mesh fabrics,” he says. much. minute and expect them in a few stock is a factor in anything you Women’s caps are also getting Krutzfeldt would like to see days,” says Howard. “We remind order, but when you can’t get hun- attention from vendors. According manufacturers address in a spe- them, but they don’t always heed dreds of camouflage caps because to Cone, the days of girls having to cific way putting numbers on the our warning.” they’re stuck in a container off steal their brothers’ hats are over. back of caps. “It would be very Sizing is another issue teams the California coast due to a work “More and more companies are helpful, particularly at peak times face. “We advise our teams to embargo, you have to wonder,” devoting an extensive amount of of the year, but they are clearly order a few extra hats. That’s the says Carter. time and research to ensure their reluctant because it is time-con- easy solution because, number It’s always something. Nobody ladies collection offers variety to suming,” he says. “We like it when one, kids lose hats, and two, hats said the team business is easy. Q

teaminsightmag.com July 2015 / Team Insight 41 APPAREL / HEADWEAR

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42 Team Insight / July 2015 teaminsightmag.com

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at Adler Team Sports paid off last he says. season, says John Domo, co-owner The travel teams also can be of the Euclid, OH, team dealer that tougher to outfit since they start in covers northern and central Ohio the summer, when manufacturers with a dozen roadmen. He believes may not have the product or sizes to that his staff’s work ethic will allow supply them, Flanders says. Those basketball sales to be the same or AAU teams start purchasing in better for the upcoming season. February, but many manufacturers And it requires hard work as the have started cleaning out their big brand names court the business product lines by selling to the big of successful programs, says Dave online retailers. “We’ve even had Romnek, a sales rep for Team to buy shoes from Eastbay to fill an Sporting Goods, Marshfield, WI. order for a travel team,” Flanders “Sales were steady. Uniform sales are notes. getting tougher with Nike and Adidas “Almost all of our sales are to trying to buy the business from the high schools and middle schools,” schools,” Romnek notes. Mathews says. It’s a huge market “We still sell a good number to since every school has a boys’ and high schools, but Nike, Adidas and girls’ team, not to mention freshman, Under Armour are marketing to them. JV and varsity squads. “You are We still have a loyal base. They get talking shoes, warmups, bags, socks, equipment from us. We get the JV etc. for each team,” he notes. and freshmen teams. Sometimes you “We don’t do much at the youth just can’t fight it even with tighter level because they want the bottom- budgets. There’s enough business to line price,” he says. “We built our survive,” adds Romnek, who has been business around service and we won’t a roadman for 15 years. give it away to travel teams. Plus, we don’t want to tie up our print shop on Finding Opportunities low-margin business.” Surviving often means finding the By and large, team dealers see right market to target — school, basketball participation remaining youth recreation leagues or AAU and steady with some slight growth. select teams. Romnek sees the travel teams Romnek sees the opportunity with gaining strength in his area. It just travel teams and town-based leagues. keeps growing every year, he says. In particular, he notes, “sales to the The downside: “Some schools are youth hoops clubs have been very struggling with numbers as kids play strong and getting bigger every year.” one sport year-round. I’m seeing at Plus, those clubs often have two most of my schools that freshmen to three teams without any budget teams are having a tough time, but constraints. the JV and varsity are okay.” The only downside is those travel teams can be a revolving door of Extending the Sale contacts as a new parent takes over Soft goods certainly are a big purchasing. “Sometimes, the new part of the basketball business, but contact goes online but finds out dealers do find ways to outfit teams that the service usually isn’t there,” with equipment. Romnek adds. “We sell quite a bit in the Shively pursues the high school replacement business,” Domo notes. business and travel teams, the latter Sticky mats, backboards, rims, jump which generates solid sales and ropes and other training aids are a returns. significant part of Adler’s basketball But he and his roadmen aren’t as business. keen on recreation leagues, where it “I love selling hardgoods,” Flanders once did its fair share of sales. “We says. It’s just a matter of getting used to do a lot of league business in into the gym when schools allow it. T-shirts and more, but it became time- “We do the backboards, rims, wall consuming and for low margins.” pads. You can make a decent profit Travel teams are simply time better and it’s easier to handle the order. It spent. “You can do a travel team and just extends the sale. We inventory are better off than doing a whole enough to help our customers.” league,” Flanders says. Unfortunately, Selling those hardgoods helps, those travel teams often drain players Romnek notes, since uniform orders from youth leagues and the drop in are often on a four- to a six-year cycle. participation hurts the communities, “We do everything from scoreboards

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The Holloway basketball to sideline water jugs,” which they want to. These guys Promoting sublimation program features also includes nets, ball racks, are hustling to raise money seven uniform options and two training aids, backboards, through car washes, selling performance fabrics. rims, protective padding and mulch, but they are forced to Basketball championship banners. use a certain product.” Mathews says his TEAM DEALERS team does some Appealing Apparel find several ways to business in hard goods Uniforms, practice jerseys, reach and reward but it has become shooter’s shirts, warm-ups, basketball customers. more challenging. bags, socks and more are Dave Romnek, at “We used to do okay still king in the basketball Team Sporting Goods, says with backboards and business. coaches clinics help since many of goals. Many suppliers, Tech fabric remains a big his customers are in rural communities. though, sell direct. The part of the soft goods sale, “We work several coaching clinics that architects and contractors Domo notes. And sublimation help promote both our company and the have an in with the new continues to grow every year coaches association as well. It helps you construction.” on the uniform side. He adds reach the coaches who don’t teach at the It really boils down to his business with shooter’s schools. It’s nice to put a face with the to relationships, shirts and warm-ups. Spirit coach. I may only see them at a clinic. so Mathews sells wear with hoodies further Some are farmers, so it’s tough to reach replacement rims boost business. them unless you want to see them at five and nets, along Sublimation is key in in the morning.” with accessories uniforms and practice wear, Mathews Team Sports works with such as slip-knot Mathews notes. “If you don’t coaches to provide a good price on their pads. “If we have a do sublimation and do it camp T-shirts. “We tell them not to relationship where well, you will be left behind,” order their camp T-shirts until they talk he says, adding that it’s the to us. That way we can help them with sweet spot from high school pricing so they have money left over on down. as a fundraiser and they order only Mathews also sells plenty of what sells.” spirt packs to schools. “That’s But as the business grows with the great thing about boys’ schools, he prefers to work with the and girls’ team. The girls want coach or AD. “We tell them that we the same player package, so will help in any way we can, whether you’re talking a $200 package through camps or an ad in their with long-sleeve , warm- program. We want to support their ups, socks and more.” basketball programs, but we have a He adds that schools rely limited amount of money to do this. on local service for those We just ask them what works best for player packs. “They need them to do this.” to know they will receive At Adler Team Sports, some of the service. They want someone roadmen coach or officiate. This helps. they depend on us, we will sell to handle problems and you But it also can hurt, John Domo says. it. Otherwise, there are too won’t get that out of Dallas or “You have to be careful with coaching at many options out there. When Indianapolis,” Mathews says. certain levels since it can be seen as a booster clubs get involved, Spirit packs really pump conflict of interest.” they often want three quotes. up sales, Romnek agrees. Adler also sponsors some teams Our quote is often too high Hoodies, T-shirts, bags, and leagues to further its business and because too many suppliers sweatpants, pullovers, relationships, Domo notes. go direct.” shooter’s shirts, bags and Shively Sporting Goods gets involved Of course, dealers sell more are a steady business. by offering specials on T-shirts for camps. their share of balls. But state “Those $1500 to $3000 orders “We keep it in the $4 range,” which leaves adoptions are a double-edged to parents each year more room for them to make extra money, Mike sword since it means margins than make up for a $3000 Flanders says. are thin, Flanders notes. uniform order that many only And in basketball crazy Kentucky, Equally important, he just occur once every four to six Flanders gets the store name out by doesn’t feel it’s fair to schools years,” he notes. working with the University of Louisville. since they are forced to buy a Plus, Romnek doesn’t have to “We’ll print T-shirts and put our logo on certain ball. fight the big brand names that the back. The school then throws these “I never felt good about court key schools by donating into the crowd, so we get our name out this,” Flanders says of state money for such things as gym there,” he says. Q adoptions. “People should equipment in return for buying spend their money how their uniforms. Q

48 Team Insight / July 2015 teaminsightmag.com BASKETBALL’S NEW PRODUCT LINEUP

1. Goal Sporting Goods’ Hoop Around portable, lightweight 1 3 basketball goal is designed for teaching young players, special needs and wheel chair play.

2 2. Augusta Sportswear’s Roster Sock for basketball allows players to wear their numbers on their socks. It wicks moisture and has features specifically designed for support and comfort.

3. 3n2’s Rival D-Up reversible basketball uniform allows for uniquely designed home and away looks in one uniform and the jersey is available in single or double ply poly.

4. TAG Sports Gear’s Timeout possession indicator features bright LED time-out indicators on each side with two green 30-second and three full time outs.

5. The Spalding Arena Trainer can be used to get the ball in the player’s shooting pocket while running drills. It features easy height adjustments with lift handle and spin lock, a thick base to prevent tipping and safety walk strip to prevent sliding.

6. Jaypro’s Team Pink Program for Safe-Pro Edge Padding bolts to all 72-inch official glass backboards with a pin style attachment that eliminates 4 5 6 sagging underneath the rim.

teaminsightmag.com July 2015 / Team Insight 49 GEAR / PROTECTIVES SAFETYFIRST Protection comes in all shapes and sizes in team sports in 2015.

With safety at the forefront of any discussion involving team sports participation, vendors have gone the extra mile to develop the gear to protect the athletes playing the games. Whether it is a high-tech or pads that guard exposed parts of the body, today’s protective products make the games safer than ever before. Here’s a collection of a dozen of our favorite new protective products for 2015 and beyond.

3

2 Soccer players get kicked a lot, 4 and it hurts, especially when D3O has partnered with Game- the contact is in that tender Even the men in blue need breaker Helmets, a manufacturer area between the shinguard and some protection. With its of performance protective head- the ankle. Goal Sporting Goods wear-resistant, genuine leather 1 gear, to integrate its shock absorb- has an answer in its MetaSox, a construction, the Reaction Pro ing technology into a range of soft hybrid of a sock and a shin pad Plate Umpire Shoe from 3N2 is You can’t have a helmet without protective headgear. In standard developed to protect the metatar- a great call for umpires looking a facemask, so Xenith, already conditions the material remains sal region. The protection comes for both comfort and protec- a player in the football helmets, soft and flexible. But on impact from a flexible and elasticized sili- tion. Its midsole is designed to has taken the next step with its its free-flowing molecules lock con compound that, as a bonus, reduce knee and joint stress Pro Series facemask line. The together to absorb impact energy also provides additional power and a thermo-molded toe and Predator offers a sleek, aggressive and reduce the force transmitted. when striking the ball due to the carbon fiber plate provide ad- design suited for but not limited They then instantly return to their composition of the pad. vanced protection. to offensive and defensive flexible state. Among the products linemen. already on the drawing board are headgear for women’s lacrosse and flag football, two sports where headgear is not mandated but where there is a significant con- cern about head injuries.

50 Team Insight / July 2015 teaminsightmag.com PRECISION ENGINEERED PERFORMANCE

Wrist Band wrist support

Tech Deck: Shoulder wrap upper body support

HITTING ON ALL CYLINDERS ALLOWS OUR ELITE Flyweight Tech ATHLETES TO ACHIEVE MAXIMUM OUTPUT. PREVENTING A BREAK DOWN, OR PROTECTING OUR ATHLETES DURING COMPETITION IS KEY TO MAINTAINING THEIR HIGH PERFORMANCE. i-Fit AT ZAMST, WE UNDERSTAND THE HUMAN MACHINE, AND MOST IMPORTANTLY ITS LIMITATIONS. THESE LIMITATIONS REQUIRE P-Tech REINFORCEMENT, WHETHER PHYSICAL OR PSYCHOLOGICAL, WE MUST PROVIDE SOLUTIONS DRIVEN BY AUTHENTIC PRODUCT DESIGN AND LED BY THE NEEDS OF ROM-Tech OUR ATHLETES. INNOVATION DRIVEN SUPPORT: - KNEE - ANKLE V-Tech - ICING - COMPRESSION - UPPER BODY ZAMST.US 877-ZAMST.US Nolan Arenado Gold Glove 3rd Base Zamst Elite force Team member GEAR / PROTECTIVES

7

Taking time out from becoming a network of national team deal- ers, BSN Sports has developed 5 Gear-Pro Tec Razor that boast a lightweight It’s Heads Up at Rawlings with frame, comfort ventilation plus 8 the S80 batting helmet series, moisture management technol- designed specifically to protect 6 ogy, dynamic range of motion Evoshield brings its technology against high-speed impacts up and advanced impact dispersion to apparel with the CustomTech to 80 miles per hour. Targeted Also from Rawlings, the NRG properties. Razor highlights EvoAlpha Rib Shirt, a fitted per- for high school and elite youth Impulse Plus football helmet fea- three key components: greater formance shirt with integrated players, the S80 provides added tures C3D pad technology that mobility, lightweight design and Nanocell Spine, AC pads and protection and performance for inflates against the shell, provid- superior protection. Design ele- Gel-to-Shell rib shields. The rede- young players beginning to face ing a custom fit to the player’s ments include: signed rib shield shape allows for advanced pitching in their varsity head shape. This lightweight UʘiV̈œ˜Ê œ`i`Ê œ“«œ˜i˜ÌÃÊ mobility and accurate protection and travel ball games. The S80 is design includes Heat Exchange UÊ--‡/iVÊۈÃVœ‡i>Ã̈VÊvœ>“ and they form to the body in ap- available in two-tone translucent technology in a traditional offset UÊ Þ˜>“ˆVÊ,°"° °Ê ˆ˜}i`Ê>ÀV iÃÊ proximately 30 minutes, provid- matte, matte finish or the new two- shell, allowing for a modern look for flexibility ing protection without sacrificing tone with digi camo finish. with comfort and performance. UÊ*>`‡œVÊ ÕVŽiÊ-ÞÃÌi“ comfort and mobility.

52 Team Insight / July 2015 teaminsightmag.com

GEAR / PROTECTIVES

9 10 11 12

Don’t forget about the mouth. Any male athlete knows the There’s a lot of contact in the It really, really hurts when you Shock Doctor hasn’t and its 3300 worst place to get hit, so a com- trenches in football and Under jam a finger when a basketball Max AirFlow Lipguard is the pany called Nutshellz has devel- Armour is intent not only on hits you the wrong way (ouch) next step in mouth, teeth and lip oped what it calls “the strongest protecting their house, but also or a baseball nicks off the protection. Its airflow channel groin protector on the planet.” protecting the eyes and face. knuckle (double ouch), so allows for easier breathing while It integrates ballistic Kevlar, car- ArmourSight lens material on its athletes are looking to protect clenched and the integrated lip bon fiber and aerospace epoxies football helmet visors provides their appendages as well. Enter guard protects upper and lower to construct a bulletproof cup. a lightweight, polycarbonate PowerSplint, an athletic finger lips. It provides an instant fit, so The ergonomic design allows for that delivers protection without guard that protects athletes’ no molding or boiling is required, comfort and protection to the weighing a player down. Anti- fingers during competition. and the medical grade silicone is entire upper and lower groin re- fog and anti-scratch coatings PowerSplint is comfortable to easy to clean in boiling water or gions without restricting player give a clear view of the field. It wear and offers high-impact dishwasher with no deformation. mobility. Nutshellz are being dis- is equipped with tab logo stick- resistance while allowing for a full tributed in the U.S. by Markwort. ers in multiple team colors and range of finger motion. Q numbers to match jerseys.

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54 Team Insight / July 2015 teaminsightmag.com NEW FOR 2015!

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© 2015 All Rights Reserved, Triad Sports Group LLC APPAREL / DECORATING

Decorating for team uniforms takes all shapes and forms, as these designs and embellishments from Stahls’ and Transfer Express illustrate. The Decorating Playbook Embellishing is the advantage dealers offer over Internet sites.

By Nancy Baeder other reason then a customer just a special logo so they take the field us to tweak a version of a Cleveland asked for it. feeling like they’re already up by Cavaliers template and another t’s no secret that team dealers Decorating for today’s teams is four or five runs. The computer is customer asked for something do a lot of decorating in-house about creating a unique overall the key to this industry now, with similar to a Nike shirt design.” or by proxy. It is the bread-and- aesthetic and choosing the right online designers and ordering and a Customers in general are I butter of the team business and solution to achieve that look. Each generation that wants to order from more imaginative. “We see more what sets most dealers apart from decorating method has strengths their phones.” customers ordering creative Internet sites, direct sellers or fly- and drawbacks. These are amplified Folks certainly know what they colorful designs for their polyester by-night competitors. by the constantly evolving world of want. They see it on TV. They see uniforms rather than just a Most of the time, the go-to high-tech fabrics (remember when it it on the field. They get into the vertical arch or script with tails,” play of traditional decorating is was hard to print on Under Armour details, reading online blogs that says Sue Wilkosky, marketing all you need, but it pays to keep garments) and style trends and the analyze the details of pro logos manager at Transfer Express. your eyes downfield. New options timeless reality of quantities, lead in tackle twill or chenille with “This trend seems to be trickling can change the game, save time times and budgets. embroidery. down from the professional level, and make life better — and make There’s a design for every item “Design choices depend on how where more importance is put on customers happier with the and a decorating solution for every innovative the customer wants the look of the uniform so that design options, delivery and cost budget. Just ask your customers. to be. Some are just looking for replica sales will increase.” improvements. Online decorating “The customer has become very a basic design and others get It’s a big market and everyone tools and spirit packs ramp up knowledgeable and particular about very involved in the details,” says craves a new look. “If teams want spirit wear business, cool new what they want and they assume Steve Reichert, owner of Sports it, you should have it,” says Paul heat transfers solve decorating you know what that is,” says Loren & Sports, Ashtabula, OH, who Sabatini, marketing sports coordi- dilemmas and trending retro Samuelson, owner of Lee’s Pro offers a full range of in-house nator for Stahls’. “With 35 million styles may have you looking again Shop, Pine City, MN, a full-service decorating options. “Sometimes kids playing organized sports each at chenille. Every decorating decorator with the wisdom of they’re inspired by what they see. year and a growing number of adult technology is in play if for no experience. “Teams want to create A coach wanted leagues around the country, the mar-

56 Team Insight / July 2015 teaminsightmag.com

APPAREL / DECORATING

ket for customized team sportswear turer’s choice of pattern application is obvious. While uniforms continue can be a challenge. When decorating What’s Trending to dominate, performance apparel on top of a sublimated garment it remains strong in team sports and is can be hard to control dye migra- growing.” tion,” says Brad Sullivan, director Four trends stand out in the deco- of marketing at Holloway. “We are rating game in 2015. helping to solve this problem by developing patterns printed on the 1. New looks combine decorating garment, giving dealers an on-trend methods. look without the decoration head- Decorating methods are being aches.” combined on a single garment to create new looks. “We see embroi- 3. Faux button-down garments look dery and tackle twill with subli- real. mation on one shirt, and chenille Sublimation printing has changed combined with embroidery on a what is possible. “Sublimation can sweatshirt to create a very high- create the look of a full button-down AVERY DENNISON: New heat transfers address reflectivity and end look,” says Samuelson. “We see baseball jersey in a cool fabric that customization trends, including woven reflective patches, printed reflective tackle twill with sublimated designs wicks moisture and is lightweight, patches, two-color reflective heat transfers, and no-sew reflective fabric on top of it.” which is what the players are all separated elements embellishment. 2. Patterns on garments are in looking for,” says Samuelson. Agility Reflective Heat Transfers are highly reflective silver transfers demand. “Most of our teams order subli- for embellishments, main labels and applications requiring a high level of Patterns such as camouflage con- mated uniforms now,” says Rhett reflectivity. tinue to trend. “The manufac- Johnson, owner of Johnson-Lambe, Agility HD Avery Dennison Agility HD Heat Transfers provide Raleigh, NC, who contracts out his photographic quality, high definition graphics combined with a soft hand. screenprinting and embroidery Agility Avery Dennison Agility (AG) Heat Transfers offer stretch and work. recovery combined with creative decorative effects. Suitable on the widest possible range of fabrics for a virtually universal application solution. 4. Reflectivity transfers enhance visibility. SANMAR: Sport-Tek CamoHex tees and hooded fleece pullovers Look at new heat transfers feature an all-over sublimated digital camouflage print and moisture that work with stretch wicking, in bold styles for athletes and fans, in youth, men’s fabrics or add reflec- and women’s sizes tivity. Sport-Tek RacerMesh features subtle mesh texture, “There is moisture-wicking performance and color-preserving some impres- PosiCharge technology, a value-priced alternative to a sive cutting jersey or interlock . edge technol- Sport-Tek Contender line features breathability, moisture- ogy from Avery wicking performance and value. Dennison and Sport-Tek Competitor collection with PosiCharge for Stahls’ that offers enhanced decoration. stretch ink,” says Johnson. “We’ll take a STAHLS: Stahls’ new Pre-Cut Number Styles offer unique closer look at it because numbers for a cost-effective custom look. it’s much more suitable Stahls’ Thermo-Film offers a semi-gloss finish with a textured to the current fabrics surface look and inhibits dye migration, designed for sublimated then the old transfers.” garments. Durable and resistant to abrasion for full-contact sports “Reflectivity is a growing garments. trend within the fitness market, Stahls’ Premium Plus and Super Film heat transfer materials are thin including running and cycling where and flexible to keep up with the stretching properties of the fabrics, low there is a need for day and night application temperature and high stretch and rebound properties. visibility,” says Joy Seusing, VP- Stahls’ Team Perfect is a one-hit heat application for a team name above communications at Avery Denni- a sport graphic. son, who sees team applications in Player Perfect provides a one-hit application of player name and number the near future. Any Word. Any Way. online designer for custom lettering designs in mix and match fonts, layouts, materials, in sew and no-sew options. Decorating 2015 The decorating question is TRANSFER EXPRESS: Its Easy View online designer is free to customers central to every dealer’s business. and is preloaded with more than 5000 art layouts that can be customized Deliver creativity. That’s what in seconds, giving the uniform buyer a number of choices (photo, right). teams want. To do that requires New Elasti Prints numbers can be applied to heat sensitive polyester a decorating arsenal to meet any without damaging the apparel. design, budget, time frame and

58 Team Insight / July 2015 teaminsightmag.com price point. eventually tire of it or move away tool. Part science and part art, the with designs to sell in our two retail “Customers are more complicated from polyester fabrics. Cotton fabric basic concept hasn’t changed over stores. Our graphic artist comes up than ever. They demand variety and can be sublimated, but the colors are the past 30 years, but technology with imaginative ideas for T-shirts expect a lot,” understates Reichert. not as crisp or vibrant.” has made it easier. Different chemi- and sweatshirts for 10 area high “When we opened in 1983, the cus- Reichert sees increasing demand cals, automatic presses and design schools and the merchandise sells tomer would buy any Nike shoe we for sublimated baseball uniforms. programs such as Corel Draw make very well. This year we’re adding put on the shelf. Now you have to “People love the look, but lead times creating and modifying artwork light some decorated Under Amour mer- have a particular Nike shoe, in a par- are a big roadblock for our custom- years easier. chandise. ” ticular color, and if you’re lucky you ers. It takes four to six weeks to get “The biggest change is that the At Johnson-Lambe sublimation have it in their size,” says Reichert. them in, and if you need one more customer can see and approve full dominates the uniform business, These increasing demands are it takes four to six more weeks,” he color designs so there are no sur- but screenprinting is a vital service being filled by technologies old says. “We have had to screenprint prises,” says Reichert, of Sports & to customers looking for other and new as dealers learn to use the an extra to get by.” Sports. “We still have the track team team apparel. “We still do a ton incredible advances in decorating Printing on pre-sublimated gar- coming in to order 50 two-color of screenprinting for T-shirts and equipment and materials to give ments is tricky. T-shirts, but we get very creative sweatshirts.” says Johnson. customers what they want. Here, “Dye migration is a problem, so Lee’s Pro Shop is a full- then, a look at what’s available and special inks are required. Badger scale decorating business. Its how it is being used in the team does a lot of digital patterned screenprinting operation serves business in 2015. shirts and they have a specialized teams from youth to professional, rubber ink that looks phenom- as well as Nike contract work for Sublimation enal,” says Reichert. the University of Minnesota and Sublimation is threatening to domi- “Another consider- decorating for other team dealers. nate the team uniform market and is ation with sublimation “Better lettering and a four-color gaining popularity in jerseys as well. is that the quality process are popular right now and It’s a great option for teams look- of garments is very are a nice fit for our customers,” ing for performance garments with says Samuelson, who likes to begin unlimited colors, decoration and the design process by sending individual customization without customers to online templates adding layers. to get ideas and create the look “Most of the uniforms we do are they want. “We still have some sublimated. Basketball, wrestling and Stahls’ has the look down for the customers that want the lacrosse made the move and now team business in 2015. faded retro look print, a most of our baseball teams have as trend started a few years well. This year we ordered a lot of ago. But cartoon style sublimated baseball uniforms in a printing has slowed pullover style and we’re starting to down in favor of the see companies offer a faux button- photo realistic style up jersey style,” says Johnson. that delivers fine “Football is the last holdout and detail.” we’re beginning to see it move in Samuelson that direction,” he adds. “We’re done has been in with early ordering for this year, but decorating game expect to see a big uptick next year. since 1973 and The fabrics have improved, but du- varied. You have to get sets the bar high rability is still a question for football. in samples from different for quality. “Better We’re getting in some of the pants to companies. Usually the quality fabrics make see how they hold up.” price is a good gauge of the it easier to control Johnson is a fan of the end product quality.” the process. Certain and the cleaner process of sublima- While sublimation is unques- moisture management tion. “We see a lot of advantages. tionably hot, other decorating fabrics eat more ink and There’s no cracking, peeling or tools will always have a niche. you may need to apply coming off. It’s easy to reor- Changing styles, new ad- the inks two or three times der. Once you order it you’re done vances and the q uest for the to keep it from migrating,” because you don’t have to touch it perfect design will impact the he says. “Sublimated fabrics three or four times,” he says. choices teams make. can also be silkscreened, but are Samuelson acknowledges the rapid “As long as people are heat sensitive above 400 degrees, growth of sublimation and is seeing part of the equation, there and dye migration can be an issue. demand from his customers across will always be the last min- We’ve all seen white letters on a red the spectrum. “We looked at getting ute,” says Riechert. shirt that turn pink.” the technology in, but it’s a very expensive proposition,” he says. Screenprinting Embroidery “Sublimation is flooding the market, Screenprinting remains Embroidery also remains in de- but you don’t know when people will a very viable decorating mand, as teams use it on caps, bags, teaminsightmag.com July 2015 / Team Insight 59 APPAREL / DECORATING

socks, jackets, polos, shorts and anything in uniforms. Digitized logos Bag Men have been a boon for embroidery, delivering the detailed creative im- ages teams crave. Decorating and customization take “It’s no secret that everyone wants to be branded in their own special center stage in the bag business way and teams want distinctive lo- ALL ATHLETES NEED SOMETHING TO CARRY ALL THEIR gos,” says Samuelson. “We see more skulls, more colors, more gothic im- gear. Team dealers have long known this and vendors are upping ages. The tattoo industry has been their games to provide the extras that make the bag business trending, with splatter images such special, with decorating and customization the key to add-on as a ball tearing through the shirt.” sales. Team Insight asked two “bag men” –– Jonathan Hayden, By offering in-house embroi- dery, he can control delivery times executive VP at Bownet Sports, and Ron Reed, Bownet’s Sports and waive typical minimum order Division President for No Errors bags, for their thoughts on the requirements. “It makes us unique,” state of the bag biz and how dealers can make the most out of it. says Samuelson. “Customers expect The No Errors Top-Pick bag. things to happen instantaneously. They don’t want to wait, and we can deliver caps in two or three days What role does customization selling bags an important part difference may have been the instead of weeks.” play in the bag business? of their business? overall volume of the bag. Now you Caps and bags are popular items Ron Reed: Having your team Hayden: Bags are an essential have bags that are well thought out. for embroidery. “Cap embroidery logo as well as your name on a bag part of all team dealer accessory is more difficult than flat. You have is very popular. Dealers who offer sales. Team bags have become a Finally, what advice would you to make sure to digitize it properly, sport-specific bags at full retail with natural purchase for teams ordering have for team dealers on how consider stretching and pulling free personalization embroidery or uniforms in just about all sports. At they can sell more bags and and get clean edges. Richardson, a logo discount could significantly retail, bags sell well, too, and are make better margins doing it? Pacific and Pukka are the top dogs increase their bag sales. a great accessory add-on to any Hayden: Merchandise them and great with puff embroidery,” he sale. Dealers realize higher sales per better. So often roller bags and says. “Bag embroidery is easier now Where are bags headed in terms customer when they suggest bags. backpacks are put up high on a because some manufacturers design of technology and decorating? wall where customers can’t access them with zip-off pouches that you Reed: Just like other consumer What are the benefits of selling them. Put some on the floor or can remove to embroider.” products, technology is beginning bags? within reach where possible. Sports & Sports still has a viable to lead the way in the bag category. Hayden: The main benefits are all Customers want to be able to embroidery business. “It’s not like Players want bags that will help the add-on sales, including printing, touch, open and experience the it used to be, but we still have a them perform or add convenience in all three of these channels, bags first hand. Similar to bats, sewing department in an industry to a particular task. Players are even though they are different. shoes and gloves, backpacks where it’s harder to find companies looking for bag products that are Schools are usually team-based, have to fit and feel right too. Roller that sew,” says Reichert. “We have specific to their individual needs. so there’s an opportunity for larger bags have features than need to five embroidery heads and it’s still a Factors such as keeping expensive orders. Rec programs can work be pointed out and shown to a popular choice for bags, hats, polos gear safe, organized and accessible the same way as team with larger customer. and jackets.” are important. Easily accessible group orders. Individual sales to Then suggest bags when selling hydration packs and enhanced players looking for either a team or footwear, bats, gloves or apparel. Tackle Twill pockets that will protect key items equipment bag can add even more Often players will buy new bags The popularity of throwback are features that players like to to a bat or footwear sale. Having seasonally, but it’s not the first thing uniforms and all things retro is purchase. a variety of price points – good, they come to your store to buy. shining a bright light on tackle twill. better, best – gives the dealer the Help them out. Durable, lasting and extremely What are athletes looking for in best opportunity to sell a bag to Also, educate your staff. This is popular, tackle twill will always their bags? any player or coach. Bag sales the most important part. Staff that have a niche for decorating Reed: Due to the increased are a great add-on sale any time is well versed in sport-specific bag uniforms and patches and lettering number of games players a customer walks into a sporting features and decoration options will on hoodies, tees, jackets, caps and participate in, they want bags that goods store regardless of what they sell bags to your customers. varsity jackets. will hold up under extended use. came in for. Finally, up-sell your customers. “The retro look has come on Durability is a key. If you just sell on price alone, you’ll strong and all of it is back in play Jonathan Hayden: The higher- Are sport-specific bags sell low-end bags and miss the with sweatshirt designs. A jersey level team players want more becoming more popular? opportunity to sell a higher priced with tackle twill is the traditional valuable equipment. Catchers, Reed: The trend toward bag, which can ultimately make choice for baseball and hockey for example, who can carry up to sport-specific bags continues to you more money. Your customer teams and many refuse sublimation, $1500 worth of equipment, will opt increase. For a long time players will pay more for better-designed, although some of the travel teams for higher-end bag brands. had little choice in bags as most durable bags that fit their sport- go that way,” says Samuelson. manufacturers offered the same specific needs if you offer them a Johnson still has sewers in-house Why should team dealers make types of bags. The only real choice. Q

60 Team Insight / July 2015 teaminsightmag.com

APPAREL / DECORATING

for baseball. “We do a lot of stripes Heat Transfers and piping on baseball pants,” he Heat transfers are the leading says. “Seventy-five percent of our method of decoration with pre-cut tackle twill is baseball and we do a letters and numbers. “With more few football sets. Most is for travel unique number styles in stock, teams, not high schools.” customization and set-up fees Reichert sews tackle twill and have decreased, so this an ideal trim on baseball pants. “We have and cost-effective way to apply the occasional applique on some players’ names and numbers. sweatshirts and a steady varsity It also allows for on-the-spot jacket business of about 300 decoration,” says Sabatini. jackets a year.” Reichert does a lot of business With fewer businesses willing with a heat press and a digital to take on sewing for varsity printer in order to accommodate jackets, Samuelson decorates for customers looking for a unique other team dealers and wholesale look. “I can’t screenprint one companies. “It’s difficult to do well T-shirt, but I can use a photo and it is one aspect of the business transfer with a digital printer and that has been good to us,” says get the design they want,” he says. Samuelson. “We only need one “Overall, transfer technology is so piece to make an order. There are much better. It’s easier to apply, jackets out there in the $500-$700 with a more forgiving temperature range because kids these days get range, and it looks better.” a letter for every activity.” He has created a niche

Holloway’s new Torpedo collection features a screen-mesh pattern in a short sleeve performance top, long sleeve performance top, and a performance short.

printing custom apparel at and rebound properties, making basketball, softball and volleyball them suitable for performance tournaments. “We bring along 100 fabrics. Many are available pre- transfers so we can create and aligned to speed up the application sell custom T-shirts on site,” says process. New materials inhibit Reichert. dye migration, are durable and are Working with fitted garments abrasion resistant. requires forethought. “In the past A wide range of designs can we used a full print, but with the be achieved with heat transfers, smaller decorating areas on fitted including sublimated looks for text garments, the print size often and numbers, sewn looks without requires adjustment,” says Reichert. the stitches, and the look of tackle “We’re always looking at films to twill, camouflage and tiger stripes. consider whether the decoration “Combining tackle twill with looks too large or too small.” heat transfer materials such as New transfers work better with Stahls’ Thermo-Film is a great way today’s fabrics. “To avoid dye to achieve a two-color look, while migration on a red polyester we maintaining a light weight to the may go to a vinyl transfer,” says garment, as two layers of twill Samuelson. “We don’t do it as often are not applied together,” says because we go to the direct screen.” Sabatini. Johnson uses heat transfers Predesigned embellishments to apply names and numbers. can be used to create personalized “We’re seeing some impressive fanwear. new technology from Stahls’ and “Avery Dennison’s Agility heat Avery Dennison that is much transfers allow designers to create more suitable to the current eye-catching apparel without fabrics then the old transfers,” sacrificing performance,” says he says. Suesing. “We’ve been involved Newer heat transfer materials with several major European offer a soft hand, low application football clubs creating fanwear temperature and high stretch with Agility embellishments.” Q

62 Team Insight / July 2015 teaminsightmag.com T200/YT200 SPORT-TEK® COLORBLOCK RAGLAN JERSEYS

STRENGTH. THE TEAM IS ONLY AS STRONG AS THE PREPARATION FOR SUCCESS.

        PRODUCT SHOWCASE / ADVERTISEMENT

Bownet Pearsox Under Armour Teamwork

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Adidas High Five Augusta Sportswear Jaypro

TXE Line Markers Uniform System Offering both a Standard and Pro model of this The new Adidas Custom Bison Uniform is a fully Court Long Sleeve Jersey Zeal battery powered, high pressure Field Marker with an sublimated uniform system that provides the athlete New from High Five, the 42182 Court Long sleeve Augusta Sportswear’s Zeal Hoody wicks moisture excellent history of both durability and functionality with a lightweight, comfortable, and breathable jersey is an upgrade on its Radius long sleeve and has four-way stretch flexibility. It has a brushed worldwide. No engine noise or pollution and very easy on-court experience. Inspired by the New York jersey with its new contoured fit with comfort and inner layer, making it soft against the skin. The scuba to operate. Mark line widths from one to five inches Knickerbockers 1950s design, the uniform is offered performance. It comes in women’s and girls’ sizing hood with contrast lining and the thumbholes in with free marking disks. The Pro version has an added in men’s, women’s (racerback and superback) and in 12 colors. Perfect for your school or travel league. the sleeves provide added style and warmth. It is flush tank for easy cleaning of the filter, pump, pipes youth silhouettes. www.high5sportswear.com available in adult sizes and 10 colorways. and spray head.

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The Game

N2349*/NB2349 Adult: S – 3XL / Youth: S – XL N5334*/NB5334

% 100% Polyester Birdseye, 4.0 ounces per square yard % Moisture Wicking, Odor Resistant, Stain Release % Ultra tight knit resists snagging % Two color side panel on both sides

Cap The GameChanger Perforated cap is super lightweight performance fabric with perforated side panels for increased breathability. It comes in vibrant team colors and is fully customizable.

*ADDITIONAL CONDITIONS MAY APPLY. CALL FOR DETAILS 888 464 3824 | www.A4.com teaminsightmag.com Old Hickory OC Sports A4

BBCOR Bat Old Hickory Bat Company introduces the 9914-BBCOR bat, which features solid, one-piece Diamond Fit Series construction of its proprietary series7 alloy, with The Russell Athletic Diamond Fit Series jersey features Cap Precision Balancing, Variable Wall Technology a tapered waist, along with a mesh side panel insert OC Sports introduces Proflex, digital camo cap in Tri Blend Tee and sting reducing grip. Engineered and built in providing the athlete with a slimmer fitting silhouette team colors. Made of ProTech Mesh performance Q3 Enjoy the softness of a Vintage T-shirt, but it’s new. the USA for maximum pop and performance, the without compromising the player’s range of motion. fabric, this cap also features a flat visor that can be Eight heathered color and a fashion fit in our 50 per- 9914-BBCOR is the hottest one piece bat on the Its newest baseball pant features a mesh gusset, sleek easily shaped to a curved visor if preferred cent poly/37 percent cotton/13 percent rayon fabric. market for 2015. angled knee liners and a mesh insert on the upper back.

Pacific Headwear OrderMyGear Augusta Sportswear

Digi Camo Cap Sell More Gear with OrderMyGear Pacific Headwear’s 408M features a Pro-Model OrderMyGear simplifies online ordering to help Warmup Block Out Jersey shape with sublimated digital camo poly/spandex you sell more gear. On average, its dealers see The Pennant Edge Warmup – Style #1145 – is a The new Block Out Jersey from Augusta Sportswear front panels and spandex trucker mesh back. their team sales jump more than 30 percent after modern Colorblock style with graphite top and team is a wicking jersey with a V-notch panel in the side. The Structured Pro crown features half piping, front panel switching to its online platform. With more than color bottom. Performance interlock quarter-zip with coordinating shorts provide a unique embellishment eyelets, Pro-stitched finish and universal fit. The $100 million in sales and 70,000 stores behind it, color edge collar and personalization platform for opportunity in the V-notch. The uniform also has a visor has U-Shape visor technology and contrast OMG has the experience to help take your business decoration. Eight team colors, sizes XS-4XL. www. matching shooter shirt, and the set comes in nine sandwich/undervisor wrap combo. to the next level. OrderMyGear.com pennantsportswear.com colorways, including Power colors.

ADVERTISER INDEX JULY 2015

A4 ...... 64, 68 Pacific Headwear ...... 41 Adidas ...... 15, 31 Pearsox ...... 13 Augusta Sportswear ...... 3 Pennant ...... 21 Blazer ...... 62 Porter ...... 46 Bownet ...... 55 Pukka ...... 39 Carron Net ...... 52 Rawlings ...... 23 Combat ...... 33 Russell Athletic ...... 35 Delong ...... 11 Sanmar ...... 63 Game ...... 43 Saranac ...... 9 High Five ...... 47 Sof Sole ...... 7 Holloway ...... 5 Spalding ...... 45 Jaypro ...... 49 Stahls’ ...... 6 Jerzees ...... 17 TAG Sports Gear ...... 67 LP Supports ...... 53 Teamwork Athletic ...... 61 Nokona ...... 27 Under Armour ...... 2 OC Sports ...... 37 Under Armour Socks ...... 19

Old Hickory ...... 29 Uni-Sport ...... 57 Archive issues are now available on our website. OrderMyGear.com ...... 54 Zamst ...... 51 Follow Team Insight on facebook. TEAMINSIGHTMAGCOMsFACEBOOKCOMTEAMINSIGHT

teaminsightmag.com July 2015 / Team Insight 65 END ZONE / NEWS

Wilson, Pro Feet Donate to Boys & Girls Club BSN Acquires B&B disputed claims that concussions During NSGA Tennis Clinic In Austin BSN Sports recently completed are epidemic in soccer, citing a the acquisition of B&B Athletics, study that put the concussion rate Pro Feet recently invested in the lives of Austin, TX, youth based in Waco, TX. B&B, in opera- per 1000 games or practices at 0.19 through a donation to the Boys & Girls Club of Austin during tion since 1984, services team concussions for males and 0.33 per- the National Sporting Goods Association’s (NSGA) annual accounts throughout Texas and was cent for females. Management Conference and Team Dealer Summit in Austin. formerly a member of the Sports At the Conference club members participated in a Inc. buying group. With the addition Kelly Joins Rage Fitness tennis clinic hosted by NSGA. of B&B, BSN has added more than Fitness equipment company Rage donated tennis racquets and conference attendees had the 110 sales professionals in the last 12 Fitness has tapped industry veteran opportunity to give back as well. Pro Feet president Taylor months. Doug Kelly to lead the organization Wilson enthusiastically made a donation. as CEO. The company also owns “We love seeing the NSGA use the annual conference as an SSK Partners With CTG Gibson Athletic. Kelly is well known opportunity to give back to the communities in which it takes CTG/Controlling the Game has in the sporting goods industry from place,” Wilson said. “A lot of representatives from the sporting signed on as official licensee and previous stints at Converse, Easton goods industry come to this event and they are looking for distributor of SSK Baseball products Sports, Mizuno Sports, Pro Player ways to invest through their passion for athletics.” in and the Caribbean. Licensed Apparel and as CEO of The multi-year agreement is exclusive Russell Athletic/Spalding. At Gibson, to CTG/Controlling the Game and rep- Kelly will focus on developing part- resents the first time SSK will achieve nerships with key retail partners. broad U.S. and Caribbean consumer availability. Keen Partners With Anthony Cliff Keen Athletic has entered Matix Joins Pukka into a marketing and athlete Pukka, a manufacturer of custom endorsement deal with Women’s team headwear and accessories, has 48 KG freestyle wrestler Victoria hired industry veteran Brian Matix Anthony. A Dave Schultz Memorial as its new national sales director for International and Pan American the Team Sporting Goods Division. Championships gold medalist from Matix joins Pukka after 27 years in California, Anthony was also hailed the sports medicine channel, most as the 2009 Women’s Junior World recently Cramer Sports, where he and is currently ranked was a regional sales director for second in the world at 48 KG. more than eleven years. Spalding Unveils Campaign Soccer Concussion Lawsuit Spalding recently launched a A U.S. District Judge in Oakland, social media sweepstakes and CA, cited “fairly incomprehensible” campaign targeting basketball Top: Young members of the Boys & Girls Club of Austin enjoying their Wilson claims in dismissing a lawsuit fans in partnership with Slam racquets during the Youth Tennis Clinic at the NSGA Management Conference against FIFA, U.S. Soccer and four Magazine. The campaign asks in Austin in May. Bottom: Pro Feet president Taylor Wilson making a donation U.S. youth organizations alleging fans to showcase how they are to the Boys & Girls Club of Austin as part of the NSGA Tennis Clinic. that soccer organizations have #TrueToTheGame. They are invited failed to provide adequate concus- to share photos along with the sion management. #TrueToTheGame #Sweeps hashtag According to a report in Soccer on or Instagram for the America, the lawsuit sought the chance to win a variety of basket- establishment of a medical monitor- ball-related prizes each month, ing program for players with con- including trips to the Basketball Hall cussions and head injuries and the of Fame or Spalding/NBA products. implementation of “return to play” guidelines, a change in substitution SFIA Names Speakers rules and restrictions on heading by SFIA has released a preliminary players under the age of 17. list of speakers for the 2015 SFIA U.S. Youth Soccer, U.S. Club Industry Leaders Summit, tak- Soccer, AYSO and the California ing place September 9-10 at The Youth Soccer Association (Cal Roosevelt Hotel New Orleans. North) were also named as defen- Among the speakers are Matt dants in the class action Mehr Laukaitis, senior VP & GM–retail vs. FIFA suit, which did not seek U.S., SAP North America; Sara Robb monetary damages but asked that O’Hagan, president, Equinox Fitness; the medical monitoring program Ronald Stoupa, chief marketing be paid for by a trust fund set up officer and executive VP, Sports by the defendants. The suit also Authority; and Jim Carroll, futurist, asked for medical personnel to be trends, and innovation expert. required at games and practices. For more information or to regis- U.S. Soccer lawyer Russell Sauer ter: www.sfia.org/ilsrelease. Q

66 Team Insight / July 2015 teaminsightmag.com BRING FORGE YOUR YOUR GAME. GLORY.

TAG Sports Gear has been manufacturing quality products for over 35 years and is looking to expand in your area. For Distributorship information, Please contact us at: (615) 410-4390 or (888) 796-0734.

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