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Plus: TIA State of the Industry Report Latest data shows gains & challenges

07_TI_COVER_R1.indd 1 6/1/16 2:40 PM ads.indd 1 4/29/16 12:43 PM ads.indd 2 4/29/16 12:43 PM Te nnisIndustry www.tennisindustrymag.com JULY 2016

DEPARTMENTS p.20 4 Our Serve 7 Industry News 14 TIA News 16 Grassroots Tennis 18 Marketing 31 Tips & Techniques 32 String Playtest: Kirschbaum 34 Your Serve, by Lou Marino INDUSTRY NEWS 7 Har-Tru Sports acquired by Tuckahoe Holdings 7 PlaySight to equip all courts at USTA National Campus 7 Tennis leaders gather at USTA symposium 7 USTA joins with NFHS for FEATURES “Coaching Tennis” course 8 USTA names new Chief Marketing Offi cer 20 Money Machines 8 TIA Tennis Forum Aug. 29 With attention to how your ball machine is in New York used, you can hit a revenue winner. 10 Head debuts next generation Speed Limited Edition 10 Peoplewatch 22 Guide to Ball Machines 10 New book chronicles senior Use our exclusive guide of current ball player’s tennis quest machines on the market to fi nd the perfect 11 Tecnifi bre continues “Young Guns” contest unit for your players. 12 Short Sets 13 Tom Daglis to head PTM program 27 2016 State of the Industry at Berry College While the latest TIA research shows some 13 USTA, Discovery team up gains, the State of the Industry report points for “Careers” initiative out a number of challenges we must address.

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TOC.indd 2 5/26/16 10:50 AM TI MAG AD pg.indd 2 5/31/16 2:16 PM Our Serve PUBLISHER JEFF WILLIAMS

EDITORIAL DIRECTOR PETER FRANCESCONI

MANAGING EDITOR SCOTT GRAMLING

CREATIVE DIRECTOR IAN KNOWLES

SENIOR EDITOR ED M GROGAN

Fishing In ART DIRECTOR CRHISTIAN RODRIGUEZ

SPECIAL CONTRIBUTOR Profi table Waters BOB PATTERSON

CONTRIBUTING EDITORS LET’S MAKE THIS CLEAR UP FRONT: them to attend won’t be full of young ROBIN BATEMAN, CYNTHIA CANTRELL, I’m not suggesting tennis providers players that they’ll have trouble keep- PEG CONNOR, KENT OSWALD, CYNTHIA ignore or lessen the appeal of programs ing up with? Don’t assume one email SHERMAN, MARY HELEN SPRECHER available to kids. We must continue to or one poster will appeal to every type CONTRIBUTING PHOTOGRAPHERS get more kids into tennis, and it’s prob- of player, age or gender. Tailor your BOB KENAS, DAVID KENAS ably more imperative now than ever, in messages and, when appropriate, your light of the most recent research that tennis programs. WEBMASTER shows overall tennis participation for With all the emphasis on youth, GREG RAVEN ages 6 to 17 actually slipped from 2014 sometimes it’s easy for older players to ASSOCIATE EDITOR to 2015. In fact, we should re-double get lost in the mix, and then forgotten TIM M ARTHUR our e orts at the local level. We need to completely. It’s one reason why we have play a long game here—young players this “leaky bucket”—we get new players EDITORIAL DIRECTION are our industry’s future. into tennis, yet we also lose a nearly 10TEN MEDIA But we also need to make sure we’re equal number of existing players. TENNIS INDUSTRY not forgetting a key segment of our Appealing to the 50-plus market will 48 W 21st St., New York, NY 10010 playing population—a group that has get and keep players on your courts, 646-783-1450 the time, energy, desire and, especially buying lessons, court time, apparel and [email protected] for our businesses, the money. I’m talk- equipment. It’s not like you need to ing about the 50-plus market. reinvent anything; there are plenty of ADVERTISING DIRECTOR The U.S. Census Bureau says about programs out there already—like POP JOHN HANNA one of every three Americans is over Tennis with ROG on shorter courts, 770-650-1102, x.125 [email protected] the age of 55. Staying healthy and fi t is a Cardio Tennis, and Masters Ten- priority for this group, and the lifetime nis—that can easily cater to this huge APPAREL ADVERTISING sport of tennis should play a vital role audience and provide them with all the CYNTHIA SHERMAN in serving those desires. Baby-boomers right reasons to play this game. Doing 203-558-5911 helped this sport grow decades ago; so will help retain one group of players, [email protected] let’s not assume they no longer have an and provide you the resources to help interest in tennis and being active. attract another. Tennis Industry is published 10 times per year: monthly, January through August with combined Yes, there is money to be made by issues in September/October and November/ reaching out to this segment of the December, by Tennis Media Company, 48 W 21st St., New York, NY 10010. Periodical postage paid in population, but this is also about run- Duluth, GA and at additional mailing offi ces (USPS ning sustainable programs and building #004-354). July 2016, Volume 44, Number 7 © 2016 by Tennis Media Company. All rights reserved. Tennis customer loyalty that can reach down Industry, TI and logo are trademarks of Tennis Media generations—including into the youth Company. Printed in the U.S.A. Phone advertising: 770-650-1102 x 125. Phone circulation and editorial: market. Baby-boomers have children 646-783-1450. Yearly subscriptions $25 in the U.S., and grandchildren, too. Peter Francesconi $40+ elsewhere. POSTMASTER: Send address changes In your outreach to players and to Tennis Industry, 48 W 21st St., New York, NY 10010. Editorial Director Tennis Industry is the offi cial magazine of the USRSA, potential players, are you using [email protected] TIA and ASBA. materials and messages that appeal to Looking for back issues of Tennis Industry/Racquet the 50-plus crowd? Are your clinics, Sports Industry? Visit the archives at our website leagues and programs, along with your at TennisIndustryMag.com for free digital versions. marketing and advertising, reassuring baby-boomers that the clinic you’d like

4 TennisIndustry July 2016 www.tennisindustrymag.com

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Tennis Leaders Gather Har-Tru Sports Acquired At USTA Symposium The USTA held its fi rst USA Tennis by Tuckahoe Holdings Symposium in early May in Orlando, Fla., with representatives from the ar-Tru Sports was sold in mid-May to USTA and organizations including the Richmond, Va.-based Tuckahoe Holdings. ATA, ITA, NIRSA, PTR, TIA, USPTA and Har-Tru had been owned and operated by WTT. The symposium and discussions LuckH Companies since 1998. analyzing the state of the sport were Tuckahoe Holdings is a private investment fi rm led by USTA Chairman of the Board and focused on building a portfolio of operating compa- President Katrina Adams. nies that it owns on a permanent basis, according to The overall purpose of the sympo- a statement on the sale. Har-Tru is the fi rst tennis sium was to introduce U.S. tennis lead- company in the Tuckahoe portfolio. ers to the USTA National Campus and “Our team is extremely excited about this transi- discuss how the new Home of Ameri- tion,” said Pat Hanssen, president of Har-Tru. “This can Tennis can benefi t each attending has been a really positive experience. From the organization and the sport of tennis as beginning, Charlie Luck has wanted to be certain he a whole. Special emphasis was placed sold Har-Tru to the right kind of buyer. Tuckahoe on programming and support for Youth has a buy-and-hold mentality and a strong con- Tennis and U.S. Player Development. sumer focus, and they’re excited to be in the tennis industry. They are going to bring great new energy USTA Joins With NFHS and focus to the business, to our products and, most importantly, to our customers.” For ‘Coaching Tennis’ Course Har-Tru started as Lee Tennis in 1965, providing clay tennis-court material and clay- In partnership with the USTA, the court maintenance tools to the industry. Since then it has evolved into a global tennis National Federation of State High company with a product line that includes natural and synthetic clay court surfaces as School Associations has launched well as equipment, accessories and amenities for all court types. Along with Har-Tru, the “Coaching Tennis” online course the company has developed a stable of well-known brands including ClayTech, Hydro- through the NFHS Learning Center Court, Courtmaster and Hoag. Company operations are based in Troy, Va. Luck Compa- at NFHSLearn.com. The course pro- nies announced its intention to sell Har-Tru last November. • vides information on tennis coach- ing philosophy and techniques, as well as managing a team and its practices. “Coaching Tennis” PlaySight to Equip expands upon the USTA’s teaching philosophy, and serves as a basis for All Courts at Lake Nona coaches to develop their own indi- vidual styles and techniques. ll 102 tennis courts at ages and abilities,” says USTA “Providing educational oppor- the USTA National Executive Director and COO tunities is essential to enhance the Campus at Lake Nona Gordon Smith. skills of high school coaches,” says A Glenn Arrington, director of USTA in Orlando, Fla., will have PlaySight provides an all- either PlaySight’s Smart Court in-one video and analytics High School Tennis. “Our partner- or video technology. Thirty- solution for sports, including ship with NFHS allows us to make two courts will be full Smart video and live streaming, real- a positive impact in our sport by Courts, with analytics and time statistics and analytics, ensuring high school coaches are multi-angle video analysis. instant replay, line calling, and provided valuable resources to help “The USTA National a mobile and social on- and their players.” Campus will be this country’s off -court experience. “We are pleased to add tennis model tennis facility, and with The USTA broke ground at to our list of sport-specifi c courses the addition of PlaySight, the Lake Nona in April 2015, and since all of our states are involved in USTA can bring technology the project is expected to be hosting championships in this popu- generally reserved for top completed late this year. For lar sport,” says Dan Schuster, NFHS

FRED MULLANE/CAMERAWORK USA FRED MULLANE/CAMERAWORK professionals to players of all more, visit playsight.com. • director of educational services.

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IndustryNews.indd 8 5/26/16 10:48 AM Industry News

Tennis becomes the 15th sport with an from creative campaign development to online course through the NFHS Learn- strategic branding and brand imaging, as ing Center. well as digital marketing development and database management. USTA Names New Choyne fills the role held previously by Chief Marketing Officer Sue Hunt, who left the USTA last fall. The USTA has hired retail marketing ex- pert Amy Choyne as chief marketing officer. TIA Forum Aug. 29 in NYC Choyne will oversee the USTA’s marketing The ninth Annual TIA Tennis Forum efforts across all divisions, including com- will be Monday morning, Aug. 29, at the munity tennis and professional tennis. Grand Hyatt New York City. In addition, Choyne joins the USTA from a multi-fac- this year the TIA will present a Tennis & eted retailer marketing career that included Technology fair that will highlight many senior positions at Aeropostale, Kenneth innovative products on the market Cole Productions, Anthropologie, Barneys that are impacting sports and fitness New York, Limited Brands and Giorgio activities. The Forum is free to attend, Armani. Her responsibilities have run but space is limited, so registration is through the entire marketing spectrum, required at tennisindustry.org/forum.

Guinness Record-Holders For Longest Volley Rally win brothers Ettore Rossetti (left) and Angelo Rossetti (right) recently received the certificate recognizing their Official Guinness World Record Tfor the longest tennis volley rally. The twin brothers hit 30,576 consecu- tive volleys on Aug. 8, 2015, at Weston Racquet Club in Weston, Conn. The effort raised over $112,000 for Save the Children. •

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IndustryNews.indd 9 5/26/16 10:48 AM Tennis-Industry-PTR-July-2016.qxp_Layout 1 5/12/16 9:30 AM Page 1

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10 & Under Performance July 9 Austin, TX Aug 13 Wheaton, IL Aug 6 Skillman, NJ Aug 19 Princeton, NJ Aug 13 Oak Brook, IL Aug 20 Cypress, TX Aug 27 Fernandina Beach, FL Aug 28 New York, NY Sept 3 Bannockburn, IL Sept 9 Leawood, KS Sept 10 Palatine, IL Oct 22 Cypress, TX Adult Development Oct 28 Miami, FL July 9 Midland, MI Oct 29 Gadsden, AL July 16 Springfield, TN Nov 5 Springfield, MO Aug 11 Irving, TX Nov 12 Littleton, CO Aug 13 Wichita, KS Nov 16 Los Gatos, CA Aug 13 Reston, VA Dec 3 Wheaton, IL Aug 13 Fernandina Beach, FL Aug 19 Southlake, TX 11 to 17 Aug 20 Boca Raton, FL July 2 Cincinnati, OH Aug 20 Kingsland, GA July 9 Oak Brook, IL Aug 20 Villanova, PA July 16 West Harrison, NY Aug 27 Cincinnati, OH July 23 Cypress, TX Sept 2 Edwards, CO Aug 13 Princeton, NJ Sept 9 Cincinnati, OH Aug 20 Roseville, CA Sept 15 Scituate, MA Aug 25 Brooklyn, NY Sept 24 Cypress, TX Sept 10 Reston, VA Nov 11 Orlando, FL Sept 10 Jacksonville, AL Nov 17 Irving, TX Oct 22 Kingsland, GA Dec 10 Peachtree City, GA Oct 29 Miami, FL

Senior Development Oct 22 Midland, MI Nov 12 Indian Wells, CA Nov 19 Gadsden, AL

For the complete list of PTR workshops, call or visit 843-785-7244 • www.ptrtennis.org Industry News

Head Debuts Next Gen Zverev, is based on the Graphene XT Speed Speed Limited Edition and designed for a versatile game mixing power and control. It has a 16/19 string pattern. Visit Head.com for more details. Book Chronicles Senior Player’s Tennis Quest Late to the Ball: Age. Learn. Fight. Love. Play Tennis. Win. is a new book by former New York Times Magazine edi- tor Gerry Marzorati that recounts his quest to learn tennis in his late 50s and become a competitive player on the national Head has introduced the 2016 Speed senior circuit. Amid the Limited Edition racquet, with its “matte- setbacks and successes, metallic look” to capture the “fast game of Marzorati, an award- the next ‘Speed’ generation,” according winning author, attains a to the company. The frame, created with deeper appreciation for the help of up-and-coming pro Alexander the wonders of tennis, People Watch Steffi Graf, former Vietnam veteran who Agassi will play two-time world No. 1 and 22-time lost the use of his legs French Open champion Grand Slam champion, after being wounded in Sergi Bruguera, again in will be the Tournament combat, passed away Atlanta, in an exhibition Ambassador for the 2016 in May. Johnston, a pas- match on Sunday, WTA Elite Trophy Zhuhai, sionate ambassador for July 31, as part of the held in China Nov. 1-6. tennis, used the sport as BB&T Atlanta Open. Established last year, the a vehicle to recovery and WTA Elite Trophy Zhuhai became an accomplished Former longtime USTA features 12 top-ranked wheelchair player, staffer Tim Curry has singles players, along competing in interna- joined the marketing with six top-ranked tional events. In 2004, he department for the Con- doubles teams. became the first wheel- necticut Open as ticket chair player to compete sales and partnership The International against able-bodied marketing manager. Tennis Hall of Fame and players at a USTA League the International Tennis National Championship. Rafael Fuentes of Federation honored Victorville, Calif., was Vittorio Selmi with the honored with a Lifetime 2016 Golden Achieve- Achievement Award ment Award in recogni- in April by the High tion of his outstanding Desert Tennis Associa- service to tennis. The tion, in conjunction with award was presented by the Spring Valley Lake ITF President Stan Smith Country Club. Fuentes and Francesco Ricci began his tennis career in Bitti, immediate past El Salvador as a ball boy, president of the ITF, at and a few years later won the Italian Open in May. Twenty years after the first of five national their Olympic gold championships. He con- Johnny Johnston medal match in Atlanta, tinued in the sport as a of Gainesville, Fla., a former world No. 1 Andre teaching pro for 46 years.

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IndustryNews.indd 11 5/26/16 10:48 AM Industry News

Top-Selling Racquets at and learns that it’s never too late in life cash prize of $50,000. The inaugural contest Specialty Stores to rediscover the joys of being a student. was won by American Denis Kudla. January-March, 2016 vs. 2015 The hardcover book ($26, published by This year’s four Young Guns are Gregoire Units 2016 113,696 Scribner) went on sale in mid-May. Barrere of France (22 years old, No. 242), 2015 120,046 Mitchell Krueger of the U.S. (22 years old, % change vs. ’15 -5% Tecnifi bre Continues No. 267), Omar Jasika of Australia (19 years Dollars 2016 $17,163,000 ‘Young Guns’ Contest old, No. 220) and Daniil Medvedev of Russia 2015 $17,845,000 As part of the “On The Road to the ATP (20 years old, No. 240). They’ll be evaluated % change vs. ’15 -4% World Tour” program, Tecnifi bre created on their results on the court and their ability Price 2016 $150.95 the fi rst “Young Guns Contest” in 2015. For to share their life on the pro circuit. 2015 $148.66 2016, the four-month contest will follow four The winner’s check will be presented by % change vs. ’15 2% rookies on the pro circuit competing for a the presidents of Tecnifi bre and the ATP at Top-Selling Racquets at Specialty Stores By year-to-date dollars Jan.-March. 2016 Best Sellers 1. Babolat Pure Aero (100) 2016 (MP) 2. Babolat Pure Drive 2015 (MP) 3. Wilson Pro Staff 97 (MP) 4. Babolat Pure Aero Team 2016 (MP) 5. Babolat Pure Aero Lite 2016 (MP) “Hot New Racquets” (introduced in the past 12 months) 1. Babolat Pure Aero (100) 2016 (MP) 2. Babolat Pure Aero Team 2016 (MP) 3. Babolat Pure Aero Lite 2016 (MP) 4. Head XT Radical MP (MP) 5. Wilson Ultra 100 2016 (MP) Top-Selling Tennis Shoes at Specialty Stores By year-to-date dollars, Jan.-March. 2016 1. Asics Gel Resolution 6 2. Prince T22 3. Nike Zoom Vapor 9.5 Tour 2015 4. Nike Zoom Cage 2 5. Asics Gel Solution Speed 3 Top-Selling Strings at Specialty Stores By year-to-date units, Jan.-March. 2015 1. Babolat RPM Blast 2. Prince Synthetic Gut Durafl ex 3. Wilson NXT 4. Wilson Sensation 5. Luxilon Alu Power

(Source: TIA)

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IndustryNews.indd 12 5/31/16 3:49 PM Industry News

Quarterfi nal between June 3 at the end of USTA to measure the best agency will develop Short the U.S. and Croatia, Boulevard, adjacent performing ATP players strategies and pro- July 15-17. The USTA to the USTA National in three categories: grams to engage more Sets will construct a 6,000- Campus. The district also Serving, Returning African-Americans, Nemours Children's seat stadium around will be the home to the and Under Pressure. Hispanics and Asian- Health System and the main court at the USPTA headquarters. These new statistics Americans in the sport. Andrews Institute for center. For tickets, visit and ratings, which can Orthopaedics & Sports usta.com/daviscup. Peter Burwash Interna- be broken down by PBI will be directing Medicine will be the tional (PBI) has sched- surface, year or career, the tennis program at offi cial medical provid- Total prize money uled two World Tennis can be accessed at True Arena Hua Hin, a ers of the USTA National offered at Wimbledon Camps: Sept. 5-9 at the ATPWorldTour.com. premier sports club two Campus in Lake Nona. has increased by 5 per- Bio-Hotel Stanglwirt in hours south of Bangkok The two companies cent for 2016. Singles Austria and Oct. 27-30 After an eight-year with 11 Plexipave will provide the USTA champions will each at the Silverado Resort hiatus, Sun Devil courts. Veteran pro with a team physician, receive $2.9 million, an in Napa Valley, Calif. Athletics announced Arturo Navarro will be sports nutritionists and increase of 6.4 percent. PBI hosted its inaugural the reinstatement of the the tennis director. athletic trainers and will First-round losers will World Tennis Camp last men's tennis program be responsible for medi- now receive $43,000. year. The camps draw at Arizona State. To combat the cal services and care of from PBI’s international increasing integrity visiting athletes, coaches, The Lake Nona Sports network of coaches, des- The USTA has issues in pro tennis, staff and spectators. & Performance District tinations and students to partnered with Tennis Australia has will become the home provide a unique tennis LimeGreen Moroch created the new execu- Tualatin Hills Tennis of the new USTA Florida and cultural experience. to help strengthen its tive position of Head of Center in Beaverton, Ore., Section headquarters. multicultural marketing Integrity and Compli- is the site for the 2016 A ceremonial ground- The ATP and Infosys initiatives. The Chicago- ance, and hired Ann Davis Cup World Group breaking took place on have launched a new way based cross-cultural West to fi ll the role.

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IndustryNews.indd 13 5/26/16 10:48 AM Industry News

the Barclays ATP World Tour Finals in London maximum repulsion and shuttle response. director of the Professional Tennis in November. Both ZyMax 66 Fire and ZyMax 66 Fire Power Management Program at Berry Col- are 0.66-mm strings designed for high lege in Rome, Ga. USTA, Discovery Team performance players. ZyMax 69 Fire is the Kevin Brundle has been For ‘Careers Beyond Court’ heavyweight of the group and is geared to selected to serve as The USTA and Discovery Education, a provide durability and string life. Visit director of tennis at the leading provider of digital content and ashawayusa.com for more information. Rome Tennis Center professional development for K-12 class- and assistant director rooms, have launched a new educational Fila, Hall of Fame Launch of the PTM program. initiative, Careers Beyond the Court. Junior Tennis Program Daglis will oversee the Available at no cost, the program pro- The International Tennis Hall of Fame strategy, operations, staff, finances and vides high school students, educators and Fila have launched a new partnership culture of Rome Tennis Center at Berry and families with resources that explore focused on junior tennis development. College and Downtown Tennis Center. the many career opportunities available It features multiple junior invitational With the PTM program, one of five cur- in the tennis industry. Careers Beyond the tournaments hosted at the historic Hall of rently sponsored by the USTA nationally, Court, the USTA’s first partnership with Fame in Newport, R.I., a new junior Daglis will oversee the four-year academ- a global education company, includes ambassador program and an ongoing ic and experiential/work program. videos, career profiles, industry guides involvement with the Hall of Fame Tennis A career tennis professional, Daglis is a and a list of colleges with specific degrees Club's junior tennis program. certified USPTA Master Professional who to consider. “This new partnership provides an served as USPTA national president. He “To develop the next generation of important opportunity to bring junior is also a former director of the PTM pro- leaders in our sport, it is essential to players to the place where tennis history grams at Methodist University in North provide professional development pro- is celebrated and to educate them about Carolina and Ferris State in Michigan. The grams and education,” says Scott Schultz, the successes of those who have come Rome Tennis Center at Berry College is managing director of USTA University before them in the sport,” says Hall of scheduled to officially open in July. (USTAU). “We are extremely proud to Fame CEO Todd Martin. “We are very team up with Discovery Education to pro- excited by this new partnership and the PBI Resorts Receive Honors vide high school students the resources future opportunities it will offer." Peter Burwash International recently and skills necessary to achieve success in The partnership kicked off at the first received recognition from Real Estate Score- the tennis industry.” Fila Junior Tennis Indoor Invitational card, Bloomberg and TennisResortsOnline. Visit careersbeyondthecourt.com for at the Hall of Fame Tennis Club in April. Real Estate Scorecard’s Tennis Commu- additional information. The two-day tournament drew 18 junior nity of the Year is Reynolds Lake Oconee in players from around New England. The Greensboro, Ga., a program managed by PBI Ashaway Badminton Strings next tournament will take place in July, since 2004 and under the direction of PBI Gain Worldwide Appeal in conjunction with the ATP Hall of Fame tennis director Dave Neuhart. The award also Tennis Championship. recognized the tennis center for its extensive programming, activities and calendar of ITA Partners With FloSports tennis events. The Intercollegiate Tennis Association Four of the eight resorts on Bloomberg. announced a five-year deal with FloSports com’s World’s Most Luxurious Tennis Resorts to provide live streaming coverage of all ITA are PBI-directed tennis programs: Four National Championships and a total of 15 Seasons Resort Nevis, JW Marriott Desert ITA events per year, beginning in the fall. All Springs, Bio-Hotel Stanglwirt in Austria and content and programming will be streamed Jumeirah Beach Hotel in Dubai. And Tennis live on FloTennis.com. Resorts Online’s annual rankings honored six In addition, FloSports, a direct-to-con- PBI-operated programs in its Top 25, with 12 sumer, subscription-based sports media in the Top 50 in the world. company in Austin, Texas, will produce a series of original documentaries that will USRSA Announces New MRTs focus on highlighting college tennis' pro- Master Racquet Technicians grams and personalities, along with a weekly Morrison Carlson—Johns Creek, Ga. Since its introduction last year, Ashaway's college tennis show. Peyton Daniel—Sandy Springs, Ga. ZyMax Fire family of badminton strings has Keith Hardie—Fayetteville, N.C. been racking up impressive sales figures Daglis to Head PTM Jonathan Nation—Roswell, Ga. around the world. The four strings are Program at Berry College Barry Roach—Johns Creek, Ga. ZyMax 62 Fire, ZyMax 66 Fire, ZyMax 66 Fire Tom Daglis has been appointed execu- Peter Haberberger—Victoria, Australia Power and ZyMax 69 Fire. ZyMax 62 Fire is tive director of the Rome Tennis Center at Braeden Beller—British Columbia, Canada a 0.62-mm micro-gauge string designed for Berry College and will also serve as the Jimmy Costmagna—B.C., Canada

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IndustryNews.indd 14 5/26/16 10:48 AM TENNIS INDUSTRY ASSOCIATION State of Industry Report Values STATE OF THE INDUSTRY Tennis Economy at $5.94 Billion 2016 EDITION The TIA will soon publish the sixth edition of its annual State of the Industry report, which analyzes data from the previous year collected through the nearly 80 TIA surveys and research studies. The State of the Industry report contains important information that all segments of the tennis industry can, and should, use to help their business. The full 16-page report will be available to all TIA members. An executive summary of the report, however, starts on page 27.

Highlights from this year’s report include: TENNIS EQUIPMENT INDEX 113 Wholesale performance of racquets, balls and strings TOTAL PARTICIPATION 17.96 M • The U.S. Tennis Economy was worth $5.94 billion in 2015, up from $5.73 billion in 2014. Monitoring growth and tennis demographics

TOTAL TENNIS ECONOMY $5.94 B • Overall tennis participation in the U.S. increased 0.3% from 2014 to 2015, to a total of Measuring the value of the tennis marketplace 17.96 million players. But an additional 14.75 million Americans who are non-players express an interest in playing tennis, while another 12.8 million “consider themselves” players but may not have played in the past year. • “Core” tennis participants, those who play 10 or more times a year, are at 9.96 million, up 0.5%. Core players account for about 90% of all tennis expenditures and nearly 94% of all play occasions. • Teaching pros and court contractors continue to show optimism about the future of the industry. The TIA’s State of the Industry report is available to Industry Level members of the TIA and above. For more information on how to obtain a copy of the report when it is released, contact the TIA at [email protected] or 866-686-3036. TIA Offers New Summer Learning Series The TIA’s new “Knowledge Base” will include a series of educational Throughout June, July and August, the TIA will offer many other webinars this spring and summer that touch on many segments of the webinars, including a three-part series on “Critical Leadership tennis industry. A number of the topics for this “learning series” Components for Running a Successful Tennis Facility” by tennis have been adapted from presentations at the Tennis Owners & industry veteran and consultant Greg Lappin that will include Managers Conference that was held in Miami this past March. segments on leadership, management and motivation; training; and The first webinar was held on May 24, about the developments at how “values dictate success.” the USTA National Campus in the Lake Nona community of Orlando, Other webinar topics in the learning series will include: Fla. The USTA and Andy Odenbach of Tavistock Development Corp. • Membership Sales, Four-Part Series, by Casey Conrad discussed the exciting development at the 63-acre campus, which will be the New Home for American Tennis. • Facility Management, by Doug Cash • Programming Innovation, by Mike Woody • Successful Junior Development Programming, by Ajay Pant • Strategic Management Six-Part Series, by Jim Bates • POP Tennis: The New Short Court Tennis Phenomenon, by Ken Lindner • The Inactivity Pandemic, by Jim Baugh • TIA PHIT KIDS Charity Events, by Jim Baugh • What TIA Research Means To You and Your Facility, by Keith Storey • What’s New for Cardio Tennis Authorized Providers, by Michele Krause • Making Sustainability Efforts Profitable at Your Facility, by P.J. Simmons and Jim Hartzfeld For more information and to see a list of upcoming webinars, email [email protected] or contact the TIA at 866-686-3036.

14 TennisIndustry July 2016 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org Cardio Tennis Has New Training Course, HEART PUMPING FITNESS New Logo

start pump up ace Cardio Tennis, one of the fastest CTTCL1 CTTCL2 TRXCT growing tennis programs in the U.S., has updated its Training Courses for tennis providers, adding a Level 2 for Build Your Pump Up Your Skills— Take Fitness to New Heights— professional education for tennis and Foundation—Cardio Cardio Tennis Training TRX Cardio Tennis: fitness pros. Cardio Tennis also has Tennis Training Course Level 2: • Perform and coach others to safely ® a new logo, which is on the website Course Level 1: • How to deliver sessions set-up and use the TRX Suspension ™ CardioTennis.com and will be rolled out • The six components with unique numbers. Trainer in a tennis environment. ® with other materials and promotions of Cardio Tennis. • Articulate the • Demonstrate and coach the TRX ® for Cardio Tennis Authorized Providers. • How to deliver “standards” of Cardio Cardio Tennis exercises. The Cardio Tennis Training Courses a proper Cardio Tennis. • Demonstrate and coach others have clear learning objectives and Tennis session. • Demonstrate exceptional to modify exercise intensity for levels that build upon each other, • The importance of feeding techniques with individual fitness levels. allowing pros to advance through the heart-rate training. emphasis on timing, • Teach a TRX Cardio Tennis class from training with a solid foundation of tempo, spin and safety. the TRX Cardio Tennis Lesson Plans. skills. Participants receive Continuing Education Units for all Cardio Tennis Authorized Providers who complete various levels of the pathway will be recognized on Training Courses with organizations CardioTennis.com. To find a course, visit CardioTennisTraining.com. To learn more about course such as the USPTA, PTR, NASM, ACE learning objectives and pre-requisites, including becoming a licensed Cardio Tennis provider, visit and NESTA. CardioTennis.com.

TIA Tennis Forum Set for August 29 in NYC The ninth annual TIA Tennis updates from the USTA, and focus given to technology products at the STATE OF THE INDUSTRY Forum will be Monday, Aug. FORUM more. Plus, inductees into the recent TIA “Tennis Tech Fair” held in Miami. 29, on the Ballroom level of the Tennis Industry Hall of Fame will The Tennis Forum in New York also will Grand Hyatt New York City, right be honored in a ceremony at the outline pathways to increasing the number before play begins at the 2016 conclusion of the Forum. of “core” tennis players, ways to better US Open. In addition, this year the TIA will define and boost the economic growth Free to attend, the Forum will present present a Tennis & Technology focus that and impact of the tennis industry, and the latest news about the state of the will highlight many innovative products on effective ways to distribute clear, consistent tennis industry, including participation, the market that are impacting sports and messaging of health, fitness and the reasons equipment sales data, grassroots initiatives, fitness activities. The event continues the to play tennis. Visit tennisindustry.org/forum.

Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org July 2016 TennisIndustry 15 Grassroots Tennis

Play It Forward! CTAs, public parks, high schools and NJTLs are on the front lines when it comes to growing our sport in communities.

SOUTHERN NJTL Volunteer Brings Tennis to the Delta

Over the course of 30 summers, at least 500 youngsters from western Missis- sippi have been introduced to tennis by Birlette Jelks, in just one of the programs he and the Greenville NJTL & CTA have established. Jelks, who founded the organization with Harold Hall and S.B. Buck, coordi- nates hands-on programs and com- munity outreach. “Underprivileged FLORIDA kids who don’t have a clue about tennis come to our summer camps. We are Partnership Results in Huge H.S. No-Cut Gains their tennis program,” explains Jelks. “Greenville provides the facilities; we The Florida High School Athletic both boys’ and girls’ teams. The next 50 provide the instruction and the kids. Association (FHSAA), in partnership schools to register each received one And we also have a regional reach. In with USTA Florida, has increased high free case. the Delta, there is only us—Greenville, school “No-Cut” tennis teams from Thad Hawkes, entry-level tourna- Greenwood, Ruleville, Cleveland and 22 at the end of 2015 to 164 registered ment coordinator for USTA Florida and Leland all bring kids by the busload.” schools thus far in 2016. a high school coach, coordinated the On the agenda is a lesson about “The No-Cut program gave kids effort. As a No-Cut coach himself, he Arthur Ashe, who co-founded the who wouldn’t normally make the team has seen the difference the program has NJTL in 1969. “We teach children to be an opportunity to participate,” says made in keeping kids in tennis. better players. We teach them to be Will Adams, the contract adminis- “The hardest thing for a coach is to better sportsman and better citizens. tration specialist for the FHSAA. “I tell someone that they didn’t make the We teach them respect,” Jelks says. received several calls from coaches team,” Hawkes says. “The other con- In 2004, Jelks’ family was named the thanking us so they could take advan- sequence is that the student may very Mickey McNulty Family of the Year by tage of the program.” well drop tennis and pick up another the USTA Southern Section. The for- USTA Florida invested $15,000 in the sport. Growing the No-Cut program is mer Alcorn State player has seen about program, offering the first 100 schools just the first step in growing the oppor- 30 youngsters develop into college to register two free cases of tennis tunity for high school tennis in years to tennis players, including his own two

balls, or four cases if the school had come.”—Rick Vach children.—Ron Cioffi USTA PHOTOS COURTESY

16 TennisIndustry July 2016

07_TI_Grassroots.indd 17 5/26/16 3:53 PM “PLAYSIGHT IS THE ULTIMATE PLAYER DEVELOPMENT TOOL” Paul Annacone Former coach of Pete Sampras and Roger Federer PlaySight Edge Since 2015

playsight.com

PS Tennis Industry-ANNACONE-JAN2016.indd 1 2016-02-05 11:10 AM 07_TI_FOB_TennisMarketing.indd 17 18

H By CaseyConrad and sales—willhelpbringmorepeopletoyourcourts. A three-pronged approach—initiatives, marketing How toMovetheNeedle bring thoseconcepts into yourindustry. industry, findwhat’s working andthen however, outsideyour youneedgo increase yourbusinessby 100percent, try andemulatethem.Ifyouwant to successful operatorsinyourindus- by 10percent,youshouldfindthemost if youwant toincreaseyourbusiness liant marketers ofalltime,believes that move theneedleinrightdirection? Why, then,hasitproven sohardto morepeople inthegame. to engage

Tennis Industry Jay Abraham, oneofthemost bril- question. We allworkattrying play tennis?It’s not anew ow doweget morepeopleto July 2016 Marketing revival andgrow, theindustry needs sumer isnot sitting athomesaying, using theproduct.Theaverage con- service instead ofaspecific outcomeof ing thattheypromote the productor their initiatives aretoodirect,mean- businesses ororganizationsfailwhen and,ultimately,goodwill interest. Most or PRcampaignthatdrives awareness, elements, successisunlikely. marketing andsales. Without allthree approach thatincludesinitiatives, done. Thatmeansamulti-faceted to emulatewhatother industries have If tennis is going to experience a to experiencea If tennisisgoing • Initiatives areany typeofprogram Tennis

ponent. The goal ofevery initiative, ponent. Thegoal HealthClubSalesTraining.com. and marketing. Herwebsite is written books andarticlesaboutsales presenter worldwidea featured andhas for 27 years.fitness industry She’s been consultant CaseyConrad hasbeeninthe International salesandmarketing filled—and so, too, willyourcourts! • and sales, yourprospectpipelinecanbe comfortable asking. tobuyandstaff encouraged needstobe to most people.Prospectsneedtobe not something thatcomesnaturally Keep inmind,sales skillsarelearned, professional sales skillsareimportant. a newbehavior, andthisiswhere people needsomesupporttostart than educationplusmotivation. Most The realityis, sales isnothing more tennis—will solve theirissues. education abouthow yourproduct— is but rememberthattheprimarygoal a calltoactionintothesematerials, ways Weave tokeep prospectsengaged. audios, videosandlive events areall communication. Emails, newsletters, standing, whichhappenswithquality action requireseducationandunder ing tennis. To move anindividualto who have expressedaninterest inplay should betobuildalist ofprospects activity, outreachoradvertisement result ofplaying tennis. should focusonsolvingaproblemas need todirectlycorrelatetennis, but with funactivities, etc. Initiatives don’t independence, keep theirkidshealthy or shewants toloseweight,maintain how toplay tennis.” More likely, he “Gee, Ithinkitwouldbefuntolearn By balancinginitiatives, marketing • • Marketing isthesecondcom- is the final component. Sales isthefinalcomponent.

- 5/31/16 10:23AM -

PHOTO SHUTTERSTOCK ads.indd 19 4/29/16 12:43 PM 2016 Guide to Ball Machines Money Machines With some attention to how your ball machine is used, and our exclusive guide, you can hit a revenue winner. By Peter Francesconi

Is your ball machine in constant use? It should be, because when it is, it’s a cash machine for your business. Chances are, you probably have that ball machine sitting in a corner, unplugged and covered, with a bin full of dead balls. It gets pressed into service only when someone rents it by the hour or half-hour. It’s great that you offer rental time, but this pay-to-play program means your players need to open their wallets each time, so they need to budget for it. That, in turn, might cause them to not use the machine as often as they should to improve their game.

Welcome to the Machine With proper planning and ample use, a ball machine should more than pay for itself.

Consider creating a ball-machine “club,” where customers Lessons and Clinics purchase a pass to use the machine regularly, or even on an A ball machine also should be a key tool for teaching pros unlimited basis, without having to pay each time. Once they and incorporated into lessons and clinics. With a ball purchase a pass upfront, then it’s up to them to schedule time machine across the net, the pro can stand next to the stu- with the machine. dent to provide coaching and encouragement. At the same There are many ways you can set up this ball-machine club. time, the player gets consistent feeds, can work on a variety The pass could be a simple card that players buy, which then of strokes and shot sequences, and gets plenty of repetition. gets punched or stamped each time they use the machine. It’s all about hitting a lot of balls. Plus, the machine provides You could also incorporate the purchase of the pass into your an opportunity for videotaping the student hitting a specific club management software. Pricing can be on a sliding scale, shot. When a teaching pro uses a ball machine in lessons, the so the more time a customer buys, the cheaper it is per hour. student often shows quick improvement—which means he or However you make it work for your club or facility, your play- she will be excited to continue playing and improving! ers will benefit and groove their strokes by regular, more fre- When you or your staff use a ball machine with lessons and quent use of the machine. clinics, it helps to promote the machine to your players—and

20 TennisIndustry July 2016 www.tennisindustrymag.com www.tennisindustrymag.com

BallMachine.indd 1 5/26/16 11:06 AM even to others who see what’s happening on the court. This can, and should, work hand-in-hand with your ball machine club pass. The pro can give students “homework”—shots he or she should work on using the ball machine. (Another plus is that using the machine in lessons may save some wear and tear on teaching pros themselves.)

Ball-Machine Essentials There are a few things you need to make sure you have handy when it comes to promoting ball-machine use among your players. First, make sure it has fresh tennis balls. For a player spending good money to improve his or her game at your facility, there’s nothing worse than having the ball machine cough up dead balls. It’s frustrating and can be a sign that untangling the cord, it will take a longer time to set up, and management has little regard for its customers. your members won’t want to hassle with it. Also get a ball mower, especially if the player is paying by So, how do you pick the right machine for your facility? the hour. People get tired of picking up balls long before they See our exclusive chart on the following pages, which lists all get tired of hitting them and, within reason, no one wants to sorts of features, statistics and details for ball machines on feel they’re losing time and money picking up balls. the market now, including suggested retail prices. Have a sign-in/sign-out procedure for ball-machine use. Once you have your new machine, or a revitalized ball- This will help to keep track of the machine’s remote control machine program ready to go, consider holding a demo day (players pick up the remote when they sign in at the desk that showcases the value of the machine, especially if it has for the ball machine; they return the remote when they sign new features your players never used before. Then market out). You can also use it to monitor and calculate total hourly your demo day with a sign-up sheet, email blasts, etc. At the use, important for keeping up with maintenance intervals. event, promote your ball-machine club passes. Avoid tangles by putting the ball-machine extension cord With a little promotion, you can easily turn your ball on a reel. This may sound trivial, but if staff has to spend time machine into a revenue machine for your business.

Dirt Oasis A new, private red-clay court located on a semi- private island in Miami Beach won the ASBA's Bronze Award.

www.tennisindustrymag.com www.tennisindustrymag.com July 2016 TennisIndustry 21

BallMachine.indd 2 5/26/16 11:06 AM 2016 Guide to Ball Machines

Ball Machines on the Market

Model Price Warranty Dimensions (MSRP) (years) (Storage Inches)

Elevation Control Able to Feed # of programs that can Ball Capacity Weight (Lbs.) Feeding Intervals Elevation Control Able to Feed Lobster Sports • 800-526-4041 • www.lobstersports.com PropulsionSpinning Wheel Air Pressure (seconds) Top Speed (MPH) (Electric) (Manual) Able to Feed Lobs Topspin & UnderspinSidespin OscillationNo Oscillation Oscillation - RandomOscillation - Programable# of shots in programbe stored Elite Freedom $799 2 Years 21" x 14" x 20" 150 35 X 2-12 65 X X X $119 X 8.5 b X X $49 X 1, 5 Elite Liberty $899 2 Years 21" x 14" x 20" 150 35 X 2-12 70 X X X X $119 X 8.5 b X X $169 X X $49 X 1, 6 Elite One $1,089 2 Years 21" x 14" x 20" 150 40 X 2-12 80 X X X X $119 X 18 c X X $169 X X $49 X 1, 6 Elite Two $1,349 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X X X $119 X 18 c X X $169 X X $49 X 1, 7 Elite Three $1,599 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X X X $119 X 18 c X X $169 X X $49 X 1, 8 Elite Grand Four $1,899 2 Years 21" x 14" x 20" 150 44 X 2-9 80 X X X X X X X X $119 X 18 c X X $300 X X X $49 X 2, 9, 10 Elite Grand Five $2,199 2 Years 21" x 14" x 20" 150 44 X 2-9 80 X X X X X 6 6 X X X X X $119 X 18 c X X $300 X X X $49 X 3, 10 Elite Grand Five Ltd. Edition $2,499 2 Years 21" x 14" x 20" 150 44 X 2-9 80 X X X X X 6 6 X X X X X $119 X 18 c X X $300 X X X $49 X 4 Phenom $2,999 2 Years 32" x 25" x 50" 250 99 X 2-9 85 X X X X X X X X X X $300 X X X $99 X 2, 9, 10 Phenom Two $3,499 2 Years 32" x 25" x 50" 250 99 X 2-9 85 X X X X X 6 6 X X X X X X $300 X X X $99 X 4 Match Mate • 800-837-1002 • www.matchmatetennis.com Rookie $449 2 Yeara 11" x 11" x 22" 70 22 X 2-10 35 X Topspin X X 8 X X X 11 Quickstart $558 2 Yeara 12.5" x 12.5" x 28" 80 29 X 2-10 30 X X X 8 X X X X X 12 iSAM Value $759 2 Yeara 19" x 17.5" x 18" 250 34 X 2-10 65 X X X X 8 X X X X X X 13 iSam Extend $799 2 Yeara 19" x 17.5" x 18" 250 39 X 2-10 65 X X X X 16 X X X X X X 14 iSam Ultimate $999 2 Yeara 19" x 17.5" x 18" 250 39 X 2-10 65 X X X X 16 X X X X X X SAM P1 Value $1,099 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X 15 Sam P1 Pro $1,199 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X Sam P1 Ultimate $1,299 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X Sam P 4 Trainer $1,599 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X 15 Sam P 4 Pro Trainer $1,799 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X X X Sam P 4 Ultimate $1,899 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X X Sam Coach $3,999 3 Year 35" x 25" x 50" 250 87 X 1.5-8 95 X X X X X X 7 7 X X X X X X X X 16 Playmate • 800-766-6770 • www.playmatetennis.com Half Volley $1,595 2 Year Ltd. 19" x 21" x 25" 200 42 X 1-10 70 X X X X X 17 X X X X $99 X 17 Volley $2,095 2 Year Ltd. 19" x 21" x 25" 200 46 X 1-10 70 X X X X X 2 X 17 X X X X X $99 X 18 Ace $3,995 3 Year Ltd. 35" x 21" x 38" 200 85 X 1-10 90 X X X X 3 X X X X X X $5,425 $99 X iSmash $5,175 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X $5,425 $99 X 19 Deuce $5,995 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X X X X X X $5,425 $99 X 20 Genie $6,945 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X X X X X X $5,425 $99 X 21 iSmash w/ iPlaymate Tennis $5,995 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 8 INFINITE X X X X X X X X X X X $5,425 $99 X Grandslam $8,675 3 Year Ltd. 35" x 21" x 38" 300 110 X 1-10 120 X X X X X X 7 X X X X X X X X X X X $5,425 $99 X 21 Robot Optimizer • 888-8BOOMER • www.playmatetennis.com Boomer (with camera) $14,450d 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000 X X X X X X X X X X $3,895 X X 22 Boomer (without camera) $12,450e 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000 X X X X X X X X X X $3,895 X X 23 Silent Partner • 800-662-1809 • www.sptennis.com Lite (Edge Series) $799 2 Year 24" x 22" x 16" 200 35 X 1.5-10 95 X X X X X 9 X $40 X Lite-R (Edge Series) $949 2 Year 24" x 22" x 16" 200 35 X 1.5-11 95 X X X X X 9 X X X X $40 X 24 Sport (Edge Series) $949 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X X 18 X $40 X Star (Edge Series) $1,099 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X $249 X 18 X X X X $40 X 24 Rival (Scoop Series) $1,399 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X 3 $100 X 18 X X X X X X $40 X 25 Quest (Scoop Series) $1,799 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 2 3 X X X $249 $100 X 18 X X X X X X $40 X 26 Smart (Scoop Series) $2,299 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 20 3 X X X X X $249 $100 X 18 X X X X X X $40 X 27 Spinfire • 888-976-6532 • www.mambatennis.com Pro 1 1899 2 Year 26" x 20" x 20" 200 50 X 2-15 80 X X X X X X 20 X X X $39 X 28 Pro 2 2049 2 Year 26" x 20" x 20" 200 50 X 2-15 80 X X X X X X 20 X X X X X X $39 X 28 Pro 2 with Portable Battery Pack 2099 2 Year 26" x 20" x 20" 200 38 X 2-15 80 X X X X X 20 X X X X X X $39 X 28 Sports Attack • 800-717-4251 • www.sportsattack.com Ace Attack $6,995 5 Year Ltd. 34" x 53" 220 150 X 1-10 110 X X X X X X 4 X X X X $119 X 29

a1 year battery 1 - Fast charger $99 10 - iPhone/Android remote-control compatible b2-4 Hours of Court Time 2 - 6 pre-programmed court drills (6-ball sequence per drill) 11 - Great for youth and beginners to work on dealing with topspin c4-8 Hours of Court Time 3 - 12 pre-programmed court drills + 6 custom programmable court 12 - Especially designed for 10 and Under Tennis dor $600/month drills + 2-line narrow, medium, wide 13 - Extra heavy-duty battery $35, 110/220-volt AC converter $135, wireless remote $100 eor $300/month 4 - 12 pre-programmed court drills + 6 custom programmable court drills + water-resistant cloth storage cover $68 18 locations to choose from + 2-line narrow, medium, wide 14 - Comes standard with two 8-amp 12-volt batteries 5 - Horizontal oscillation 15 - Lob Enhancer $30,110/220-volt AC converter $135, water-resistant storage 6 - Horizontal oscillation + spin control cover $68, adjustable oscillation width 7 - Triple-oscillation (horizontal + vertical oscillation) 16 - Ships via LTL freight, feeds balls from 30" above ground 8 - Triple-oscillation + 2-line narrow, wide 17 - Oscillation upgrade $245, remote-control upgrade $325, additional non-memory 9 - 3 position settings of 2-line (narrow, medium, wide) battery upgrade $180

22 TennisIndustry July 2016 www.tennisindustrymag.com www.tennisindustrymag.com

1607_TI_FEAT_Ball-Machines-Chart_FINAL.indd 22 5/26/16 11:08 AM Adjustable DepthAdjustable within Spin withinAdjustable HeightAdjustable within Interval within Runs on Battery or Power Smart Charger comesSmart Charger available Remote Control comesRemote Control available Remote Control ofRemote Control of Serving Tower - Built-inServing or Tower - Optional Cover available asIncludes an Wheels for Lobster Sports • 800-526-4041 • www.lobstersports.com Program Program Program Program Player Simulation PowerMode Cord Runs on Power CordRuns Only on Battery OnlyBattery Amp/HourBattery Life IndicatorBattery Swapability Standard as option Remote Control Standard as an optionRemote Control - CordRemote Control - WirelessOscillation Program SettingsMiscellaneous Included Accessory Cover comes Standardoption Portability Other Features Elite Freedom $799 2 Years 21" x 14" x 20" 150 35 X 2-12 65 X X X $119 X 8.5 b X X $49 X 1, 5 Elite Liberty $899 2 Years 21" x 14" x 20" 150 35 X 2-12 70 X X X X $119 X 8.5 b X X $169 X X $49 X 1, 6 Elite One $1,089 2 Years 21" x 14" x 20" 150 40 X 2-12 80 X X X X $119 X 18 c X X $169 X X $49 X 1, 6 Elite Two $1,349 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X X X $119 X 18 c X X $169 X X $49 X 1, 7 Elite Three $1,599 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X X X $119 X 18 c X X $169 X X $49 X 1, 8 Elite Grand Four $1,899 2 Years 21" x 14" x 20" 150 44 X 2-9 80 X X X X X X X X $119 X 18 c X X $300 X X X $49 X 2, 9, 10 Elite Grand Five $2,199 2 Years 21" x 14" x 20" 150 44 X 2-9 80 X X X X X 6 6 X X X X X $119 X 18 c X X $300 X X X $49 X 3, 10 Elite Grand Five Ltd. Edition $2,499 2 Years 21" x 14" x 20" 150 44 X 2-9 80 X X X X X 6 6 X X X X X $119 X 18 c X X $300 X X X $49 X 4 Phenom $2,999 2 Years 32" x 25" x 50" 250 99 X 2-9 85 X X X X X X X X X X $300 X X X $99 X 2, 9, 10 Phenom Two $3,499 2 Years 32" x 25" x 50" 250 99 X 2-9 85 X X X X X 6 6 X X X X X X $300 X X X $99 X 4 Match Mate • 800-837-1002 • www.matchmatetennis.com Rookie $449 2 Yeara 11" x 11" x 22" 70 22 X 2-10 35 X Topspin X X 8 X X X 11 Quickstart $558 2 Yeara 12.5" x 12.5" x 28" 80 29 X 2-10 30 X X X 8 X X X X X 12 iSAM Value $759 2 Yeara 19" x 17.5" x 18" 250 34 X 2-10 65 X X X X 8 X X X X X X 13 iSam Extend $799 2 Yeara 19" x 17.5" x 18" 250 39 X 2-10 65 X X X X 16 X X X X X X 14 iSam Ultimate $999 2 Yeara 19" x 17.5" x 18" 250 39 X 2-10 65 X X X X 16 X X X X X X SAM P1 Value $1,099 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X 15 Sam P1 Pro $1,199 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X Sam P1 Ultimate $1,299 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X 16 X X X X X X X Sam P 4 Trainer $1,599 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X 15 Sam P 4 Pro Trainer $1,799 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X X X Sam P 4 Ultimate $1,899 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X X X X 16 X X X X X X X X Sam Coach $3,999 3 Year 35" x 25" x 50" 250 87 X 1.5-8 95 X X X X X X 7 7 X X X X X X X X 16 Playmate • 800-766-6770 • www.playmatetennis.com Half Volley $1,595 2 Year Ltd. 19" x 21" x 25" 200 42 X 1-10 70 X X X X X 17 X X X X $99 X 17 Volley $2,095 2 Year Ltd. 19" x 21" x 25" 200 46 X 1-10 70 X X X X X 2 X 17 X X X X X $99 X 18 Ace $3,995 3 Year Ltd. 35" x 21" x 38" 200 85 X 1-10 90 X X X X 3 X X X X X X $5,425 $99 X iSmash $5,175 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X $5,425 $99 X 19 Deuce $5,995 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X X X X X X $5,425 $99 X 20 Genie $6,945 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7 X X X X X X X X X X X $5,425 $99 X 21 iSmash w/ iPlaymate Tennis $5,995 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 8 INFINITE X X X X X X X X X X X $5,425 $99 X Grandslam $8,675 3 Year Ltd. 35" x 21" x 38" 300 110 X 1-10 120 X X X X X X 7 X X X X X X X X X X X $5,425 $99 X 21 Robot Optimizer • 888-8BOOMER • www.playmatetennis.com Boomer (with camera) $14,450d 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000 X X X X X X X X X X $3,895 X X 22 Boomer (without camera) $12,450e 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000 X X X X X X X X X X $3,895 X X 23 Silent Partner • 800-662-1809 • www.sptennis.com Lite (Edge Series) $799 2 Year 24" x 22" x 16" 200 35 X 1.5-10 95 X X X X X 9 X $40 X Lite-R (Edge Series) $949 2 Year 24" x 22" x 16" 200 35 X 1.5-11 95 X X X X X 9 X X X X $40 X 24 Sport (Edge Series) $949 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X X 18 X $40 X Star (Edge Series) $1,099 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X $249 X 18 X X X X $40 X 24 Rival (Scoop Series) $1,399 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X 3 $100 X 18 X X X X X X $40 X 25 Quest (Scoop Series) $1,799 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 2 3 X X X $249 $100 X 18 X X X X X X $40 X 26 Smart (Scoop Series) $2,299 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 20 3 X X X X X $249 $100 X 18 X X X X X X $40 X 27 Spinfire • 888-976-6532 • www.mambatennis.com Pro 1 1899 2 Year 26" x 20" x 20" 200 50 X 2-15 80 X X X X X X 20 X X X $39 X 28 Pro 2 2049 2 Year 26" x 20" x 20" 200 50 X 2-15 80 X X X X X X 20 X X X X X X $39 X 28 Pro 2 with Portable Battery Pack 2099 2 Year 26" x 20" x 20" 200 38 X 2-15 80 X X X X X 20 X X X X X X $39 X 28 Sports Attack • 800-717-4251 • www.sportsattack.com Ace Attack $6,995 5 Year Ltd. 34" x 53" 220 150 X 1-10 110 X X X X X X 4 X X X X $119 X 29

18 - Additional non-memory battery upgrade $180 25 - 16-button remote 19 - Deuce Conversion Box $1,355, Genie Conversion Box $2,305, iPlaymate Tennis $995 26 - 20-button remote 20 - iSmash Conversion Box $535, Genie Conversion Box $2,305, iPlaymate Tennis $995 27 - 22-button remote 21 - iSmash Conversion Box $535, Deuce Conversion Box $1,355, iPlaymate Tennis $995 28 - Internal oscillation–machine does not swivel sideways while shooting balls; optional 22 - Plays games, rates shots, uses a camera, talks to players, cordless headphone $79 carry case/dust cover; optional $129 fast charger; optional $149 AC charger; horizontal system ($500 or $50/month), wireless printer for analysis ($2,000 or $100/month), oscillation–medium & wide; self-calibrates to center on start using infrared sensors; 30-day radar gun, iPod input with speakers, allows user to modify level, height, frequency money-back guarantee (no fee); 2-line drill—narrow, medium, wide; vertical oscillation; and speed triple/all-court/3-D oscillation (horizontal & vertical); all-function antenna-less remote 23 - Talks to players, cordless headphone system ($500 or $50/month), iPod input with snooze for low-power mode; convert to portable battery with $69 upgrade; portable with speakers, allows user to modify level, height, frequency and speed battery only needed for recharge; add optional $49 internal battery to double running time 24 - 2-button remote 29 - All-in-one serving machine with variable-height release points for groundstrokes as well

www.tennisindustrymag.com www.tennisindustrymag.com July 2016 TennisIndustry 23

1607_TI_FEAT_Ball-Machines-Chart_FINAL.indd 23 5/26/16 11:08 AM 2016 Guide to Ball Machines

Ball Machines on the Market

Model Price Warranty Dimensions (MSRP) (years) (Storage Inches)

Elevation Control Able to Feed # of programs that can Ball Capacity Weight (Lbs.) Feeding Intervals Elevation Control Able to Feed Sports Tutor • 800-448-8867 • www.sportstutor.com PropulsionSpinning Wheel Air Pressure (seconds) Top Speed (MPH) (Electric) (Manual) Able to Feed Lobs Topspin & UnderspinSidespin OscillationNo Oscillation Oscillation - RandomOscillation - Programable# of shots in programbe stored Tennis Twist $289 3 Year 10" x 11" x 23" 28 11 5 15 X X X 6 D Cells Tennis Tutor ProLite - Basic $699 3 Year 12" x 19.5" x 18" 125 22 X 1.5-10 60 X X X X X 9 X X $70 X $35 Tennis Tutor ProLite $799 3 Year 12" x 19.5" x 18" 125 29 X 1.5-10 60 X X X X X 9 X X $70 X $35 30 Tennis Tutor $1,099 3 Year 12" x 19.5" x 20" 150 42 X 1.5-10 85 X X X $50 X 18 X X $200 X X $35 X 30, 31, 32 Tennis Tutor Plus $1,299 3 Year 20" x 19.5" x 20" 150 46 X 1.5-10 85 X X X X $50 X 18 X X $200 X X $35 X 30, 31, 33, 34 Tennis Tutor Plus Player Model $1,749 3 Year 20" x 19.5" x 20" 150 46 X 1.5-10 85 X X X X X 5 X X X $50 X 18 X X $200 X X X $35 X 30, 31, 33, 35 Tennis Tower - Competitor Classic $1,395 3 Year 36" x 23" x 22" 225 60 X 1.5-8 85 X X $270 X X X X Tennis Tower - Competitor $1,645 3 Year 44" x 23" x 22" 225 60 X 1.5-8 85 X X $270 X X $200 X X X X Tennis Tower - Professional Player $2,245 3 Year 44" x 23" x 22" 225 60 X 1.5-8 85 X X X X 5 X X X X X X X X X 35, 36 Shot Maker - Standard $3,200 3 Year 38.5" x 31" x 21.5" 300 96 X 1-6 95 X X X X X 3 X $200 X X X X Shot Maker - Deluxe $4,200 3 Year 38.5" x 31" x 21.5" 300 96 X 1-6 95 X X X X X 6 9 X X X X X X X X X X 37 Wilson Portable $11,495 3 Year 22" x 14" x 20" 110 38 X 1.5-10 75 X X X X $50 X 12 X X $200 X X $35 X 30 Tennis Cube $579 3 Year 15" x 12" x 13" 70 24 X 2-10 50 X X X X 6 X X 38 Tennis Cube - Oscillation Model $659 3 Year 15" x 12" x 13" 70 24 X 2-10 50 X X X X 6 X X 38 ProLite Plus - Basic $889 3 Year 22" x 14" x 20" 110 36 X 1.5-10 60 X X X X X 9 X X $70 X $35 X 38 ProLite Plus $989 3 Year 22" x 14" x 20" 110 36 X 1.5-10 60 X X X X X 9 X X $70 X $35 X 38

30 - External battery pack $150, external AC power supply $125 35 - Multi-function remote $200 31 - Smart-fast battery upgrade $45 36 - Player simulation included 32 - 2-line oscillation $200 37 - Multi-function remote $300 33 - AC/DC option $200 38 - External battery pack $130, external AC power supply $125 34 - Player simulation $200

Streamline & Simplify Club Scheduling •Efficient, powerful tools for •front desk staff and management •Allow online access by members - •for bookings or just ‘view only’ •Affordable - most clubs pay less •than the cost of a single can of •balls per day! it’s time TRY OUR COMPLETELY RISK-FREE SETUP AND 3-MONTH TRIAL! to lose the paper!

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24 TennisIndustry July 2016 www.tennisindustrymag.com www.tennisindustrymag.com

1607_TI_FEAT_Ball-Machines-Chart_FINAL.indd 24 5/26/16 11:08 AM Adjustable DepthAdjustable within Spin withinAdjustable HeightAdjustable within Interval within Runs on Battery or Power Smart Charger comesSmart Charger available Remote Control comesRemote Control available Remote Control ofRemote Control of Serving Tower - Built-inServing or Tower - Optional Cover available asIncludes an Wheels for Sports Tutor • 800-448-8867 • www.sportstutor.com Program Program Program Program Player Simulation PowerMode Cord Runs on Power CordRuns Only on Battery OnlyBattery Amp/HourBattery Life IndicatorBattery Swapability Standard as option Remote Control Standard as an optionRemote Control - CordRemote Control - WirelessOscillation Program SettingsMiscellaneous Included Accessory Cover comes Standardoption Portability Other Features Tennis Twist $289 3 Year 10" x 11" x 23" 28 11 5 15 X X X 6 D Cells Tennis Tutor ProLite - Basic $699 3 Year 12" x 19.5" x 18" 125 22 X 1.5-10 60 X X X X X 9 X X $70 X $35 Tennis Tutor ProLite $799 3 Year 12" x 19.5" x 18" 125 29 X 1.5-10 60 X X X X X 9 X X $70 X $35 30 Tennis Tutor $1,099 3 Year 12" x 19.5" x 20" 150 42 X 1.5-10 85 X X X $50 X 18 X X $200 X X $35 X 30, 31, 32 Tennis Tutor Plus $1,299 3 Year 20" x 19.5" x 20" 150 46 X 1.5-10 85 X X X X $50 X 18 X X $200 X X $35 X 30, 31, 33, 34 Tennis Tutor Plus Player Model $1,749 3 Year 20" x 19.5" x 20" 150 46 X 1.5-10 85 X X X X X 5 X X X $50 X 18 X X $200 X X X $35 X 30, 31, 33, 35 Tennis Tower - Competitor Classic $1,395 3 Year 36" x 23" x 22" 225 60 X 1.5-8 85 X X $270 X X X X Tennis Tower - Competitor $1,645 3 Year 44" x 23" x 22" 225 60 X 1.5-8 85 X X $270 X X $200 X X X X Tennis Tower - Professional Player $2,245 3 Year 44" x 23" x 22" 225 60 X 1.5-8 85 X X X X 5 X X X X X X X X X 35, 36 Shot Maker - Standard $3,200 3 Year 38.5" x 31" x 21.5" 300 96 X 1-6 95 X X X X X 3 X $200 X X X X Shot Maker - Deluxe $4,200 3 Year 38.5" x 31" x 21.5" 300 96 X 1-6 95 X X X X X 6 9 X X X X X X X X X X 37 Wilson Portable $11,495 3 Year 22" x 14" x 20" 110 38 X 1.5-10 75 X X X X $50 X 12 X X $200 X X $35 X 30 Tennis Cube $579 3 Year 15" x 12" x 13" 70 24 X 2-10 50 X X X X 6 X X 38 Tennis Cube - Oscillation Model $659 3 Year 15" x 12" x 13" 70 24 X 2-10 50 X X X X 6 X X 38 ProLite Plus - Basic $889 3 Year 22" x 14" x 20" 110 36 X 1.5-10 60 X X X X X 9 X X $70 X $35 X 38 ProLite Plus $989 3 Year 22" x 14" x 20" 110 36 X 1.5-10 60 X X X X X 9 X X $70 X $35 X 38

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www.tennisindustrymag.com www.tennisindustrymag.com July 2016 TennisIndustry 25

1607_TI_FEAT_Ball-Machines-Chart_FINAL.indd 25 5/26/16 11:08 AM

Tennis Research

TENNIS INDUSTRY ASSOCIATION STATE OF THE INDUSTRY 2016 State of 2016 EDITION the Industry TENNIS EQUIPMENT INDEX 113 Wholesale performance of racquets, balls and strings TOTAL PARTICIPATION 17.96 M Monitoring growth and tennis demographics

TOTAL TENNIS ECONOMY $5.94 B Measuring the value of the tennis marketplace While the latest TIA research The full, 16-page shows some gains, the State 2016 State of the Industry report is available to all TIA members. of the Industry report points For membership information, visit out a number of challenges TennisIndustry.org/Membership. we must address.

oth overall and “core” tennis participation rose slightly over the past year and are among the bright spots in the Tennis Industry Association’s 2016 “State of the Industry” report. Another highlight is that an additional 14.75 million Americans who are non-players expressed an interest in playing tennis, while another 12.8 million “consider themselves” tennis players, although they may not have played in the past year. But the annual report also indicates the industry faces a number TIA U.S. Economic Index 2008-2015 of challenges, including declining levels of consumer 120 104 108 Bspending on equipment, declining youth player 100 101 101 98 103 101 participation in 2015, an aging player base, and lack of 100 growth in the wholesale equipment market. 80 The TIA’s 2016 annual report, based on year-end 2015 60 research and data, puts the overall “tennis economy” at $5.94 billion, up 3.6% from a year earlier, and giving 40 the sport a 108 on the TIA Economic Index scale, which 20 is determined by factors such as expenditures for 0 participation, facilities, programs, equipment, ad revenue, 2008 2009 2010 2011 2012 2013 2014 2015 sponsorships, etc.

Total U.S. Tennis Economy $5.94 Billion TIA Economic Index = 108 (2008=100)

Participation Facilities Program Program Player Media Pro Tour Delivery- Delivery- Equipment 17.96 M College Pro Ad Revenue Sponsor Total* Revenue $ Balls Revenue Coaches Lesson & Spectator 9.96 M Revenue $ Strings Hours TV Spend Core Teams Coverage $ Racquets

Arrows reflect component changes from 2014 to 2015

www.tennisindustrymag.com July 2016 TennisIndustry 27 Tennis Research

The Industry at a Glance (2015 data)

Total Tennis Economy $5.94 Billion Manufacturer Year-End Wholesale Shipments (units) Total Participation 17.96 Million Tennis Racquets 2.78 Million Youth Tennis Participation Tennis Strings 3.15 Million Ages 6-12 2.11 Million Tennis Balls (including ROG) 129.6 Million Ages 13-17 2.11 Million Red, Orange, Green Balls 5.61 Million Core Tennis Players (10+ times a year) 9.96 Million Cardio Tennis 1.82 Million

Participation Overall, 17.96 million U.S. tennis players hit the courts U.S. Tennis Participation – in 2015, up 0.3% from 2014, according to data from the Physical Activity Council (PAC) Study (2009-2015) Physical Activity Council (PAC) 2015 Participation 20 18.72 Study, the largest single-source independent sports 18.55 17.90 17.96 18 17.77 17.68 participation project in the U.S. 17.02 “Core” tennis players, who play 10 or more times a 16 year, rose slightly at 0.5% to 9.96 million in 2015. Core 14 tennis players account for an estimated 90% of total 12 expenditures in the sport and 94% of play occasions. The 10 percentage of adult core players in the 18- to 24-year-old 8 Millions of Players age segment rose 2%, while those 25-34 and 45 & above 6 remained flat. Core players for ages 55 and up grew 1.4%. 4 “Our industry has a great opportunity to create more players—and more core players—by addressing the ‘latent 2 demand’ we see in the 14.75 million Americans who are 0 2009 2010 2011 2012 2013 2014 2015 interested in playing tennis, along with the nearly 13 million other individuals who consider themselves to be tennis players but haven’t picked up a racquet recently,” says TIA President Jeff Williams. What Would Encourage You to Play More Tennis: Total Play Occasions (Millions) – PAC Study Tennis Players and Latent Demand - PAC Study 1. More time. 500 464 446 443 6.6 443 6.6 7.5 7.8 2. Better access / closer 84.6 Latent Demand 400 79.6 83.0 82.2 14.75 M (Number of non-players who distance to courts. are interested in tennis) 3. More / good people to 300 play with. Intermittent (consider 12.80 M 4. More money / less 200 372.7 themselves players) 356.3 352.5 356.5 expensive to play. 100

17.96 M Total Active Tennis Players 0 2012 2013 2014 2015

21+times/year 4-20 times/year 1-3 times/year Total 2015

28 TennisIndustry July 2016 www.tennisindustrymag.com Tennis Research

Overall youth participation dipped slightly in 2015, as players in the 6- to 12-year-old range fell 1.1% to 2.11 million, Youth Tennis Participation 2012-2015 - PAC Study while 13- to 17-year-old players dropped 5.5%, also to 2.11 2012 2012 2014 2015 million. Youth core players (ages 6-17), however, grew 5.3% 2.50 M as young tennis players who play 10 or more times a year 2.11 M 2.11 M took to the courts more in 2015 than 2014. This overall drop 2.00 M in youth participation may be largely attributed to less casual 1.50 M and occasional players in 2015, Adult Core Players by Age an ongoing challenge in keeping (10+ times/year) - PAC Study 1.00 M youth engaged in sports and being 0.61 M 100% 0.50 M physically active. 0.28 M 90% 19% 0.00 M Core Players at a Glance All Players All Players New Players New Players (PAC Study) 80% 6~12 13~17 6~12 13~17 Total # of Players 9.96M 18% Male 50% 70% Participation Rates by Age-Under 18s Female 50% 55+ 60% 30.0% Average Age (6+) 31.9 45~54 Average Age (18+) 19% 39.4 50% 35~44 25.0% Ethnicity White - 65% Black - 10% 40% 25~34 20.0% Asian - 11% Baseball 18~24 Basketball Hispanic - 10% 30% 24% 15.0% Soccer (Outdoor) Median Household Income $75,741 (adults) Volleyball (Court) 20% 10.0% Football (Tackle)

Core Player Play 418M Tennis Occasions 5.0% 10% 20% % of age group participating

Average Times Played in 42.0 2015 0.0% 0% 6 7 8 9 10 11 12 13 14 15 16 17 Est. Annual Tennis $443 Expenditure/Player 2015 Age

Wholesale Equipment Market at a Glance - Millions (2015) Equipment Shipments of red, orange and green (ROG) tennis balls Category Units % Change Dollars % Change Units Dollars to retailers were up 1.3% to 5.61 million units in 2015. Racquets 2.78 -6.0% 93.05 -4.6% However, while ROG ball shipments have risen 399% from its introduction in 2008 to 2015, the rate of growth is slowing, as

Youth Racquets 0.74 -9.0% 9.69 -5.7% retailers, facilities and teaching professionals better understand Strings 3.15 -0.3% 23.61 -2.3% their ROG tennis ball needs. Balls* 129.6 -4.5% 90.4 4.7% Overall, the wholesale tennis equipment market in the U.S. has been flat. The TIA’s “Tennis Industry Equipment Red, Orange, Green 5.61 1.3% 4.7 -0.6% Balls Index” (going back to data from 2003, where the base index is 100) gauges the performance of the wholesale distribution *One Unit = 1 Ball of racquets, balls and strings. The 2015 Equipment Index is unchanged from 2014 in “nominal dollars,” at 115, and dropped Racquets, Balls, and Strings Wholesale Shipments - Millions of Units (2007-2015) from 90 to 89 in “real dollars.” 5 140 For year-end 2015, wholesale tennis racquets were down 6.1% to 2.78 million units, youth tennis racquets dropped 9% to 4 129.6 120 3.15 100 740,000 units, total tennis balls (which include ROG balls) grew 3 80 4.5% to 129.6 million, and tennis strings declined 0.3% to 3.15 2 2.78 60 million. 40 1 Long-term trends reflect an evident decline: From 2008 to 20 2015, total wholesale racquet shipments have dropped 39%,

0 0 Millions of Ball Units Shipped 2007 2008 2009 2010 2011 2012 2013 2014 2015 with the largest drop in mass merchants and chain stores, and in racquets at the youth and low-end recreational level of the Millions of Racquets & String Units Shipped Total Racquet Shipment Units Total String Shipment Units Total Ball Shipment Units price scale. www.tennisindustrymag.com July 2016 TennisIndustry 29 Tennis Research

Teaching Pros, Facilities and Court Builders In 2015, 45% of teaching pros reported an increase in their Court builders also are optimistic about the current and on-court teaching business, down 2% from 2014. Teaching future states of their business, with 76% rating it “strong” pros forecast a positive 2016, with 51% projecting an or “very strong,” and 79% expecting business to increase increase in business (compared to 52% in 2014). in 2016 (compared to 65% expecting increased business The average number of private lessons taught each week the previous year). Court builders are benefitting from the rose 1% in 2015, while the number of weekly group lessons increased business with the rise of short-court alternative increased 5%. forms of tennis.

Change in On-Court Teaching Business: Last 12 Months Current State of the Tennis Court Construction Business Compared to Previous 12 Months 1. Very weak 2. Weak 3. Average 4. Strong 5. Very strong Mean 100% 100% 3% 2% 5.0 13% 14% 14% 12% 13% 15% 16% 19% 90% 26% 25% 20% 21% 90% 30% 4.5 80% 80% 20% 44% 70% 32% 4.0 Decreased 70% 39% 3.88 31% 31% 37% 36% 60% 48% 49% 3.4 3.5 3.5 36% 38% 60% 35% 50% Stayed the

50% 3.0 63% 3.0 Mean same 40% 53% 2.7 % of Teacher respondents 40% 2.6 2.5 30% Increased 2.3 49% 30% 36% 50% 50% 48% 47% 45% % of contractor respondents 20% 38% 37% 38% 29% 2.0 20% 10% 30% 25% 1.5 10% 0% 13% 11% 9% 3% 2% 6% ES 2010 LS 2010 2011 2012 2013 2014 2015 0% 2% 1.0 ES 2010 LS 2010 2011 2012 2013 2014 2015

Pro/Specialty Retailers Pro/Specialty Retail Racquet Unit Sales - 2007-2015 (Thousands) Pro shop and specialty tennis retailers saw an annual drop Q1 Q2 Q3 Q4 Total in overall racquet unit sales of 1.1% in 2015. This slight 900 overall decrease for the year comes after a 10% decline 800 822 in Q4 year-over-year unit sales, despite a net increase in 795 188 731 each of the earlier quarters of the year. Timing, sell-in and 700 164 724 720 719 690 677 previous West Coast port issues were factors attributed to 169 158 161 157 669 156 the fluctuation. 600 163 146 Specialty retailers also continue to express concerns over 500 282 280 competition from online-only retailers, changing consumer 238 253 242 249 230 buying habits, and the market disruption caused by giants 400 215 218 Thousands Amazon and Ebay. 300 TIA Executive Director Jolyn de Boer adds, “Growing 209 207 198 trends in ‘smart’ technology including sensors in wearables 200 188 194 188 185 182 186 and racquets have the ability to attract new consumers, 100 increase retention and add new revenue streams.” 143 143 115 126 121 139 120 118 120 0 2007 2008 2009 2010 2011 2012 2013 2014 2015

30 TennisIndustry July 2016 www.tennisindustrymag.com Tips and Techniques Reader Know-How in Action

More Direction many other) racquets have an odd a guide. This way, even when the logo Bob Patterson’s article (“Following number of crosses. Because you start is flipped over, you can still determine Directions,” June 2016) about paying the crosses from the head and not the the correct position by aligning the attention when servicing new direc- throat using the two-piece technique, tips of the arrows with the sixth main tional racquets was great, especially you have to take into account that and third bottom cross. his advice regarding bumper-guard the top cross will thread through the and grommet replacement. His string- frame counter to the way the bottom ing advice dealt only with one-piece cross will thread through the frame. stringing, though, so anyone doing With the Babolat Pure Drive, start- two-piece will need to observe a ing the crosses in the wrong direction couple of additional pointers. not only means you miss the benefits For example, on Prince O-Port of the Woofer system, but also that frames (which as Patterson points the grommet-strip splits on each side out are directional), the mains end at of the head of the racquet will not be the head. Thus, Prince also puts the covered by an outside loop of string. 5 sets of Pacific PLX string to: “short side” marking at the head. Unfortunately, each of these errors is Sam Chan, MRT, Australia so subtle that you can easily complete the racquet without realizing you Professional Prince Stencils installed the crosses incorrectly. Editor’s note: Back in November 2006, we ran a tip about how to do a Prince stencil. I still see amateur string- ers get it wrong, and after seeing my second professional tournament on television with incomplete Prince stencils, I thought it might be time to Additionally, Prince labels a grommet revisit this topic. on the opposite side of the racquet After stenciling the strings using with “starting knot.” the Prince stencil, remove the stencil You will be able to see that the and fill in the non-inked portions of string is not lying in the protective the “P,” where the support bars are for relief in the bumper guard, but getting the inside of the “P.” Not only does the the direction wrong also means the finished stencil look as if the strings grommet-strip splits will not be cov- were stenciled by the Prince factory, ered. It is a lot easier to see the strings but you don’t have to work as hard lying outside of the bumper guard to get the stencil ink right up to the reliefs on these racquets, but no less edges and into aggravating to redo the racquet. the corners If you mount one of these racquets Because I am so accustomed to of the stencil so the “short side” label is on the starting my crosses from the right where the right, the marked grommet for the side of the frame, I mount these support bars starting knot for the crosses will be on directional frames “upside-down” so are, because the left (or long) side. Simply observe that stringing them involves the same there won’t be the markings, and the directional motions and techniques as stringing any lines there aspects will fall neatly into place. non-directional racquets. after you do For racquets such as the Babolat 5 sets of Gamma Ocho string to: your touch-up. Aero Drive and Babolat Pure Drive, L. Hodges, Apple Valley, Calif. —Greg Raven which have the mains end at the throat, mounting the racquet so Stencil Alignment Tips and Techniques submitted since the “short side” label is on the right During tournaments, most team 1992 by USRSA members and ap- means you have to tie the starting stringers also do the stenciling, too. I pearing in this column have all been knot for the crosses on the same side think the most difficult logo to stencil gathered into a searchable database as the label (not the opposite side) to is Luxilon—it’s hard to get the “back” on www.racquettech.com, the official get the directional elements correct side of that logo to match the “front.” members-only website of the USRSA. on the crosses when stringing with To make this easier, I cut some Submit tips to: Greg Raven, USRSA, the two-piece technique. arrows at the edges of the stencil, PO Box 3392, Duluth, GA 30096 or The difference is that these (and using the front side alignment lines as email [email protected].

www.tennisindustrymag.com www.tennisindustrymag.com July 2016 TennisIndustry 31

07_TI_TipsTechniques.indd 1 5/26/16 11:11 AM String Playtest On the Court Pro Line II Rough promises spin—and our playtest team agreed, rating it the seventh best string in the Spin category of the 192 strings we have playtested for publication. Hand-in-hand with this, the playtesters also rated Pro Line II Rough the 15th best string in the Control category. Kirschbaum Pro Line II Pro Line II Rough also garnered an excellent rating in Durability, and was judged to be well above average in Resis- Rough 1.25 tance to Movement and Tension Reten- tion. Accordingly, the overall score is well above average. In the Lab No playtester reported premature fray- We tested the 1.25-mm Pro Line II Rough. ing or peeling, one reported buzzing and The coil measured 40 feet, 11 inches. The fi ve reported notching. diameter measured 1.25 mm prior to stringing and 1.23 mm after stringing. We Conclusion recorded a string-bed stiffness of 69 RDC If you have customers looking for a spin units immediately after stringing a Wilson string, Pro Line II Rough is much easier to Pro Staff 6.1 95 (16 x 18 pattern) at 60 install than some of the geometric spin pounds on a constant-pull machine. options on the market. It has all the charac- After 24 hours (no playing), string- teristics needed by players who generate bed stiffness measured 62 RDC units, their own power, and with three different representing a 10 percent tension loss. gauges, you can dial to your customers' Our control string, Prince Synthetic Gut specifi c needs. Original Gold 16, measured 78 RDC units If you think that Kirschbaum Pro Line II immediately after stringing and 71 RDC Rough might be for you, fi ll out the coupon units after 24 hours, representing an 8.3 to get a free set to try. —Greg Raven percent tension loss. In lab testing, Prince Synthetic Gut Original has a stiffness of 217 and a tension loss of 11.67 pounds, Playtester Ratings: while Kirschbaum Pro Line II Rough 1.25 Ease of Stringing irschbaum Pro Line II Rough is has a stiffness of 194 and a tension loss (compared to other strings) a third-generation co-polyester of 19.56 pounds. Pro Line II Rough 1.25 Much easier: 2 Somewhat easier: 5 string with a roughened surface added 15.7 grams to the weight of our K About as easy: 11 designed for extra spin, with balanced unstrung frame. Not quite as easy: 14 precision and power. According to The string was tested for fi ve weeks by Not nearly as easy: 2 Kirschbaum, the string comes from 34 USRSA playtesters, with NTRP ratings Overall Playability a development of new materials and from 3.5 to 5.5. These are blind tests, with (compared to the string played most often) playtesters receiving unmarked strings in Much better: 0 mastery of the low-temperature fusion Somewhat better: 8 at which they are processed, resulting unmarked packages. The average number About as playable: 8 in a feel that’s similar to a synthetic gut of hours playtested was 23.8. Not quite as playable: 14 regarding playability, but with all the Kirschbaum does not provide a tension Not nearly as playable: 4 virtues of polys. It also does not move recommendation, so we allowed our play- Overall Durability testers free rein. Pro Line II Rough does (compared to other strings of similar gauge) and will hold its tension, the company Much better: 6 says. Pro Line II Rough is suited for have some coil memory. The surface tex- Somewhat better: 14 competitive players of all ages. ture creates extra drag through grommets About as durable: 12 Pro Line II Rough is available in 1.20 and when pulling crosses through mains— Not quite as durable: 2 mm, 1.25 mm and 1.30 mm in black along with some noise. It is not diffi cult, Not nearly as durable: 0 just different. We almost ran out of string Rating Averages only. It is priced from $9 for 40-foot From 1 to 5 (best) sets, and $109 for reels of 660 feet. on an oversize racquet, so perhaps the Playability: 3.4 For more information on any of these extra density implied by the high weight of Durability: 4.2 strings, or to place an order, contact the string helps it withstand stretch. Power: 3.1 Kirschbaum at 866-443-4428, or visit No playtester broke the sample during Control: 3.8 (15th overall) stringing, eight reported problems with Comfort: 3.3 kirschbaumusa.com. And be sure to Touch/Feel: 3.1 read the conclusion of this review for coil memory, fi ve reported problems tying Spin Potential: 4.1 (7th overall) details about getting a free set of Pro knots, two reported friction burn and eight Holding Tension: 3.5

Line II Rough to try for yourself. reported other problems. Resistance to Movement: 3.8 OF KIRSCHBAUM PHOTO COURTESY

32 TennisIndustry July 2016 www.tennisindustrymag.com

StringPlaytest.indd 36 5/26/16 12:11 PM Playtester Comments “Easy to string, easy on the arm, and lots of control and touch.” 5.0 male serve- and-volley player using Wilson Pro Staff RF strung at 52 pounds LO (Gamma Live Wire Pro 16)

“While a little challenging to string due to the texture of the string, the spin and play- ability were excellent.” 4.0 male all-court player using Wilson Burn 100S strung at 50 pounds CP (Wilson Black Savage/ Wilson Sensation 16/16)

“Great string for a 3.5 player because of how comfortable it is and easy to play with.” 4.0 male all-court player using Prince Warrior strung at 55 pounds CP (Prince Tour XP 17 )

“Good overall string for all levels. Gives you a bit more bite to the ball because of the texture. Has good overall feel and spin. Power was a little lacking.” 5.0 male all- court player using Head Prestige Pro strung at 57 pounds LO (Head Sonic Pro 16)

“Great spin potential, though I personally would blend with a multifilament to soften it a bit.” 5.0 male baseliner with moderate spin using Babolat Pure Drive + strung at 50 pounds CP (Babolat RPM Blast/Babolat Xcel 17/17)

(Strings normally used by testers are in parentheses. For more tester comments, visit www.tennisindustrymag.com.) • FREE PLAYTEST STRING PROGRAM Kirschbaum will send a free set of Pro Line II Rough to the first 500USRSA members who cut out (or copy) this coupon and send it to: USRSA, Attn: Kirschbaum String Offer, 310 Richard Arrington Jr. Blvd. North, Suite 400, Birmingham, AL 35203 or fax to 760-536-1171, or email the info below to: [email protected] Offer expires July 15, 2016 • Offer only available to USRSA members in the U.S. Name: ______USRSA Member number: ______Phone: ______Email: ______If you print your email clearly, we will notify you when your sample will be sent.

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StringPlaytest.indd 37 5/26/16 12:11 PM Your Serve

Using All the Tools A veteran pro uses ROG balls with players of all ages to keep them active, in the game and improving. By Lou Marino

recently had a new participant in my weekly clinics who was coming I back to tennis after five years away. She had broken her ankle, and during her long recovery had lost interest in playing, although it was probably more a loss of confidence, thinking that she may re-injure herself. When she saw my hoppers filled with red, orange and green balls, she asked, with visible con- cern, “Why the kiddie balls? I thought this was an adult clinic.” I’ve heard this frequently from adults I teach, ever since red, orange and green balls (ROG) were heavily promoted for Youth Tennis. The different color balls provide a more positive overall experi- ence for players of all skill levels. With lower pressures, they move a bit slower and bounce a bit lower than traditional yellow tennis balls. Red (Stage 1) balls are slightly larger and 50 percent slower than yellow balls, and are great for beginners of all ages. I back to tennis, and even with some points with me feeding the ball in. The different color balls intermediate hitters. They allow play- We started with Triples (one up and provide a more positive ers to enjoy getting and keeping more two back) with orange balls. After 15 overall experience for balls in play. minutes we split into pairs and played players of all skill levels. For the first five minutes of our clinic, doubles points with green balls. six players lined up side by side on the By the end of our clinic, our new use them as a short-court warm up, to service line, at which point I fed them player was pleasantly surprised—and challenge players’ footwork and racquet red balls from my service T. They hit convinced “ROG” isn’t just for kids! • control and help develop consistency. back to me so I could hit the ball to the Orange (Stage 2) balls are regulation next person in line and keep the rally Lou Marino is a USPTA size, but weigh slightly less and travel going. Then for the next five minutes, pro who runs Cardio 25 percent slower. I use these with a they lined up single file at the T, hit a Tennis and Youth Tennis 60-foot court and for rallying while red ball, side-stepped across the service programs, and lives, playing “Triples” in our Cardio Tennis line, down the singles line, across the teaches and provides and other programs. In addition, we baseline and got back in line to hit racquet service in the allow two bounces. again. It was constant action. greater Bluffton/Hilton Head Island, S.C., area. Green (Stage 3) balls are regulation Later, we worked on ground strokes, size and weight, but travel 10 percent controlling the center of the court and slower. We use these on a full-size court moving in to volley, all with yellow We welcome your opinions. Please email

with adult beginners, players coming balls. For the last half hour, they played comments to [email protected] PHOTO SHUTTERSTOCK

34 TennisIndustry July 2016 www.tennisindustrymag.com www.tennisindustrymag.com

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