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Gray-Nicolls THE LEADING TRADE MAGAZINE FOR UK SPORTS RETAILERS, MANUFACTURERS AND DISTRIBUTORS Sports www.sports-insight.co.uk £3.50 MAY 2008 Insight THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS INSIDE THIS ISSUE FAIR TRADE IN SEASON THE PARETO PRINCIPLE GRAY-NICOLLS How to boost your Focus on outdoor, football, Streamline your business with Where age-old tradition meets ethical credentials triathlon, running & table tennis the 80/20 rule true innovation HUMANS ARE 70% WATER THE REST IS POWER SOLOSPORT UK LTD, [email protected] AND WWW.TEAMARENA.COM IN THIS ISSUE CONTENTS 05.08 ABC Certification Sports Insight working with Sports Insight has a current ABC certified circulation of 5,186 (audit period July 1, 2006 to June 30, 2007). The Audit Bureau of Circulations (ABC) is an independent audit watchdog that WIN a copy of ‘The verifies magazines’ circulation figures, providing Magic of The FA Cup’ accurate and comparable data for advertisers. triple DVD set. Visit ABC Certification demonstrates a media www.sports-insight.co.uk owner’s integrity, in their willingness to be audited for more information. and to conform to industry standards. COVER STORIES REGULARS 24 GRAY-NICOLLS 06 NEWS Where age-old tradition meets true innovation Latest headlines, key dates and events 30 THE PARETO PRINCIPLE 12 KIT STOP Streamline your business with the 80/20 rule Essential stock for your shop 32 FAIR TRADE 18 FSPA FOCUS How to boost your ethical credentials News from The Federation of Sports and Play Associations 20 MOVERS & SHAKERS Digby Gunson, joint managing director of 74 UNDER THE COUNTER Solosport UK A sideways look at the world of independent retailing 23 WHAT’S HOT footdisc proactive insoles IN SEASON 68 E-TAILING 42 TRIATHLON 46 OUTDOOR Now is the time to overhaul your website’s 48 FOOTBALL search engine optimisation 53 TABLE TENNIS 58 RUNNING & ATHLETICS 63 FOOTCARE FEATURES 34 CHAMPIONSHIP POINT Does Wimbledon increase consumer spending on tennis product? The NPD Group thinks not 37 FITNESS & HEALTH CLUBS Editor: Jeff James Tel: 01273 748675 Group Editor: Ted Rowe All contents © Maze Media (2000) Limited. The views expressed in this Email: [email protected] Publisher: Matthew Tudor magazine are not necessarily those of the publisher. Every effort is made to Assistant Editor: Catherine Eade Art Director: James Philp ensure the veracity and integrity of the companies, persons, products and services mentioned in this publication and details given are believed to be Sub Editor: Joe Curtin Tel: 01206 508601 Email: [email protected] accurate at the time of going to press. However, no responsibility or liability Advertising Manager: Keith Marshall Art Editor: Lewis Webb whatsoever can be accepted for any consequence or repercussion of Tel: 01206 505947 Tel: 01206 508602 Email: [email protected] responding to any information or advice given or inferred. No part of this Email: [email protected] Advertisement Art Director: Brett Glennon publication may be copied, broadcast, interpreted, or stored, in any form, for Fax: 01206 500243. Reproduction: Ace Pre-Press. Tel: 01206 797541 any purpose, without the written permission of the publisher. Advertising Sales Accounts: 01206 505958 ABC certified circulation: 5,186 21-23 Phoenix Court, Hawkins Rd, Colchester, Essex CO2 8JY Published by Maze Media (2000) Ltd, 21-23 Phoenix Court, (audit period July 1, 2006 to June 30, 2007) Group Advertising Manager: Sam Reubin Hawkins Rd, Colchester, Essex CO2 8JY UK SUBSCRIPTION: £25 for one year (10 issues) 04 SPORTS INSIGHT Join the STAG buying group and make great saves with our exclusive discounts. Make substantial savings. Cut your overheads and increase your profits by being part of the largest network of Independent retailers in the UK. We support one another and become stronger. Your business will benefit from: • Huge trade discounts • 130 leading brands • Free invitation to the STAG Buying Show • Reduce your overheads • Take advantage of our superb credit card transaction rate • Increase your profits, cut your costs Mitre - just one of the many leading brands available. and much, much more... Call 01793 715 400 and become a member. www.stagbuyinggroup.com INCREASING YOUR BOTTOM LINE “This tie will go to the second leg, where it will be decided.” Pearls of wisdom from Steve McClaren WHAT’S NEWS ALL THE VERY LATEST IN THE SPORTS INDUSTRY Send your news stories to the Sports Insight news desk WHAT’S NEWS at [email protected] or call 01273 748675 DIARY DATES RUNNING ORDER SHOW SPORTS SOURCE EUROPE June 29-July 1 Munich Order Centre NISTEX July 3 Cranmore Park, Solihull OUTDOOR TRADE FAIR July 17-20 Friedrichshafen OUTDOOR TRADE SHOW 2008 September 30-October 2 Stoneleigh Park THE STAG SHOW 2008 in association with Sports Insight November 23-24 Four Pillars Hotel, Cotswold Water Park ISPO WINTER 09 February 1-4 New Munich Trade Fair Centre ISPO CHINA 09 February 19-21 International Convention Centre, Beijing TRANSFER MARKET Sorbothane …INSTYLE FITNESS has appointed sponsored cricketer JOHN HARVEY (pictured) as sales Matthew Hoggard director…JOHN SCOTT, UK Sport’s international director and director MOBILIS ACQUIRES SACEDI of drug-free sport, has been Mobilis Healthcare has bought Sacedi, a healthcare and sports wholesale business announced as chief executive of based in Toulouse, France. the GLASGOW 2014 Established 20 years ago by Joseph de Massia, who helped pioneer the game of COMMONWEALTH GAMES. He will squash in France, Sacedi has developed into a €1.8million business, wholesale take up his new post in August marketing products as diverse as AirPlus nasal strips and Sorbothane insoles, one of 2008…FIFA has appointed Swiss Mobilis’ top consumer brands. The company has good channels of distribution across HANS KLAUS as its director of communications and public France and has strong links with sports retailer Decathlon, which has 350 stores in 20 affairs…The newly-formed GOVERNMENT OLYMPIC countries and accounts for a substantial share of retail sales in France. EXECUTIVE, set up to scrutinise spending and coordinate “This exciting acquisition will enable the Mobilis Healthcare Group to develop its government departments with regard to London 2012, has commercial activities outside the UK, enabling us to grow profitably with pace across named SARAH JONES as its first head of Europe,” says Mobilis’ chief executive Colin Webb. “I will be working closely with communications…EUROSPORT GROUP has appointed Joseph de Massia, Sacedi’s former CEO, who will be continuing on a consultancy basis, ARNAUD MAILLARD as internet director as part of moves and our own consumer brands business unit on developing the existing customer by the broadcaster to expand its online presence…HI-TEC relationships within France, while laying foundations for innovative growth in Europe.” has announced the departure of global brand president Says Tim Clough, Mobilis sales and business development director: “We are in the TONY LINFORD and that DUNCAN PATMORE will be process of contacting thousands of independent retailers across France, updating them rejoining the company after a previous 11 years’ service. on developments and offering upgrades to Shockstopper+. The response has been His new role as HI-TEC’s product and marketing director really positive, with sales ahead year-on-year.” will be focusing on the brand’s global product development, design and marketing strategy. Linford is to Do you want your store featured in Talking Shop? If you do, become managing director of women’s fashion footwear call 01273 748675 or email [email protected] brand Van Dal… 06 SPORTS INSIGHT PROSTAR ON THE MOVE Prostar, based in Wakefield, is set to move premises after more than 100 years at its Denby Dale site. The sportswear company will move to a larger location on the Wakefield 41 Industrial Estate to accommodate its growing business needs. Following an MBO last year, Prostar’s new management team has re-addressed the business’ focus and taken the decision to move the company in a new direction. Says Doug Bedford, the company’s managing director: “The company’s roots and history lay in Wakefield, so it was important to everyone at Prostar that we remain in the area. The location on the Wakefield 41 estate is ideal for us as, not only does the facility have the space we need, it’s also close to vital transport links.” The 67,000 square foot facility includes more office space and comprises a larger warehouse facility, meaning Prostar will be able to have a dedicated showroom for its teamwear and trainingwear ranges. Says Shane Bray, sales and marketing director of Prostar: “We are constantly adding to our ranges of teamwear and trainingwear and plan to continue expanding the business to cater for all sports. It was felt that larger premises were needed in order for Prostar to develop effectively.” The new premises will be fully renovated with a £1million refurbishment plan before Prostar makes the move. An official launch will mark the opening of the new facility.” Says Doug Bedford: “We were keen to stay in the Wakefield area, and having considered various options in the locality, decided this unit best met our requirements. We are excited about relocating the business to the new facility and expect it to enable us to grow the business in the years ahead.” ADVANCE PERFORMANCE WINS AWARD Advance Performance, the Peterborough and Cambridge- based running store, has won the i-Vita 2008 Award for the Business Showing the Best Example of Growth for at Advance Performance directors received least two years. The award, their award from Steve Cram MBE organised by i-Vita for Bedford Borough Council, is for businesses that operate in the sport, fitness, health and well-being industry sector. Advance Performance scooped the prize because of its understanding of running and what the customer really needs, which has resulted in a 28 per cent year-on-year growth in the business.
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