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How to Sell More Racquets How to Sell More Racquets June 2013 Volume 41 Number 6 $5.00 www.racquetsportsindustry.com HHooww ttoo SSeellll MMoorree RRaaccqquueettss SSuucccceessssffuull rreettaaiilleerrss ooffffeerr tthheeiirr ttiippss ffoorr mmoovviinngg ffrraammeess EEmmeerrggiinngg TTrreennddss iinn SSppoorrttss SShhooeess RReessiiddeennttiiaall CCoouurrtt WWiinnnneerr SSttaattee ooff tthhee IInndduussttrryy RReeppoorrtt RAfAEL 'EL UNICO' NADAL (SPA) AEROPROD RIVE RACQUET RPM BLASTS TRING QW RPHBIJst C3RTIJ BLAST m:;:{IT] DUAL m:;:{IT] TEAM It · f1Ul. ..IfillI caJ1 m.Il. calL call mR.. 1.. _ SPIN MASTER LONG LASTING SPIN 1• - EASY SPIN -- - Elabt:1liJII' IJ WWW.FACEBOOK.GOMIBABOLAT BABOLAT · OffiCIAl BAll. RACQUET ANDS TRING Of THEFR ENCHOPE N I Contents Contents RSI JUNE 2013 INDUSTRY NEWS 7 State of the Industry: FEATURES Tennis economy up 3% 7 Dennis Van der Meer 24 Stepping Into the Future into PTR Hall of Fame New performance elements, introduced in categories such as running and bas - 8 Wilson sells direct to ketball, are likely to emerge in the ten - consumers nis-shoe market, too. 26 Tip Sheet 8 Babolat offers new Tennis retailers from around the coun - French Open products try tell us their strategies for selling more racquets. 8 Supplemental health 30 Singular Sensation benefits offered by USPTA A hard court along the water in Florida is a residential facility winner. 10 Peoplewatch 10 Pro Sun Products launches tennis sunscreen 11 Apply for USTA Outstanding Facility honors 11 Sarasota residents rally to save school courts 12 Short Sets 12 NFTC announces regional playoff sites 13 USPTA Conference set for Orlando Cover photo by Jimmy Johnston 14 PTR names 2013 award winners DEPARTMENTS 4 Our Serve 19 TIA News 7 Industry News 20 Pioneers in Tennis 16 Letters 32 Tips and Techniques 17 Retailing Tip 34 String Playtest: Wilson Sensation Control 18 2013 State of the Industry 36 Your Serve, by Kevin Theos 2 2 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com Our Serve A Tennis Balancing Act (Incorporating Racquet Tech and Tennis Industry ) Publishers ne by one, all four Grand Slam tournaments have now David Bone Jeff Williams dug deep and managed to boost the prize money they’re offering pro players, appeasing the pro tours, which had Editorial Director Peter Francesconi been clamoring for more money. In some corners, that “b” [email protected] word—“boycott”—had even been mentioned if prize money O Associate Editor didn’t increase at the Slams. Greg Raven If more money goes to early round losers and to doubles players, helping Design/Art Director them to offset their costs to play on the tour, then I’m all for it. Up-and-coming Kristine Thom pros can definitely use help to play tournaments and get coaching. And doubles Contributing Editors is too often given short shrift at the pro level, which means it doesn’t have the Robin Bateman exposure it should, and that affects the recreational level—doubles play is hugely Cynthia Cantrell important to the growth of the recreational game. Kent Oswald But I’m not jazzed about offering even more bucks to the top players for win - Bob Patterson ning a Grand Slam event. Last year, Roger Federer and Serena Williams each Cynthia Sherman earned $1.75 million for their Wimbledon singles titles. This year, Wimbledon is Mary Helen Sprecher Tim Strawn boosting the top singles prizes to $2.4 million. As one who sees how tennis at the recreational level often struggles to get funds, is that sort of an increase for the Contributing Photographers top players truly helping to grow this game? Think of what could be done at the Bob Kenas David Kenas grassroots with that extra $1.3 million. For the 2013 US Open, the USTA is increasing total prize money by $8.1 mil - RACQUET SPORTS INDUSTRY lion (32 percent over last year) to $33.6 million overall. In this endless loop, Wim - Corporate Offices PO Box 3392, Duluth, GA 30096 bledon, of course, needed to beat that, so it’s now offering $34.4 million overall Phone: 760-536-1177 Fax: 760-536-1171 for this year’s tournament (a 40 percent increase). And the US Open says it has Email: [email protected] committed to increasing prize money to at least $50 million by 2017, which is a Website: www.racquetTECH.com 96 percent increase from 2012 to 2017. Offic e Hours: Mon.-Fri., 8 a.m.-5 p.m. Pacific Time I get that the money the Grand Slams take in supports the recreational game Advertising Director in their respective countries. I completely understand that the US Open is the John Hanna engine that drives community tennis in this country, and I applaud and support 770-650-1102, x.125 the USTA for that. [email protected] But I worry this continuing escalation in prize money will affect how much we have to spend delivering tennis at the community level. I worry that, in efforts to Apparel Advertising make good on future commitments to paying even more money to pro players, Cynthia Sherman 203-263-5243 community tennis budgets, programs and staff may be affected. [email protected] Will the top pros stop playing the Grand Slams if they only win $2 million, vs. $2.5 million? Think what an extra million dollars could do if spread around at the Racquet Sports Industry is published 10 times per community level. How many districts, CTAs, park and recs, school programs, year: monthly January through August and combined youth development initiatives, and 10 and Under Tennis programs could use issues in September/October and November/ December by Tennis Industry and USRSA, PO Box 3392, even a fraction of that money to help grow this sport, to help pay local teaching Duluth, GA 30096. Periodcal postage paid at pros to deliver tennis, to help educate coaches and tennis teachers, to help build Duluth, GA and at additional mailing offices (USPS for the future? #004-354). June 2013, Volume 41, Number 6 © The USTA’s mission “to promote and develop the growth of tennis” clearly 2013 by USRSA and Tennis Industry. All rights includes making sure the US Open is the best it can be, as a premier showcase reserved. Racquet Sports Industry, RSI and logo are for this sport. But let’s make sure this prize money boom for the pros doesn’t lead trademarks of USRSA. Printed in the U.S.A. Phone advertising: 770-650-1102 x 125. Phone circulation to a bust for recreational tennis. and editorial: 760-536-1177. Yearly subscriptions $25 in the U.S., $40 elsewhere. POSTMASTER: Send address changes to Racquet Sports Industry, PO Box 3392, Duluth, GA 30096. Peter Francesconi, Editorial Director [email protected] RSI is the official magazine of the USRSA, TIA,and ASBA 4 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com Simply, The World's Best Qualify for All-Weather Sports Surface LEED Credits ..wwc.oH ... ' ~ ~ -- F·~.. tl,,., '!.e ~-~J For more information or to locate a certified installer in your area F D u- HoAftoN please contact us at 800-USA-NOVA or [email protected] www.novasports.com RSI JUNE 2013 IINNDDUUSSTTRRYY NNEEWWSS INFORMATION TO HELP YOU RUN YOUR BUSINESS WTA Player Li Na Tennis Economy Up 3%, Says New Report Honored By Time ennis in the U.S. is a $5.57 billion business, according to the latest edition of the State of Magazine the Industry report, recently released by the Tennis Industry Association. That represents Ta 3% increase in the total tennis economy from 2011. Time magazine named WTA pro The third edition of the TIA State of the Industry report compiles data from 2012 that the TIA Li Na to the 2013 Time 100, the collects through its more than 70 annual surveys and research studies. The report takes a top- magazine's annual list of the 100 level view of the industry to tell a comprehensive "story of the tennis industry," says TIA Execu - most influential people in the tive Director Jolyn de Boer. world, in its April 29 issue. Li also The report presents important TIA data, trends and analysis so that tennis businesses can was one of seven cover subjects benefit by seeing where this industry has been, where it is now, and where it's going. Important for the issue. for the industry is the 10% growth in the number of "frequent" tennis players, those who play at "I am so excited to be featured least 21 times a year, to 5.31 million in 2012. Frequent players account for more than 70% of all on the cover of Time magazine's expenditures in tennis. Other highlights from this year's report include: 100 Most Influential People In w A 4% increase in overall tennis participation, to 28 million players, and the highest participa - The World issue," Li said. "It's a tion level since 2009. great honor for me to be in the w Positive growth in youth tennis equipment wholesale in 2012, with 38% growth in red, orange, position of being able to help and green tennis ball shipments and 5% growth in youth racquet shipments. grow, promote and further build the sport of women's tennis w An increase in the TIA's new "Tennis Equipment Index," which was up 3 points over the 2011 around the world, especially in valuation. The index is derived from taking the wholesale dollar value of racquets, balls, and my native China. I couldn't be strings shipped into the U.S. tennis market. more honored to be on the list w 2% growth in racquet unit sales for pro/specialty tennis retailers. that includes some of the most w Increased business for both teaching pros and court contractors in 2012.
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