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. talented people in the world, and w 13% growth in total hours of tennis TV coverage and 14% growth in unique TV viewers of ten - to make an impact on women nis in 2012, driven by viewership of the 2012 London Olympics. and women athletes. I am grate - “The tennis industry moved in a positive direction in 2012," says TIA President Greg Mason. ful to Time for giving women's "Like many other industries, we still have challenges, but the TIA, together with our industry part - tennis the recognition it deserves." ners and the USTA, is focused on strengthening this industry and the business of tennis. The extensive research that the TIA does is unique among sports, and it's an important part of our The list, currently in its 10th year, support of this industry." recognizes the activism, innova - The 16-page State of the Industry report is an annual release made available to Industry Level tion and achievement of the members of the TIA and above. Contact the TIA at [email protected] or 866-686-3036. world's most influential individu - als. Chris Evert wrote the tribute to Li that appeared in the maga - Dennis Van der Meer Is Inaugural zine. Li made several historic Inductee in PTR Hall of Fame breakthroughs in 2011, becoming the first Asian player to reach a TR Founder and President Dennis Van der Meer Grand Slam final at the Australian became the inaugural inductee into the PTR’s newly Open, subsequently becoming the Pformed Hall of Fame, in a ceremony during the first Chinese player to reach the Parade of Nations at the PTR Symposium on Hilton Head Top 10, and a few months later Island May 2. becoming the first Asian player to The 80-year-old Van der Meer, who had suffered a stroke, win a Grand Slam title at the French Open. Earlier this year she was brought out onto Court 12 at Shipyard Racquet Club in made her third Grand Slam final, a wheelchair, following a moving tribute by Dr. Jim Loehr. again at the Australian Open, and Luciano Botti presented Van der Meer with a plaque, and she is currently the No.5-ranked the tennis teaching legend acknowledged the cheers of the player on the WTA Tour. crowd, that included PTR members from around the world. www.racquetsportsindustry.com June 2013 RACQUET SPORTS INDUSTRY 7 JUNE 2013

Wilson Web Redesign Includes Selling Direct K-Swiss Completes Merger S ilson announced in early April that it had redesigned its website and W With E.Land World Ltd.

E Wlaunched a “new brand initiative” that allows consumers to purchase

N directly from wilson.com. .Land World Ltd. completed its acquisition of K- Y ESwiss in a merger transaction on April 30, mak - R “This plan supports our existing e-commerce strategy, joining our other

T sites such as atec.com, wilsoncustomgloves.com and wilsoncustomfoot - ing K-Swiss an indirect wholly-owned subsidiary S of E.Land.

U ball.com that have been operational for several years,” Wilson’s vice presi -

D dent of U.S. sales, Bill Kirchner, said in an email to dealers and reps. On the heels of the merger, E.Land has named

N a new global executive team to oversee the newly

I “The Wilson website is our strongest consumer engagement tool and we are investing in driving greater traffic,” Kirchner continued. “We have posi - formed K-Swiss Inc. entity. The team will be led by tioned our products at or above MAP pricing and will be charging sales tax Truman Kim, chairman; Larry Remington, presi - and freight. This pricing strategy positions Wilson as a convenience oppor - dent and CEO; Barney Waters, CMO; and Wim tunity for those consumers that prefer to buy directly from Wilson while Tuijl, managing director of Europe, Middle East they are on our site. We have carefully considered this expanded e-com - and Africa. merce approach and are confident it is the right approach to engage our K-Swiss stockholders, who approved the merg - consumers.” er on April 26, will receive $4.75 in cash, without On the redesigned website for Wilson racquets, for instance, underneath interest, for each share of K-Swiss common stock the product description are dropdown menus for grip size and quantity. that they owned immediately prior to the merger. When those fields are filled in, the site tells you whether the racquet is in As a result of the merger, the Class A common stock and offers a button to “add to cart.” Under that link is one for finding stock of K-Swiss will no longer be traded on the a dealer by entering address or ZIP code. NASDAQ Stock Market. While Wilson officials have indicated selling direct to consumers may E.Land is a South Korean conglomerate that affect 1 percent of total sales, emails circulating by tennis retailers and spe - not only has stake in the fashion apparel business, cialty dealers criticized the move to online retailing by one of the industry’s but also is involved in retail malls, restaurants, largest manufacturers. theme parks, hotels and construction. E.Land also “We remain fully committed to growing our business with our dealer net - distributes products for New Balance and Ellesse work,” Kirchner said in his email. “Our priorities are to provide you with under license. innovative products, compelling consumer marketing and high quality cus - tomer service.” USPTA Partners with Rezilient Direct for Health Benefits Babolat Offers New French Open Products he USPTA has partnered with or the third year in a row, Babolat has teamed up with TRezilient Direct Corp. to give Fthe French Open as the official tennis ball and to pro - USPTA-certified members the vide stringing services for all tournament players. In opportunity to purchase additional addition, the French company has unveiled its new health coverage. Rezilient Direct, range of French Open products. which is based in Austin, Texas, is This year, the Pure Drive racquet gets a new look one the first companies to offer sup - with French Open colors. This seventh generation Pure plemental health benefits directly online to the Drive features exclusive Cortex Active technology, for consumer. more control in every shot, says Babolat. The Pure Drive “At a time when our members are looking for tan - (suggested retail $199) is used by players such as 2011 gible and quantifiable benefits, Rezilient Direct has French Open winner Li Na and 2012 French Open run - come forward with a terrific program to help those ner-up Sara Errani. professionals who seek a way to help bridge the gap The Pure Drive Lite French Open is $195, while the between the medical insurance that they do have Pure Drive JR26 French Open for juniors is $104. Also, and a potential calamity that is not fully covered,” the lightweight Babolat Drive Z, designed for advanced said USPTA CEO John Embree. “With health care players, especially women and young competitors, is being the No. 1 concern among our members, here $169. is a program that should make a positive difference.” The company also offers the Team French Open bag. Rezilient Direct’s extensive interactive platform The Racquet Holder can fit up to 12 racquets and has an allows customers to enroll and purchase supplemen - “isotherm racquet compartment,” which Babolat says tal health insurance within minutes and get covered protects the quality of the string tension. A more com - in as little as 24 hours. They also have a Call and Live pact backpack version is also available for carrying one Chat center to assist customers throughout the racquet, and there is a version that can hold six frames. process. For more information, visit rezilientdirect.com.

8 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com INDUSTRY NEWS

www.racquetsportsindustry.com June 2013 RACQUET SPORTS INDUSTRY 9 JUNE 2013

S PEOPLEWATCH

W • Former ATP Executive Chairman and President Brad Drewett, age 54, of CashFlow Tennis. Cash will help promote the Antigua Tennis brand dur - E passed away May 2 at his home in Sydney, Australia, following a battle ing his industry engagements. N

Y with Lou Gehrig’s Disease. Drewett was a former Top 40 pro player, and

R became an insightful and vibrant leader in his short tenure directing the • Head Penn player Paola Longoria won her 18th straight tournament on T

S men’s pro tour. the Ladies Professional Racquetball Tour recently, without dropping a sin -

U gle game. D • Marcy Bruce of McMurray, Pa., is the recipient of the N

I 2013 PTR/TIA Commitment to the Industry Award. • Maria Sharapova has a three-year deal with Porsche AG and will be a Bruce is a PTR Clinician and Tester in both Adult Devel - brand ambassador for the carmaker. Last year, Sharapova won the opment and 10 & Under Tennis. She is also the TRX Porsche Tennis Grand Prix and drove home a Porsche 911 Carrera S Cardio Tennis Director for the Upper Saint Clair Tennis Cabriolet. Development Program. • New Balance Canada announced the addition of Stephen Smith to the • Bjorn Rheborg, based in Atlanta, has joined the Gamma Sports sales New Balance Canada leadership team as national sales manager. Smith team as the regional sales manager for Georgia, South Carolina, North comes to NB with a broad base of experience in his 25 years in the indus - Carolina and Southern Virginia.He can be reached at404-316-7772 try and has held leadership positions in buying, design, development, and or[email protected]. sourcing prior to a senior leadership as the senior vice president - specialty brands at RMP Athletic Locker Ltd. • Head Penn’s Doug Ganim captured the Classic Professional Racquetball Tour National Championship recently by upsetting the No. 1 ranked player • Tony Larson of Blaine, Minn., defended his men’s open title for the on the tour in the quarterfinals and defeating the tournament’s No. 2 seed fourth year in a row at the $3,850 USPTA Indoor Championships in April, in the final. held at Life Time Fitness in Fridley, Minn. He later went on to win the mixed open doubles title by teaming up with Marina McCollom of West • Antigua Group apparel has announced a partnership with industry vet - Des Moines, Iowa. McCollom was also crowned women’s open champion eran and frequent tennis business presenter and trainer Doug Cash, owner by going undefeated in round robin play. Pro Sun Products Launches Tennis Sunscreen Wilson to Give Away Baiardo At ro Sun Products of San Jose, Calif., has launched Pro Tennis™ Premi - IART Stringers Symposium Pum Sunscreen, designed for avid tennis players of all ages. Pro Ten - ilson Sporting Goods will offer a nis’ lotion is made with pure natural aloe and rich moisturizers that WBaiardo stringing machine to one maintain the skin’s natural moisture balance while protecting against lucky attendee of the 7th Annual IART undesirable sun damage, says the manufacturer. Symposium, which runs from With an SPF of 30, Pro Tennis provides broad-spectrum protection Sept. 21 to 25 at Saddlebrook for both UVA and UVB rays. Pro Tennis will not sweat off Resort in Tampa, Fla. or wash off easily in water and is fragrance-free. All of the “We’re committed to doing our ingredients used by Pro Tennis Premium Sunscreen are part for this event,” says Wilson Senior Designer approved by FDA regulations and tested according to FDA Ron Rocchi. “This symposium showcases incredible standards. It comes in a 100ml size that fits easily in any talent within the industry, and the technical training tennis bag and is compliant with airline travel restrictions. is unmatched. If the technician has the proper train - “Our goal is to provide tennis specialty retailers and pro ing, they will be better equipped to sell our products shops with the highest quality sunscreen designed specifi - and in turn, contribute to the overall health of the cally for tennis and available at an affordable price,” says game.” Robert Spurzem, president of Pro Sun Products. “Tennis The Wilson Baiardo that will be given away is players deserve the highest quality in every tennis product one that was used at the 2013 Australian Open. they select, and sunscreen is no exception. Pro Tennis fills Early registration will ensure more chances to win an important product gap in every tennis retail store.” the machine: Those who register by July 1 will have “All tennis players require sun protection,” says Anthony Paz, owner three chances, registration by July 8 gives two of The Tennis Station in Burlingame, Calif. “Pro Tennis has quickly chances, and registration by July 15, one chance. become a hit with my customers.” “Wilson has always been extremely supportive “I was initially attracted to Pro Tennis for its light texture and how it of the IART Symposium,” says Tim Strawn, owner quickly absorbed into my skin,” says Debb Roberts, owner of Debb’s and organizer of the event. “I’m proud to have them Tennis of Los Gatos, Calif. “I cater to female tennis players so it was as a partner in the event.” important that it worked well with women’s make-up.” To register and for more information, visit For more information, visit www.prosunproducts.biz or contact www.grandslamstringers.com or call Strawn at 540- [email protected]. 632-1148.

10 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com INDUSTRY NEWS Is Your Facility Sarasota Residents Petition Ashaway Named Official String Outstanding? to Save High School Courts of World Squash Championships ubmit your application now ocal Sarasota, Fla., residents are peti - shaway Racket Strings has been named the Sfor the USTA’s annual Out - A Ltioning to save the eight tennis courts at Official String Partner for the 2013 Men's standing Facility Awards. The Sarasota High School after word got out World Squash Championships. The tournament awards program is designed to that there was a plan to demolish them will be held Oct. 26-Nov. 3 in Manchester, Eng - encourage high standards for this summer to create a new bus loop. An land, where 64 of the world's top professional construction and/or renovation of online petition—"Stop the demolition of squash players will compete for a $325,000 tennis facilities. Application the tennis courts at Sarasota High School. prize. deadline is June 28. Keep the Courts"—has been created with Ashaway will also have stringing rights to the The USTA evaluates entries plans to eventually present to local govern - 2013 Allam British Open in Hull, England, May based on criteria that includes ment. 20-26. Ashaway was the Official String Partner the facility itself and its tennis “These courts have been a valuable for the British Open last year and the British programs. There is no minimum community resource for many years, pro - Grand Prix for the past three years. or maximum number of facilities viding exercise and recreation for thou - "Ashaway is always eager to support profes - selected; the number of recipi - sands of people, from the surrounding sional and amateur squash whenever we can," ents honored will depend on the neighborhoods and throughout the area,” says Ashaway Vice President Steve Crandall. "To quality of the applicants. Awards reads the petition. “Many Sarasota High be associated with prestigious events like the will be presented during the School tennis teams have trained and British Open, the World Championships, and USTA Semiannual Meeting in played on them. … This is the only set of the Grand Prix is an honor as well as a New York City during the 2013 eight public courts in the county. The dem - pleasure." US Open. olition of these courts, which cost a lot to Ashaway will be represented at these events For more information on the build and have only recently been resur - by its longtime UK distributor Goode Sport. USTA Outstanding Facility Awards faced, is a waste of taxpayer money.” According to Goode partner Paul Smith, and for the application/nomina - Visit signon.org/sign/keep-the-tennis- stringers for the events will be Liam Nolan of the tion form, Visit USTA.com/About- courts. UKRSA and Nick Down of Smart Racquet. They USTA/USTA-Awards. will use Ashaway Electronic SM7900 machines.

www.racquetsportsindustry.com June 2013 RACQUET SPORTS INDUSTRY 11 JUNE 2013

S SHORT SETS W > September 2013 will mark the 40th global network of sports channels, and the Tennis Steve Riggs at [email protected] or 949- E anniversary of Billie Jean King's historic victory Channel would add to Al Jazeera’s growing collec - 724-6617. N

Y over Bobby Riggs in the Battle of the Sexes tion of niche cable channels. A group of private- R match. To honor the occasion, King will be equity firms, including Apollo, Bain, Battery The Ladies Division of the Hybrid Open T >

S present at a special screening of the match on Ventures, CCMP Capital and Columbia Capital, 2013 will take place Oct. 25-27 in Myrtle U the big screen at the Casino Theatre at the owns the Tennis Channel. Beach, S.C. Deadline to enter is Oct. 19. The D

N International Tennis Hall of Fame in Newport, event is held on a unique dual-surface tennis I R.I., on Sunday, July 14, at 8 p.m. King will > The latest addition to the TIA Facility Managers court where one side of the net is a clay court, introduce the broadcast footage and discuss Manual is "Don’t Add, Multiply," by industry the other side is a hard court. For information, her memories and the impact of the match. expert Rod Heckelman, about capitalizing on the visit hybridtennis.com or email info@hybridten - Tickets and more information are at tennis - social aspects of tennis to gain players. Check out nis.com. fame.com, or by calling 401-849-6053. the entire manual at TennisIndustry.org, which is available for download as a pdf at the TIA Associ - > StubHub, owned by eBay, has signed a > Babolat, which is now the official tennis ate Member level. three-year partnership deal with Britain’s Lawn shoe brand of Wimbledon, has expanded its Tennis Association to handle events at Lon - product range to include the new SFX Wimble - > Wilson Collegiate Tennis Camps announced a don’s Queen’s Club, Edgbaston and Eastbourne don. The white shoe model (suggested retail partnership with Todd Martin Tennis for a camp this summer. $109.95) features touches of green and pur - session Aug. 4-8 at the University of North Florida. ple—a nod to the Wimbledon tournament col - > “Tournament Tough: A Guide to Playing ors. The outsole is developed in partnership > Longtime tennis writers Matt Cronin, Doug Championship Tennis,” the best-selling book by with Michelin. Robson, Joel Drucker, Tom Tebbutt, Kamakshi Tan - world-renowned tennis coach Carlos Goffi that don and Richard Osborn are among a group that offers a unique program for winning tennis > The U.S. Fed Cup team defeated Sweden, has launched “Tennis Journal,” a new digital ten - matches, has been updated and re-released as 3-2, in April in a World Group playoff match. nis magazine. A one-year, eight-issue subscription an electronic Kindle e-book. Goffi is a former The U.S. now will be back in the World Group is $26, available at tennis-journal.com. coach of John and Patrick McEnroe. The book is for 2014 and eligible to compete for the Fed available for download for $9.99. Cup championship. > The City of Irvine is hosting its third annual Professional Growth Weekend for Teachers and > Badminton England plans to build a new > The New York Post reported in mid-April Coaches of Tennis, which will feature leading $34.3 million National Badminton Arena in the that Al Jazeera Media Networks is eyeing the coaches and teachers from the USPTA and PTR at town of Milton Keynes, about 45 miles from Tennis Channel as it looks to become a player the Bill Barber Community Park Tennis Center June London. Badminton England also announced a in the U.S. sports market. Qatar-based Al 1 and 2. For information, including hotel info, visit partnership with Gullivers Sports Travel for the Jazeera has an affiliate called BeIN Sport, a irvinetennisdevelopment.tripod.com, or contact London Grand Prix event Oct. 1-6.

Congratulations To the Following For Achieving MRT Status 2013 NFTC Announces Four Super Regional Playoff Sites New MRTs our tennis facilities have been chosen to Aaron Haak Farmington, NY Erik Seifert Howell, MI Fhost the Super Regional Playoffs this Alex Meyers Big Rapids, MI Kevin Wickham Big Rapids, MI summer in the 2013 National Family Ten - nis Championships. The four, along with the dates of the Playoffs, are: w Plaza Tennis Center in Kansas City, Mo., July 26-28 w Copeland-Cox Mobile Tennis Center in Mobile, Ala., Aug. 2-4 w Tennis Center at College Park in College Park, Md., Aug. 2-4 w El Dorado Park Tennis Center in Long Beach, Calif., Aug. 2-4. The top teams in each division of play at the four Super Regional Playoffs will earn a complimentary trip to New York City to play for a national title, from Aug. 22 to 26. Visit www.FamilyTennis.com.

12 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com INDUSTRY NEWS Not to Be Outdone, USPTA World Conference Heads to Orlando in September Wimbledon Hikes This year’s USPTA World Conference, which will be Sept. 23-27 at the Hyatt Regency 2013 Prize Money Gra nd Cypress in Orlando, Fla., will have a new look to it. While still featuring numer - ous general sessions, seminars and specialty courses, each day will feature a theme focus - As the Grand Slam tournaments con - ing on a core competency, including 10 and Under Tennis, Club Operations/Business, tinue to try to top each other with Player Development and Teaching/Sport Science. prize money increases and please the This year will also include a new and improved awards luncheon featuring Pat Williams professional tours, Wimbledon said it as the keynote speaker, sponsored by Rezilient Direct. Williams is the co-founder and sen - will up its prize money this year by 40 ior VP of the Orlando Magic and one of the nation’s top motivational speakers. percent, to 22.6 million pounds ($34.4 The conference also includes a tennis-only buying show, International Tennis Champi - million). The All England Club called it onships, networking opportunities, awards, industry meetings, parties and more. For the largest single increase ($9.9 million) details, including early-bird pricing and registration information, visit www.usptaworld - and biggest total prize fund in the histo - conference.com or call 800-877-8248. ry of professional tennis. The increases follow similar announcements by the Australian, U.S., and French Opens. Men's and women's singles champi - ons will each receive 1.6 million pounds ($2.4 million). Roger Federer and Serena Williams each received 1.15 million pounds ($1.75 million) for last year's titles. The focus of the prize money increase will be for players who lose in the early rounds or in qualifying of the grass-court championships, which will be played from June 24 to July 7. Prize money will go up 60 percent for singles players who lose in the first three rounds. The purse for qualifying is going up by 41 percent. Doubles players will receive a 22 percent increase in prize money. In addition, Wimbledon said it intends to have a roof installed over Court No. 1 in time for the 2019 tourna - ment. A retractable roof has been in place on Centre Court since 2009. Nominate By June 3 for ASBA Facility Awards he deadline for ASBA's annual Tawards program, which honors outstanding design and construction in athletic facilities, is Monday, June 3. Applications are accepted electroni - cally on ASBA's website, www.sports - builders.org. To be eligible, a facility must have been designed by, or built by, an ASBA member company. Own - ers who want their facilities entered should contact their builder or design - er. Also, in order to be eligible, proj - ects submitted must have been completed within the current year or within the previous two calendar years (ending Dec. 31). Information is available at www.sportsbuilders.org.

www.racquetsportsindustry.com June 2013 RACQUET SPORTS INDUSTRY 13 JUNE 2013 Annual PAC Report Reveals 33% of S PTR 2013 Awards

W Americans ‘Active to a Healthy Level’ E Robert Carlbo Named PTR N ne-third of the American population age 6 and up is “active to Y Professional of the Year O

R a healthy level,” according to the latest study released by the

T obert Carlbo of Palm Harbor, Fla., has been named PTR Physical Activity Council (PAC), a consortium of six major sports, S R U Professional of the Year during the annual awards cer - fitness, and leisure trade associations, including the TIA and

D emony May 2 at the PTR International Tennis Symposium USTA. N

I held at the Sonesta Resort on Hilton Head Island, S.C. The The PAC study utilizes a award is presented to the PTR pro who has displayed the new “calorie burning” com - PAC: Cardio Tennis highest standards of conduct and service to both tennis ponent to define activities Grows; Overall Tennis and PTR. as low, medium, or high calorie-burning activities. Numbers Stable For tennis, the 2012 PAC study shows that The groundbreaking “active Cardio Tennis participation grew and fre - to a healthy level” statistic is quent player play occasions were up nearly defined by the number of 2%, while overall tennis participation Americans that take part in remained flat. According to the study, ten - a high calorie-burning activ - nis participation was just over 17 million ity three or more times a people. Frequent players, those who play week. Using this definition, 21 or more times a year, were just over 5.2 the PAC is able to determine million Americans in 2012, also similar to that 94.8 million Americans the previous year. age 6 and older, or 33%, are active to a healthy level. "We're encouraged to see stability in the Carlbo (shown with PTR CEO Dan Santorum at left and “Having a third of the PAC tennis participation figures and a PTR Board President Jorge Andrew at right) vigorously U.S. participate in activities growth in frequent play occasions," says pursues education and professional development. He is to a level deemed healthy is TIA Executive Director Jolyn de Boer. "2012 certified to teach wheelchair tennis and holds an encouraging,” said PAC was a slightly better year for our industry Etcheberry Certification in Strength, Conditioning and Chairman and SFIA Presi - as a whole than 2011 and efforts to drive Movement in Tennis. He is Steg 1 and 2 with the Swedish dent & CEO Tom Cove. “It play, especially in the youth market, began Tennis Association and USPTA P1. In addition, Carlbo is also means that two-thirds to take hold across our provider network." the first, and only person so far, to complete all four PTR of the country is not active certification pathways, earning Professional ratings in to a healthy level and we as Cardio Tennis increased to more than 1.4 each. a society need to find ways million participants in 2012, up nearly 12% Carlbo, who is head coach of the East Lake High School to get America moving.” versus 2011, according to the PAC study. boys’ tennis team, also is a PTR clinician and tester, and The PAC study also Cardio Tennis, which was developed in he runs a 10 and Under Tennis Program at the North shows that 80.4 million 2005, is now delivered at over 2,000 U.S. Pinellas YmCA and surrounding elementary schools. Americans age 6 and up, or facilities and 30 countries. "Cardio Tennis 28%, are inactive. Inactivi - Other 2013 PTR Awards include: continues to bridge the gap between ten - • Clinician of the Year: Luigi Bertino ty, for this study, is defined nis and fitness," says de Boer. "With more • Tester of the Year: Phil Vivian as those that participate in health and fitness-conscious consumers • Jim Verdieck College Coach of the Year: Chuck no sports/activities, includ - who demand social interaction in their Willenborg ing all those covered by the workouts, Cardio Tennis is a perfect fit as a • Jim Verdieck High School Coach of the Year: Curtis PAC. This is the first time, group fitness activity." Holland dating back to 2007, that • Wheelchair Professional of the Year: Harlon Matthews the number of inactive • Public Facility of the Year: Cayce Tennis and Fitness Americans has reached over 80 million. Center The PAC's annual Participation Report measures overall levels • Private Facility of the Year: Saint Mary’s Health Man - of activity and identifies trends in 119 specific sports, fitness and agement recreation activities. The report also examines spending habits, • Newcomer of the Year: Don Hemingway the effect of physical education, and participation interests • Humanitarian of the Year: Richard Spurling, ACEing among non-participants. Autism New to the report for 2013 is an analysis of Generation Z, or • PTR/USTA Community Service Award: Leah those born after 2000. The study, which now has significant num - Friedman bers in the 6-12 age group, reveals that participation levels are • PTR/TIA Commitment to the Industry Award: Marcy high for Generation Z, as over 50% take part in team sports or Bruce outdoor activities. The full version of the 2013 PAC Study can be found at PhysicalActivityCouncil.com.

14 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com INDUSTRY NEWS Memphis ATP/WTA Event Chooses Sport Court Latex-ite his past spring, the U.S. National Indoor Championships converted its tourna - Tment court surfaces to Latex-ite Recreational Coating. The event is played at the Racquet Club of Memphis (TN), the only private club in the world to host a com - bined ATP and WTA tourney. This year’s winners were the top-ranked Asian player in the world, Kei Nishikori, up-and-comer Marina Erakovic, and the world No. 1 doubles team of Bob and Mike Bryan. “We were very pleased with the finished surface pace and trueness,” says Tour - nament Director Peter Lebedevs. “Working with Latex-ite was great. They were there to answer our questions promptly and offered great support through the resurfacing process.” “The partnership between Sport Court Tennis, Latex-ite International and the U.S. National Indoors worked extremely well together,” says Randy Futty, director of tennis for Connor Sport Court International. Linn Lower, CTCB, a regional Sport Court Dealer for Alabama and expert tennis court builder, handled the surface installation on all of the 11 courts used over the week-long event. “Our venue is pretty unique in that we convert five standard club courts into one large stadium court and then back to club courts after the tournament ends,” adds Lebedevs. “Linn Lower and his staff were terrific, and I was very happy with the job they did.”

USTA SmashZone Mobile Launches Third National Tour he USTA announced the return of its SmashZone Mobile Tour, which hits the Troad for a 22-city tour to introduce youth tennis to kids and parents across the country. SmashZone began as the premier fan interactive attraction at the US Open before being showcased across the country. Since its inception in 2011, SmashZone has attracted more than 2 million people to its tennis courts. This year’s tour kicked off at Dick's Sporting Goods at Robinson Centre in Pittsburgh on April 27. SmashZone Mobile Tour will stop at fairs, festivals, airshows, retail environ - ments and city centers. At SmashZone, children have the opportunity to play ten - nis games in a fun, festive atmosphere that allows participants to get active playing tennis from the start. “The SmashZone Mobile Tour is a great platform to bring tennis to the masses through an interactive experience,” said Kurt Kamperman, USTA Chief Executive, Community Tennis. “It provides an opportunity for kids to try tennis for the first time, allowing them to experience the fun and excitement that comes with play - ing the game.” SmashZone Mobile includes a 53-foot trailer, which anchors four kid-sized ten - nis courts. Courts will feature games such as Xerox Rally Court, racquet drills and activities, as well as a Target Challenge. The trailer itself, which is handicap acces - sible, will feature activities for visitors that will include a Tennis Magazine Green Screen Cover Shoot, Wii Tennis and Touch Screen Kiosks. SmashZone Mobile is a complement to the USTA’s youth participation initia - tive, 10 and Under Tennis. Visit youthtennis.com to see the tour schedule. www.racquetsportsindustry.com June 2013 RACQUET SPORTS INDUSTRY 15 Letters Giving Guidance Denny Schackter’s article on mentoring (Your Serve, May 2013 issue) was of great interest to me. In the 1990s, the USPTA Southern Division set up an extensive mentoring program. We had 25 or so professionals that were on call and willing to mentor in all aspects of the tennis profession, includ - ing the areas mentioned in the article. There were other areas too, like pro shop management, programing, teaching group and private lessons, stroke production, drills, clay court maintenance, contracts and personal invest - ments. The program was dropped as very few younger pros took advan - tage of these professionals who had volunteered their time. What we came to find out were two things: First, much mentoring was accomplished at state chapter and division conventions. Those profession - als who attended often would get problems solved over a beer and then stay in touch with each other. Second, the USPTA has officers in all 17 divi - sions who are built-in mentors. I’d venture to say that all the division officers would be delighted to assist a member with a problem or give guidance. (Contact information can be found at USPTA.com.) I know in the USPTA Southern Division there is not one officer serving who would not be happy to answer a mentoring question or direct any constituent to someone who can answer the ques - tion if he or she was not versed in the subject. In the Southern Division, we also have four to six state officers who are available, too. Pat Whitworth, the current USPTA Southern Division Executive Director, has taken mentoring to the next step. At the Southern Division convention each year, we have “private consultations” that any attendee can schedule with senior members who volunteer to consult. I think that what we, the USPTA, have failed to do and perhaps we can correct is to make sure our members are aware that mentoring is available and show them where to find it. Fred Burdick Executive Director Emeritus USPTA Southern Division

I really enjoyed Denny Schackter’s article. I had Jim Doessell, Fernando Velasco, Rod Schroeder and Pat McKenna mentoring me (even though they didn’t call it mentoring in those days). I believe one of the reasons that we have a smaller percentage of P1 USPTA and Professional-level PTR pros is the lack of mentoring. That would be one reason I would join if I were a new pro—it makes me more marketable! If the teaching organizations want to grow I think it will come from an initiative such as this, as well as encouraging the clubs to require certifica - tion, regardless of how good a player one is. Being a good player just means you know how to hit a good ball, it doesn’t mean you can commu - nicate those skills to someone else. Mark Kaneko Head Penn Racquet Sports District Sales Manager (IL/NW Indiana)

16 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com & Retailing  How to Use Point-of-Purchase Displays to Increase Sales

ncreasing the value of transactions is enhance the retail shopping experience merchandising plan, and (2) will meet one way to actually grow your spe - in your store and engage shoppers to buy your objectives for growing your retail cialty tennis retail business, and more…and to come back more often business. point-of-purchase displays can attract and even visit your website more fre - Creating your own POP displays is a Ishoppers’ attention to merchandise. quently. good way to keep the cost of displays POP displays also serve as focal points Shoppers need to understand where affordable. Also, rotate your POP dis - for you and your sales associates to sug - they are and be comfortable with the plays, so your customers and shoppers gest add-on’s to an initial sale and to journey through your store—even if you experience something new and different assist in up-selling from good to better, have a relatively small shop. Being able each time they visit. You may be able to or better to best. to navigate your departments and your find good, used store fixtures and dis - Every POP display in your store good, better, best POP displays through plays including tables for clothing, man - should have a specific purpose to effective signage is important to the total nequins, sign holders, decorations and improve the sales of the merchandise shopping experience, and you should use even lighting at second-hand and used displayed and to support staff sugges - both navigational signs to direct shoppers furniture stores, or online. When it is tions for add-on’s and up-selling. Plan - and informational signs on displays and time to freshen up, sell your old displays ning and organization of your POP merchandise to educate and inform con - and invest the money in fresh-used displays is therefore very important, sumers about the step-up features and POP. and even more so if your store is small value of the merchandise they will find. If your best customer visits your and every square inch of space is used. store every two weeks, you should try to First, organize around logical depart - change up your displays every two ments such as Men’s, Women’s, Youth RTeismearech Fshaowcst tohart the amount of time weeks. Research shows that after one or and 10 & Under. Within departments, a shopper spends in a store actually two visits, even your best customers organize in categories, and consider shopping is perhaps the single most won’t “see” your displays or the mer - organizing by “good,” “better,” “best.” important factor in determining how chandise featured anymore. This is basic Features, and of course price, deter - much he or she will buy. Your point-of- human hardwiring, and you can’t mine what merchandise fits into each purchase displays play a huge role in pro - change it, but you can change your dis - category. If you have the space, you can viding a pleasing and enjoyable plays to present something new and further organize categories by brand experience and are all about keeping interesting every time your best cus - and suggested or advertised prices in shoppers engaged and in your store as tomers visit. And that will increase your each level. If you don’t have the space, long as possible. store’s average transaction value and mix brands in Good, Better, Best. The (Note: The “research” we refer to here the number of transactions you have key, though, is making it easy and sim - is from Paco Underhill and his book with your customers. w ple to buy from you…and for your part- “Why We Buy,” which we strongly rec - time and full-time sales associates to ommend to every tennis retailer.) For upcoming TIA retail webinars, sell for you, including suggesting logical The brands you stock and the manu - and to view previous webinars, visit up-selling. facturer sales reps that call on you will TennisIndustry.org/webinars. have POP displays at no-charge or at spe - cial prices to help feature their merchan - This is part of a ASniogthners w Saye tlol !gr ow your specialty dise in your store. You already know that series of retail tips your square footage is premium retail presented by the Ten - retail business is to increase the number nis Industry Associa - of transactions. Well-planned and orga - space, so only take and deploy POP from tion and written by the Gluskin Townley nized displays, with good signage, your brands if it (1) fits your overall store Group (www.gluskintownleygroup.com).

w w w . r a c q u e t s p o r t s i n d u s t r y . c o m June 2013 RACQUET SPORTS INDUSTRY 17 State of the Industry

The Business of Tennis ... Powered by the TIA 2013 Edition

Introduction This 201 3 Edition of the TIA State of the Industry represents the third year the Tennis Industry Association has assembled this report of key research to help "tell the story" of the tennis business. The goal of the State of the Industry is to present important data, trends, and analysis from the more than 70 TIA research reports so that tennis businesses of all types can benefit by seeing where this industry has been, where it is now, and where it is going.

Total Tennis Economy: Overall, the U.S. tennis economy in 2012 was worth $5.57 billion, up 3% from the 2011 valuation of $5.4 billion. We expected the value of the industry to grow slightly in 2012, considering the U.S. Gross Domestic Product increased marginally at 2.2% and other key macroeconomic trends also increased.

Participation: Key for the tennis economy are frequent players, who account for more than 70% of total expenditures in this sport. In 2012, frequent players grew by 10% to 5.31 million. The industry's goal of 10 million frequent players As this excerpt shows, the newly by 2020 would have an estimated economic impact of $3.9 billion on the released 2013 Edition of the State of tennis industry. the Industry offers current research, data Overall tennis participation grew in 2012, too, up 4% from 2011 to 28.04 and trends for all segments of the tennis million players. There also was solid growth in youth tennis participation, up industry. The report is available to all T/A 13% among 6- to 11-year-olds; this can be linked to the USTA's and industry's members (visit Tennislndustry.org). efforts to grow youth tennis through the 10 and Under Tennis initiative. In addition, PlayTennis.com launched in 2012 as the key portal to get more people on the pathway to becoming Tennis Participation by Play Frequency 2007-2012 (Millions of Players) tennis players and ultimately, frequent players. 35 30.13 Equipment: Tenni s retailers and manufacturers 28.04 30 27.81 saw marginal increases in the sale and distribution of equipment. For specialty retailers, the dollar value 25 of racquets sold increased 1% over 2011 and the ~ 20 number of units sold increased 2%. Manufacturers saw a 2.3% increase in wholesale ball shipments, ~ 15 a 1% increase in racquet shipments, and a 1% 10 decrease in string shipments over 2011. Youth tennis equipment, however, did show solid 5 growth for manufacturers. Red, orange, and green 0 tennis balls continued to gain, up 38% in units, while 2007 2008 2009 2010 2011 2012 youth racquet unit shipments were up 1 0%. Moving into 2013, youth equipment and participation data will Frequent Players (21+ times. age 6+) • Regular Players (4-20 times. age 6+} • Casual Players (1-3 times. age 6+) be key indicators of the success of the 1 0 and Under Tennis initiative.

Pro Events: Sponsorship revenue was up 4% for 2012 compared to 2011 , The Industry at a Glance 2012 as the ATP, WTA, and WTI saw increases in the dollar value of sponsorship Total Tennis Economy $5.57 Billion activation. In 2012, the WTA launched its "Strong is Beautiful" marketing Total Participation 28.04 Million campaign and in 2013 will celebrate 40 years of women's tennis. The ATP saw an increase in ticket revenue for 2012, and The Barclays ATP World Tour Youth Tennis Participation Finals in London set a new attendance record, as well as attracted record (Ages 6-11) 3.7 Million audiences both on television and online. The US Open attracted more than Frequent Tennis Players 700,000 fans for the fifth time in the event's history in 201 2. (21 + times a year) 5.3 1 Million Manufacturer Year-End Wholesale Teaching Pros/Court Construction: Economic index projections estimate Shipment Units (Mil/tons) a 3% increase in tennis lesson revenue in 2012. Teaching professionals also reported an average revenue increase per private lesson of 7.5% in 201 2 Tennis Racquets 3.43 vs. 2011. The court construction segment also showed positive movement­ Tennis Balls 126.5 nearly two-thirds of court contractors indicated they saw increased business Red, Orange, Green Balls 4.55 in 2012, compared to just over one-third who reported an increase in 2011 .

8 RACQUET SPORTS INDUSTRY June 2013 Join the TIA ... Increase Your Profits .. . Grow the Game ... www.Tennislndustry.org Visit Playlennis.com Now to 'Tennis Tune-Up' Campaign List Your Provider Services PlayTennis.com recent ly relaunched Gains Industry Support in a "beta" format, giving consumers The TIA, together with industry partners ·-~ a single platform to get in the game including retailers, manufacturers and :s;-~ , and stay in the game. While the site the USRSA, is developing a "Tennis TENNI~ continues to be enhanced, players and Tune-Up" campaign to help drive consumers are able to find places to consumers and players to tennis TUN E-lJ~ play, programs, retailers, instruction, retailers to make sure their equipment is r-' gear, and more. up to date and performing at its best. Tune up yourequlpment... and your game A ll tennis providers should make sure One of the goals of the Tune-Up campaign is to educate consumers their free listing on PlayTennis.com is on the need to restring their racquets regularly, and also to promote the up to date, so consumers can f ind you need to go to retailers for service. The campaign also will be driven by and your business. Go to the site, click the newly relaunched PlayTennis.com, which will list retailers, Certified on "Get Listed" and follow the simple Stringers (CS) and Master Racquet Technicians (MRT). instructions to list or update your business, programs, etc. "Consumers need knowledgeable reta ilers and racquet technicians to help them choose the frame and string t hat best suits their game and style of play, and who can help them determine when their racquet needs to be serviced," says TIA Executive Director Jolyn de Boer. "We're happy to be a part of the Tennis Tune-Up campaign with the TIA," says David Bone, executive director of the U.S. Racquet Stringers Association. " This will help drive business to the thousands of USRSA Certified Stringers and Master Racquet Technicians in the U.S." "An industry-wide campaign to have people restring more and tune up their equipment will help all tennis retailers," adds Woody Schneider of NYC Racquet Sports. Retailers and tennis providers should make sure they're listed on the PlayTennis.com retail locator, or t hat their listing is up to date, by visiting PlayTennis.com and then clicking "Find A Retailer." - -- TIA to Offer Online Tennis Retail TIA Looks to Explore Certification Course Global Tennis Markets The TIA is in t he process of The TIA is developing an online Tennis Specialty Retai ler Certification exploring a tennis equipment course that will cover key aspects of the tennis retail business and, upon wholesale sh ipment report that successful completion, allow retailers at tennis specialty stores and could include data from nations at tennis faci lity pro shops to be recognized as a " TIA Certified Tennis in Europe, North America, South Retai ler." The course is being developed with the assistance of retail America, Asia and Australia. The consulting firm Gluskin Townley Group, along with input from the TIA's report will measure manufacturers' Retai l Panel, industry manufacturers and organizations, and USRSA. aistribution of racquets, ba lls "We are focused on helping tennis retailers grow their business, and and strings and will aJiow the we feel the information and product knowledge that will be offered industry to track global m arketplace through our online certification course can help all levels of retailers performance, identify the impact and their employees serve their customers better," says TIA Executive ot industry supported initiatives on Director Jolyn de Boer. product demand, and provide top­ The course will consist of eight independent online "modules." line m arket intelligenc to enhance Each module concludes with an online multiple-choice test that can tennis' mainstream appeal. also be taken independently of the module. The eight course modules cover Store Operations; Business Technology & Reporting; Financials; Marketing & Promotions; Customer Service; Store Environment; Management, including Recruiting & Hiring; and Product Knowledge, w ith three separate sections on Strings & Racquets, Shoes & Apparel, and Youth Tennis Equipment. In addition to these eight modules, short online informational webinars from participating manufacturers about their current products are being considered. Additional details w ill be made available soon.

Join the TIA ... Increase Your Profits . .. Grow the Game .. . www.Tennislndustry.org June 2013 RACQU ET SPORTS INDUSTRY 19 PJieornrye eDrso uIngl aTse,n ‘nAi s True Leader’

t's no secret in tennis that an unex - done with the company," says Mont - contractor whose windscreen has blown pected bounce can turn out to be a gomery. "He's a true leader. And when it down. He has the freedom to do or not game-changer. This particular comes to his customers, there has never do that kind of thing, but he does it. bounce occurred in the early 1970s been a 'no' answer. If we didn't have a That's just Jerry." Iwhen a man named Joe Douglas was part that someone ordered, he would call And the customers have never the owner of an Iowa company that around until we found what was needed forgotten. made industrial fabrics, such as "If you get a call, you always tarpaulins. Douglas Industries Inc., hear, 'Oh, how's Jerry?' and 'Say hi which had been in operation since to Jerry,'" says Montgomery. "They 1967, one day got a call from a remember him. He has taught me local business. so much over the years about how "A fitness center was on the to work with people." phone," says purchasing manager In addition to his hands-on role Kelly Montgomery, one of the in the company, where he interact - company's longtime employees, ed with employees on a daily basis, “and they said they needed cur - and with his customers and vendors tains. The company said, 'Sure, we as often as possible, Douglas has can do that.’” also been a key figure in the indus - Soon, Douglas Industries was try. He served on the board of direc - making backdrop curtains for the tors of the American Sports Builders booming indoor tennis market, Association, eventually becoming and finding it a lucrative endeavor. the president of what later became Joe Douglas' sons, Jerry, Dave and the organization's Supplier Division. Joe Jr., began pursuing this avenue For years, he was a constant pres - of growth. "We started making ence at industry conventions and tennis nets and windscreens," says trade shows, meeting and greeting Jerry Douglas, "and we continued his customers, as well as his com - to add a lot of things to our prod - petitors and colleagues, on the show uct line." floor. Douglas Industries expanded its "His personality is larger than reach into the sports market, life," says Rickerl. "He's almost leg - adding more products and more endary." sports. Eventually, it left behind the and then he would have it shipped to the These days, Jerry Douglas spends his industrial fabric business. Today, the customer directly. Or he would figure out time happily retired, relaxing and in his company manufactures and sells prod - how to cut something up and make what words, "just enjoying life." His son, John ucts for baseball, basketball, golf, hock - he needed. He always had a Plan A, and Douglas, is CEO. But still, say company ey, badminton, soccer, volleyball and a Plan B, but there was also always a personnel, Jerry leaves a lasting impres - more. Its tennis market, the genesis of Plan C, D, E and F. He's just like that." sion on the industry and is all but a visi - all its sports endeavors, includes nets, In addition, says Chris Rickerl, Dou - ble presence. posts, windscreen, backdrop curtains, glas' vice president of operations, until "Oh," laughs Kaufman, "it's like he's divider netting and more. his retirement from the everyday aspect still here. Sometimes I'll be on the phone In general, much corporate growth of the business several years ago, Dou - with someone, and I'll give them a has to do with being in the right place glas routinely made customer service not price—and of course it's a fair price; at the right time, and doing the right just a habit, but the next best thing to a Jerry wouldn't have it any other way— things. But Douglas Industries employ - religion. but the person will say, 'What? Are you ees are quick to note that Jerry Douglas, "We had a customer in Indiana who kidding me? I've known Jerry for 40 who took full control of the company in had a problem with some tennis posts, years and Jerry would never make me the 1990s, has been a key player in and Jerry got in the car and drove eight pay that.'" helping to establish the company's hours to go see them," says Rickerl. "He made a big impression on peo - identity in the market and beyond. "He's gotten on a plane and gone down ple," says Rickerl, "and he still does." "He's amazed me with what he's to Texas or Florida just to go support a —Mary Helen Sprecher ◗

"Pioneers in Tennis," an occasional column in RSI, draws attention to trailblazers in the sport. Have someone to suggest? E-mail [email protected]. 20 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com

& Event Management Change Highlights 46th Easter Bowl

ornie Kuhle, the new tournament included presentations of awards by past of Carmel, Ind., won his second straight chairman of the Asics Easter Bowl USTA President Franklin Johnson. USTA Supernational, while Catherine Bel - Spring National Championships, This year, a coaching seminar included lis of Atherton, Calif., claimed the Girls’ knew he didn’t have a lot of time to plan talks by world-renowned tennis coach title. (Visit www.easterbowl.com.) Lthe event, but he knew he wanted to Larry Stefanki, who has coached four No. 1 Founded in 1968 by Seena Hamilton, make some changes to the 46th edition players (John McEnroe, Yevgeny Kafel - the Easter Bowl was run up until this of the iconic junior tennis tournament. nikov, Marcelo Rios and Andy Roddick), year by her son, Bryan Fineberg. One For one, he welcomed aboard new and Peter Smith, one of the most success - tradition that Hamilton began was an title sponsor Asics, maker of footwear ful college tennis coaches in recent history hour-long TV show. This year, Kuhle and and apparel, and now racquets (and Borowiak retained three-time Emmy- which counts among its stable of pro winning producer Harold Hecht to players Samantha Stosur, Gael Mon - produce the show, which aired on the fils, Irina Falconi, Steve Johnson and Tennis Channel in May. The show’s Coco Vandeweghe). The tournament, commentators were USTA First Vice held in mid-April, also took place at President Katrina Adams and former a new venue, the Sunrise Country ATP touring professional Vince Club in Rancho Mirage, Calif., down Spadea, both former Easter Bowl the road from the old site at Rancho champions. Las Palmas Resort. Many American tennis greats have “Asics has been wonderful to played the Easter Bowl over the years, work with,” Kuhle says. “We look including Pete Sampras, Andre Agassi, forward to a bright and growing John McEnroe, Jimmy Connors, Lind - future, partnering with Asics to bring say Davenport, Jennifer Capriati, the best of American junior tennis Vince Spadea and Katrina Adams provided TV commentary. Tracy Austin and Andy Roddick. Cur - together here at the Asics Easter rent Top 100 players who’ve played Bowl.” the Easter Bowl include John Isner, “It was an exciting week of great Sam Querrey, Ryan Harrison, Christi - tennis,” says Ryan Broccolo, tennis na McHale and Sloane Stephens. events manager at Asics, who was This year, more than 650 top on-site for the week. “We were very junior players from over 40 states par - proud to support this next genera - ticipated. Coaches who attended the tion of American talent at the tourna - event included LSU women’s coach ment while also showcasing Asics Julia Scaringe Sell, Michigan’s men’s tennis apparel, accessories, footwear coach Bruce Berque, USC women’s and new racquets.” coach West Nott, USC men’s coach “The entire Sunrise Country Club Peter Smith, and UC-Berkeley Cal community came together to wel - women’s coach Amanda Augustus. come the Easter Bowl,” says Jai Net - USTA Director of Coaching Jose timi, head tennis professional at Higueras also was there, as were for - Tournament Chairman Lornie Kuhle congratulates Boys’ 16s Sunrise. “All the members showed winner Sameer Kumar. mer Wimbledon quarterfinalist Kathy their commitment to the event May Fritz, former NCAA women’s sin - through their hospitality, support and and coach of the USC Trojan’s men’s team. gles champion Beth Herr Bellamy and enthusiasm. We’re looking forward to Smith recently notched his 500th career former ATP touring pros David Pate, Tim next year's tournament.” coaching victory and was named 2012 ITA Mayotte and Eliot Teltscher. Another change this year were the six National Coach of the Year. “Once again, the Easter Bowl show - huge drawboards that Tournament Direc - A pair of juniors from Irvine, Calif., cased the future of U.S. tennis,” says s a

n tor Andres Borowiak and his associates, highlighted the week as UCLA-bound Gage Kuhle, who also runs the Childhelp e K Brymer won the Boys’ 18s ITF Grade 1

d Nick Kuhle and Jeannie Riggs, had con - Desert Classic, a USTA $25,000 Women’s i v

a structed and continually updated through - event, and 17-year-old Mayo Hibi took the Pro Circuit event in February. “And if D

y

b out the tournament for each main draw Girls’ 18s, dropping just 14 games in her what we saw is any indication, there will

s o

t singles event (boys and girls 18s, 16s and six matches. Hibi was coached all week by be some very talented players competing o h

P 14s), giving the tournament the feel of a former WTA player Debbie Graham. In the at the collegiate and professional levels in professional event. Finals ceremonies Boys’ 16s final, top-seeded Sameer Kumar the near future.” w

22 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com Build tennis in your community through the United States Tennis Association's Facility Assistance Program

Better Courts are Better for Tennis Whether you're attempting to build a new tennis facility, renovate and upgrade an existing one or get your courts ready for 10 and Under Tennis, the USTA can provide the tools you need to make it happen- from guidance on advocacy efforts to technical and financial assistance.

The USTA is committed to providing access to safe, appealing and functional tennis environments and is deeply invested in local communities across the country. For more information about the USTA Facility Assistance Program visit: usrA 10AND lind )'OIWMH In tile ...,. or email UNDER usta.com/facilities [email protected] TEIOIIS ©20 13USTA. FOOTWEAR TRENDS STEPPING INTO THE FNew pUerformTance eUlementsR, introEduced in categories such as running and basketball, are likely to emerge in the tennis-shoe market, too.

BY BOB MCGEE

ver the last three decades, there have been peaks and Nike, for example, introduced Flyknit for elite and everyday valleys in the development of performance features for athletes in February 2012, but isn’t yet prepared to say when, or athletic shoes, including those used in tennis. Current if, the technology will debut in a tennis shoe. Flyknit, in develop - trends suggest much is under foot for this year, 2014 and ment for many years, utilizes a manufacturing innovation that bOeyond. Howev - reduces weight and er, tennis enthusi - improves fit asts should through a shoe that consider that behaves like a sec - today’s major ond skin, adapting athletic brands to the shape of the are more likely to foot in motion. introduce and Additionally, a Fly - consumer-land knit woven upper is their significant said to reduce man - performance- ufacturing waste by enhancement two-thirds in perfor - features in larger mance running athletic cate - shoes. gories such as Further down running and bas - the shoe, new, The Nike Air Max Cage was introduced in January at the 2013 Australian Open and features the new Drag-On ketball before Cage, which Nike says enhances the shoe's flexibility while maximizing support and durability. lighter but stable they are adapted cushioning materi - for the smaller, specialized performance tennis-shoe market. als are being introduced and developed for midsoles to ensure a Still, it won’t be long before tennis players are likely to see the “better overall ride” no matter the type of court surface. Adidas, availability of lighter shoes made with new, breathable materials for example, is preparing to expand its Boost cushioning foam, and simpler upper constructions that also better secure the foot designed to maximize energy return for the runner, into addi - and address high-stress areas during play. Developers are more tional athletic shoe categories in the seasons ahead after its Feb - cognizant about the need to deliver high-performance tennis ruary global debut in a running shoe. The cushioning material models with highly durable uppers and reinforced areas. was developed by the German company’s exclusive partner,

24 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com chemical maker BASF, which liter - to only top-notch athletes. ally blew up a solid granular mater - But as these technologies are ial called TPU (thermoplastic improved and manufacturer polyurethane) and turned it into costs for them are reduced, thousands of small energy capsules they will get pushed into for use in the shoe’s midsole. more mainstream products.

Built to Order? Refocusing to Customization, via 3-D printing Stay Relevant technology, is being explored by With an increasingly compet - several brands in their respective Two new shoes from Adidas, the Stella McCartney Barricade (above) and the itive landscape in the perfor - Barricade 8.0 (below), feature a “power band” in the heel for stability. quests to build outsoles to order, so mance tennis-shoe market to speak, by creating them around among the broader athletic the digital model of an athlete’s brands such as Nike, Adidas, foot. This technology will first be Asics and New Balance, spe - introduced in the performance run - cialized court-shoe brands ning-shoe segment sometime over have been forced to regroup the next five years, by New Balance and refocus to stay relevant. for one, and could eventually be Head, for example, got adapted for the tennis pro shop back into the tennis-shoe cat - customer looking for that ultimate egory through its own devel - fit on a specific court surface. opment efforts, not a All of these developments don’t licensing deal, four years ago. even take into account how tech - The Austrian company, nology might come into play in the under the direction of a sea - tennis footwear of the future. soned product development Already, runners of all performance that came from another levels have the ability to measure major brand, is promising a their distance and speed with a dramatically overhauled col - Nike+ pod inserted beneath the midsole of certain shoe models lection of tennis shoes for 2014 that will begin delivery in Janu - and tracked on an iPhone. A year ago, the company also intro - ary. Since the new line won’t be introduced to Head’s sales team duced a basketball and cross-training shoe with a sensor on the until late August before the US Open, the company is hesitant to bottom that communicates data to an iPhone on how high the offer up details about the specific changes. individual is jumping or how fast he or she is Asics, the Japanese heritage athletic brand that cut its teeth in moving. This sensor tech - the performance running market, has staked a more significant nology capability could claim in the tennis-shoe market over the last two years by eventually find itself in adding a fashion-forwardness, via color, to its an intelligent tennis performance court shoes. The effort, shoe. says a competitor, has In March, Under enabled Asics to lift Armour launched a the retail price digital performance range of its ten - monitoring system nis-shoe offer - called Armour39 ings. Meanwhile, that the company Prince is said to says will provide a be working on a single score The New Balance 996 is a high performance, lightweight shoe worn by ATP pro Milos Raonic. number of new WILLpower mea - developments surement of 0.0 to 10.0 that reflects an individual’s overall effort after a long, successful run with its T22 shoe in the pro specialty during a workout. Additionally, Armour39 monitoring will track channel. w heart rate, calories burned and intensity via a specialized watch or wearable module and strap. Bob McGee is the editor of Sporting Goods Intelligence, a Of course, market analysts caution that most of this perfor - leading business/financial newsletter on the sporting goods mance tech gadgetry, where the athlete can measure or track cer - industry. He first began covering developments in the ath - tain metrics, isn’t for everyone and is currently largely relegated letic footwear industry in 1987

w w w . r a c q u e t s p o r t s i n d u s t r y . c o m June 2013 RACQUET SPORTS INDUSTRY 25 RACQUET SALES TTIIPP

Tennis retailers tell us their strategies for SSselling mHoHre racqueEtEs. EETT BY KENT OSWALD

CToy-Olwenerr Jofu Onrag nge County, Calif., institution Irvine Tennis and its smaller, sister store Corona Tennis

w It’s not rocket science. Know which racquets are popular and understand what type fits a cer - tain type of player. “All we ask is their type of play and swing style and then we do our best to fit their niche.”

w Recognize that there are big players with big budgets on the internet, so scale your focus and spending accordingly. “We are so old school we don't have any lists or ads or cam - paigns. We are strictly word of mouth. We do have a Facebook page and a domain name (IrvineTennis.com), but don't post ads much on there. Being a smaller but strong business, going against online mega-stores isn't worth our time.”

w Be flexible in pricing, keeping in mind the larger picture of maximizing all sales and long-term relationships, not just getting the most for individual product. “We classify ourselves as a new-age discount store. We don't advertise it but all of our clients know we discount racquets, and all our products for that matter. We stick to the same model all year round, which is be respectful and honest in guiding customers.”

w “Be honest and true about product, and most importantly, treat the customer as a friend, not a customer. I live by this: Treat everyone as a friend until proven otherwise.”

w “Customers come back to us because they trust us and rely on us to keep them updated and progressive in their game. We aren't trying anything new except reducing the wide variety of racquets.”

Photos by Jimmy Johnston 26 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com OSwtneerv oef R oVckoy rMhouantuains Racquet Specialists, the Boulder, Colo., store with an incredibly loyal local following

w Spend time qualifying what the customer wants. Interview cus - tomers to find out whether they want latest and greatest or their own tried and true. “We listen and are happy to sell customers what they say they want, but do want to bring them our own expertise if they are interested.”

w With demo racquets, use a nicer quality synthetic and (unless it is a special customer who knows what string they want and whose purchas - ing past deserves a new string job on a demo) string all demos at that cal - iber at a medium tension so there is a benchmark.

w Treat every customer respectfully. Word of mouth is always the best advertising ... or a slippery slope to driving people away.

w So many people are searching for tennis merchandise on the internet that you should at least experiment so a [potential] customer knows about new racquets and offerings through social media. The prob - lem, as with all advertising, is to have customers let you know how you reached them so you can build on that success.

w With pricing, make sure you’re in the mix in the marketplace — both versus local and internet competition—and go from there. OLwanner cofe P laHyeors lRm acquet Shop PDX, the Port - land, Ore., racquet specialist

w Try the counterintuitive to get people thinking about their rac - quets. For example, even though Portland is not known as particularly ten - nis-friendly in the winter, the store ran a January string and grip replacement special.

w Establish a working relationship with the area’s key teaching pros. “We try to help them with their personal equipment, and provide them with bags consisting of four to five demo models of their preferred brand. They, in return, send their clients to us. It works well, especially if you keep close tabs and don’t let them get more than they give.”

w Target your advertising. “For the last two years we’ve run a 30-second commercial in the Portland area during the US Open.”

w Let people know about new racquets before they get estab - lished in their routine, or search them out elsewhere. “We send out an email blast once a year (around January) introducing the new prod - ucts, and announcing any sales or price drops on the previous year’s frames.

w Train your staff. As part of training, make sure staff knows racquet spec - ifications, as well as the latest deals with manufacturers, including which racquets make the most money. They shouldn’t be selling based on what brings in the most money since that could hurt long-term relationships with customers, but they should also make sure to include a profitable racquet in the demo mix when it wasn’t asked about, but could be an appropriate choice.

w With MAP pricing, a lot of the profit comes not with the sale but with the purchase price. The question to ask your rep is not what the racquet will sell for, but what is the store’s real cost with the particular frame.

www.racquetsportsindustry.com June 2013 RACQUET SPORTS INDUSTRY 27 RSacqouettst m Hanagleri cofk Tihe Tennis & Golf Company, the Royal Oak, Mich., independent sporting goods purveyor that recently celebrated its 35th anniversary

w Work with your sales reps. You want to maximize manufacturer help with your advertising efforts and encourage manufacturers to pro - vide good quality demo strings to pair with their racquets in order to make the whole package as appealing as possible.

w Keep posters and other point-of-purchase advertising mate - OWwnoer oofd Gyra nSd cCehntnrale Riadcqeuert with its three rials up-to-date and visible. Also, know your customers—passing Manhattan locations and one at USTA Billie Jean along an extra poster or other piece of promotional merchandise to the King National Tennis Center right influencer can go a long way in spreading good word of mouth.

w Make sure new racquets are conspicuously displayed and w Make the most of your wall space. Get as that you have a good selection. “We carry eight different brands many models as possible facing out, take advantage (and 350 different demos). Availability really helps us because when you of racquet company point-of-purchase signage and come to our store, there is a very good chance you can hit immediately on-racquet advertising materials. Consider a with the racquet you are interested in.” brushed aluminum or other background that can help racquets pop, as well as a row of spotlights set w If at all possible, create a lane in the store where people can to highlight the products. demo a racquet. w Educate your customers about pricing and w Consider a membership policy. The initial fee (modest as it may be) value. Take every opportunity when talking with helps with buying inventory, and the “special membership pricing” it [potential] customers to educate them about MAP buys ties members even closer to the store when they think it might be pricing and how a racquet bought in the store can time to upgrade to a new frame. work as a better deal, particularly when extras and service are considered. “My hat is off to the internet w Provide a discount for people who bring in a racquet to be replaced that is still in good enough shape to be donated to a local companies for giving a false sense of savings to school or community group promoting tennis. consumers.” Figure out what draws customers to your w Hire staff who are nice, knowledgeable and able to share w their real experiences with the products. “People come to our location. “I like to get people into my store for store for a number of reasons. The selection. The supply. And salespeo - stringing and gripping and then take advantage ple can not only tell you stats about the products, but can also tell you when they show interest in a racquet. I also pay their experience and that of others. Product. Price. Service and knowl - someone six hours a day to stand outside in Herald edge. There’s not much else you can ask for [when looking for a new Square and hold a giant tennis racquet [to direct racquet] other than free posters, which I also give them.” tourists and office workers to the store].” w As manufacturers cut back on things like covers and dampeners, consider making up your own. For example, the store is creating a ONwonerr mof th eM Twainr Otaeksl Racquet Shop inside The Edge nylon sack (wholesale cost $2.50 to $3) with a Sports & Fitness Center in South Burlington, Vt. drawstring to accompany new racquet purchases that will also be sold separately. It will serve as advertising and also eliminate any disappointment w Show your stuff. Particularly if the physical space isn’t prominent, for a customer who spent a lot of money and make sure to be visible with new racquets—in the club, if applicable; in expected the traditional accessories, even if they the community, whenever possible. didn’t use them. w Create demo days that attract a large audience. Select racquets with an eye to what the manufacturers are already successfully promot - ing in print and on TV. Work with manufacturer reps. “They sent good - ies, made it into a tennis carnival and we attracted a wide audience.”

w Provide teaching pros with demo models, keep talking with them and make sure to have an appropriate relationship with them about compensation when they send sales your way.

28 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com

DISTINGUISHED FACILITY-OF-THE-YEAR AWARDS SSIINNGGUULLAARR TSSThhiissE E hhaarrNNdd ccoouSuSrrtt iAiAnn FFllooTTrriiddaaII iisOsO aa NN rreessiiddeennttiiaall ffaacciilliittyy wwiinnnneerr..

Bernstein Residence Delray Beach, Fla. (Nominated by Welch Tennis Courts Inc.) Specialty Contractor: Welch Tennis Courts Inc. Surface: Deco Color MP Nets, Posts: Welch Tennis Courts Inc.

For details on the 2013 Outstand - ing Facility-of-the-Year Awards, contact the ASBA at 866-501- ASBA or [email protected], or visit www.sportsbuilders.org.

n 2012, two residential courts were honored with Rac - struction, painted in blue with green outside the lines—a quet Sports Industry/American Sports Builders Associa - color combination that has been increasingly popular in the tion Facility-of-the-Year Awards. One, a red-clay court at U.S. due to the color of the courts at the US Open. The fence aI residence in Boca Raton, Fla., was honored in our February around the court has angled corners, making it easier to issue as an “Outstanding” award winner. retrieve balls. The contractor, who said they encountered no Our second residential winner, a hard court next to the problems building the court, installed storm-water retention water in Delray Beach, Fla., shown here, is a “Distinguished in the landscaped areas, and six light fixtures for night play. Facility of the Year” winner. The asphalt court is new con - —Peter Francesconi w

30 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com 31 RACQUET SPORTS INDUSTR Y May 2013 www.racquetsportsindustry.com TRiepas d&e rTse’c Khnoiqwu-eHs ow in Action

FOOT PROTECTION I again have a free source of ink for Never string while barefoot or wearing signing my work. All you need to do is sandals. I made this mistake just once. Of ensure no else in your area is using the course, I was using an awl, and of course, same idea. If so, make sure you use a dif - I hastily returned it to my tool tray, only ferent color, or paint a different knot. to have it drop right on my sandaled foot 5 sets of Wilson K-Gut Pro 17 to: and embed itself about ¼-inch. The Stan Parry, Surrey, England injury itself wasn’t horrific or life threat - ening, just completely avoidable if I’d Editor’s note: Here in the United States, used a little common sense. “big box” stores such as Walmart sell cer - 10 3-packs of Klip Python G1 Overgrip to: bottle tended to wear. Then recently I ran tain brands of nail polish for a dollar a Ed Ramirez, North Halden, NJ out of nail polish (and the free supply had bottle or less. There is a wide array of dried up anyway) so I had to buy what I available colors, and you get a new brush AUTOGRAPH PLEASE needed, and it was quite expensive. So I with each bottle if you are tough on I rather like to sign all my work so I can thought why not use the ink that we use brushes. recognize it the next time I see it, and to paint logos on the string bed? I had a some players quite like the idea too. few “empty” tubes that still had a very UNCOILING STRING SETS Some years ago I decided that painting small amount in them. I removed the tip I devised my own technique to avoid tan - the knot would be difficult to remove and with care and with a small paint brush gles or ending with a big mess and hav - not too conspicuous unless you were was able to get quite sufficient ink to ing to call for help lest I end all wrapped looking for it. Initially I was using nail pol - paint a knot. Provided you wipe the brush up with the string. It is fairly simple with ish because the supply was easy and free. immediately after finishing using, it is the advantage of not having to snip the The only problem was the brush in the usable again. plastic tie, leaving the string for the cross -

32 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com es bundled in it if you are going to per - the lower holes, weave the free end of the and Speed Pro, that “first big grommet” is form a two-piece job. string over the first main you encounter: It a shared hole, and if you tie off there you With the string set in one hand at not only looks better, it helps avoid any won’t be able to install the bottom cross. chest height, hold it from the plastic tie possibility of vibration between the main Tie off one grommet farther down at the loosely with two fingers and begin to and cross. To go the extra mile, figure out designated tie-off hole and you will be rotate the set through the tie with the the pattern of the crosses at the throat, and fine. other hand. One of the ends will come handle the upper/lower sections of the 10 3-packs of Head Xtremesoft Overgrip out, and you will find that it lies on the share holes the same way there, too. to: James Sly, Carpinteria, CA floor in a very loose and orderly man - Second, watch where you tie off the —Greg Raven ◗ ner. Continue doing this until all the mains! On a “normal” racquet, you are string has passed through the tie, or almost guaranteed to be able to use the first Tips and Techniques submitted since 1992 by USRSA members leave enough string for the crosses, (AKA “nearest”) big grommet as a tie-off and appearing in this column, have all been gathered into a searchable database on www.racquettech.com, the official mem - then take the loose end and measure hole without running into problems farther ber-only website of the USRSA. Submit tips to: Greg Raven, the mains, and cut, leaving the amount along in the string job. On the Speed MP USRSA, 330 Main St., Vista, CA 92084; or email greg@racquet - for the held with the tie. tech.com. This procedure is most helpful for me when handling strings with a lot of coil memory, especially the polyesters. 5 sets of Babolat Revenge 16 to: Luis de Santis, Valencia, Venezuela

CUTTING KEVLAR Working with aramid (AKA Kevlar) strings can be an exercise in frustration, not only because it doesn’t stretch and yet is so soft it often refuses to go through tie-off holes, but also because at some point you have to cut it, and your side-cutters have to have perfect jaws to sever it cleanly. Your best bet, then, when cutting aramid string, is to have one end fixed (if you just tied off, you’re set on this account), and pull fairly strongly on the free end while applying the clippers. While the clippers alone often won’t do it, keeping the string under tension while cutting gets the job done. 5 sets of Tourna Big Hitter Blue 17 to: Alan Yoshida, Ocean Park, CA

HEAD YOUTEK GRAPHENE SPEED TIPS You mentioned the issue with the grom - met strip in the May 2013 Racquet Sports Industry magazine Tips and Tech - niques section, but there are a couple other gotchas if you are used to dealing with more conventional racquets. First, the shared holes at the top give you a great opportunity to create crossovers without even trying. When installing the mains, make certain to use either the upper sections or lower sec - tions of the double grommet for any given pair of mains. For a really primo job, use the upper holes on one side of the racquet, and the lower holes on the other side. On the side where you use

www.racquetsportsindustry.com June 2013 RACQUET SPORTS INDUSTRY 33 String Playtest Wilson Sensation Control

ensation Control is Wilson’s origi - added 15 grams to the weight of our nal high-performance multifila - unstrung frame. ment, with a “twist.” Specifically, The string was tested for five weeks it’s been updated with wraps of Liquid by 34 USRSA playtesters, with NTRP rat - CSrystalline Polymer (LCP) ribbons for ings from 3.5 to 6.0. These are blind added control. tests, with playtesters receiving The wraps are woven around the unmarked strings in unmarked packages. nylon fiber bundles to reduce elasticity. Average number of hours playtested was This reduces the power generated by 25. stringing, three reported prob - Sensation Control, providing more of a Installing Wilson Sensation Control is lems with coil memory, two reported crisp “poly” feel and the control that pretty typical for a multifilament nylon. problems tying knots, and none report - accompanies it. The nylon bundles them - The end mushes out, but we were able to ed friction burn. selves deliver playability and comfort. complete a string job with four blocked The string is targeted toward players holes without dressing the free end of the ON THE COURT at all levels who have been playing a crosses. Members of our playtest team liked Sen - polyester string, but strongly desire the No playtester broke his sample during sation Control’s multifilament heritage, comfort of a multifilament. According to ranking it 20th best of the 172 strings Wilson, Sensation Control provides the EASE OF STRINGING we’ve playtested for publication in the arm-friendly comfort and feel and power (compared to other strings) Comfort category. Our playtesters of multifilament with a crisper feel. Number of testers who said it was: noticed the addition of the LCD wraps, Sensation Control is available in 16 much easier 3 too, with Sensation Control receiving an (1.30mm) in natural only. Contact your somewhat easier 8 excellent rating in the Control category. Wilson representative or Wilson cus - about as easy 19 Sensation Control also received excellent not quite as easy 4 tomer service for pricing on sets and ratings in Playability and Tension Reten - not nearly as easy 0 reels. For more information or to order, tion, and ranked well above average in contact Wilson at 773-714-6400, or visit OVERALL PLAYABILITY Touch/Feel and Power. Wilson Sensation wilson.com. Be sure to read the conclu - (compared to string played most often) Control’s overall score is well above sion for more information about getting Number of testers who said it was: average. a free set to try for yourself. much better 0 Six testers broke the sample during somewhat better 10 the playtest period, one where the string about as playable 7 broke while the racquet was in the bag IN THE LAB not quite as playable 15 The coils measured 40 feet. The diame - (between stringing and playing), and one not nearly as playable 1 ters measured 1.31-1.33 mm prior to each at 6, 8, 9, 10, and 12 hours. Four stringing, and 1.25-1.26 mm after string - OVERALL DURABILITY testers reported premature fraying ing. We recorded a stringbed stiffness of (compared to other strings and/or peeling, one reported buzzing, 78 RDC units immediately after stringing of similar gauge) and three reported notching. Number of testers who said it was: at 60 pounds in a Wilson Pro Staff 6.1 95 much better 3 (16 x 18 pattern) on a constant-pull somewhat better 5 CONCLUSION machine. about as durable 17 If you are looking for a nylon string that After 24 hours (no playing), stringbed not quite as durable 6 says what it does and does what it says, stiffness measured 71 RDC units, repre - not nearly as durable 2 check out Wilson Sensation Control. It senting a 9 percent tension loss. Our promises the comfort of a nylon string, RATING AVERAGES control string, Prince Synthetic Gut Origi - with control, and our playtest team From 1 to 5 (best) nal Gold 16, measured 78 RDC units agrees that it delivers. Throw in gener - Playability 3.6 ous helpings of playability, power, touch, immediately after stringing and 71 RDC Durability 3.6 units after 24 hours, representing a 9 Power 3.4 and feel, and top it off with excellent percent tension loss. In lab testing, Control 3.7 tension maintenance, and you’re looking Prince Synthetic Gut Original has a stiff - Comfort (20th overall) 3.8 at a heck of a package. ness of 217 and a tension loss of 11.67 Touch/Feel 3.5 If you think that Wilson Sensation pounds, while Wilson Sensation Control Spin Potential 3.3 Control might be for you, fill out the 16 has a stiffness of 197 and a tension Holding Tension 3.6 coupon to get a free set to try. loss of 12.77 pounds. Sensation Control Resistance to Movement 3.3 —Greg Raven ◗

34 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com FREE PLAYTEST STRING PROGRAM TALK Wilson will send a free set of Sensation Control to USRSA members who cut out (or copy) this coupon and TEPlSays TandE feelRs greSat right from the s“tart. No noticeable tension loss. I will be send it to: able to use this string longer than nor - USRSA, Attn: Wilson String Offer mal. PO Box 3392, Duluth, GA 30096 4.5 m”ale all-court player using Wilson or fax to 760-536-1171, or email the info below to [email protected] nTour strung at 58 pounds LO (Wilson NXT 17) Offer expires 15 June 2013 • Offer only available to USRSA members in the US. Name: USRSA Member number: My entire game is better with this Phone: s“tring. Every stroke feels better. I espe - Email: cially like the control I get with it. If you print your email clearly, we will notify you when your sample will be sent. 4.0 male all-court player using Bab”olat AeroPro Drive Cortex strung at 62 pounds CP (Gamma TNT2 16)

The response is excellent right off the s“tringer. This string is slightly less crisp than Wilson NXT, but very comfortable. 4.0 male all-court player using Head P”restige Pro strung at 48 pounds LO (Gamma Professional 18)

Exceptional blend of playability, spin, c“omfort, and control. Power is on the low side. 5.0 male all-court player using Wilso”n BLX Six.One (18x20) strung at 55 pounds LO (Wilson Hollow Core 16)

Plays with a very nice balance of p“ower and control. 3.5 male all-court p”layer using Pro Ken - nex Composite Destiny strung at 40 pounds CP (Head FXP/Babolat VS Team 17/17)

This string has adequate comfort and s“hock absorption. The feel is decent. It’s crisper than your average multi. 5.0 male all-court player using Wilso”n BLX Six.One (16x18) strung at 60 pounds LO (Wilson NXT 17)

There was some buzzing in the b“eginning, but it eventually stopped. Nice mix of control and playability. 5.0 male all-court player using Prin”ce EXO3 Red MP strung at 58 pounds CP (Prince Synthetic Gut w/Duraflex 17)

(Strings normally used by testers are indicated in paren - theses.) For the rest of the tester comments, visit www.racquetsportsindustry.com.

www.racquetsportsindustry.com June 2013 RACQUET SPORTS INDUSTRY 35 Your Serve Taking the Best of Youth Sports An industry insider, and a parent, says for great 10 and Under Tennis experiences, we should acknowledge and emulate what other sports do well.

BY KEVIN THEOS

ince the arrival of 10 and Under at one time. This means some players Recently, my daughter lost a doubles Tennis, it has become common - must wait for their turn to play. This is match in team tennis 0 and 0. I thought I place to compare tennis to other not a big deal because, in the case of my might tell her to not feel bad because her youth sports. Primarily, such compar - daughter’s basketball league, the peri - team could still win the match, but I iSsons have been within the context of ods are only six minutes long and the stopped myself when I realized how hol - age-appropriate equipment, scoring, clock runs the entire time. If a player sits low those words would sound. Might etc. out one period, that player will play dur - young children enjoy their tennis experi - To a lesser extent, team-based play ing the next period. This is the beauty of ence more if league organizers used skills has been a component of these compar - allowing substitutions. Players can get tests or at the very least made a genuine isons. As a parent of two kids who are into the game without having to sit out effort to match up young kids of similar under 10 years old and as someone who for long periods of time. Admittedly ability? works in tennis, I believe the tennis though, as short as six minutes is, when Although many individuals have industry would do well to look very my daughter sits out I feel eager to see attributed the popularity of other sports closely at other common elements of her play. If I had to wait a lot longer, my to the fact that they have made age- youth sports that help make them so eagerness would turn to annoyance. appropriate adjustments in equipment, popular, and honestly evaluate the World TeamTennis has successfully etc., that only tells part of the story. extent to which tennis does or could allowed substitutions for a long time. Numerous other factors, more than are adopt these elements on teams, particu - Could allowing substitutions improve described here, contribute to the success larly for kids age 10 and under. Here are the experience of young team tennis of other youth sports. some thoughts. players and spectators? Kids are kids, and no matter what the About a year ago, I took my children sport, young participants enjoy recogni - to their school playground. Adjacent to ‘No matter what the tion. They also like to spend most of their the playground is a small baseball field, time participating and not waiting to and on this particular day children were sport, young play, and they prefer contests among playing a tee-ball game. Many parents, similarly skilled players over significant grandparents, siblings and others were participants enjoy mismatches. As an individual sport, ten - there to watch. At one point, a boy hit recognition.’ nis will always differ in fundamental the ball solidly off the tee. As he ran to ways from many other sports. But by first base the crowd erupted in applause acknowledging what other sports do well and cheers. Now imagine that you are Because of substitutions and the and attempting to at least partially emu - this boy. What a feeling! presence of teammates on the field, late these positive qualities with our 10 Similarly, in my daughter’s youth teams in sports other than tennis are and Under Tennis players, we can give basketball league, an announcer intro - able to mitigate the effects of player them and their parents the most positive duces players over the loudspeaker mismatches. This stands in contrast to tennis experience possible and keep before each game as the players run on tennis where mismatches tend to be them in the game. w the court, which prompts huge painfully obvious to both participants applause. At the end of every game, the and spectators. Even in basketball, coach recognizes each player for some - where mismatches are not as stark as Kevin Theos is the USTA South - ern Tennis Service Rep for thing positive she did. In tennis, do we tennis, there have been attempts to Alabama. He is a USPTA pro do all we can to recognize kids and address the issue. Some basketball with more than 20 years teach - make them feel like the center of leagues give colored wristbands to play - ing experience and is the former attention? ers based on how they perform on a executive director of the Birm - Usually when my daughter plays soc - skills test. During games, players always ingham Area Tennis Association. cer or basketball, her team has more guard others with the same color wrist - We welcome your opinions. Please email players at the game than can participate band. comments to [email protected].

36 RACQUET SPORTS INDUSTR Y June 2013 www.racquetsportsindustry.com FOIR A NEUTRAL NATION, SWITZERLAND SURE BUILDS ONE HELL OF A WEAPON.

Arrned with a Wilson Pro Staff, ~ Fedeier is dangerous on the covrt. Its uniq e braided oonstructicn and classic cross section give :r·ou I .!'Ia perf«:t bland of control' and spin for .J 'lbsata~ prucision 0011'1 go to batlltl ,.. · ithoot it.

m;