SERVING THE SPORTS TRADE IN THE UK AND ROI
Sports £3.50 JUNE 2011 Insight THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS
FIND YOUR STRONG
WE KNOW BECAUSE WE RUN.
INSIDE THIS ISSUE SEE PAGE 28
MR MARMITE LONDON 2012 EXPORTING TO AMERICA IN SEASON ROBBIE SAVAGE TALKS HOW TO MAXIMISE OLYMPIC THE SECRETS OF A SUCCESSFUL FOCUS ON SWIMMING, LIFE AFTER FOOTBALL RETAIL OPPORTUNITIES US BRAND LAUNCH RUNNING AND SUPPORTS
Bikila tread design offers superior traction over a variety of surfaces
This little piggy had roast beef
Individual toe pockets, just in case nature made 2mm anatomical individual toes metatarsal plating for a reason protects from stone-bruising, facilitating natural forefoot strike.
Anti-Bunionization SystemTM - toe is not forced to bend around a corner Multidirectional Flexorization PointsTM allows all 33 joints of foot to flex - in Ultralight EVA case they’re Support-FactorZero there for a arch offering SweetFA reason. Support SystemTM, just in case the foot is designed to support itself.
Topographic 3mm DrilexTM Pod/Shod MimicryTM covered footbed (a shoe shaped like offers more a foot) plating protection
Vibram TC-1 Performance rubber delivers excellent “foot feel” just in case the foot was designed to be exquisitely sensitive for a reason
With youarethetechnology.com Brought to the UK by Primal Lifestyle Ltd 01306 833 240 | [email protected] | www.primallifestyle.com
IN THIS ISSUE Contents 06.11 E-CATALOGUES & BROCHURES To view the latest trade e-catalogues ABC Certification SportsInsight and brochures, working with visit www.sports- Sports Insight has a current ABC insight.co.uk. certified circulation of 5,503 (audit period July 1, 2009-June 30, 2010). The Audit Bureau of Circulations ONLINE COMPETITIONS (ABC) is an independent audit watchdog that verifies For more details on the latest Sports Insight magazines’ circulation figures, providing accurate online competition visit www.sports- and comparable data for advertisers. insight.co.uk and click on the competition tab ABC Certification demonstrates a media owner’s for your chance to win. integrity, in their willingness to be audited and to conform to industry standards. WEEKLY E-NEWSLETTER Are you missing out on the latest industry news? Then subscribe to the FREE Sports Insight newsletter. Simply go to www.sports- COVER STORIES insight.co.uk and click on the 32 EXPORTING TO AMERICA 60 E-TAILING newsletter tab. The secrets of a successful US brand launch Taking orders is the easy part of ecommerce. Setting up the logistical system to ship them is WWW.SPORTS-INSIGHT.CO.UK 38 MR MARMITE much more difficult Robbie Savage talks life after football 66 UNDER THE COUNTER 42 LONDON 2012 A sideways look at the world of How to maximise Olympic retail opportunities independent retailing REGULARS IN SEASON 10 NEWS 46 SWIMMING Latest headlines, key dates and events 52 RUNNING 55 SUPPORTS 14 KIT STOP Essential stock for your shop FEATURES 22 FOCUS ON 8 SETTING THE PACE Running shoes used for their intended purpose Sorbothane Shock Stoppers registered double digit sales growth in 2010, but leisure sales in this category are in decline, 25 TALKING SHOP says The NPD Group Yolanda Hinchcliffe owns and runs Suka Sport 63 RULES OF ENGAGEMENT 26 FSPA FOCUS Alistair Cameron explains how ACA Sports has The latest news from the Federation been elevated from a small Scottish retailer to a of Sports and Play Associations major online presence 29 MOVERS & SHAKERS Howard Carter, managing director of Cartasport Leisure
Editor: Jeff James. Tel: 01273 748675 Group Editor: Ted Rowe All contents © Maze Media (2000) Limited. The views expressed in this Email: [email protected] Publisher: Matthew Tudor magazine are not necessarily those of the publisher. Every effort is made to Assistant Editors: Catherine Eade and Louise Ramsay Art Director: Jim Philp ensure the veracity and integrity of the companies, persons, products and services mentioned in this publication and details given are believed to be Advertising Manager: Keith Marshall Tel: 01206 508601 accurate at the time of going to press. However, no responsibility or liability Tel: 01206 505947 Email: [email protected] whatsoever can be accepted for any consequence or repercussion of Email: [email protected] Designers: Chris Ashworth and Scott Jukes responding to any information or advice given or inferred. No part of this Fax: 01206 500243. Advertisement Art Director: Lee Beecroft publication may be copied, broadcast, interpreted, or stored, in any form, for Advertising Sales Reproduction: Ace Pre-Press. Tel: 01206 797541 any purpose, without the written permission of the publisher. 21-23 Phoenix Court, Hawkins Rd, Accounts: Philip Bale. Tel: 01206 505907 ABC certified circulation: 5,503 Colchester, Essex CO2 8JY Published by Maze Media (2000) Ltd, 21-23 Phoenix Court, (audit period July 1, 2009 to June 30, 2010) Group Advertising Manager: Sam Reubin Hawkins Rd, Colchester, Essex CO2 8JY UK/ROW SUBSCRIPTION: £25/£42.50 for one year (10 issues)
06 SPORTS INSIGHT
RUNNING
Setting the PACE Running shoes used for their intended purpose registered double digit sales growth in 2010, but leisure sales in this category are in decline, says The NPD Group
People run for many reasons - to relieve stress, improve fitness, help with weight loss and improve performance in other sports, among others. And, with the increasing number of charity and fun events being organised throughout the UK, the activity continues to grow in popularity. ! "
08 SPORTS INSIGHT £400 million market 8 # " $ # ! % ! Battle of the sexes R 6 0 9 1 1 ! " '()R* + ( !- ! ! 1 9 ! . !: 1 % /0 0 9 ! ( Twin peaks * $ 1 1 ! 7 /0 1 1 ! Leisure sales decline '1 7 si '(). ! ! ! 1 !0 ! 6 ! '(). ) ! 05 / : 23 Q R ! /0 /5+ 1 Q R 1!0/ 6 ! 7
www.sports-insight.co.uk 09 ALL THE VERY LATEST IN THE SPORTS INDUSTRY... Send your news stories to the Sports Insight news desk at WHAT’S NEWS [email protected] or call 01273 748675
JJB RESTRUCTURING COULD TAKE UP TO FIVE YEARS AS LOSSES RISE TO £181.8M JJB Sports’ chairman Mike McTigue has warned the successful restructuring of the retailer could take up to five years after it made an operating loss of £181.8 million for the 12 months to January 30. Like-for-like sales during the period increased by 5.9 per cent and revenue increased slightly to £362.9 million, but the overall decline in gross margin reflected the poor stock packages available to the business and the need for promotional sales initiatives to drive footfall and clear stock during the second half of 2011. On the positive side, JJB’s investment in six redesigned stores resulted in sales 16 per cent above the company average, while the retailer also reported an improvement in its online business. "Since the period end, a great deal has taken place,” says McTigue. “We have delivered two further fundraisings and agreed a significant CVA with our landlords that gives the company a real chance of recovery. However, this is the beginning of the hard work and not the end. “The financial restructuring was completed on schedule by the end of April and since then the operational restructuring has progressed well. Underperforming stores have closed as part of our CVA, and head count and operating costs have been significantly reduced. Whilst the sales environment remains challenging, management's prudent controls mean that business performance in the first quarter has met the board's expectations. “The fundraising in April also provided us with the funds to refurbish our store portfolio, following the success of last year's trial. A further 150 stores are targeted for refresh or refit in the current year, with 50 targeted for 2012/13. “The retail environment is challenging, will remain so for some time and we face intense competition. But the work undertaken over the past six months, together with the crucial support of all our stakeholders, have given JJB a chance to survive and ultimately to prosper, and I look forward to working with our management team to make this happen.”
…Lawrence Christensen has become a Transfer non-executive director of JJB Sports. He will take up his role on November 1 after Market completing a consultancy project with the Australian retailer Coles…HI-TEC has appointed Kevin Reid as its golf sales agent for Scotland…
10 SPORTS INSIGHT “Pissed off with my husband getting in at 4am with Ben Foster and waking me up. Have some respect.” Becky Doyle, wife of Birmingham City goalkeeper Colin, tweets her thoughts after the club’s end of season party. The comment was later deleted. Rowena Doyle,s VISUAL MERCHANDISING Tip of Encouraging people to look at your windows, th and then getting them to enter your store, can be he mon a challenge. So here are my tips to make your t windows stand out: 1 Know the three second rule. This is the golden rule for all window displays in terms of the time you have to make an impact. 2 Have a focus. Windows are for much more than just putting goods in - they need to have a story and a focal point. 3 Keep it simple. Most people can only store around five items in their short-term memory for around 200-500 milliseconds. So the more you show them the less they remember. 4 Free marketing tool. Your windows can be used whatever way you want and they don’t always have to include product. 5 One product group. Many times I see more than four product groups in a window, but sometimes it’s more effective to have just one. 6 Price or not to price? This is debated nearly every day, but my advice is that if you have a good offer put a price on it. However, it’s best not to overdo the price tickets and think of rule three when making your decision. For more information email [email protected]. LATEST CATALOGUE RELEASE FROM PRECISION TRAINING Precision Training has launched its 2011/12 catalogue featuring new ranges Precision Running, Precision Time and Ladies’ Team, as well as its Schmeichology goalkeeping line. “The last 12 months has been an exciting time for the Precision Training brand and this year’s catalogue reflects the brand extension programme, which incorporates more sports, more innovation and more high quality professional products,” says David Sanderson, Precision Training’s national sales manager. “Our products are being used by professional sportsmen and women across the UK and we are delighted that we can boast four national champions within our professional partners programme.” Sanderson adds: “Leeds United star Kasper Schmeichel heads up the ever expanding Precision Goalkeeping stable and we have worked closely with Kasper to design the Schmeichology - Science of Goalkeeping range, which has already been a huge hit in stores. We will continue to keep moving the brand forward and believe this year’s catalogue is our best yet.”
www.sports-insight.co.uk 11 ALL THE VERY LATEST IN THE SPORTS INDUSTRY... Send your news stories to the Sports Insight news desk at WHAT’S NEWS [email protected] or call 01273 748675
Sponsorship …Heineken has extended its contract with UEFA to sponsor the Champions SOCIAL ENTERPRISE SPORTS News League for a further three years…UEFA, in association with adidas, has made SHOP OPENS FOR BUSINESS INTERSPORT the Official Sports Shop of Licensed Products for Euro An independent sports shop with a difference opened in London’s St 2012…The Football League has extended its partnership with official John’s Wood on May 25. ball supplier Mitre until 2015. First signed over 25 years ago, the Circle Sports describes itself as a social enterprise that provides renewed deal will see the brand become the longest serving of The opportunities in sport for young people. As well as selling discount Football League’s commercial partners…Thomas Waldrom, The Rugby sports equipment and apparel, it makes financial contributions to Players’ Association 2011 Player’s Player of the Year, has signed a community grass-roots sports programmes and funds access to sponsorship deal with Canterbury that will see the Leicester Tigers training facilities, coaching and support for youngsters who may number eight wearing the brand’s headgear, protective wear, baselayers otherwise not be able to afford it. and Mercury Compression undergarments…The Argentinian Rugby Turly Humphreys, founder of Circle Sports, also provides roles for Union has signed a new long-term contract with Gilbert Rugby as its official and exclusive ball and equipment supplier… unemployed individuals within the business, funding placements for up to 10 young people in order for them to gain experience in a wide range of skills, including retail, marketing and administration. Circle Sports supports them in completing NVQs and helps to ASICS PROMISES IMPROVED PRODUCT place them in paid employment after they leave the retailer. PRESENTATION AND STAFF TRAINING ASICS has pledged to invest in improved product presentation at retail and technical training for staff as part of its new Europe- wide distribution policy for its ASICS and Onitsuka Tiger brands. ACTIVINSTINCT POSTS ASICS says that under the new policy its products will be made available through the most appropriate retail channels, ROBUST HALF-YEAR RESULTS where consumers will be offered expert advice and service in Activinstinct, the fast growing online sports retailer, has order to make the best product choice for their individual needs. posted strong half-year results, assisted in part by the launch “The new distribution policy marks ASICS’ commitment to of its first foreign language website. ensuring our consumers are offered appropriate products through Sales rose 27 per cent and profits jumped 44 per cent compared retailers that are focused on providing the best customer experience to the same period in 2010, while the retailer’s new French website and service,” explains Alistair Cameron, CEO of ASICS Europe. lifted the proportion of European sales to 22 per cent. “This step is part of our continued brand positioning to At the same time, Activinstinct has finalised another focus on sustainable growth and our mission to be the number partnership agreement, this time with the Shop Direct Group, one true performance sports brand.” to provide ecommerce services. “Even in an anaemic economy and challenging market conditions we have still managed to make an impact with a set of robust results and the launch of ambitious and highly CLEVER LITTLE BAG WINS enterprising programmes,” says Mike Thornhill, Activinstinct’s CEO. INNOVATION AWARD “We remain buoyant in our outlook for the rest of 2011 Puma’s Clever Little Bag, the brand’s answer to the traditional shoebox, and believe we can continue to put the kind of strategic won the best design prize in the Sustainability category of the Conde initiatives in place that will maintain the pace of growth in Nast Traveller 2011 Innovation and Design Awards on May 10. sales and profits.” The awards were created to honour the best in innovative design and thinking and recognise achievements in a wide variety of categories. The winners were selected by Traveller readers, based on nominations by a team of experts. ADIDAS’ PLAN TO BE UK The Clever Little Bag requires 65 per cent less paper than a conventional shoebox to make and reduces water, energy and diesel NO1 STILL ON SCHEDULE consumption during manufacturing by over 60 per cent a year. It also reduces Puma’s carbon emissions by 10,000 tons per annum. adidas says it’s on track to become UK market leader by 2015, using the London 2012 Olympic and Paralympic Games as a platform to achieve its goal. The brand is the Official Sportswear Partner of London 2012. "Our preparations for the London 2012 Olympic Games are going according to plan,” says Herbert Hainer, adidas Group CEO. adidas is working closely with the London Olympic Games Organising Committee in contributing to the sustainability goals of the Games. 100 per cent of all adidas volunteer uniforms, torch relay outfits and athletes' village wear will contain sustainable components. In addition, adidas will have set up more than 100 adiZones across the country by the time the Games start. Each adiZone is a free-to-use outdoor multisport installation incorporating basketball, football and tennis areas, as well as a climbing wall and an outdoor gym. So far 50 adiZones have been set up across England by local communities in partnership with adidas.
12 SPORTS INSIGHT “So angry, what’s the point of Twitter if you’re not allowed to write what you want on it?’ Mrs Doyle won’t let it lie!
GLOBAL GUESTS CELEBRATE OPENING OF HI-TEC’S NEW HQ HI-TEC celebrated the opening of its new 3,000 sq ft global headquarters in Amsterdam with over 400 guests from all over the world, including close friends and business associates, on May 9. Frank van Wezel, HI-TEC’s chairman and founder, was joined on stage by his entire family to declare the state-of-the-art facilities officially open for business. “HI-TEC is extremely proud of our heritage and business foundations,” says van Wezel. “We are a dedicated and passionate brand who refuses to sit still and rest on our laurels. “We must be adaptable, moving with the trends and ensure, for the better of our company, that the global product development and marketing teams, whose main brief is to drive our brand forward, are presented with a highly creative and inspirational working environment in a central and easily accessible location.” Following the opening, HI-TEC launched its spring/summer 2012 collections to delegates from the company’s subsidiaries, distributors and sales teams from over 80 countries. The ranges are the first complete collections developed by Charles Willis, HI-TEC’s new creative director, and his global product development team. Heading up the business in its new location is Ed van Wezel, Frank’s son and Hi-TEC’s new CEO. Martin Binnendijk, formally European chief executive, will be the group’s new chief finance officer, a position previously held by Bob Kaiser, who has become the new chief executive of MAGNUM USA in Modesto, California.
… Mike Deegan, OSC’s chief executive, became Sports the Over 55 European Road 10k champion at the recent European Masters Championships in Shorts France. Deegan also helped the GB team win the road relay the following day. A former international cross country runner, he is now gearing up for the World Masters Championships in Sacramento in July…ESPN’s coverage of this year’s FA Cup Final attracted just 480,000 viewers at its peak, compared to ITV’s 8.3 million…in a pledge to help improve working conditions in factories worldwide, Arena has announced its affiliation with the Fair Labor Association. With the aim of ending sweatshop labour and protecting workers’ rights, the FLA was incorporated as a non-profit organisation in 1999 and counts some of the world’s leading sportswear and clothing brands, including adidas, ASICS, Nike, Puma and H&M, as participating companies…Equipio.com, the sports social shopping website, has added more than 5,000 sports videos to its site to further enhance the shopping experience for visitors. The new content enables shoppers to watch a video and click through to information about the products, pros or brands featured. Users can also comment on the videos, share them on Facebook or Twitter and add them to their ‘favourites’ within their Equipio.com profile…online retailer Play.com has added a sports and outdoors category to its site. The new area features products for tennis, fitness, cricket, running, camping and walking from brands including Gray-Nicolls, Gunn and Moore, Head, Wilson, Prince, Speedo, Hilly and Puma, as well as official London 2012 merchandise. Outdoor brands include Helly Hansen, Coleman, Craghoppers and Columbia. All purchases are delivered free of charge…Nike was a double winner at the 2011 Sport Industry Awards, winning the Best TV Sport Commercial and Best Integrated Sport Marketing Campaign categories for its Write The Future promotion. Rival adidas was named Sport Brand of the Year, while Umbro took the prize for Best Use of PR in a Sport Campaign for its England away shirt launch…as part of the national New Balance brand campaign ‘Let’s Make Excellent Happen’, INTERSPORT is running a cooperative advertising creative featuring NB’s 1080 running shoe. The advertising will appear in July and August in Running Fitness and Health & Fitness magazines and features on intersport.co.uk with a product focus on the technology, plus supporting POS in store…
www.sports-insight.co.uk 13 PRODUCT ROUND-UP KIT stop Essential stock for your shop
GFORCE NETBALL RANGE ENHANCED WITH RACER-BACK DRESS GFORCE’s popular Netball range has been boosted by the addition of a contemporary new dress, originally designed for top athletes and now available for clubs and schools. This striking dress represents a cutting-edge design, teamed with the sophisticated high performance fabrics customers have come to expect from the GFORCE name. Designed with flexibility and comfort in mind, the sleeveless, scoop neck, racer-back dress offers unrestricted arm rotation, while the fabric choice has been selected to offer superior breathability and great comfort. In addition, the netball dress is available in thousands of exciting colour permutations, so team colours can easily be replicated within the kit. Along with the bulk of the GFORCE range, this new dress can undergo the dye sublimation process to imprint infinite designs and colour choices directly into the fabric. For further information on GFORCE call 01507 523243 or visit www.gforcesportswear.co.uk.
14 SPORTS INSIGHT www.sportindustry.biz
HILLY Hilly has announced the release of its revamped neoprene accessories range. The hugely successful range of carriers has been developed to keep up to date with the ever-changing size of running gadgets and technology. While more and more runners take to the streets with iPods/smartphones, lipstick and tissues, among other things, Hilly’s range of accessories cater for the needs of every runner. Comprising five key pieces (arm pocket, wrist wallet, shoe wallet, arm gel strap and waist pouch), they’re all constructed with a lightweight stretch neoprene that holds contents tightly and securely. For more information/samples or to place an order call Hilly on 0161 366 5020. Alternatively email [email protected] or visit www.hillyclothing.co.uk.
www.sports-insight.co.uk 15 PRODUCT ROUND-UP
UHLSPORT TORWARTECH JUNIOR GK SET The Torwartech Junior GK set (RRP £34.99) aims to instil the uncompromising professional standards required in goalkeeping from an early age. Identical to the adult version, it combines a long-sleeve jersey with trousers that include additional elbow, shoulder, hip and knee padding in order to keep injuries to a minimum. Added printed silicone ball control zones on the jersey prevent the ball slipping through, letting players know they always have uhlsport behind them. For additional information contact uhlsport on 08448 849861 or email [email protected].
16 SPORTS INSIGHT www.sportindustry.biz
TEAM COLOURS For netball teams who like to ensure their players always turn out directly, a feature that has made it even easier to visualise custom kit looking their best, bespoke manufacturer Team Colours is ready with designs and create a new product. With many basic design options, the complete service - whatever your sport. enabling you to choose garment detail and to colour in the whole With a quick turnaround time and no minimum quantities - using ensemble, you can even place your logo, brand name or message in quality fabrics and with full printing and embroidery - Team Colours position – giving a finished picture of your garment front, back and side. offers a wide selection of quality multisport teamwear, training kit and sports accessories. For more information call +44 (0)1920 871453 / +44 (0)1920 877270, Team Colours’ online designer tools now allow designs to be ordered email [email protected] or visit www.team-colours.co.uk.
TOP MARKS TO CARIBEE FOR GREAT 2011 SCHOOL BAGS The Caribee Rhine backpack is the company’s best-selling schoolbag. This 40-litre, easy-to-carry back pack with Action Back Extreme harness system is both practical and comfortable. As well as a padded laptop sleeve, which fits up to 15.4” laptops, it is A4 compatible with multi- storage pockets and compartments, an audio port and organiser panel. Available in black and navy. SSP: £29.99. The Cisco is the most popular everyday pack in Australia. Lightweight, strong and versatile, it’s an ideal kitbag for school or college. Choose between green, blue and red or black. SSP: £24.99.
● Delivery from stock now. ● No minimum order. ● Free shipping for orders over £300.
To find our more about Caribee and arrange an appointment with a representative in your area call Jacquie Sandison 0131 554 5555 or email [email protected].
www.sports-insight.co.uk 17 PRODUCT ROUND-UP
CORE COMPRESSION SHORT WITH BIOFLEX CUP
● X-FIT CUP RETENTION SYSTEM integrates a wraparound external supporter for unparalleled comfort, fit and protection.
● VERSATILE COMPRESSION SHORT with interlocking flat seams, a ventilated inside cup pocket and comfort fit waistband.
● BIOFLEX CUP unique, vented bio- shape body with integrated gel perimeter pad for unrestricted movement and improved comfort.
● Constructed with supportive four-way stretch anti-microbial fabric that wicks moisture away from the skin.
18 SPORTS INSIGHT www.sportindustry.biz
OPTIMUM Incorporating the spirit of the forthcoming Rugby World Cup, Optimum will be extending its already established products to include a range in the tournament’s colours:
BLITZ RIFT Offering high impact resistance protection at all points of major contact during match play, Blitz Rift incorporates a full length body and comes emblazoned in the new Blitz Rift colourway design. MINI, SB, LB: RRP £34.99. S, M, L, XL, XXL: RRP £39.99.
ECLIPSE RIFT The ever-popular Optimum Eclipse rugby boot is now in its third year and has continued to be a huge success. Increasing your customers’ choice even further, Optimum has extended the colour range options to include the new Rift design of green and blue and an exciting navy/orange. Juniors 1, 2, 3, 4, 5, 6: RRP £24.99. Seniors 7, 8, 9, 10, 11, 12, 13: RRP £34.99. For more details contact your local agent or call Optimum direct on 01942 497707.
www.sports-insight.co.uk 19 MINI TENNIS QUARRY HILL, BOX, WILTS SN13 8LH The only LTA designed and developed ball
Tel: 01225 742141 E: [email protected] Patented Double Life balls - why settle for less www.jpricebath.co.uk
20 SPORTS INSIGHT PERFORMANCE TEAMWEAR NEW COLLECTION
www.gamegear.co.uk t: 01332 85 83 85 PRODUCT PROFILE
Who are they aimed at? Sorbothane offers support for professional Focus ON... athletes and weekend warriors alike. The shock absorbing insoles are used by many Sorbothane Shock Stoppers long distance athletes, cricketers, tennis and squash players, and golfers. We also sell a lot of products to the military and outdoor market Andy Hawkyard, Sorbothane’s product weak joints and easing the strains on due to the fact that Sorbothane helps to reduce manager, talks us through the offering. ligaments and tendons. injury and damage caused by footstrikes. Sorbothane is constructed with an advanced Can you give us some visco-elastic material scientifically proven to background on the brand? continuously absorb up to 94.7 per cent of How are they marketed? Sorbothane has been a leader in shock harmful shockwaves. Its unique compound Staff training and product and injury guides stopping technology for over 25 years. Our design is built to last longer than other standard are key to our success. We also work closely unique insoles are recommended by medical foam insole designs. The recovery rate of with physios and medical experts, who professionals and are proven to limit the Sorbothane’s advanced compound material recommend our brand regularly to patients. trauma caused to a body during exercise. ensures energy is not rebounded to the point of The most important marketing tool for Sorbothane is recognised worldwide as impact and, remarkably, regains its shape Sorbothane over the years has been word of the ultimate material for attenuating shock and quickly enough to be prepared for the next step. mouth, as our products really do work and isolating vibration - no synthetic rubber or once people try them they recommend them to polymer can dissipate energy as effectively. Why have they sold so well? others. In recent years we have also Sorbothane is a highly damped, visco- relaunched the brand with a consumer Sorbothane sells well because it simply does elastic polymeric solid that flows like a liquid advertising campaign targeting our key what it says on the tin and is proven to be the under load. Since its introduction in 1982, markets - sport, outdoor and military. Sorbothane has been used in many energy best material for injury prevention on the absorbing product applications. Our engineers market. In recent years Sorbothane has also revamped and repackaged its market leading What is the most effective way a partnered with NASA to design a unique retailer can market the range? Sorbothane isolator that protects the vital range of Shock Stopper high performance shuttle cameras during launch, while curators insoles. The new line-up combines the brand’s How many times do customers come in to from the National Park Service and the unrivalled shock absorption properties with an sports stores complaining about injuries and Philadelphia Museum of Art placed complete updated design that’s up to 30 per cent lighter aches and pains? Sorbothane is a proven trust and confidence in a specially designed and features the latest nano silver antibacterial solution to injury problems and at a relatively Sorbothane isolation system that protected the technology for maximum comfort, and cheap price point is an easy sell for our historic Liberty Bell from further damage as cutting-edge packaging for added shelf retailers. My advice on marketing would be to it was successfully transported 935 ft to its presence and easier storage. Also brand new is train staff and make sure you have marketing new home. This shows that, unlike many the Sorbo-Pro Total Control, a unique insole support available for customers to read. For other products on the market, Sorbothane is a that couples pronation control technology and help with marketing or to get more support material that is proven to perform. patented Sorbothane impact protection. materials call us on 01623 445843. si
Key features and benefits Sorbothane Shock Stoppers help combat the demands of running and high impact activity by reducing muscle fatigue, protecting
22 SPORTS INSIGHT ™
COLLECTION · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · · swimwear for the day to day athlete
Amanda Beard Four-time Olympian Seven-time Olympic medallist 1st time mother XPRES CUT ® THE PERSONALISED SPORTSWEAR SOLUTION
The increasing demand for low volume runs of personalised sportswear make the Xpres Cut transfer system a must for all suppliers of sports apparel.
Produce single and multi colour transfers for Football Shirts, T-Shirts, Bags, Polo Shirts, Caps, Jackets, Tracksuits, Promotional Wear and more
No screen or set up costs
Superb profit potential
www.xpres.co.uk Tel: 01332 85 50 85 RETAIL INTERVIEW 1 1 ! ! ; ! ! TALKING shop 1 ! Yolanda Hinchcliffe owns and runs new London retail ! R ; outlet Suka Sport, which caters specifically for men 1 1 ! 1 ;0 screening of all major sporting events.
What do you believe is the biggest barrier to doing business? $ 1 9 ; ! ! R
What percentage of your sales are internet based? ; ! ! - cent of our overall takings.
What do you like most and least about the business? # Why and how did you get Do you have any competitors? # 1 1 19 into sports retail? How do you compete? (3# # ! + 1 < $!% $ ! ! !1 # <<! # R ; 1 #R 1 # ; 1 1 9 Can you describe the store? 1 and being inspired by athletes. ; ! ! 2' 1 R " ! = ; 1 ! ; What marketing strategies are What have been your biggest ! you using to grow the business? challenges so far? ! ; 1 $ 1 ' #! !! 9/0 9 What is the strongest sector of the 1 ! ! market for you at the moment? ! $ ! . ! si ! How do you find out about # ! How has trade been so far? new products? $ # 0/ -:> 6 # 9 ; ! ? !@ ; ! 1 ! 9 E A ! F $ ; . < 1 BC ! What are your current best-sellers? " ! ! ! ;1 1 " BC 1 How do you keep customers 1 coming back? + ! !1 $1; * .D"3+ 9 !! ! 1 9 1 1! #! D ! 1; currently outselling everything.
www.sports-insight.co.uk 25 FSPA MEMBER NEWS FSPA focus The latest news from the Federation of Sports and Play Associations
% ;! 1 1 # ) # # ) 1 ! ! 1 1 1 1 6$(" ! 1 6$(" 1 ( % 6 $ $ D17 1 - 1!!0> 1 0 # # 0/ BC # 1 R# 1% < )1 ! @ 11! The FSPA’s research study on the BC# ! 1 Indian sporting goods market was ! !% $ launched at an India Day held at R 1 # Federation House on May 25. !0G! 6$(" H6 1 9 1 ! 7 D) ( ! # 3 1 # ! B 1 R1! ) ? 1 ! # I--GH/->-0-555/ si ANOTHER SUCCESSFUL BGIA EVENT AT WOBURN 6$("R ! 9 ". 590 . !. ; . + + 1 1 ! 1 @ ! ! ! ! 05 ! %.#". !. ! 1 ! 9 ; R 7 9 !Q ! R BC $ !%D ! #! @ 1 ! 10 1! R ! @ 9 www.sportsandplay.com.
26 SPORTS INSIGHT
PEOPLE Movers & Shakers Howard Carter, managing director of Cartasport Leisure When did you get into the sports 7 trade and why? #1 1 ! !# " ! J # # + 05: R 1 1 05: 7 ! 1 ! +"$ ;E+1 ! ! !#! ! !J +!! @ ! $ 0: ! # 1 ;! 1 +! ! ! $ ! 5: 5: + !@ .1 ! 0D % 9! 1 ! ! 1 +! +1 1 1 1 7 Who has been the biggest !!; 7 influence on your career? #'D3$(*3+D'("+ 1 # 0:5;E+1 $ + 05:>9! % J K0> 1 How has business been in the E E ! 29 past 12 months? ! 9 9!; 1 J + J ( ! 1 +! ! E 3 9 D +1 6 9 ! J ! Have you noticed any significant ; ; ordering patterns as a result of +! the recession? +1!! 1 Tell us about Cartasport % @ + ! 7 ! $ E ! R ) +1! # What brands do you distribute? # +1 ; 1 *1 1 1 !! 05 ! ! "7 $ ;+ ! BC " %+D% $ + ! ! 1 !1!1 + +) 6 -;. +R % ! ! 7 N E BCE !)E#9 ! $ 7 #! D+CC C ! < )1 ( " ! ! 1 ( ($ 3 $ " #! R @ ; #!! $< E ) $< $ $ 05 $ $#." B A @ $< E ! 1 ; !! ; BC What is the biggest growth area ! 7 ! % % ; )% % ! of your business? " ! $< #@ $ ) +3 C $1 % 9 $ ! C!#! $ 9"7 ' % ! ! * $ ! !$< ) !L # M BC ! $ + 3 ) ; 1 ! 0- # $ + ! J ! ! 1 ! ! ! ! ;11 @ ! si BC ! # 1 # ; ! 1 For a copy of Cartasport’s 2011/12 ! E$ 9 11 catalogue, email [email protected] !!! # ! D or call 01535 600342.
www.sports-insight.co.uk 29 Pain relief that works
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EXPORTING
Breaking America Lauren Fox seeks some expert advice on how brands can successfully launch into the lucrative US market
When it comes to enterprising spirit, )! there’s no denying the USA has a go- ! * for-it attitude to beat all others. It’s a 96 31 ! country laden with motivational 10 1 B$ statements, and reverberates with % E KO' ! energetic whooping and high fiving. ! D We’re talking about a place where 1 ' 3 1 ! individual portions would feed a small 6 /0 P army and ‘supersize’ is the regular / 3 # option. And that hunger seems to ! 7 ! extend to all things British and Irish. B$ /09 -0 O- # !9 ! ! 9 1 1 ! 1 $ 6 % 2 ! ! %* ! -- " KO; ! ! R 1 @ ; R 1 P E 3 R B$ " $ . R1 " R$ ! ! # 3 /00B$! B$ Record lows 7 " ' 1 /0 B$ ! /5! ! 7 Matchmaking 0 O-/ /09 6 /0 1/5 #! 1 @ 6 B$/0 9 !! B$ ! ! / " D 1
32 SPORTS INSIGHT P B$ ! 1O# 9 P % 9 B$ 1 1 1!.3 !9E 3 !B$ 3 D1 " ' 1 0 90> O# B$ PO* ! 9! B$"9 ! 9 1 ( ! ; ! ! B$1 D P
Resources R @ 3 1 Q 1 1 ! $. " RA ! ! ! << ! R ! BC# 1 1 O; !! ! B$ 1 9! 7 ! 1 1! @ 1 .3 ! P G H 3 OR E R 1 ! 1 B$ ! 1# 1 )R 1 ! 1 ! KO'11 ! ! 1 Q;R R KOE ! 1 ( ! R B$" + O; ! !! ! # ! ! $! ! # ! ! 7 R1 ! OD 1 ! 1 1! ! ! P < ! 1 1 1 ) ) R BC N# 1 ! B$ !D ! *1 OA B$ # $1 ! # 9 E 9 R " KQ# #R1 P 1 R ! O# #9 ! P ! D RP si
www.sports-insight.co.uk 33 BASKETBALL MOLTEN IS IN THE PINK - ARE YOU? If you are a Molten customer you have 5 reasons to be in the PINK too…
• Overall participation in team needs for an entire season sports is growing in the UK including basketball, football, according to a recent SGMA futsal, netball, volleyball, (Sports Goods Manufacturers handball, water polo balls, Association) report, reversing dodgeball and korfball. recent trends. • Molten is the official ball for • Molten is one of the world’s the GB Men’s and Women’s leading manufacturers of Basketball Teams, GB inflatable balls for team sports Wheelchair Basketball and Molten balls are approved Association, the British by FIFA, FIBA, FIVB and IHF. Basketball League, Basketball Ireland, BUCS, London Youth • Molten means quality – Games, British Colleges Sports, quality in design, quality in Mini-Basketball England. manufacture and a quality end product, whether the ball is for Molten is PINK with pride over basketball or volleyball, football its new PINK women’s or netball, dodgeball or water basketball*. What’s more Jo polo. Leedham and her team mates in the GB Women’s Basketball • Molten is a one-stop shop for Team love the “pinkness” of it the trade – in one phone call or too! e-mail Molten customers can place an order for all their ball * (Available in size 6).
34 SPORTS INSIGHT SI PROMOTION
www.sports-insight.co.uk 35
GFORCE. Not just another stock teamwear brand
High Performance Bespoke Sportswear
With a passion for sport, GFORCE prides itself in knowing how important it is to deliver high quality, affordable, multi-sport apparel with low order quantities and quick turn–around times.
Up to 10,000 Low Short Colour Minimum Lead Combinations Order Time A BRAND YOU CAN TRUST
T: 01507 523243 [email protected] www.gforcesportswear.co.uk INTERVIEW
My sporting life: ie Savage obb Football’s pantomime R villain retired in May, but life off the pitch is anything but quiet, reports Tony James
For most of us, ! ! retirement day E will probably ! ER! E mean being 1 % !R presented with 1 a gardening ! E! token by the ! ! R P boss, having a ! 9 last drink + 3 Career with 1 ! @ F ! ; ! colleagues ! ;9 5 ; and going $1 9! !! home to $ 9 9 1 $1 wonder: #'D3$(*3 "+"$ B “What do I O"+"1 1 P do now?” O" )1 %( 6 3 $1 9 1 $ 3 . .'1 1 ' !#R O!@ P P O# R@ ! ! ! O% ! 1 ! P P"+"$ " E ! + O3 +!" 055- Emotional @ 1 B O# R #!1 ! P @ P ; ! % % ) $1 + ) + 0 > 0 1R 3 > $1 KO' " ! ! 1 " ! !2B R $1 ! ' ! R #R ! R !* ! $1 @ ( #R! " $1R ! O6 ! P # ! * 9 P O*#R 9$1! $ )"% " #R! 3 $! 1 !9 ( R #R 1 1 ! :5 ! ! ! 9 F O# ) J % #R ! PO 90- O# ! ! R 1 $ ! ! $1 !! ! !! 1 P 9 #R E R R R ! ! 1 ) % + ! ! #R +! ! P $1+ ! " 1 ;1 ! @ '!9 ! 1Q$1R ! ! % ! ! ! "<R $1 O 1 ! ! 1 P$1OE!
38 SPORTS INSIGHT Newcastle striker Alan Shearer his red card, who then showed it to the ref. However, throughout his career Savage was sent off only twice - when playing for Wales against Northern Ireland in 2004 and in a Blackburn-Middlesbrough game in 2006. Savage admits he’s never been one to shy away from the spotlight and smiles about comments concerning his flamboyant cars and flowing hair. He says: “To be honest, I think I was a better footballer than people give me credit for, but I suppose I’ve been the first to laugh at myself and not take things too seriously. “I was never on the playing level of Wayne Rooney, but people know who I am because I’ve got a distinctive personality and I’m not scared to say it like it is.”
Low point Savage reckons his career was probably at its lowest ebb soon after he joined Derby in 2008. Poor form meant he was left out of the squad. “Then I had a couple of bad injuries - breaking my neck and a compound fracture of my leg,” he explains. “I thought I would never play again and the thought of leaving football nearly killed me. I was very low in confidence and thought I had let everyone down.” The arrival of Nigel Clough as Derby manager in 2009 transformed Savage’s fortunes. “I was finished when he took over,” he remembers. “I had been on loan to Brighton and I don’t think anyone, even me, thought I would force my way back in at Derby and perform like I have.” Clough doesn’t underestimate Savage’s influence: “He has made a big contribution. He helped to steady the ship. We have kept our heads above water, just, and had Robbie not been around we might not have managed it. So he has helped us to survive.” Savage may have retired, but the family football dynasty lives on. One of his two sons, seven-year-old Charlie, is now following in his father’s footsteps and training with Manchester United. “He loves football and seems to have ability, but I’m not going to be a pushy parent,” Savage says. Retirement from football means Savage is spending more time with his wife Sarah and his sons in their luxury three-storey home in Cheshire. And that means Sarah is insisting he gets more involved with such household chores as cooking, washing up and making the beds - something Savage is not too happy about and already has plans to skive off. But if his past record is any guide, it will only take a joke and a cheeky smile and he’s bound to be forgiven. si
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LONDON 2012 Carrying the
The Olympics may be over a yeartorch away, but this Games are expected to return, according to shouldn’t stop retailers devising a plan to make research carried out by the national tourism agency VisitBritain. the Games work for them now, says Dave Howell “Considering the number of worldwide destinations available to overseas travellers Billed as the greatest show on earth, the says Matt King, senior leisure analyst at and the fierce competition for overseas 2012 London Olympics looks set to Mintel. “This association with sport is set to visitors, it is very encouraging to know that deliver a financial windfall all sports rise as we move closer to the 2012 Games 77 per cent of the 30 million overseas retailers can potentially benefit from. and beyond.” tourists who came to the UK last year had History shows that many of the Games Simon Couch, head of field marketing already visited in the last 10 years and that have taken place in recent memory at marketing agency RPM, advises: “It’s chosen to return to Britain,” says Patricia had a huge positive financial impact on vital for sports retailers to start planning Yates, VisitBritain’s director of strategy the economies of their host countries. early in order to get the most out of the and communications. “It is an important The 2000 Sydney Olympic Games, for Olympics. This might mean integrating sign that Britain is to generate a sustained instance, is reported to have delivered with their local community to tailor their uplift in tourism after the Olympics.” over $4.5 billion of income for Australia. offering to the area. The 2012 Games will impact a wide “For example, can they do anything on Online range of industries - some more so than local run routes, bike courses or club The high street may look set to benefit others. Not surprisingly, it’s estimated that sponsorship, perhaps offering to put on from the Games, but online retailers could construction and hospitality will benefit organised trips to the nearest Olympic open also see sales increases as well. Ecommerce most. However, the retail sector as a whole air screens? Creating a big presence on the continues to outstrip growth on the high is expected to see incomes estimated at high street is vital, but sports retailers street and in its latest report online over £350 million. should also look at the alternatives open to payment specialist PayPal and Experian, them. Social media is a great way of the credit check specialist, stated that Timing keeping and building momentum among online retailing in 2012 alone would top What’s more, the timing of the event customers and driving footfall to online and £30 billion, which equates to £1 in every couldn’t be better, as new research into the offline stores.” £10 spent throughout the year. sports retail sector indicates that it will Retailers will have to take a creative The report states: ‘Online shopping has outperform many other retail markets over approach to promoting the event. The grown much faster than the broader retail the next few years. According to Mintel, Olympic Games’ intellectual property is sector and is set to continue to punch 2012 will see the value of the sports protected robustly, with those that are not above its weight by posting the largest retailing sector reach £6 billion. official sponsors prevented from making growth in British retailing by the end of “Of the people who do not take part in associations with the Games. What this means 2012. Experian predicts the internet retail sport, 35 per cent have still bought from in practice is that you couldn’t, for instance, sector will grow by £8 billion, a leap of 36 sports retailers in the past 12 months,” have a promotion that said: ‘We support the per cent from its current value, to be worth 2012 Games’ as this would be unlawful. The £30.6 billion by the end of the UK’s use of the 2012 logo and Olympic rings image Olympic year. This is almost equivalent to are also carefully controlled. the total £32 billion worth of spending cuts Even if your store can’t make an announced in the recent Budget, or a association with the Games via conspicuous quarter of the UK budget deficit.’ promotions, analysts have predicted that “Online retail is booming, even in the the additional footfall to sports current economic uncertainty, because retailers will be enhanced during shoppers turn to the internet when they and after the event. If your store is are trying to be thrifty,” says Carl Scheible, London 2012 based in London, it’s expected that PayPal’s UK managing director. “Two close to a million extra people will thirds of online shoppers are now be in the capital between July 27 convinced their money goes further online, and August 12 next year. It’s also compared to less than half who believed it worth noting that of these extra last year, an increase of 8.5 million people. visitors over a third will be from The success of online retail really is the overseas. silver lining in the economic crisis.” The legacy of London 2012 is The message is loud and clear: retailers
expected to have a lasting impact London 2012 London should ensure their websites can cope with on the retail sector. Visitors that the possible increase in sales as a result of will come to Britain to watch the the Games.
42 SPORTS INSIGHT LEGAL EAGLE Retailers must take care when designing promotions to ensure they do Games, Two Thousand and Twelve, 2012, Twenty Twelve, Gold, Silver, Bronze, not infringe Olympic copyright. Sara McNeill, an intellectual property London, Medals, Sponsor and Summer in certain combinations or with lawyer at Browne Jacobson, outlines the issues to be aware of: certain sporting imagery could create an association and infringe the relevant The 2012 Olympics offers real opportunities for sports manufacturers legislation. This is a particular issue for sports businesses, who will often use and retailers. However, Olympic legislation is a potential minefield and sporting and athletics imagery in respect of their goods and services. infringing the rules could have significant consequences, including serious Sports retailers should also refrain from making or selling unofficial and penalties and adverse PR. counterfeit Olympic merchandise and from using London Games Sports retailers must be careful not to use any of the official names, merchandise or promotional items for marketing tools. Be aware that the phrases, trade marks, logos and designs relating to the London Games London Organising Committee of the Olympic Games is working very closely and the Olympic and Paralympic Movements without express permission. with police, customs and Trading Standards officers to catch counterfeiters. In addition, retailers must not use representations in relation to goods or London 2012 merchandise may only be sold through the official London services, including on promotional and marketing materials, which are 2012 shops and online store and through appointed licensees. likely to suggest an association between their business, goods or services Sports retailers should only purchase merchandise from authorised and the London Games. licensees and can check its authenticity via specific hologram identification. Whether there is an association will depend on the overall impression Further information is available at www.london2012.com/about- given by the goods or services in question. The use of certain words such as us/our-brand/using-the-brand.php.
Effective niche marketing is clearly one to demonstrate a connection with the via the in-store environment.” of the keys to successfully promoting your Games. If you don’t, customers will Retailers need to think local and store throughout the Games and beyond. immediately see through it and the ensure merchandising reflects the “Think about creating visual stock increased opportunity for customer nationality of their customer base, hierarchy that relates to the sponsorship of engagement and sales will be lost.” according to Kurt Salmon, the retail and leading athletes,” says Matt Morley- consumer goods management consultancy. Brown, creative director at advertising Bandwagon Merchandising has to be relevant and agency archibald ingall stretton. “If Usain Stuart Wood, executive creative director at retailers need to think about what will Bolt is running the 100 metres that day, marketing specialist FITCH, advises: make their stores attractive and how to customers should be able to walk into a “Although consumers will be caught up in capitalise on increased footfall. sports retailer and see his brand of running the collective whirlwind that is the “London is counting down to the 2012 shoes staring straight back at them. In Olympics, they will also be super-critical or Games, and so are we at Suka Sport,” says addition, why not celebrate British at best ambivalent to those that the London retailer’s owner Yolanda athletics by selecting a lesser known athlete superficially appear to be jumping on the Hinchliffe. “The Olympics are the fashion of the day or week in the build-up to the bandwagon. Make sure what you do is true week of the sports world. To us on the Games?” to your own philosophy and values, and shop floor it means an increased awareness Morley-Brown adds: “Show a genuine the experience you create is distinctive and and passion for sports of all genres. It understanding and empathy with British differentiating. means a new breed of competitors and a sport, rather than superficially leveraging “People will want to feel a part of the fresh wave of up and coming athletes for the Games to sell more products. It’s not action during this once-in-a-lifetime event us to kit out and support. just about the gold medal winners; it’s also and with ticket sales oversubscribed there “Most of all it means that for a few about the athletes who have achieved their will be a real need to create an experience months London will be sports mad, and to personal bests. The most important thing is that connects the consumer to the Games us there is nothing better than that.” si London 2012
www.sports-insight.co.uk 43
IN SEASON SWIMMING Taking the
Making a splash is what it’s all about this summer, as British Swimming launches the biggest campaign yet to get more people in the pool, says Catherine Eade
Swimming gets a double boost this summer ! *1 1 ;%. as British Swimming ups the ante to get ! R $ * more UK adults and children swimming %$ 1%$ ! R ! $ than ever before. ! ! ! KO # %$ @ ! P ! ! O$ %$ BC ! ! ! /0/* 1! + Q! R $ ! ! ! R! 1 1 1 1 P ; E + 0/ 1 ! $ 1 .% R ! ! ! ! * 1 @ ! 3 " ! KO#R *1 1 %%+ ! ! ! P Q R ! # 0- 6 ! ! 1 ! ! % ! ! F % G!!!$! * H % $ %%+ 1 - 1 1 $ %$ %%+ ! 1 ! % 1 . . R! 1 1 .$! ! ' % . ! ! 9 # %%+ 9 %$! R 1)1 !%$! Activities and resources $ 1%$ 7 9 %$! ! ! ! 1K *+ 1 ! O%$ 1 6#'")1 ; $ $ 1 1 ! ; " D'D $ $! + + $ 1! 1 ! %.$! 1 ! + ! 1 P 1 $$KO%$ %.! 1 %%+R /0/ 9 ! # ! !%$! ! 1 1 $! ! /0/*.P ! 1 ! ! ! Participation 1 1 3 "$" ! !! 1 ! ! ! % 9 D ! . %$! ! !! ! > E $ "! /00 # "$" ::- R !
46 SPORTS INSIGHT "$" @ ! ! ! 1 0 9 X/0 /5* 99 % K 9 !! 7 ! 9 < / ! X :/ !! - : 1 1 !X-- " "7 + # 1 The countdown begins TE 6 " 1% R ! *! # ! 1 ! ; !19 + $ J 0> :! 1 ) @ 1 R*! ! ! 9 3 " C9 E !" ! ! ( 1 ! 9 / 9 1 1 % /00%.$! + 0 $! ' # $! 1 1 1 ! $ R T33D #D * * ! 9 " . 0:5> " # /- : 1 * ! ; '()! ! ! %$! 0 ( ! ! /0/ si
www.sports-insight.co.uk 47 IN SEASON SWIMMING www.sportindustry.biz Swimming AQUA SPHERE DELIVERS LATEST ADVANCES IN SWIMWEAR AND EYEWEAR
Aqua Sphere’s latest innovative body control swimwear is designed to give every woman a flattering yet comfortable Delivering a comprehensive 2011 collection, silhouette using a strategic which includes a design for every swimmer, combination of AquaXcell and plus award winning goggles and masks, AquaXcell+ fabric to enhance visit www.aquasphereswim.co.uk shape and provide support. or call 01254 692200 for more information. Features include specially designed panels to define the tummy, waist and hips; a shaped side cut to further enhance shape, while providing extra comfort for the hips; and an inner tummy lining with soft stretch tulle to provide comfortable support and a smooth appearance.
SAFETY AND FUN IN THE SUN ● Pool toys in stock now. ● UV50+ wear in funky surf styles. ● Wetsuits from 3 months to 11 years. ● Floatsuits for safety. ● Hats, goggles, sunglasses. ● For ages 0-13 years, plus adults.
For more information call or fax +44 (0)20 8715 2385, email [email protected] or visit www.jakabel.com.
48 SPORTS INSIGHT HAS SWIMMING COVERED The world’s leading swimwear brand unveils its widest ever product range for 2011. The new range is divided into separate Collections – with each relevant to a specific swimming market sector. Each Collection includes swimwear, accessories and equipment.
Speedo’s 2011 Collections are Competitive, Swimfitness, Health & Wellbeing, Play & Fun, Learn To Swim and Training Aids – together providing a truly comprehensive proposition for the swimming market. This proposition is founded on Speedo’s 82 year swimwear heritage, credibility and expertise; it’s renowned emphasis on R&D, and its ability to combine cutting edge technology and innovative design together with up to the minute style.
The Competitive Collection Learn To Swim Speedo is unparalleled Speedo’s new look Learn To Swim Collection features the when it comes to introduction of a new Speedo Sea Squad – bright and colourful providing top class characters that make learning to swim more fun than ever. performance swimwear, The Collection boasts a variety of swimwear and equipment, and this pedigree is divided into a 3 Stage swim reflected by the development programme that Competition range. encourages children to progress The Collection is and gain water confidence. highlighted by the In addition to swimwear there’s phenomenal, hi-tech, high a swim seat, Aqua nappy, float performance LZR Racer suits, swim vests, dive tools, suit, which is available at goggles and the innovative three levels to suit the Mini Kick. The Collection also standard at which the includes sun protection wearer competes – swimwear and a range of COMP, PRO and ELITE. colourful junior footwear.
The Swimfitness Collection The Play & Fun Collection Swimming as part of a fitness routine is With a rich history of producing stylish becoming increasingly popular, and this yet functional beachwear, Speedo’s Collection provides the perfect range of Beach Sports Collection has taken swimwear for the fitness swimmer. inspiration from the company’s Functional and sporty, the range is available heritage on the beach to deliver a in a variety of different colourways, and bright, retro inspired range of bikinis, features essential sport silhouettes. tankinis and one-pieces that are cool Key products in the range include the yet multi-functional whether being women’s Superiority Muscleback suit active or just relaxing on the beach. and the Aquashort for men. Both The Collection includes the swim products are constructed from Speedo’s dress, new for S12011 and a fun exclusive Endurance+ fabric. Resistant alternative to the swimsuit or bikini. to snagging and 100% Complete the look by accessorising chlorine resistant, Endurance+ keeps its with beach products including Bondi shape and colour for a longer life, yet still Beach flip-flops and the Speedo offers high level of performance. Aquashot underwater camera.
The Health & Wellbeing Collection Training Aids Speedo has created an extensive range Health and Wellbeing Speedo Training Aids offer a complete solution swimwear. Included is the Aqua Active range, for swimmers of all abilities who are looking to combining both classic and new silhouettes improve their health and fitness, technique or with the latest sports technology, making it performance in water. the perfect choice for water-based exercise. Developed using the latest technology and The range features swimsuits and tankinis. materials and introduces the Speedo Data The luxurious Speedo Sculpture range Centre, featuring an anatomical diagram includes for the first time, a cup-sized bikini detailing the key muscles exercised when offering the confidence of a one-piece using the product. In addition, a simple rating swimsuit in a two-piece. New swimwear system ranks the performance of each product styles now also feature multi-way straps in the key areas of Strength, that allow the suit to be worn in a variety of Endurance, Technique and Calorie Burning different styles. allows swimmers to select products that enable For guys, Xpress Dry Watershorts are de- them to achieve their own identified goals. signed to perform better in the pool, and feature a revolutionary new fabric, Speedo Speedo Training Aids are tested by our top Xpress Dry, which dries faster and feels athletes and are the perfect accessory for lighter than a regular short. any swimmer
For more information please contact [email protected]
IN SEASON RUNNING Running
SOMETHING AFOOT There’s something afoot - but it doesn’t look like a foot. Take a look at your feet. Do they look more like a shoe (above) or a foot (below)? If you were born in a Westernised country, it is likely your foot looks more like the mould of a shoe than a natural human foot. This club-like appearance belies a lack of functionality and decreased potential for feedback, stability and therefore power generation. If you’re looking for top flight performance you want a foot that has uncompromised function. We can’t always have perfection, but we can always be moving in perfection’s direction. YogaToes, like all of Primal Lifestyle’s product line, help to move you toward the environment within which the human being was designed to function.
For more information, or to stock YogaToes, email info@primal lifestyle.com or call +44 1306 883 240.
52 SPORTS INSIGHT www.sportindustry.biz
SAUCONY Saucony’s minimalist range has launched to great acclaim and sales. The ‘barefoot’ Hattori has been out of stock for a couple of weeks, but is available again as we go to press. Also, the Kinvara 2, the follow-up to the hugely successful mould breaker, is available now too. Using the same minimalist midsole and outsole as the first version, but featuring an improved upper, the latest version is again strongly booked in running specialist and sporting goods stores alike. The range has been launched with a multimedia campaign, including print adverts, online competitions and video clips. There is also a minimalism mini-site at www.saucony.co.uk/minimalism with information from the new Saucony lab on the benefits of natural running and how to incorporate it into your training. For more details call 01794 537537 or visit www.saucony.co.uk.
For more information visit www.brooksrunning.co.uk.
BROOKS GHOST 4 The Ghost 4 is an evolutionary update to the award winning Ghost 3. Now friendlier than ever, the Ghost 4 embodies the spirit of running. This super balanced ride, with its substantial cushioning and exceptional fit, is at the heart of Brooks’s Neutral silo, making it the ‘go to’ shoe for many runners. Now with Brooks DNA, the new and improved Ghost 4 adds customised cushioning to its already generous comfort arsenal, plus Omega flex grooves for extra flexibility. Also now included is a synthetic suede forefoot overlay that captures the foot and provides a plush in-shoe feel, plus tongue tied to prevent tongue migration. Take them for a spin and become a believer.
www.sports-insight.co.uk 53
IN SEASON SUPPORTS
SUPPORT NETWORK… Some of the new and best-selling products in the sports supports sector
McDavid has a number of new products to cater for the increased demand for supports and performance clothing, including: +33 1$ ! 9 1 " 1 ! Shock R+33 1( Absorber 1 9! $ " ! # 9 )1 ! 1 ! ";003 ! +33 1$ 1 ! ! Mueller ! 6 ! E + ! RE:E C ! + + 1 ! 3B' $ ! 1 % ! 9 ! Vulkan F R" 1 D 1 ! 1 ! F $ "6/" % )1 ' 6 9 ! ! " @ 1 ! 1 ! @ ! @ 1 LP Supports ! R ' 6 RD D !! 9 D 11+ CONTACTS 1! 1 (R McDavid: 08701 188002. F $ + Mueller: 01923 242233. @ 1 1 ! Shock Absorber: 01483 291477. !! $ C ! @ 1 Vulkan: 08444 124331. D ! 1 LP Supports: 01865 714620. 1 @ si
www.sports-insight.co.uk 55
[ R [ [ [ [ [ [ [ 7 7 VI:1C7 :CV H:` : ]Q` 8HQI 1VG 7 1118H:` : ]Q` 8HQI :` : ]Q` V1 %`V R\ HV :`V.Q% V Q%CGQ%`JV Q% V\ Q%CGQ%`JV `VV !V1$.CV7\V Q`@ .1`V\&'* Are you really sure about that supplier you found on the web?
You would be if you found them on
We’ve been tracking down the best UK wholesalers on the web for the past 10 years and we know every trick in the book used by unscrupulous suppliers.
All suppliers listed on thewholesaler.co.uk And for this peace of mind… have been thoroughly vetted and are: what do we charge you?
Genuine suppliers Nothing…
Based in the UK Not a bean… Not even a sausage for the dog! With verified contact details thewholesaler.co.uk is completely FREE to use for buyers, you can search through our online Holding stock in the UK directory without needing to register your details or pay a subscription. All we ask, is that if you contact a Suppliers to independent retailers supplier from our listings, just mention us when they ask how you found them!
Find your next supplier by visiting: Don’t miss out on IRELAND’S BEST-SELLING BAGS BAGS FOR SCHOOL - BAGS FOR SPORT - BAGS FOR LEISURE The Ridge 53 Range of Back-to-School Bags 2011 is now available Unique eye-catching designs in 600D nylon, triple stitched at all stress points, air channel system, padded straps with phone holder, reinforced handle and waterproof rain cover. Also available in wheelie versions. RIDGE 53 IS DISTRIBUTED IN THE UK AND IRELAND BY SPORTECH LIMITED www.sportech.ie Contact us at 00353-1-6293848 or [email protected] for more information E-TAILING Delivering SUCCESS Taking orders is the easy part of ecommerce. Setting up the logistical system to ship them to customers is much more difficult. Dave Howell reports
With online sales set to top £30 billion B by 2012, ecommerce looks set for a 1 bumper year. However, even the most 7 E !1 well designed online store can have its reputation and turnover damaged by 1 1 # poor logistics. ! ; ! $ 7 1 1 E !1 # ! 1 11 ! 6 ! 7 ! 1 ! 1 2 $ # ))) 1 1 1 ! % B 1 ! 9 ! 1 What are the key elements of Do retailers understand the a good fulfilment system? 1 supply chain from online 6 order to delivery? )1 ! A Are there any realistic ! 1 alternatives to the Royal Mail 1! for small retailers? 7 1 # ' 3
60 SPORTS INSIGHT 1 ! R TOP 10 TIPS ! ! 9 ■ Specify a delivery date and stick to it. Don’t 1 advertise a delivery timeframe that you can’t meet. 1 ■ Keep customers informed about delays. If goods are going to be late, tell them and explain why. ! ■ Ensure goods can be easily returned. When things 1 go wrong, don’t make it difficult for customers to ( 1 return goods to you. 9 99 ■ Use a specialist fulfilment partner. If you need to 9 outsource, ensure your partner understands how to 9R fulfil the goods you are selling. ■ Stay legal at all times. Make sure you have all the Many companies outsource relevant information on your website to comply their fulfilment services. with Distance Selling Regulations. What are the pros and cons of this approach? ■ Fast delivery abroad. If you are selling to an " international market, make sure you can just as easily deliver to Beijing as Bognor. ■ Make the sales contract clear. Set out the terms of . the sale and any right to return the goods. ! K ■ ■ Prepare well for promotions. Ensure your customer services and fulfilment partner can cope with any 1 increase in sales. ■ # ! ■ Communicate with your customers. Tell your customers where their goods are in the shipping ■ # process. They won’t view this as spam, but welcome ! 1 the information from a reputable business. 1 ■ Test your fulfilment process before expanding. E !1 Make sure you thoroughly test your existing 1 K shipping processes to ensure they can be easily ■ #R scaled up to meet future demand. 1 ■ A 1 ! ! 1 ! 9 ! ■ A 11 1 ! B($"< ! 1 1 ! 16 If there is one piece of B($ 1 advice you would give ! ! to a retailer setting up a fulfilment operation, what would it be? What are the pitfalls to watch # 1 out for when designing a packing and fulfilment system? ! 1
1 ! ! 1 ! #! 1 R " 9 7 " 19 9 1 ! 7 " !! 1 si
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E-TAILING Rules of engagement Alistair Cameron explains how ACA Sports has been elevated from a small Scottish retailer to a major online presence
Anyone who works in the sports ! * 1! industry knows that it soon becomes a ! ! 1 ! ! huge part of your life, and after 36 $ @ ! ! years it is something I am particularly /0!1 1 passionate about. ! $ #! Journey 3 $1 1 ! $ # ! ! @ ! ! ! ! 1 !! @ !3 $1 " !! 1 7 @ "+"$ 1 ! Interaction ! !1 " # ! ; ! @9 # 1 ! 1!1 3 ! ! ! 191 ! 1 $ 3 % @ "! ! 1 "+"$ #1 7 ! $1 !7 9 ! #!/5# ! ! ! ! si 1 "+"$ $ ! C ! ! 1 ! ! # R 1!! !! ! 1 @ R 9!! ! ! 9 ! # !# ! " (3 ! ! 1 0/ /- * ! ! 7 # K! 13 $1"+"$ R 2 #! #! ! ! ! ! R ) + # !!! ; Robbie Savage: the perfect !BC ambassador for our brand, ! ! R says Alistair Cameron (right)
www.sports-insight.co.uk 63 Safety in numbers
Buying advertising space needn’t be a lottery. By providing an independent currency for the buying and selling of media, ABC offers media buyers and advertisers the assurance they need.
So, next time you place media look for the ABC logo, it’s the industry standard you can always trust.
For more information on ABC Certificates please contact [email protected] or visit www.abc.org.uk
Industry agreed measurement www.abc.org.uk
TAIL-ENDER Under the counter A sideways look at the world of independent retailing
We had the new entertainments officer from the local Chamber of Trade round the other day. It’s been an organisation for the walking dead for as long as I can remember and apparently this bloke’s been brought in to try to liven things up a bit. O# ! 1 1 P # 1 B " ! 1 ! ;+ ! # R
Funny side OD1 P < ' O;! @ 6< % R. R R! P #R ! ! ! O;! ! 1 B ! @ "C1 !! ! R @ ! ! KO# P 1 P ! " ! ! # !R ;!! R ' ! ! !2; R @ R ! 1 KO; + ! ! P R 1 % ! ! ! 1 3 ! 2 1 ! ' 1 Alarming consequences !K#R1 E($ R ' C * 9 >! ! ! @ " @ K ! @ ! R !1 R E ! ! ! D ! 2" !K$ 7 ; + ! !K ; ! "! ! ! # R ! 3K#R 1 @ ! ! 9 # 1 ! 1 3 6 ! KE1 R ! KO) ! 2* 1 " 2PO' P $ 1 # R OE1 2P @ ! ! 1 # ! ! # # #R ! 1 1 R ! @ ! ! @ ! ! @ # #R ! ! @ ' R C1 O) ! 7 2P ! ! 1 ! KO# @ si
66 SPORTS INSIGHT 2011 CATALOGUE NOW AVAILABLE
R TO PLACE AN ORDER FOR IMMEDIATE DELIVERY OR TO ORDER A CATALOGUE CONTACT US ON: 0844 902 1801 OR VISIT OUR WEBSITE: WWW.PROSTAR.CO.UK EMAIL: [email protected]