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Help Your Players Find the Best Frame for Their SELLING FRAMES There is no question that selling racquets is a difficult business for retailers these days. The competition is everywhere, and the sheer number Inventory of products to choose from can be overwhelming, even for an experi- enced shop. We have often said that trying to compete on price is never a sound practice. MAP pricing (minimum Control advertised price) has evened the play- ing field to a degree, although there Help your players find the best frame for are still rogue operators who don’t their game while maximizing your sales always play by the rules. From discussions with many retail- with our exclusive Racquet Selector chart. ers, though, it seems that selection is more of an issue than price. It may By Bob Patterson seem insurmountable for a small pro shop to compete with the hundreds of Executive Director, USRSA models offered by large retailers and internet dealers. But many studies indicate that customers don’t cope as 24 RACQUET SPORTS INDUSTRY May 2020 www.tennisindustrymag.com www.tennisindustrymag.com 2020 RACQUET 2020 SELECTOR well when presented with too many there is probably more bad informa- tool will provide a list of current options, which can affect purchases. tion online than there is accurate info, racquets to suggest to your customer. Add in that today’s customers are so use your expertise to guide them. If they love their current racquet, you looking for competent and knowl- If a customer has bad information, can tell the tool to search “about the edgeable service when it comes to point them to a more credible source same” for all the choices, and the their shopping experience, and brick- to illustrate your point. They will Selector will return a list of new and-mortar shops have a notable edge. likely appreciate your help. If their frames similar to their current one. information is solid, then much of Your Advantage your work is done. Demo, Demo, Demo For consumers, taking a trip to your Although some online retailers offer shop may not be as convenient as sit- Knowledge is Key demo programs, how convenient is ting on their sofas with a tablet or lap- To fully help your client, you must it to wait for a shipment, and then top and clicking to buy a racquet. But have a good understanding of racquet have to ship the racquets back once consider your customer. If they are technology and how to properly fit a the demo period is completed? Pro- avid tennis players, they most likely player with a racquet that will help mote your demo program and make consider buying a new racquet serious improve their performance. it simple and easy to use. Make sure business, so they’ll put some effort Even if you stock frames from just your demo racquets are freshly strung into making a sound decision. That’s one or two manufacturers, you need to and have a clean overgrip installed. an advantage for smaller retailers. be familiar with other brands’ product You need to be prepared to impress in order to speak about them, other- Racquet Selector Chart consumers when they seek you out. wise your customer will sense your The chart on the following pages limited knowledge as a bias toward shows the racquets that are currently Service your in-stock product. listed in the USRSA database. We’ve Keep in mind that your customers If your inventory is limited, you can highlighted new introductions since aren’t coming into your shop just to still meet the needs of most players if last year’s Racquet Selector issue. buy a frame; they want your expertise you choose your stock wisely. Utiliz- USRSA members can access the and guidance. They will likely have ing the Racquet Specifications tool on entire database, as well as all the as- spent some time researching racquets the USRSA website RacquetTech.com, sociated search tools, on RacquetTech. online and will probably have a pre- you can ensure your inventory offers com. (To become a member of the conceived idea of what they are look- a wide variety based on weight, swing USRSA, visit the website to see mem- ing for, so you need to discern whether weight, head size and other factors to bership options, including a 30-day the information they are working with meet players’ needs. trial membership.) is accurate or not, and if they fully You can also use the Racquet Selec- With a little effort and planning, understand it. tor tool to dial-in on a customer’s brick-and-mortar shops can compete If they gathered information from specific needs. The tool allows you to in today’s market. Utilize your and a manufacturer’s website, at least the plug in the customer’s current racquet your staff’s skill and knowledge, and information is well-based, although and then answer questions about what the tools available to help select a it is likely to be biased toward that they would like to change—power, solid, diverse inventory for your shop manufacturer’s products. Let’s face it, comfort, etc. The Racquet Selector that is geared to your players. • Understanding 1. Head Size: Square-inch measurement of 6. Swing Weight: The dynamic inertia of the hitting surface (the strung area). racquet measuring the distribution of mass The Specs 2. Length: Length of the frame from the butt of along the length of the racquet in kg x cm2. the handle to the top of the hoop. 7. Power Formula: Determined by an algorithm 3. Weight: Overall weight of the strung racquet, in the USRSA database using key specs that listed in both ounces and grams. contribute to the power of the racquet: Length, 4. Balance: Measurement from the butt end Head Size, Flex and Swing Weight. of racquet to the “balance point,” listed in centimeters. 5. Flex: Measurement of the racquet’s stiffness Note: Design of the double-handled Battisone using the Babolat Racquet Diagnostic Center. frames does not allow some tests to be performed. www.tennisindustrymag.com www.tennisindustrymag.com May 2020 RACQUET SPORTS INDUSTRY 25 Indicates racquets RACQUETS CURRENTLY ON THE MARKET new on the market Head Swing Head Swing Racquet size Length Weight Weight Balance Flex weight Power Retail Racquet size Length Weight Weight Balance Flex weight Power Retail (in2) (in) (gm) (oz) (cm) (RDC) (kg x Formula Price (in2) (in) (gm) (oz) (cm) (RDC) (kg x Formula Price cm2) cm2) Babolat Dynamite (HST 95) 95 27 281 9.91 36.00 64 312 1897 $100.00 Aero G (2019) 102 27 287 10.12 33.40 62 298 1885 $159.00 Dynamite Plus (HST 105) 105 27 271 9.56 36.80 62 314 2044 $150.00 Boost A (2019) 102 27 266 9.38 35.50 64 276 1802 $99.00 Evolution 2.2 100 27 327 11.53 31.00 60 302 1812 $150.00 Boost D (2018) 105 27 274 9.67 35.50 63 290 1918 $99.00 Pro Class 1.9 110 27 347 12.24 32.00 60 323 2132 $140.00 Boost S (Full Graphite at 3 o'clock) 102 27 289 10.19 32.70 63 281 1806 $99.00 SAR Plus 112 27 316 11.15 33.50 59 324 2141 $150.00 Drive G (2018) 102 27 286 10.09 33.40 67 299 2043 $169.00 Target (HST 97) 97 27 278 9.81 35.90 67 314 2041 $170.00 Drive G 115 (2018) 115 27.5 260 9.17 36.90 59 317 2258 $159.00 Target 210 (Bosworth at Throat) 90 27 350 12.35 31.80 73 323 2122 $120.00 Drive G Lite (2018) 102 27 274 9.67 34.40 62 295 1866 $149.00 Target Plus (HST 110) 110 27 293 10.34 35.20 64 321 2260 $170.00 Pure Aero (2019) 100 27 322 11.36 33.30 67 329 2204 $229.00 Gamma Pure Aero + (2019) 100 27.5 317 11.18 33.30 67 325 2286 $229.00 RZR Bubba 117 117 27.25 262 9.24 36.40 60 310 2231 $214.95 Pure Aero Lite (2019) 100 27 288 10.16 34.30 66 304 2006 $199.00 RZR Bubba 137 137 29 297 10.48 38.90 64 405 4261 $219.99 Pure Aero Team (2019) 100 27 300 10.58 33.30 69 302 2084 $209.00 Head Pure Aero Tour (2019) 100 27 333 11.75 32.60 67 331 2218 $229.00 Extreme Lite (Graphene 360) 100 27 279 9.84 35.50 60 313 1878 $190.00 Pure Aero VS (2020) 98 26.875 324 11.43 32.60 67 314 2036 $259.00 Extreme MP (Graphene 360) 100 27 321 11.32 34.00 62 339 2102 $180.00 Pure Drive (2018) 100 27 313 11.04 33.00 69 319 2201 $219.00 Extreme Pro (Graphene 360) 100 27 328 11.57 32.80 62 332 2058 $170.00 Pure Drive + (2018) 100 27.5 309 10.90 32.70 68 300 2142 $219.00 Graphene 360+ Gravity Lite 104 27 287 10.12 34.10 60 287 1791 $210.00 Pure Drive 107 (2018) 107 27 298 10.51 33.50 66 298 2104 $199.00 Graphene 360+ Gravity MP 100 27 316 11.15 33.80 62 316 1959 $250.00 Pure Drive 110 (2018) 110 27.5 279 9.84 34.40 64 286 2114 $199.00 Graphene 360+ Gravity MP Lite 100 27 300 10.58 34.00 63 304 1915 $235.00 Pure Drive Lite (2018) 100 27 284 10.02 33.90 67 285 1910 $195.00 Graphene 360+ Gravity Pro 100 27 332 11.71 32.70 63 325 2048 $260.00 Pure Drive Team (2018) 100 27 296 10.44 32.90 67 292 1956 $199.00 Graphene 360+ Gravity S 104 27 296 10.44 33.50 62 292 1883 $225.00 Pure Drive Tour (2018) 100 27 329 11.61 32.40 69 311 2146 $219.00 Graphene 360+ Gravity Tour 100 27 320 11.29 33.10 61 322 1964 $260.00 Pure Drive Tour + (2018) 100 27.5 329 11.61 32.70 70 320 2352 $219.00 Graphene Laser MP 102 27 268 9.45 35.50 69 288 2027 $120.00 Pure Drive VS 98 27 310 10.93 32.50 67 297 1950 $249.00 Graphene Laser OS 110 26.875 261 9.21 36.10 66 298 2136 $120.00 (C2PureFeel Pure Strike 100 at 3 o'clock) 100 27 313 11.04 33.00 69 310 2139 $219.00 Instinct Lite (Graphene 360) 107 27 282 9.95 35.10 60 309 1984 $210.00 (C2PureFeel Pure Strike 16x19 at 3 o'clock) 98 27 329 11.61 33.30 67 334 2193 $219.00 Instinct MP (Graphene 360) 100 27 315 11.11 33.00 63 317 1997 $225.00 (C2PureFeel Pure Strike 18x20 at 3 o'clock) 98 26.875 324 11.43 33.40 67 330 2140 $219.00 Instinct PWR (Graphene 360) 115 27.5 256 9.03 38.40 69 321 2674 $200.00 (C2PureFeel Pure Strike Team at 3 o'clock) 100 26.875 299 10.55 33.60 68 298 2001 $209.00 Instinct
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