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Download Now PDF File 13.6 MB COVER 7/3/08 3:40 pm Page 1 THE LEADING TRADE MAGAZINE FOR UK SPORTS RETAILERS, MANUFACTURERS AND DISTRIBUTORS Sports www.sports-insight.co.uk £3.50 MARCH 2008 Insight THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS INSIDE THIS ISSUE E-TAILING IN SEASON INDUSTRY ANALYSIS CUSTOMER LOYALTY How Colin McPhail built a Focus on racquet sports, hockey, What’s driving running sales Top tips on attracting £600K pa online store basketball, supports and replica in the UK? repeat business PRO-GK 10/3/08 2:51 pm Page 1 PRO-GK The Future of Goalkeeping is Here e: [email protected] w: www.pro-gk.com 003:Layout 1 7/3/08 17:14 Page 3 Turn to page 45 to see Starter Pack Offer WWW.SPORTS-INSIGHT.CO.UK 03 CONTENTS 7/3/08 5:09 pm Page 2 IN THIS ISSUE CONTENTS 03.08 ABC Certification Sports Insight working with Sports Insight has a current ABC certified circulation of 5,186 (audit period July 1, 2006 to June 30, 2007). The Audit Bureau of Circulations (ABC) is an independent audit watchdog that verifies magazines’ circulation figures, providing Sports Insight accurate and comparable data for advertisers. Messe Munchen’s ABC Certification demonstrates a media UK partner owner’s integrity, in their willingness to be audited for new media and to conform to industry standards. COVER STORIES REGULARS 26 INDUSTRY ANALYSIS 06 NEWS What’s driving running sales? Latest headlines, key dates and events 28 CUSTOMER LOYALTY 12 KIT STOP Top tips on attracting repeat business Essential stock for your shop 62 E-TAILING 18 FSPA FOCUS How Colin McPhail built a £600K News from The Federation of Sports pa online store and Play Associations 21 MOVERS & SHAKERS David Ling, General Manager Europe, Skins 23 WHAT’S HOT SpringBoost range of athletic footwear IN SEASON 30 RACQUET SPORTS 66 UNDER THE COUNTER 36 OUTDOOR A sideways look at the world of 38 BASKETBALL independent retailing 48 SPORTS SUPPORTS 51 FITNESS 54 HOCKEY 58 REPLICA KIT FEATURES 24 PSYCHOLOGICAL PRICING 13 ways to improve your bottom line 42 FIGHTING FIT Seni is Europe’s biggest expo and festival dedicated to martial arts and combat sports 61 OPEN TO BUY Using an OTB inventory management system can increase your profits Editor: Jeff James Tel: 01273 748675 Group Editor: Ted Rowe All contents © Maze Media (2000) Limited. The views expressed in this Email: [email protected] Publisher: Matthew Tudor magazine are not necessarily those of the publisher. Every effort is made to Assistant Editor: Catherine Eade Art Director: James Philp ensure the veracity and integrity of the companies, persons, products and services mentioned in this publication and details given are believed to be Sub Editor: Joe Curtin Tel: 01206 508601 Email: [email protected] accurate at the time of going to press. However, no responsibility or liability Advertising Manager: Keith Marshall Art Editor: Lewis Webb whatsoever can be accepted for any consequence or repercussion of Tel: 01206 505947 Tel: 01206 508602 Email: [email protected] responding to any information or advice given or inferred. No part of this Email: [email protected] Advertisement Art Director: Brett Glennon publication may be copied, broadcast, interpreted, or stored, in any form, for Fax: 01206 500243. Reproduction: Ace Pre-Press. Tel: 01206 797541 any purpose, without the written permission of the publisher. Advertising Sales Accounts: 01206 505958 ABC certified circulation: 5,186 21-23 Phoenix Court, Hawkins Rd, Colchester, Essex CO2 8JY Published by Maze Media (2000) Ltd, 21-23 Phoenix Court, (audit period July 1, 2006 to June 30, 2007) Group Advertising Manager: Sam Reubin Hawkins Rd, Colchester, Essex CO2 8JY UK SUBSCRIPTION: £35 for one year (10 issues) 04 SPORTS INSIGHT SI - Ads March 08:Layout 1 27/2/08 14:34 Page 1 Join the STAG buying group and avoid tackling loads of paperwork every month. Cut down all your administration. Let STAG handle your queries and make your supplier payments easier. Free up your time by being part of the largest network of Independent retailers in the UK. We support one another and become stronger. Your business will benefit from: • Huge trade discounts • 130 leading brands • Free invitation to the STAG Buying Show • Reduce your overheads Canterbury - just one of the many leading brands available. • Take advantage of our superb credit card transaction rate • Increase your profits, cut your costs and much, much more... Call 01793 715 400 and become a member. www.stagbuyinggroup.com INCREASING YOUR BOTTOM LINE news 7/3/08 4:10 pm Page 2 “I’ve got more points on my licence - I’m not joking!” Derby manager Paul Jewell WHAT’S NEWS ALL THE VERY LATEST IN THE SPORTS INDUSTRY Send your news stories to the Sports Insight news desk WHAT’S NEWS at [email protected] or call 01273 748675 The Community Programme Award Barclays - Barclays Spaces for Sports ■ HBOS - Bank of Scotland Midnightleague ■ Kellogg’s - Kellogg’s Swim Active ■ Lafarge and Cravendale - Leeds Rugby Foundation ■ McDonald’s - Supporting coaching in Scottish and Welsh communities ■ Tesco - Tesco Get Active Programme ■ The Golf Foundation - Golf Roots The Environmental Concern in Sport Award Sponsored by SweetSpot ■ A1GP - A1GP THINK Greener Racing ■ Coca-Cola GB - Talent from Trash ■ E.ON UK - Save your energy for the Blues ■ Honda Racing F1 - Honda My Earth Dream ■ SSE and the Weymouth and Portland National Sailing Academy - Scottish and SIA SHORTLIST CONFIRMED Southern Energy - Powering the National DAVID BECKHAM IS AMONG THE SPORTING STARS WHO HAVE ATTENDED THE SIA AWARDS Sailing Academy After a steering committee process involving over 50 Best Sponsorship of a Sport Team or Individual Sport Coverage of the Year key industry figures and 40 hours of intensive judging, Sponsored by Odgers Sports Practice Sponsored by UK Sport the shortlist of entrants for the Sport Industry Awards ■ adidas - Jonny Wilkinson ■ Boxing News 2008 has been confirmed. The winners will be ■ Nationwide Building Society - England Football Team ■ Sport Magazine announced at a star-studded awards ceremony on May ■ Nike - England Rugby ■ The Daily Telegraph 1 in front of 1,600 industry representatives. ■ O2 - O2’s ‘Never Surrender’ Rugby World Cup ■ The Guardian Among the sporting stars who have attended the Campaign ■ The Sunday Times awards in previous years include David and Victoria ■ RAC - Team RAC ■ Beckham, Thierry Henry, Arsene Wenger, Lord Sebastian ■ Wrigley’s Airwaves - Wrigley’s Airwaves Sponsorship The Times Coe, Bernie Ecclestone, Martin Johnson and Michael of GSE Ducati Vaughan. Sport Brand of the Year Best TV Sport Commercial Sponsored by Clarke Willmott ■ THE FULL SHORTLIST: ■ adidas - Impossible is Nothing adidas ■ Best Integrated Sport Marketing Campaign ■ Nike - Traffic Jam Nike ■ ■ Coca-Cola GB - Buy a Player ■ Powerade - Powerade RWC 2007 Idents Reebok ■ ■ Marston’s Beer Company - Marston’s Beer of Cricket ■ Reebok - Sheva’s Hero Wilson Sporting Goods ■ ■ Nationwide Building Society - Sponsored by You ■ Shell - Shell V-Power Circuit Yahoo! Eurosport ■ Nike - Nike Total 90 Laser ■ The Times - The Game - McClaren ■ Premier Rugby - Be Part of It The Lenovo Technological Innovation in ■ Samsung Electronics - Passionate about Football, Best Use of Digital Media in Sport Sport Award ■ Inspired by Style Sponsored by Sky Digital Media Chelsea Football Club - Chelsea FC Viagogo ■ Emirates Airline - Arsenal’s 12th Man Ticket Exchange ■ Best Promotion of a Sport by a Governing Body ■ FL Interactive - new generation of FLi network of Hawkeye innovations - Hawkeye ■ Sponsored by Match Point official club websites HI-TEC Sports - ION MASK ■ ■ ATP - ATP Tennis Masters Cup ■ Land Rover - England’s Real Passion Nike - Nike+ ■ ■ British Cycling - British Cyclosportive ■ Middlesbrough - ‘I know you still have the passion’ Shell Brands International - Shell Technical ■ British Horseracing Authority - Careers in Racing 1/2 season ticket campaign Partnership with Ferrari ■ ■ NFL - Bridgestone International Series: New York ■ Nike - Nike+ Supersonic Speedo International - Giants v Miami Dolphins ■ Virgin Media - Virgin Media’s V Player Fastskin FS Pro ■ The Football Association - Transforming Perceptions of Women’s and Girls’ Football in England Best Use of PR in a Sport Campaign Sport Agency of the Year ■ The Rugby Football Union - Go Play Rugby Sponsored by Action Images Sponsored by Sport England ■ ■ adidas - Impossible is Nothing brandRapport ■ Best Sponsorship of a Sport Event or ■ Coca-Cola GB - Buy a Player Fast Track Competition ■ NFL - Bridgestone International Series: New York ■ Four Sports, Arts & Sponsorship ■ Artois - The Artois Championships Giants v Miami Dolphins ■ Karen Earl Sponsorship ■ Carling - Carling Cup Fans’ Final 2007 ■ Paddy Power - Tongan Paddy Power at the Rugby ■ M&C Saatchi Sport & Entertainment ■ Coca-Cola GB - The Coca-Cola Play Offs World Cup ■ E.ON UK - The FA Cup sponsored by E.ON ■ Red Bull - The Red Bull Air Race London For more information on the Sport Industry ■ Flora - Flora London Marathon 2007 ■ Transport for London - Le Grand Depart of Le Tour Awards, contact Drew Barrand on ■ Guinness - Guinness Premiership de France 0207 240 7702. 06 SPORTS INSIGHT news 7/3/08 4:10 pm Page 3 NIKE LAUNCHES WOMEN’S SPORTS CAMPAIGN Nike is launching a pan-European marketing campaign that, it says, ‘strives to challenge the limited appreciation of women in sports and inspire a new generation of female athletes’. Called ‘Here I Am’, the campaign features a mix of female elite and everyday athletes, including Paul Radcliffe, and will run across print adverts and the Bebo social network in the UK, as well as PR and retail marketing executions. The objectives of the campaign, says Nike, are to stimulate women’s participation in sport and to provoke debate about the coverage of women’s sport. Nike believes more women should realise the importance of sports and the positive impact it can have on their lives.
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