STATE OF THE INDUSTRY RACQUET TECH RETAIL STARS New reports show Don’t let careless These successful trends, opportunities string work reach retailers all share and concerns your customers a passion for tennis July 2017 / Volume 45 / Number 7 / $5.00 SPECIAL Embrace Welcome Technology to the Machines Find the perfect playing partner with our exclusive Revenue Revolution ball machine guide How a ball machine can more than pay for itself Market Research Charting every price, size and capability available PLUS: Tennibot An award-winning, ball-collecting droid helps players focus ads.indd 1 4/29/16 12:43 PM BAGS AND ACCESSORIES OF THE CHAMPIONSHIPS, WIMBLEDON CHAMPIONSHIPS, THE OF ACCESSORIES AND BAGS APPAREL, PERFORMANCE SHOES*, RACKETS, TENNIS OFFICIAL - BABOLAT (ARG) *Except in Japan TEAM BABOLAT PRO PLAYERS MAY PLAY WITH A CUSTOMIZED OR DIFFERENT MODEL THAN THE EQUIPMENT DEPICTED. www.tennisindustrymag.com TennisIndustry Contents July 2017 DEPARTMENTS p. 27 p. 30 4 Our Serve 7 Industry News 14 Racquet Tech 16 Grassroots Tennis 18 Tennis Innovation 20 USRSA World Conference 22 TIA News 24 Retailing Tip 37 Ask the Experts INDUSTRY NEWS 7 Wilson debuts limited edition Blade and Burn frames 7 USPTA closes Houston offi ce, moves HQ to Florida 7 Inaugural women’s coaching conference slated for NYC 8 Active Network continues as FEATURES USTA registration provider 33 Industry 8 Oracle, ITA create National Fall Championships Research for 8 Tom Gullikson retires from Your Business USTA Player Development 2017 GUIDE TO BALL MACHINES The latest TIA 8 Bill Rapp joins CSS as Midwest manager 27 It’s Time for a Change research shows some 9 People Watch Become more engaged, create gains, but the reports 9 Manhattanville College to offer PTM degree program better lessons and help your also point out a 9 USTA teams with Partnership bottom line by investing in number of challenges for a Healthier America a ball machine. we must address. 10 ITHOF selected as affi liate of Smithsonian Institution 10 UTR becomes ITA rating system 28 Ball Machine Guide 38 Retail Stars 12 Frasure Reps named LSI Our exclusive guide of ball For these tennis exclusive sales rep machines on the market retailers, the key to 12 Rebo Wall joins PTR, enters U.S. market will help you fi nd the perfect success starts with a 13 Short Sets partner for your players. passion for the sport. 2 TennisIndustry July 2017 www.tennisindustrymag.com PREMIUM COURT SURFACING PRODUCTS Contact us for referrals to qualified installers in your region. SportMaster Products are installed by sport surfacing professionals throughout the United States and around the world. sportmaster.net OFFICIAL PLAYING SURFACE OF THE CITI OPEN® TENNIS TOURNAMENT Citi Open is a registered service mark of Citigroup Inc. TennisIndustry PUBLISHER OurServe JEFF WILLIAMS EDITORIAL DIRECTOR EDITOR'S NOTE PETER FRANCESCONI MANAGING EDITOR A Winning Game SCOTT GRAMLING CREATIVE DIRECTOR If we truly value research in this IAN KNOWLES SENIOR EDITOR industry, let’s focus on Cardio ED MGROGAN ART DIRECTOR Tennis’ winning numbers. CRHISTIAN RODRIGUEZ PRODUCTION EDITOR SAM CHASE SPECIAL CONTRIBUTOR BOB PATTERSON t’s hard to know where you’re Council in 2008, Cardio Tennis has seen CONTRIBUTING EDITORS ROBIN BATEMAN, CYNTHIA CANTRELL, PEG going if you don’t know where a 156 percent increase in participation. CONNOR, KENT OSWALD, CYNTHIA SHERMAN, you’ve been. That’s why In 2016, of the 118 sports and MARY HELEN SPRECHER research into the tennis activities measured in the annual PAC CONTRIBUTING PHOTOGRAPHERS industry is so important. report, Cardio Tennis ranked No. 1 in BOB KENAS, DAVID KENAS The research resource for this indus- year-over-year growth. That’s a great I WEBMASTER try is the Tennis Industry Association, statistic, and it’s one we need to trumpet GREG RAVEN which produces dozens of reports each throughout the country. year, geared toward both the overall I’ve long been a fan of Cardio Tennis, ASSOCIATE EDITOR industry and specifi c segments. Facili- for a number of reasons. The high- TIM MARTHUR ties, retailers, manufacturers, colleges, energy fi tness workout combines the EDITORIAL DIRECTION teaching pros, USTA sections—even best features of tennis with cardiovas- 10TEN MEDIA park & recs and other community- cular exercise. When it was fi rst created, based organizations—all can benefi t many in the industry could see how TENNIS INDUSTRY from research the TIA compiles. A taste Americans were ready for something 250 Park Avenue, Suite 825, NY NY 10017 of this research appears in this issue, that was more exciting than the usual 646-402-5031 starting on page 33. gym workout or daily run. [email protected] Many also saw an opportunity for ADVERTISING DIRECTOR the sport of tennis. Cardio Tennis is a JOHN HANNA natural way to get more people playing 770-650-1102, x125 Cardio Tennis creates the sport, and it’s a great way for pros [email protected] frequent and ‘core’ tennis and facilities to make additional money. It puts a lot of people on the court at one APPAREL ADVERTISING players—and that’s CYNTHIA SHERMAN what all segments of this time, gets them fi t, is fun and ensures 203-558-5911 they’ll keep coming back. It’s simple: [email protected] industry need. Cardio Tennis creates frequent and “core” tennis players—and that’s what To be honest, the numbers indicate all segments of this industry need. Tennis Industry is published 10 times per year: monthly, January through August with combined that there’s not a lot we should be This isn’t rocket science. Look at issues in September/October and November/ celebrating right now. Overall participa- Cardio Tennis’ track record. Look at December, by Tennis Media Company, 250 Park Avenue, Suite 825, New York NY 10017. Periodical tion, while up slightly from a year ago, the numbers and the trends. Then, let’s postage paid in Duluth, GA and at additional mailing is essentially fl at. Total “play occasions” make decisions—for this industry, and offi ces (USPS #004-354). June 2017, Volume 45, Number 6 © 2017 by Tennis Media Company. All rights are down slightly, which is a concern. for your business—that take advantage reserved. Tennis Industry, TI and logo are trademarks Youth tennis participation is up a bit of what’s working. of Tennis Media Company. Printed in the U.S.A. Phone advertising: 770-650-1102 x 125. Phone circulation from a year ago, which is nice to see as and editorial: 646-783-1450. Yearly subscriptions we begin “Net Generation,” an initiative $25 in the U.S., $40+ elsewhere. POSTMASTER: Send to bring in more young players. address changes to Tennis Industry, 250 Park Avenue, Suite 825, New York NY 10017. Tennis Industry is the But one of the bright spots in tennis Peter Francesconi offi cial magazine of the USRSA, TIA and ASBA. participation is, yet again, the increase Editorial Director Looking for back issues of Tennis Industry/Racquet in the number of people playing Cardio [email protected] Sports Industry? Visit the archives at our website Tennis—from 1.82 million in 2015 to at TennisIndustryMag.com for free digital versions. 2.12 million at year-end 2016. Since fi rst being measured by the Physical Activity 4 TennisIndustry July 2017 www.tennisindustrymag.com THE # 1 CHOICE FOR TENNIS SURFACING ® 150 Dascomb Road Andover, MA 01810 USA | 978.623.9980 | www.californiasportssurfaces.com ©2017 ICP Construction. California Sports Surfaces and other marks on this advertisment are trademarks of ICP Construction, Inc. monogut-zx-third-advert-image-update.pdf 1 06/07/2016 22:23 C M Y CM MY CY CMY K Industry News Information to help you run your business USPTA Closes Houston Offi ce, Moves Headquarters to Florida After 25 years, the Houston offi ce of the USPTA closed its doors on May 30, as the organization relocates its headquar- ters to Lake Nona, in Orlando, Fla. The USPTA's new building wasn’t fi nished at press time, so staff has been operating out of temporary space. When completed, the single-story, Wilson's new Blade and Burn 10,000-square-foot building will be home racquet lines. to about 20 USPTA staff members. The space will feature an in-house multimedia RACQUETS studio that allows for TV production. “The relocation to Lake Nona is Wilson Debuts Limited game-changing for our association,” says USPTA CEO John Embree. “Today, Edition Blade and Burn we begin a brand new and incredibly exciting chapter in our rich 90-year history with the transition to our new ilson recently debuted its as the primary color, with black accents home across the street from the Home of 2017 Limited Edition (LE) at the 6 and 9 o'clock positions. American Tennis.” Blade and Burn racquet Two of the models—the Blade 98 The new USPTA national offi ce can be Wlines. Inspired by player feedback that (18x20) CV and Burn 100 CV—feature reached at 407-634-3050. The USPTA having confi dent and strong colors on Countervail (CV) technology, which is World Headquarters address is 11961 a racquet is a simple and powerful way a specialized carbon fi ber layered into Performance Drive, Orlando, FL 32827. to express their individual style, the the frame. eye-catching frames feature bursts of The Blade 98L LE and Burn 100LS Inaugural Women’s Coaching electric lime green and vibrant orange. LE o er maneuverability and easy Conference in NYC in August World No. 7 Kei Nishikori and No. 10 power for players seeking lighter frames The Women’s Tennis Coaching Association David Go n, both Wilson advisory sta to swing, according to Wilson.