SI FC Feb (orange).07 12/2/07 11:25 am Page 1 THE LEADING TRADE MAGAZINE FOR UK SPORTS RETAILERS, MANUFACTURERS AND DISTRIBUTORS SportsInsight £3.50 FEBRUARY 2007 www.sports-insight.co.uk THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS INSIDE THIS ISSUE BARGAIN BASEMENT How short-term price cutting impedes long-term growth IN SEASON Focus on swimming, Nordic walking, hockey, football, rugby, running & athletics DRESS TO IMPRESS Staff appearance is your business image E-TAILING eBay Express - your new online sales channel RISK MANAGEMENT Why you should have a contingency plan www.mizuno.eu Joma DPS 8/2/07 11:33 Page 1 Joma DPS 8/2/07 11:35 Page 2 Contents 12/2/07 10:43 am Page 3 IN THIS ISSUE Sports Insight WIN working with Sports Insight 1 OF 3 POWERBREATHE Messe Munchen’s PLUS INSPIRATORY UK partner MUSCLE TRAINERS for new media This year’s premier training device for sports performers and anyone looking to improve their general fitness. ■ Improves performance and fitness levels CONTENTS 02.07 ■ Makes exercise feel easier ABC Certification ■ Feel healthier, stronger and fitter in four weeks Sports Insight has a current ABC certified ■ circulation of 5,211 (audit period July 1, Drug-free, quick and easy to 2005 to June 30, 2006). The Audit Bureau use in less than five minutes of Circulations (ABC) is an independent For your chance to win one audit watchdog that verifies magazines’ circulation figures, visit www.sports-insight.co.uk providing accurate and comparable data for advertisers. For more information about ABC Certification demonstrates a media owner’s POWERbreathe call 01926 integrity, in their willingness to be audited and to conform to industry standards. 816177 or visit www.powerbreathe.com COVER STORIES 18 TALKING SHOP 24 RISK MANAGEMENT David Russell, founder of Totally Sport in Why you should have a contingency plan SportsInsight Manchester 32 DRESS TO IMPRESS Editor: Jeff James Tel: 01273 719900 20 WHAT’S HOT Email: [email protected] Staff appearance is your business’ image Uhlsport’s football range Assistant Editor: Catherine Eade 60 BARGAIN BASEMENT Advertising Manager: Keith Marshall 29 60 SECONDS Tel: 01206 505947 Email: [email protected] How short-term price cutting impedes long-term Jack Galaun, managing director and Fax: 01206 500243. growth Advertising Executive: Tim Wilby owner of 1000 Mile Sportswear Tel: 01206 500240. Email: [email protected] 63 E-TAILING 66 UNDER THE COUNTER Fax: 01206 505935. eBay Express - your new online sales channel Advertising Sales A sideways look at the world of 21-23 Phoenix Court, Hawkins Rd, Colchester, Essex CO2 8JY independent retailing Group Advertising Manager: Sam Reubin REGULARS Group Editor: Ted Rowe Publisher: Matthew Tudor 6 WHAT’S NEWS IN SEASON Art Director: James Philp Latest headlines, key dates and events Designers: Lewis Webb, Juanita Allard 36. SWIMMING Advertisement Art Director: Alison Barnes 12 KIT STOP 40. NORDIC WALKING Reproduction: Ace Pre-Press. Tel: 01206 797541 Essential stock for your shop Accounts: 01206 505958 43. HOCKEY Published by Maze Media (2000) Ltd, 21-23 Phoenix Court, 16 FSPA UPDATE 48. RUGBY Hawkins Rd, Colchester, Essex CO2 8JY The latest news regarding SGMA’s Spring Market, 54. FOOTBALL All contents © Maze Media (2000) Limited. The views expressed in this BASES’ recruitment drive and the recent rugby magazine are not necessarily those of the publisher. Every effort is made stockrooms 58. RUNNING & ATHLETICS to ensure the veracity and integrity of the companies, persons, products and services mentioned in this publication and details given are believed to be accurate at the time of going to press. However, no responsibility or liability whatsoever can be accepted for any consequence or FEATURES repercussion of responding to any information or advice given or inferred. No part of this publication may be copied, broadcast, 30 WOMAN POWER interpreted, or stored, in any form, for any purpose, without the written Females choose 80 per cent of all UK permission of the publisher. sportswear ABC certified circulation: 5,211 (audit period July 1, 2005 to June 30, 2006) UK SUBSCRIPTION: £35 for one year (10 issues) 04 SPORTS INSIGHT 005 2/2/07 9:27 Page 2 18th & 19th MARCH 2007 OLYMPIA, LONDON the specialist event for the Sports Merchandise Industry 5 MARCH 2007 CHELSEA FC NO.1 FOR From 9am - 5pm, The Great Hall, Chelsea FC, Stamford Bridge, London SPORTS The ninth annual Sports Merchandise Exhibition will take place from 9am until 5pm on Monday DISCOUNTS! the 5th of March 2007. This specialist event is dedicated to all aspects of the sports merchandise industry and covers a multitude of merchandise Get down to the involved in a diverse range of sports and activities. Off-Price Show Everyone from the industry will be there - can you afford to miss out? – the only European event where you can The Sports Merchandise Exhibition pick up unbelievable deals on current sportswear t: +44 (0)20 7798 8500 and footwear of all leading brands. Register for your FREE tickets at: www.thirtyfortynine.com/smex Thousands of unrepeatable offers! To pre-register as a visitor, go straight to Organised by Thirty FortyNine under licence to www.offpriceshow.co.uk or call +44 (0)20 7733 5102 www.sports-insight.co.uk 05 News 12/2/07 10:22 am Page 1 WHAT’S NEWS ALL THE VERY LATEST IN THE SPORTS INDUSTRY... Send your news stories to the Sports Insight news desk at [email protected] or call 01273 719900 Saucony launch drives sales With just over a month to go before the arrival of the next shoe in the ProGrid range, Saucony has seen its current UK advertising push in Biggest ever Sports support of the brand's multi-million pound global ProGrid launch reap huge dividends, with a sharp increase in sales across the country. Merchandise Exhibition March will see the arrival of the Omni 6, which will be followed in This year’s Sports Merchandise Exhibition, which takes place on April by the Hurricane 9. Both feature Saucony's ProGrid technology. March 5 at Chelsea Football Club, is going to be the biggest ever, Incorporated into the innovative ProGrid platform is a new material called with well over 100 companies exhibiting. Respon-Tek, a blend of foams and synthetic rubbers that create a platform A large range of products will be on display from across the that cushions and responds with every stride. merchandising industry, including awards, calendars, embroidered gifts, ProGrid is a development of Saucony's Grid protection technology, glassware, key rings, t-shirts and wristbands. which has been designed to improve the cushioning qualities in the Sports Merchandise is open from 9am to 5pm and entry is free. Visitors company's premium range of running shoes. can either pre-register at www.thirtyfortynine.com/smex or register on the Commenting on the success of the launch campaign, Jonny Quint, day. Free refreshments and lunch is available at the event, too. Saucony's Brand Manager, said: "We saw that 2006 was turning into a record-breaking year for us and now with the impact of the launch we have surpassed even our most optimistic projections. "The interest stimulated by the effectiveness of the campaign caused us to sell out of product and forced us to fly in extra stock to meet demand. A tremendous position for the brand to have reached and a genuine reflection of all the efforts put in by the entire team here." DON’T OVERLOOK ARCHERY Archery is part of the UK’s heritage - for centuries it was compulsory for men to practise on the butts every Sunday morning after church. And it’s still a sport that people want to try. However, archery specialist Petron has found that some sports retailers are nervous about stocking archery products, mainly because of a perception that they require a significant amount of product knowledge. But, says manager Sue Matthews, Petron supplies beginner’s archery equipment that is very simple to sell. She explains: “We have bow kits where a customer gets everything they need in one package - bow, arrows, finger and arm protectors. “All retail staff need to know is what size of bow to recommend. Petron offers an easy-to-follow guidance sheet or face-to-face training, so staff can feel confident in the products they are selling.” Advice is available from [email protected], www.petron.info or 01296 632573. 06 SPORTS INSIGHT News 12/2/07 10:22 am Page 2 COLUMBIA OPENS NEW SHOWROOM Diary Dates Columbia Sportswear Company has opened new showroom facilities in the Kendal area consisting of three showrooms displaying combined apparel, ISPO CHINA WINTER footwear, accessories and equipment in the company’s Titanium, Active and MARCH 14-17 Lifestyle product categories. Beijing National Agricultural Exhibition Centre “The opening of this showroom is in line with our strategy to provide a committed support network for all our customers,” says Field Sales Manager, Dan Trapp. “Last year we introduced an in-house sales force dedicated solely OFF-PRICE SHOW to Columbia and now the new showroom allows more customers to see MARCH 18-19 Columbia in a permanent and focused environment. Olympia 2, London “The breakdown of the line into Titanium, Active and Lifestyle also allows us to present exactly what our customers need. This combined apparel and SENI 07 footwear approach ensures we are able to show a head-to-toe offering in MAY 19-20 each category.” ExCeL, London For a range presentation contact Dan Trapp on 07967 500505. GRASS ROOTS FOOTBALL SHOW 2007 ASICS JUNE 9-10 Ricoh Arena, Coventry TECHNICAL REPRESENTATIVES ASICS is one of the world's great sportswear brands.