May 2012 Volume 40 Number 5 $5.00 www.racquetsportsindustry.com AArree YYoouurr JJuunniioorrss PPrreeppppeedd TToo PPllaayy?? SSeelllliinngg PPooiinnttss:: TTiippss ttoo BBoooosstt YYoouurr SSaalleess TTeennnniiss BBaaggss AArreenn’’tt JJuusstt FFoorr RRaaccqquueettss AAnnyymmoorree BLACKRACQ~A~J --- DECLASSir-JEO ..... 1"1' NJ""+'" ,,o ri•tv • - -"--·---t1 - ... BALDale ... .:. • ' Contents Contents RSI MAY 2012 INDUSTRY NEWS 7 USTA teams with TGA for youth franchises 7 Garvin, 3 others FEATURES honored by Hall of Fame 7 New icon system 23 Get Them Ready to Play for 10U providers Properly preparing juniors for tourna - ments isn’t just about strokes and 8 Changes announced strategy; they need to know the rules to National Junior and regs, too. Tourney Schedule 26 In the Bag Tennis bags have gone from simply 8 Kovacs to lead PTR Sport holding racquets to carry-alls that Science Committee cross over to life off the courts. 30 Nifty Nine 9 GSS sets 2012 Stringers The nine outdoor ASBA facility win - Symposium for Florida ners are excellent examples of hard- court construction. 9 Denver to host Public 34 Selling Points Parks Championships These ideas can help boost your sales and provide your customers with 9 Head introduces excellent service. Speed Pro Lite shoe 10 Peoplewatch 10 Ashaway introduces 2 new tennis strings 11 Kuerten to go into Tennis Hall of Fame 11 USTA awards $900K in youth tennis grants 12 Short Sets Cover photo courtesy USTA DEPARTMENTS 18 Retailing Tip 4 Our Serve 20 Court Construction 7 Industry News 34 Tips & Techniques 13 USTA Annual Meeting 36 Ask the Experts 14 Pioneers in Tennis 38 String Playtest: Tourna Big Hitter Black 7 16 TIA News 40 Your Serve, by Denny Schackter 2 2 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com Our Serve Demand More From Your Reps (Incorporating Racquet Tech and Tennis Industry ) Publishers n our March issue, we ran a “Retailing” tip on how man - David Bone Jeff Williams ufacturers’ sales reps should be one of the best Editorial Director resources for tennis retailers. (If you don’t have the Peter Francesconi March issue handy, go to racquetsportsindustry.com to see Associate Editor the digital edition.) The tip, written by the TIA’s retailing Greg Raven I Design/Art Director consultants, described some of the things manufacturer Kristine Thom reps can provide to tennis shops to help build sales with Contributing Editors consumers, including helping stores with merchandise and Robin Bateman budget planning, conducting clinics on products they sell to Cynthia Cantrell you, working with your staff to understand product fea - Joe Dinoffer Kent Oswald tures, and much more. Bob Patterson But it occurs to me, how many sales reps actually do all they can to Cynthia Sherman help a retail store’s sales? Their success depends on your success. Yes, Mary Helen Sprecher we hear about a lot of excellent sales reps out there—in fact, every year RACQUET SPORTS INDUSTRY we have a number of great reps to choose from in picking our Sales Rep Corporate Offices of the Year award winner. But we also hear a lot of complaints about 330 Main St., Vista, CA 92084 Phone: 760-536-1177 Fax: 760-536-1171 sales reps, too. Email: [email protected] Are your sales reps truly serving you the way you think they should? Website: www.racquetTECH.com We want to hear about it—the good, the bad, the ugly. Tell us what you Offic e Hours: Mon.-Fri., 8 a.m.-5 p.m. Pacific Time think of your sales reps. What do they do that you like? What do they not Advertising Director do? Do you get the feeling that they care about your business? Do they John Hanna come up with creative ways to help your business? And if you feel your 770-650-1102, x.125 sales rep hasn’t been working up to par, what have you done about it? [email protected] Let us know, at [email protected]. Apparel Advertising Now, let’s go a step further: Are your sales reps helping not just your Cynthia Sherman store, but do they go beyond and help this sport ? Do they care about ten - 203-263-5243 nis overall? Are they involved in their USTA section or district? Do they [email protected] get involved in the community? A good friend who managed a tennis and sports retail shop for many years and who now works in the tennis indus - Racquet Sports Industry is published 10 times per try says the best sales reps he ever had were those who were committed year: monthly January through August and combined to and passionate about the sport beyond simply pushing product. issues in September/October and November/ December by Tennis Industry and USRSA, 330 I realize manufacturers are in business to sell product, and that their Main St., Vista, CA 92084. Periodcal postage paid at sales reps make a living depending on how much product they sell. But Vista, CA and at additional mailing offices (USPS sales reps—just like teaching pros, retailers and facility managers—are in #004-354). May 2012, Volume 40, Number 5 © key positions to truly make an impact on tennis in the U.S. They, like the 2012 by USRSA and Tennis Industry. All rights reserved. Racquet Sports Industry, RSI and logo are rest of us, need to think beyond being a sales force for one company or trademarks of USRSA. Printed in the U.S.A. Phone organization; effective sales reps need to be a “sales force for tennis.” advertising: 770-650-1102 x 125. Phone circulation and editorial: 760-536-1177. Yearly subscriptions $25 in the U.S., $40 elsewhere. POSTMASTER: Send address changes to Racquet Sports Industry, 330 Main St., Vista, CA 92084. Peter Francesconi Editorial Director RSI is the official magazine of the USRSA, TIA,and ASBA 4 RACQUET SPORTS INDUSTR Y May 2012 www.racquetsportsindustry.com • • THE NEW F.A.S.T. FULL ACCELERATION SHAFT TECHNOLOGY It[!] . HAR TRU RSI MAY 2012 IINNDDUUSSTTRRYY NNEEWWSS INFORMATION TO HELP YOU RUN YOUR BUSINESS Garvin, Staples, USTA Teams With TGA for Youth Tennis Franchises Bender, Kovacs he USTA has teamed with the newly launched TGA Premier Youth Tennis (TGA), a youth Honored by ITHOF sports franchise firm, to help introduce tennis to kindergarten through eighth-graders Tacross the country. The partnership supports USTA’s 10 and Under Tennis initiative. The Interna - The USTA says it recognized the success TGA has had with its golf business, with thousands of tional Tennis schools nationwide participating in TGA’s after-school enrichment Hall of Fame programs. Using its current business philosophy of enriching kids’ presented the lives through physical fitness, health and nutrition, education, and 2011 Samuel character building, along with its scalable business model, the USTA Hardy and Tennis Educa - and TGA have worked together to develop curriculum for K-3rd tional Merit grade and 4th-8th grade. Awards on “The partnership is a great fit and will build a pathway for ele - March during mentary and middle school kids to enjoy tennis through after- its annual school programs,” says Kurt Kamperman, the USTA’s chief executive of Community Tennis. Awards Luncheon, held in conjunc - TGA is expected to introduce tennis to boys and girls in elementary and middle schools, child tion with the USTA’s Annual Meeting care centers and community-based organizations. Children who participate in the programs will in Carlsbad, Calif. have the opportunity to transition from at-school programs to junior camps, clinics, and USTA pro - Longtime USTA and tennis industry grams at facilities nationwide. leader Lucy S. Garvin (above) of In addition, says the USTA, the franchise company will create jobs and business ownership Greer, S.C. received the Samuel opportunities within the industry. In March, TGA began selling tennis franchises to the public, Hardy Award, which is presented which is expected to attract tennis professionals as well as business professionals. annually to a USTA volunteer in recognition of long and outstanding service to the sport. 10 And Under Tennis Has New ‘Icons’ for Providers The Tennis Educational Merit Award he USTA has unveiled a new "icon system" for its growing 10andUnderTennis.com website, was presented to tennis coach, Tallowing tennis facilities and providers to enhance their consumer search profiles. The new trainer and educator Butch Staples icon system makes it easier for parents and consumers to see what programs and services tennis of Bluffton, S.C.; wheelchair tennis providers are employing in their 10 and Under Tennis programming. trainer and expert Lynn Bender of For facilities and providers, whether registering on the system for the first time or updating Zeeland, Mich.; and strength and conditioning expert Dr. Mark Kovacs your existing listing, it’s easy to get of Atlanta. The award is given annu - the icons on your profile—just go to ally to individuals who have made 10andundertennis.com/organizers notable contributions in the tennis and click on “Register your Facili - education field at the national level. ty.” Once you fill out the question - Award winners have repeatedly naire, the proper icons will demonstrated leadership and cre - appear automatically on your pro - ative skills in tennis instruction, writ - file for consumers to see. In addi - ing, organization and promotion of tion, facilities and organizers with the game. icons on their profiles will be "We are very pleased to recognize included at the top of the list these individuals, and we are grate - when parents search for program - ful for the tremendous contributions ming. they have made to tennis over the For more details on the icon years," said Christopher E. Clouser, chairman of the International Tennis system or to get listed on the site, Hall of Fame & Museum.