Racquet Sports Industry

June 2013
Volume 41 Number 6 $5.00

www.racquetsportsindustry.com
How to Sell
More Racquets
Successful retailers offer their
tips for moving frames
Emerging Trends in Sports Shoes
Residential Court Winner
State of the Industry Report
How to Sell
More Racquets
Successful retailers offer their
tips for moving frames
Emerging Trends in Sports Shoes
Residential Court Winner
State of the Industry Report
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DEPARTMENTS
R S I J U N E 2 0 1 3
INDUSTRY NEWS
7 State of the Industry:
Tennis economy up 3%
7 Dennis Van der Meer
into PTR Hall of Fame
8 Wilson sells direct to
consumers
8 Babolat offers new
French Open products
8 Supplemental health
benefits offered by USPTA
10 Peoplewatch
10 Pro Sun Products launches
tennis sunscreen
11 Apply for USTA
Outstanding Facility honors
11 Sarasota residents rally
to save school courts
12 Short Sets
12 NFTC announces
regional playoff sites
13 USPTA Conference set
for Orlando
14 PTR names 2013
award winners
4 Our Serve
7 Industry News
16 Letters
17 Retailing Tip
18 2013 State of the Industry
19 TIA News
20 Pioneers in Tennis
32 Tips and Techniques
34 String Playtest: Wilson Sensation Control
36 Your Serve, by Kevin Theos
2 RACQUET SPORTS INDUSTRY June 2013 www.racquetsportsindustry.com
Cover photo by Jimmy Johnston
FEATURES
24 Stepping Into the Future
New performance elements, introduced
in categories such as running and bas-
ketball, are likely to emerge in the ten-
nis-shoe market, too.
26 Tip Sheet
Tennis retailers from around the coun-
try tell us their strategies for selling
more racquets.
30 Singular Sensation
A hard court along the water in Florida
is a residential facility winner.
Contents
Contents
Our Serve
(Incorporating Racquet Tech and Tennis Industry)
Publishers
David Bone Jeff Williams
Editorial Director
Peter Francesconi
peter@racquettech.com
Associate Editor
Greg Raven
Design/Art Director
Kristine Thom
Contributing Editors
Robin Bateman
Cynthia Cantrell
Kent Oswald
Bob Patterson
Cynthia Sherman
Mary Helen Sprecher
Tim Strawn
Contributing Photographers
Bob Kenas
David Kenas
RACQUET SPORTS INDUSTRY
Corporate Offices
PO Box 3392, Duluth, GA 30096
Phone: 760-536-1177 Fax: 760-536-1171
Email: RSI@racquetTECH.com
Website: www.racquetTECH.com
Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time
Advertising Director
John Hanna
770-650-1102, x.125
hanna@knowatlanta.com
Apparel Advertising
Cynthia Sherman
203-263-5243
cstennisindustry@earthlink.net
Racquet Sports Industry is published 10 times per
year: monthly January through August and combined
issues in September/October and November/
December by Tennis Industry and USRSA, PO Box 3392,
Duluth, GA 30096. Periodcal postage paid at
Duluth, GA and at additional mailing offices (USPS
#004-354). June 2013, Volume 41, Number 6
2013 by USRSA and Tennis Industry. All rights
reserved. Racquet Sports Industry, RSI and logo are
trademarks of USRSA. Printed in the U.S.A. Phone
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, PO Box
3392, Duluth, GA 30096.
RSI is the official magazine of the USRSA, TIA,and ASBA
A Tennis Balancing Act
4 RACQUET SPORTS INDUSTRY June 2013
O
ne by one, all four Grand Slam tournaments have now
dug deep and managed to boost the prize money theyre
offering pro players, appeasing the pro tours, which had
been clamoring for more money. In some corners, that b
wordboycotthad even been mentioned if prize money
didnt increase at the Slams.
If more money goes to early round losers and to doubles players, helping
them to offset their costs to play on the tour, then Im all for it. Up-and-coming
pros can definitely use help to play tournaments and get coaching. And doubles
is too often given short shrift at the pro level, which means it doesnt have the
exposure it should, and that affects the recreational leveldoubles play is hugely
important to the growth of the recreational game.
But Im not jazzed about offering even more bucks to the top players for win-
ning a Grand Slam event. Last year, Roger Federer and Serena Williams each
earned $1.75 million for their Wimbledon singles titles. This year, Wimbledon is
boosting the top singles prizes to $2.4 million. As one who sees how tennis at the
recreational level often struggles to get funds, is that sort of an increase for the
top players truly helping to grow this game? Think of what could be done at the
grassroots with that extra $1.3 million.
For the 2013 US Open, the USTA is increasing total prize money by $8.1 mil-
lion (32 percent over last year) to $33.6 million overall. In this endless loop, Wim-
bledon, of course, needed to beat that, so its now offering $34.4 million overall
for this years tournament (a 40 percent increase). And the US Open says it has
committed to increasing prize money to at least $50 million by 2017, which is a
96 percent increase from 2012 to 2017.
I get that the money the Grand Slams take in supports the recreational game
in their respective countries. I completely understand that the US Open is the
engine that drives community tennis in this country, and I applaud and support
the USTA for that.
But I worry this continuing escalation in prize money will affect how much we
have to spend delivering tennis at the community level. I worry that, in efforts to
make good on future commitments to paying even more money to pro players,
community tennis budgets, programs and staff may be affected.
Will the top pros stop playing the Grand Slams if they only win $2 million, vs.
$2.5 million? Think what an extra million dollars could do if spread around at the
community level. How many districts, CTAs, park and recs, school programs,
youth development initiatives, and 10 and Under Tennis programs could use
even a fraction of that money to help grow this sport, to help pay local teaching
pros to deliver tennis, to help educate coaches and tennis teachers, to help build
for the future?
The USTAs mission to promote and develop the growth of tennis clearly
includes making sure the US Open is the best it can be, as a premier showcase
for this sport. But lets make sure this prize money boom for the pros doesnt lead
to a bust for recreational tennis.
Peter Francesconi, Editorial Director
peter@racquettech.com
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I NDUSTRY NEWS
I NDUSTRY NEWS
I N F O R M A T I O N T O H E L P Y O U R U N Y O U R B U S I N E S S
WTA Player Li Na
Honored By Time
Magazine
Time magazine named WTA pro
Li Na to the 2013 Time 100, the
magazine's annual list of the 100
most influential people in the
world, in its April 29 issue. Li also
was one of seven cover subjects
for the issue.
"I am so excited to be featured
on the cover of Time magazine's
100 Most Influential People In
The World issue," Li said. "It's a
great honor for me to be in the
position of being able to help
grow, promote and further build
the sport of women's tennis
around the world, especially in
my native China. I couldn't be
more honored to be on the list
that includes some of the most
talented people in the world, and
to make an impact on women
and women athletes. I am grate-
ful to Time for giving women's
tennis the recognition it
deserves."
The list, currently in its 10th year,
recognizes the activism, innova-
tion and achievement of the
world's most influential individu-
als. Chris Evert wrote the tribute
to Li that appeared in the maga-
zine. Li made several historic
breakthroughs in 2011, becoming
the first Asian player to reach a
Grand Slam final at the Australian
Open, subsequently becoming the
first Chinese player to reach the
Top 10, and a few months later
becoming the first Asian player to
win a Grand Slam title at the
French Open. Earlier this year she
made her third Grand Slam final,
again at the Australian Open, and
she is currently the No.5-ranked
player on the WTA Tour.
R S I J U N E 2 0 1 3
Tennis Economy Up 3%, Says New Report
T
ennis in the U.S. is a $5.57 billion business, according to the latest edition of the State of
the Industry report, recently released by the Tennis Industry Association. That represents
a 3% increase in the total tennis economy from 2011.
The third edition of the TIA State of the Industry report compiles data from 2012 that the TIA
collects through its more than 70 annual surveys and research studies. The report takes a top-
level view of the industry to tell a comprehensive "story of the tennis industry," says TIA Execu-
tive Director Jolyn de Boer.
The report presents important TIA data, trends and analysis so that tennis businesses can
benefit by seeing where this industry has been, where it is now, and where it's going. Important
for the industry is the 10% growth in the number of "frequent" tennis players, those who play at
least 21 times a year, to 5.31 million in 2012. Frequent players account for more than 70% of all
expenditures in tennis. Other highlights from this year's report include:
w A 4% increase in overall tennis participation, to 28 million players, and the highest participa-
tion level since 2009.
w Positive growth in youth tennis equipment wholesale in 2012, with 38% growth in red, orange,
and green tennis ball shipments and 5% growth in youth racquet shipments.
w An increase in the TIA's new "Tennis Equipment Index," which was up 3 points over the 2011
valuation. The index is derived from taking the wholesale dollar value of racquets, balls, and
strings shipped into the U.S. tennis market.
w 2% growth in racquet unit sales for pro/specialty tennis retailers.
w Increased business for both teaching pros and court contractors in 2012.
w 13% growth in total hours of tennis TV coverage and 14% growth in unique TV viewers of ten-
nis in 2012, driven by viewership of the 2012 London Olympics.
The tennis industry moved in a positive direction in 2012," says TIA President Greg Mason.
"Like many other industries, we still have challenges, but the TIA, together with our industry part-
ners and the USTA, is focused on strengthening this industry and the business of tennis. The
extensive research that the TIA does is unique among sports, and it's an important part of our
support of this industry."
The 16-page State of the Industry report is an annual release made available to Industry Level
members of the TIA and above. Contact the TIA at research@tennisindustry.org or 866-686-3036.
June 2013 RACQUET SPORTS INDUSTRY 7 www.racquetsportsindustry.com
Dennis Van der Meer Is Inaugural
Inductee in PTR Hall of Fame
P
TR Founder and President Dennis Van der Meer
became the inaugural inductee into the PTRs newly
formed Hall of Fame, in a ceremony during the
Parade of Nations at the PTR Symposium on Hilton Head
Island May 2.
The 80-year-old Van der Meer, who had suffered a stroke,
was brought out onto Court 12 at Shipyard Racquet Club in
a wheelchair, following a moving tribute by Dr. Jim Loehr.
Luciano Botti presented Van der Meer with a plaque, and
the tennis teaching legend acknowledged the cheers of the
crowd, that included PTR members from around the world.
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Wilson Web Redesign Includes Selling Direct
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ilson announced in early April that it had redesigned its website and
launched a new brand initiative that allows consumers to purchase
directly from wilson.com.
This plan supports our existing e-commerce strategy, joining our other
sites such as atec.com, wilsoncustomgloves.com and wilsoncustomfoot-
ball.com that have been operational for several years, Wilsons vice presi-
dent of U.S. sales, Bill Kirchner, said in an email to dealers and reps.
The Wilson website is our strongest consumer engagement tool and we
are investing in driving greater traffic, Kirchner continued. We have posi-
tioned our products at or above MAP pricing and will be charging sales tax
and freight. This pricing strategy positions Wilson as a convenience oppor-
tunity for those consumers that prefer to buy directly from Wilson while
they are on our site. We have carefully considered this expanded e-com-
merce approach and are confident it is the right approach to engage our
consumers.
On the redesigned website for Wilson racquets, for instance, underneath
the product description are dropdown menus for grip size and quantity.
When those fields are filled in, the site tells you whether the racquet is in
stock and offers a button to add to cart. Under that link is one for finding
a dealer by entering address or ZIP code.
While Wilson officials have indicated selling direct to consumers may
affect 1 percent of total sales, emails circulating by tennis retailers and spe-
cialty dealers criticized the move to online retailing by one of the industrys
largest manufacturers.
We remain fully committed to growing our business with our dealer net-
work, Kirchner said in his email. Our priorities are to provide you with
innovative products, compelling consumer marketing and high quality cus-
tomer service.
Babolat Offers New French Open Products
F
or the third year in a row, Babolat has teamed up with
the French Open as the official tennis ball and to pro-
vide stringing services for all tournament players. In
addition, the French company has unveiled its new
range of French Open products.
This year, the Pure Drive racquet gets a new look
with French Open colors. This seventh generation Pure
Drive features exclusive Cortex Active technology, for
more control in every shot, says Babolat. The Pure Drive
(suggested retail $199) is used by players such as 2011
French Open winner Li Na and 2012 French Open run-
ner-up Sara Errani.
The Pure Drive Lite French Open is $195, while the
Pure Drive JR26 French Open for juniors is $104. Also,
the lightweight Babolat Drive Z, designed for advanced
players, especially women and young competitors, is
$169.
The company also offers the Team French Open bag.
The Racquet Holder can fit up to 12 racquets and has an
isotherm racquet compartment, which Babolat says
protects the quality of the string tension. A more com-
pact backpack version is also available for carrying one
racquet, and there is a version that can hold six frames.
K-Swiss Completes Merger
With E.Land World Ltd.
E
.Land World Ltd. completed its acquisition of K-
Swiss in a merger transaction on April 30, mak-
ing K-Swiss an indirect wholly-owned subsidiary
of E.Land.
On the heels of the merger, E.Land has named
a new global executive team to oversee the newly
formed K-Swiss Inc. entity. The team will be led by
Truman Kim, chairman; Larry Remington, presi-
dent and CEO; Barney Waters, CMO; and Wim
Tuijl, managing director of Europe, Middle East
and Africa.
K-Swiss stockholders, who approved the merg-
er on April 26, will receive $4.75 in cash, without
interest, for each share of K-Swiss common stock
that they owned immediately prior to the merger.
As a result of the merger, the Class A common
stock of K-Swiss will no longer be traded on the
NASDAQ Stock Market.
E.Land is a South Korean conglomerate that
not only has stake in the fashion apparel business,
but also is involved in retail malls, restaurants,
theme parks, hotels and construction. E.Land also
distributes products for New Balance and Ellesse
under license.
USPTA Partners with Rezilient
Direct for Health Benefits
T
he USPTA has partnered with
Rezilient Direct Corp. to give
USPTA-certified members the
opportunity to purchase additional
health coverage. Rezilient Direct,
which is based in Austin, Texas, is
one the first companies to offer sup-
plemental health benefits directly online to the
consumer.
At a time when our members are looking for tan-
gible and quantifiable benefits, Rezilient Direct has
come forward with a terrific program to help those
professionals who seek a way to help bridge the gap
between the medical insurance that they do have
and a potential calamity that is not fully covered,
said USPTA CEO John Embree. With health care
being the No. 1 concern among our members, here
is a program that should make a positive difference.
Rezilient Directs extensive interactive platform
allows customers to enroll and purchase supplemen-
tal health insurance within minutes and get covered
in as little as 24 hours. They also have a Call and Live
Chat center to assist customers throughout the
process.
For more information, visit rezilientdirect.com.
I N D U S T R Y N E W S
J U N E 2 0 1 3
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Former ATP Executive Chairman and President Brad Drewett, age 54,
passed away May 2 at his home in Sydney, Australia, following a battle
with Lou Gehrigs Disease. Drewett was a former Top 40 pro player, and
became an insightful and vibrant leader in his short tenure directing the
mens pro tour.
Marcy Bruce of McMurray, Pa., is the recipient of the
2013 PTR/TIA Commitment to the Industry Award.
Bruce is a PTR Clinician and Tester in both Adult Devel-
opment and 10 & Under Tennis. She is also the TRX
Cardio Tennis Director for the Upper Saint Clair Tennis
Development Program.
Bjorn Rheborg, based in Atlanta, has joined the Gamma Sports sales
team as the regional sales manager for Georgia, South Carolina, North
Carolina and Southern Virginia.He can be reached at404-316-7772
orrheborgb@gammasports.com.
Head Penns Doug Ganim captured the Classic Professional Racquetball
Tour National Championship recently by upsetting the No. 1 ranked player
on the tour in the quarterfinals and defeating the tournaments No. 2 seed
in the final.
Antigua Group apparel has announced a partnership with industry vet-
eran and frequent tennis business presenter and trainer Doug Cash, owner
of CashFlow Tennis. Cash will help promote the Antigua Tennis brand dur-
ing his industry engagements.
Head Penn player Paola Longoria won her 18th straight tournament on
the Ladies Professional Racquetball Tour recently, without dropping a sin-
gle game.
Maria Sharapova has a three-year deal with Porsche AG and will be a
brand ambassador for the carmaker. Last year, Sharapova won the
Porsche Tennis Grand Prix and drove home a Porsche 911 Carrera S
Cabriolet.
New Balance Canada announced the addition of Stephen Smith to the
New Balance Canada leadership team as national sales manager. Smith
comes to NB with a broad base of experience in his 25 years in the indus-
try and has held leadership positions in buying, design, development, and
sourcing prior to a senior leadership as the senior vice president - specialty
brands at RMP Athletic Locker Ltd.
Tony Larson of Blaine, Minn., defended his mens open title for the
fourth year in a row at the $3,850 USPTA Indoor Championships in April,
held at Life Time Fitness in Fridley, Minn. He later went on to win the
mixed open doubles title by teaming up with Marina McCollom of West
Des Moines, Iowa. McCollom was also crowned womens open champion
by going undefeated in round robin play.
PEOPLEWATCH
Wilson to Give Away Baiardo At
IART Stringers Symposium
W
ilson Sporting Goods will offer a
Baiardo stringing machine to one
lucky attendee of the 7th Annual IART
Symposium, which runs from
Sept. 21 to 25 at Saddlebrook
Resort in Tampa, Fla.
Were committed to doing our
part for this event, says Wilson Senior Designer
Ron Rocchi. This symposium showcases incredible
talent within the industry, and the technical training
is unmatched. If the technician has the proper train-
ing, they will be better equipped to sell our products
and in turn, contribute to the overall health of the
game.
The Wilson Baiardo that will be given away is
one that was used at the 2013 Australian Open.
Early registration will ensure more chances to win
the machine: Those who register by July 1 will have
three chances, registration by July 8 gives two
chances, and registration by July 15, one chance.
Wilson has always been extremely supportive
of the IART Symposium, says Tim Strawn, owner
and organizer of the event. Im proud to have them
as a partner in the event.
To register and for more information, visit
www.grandslamstringers.com or call Strawn at 540-
632-1148.
Pro Sun Products Launches Tennis Sunscreen
P
ro Sun Products of San Jose, Calif., has launched Pro Tennis Premi-
um Sunscreen, designed for avid tennis players of all ages. Pro Ten-
nis lotion is made with pure natural aloe and rich moisturizers that
maintain the skins natural moisture balance while protecting against
undesirable sun damage, says the manufacturer.
With an SPF of 30, Pro Tennis provides broad-spectrum protection
for both UVA and UVB rays. Pro Tennis will not sweat off
or wash off easily in water and is fragrance-free. All of the
ingredients used by Pro Tennis Premium Sunscreen are
approved by FDA regulations and tested according to FDA
standards. It comes in a 100ml size that fits easily in any
tennis bag and is compliant with airline travel restrictions.
Our goal is to provide tennis specialty retailers and pro
shops with the highest quality sunscreen designed specifi-
cally for tennis and available at an affordable price, says
Robert Spurzem, president of Pro Sun Products. Tennis
players deserve the highest quality in every tennis product
they select, and sunscreen is no exception. Pro Tennis fills
an important product gap in every tennis retail store.
All tennis players require sun protection, says Anthony Paz, owner
of The Tennis Station in Burlingame, Calif. Pro Tennis has quickly
become a hit with my customers.
I was initially attracted to Pro Tennis for its light texture and how it
quickly absorbed into my skin, says Debb Roberts, owner of Debbs
Tennis of Los Gatos, Calif. I cater to female tennis players so it was
important that it worked well with womens make-up.
For more information, visit www.prosunproducts.biz or contact
info@prosunproducts.biz.
June 2013 RACQUET SPORTS INDUSTRY 11
Is Your Facility
Outstanding?
S
ubmit your application now
for the USTAs annual Out-
standing Facility Awards. The
awards program is designed to
encourage high standards for
construction and/or renovation of
tennis facilities. Application
deadline is June 28.
The USTA evaluates entries
based on criteria that includes
the facility itself and its tennis
programs. There is no minimum
or maximum number of facilities
selected; the number of recipi-
ents honored will depend on the
quality of the applicants. Awards
will be presented during the
USTA Semiannual Meeting in
New York City during the 2013
US Open.
For more information on the
USTA Outstanding Facility Awards
and for the application/nomina-
tion form, Visit USTA.com/About-
USTA/USTA-Awards.
Sarasota Residents Petition
to Save High School Courts
L
ocal Sarasota, Fla., residents are peti-
tioning to save the eight tennis courts at
Sarasota High School after word got out
that there was a plan to demolish them
this summer to create a new bus loop. An
online petition"Stop the demolition of
the tennis courts at Sarasota High School.
Keep the Courts"has been created with
plans to eventually present to local govern-
ment.
These courts have been a valuable
community resource for many years, pro-
viding exercise and recreation for thou-
sands of people, from the surrounding
neighborhoods and throughout the area,
reads the petition. Many Sarasota High
School tennis teams have trained and
played on them. This is the only set of
eight public courts in the county. The dem-
olition of these courts, which cost a lot to
build and have only recently been resur-
faced, is a waste of taxpayer money.
Visit signon.org/sign/keep-the-tennis-
courts.
Ashaway Named Official String
of World Squash Championships
A
shaway Racket Strings has been named the
Official String Partner for the 2013 Men's
World Squash Championships. The tournament
will be held Oct. 26-Nov. 3 in Manchester, Eng-
land, where 64 of the world's top professional
squash players will compete for a $325,000
prize.
Ashaway will also have stringing rights to the
2013 Allam British Open in Hull, England, May
20-26. Ashaway was the Official String Partner
for the British Open last year and the British
Grand Prix for the past three years.
"Ashaway is always eager to support profes-
sional and amateur squash whenever we can,"
says Ashaway Vice President Steve Crandall. "To
be associated with prestigious events like the
British Open, the World Championships, and
the Grand Prix is an honor as well as a
pleasure."
Ashaway will be represented at these events
by its longtime UK distributor Goode Sport.
According to Goode partner Paul Smith,
stringers for the events will be Liam Nolan of the
UKRSA and Nick Down of Smart Racquet. They
will use Ashaway Electronic SM7900 machines.
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September 2013 will mark the 40th
anniversary of Billie Jean King's historic victory
over Bobby Riggs in the Battle of the Sexes
match. To honor the occasion, King will be
present at a special screening of the match on
the big screen at the Casino Theatre at the
International Tennis Hall of Fame in Newport,
R.I., on Sunday, July 14, at 8 p.m. King will
introduce the broadcast footage and discuss
her memories and the impact of the match.
Tickets and more information are at tennis-
fame.com, or by calling 401-849-6053.
>
Babolat, which is now the official tennis
shoe brand of Wimbledon, has expanded its
product range to include the new SFX Wimble-
don. The white shoe model (suggested retail
$109.95) features touches of green and pur-
plea nod to the Wimbledon tournament col-
ors. The outsole is developed in partnership
with Michelin.
>
The U.S. Fed Cup team defeated Sweden,
3-2, in April in a World Group playoff match.
The U.S. now will be back in the World Group
for 2014 and eligible to compete for the Fed
Cup championship.
>
The New York Post reported in mid-April
that Al Jazeera Media Networks is eyeing the
Tennis Channel as it looks to become a player
in the U.S. sports market. Qatar-based Al
Jazeera has an affiliate called BeIN Sport, a
SHORT SETS
global network of sports channels, and the Tennis
Channel would add to Al Jazeeras growing collec-
tion of niche cable channels. A group of private-
equity firms, including Apollo, Bain, Battery
Ventures, CCMP Capital and Columbia Capital,
owns the Tennis Channel.
>
The latest addition to the TIA Facility Managers
Manual is "Dont Add, Multiply," by industry
expert Rod Heckelman, about capitalizing on the
social aspects of tennis to gain players. Check out
the entire manual at TennisIndustry.org, which is
available for download as a pdf at the TIA Associ-
ate Member level.
>
Wilson Collegiate Tennis Camps announced a
partnership with Todd Martin Tennis for a camp
session Aug. 4-8 at the University of North Florida.
>
Longtime tennis writers Matt Cronin, Doug
Robson, Joel Drucker, Tom Tebbutt, Kamakshi Tan-
don and Richard Osborn are among a group that
has launched Tennis Journal, a new digital ten-
nis magazine. A one-year, eight-issue subscription
is $26, available at tennis-journal.com.
>
The City of Irvine is hosting its third annual
Professional Growth Weekend for Teachers and
Coaches of Tennis, which will feature leading
coaches and teachers from the USPTA and PTR at
the Bill Barber Community Park Tennis Center June
1 and 2. For information, including hotel info, visit
irvinetennisdevelopment.tripod.com, or contact
Steve Riggs at tennis@cityofirvine.org or 949-
724-6617.
>
The Ladies Division of the Hybrid Open
2013 will take place Oct. 25-27 in Myrtle
Beach, S.C. Deadline to enter is Oct. 19. The
event is held on a unique dual-surface tennis
court where one side of the net is a clay court,
the other side is a hard court. For information,
visit hybridtennis.com or email info@hybridten-
nis.com.
>
StubHub, owned by eBay, has signed a
three-year partnership deal with Britains Lawn
Tennis Association to handle events at Lon-
dons Queens Club, Edgbaston and Eastbourne
this summer.
>
Tournament Tough: A Guide to Playing
Championship Tennis, the best-selling book by
world-renowned tennis coach Carlos Goffi that
offers a unique program for winning tennis
matches, has been updated and re-released as
an electronic Kindle e-book. Goffi is a former
coach of John and Patrick McEnroe. The book is
available for download for $9.99.
>
Badminton England plans to build a new
$34.3 million National Badminton Arena in the
town of Milton Keynes, about 45 miles from
London. Badminton England also announced a
partnership with Gullivers Sports Travel for the
London Grand Prix event Oct. 1-6.
Congratulations To the Following For Achieving MRT Status
New MRTs
Aaron Haak Farmington, NY
Alex Meyers Big Rapids, MI
Erik Seifert Howell, MI
Kevin Wickham Big Rapids, MI
2013 NFTC Announces Four
Super Regional Playoff Sites
F
our tennis facilities have been chosen to
host the Super Regional Playoffs this
summer in the 2013 National Family Ten-
nis Championships. The four, along with
the dates of the Playoffs, are:
w Plaza Tennis Center in Kansas City, Mo.,
July 26-28
w Copeland-Cox Mobile Tennis Center in
Mobile, Ala., Aug. 2-4
w Tennis Center at College Park in College
Park, Md., Aug. 2-4
w El Dorado Park Tennis Center in Long
Beach, Calif., Aug. 2-4.
The top teams in each division of play at
the four Super Regional Playoffs will earn a
complimentary trip to New York City to
play for a national title, from Aug. 22 to 26.
Visit www.FamilyTennis.com.
Nominate By June 3 for
ASBA Facility Awards
T
he deadline for ASBA's annual
awards program, which honors
outstanding design and construction
in athletic facilities, is Monday, June 3.
Applications are accepted electroni-
cally on ASBA's website, www.sports-
builders.org. To be eligible, a facility
must have been designed by, or built
by, an ASBA member company. Own-
ers who want their facilities entered
should contact their builder or design-
er. Also, in order to be eligible, proj-
ects submitted must have been
completed within the current year or
within the previous two calendar
years (ending Dec. 31). Information is
available at www.sportsbuilders.org.
USPTA World Conference Heads to Orlando in September
T
his years USPTA World Conference, which will be Sept. 23-27 at the Hyatt Regency
Grand Cypress in Orlando, Fla., will have a new look to it. While still featuring numer-
ous general sessions, seminars and specialty courses, each day will feature a theme focus-
ing on a core competency, including 10 and Under Tennis, Club Operations/Business,
Player Development and Teaching/Sport Science.
This year will also include a new and improved awards luncheon featuring Pat Williams
as the keynote speaker, sponsored by Rezilient Direct. Williams is the co-founder and sen-
ior VP of the Orlando Magic and one of the nations top motivational speakers.
The conference also includes a tennis-only buying show, International Tennis Champi-
onships, networking opportunities, awards, industry meetings, parties and more. For
details, including early-bird pricing and registration information, visit www.usptaworld-
conference.com or call 800-877-8248.
Not to Be Outdone,
Wimbledon Hikes
2013 Prize Money
A
s the Grand Slam tournaments con-
tinue to try to top each other with
prize money increases and please the
professional tours, Wimbledon said it
will up its prize money this year by 40
percent, to 22.6 million pounds ($34.4
million). The All England Club called it
the largest single increase ($9.9 million)
and biggest total prize fund in the histo-
ry of professional tennis. The increases
follow similar announcements by the
Australian, U.S., and French Opens.
Men's and women's singles champi-
ons will each receive 1.6 million pounds
($2.4 million). Roger Federer and Serena
Williams each received 1.15 million
pounds ($1.75 million) for last year's
titles. The focus of the prize money
increase will be for players who lose in
the early rounds or in qualifying of the
grass-court championships, which will be
played from June 24 to July 7. Prize
money will go up 60 percent for singles
players who lose in the first three rounds.
The purse for qualifying is going up by 41
percent. Doubles players will receive a 22
percent increase in prize money.
In addition, Wimbledon said it
intends to have a roof installed over
Court No. 1 in time for the 2019 tourna-
ment. A retractable roof has been in
place on Centre Court since 2009.
I
N
D
U
S
T
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Y
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W
S
J U N E 2 0 1 3
PTR 2013 Awards
Robert Carlbo Named PTR
Professional of the Year
R
obert Carlbo of Palm Harbor, Fla., has been named PTR
Professional of the Year during the annual awards cer-
emony May 2 at the PTR International Tennis Symposium
held at the Sonesta Resort on Hilton Head Island, S.C. The
award is presented to the PTR pro who has displayed the
highest standards of conduct and service to both tennis
and PTR.
Carlbo (shown with PTR CEO Dan Santorum at left and
PTR Board President Jorge Andrew at right) vigorously
pursues education and professional development. He is
certified to teach wheelchair tennis and holds an
Etcheberry Certification in Strength, Conditioning and
Movement in Tennis. He is Steg 1 and 2 with the Swedish
Tennis Association and USPTA P1. In addition, Carlbo is
the first, and only person so far, to complete all four PTR
certification pathways, earning Professional ratings in
each.
Carlbo, who is head coach of the East Lake High School
boys tennis team, also is a PTR clinician and tester, and
he runs a 10 and Under Tennis Program at the North
Pinellas YmCA and surrounding elementary schools.
Other 2013 PTR Awards include:
Clinician of the Year: Luigi Bertino
Tester of the Year: Phil Vivian
Jim Verdieck College Coach of the Year: Chuck
Willenborg
Jim Verdieck High School Coach of the Year: Curtis
Holland
Wheelchair Professional of the Year: Harlon Matthews
Public Facility of the Year: Cayce Tennis and Fitness
Center
Private Facility of the Year: Saint Marys Health Man-
agement
Newcomer of the Year: Don Hemingway
Humanitarian of the Year: Richard Spurling, ACEing
Autism
PTR/USTA Community Service Award: Leah
Friedman
PTR/TIA Commitment to the Industry Award: Marcy
Bruce
Annual PAC Report Reveals 33% of
Americans Active to a Healthy Level
O
ne-third of the American population age 6 and up is active to
a healthy level, according to the latest study released by the
Physical Activity Council (PAC), a consortium of six major sports,
fitness, and leisure trade associations, including the TIA and
USTA.
The PAC study utilizes a
new calorie burning com-
ponent to define activities
as low, medium, or high
calorie-burning activities.
The groundbreaking active
to a healthy level statistic is
defined by the number of
Americans that take part in
a high calorie-burning activ-
ity three or more times a
week. Using this definition,
the PAC is able to determine
that 94.8 million Americans
age 6 and older, or 33%, are
active to a healthy level.
Having a third of the
U.S. participate in activities
to a level deemed healthy is
encouraging, said PAC
Chairman and SFIA Presi-
dent & CEO Tom Cove. It
also means that two-thirds
of the country is not active
to a healthy level and we as
a society need to find ways
to get America moving.
The PAC study also
shows that 80.4 million
Americans age 6 and up, or
28%, are inactive. Inactivi-
ty, for this study, is defined
as those that participate in
no sports/activities, includ-
ing all those covered by the
PAC. This is the first time,
dating back to 2007, that
the number of inactive
Americans has reached over 80 million.
The PAC's annual Participation Report measures overall levels
of activity and identifies trends in 119 specific sports, fitness and
recreation activities. The report also examines spending habits,
the effect of physical education, and participation interests
among non-participants.
New to the report for 2013 is an analysis of Generation Z, or
those born after 2000. The study, which now has significant num-
bers in the 6-12 age group, reveals that participation levels are
high for Generation Z, as over 50% take part in team sports or
outdoor activities. The full version of the 2013 PAC Study can be
found at PhysicalActivityCouncil.com.
PAC: Cardio Tennis
Grows; Overall Tennis
Numbers Stable
For tennis, the 2012 PAC study shows that
Cardio Tennis participation grew and fre
quent player play occasions were up nearly
2%, while overall tennis participation
remained flat. According to the study, ten
nis participation was just over 17 million
people. Frequent players, those who play
21 or more times a year, were just over 5.2
million Americans in 2012, also similar to
the previous year.
"We're encouraged to see stability in the
PAC tennis participation figures and a
growth in frequent play occasions," says
TIA Executive Director Jolyn de Boer. "2012
was a slightly better year for our industry
as a whole than 2011 and efforts to drive
play, especially in the youth market, began
to take hold across our provider network."
Cardio Tennis increased to more than 1.4
million participants in 2012, up nearly 12%
versus 2011, according to the PAC study.
Cardio Tennis, which was developed in
2005, is now delivered at over 2,000 U.S.
facilities and 30 countries. "Cardio Tennis
continues to bridge the gap between ten
nis and fitness," says de Boer. "With more
health and fitnessconscious consumers
who demand social interaction in their
workouts, Cardio Tennis is a perfect fit as a
group fitness activity."
USTA SmashZone Mobile Launches Third National Tour
T
he USTA announced the return of its SmashZone Mobile Tour, which hits the
road for a 22-city tour to introduce youth tennis to kids and parents across the
country. SmashZone began as the premier fan interactive attraction at the US
Open before being showcased across the country. Since its inception in 2011,
SmashZone has attracted more than 2 million people to its tennis courts. This
years tour kicked off at Dick's Sporting Goods at Robinson Centre in Pittsburgh
on April 27.
SmashZone Mobile Tour will stop at fairs, festivals, airshows, retail environ-
ments and city centers. At SmashZone, children have the opportunity to play ten-
nis games in a fun, festive atmosphere that allows participants to get active
playing tennis from the start.
The SmashZone Mobile Tour is a great platform to bring tennis to the masses
through an interactive experience, said Kurt Kamperman, USTA Chief Executive,
Community Tennis. It provides an opportunity for kids to try tennis for the first
time, allowing them to experience the fun and excitement that comes with play-
ing the game.
SmashZone Mobile includes a 53-foot trailer, which anchors four kid-sized ten-
nis courts. Courts will feature games such as Xerox Rally Court, racquet drills and
activities, as well as a Target Challenge. The trailer itself, which is handicap acces-
sible, will feature activities for visitors that will include a Tennis Magazine Green
Screen Cover Shoot, Wii Tennis and Touch Screen Kiosks.
SmashZone Mobile is a complement to the USTAs youth participation initia-
tive, 10 and Under Tennis. Visit youthtennis.com to see the tour schedule.
Memphis ATP/WTA Event Chooses Sport Court Latex-ite
T
his past spring, the U.S. National Indoor Championships converted its tourna-
ment court surfaces to Latex-ite Recreational Coating. The event is played at the
Racquet Club of Memphis (TN), the only private club in the world to host a com-
bined ATP and WTA tourney. This years winners were the top-ranked Asian player
in the world, Kei Nishikori, up-and-comer Marina Erakovic, and the world No. 1
doubles team of Bob and Mike Bryan.
We were very pleased with the finished surface pace and trueness, says Tour-
nament Director Peter Lebedevs. Working with Latex-ite was great. They were
there to answer our questions promptly and offered great support through the
resurfacing process.
The partnership between Sport Court Tennis, Latex-ite International and the
U.S. National Indoors worked extremely well together, says Randy Futty, director
of tennis for Connor Sport Court International. Linn Lower, CTCB, a regional Sport
Court Dealer for Alabama and expert tennis court builder, handled the surface
installation on all of the 11 courts used over the week-long event.
Our venue is pretty unique in that we convert five standard club courts into one
large stadium court and then back to club courts after the tournament ends, adds
Lebedevs. Linn Lower and his staff were terrific, and I was very happy with the job
they did.
Giving Guidance
Denny Schackters article on mentoring (Your Serve, May 2013 issue) was
of great interest to me. In the 1990s, the USPTA Southern Division set up
an extensive mentoring program. We had 25 or so professionals that were
on call and willing to mentor in all aspects of the tennis profession, includ-
ing the areas mentioned in the article. There were other areas too, like pro
shop management, programing, teaching group and private lessons, stroke
production, drills, clay court maintenance, contracts and personal invest-
ments. The program was dropped as very few younger pros took advan-
tage of these professionals who had volunteered their time.
What we came to find out were two things: First, much mentoring was
accomplished at state chapter and division conventions. Those profession-
als who attended often would get problems solved over a beer and then
stay in touch with each other. Second, the USPTA has officers in all 17 divi-
sions who are built-in mentors.
Id venture to say that all the division officers would be delighted to
assist a member with a problem or give guidance. (Contact information
can be found at USPTA.com.) I know in the USPTA Southern Division there
is not one officer serving who would not be happy to answer a mentoring
question or direct any constituent to someone who can answer the ques-
tion if he or she was not versed in the subject. In the Southern Division, we
also have four to six state officers who are available, too.
Pat Whitworth, the current USPTA Southern Division Executive Director,
has taken mentoring to the next step. At the Southern Division convention
each year, we have private consultations that any attendee can schedule
with senior members who volunteer to consult. I think that what we, the
USPTA, have failed to do and perhaps we can correct is to make sure our
members are aware that mentoring is available and show them where to
find it.
Fred Burdick
Executive Director Emeritus
USPTA Southern Division
Letters
I really enjoyed Denny Schackters article. I had Jim Doessell, Fernando
Velasco, Rod Schroeder and Pat McKenna mentoring me (even though they
didnt call it mentoring in those days). I believe one of the reasons that we
have a smaller percentage of P1 USPTA and Professional-level PTR pros is
the lack of mentoring. That would be one reason I would join if I were a
new proit makes me more marketable!
If the teaching organizations want to grow I think it will come from an
initiative such as this, as well as encouraging the clubs to require certifica-
tion, regardless of how good a player one is. Being a good player just
means you know how to hit a good ball, it doesnt mean you can commu-
nicate those skills to someone else.
Mark Kaneko
Head Penn Racquet Sports
District Sales Manager (IL/NW Indiana)
&
Retailing
enhance the retail shopping experience
in your store and engage shoppers to buy
moreand to come back more often
and even visit your website more fre-
quently.
Shoppers need to understand where
they are and be comfortable with the
journey through your storeeven if you
have a relatively small shop. Being able
to navigate your departments and your
good, better, best POP displays through
effective signage is important to the total
shopping experience, and you should use
both navigational signs to direct shoppers
and informational signs on displays and
merchandise to educate and inform con-
sumers about the step-up features and
value of the merchandise they will find.
Time Factor
Research shows that the amount of time
a shopper spends in a store actually
shopping is perhaps the single most
important factor in determining how
much he or she will buy. Your point-of-
purchase displays play a huge role in pro-
viding a pleasing and enjoyable
experience and are all about keeping
shoppers engaged and in your store as
long as possible.
(Note: The research we refer to here
is from Paco Underhill and his book
Why We Buy, which we strongly rec-
ommend to every tennis retailer.)
The brands you stock and the manu-
facturer sales reps that call on you will
have POP displays at no-charge or at spe-
cial prices to help feature their merchan-
dise in your store. You already know that
your square footage is premium retail
space, so only take and deploy POP from
your brands if it (1) fits your overall store
ncreasing the value of transactions is
one way to actually grow your spe-
cialty tennis retail business, and
point-of-purchase displays can attract
shoppers attention to merchandise.
POP displays also serve as focal points
for you and your sales associates to sug-
gest add-ons to an initial sale and to
assist in up-selling from good to better,
or better to best.
Every POP display in your store
should have a specific purpose to
improve the sales of the merchandise
displayed and to support staff sugges-
tions for add-ons and up-selling. Plan-
ning and organization of your POP
displays is therefore very important,
and even more so if your store is small
and every square inch of space is used.
First, organize around logical depart-
ments such as Mens, Womens, Youth
and 10 & Under. Within departments,
organize in categories, and consider
organizing by good, better, best.
Features, and of course price, deter-
mine what merchandise fits into each
category. If you have the space, you can
further organize categories by brand
and suggested or advertised prices in
each level. If you dont have the space,
mix brands in Good, Better, Best. The
key, though, is making it easy and sim-
ple to buy from youand for your part-
time and full-time sales associates to
sell for you, including suggesting logical
up-selling.
Signs Sell!
Another way to grow your specialty
retail business is to increase the number
of transactions. Well-planned and orga-
nized displays, with good signage,
I
This is part of a
series of retail tips
presented by the Ten-
nis Industry Associa-
tion and written by the Gluskin Townley
Group (www.gluskintownleygroup.com).
For upcoming TIA retail webinars,
and to view previous webinars, visit
TennisIndustry.org/webinars.
How to Use
Point-of-Purchase
Displays to Increase
Sales
merchandising plan, and (2) will meet
your objectives for growing your retail
business.
Creating your own POP displays is a
good way to keep the cost of displays
affordable. Also, rotate your POP dis-
plays, so your customers and shoppers
experience something new and different
each time they visit. You may be able to
find good, used store fixtures and dis-
plays including tables for clothing, man-
nequins, sign holders, decorations and
even lighting at second-hand and used
furniture stores, or online. When it is
time to freshen up, sell your old displays
and invest the money in fresh-used
POP.
If your best customer visits your
store every two weeks, you should try to
change up your displays every two
weeks. Research shows that after one or
two visits, even your best customers
wont see your displays or the mer-
chandise featured anymore. This is basic
human hardwiring, and you cant
change it, but you can change your dis-
plays to present something new and
interesting every time your best cus-
tomers visit. And that will increase your
stores average transaction value and
the number of transactions you have
with your customers. w
The Business of Tennis ... Powered by the TIA
As this excerpt shows, the newly
released 2013 Edition of the State of
the Industry offers current research, data
and trends for all segments of the tennis
industry. The report is available to all T/A
members (visit Tennislndustry.org).
State of the Industry
2013 Edition
Introduction
This 201 3 Edition of the TIA State of the Industry represents the third year
the Tennis Industry Association has assembled this report of key research to
help "tell the story" of the tennis business. The goal of the State of the Industry
is to present important data, trends, and analysis from the more than 70 TIA
research reports so that tennis businesses of all types can benefit by seeing
where this industry has been, where it is now, and where it is going.
Total Tennis Economy: Overall, the U.S. tennis economy in 2012 was
worth $5.57 billion, up 3% from the 2011 valuation of $5.4 billion. We
expected the value of the industry to grow slightly in 2012, considering the
U.S. Gross Domestic Product increased marginally at 2.2% and other key
macroeconomic trends also increased.
Participation: Key for the tennis economy are frequent players, who account
for more than 70% of total expenditures in this sport. In 2012, frequent players
grew by 1 0% to 5.31 mil lion. The industry's goal of 1 0 million frequent players
by 2020 would have an estimated economic impact of $3.9 billion on the
tennis industry.
Overall tennis parti ci pation grew in 2012, too, up 4% from 2011 to 28.04
million players. There also was soli d growth in youth tennis participation, up
13% among 6- to 11-year-olds; this can be linked to the USTA's and industry's
efforts to grow youth tennis through the 1 0 and Under Tennis initiative. In
addition, PlayTennis.com launched in 2012 as the key
Tennis Participation by Play Frequency 2007-2012 (Millions of Players)
portal to get more people on the pathway to becoming
tennis players and ultimately, frequent players.
35
30.13
30
25
20
15
10
5
0
2007 2008 2009
27.81
2010 2011
28.04
2012
Equipment: Tenni s retailers and manufacturers
saw marginal increases in the sale and distribution
of equipment. For specialty retailers, the dollar value
of racquets sold increased 1% over 2011 and the
number of units sold increased 2%. Manufacturers
saw a 2.3% increase in wholesale ball shipments,
a 1% increase in racquet shipments, and a 1%
decrease in string shipments over 2011.
Frequent Players (21+ times. age 6+) Regular Players (4-20 times. age 6+} Casual Players (1-3 times. age 6+)
Youth tennis equipment, however, did show sol id
growth for manufacturers. Red, orange, and green
tennis balls continued to gain, up 38% in units, while
youth racquet unit shipments were up 1 0%. Moving
into 2013, youth equipment and participation data will
be key indicators of the success of the 1 0 and Under
Tennis initiative.
The Industry at a Glance 2012
Total Tennis Economy $5.57 Billion
Total Participation 28.04 Million
Youth Tennis Participation
(Ages 6- 11) 3.7 Million
Frequent Tennis Players
(21 + times a year) 5.3 1 Million
Manufacturer Year-End Wholesale
Shipment Units (Mil/tons)
Tennis Racquets
Tennis Balls
Red, Orange, Green Balls
3.43
126.5
4.55
Pro Events: Sponsorship revenue was up 4% for 2012 compared to 2011 ,
as the ATP, WTA, and WTI saw increases in the dollar value of sponsorship
activation. In 2012, the WTA launched its "Strong is Beautiful" marketing
campaign and in 2013 will celebrate 40 years of women's tennis. The ATP
saw an increase in ticket revenue for 2012, and The Barclays ATP World Tour
Finals in London set a new attendance record, as well as attracted record
audiences both on television and online. The US Open attracted more than
700,000 fans for the fifth time in the event's history in 201 2.
Teaching Pros/Court Construction: Economic index projections estimate
a 3% increase in tennis lesson revenue in 2012. Teaching professionals also
reported an average revenue increase per private lesson of 7.5% in 201 2
vs. 2011. The court construction segment also showed positive movement-
nearly two-thirds of court contractors indicated they saw increased business
in 2012, compared to just over one-third who reported an increase in 2011 .
Join the TIA ... Increase Your Profits .. . Grow the Game ... www.Tennisl ndustry.org
'Tennis Tune-Up' Campaign
Gains Industry Support
The TIA, together with industry partners
including retailers, manufacturers and ,
the USRSA, is developing a "Tennis
Tune-Up" campaign to help drive
consumers and players to tennis
retailers to make sure their equipment is r-'
up to date and performing at its best. Tune up yourequlpment ... and your game
One of the goals of the Tune-Up campaign is to educate consumers
on the need to restring their racquets regularly, and also to promote the
need to go to retai lers for service. The campaign also will be driven by
the newly relaunched PlayTennis.com, which wil l list retailers, Certified
Stringers (CS) and Master Racquet Technicians (MRT).
"Consumers need knowledgeable retailers and racquet technicians to
help them choose the frame and string t hat best sui ts their game and
style of play, and who can help them determine when their racquet needs
to be serviced," says TIA Executive Director Jolyn de Boer.
"We're happy to be a part of the Tennis Tune-Up campaign with the
TIA," says David Bone, executive director of the U.S. Racquet Stringers
Association. " This wi ll help drive business t o the thousands of USRSA
Certified Stringers and Master Racquet Technicians in the U.S."
"An industry-wide campaign to have people restring more and tune up
their equipment wi ll help all tennis retailers," adds Woody Schneider of
NYC Racquet Sports.
Retailers and tennis providers should make sure they're listed on the
PlayTennis.com retai l locator, or t hat their listing is up to date, by visiting
PlayTennis.com and then clicking "Find A Retailer."
TIA to Offer Online Tennis Retail
Certification Course
The TIA is developing an online Tennis Specialty Retai ler Certification
course that will cover key aspects of the tennis retai l business and, upon
successful completion, allow retailers at tennis specialty stores and
at tennis f aci lity pro shops to be recognized as a " TIA Certified Tennis
Retai ler." The course is being developed with the assistance of retail
consulting firm Gluskin Townley Group, along with input from the TIA's
Retai l Panel, industry manufacturers and organizations, and USRSA.
"We are focused on helping tennis retailers grow their business, and
we feel the information and product knowledge that will be offered
through our online certification course can help all levels of retailers
and their employees serve their customers better," says TIA Executive
Director Jolyn de Boer.
The course wi ll consist of eight independent online "modules."
Each module concludes with an online multiple-choice test that can
also be taken independently of the module. The eight course modules
cover Store Operations; Business Technology & Reporting; Financials;
Marketing & Promotions; Cust omer Service; Store Environment;
Management, including Recruiting & Hiring; and Product Knowledge,
with three separate sections on Stri ngs & Racquets, Shoes & Apparel,
and Youth Tennis Equipment.
In addition to these eight modules, short online informational webinars
from participating manufacturers about their current products are being
considered. Additional details will be made available soon.
Joi n the TIA ... Increase Your Profits . .. Grow the Game .. . www.Tennislndustry.org
Visit Playlennis.com Now to
List Your Provider Services
PlayTennis.com recent ly relaunched
in a "beta" format, giving consumers
a si ngle platform to get in the game
and stay in the game. While the site
continues to be enhanced, players and
consumers are able to fi nd places to
play, programs, ret ailers, instr uction,
gear, and more.
All tennis providers should make sure
their free listing on PlayTennis.com is
up to date, so consumers can f ind you
and your business. Go to the site, click
on "Get Listed" and follow the simple
instructions to list or update your
business, programs, etc.
- --
TIA Looks to Explore
Global Tennis Markets
The TIA is in t he process of
exploring a tennis equipment
wholesale shipment report that
could include data from nations
in Europe, North America, South
America, Asia and Australia. The
report will measure manufacturers'
aistribution of racquets, balls
and strings and wi ll aJiow the
industry to track global marketpl ace
performance, identify the i mpact
ot industry supported initi atives on
product demand, and provide t op-
line market intell igenc to enhance
tennis' mainstream appeal.
Pioneers In Tennis
"Pioneers in Tennis," an occasional column in RSI, draws attention to trailblazers in the sport. Have someone to suggest?
E-mail rsi@racquettech.com.
Jerry Douglas, A True Leader
contractor whose windscreen has blown
down. He has the freedom to do or not
do that kind of thing, but he does it.
That's just Jerry."
And the customers have never
forgotten.
"If you get a call, you always
hear, 'Oh, how's Jerry?' and 'Say hi
to Jerry,'" says Montgomery. "They
remember him. He has taught me
so much over the years about how
to work with people."
In addition to his hands-on role
in the company, where he interact-
ed with employees on a daily basis,
and with his customers and vendors
as often as possible, Douglas has
also been a key figure in the indus-
try. He served on the board of direc-
tors of the American Sports Builders
Association, eventually becoming
the president of what later became
the organization's Supplier Division.
For years, he was a constant pres-
ence at industry conventions and
trade shows, meeting and greeting
his customers, as well as his com-
petitors and colleagues, on the show
floor.
"His personality is larger than
life," says Rickerl. "He's almost leg-
endary."
These days, Jerry Douglas spends his
time happily retired, relaxing and in his
words, "just enjoying life." His son, John
Douglas, is CEO. But still, say company
personnel, Jerry leaves a lasting impres-
sion on the industry and is all but a visi-
ble presence.
"Oh," laughs Kaufman, "it's like he's
still here. Sometimes I'll be on the phone
with someone, and I'll give them a
priceand of course it's a fair price;
Jerry wouldn't have it any other way
but the person will say, 'What? Are you
kidding me? I've known Jerry for 40
years and Jerry would never make me
pay that.'"
"He made a big impression on peo-
ple," says Rickerl, "and he still does."
Mary Helen Sprecher
done with the company," says Mont-
gomery. "He's a true leader. And when it
comes to his customers, there has never
been a 'no' answer. If we didn't have a
part that someone ordered, he would call
around until we found what was needed
and then he would have it shipped to the
customer directly. Or he would figure out
how to cut something up and make what
he needed. He always had a Plan A, and
a Plan B, but there was also always a
Plan C, D, E and F. He's just like that."
In addition, says Chris Rickerl, Dou-
glas' vice president of operations, until
his retirement from the everyday aspect
of the business several years ago, Dou-
glas routinely made customer service not
just a habit, but the next best thing to a
religion.
"We had a customer in Indiana who
had a problem with some tennis posts,
and Jerry got in the car and drove eight
hours to go see them," says Rickerl.
"He's gotten on a plane and gone down
to Texas or Florida just to go support a
t's no secret in tennis that an unex-
pected bounce can turn out to be a
game-changer. This particular
bounce occurred in the early 1970s
when a man named Joe Douglas was
the owner of an Iowa company that
made industrial fabrics, such as
tarpaulins. Douglas Industries Inc.,
which had been in operation since
1967, one day got a call from a
local business.
"A fitness center was on the
phone," says purchasing manager
Kelly Montgomery, one of the
company's longtime employees,
and they said they needed cur-
tains. The company said, 'Sure, we
can do that.
Soon, Douglas Industries was
making backdrop curtains for the
booming indoor tennis market,
and finding it a lucrative endeavor.
Joe Douglas' sons, Jerry, Dave and
Joe Jr., began pursuing this avenue
of growth. "We started making
tennis nets and windscreens," says
Jerry Douglas, "and we continued
to add a lot of things to our prod-
uct line."
Douglas Industries expanded its
reach into the sports market,
adding more products and more
sports. Eventually, it left behind the
industrial fabric business. Today, the
company manufactures and sells prod-
ucts for baseball, basketball, golf, hock-
ey, badminton, soccer, volleyball and
more. Its tennis market, the genesis of
all its sports endeavors, includes nets,
posts, windscreen, backdrop curtains,
divider netting and more.
In general, much corporate growth
has to do with being in the right place
at the right time, and doing the right
things. But Douglas Industries employ-
ees are quick to note that Jerry Douglas,
who took full control of the company in
the 1990s, has been a key player in
helping to establish the company's
identity in the market and beyond.
"He's amazed me with what he's
I
&
Event Management
included presentations of awards by past
USTA President Franklin Johnson.
This year, a coaching seminar included
talks by world-renowned tennis coach
Larry Stefanki, who has coached four No. 1
players (John McEnroe, Yevgeny Kafel-
nikov, Marcelo Rios and Andy Roddick),
and Peter Smith, one of the most success-
ful college tennis coaches in recent history
and coach of the USC Trojans mens team.
Smith recently notched his 500th career
coaching victory and was named 2012 ITA
National Coach of the Year.
A pair of juniors from Irvine, Calif.,
highlighted the week as UCLA-bound Gage
Brymer won the Boys 18s ITF Grade 1
event, and 17-year-old Mayo Hibi took the
Girls 18s, dropping just 14 games in her
six matches. Hibi was coached all week by
former WTA player Debbie Graham. In the
Boys 16s final, top-seeded Sameer Kumar
ornie Kuhle, the new tournament
chairman of the Asics Easter Bowl
Spring National Championships,
knew he didnt have a lot of time to plan
the event, but he knew he wanted to
make some changes to the 46th edition
of the iconic junior tennis tournament.
For one, he welcomed aboard new
title sponsor Asics, maker of footwear
and apparel, and now racquets (and
which counts among its stable of pro
players Samantha Stosur, Gael Mon-
fils, Irina Falconi, Steve Johnson and
Coco Vandeweghe). The tournament,
held in mid-April, also took place at
a new venue, the Sunrise Country
Club in Rancho Mirage, Calif., down
the road from the old site at Rancho
Las Palmas Resort.
Asics has been wonderful to
work with, Kuhle says. We look
forward to a bright and growing
future, partnering with Asics to bring
the best of American junior tennis
together here at the Asics Easter
Bowl.
It was an exciting week of great
tennis, says Ryan Broccolo, tennis
events manager at Asics, who was
on-site for the week. We were very
proud to support this next genera-
tion of American talent at the tourna-
ment while also showcasing Asics
tennis apparel, accessories, footwear
and new racquets.
The entire Sunrise Country Club
community came together to wel-
come the Easter Bowl, says Jai Net-
timi, head tennis professional at
Sunrise. All the members showed
their commitment to the event
through their hospitality, support and
enthusiasm. Were looking forward to
next year's tournament.
Another change this year were the six
huge drawboards that Tournament Direc-
tor Andres Borowiak and his associates,
Nick Kuhle and Jeannie Riggs, had con-
structed and continually updated through-
out the tournament for each main draw
singles event (boys and girls 18s, 16s and
14s), giving the tournament the feel of a
professional event. Finals ceremonies
L
Change Highlights 46th Easter Bowl
of Carmel, Ind., won his second straight
USTA Supernational, while Catherine Bel-
lis of Atherton, Calif., claimed the Girls
title. (Visit www.easterbowl.com.)
Founded in 1968 by Seena Hamilton,
the Easter Bowl was run up until this
year by her son, Bryan Fineberg. One
tradition that Hamilton began was an
hour-long TV show. This year, Kuhle and
Borowiak retained three-time Emmy-
winning producer Harold Hecht to
produce the show, which aired on the
Tennis Channel in May. The shows
commentators were USTA First Vice
President Katrina Adams and former
ATP touring professional Vince
Spadea, both former Easter Bowl
champions.
Many American tennis greats have
played the Easter Bowl over the years,
including Pete Sampras, Andre Agassi,
John McEnroe, Jimmy Connors, Lind-
say Davenport, Jennifer Capriati,
Tracy Austin and Andy Roddick. Cur-
rent Top 100 players whove played
the Easter Bowl include John Isner,
Sam Querrey, Ryan Harrison, Christi-
na McHale and Sloane Stephens.
This year, more than 650 top
junior players from over 40 states par-
ticipated. Coaches who attended the
event included LSU womens coach
Julia Scaringe Sell, Michigans mens
coach Bruce Berque, USC womens
coach West Nott, USC mens coach
Peter Smith, and UC-Berkeley Cal
womens coach Amanda Augustus.
USTA Director of Coaching Jose
Higueras also was there, as were for-
mer Wimbledon quarterfinalist Kathy
May Fritz, former NCAA womens sin-
gles champion Beth Herr Bellamy and
former ATP touring pros David Pate, Tim
Mayotte and Eliot Teltscher.
Once again, the Easter Bowl show-
cased the future of U.S. tennis, says
Kuhle, who also runs the Childhelp
Desert Classic, a USTA $25,000 Womens
Pro Circuit event in February. And if
what we saw is any indication, there will
be some very talented players competing
at the collegiate and professional levels in
the near future.w
Vince Spadea and Katrina Adams provided TV commentary.
Tournament Chairman Lornie Kuhle congratulates Boys 16s
winner Sameer Kumar.
P
h
o
t
o
s

b
y

D
a
v
i
d

K
e
n
a
s
Build tennis in your community through the
United States Tennis Association's
Facility Assistance Program
Better Courts are Better for Tennis
Whether you're attempting to build a new tennis facility, renovate and upgrade an existing one or
get your courts ready for 10 and Under Tennis, the USTA can provide the tools you need to make it
happen- from guidance on advocacy efforts to technical and financial assistance.
The USTA is committed to providing access to safe, appealing and functional tennis environments
and is deeply invested in local communities across the country.
For more information about the USTA Facility Assistance Program visit:
usta.com/facilities or email facilities@usta.com
2013USTA.
10AND
UNDER
TEIOIIS
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O
ver the last three decades, there have been peaks and
valleys in the development of performance features for
athletic shoes, including those used in tennis. Current
trends suggest much is under foot for this year, 2014 and
beyond. Howev-
er, tennis enthusi-
asts should
consider that
todays major
athletic brands
are more likely to
introduce and
consumer-land
their significant
performance-
enhancement
features in larger
athletic cate-
gories such as
running and bas-
ketball before
they are adapted
for the smaller, specialized performance tennis-shoe market.
Still, it wont be long before tennis players are likely to see the
availability of lighter shoes made with new, breathable materials
and simpler upper constructions that also better secure the foot
and address high-stress areas during play. Developers are more
cognizant about the need to deliver high-performance tennis
models with highly durable uppers and reinforced areas.
Nike, for example, introduced Flyknit for elite and everyday
athletes in February 2012, but isnt yet prepared to say when, or
if, the technology will debut in a tennis shoe. Flyknit, in develop-
ment for many years, utilizes a manufacturing innovation that
reduces weight and
improves fit
through a shoe that
behaves like a sec-
ond skin, adapting
to the shape of the
foot in motion.
Additionally, a Fly-
knit woven upper is
said to reduce man-
ufacturing waste by
two-thirds in perfor-
mance running
shoes.
Further down
the shoe, new,
lighter but stable
cushioning materi-
als are being introduced and developed for midsoles to ensure a
better overall ride no matter the type of court surface. Adidas,
for example, is preparing to expand its Boost cushioning foam,
designed to maximize energy return for the runner, into addi-
tional athletic shoe categories in the seasons ahead after its Feb-
ruary global debut in a running shoe. The cushioning material
was developed by the German companys exclusive partner,
FOOTWEAR TRENDS
New performance elements, introduced
in categories such as running and
basketball, are likely to emerge in the
tennis-shoe market, too.
BY BOB MCGE E
STEPPING
INTO THE
FUTURE
STEPPING
INTO THE
FUTURE
The Nike Air Max Cage was introduced in January at the 2013 Australian Open and features the new Drag-On
Cage, which Nike says enhances the shoe's flexibility while maximizing support and durability.
chemical maker BASF, which liter-
ally blew up a solid granular mater-
ial called TPU (thermoplastic
polyurethane) and turned it into
thousands of small energy capsules
for use in the shoes midsole.
Built to Order?
Customization, via 3-D printing
technology, is being explored by
several brands in their respective
quests to build outsoles to order, so
to speak, by creating them around
the digital model of an athletes
foot. This technology will first be
introduced in the performance run-
ning-shoe segment sometime over
the next five years, by New Balance
for one, and could eventually be
adapted for the tennis pro shop
customer looking for that ultimate
fit on a specific court surface.
All of these developments dont
even take into account how tech-
nology might come into play in the
tennis footwear of the future.
Already, runners of all performance
levels have the ability to measure
their distance and speed with a
Nike+ pod inserted beneath the midsole of certain shoe models
and tracked on an iPhone. A year ago, the company also intro-
duced a basketball and cross-training shoe with a sensor on the
bottom that communicates data to an iPhone on how high the
individual is jumping or how fast he or she is
moving. This sensor tech-
nology capability could
eventually find itself in
an intelligent tennis
shoe.
In March, Under
Armour launched a
digital performance
monitoring system
called Armour39
that the company
says will provide a
single score
WILLpower mea-
surement of 0.0 to 10.0 that reflects an individuals overall effort
during a workout. Additionally, Armour39 monitoring will track
heart rate, calories burned and intensity via a specialized watch
or wearable module and strap.
Of course, market analysts caution that most of this perfor-
mance tech gadgetry, where the athlete can measure or track cer-
tain metrics, isnt for everyone and is currently largely relegated
to only top-notch athletes.
But as these technologies are
improved and manufacturer
costs for them are reduced,
they will get pushed into
more mainstream products.
Refocusing to
Stay Relevant
With an increasingly compet-
itive landscape in the perfor-
mance tennis-shoe market
among the broader athletic
brands such as Nike, Adidas,
Asics and New Balance, spe-
cialized court-shoe brands
have been forced to regroup
and refocus to stay relevant.
Head, for example, got
back into the tennis-shoe cat-
egory through its own devel-
opment efforts, not a
licensing deal, four years ago.
The Austrian company,
under the direction of a sea-
soned product development
that came from another
major brand, is promising a
dramatically overhauled col-
lection of tennis shoes for 2014 that will begin delivery in Janu-
ary. Since the new line wont be introduced to Heads sales team
until late August before the US Open, the company is hesitant to
offer up details about the specific changes.
Asics, the Japanese heritage athletic brand that cut its teeth in
the performance running market, has staked a more significant
claim in the tennis-shoe market over the last two years by
adding a fashion-forwardness, via color, to its
performance court shoes. The effort,
says a competitor, has
enabled Asics to lift
the retail price
range of its ten-
nis-shoe offer-
ings. Meanwhile,
Prince is said to
be working on a
number of new
developments
after a long, successful run with its T22 shoe in the pro specialty
channel. w
Bob McGee is the editor of Sporting Goods Intelligence, a
leading business/financial newsletter on the sporting goods
industry. He first began covering developments in the ath-
letic footwear industry in 1987
The New Balance 996 is a high performance, lightweight shoe worn by ATP pro Milos Raonic.
Two new shoes from Adidas, the Stella McCartney Barricade (above) and the
Barricade 8.0 (below), feature a power band in the heel for stability.
RACQUET SALES
BY KE NT OS WAL D
w Its not rocket science. Know which racquets are popular and understand what type fits a cer-
tain type of player. All we ask is their type of play and swing style and then we do our best to fit
their niche.
w Recognize that there are big players with big budgets on the internet, so scale your
focus and spending accordingly. We are so old school we don't have any lists or ads or cam-
paigns. We are strictly word of mouth. We do have a Facebook page and a domain name
(IrvineTennis.com), but don't post ads much on there. Being a smaller but strong business, going
against online mega-stores isn't worth our time.
w Be flexible in pricing, keeping in mind the larger picture of maximizing all sales and long-term
relationships, not just getting the most for individual product. We classify ourselves as a new-age
discount store. We don't advertise it but all of our clients know we discount racquets, and all our
products for that matter. We stick to the same model all year round, which is be respectful and
honest in guiding customers.
w Be honest and true about product, and most importantly, treat the customer as a friend,
not a customer. I live by this: Treat everyone as a friend until proven otherwise.
w Customers come back to us because they trust us and rely on us to keep them
updated and progressive in their game. We aren't trying anything new except reducing the
wide variety of racquets.
Photos by Jimmy Johnston
Tyler Jung
Co-Owner of Orange County, Calif., institution Irvine
Tennis and its smaller, sister store Corona Tennis
TIP
SHEET
TIP
SHEET
Tennis retailers tell us their strategies for
selling more racquets.
w Spend time qualifying what the customer wants. Interview cus-
tomers to find out whether they want latest and greatest or their own tried
and true. We listen and are happy to sell customers what they say they
want, but do want to bring them our own expertise if they are interested.
w With demo racquets, use a nicer quality synthetic and (unless it is
a special customer who knows what string they want and whose purchas-
ing past deserves a new string job on a demo) string all demos at that cal-
iber at a medium tension so there is a benchmark.
w Treat every customer respectfully. Word of mouth is always the best
advertising ... or a slippery slope to driving people away.
w So many people are searching for tennis merchandise on the
internet that you should at least experiment so a [potential] customer
knows about new racquets and offerings through social media. The prob-
lem, as with all advertising, is to have customers let you know how you
reached them so you can build on that success.
w With pricing, make sure youre in the mix in the marketplace
both versus local and internet competitionand go from there.
Steve Vorhaus
Owner of Rocky Mountain Racquet Specialists,
the Boulder, Colo., store with an incredibly loyal
local following
w Try the counterintuitive to get people thinking about their rac-
quets. For example, even though Portland is not known as particularly ten-
nis-friendly in the winter, the store ran a January string and grip
replacement special.
w Establish a working relationship with the areas key teaching
pros. We try to help them with their personal equipment, and provide
them with bags consisting of four to five demo models of their preferred
brand. They, in return, send their clients to us. It works well, especially if you
keep close tabs and dont let them get more than they give.
w Target your advertising. For the last two years weve run a 30-second
commercial in the Portland area during the US Open.
w Let people know about new racquets before they get estab-
lished in their routine, or search them out elsewhere. We send
out an email blast once a year (around January) introducing the new prod-
ucts, and announcing any sales or price drops on the previous years frames.
w Train your staff. As part of training, make sure staff knows racquet spec-
ifications, as well as the latest deals with manufacturers, including which
racquets make the most money. They shouldnt be selling based on what
brings in the most money since that could hurt long-term relationships with
customers, but they should also make sure to include a profitable racquet
in the demo mix when it wasnt asked about, but could be an appropriate
choice.
w With MAP pricing, a lot of the profit comes not with the sale but
with the purchase price. The question to ask your rep is not what the
racquet will sell for, but what is the stores real cost with the particular
frame.
Lance Holm
Owner of Players Racquet Shop PDX, the Port-
land, Ore., racquet specialist
w Work with your sales reps. You want to maximize manufacturer
help with your advertising efforts and encourage manufacturers to pro-
vide good quality demo strings to pair with their racquets in order to
make the whole package as appealing as possible.
w Keep posters and other point-of-purchase advertising mate-
rials up-to-date and visible. Also, know your customerspassing
along an extra poster or other piece of promotional merchandise to the
right influencer can go a long way in spreading good word of mouth.
w Make sure new racquets are conspicuously displayed and
that you have a good selection. We carry eight different brands
(and 350 different demos). Availability really helps us because when you
come to our store, there is a very good chance you can hit immediately
with the racquet you are interested in.
w If at all possible, create a lane in the store where people can
demo a racquet.
w Consider a membership policy. The initial fee (modest as it may be)
helps with buying inventory, and the special membership pricing it
buys ties members even closer to the store when they think it might be
time to upgrade to a new frame.
w Provide a discount for people who bring in a racquet to be
replaced that is still in good enough shape to be donated to a local
school or community group promoting tennis.
w Hire staff who are nice, knowledgeable and able to share
their real experiences with the products. People come to our
store for a number of reasons. The selection. The supply. And salespeo-
ple can not only tell you stats about the products, but can also tell you
their experience and that of others. Product. Price. Service and knowl-
edge. Theres not much else you can ask for [when looking for a new
racquet] other than free posters, which I also give them.
Scott Halicki
Racquets manager of The Tennis & Golf Company, the
Royal Oak, Mich., independent sporting goods purveyor
that recently celebrated its 35th anniversary
w Make the most of your wall space. Get as
many models as possible facing out, take advantage
of racquet company point-of-purchase signage and
on-racquet advertising materials. Consider a
brushed aluminum or other background that can
help racquets pop, as well as a row of spotlights set
to highlight the products.
w Educate your customers about pricing and
value. Take every opportunity when talking with
[potential] customers to educate them about MAP
pricing and how a racquet bought in the store can
work as a better deal, particularly when extras and
service are considered. My hat is off to the internet
companies for giving a false sense of savings to
consumers.
w Figure out what draws customers to your
location. I like to get people into my store for
stringing and gripping and then take advantage
when they show interest in a racquet. I also pay
someone six hours a day to stand outside in Herald
Square and hold a giant tennis racquet [to direct
tourists and office workers to the store].
w As manufacturers cut back on things like
covers and dampeners, consider making up
your own. For example, the store is creating a
nylon sack (wholesale cost $2.50 to $3) with a
drawstring to accompany new racquet purchases
that will also be sold separately. It will serve as
advertising and also eliminate any disappointment
for a customer who spent a lot of money and
expected the traditional accessories, even if they
didnt use them.
Woody Schneider
Owner of Grand Central Racquet with its three
Manhattan locations and one at USTA Billie Jean
King National Tennis Center
w Show your stuff. Particularly if the physical space isnt prominent,
make sure to be visible with new racquetsin the club, if applicable; in
the community, whenever possible.
w Create demo days that attract a large audience. Select racquets
with an eye to what the manufacturers are already successfully promot-
ing in print and on TV. Work with manufacturer reps. They sent good-
ies, made it into a tennis carnival and we attracted a wide audience.
w Provide teaching pros with demo models, keep talking with
them and make sure to have an appropriate relationship with them
about compensation when they send sales your way.
Norm Martel
Owner of the Twin Oaks Racquet Shop inside The Edge
Sports & Fitness Center in South Burlington, Vt.
DI STI NGUI SHED FACI LI TY- OF- THE- YEAR AWARDS
I
n 2012, two residential courts were honored with Rac-
quet Sports Industry/American Sports Builders Associa-
tion Facility-of-the-Year Awards. One, a red-clay court at
a residence in Boca Raton, Fla., was honored in our February
issue as an Outstanding award winner.
Our second residential winner, a hard court next to the
water in Delray Beach, Fla., shown here, is a Distinguished
Facility of the Year winner. The asphalt court is new con-
struction, painted in blue with green outside the linesa
color combination that has been increasingly popular in the
U.S. due to the color of the courts at the US Open. The fence
around the court has angled corners, making it easier to
retrieve balls. The contractor, who said they encountered no
problems building the court, installed storm-water retention
in the landscaped areas, and six light fixtures for night play.
Peter Francesconi w
This hard court in Florida is a
residential facility winner.
SINGULAR
SENSATION
SINGULAR
SENSATION
Bernstein Residence
Delray Beach, Fla.
(Nominated by Welch Tennis Courts Inc.)
Specialty Contractor: Welch Tennis Courts Inc.
Surface: Deco Color MP
Nets, Posts: Welch Tennis Courts Inc.
This hard court in Florida is a
residential facility winner.
For details on the 2013 Outstand-
ing Facility-of-the-Year Awards,
contact the ASBA at 866-501-
ASBA or info@sportsbuilders.org,
or visit www.sportsbuilders.org.
31 RACQUET SPORTS INDUSTRY May 2013 www.racquetsportsindustry.com
bottle tended to wear. Then recently I ran
out of nail polish (and the free supply had
dried up anyway) so I had to buy what I
needed, and it was quite expensive. So I
thought why not use the ink that we use
to paint logos on the string bed? I had a
few empty tubes that still had a very
small amount in them. I removed the tip
with care and with a small paint brush
was able to get quite sufficient ink to
paint a knot. Provided you wipe the brush
immediately after finishing using, it is
usable again.
FOOT PROTECTION
Never string while barefoot or wearing
sandals. I made this mistake just once. Of
course, I was using an awl, and of course,
I hastily returned it to my tool tray, only
to have it drop right on my sandaled foot
and embed itself about -inch. The
injury itself wasnt horrific or life threat-
ening, just completely avoidable if Id
used a little common sense.
10 3-packs of Klip Python G1 Overgrip to:
Ed Ramirez, North Halden, NJ
AUTOGRAPH PLEASE
I rather like to sign all my work so I can
recognize it the next time I see it, and
some players quite like the idea too.
Some years ago I decided that painting
the knot would be difficult to remove and
not too conspicuous unless you were
looking for it. Initially I was using nail pol-
ish because the supply was easy and free.
The only problem was the brush in the
Tips & Techniques
I again have a free source of ink for
signing my work. All you need to do is
ensure no else in your area is using the
same idea. If so, make sure you use a dif-
ferent color, or paint a different knot.
5 sets of Wilson K-Gut Pro 17 to:
Stan Parry, Surrey, England
Editors note: Here in the United States,
big box stores such as Walmart sell cer-
tain brands of nail polish for a dollar a
bottle or less. There is a wide array of
available colors, and you get a new brush
with each bottle if you are tough on
brushes.
UNCOILING STRING SETS
I devised my own technique to avoid tan-
gles or ending with a big mess and hav-
ing to call for help lest I end all wrapped
up with the string. It is fairly simple with
the advantage of not having to snip the
plastic tie, leaving the string for the cross-
Readers Know-How in Action
es bundled in it if you are going to per-
form a two-piece job.
With the string set in one hand at
chest height, hold it from the plastic tie
loosely with two fingers and begin to
rotate the set through the tie with the
other hand. One of the ends will come
out, and you will find that it lies on the
floor in a very loose and orderly man-
ner. Continue doing this until all the
string has passed through the tie, or
leave enough string for the crosses,
then take the loose end and measure
the mains, and cut, leaving the amount
for the held with the tie.
This procedure is most helpful for
me when handling strings with a lot of
coil memory, especially the polyesters.
5 sets of Babolat Revenge 16 to:
Luis de Santis, Valencia, Venezuela
CUTTING KEVLAR
Working with aramid (AKA Kevlar)
strings can be an exercise in frustration,
not only because it doesnt stretch and
yet is so soft it often refuses to go
through tie-off holes, but also because
at some point you have to cut it, and
your side-cutters have to have perfect
jaws to sever it cleanly.
Your best bet, then, when cutting
aramid string, is to have one end fixed
(if you just tied off, youre set on this
account), and pull fairly strongly on the
free end while applying the clippers.
While the clippers alone often wont do
it, keeping the string under tension
while cutting gets the job done.
5 sets of Tourna Big Hitter Blue 17 to:
Alan Yoshida, Ocean Park, CA
HEAD YOUTEK
GRAPHENE SPEED TIPS
You mentioned the issue with the grom-
met strip in the May 2013 Racquet
Sports Industry magazine Tips and Tech-
niques section, but there are a couple
other gotchas if you are used to dealing
with more conventional racquets.
First, the shared holes at the top give
you a great opportunity to create
crossovers without even trying. When
installing the mains, make certain to use
either the upper sections or lower sec-
tions of the double grommet for any
given pair of mains. For a really primo
job, use the upper holes on one side of
the racquet, and the lower holes on the
other side. On the side where you use
the lower holes, weave the free end of the
string over the first main you encounter: It
not only looks better, it helps avoid any
possibility of vibration between the main
and cross. To go the extra mile, figure out
the pattern of the crosses at the throat, and
handle the upper/lower sections of the
share holes the same way there, too.
Second, watch where you tie off the
mains! On a normal racquet, you are
almost guaranteed to be able to use the first
(AKA nearest) big grommet as a tie-off
hole without running into problems farther
along in the string job. On the Speed MP
and Speed Pro, that first big grommet is
a shared hole, and if you tie off there you
wont be able to install the bottom cross.
Tie off one grommet farther down at the
designated tie-off hole and you will be
fine.
10 3-packs of Head Xtremesoft Overgrip
to: James Sly, Carpinteria, CA
Greg Raven
Tips and Techniques submitted since 1992 by USRSA members
and appearing in this column, have all been gathered into a
searchable database on www.racquettech.com, the official mem
beronly website of the USRSA. Submit tips to: Greg Raven,
USRSA, 330 Main St., Vista, CA 92084; or email greg@racquet
tech.com.
String Playtest
EASE OF STRINGING
(compared to other strings)
Number of testers who said it was:
much easier 3
somewhat easier 8
about as easy 19
not quite as easy 4
not nearly as easy 0
OVERALL PLAYABILITY
(compared to string played most often)
much better 0
somewhat better 10
about as playable 7
not quite as playable 15
not nearly as playable 1
OVERALL DURABILITY
(compared to other strings
of similar gauge)
much better 3
somewhat better 5
about as durable 17
not quite as durable 6
not nearly as durable 2
RATING AVERAGES
From 1 to 5 (best)
Playability 3.6
Durability 3.6
Power 3.4
Control 3.7
Comfort (20th overall) 3.8
Touch/Feel 3.5
Spin Potential 3.3
Holding Tension 3.6
Resistance to Movement 3.3

S
ensation Control is Wilsons origi-
nal high-performance multifila-
ment, with a twist. Specifically,
its been updated with wraps of Liquid
Crystalline Polymer (LCP) ribbons for
added control.
The wraps are woven around the
nylon fiber bundles to reduce elasticity.
This reduces the power generated by
Sensation Control, providing more of a
crisp poly feel and the control that
accompanies it. The nylon bundles them-
selves deliver playability and comfort.
The string is targeted toward players
at all levels who have been playing a
polyester string, but strongly desire the
comfort of a multifilament. According to
Wilson, Sensation Control provides the
arm-friendly comfort and feel and power
of multifilament with a crisper feel.
Sensation Control is available in 16
(1.30mm) in natural only. Contact your
Wilson representative or Wilson cus-
tomer service for pricing on sets and
reels. For more information or to order,
contact Wilson at 773-714-6400, or visit
wilson.com. Be sure to read the conclu-
sion for more information about getting
a free set to try for yourself.
IN THE LAB
The coils measured 40 feet. The diame-
ters measured 1.31-1.33 mm prior to
stringing, and 1.25-1.26 mm after string-
ing. We recorded a stringbed stiffness of
78 RDC units immediately after stringing
at 60 pounds in a Wilson Pro Staff 6.1 95
(16 x 18 pattern) on a constant-pull
machine.
After 24 hours (no playing), stringbed
stiffness measured 71 RDC units, repre-
senting a 9 percent tension loss. Our
control string, Prince Synthetic Gut Origi-
nal Gold 16, measured 78 RDC units
immediately after stringing and 71 RDC
units after 24 hours, representing a 9
percent tension loss. In lab testing,
Prince Synthetic Gut Original has a stiff-
ness of 217 and a tension loss of 11.67
pounds, while Wilson Sensation Control
16 has a stiffness of 197 and a tension
loss of 12.77 pounds. Sensation Control
added 15 grams to the weight of our
unstrung frame.
The string was tested for five weeks
by 34 USRSA playtesters, with NTRP rat-
ings from 3.5 to 6.0. These are blind
tests, with playtesters receiving
unmarked strings in unmarked packages.
Average number of hours playtested was
25.
Installing Wilson Sensation Control is
pretty typical for a multifilament nylon.
The end mushes out, but we were able to
complete a string job with four blocked
holes without dressing the free end of the
crosses.
No playtester broke his sample during
stringing, three reported prob-
lems with coil memory, two reported
problems tying knots, and none report-
ed friction burn.
ON THE COURT
Members of our playtest team liked Sen-
sation Controls multifilament heritage,
ranking it 20th best of the 172 strings
weve playtested for publication in the
Comfort category. Our playtesters
noticed the addition of the LCD wraps,
too, with Sensation Control receiving an
excellent rating in the Control category.
Sensation Control also received excellent
ratings in Playability and Tension Reten-
tion, and ranked well above average in
Touch/Feel and Power. Wilson Sensation
Controls overall score is well above
average.
Six testers broke the sample during
the playtest period, one where the string
broke while the racquet was in the bag
(between stringing and playing), and one
each at 6, 8, 9, 10, and 12 hours. Four
testers reported premature fraying
and/or peeling, one reported buzzing,
and three reported notching.
CONCLUSION
If you are looking for a nylon string that
says what it does and does what it says,
check out Wilson Sensation Control. It
promises the comfort of a nylon string,
with control, and our playtest team
agrees that it delivers. Throw in gener-
ous helpings of playability, power, touch,
and feel, and top it off with excellent
tension maintenance, and youre looking
at a heck of a package.
If you think that Wilson Sensation
Control might be for you, fill out the
coupon to get a free set to try.
Greg Raven
Wilson Sensation Control
FREE PLAYTEST STRING PROGRAM
Wilson will send a free set of Sensation Control to USRSA members who cut out (or copy) this coupon and
send it to:
Offer expires 15 June 2013 Offer only available to USRSA members in the US.
Name:
USRSA Member number:
Phone:
Email:
If you print your email clearly, we will notify you when your sample will be sent.
USRSA, Attn: Wilson String Offer
PO Box 3392, Duluth, GA 30096
or fax to 760-536-1171, or email the info below to stringsample@racquettech.com
(Strings normally used by testers are indicated in paren-
theses.) For the rest of the tester comments, visit
www.racquetsportsindustry.com.
TESTERS
TALK
Plays and feels great right from the

start. No noticeable tension loss. I will be
able to use this string longer than nor-
mal.
4.5 male all-court player using Wilson

nTour strung at 58 pounds LO (Wilson
NXT 17)
My entire game is better with this

string. Every stroke feels better. I espe-
cially like the control I get with it.
4.0 male all-court player using Babolat

AeroPro Drive Cortex strung at 62
pounds CP (Gamma TNT2 16)
The response is excellent right off the

stringer. This string is slightly less crisp
than Wilson NXT, but very
comfortable.
4.0 male all-court player

using Head Prestige Pro strung at 48
pounds LO (Gamma Professional 18)
Exceptional blend of playability, spin,

comfort, and control. Power is on the low
side.
5.0 male all-court player using

Wilson BLX Six.One (18x20) strung at 55
pounds LO (Wilson Hollow Core 16)
Plays with a very nice balance of

power and control.
3.5 male all-court player using Pro Ken-

nex Composite Destiny strung at 40
pounds CP (Head FXP/Babolat VS Team
17/17)
This string has adequate comfort and

shock absorption. The feel is decent. Its
crisper than your average multi.
5.0
male all-court player using Wilson BLX
Six.One (16x18) strung at 60 pounds LO
(Wilson NXT 17)
There was some buzzing in the

beginning, but it eventually stopped.
Nice mix of control and playability.
5.0 male all-court player using Prince

EXO3 Red MP strung at 58 pounds CP
(Prince Synthetic Gut w/Duraflex 17)
S
ince the arrival of 10 and Under
Tennis, it has become common-
place to compare tennis to other
youth sports. Primarily, such compar-
isons have been within the context of
age-appropriate equipment, scoring,
etc.
To a lesser extent, team-based play
has been a component of these compar-
isons. As a parent of two kids who are
under 10 years old and as someone who
works in tennis, I believe the tennis
industry would do well to look very
closely at other common elements of
youth sports that help make them so
popular, and honestly evaluate the
extent to which tennis does or could
adopt these elements on teams, particu-
larly for kids age 10 and under. Here are
some thoughts.
About a year ago, I took my children
to their school playground. Adjacent to
the playground is a small baseball field,
and on this particular day children were
playing a tee-ball game. Many parents,
grandparents, siblings and others were
there to watch. At one point, a boy hit
the ball solidly off the tee. As he ran to
first base the crowd erupted in applause
and cheers. Now imagine that you are
this boy. What a feeling!
Similarly, in my daughters youth
basketball league, an announcer intro-
duces players over the loudspeaker
before each game as the players run on
the court, which prompts huge
applause. At the end of every game, the
coach recognizes each player for some-
thing positive she did. In tennis, do we
do all we can to recognize kids and
make them feel like the center of
attention?
Usually when my daughter plays soc-
cer or basketball, her team has more
players at the game than can participate
at one time. This means some players
must wait for their turn to play. This is
not a big deal because, in the case of my
daughters basketball league, the peri-
ods are only six minutes long and the
clock runs the entire time. If a player sits
out one period, that player will play dur-
ing the next period. This is the beauty of
allowing substitutions. Players can get
into the game without having to sit out
for long periods of time. Admittedly
though, as short as six minutes is, when
my daughter sits out I feel eager to see
her play. If I had to wait a lot longer, my
eagerness would turn to annoyance.
World TeamTennis has successfully
allowed substitutions for a long time.
Could allowing substitutions improve
the experience of young team tennis
players and spectators?
Because of substitutions and the
presence of teammates on the field,
teams in sports other than tennis are
able to mitigate the effects of player
mismatches. This stands in contrast to
tennis where mismatches tend to be
painfully obvious to both participants
and spectators. Even in basketball,
where mismatches are not as stark as
tennis, there have been attempts to
address the issue. Some basketball
leagues give colored wristbands to play-
ers based on how they perform on a
skills test. During games, players always
guard others with the same color wrist-
band.
No matter what the
sport, young
participants enjoy
recognition.
Your Serve
Taking the Best of Youth Sports
An industry insider, and a parent, says for great 10 and Under Tennis
experiences, we should acknowledge and emulate what other sports do well.
BY KE VI N T HE OS
Kevin Theos is the USTA South
ern Tennis Service Rep for
Alabama. He is a USPTA pro
with more than 20 years teach
ing experience and is the former
executive director of the Birm
ingham Area Tennis Association.
We welcome your opinions. Please email
comments to RSI@racquetTECH.com.
Recently, my daughter lost a doubles
match in team tennis 0 and 0. I thought I
might tell her to not feel bad because her
team could still win the match, but I
stopped myself when I realized how hol-
low those words would sound. Might
young children enjoy their tennis experi-
ence more if league organizers used skills
tests or at the very least made a genuine
effort to match up young kids of similar
ability?
Although many individuals have
attributed the popularity of other sports
to the fact that they have made age-
appropriate adjustments in equipment,
etc., that only tells part of the story.
Numerous other factors, more than are
described here, contribute to the success
of other youth sports.
Kids are kids, and no matter what the
sport, young participants enjoy recogni-
tion. They also like to spend most of their
time participating and not waiting to
play, and they prefer contests among
similarly skilled players over significant
mismatches. As an individual sport, ten-
nis will always differ in fundamental
ways from many other sports. But by
acknowledging what other sports do well
and attempting to at least partially emu-
late these positive qualities with our 10
and Under Tennis players, we can give
them and their parents the most positive
tennis experience possible and keep
them in the game. w
FOIR A NEUTRAL NATION,
SWITZERLAND SURE BUILDS
ONE HELL OF A WEAPON.
Arrned with a Wilson Pro Staff, Fedeier is dangerous
on the covrt. Its uniq e braided oonstructicn and classic
cross section give :rou I .!'Ia perf:t bland of control' and spin
for prucision 0011'1 go to batlltl , .. ithoot it.
m;

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June 2013

Volume 41 Number 6 $5.00

Plays and feels great right from the

4.5 male all-court player using Wilson

My entire game is better with this

4.0 male all-court player using Babolat

The response is excellent right off the

4.0 male all-court player

Exceptional blend of playability, spin,

5.0 male all-court player using

Plays with a very nice balance of

3.5 male all-court player using Pro Ken-

This string has adequate comfort and

There was some buzzing in the

5.0 male all-court player using Prince

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