Racquet Sports Industry

June 2007
Volume 35 Number 6 $5.00

Contents R S I J U N E
INDUSTRY NEWS
2 0 0 7
7 RSI enhances, relaunches website

7 DirectTV to launch Tennis Channel
8 Babolat extends Nadal
contract, debuts Aeropro Drive
8 USPTA launches online
resource for H.S. coaches
9 Industry continues
bullish streak into 2007
9 Penn introduces new
transition ball program
10 PTR offers TennisOne benefit
10 Wilson promotes Adams, Springer
10 Own the Zone offers
vibration dampeners
11 Prince debuts new
Championship tennis balls
FEATURES 12 Tennessee club gets new
Universal Fabric Structure
28 Hit Your Target!
The latest research from the TIA can show you exactly what your customers
are looking for.
12 Prince releases new
junior racquets
34 Inside Track 12 Gamma debuts two new strings
Two indoor court award-winners provide local players with year-round tennis.
16 N.Y.C. campus gets
Classic Turf surface
DEPARTMENTS 26 School Programming

4 Our Serve 36 String Playtest: Isospeed Professional 17
18 Annual Awards: 2007 Champions of Tennis 38 Ask the Experts
20 Customer Service 40 Tips and Techniques
22 Marketing Success 43 2007 Industry Resource Guide
24 Business of Tennis 48 Your Serve, by Dave Haggerty
June 2007 RACQUET SPORTS INDUSTRY 3

Our Serve
(Incorporating Racquet Tech and Tennis Industry)
A Look Into the Future Publishers

David Bone Jeff Williams
R ecently I had the good fortune to address the students

in the Professional Tennis Management program at Fer-
ris State University in Big Rapids, Mich. If you’re not famil-
Editor-in-Chief
Crawford Lindsey
Editorial Director
Peter Francesconi
iar with this program—and the handful of others like it that
Associate Editor
offer college degrees for students who want to pursue a Greg Raven
career in tennis—then you’re missing out on something Design/Art Director
Kristine Thom
pretty amazing.
The Ferris State program was started more than 20 years ago by Scott Contributing Editors
Schultz, a Michigan native who is now the USTA’s managing director of Cynthia Cantrell
recreational tennis. For the last five years, the program has been ably run Rod Cross
Kristen Daley
by Tom Daglis, who has a very impressive group of students, 10 of which
Joe Dinoffer
earned their degree this past May. Liza Horan
After four years, the students graduate with a business degree with a con- James Martin
centration in tennis management, and they are USPTA-certified teaching Chris Nicholson
pros at a minimum Professional 2 level. But the experience they come away Bob Patterson
with—from internships, to volunteering in tennis, to running their own pro- Cynthia Sherman
jects for credit, to helping to manage and maintain Ferris’s own tennis club
RACQUET SPORTS INDUSTRY
with indoor and outdoor courts, to giving lessons—is simply invaluable.
Corporate Offices
Manufacturers, tennis clubs, and other tennis businesses are constantly
330 Main St., Vista, CA 92084
calling Daglis to hire his students. It’s no wonder that the program has a 100 Phone: 760-536-1177 Fax: 760-536-1171
percent placement rate for graduates. (RSI co-publisher David Bone, who is Email: RSI@racquetTECH.com
also the USRSA’s executive director, is a graduate of the Ferris State PTM Website: www.racquetTECH.com
program.) Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time
I, and my co-presenter at Ferris, longtime tennis journalist and tennis
web guru Liza Horan, spoke to the students about dealing with the media, Advertising Director
John Hanna
something they will know doubt have to do when they’re out at their own
770-650-1102, x.125
facilities, trying to drum up business and memberships in their local area. hanna@knowatlanta.com
The students were great, they were interested, asked insightful questions,
and we could tell they really were into this business of tennis. Apparel Advertising
At the awards dinner that evening, which featured Tim Mayotte as the Cynthia Sherman
keynote speaker, the students again impressed us with their poise, knowl- 203-263-5243
edge, and interest in the field they had chosen. The graduating seniors clear- cstennisindustry@earthlink.net
ly felt prepared and ready to go out into the world of tennis to make their Racquet Sports Industry (USPS 347-8300. ISSN 0191-
5851) is published 10 times per year: monthly Janu-
mark.
ary through August and combined issues in
If you’re coaching school teams or teaching tennis to high-school stu- September/October and November/December by
dents, let them know about these types of PTM programs. (RSI will write Tennis Industry and USRSA, 330 Main St., Vista, CA
more on this and other PTM programs in a future issue.) Your students may 92084. Periodicals postage paid at Hurley, NY 12443
and additional mailing offices. June 2007, Volume
not know that a college degree in the business of tennis may be an option
35, Number 6 © 2007 by USRSA and Tennis Industry.
for them. All rights reserved. Racquet Sports Industry, RSI and
After meeting the students in Big Rapids, I feel great about what the logo are trademarks of USRSA. Printed in the U.S.A.
p
future holds for this sport. Phone advertising: 770-650-1102 x 125. Phone circu-
lation and editorial: 760-536-1177. Yearly subscrip-
tions $25 in the U.S., $40 elsewhere. POSTMASTER:
Send address changes to Racquet Sports Industry,
330 Main St., Vista, CA 92084.
Peter Francesconi
Editorial Director
RSI is the official magazine of the USRSA, TIA,and ASBA
4 RACQUET SPORTS INDUSTRY June 2007

R S I J U N E 2 0 0 7
INDUSTRY NEWS
INFORMATION TO HELP YOU RUN YOUR BUSINESS
DirecTV to Launch Racquet Sports Industry Relaunches Website

Tennis Channel acquet Sports Industry recently relaunched its website, www.racquetsportsindustry.com, to
Tennis
Channel
and
R allow access to news from the
industry as it happens.
Visitors to the new website will
DirecTV find continually updated informa-
Inc., the tion on the business of tennis and
nation’s other racquet sports. The website
leading will also offer more in-depth and
satellite extra coverage of many stories that
televi-
run in the printed magazine.
sion
“Our new website offers unlim-
provider,
announced a multi-year distribu- ited space for us to bring to those
tion agreement that begins with a involved in the tennis industry the
“Sneak Peek” of the French Open, very latest information, so they can
May 27 to June 10, followed by run their businesses as profitably
the launch of Tennis Channel later as possible,” says David Bone, co-
this summer. publisher of Racquet Sports Indus-
try, which is the largest tennis
The free “Sneak Peek,” available trade magazine in the world.
to 16 million DirecTV customers, “You’ll be getting more news, on a more timely basis.”
will offer the Tennis Channel’s
The new RacquetSportsIndustry.com will even offer a service that allows readers to be noti-
more than 100 hours of coverage
fied whenever a new story hits the site.
of the tournament. As part of the
Sneak Peek, DirecTV will offer In addition to breaking news, visitors to the site will also find the largest archive of racquet
French Open Interactive, providing sports business related stories anywhere on the web. All the past issues of RSI magazine will be
viewers expanded coverage and housed on the new site, with improved search capabilities that will allow searches based on text
features, such as the French Open keywords, dates published, categories of information, specific issues of RSI, specific months of
Mix Channel, designed to enhance RSI.com news, and even by author.
tennis fans’ enjoyment of the Racquet Sports Industry is the only magazine that exclusively covers the racquet sports busi-
game. ness. For more information about RSI, including how to subscribe, visit
www.racquetsportsindustry.com.
Tennis Channel is also announcing
the pending launch of a second,
high-definition network. In Decem-
ber 2007, DirecTV will make the
Head’s New Please String Responsibly
network available in HD to its
viewers. This will mark the first
Campaign Offers Stringers Plastic Racquet Bags
ead/Penn’s new “Please String Responsibly” campaign is hitting pro shops around the coun-
time fans anywhere will be able to
watch Tennis Channel in HD.
When DirecTV launches Tennis

H try. The goal, says a Head spokesperson, is to drive awareness for Head string, such as the
FXP, FXP Power, FXP blend, Sonic Pro and the new
C3Rocket.
Channel this summer, the network In-store support for stringers includes stringer mats
will be available on a base pro- with the slogan, along with plastic racquet bags that
gramming package with more stringers can use to place customers’ frames in after
than 8 million customers. they’ve restrung them. To receive the plastic racquet
bags, stringers should contact their Head/Penn district
sales managers.

J U N E 2 0 0 7
USPTA Launches Online

INDUSTRYNEWS
Babolat Extends Contract

with Nadal, Introduces New Resource for H.S.
Aeropro Drive Frame Coaches
T
he USPTA recently launched a
N
ews from Babolat includes a 10-year contract
new website that
extension by World No. 2 player Rafael
offers extensive
Nadal, and the introduction of the new Babo-
resources to high
lat Aeropro Drive racquet with the Cortex Sys-
school tennis coaches and
tem, which Nadal started using in April.
others who work with
The contract extension includes racquets,
high school tennis
strings, grips, accessories, and bags.
teams and players.
Babolat says the new Aeropro Drive
The new site—
with Cortex is the result of a collabora-
www.highschoolcoaches.uspta.com—
tion with Nadal, who recently captured
will help support the “No-Cut”
his third straight Masters Series Monte
high-school tennis team program that
Carlo pro title. “We accompany him to
the USTA is pushing. So far, more than
his major tournaments; we listen to him
1,400 high-school tennis coaches have
to design a racquet that best fits his
signed on to run No-Cut programs,
game,” says Babolat CEO Eric Babolat. “We
which accept every student onto the
are proud of the collaboration with such a
tennis team who tries out.
champion. This collaboration is large for him
The new USPTA site will provide
and for us.”
resources that enable coaches to
The Aeropro Drive racquet has been
organize effective team practices for
enhanced with the Cortex System, says Babolat, to optimize the feel of the ball at
large groups. One of the most impor-
impact. Located at the base of the throat, the Babolat Cortex System technology fil-
tant elements is a practice template
ters unnecessary vibrations, keeping only those that players are looking for when
with a large library of drills and games
the ball comes in contact with the racquet, says the company.
that can be copied and pasted into the
Baseline hitters who like heavy topspin will appreciate the aerodynamics of the
template to create a high school prac-
Aeropro Drive for its power, says Babolat. The racquet has a 100-square-inch head and
tice session of any length or complexi-
weighs 10.6 ounces unstrung. Suggested retail price is $185.
ty. Drills and games have been used
For information, and to view a video of Nadal with Eric Babolat, visit
extensively and successfully by USPTA
www.babolat.com.
coaches.
“We need to do all we can to pro-
New Penn Website Launched vide high school coaches with the tools
they need to run effective programs,”
Penn has an updated and redesigned website, www.pennracquet.com that has says USTA Chairman and President
the company’s complete product line, its print advertising campaigns, a video Jane Brown Grimes. “The USPTA's High
about making tennis balls called “How to Make America’s No. 1 Selling Ball,” School Coaches Resource Center will
games, and wallpaper to download. do just that. We are particularly excited
about how this can help develop more
‘no-cut’ high school teams.”
Information on the new USPTA site
comes from many sources, including
almost four years worth of TV show
productions for “On Court with
USPTA,” video recordings of both spe-
cialty courses and seminars from past
USPTA World Conferences, audio semi-
nars from past World Conferences,
DVD productions from special events,
including the USPTA Competitive Play-
er Development Conferences, drills,
games and more. The site is free to
USPTA members and available free for
90 days to anyone else who registers
and provides a valid e-mail address

INDUSTRY NEWS
Industry Continues Bullish Streak Into ’07 Top-Selling Racquets
T
he tennis industry, after finishing a strong 2006 in racquet and tennis ball sales, at Specialty Stores
has begun 2007 with more good news. First-quarter shipments of tennis rac- By year-to-date dollars, January-March 2007
quets to all dealers were up 11.5 percent in dollars and 8.9 percent in units over
the same period in 2006. Tennis ball shipments also showed significant growth in the Best-Sellers
first quarter, up 8.4 percent in dollars and 8.7 percent in units compared to last year. 1. Prince O3 White (MP) $186
In racquets, the largest growth continues to be in the super premium category, 2. Babolat Pure Drive Cortex (MP) $173
which was up 32.1 percent in dollars and 22 percent in units compared to the first 3. Prince O3 Speedport Red (OS) $232
quarter of 2006. Also, sales of youth racquets were strong, up 17.6 percent in dol- 4. Prince O3 Speedport Silver (OS) $269
lars and 14.6 percent in units over 2006. 5. Wilson N SixOne Tour 90 (MS) $186
“Overall, we are on the right track,” says TIA President Dave Haggerty. “Industry “Hot New Racquets”
sales are the most positive they have been in years, and the efforts to grow the game (Introduced in the past 12 months)
at the grassroots level have also intensified. Along with our industry partners and 1. Babolat Pure Drive Cortex (MP) $173
working closely with the USTA, we have promoted Tennis Welcome Centers for four 2. Prince O3 Speedport Red (OS) $232
straight years, the USTA has greatly expanded its Tennis in the Parks campaign 3. Prince O3 Speedport Silver (OS) $269
among other programs, and Cardio Tennis, entering its third year, is seeing terrific 4. Wilson K SixOne tour 90 (MS) $186
media attention and success in attracting new and existing players.” 5. Wilson K SixOne 95 (16 x 18) (MS)$175
These latest figures for the tennis industry continue the bullish streak begun four (Source: TIA/Sports Marketing Surveys)
years ago. For more information, visit www.tennisindustry.org.
Tennis Racquet Performance

Penn Introduces New Transition Ball Program Specialty Stores, Jan.-March 2007 vs. 2006
P
enn recently launched its Pro Penn Tennis Instructional Program (T.I.P.)—a
series of transitional tennis balls designed to help beginning players learn the Units 2007 143,212
basic skills of tennis in a fast and fun way—in conjunction with the USPTA. 2006 132,347
The program consists of two levels: Pro Penn T.I.P. 1, % Change vs. ’06 8%
designed for beginners, is a high-density, Dollars 2007 $19,690,000
lightweight foam ball with a high bounce, 2006 $17,796,000
great for developing motor skills. Pro Penn % Change vs. ’06 11%
T.I.P. 2, designed for advanced beginners, Price 2007 $137
features a low-compression core for control 2006 $134
and consistency, while maintaining a lively % Change vs. ’06 2%
bounce for longer rallies. (Source: TIA/Sports Marketing Surveys)
Pro Penn T.I.P. products come packaged
in a 3-ball polybag with a USPTA instruc-
tional booklet with drills and tips. All Pro
Top-Selling Tennis Shoes
Penn T.I.P. products are ITF approved and at Specialty Stores
follow the coloration and technical specifi- By year-to-date dollars, January-March 2007
cations for transitional tennis balls.
1. Adidas Barricade IV $101
2. Nike Air Breathe Free 2 $95
3. Adidas Barricade II $84
2007 Facility Awards Application Available 4. Prince
5. Nike
T 10
Air Breathe Free 3
$80
$93
A
pplications for the USTA’s 2007 Facility Awards are now available. The program,
(Source: TIA/Sports Marketing Surveys)
now in its 26th year, is administered by the USTA Technical Committee and pro-
motes excellence in tennis facilities.
Last year, nine facilities were honored. Awards are given in five categories: Top-Selling Tennis Strings
1. Public Courts—small tennis centers with two to 10 courts at Specialty Stores
2. Public Courts—large centers with 11 or more courts By year-to-date dollars, January-March 2007
3. Public Tournament Tennis Centers, with permanent stadium seating
4. Collegiate Tennis Centers 1. Prince Synthetic Gut Duraflex
5. Private Tennis Facilities that support USTA programs and other grow-the-game 2. Wilson NXT
programs. 3. Wilson Sensation
Deadline for applying is July 6, with awards presented at the USTA semi-annual 4. Prince Lightning XX
meeting in New York in September. Applications can be obtained online at 5. Luxilon Alu Power
USTA.com; by contacting a USTA Section office; or by requesting an application from (Source: TIA/Sports Marketing Surveys)
facilityawards@usta.com.

INDUSTRYNEWS J U N E 2 0 0 7
Lendl Teams Up with Trion:Z Texas A&M Wins Again at

National Campus Championship
T
ennis legend Ivan Lendl has signed on to be
the official tennis spokesman for Trion:Z,
T
he Texas A&M University Aggies took home its fourth consecutive
which makes ionic/magnetic necklaces and USTA National Campus Championship title in April, defeating the Uni-
bracelets worn by professional athletes in golf, versity of Virginia in the championship match. It was the Aggies fifth
tennis, football, baseball, basketball, car racing title in six years, and Virginia’s third appearance in the last four finals.
and more. The Aggies have now won 29 straight matches at the nationals over the
“Fitness has always been important to me and past four years, and have reached the past six finals. The event, present-
Trion:Z supports my active lifestyle,” says Lendl, ed by Tennis Warehouse, was held at the Cary Tennis Park in Cary, N.C.
who captured 94 singles titles in his career and is Sixty-four club and intramural teams from colleges and universities
in the Tennis Hall of Fame. “If you have aches and throughout the country participated this year. The University of Florida
pains, you should try it.” Lendl will be featured in placed third, and Penn State fourth.
promotions for the Trion:Z as well as representing Among the schools represented this year was Virginia Tech, a campus
the product worldwide. that was still reeling from the shooting tragedy just a week earlier. A num-
Trion:Z bracelets are available in 24 color com- ber of players and tournament staff wore maroon and orange ribbons
binations and necklaces are available in eight col- throughout the event to show their support for Virginia Tech and its team.
ors. For more information, visit www.trionz.com. More than 400 colleges and 25,000 students currently participate in
the Tennis On Campus program, which features co-ed teams playing in
PTR Offers TennisOne Benefit World TeamTennis format. The USTA National Campus Championship is
the culmination of the Tennis On Campus season. The tournament is
I
n a new partnership agreement, PTR members
administered in partnership by the USTA, National Intramural-Recreation-
will receive a complimentary one-year member-
al Sports Association, Intercollegiate Tennis Association and World
ship to the tennis instruction website TennisOne.
TeamTennis.—Kristen Daley
Launched in 1996, TennisOne is a premier
instruction website and has twice won Forbes mag-
azine’s best tennis site of the year award. The site
has multimedia tools and offers free online invita-
tion and event management tools for tennis cap-
Wilson Promotes Adams, Springer
W
ilson Sporting Goods’ Racquet Sports Division announces two
tains and teaching pros to better
promotions. Jeffery Adams is the new national sales manager
communicate with their players and
and Cory Springer is the new U.S. marketing director. Both are
manage their tennis programs.
newly created positions.
“PTR is thrilled to partner
In his new role, Adams will manage the Racquet Sports sales seg-
with TennisOne, the leader
ment and oversee the regional sales managers and sales planning man-
in quality online education
ager. Springer will be responsible for the day-to-day marketing
for tennis teaching profes-
activities, as well as product line plans and execution of marketing
sionals and coaches,” says PTR Executive Director
strategies for all tennis categories.
and CEO Dan Santorum. “With top notch contribu-
Since joining Wilson in 1996, Adams has held several roles within
tors like PTR Founder and President Dennis Van der
the Racquet Sports Division, including his most recent position as
Meer, PTR Master Professional Ken DeHart, Ten-
regional sales manager for the South Central Region. Springer has been
nisOne Editor Jim McLennan, and other talented
with Wilson for nine years, the last three as marketing manager in Wil-
writers, PTR members will be kept abreast on a
son’s Chicago headquarters.
weekly basis of excellent educational articles and
videos.”
Own the Zone Offers VibrationDampeners
A
re your players looking to improve on the simple rubber-band vibration dampen-
er that top pros such as Andre Agassi, Andy Roddick, and Maria Sharapova have
used? Now, according to Own the Zone band vibration dampeners, they can.
The manufacturer says Own the Zone (OTZ) bands, which come in eight colors, are
made from a special compound that dampens vibration 35 to 45 percent better than
ordinary elastic bands. But unlike ordinary bands, OTZ bands won't quickly dry out in
the sun, lose their elasticity, or crack after repeated use. Depending on how much you
play, a single OTZ band will last from six to 12 weeks, the company says.
The design of the OTZ band, says the manufacturer, allows for vibration energy to
be transferred away from the strings and the frame, into the air. For more information
or to order online, visit www.otzsports.com or email sales@otzsports.com.

INDUSTRY NEWS
USTA Honors Junior Tennis’s Seena Hamilton
T
he USTA honored the Easter Bowl and its founder and tournament director,
Seena Hamilton, for the tournament’s longevity and success at the opening
reception for the 2007 event on April 15. Hamilton has been the tournament
director since 1968.
The 40th Annual Easter Bowl, a USTA National Spring Championship, was held
for the first time at the Rancho Las Palmas Resort in Rancho Mirage, Calif., in mid-
April. The Easter Bowl showcases the best of American juniors, both boys and
girls, in 14s, 16s, and 18s. It is the only national championship featuring three age
divisions at one time.
Nearly every top U.S. tennis player has played at the
Easter Bowl, including Pete Sampras, Jim Courier, Andre
Agassi, Lindsay Davenport, Jennifer Capriati and most
recently, Andy Roddick and James Blake.
The Easter Bowl has prided itself on being about more
than just tennis. Hamilton created the Easter Bowl in part to
encourage players and their families to mingle and socialize
with each other. She bases all her planning around the idea
that a junior tennis tournament should be a learning expe-
rience for both the players and their parents.
L E T T E R S
Keep Members Happy and Offer Many Programs
To the Editor:
The Your Serve article “Teaching Assistance” (April) by Liza Horan was well
written, and it is very important to understand why pros are underpaid.
First, teaching pros still teach the old way and do not educate their staff.
Second, learning tennis should be fun. I see so many teaching pros who
have a schedule, and they never change it. Each student is different and they
learn in different ways.
Finally, I give free tennis lessons to beginners at my club. It is a six-week
program. Many pros in the area say I should not give free lessons. Well, now
I have people playing tennis, I sell tennis clothes, and I’ve also sold many rac-
quets. The best part is that there are people playing tennis who would never
have done it, if it wasn't for the free lessons.
If the membership is happy and there are many programs for members,
the teaching pro’s income will increase. Remember, teaching pros in the ten-
nis industry work for more than just the money. They work for the love of
the game. Don Turner, Director of Tennis Operations
Tarpon Cove Yacht and Racquet Club, Naples, Fla.
We welcome your letters and comments. Please email them to rsi@racquetTECH.com or fax them to 760-536-1171.
Prince’s new Championship tennis balls are hand-covered for quality and
consistency, says the company, with an optic yellow felt that provides con-
trolled “fluff” during use. They come in Extra Duty, Regular Duty, and High
Altitude Extra Duty. Visit www.princesports.com.

USPTA Accepting New Fabric Structure for Tennessee Club

Nominations for Awards
B
aseline Sports Construction of
Knoxville, Tenn., recently completed
T
he USPTA is accepting nominations for its
2007 National Awards Program. Each its fourth project using a structure
year the USPTA seeks inspiring stories of supplied by Universal Fabric Structures.
USPTA Professionals who go above and The new project was the four courts of the
beyond the call of duty to provide their stu- Centre Court Racquet Club in Louisville,
dents with the highest level of tennis instruc- Tenn.
tion and personal development. The national Unlike other fabric structure projects,
awards program recognizes members who which cover existing facilities, this one
have winning strokes, who teach tennis’ started from scratch. The earth was moved and shaped to accommodate the
many life lessons, who build businesses that building, foundations were poured and courts installed. The building covers
spur the industry, and who serve the sport the four indoor tennis courts, as well as a prefabricated panel building that
and their communities with distinction. includes a mezzanine level. Accessories include gable curtain end walls, indi-
Deadline for nominations is July 5. Those rect lighting, radiant heating system, four 40-inch, 11,000-cubic-feet-per-
chosen as award winners will be honored dur- minute exhaust fans, six 60-inch ceiling fans, two sets of double glass doors,
ing the annual awards breakfast on Sept. 20 at backdrop curtains, and divider netting between courts.
Saddlebrook Resort in Wesley Chapel, Fla., The structure is a 118- by 243-foot TFS building that took less than six
during the 2007 USPTA World Conference on weeks to complete. The fabric is Ferrari 702 white translucent with a gray bor-
Tennis. All Professional-level USPTA members der. The TFS Series is engineered using the principle of the peaked arch pro-
are eligible. file and has proven its viability and versatility on projects ranging from tennis
Awards are presented in every facet of the facilities to airplane hangars. Universal Fabric Structures, of Quakertown, Pa.,
tennis business in which USPTA members has previously provided structures for Baseline Sports Construction at Pellis-
work. More information, and award nomina- sippi State Community College, Fort Sanders Health and Fitness, and the
tion forms and guidelines, are available at Webb School. All three sites are in Knoxville. For more information on Uni-
www.uspta.com, by calling 800-877-8248, or versal, call 800-634-8368 or visit www.ufsinc.com.
by sending a request to pr@uspta.org.
Prince Releases New Junior Racquets
P
rince has come out with a line of new junior racquets
Gamma Debuts named for two of their biggest stars, Maria

Sharapova and James Blake.
2 New Strings The new Air O Sharapova and Air O Blake
frames are each available in three different
G
amma has come out with two new
strings: Live Wire Professional Spin lengths—21, 23, or 25 inches—with similar specs
and Zo Pro Spin. The new 16-gauge for each length. The 21-inch Air O Sharapova and
Live Wire Professional Spin has an outer Air O Blake both have a 95-square-inch head and
wrap added that allows the string to bite the weigh 6.7 ounces. The 23-inch versions are 100 square
ball better for more spin and control, says inches and 7.6 ounces, and the 25-inch frames are 107
Gamma. The hybrid Zo Pro Spin uses the square inches and 8.8 ounces.
16-gauge Live Wire Professional Spin in the All feature Prince’s Fusionlite Alloy O-Beam and Tech-
cross strings and Zo Power 16L in the main nigrip. For more info, visit www.princesports.com.
strings, to provide a softer feel, greater
power, and more bite on the ball, says
Gamma. For more information, visit
www.gammasports.com or call 800-333- Cardio Tennis Does Ireland
M
0337. ore than 60 coaches from around Ireland gathered at the National
Tennis Centre in Dublin to attend a Cardio Tennis workshop in late
April, put on by the TIA’s Michele Krause and two other teaching
pros from her Cardio team based in the U.S.
The three Cardio team members came at the invitation of Tennis Ire-
land, which wants Cardio Tennis to be a key program in its new “partici-
pation initiatives,” designed to bring more players into the game in that
country. Krause was assisted by Florida-based pros Samantha Ardenfriend
and Ted Murray.

INDUSTRY NEWS
Babolat Debuts New USRSA MEMBER CLASSIFIEDS

Team All Court Shoes NOW HIRING: REGIONAL SALES REPRESENTATIVES Fis-
cher, one of the leading manufacturers of ski and tennis
I
n tennis, 80 percent of the movement on court is lateral and
diagonal, says Babolat. That’s why the company says it equipment worldwide, is accepting applications for
designed two new shoes specifically to aid in lateral movement. Regional Sales Representatives in the Tennis division. If
The Team All Court 3 and Team All Court White both feature interested, please submit a cover letter and resume to
Babolat’s Exact technology, which the company says allows for info@fischertennisusa.com or contact 800.844.7810 for
smoother, more efficient footwork and provides for quicker starts more information.
and better recovery. The Michelin outsole is designed for durabili-
FOR SALE: Puma X-tra Power Super. Like new! Original
ty and resistance to abrasion.
grip. Has swing weight adjustment syste. PCS key
Both shoes also have Vibrakill, a shock absorption system that
included in cover compartment. L-3 grip size. $35. Bob
Babolat says protects the heel and improves recovery by optimiz-
ing energy transfer. And both shoes come with a six-month out-
Payne – racquets@localnet.com
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P L E WAT L E T T E R S
O C Foreign Presence in College Tennis Spurs Debate
E • Steve Bellamy, the To the Editor:
H
P
founder of The Tennis Channel, is As a recent men’s college tennis participant and now USPTA rookie, I have
launching The Ski Channel in early 2008, in to agree with the letter that John Williams wrote in the April 2007 issue (page
conjunction with his company, Atonal Sports and 18). The jump from American juniors into the college game is nearly impossi-
ble. Foreign players come into the NCAA older, with more maturity in their
Entertainment. Bellamy said the network will focus on
games, and can produce results immediately.
“everything you can do on a mountain…literally hun- Every other college sport uses college as way to develop athletes, however
dreds of activities.” Bellamy, who owns the Palisades Ten- most foreign tennis players have had much more experience than Americans.
nis Center in California, also says he recently acquired This is not a result of American juniors making an active choice, but rather
the Westwood Tennis Center. the result of foreign-born players having an unfair opportunity.
As a taxpaying citizen, I personally can't see any reason why a single dol-
• Prince Sports has added Daniela Hantucho- lar of my hard-earned money should support any foreign-born person when
va to its list of sponsored athletes. Hantucho- American-born kids aren't even given a level playing field.
va, currently No. 13 in the world, contacted As a high school senior with two state championships, a top sectional
ranking, limited national exposure, as well as a national ranking, I could not
Prince about switching to the O3 White rac- even merit a letter of interest from Oklahoma State University (which was 45
quet prior to this year’s Pacific Life Open. Hantu- minutes away). I was forced to walk-on at the University of Oklahoma, where
chova later captured the title at the Pacific Life Open. before my arrival my coach had "recommended" that maybe [a local commu-
nity college] would be a good place for me to continue my tennis career. That
• K-Swiss has signed Anna Kournikova to endorse its shoes. same incoming year at OU, three French players were given scholarships and
She appears in advertising and on the company’s website, allowed to play an entire semester in which they never attended a single
www.kswiss.com. class.
With all due respect to Colette Lewis [who wrote the Your Serve on foreign
• Former World No. 1 Kim Clijsters announced her immedi- students in RSI’s February issue], women’s college tennis is in a completely
ate retirement from pro tennis in early May. The 23-year-old, different place. Because of Title 9, more athletic scholarships are available to
who was still ranked No. 4 at the time of her announce- female teams (there is no female equivalent to football, participant-wise, and
because of the money involved football isn't going to change).
ment, said injuries have led to fatigue, a lack of motivation, As having seen first-hand what the foreign presence is doing to men’s
and a decline in play. Clijsters has been playing for 10 years American college tennis, something needs to change, or American boys will
and won 34 career singles titles. continue to go in other directions athletically. Some sort of regulation is
needed.
• Dunlop player Nicolas Almagro of Spain won his second Matt Lopez, USPTA
straight title at the Valencia Open in April. Ranked 32 in the
world, Almagro plays with a Dunlop Aerogel racquet. To the Editor:
Mr. John Williams has himself “not been observing closely enough.” Gone
• Florida-based ATP touring pro Taylor Dent has become a are the days of older foreign players infiltrating college tennis. NCAA rules
certified Professional 1 member of the USPTA. Dent, who are in place to make sure that all foreign tennis players entering Division 1
tested in Kansas City, Mo., at the Homestead Country Club attend school within one year of their class graduating high school. In fact, all
foreign players are now processed through the newly created Internation-
under USPTA testers Gary Trost, Bunny Bruning and Kendell
al/Amateurism Clearing House.
Hale, earned his USPTA certification after an extensive Are foreign players more experienced? Who generally have more opportu-
examination of tennis operations management skills, tennis- nities and resources to compete than American players? There are opportuni-
teaching skills, stroke analysis, and demonstrations of group ties to compete in junior, ITF and Futures tournaments almost every week!
and private lessons. Mr. Williams thinks that American players are more entitled to scholar-
ships than foreign players. Is this attitude the seed of the problem? Wouldn’t
• Andre Agassi will receive the second annual Eugene L. American players be at a higher level if they knew that they had to battle des-
Scott Award at “The Legends Ball” in New York City this perately to earn the limited amount of scholarships available, rather than
have a sense of entitlement to those same scholarships?
September. The award is presented to an individual who
How many USTA ranked players entering college can compete immediately
embodies the Tennis Week founder’s commitment to com- at the Division 1 level? There are over 200 NCAA schools competing for that
municating honestly and critically about the game, and who very small group of players. Division 1 tennis is not T-ball—not everyone gets
has had a significant impact on the game. to bat. At some stage the players who “can’t connect” need to concentrate on
getting an education and continue to play this great game at another division
• Jelena Jankovic kicked off her clay court sea- or level of college tennis where there are many opportunities to compete.
son in dramatic fashion by winning the 2007 Developing the grassroots is fantastic, but let’s make sure we are concen-
Family Circle Cup in April. The No. 6-ranked trating on the correct age group and introducing more 4- to 8-year-olds to the
game rather than worrying about a USTA player ranked 100 getting a scholar-
pro plays with a Prince O3 Red racquet.
ship he thinks he “deserves.”
• In his first competitive tournament since Laurie Warder, ATP Professional,
USTA High Performance Coach, USPTA
beating Andre Agassi in the 2002 US Open
We welcome your letters and comments. Please email them to rsi@racquetTECH.com or fax them
final, Pete Sampras won the 2007 to 760-536-1171.
Champions Cup Boston title
in May.

INDUSTRY NEWS
SHORT SETS class round-trip air transportation to Paris, 4-

>beenDunlop Sports Group Americas has
granted the worldwide licensing
bers will have the opportunity to purchase
2007 US Open tickets beginning June 4. US
night hotel accommodations, ground trans-
rights for the use of the legendary portation and tickets to the 2007 French Open,
Open tickets will go on sale to the general
Peanuts characters, created by Charles M. all valued at about $15,000. Rothe and his guest
public on June 11.
Schulz, in the marketing and sales of its will also receive Dunlop Aerogel racquets.
children sports products. Dunlop will use > Steve Rothe, an MRI technician from
Sioux City, Iowa, is the winner in Dunlop > The second annual Bowen’s Wharf Fashion
the characters and images from the Show and Champagne Breakfast, hosted by the
Sports Group’s 2007 Roland Garros French
Peanuts comic strip for children/junior rac- International Tennis Hall of Fame, will be July 12
Open Sweepstakes. Rothe won an all
quet and golf sports products. The full during the 2007 Campbell’s Hall of Fame Tennis
expense paid trip for two to attend the
range of products will become available Championships in Newport, R.I. Tickets are $65
2007 French Open. Co-sponsored by Tennis
throughout spring and summer, with new each and include courtside tennis seats. Call
Magazine, the grand prize consists of first
product lines in shops and stores by late 401-849-6053 or 866-914-FAME.
summer.
>land,Stringers from the U.S., Brazil, Eng-

Scotland, and Spain met at the T-
Bar-M resort in New Braunfels, Texas, in
early April for the first Grand Slam
Stringers Racquet Stringers Symposium.
The event included training sessions by
Master Racquet Technicians and vendors
with new products. Plans are under way
for the 2008 symposium.
> CBS Sports will continue its long histo-

ry as the network broadcaster of the US
Open. A new agreement with the USTA
builds on CBS’s 40-year history as broad-
caster of America’s Grand Slam, one of
the longest relationships in broadcast
sports. The agreement provides more
than 50 hours of US Open programming
each year, as well as coverage of select US
Open Series tournaments, and runs
through 2011.
>mailedTheitsPTRannual
has recently published and
PTR Membership Hand-
book. The 385-page book provides PTR
members with information about the
organization and the tennis industry, in
addition to a directory of PTR members
worldwide, complete with individual list-
ings by last name, certification rating and
contact information, cross referenced by
location.
>salesThethrough
USTA announced record ticket
April for the 2007 US Open
in its advance ticket sales offer to USTA
members. Members purchased nearly
27,000 tickets, an increase of more than
20 percent over 2006. And more than
176,000 subscription ticket packages had
been sold through April, up 57 percent
over last year’s record amount. All told,
advance ticket sales were up 52 percent
for 2007. American Express Cardmem-

Bruce Karr (right) receives Rac-

quet Sports Industry’s 2006
Wheelchair Tennis Champion of
the Year Award from former
award recipient Dan James, the
USTA’s national manager of
Wheelchair Tennis. The presen-
tation took place in April at the
Florida Open player’s banquet
in Boca Raton.
Tennis Resorts Online Travel Website

Names Top 100 Resorts and Camps
T
ennis Resorts Online has come out with its annual top tennis resorts and
camps, based on evaluations submitted by vacationers. “The best sources of
information about a tennis resort or camp experience are the players who go
there on vacation,” says Roger Cox, founder and editor of Tennis Resorts Online
(www.tennisresortsonline.com). “But these aren't ordinary players. They spend on
average 100 days a year on court, which means that they have high expectations
of the staff and programs.”
The No. 1 tennis resort on the list is once again Kiawah Island Golf Resort in
South Carolina, which is a credit to former touring pro Roy Barth, who has direct-
ed the tennis operation since the resort opened in 1976. Rounding out the top 5
resorts are The Boulders Resort & Golden Door Spa in Arizona, Bio-Hotel Stan-
glwirt in Austria, Rancho Valencia Resort in California, and Ponte Vedra Inn & Club
in Florida.
For tennis camps, once again New England Tennis Holidays took top honors,
the sixth year in a row the New Hampshire camp has been No. 1. The rest of the
top 5 camps are Vic Braden Tennis College at Green Valley Resort in Utah, Roy
Emerson Tennis Weeks at the Palace Hotel in Switzerland, PBI Tennis Camp at the
Bio-Hotel Stanglwirt in Austria, and Saddlebrook Tennis in Florida.
Visit www.tennisresortsonline.com for the complete list of 75 resorts and 25
camps.
N.Y.C. Campus Gets Classic Turf Surface

Rockefeller University in New York City recently converted a 100-year-old
concrete parking garage deck into a tennis court using the Classic Turf Sys-
tem, a cushioned sheet-goods surface system. The Classic Turf engineering
department redesigned the drainage system, among other construction
specs, and replaced the
spot drains with a trench
drain. The company also
installed custom fencing, a
lighting system from LSI,
and custom windscreens
with the Rockefeller Uni-
versity logo. For more
information, contact 800-
246-7951 or visit
www.Classicturf.org.

INDUSTRY NEWS
USPTA Magazine Deadline for ASBA

Now Available Award Entries July 1
Online
T
he deadline for submitting entries for the
T
he USPTA’s member mag- American Sports
azine, ADDvantage, is Builders Associa-
now entirely available tion awards pro-
online in PDF format at gram is July 1.
www.ADDvantageuspta.com. This year
In addition to the current the applica-
events, news and advertising, tions are
the online version also fea- available only
tures the following topics online to ASBA members. There is a $100 fee
monthly: CEO’s message, for each entry.
board member’s message, In other ASBA news, the organization has
classified ads, USPTA drills, scheduled its 2007 Technical Meeting for Dec.
career development, and 2 to 4 at the Hyatt Regency Austin in Austin,
industry action. Other topics Texas. Attended by builders, manufacturers,
featured bimonthly or periodi- suppliers, designers, consultants, and more,
cally include Cardio Tennis the ASBA Technical meeting features educa-
tips, Jack Groppel’s “Ask the tional seminars and presentations offering top-
Professor,” question of the ics that can help you run your business better.
month, and the USPTA mail- For more information on the awards pro-
box. Members also can search gram, the Technical Meeting, and ASBA mem-
for past articles and drills that bership, visit www.sportsbuilders.org, email
were featured in previous info@sportsbuilders.org, or call 866-501-
issues. ASBA.

ANNUAL awards
Champions of Tennis 2007
Help us recognize the people who are making a difference in the
business of tennis.
O
nce again, we’d like to honor the they are the champions in their areas. 2007 CHAMPIONS OF
champions of our sport—the many, We’d also appreciate your name
TENNIS CATEGORIES
Q
often unheralded heroes who work and contact information, for confirma- Person of the Year
tirelessly to develop tennis in the U.S. But tion purposes only. All nominations Q Pro/Specialty Retailer of the Year
once again, we need your help in identi- will be confidential, and you may Q Chain Retailer/Mass Merchant of the Year
fying these men and women and how nominate for as many categories as Q Online Retailer of the Year
their accomplishments have helped the you’d like. And, if there’s a category Q Stringer of the Year
game, whether in their local areas or that we don’t list that you think we Q Builder/Contractor of the Year
nationally. should include, please let us know. Q Grassroots Champion of the Year
Please take a look at the categories at We need your nominations by Q Junior Development Champion of the Year
the right and email your nominations to Q Sales Rep of the Year
Q
Aug. 3, 2007. Email is preferred, but
Wheelchair Tennis Champion of the Year
Q
RSI@racquettech.com (please put you may fax them to 760-536-1171
Municipal Facility of the Year
Q
“Champions” in the subject line). or mail them to: Racquet Sports Indus-
Private Facility of the Year
Q
Include: try, 330 Main St., Vista, CA 92084.
Q Nominee’s name;
Public Park of the Year
In our November/December issue, Q
Q Where they work or what they do
Community Tennis Association of the Year
we’ll include a special section Q High School Coach of the Year
related to tennis; acknowledging the dedication of Q USTA Section of the Year
Q Phone (if possible); those who work to keep tennis vital in Q PTR Member of the Year
Q Brief description of why you believe the U.S. Q USPTA Member of the Year

customer SERVICE
At-Ease!
Make potential customers as comfortable as
you can and you’ll turn them into regulars.
BY ROBIN BATEMAN
W
hen should customer service “Why not make the experience a up for his first lesson.
become important to you? As soon smooth, easy ride for them?” “Where are your clubs?” the golf
as your players pull into your park- In other words, any fliers, FAQ sheets, instructor asks. Ruddy, feeling uncomfort-
ing lot? When they first step into your website publishing, etc. should all be cre- able because he doesn’t have any clubs,
building or onto your courts? Or when ated with the idea of making your poten- stammers, “Um…yeah…well…”
they call on the phone to verify program tial customers feel comfortable and “Don’t worry. Not a problem,” the
information? welcomed into your tennis center. The instructor says while he rustles up some
How about before they officially line between customer service and mar- spare clubs. Then, he looks down at Char-
become your customers? keting just got thinner. lie’s feet, “Where are your shoes?”
Charlie Ruddy, a longtime customer- “The more thorough you are here, “Shoes?” The uncomfortable feeling
service specialist and developer of the the more at-ease your potential customer grows into full-blown embarrassment.
TennisConnect.org software, believes you is, the more you increase the likelihood of The truth is, the facility is—at least
should prepare your potential customers a visit from them,” says Ruddy. To illus- partially—responsible for Ruddy’s embar-
with enough information to make them trate his point, he relates a story about rassment. They easily could have prepared
feel welcome and want to visit your facili- his first golf lesson. him by providing his wife with some sim-
ty. “Really, all your marketing efforts and For his 30th birthday, Ruddy’s wife ple information when she purchased the
promotions provide your customers with a gave him golf lessons. He’d never lessons. Why would Ruddy show up with-
window into what your company’s cus- played before, but he wanted to learn. out golf clubs or shoes if he knew in
tomer-service philosophy is,” says Ruddy. On the appointed day, he shows advance it was his responsibility?
If you could prevent such embarrass-
ment at your tennis facility, would you?
Of course you would.
Working in the industry, it’s easy to
make assumptions. Why not take your
cues from your customer’s questions and
adjust your information accordingly.
Macon (Ga.) Tennis Connect Tournament
Director Bonnie Smith offers this rule of
thumb. “If I get asked the same question
three times by three different people,
then it’s time for me to provide this infor-
mation to the public.”
No matter how you choose to com-
municate with customers and potential
customers (whether through email or your
website, fliers, advertisements, etc.), you
still have to provide answers to basic
questions: who, what, where, when, why,
how. Remember to include the following:
Calendar information: dates,

times, length of classes and sessions. In
today’s world where people have most
of their free time scheduled, this is key
information.

Attire: It may seem silly, but
Get the FAQs gives the player a picture of
a novice player might think he Make sure you have an FAQ (Frequently what your goals are. It’s also
a great idea to list any and all
or she needs to go out and Asked Questions) page posted on your web- benefits here. Doing so may
buy “real” tennis clothes
before stepping onto the
site for different types of programs you offer. hook a middle-of-the-roader.
Quotes: Adding testimo-

court. Also, list rules, like “all Print these pages out and post them behind
men must wear shirts,” etc.
the counter so all your employees are kept up nials from players or par-
Equipment: Does your to date and are able to field telephone or ents gives your program
club provide racquets for use more credibility.
walk-in inquiries.
during classes? Is there a
rental fee? Should a player No one wants to show up
bring his own equipment? unprepared. With a little thought and
effort on your part, your players will walk
Requirements: For instance, age, Rules and Regulations: It’s bet- onto your tennis courts ready to swing
skill level, any prior instruction neces- ter to post these than to assume every- their racquets, have a great time, and
sary. one already knows them. more importantly, come back for more.
Money: What’s the cost? Any addi- Goals/Objectives: Players want to

Robin Bateman is the site coordi-
tional amount needed? How embar- know what they will get out of taking
nator for the Tattnall Tennis Cen-
rassing to arrive without your your classes. Tell them and don’t be ter in Macon, Ga., where she
checkbook when additional fees will be afraid to get specific, for instance, coordinates tennis programs and
applied. “The emphasis on this class is doubles leagues, is a tournament direc-
strategy,” etc. tor, serves as a team captain and
Policies: What happens if the weath-
assists junior teams competing at district,
er’s bad? What is the make-up or can- Benefits: Providing customers with regional, and section events.
cellation policy? an objective for each of your programs

& SUCCESS
marketing
Keep ’Em Interested!
When it comes to promoting lessons and clinics,
don’t take a “wait and see” attitude.
BY JOE DINOFFER
er’s interest and schedule, you’re only

halfway to getting them to sign up
and participate. The other half of your
offering has to include “identifying a
need.” In simple terms, this means
offering a program or clinic with a
theme that reminds a person of a
need that they have thought about
before. Then, entice them to sign up
by presenting how they will benefit
from the experience.
ESTABLISH THE BENEFIT

We don’t normally think of tennis pros
as salesman, but when you identify a
need and then show how someone
will benefit, you are selling the idea. If
you’re a purist, you may not like to
think of yourself as selling anything.
O
ver four centuries ago, Sir Francis the word out is fairly easy. Some of the But selling is not a bad word. Think of
Bacon is quoted as saying, "Things most common approaches include: it this way: How will you share your
alter for the worse spontaneously, if Q Fliers expertise unless you have people to
they be not altered for the better Q Postings on bulletin boards share them to?
designedly." Q Bag stuffers Here’s an example:
This is certainly true in the tennis busi- Q Newsletters (email and print)
ness. Left to their own devices, programs Q Email a weekly schedule of activities Target audience:
you’re running will most likely decline in How to get the word out is clear. How- Male weekend warrior
quality and participation over time. But if ever, becoming highly successful year after Playing ability: 4.0
you are proactive and constantly work to year requires more. After studying success- Playing style:
move your programs forward, you’ll reap ful programs, there are common threads Powerful but inconsistent
major rewards. among all of them. Use this as a checklist Need:
Let’s take a look at just one area of against your own recipe for success. Power with more consistency
your activities: tennis lessons and clinics. Selling point:
Posting lesson rates and nothing else is PEOPLE ARE INDIVIDUALS “Add control to your power
the norm. The game plan at clubs like Since no two players are exactly alike, it game in one lesson.”
these is “wait and see.” Unfortunately, makes sense that their hot buttons on a
according to Sir Francis Bacon, “wait and tennis court are unique as well. Age, play-
see” precipitates a downturn in business. ing level, work schedule, competitive goals, LEAGUE TEAM DRILLING
On the other hand, some successful social desires, and whether they prefer sin- One of the mainstays of tennis teach-
clubs gross over $1 million a year in les- gles or doubles are just a few of the vari- ers across the U.S. is running drills and
son revenue. How do the best ones do ables that will affect the level of interest workouts for league teams. In many
it? They are proactive in regularly offering each person may have in a particular places, working with these teams rep-
a wide variety of new learning and prac- program. resents nearly 50 percent of the annu-
tice opportunities. And, importantly, they al gross teaching revenue. It’s
make sure club members and players IDENTIFY A NEED important enough that if you don’t
know about these opportunities. Getting When you offer a program that suits a play- have a local inter-club league, start

one! It’s not that difficult.
One way to get started is to invite
all your local pros to a meeting and
outline the costs and benefits of
starting a league. A good start is to
model your league after another
region about the size of your own
community. How can you find out
what’s out there? I just googled
“community tennis leagues” on my
computer and came up with more
than 4 million listings! Also, the
USTA, PTR and USPTA all should be
able to assist in some way, with
information or suggestions.
DROP-IN DRILLS
In today’s world, people are so busy
and pulled in so many directions that
to commit to a regular weekly activi-
ty is difficult. That is the genius of
the “drop-in drill.” The concept is
simple. Set up a weekly time, such as
Saturday mornings from 11 a.m. to
12:30 pm. This is a time when court
bookings start slowing down, but
people are still interested in getting
out. Then create weekly themes so
players know what they are signing
up for.
Since there is no established abili-
ty level, have enough pros on hand
to allow you to divide up the players
on different courts according to their
ability. Charge a reasonable amount
to give good value for the 90-minute
drill, a time frame that is neither too
short nor too long.
With consistent effort in running
these “drop-ins,” you’ll probably find
that interest and participation will
build, and that players from this
group will spill over and sign up for
your other programs as well. Q
Joe Dinoffer is a Master Profes-

sional for both the PTR and
USPTA. He speaks frequently at
national and international tennis
teacher workshops as a member
of both the Head/Penn and
Reebok National Speaker’s Bureaus. He is
president of Oncourt Offcourt Inc. and has
written 16 books and produced more than 30
instructional videos.

w
business OF TENNIS
Corporate Structures
Wal-Mart Walton Life Fitness Center
For DuPont and Wal-Mart employees, tennis at top-notch facilities

is an added perk. BY CYNTHIA CANTRELL
B
efore restructuring and downsizing home matches this summer. An another 8 percent hike over the next
became widespread practices, cor- indoor/outdoor pro shop features about year.
porations customarily employed a 50 racquet demos, Prince shoes, premium “Dues are still dirt cheap, but our
variety of recruiting tools to impress tennis balls not available at big-box older members just don’t understand”
prospective workers. It wasn’t unusual, stores, spring and fall apparel lines from the financial constraints prompting the
for example, for a generous benefits major manufacturers, next-day stringing, increases, Hampton says. New members,
package to include membership to a and special ordering. on the other hand, are more forgiving.
corporate tennis facility among its perks. Despite steady fee increases, however, “They flip when they see what we have
Yet today, only a handful of these Hampton says the DuPont Country Club to offer,” he added. “It’s like they’ve
facilities remain. continues to fall short of its corporate found the Promised Land.”
“As companies go public and look at mandate of operating at a break-even While PTR CEO and Executive Director
[corporate tennis facilities] from a cost rate while remaining affordable. In fact, Dan Santorum has never visited DuPont’s
standpoint, the main concern becomes the club’s 10,000 members are looking at facility, he was impressed by his experi-
the bottom-line return on invest- ence at Wal-Mart’s Walton Life Fit-
ment,” says Greg Mason, senior ness Center in Bentonville, Ark.,
director of sales for Head/Penn Rac- It’s All About the Relationships where he conducted a certification
quet Sports. “It becomes tough to Regardless of the ownership nature of your tennis club or pro workshop in January.
explain to shareholders why some- shop, building relationships is a key to growing your business. If “Wal-Mart is offering a conve-
thing that can be so costly is a pri- you develop enough rapport with members, they’ll look to you nience for its employees,” Santo-
ority.” first whenever a product or service need arises. rum says, “but the company is also
That is precisely the struggle fac- doing its part to promote fitness,
ing Larry Hampton, tennis director Q Don’t fear the internet. Today’s customers are tech-savvy prevent obesity, and keep its
at the DuPont Country Club in shoppers who know where to look online for rock-bottom employees healthy.”
Wilmington, Del. “There is extreme prices. Match prices as closely as you can and be honest when The Walton Life Fitness Center is
pressure to be profitable,” says you can’t. Good customer service is worth a price for which located in the heart of Wal-Mart’s
Hampton, who has worked at the many people are willing to pay. sprawling corporate headquarters
DuPont Country Club since 1985. Q Quality over quantity. Limit product lines to the volume for complex. Amid warehouses, offices,
Built in 1952, the DuPont Coun- which you can comfortably remain an expert. Customers won’t and other nondescript buildings is
try Club is a private facility offering be overwhelmed with choices, and there will be less of a the corporate fitness center offering
membership exclusively to DuPont chance that your products will compete against each other. cardio and strength training equip-
employees, spouses, dependents, ment, circuit training, free weights,
and retirees. The club offers seven Q When special orders are especially burdensome. Before and a variety of fitness classes, plus
categories of membership for you say no, think about options that both sides can agree on, six racquetball, one squash, and
access to its 25 tennis courts, three such as a no-return policy on special orders. If you’re willing to two basketball courts, separate
golf courses, lawn bowling and cro- invest a little more in relationship-building, however, you might indoor tracks for running and walk-
quet greens, fitness center, and accept the return and give the next buyer a deep discount just ing, three swimming pools, mas-
social activities that include a variety to move the merchandise. sage therapy rooms, and healthy
of classes and trips. Q Turn a negative into a positive. When a special event takes snack bar. It takes 12 pages to list
Constructed just five years ago, up court time and parking spaces, give members priority seat- the additional activities, ranging
DuPont Country Club’s indoor ten- ing or other perks. The University of Arkansas men’s and from nutrition to ballroom dance
nis center features six hard courts. women’s tennis teams practiced and played home matches at classes.
Outside are 19 Har-Tru courts, 10 the Walton Life Tennis Center while their own courts were Built less than three years ago,
of which are lighted. In fact, the rehabbed in the spring of 2006, while the DuPont Country Club the adjacent tennis facility offers a
state-of-the-art facility has earned will host the World TeamTennis Delaware Smash again this dozen hard courts—six of them
attention and accolades from the summer. An inconvenience for a few may actually be the indoors which members can use
industry for years, with the World chance of a lifetime for many more to learn from top college year-round at a comfortable, con-
TeamTennis Delaware Smash again and pro players. trolled 74 degrees. Tennis players
selecting the club as the site of its have a choice of more than 50

classes plus lessons, USTA League Tennis, and carries racquets, apparel, shoes, and grips. Last Know All
tournaments. With such extensive programming,
which keeps more than 500 juniors and adults
year, the shop strung 3,000 racquets with 24-
hour turnaround available.
Sides of Your
on the courts each week, a toll-free telephone “I try to meet every need our members Business
number has been established so members can could have,” Shoemake says of the pro shop, When the position of tennis
register with a credit card. which is also open to the general public. director opened up at the
“You name it, and we pretty much do it,” “Sometimes I do well ordering clothes, and Dupont Country Club in 1985,
says Jake Shoemake, head tennis pro and facility sometimes I miss. You live and learn. Now I ask more than 300 applications
manager of the Walton Life Fitness Center. While some members what they think about the were submitted nationwide.
Shoemake and his assistant teaching pro are clothes before I order them, so I don’t have to Larry Hampton believes he got
employees of Wal-Mart, the other five teaching hear later how awful my taste is.” the job simply because he was
pros are independent contractors. The pro shop does not carry Wal-Mart the most well-rounded candi-
“There are six or seven country clubs in the clothes or merchandise, but rather “basic” date.
area, but very few indoor facilities,” he adds. apparel from K-Swiss, Prince, and Lejay; rac-
“And when you see the array of classes we offer quets from Prince, Head, and Wilson; and shoes As an independent contractor,
and throw in the price, it’s pretty hard to beat.” from K-Swiss, Prince, Wilson, and Adidas. All Hampton, runs the tennis pro-
Doubles players, for example, pay $2 per per- prices, according to Shoemake, are competitive. grams, pro shop, front desk,
son for two and court maintenance for the
hours of court DuPont Country Club in Wilm-
time. A 10- ington, Del., through his com-
week “ankle pany, Larry Hampton Tennis
biters” tennis Services Inc. In addition to
class for 5-year- keeping proceeds from lessons
olds costs $20, as well as the pro shop, he has
while a 10- the freedom to hire his own
week ladies’ 3.5 staff. From 1977 to 1996, he
doubles clinic is also ran the nearby
just $33. How- indoor/outdoor Bellevue Tennis
ever, even rock- Center, which he founded, ren-
bottom fees ovated, expanded, and served
don’t spare as head pro before the indoor
Shoemake from facility was irreparably dam-
competing for aged in a blizzard.
business. “It’s cool because I have con-
“I’m always trol and have been able to put
looking for new together a great team that I’d
ways to get match against any staff in the
people involved, country,” he says. “Plus, we
maybe with don’t get bogged down by cor-
more night porate policies. If we need a
classes for peo- new net on court 5, we go out
ple who work DuPont Country Club and buy a new net.”
during the
day,” says Large-scale expenses at the cor-
Shoemake, noting that a presentation and tour “Remember who I work for,” he says, recit- porate tennis facility, on the
of the facility is given to new employees during ing Wal-Mart’s “everyday low prices” motto. other hand, are the responsibili-
orientation. To date, more than one-third of Wal- “Our members are smart shoppers who do ty of DuPont. New lighting, for
Mart’s 24,000 employees in northwest Arkansas their research.” example, would be considered
have joined the Walton Life Fitness Center, While both the DuPont Country Club and a capital expense.
although the total number of members is about Walton Life Fitness Center are owned by corpo- The lesson to be learned, he
21,000 when you include spouses and children. rate entities, business principles of fairness, says, is diversification. “I know
Membership fees are deducted from paychecks. respect, exceeding customer expectations, and I’m a good teaching pro,”
“You try to match as many people with pro- providing a good product for a good price still Hampton says, “but the fact I
grams as you can,” Shoemake adds, “and you apply. can handle all the other facets
try to take care of every person who walks in the “A big Wal-Mart philosophy is striving for of the business has made all
door.” excellence above all things,” Shoemake says. “If the difference.”
That effort extends to the pro shop, which you do that, you can’t go wrong.”Q

HIT YOUR
TARGET!
TIA RESEARCH
The latest research from the TIA can show you exactly
what your customers are looking for. BY PETER FRANCESCONI
T
he latest research into the tennis market by the Tennis
Industry Association can be a gold mine of information
for those in this business. But just having the information
isn’t enough; you need to put it to use. As author Heinz Bergen
wrote, “Information is the seed for an idea, and only grows
when it's watered.”
For teaching pros and facilities, the TIA data (most of
which was gathered by Taylor Research & Consulting Group
and Sports Marketing Surveys) can help you determine what
you can do to attract players and to offer them more of what
they’re looking for, so they continue to come back to you and
your courts. For retailers, point-of-purchase trends and pricing
data can help you determine where to invest your inventory
dollars.
The information presented here is from “The Tennis Marketplace 2006 Year-End Executive Summary.” Various levels of research data are avail-
able from the TIA depending on your membership level. (TIA memberships starts at $100 per year.) For more on research in the tennis indus-
try or TIA membership, visit www.tennisindustry.org, call 843-696-3036, or email info@tennisindustry.org.

The 2006 TIA/USTA Tennis Participation Survey shows that
total and frequent player numbers essentially are flat.
However, taken as a two-year “rolling average” (where 2006 is
The
an average of ’06 and ’05, 2005 is an average of ’05 and ’04,
and so forth), the trends show a continuing increase in both
Fitness Factor
All of this player data plays nicely into the Sporting Goods
total players and frequent players from 2004 (see chart at left). Manufacturers Association’s study of traditional participa-
Total players (those ages 6 and up, who’ve played at least tion sports. Much has been made of the study that came
once, including frequent players) currently stand at 24.5 mil- out last year of how, from 2000 to 2005, tennis is the only
lion, up from a low of 23.8 million in 2004. Frequent players traditional participation sport to have grown (10.3 per-
(who play 21 or more times a year) have increased to 5.2 mil- cent), while all others have declined in participation (see
lion, from a low of 4.7 million in 2003. chart on the bottom of the following page). And while the
The four-year increase in frequent players is extremely 2006 data is not yet finalized for publication, initial
important to tennis facilities and specialty retailers, since these reports indicate that tennis growth in participation is even
players essentially are the heart of your market. Generally, as greater than the year before, while the slide in participa-
frequent players increase, so do most indicators in the tennis
business—racquet and ball sales, courts booked, apparel and
shoe sales, etc.
When there’s an increase in frequent players, and even
total players, there generally will also be an increase in the
number of times they play, a measure called tennis play occa-
sions. The latest two-year rolling average for total play occa-
sions shows some important increases since 2004 (see chart
on next page). Total play occasions increased to 538 million,
and in the key frequent-player demographic, the increase
has gone from 361 million play occasions to 425 million.
Not only are frequent players your best customers, but
they’re also playing even more tennis than in the
recent past.
This data points up several opportunities for tennis
facilities. For instance, it’s in your best interest to keep
frequent players doing what they love to do—play ten-
nis. What’s popular among your frequent players?
Singles leagues? Social doubles?
Cardio Tennis classes? Try slowly
increasing or expanding your offerings.
You don’t want to suddenly flood your
players with options, or offer more pro-
gramming that only receives a lukewarm
response. You want to keep any growth as
controlled and as manageable—and as prof-
itable—as possible.
And if you’re able to have your frequent play-
ers playing even more tennis, then they’ll need to
be prepared when it comes to equipment. If play-
ers are increasing the amount of time they spend
on court, maybe it’s worth it for them to get a sec-
ond—or third—racquet. More play means they’ll
want to restring their racquets more often, too. Make
sure they know that when their string tension
decreases 25 to 30 percent, they need to restring. Or
you can fall back on the well-worn, yet still valid,
advice of stringing as many times per year as you
play in a week.
You may also find them going through tennis
shoes more frequently. And, on a very practical
level, if they’re playing more times per week,
they’ll probably need more tennis apparel, to replace the
clothes that are waiting in the laundry hamper.

tion of most other tradi-
tional sports has contin-
ued. Again, this is all very
good news for the tennis
business.
The SGMA study also
points up some other inter-
esting things that play into
your business. The highest
growth in sports participa-
tion has come from new
individual sports and fit-
ness-based activities.
According to the SGMA, 12
out of the top 20 growth
sports over the last five
years are fitness activities.
Need further proof that
fitness is key when it
comes to attitudes toward
tennis? TIA research indi-
cates that playing tennis
for exercise was high on the list of virtually every group of ers, that number is 63 percent, while 59 percent of “rejoin-
players. For instance, of new players to the game, nearly ers” felt that way, too.
60 percent said “exercise” was very or somewhat impor- Research also indicates that 50 percent of lapsed players
tant in getting them on a court for the first time. Of con- and 48 percent of “samplers” (who have tried tennis but
tinuing players (defined as having played tennis for more haven’t played in the past 12 months) would be a lot/a little
than one year), 53 percent said exercise was very or some- more likely to play tennis again if a Cardio Tennis program
what important in keeping them playing; for frequent play- was available to them.
A TIA email survey of
more than 340 Cardio
Tennis sites shows some
important trends for your
business. For instance, on
average, Cardio facilities
said 15 new players were
created, 15 players
returned to tennis, and 20
players were playing
more frequently because
of Cardio Tennis.
The same study shows
that 71 percent of facili-
ties have increased their
lesson revenue because of
Cardio Tennis, 47 percent
have increased program
fees, 23 percent have
increased pro shop sales,
22 percent have increased
court booking fees, and
18 percent have increased
membership sales. In
addition, 52 percent of
Cardio facilities figure to
increase the number of
Cardio Tennis sessions
this year. Overall, nearly
75 percent of Cardio sites

Go online, for
instance to
w w w. c a l o r i e -
count.com, and you
can find out that a 150-
pound person burns
544 calories per hour in
singles and 408 calo-
said the benefit to their facility was either Good or Very ries per hour in doubles. Then compare it to those burned
Good (see chart above). playing other sports—for instance, golf using a riding cart
This emphasis on fitness in the U.S. is something that burns only 238 calories per hour. Cardio Tennis, which is
you can easily capture in your business. Think Cardio not yet on these lists, can burn anywhere from 600 to 1,000
Tennis sessions, think fitness-related tennis apparel with calories an hour. Let players—and potential players in your
the latest in performance fabrics, think local advertising area—know about the positive fitness aspects
and marketing that pushes the fitness aspect of tennis. of tennis.

(wholesale)
Lessons
and Teams
Essential for creating more frequent tennis players are the
availability of programs that allow for team play, and the
availability of pros for lessons.
TIA research indicates that 47 percent of new players
would “play a lot more tennis” if they could play on a team
with friends. Current data shows that only 14 percent of
new players have ever played tennis on a team, while 40
percent of frequent players have played on teams. (About
32 percent of “regular” players (11 to 20 times a year) and
28 percent of “infrequent” players (4 to 10 times) have
played on teams.)
When it comes to lessons, only 16 percent of new play-
ers have ever taken a lesson from a local pro, compared to
nearly 50 percent of frequent players. Getting new players
to take lessons is important to keeping them playing tennis.
Turning new players into frequent players may not be all
that difficult—it could just be a matter of having them sign
up for a series of lessons or getting them on a team, which
will get them hooked on the sport and playing more. The
key, though, is that you need to make them feel at home
with the sport, and with your facility and staff.
Developing leagues, teams, and lessons that specifically
target the new players in your area could be critical to the
expansion of your membership and your future business
growth. Be aware that new players may not know all the
things that we may take for granted, such as where and
when to sign up for leagues or lessons, what levels they
would best fit into, what type of equipment or apparel they
may need, or even tennis “etiquette.” For someone who is
new to the sport, this can all be quite intimidating.
You and your staff need to make these newbies com-
fortable, and you need to make it easy for them to get
involved. Be friendly, be inclusive. Introduce them to staff
and other players at your facility. You may even want to
identify a few of your regular players who are particularly
friendly and helpful, and ask them to help make the new
players feel more at home.
Observe how your staff interacts with customers—espe-
cially newcomers. If any of your staff or pros aren’t person-
able and friendly, you need to talk, to them about it. If they
can’t or won’t change, replace them with more customer-

oriented personnel—chances are they’re hurting your
business. Where
This doesn’t just hold true for players who are new
to the sport—your staff needs to be courteous, kind, Consumers
and helpful to all your customers and potential cus-
tomers. Last year, there were 6 million new players to
the sport—an amazing number. Unfortunately, the
Buy
As technology becomes more and more a part of daily
sport lost about an equal number of players. Think how life, sales over the internet, as expected, are on the
amazing tennis—and your business—would be doing if increase. Data from more than 2,000 interviews of fre-
we were able to retain even a fraction of those we lost. quent tennis players shows that apparel sales, in partic-
ular, had the biggest internet increase. In late season
Equipment 2006, 19 percent of all “purchase occasions”—nearly

one in five—were from internet sales, up from 16 per-
Trends The New

TIA data shows good news
cent earlier in 2006 and 12
percent in late season ’05.
The TIA attributes at least
in racquet, ball, and string some of this increase in inter-
Tennis
shipments from manufac-
turers—all have increased
net apparel sales to the
advancements in perform-
Health Index
for the last two years (see
chart above, left). In units,
ance fabrics and
increased fitness trends.
the
from 2004 to 2006, racquet The TIA and the USTA have been sponsoring a large Racquet sales over the
shipments increased by 12 U.S. Tennis Participation Study for the last five years. internet remained fairly
percent, balls by 11.3 per- However, due to various challenges, including the steady through 2006, with 23
cent, and strings by 5.7 per- changing nature of telephone surveys in the U.S., percent of all sales coming
cent. In dollars, racquets the 2006 study is being modified to provide a more from internet purchases in
increased 12.8 percent, late season data. That same
accurate picture of tennis’ overall health.
balls, 6.9 percent, and period showed pro and spe-
strings 15.6 percent. In the future, the Tennis Participation survey will be cialty shops selling 50 percent
Pro/specialty racquet combined with half a dozen other components to of racquets, down from 54
sales in units and dollars percent earlier in the year.
form the new Tennis Health Index, an annual meas-
are at their highest levels Shoes bought over the
since 2000. Last year, shops ure of the state of tennis in the U.S. internet accounted for 19 per-
moved more than 793,000 “The new Tennis Health Index will provide a better cent of all shoe sales late in
racquets, for a total of more 2006, up from 16 percent a
gauge of the state of tennis in the U.S.,” says TIA
than $105.2 million, contin- year earlier, while internet
uing the yearly upward Executive Director Jolyn de Boer. “It won’t rely on ball sales remained steady at
trend since 2003. Clearly, one single measure, but instead seven different 5 percent of all ball purchas-
consumers are looking for components.” es.
new equipment that will Clearly, the increase in
help their games, and manufacturers—together with sales over the internet is further challenging
their retail partners—are able to respond. pro/specialty retailers to provide the kind of service that
The bad news on this front, however, is that the will attract and retain retail customers. Customer serv-
average racquet price has been declining. The latest ice, and your knowledge of not just the sport, but the
drop of 4.2 percent puts the average at $132.55—the products you carry, is key. Take advantage of all that
lowest average price for racquets at pro and specialty manufacturers supply in terms of point-of-purchase
stores since 1995. Dealer optimism dropped a bit at the materials and opportunities to learn more about their
end of last year, with 43 percent predicting an increase products.
in racquet sales, down from 53 percent earlier in the And make sure you’re reaching your customers effec-
year. tively in your local market. Review your advertising,
Inventories seem to have gotten under control marketing, and public relations. Make sure your website
toward the end of 2006, with 26 percent of retailers is up to date and that you’re effectively using email and
saying they were “overstocked” with racquets. That’s electronic and printed newsletters to communicate with
down from 41 percent in early season ’06, and down members, potential members, and the local media.
from the 36 percent at the end of ’05. And, importantly, use the data that the tennis
In late season 2006, the percentage of racquet sales industry itself provides to effectively map out where you
represented by closeouts continued to grow, to 16.8 and your business need to be. By looking at the num-
percent for all retailers, and over 20 percent for large bers, you can target your business to maximize your
retailers. profits. Q

INSIDE TRACK
DISTINGUISHED FACILITY-OF-THE-YEAR AWARDS
Two indoor court winners provide local players

with year-round tennis.
hese two indoor court winners of the Racquet Sports Indus- The Centre Court Racquet Club’s four indoor courts are
T try/American Sports Builders Association Distinguished Facil-

ity-of-the-Year Awards represent two ends of the spectrum.
One, the Centre Court Racquet Club in Louisville, Tenn., is
housed in a fabric frame building, and inside that is a prefabri-
cated panel building with the office, locker rooms, child care
rooms, and a mezzanine level viewing and social area. The
all about tennis, with four indoor courts and four outdoor. The Vaughan Center is 225,000 total square feet with a prefabricat-
other, the Vaughan Athletic Center in Aurora, Ill., is a state-of- ed 12-mm rubber multisport surface that accommodates five
the-art multipurpose facility funded by a partnership between tennis courts.
the city and a park district, and complete with multiple fitness But the similarity is that the two sites, which are both new
and weight rooms, indoor running track, fieldhouse, and much construction, are excellent havens for local tennis players.
more. —Peter Francesconi
Centre Court Racquet Club

Louisville, Tenn.
(Nominated by Baseline Sports Construction, Knoxville, Tenn.)
Number of Indoor Courts: 4
General Contractor: Baseline Sports Construction
Surface: Nova Sports USA
Fabric Frame Building: Universal Fabric Structures
Lights (indoor and outdoor): LSI Industries
Net Posts: Edwards
Nets, Divider Nets, Backdrop Curtains, Equipment: BP International
Baskets, Hoppers, Scorekeepers, Benches: Douglas Industries
Vaughan Athletic Center/Fox Valley Park District

Aurora, Ill.
(Nominated by Keifer Specialty Flooring Inc., Lindenhurst, Ill.)
Number of Indoor Courts: 5
Specialty Contractor: Keifer Specialty Flooring
Surface: Mondo Rubber Sports Flooring
For details on the

2007 Distinguished
Facility-of-the-Year
Awards, contact the
ASBA at 866-501-
ASBA or
info@sportsbuilders.
org.

string PLAYTEST
Isospeed Professional 17
Isospeed Professional is a multifilament strings in unmarked packages. Aver-
string composed of Power Ribbons and age number of hours playtested was
30.3.
polyamid filaments. According to
Out of the package, Professional
Isospeed, the polyamid filaments are feels thick and substantial, despite it’s
pre-stretched during manufacturing, thin gauge and light weight. It marks a
which helps with tension maintenance. bit at clamping points, and if you hurry
The Power Ribbons are made of a when installing the crosses it looks a little
unique polyolefin, which Isospeed says beat up when you’re done. Some
provides gut-like properties. The surface stringers recommend waxing the mains
of the string is welded under heat, which before installing the crosses to mitigate
allows the inner filaments and ribbons to this. memory, one reported problems tying
operate independently. No playtester broke his sample during knots, and five reported friction burn.
Isospeed tells us that Professional is stringing, 14 reported problems with coil
designed for players who seek gut-like ON THE COURT
performance, yet want to have more Just about all of our playtesters found
EASE OF STRINGING
durability in a weather-resistant string. (compared to other strings) Professional to be a great string, scoring
Isospeed markets Professional as offering Number of testers who said it was: it well above average in every one of our
speed and arm protection. much easier 1 nine categories. Of the 111 published
Professional is available in 17 gauge in somewhat easier 5 playtests we’ve performed, Professional’s
natural only. It is priced from $12 per set. about as easy 16 ratings were in the top 20 in the Playabil-
For more information or to order, contact not quite as easy 13 ity, Power, Control, Comfort, and Spin
Isospeed at 866-554-7872, or visit not nearly as easy 2 Potential categories. As a result, Profes-
http://www.isospeed.com/english/. Be OVERALL PLAYABILITY sional garnered a top-20 overall average
sure to read the conclusion for more (compared to string played most often) score of all published string playtests to
information about a special offer on this Number of testers who said it was: date.
string. much better 2 Three of the playtesters broke his
somewhat better 9 sample during play, one at one hour, one
IN THE LAB about as playable 11 at 15 hours, and one at 18 hours.
We tested the 17-gauge Professional. The not quite as playable 11
coil measured 41 feet. The diameter mea- not nearly as playable 3 CONCLUSION
sured 1.19-1.23 mm prior to stringing, OVERALL DURABILITY According to our playtest team, Profes-
and 1.16-1.19 mm after stringing. We (compared to other strings sional is a balanced string that will bene-
recorded a stringbed stiffness of 73 RDC of similar gauge) fit just about any kind of player. This is
units immediately after stringing at 60 Number of testers who said it was: clear from the ratings, but it can easily be
pounds in a Wilson Pro Staff 6.1 95 (16 x much better 2 seen in the comments, too.
somewhat better 19
18 pattern) on a constant-pull machine. One aspect of our playtest results
about as durable 12
After 24 hours (no playing), stringbed that jumps out at you is that Professional
not quite as durable 1
stiffness measured 63 RDC units, repre- not nearly as durable 2
received high marks for Durability, even
senting a 14 percent tension loss. Our though it’s a 17-gauge string.
control string, Prince Synthetic Gut Origi- RATING AVERAGES Interestingly, even though Profession-
nal Gold 16, measured 78 RDC units From 1 to 5 (best) al lost more tension than some other
immediately after stringing and 71 RDC Playability 3.6 strings we’ve tested, three playtesters
Durability 3.7
units after 24 hours, representing a 9 per- specifically told us that it holds tension
Power 3.5
cent tension loss. Professional added 12 well. Most of our playtesters either didn’t
Control 3.8
grams to the weight of our unstrung Comfort 3.6
notice or didn’t care, and only one
frame. Touch/Feel 3.3 playtester complained of tension loss.
The string was tested for five weeks Spin Potential 3.5 If you think that Isospeed Professional
by 37 USRSA playtesters, with NTRP rat- Holding Tension 3.4 might be for you, Isospeed has a special
ings from 3.5 to 6.0. These are blind tests, Resistance to Movement 3.6 offer: Buy 7 sets of Isospeed Professional,
with playtesters receiving unmarked and get 3 at no charge. —Greg Raven Q

TESTERS TALK
“ This is the most comfortable string I’ve becomes very easy on the arm. Overall, I’m strings usually have too much rebound energy,
ever used. Though impact feels very soft,
”
the response is crisp and precise. 4.0 ”
amazed by the spin and comfort. 4.0 male
baseliner with heavy spin using Dunlop 200G
making them hard to control. This string, however,
provides refreshingly soft comfort without exces-
male all-court player using Wilson nTour (Muscle Weave) strung at 65 pounds CP (Prince sive power. This is not a ‘dead’ string by any
strung at 65 pounds LO (nylon multifilament Synthetic Gut w/Duraflex 17) means; if your mechanics are in order, the juice is
16) there. It plays with more predictability and control
“ This string has superior comfort, control,

“ This string has a soft feel. The comfort and
playability definitely make this a high-end
than any ‘comfort’ string I’ve ever used. It defies
categorization and will probably prompt a lot of
misreadings. This is not a pedestrian monofila-
and feel. No dampener needed. The low
power makes it perfect for big hitters, and ”
string. 3.5 male all-court player using Völkl
Tour 9 V Engine (70 Holes) strung at 55 pounds ment, it has more nuance than a 1982 Bordeaux.
the low trampoline affect makes it great for CP (Babolat VS Team 17) If you like a comfortable, muted response with
those who prefer low tensions. The combi-
nation of comfort and control are truly
tons of control, try this string.
” 4.5 male all-
court player using Head FXP Prestige Team strung
”
impressive. 4.5 male serve-and-volleyer “ Comfort, comfort, comfort. Plays very well at
low tensions. For a durability string, this has great
at 56 pounds LO (Babolat Xcel Premium 17)
using Handler Arrow strung at 58 pounds touch. This string can handle a wide range of
” “
LO (Gamma Dura Blast 16) shots and swing speeds. My arm thanks you. The playability is above average and the dura-
5.0 male all-court player using Prince Triple bility is truly impressive for a soft string. Not only
“ This string is very comfortable. It has a

crisp liveliness and simply great control.
Threat Warrior MP strung at 48 pounds LO (Wil-
son NXT Tour 17)
is spin production easy, but the strings don’t
move. Tension maintenance is excellent; the
After 15 hours, there is no sign of
”
strings feel fresh after 16 hours. 4.5 male all-
”
fraying. 4.5 male all-court player using
Völkl DNX 9 strung at 58 pounds LO (nylon “ Stringers take note: the crosses do not pull
easily. Perhaps try some wax. Secondly, don’t be
court player using Völkl DNX 8 strung at 53
pounds CP (Gamma Live Wire XP 17)
17) For the rest of the tester comments, USRSA members can visit
fooled by the way this string handles, it is NOT a
www.racquetsportsindustry.com.
polyester; it is quite soft. Unfortunately, soft
“ This string has a nice, quiet, muted

response. Control is excellent and the com-
”
fort level is high.
5.0 male all-court player using Pro Kennex
Kinetic Pro 7g strung at 63 pounds LO (Tec-
nifibre Promix 16L)
“ This string does not install nearly as well

as it plays. It has excellent control, power,
and comfort. I prefer playable multifila-
ments with excellent control and this string
”
is one of the best I’ve tried. 5.0 male all-
court player using Head i.prestige Mid
strung at 55 pounds CP (Gamma Live Wire
Professional 16)
“ Initially, this string has excessive power,

but eventually the string settles and has
superior touch, comfort, and spin. It sur-
passes my typical set-up, which I’ve been
using for two years. I would definitely try it
in the crosses, if not the whole string
”
bed. 4.0 male all-court player using
Prince O3 Tour MS strung at 62 pounds LO
(polyester/nylon 16/17)
“ This string starts a bit stiff, but the spin

is out of this world. It softens quickly and

ask the EXPERTS
Your Equipment Hotline

PRE-LACING view of your proselytizing friend, but if it string-to-string friction when pulling the
I’M HAVING AN ARGUMENT WITH doesn’t work for you, you are under no crosses through the mains. Therefore, if
Q another stringer who pre-laces his

racquets, and insists I should do so
as well. He claims I'll get a faster, more
obligation to continue doing it.
STRINGING ‘ONE AHEAD’

you’re not stringing the crosses one ahead,
you are increasing the potential for longer
stringing times and more damage to the
accurate string job. I disagree. What do string during installation. The USRSA leaves
the experts say?
Q IS STRINGING THE CROSSES one-
ahead a mandatory procedure for
stringers who string at profession-
the decision to the individual stringer
whether or not to weave one-ahead.
A AS WITH SO MANY ISSUES dealing

with technique, pre-lacing is a mat-
al tournaments? If a stringer decides not
to string one ahead, what are the poten- MACHINE CLEANING
ter of personal preference. There are some
tournament stringers who pre-lace in
order to get the string off the floor before
someone else comes along and steps on
tial risks of this practice? What is the
USRSA position regarding stringing one-
ahead?
Q IN A PAST ISSUE I READ AN ARTICLE
regarding how and what type of
products to use to clean your string-
ing machine. I have a lockout machine, if
it, and it doesn’t slow them down to do
so. For others, however, a pre-laced rac- A NO, STRINGING ONE-AHEAD IS
not a mandatory procedure for
that makes a difference.
quet is a nightmare, as the loose strings

are always in the way of the clamps and
seem to get snagged on everything, and
tournament or — for that matter —
other stringers. However, stringing the
crosses one-ahead, as shown on page 48
A FOR VIRTUALLY ALL MACHINES
except Tecnifibre, use alcohol and lint-
free wipes. For Tecnifibre machines with the
you have to “shuffle” string back and of Racquet Service Techniques, can save single-action glide bars, you use WD-40.
forth through the grommets to get stringing time. Also, because the previ- Therefore, you would use alcohol on your
enough loop to reach the tension head. It ously tensioned crosses produce an off- machine. For clamps with textured clamping
wouldn’t hurt to try it, perhaps out of set in the mains, there can be less surfaces, an old toothbrush is handy. The

owner's manual that came with your
stringing machine should have clean-
ing information.
A AS FAR AS WE KNOW, THERE haven’t
been any studies on setting stringing
machine height for best ergonomics. There
the stringbed, this splits the difference so
you shouldn’t have to bend to reach
below the stringbed nor stretch to reach
also seems to be a fair amount of personaliza- above it. You might also try monitoring
GUT LIFE tion regarding machine height, as we’ve seen your internal stress level while stringing. If
WHAT IS THE LIFE RESILIENCY
Q of a gut string? How often do

pros restring their racquets
when using gut? How often when
tall stringers with short machines and short
stringers with tall machines, apparently with
no problem. You might try setting the height
of the stringbed to about the level of your
your overall demeanor is calm and relaxed,
you won’t have other tensions migrating
to your back.
—Greg Raven Q
using synthetics? forearms, when you are standing up straight
We welcome your questions. Please send them to
with your arms at your sides with the elbows Racquet Sports Industry, 330 Main St., Vista, CA,
A NATURAL GUT DOES LOSE ten-

sion, as do all strings, but in
many cases it remains playable to
bent 90 degrees. Because you normally work
with one hand above and one hand below
92084; fax: 760-536-1171; email:
greg@racquettech.com.
within hours of when it breaks.

We’ve seen cases of racquets with
ten-year-old natural gut in them that
were still playable.
Just like recreational players, dif-
ferent pros restring on different
schedules. It depends on the pro, but
generally speaking, they don't let
their strings get more than a couple
of days old before restringing, either
because of age and performance
issues, or because the old string has
broken.
MOVING GROMMETS
Q WHILE STRINGING CERTAIN

racquets, some of the grom-
mets fall out. Would you have
any suggestions on how to prevent
this?
A IF THE INDIVIDUAL grommets

on a modern racquet are liter-
ally falling out, you should replace
the grommet set. If the friction of the
string against the inside of the grom-
met is pulling the grommet out of
position during tensioning, simply
press against the outside of the
grommet strip (and/or bumperguard)
as you pull tension on the string. This
normally happens only at a couple of
positions on the frame, so you
shouldn’t have to do it for each and
every pull.
BEST MACHINE HEIGHT

AFTER STRINGING ABOUT
Q three racquets, my back starts

to bother me. Is there an
ergonomically best height to set the
table of my machine to avoid (or at
least mitigate) this situation?

tips and TECHNIQUES
Readers’ Know-How in Action

CUTTING OUT STRINGS Editor’s note: There are other ways
of cutting out strings that don’t
stress the frame, and mounting the
racquet on the machine before
removing the strings allows dirt,
string savers, and stencil ink to fall
onto your machine. It’s also very
important to re-check the way the
racquet is mounted in the machine
after cutting out the strings, as you
always want to start the string job to hold the overgrip to the racquet,
Before I cut out the strings, I mount the with the racquet at its natural they’re reusable, and they’re free—as
racquet in my machine as for restringing, length. long as you eat broccoli.
and then cut the strings out in the reverse Dunlop 6 Racquet Bag to:
order that they were installed. I then BROCCOLI BANDS Todd Volker, Ottawa, IL
check the racquet mountings for tightness I use overgrips, but I flip them over to
before restringing. I believe this reduces get wear on both sides before I’m done Editor’s note: This seems to work best
stress on the frame during string removal, with them. This means I can’t use tape if you wrap the band around the pal-
plus I’m ready to start stringing as soon as to secure the overgrip, because remov- let portion, as opposed to the shaft
the strings have been removed. ing the tape tears the overgrip. Instead portion of the racquet.
5 sets of Prince Premier of buying grip bands, I use the rubber
w/ Softflex 16 to: band I get from the grocery store where CALIBRATION LOCKING
Len Borrett, Hampshire, England I buy broccoli. They’re just the right size To help my lockout machine stay in cali-

bration longer, I use a small Clean up is super easy: Just wipe off any look over the list and then ask questions
dab of thread locker on the excess lotion and you’re good to go! about strings that seem interesting.
calibration adjustment screw. 5 sets of Tecnifibre X-One Forten Tour Bag to:
I happen to use Loctite. Pay Biphase 1.30 to: Bob Tuttle, MRT, Freeport, NY
attention when purchasing Terry Boyle, Columbine Valley, CO —Greg Raven Q
thread locking fluids or gels, Tips and Techniques submitted since 2000 by
though, as they come in dif- CUSTOM STRING SELECTOR USRSA members, and appearing in this column,
ferent strengths. You want To help my customers select the correct have all been gathered into a single volume of
to get the “weakest” string, I created a string list of all the the Stringer’s Digest—Racquet Service Tech-
strength so you can loosen strings I stock, separated into one of niques which is a benefit of USRSA membership.
the screw and make adjust- three categories: Power, Mid-range, and Submit tips to: Greg Raven, USRSA, 330 Main St.,
Vista, CA 92804; or email greg@racquettech.com.
ments in the future. Controllable/Durable. This allows them to
5 sets of Gamma Synthetic Gut w/
Wearguard 16 and a Gamma Hat
& T-Shirt to:
John T. Arima, Chicago, IL
POINTLESS STRINGING
After cutting off the excess string near
the knot on polyester string jobs, I take
an emery board and sand off the sharp
point. I find the emery boards in packs of
20 in the cosmetics section (some people

use them for fingernails).
5 sets of Silent Partner
Headspin 15L to:
Ralph Flohre, Virginia Beach, VA
Editor’s note: On many frames, you

can cut the string slightly below the
edge of the frame in such a way that
the point is against the frame, and
not easily reached. You just have to
make certain that you leave enough
that the end doesn’t slip out of the
knot.
SLICK BUMPERGUARD TRICK

We have each struggled from time to
time with the installation of bumper-
guards. I use suntan lotion (any SPF!)
applied with my finger along the inside of
the bumper guard. This allows the guard
to slip into the grommet holes much easi-
er as you secure the guard into place.

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Century Sports Lee Tennis Fast Dry Companies Rocky Mountain Sports
Douglas Sports Nets & Equipment Lobster Sports, Inc. Har-Tru Unique Sports Products
Edwards Div. of Collegiate Pacific Master Sports Lee Tennis Wilson Racquet Sports
Evergreen Tennis Services Oncourt Offcourt Putnam Tennis and Recreation Yonex Corporation USA
Gamma Sports Putnam Tennis and Recreation Welch Tennis Courts, Inc.
Har-Tru Rocky Mountain Sports Videotapes
Lee Tennis Welch Tennis Courts, Inc. Facility Planners/Designers 10-S Tennis Supply
M. Putterman & Co. Wilson Racquet Sports ASBA (American Sports Builders ATS Sports
Master Sports Association) Oncourt Offcourt
NGI Sports (Novagrass) Backboards Classic Turf Co., LLC. USRSA (US Racquet Stringers
Putnam Tennis and Recreation 10-S Tennis Supply Evergreen Tennis Services Association)
Rocky Mountain Sports ATS Sports Fast Dry Companies
Welch Tennis Courts, Inc. Century Sports Welch Tennis Courts, Inc. Water Bottles
Wilson Racquet Sports Douglas Sports Nets & Equipment ATS Sports
Evergreen Tennis Services MISCELLANEOUS Rocky Mountain Sports
Netting Gamma Sports Books Wilson Racquet Sports
10-S Tennis Supply Har-Tru ASBA (American Sports Builders Yonex Corporation USA
ATS Sports Lee Tennis Association)
Century Sports NGI Sports (Novagrass) Oncourt Offcourt Associations/Certifications
Douglas Sports Nets & Equipment Oncourt Offcourt USRSA (US Racquet Stringers ASBA (American Sports Builders
Edwards Div. of Collegiate Pacific Putnam Tennis and Recreation Association) Association)
Evergreen Tennis Services Rocky Mountain Sports PTR (Professional Tennis Registry)
Gamma Sports Welch Tennis Courts, Inc. Computer Software USPTA (US Professional Tennis
Har-Tru Master Sports Association)
Lee Tennis Teaching Aids Oncourt Offcourt USRSA (US Racquet Stringers
M. Putterman & Co. 10-S Tennis Supply Association)
Master Sports ATS Sports Gifts/Trinkets USTA (US Tennis Association)
NGI Sports (Novagrass) Douglas Sports Nets & Equipment ATS Sports
Oncourt Offcourt Gamma Sports Master Sports Educational Workshops
Rocky Mountain Sports Lobster Sports, Inc. Oncourt Offcourt 10-S Tennis Supply
Welch Tennis Courts, Inc. Master Sports Rocky Mountain Sports Har-Tru
Wilson Racquet Sports Oncourt Offcourt Unique Sports Products Lee Tennis
Rocky Mountain Sports PTR (Professional Tennis Registry)
Ball Retrieval Equipment Unique Sports Products Sports Eyewear Welch Tennis Courts, Inc.
10-S Tennis Supply Welch Tennis Courts, Inc. Dunlop Sports
ATS Sports Wilson Racquet Sports Ektelon
Century Sports HEAD/Penn Racquet Sports
Douglas Sports Nets & Equipment Water Removal Equipment Prince Sports, Inc.
Dunlop Sports 10-S Tennis Supply Rocky Mountain Sports
Evergreen Tennis Services ATS Sports Unique Sports Products
Wilson Racquet Sports

Your Serve
A Profitable
Future for All
The TIA president says that this
industry’s longtime collaborative
nature is paying off for all in
meaningful programs and
initiatives to grow the sport. B Y DAVE HAGGERTY
T
ennis is an amazing sport. Think about by working closely with the USTA, the nis.com; using the Find a Game, Find a
it—what other sport combines all the efforts to grow the game at the grass- Facility, Find a Program features the TIA
positives that you find in tennis. It’s fun to roots level have intensified. We’ve suc- manages on industry and consumer sites;
play, it keeps you fit and healthy, it’s a very social cessfully promoted Tennis Welcome running your business online through Ten-
sport, yet it can be extremely competitive, you Centers for four straight years, the USTA nisConnect.org; looking for drills on Car-
can play it with friends and family, you can play has greatly expanded its Tennis in the dioTennis.com; or a myriad of other tools
it as an individual or on a team. I’m sure you can Parks campaign and other programs, and and information that can help you run your
list many more reasons to love this sport. Cardio Tennis, entering its third year, is business.
Those of us who work in the tennis seeing terrific media attention and success This focus on technology, along with
business are especially fortunate, particular- in attracting new and existing players. the flexible, streamlined nature of the TIA,
ly at this time in tennis’s development. Each But our collaborative spirit in the TIA allows us to get things done quickly. We’re
year for the last four years, this business and the industry as a whole has had other not afraid to take action, to try—or
has been improving—participation is up, benefits, too. For instance, the TIA has adjust—various programs, or to put our
equipment sales are up, play occasions are always seen the value of using research money behind what we think will help
up and there is a lot of positive momen- (facts) to help determine the right direc- grow this sport.
tum. tion for the sport, and we continue to do And importantly, none of this would be
All of this is a testament to the power so. The research we sponsor, with the possible without all of our industry part-
of working together—and that’s the advan- help of all of our partners and members, ners. Yes, the members of the TIA are, on
tage that the Tennis Industry Association goes beyond what any other sport in the the outside, fierce competitors with one
has over many other industries. In the TIA, U.S. is doing. We use the data to better another, but when we come together for
we’ve been working together for many refine our programs, to make course the good of the game, we’re able to put
years—as a group—to develop meaningful adjustments when necessary, to keep this aside any differences or company agendas,
programs and initiatives to grow this sport. sport heading toward a profitable future. and work strategically for the good of
More than any other participation sport in This research is also a vital tool for our tennis.
the U.S., tennis for many years has been member companies who use this market The millions of dollars that the TIA,
developing and strengthening its network. intelligence to make better business deci- USTA, and other partners have put into the
And now, it’s all paying off. sions and monitor the marketplace. collaborative bucket to grow the game has
When I became the volunteer president For many years, we’ve emphasized made a huge difference in the sport, and
of the TIA in January, I was fortunate to using technology to help better your busi- it’s making a difference in your business,
take over the reins of an organization that ness, especially in today’s fast-paced, too. Q
had been well on its way to boosting tennis competitive environment, as the TIA is
participation in the U.S. And some of the way out ahead in terms of what we’ve
latest figures prove that we’re definitely on developed to help service our members
TIA President Dave Haggerty is the
the right track: In the first quarter of 2007, and their businesses. Again, with help CEO of Head USA, President of Penn
tennis racquet shipments to all dealers were from our industry partners, our technolog- Racquet Sports, and on the USTA
up 11.5 percent in dollars and nearly 9 per- ical tools have gone a long way toward Board of Directors. He’s been in the
cent in units over the same period in 2006. increasing awareness of and access to this tennis business for nearly 35 years.
Ball shipments, too, have increased in the sport—whether it’s searching within the
We welcome your opinions. Please email
first quarter 8.7 percent in units. industry on tennisindustry.org; using the comments to rsi@racquetTECH.com or fax
Together with our industry partners and tools and services provided at growingten- them to 760-536-1171.

Racquet Sports Industry

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June 2007

Volume 35 Number 6 $5.00

7 RSI enhances, relaunches website

DEPARTMENTS 26 School Programming

June 2007 RACQUET SPORTS INDUSTRY 3

A Look Into the Future Publishers

R ecently I had the good fortune to address the students

RSI is the official magazine of the USRSA, TIA,and ASBA

4 RACQUET SPORTS INDUSTRY June 2007

DirecTV to Launch Racquet Sports Industry Relaunches Website

When DirecTV launches Tennis

June 2007 RACQUET SPORTS INDUSTRY 7

USPTA Launches Online

Babolat Extends Contract

8 RACQUET SPORTS INDUSTRY June 2007

Industry Continues Bullish Streak Into ’07 Top-Selling Racquets

Tennis Racquet Performance

June 2007 RACQUET SPORTS INDUSTRY 9

Lendl Teams Up with Trion:Z Texas A&M Wins Again at

Own the Zone Offers VibrationDampeners

10 RACQUET SPORTS INDUSTRY June 2007

USTA Honors Junior Tennis’s Seena Hamilton

June 2007 RACQUET SPORTS INDUSTRY 11

USPTA Accepting New Fabric Structure for Tennessee Club

Gamma Debuts named for two of their biggest stars, Maria

12 RACQUET SPORTS INDUSTRY June 2007

Babolat Debuts New USRSA MEMBER CLASSIFIEDS

June 2007 RACQUET SPORTS INDUSTRY 13

14 RACQUET SPORTS INDUSTRY June 2007

SHORT SETS class round-trip air transportation to Paris, 4-

>land,Stringers from the U.S., Brazil, Eng-

> CBS Sports will continue its long histo-

June 2007 RACQUET SPORTS INDUSTRY 15

Bruce Karr (right) receives Rac-

Tennis Resorts Online Travel Website

N.Y.C. Campus Gets Classic Turf Surface

16 RACQUET SPORTS INDUSTRY June 2007

USPTA Magazine Deadline for ASBA

June 2007 RACQUET SPORTS INDUSTRY 17

18 RACQUET SPORTS INDUSTRY June 2007

Calendar information: dates,

20 RACQUET SPORTS INDUSTRY June 2007

Quotes: Adding testimo-

Money: What’s the cost? Any addi- Goals/Objectives: Players want to

cellation policy? an objective for each of your programs

June 2007 RACQUET SPORTS INDUSTRY 21

er’s interest and schedule, you’re only

ESTABLISH THE BENEFIT

22 RACQUET SPORTS INDUSTRY June 2007

Joe Dinoffer is a Master Profes-

June 2007 RACQUET SPORTS INDUSTRY 23

For DuPont and Wal-Mart employees, tennis at top-notch facilities

24 RACQUET SPORTS INDUSTRY June 2007

June 2007 RACQUET SPORTS INDUSTRY 25

28 RACQUET SPORTS INDUSTRY June 2007

June 2007 RACQUET SPORTS INDUSTRY 29

30 RACQUET SPORTS INDUSTRY June 2007

June 2007 RACQUET SPORTS INDUSTRY 31

32 RACQUET SPORTS INDUSTRY June 2007

Equipment 2006, 19 percent of all “purchase occasions”—nearly

Trends The New

June 2007 RACQUET SPORTS INDUSTRY 33

Two indoor court winners provide local players