200507 Racquet Sports Industry

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2005 GUIDETO BALL MACHINESQ Find the right machineQ Generate more revenue

Cut-off lighting systemsprovide all-around solutions

Apparel accessories thatsupply the final touch

Hiring and training for

exemplary customer serviceHelp us find RSIsChampions of Tennis 2005

Q Mobile Tennis Program for Kids

Q Using Lines of Credit

Q The Master Pros Series

Q String Playtest

Q Ask the Experts

Q Tips and Techniques

July 2005

Volume 33 Number 7 $5.00


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DEPARTMENTS

R S I J U L Y 2 0 0 5Contents

July 2005 RACQUET SPORTS INDUSTRY 3

Contents

4 Our Serve16 Focus on Apparel18 Your Finances20 Customer Relations

22 Court Construction

INDUSTRY NEWS7 USTA develops new court color7 Blle de Mtch reports

strong month

7 Mens pro event added to PilotPen tourney

8 Ashaway introduces squashracquet line

8 Classic Turf expands warehouse9 PTR schedules Professional

Development Weekend

9 Gamma offers Tennis AgainstBreast Cancer products

9 Deco installs its first courtsin Australia

10 Roddick selects Babolat shoes

10 Prince O3 website wins award10 WTT, Advanta provide free

racquets for kids

11 Methodist College offers professionaMBA at Pinehurst

14 SGMA lobbies for PEP Bill14 Avenue of Aces paver project

launched

15 USPTA, USTA partner to educategrassroots coaches

24 The Master Pros26 2005 Champions of Tennis42 String Playtest: Unique Tourna Hybrid Poly Gut 1644 Ask the Experts46 Tips and Techniques

48 Your Serve, by Mark Winters

FEATURES2005 Guide to Ball Machines

28 Machine ReadyGenerate more revenue by using your ballmachine to the fullest.

31 Ball Machine SelectorUse our exclusive guide to help you find theright ball machine for your business.

40 Keep It MovingIn Virginia, a mobile program for kids keepstennis rolling along.


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verywhere you turn in this business, youre hit by

research numbersparticipation figures, retail sales

numbers, attendance and TV viewership figures.A recent addition to all the numbers is the SGMA Sports Participation

Trend figures, which indicate that a million more people played tennis in

2004 than in 2003. The criteria of 6 years of age or older, participating at least

once per year, doesnt exactly mean its time to double your racquet order,

but the SGMA says 17.3 million people fit that criteria in 2003, while in 2004

that number jumped to 18.3 million, a 5.9 percent increase.

These numbers are a bit different from the data gathered in the third annu-

al USTA/TIA Tennis Participation Study, which we reported on in the June

issue. The massive USTA/TIA study showed participation in 2004 was rela-

tively flat from the previous three years, at 23.6 million total players (playing

at least once in the past year).

But despite the discrepancies, the SGMA numbers still are a hopeful sign

for the industry, especially when combined with the USTA/TIA study figures

that show there were 5.7 million new players in 2004. And while frequent

players as defined by the USTA/TIA (21 or more times a year) are still a con-

cern at a flat 4.8 million, the participation initiatives of the last few years seem

to be having an impact, no matter whose numbers you look at.

These, of course, are the big numbers, the industry-wide figures that get

quoted in the media, that help determine whether grassroots initiatives to

increase play live or die. What might be more immediate to your business

may be the numbers you can find in the TIAs Cost of Doing Business report.

The recently released CODB tells retailers and facilities in a detailed manner

how they compare to tennis businesses of similar size and type.

For instance the 2005 CODB says that on average, retail shops of 1,000

square feet or more sell 641 tennis racquets each year. Also, 97 percent of all

facilities and shops have a computer, and 92 percent have access to the inter-

net. The CODB also includes data on racquet demo programs (97 percent of

all shops have one), including how much they charge for demos and how long

players can have a demo. This is just a fraction of the data in the CODB that

can help you benchmark your business in key operating areas. (For the full

report, call the TIA at 843-686-3036, or visit www.tennisindustry.org for moreinformation.)

All the numbers we encounter in this business can, at times, seem a bit

overwhelming. But keep in mind, its the numbers that drive this business

and keep us all in business.

Peter Francesconi

Editorial Director

Our Serve

Playing the Numbers(Incorporating Racquet Tech and Tennis Industry)

Publishers

David Bone Jeff Williams

Editor-in-Chief

Crawford Lindsey

Editorial DirectorPeter Francesconi

Associate Editor

Greg Raven

Design/Art Director

Kristine Thom

Assistant to the Publisher

Cari Feliciano

Contributing Editors

Cynthia Cantrell

Rod Cross

Kristen DaleyJoe Dinoffer

Liza Horan

Andrew Lavallee

James Martin

Mark Mason

Chris Nicholson

Mitch Rustad

Drew Sunderlin

Jonathan Whitbourne

RACQUET SPORTS INDUSTRY

Corporate Offices

330 Main St., Vista, CA 92084

Phone: 760-536-1177 Fax: 760-536-1171

Email: [email protected]

Website: www.racquetTECH.com

Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time

Advertising Director

John Hanna

770-650-1102, x.125

[email protected]

Apparel Advertising

Cynthia Sherman

203-263-5243

[email protected]

Racquet Sports Industry (USPS 347-8300. ISSN 0191-

5851) is published 10 times per year: monthly January

through August and combined issues in Septem-

ber/October and November/December by Tennis

Industry and USRSA, 330 Main St., Vista, CA 92084.

Periodicals postage paid at Hurley, NY 12443 and addi-

tional mailing offices. July 2005, Volume 33, Number

7 2005 by USRSA and Tennis Industry. All rights

reserved. Racquet Sports Industry, RSI and logo are

trademarks of USRSA. Printed in the U.S.A. Phone

advertising: 770-650-1102 x.125. Phone circulation and

editorial: 760-536-1177. Yearly subscriptions $25 in the

U.S., $40 elsewhere. POSTMASTER: Send address

changes to Racquet Sports Industry, 330 Main St.,Vista, CA 92084.

4 RACQUET SPORTS INDUSTRY July 2005

E


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he USTA has come up with a new court color scheme

for all courts at the US Open and US Open Series of

tournaments. Starting this year, the colors will be a

blue inner court surrounded by a green outer court.

The new color is designed to heighten the visibility of

the ball for players, fans attending the events, and television

viewers, in addition to providing a signature look and

identifiable link between the US Open Series and the US

Open, the USTA says.

Its the first change of court colors for the US Open since

the event moved to the USTA National Tennis Center in

Flushing Meadows, N.Y., in 1978 from Forest Hills. All

courts at the NTC will continue with a DecoTurf II hardcourt

surface.

The new court colors have been tested and proven to

enhance visibility of the ball for both players and fans, says

Arlen Kantarian, the USTAs chief executive of Professional

Tennis. In addition, it provides an instant visual link between the US Open Series tournaments

and the US Open, helping to create a unified regular season for tennis leading up to the US

Open. The new color debuted in April at the Fed Cup match in Florida (above).

The US Open Series is the six-week summer tennis season of 10 major North American tour-

naments that precede the US Open fortnight.

I N D U S T R Y N E W SI N D U S T R Y N E W S

R S I J U L Y 2 0 0 5


Mens EventAdded to PilotPen TourneyThe USTA purchased the ATP

tournament formerly known as

the TD Waterhouse and com-

bined it with the womens event

in New Haven, Conn., to createthe first combined mens and

womens summer tournament

leading into the US Open. The

new mens tournament will be

added to the existing Pilot Pen

Tennis tournament, the Sony

Ericsson WTA Tour event already

owned by the USTA, and played

in New Haven.

As a result of this acquisition, the

2005 US Open Seriesthe six-

week summer tennis season thatlinks all major ATP and WTA Tour

tournaments in North America to

the US Openwill culminate

Aug. 21-28 at the Connecticut

Tennis Center at Yale University.

The mens and womens winners

of the US Open Series will com-

pete for double prize money at

the 2005 US Open. In addition,

the newly enhanced Pilot Pen

Tennis now will offer more than

$1.2 million in prize money.ESPN2 and CBS Sports will tele-

vise 18 hours of the new Pilot

Pen Tennis event as part of the

100-plus hours of live television

coverage for the US Open Series.

The womens event will conclude

with its traditional Saturday final

on Aug. 27 while the mens final

will take place Aug. 28. The US

Open begins Monday, August 29,

in Flushing, N.Y.

I N F O R M A T I O N T O H E L P Y O U R U N Y O U R B U S I N E S S

lle de Mtch reports that sales in March were the best for the Southern California-based

apparel manufacturer in over three years. The company recently added three to its staff.

Bob Shafer joins the company as national promotions advisor. Shafer has 33 years of

experience in the industry and is a member of the executive board of the Southern California

Tennis Association. He also volunteers his time to the Tennis Industry Association. Currently he

is a new business development consultant for Active Network Inc., a provider of application and

marketing services for participatory activities and nonprofit events.

Shafer resides in Orange Country, Calif., and will concentrate on the West Coast at the start.

Then, he will turn his attention to programs in other sections of the country. He can be reached

at [email protected].

Also, two new sales reps join Blle de Mtch. Bruce Hamlin, an industry veteran who spent

11 years with Wilson, eight years with Head/Penn, and is currently representing Dunlop, will

cover the state of New York. Hamlin has been working the New York metropolitan area for over

25 years in this industry. Wolfgang Jaeger will now add Northern New Jersey and Pennsylvania

to his territory of south New Jersey and Pennsylvania.

Ive known Bruce for a long time. Hes an excellent apparel salesman with great relation-

ships in the industry. Im excited to have someone who really understands grassroots and knows

the key influencers in the area, said Blle de Mtch co-owner and partner John Embree.

Also joining joining the company is Mark Wigley, a sales rep for Tail and Gear for Sports. He

will cover Arkansas and Mississippi from his home base in Ridgeland, Miss. Wigley has been in

sport sales for eight years.

T

B

USTA Develops New Court Color For Open Series

Blle de Mtch Reports Strong March, Adds Staff

FredMullane,Camerawork

s,USA


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J U L Y 2 0 0 5

INDUSTRYNEW

S

Ashaway Introduces Line ofFour Squash Racquets

Ashaway Racket Strings has recently introduced a line of

squash racquets, designed to work with Ashaway's line

of squash strings. The racquets feature three strategic

stringing nodes for enhanced string performance and maxi-

mum kinetic advantage, says the company. The frames alsofeature Full Motion string holes, which Ashaway says allow

the strings to pivot against the outside of the frame, rather

than the inside,

adding up t o 2

cm of active

string length.

The racquets

are available in

four models

Rad 475, Liberty

495, Destiny

490 and Hornet495each with

a frame com-

posed of Carbon

4 and high or extreme modulus graphite. Unlike traditional

racquets with uniform or tapered frame cross-sections, the

new Ashaway squash racquets employ strategically posi-

tioned nodes to boost string performance for optimum

results, says the company.

For more information, contact Ashaway at 800-556-7260

or 401-377-2221, or visit www.ashawayusa.com.

Classic Turf Expands Factory, Warehouse

C

lassic Turf, a manufacturer and supplier of cushioned

sports surfaces, including tennis courts, has expanded its

facility in Woodbury, Conn., in response to a significantincrease in interest in softer surfaces for sports and recreation,

says Classic Turf Founder and President Tumer Eren.

The expansion, which added a 4,000-square-foot struc-

ture to the existing 9-year-old 11,000-square-foot facility,

adds storage capacity for more than 600 rolls of Classic Turf

prefabricated rubber products, Eren says. With our new

warehouse, now we can fill and ship orders immediately,

which means new or renovated courts using Classic Turf

surfaces will be back in service and ready for play fastin

many cases in less than a week, he adds.

For more information, contact 800-246-7951 or 203-

263-0800 or visit www.classicturf.org

National Public Parks Championships In July

The 79th Annual National Public Parks Tennis Championships

will be July 25 to 31 at Scalzi Park in Stamford, Conn. There

is something for everyone, says Tim Curry, president of the

Greater Stamford Tennis Association (GSTA). Its the peoples

national championship.

This year, for the first time, NPPTC adult division players will

be able to earn points toward a USTA national ranking. The event

is a Category II tournament in the Adult Divisions and Level 7 in

Juniors, and it represents the only National Championship for

NTRP players in singles and doubles.

In addition to the adult division (35-and-over to 95-and-over),

competition will include Mens and Womens Open, Juniors (10-

and-under to 18-and-under), NTRP (3.5 to 4.5 singles and dou-

bles, 7.0 to 9.0 mixed doubles), Wheelchair (including up-down

doubles) and Family Doubles (Father-Son and Parent-Child).

Entry deadline for the tournament is Friday, July 15. Entry

fees for Adult, Wheelchair and Family divisions are $40 for sin-

gles and $50 per doubles team; junior competition is $25 for sin-

gles and $30 per doubles team. Proceeds will benefit the GSTAs

Junior Tennis Outreach Program. USTA members may register

online at TennisLink, on USTA.com. The tournament I.D. num-

ber is 450704005. A printable entry form is available at

www.stamfordtennis.org.


NEWS FROM THE

Q Cardio TennisThe first Cardio Tennis Workshop took place at the

USPTA Southern Convention on Hilton Head Island, S.C., in May and

had more than 50 participants. Nationally, nearly 2,000 DVDs have

been distributed to teaching pros and facilities in the initial phase to

get 1,000 quality Cardio Tennis sites ready for this falls launch to

consumers. For more information, visit

www.Partners.CardioTennis.com.

Q Tennis Welcome CentersThe initiative, launched last year, is alive

and well for 2005 with a revamped website that gives facilities the

opportunity to include programming information and receive feed-

back, and sets a standard for quality control. Also, theres a new toll-

free customer service line. More than 7 million national magazine ads

and newspaper inserts hit the streets this spring, along a special ten-

nis insert (1.5 million copies) in USA Today. Hits on the website

www.TennisWelcomeCenter.comhave doubled from the same

period last year.Q TennisConnect.orgWith the goal of connecting players to facili-

ties, programs and each other, TennisConnect.org is designed to get

more people playing tennis. In one recent seven-week period, more

than 100,000 online court bookings took place, and the testimonials

are continuing to roll in on how the player-match engine, court sched-

uler, program calendar and online registration system have been suc-

cessful additions for both members and facility operators.

Q Growing Tennis 50/50This co-op funding program has been

opened up to entrepreneurs promoting new player programs to

adults as well as juniors. The website, www.GrowingTennis.com, has

also been upgraded to include USTA Section news and events.

Q TennisWire.orgFeaturing industry news from TIA members and

affiliates, www.TennisWire.org is expanding its frequency and will be

electronically distributed to more than 12,000 industry contacts, in

addition to tennis writers and publications.


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I N D U S T R Y N E W S


PTR Schedules ProfessionalDevelopment Weekend

The Professional Tennis Registrys annual Professional

Development Weekend will be held in conjunction with

the ROHO/PTR $15,000 Wheelchair Tennis Champi-

onships on Hilton Head Island, S.C., Sept. 22 to 25. The

development weekend is open to all tennis teachers and

coaches, and will be conducted

at the PTR Headquarters.

Courses during the week-

end include Begin-

ner/Intermediate Racquet

Stringing with Fred Romanus

of Gamma Sports and Tennis Club Programming by Larry

Karageanes, Club and Resort Services. PTR Director of

Development Geoff Norton will conduct Team Coaching

Successful Singles and Doubles. Competitive/Situational

Games workshop will be led by PTR International Director

Iaki Balzola. Dr. Bryce Young and Linda LeClaire will pres-

ent a psychology course titled Mastering the Mental Side.

Norton will also conduct Instructing Wheelchair Tennis

102, which is designed for tennis professionals who wish

to earn a wheelchair tennis teaching certification. A Cardio

Tennis Workshop will also be held during the weekend.

For specific dates, times, and prices, or to register, con-

tact 800-421-6289 or 843-785-7244 or register online at

www.ptrtennis.org, or email [email protected] for more

information.

Gamma Offers Tennis AgainstBreast Cancer Products

Gamma Sports has formed a partnership

with Tennis Against Breast Cancer and is

offering a TABC line consisting of a match-

ing Pink Revelation String, Pink Shockbuster,

and Pink Supreme Overgrip. Gamma Sports willdonate a portion of the proceeds from the sale of

each of the TABC products to Tennis Against

Breast Cancer.

The Gamma Pink Live Wire Revelation String

features multifilaments that are fused rather

than bonded together for a firmer yet more for-

giving feel, says Gamma. Revelation String fea-

tures a hard pearl coating on the outer surface to

prevent notching and provide longer string life.

The Gamma Pink Shockbuster is the original

worm-shaped vibration dampener that con-

tacts the critical main strings and dampens vibra-tion with its patented Zorbicon gel-filled design. And the Pink

Supreme Overgrip is Gammas best-selling overgrip, featuring a bal-

ance of tackiness and absorbency, yet is soft and durable, says the

company.

To inquire about becoming a Gamma Sports dealer and distrib-

uting Gammas TABC Products, contact Gamma Sports directly, con-

tact 800-333-0337, 412-323-0335, or email tsr@gamma

sports.com. For more information on Gamma products, visit

www.GammaSports.com.

Slinghopper Launches Rally BagSlinghopper hasintroduced asmaller Rallybag designed tohold 15 balls.Company Presi-dent Paul Tobinsays the smallerbag will allowpros greatermobility while

feeding andplaying. The larg-er version, theSlinghopper Pro,holds 40 ballsand is designedfor ball feeding.For more infor-mation, call 866-434-1600 or visit

Deco Installs Its First Courts Down Under

The Hampton Tennis Club in Melbourne, Australia, recently

installed the first DecoTurf courts in that country. Club

management opted for the four cushioned acrylic courts to

replace the previous clay-like courts.

The membership response to Hampton has been tremen-

dous, a 150 percent increase, says club manager Craig James.

DecoTurf, based in Andover, Mass., is the most widely used

acrylic court surface for professional ATP and WTA tourna-

ments and was recently the

playing surface of the 2004

Olympics.

De coTurf says t heHampton Tennis Club was

attracted to the low main-

tenance of the Deco sur-

face and the products

playability and comfort. DecoTurf can be fine-tuned to provide

the precise speed of play desired, says the company. DecoTurf

has been selected for use at the 2004 Olympic Games in

Athens, Greece, the USTA National Tennis Center, site of the US

Open since 1978, and the 10 US Open Series tournaments.

For more information, visit www.decoturf.com or contact

John G ra ham, director of s ales & ma rket ing , at

[email protected] or 800-DECO-1ST.


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J U L Y 2 0 0 5

INDUSTRYNEW

S


>Amer Sports Corp., which owns Wilson Racquet Sports, has madean agreement with Adidas-Salomon AG to acquire Salomon, includ-

ing the brands Salomon, Mavic, Bonfire, Arc'Teryx, and Clich. The

new businesses supply products and apparel in the winter sports,

bicycle, skateboard, and technical outerwear areas.

> At the winter meeting of the American Sports Builders Associa-tion, the board of directors agreed to establish a separate Turf Divi-sion, which will encompass both synthetic and natural turf

installers. Bylaws and other documentation were being prepared for

possible approval in July.

> The International Tennis Hall of Fame in Newport, R.I., is looking forvolunteers to assist with all aspects of Newport Tennis Week July 4-10,

which includes the Campbells Hall of Fame Tennis Championships and

2005 Hall of Fame Induction Ceremony. Volunteers are needed starting

July 1 through July 11. Apply online at

www.tennisfame.com/Championship/volunteer_form.html or call 401-

849-6053.

> The U.S. drew an away tie against Belgium in the Davis Cup Play-Off Round Sept. 23-25. The winner will qualify for the 16-nation

World Group in 2006; the loser will be relegated to zonal competition.

> On Court with USPTA, a cable TV show produced by theUSPTA, received an award of excellence in The Videographer Awards

2005 competition. The award-winning episode, Fun & Fitness,

aired last April on The Tennis Channel. On Court is a 30-minute

instructional show featuring USPTA-certified pros as guest profes-

sionals. The shows provide instruction about technique, strategy

and other facets of the game, such as fun and fitness.

> The 2005 USPTA Southwest Texas Buying Show will be Aug. 26-27 at the Dallas Marriott Quorum Hotel. For more information, con-

tact Ron Woods at 888-445-0505 or [email protected].

> The Washington Tennis & Education Foundation, which helpsimprove the lives of lower income Washington, D.C., youth through

tennis, education, and life skills activities, celebrated its 50th

anniversary in May.

> The USTA sponsored Tennis Block Parties throughout themonth of May in 16 markets across the U.S. and in Puerto Rico. The

series of tennis festivals, hosted at public parks facilities, were

designed to help increase tennis participation and featured instruc-

tion, interactive games and attractions. Tennis champions such as

Monica Seles, Tracy Austin, Patrick McEnroe, Luke Jensen, and Todd

Martin joined in, as did other celebrities and personalities.

> The Anguilla Tennis Academy is presenting the 2005 CaribbeanCup, an international junior team tennis event held July 27-30 on

the island of Anguilla. Junior teams from around the world are invit-

ed to play in the round-robin format event. This years event will

coincide with the 10th annual ATA Guest Coaches Junior Tennis

Camp. For more information, contact Bill Riddle at 615-243-6698

SHORT SETS

WTT, Advanta Provide Free Racquets for Kids

Advanta's Ready, Set, Racquet! program, established in 2003,

plans to provide a free tennis racquet to each child under the age

of 16 that attends a WTT match this season, July 4 to 24.

The brightly colored racquets, adorned with the WTT and Advanta

logos, come in three sizes. The racquets will include a tennis ball and

will be presented in a customized cover displaying WTT team logos.

The goal of this program is to encourage youth fitness through an

association with tennis. Advanta is the presenting sponsor of the WTT

Pro League and the official business credit card of WTT.

Roddick Selects Babolat ShoesAndy Roddick will be wearing Babolat shoes starting in

early 2006. The former world No. 1, who has been playingwith Babolat racquets and strings since the age of 17,made the announcement recently with Babolat Presidentand CEO Eric Babolat (below, left). Launched in Europe in2003, Babolats line of shoes, equipped with Michelin soles,was developed to meet the specific needs of tennis players,says the company.

Prince O3 Website Wins Award

P

rinces O3 mini site took home the 2005 Internet Advertising

Competition Award from the Web Marketing Association for the

Best Sports Micro Siterepresenting its second victory in theonline arena. Prince began improving its online offerings with the

revamp and relaunch of its principal site (www.princetennis.com) in

2003. That same year, the Prince Sports was recognized with an award

for the Best Sports Web Site by the Web Marketing Association.

Six Inducted Into Collegiate Tennis Hall of Fame

The Intercollegiate Tennis Association inducted six new mem-

bers into its ITA Men's Collegiate Tennis Hall of Fame on May

25 during the NCAA Championships at Texas A&M University.

The Class of 2005 consists of: players Mike Estep (Rice), Sammy

Giammalva (Texas), Paul Haarhuis (Florida State and Armstrong

Atlantic), Jim Osborne (Utah) and John Sadri (North Carolina State),and contributor Frank Phelps (Hamilton College).


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I N D U S T RY N E W S


Methodist College Offers

Professional MBA at Pinehurst

Methodist College in Fayetteville,

N.C., will offer a Master of Busi-

ness Administration degree this

fall at Pinehurst Resort for professionals

in the tennis, golf, and resort industries.

The accredited Professional MBA at Pine-

hurst program is designed to allow stu-

dents to continue their full-time careers

while earning their degree in 24 months.

Classes will be held one weekend a

month at Pinehurst, with supplemental

coursework completed online betweenresidency sessions. In addition to core

courses in each of the recognized busi-

ness disciplines, students will take elec-

tives focused on developing the skills

required to lead organizations. Other

components include an executive

speaker series and the Capstone Expe-

rience, a final project tailored to the stu-

dents experience and career goals.

For more information, contact 800-

488-7110 x.7493, 910-630-7493 or visit

www.methodist.edu/mba.

Corrections The Industry Resources Guide in

the June issue of RSI magazine hadthe address incorrect for ATS. Thecorrect address is: ATS, 200 Water-front Drive, Pittsburgh, PA 15222.

L E T T E R S

Readers Think Its TimeTo the Editor:

I have never heard anyone talk as much sense and hit the nail on the head as Bill

Mountford did in Time for a Radical Change? in the May 2005 issue [Your

Serve]. I have been teaching tennis for more than 25 years in the fashion youdescribe. Finally, there is someone out there who agrees and can put the mes-

sage across to the tennis world. Here in Australia, I see and hear of children reg-

ularly not returning to tennis because they are completely and utterly bored. It

is so obviousbut not many can see. Keep up the fight for the better way.

Phil Hevron

Director of Tennis, Natural Tennis, Attadale, Australia

To The Editor:

I am a teaching pro in Tucson, and Mountford's article is right on target. In the

fall of 2004, I sent an email to the USTA Southern Arizona president concerning

the loss of tennis players in the state. I see that the old way of teaching is not

working. Fun should be the goal of many teaching pros. The problem as I seeit is that many teaching pros teach the same way they were taught. There must

be changes. Lets put the word fun back into tennis.

Don Turner

Gallery Sports Club, Marana, Ariz.

We welcome your letters and comments. Please email them to

[email protected] or fax them to 760-536-1171.

The Real

Venus and

SerenaA six-episodereality TV seriesabout sistersVenus and Sere-na Williams,

titled Venus and Serena: For Real, airson ABC Family beginning July 21. Theshow comes just a few months after therelease of their book, Venus & Serena,Serving from the Hip: 10 Rules for

Living, Loving and Winning, with co-author Hilary Beard.The 144-page bookoffers advice to kids and is published byHoughton Mifflin Books, ($14). Visitwww.houghtonmifflinbooks.com.


14/52

J U L Y 2 0 0 5

INDUSTRYNEW

S


Armstrong Atlantic State (Ga.) shocked

No. 1 BYU-Hawaii, beating the

Seasiders 5-3 in the NCAA Division II

women's tennis final in Altamonte

Springs, Fla. The loss ended BYU-Hawaii's

win streak at 130 matches and its bid for

a fourth straight national title. West Florida

captured its second straight men's cham-

pionship, beating North Florida 5-0.

BYU-Hawaii's 130-match win streak, a

Division II tennis record, was the longest

current win streak in any NCAA sport. The

Trinity (Conn.) men's squash team

reclaims that distinction with its 125 victo-

ries in a row. The all-time collegiate tennis

record for consecutive wins is 137 and

owned by the Division I Miami (Fla.)

men's team (1957-64).

Also, the ITAs national award winners

in NCAA Division II mens and womens

tennis for the 2004-2005 season are:

Men Wilson/ITA National Coach of the Year: Derrick

Racine, West Florida

ITA National Senior Player of the Year: Dante Cipulli,

Southwest Baptist (Mo.)

ITA National Rookie of the Year: Eduardo Pereira,

North Florida

Armstrong Atlantic Ends BYU-Hawaii Win Streak at 130 ITA National Player to Watch: Matias Oddone,

Drury (Mo.)

ITA/Arthur Ashe Award for Leadership & Sports-

manship: Josh Berman, Florida Southern

Women ITA National Senior Player of the Year: Adrienn

Hegedus, BYU-Hawaii

ITA National Rookie of the Year: Julia Gandia,

Clayton (Ga.) College & State

ITA National Player to Watch: Dziyana Nazaruk,

Armstrong Atlantic (Ga.) State


manship: Jessica Broadus, Indianapolis

NCAA Division I WinnersStanford beat Texas 4-0 to claim the

NCAA Division I Women's Tennis Cham-

pionships. The title is Stanford's second

in a row, fourth in the last five years and

14th overall. Today's win also completesStanford's (27-0) ninth perfect season

and is its 56th straight victory.

The ITA also announced national

award winners for NCAA Division I

women's tennis: Wilson/ITA National Coach of the Year: Mark Guil-

beau, Kentucky

ITA National Assistant Coach of the Year: Carlos

Drada, Kentucky

ITA Senior Player of the Year: Megan Bradley,

Miami (Fla.)

ITA Rookie of the Year: Audra Cohen, Northwestern

National Player to Watch: Suzi Babos, California

ITA/Cissie Leary Sportsmanship Award: Kendall

Cline, North Carolina

ITA/Arthur Ashe Award for Leadership and Sports-manship: Aniela Mojzis, North Carolina

NJCAA Division I WinnersIn the Junior College Division, Tyler

(Texas) captured the National Junior Col-

lege Athletic Association (NJCAA) Divi-

sion I women's tennis title in May at the

NJCAA Championships. Its the 13th

championship for Tyler.

The ITA also announced its national

award winners for NJCAA women's ten-

nis: Wilson/ITA Coach of the Year: Glen Moser, John-son County (Kan.) Comm. College

ITA Player of the Year: Loli Gomez, Lee (Texas)

College

ITA Rookie of the Year: Marta Simic, Broward

(Fla.) Comm. College

ITA Player to Watch: Giang Vu, Independence

(Kan.) Comm. College


manship: Natasa Rapo, Rock Valley (Ill.) College


15/52



Maria Sharapovawas named one of People

magazines 50 Most

Beautiful People in the

May 9 issue of the

magazine. Other sportssuperstars to make the

list include English soc-

cer star David Beckham

and Miami Heat guard Dwayne

Wade.

The International Tennis Hall of Famehonored its president, Tony Trabert, in

New York City on May 3 with A Salute

to Tony Trabert at the 21 Club. John

McEnroe emceed the event,

with featured speakers

including Billie Jean King,Dick Savitt, and former

doubles partner Vic Seixas.

It was a 50th anniversary

celebration of sorts for Tra-

bert, a 1970 Hall of Fame inductee who

served up one of the best years in tennis

by an American in 1955, winning the

mens singles championships in France,

Wimbledon and the U.S. That year, Trabert

captured 35 titles and racked up a singles

match record of 104-5.

Butch Buchholz, Jim Courier, YannickNoah and Jana Novotna will be inducted

into the International Tennis Hall of Fame

on July 9 in Newport, R.I.

Amelie Mauresmo of the Dunlop M-Fil3Hundred Tour Team successfully defend-

ed her Italian Masters title in May to claim

her second WTA Tour win of the season

and 17th title of her career.

Fifth-year Ferris State Universitywomen's tennis head coach Dave Ramos

has relinquished his women's coaching

duties and will become the school's

men's tennis head coach. Ramos, who

was a member of the 1995 FSU men's

tennis team, will continue to serve as a

head tennis professional for Ferriss Rac-

quet and Fitness Center, the schools Pro-

fessional Tennis Management program

and direct summer camps. A search is

under way to fill the vacant

women's tennis head

coaching post.

PE

OP L

EWATCH


16/5214 RACQUET SPORTS INDUSTRY July 2005

J U L Y 2 0 0 5I N D U S T RY N E W S

Lander Coach Retires After 31 Years

Joe Cabri of Lander University in Greenwood, S.C., is ending his remarkable 31-year

career as coach of the mens tennis team. Cabri, a member of the NAIA Hall of

Fame, led his team to a record 12 national championships and 23 consecutive

league championships.

Why am I retiring now? asks Cabri, who is also a mathematics professor. Its

for the good of the program. As I look around the nation, I see more top-ranked

schools with young coaches who only coach. There are still a few coaches who teach,but our numbers are falling. With womens tennis on the way [in the fall of 2006], it

is important to have the best possible coach, and that can only happen by attracting

someone who will coach both sports and make a living just by coaching.

SGMA Lobbies Legislators For PEP Bill

Members of the Sporting Goods Manufacturers Association, celebrity athletes,

retailers, phys ed teachers and others went to Washington, D.C., on May 4 to

lobby for the PEP Bill.

The Physical Education for Progress (PEP) Bill is the only federal program that

supports the development and growth of physical education classes in U.S. schools

and community-based organizations. Since its inception in 2001, nearly 500grants have been given to communities totaling more than $250 million. The

money has been spent to train P.E. teachers and purchase more equipment for P.E.

classes.

Now, though, the President wants to reduce funding for the bill by $19 mil-

lionfrom $74 million in 2005 to $55 million in 2006then to eliminate the bill

by 2008.

On May 4, the delegation of celebrity athletes included basketball legend Bill

Russell, NFL Hall of Fame inductee Steve Young, ex-Heisman Trophy winners Her-

schel Walker and Tim Brown, father-son NFL quarterbacks Archie and Peyton Man-

ning, Kentucky mens basketball coach Tubby Smith, tennis champion Stan Smith,

U.S. womens soccer player Heather Mitts, and boxing trainer Teddy Atlas. Two of

the key meetings were held with the Speaker of the House Dennis Hastert (R-IL)and Department of Health and Human Services Secretary Mike Leavitt.

More information is at www.sgma.com.

Avenue of Aces Paver Project Launches

The USTA Tennis & Education Foundation, the charitable and philanthropic entity of the

USTA, has launched the Avenue of Acesa series of personalized pavers that will be

built into a special walkway at the USTA National Tennis Center, home of the US Open.

The USTA T&EF will distribute all proceeds from the sale of the pavers to after-school ten-

nis programs that include mentoring and other educational assistance.

The Avenue of Aces is a tangible way to link the US Open to the benefit of at-risk

children, says Franklin R. Johnson, USTA chairman of the board and president.

Using tennis to enhance the lives of children is one of the key objectives of the USTA

and the USTA Tennis & Education Foundation.

This donor recognition program provides an enduring presence for Foundation

supporters at the National Tennis Center, says Karen Martin-Eliezer, executive direc-

tor of the USTA T&EF. Through their generous support, Foundation donors can help

build lives through tennis and education.

Founder's Court Pavers will be located at the start of the Avenue of Aces near the

East Gate along Louis Armstrong Stadium and anchored by a dedication plaque.

Pavers of various sizes can be purchased for a tax-deductible donation starting at

$1,000. USTA members can purchase pavers for a special price of $750 before June

30. Pavers purchased before July 1 will be in place for the 2005 US Open.

For more information on purchasing part of the Avenue of Aces, visit

www.usta.com or call 914-696-7223.


17/52



USPTA, USTA Partner to EducateGrassroots Coaches

In 2001, the USPTA created a special

membership category for part-

time, grassroots tennis teachers.

Now part-time tennis teachers have a

new mode of entry into the associa-tionthrough USTA Recreational

Coach Workshops.

USPTA offers the Developmental

Coach membership category for people who may already be teach-

ing tennisas high school coaches, at recreational facilities or in

other part-time situationsbut who are not immediate candidates

for careers as full-time teaching professionals. By attending a USTA

Recreational Coach Workshop, these teachers may prove their com-

mitment to tennis teaching and their understanding of basic teach-

ing standards. With completion of the workshop, they are eligible to

become USPTA Developmental Coaches without attending another

workshop.

USPTA Developmental Coach benefits include on-court liability

insurance, four publications, member discounts on educational

materials and events, and membership in the national association

and a regional division.

We are happy to be a partner with USTA as both our organiza-

tions seek to provide education to grassroots tennis teachers, says

USPTA President David T. Porter, Ed.D.

Bahamian Fast Grand Slam

Guests at The Westin and Sheraton at Our Lucaya Beach & Golf Resort on Grand Bahama Island can now play the Fast Grand

Slam of Tennis. The resort offers Rebound Ace, red clay, grass, and DecoTurf, mimicking the surfaces at the Australian Open,French Open, Wimbledon, and the US Open.

To celebrate the new Fast Grand Slam, Our Lucaya is offering an Unlimited Tennis Package through Dec. 31, with nightly rates

that start at $519 at the Westin and $479 at the Sheraton and include accommodations, breakfast, up to three hours of play, a ten-

nis lesson, tennis balls, and beverages. Visit www.spg.com/fastgrandslam for more information, or call 8777-OUR-LUCAYA.

Tennis in Music CityThe 32nd Annual Music City Tennis Invitational, presentedby Mercedes-Benz of Nashville, Tenn., brought out record-ing artists, songwriters, music executives and tennis playersof all abilities to raise money for the Center for Child Devel-opment at Vanderbilt Universitys Childrens Hospital inApril. Taking a break of the on-court action are (from left)country music star Shannon Brown, award-winning com-poser Bobby Etoll, and MCTI co-chairs Patsy Bradley andBill Riddle. (Photo by Teddie St. John)


18/52

F O C U S O N apparel

Accessories That Supply the Final Touch

/

ound out your inventory and stock up on acces-

sories that not only complement an outfit, but

multi-task as functional pieces as well. Here are

R


ELLESSEEllesse sports the basic but stylish black and white look for the tennis

traditionalist with their recognizable logo on caps ($20), visors ($14),

wristbands ($7), and headbands ($9). (561-491-9000 or

www.ellesse.com)

BLLE DE MTCHBlle de Mtchs fun hats and visors are fashion-forward, flexible, and

lightweight, from the Hey Baby Hey hat ($22) with its meshy designand Velcro closure to the Yippee Da-Bomb hat ($24), featuring the

advanced technology of Flex-Fit. (800-356-1021)

LEJAYLejay brings its own brand of fun, class, and glam to its kelly

green and white twill visors and caps, which coordinate with

the Racqueteers line of clothing. This emerald Swarovski crys-

tal-trimmed headwear retails for $22. (800-932-7535 or

www.lejay.com)

some quick buys that can give your customers items

they might not think about, and can help boost your

bottom line.

TAILThe Cosmic Tech Group features go-with colors from Tails

current lines. The visors ($18) and caps ($22) are a combo

lycra jersey and nylon; the wristbands ($7) are a breathable

cotton-nylon-spandex combination. The carry-along tote,

which retails for $42, also picks up the new colors. (800-

678-8245 or www.tailinc.com)


19/52


20/52

YOUR finances$

Among the most basic types of credit

used by any racquet sports business

is the line-of-credit or revolving loan.

Probably the shortest short-term financing

offered by banks, a line-of-credit is just

that, a loan agreement with the paper-

work and approval process already com-

plete. Many retail shops and tennis

facilities rely on a line-of-credit or revolv-

ing loan arrangements to help bridge the

inevitable slow periods or cash shortfalls.

A recent study conducted by the Gen-eral Accountability Office, Congresss

watchdog, recently discovered that banks

have promised to make over $1 trillion in

credit available to businesses. Although

the GAOs study found that banks may

not always properly account for those

commitments, no evidence was discov-

ered to indicate that banks systematically

underpriced these arrangements. Unfortu-

nately, fees for line-of-credit and revolving

credit arrangements may soon increase as

the effects of an international bankingaccord kick-in.

A LINE OF CREDIT

A line of credit is an agreement between

a commercial bank and a business that

states the amount of unsecured, short-

term credit that the bank will make avail-

able to the business should it need it. A

line of credit is not a guaranteed loan. It

typically represents a one-year agreement

that if the bank has enough available

funds, it will allow the tennis business to

borrow the maximum stated amount of

money.

A line-of-credit arrangement helps

speed the borrowing process for all con-

cerned because the bank does not have

to examine the creditworthiness of the

tennis business each time it borrows

money.

Similarly, a revolving credit agreement

is simply a guaranteed line of credit. The

bank guarantees that the amount shown

on the credit agreement will be available

to the business. For guaranteeing avail-


Credit Lines: Peace of Mind

for Your Business B Y M A R K E . B A T T E R S B Yability, the bank usually charges a com-

mitment fee, which applies to the unused

balance of the revolving credit agree-

ment. Interest is charged for the periods

between when the funds are drawn

upon and when they are repaid.

LINE-OF-CREDIT

LOANS

According

to many

experts,the most use-

ful type of loan for

many small retail shops is

the line-of-credit loan. In fact, its

probably the one permanent loan

arrangement every racquet sports busi-

ness should have with its banker, since it

protects the borrower from emergencies

and stalled cash-flow. Call it a line-of-

credit, a revolving credit arrangement,

check guarantees, or whatever, line-of-

credit loans are intended for purchases of

inventory and payment of operating

costs, for working capital and business

cycle needs. These loans are not intended

for purchases of equipment or real

estate.

A line-of-credit loan is a short-term

loan that extends the cash available in

the tennis businesss checking account to

the upper limit of the loan contract. Every

bank has its own method of funding, but

essentially, an amount is transferred to

the operations checking account to

cover checks. The business pays interest

on the actual amount advanced until it is

paid back.

In many cases, line-of-credit loans

carry the lowest interest rate that a bank

offers since they are viewed as fairly low-

risk. Some banks include a clause that

gives them the right to cancel the loan if

they think a business is in jeopardy. Inter-

est payments are made monthly and the

principal amount is paid off at the busi-

nesss convenience.

Banks often refer to these loans as a

revolving line of credit. A number of

experts feel that it is prudent to make

payments on the principal often. They see

these accounts and the re-payments as

an indication that the retail shop or ten-

nis facility is earning income.Many line-of-credit loans are written

for periods of one-year and are usually

renewed almost automatically for an

annual fee. Some banks require that the

operations credit line be fully paid off for

between seven and 30 days each con-

tract year.

Its difficult to put a value on the

peace of mind that having funds available

whenever they are needed can bring. So,

too, is it difficult to put a price on the

flexibility having a line-of-credit loan in

place can bring. Unfortunately, an inter-

national banking accord may soon have a

noticeable impact on the fees charged for

line-of-credit loans and other financial

transactions by many banks.

GLOBAL CHANGE

For years, banking regulations allowed

bankseven enouraged themto offer

short-term credit facilities such as so-

called 364-day lines. Because banks

were not required to maintain capital

reserves against these less-than-one-year


21/52July 2005 RACQUET SPORTS INDUSTRY 19

Mark E. Battersby is a tax and financialadvisor, lecturer, writer and author inArdmore, Pa.

loans, they were frequently offered at

extremely attractive rates. In fact, many

banks use them as loss leaders to attract

new customers, and many small business

owners depend on them as economical,

readily-available standby credit.

Unfortunately, thanks to the adoption

of a new international banking accord

called Basel II, and its requirement thatbanks must start setting aside capital

against these short-term loans in 2007,

the glory days of this short-term financing

may be limited. Experts warn that small

businesses should think about the conse-

quences now, because banks may seek to

pass on costs through the increased

expenses clauses that most loan agree-

ments contain.

There is increasing evidence that in

some casesparticularly if you happen to

be a small or mid-size business or your

credit rating is either non-existent or has

seen better daysthe bottom-line for

Basel II could amount to tighter credit

and higher rates.

Here in the U.S., banking regulators

have decided to apply Basel II on a

mandatory basis only to the countrys

largest, internationally-active banks.

When all is said and done, it is estimated

that only the 20 largest U.S. banks will

switch to the new system. This leaves

many banks to use current capital

requirements.

Quite apart from the impact on the

cost to borrowers, Basel II will also alter

the way that the cost of capital is calcu-lated for virtually every kind of risk

encountered by a bank, including opera-

tional risks such as fraud, and consumer

risks such as mortgage, credit card, and

personal lending. For some banks, this

will impact on their ability to lend. Every

retailer and facility operator should be

aware of this and negotiate with Basel II

in mind. Or, perhaps, find a bank that

has chosen not to comply with Basel II.

GOING LOCAL

With major banks either on the verge of

restricting or compelled to increase the

cost of line-of-credit arrangements, many

tennis businesses are turning to commu-

nity banks. According to the Independent

Bankers Association of America, in fact,

in todays banking climate it is often easi-

er to get start-up loans and other basic

short-term financing from community

banks.

Thats not to say that financing is eas-

ier at a community bank. Your business

will still have to meet the same credit and

collateral requirements demanded by

larger banks. Community banks, howev-

er, can be more flexible and are more aptto make so-called character loans,

where the banker already knows the

owner and/or the business.

Not all banks will have the same level

of fees, so it may pay to shop around.

Even if no line-of-credit loan is needed

immediately, it is often wise to talk to a

banker about how to obtain one now.

Usually, to negotiate a credit line, a

banker will ask for current financial state-

ments, the operations latest tax returns,

and a projected cash-flow statement.

With a line-of-credit loan in place,

youll discover just how little it costs for

peace of mind. Q


22/52

RELATIONScustomer

y all accounts, Kirsten Mendoza

(right) is the ideal front-desk person.

Her colleagues respect her, her boss

relies on her, the club members

love her.

The attributes that

make her respectable,

dependable, and

lovable were

imbued in her long

before she came to

the PGA West

Health & Racquet

Club in La Quinta, Calif.

While Kirstens boss, club manager Debbie

Douglass, cant take credit for those

strengths, she and Kirstens colleague,

Evelina Madrigal, can be credited with a

home-run hiring decision.

Kirsten brings the right attitude to

work every day, explains Douglass.

Shes happy, positive, well-organized,

and bright. She genuinely cares about her

co-workers and our members. Shes com-

pletely service-oriented. You cant train

someone to care. They either bring it or

they dont.

You dont have to visit many clubs

and shops to realize that a service orienta-

tion is a hit-or-miss proposition. Kurt Kam-

perman, the USTAs chief executive of

Community Tennis, is quite concerned

about the inconsistencies in tenniss cus-

tomer service.

Last year, we had over 4,000 Tennis

Welcome Centers in place throughout thecountry, Kamperman says. In doing our

follow-up secret shopping, we found a

profound inconsistency in the telephone

skills, program knowledge, and attitudes

of the front-desk personnel. If we want

new players to feel welcomed to our

sport, we have to do a better job hiring

and training for better customer service.

Short of cloning and placing a Kirsten

Mendoza in every tennis shop and club,

how can the industry raise its customer-

service game? Front-desk jobs typically

offer part-time hours, low pay, and little

investment from both the employer and

the employee. But the people who work

the front desk are hugely powerful in

shaping your customers perceptions and

experience with your facility. So, how can

you make home-run hiring decisions?

LOOK FOR THE SPARKLE

You want to populate your front desk

with people persons. They smile easily

and often. They look you squarely in the

eye. They listen well. They ask questions.

Theyre friendly and outgoing. If youre

not getting that in the interview, dont

expect a personality transplant once they

get behind the front desk. Just as you

cant train someone to care, you cant

train them to be friendly and outgoing,

either.

MAKE IT A TEAM EFFORT

The folks at your front desk have to work

as a team, so why not give them some

input during the hiring process? Good

chemistry behind the front desk typically

results in the most positive approach to

customers, so let the team interview

potential candidates and give you feed-

back. Chances are, youll rely on your

existing staff members to help develop

and train your new employee, and they

know what your expectations are. So, let

them provide you with some insight as

youre interviewing candidates.

Furthermore, you might rely on your

existing front-desk staff to recommend

their own colleagues. At PGA West,

Kirsten Mendoza was brought in by her

friend, Evelina Madrigal. I knew shed fit

in well here, says Madrigal. I knew

shed do a good job and that shed blend

well with the rest of our team.

INTERVIEW

MORE THAN ONCE

Anyone can turn themselves on for one

interview. Narrow your candidate pool to

the top few, and bring each one back for

another look. Specifically, look for consis-

tency in answers and behavior from one

interview to the next.

CALL THE

CANDIDATES AT HOME

Answering the phone is a big part of a

front-desk role. By calling your candi-

dates, youll get a feel for how they pro-

ject themselves over the phone. Listen for

whether they can convey their smile and

personality and positive energy when

they dont have the benefit of face-to-

face contact.

DONT JUST

FILL THE POSITION

When youre short-handed at the front

desk, its tempting to just find a personanypersonto fill the spot. Resist. While

the employee might only work part time

or on a temporary basis, he or she is cru-

cial to your customers perception. Take

the time to make a careful hiring deci-

sion, even if you have to be short-staffed

in the meantime.

Once youve put a customer service

A-team at your front desk, its important

to manage and reward the team for pro-

viding great service consistently. I make

sure our front-desk staff knows exactly


Hiring and Training for Exemplary

Customer ServiceB Y J I L L F O N T E

B

3


23/52

what we expect, says Douglass. It can

get pretty hectic in here with players

checking in for courts, people arriving to

work out, phones ringing, and all the dis-

tractions in the background. But each

member deserves to be serviced by some-

one who can provide full attention. I

make sure our staff knows that ourmembers and guests must be their No. 1

priority.

Specifically, if you expect your front-

desk people to look up, smile, and greet

your customers (preferably by name), say

so. And, when you see them complying,

make sure they know youve noticed.

Maybe you want them to transfer

calls a certain way. May I place you on

hold while I transfer your call? is certain-

ly more service-oriented than, OK, hang

on a sec. If youd prefer they use specificlanguage during their telephone interac-

tions, say so.

If you want them to acknowledge

customers as theyre leaving your club or

shop, say so and give them the language.

Bye, Mr. Smith. Have a great day! or

Thanks for coming in, Sally! provides

one more opportunity to show that cus-

tomer that he or she has been noticed.

In short, even if youve hired right,

dont leave customer-service behavior or

language to chance. Teach your front-

desk staff how and when to acknowl-

edge your customers.

Unfortunately, Kirsten Mendoza cant

be cloned, but as a manager, you can

hire, train, and reward so the industry-

wide effect on customer service is the

same. As the industry looks for ways to

increase participation, keeping a watchful

eye on the front desk is a good place to

start. Q


Jill Fonte is a speaker

and trainer specializ-ing in managementand customer service.She is a frequent pre-

senter at tennis con-ventions andworkshops through-out the U.S. An avid,frequent tennis play-

er, she is the former executive directorof the USRSA and currently serves thetennis industry as Prince's ambassadorand as the chair of the USTA's National

Tennis Innovation Committee.


24/52

THE master pros

Pumping Up the Vital SignsWith decades of service to recreational players, Kirk Anderson says

the game is giving back to him.

After being told he was ineligible to play

college tennis because he had taught

the sport at a summer camp, Kirk

Anderson says he dedicated his career to

becoming the best teaching pro he could

be. He recently took another step toward

achieving that goal by becoming one of

only six teaching pros in the world to hold

the Master Profes-

sional rating from

both the PTR and

the USPTA.

It hasnt sunk

in yet, says 54-

year-old Anderson

of New Fairfield,

Conn., who recent-

ly added the PTRrating to the one

he has held

through the USPTA

for more than a

decade. The more

you do and the

more you partici-

pate, the better teacher youll be. This

[training] is just another way the game

gives back to you.

While the USPTA and PTR each require a

combination of playing ability, teaching

skills and experience, published research

and communications, professional develop-

ment and industry service, both organiza-

tions Master Professional designations

recognize individuals who have made sig-

nificant contributions to the game through-

out their career.

Its tough to achieve, says USPTA

Director of Certification R.J. Tessier. Kirk is

a hard worker. Youve got to give him

credit.

Kirk has earned this, agrees Geoffrey

Norton, director of development at the

PTR. He has tons of energy and unbeliev-

able dedication. Hes the kind of guy who

keeps plugging away until he nails it.

After graduating from Western Michigan

University with an undergraduate degree in

health and physical education in 1973,

Anderson taught tennis at park and recre-

ation departments, clubs in Michigan and

Ohio, and a

resort in Hawaii.

He returned toWestern Michi-

gan University,

earning a mas-

ters degree in

exercise science

in 1985, and

held positions

with the USPTA

and Head/Penn

Racquet Sports.

Formerly the

USTAs nationaldirector of com-

munity play,

Anderson says he

recently carved

out the position

of my fondest

dreams at the

USTA national headquarters.

As USTA director of recreational coaches

and programs, Anderson provides services

and resources nationwide to coaches and

tennis leaders involved in recruiting and

retaining players. While Little League and

youth soccer programs are supported by

about 300,000 volunteer and parent coach-

es, Anderson bemoans the limited impact of

the countrys 15,000 teaching pros for 5.9

million new tennis players and 4.2 million

who returned to the game in 2004, accord-

ing to the participation survey conducted by

the USTA and Tennis Industry Association.

We need more paramedics to get local

tennis programs started and keep the vital

signs going, Anderson says.

Before that can happen, however, he

B Y C Y N T H I A C A N T R E LL


warns a cultural change is needed. Where-

as kids get involved in sports like baseball,

soccer, and football through teams, the

perception of tennis players needing

lessons limits participation, according to

Anderson.

I ask park directors and managers, Do

you offer baseball lessons? and they look

at me like I just landed on the planet,

Anderson says. I drive by Little League

games and only one or two kids can really

play, but they practice as a team and by

the time theyre older theyre pretty good.

Meanwhile, the parents are organizing and

coaching games and running the conces-

This is the first of six installments on

the teaching pros who hold Master

Pro certifications from both the PTR

and the USPTA.

Helping to GetParents InvolvedAs the USTAs director of recreational coachesand programs, Kirk Anderson encourages par-

ents and other volunteers to get involved in

teaching and coaching players at the recre-

ational level. The USTA, in cooperation with

the USPTA and PTR, offers a training program

to help develop recreational coaches nation-

wide. Upcoming workshops include:

Q San Juan, Puerto Rico: Aug. 20-21, 8 a.m.-3

p.m. Free

Q Costa Mesa, Calif.: Aug. 26, 11 a.m.-5:30

p.m. $25; $30 after Aug. 1

Q New Haven, Conn.: Sept. 11, 9 a.m.-4 p.m.

$40; $50 after Aug. 1 (includes lunch)

Q Bayamon, Puerto Rico: Sept. 24, 8 a.m.-3

p.m. $35

Q Vero Beach, Fla.: Oct. 11, 9 a.m.-3 p.m. $30

(includes lunch)

For more information about 2005 USTA

Recreation Coach Workshops, visit

www.usta.com. To learn how your park and

recreation agency can host a workshop, con-tact Jason Jamison, USTA product manager,

recreational coaching, at 623-374-4905 or

[email protected].



sions. Why cant we do the same with tennis

programs?

To boost youth and parent coach participa-

tion levels, Anderson endorses teaching tennis

in the context of match play, rather than per-

fecting strokes independently of one another.Slower, lighter balls currently being produced

give new players more control and time to get

to the ball, while modified courtspositioning

players simultaneously from the baseline to

the fence, baseline to service line, and service

line to net, for examplecreate more oppor-

tunities for players to stay active rather than

waiting for a turn to hit.

Our goal is teaching players to serve,

return, rally, and score in the first hour,

Anderson says. While technique is important

at all levels, he adds, kids just want the gameto be fun. Adults prefer more structure, and

seniors look for clinics that are social, active

and low-stress.

The way things are now, a few players

become champions, but we lose everyone

else, Anderson says. Thats not good

enough.


26/5224 RACQUET SPORTS INDUSTRY July 2005

ANNUAL awards

Wed like your help in recognizing the people and organizations that are

making a difference in the business of tennis.

nce again, wed like to honor the

champions of our sportthe

many, often unheralded heroes

who work tirelessly to develop tennis in

the U.S. But once again, we need your

help in identifying these men and

women, businesses and organizations,

and how their accomplishments have

helped the game, whether in their local

areas or nationally.

Please take a look at the categoriesat the right and email your nominations

to [email protected] (please put

Champions in the subject line).

Include:

Q Nominees name;

Q Where they work or what they do

related to tennis;

Q Phone (if possible);

O

Persons of the Year2004: Arlen Kantarian

2003: Jim Baugh & Kurt Kamperman

2002: Alan Schwartz

Mass Merchant/Chain of the Year

2004: City Sports

2003: Sport Chalet

2002: Dicks Sporting Goods

2001: Galyans

Municipal Facility of the Year

2004: Lexington County Tennis Complex

2003: Midland Community Tennis Center

2002: Cooper Tennis Complex

2001: George E. Barnes Tennis Center

Pro/Specialty Retailer

2004: Players Choice Tennis

2003: Advantage Yours

2002: Chicago Tennis & Golf

2001: Dale Queen

Private Facility of the Year

2004: Indian Creek Racquet Club

Champions of Tennis Honor Roll Private Facility of the Year cont.2003: New Albany Country Club

2002: Woodfield Country Club

Builder of the Year

2004: Zaino Tennis Courts

2003: General Acrylics

2002: Cape & Island Tennis and Track

2001: Welch Tennis Courts

Sales Rep of the Year

2004: Dustin Perry

2003: Bob Strimel

2002: Bob Pfaender

2001: Sheri Norris & David Blakeley

Grassroots Champion

2004: Gwen & Dan Ramras

2003: Scott Biron

2002: Mark Platt

2001: Donna Owens

Junior Development Champion

2004: Emma Hubbs

2003: Phyllis Greene

2002: LaMont Bryant

2001: Ned Eames

Champions of Tennis 2005

Q Brief description of why you believe

they are the champions in their areas.

Wed also appreciate your name and

contact information, for confirmation

purposes only. All nominations will be

confidential, and you may nominate for

as many categories as youd like. And, if

theres a category that we dont list that

you think we should include, please let

us know.

We need your nominations byAug. 5, 2005. Email is preferred, but you

may fax them to 760-536-1171 or mail

them to: Racquet Sports Industry, 300

Main St., Vista, CA 92084.

In our November/December issue,

well include a special section acknowl-

edging the dedication of those who

work to keep tennis vital in the U.S.

2005 CHAMPIONS OF

TENNIS CATEGORIES

Q Person of the Year

Q Pro/Specialty Retailer of the Year

Q Mass Merchant/Chain Retailer of the Year

Q Builder/Contractor of the Year

Q Municipal Facility of the Year

Q Private Facility of the Year

Q Sales Rep of the Year

Q Stringer of the YearQ Grassroots Champion of the Year

Q Junior Development Champion of the Year

Q Wheelchair Tennis Champion of the Year

Q USTA Section of the Year

Q Community Tennis Association of the Year

Q PTR Division of the Year

Q USPTA Division of the Year

Wheelchair Tennis Champion

2004: Julie Jilly

2003: Dan James2002: Tina Dale

2001: Nancy Olson

USTA Section of Year

2004: Pacific Northwest

2003: Southern

2002: Northern

2001: New England

CTA of the Year

2004: Pikes Peak CTA

2003: Milwaukee Tennis & Education Foundation

2002: Macon Tennis Association2001: Homewood-Flossmoor

Stringer of the Year

2004: Randy Stephenson

PTR Division of the Year

2002: Eastern

2001: New England

USPTA Division of the Year

2002: Midwest

2001: Texas


27/52


28/52

nently post a picture of the new machine in your facility,

describing all the bells and whistles. Then offer to pre-sell

blocks of time using the machine at a substantial discount. Try

offering six- and 12-month blocks of time during specific

hours of the day.

Lesson PackagesEvery coach will agree that to increase student improvement,

you should get him or her to practice in between lessons on a

ball machine. The first step is to use the ball machine regular-

ly during the actual lesson. The second step is to include

scheduled ball machine rental time within the lesson package

itself. The result will be ball-machine practice in the lessons

and in between lessons. Then, once they see the benefits of

this type of drilling, offer additional ball machine rentals at a

discount for their on-going use.

Weekly Ball Machine ClinicsTo generate excitement about ball-machine use, schedule a


all machines are one of the most underused assets at

tennis facilities across the country. While the benefits

of ball-machine use are broadly understood, only a small

percentage of teaching professionals, tennis coaches, and

facility managers use them regularly. Not only are your

players missing out on a great chance to improve their

games, but also youre missing out on a potential revenue

stream.

Consider this: In a normal tennis match, you hit the ball

about 150 times per hour. But against a ball machine throw-

ing the ball every 4 seconds, youll hit about 650 balls in an

hour, including down time for ball pick-up. In addition to

using ball machines in lessons and renting your machine to

players for regular practice, here are 12 ideas to get more

bang from your machine.

Ball Machine Fund-RaisingIf you want to raise money for a top-flight ball machine in

advance of purchasing it, heres a winning idea. Promi-

B

G U I D E T O B A L L M A C H I N E S

Machine

READY!Generate more revenue by using your ball machine

to the fullest.Generate more revenue by using your ball machine

to the fullest.

Machine

READYB Y J O E D I N O F F E R



weekly drop-in ball-machine drill session. Its a great way

to introduce and get players hooked on training with ball

machines. But be careful, you may find this weekly ses-

sion becoming so popular that youll have to purchase

extra machines!

Ball Machine Mini-LessonsIt happens all the time. A recreational player rents themachine and ends up enthusiastically getting a great

workout, but practicing the wrong technique! How about

promoting a 10- to 15-minute Mini-Lesson at a nomi-

nal cost for the beginning of their one-hour ball machine

rental? The benefits are tremendous: The coaches can

develop relationships with more players, it generates

increases in overall lesson taking and, most important,

its a unique service that really helps players improve.

Target Training Services

Players renting ball machines are the cream of thecrop, those dedicated souls who are self-disciplined and

highly motivated. How about charging 10 percent more

for all ball machine rentals? Then, have a staff member

go on the court with the player to set up a target system

for theman air target, ropes, rubber lines, cones, or

whatever you want to help them become more visually

focused during their workout. They will really appreciate

this extra touch.

High-VisibilityCourt for Ball Machines

This little trick works wonders to generate increased ball-machine interest and use. Instead of setting up your ball

machine on a back, low-visibility court, how about

putting it up front, on the most visible court of your facil-

ity? Another benefit besides generating increased

onlooker interest is that it allows your staff to notice and

quickly respond whenever a user may need assistance.

Use Videos toGenerate Ball Machine InterestAlmost every facility has a public area where players con-

gregate or at least pass through. In this lounge or pro

shop area, try playing various videos to generate and

increase interest in a specific program. For example,

how about playing the popular ball-machine drill video

Millennium Tennis to generate interest in ball-machine

use? Just remember to put a sign by the TV and VCR with

a catchy phrase like: Ball Machines are the No. 1 train-

ing partner in the world. Contact the front desk to

arrange a convenient time for both of you!

New Member PerkIf you work at a country club or facility charging initiation

fees and dues, try offering an incentive or perk to new

members. In addition to the typical 30-minute introduc-

tory lesson, how about a one-month or three-month pass

for ball-machine use. But remember, its not enough to

hand new members a piece of paper, call them to set up

a time for their first ball-machine session to make it a

friendly first experience.

Rent 10 Times, Get 11th FreeThis basic but consistently winning promotional idea caneasily be adjusted to all situations. For ball-machine

rentals, simply promote that a certain amount of rentals

entitles the player to one more rental free. Options to

this would include the reverse: Take 10 lessons and

receive a ball machine rental free. Just use a little cre-

ativity and the interest you can generate will be signifi-

cant.

Team RentalsPractically every club or facility has teams: womens

teams, mens teams, junior teams, and so on. The attrac-

tion of these teams is the fun that comes from groupinteraction. How about extending that fun to ball-

machine rentals with a group rental program? For exam-

ple, have a league team rental price that would allow any

member or combination of members to rent the

machine. Its a winning idea thats sure to generate some

enthusiasm along with additional income.

Ball Machine RafflesRadio promotions use it all the time. You know, the sixth

caller receives a trip to Hawaii. Well, forget Hawaii, but

how about promoting that the sixth person to sign up for

a clinic or the sixth person to have their racquet restrungin a certain month gets a free ball machine pass. This

promotional idea is very versatile and can help put some

added pop into any program.

Beat the MachineAt a club party or special event, put your machine on

your highest visibility court and play Beat the Machine.

Just divide players into A, B, and C groups. Create three

target areas, appropriately challenging for each level.

Have each person hit 10 balls. Offer prizes if they hit

eight out of 10 in the target for their level of play. Have

them pay $10 to enter and give them a gift certificate in

the pro shop for $20 if they win.

But, heres the way you can guarantee that a lot of peo-

ple sign up for the challenge. Even if they lose, give them

a gift certificate for $10 in the shop. This way, everyone

wins and since you have double mark-ups on most pro

shop items, there is no risk on your part, either. Q

Joe Dinoffer is a Master Professional for both the PTR andUSPTA. He speaks frequently at national and international ten-nis teacher workshops as a member of both the Head/Penn and

Reebok National Speakers Bureaus. He is president of OncourtOffcourt Inc. and has written 16 books and produced morethan 30 instructional videos.


30/52



o matter what kind of facility

you have, a ball machine

should be a key component of

your business. While you may be

put off by the initial investment,

youll make that money backandmuch morewhen you have a ball

machine available for your mem-

bers and students. For example,

you can let players rent time on

the machine by themselves, freeing

up teaching pros to work on other

courts, or you can use the

machine to spice up clinics by

working alongside the pro.Whether youre part of the Tennis

Welcome Center initiative or not,

as more students come into the

game, theyll be looking for ways

to hone their strokes, and thats

what a ball machine will provide,

while keeping them on your courts.

(For more on making money with

ball machines, see page 26.)

Our 2005 Guide to Ball Machines

has all the information you need to

help you find the right machine for

your business. The Ball Machine

Selector on page 30 charts all the

machines available today and what

features they offer. Keep in mindthat with ball machines, there are

a lot of things that you can change

about the unit at the time of pur-

chase or later. In our chart, weve

listed the specs and prices for the

most basic model of each machine.

Then, if options are offered, weve

listed the additional cost of adding

that feature.

2 0 0 5 G U I D E T O B A L L M A C H I N E S

BALLMACHINE

SELECTOR

N

BALLMACHINE

SELECTOR


32/52


PROPULSION

Twins Lease $900/Month Full 20"x26"x40" 200 140 X 0.25 - 4 100 X X X

Economy Ball Bucket 202 $469 2 12" x 12" x 27" 50 20 X 3, 6, 12 55 X X $50

Ball Bucket 201 $549 2 12" x 12" x 31" 50 28 X 3, 6, 12 55 X X $50

Hybrid Model 301 $689 2 36" x 13" x 21" 150 31 X 3, 6, 12 70 X X $50

Tournament 401 $789 2 36" x 13" x 21" 150 32 X 3, 6, 12 70 X X $50Elite Model 1 $1,049 1 24" x 16" x 19" 150 42 X 2 - 12 80 X X X

Elite Model 2 $1,299 1 24" x 16" x 19" 150 44 X 2 - 12 80 X X X

Portable $1,495 1 19" x 21" x 25" 200 65 X 1 - 10 80 X X X

BP-X $2,995 3 35" x 21" x 38" 200 115 X 1 - 10 90 X X

Ace $3,169 3 35" x 21" x 38" 200 115 X 1 - 10 90 X X X

Smash $3,995 3 35" x 21" x 38" 300 115 X 1 - 10 90 X X X

Deuce $4,995 3 35" x 21" x 38" 300 115 X 1 - 10 90 X X X

Genie $5,995 3 35" x 21" x 38" 300 115 X 1 - 10 90 X X X

Genie PC $7,995 3 35" x 21" x 38" 300 115 X 1 - 10 90 X X X

Grand Slam $7,495 3 35" x 21" x 38" 300 125 X 1 - 10 120 X X X

Grand Slam PC $8,995 3 35" x 21" x 38" 300 125 X 1 - 10 120 X X X

Little Prince Portable Model 1 $699 1 19" x 17.5" x 18" 250 29 X 2 - 7 60 X X

Little Prince Portable Model 2 $949 1 19" x 17.5" x 18" 250 34 X 2 - 7 60 X X

Prince Portable Model 1 $1,099 1 19.5" x 16" x 21.5" 300 48 2 - 13 80 X X X

Prince Portable Model 2 $1,299 1 19.5" x 16" x 21.5" 300 48 X 2 - 13 80 X X X



Prince Surefire $2,995 3 35" x 25" x 50" 250 87 X 1.5 - 8 90 X X X

Prince Hot Shot $3,595 3 35" x 25" x 50" 250 87 X 1.5 - 8 90 X X X

Prince Prodigy $4,995 3 31" x 26" x 56" 250 143 X 1.5 - 8 90 X X X

Big SAM $29,999 1 60" x 48" x 108" 200 398 X 2 - 20 100 X X X X

Boomer $14,450 1 38.5" x 31" x 21.5" 300 124 X 10-Jan 100 X X X

Ultra Lite $699 1 22" x 18" x 14" 200 35 X 1.0 - 15 95 X X X

Sport $849 1 22" x 18" x 14" 200 46 X 1.0 - 15 95 X X X

Pro $1,099 1 22" x 18" x 14" 200 48 X 1.0 - 15 95 X X X

Ace Attack $5,499 1 34" x 53" 200 150 X 1.5 - 12 110 X X X X

Lobsterwww.lobsterinc.com800-526-4041

Playmatewww.playmatetennis

machines.com800-776-6770

Princewww.mastersports.com800-837-1002

Silent Partnerwww.sptennis.com

800-662-1809

Sp

inn

ing

Wh

ee

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ropu

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Pressure

Propu

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n

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din

gInte

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econ

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Speed

(MPH)

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We

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(lbs)

Dimensions(Storage inches)

Warranty(years)

Price(MSRP)ModelBrand

Sports Attackwww.sportsattack.com

800-717-4251

2 0 0 5 G U I D E T O B A L L M A C H I N E S

Global TennisTeaching Systemwww.globaltennisteaching.com561-243-9522

Robot Optimizerswww.tennisrobot.com

888-8BOOMER

Able

toF

eed

Sid

esp

in

*Other Optional Accessories

1 - Spin Adaptor $50

2 - Fast Charger $99

3 - 3 Hour Rapid Recharger $1454 - Smart Charge Technology comes standard

5 - Built-in Transformer for International Power Standards $111

6 - External Extended Life Battery $189, 110/220 Volt AC Converter $199

7 - 110/220 Volt AC Converter $149

8 - Additional Removable Battery $409 - Extra Heavy Duty Battery $25


33/52

MISC.


REMOTE CONTROLPOWEROSCILLATION

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X X 9 X X X X X X X X X X

X $70 X $49 1

X X $70 X $49 1

X X $70 X $49 X 1

X X X X $70 X $49 X 1X X 18 X $199 X X $49 X 2

X X X X 18 X $199 X X $49 X 2

3 X 15 X X X X $85.15 3

X 3 X X X $3,995 $85.15 5

X 3 X X X $3,995 $85.15 5

X X 7 X X X X X X $3,995 $85.15 5

X X 7 X X X X X X X X X $3,995 $8

200507 Racquet Sports Industry

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Transcript of 200507 Racquet Sports Industry