SGB WEEKLY 1321

26
MAY 27, 2013 ISSUE 1321 The Weekly Digital Magazine for the Sporting Goods Industry MADE IN AMERICA THE NEW LOOK OF THE REBOUND IN MANUFACTURING PART ONE

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SGB WEEKLY 1321

Transcript of SGB WEEKLY 1321

Page 1: SGB WEEKLY 1321

MAY 27 2013ISSUE 1321

The Weekly Digital Magazine for the Sporting Goods Industry

MADE IN AMERICA

THE NEW LOOK OF

THE REBOUND IN MANUFACTURING

PART ONE

Scan with your smart phone

for more information

Arch hEIGhTTailored arch heighT complemenTs

biomechanics of each fooT Type for ideal sTabiliTy and comforT

cK MESh Top covEr abrasion resisTanT maTerial wiTh

anTimicrobial properTies which inhibiTs growTh of bacTeria and fooT odor

AnAToMIcAl nylon plATE provides TorTional sTabiliTy while mainTaining

flexibiliTy and range of moTion The nylon plaTersquos durabiliTy offers

resisTance To cracking and compression

hIGh-rEBoUnD EvA FoAM specific duromeTer densiTy changes

wiTh arch Type offering opTimal supporT for specific needs

ENGINEEREDFOR THEPERFECTFIT

wwwsofsolecomFIT

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MAY 27 2013 | SGBWeeklycom 3

Copyright 2013 SportsOneSource LLC All rights reserved The opinions expressed by writers and contributors to SGB WEEKLY are not necessarily those of the editors or publishers SGB WEEKLY is not responsible for unsolicited manuscripts photographs or artwork Articles appearing in SGB WEEKLY may not be reproduced in whole or in part without the express permission of the publisher SGB WEEKLY is published weekly by SportsOneSource LLC 2151 Hawkins Street Suite 200 Charlotte NC 28203 7049873450 Send address changes to SGB WEEKLY 2151 Hawkins Street Suite 200 Charlotte NC 28203 7049873450

Senior Business Editor

Thomas J Ryan

tryansportsonesourcecom

Contributing Editors

Aaron H Bible Fernando J Delgado

Charlie Lunan Matt Powell

Creative Director

Teresa Hartford

teresasportsonesourcecom

Graphic Designer

Camila Amortegui

camilasportsonesourcecom

Advertising Sales

Account Managers

Northeast

Buz Keenan

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2018875112

Midwest

Barry Kingwill

bkingwillsportsonesourcecom

8475379196

Southeast

Katie ODonohue

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James Hartford

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May 27 2013ISSUE 1321

The Weekly Digital Magazine for the Sporting Goods Industry

MAKING NEWS 4 Movers amp Shakers K-Swiss Inc Acquires OTZ Shoes 6 By The Numbers Brown Shoe Sells Avia and Nevados 8 Gore-Tex Funds Low-Impact Climbing Expeditions24 Calendar

PRODUCT REPORT10 Craft Customized Cycling Apparel

BRAND REPORT12 Voormi Next Generation Technical Wool Apparel

ON THE COVER Photo courtesy Woolrich Inc

SGB PROFILE14 David Kahan CEO Birkenstock USA

FEATURE16 Made In America American Manufacturing Regaining A Foothold

TEAM BUSINESS EVENTS20 NSGA 49th Management Conference amp Team Dealer Summit

20Photo courtesy NSGA

K-SWISS INC ACQUIRES OTZ SHOES

ELand World Ltd and K-Swiss Inc owner of the K-Swiss and Palladium brands an-nounced the strategic acquisition of Malibu CA-based contemporary comfort footwear brand OTZ Shoes Inc

Under the agreement OTZ Shoes will operate as an independent subsidiary of K-Swiss Inc with key executives remaining in place The acquisition marks the first addition to the K-Swiss Inc company portfolio since the completion of its April 30 merger with ELand

Founded in 2009 by sneaker industry veteran Ludo Malmoux and partner Skip Murgatroyd OTZ Shoes is modeled on the oldest shoe ever found on Oetzi the prehistoric iceman found frozen in the Otzal Alps in 1991 It promotes health and sustainability and is known for bring-ing modern style and creativity to the comfort category

ldquoOTZ Shoes has done a tremendous job establishing distinction and elevating the bar in the comfort marketrdquo said Larry Remington president and CEO of K-Swiss Inc ldquoWe believe that with our resources and infrastructure we can help the brand dominate the contemporary comfort category and realize its global potential The brand will be a key addition for us help-ing us build a portfolio of globally-relevant brands across a number of categoriesrdquo

OTZ Shoes will continue to be led by CEO Bob Rief President and Creative Director Ludo Malmoux and Co-founder Skip Murgatroyd who will support legal counsel Malmoux will remain a minority stakeholder in the brand The OTZ Shoes executive team will report to Remington and K-Swiss CMO Barney Waters in support of the brandrsquos growth initiatives

ldquoThis alliance will prove to bring great value to our operations and help shore up some of the rapid growth challenges wersquove had as a businessrdquo commented Rief ldquoELand and K-Swiss Inc have a very progressive plan for the future and we look forward to working with them as they continue to build momentum for the brandrdquo

From left to right OTZ Shoes President and Creative Director Ludo Malmoux CEO Bob Rief and Co-Founder Skip Murgatroyd Photo courtesy K-Swiss

LL Bean announced long-time Chairman Leon A Gorman is retiring and passing the torch to Shawn Gorman 47 the great-grandson of company Founder Leon Leonwood Bean

LaCrosse Footwear Inc appointed Robert Sasaki as its new president Sasaki previously served as a finance director at Nike Inc where he focused on Asia

Spy Inc CFO Michael D Angel announced his intention to resign from his position to facilitate a return to his permanent home in the Bay Area

Volcom Inc appointed Mandy Fry as VP of Womenrsquos Most recently Fry was Billabong womens senior design director

Balega International the performance sock brand hired Ben Hernandez as its brand manager

The BH Group announced that with the recent move of CEO Steve Lindenau to head of BH Bikes Bob Whip would step into the role of CEO for BH North America

PHIT America added Sports Industry Hall of Famer Rusty Saunders to its board of directors

Rob Barker has been appointed president of Amer Sports Fitness business unit which operates the Precor brand effective June 1

MOVERS amp SHAKERS

NEWS

4 SGBWeeklycom | MAY 27 2013

NEWS

BY THE NUMBERS

-381Mizuno Corp reported that net income was yen19 billion ($186 million) down 381 percent Operating profit was yen36 billion ($352 million) down 344 percent while ordinary profit was yen41 billion ($401 million) down 276 percent Earnings slid in its fiscal year-ended March 31 due largely in part to an increase in SGampA expenses and in purchasing costs however overall footwear sales remained healthy especially running shoes in the Americas up 24 percent on a currency-neutral basis Companywide revenue totaled yen1637 billion ($16 billion) in the year up 56 percent compared with the same period from the previous fiscal year

286Skechers USA Inc reported first quarter sales rose 286 percent to $4516 million from $3513 million in the first quarter of 2012 Earnings from operations for the first quarter of 2013 were $153 million versus a loss from operations of $44 million for the first quarter of 2012 Gross profit for Q1 2013 was $1927 million or 427 percent of net sales compared to $1557 million or 443 percent of net sales in the first quarter of last year

$2076 millionEaston-Bell Sports Inc which owns the Easton Bell Giro Riddell and Blackburn brands had net sales of $2076 million for the first quarter of 2013 a decrease of 4 percent as compared to $2163 million of net sales for the first quarter of 2012 Team Sports net sales for the first quarter were flat on a year-over-year basis with Riddell football and Easton baseballsoftball continuing to gain market share as sales in both businesses reflected low-single-digit growth Action Sports net sales decreased $86 million or 94 percent for the quarter

NEWS

6 SGBWeeklycom | MAY 27 2013

BROWN SHOE SELLS AVIA AND NEVADOS

Shortly two years after buying both brands as part of its acquisition of American Sporting Goods (ASG) Brown Shoe Company Inc announced that it had sold Avia and Nevados for $74 million

The acquirer was Galaxy Brand Holdings Inc the same group that acquired And1 from Brown Shoe in October 2011 And1 the basketball brand was also part of the original ASG acquisition

The CEO of Galaxy is Eddie Esses who is president of ES Originals the New York-based firm that claims to be largest privately held footwear importer in the world with volume of over $1 billion The Galaxy group according to sources partnered with Brown Shoe last year in a licensing deal to bring the Avia brand to Walmart

With the sales of Avia and Nevados an outdoor brand that leaves only Ryka remaining from the acquired ASG portfolio Brown will use the proceeds from the sale of Avia and Nevados to pay down debt

Although we were not actively marketing Avia for sale its a great brand with a strong heritage that appealed to Galaxy Brand Holdingsrdquo said Diane Sullivan president and CEO of Brown Shoe in a statement ldquoAs a result they made an offer which we believe is in the best interest of our shareholders to accept

As part the realignment and integration related to the transaction Brown will take charge of $15 million to $17 million in fiscal 2013 or approximately 28 cents to 33 cents per share on a GAAP basis Of this amount $11 million to $13 million is expected to be non-cash

Brown Shoe acquired ASG in February 2011 for $1566 million in cash includ-ing debt assumed by the company of $116 million According to an SEC filing from Brown Shoe sales of Avia and Nevados were a combined $775 million in 2012 down from $981 million a year ago although both brands were more profit-able on a combined basis

ldquoWe are excited by the tremendous potential in both Avia and Nevados and look forward to building on their foundations in the athletic and outdoor space said Galaxy Brandrsquos Esses Both brands enjoy a loyal consumer base and we are committed to continuing a tradition of serving all of our retail partners with innovative high-quality products We see significant opportunity - in both domestic and international markets - to drive the growth and continued development of these brands

8 SGBWeeklycom | MAY 27 2013

WL Gore amp Associates inventors of Gore-Tex announced the five winners of this years Shipton-Tilman Grants for climbing expeditions Applications are accepted from small unencumbered teams of friends with daring and imagi-native goals

In the spirit Eric Shipton and Bill Tilman arguably the greatest team of mountain explorers of the last century WL Gore amp Associates (Gore) said this years Shipton-Tilman Grants would split $25000 between the five recipients The expedition team must plan to accomplish their feat in a self-propelled environmentally sound and cost-effective way reflecting the philosophies of Shipton and Tillman

Gore developed the annual grant program in 1990 as a tribute to Shipton and Tilman Both men advocated traveling in compact teams unburdened by numbers of porters or excessive tonnage while remaining respectful of the terrain and leaving little trace behind

ldquoThe volume and quality of this yearsrsquo applications are proof that todaysrsquo climbers continue to seek objectives that have yet to be exploredrdquo said Yvonne Erickson Gore marketing leader ldquoWe were so inspired by this yearrsquos Shipton-Tilman grant recipients appreciation for exploration alpine climbing and the desire to leave the mountain environments as untouched as possiblerdquo

The following five teams will receive grants in 2013

In the footsteps of Genghis Kahn awarded $7400Climbers Dave Anderson Szu-ting Yi and Lauren Edwards will embark on a two-month climbing expedition beginning in the Mongolian capital of Ulaan-baator and travel by horse and camel to reach remote locations The team aims to retrace the route Gengis Khan took west across Mongolia in 1219 attempting first ascents of the Granite Mountains along the way including Zorgol Hayrham Uul Three Child Mountains and the 2000-foot north face of Eej Khairkhan Uul The routes the team has chosen will follow the natural landscape so that they can leave as little trace as possible as they venture on the sacred peaks

CanAm K6 Expedition awarded $5000The CanadianAmerican climbing team consisting of Jesse Huey Raphael Slawinski and Ian Welsted will at-tempt to climb the 2500-meter vertical northwest face of K6 West the highest peak in the Charakusa Valley in the Pakistani Karakorum The peak is one of the largest re-maining unattained goals in alpine climbing and the team will attempt to ascend in a light environmentally conscious alpine style including both ice and mixed climbing without the support of fixed gear

British Muzkol Pamir Expedition awarded $1600The British team of John Proctor and Jonathan Davey will set out to explore the remote Bozbaital Valley in the Muzkol range of the Pamir Mountains Tajikistan Their climb will include first ascents of two previously unexplored peaks at the head of the valley ndash each just over 6000 meters The team looks forward to the stable weather and welcom-ing locals and hopes that their endeavor will attract other climbers to central Asia

Green Light and Fast awarded $6000Focusing on the Cape Farewell region of South Greenland this yearrsquos only all-female team of Lizzy Scully Prairie Kearney and Quinn Brett (one of Americarsquos fastest female climbers who broke The Nose Record up El Capitan in June 2012) will explore the arearsquos less travelled terrain They will be traveling to the Torsukatak Fjord to put up first ascents on the huge unclimbed granite walls in the region They will start in the fjord near the BaronBaronness but will both hike to and explore by boat some less traveled areas with big granite walls The team is climbing without portaledges and haul bags and will not be aid climbing ndash rather ascending each wall as quickly and lightly as possible The team will be joined by photographer John Dickey

Changla Himal amp Gave Ding Expedition awarded $5000Seeking to discover new objectives in the largely unex-plored area of far west Nepal the climbing team of Neil Warren Chris Johnson Dave Chapman and Guy Wilson will attempt first ascents including Gave Ding (6571m) Lachama Chuli (5700m) Chhamsarka Daha (6248m) and other peaks to the west and around the glaciated bowl to the south The team will climb in alpine style whenever possible seeking to reflect the spirit of adventure shared by mountaineers across the globe

Editorrsquos Note To learn more or to apply visit gorecom

GORE-TEX FUNDS

LOW-IMPACT CLIMBING

EXPEDITIONS

NEWS

Photo courtesy Gore-Tex

REACHING THE MOST CONNECTED BEST INFORMED

AND HIGHEST CALIBER PROFESSIONALS IN THE ACTIVE

LIFESTYLE MARKET

FREE ACCESS TO THE LATEST JOB LISTINGS ACCELERATE YOUR ACTIVE LIFESTYLE CAREER

Contact Jeremy Freed at 3039977302 or email SportsJobssportsonesourcecom

THE INTERSECTION OF CAREER AND LIFESTYLE

10 SGBWeeklycom | MAY 27 2013

Craft North America announced a new custom cycling ap-parel program developed for IBDrsquos cycling teams clubs and charity cycling events Teams can be fully outfitted in customized Craft cycling gear including jerseys shorts bibs jackets tights skinsuits and accessories

Regarded as some of the most technically advanced cycling apparel collections available in North America the Craft Custom line was developed in close collaboration with professional cycling team RadioShack Leopard Trek The line has been thoroughly tested in the professional peloton on the Alpe drsquoHuez and in rain and snow on the cobbled streets between Paris and Roubaix

The Craft Custom cycling program offers three product categories the Elite line for cyclists who demand nothing but the best the Performance line for dedicated athletes and the Active line for casual riders and event organizers looking for affordable custom apparel options

Engineered with the same high-tech fabrics used through-out Craft retail products the Custom Bike Collection provides superior moisture transport ventilation and ergonomics en-gineered with 35-plus years of performance knowledge

ldquoWe chose Craft because the PBC line offered the best

quality for the price On the bibs the chamois is high-tech and comfort-able and the leg grippers actually work The jersey is made from different fabric types providing an aero cool and comfortable fitrdquo said Team Manager Jay Robbins from Ride Studio Cafeacute the high-end bike shop and urban cafeacute owned by the founder of Seven Cycles ldquoFinally the staff is committed to meeting our needs and our final product looks as sharp as it did on paperrdquo

The Craft Custom Promotional Program also includes a selection of per-sonal and promotional apparel including the Leisure Full Zip Hoodie the Sport Polo Shirt and the AR Tee all of which can be custom printed or embroidered ldquoThe ordering process was simple and the customer service was excellentrdquo said president of Northeastern Cycling Team Eric Pani-cucci upon taking delivery of their new Craft team gear

ldquoItrsquos clear that Craft clothing is on the cutting edge of technical cycling wearrdquo said Tyler Wren from the Jamis Hagens Berman pb Sutter Home team ldquoWhen you donrsquot notice your clothing ndash when nothing is making you hot on a warm sunny day and when you stay warm on a snowy training ride it gives you an advantage And that is how Craft gear makes me feel which makes training more effective and gives me an edge in the racesrdquo

Craft Custom cycling apparel is manufactured in Europe Custom-ers should allow six to eight weeks for delivery time Pricing starts as low as $50 with minimums of 10 per style For more information visit craftcustomcom

CRAFT CUSTOMIZED CYCLING APPAREL NOW AVAILABLE IN NORTH AMERICA FOR IBDrsquoS CLUBS AND TEAMSBy Aaron H Bible

PRODUCT REPORT

MAY 27 2013 | SGBWeeklycom 11

VOLUME 46 ISSUE 6 JULY 2013

UPCOMING ISSUES

JUNE RETAIL TOP 100

THE MOST POPULAR ISSUE

OF THE YEAR

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12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 2: SGB WEEKLY 1321

Scan with your smart phone

for more information

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anTimicrobial properTies which inhibiTs growTh of bacTeria and fooT odor

AnAToMIcAl nylon plATE provides TorTional sTabiliTy while mainTaining

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ENGINEEREDFOR THEPERFECTFIT

wwwsofsolecomFIT

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copy2013 implus corporation sof solereg is a registered trademark of implus corporation 413

MAY 27 2013 | SGBWeeklycom 3

Copyright 2013 SportsOneSource LLC All rights reserved The opinions expressed by writers and contributors to SGB WEEKLY are not necessarily those of the editors or publishers SGB WEEKLY is not responsible for unsolicited manuscripts photographs or artwork Articles appearing in SGB WEEKLY may not be reproduced in whole or in part without the express permission of the publisher SGB WEEKLY is published weekly by SportsOneSource LLC 2151 Hawkins Street Suite 200 Charlotte NC 28203 7049873450 Send address changes to SGB WEEKLY 2151 Hawkins Street Suite 200 Charlotte NC 28203 7049873450

Senior Business Editor

Thomas J Ryan

tryansportsonesourcecom

Contributing Editors

Aaron H Bible Fernando J Delgado

Charlie Lunan Matt Powell

Creative Director

Teresa Hartford

teresasportsonesourcecom

Graphic Designer

Camila Amortegui

camilasportsonesourcecom

Advertising Sales

Account Managers

Northeast

Buz Keenan

buzsportsonesourcecom

2018875112

Midwest

Barry Kingwill

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8475379196

Southeast

Katie ODonohue

katieosportsonesourcecom

8282443043

Circulation amp Subscriptions

subssportsonesourcecom

Group PublisherEditor In Chief

James Hartford

jamessportsonesourcecom

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2151 Hawkins Street bull Suite 200 bull Charlotte bull NC bull 28203t 704-987-3450 bull f 704-987-3455

5360 Manhattan Circle bull Suite 201 bull Boulder bull CO bull 80303t 3039977302 bull f 3039976837

wwwSportsOneSourcecom

SportsOneSource Publications

Print Magazine SGB SGB PerformanceDigital Magazines SGB Weekly TEAM Business Digital

Newsletters The BOSS ReportSports Executive Weekly

News Updates SGB Footwear Business Outdoor Business Sportsmanrsquos Business TEAM Business

SportsOneSource ResearchSportScanInfo OIA VantagePoint

SOS Research

May 27 2013ISSUE 1321

The Weekly Digital Magazine for the Sporting Goods Industry

MAKING NEWS 4 Movers amp Shakers K-Swiss Inc Acquires OTZ Shoes 6 By The Numbers Brown Shoe Sells Avia and Nevados 8 Gore-Tex Funds Low-Impact Climbing Expeditions24 Calendar

PRODUCT REPORT10 Craft Customized Cycling Apparel

BRAND REPORT12 Voormi Next Generation Technical Wool Apparel

ON THE COVER Photo courtesy Woolrich Inc

SGB PROFILE14 David Kahan CEO Birkenstock USA

FEATURE16 Made In America American Manufacturing Regaining A Foothold

TEAM BUSINESS EVENTS20 NSGA 49th Management Conference amp Team Dealer Summit

20Photo courtesy NSGA

K-SWISS INC ACQUIRES OTZ SHOES

ELand World Ltd and K-Swiss Inc owner of the K-Swiss and Palladium brands an-nounced the strategic acquisition of Malibu CA-based contemporary comfort footwear brand OTZ Shoes Inc

Under the agreement OTZ Shoes will operate as an independent subsidiary of K-Swiss Inc with key executives remaining in place The acquisition marks the first addition to the K-Swiss Inc company portfolio since the completion of its April 30 merger with ELand

Founded in 2009 by sneaker industry veteran Ludo Malmoux and partner Skip Murgatroyd OTZ Shoes is modeled on the oldest shoe ever found on Oetzi the prehistoric iceman found frozen in the Otzal Alps in 1991 It promotes health and sustainability and is known for bring-ing modern style and creativity to the comfort category

ldquoOTZ Shoes has done a tremendous job establishing distinction and elevating the bar in the comfort marketrdquo said Larry Remington president and CEO of K-Swiss Inc ldquoWe believe that with our resources and infrastructure we can help the brand dominate the contemporary comfort category and realize its global potential The brand will be a key addition for us help-ing us build a portfolio of globally-relevant brands across a number of categoriesrdquo

OTZ Shoes will continue to be led by CEO Bob Rief President and Creative Director Ludo Malmoux and Co-founder Skip Murgatroyd who will support legal counsel Malmoux will remain a minority stakeholder in the brand The OTZ Shoes executive team will report to Remington and K-Swiss CMO Barney Waters in support of the brandrsquos growth initiatives

ldquoThis alliance will prove to bring great value to our operations and help shore up some of the rapid growth challenges wersquove had as a businessrdquo commented Rief ldquoELand and K-Swiss Inc have a very progressive plan for the future and we look forward to working with them as they continue to build momentum for the brandrdquo

From left to right OTZ Shoes President and Creative Director Ludo Malmoux CEO Bob Rief and Co-Founder Skip Murgatroyd Photo courtesy K-Swiss

LL Bean announced long-time Chairman Leon A Gorman is retiring and passing the torch to Shawn Gorman 47 the great-grandson of company Founder Leon Leonwood Bean

LaCrosse Footwear Inc appointed Robert Sasaki as its new president Sasaki previously served as a finance director at Nike Inc where he focused on Asia

Spy Inc CFO Michael D Angel announced his intention to resign from his position to facilitate a return to his permanent home in the Bay Area

Volcom Inc appointed Mandy Fry as VP of Womenrsquos Most recently Fry was Billabong womens senior design director

Balega International the performance sock brand hired Ben Hernandez as its brand manager

The BH Group announced that with the recent move of CEO Steve Lindenau to head of BH Bikes Bob Whip would step into the role of CEO for BH North America

PHIT America added Sports Industry Hall of Famer Rusty Saunders to its board of directors

Rob Barker has been appointed president of Amer Sports Fitness business unit which operates the Precor brand effective June 1

MOVERS amp SHAKERS

NEWS

4 SGBWeeklycom | MAY 27 2013

NEWS

BY THE NUMBERS

-381Mizuno Corp reported that net income was yen19 billion ($186 million) down 381 percent Operating profit was yen36 billion ($352 million) down 344 percent while ordinary profit was yen41 billion ($401 million) down 276 percent Earnings slid in its fiscal year-ended March 31 due largely in part to an increase in SGampA expenses and in purchasing costs however overall footwear sales remained healthy especially running shoes in the Americas up 24 percent on a currency-neutral basis Companywide revenue totaled yen1637 billion ($16 billion) in the year up 56 percent compared with the same period from the previous fiscal year

286Skechers USA Inc reported first quarter sales rose 286 percent to $4516 million from $3513 million in the first quarter of 2012 Earnings from operations for the first quarter of 2013 were $153 million versus a loss from operations of $44 million for the first quarter of 2012 Gross profit for Q1 2013 was $1927 million or 427 percent of net sales compared to $1557 million or 443 percent of net sales in the first quarter of last year

$2076 millionEaston-Bell Sports Inc which owns the Easton Bell Giro Riddell and Blackburn brands had net sales of $2076 million for the first quarter of 2013 a decrease of 4 percent as compared to $2163 million of net sales for the first quarter of 2012 Team Sports net sales for the first quarter were flat on a year-over-year basis with Riddell football and Easton baseballsoftball continuing to gain market share as sales in both businesses reflected low-single-digit growth Action Sports net sales decreased $86 million or 94 percent for the quarter

NEWS

6 SGBWeeklycom | MAY 27 2013

BROWN SHOE SELLS AVIA AND NEVADOS

Shortly two years after buying both brands as part of its acquisition of American Sporting Goods (ASG) Brown Shoe Company Inc announced that it had sold Avia and Nevados for $74 million

The acquirer was Galaxy Brand Holdings Inc the same group that acquired And1 from Brown Shoe in October 2011 And1 the basketball brand was also part of the original ASG acquisition

The CEO of Galaxy is Eddie Esses who is president of ES Originals the New York-based firm that claims to be largest privately held footwear importer in the world with volume of over $1 billion The Galaxy group according to sources partnered with Brown Shoe last year in a licensing deal to bring the Avia brand to Walmart

With the sales of Avia and Nevados an outdoor brand that leaves only Ryka remaining from the acquired ASG portfolio Brown will use the proceeds from the sale of Avia and Nevados to pay down debt

Although we were not actively marketing Avia for sale its a great brand with a strong heritage that appealed to Galaxy Brand Holdingsrdquo said Diane Sullivan president and CEO of Brown Shoe in a statement ldquoAs a result they made an offer which we believe is in the best interest of our shareholders to accept

As part the realignment and integration related to the transaction Brown will take charge of $15 million to $17 million in fiscal 2013 or approximately 28 cents to 33 cents per share on a GAAP basis Of this amount $11 million to $13 million is expected to be non-cash

Brown Shoe acquired ASG in February 2011 for $1566 million in cash includ-ing debt assumed by the company of $116 million According to an SEC filing from Brown Shoe sales of Avia and Nevados were a combined $775 million in 2012 down from $981 million a year ago although both brands were more profit-able on a combined basis

ldquoWe are excited by the tremendous potential in both Avia and Nevados and look forward to building on their foundations in the athletic and outdoor space said Galaxy Brandrsquos Esses Both brands enjoy a loyal consumer base and we are committed to continuing a tradition of serving all of our retail partners with innovative high-quality products We see significant opportunity - in both domestic and international markets - to drive the growth and continued development of these brands

8 SGBWeeklycom | MAY 27 2013

WL Gore amp Associates inventors of Gore-Tex announced the five winners of this years Shipton-Tilman Grants for climbing expeditions Applications are accepted from small unencumbered teams of friends with daring and imagi-native goals

In the spirit Eric Shipton and Bill Tilman arguably the greatest team of mountain explorers of the last century WL Gore amp Associates (Gore) said this years Shipton-Tilman Grants would split $25000 between the five recipients The expedition team must plan to accomplish their feat in a self-propelled environmentally sound and cost-effective way reflecting the philosophies of Shipton and Tillman

Gore developed the annual grant program in 1990 as a tribute to Shipton and Tilman Both men advocated traveling in compact teams unburdened by numbers of porters or excessive tonnage while remaining respectful of the terrain and leaving little trace behind

ldquoThe volume and quality of this yearsrsquo applications are proof that todaysrsquo climbers continue to seek objectives that have yet to be exploredrdquo said Yvonne Erickson Gore marketing leader ldquoWe were so inspired by this yearrsquos Shipton-Tilman grant recipients appreciation for exploration alpine climbing and the desire to leave the mountain environments as untouched as possiblerdquo

The following five teams will receive grants in 2013

In the footsteps of Genghis Kahn awarded $7400Climbers Dave Anderson Szu-ting Yi and Lauren Edwards will embark on a two-month climbing expedition beginning in the Mongolian capital of Ulaan-baator and travel by horse and camel to reach remote locations The team aims to retrace the route Gengis Khan took west across Mongolia in 1219 attempting first ascents of the Granite Mountains along the way including Zorgol Hayrham Uul Three Child Mountains and the 2000-foot north face of Eej Khairkhan Uul The routes the team has chosen will follow the natural landscape so that they can leave as little trace as possible as they venture on the sacred peaks

CanAm K6 Expedition awarded $5000The CanadianAmerican climbing team consisting of Jesse Huey Raphael Slawinski and Ian Welsted will at-tempt to climb the 2500-meter vertical northwest face of K6 West the highest peak in the Charakusa Valley in the Pakistani Karakorum The peak is one of the largest re-maining unattained goals in alpine climbing and the team will attempt to ascend in a light environmentally conscious alpine style including both ice and mixed climbing without the support of fixed gear

British Muzkol Pamir Expedition awarded $1600The British team of John Proctor and Jonathan Davey will set out to explore the remote Bozbaital Valley in the Muzkol range of the Pamir Mountains Tajikistan Their climb will include first ascents of two previously unexplored peaks at the head of the valley ndash each just over 6000 meters The team looks forward to the stable weather and welcom-ing locals and hopes that their endeavor will attract other climbers to central Asia

Green Light and Fast awarded $6000Focusing on the Cape Farewell region of South Greenland this yearrsquos only all-female team of Lizzy Scully Prairie Kearney and Quinn Brett (one of Americarsquos fastest female climbers who broke The Nose Record up El Capitan in June 2012) will explore the arearsquos less travelled terrain They will be traveling to the Torsukatak Fjord to put up first ascents on the huge unclimbed granite walls in the region They will start in the fjord near the BaronBaronness but will both hike to and explore by boat some less traveled areas with big granite walls The team is climbing without portaledges and haul bags and will not be aid climbing ndash rather ascending each wall as quickly and lightly as possible The team will be joined by photographer John Dickey

Changla Himal amp Gave Ding Expedition awarded $5000Seeking to discover new objectives in the largely unex-plored area of far west Nepal the climbing team of Neil Warren Chris Johnson Dave Chapman and Guy Wilson will attempt first ascents including Gave Ding (6571m) Lachama Chuli (5700m) Chhamsarka Daha (6248m) and other peaks to the west and around the glaciated bowl to the south The team will climb in alpine style whenever possible seeking to reflect the spirit of adventure shared by mountaineers across the globe

Editorrsquos Note To learn more or to apply visit gorecom

GORE-TEX FUNDS

LOW-IMPACT CLIMBING

EXPEDITIONS

NEWS

Photo courtesy Gore-Tex

REACHING THE MOST CONNECTED BEST INFORMED

AND HIGHEST CALIBER PROFESSIONALS IN THE ACTIVE

LIFESTYLE MARKET

FREE ACCESS TO THE LATEST JOB LISTINGS ACCELERATE YOUR ACTIVE LIFESTYLE CAREER

Contact Jeremy Freed at 3039977302 or email SportsJobssportsonesourcecom

THE INTERSECTION OF CAREER AND LIFESTYLE

10 SGBWeeklycom | MAY 27 2013

Craft North America announced a new custom cycling ap-parel program developed for IBDrsquos cycling teams clubs and charity cycling events Teams can be fully outfitted in customized Craft cycling gear including jerseys shorts bibs jackets tights skinsuits and accessories

Regarded as some of the most technically advanced cycling apparel collections available in North America the Craft Custom line was developed in close collaboration with professional cycling team RadioShack Leopard Trek The line has been thoroughly tested in the professional peloton on the Alpe drsquoHuez and in rain and snow on the cobbled streets between Paris and Roubaix

The Craft Custom cycling program offers three product categories the Elite line for cyclists who demand nothing but the best the Performance line for dedicated athletes and the Active line for casual riders and event organizers looking for affordable custom apparel options

Engineered with the same high-tech fabrics used through-out Craft retail products the Custom Bike Collection provides superior moisture transport ventilation and ergonomics en-gineered with 35-plus years of performance knowledge

ldquoWe chose Craft because the PBC line offered the best

quality for the price On the bibs the chamois is high-tech and comfort-able and the leg grippers actually work The jersey is made from different fabric types providing an aero cool and comfortable fitrdquo said Team Manager Jay Robbins from Ride Studio Cafeacute the high-end bike shop and urban cafeacute owned by the founder of Seven Cycles ldquoFinally the staff is committed to meeting our needs and our final product looks as sharp as it did on paperrdquo

The Craft Custom Promotional Program also includes a selection of per-sonal and promotional apparel including the Leisure Full Zip Hoodie the Sport Polo Shirt and the AR Tee all of which can be custom printed or embroidered ldquoThe ordering process was simple and the customer service was excellentrdquo said president of Northeastern Cycling Team Eric Pani-cucci upon taking delivery of their new Craft team gear

ldquoItrsquos clear that Craft clothing is on the cutting edge of technical cycling wearrdquo said Tyler Wren from the Jamis Hagens Berman pb Sutter Home team ldquoWhen you donrsquot notice your clothing ndash when nothing is making you hot on a warm sunny day and when you stay warm on a snowy training ride it gives you an advantage And that is how Craft gear makes me feel which makes training more effective and gives me an edge in the racesrdquo

Craft Custom cycling apparel is manufactured in Europe Custom-ers should allow six to eight weeks for delivery time Pricing starts as low as $50 with minimums of 10 per style For more information visit craftcustomcom

CRAFT CUSTOMIZED CYCLING APPAREL NOW AVAILABLE IN NORTH AMERICA FOR IBDrsquoS CLUBS AND TEAMSBy Aaron H Bible

PRODUCT REPORT

MAY 27 2013 | SGBWeeklycom 11

VOLUME 46 ISSUE 6 JULY 2013

UPCOMING ISSUES

JUNE RETAIL TOP 100

THE MOST POPULAR ISSUE

OF THE YEAR

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FOR ADVERTISING OPPORTUNITIES PLEASE CALL

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SoutheastKatie OrsquoDonohue

8282443043 katieosportsonesourcecom

12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 3: SGB WEEKLY 1321

MAY 27 2013 | SGBWeeklycom 3

Copyright 2013 SportsOneSource LLC All rights reserved The opinions expressed by writers and contributors to SGB WEEKLY are not necessarily those of the editors or publishers SGB WEEKLY is not responsible for unsolicited manuscripts photographs or artwork Articles appearing in SGB WEEKLY may not be reproduced in whole or in part without the express permission of the publisher SGB WEEKLY is published weekly by SportsOneSource LLC 2151 Hawkins Street Suite 200 Charlotte NC 28203 7049873450 Send address changes to SGB WEEKLY 2151 Hawkins Street Suite 200 Charlotte NC 28203 7049873450

Senior Business Editor

Thomas J Ryan

tryansportsonesourcecom

Contributing Editors

Aaron H Bible Fernando J Delgado

Charlie Lunan Matt Powell

Creative Director

Teresa Hartford

teresasportsonesourcecom

Graphic Designer

Camila Amortegui

camilasportsonesourcecom

Advertising Sales

Account Managers

Northeast

Buz Keenan

buzsportsonesourcecom

2018875112

Midwest

Barry Kingwill

bkingwillsportsonesourcecom

8475379196

Southeast

Katie ODonohue

katieosportsonesourcecom

8282443043

Circulation amp Subscriptions

subssportsonesourcecom

Group PublisherEditor In Chief

James Hartford

jamessportsonesourcecom

3039977302

2151 Hawkins Street bull Suite 200 bull Charlotte bull NC bull 28203t 704-987-3450 bull f 704-987-3455

5360 Manhattan Circle bull Suite 201 bull Boulder bull CO bull 80303t 3039977302 bull f 3039976837

wwwSportsOneSourcecom

SportsOneSource Publications

Print Magazine SGB SGB PerformanceDigital Magazines SGB Weekly TEAM Business Digital

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SOS Research

May 27 2013ISSUE 1321

The Weekly Digital Magazine for the Sporting Goods Industry

MAKING NEWS 4 Movers amp Shakers K-Swiss Inc Acquires OTZ Shoes 6 By The Numbers Brown Shoe Sells Avia and Nevados 8 Gore-Tex Funds Low-Impact Climbing Expeditions24 Calendar

PRODUCT REPORT10 Craft Customized Cycling Apparel

BRAND REPORT12 Voormi Next Generation Technical Wool Apparel

ON THE COVER Photo courtesy Woolrich Inc

SGB PROFILE14 David Kahan CEO Birkenstock USA

FEATURE16 Made In America American Manufacturing Regaining A Foothold

TEAM BUSINESS EVENTS20 NSGA 49th Management Conference amp Team Dealer Summit

20Photo courtesy NSGA

K-SWISS INC ACQUIRES OTZ SHOES

ELand World Ltd and K-Swiss Inc owner of the K-Swiss and Palladium brands an-nounced the strategic acquisition of Malibu CA-based contemporary comfort footwear brand OTZ Shoes Inc

Under the agreement OTZ Shoes will operate as an independent subsidiary of K-Swiss Inc with key executives remaining in place The acquisition marks the first addition to the K-Swiss Inc company portfolio since the completion of its April 30 merger with ELand

Founded in 2009 by sneaker industry veteran Ludo Malmoux and partner Skip Murgatroyd OTZ Shoes is modeled on the oldest shoe ever found on Oetzi the prehistoric iceman found frozen in the Otzal Alps in 1991 It promotes health and sustainability and is known for bring-ing modern style and creativity to the comfort category

ldquoOTZ Shoes has done a tremendous job establishing distinction and elevating the bar in the comfort marketrdquo said Larry Remington president and CEO of K-Swiss Inc ldquoWe believe that with our resources and infrastructure we can help the brand dominate the contemporary comfort category and realize its global potential The brand will be a key addition for us help-ing us build a portfolio of globally-relevant brands across a number of categoriesrdquo

OTZ Shoes will continue to be led by CEO Bob Rief President and Creative Director Ludo Malmoux and Co-founder Skip Murgatroyd who will support legal counsel Malmoux will remain a minority stakeholder in the brand The OTZ Shoes executive team will report to Remington and K-Swiss CMO Barney Waters in support of the brandrsquos growth initiatives

ldquoThis alliance will prove to bring great value to our operations and help shore up some of the rapid growth challenges wersquove had as a businessrdquo commented Rief ldquoELand and K-Swiss Inc have a very progressive plan for the future and we look forward to working with them as they continue to build momentum for the brandrdquo

From left to right OTZ Shoes President and Creative Director Ludo Malmoux CEO Bob Rief and Co-Founder Skip Murgatroyd Photo courtesy K-Swiss

LL Bean announced long-time Chairman Leon A Gorman is retiring and passing the torch to Shawn Gorman 47 the great-grandson of company Founder Leon Leonwood Bean

LaCrosse Footwear Inc appointed Robert Sasaki as its new president Sasaki previously served as a finance director at Nike Inc where he focused on Asia

Spy Inc CFO Michael D Angel announced his intention to resign from his position to facilitate a return to his permanent home in the Bay Area

Volcom Inc appointed Mandy Fry as VP of Womenrsquos Most recently Fry was Billabong womens senior design director

Balega International the performance sock brand hired Ben Hernandez as its brand manager

The BH Group announced that with the recent move of CEO Steve Lindenau to head of BH Bikes Bob Whip would step into the role of CEO for BH North America

PHIT America added Sports Industry Hall of Famer Rusty Saunders to its board of directors

Rob Barker has been appointed president of Amer Sports Fitness business unit which operates the Precor brand effective June 1

MOVERS amp SHAKERS

NEWS

4 SGBWeeklycom | MAY 27 2013

NEWS

BY THE NUMBERS

-381Mizuno Corp reported that net income was yen19 billion ($186 million) down 381 percent Operating profit was yen36 billion ($352 million) down 344 percent while ordinary profit was yen41 billion ($401 million) down 276 percent Earnings slid in its fiscal year-ended March 31 due largely in part to an increase in SGampA expenses and in purchasing costs however overall footwear sales remained healthy especially running shoes in the Americas up 24 percent on a currency-neutral basis Companywide revenue totaled yen1637 billion ($16 billion) in the year up 56 percent compared with the same period from the previous fiscal year

286Skechers USA Inc reported first quarter sales rose 286 percent to $4516 million from $3513 million in the first quarter of 2012 Earnings from operations for the first quarter of 2013 were $153 million versus a loss from operations of $44 million for the first quarter of 2012 Gross profit for Q1 2013 was $1927 million or 427 percent of net sales compared to $1557 million or 443 percent of net sales in the first quarter of last year

$2076 millionEaston-Bell Sports Inc which owns the Easton Bell Giro Riddell and Blackburn brands had net sales of $2076 million for the first quarter of 2013 a decrease of 4 percent as compared to $2163 million of net sales for the first quarter of 2012 Team Sports net sales for the first quarter were flat on a year-over-year basis with Riddell football and Easton baseballsoftball continuing to gain market share as sales in both businesses reflected low-single-digit growth Action Sports net sales decreased $86 million or 94 percent for the quarter

NEWS

6 SGBWeeklycom | MAY 27 2013

BROWN SHOE SELLS AVIA AND NEVADOS

Shortly two years after buying both brands as part of its acquisition of American Sporting Goods (ASG) Brown Shoe Company Inc announced that it had sold Avia and Nevados for $74 million

The acquirer was Galaxy Brand Holdings Inc the same group that acquired And1 from Brown Shoe in October 2011 And1 the basketball brand was also part of the original ASG acquisition

The CEO of Galaxy is Eddie Esses who is president of ES Originals the New York-based firm that claims to be largest privately held footwear importer in the world with volume of over $1 billion The Galaxy group according to sources partnered with Brown Shoe last year in a licensing deal to bring the Avia brand to Walmart

With the sales of Avia and Nevados an outdoor brand that leaves only Ryka remaining from the acquired ASG portfolio Brown will use the proceeds from the sale of Avia and Nevados to pay down debt

Although we were not actively marketing Avia for sale its a great brand with a strong heritage that appealed to Galaxy Brand Holdingsrdquo said Diane Sullivan president and CEO of Brown Shoe in a statement ldquoAs a result they made an offer which we believe is in the best interest of our shareholders to accept

As part the realignment and integration related to the transaction Brown will take charge of $15 million to $17 million in fiscal 2013 or approximately 28 cents to 33 cents per share on a GAAP basis Of this amount $11 million to $13 million is expected to be non-cash

Brown Shoe acquired ASG in February 2011 for $1566 million in cash includ-ing debt assumed by the company of $116 million According to an SEC filing from Brown Shoe sales of Avia and Nevados were a combined $775 million in 2012 down from $981 million a year ago although both brands were more profit-able on a combined basis

ldquoWe are excited by the tremendous potential in both Avia and Nevados and look forward to building on their foundations in the athletic and outdoor space said Galaxy Brandrsquos Esses Both brands enjoy a loyal consumer base and we are committed to continuing a tradition of serving all of our retail partners with innovative high-quality products We see significant opportunity - in both domestic and international markets - to drive the growth and continued development of these brands

8 SGBWeeklycom | MAY 27 2013

WL Gore amp Associates inventors of Gore-Tex announced the five winners of this years Shipton-Tilman Grants for climbing expeditions Applications are accepted from small unencumbered teams of friends with daring and imagi-native goals

In the spirit Eric Shipton and Bill Tilman arguably the greatest team of mountain explorers of the last century WL Gore amp Associates (Gore) said this years Shipton-Tilman Grants would split $25000 between the five recipients The expedition team must plan to accomplish their feat in a self-propelled environmentally sound and cost-effective way reflecting the philosophies of Shipton and Tillman

Gore developed the annual grant program in 1990 as a tribute to Shipton and Tilman Both men advocated traveling in compact teams unburdened by numbers of porters or excessive tonnage while remaining respectful of the terrain and leaving little trace behind

ldquoThe volume and quality of this yearsrsquo applications are proof that todaysrsquo climbers continue to seek objectives that have yet to be exploredrdquo said Yvonne Erickson Gore marketing leader ldquoWe were so inspired by this yearrsquos Shipton-Tilman grant recipients appreciation for exploration alpine climbing and the desire to leave the mountain environments as untouched as possiblerdquo

The following five teams will receive grants in 2013

In the footsteps of Genghis Kahn awarded $7400Climbers Dave Anderson Szu-ting Yi and Lauren Edwards will embark on a two-month climbing expedition beginning in the Mongolian capital of Ulaan-baator and travel by horse and camel to reach remote locations The team aims to retrace the route Gengis Khan took west across Mongolia in 1219 attempting first ascents of the Granite Mountains along the way including Zorgol Hayrham Uul Three Child Mountains and the 2000-foot north face of Eej Khairkhan Uul The routes the team has chosen will follow the natural landscape so that they can leave as little trace as possible as they venture on the sacred peaks

CanAm K6 Expedition awarded $5000The CanadianAmerican climbing team consisting of Jesse Huey Raphael Slawinski and Ian Welsted will at-tempt to climb the 2500-meter vertical northwest face of K6 West the highest peak in the Charakusa Valley in the Pakistani Karakorum The peak is one of the largest re-maining unattained goals in alpine climbing and the team will attempt to ascend in a light environmentally conscious alpine style including both ice and mixed climbing without the support of fixed gear

British Muzkol Pamir Expedition awarded $1600The British team of John Proctor and Jonathan Davey will set out to explore the remote Bozbaital Valley in the Muzkol range of the Pamir Mountains Tajikistan Their climb will include first ascents of two previously unexplored peaks at the head of the valley ndash each just over 6000 meters The team looks forward to the stable weather and welcom-ing locals and hopes that their endeavor will attract other climbers to central Asia

Green Light and Fast awarded $6000Focusing on the Cape Farewell region of South Greenland this yearrsquos only all-female team of Lizzy Scully Prairie Kearney and Quinn Brett (one of Americarsquos fastest female climbers who broke The Nose Record up El Capitan in June 2012) will explore the arearsquos less travelled terrain They will be traveling to the Torsukatak Fjord to put up first ascents on the huge unclimbed granite walls in the region They will start in the fjord near the BaronBaronness but will both hike to and explore by boat some less traveled areas with big granite walls The team is climbing without portaledges and haul bags and will not be aid climbing ndash rather ascending each wall as quickly and lightly as possible The team will be joined by photographer John Dickey

Changla Himal amp Gave Ding Expedition awarded $5000Seeking to discover new objectives in the largely unex-plored area of far west Nepal the climbing team of Neil Warren Chris Johnson Dave Chapman and Guy Wilson will attempt first ascents including Gave Ding (6571m) Lachama Chuli (5700m) Chhamsarka Daha (6248m) and other peaks to the west and around the glaciated bowl to the south The team will climb in alpine style whenever possible seeking to reflect the spirit of adventure shared by mountaineers across the globe

Editorrsquos Note To learn more or to apply visit gorecom

GORE-TEX FUNDS

LOW-IMPACT CLIMBING

EXPEDITIONS

NEWS

Photo courtesy Gore-Tex

REACHING THE MOST CONNECTED BEST INFORMED

AND HIGHEST CALIBER PROFESSIONALS IN THE ACTIVE

LIFESTYLE MARKET

FREE ACCESS TO THE LATEST JOB LISTINGS ACCELERATE YOUR ACTIVE LIFESTYLE CAREER

Contact Jeremy Freed at 3039977302 or email SportsJobssportsonesourcecom

THE INTERSECTION OF CAREER AND LIFESTYLE

10 SGBWeeklycom | MAY 27 2013

Craft North America announced a new custom cycling ap-parel program developed for IBDrsquos cycling teams clubs and charity cycling events Teams can be fully outfitted in customized Craft cycling gear including jerseys shorts bibs jackets tights skinsuits and accessories

Regarded as some of the most technically advanced cycling apparel collections available in North America the Craft Custom line was developed in close collaboration with professional cycling team RadioShack Leopard Trek The line has been thoroughly tested in the professional peloton on the Alpe drsquoHuez and in rain and snow on the cobbled streets between Paris and Roubaix

The Craft Custom cycling program offers three product categories the Elite line for cyclists who demand nothing but the best the Performance line for dedicated athletes and the Active line for casual riders and event organizers looking for affordable custom apparel options

Engineered with the same high-tech fabrics used through-out Craft retail products the Custom Bike Collection provides superior moisture transport ventilation and ergonomics en-gineered with 35-plus years of performance knowledge

ldquoWe chose Craft because the PBC line offered the best

quality for the price On the bibs the chamois is high-tech and comfort-able and the leg grippers actually work The jersey is made from different fabric types providing an aero cool and comfortable fitrdquo said Team Manager Jay Robbins from Ride Studio Cafeacute the high-end bike shop and urban cafeacute owned by the founder of Seven Cycles ldquoFinally the staff is committed to meeting our needs and our final product looks as sharp as it did on paperrdquo

The Craft Custom Promotional Program also includes a selection of per-sonal and promotional apparel including the Leisure Full Zip Hoodie the Sport Polo Shirt and the AR Tee all of which can be custom printed or embroidered ldquoThe ordering process was simple and the customer service was excellentrdquo said president of Northeastern Cycling Team Eric Pani-cucci upon taking delivery of their new Craft team gear

ldquoItrsquos clear that Craft clothing is on the cutting edge of technical cycling wearrdquo said Tyler Wren from the Jamis Hagens Berman pb Sutter Home team ldquoWhen you donrsquot notice your clothing ndash when nothing is making you hot on a warm sunny day and when you stay warm on a snowy training ride it gives you an advantage And that is how Craft gear makes me feel which makes training more effective and gives me an edge in the racesrdquo

Craft Custom cycling apparel is manufactured in Europe Custom-ers should allow six to eight weeks for delivery time Pricing starts as low as $50 with minimums of 10 per style For more information visit craftcustomcom

CRAFT CUSTOMIZED CYCLING APPAREL NOW AVAILABLE IN NORTH AMERICA FOR IBDrsquoS CLUBS AND TEAMSBy Aaron H Bible

PRODUCT REPORT

MAY 27 2013 | SGBWeeklycom 11

VOLUME 46 ISSUE 6 JULY 2013

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8282443043 katieosportsonesourcecom

12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 4: SGB WEEKLY 1321

K-SWISS INC ACQUIRES OTZ SHOES

ELand World Ltd and K-Swiss Inc owner of the K-Swiss and Palladium brands an-nounced the strategic acquisition of Malibu CA-based contemporary comfort footwear brand OTZ Shoes Inc

Under the agreement OTZ Shoes will operate as an independent subsidiary of K-Swiss Inc with key executives remaining in place The acquisition marks the first addition to the K-Swiss Inc company portfolio since the completion of its April 30 merger with ELand

Founded in 2009 by sneaker industry veteran Ludo Malmoux and partner Skip Murgatroyd OTZ Shoes is modeled on the oldest shoe ever found on Oetzi the prehistoric iceman found frozen in the Otzal Alps in 1991 It promotes health and sustainability and is known for bring-ing modern style and creativity to the comfort category

ldquoOTZ Shoes has done a tremendous job establishing distinction and elevating the bar in the comfort marketrdquo said Larry Remington president and CEO of K-Swiss Inc ldquoWe believe that with our resources and infrastructure we can help the brand dominate the contemporary comfort category and realize its global potential The brand will be a key addition for us help-ing us build a portfolio of globally-relevant brands across a number of categoriesrdquo

OTZ Shoes will continue to be led by CEO Bob Rief President and Creative Director Ludo Malmoux and Co-founder Skip Murgatroyd who will support legal counsel Malmoux will remain a minority stakeholder in the brand The OTZ Shoes executive team will report to Remington and K-Swiss CMO Barney Waters in support of the brandrsquos growth initiatives

ldquoThis alliance will prove to bring great value to our operations and help shore up some of the rapid growth challenges wersquove had as a businessrdquo commented Rief ldquoELand and K-Swiss Inc have a very progressive plan for the future and we look forward to working with them as they continue to build momentum for the brandrdquo

From left to right OTZ Shoes President and Creative Director Ludo Malmoux CEO Bob Rief and Co-Founder Skip Murgatroyd Photo courtesy K-Swiss

LL Bean announced long-time Chairman Leon A Gorman is retiring and passing the torch to Shawn Gorman 47 the great-grandson of company Founder Leon Leonwood Bean

LaCrosse Footwear Inc appointed Robert Sasaki as its new president Sasaki previously served as a finance director at Nike Inc where he focused on Asia

Spy Inc CFO Michael D Angel announced his intention to resign from his position to facilitate a return to his permanent home in the Bay Area

Volcom Inc appointed Mandy Fry as VP of Womenrsquos Most recently Fry was Billabong womens senior design director

Balega International the performance sock brand hired Ben Hernandez as its brand manager

The BH Group announced that with the recent move of CEO Steve Lindenau to head of BH Bikes Bob Whip would step into the role of CEO for BH North America

PHIT America added Sports Industry Hall of Famer Rusty Saunders to its board of directors

Rob Barker has been appointed president of Amer Sports Fitness business unit which operates the Precor brand effective June 1

MOVERS amp SHAKERS

NEWS

4 SGBWeeklycom | MAY 27 2013

NEWS

BY THE NUMBERS

-381Mizuno Corp reported that net income was yen19 billion ($186 million) down 381 percent Operating profit was yen36 billion ($352 million) down 344 percent while ordinary profit was yen41 billion ($401 million) down 276 percent Earnings slid in its fiscal year-ended March 31 due largely in part to an increase in SGampA expenses and in purchasing costs however overall footwear sales remained healthy especially running shoes in the Americas up 24 percent on a currency-neutral basis Companywide revenue totaled yen1637 billion ($16 billion) in the year up 56 percent compared with the same period from the previous fiscal year

286Skechers USA Inc reported first quarter sales rose 286 percent to $4516 million from $3513 million in the first quarter of 2012 Earnings from operations for the first quarter of 2013 were $153 million versus a loss from operations of $44 million for the first quarter of 2012 Gross profit for Q1 2013 was $1927 million or 427 percent of net sales compared to $1557 million or 443 percent of net sales in the first quarter of last year

$2076 millionEaston-Bell Sports Inc which owns the Easton Bell Giro Riddell and Blackburn brands had net sales of $2076 million for the first quarter of 2013 a decrease of 4 percent as compared to $2163 million of net sales for the first quarter of 2012 Team Sports net sales for the first quarter were flat on a year-over-year basis with Riddell football and Easton baseballsoftball continuing to gain market share as sales in both businesses reflected low-single-digit growth Action Sports net sales decreased $86 million or 94 percent for the quarter

NEWS

6 SGBWeeklycom | MAY 27 2013

BROWN SHOE SELLS AVIA AND NEVADOS

Shortly two years after buying both brands as part of its acquisition of American Sporting Goods (ASG) Brown Shoe Company Inc announced that it had sold Avia and Nevados for $74 million

The acquirer was Galaxy Brand Holdings Inc the same group that acquired And1 from Brown Shoe in October 2011 And1 the basketball brand was also part of the original ASG acquisition

The CEO of Galaxy is Eddie Esses who is president of ES Originals the New York-based firm that claims to be largest privately held footwear importer in the world with volume of over $1 billion The Galaxy group according to sources partnered with Brown Shoe last year in a licensing deal to bring the Avia brand to Walmart

With the sales of Avia and Nevados an outdoor brand that leaves only Ryka remaining from the acquired ASG portfolio Brown will use the proceeds from the sale of Avia and Nevados to pay down debt

Although we were not actively marketing Avia for sale its a great brand with a strong heritage that appealed to Galaxy Brand Holdingsrdquo said Diane Sullivan president and CEO of Brown Shoe in a statement ldquoAs a result they made an offer which we believe is in the best interest of our shareholders to accept

As part the realignment and integration related to the transaction Brown will take charge of $15 million to $17 million in fiscal 2013 or approximately 28 cents to 33 cents per share on a GAAP basis Of this amount $11 million to $13 million is expected to be non-cash

Brown Shoe acquired ASG in February 2011 for $1566 million in cash includ-ing debt assumed by the company of $116 million According to an SEC filing from Brown Shoe sales of Avia and Nevados were a combined $775 million in 2012 down from $981 million a year ago although both brands were more profit-able on a combined basis

ldquoWe are excited by the tremendous potential in both Avia and Nevados and look forward to building on their foundations in the athletic and outdoor space said Galaxy Brandrsquos Esses Both brands enjoy a loyal consumer base and we are committed to continuing a tradition of serving all of our retail partners with innovative high-quality products We see significant opportunity - in both domestic and international markets - to drive the growth and continued development of these brands

8 SGBWeeklycom | MAY 27 2013

WL Gore amp Associates inventors of Gore-Tex announced the five winners of this years Shipton-Tilman Grants for climbing expeditions Applications are accepted from small unencumbered teams of friends with daring and imagi-native goals

In the spirit Eric Shipton and Bill Tilman arguably the greatest team of mountain explorers of the last century WL Gore amp Associates (Gore) said this years Shipton-Tilman Grants would split $25000 between the five recipients The expedition team must plan to accomplish their feat in a self-propelled environmentally sound and cost-effective way reflecting the philosophies of Shipton and Tillman

Gore developed the annual grant program in 1990 as a tribute to Shipton and Tilman Both men advocated traveling in compact teams unburdened by numbers of porters or excessive tonnage while remaining respectful of the terrain and leaving little trace behind

ldquoThe volume and quality of this yearsrsquo applications are proof that todaysrsquo climbers continue to seek objectives that have yet to be exploredrdquo said Yvonne Erickson Gore marketing leader ldquoWe were so inspired by this yearrsquos Shipton-Tilman grant recipients appreciation for exploration alpine climbing and the desire to leave the mountain environments as untouched as possiblerdquo

The following five teams will receive grants in 2013

In the footsteps of Genghis Kahn awarded $7400Climbers Dave Anderson Szu-ting Yi and Lauren Edwards will embark on a two-month climbing expedition beginning in the Mongolian capital of Ulaan-baator and travel by horse and camel to reach remote locations The team aims to retrace the route Gengis Khan took west across Mongolia in 1219 attempting first ascents of the Granite Mountains along the way including Zorgol Hayrham Uul Three Child Mountains and the 2000-foot north face of Eej Khairkhan Uul The routes the team has chosen will follow the natural landscape so that they can leave as little trace as possible as they venture on the sacred peaks

CanAm K6 Expedition awarded $5000The CanadianAmerican climbing team consisting of Jesse Huey Raphael Slawinski and Ian Welsted will at-tempt to climb the 2500-meter vertical northwest face of K6 West the highest peak in the Charakusa Valley in the Pakistani Karakorum The peak is one of the largest re-maining unattained goals in alpine climbing and the team will attempt to ascend in a light environmentally conscious alpine style including both ice and mixed climbing without the support of fixed gear

British Muzkol Pamir Expedition awarded $1600The British team of John Proctor and Jonathan Davey will set out to explore the remote Bozbaital Valley in the Muzkol range of the Pamir Mountains Tajikistan Their climb will include first ascents of two previously unexplored peaks at the head of the valley ndash each just over 6000 meters The team looks forward to the stable weather and welcom-ing locals and hopes that their endeavor will attract other climbers to central Asia

Green Light and Fast awarded $6000Focusing on the Cape Farewell region of South Greenland this yearrsquos only all-female team of Lizzy Scully Prairie Kearney and Quinn Brett (one of Americarsquos fastest female climbers who broke The Nose Record up El Capitan in June 2012) will explore the arearsquos less travelled terrain They will be traveling to the Torsukatak Fjord to put up first ascents on the huge unclimbed granite walls in the region They will start in the fjord near the BaronBaronness but will both hike to and explore by boat some less traveled areas with big granite walls The team is climbing without portaledges and haul bags and will not be aid climbing ndash rather ascending each wall as quickly and lightly as possible The team will be joined by photographer John Dickey

Changla Himal amp Gave Ding Expedition awarded $5000Seeking to discover new objectives in the largely unex-plored area of far west Nepal the climbing team of Neil Warren Chris Johnson Dave Chapman and Guy Wilson will attempt first ascents including Gave Ding (6571m) Lachama Chuli (5700m) Chhamsarka Daha (6248m) and other peaks to the west and around the glaciated bowl to the south The team will climb in alpine style whenever possible seeking to reflect the spirit of adventure shared by mountaineers across the globe

Editorrsquos Note To learn more or to apply visit gorecom

GORE-TEX FUNDS

LOW-IMPACT CLIMBING

EXPEDITIONS

NEWS

Photo courtesy Gore-Tex

REACHING THE MOST CONNECTED BEST INFORMED

AND HIGHEST CALIBER PROFESSIONALS IN THE ACTIVE

LIFESTYLE MARKET

FREE ACCESS TO THE LATEST JOB LISTINGS ACCELERATE YOUR ACTIVE LIFESTYLE CAREER

Contact Jeremy Freed at 3039977302 or email SportsJobssportsonesourcecom

THE INTERSECTION OF CAREER AND LIFESTYLE

10 SGBWeeklycom | MAY 27 2013

Craft North America announced a new custom cycling ap-parel program developed for IBDrsquos cycling teams clubs and charity cycling events Teams can be fully outfitted in customized Craft cycling gear including jerseys shorts bibs jackets tights skinsuits and accessories

Regarded as some of the most technically advanced cycling apparel collections available in North America the Craft Custom line was developed in close collaboration with professional cycling team RadioShack Leopard Trek The line has been thoroughly tested in the professional peloton on the Alpe drsquoHuez and in rain and snow on the cobbled streets between Paris and Roubaix

The Craft Custom cycling program offers three product categories the Elite line for cyclists who demand nothing but the best the Performance line for dedicated athletes and the Active line for casual riders and event organizers looking for affordable custom apparel options

Engineered with the same high-tech fabrics used through-out Craft retail products the Custom Bike Collection provides superior moisture transport ventilation and ergonomics en-gineered with 35-plus years of performance knowledge

ldquoWe chose Craft because the PBC line offered the best

quality for the price On the bibs the chamois is high-tech and comfort-able and the leg grippers actually work The jersey is made from different fabric types providing an aero cool and comfortable fitrdquo said Team Manager Jay Robbins from Ride Studio Cafeacute the high-end bike shop and urban cafeacute owned by the founder of Seven Cycles ldquoFinally the staff is committed to meeting our needs and our final product looks as sharp as it did on paperrdquo

The Craft Custom Promotional Program also includes a selection of per-sonal and promotional apparel including the Leisure Full Zip Hoodie the Sport Polo Shirt and the AR Tee all of which can be custom printed or embroidered ldquoThe ordering process was simple and the customer service was excellentrdquo said president of Northeastern Cycling Team Eric Pani-cucci upon taking delivery of their new Craft team gear

ldquoItrsquos clear that Craft clothing is on the cutting edge of technical cycling wearrdquo said Tyler Wren from the Jamis Hagens Berman pb Sutter Home team ldquoWhen you donrsquot notice your clothing ndash when nothing is making you hot on a warm sunny day and when you stay warm on a snowy training ride it gives you an advantage And that is how Craft gear makes me feel which makes training more effective and gives me an edge in the racesrdquo

Craft Custom cycling apparel is manufactured in Europe Custom-ers should allow six to eight weeks for delivery time Pricing starts as low as $50 with minimums of 10 per style For more information visit craftcustomcom

CRAFT CUSTOMIZED CYCLING APPAREL NOW AVAILABLE IN NORTH AMERICA FOR IBDrsquoS CLUBS AND TEAMSBy Aaron H Bible

PRODUCT REPORT

MAY 27 2013 | SGBWeeklycom 11

VOLUME 46 ISSUE 6 JULY 2013

UPCOMING ISSUES

JUNE RETAIL TOP 100

THE MOST POPULAR ISSUE

OF THE YEAR

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FOR ADVERTISING OPPORTUNITIES PLEASE CALL

JULYWHERE

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12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 5: SGB WEEKLY 1321

NEWS

BY THE NUMBERS

-381Mizuno Corp reported that net income was yen19 billion ($186 million) down 381 percent Operating profit was yen36 billion ($352 million) down 344 percent while ordinary profit was yen41 billion ($401 million) down 276 percent Earnings slid in its fiscal year-ended March 31 due largely in part to an increase in SGampA expenses and in purchasing costs however overall footwear sales remained healthy especially running shoes in the Americas up 24 percent on a currency-neutral basis Companywide revenue totaled yen1637 billion ($16 billion) in the year up 56 percent compared with the same period from the previous fiscal year

286Skechers USA Inc reported first quarter sales rose 286 percent to $4516 million from $3513 million in the first quarter of 2012 Earnings from operations for the first quarter of 2013 were $153 million versus a loss from operations of $44 million for the first quarter of 2012 Gross profit for Q1 2013 was $1927 million or 427 percent of net sales compared to $1557 million or 443 percent of net sales in the first quarter of last year

$2076 millionEaston-Bell Sports Inc which owns the Easton Bell Giro Riddell and Blackburn brands had net sales of $2076 million for the first quarter of 2013 a decrease of 4 percent as compared to $2163 million of net sales for the first quarter of 2012 Team Sports net sales for the first quarter were flat on a year-over-year basis with Riddell football and Easton baseballsoftball continuing to gain market share as sales in both businesses reflected low-single-digit growth Action Sports net sales decreased $86 million or 94 percent for the quarter

NEWS

6 SGBWeeklycom | MAY 27 2013

BROWN SHOE SELLS AVIA AND NEVADOS

Shortly two years after buying both brands as part of its acquisition of American Sporting Goods (ASG) Brown Shoe Company Inc announced that it had sold Avia and Nevados for $74 million

The acquirer was Galaxy Brand Holdings Inc the same group that acquired And1 from Brown Shoe in October 2011 And1 the basketball brand was also part of the original ASG acquisition

The CEO of Galaxy is Eddie Esses who is president of ES Originals the New York-based firm that claims to be largest privately held footwear importer in the world with volume of over $1 billion The Galaxy group according to sources partnered with Brown Shoe last year in a licensing deal to bring the Avia brand to Walmart

With the sales of Avia and Nevados an outdoor brand that leaves only Ryka remaining from the acquired ASG portfolio Brown will use the proceeds from the sale of Avia and Nevados to pay down debt

Although we were not actively marketing Avia for sale its a great brand with a strong heritage that appealed to Galaxy Brand Holdingsrdquo said Diane Sullivan president and CEO of Brown Shoe in a statement ldquoAs a result they made an offer which we believe is in the best interest of our shareholders to accept

As part the realignment and integration related to the transaction Brown will take charge of $15 million to $17 million in fiscal 2013 or approximately 28 cents to 33 cents per share on a GAAP basis Of this amount $11 million to $13 million is expected to be non-cash

Brown Shoe acquired ASG in February 2011 for $1566 million in cash includ-ing debt assumed by the company of $116 million According to an SEC filing from Brown Shoe sales of Avia and Nevados were a combined $775 million in 2012 down from $981 million a year ago although both brands were more profit-able on a combined basis

ldquoWe are excited by the tremendous potential in both Avia and Nevados and look forward to building on their foundations in the athletic and outdoor space said Galaxy Brandrsquos Esses Both brands enjoy a loyal consumer base and we are committed to continuing a tradition of serving all of our retail partners with innovative high-quality products We see significant opportunity - in both domestic and international markets - to drive the growth and continued development of these brands

8 SGBWeeklycom | MAY 27 2013

WL Gore amp Associates inventors of Gore-Tex announced the five winners of this years Shipton-Tilman Grants for climbing expeditions Applications are accepted from small unencumbered teams of friends with daring and imagi-native goals

In the spirit Eric Shipton and Bill Tilman arguably the greatest team of mountain explorers of the last century WL Gore amp Associates (Gore) said this years Shipton-Tilman Grants would split $25000 between the five recipients The expedition team must plan to accomplish their feat in a self-propelled environmentally sound and cost-effective way reflecting the philosophies of Shipton and Tillman

Gore developed the annual grant program in 1990 as a tribute to Shipton and Tilman Both men advocated traveling in compact teams unburdened by numbers of porters or excessive tonnage while remaining respectful of the terrain and leaving little trace behind

ldquoThe volume and quality of this yearsrsquo applications are proof that todaysrsquo climbers continue to seek objectives that have yet to be exploredrdquo said Yvonne Erickson Gore marketing leader ldquoWe were so inspired by this yearrsquos Shipton-Tilman grant recipients appreciation for exploration alpine climbing and the desire to leave the mountain environments as untouched as possiblerdquo

The following five teams will receive grants in 2013

In the footsteps of Genghis Kahn awarded $7400Climbers Dave Anderson Szu-ting Yi and Lauren Edwards will embark on a two-month climbing expedition beginning in the Mongolian capital of Ulaan-baator and travel by horse and camel to reach remote locations The team aims to retrace the route Gengis Khan took west across Mongolia in 1219 attempting first ascents of the Granite Mountains along the way including Zorgol Hayrham Uul Three Child Mountains and the 2000-foot north face of Eej Khairkhan Uul The routes the team has chosen will follow the natural landscape so that they can leave as little trace as possible as they venture on the sacred peaks

CanAm K6 Expedition awarded $5000The CanadianAmerican climbing team consisting of Jesse Huey Raphael Slawinski and Ian Welsted will at-tempt to climb the 2500-meter vertical northwest face of K6 West the highest peak in the Charakusa Valley in the Pakistani Karakorum The peak is one of the largest re-maining unattained goals in alpine climbing and the team will attempt to ascend in a light environmentally conscious alpine style including both ice and mixed climbing without the support of fixed gear

British Muzkol Pamir Expedition awarded $1600The British team of John Proctor and Jonathan Davey will set out to explore the remote Bozbaital Valley in the Muzkol range of the Pamir Mountains Tajikistan Their climb will include first ascents of two previously unexplored peaks at the head of the valley ndash each just over 6000 meters The team looks forward to the stable weather and welcom-ing locals and hopes that their endeavor will attract other climbers to central Asia

Green Light and Fast awarded $6000Focusing on the Cape Farewell region of South Greenland this yearrsquos only all-female team of Lizzy Scully Prairie Kearney and Quinn Brett (one of Americarsquos fastest female climbers who broke The Nose Record up El Capitan in June 2012) will explore the arearsquos less travelled terrain They will be traveling to the Torsukatak Fjord to put up first ascents on the huge unclimbed granite walls in the region They will start in the fjord near the BaronBaronness but will both hike to and explore by boat some less traveled areas with big granite walls The team is climbing without portaledges and haul bags and will not be aid climbing ndash rather ascending each wall as quickly and lightly as possible The team will be joined by photographer John Dickey

Changla Himal amp Gave Ding Expedition awarded $5000Seeking to discover new objectives in the largely unex-plored area of far west Nepal the climbing team of Neil Warren Chris Johnson Dave Chapman and Guy Wilson will attempt first ascents including Gave Ding (6571m) Lachama Chuli (5700m) Chhamsarka Daha (6248m) and other peaks to the west and around the glaciated bowl to the south The team will climb in alpine style whenever possible seeking to reflect the spirit of adventure shared by mountaineers across the globe

Editorrsquos Note To learn more or to apply visit gorecom

GORE-TEX FUNDS

LOW-IMPACT CLIMBING

EXPEDITIONS

NEWS

Photo courtesy Gore-Tex

REACHING THE MOST CONNECTED BEST INFORMED

AND HIGHEST CALIBER PROFESSIONALS IN THE ACTIVE

LIFESTYLE MARKET

FREE ACCESS TO THE LATEST JOB LISTINGS ACCELERATE YOUR ACTIVE LIFESTYLE CAREER

Contact Jeremy Freed at 3039977302 or email SportsJobssportsonesourcecom

THE INTERSECTION OF CAREER AND LIFESTYLE

10 SGBWeeklycom | MAY 27 2013

Craft North America announced a new custom cycling ap-parel program developed for IBDrsquos cycling teams clubs and charity cycling events Teams can be fully outfitted in customized Craft cycling gear including jerseys shorts bibs jackets tights skinsuits and accessories

Regarded as some of the most technically advanced cycling apparel collections available in North America the Craft Custom line was developed in close collaboration with professional cycling team RadioShack Leopard Trek The line has been thoroughly tested in the professional peloton on the Alpe drsquoHuez and in rain and snow on the cobbled streets between Paris and Roubaix

The Craft Custom cycling program offers three product categories the Elite line for cyclists who demand nothing but the best the Performance line for dedicated athletes and the Active line for casual riders and event organizers looking for affordable custom apparel options

Engineered with the same high-tech fabrics used through-out Craft retail products the Custom Bike Collection provides superior moisture transport ventilation and ergonomics en-gineered with 35-plus years of performance knowledge

ldquoWe chose Craft because the PBC line offered the best

quality for the price On the bibs the chamois is high-tech and comfort-able and the leg grippers actually work The jersey is made from different fabric types providing an aero cool and comfortable fitrdquo said Team Manager Jay Robbins from Ride Studio Cafeacute the high-end bike shop and urban cafeacute owned by the founder of Seven Cycles ldquoFinally the staff is committed to meeting our needs and our final product looks as sharp as it did on paperrdquo

The Craft Custom Promotional Program also includes a selection of per-sonal and promotional apparel including the Leisure Full Zip Hoodie the Sport Polo Shirt and the AR Tee all of which can be custom printed or embroidered ldquoThe ordering process was simple and the customer service was excellentrdquo said president of Northeastern Cycling Team Eric Pani-cucci upon taking delivery of their new Craft team gear

ldquoItrsquos clear that Craft clothing is on the cutting edge of technical cycling wearrdquo said Tyler Wren from the Jamis Hagens Berman pb Sutter Home team ldquoWhen you donrsquot notice your clothing ndash when nothing is making you hot on a warm sunny day and when you stay warm on a snowy training ride it gives you an advantage And that is how Craft gear makes me feel which makes training more effective and gives me an edge in the racesrdquo

Craft Custom cycling apparel is manufactured in Europe Custom-ers should allow six to eight weeks for delivery time Pricing starts as low as $50 with minimums of 10 per style For more information visit craftcustomcom

CRAFT CUSTOMIZED CYCLING APPAREL NOW AVAILABLE IN NORTH AMERICA FOR IBDrsquoS CLUBS AND TEAMSBy Aaron H Bible

PRODUCT REPORT

MAY 27 2013 | SGBWeeklycom 11

VOLUME 46 ISSUE 6 JULY 2013

UPCOMING ISSUES

JUNE RETAIL TOP 100

THE MOST POPULAR ISSUE

OF THE YEAR

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FOR ADVERTISING OPPORTUNITIES PLEASE CALL

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SoutheastKatie OrsquoDonohue

8282443043 katieosportsonesourcecom

12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 6: SGB WEEKLY 1321

8 SGBWeeklycom | MAY 27 2013

WL Gore amp Associates inventors of Gore-Tex announced the five winners of this years Shipton-Tilman Grants for climbing expeditions Applications are accepted from small unencumbered teams of friends with daring and imagi-native goals

In the spirit Eric Shipton and Bill Tilman arguably the greatest team of mountain explorers of the last century WL Gore amp Associates (Gore) said this years Shipton-Tilman Grants would split $25000 between the five recipients The expedition team must plan to accomplish their feat in a self-propelled environmentally sound and cost-effective way reflecting the philosophies of Shipton and Tillman

Gore developed the annual grant program in 1990 as a tribute to Shipton and Tilman Both men advocated traveling in compact teams unburdened by numbers of porters or excessive tonnage while remaining respectful of the terrain and leaving little trace behind

ldquoThe volume and quality of this yearsrsquo applications are proof that todaysrsquo climbers continue to seek objectives that have yet to be exploredrdquo said Yvonne Erickson Gore marketing leader ldquoWe were so inspired by this yearrsquos Shipton-Tilman grant recipients appreciation for exploration alpine climbing and the desire to leave the mountain environments as untouched as possiblerdquo

The following five teams will receive grants in 2013

In the footsteps of Genghis Kahn awarded $7400Climbers Dave Anderson Szu-ting Yi and Lauren Edwards will embark on a two-month climbing expedition beginning in the Mongolian capital of Ulaan-baator and travel by horse and camel to reach remote locations The team aims to retrace the route Gengis Khan took west across Mongolia in 1219 attempting first ascents of the Granite Mountains along the way including Zorgol Hayrham Uul Three Child Mountains and the 2000-foot north face of Eej Khairkhan Uul The routes the team has chosen will follow the natural landscape so that they can leave as little trace as possible as they venture on the sacred peaks

CanAm K6 Expedition awarded $5000The CanadianAmerican climbing team consisting of Jesse Huey Raphael Slawinski and Ian Welsted will at-tempt to climb the 2500-meter vertical northwest face of K6 West the highest peak in the Charakusa Valley in the Pakistani Karakorum The peak is one of the largest re-maining unattained goals in alpine climbing and the team will attempt to ascend in a light environmentally conscious alpine style including both ice and mixed climbing without the support of fixed gear

British Muzkol Pamir Expedition awarded $1600The British team of John Proctor and Jonathan Davey will set out to explore the remote Bozbaital Valley in the Muzkol range of the Pamir Mountains Tajikistan Their climb will include first ascents of two previously unexplored peaks at the head of the valley ndash each just over 6000 meters The team looks forward to the stable weather and welcom-ing locals and hopes that their endeavor will attract other climbers to central Asia

Green Light and Fast awarded $6000Focusing on the Cape Farewell region of South Greenland this yearrsquos only all-female team of Lizzy Scully Prairie Kearney and Quinn Brett (one of Americarsquos fastest female climbers who broke The Nose Record up El Capitan in June 2012) will explore the arearsquos less travelled terrain They will be traveling to the Torsukatak Fjord to put up first ascents on the huge unclimbed granite walls in the region They will start in the fjord near the BaronBaronness but will both hike to and explore by boat some less traveled areas with big granite walls The team is climbing without portaledges and haul bags and will not be aid climbing ndash rather ascending each wall as quickly and lightly as possible The team will be joined by photographer John Dickey

Changla Himal amp Gave Ding Expedition awarded $5000Seeking to discover new objectives in the largely unex-plored area of far west Nepal the climbing team of Neil Warren Chris Johnson Dave Chapman and Guy Wilson will attempt first ascents including Gave Ding (6571m) Lachama Chuli (5700m) Chhamsarka Daha (6248m) and other peaks to the west and around the glaciated bowl to the south The team will climb in alpine style whenever possible seeking to reflect the spirit of adventure shared by mountaineers across the globe

Editorrsquos Note To learn more or to apply visit gorecom

GORE-TEX FUNDS

LOW-IMPACT CLIMBING

EXPEDITIONS

NEWS

Photo courtesy Gore-Tex

REACHING THE MOST CONNECTED BEST INFORMED

AND HIGHEST CALIBER PROFESSIONALS IN THE ACTIVE

LIFESTYLE MARKET

FREE ACCESS TO THE LATEST JOB LISTINGS ACCELERATE YOUR ACTIVE LIFESTYLE CAREER

Contact Jeremy Freed at 3039977302 or email SportsJobssportsonesourcecom

THE INTERSECTION OF CAREER AND LIFESTYLE

10 SGBWeeklycom | MAY 27 2013

Craft North America announced a new custom cycling ap-parel program developed for IBDrsquos cycling teams clubs and charity cycling events Teams can be fully outfitted in customized Craft cycling gear including jerseys shorts bibs jackets tights skinsuits and accessories

Regarded as some of the most technically advanced cycling apparel collections available in North America the Craft Custom line was developed in close collaboration with professional cycling team RadioShack Leopard Trek The line has been thoroughly tested in the professional peloton on the Alpe drsquoHuez and in rain and snow on the cobbled streets between Paris and Roubaix

The Craft Custom cycling program offers three product categories the Elite line for cyclists who demand nothing but the best the Performance line for dedicated athletes and the Active line for casual riders and event organizers looking for affordable custom apparel options

Engineered with the same high-tech fabrics used through-out Craft retail products the Custom Bike Collection provides superior moisture transport ventilation and ergonomics en-gineered with 35-plus years of performance knowledge

ldquoWe chose Craft because the PBC line offered the best

quality for the price On the bibs the chamois is high-tech and comfort-able and the leg grippers actually work The jersey is made from different fabric types providing an aero cool and comfortable fitrdquo said Team Manager Jay Robbins from Ride Studio Cafeacute the high-end bike shop and urban cafeacute owned by the founder of Seven Cycles ldquoFinally the staff is committed to meeting our needs and our final product looks as sharp as it did on paperrdquo

The Craft Custom Promotional Program also includes a selection of per-sonal and promotional apparel including the Leisure Full Zip Hoodie the Sport Polo Shirt and the AR Tee all of which can be custom printed or embroidered ldquoThe ordering process was simple and the customer service was excellentrdquo said president of Northeastern Cycling Team Eric Pani-cucci upon taking delivery of their new Craft team gear

ldquoItrsquos clear that Craft clothing is on the cutting edge of technical cycling wearrdquo said Tyler Wren from the Jamis Hagens Berman pb Sutter Home team ldquoWhen you donrsquot notice your clothing ndash when nothing is making you hot on a warm sunny day and when you stay warm on a snowy training ride it gives you an advantage And that is how Craft gear makes me feel which makes training more effective and gives me an edge in the racesrdquo

Craft Custom cycling apparel is manufactured in Europe Custom-ers should allow six to eight weeks for delivery time Pricing starts as low as $50 with minimums of 10 per style For more information visit craftcustomcom

CRAFT CUSTOMIZED CYCLING APPAREL NOW AVAILABLE IN NORTH AMERICA FOR IBDrsquoS CLUBS AND TEAMSBy Aaron H Bible

PRODUCT REPORT

MAY 27 2013 | SGBWeeklycom 11

VOLUME 46 ISSUE 6 JULY 2013

UPCOMING ISSUES

JUNE RETAIL TOP 100

THE MOST POPULAR ISSUE

OF THE YEAR

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FOR ADVERTISING OPPORTUNITIES PLEASE CALL

JULYWHERE

AMERICASHOPS

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SportsOneSource bull 2151 Hawkins Street bull Suite 200 bull Charlotte bull NC bull 28203 bull SportsOneSourcecom

NortheastBuz Keenan

2018875112buzsportsonesourcecom

MidwestBarry Kingwill 8475379196

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SoutheastKatie OrsquoDonohue

8282443043 katieosportsonesourcecom

12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 7: SGB WEEKLY 1321

REACHING THE MOST CONNECTED BEST INFORMED

AND HIGHEST CALIBER PROFESSIONALS IN THE ACTIVE

LIFESTYLE MARKET

FREE ACCESS TO THE LATEST JOB LISTINGS ACCELERATE YOUR ACTIVE LIFESTYLE CAREER

Contact Jeremy Freed at 3039977302 or email SportsJobssportsonesourcecom

THE INTERSECTION OF CAREER AND LIFESTYLE

10 SGBWeeklycom | MAY 27 2013

Craft North America announced a new custom cycling ap-parel program developed for IBDrsquos cycling teams clubs and charity cycling events Teams can be fully outfitted in customized Craft cycling gear including jerseys shorts bibs jackets tights skinsuits and accessories

Regarded as some of the most technically advanced cycling apparel collections available in North America the Craft Custom line was developed in close collaboration with professional cycling team RadioShack Leopard Trek The line has been thoroughly tested in the professional peloton on the Alpe drsquoHuez and in rain and snow on the cobbled streets between Paris and Roubaix

The Craft Custom cycling program offers three product categories the Elite line for cyclists who demand nothing but the best the Performance line for dedicated athletes and the Active line for casual riders and event organizers looking for affordable custom apparel options

Engineered with the same high-tech fabrics used through-out Craft retail products the Custom Bike Collection provides superior moisture transport ventilation and ergonomics en-gineered with 35-plus years of performance knowledge

ldquoWe chose Craft because the PBC line offered the best

quality for the price On the bibs the chamois is high-tech and comfort-able and the leg grippers actually work The jersey is made from different fabric types providing an aero cool and comfortable fitrdquo said Team Manager Jay Robbins from Ride Studio Cafeacute the high-end bike shop and urban cafeacute owned by the founder of Seven Cycles ldquoFinally the staff is committed to meeting our needs and our final product looks as sharp as it did on paperrdquo

The Craft Custom Promotional Program also includes a selection of per-sonal and promotional apparel including the Leisure Full Zip Hoodie the Sport Polo Shirt and the AR Tee all of which can be custom printed or embroidered ldquoThe ordering process was simple and the customer service was excellentrdquo said president of Northeastern Cycling Team Eric Pani-cucci upon taking delivery of their new Craft team gear

ldquoItrsquos clear that Craft clothing is on the cutting edge of technical cycling wearrdquo said Tyler Wren from the Jamis Hagens Berman pb Sutter Home team ldquoWhen you donrsquot notice your clothing ndash when nothing is making you hot on a warm sunny day and when you stay warm on a snowy training ride it gives you an advantage And that is how Craft gear makes me feel which makes training more effective and gives me an edge in the racesrdquo

Craft Custom cycling apparel is manufactured in Europe Custom-ers should allow six to eight weeks for delivery time Pricing starts as low as $50 with minimums of 10 per style For more information visit craftcustomcom

CRAFT CUSTOMIZED CYCLING APPAREL NOW AVAILABLE IN NORTH AMERICA FOR IBDrsquoS CLUBS AND TEAMSBy Aaron H Bible

PRODUCT REPORT

MAY 27 2013 | SGBWeeklycom 11

VOLUME 46 ISSUE 6 JULY 2013

UPCOMING ISSUES

JUNE RETAIL TOP 100

THE MOST POPULAR ISSUE

OF THE YEAR

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8282443043 katieosportsonesourcecom

12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 8: SGB WEEKLY 1321

10 SGBWeeklycom | MAY 27 2013

Craft North America announced a new custom cycling ap-parel program developed for IBDrsquos cycling teams clubs and charity cycling events Teams can be fully outfitted in customized Craft cycling gear including jerseys shorts bibs jackets tights skinsuits and accessories

Regarded as some of the most technically advanced cycling apparel collections available in North America the Craft Custom line was developed in close collaboration with professional cycling team RadioShack Leopard Trek The line has been thoroughly tested in the professional peloton on the Alpe drsquoHuez and in rain and snow on the cobbled streets between Paris and Roubaix

The Craft Custom cycling program offers three product categories the Elite line for cyclists who demand nothing but the best the Performance line for dedicated athletes and the Active line for casual riders and event organizers looking for affordable custom apparel options

Engineered with the same high-tech fabrics used through-out Craft retail products the Custom Bike Collection provides superior moisture transport ventilation and ergonomics en-gineered with 35-plus years of performance knowledge

ldquoWe chose Craft because the PBC line offered the best

quality for the price On the bibs the chamois is high-tech and comfort-able and the leg grippers actually work The jersey is made from different fabric types providing an aero cool and comfortable fitrdquo said Team Manager Jay Robbins from Ride Studio Cafeacute the high-end bike shop and urban cafeacute owned by the founder of Seven Cycles ldquoFinally the staff is committed to meeting our needs and our final product looks as sharp as it did on paperrdquo

The Craft Custom Promotional Program also includes a selection of per-sonal and promotional apparel including the Leisure Full Zip Hoodie the Sport Polo Shirt and the AR Tee all of which can be custom printed or embroidered ldquoThe ordering process was simple and the customer service was excellentrdquo said president of Northeastern Cycling Team Eric Pani-cucci upon taking delivery of their new Craft team gear

ldquoItrsquos clear that Craft clothing is on the cutting edge of technical cycling wearrdquo said Tyler Wren from the Jamis Hagens Berman pb Sutter Home team ldquoWhen you donrsquot notice your clothing ndash when nothing is making you hot on a warm sunny day and when you stay warm on a snowy training ride it gives you an advantage And that is how Craft gear makes me feel which makes training more effective and gives me an edge in the racesrdquo

Craft Custom cycling apparel is manufactured in Europe Custom-ers should allow six to eight weeks for delivery time Pricing starts as low as $50 with minimums of 10 per style For more information visit craftcustomcom

CRAFT CUSTOMIZED CYCLING APPAREL NOW AVAILABLE IN NORTH AMERICA FOR IBDrsquoS CLUBS AND TEAMSBy Aaron H Bible

PRODUCT REPORT

MAY 27 2013 | SGBWeeklycom 11

VOLUME 46 ISSUE 6 JULY 2013

UPCOMING ISSUES

JUNE RETAIL TOP 100

THE MOST POPULAR ISSUE

OF THE YEAR

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FOR ADVERTISING OPPORTUNITIES PLEASE CALL

JULYWHERE

AMERICASHOPS

Ad close619

SportsOneSource bull 2151 Hawkins Street bull Suite 200 bull Charlotte bull NC bull 28203 bull SportsOneSourcecom

NortheastBuz Keenan

2018875112buzsportsonesourcecom

MidwestBarry Kingwill 8475379196

bkingwillsportsonesourcecom

SoutheastKatie OrsquoDonohue

8282443043 katieosportsonesourcecom

12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 9: SGB WEEKLY 1321

MAY 27 2013 | SGBWeeklycom 11

VOLUME 46 ISSUE 6 JULY 2013

UPCOMING ISSUES

JUNE RETAIL TOP 100

THE MOST POPULAR ISSUE

OF THE YEAR

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FOR ADVERTISING OPPORTUNITIES PLEASE CALL

JULYWHERE

AMERICASHOPS

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SportsOneSource bull 2151 Hawkins Street bull Suite 200 bull Charlotte bull NC bull 28203 bull SportsOneSourcecom

NortheastBuz Keenan

2018875112buzsportsonesourcecom

MidwestBarry Kingwill 8475379196

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SoutheastKatie OrsquoDonohue

8282443043 katieosportsonesourcecom

12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 10: SGB WEEKLY 1321

12 SGBWeeklycom | MAY 27 2013

By Aaron H Bible

NEXT GENERATION TECHNICAL WOOL APPAREL

MEET VOORMI

BRAND REPORT

Riding the technical wool-blend bandwagon - but doing so in their own unique way - Voormi (pronounced vor-mee) will debut their first full line of high performance thermal apparel at select outdoor and snow specialty retailers this fall

Based in Pagosa Springs CO the company features some industry veteran leaders an intense testing process and do-mestically sourced precision-blended wool In January the fledgling brand made its introduction to its Southwest Colorado hometown and has been slowly and confidently getting the word out to the industry and media

Built from the ground up upon a series of proprietary fabric technologies Voormi is delivering a limited tiered product of-fering of what is almost a new category utilizing fine-micron wool with high-alpine inspired technicality and design

ldquoFrom the beginning our goal has been to push the du-rability and technical performance of wool far beyond what people have come to expect from performance syntheticsrdquo said Doug Lumb Voormirsquos senior vice president of product developmentldquoThe advances made over the last ten years with this natural super-fiber have brought it close to being a viable solution for serious backcountry travel We believe our work over the last three years has taken it the rest of the wayrdquo

The company has unveiled two new technology platforms from which the collection will be built The first is its Dual Surface Precision Blended Wool ideal for next-to-skin ap-plications and not totally unlike other performance wool base layers on the market This fabric features a thin inner layer of high-performance wicking yarns combined with a fine-mi-cron wool face Next is the Surfaced Hardened Thermal Wool designed to withstand the rigors of high elevation and arctic environments This first-of-its-kind mid-layer fabric features high-performance wool reinforced by an array of outer sur-face durable yarns purposefully positioned for durability

Three years in the making Voormirsquos stated mission is to simplify and streamline performance apparel and outerwear for backcountry travel And to get there company leaders such as Dustin English managing director and his sister Megan English Wolf Creek Ski Resort ski patroller and Voormi marketing ambassa-dor relentlessly test prototypes ski-mo-biling ice climbing touring patrolling and guiding in the moun-tain states Alaska and the South Pole

Dustin English managing director VoormiWomens Lithium Crew hoodiePhoto courtesy Voormi

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 11: SGB WEEKLY 1321

MAY 27 2013 | SGBWeeklycom 13

Fall 2013 products will be made in the US with 100 percent do-mestically sourced Rocky Mountain Highcountry Merino Exhibiting a higher degree of crimp compared to wool grown in other regions of the world Voormirsquos proprietary material is touted as generally stronger more resilient with better thermal regulation than wool grown in mild maritime climates

The inherent benefit of wool sourced from the unique high-ele-vation climate of the Rocky Mountain region is something that wersquove been keeping a keen eye on for some time now said Timm Smith director of brand marketing After overwhelming feedback on the durability of our first prototypes and a long held belief amongst the team that wool sourced from our unique climate is the best suited option for use in our unique climate we thought it was worth doing some more digging

ldquoWith years of experience in the nuances of fiber chemistry and access to a nationwide network of wool experts the ASI (American Sheep Industry) was fundamental in helping us connect the rest of the dots From there it was a matter of reconfiguring our supply chain to isolate only the best strongest fibers from our countryrsquos most iconic mountain rangerdquo Smith added saying itrsquos a key step in building a 100 percent domestically supplied and produced line

of performance wool apparelDespite the slow custom-

ized start Voormi is actually made up of a team of heavy hitting industry vets Dan English founded and has been directing the company since its inception capital-izing on 25 years of senior management experience in the technology world includ-

ing 12 years at Microsoft He also worked as an owner and head of sales and licensing for Mossy Oak in the hunting and conservation space for five years and now with Voormi he plans to ldquorethink every aspect of business along the wayrdquo

Lumb comes to Voormi from a mere 40 years at Polartec where he was a respected innovator and pioneer in product and textile development Director of brand marketing Timm Smith is a Gore-Tex

veteran where he worked for 10 years bringing new products and technologies to market in the outdoor in-dustry working with some of the most prominent and re-spected brands

Of particular note on the product side is the versatile hooded mid-layer the High-E Hoodie said to be

the jumping off point for the brand overall Water repellent highly durable and breathable it features the Surface Hardened Thermal Wool - a 215 micron wool made uniquely tough with performance fibers and a DWR coating The zippered kangaroo pocket is perfect for hand warming and unobtrusive louvered thumb loops add warmth and make pulling a shell on easier It will retail for $229 Also in the High-E Series is the Access Hoodie MSRP $199 and the Drift Jacket MSRP $249 Colors throughout all the lines will be subtle and natural Chestnut Cinder Deep Sage and Twilight for men and Cinder Orchid Merlot and Sky for women

On the Dual Surface side of the product line Voormi is entering the base layer market with the Thermal Base-Layer Series Available in two weights both the Thermal I and Thermal II series are designed to minimize overheating and moisture build up The fine-micron merino is enhanced with an ultra-thin layer of performance wicking yarns The Lithium Crew and Bottoms in Thermal I are meant to be air-permeable three-season building blocks for stop-and-go activity They are soft next to skin and like other wool baselayers fight odor MSRP $90 each Thermal II base layers come in three-quarter zip or hoodie for the tops MSRP $119$129 bottoms MSRP $109 Menrsquos colors are Charcoal Sahara and Limelight womenrsquos are Charcoal Lilac and Twilight

And the name Voormi Yoursquoll just have to ask them what it means when you see them on the mountain or in the aisles of the next tradeshow

Dan English founder Voormi

Timm Smith director of brand Marketing Voormi

Dustin English managing director Voormi

Mens High-E Hoodie

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 12: SGB WEEKLY 1321

14 SGBWeeklycom | MAY 27 2013

In mid-May Birkenstock USA announced that David Kahan would join the company as CEO beginning June 1

Kahan brings more than 20 years experience as a senior leader at footwear brands including Rockport Reebok Fila and Nike He most recently held the position of President of the Footwear Group for ENK International the trade show producer In this role Kahan re-engineered the WSA show in Las Vegas transforming it into the largest US trade show dedicated to sourcing and fast fashion for the footwear industry While at ENK he also led the Sole Commerce events in New York City which focus on the fashion business Previ-ously he was Senior Vice President of Rockport USA from 2002 to October 2010

The CEO position at Birkenstock USA had been vacant for several years Here Kahan discusses why he joined the company

What is on the immediate horizon for Birkenstock as you pre-pare for Spring 2014 This is an exciting time for Birkenstock both internally and externally and Irsquom looking forward to working with the team to assess and grow our opportunities Much is on the horizon starting with our sales meeting in early June This summer the en-tire company will be moving to one integrated system Tradeshow season is right around the corner product looks great and a united sales force will now hit the road with our complete portfolio including Birkirsquos and Papillio There is so much to look forward to and for me June 1 canrsquot come quickly enough

What does this appointment mean for Birkenstock Birken-stock has tremendous brand value and equity You can go anywhere and ask folks what they know about Birkenstock and theyrsquoll tell you theyrsquore the most comfortable shoes ever The brand is so highly vis-ible and highly relevant right now that itrsquos all opportunity going for-ward Irsquom most looking forward to working with our retail partners to leverage this momentum and maximize their business

What should retailers expect from Birkenstock in the future First retailers who know me know that as an organization we will be committed to the best possible service at all times ndash we will excel as a ldquobest in classrdquo sales and service team to ensure we make it easy for our retail partners to do business with us Moving to an integrated sales force and one data platform is a major step for us in this direction Second we will listen closely to the needs of the US market Birkenstock is a global brand and we will always maintain the DNA and values of the brand however we will be innovative from a product standpoint in how we manifest this in fresh styles to meet the specific needs of the US consumer

What most excites you about the Birkenstock brand Birkenstock is one of the most iconic footwear brands in the history of the industry There are only a few brands let alone footwear brands that not only have immediate name recogni-tion but more importantly a brand image that comes to mind when you speak of them The image of Birkenstock the core DNA of the brand is very much in tune with the lifestyle and mindset of US consumers ndash people are seeking a more holistic life they are not looking to compromise comfort for style and they are seeking authentic brands that deliver on these qualities There is no better brand than Birkenstock that fits the bill and retailers will see energy behind our efforts that will support them in meeting the needs of their consumers

How will you be incorporating your recent experience with ENK and the tradeshow world into your new role as CEO for Birkenstock Itrsquos all about relationships branding and driving the bottom line Irsquove met so many terrific people in my career and look forward to bringing the conversation full circle with this incredible brand

CEO Birkenstock USA

David Kahan

By Thomas J Ryan

SGB PROFILE

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 13: SGB WEEKLY 1321

ACHIEVE YOUR GOALS

As the broadest deepest and most timely data available for the US Sports and Outdoor Active Lifestyle Market SportScanInfo is the weekly retail point-of-sale data reporting solution To learn more about how we can help your business call 7049873450 or email sportscansportsonesourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA

SportScanInfocom A Service of the SportsOneSource Group

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 14: SGB WEEKLY 1321

16 SGBWeeklycom | MAY 27 2013

Made in America

By Aaron H Bible

SLOGAN OR VIABLE BUSINESS STRATEGY

More than just a slogan ldquoMade in Americardquo carries deep-rooted connotations for generations of Americans as wersquove grown up watching stateside manufacturing essentially disappear

From automobiles and textiles to toys electronics and even food production Made in America seems more like a novelty today than a viable business practice But recently these same industries are back on the table as American-made especially in the outdoor industry manufacturing in America seems to be regaining a foothold at the very least a renewed cache And while more and more micro-manufacturers are finding it beneficial to make things in their own backyards some of the bigger players are starting to look at the seemingly foreign concept as well

The topic deserves and has seen plenty of analysis and political wrangling and the statistics tell a startling tale Only approximately 65 percent of Americarsquos labor force is employed in ldquoproductionrdquo (Bureau of Labor) In 1950 nearly a third of the population worked in some form of production Since 2001 America has lost 42400 factories 36 percent of which employed more than 1000 workers (The American Prospect) The discussion is further complicated by tariffs trade policies currency valuation and discrepancies between industries

The following is a look into a few of the leading minds behind

outdoor-industry companies still making things in America with some philosophies and opinions about what is working what isnrsquot and how things can change

In the second part of this story wersquoll investigate further the re-emergence of Made in America taking a look at more companies in the snowsports accessories sporting and apparel industries

WOOLRICH

ldquoOur woolen mill is the nationrsquos oldest continuous operationrdquo said Vice President of Woolrich Inc Josh Rich an eighth-generation family owner whose forefather John Rich opened the Woolrich Woolen Mill in Pennsylvania in 1830 ldquoWe have a long tradition making wool products and supporting the community Itrsquos a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the companyrdquo

ldquoOur domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic storiesrdquo he said and this renewed interest in US made goods has been happening for about five years ldquoI think it comes down to what a company wants to accomplish Itrsquos not easy to make your products here We know

Editorrsquos note Part one of a two-part series

A resurging interest in American manufacturing especially within the outdoor industry is getting

harder and harder to ignore

Photo courtesy Keen

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 15: SGB WEEKLY 1321

MAY 27 2013 | SGBWeeklycom 17

itrsquos the right thing for us and so wersquore finding ways to make more of it here againrdquo

But this production is not with-out its challenges especially in the apparel market Rich said Therersquos a nationwide shortfall of experienced cut-and-sew workers and of do-mestic suppliers of wovens ldquoCotton has become a major fiber for us and finding woven cotton at competitive pricing domestically is very chal-lengingrdquo he said

ldquoRealistically itrsquos not going to work for everyone Consumers say they want American but many arenrsquot willing to pay the premium for itrdquo continued Rich ldquoThe same is true for manufactur-ing I see this changing but itrsquos going to be a slow burn and it will be very dependent on costsrdquo

KEEN

On the footwear side New Balance is essentially the only athletic footwear manufacturer left in the US But environmentally conscious companies such as Portland ORrsquos Keen are beginning to re-test the US waters opening a Portland-based shoe factory in October 2010 Keen also makes bags in Chico CA and socks in North Carolina

ldquoKeen is dedicated to creating a strong community and to looking for smart solutions Making things here in the US creates jobs and is better for the en-vironmentrdquo said Kirk Richardson development director at Keen ldquoThe more we are able to produce in the US the more we can influence bringing pieces of the supply chain closer to home Some of our suppliers have already shifted production of resources to the US to help support our needsrdquo

Richardson said manufacturing shifted away from the US for three reasons costs competence and com-plexity ldquoWe decided to challenge the three Crsquosrdquo he explained ldquoWhat if we could build a highly automated fac-tory to help offset the need for less expensive labor What if we could apply the footwear know-how we have gained to make manufactur-ing a core-competency for Keen When we took into consideration all of these dimensions it led us to the conclusion that building footwear in the US could really make sense The ability to use our Portland factory as a prototype and sample facility a quality testing facility and a learning center is very compelling Itrsquos also a

way for Keen to build community by creating jobs providing education and

giving Portland the right to say great footwear is being built hererdquo

Said Richardson ldquoThe Portland factory is one way we are exploring sustainable manufacturing practices There are a lot of complexities around manufacturing While it was the right decision for us to shift some of our production to the US each business has its own strategies and objectives to weighrdquo

So how far away from widespread American manufac-turing are we and how do we get there ldquoAmerica needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities as the Asian system of higher education did 20 years agordquo Richardson said ldquoWe have a focus and skills gap that can be closed but it needs addressing at that level Ultimately we see lsquoregionalizationrsquo of manufacturing to be the way forward in mitigating the continuous move-ment of component ingredients in the supply chain from all over the world to Asia and backrdquo

IBEX OUTDOOR CLOTHINGWool apparel manufacturer Ibex Outdoor Clothing who produces a significant portion of its product line in the US and has completely domestic supply chains said the biggest barrier to stateside production is finding manufacturing partners that meet its needs And be-cause of the loss of the skilled cut-and-sew workforce Ibex VP of Marketing Keith Anderson agreed wide-spread American manu-facturing is a ways off

ldquoWe need the workforce the incentives and the motivation to build more in the US Itrsquos easy to say we want more Made in the USA but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions there are not going to be as many risk takers bringing the manufacturing process back homerdquo Anderson said But that doesnrsquot diminish its importance

ldquoIt allows greater flexibility in terms of production and quality control We are small and we can be nimble with US-based manufacturingrdquo Anderson explained ldquoWe are committed to building product in the US for the economic reasons and because it feels good as a companyrdquo

Josh Rich vice president Woolrich Inc

Kirk Richardson development

director Keen

Keith Anderson VP marketing Ibex

Photo courtesy Keen

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 16: SGB WEEKLY 1321

18 SGBWeeklycom | MAY 27 2013

CASCADE DESIGNS INC

Camping accessory icon Cascade Designs Inc has been manufacturing in Seattle WA since 1972 cre-ating products such as Therm-a-Rest mattresses MSR stoves and Platypus water filters for 40 years

ldquoManufacturing locally allows us to retain control over the quality and availability of what we sell to dis-

tribute regionally - there-by minimizing wasteful shipping - and to keep jobs here at homerdquo Cas-cade Designs President Joe McSwiney said ldquoThe biggest challenge in being a US-based manufac-turer is that it sets the bar very high on innovation Unless your products are demonstrably superior you will not be able to charge enough to pay for

US manufacturing We actually like this lsquochallengersquordquo Its always been my philosophy that you want to

make stuff near where youre selling it because you can provide much better service that way agreed Cascade Designs Founder John Burroughs And while local manufacturing promotes innovation and quality itrsquos not without its problems

ldquoNot all materials are available in the US anymore This is changing over time however itrsquos still necessary to go to Asia for a number of materials Also itrsquos hard to hire skilled manufacturing employees especially on the softgoods side For this reason we train a lot of our own manufacturing operatives and engineersrdquo McSwiney said ldquoUnless you design engineer and position a product from the ground up to be manufactured in the US you will not succeed Instead of moving a production line of a current product back to the US perhaps consider creating a new enhanced line of product enabled by domestic production For some time you could sell the new domestically manufactured line parallel to imported lines thus minimizing risk and allowing the customer a chance to make the switchrdquo Which is exactly what Portlandrsquos Keen is doing

ldquoManufacturing will be relevant where it makes the most economic sense for the business andor industri-al sectors involvedrdquo McSwiney continued ldquoUS manu-facturing capability in certain sectors took decades to build and then collapsed relatively quickly It will take time to rebuild again

ldquoMany people are surprised to learn we manufacture most of the products we sell and they are amazed when

they come into a factory and see Ameri-cans working on production lines mak-ing all this gearrdquo he said He also added that all of Cascade Designsrsquo buildings are old theyrsquove never found a need to build a new building when so many good ones exist

ldquoFinally at Cascade Designs we believe in a made-in-market approach to manufacturingrdquo McSwiney concluded ldquoIn the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didnrsquot comply with our core philosophy of local manufacturing In 1985 we created a wholly-owned subsidiary in Midleton County Cork Ireland to manufacture product for the European market Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American marketrdquo

KOKATAT

Kokatat Inc has been making paddling apparel and accessories in Arcata CA since 1971 On Black Friday 2012 the company unveiled its first annual American Made Outdoor Gear Awards celebrating US manufacturing

and continually develop the finest paddling apparel in the world Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partnersrdquo said Jeff Turner sales and design manager for Kokatat ldquoOur efforts make a direct contribution to the local Humboldt County economy We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region powering much of our manufacturing equipmentrdquo

Turner explained ldquoWith the textile manufacturing exodus that occurred during the lsquo80s and lsquo90s it became increasingly difficult and expensive to source materials from domestic suppliers As a result US apparel component manufacturers were in-creasingly priced out of the market by Asian-based manufacturers who in many cases were selling a higher qual-ity at a better price

ldquoOur advice to companies who want to develop more domestic products is to drive through the barriers with de-liberate intent The only way to start is to startrdquo Turner said

Kokatat has received more and more inquiries into their processes over the last few years ldquoWith fluctuating tariffs duties and quotas and the uncertainty of shipping capacity the renewed in-terest in domestic manufacturing be-gan in the latter end of the last decaderdquo he said

ldquoThe lynch pin for success in a re-turn to US apparel manufacturing is that the big brands must start to make the moverdquo concluded Turner ldquoIn order to overcome the lack of infra-structure supplier companies need to see the revenue opportunity to an in-frastructure investmentrdquo He said that while Kokatat was working with a US textile mill on a completely domestic wool product line they were unable to generate enough business for the mill to see the program through and as a result its wool baselayer program features Merino from New Zealand

Joe McSwiney presidentCascade Designs

Jeff Turner sales and design manager Kokatat

in the outdoor industry and recognizing more than 50 companies committed to sourcing and manufacturing goods in the United States

ldquoFrom the beginning our founder and president Steve OrsquoMeara recognized that keeping production local was necessary in order to control quality

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 17: SGB WEEKLY 1321

MAY 27 2013 | SGBWeeklycom 19

FIVE TEN

Another brand thatrsquos made its livelihood off of qual-ity and innovation Five Ten climbing manufactures all rock shoes and apparel in California as it has since the early lsquo80s sticking close to its roots in Yosemite and Joshua Tree Currently the company is producing shoes in the bike and approach category in Asia as well

Five Ten General Manager Christian Stegmaier ex-plained the companyrsquos philosophy ldquoSimilar to Coca Cola we keep our Stealth rubber production in the US so that we can control our intellectual property We also have kept Stealth rubber production in the US in order to ensure high quality Itrsquos the same for our rock

shoes We keep the business of climbing close by to ensure the highest stan-dards of quality and continued i n n o v a t i o n rdquo Stegmaier said

ldquoCost of labor here is ten times higher than if we would do it in Asia but on

the other side it is keeping the secrecy of Stealth rub-ber and close communication of innovation and work-manship and keeping it here no one can reverse engi-neer itrdquo he said ldquoIf you can increase efficiency through knowledge and production or if you produce high quality premium products then it could make senserdquo

ldquoLooking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for US productionrdquo Stegmaier said ldquowe are very far away from widespread American manu-facturingrdquo

TWENTY TWO MANUFACTURING

Back in Portland OR 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing For Gaeir the decision to open a US manufacturing plant was about bringing craft back to the outdoor industry He said that while wersquove been chasing cheap labor rates around the globe the supply of this labor is actually decreasing as we continue to globalize

Christian Stegmaier general manager Five Ten

Gaeir reiterated ldquoThe biggest barrier for us has been the availability of skilled qualified laborers who have the passion and experience to sew There havenrsquot been enough jobs in the US to keep trained sewing machine operators working So many have either lost their skills or there just arenrsquot an abundance in the workforce to choose from To counter this barrier wersquove invested time and money to train our factory workers to produce at superior levels

ldquoTo really know the craft means we as designers know all the aspects of the process and should have hands-on opportunities to direct them - this helps us make better design choices up front and in the end will make better products more efficiently and cost effectivelyrdquo he explained

While brands fight for the right to claim innovation many competing products now go through the same ldquofilterrdquo of materials and factories in Asia Gaeir hopes to give them back their autonomy

ldquoSmall fast and nimble is how we operatehellipa huge contrast to the large volume slow to change big manufacturing facilitiesrdquo Gaeir said ldquoConsumer demand for products tends to go un-made because it might be too niche for a large brand to produce We are intent on finding those niche spots that are being ignoredrdquo

Most agree that US manufacturing has environmental savings as well ldquoThe large ocean- going ships that transport most of our goods are horrible polluters burning very crude diesel fuel and dumping waste into our oceans Additional-ly most power generated in China comes from coal burning power plants and factories use a ton of this energy that negatively affects environmental efforts The power we use in our Portland facility is supplied by wind from our electric companyrdquo Gaeir said ldquoItrsquos one thing to ship a bolt of fabric and completely dif-ferent to ship an entire production run Wersquoll always need to ship stuff around that wonrsquot change but we can mitigate the costs and timing as much as possible by keeping manufacturing domestic

ldquoCraft-built targeted products are the key to a healthy US production scene Wersquove seen this evident in the explosion of micro brewing and distilling in the beerliquor markets and food co-opsfarm-to-table restaurantsrdquo concluded Gaeir ldquoBeing a part of a global system will continue to be necessary therersquos no getting away from it nor do I think itrsquos a bad thing If we start to look around the globe for the lsquobestrsquo and not the lsquocheapestrsquo I think it will change the percep-tions of a global market

ldquoLocalized specialized production should really be the answerrdquo Gaeir said ldquoBuilding products people need and want in their communities will put the right products in the right hands and avoid the massive over production and inevitable off-price liquidations Consumerism then becomes a thoughtful and meaningful process again for quality goods that lastrdquo

Mike Gaeirowner Twenty Two Manufacturing

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 18: SGB WEEKLY 1321

20 SGBWeeklycom | MAY 27 2013

The sporting goods industry gathered once again for the NSGA Management Conference amp Team Dealer Summit

By Fernando J Delgado

TEAM BUSINESS EVENTS

he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Associationrsquos 49th Management Conference amp 15th Team Dealer Sum-

mit a four-day event featuring dynamic speakers information-packed sessions and a chance to mingle with peers NSGA estimated that more than 330 attendees - including leading manufacturers retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort amp Spa from May 5-8 in Palm Beach Gardens FL while working to expand their knowledge and make new connections within the industry

The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last yearrsquos Conference amp Summit In addition to the traditional Conference amp Dealersrsquo tracks three new afternoon tracks ndash Global Strategic and Tactical - were intro-duced to provide further specialized content for attendees

The Team Dealer Track included ldquoIncreasing Team Sports Participationrdquo ndash a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management recruiting top talent for team dealers and results from a team dealer road sales compensation study The Conference Track offered a ldquoState of Sporting

Goods Retailingrdquo panel along with sessions of a more specific tone such as ldquoHow to Fascinaterdquo and ldquoAre You a Genius or a Genius Makerrdquo

The first full day of the event May 6 included the All-Star Awards Luncheon during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year Attendees also enjoyed PGA Nationalrsquos golf course as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7

Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location ldquoThis is the best thing that I do both for myself and the company every yearrdquo said George C Kline Jr sales pro at BSN Sports ndash Team Bethlehem ldquoItrsquos the only spot where you get to meet everybody in the industry Since a lot of the trade shows are gone we donrsquot get to meet with the big companies anymore This is just a great event to talk with different people in the industry and learn new ideasrdquo

The eventrsquos keynote speaker Duke University Menrsquos Basketball Coach Mike Krzyzewski was a highlight for many of the attendees Taking the stage on Tuesday morning Krzyzewski captivated the audience with a session entitled ldquoVictory Through Teamwork and Leadershiprdquo during

Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference amp Team Dealer Summit are from left to right John Parish Sr Worth Inc Rusty Saunders Saunders Consulting and Randy Hooper Sports Distributors of Canada Ltd

Lessons in Leadership

T

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 19: SGB WEEKLY 1321

MAY 27 2013 | SGBWeeklycom 21

which he offered inspirational advice based on his personal experiences from his coaching career He shared several anecdotes from his time with the Team USA Olympic Menrsquos Basketball Team which he coached to gold medals in the 2008 and 2012 Olympics and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him He encouraged executives of sporting goods companies to lead though teamwork communication and trust among other values and skills

Kryzyewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country He said that the industry is needed to send a positive message

have made numerous contributions to the in-dustry and led organizations to new heights

Hooper became the first paid employee of Sports Distributors of Canada Ltd in 1975 serving as its president for 37 years until his retirement in January 2012 During his time leading the organization Sports Distributors of Canada Ltd grew from a few stores to more than 200 and Hooper helped create two re-tail brands Source for Sports and Source for Adventure Today Source for Sports has more storefronts than any other sporting goods re-tail banner in Canada

during a time when physical education programs are being cut from school curriculums youth sports participation is down and childhood obesity is on the rise ldquoYour industry is neededrdquo said Kryzyewski to the audience ldquoOur country always needs to be involved with teams because itrsquos the crucible that every educational system should use to really teach reality while theyrsquore teaching theory in the classroomrdquo

Kryzyewskirsquos speech left many attendees buzzing afterwards ldquoCoach K was tremen-dous He had to have been the best part of the whole eventrdquo said BSN Sportsrsquo Kline ldquoWe got a lot out of his talk and the values he prac-tices He was phenomenalrdquo

Coach K wasnrsquot the only Hall of Famer who made an impression during the event On Tuesday night the Sport-ing Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony The inductees were Randy Hoop-er retired president of Sports Distributors of Canada Ltd John Parish Sr retired CEO of Worth Inc and Rusty Saunders owner of Saunders Consulting The accomplish-ments of each inductee are truly impressive as all three

Keynote speaker Duke Universitys Mens Basketball Coach Mike Krzyzewski

Networking is a component of the conference and so it was for Jeff Rosenthal Hibbett Sports Glenn Walls Franklin Retail Solutions Chris Picini Spenco Medical and Jay OBrien Modells Sporting Goods

Enjoying the golf course are left to right Dale Donaldson Brad Hause Colin Hopper and John McTaggart

The State of the Industry Panel included (from left to right) Moderator Brian Shactman sports business reporter CNBC Kevin Davis president amp CEO Bauer Hockey Glen Lyon chairman amp CEO The Finish Line Jim McDonald senior VP amp chief investment strategist Northern Trust and Scott Baxter group president VP Corp

Kirby Carr senior account executive SPS Commerce Inc makes a putt during the golf tournament

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 20: SGB WEEKLY 1321

22 SGBWeeklycom | MAY 27 2013

Parish retired owner and CEO of Worth Sports Inc has been an influential force in the bat and ball industry After assuming lead-ership of Worth in 1970 Parish turned the company into a major player in one decade Shortly before taking over as owner he en-hanced the companyrsquos wood bat sales during 1968 and helped Worth enter the aluminum bat market in 1969 He also led a charge in product innovation making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs

The three new Hall of Famers have also held other leadership positions for various companies and associations

Each inductee took the time to thank fam-ily members and mentors from the industry who were instrumental to their success dur-ing their acceptance speeches adding senti-ment to a celebratory evening that capped off a busy day

Saunders has worn many hats throughout his 40-year career in the sporting goods industry proving to be a leader in multiple capacities Currently the principal of Saunders Consulting Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation in addition to senior management positions in retail He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource He worked as a sales agent for 19 years where he served as president of his own agency Saunders amp Associates Inc Saunders also founded the Get In The Game initiative

ldquoBeing inducted into the Hall of Fame is an incredible honor and thrillrdquo shared Saunders who also served as moderator of

the conference for the 13th consecutive year during a conversation with SGB ldquoIf you look at the names in the Hall of Fame you shake your head It was a special night As for the conference itself my gut feeling is that it will be well rated Having Coach K there ndash he was a home run The rest of the speakers and panels were outstandingrdquo

The conference also provided an opportu-nity for NSGA to hold a meeting on behalf of Get In The Game (GITG) a volunteer-driven initiative to attract talented college gradu-ates to careers in the sporting goods indus-try NSGA originally announced a partnership with GITG in October of last year pledging to provide strategic tactical and administrative support to the program to reach students at US colleges and universities

Larry Weindruch director of NSGArsquos team dealer division updated SGB on the meeting as well as progress the program has made recently He noted that GITG has made

presentations to seven colleges and universities this year with plans for presentations at 20 more during the upcoming fall semester ldquoOne of the cool things that wersquore in the process of creating right now is a way to stay closer in touch with the studentsrdquo said Weindruch ldquoRather than just talking to them once and letting them go on their way theyrsquore now giving us contact information so that we can send them a newsletter that wersquore creating for next semester Two of the trade publications SGB and Formula4Media are also graciously offering student introductory subscriptions at no charge So if the students are interested in reading more about the industry we give them the subscription informationrdquo

Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game ldquoAt the meeting itself we had a lot of suggestions in improving the presentations but in general the one thing that everyone at the meeting felt was lsquothe more the merrierrsquordquo he said ldquoWersquore trying to get more people from within the industry to volunteer for the presentations We have about 45 or 50 people right now but we need more particularly west of the Mississippirdquo Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruchnsgaorg

Even with the 2013 schedule of events still fresh in their minds attendees have much to look forward to in 2014 The 2014 NSGA Conference amp Summit marks the 50th Anni-versary of the Management Conference and the 16th Annual Team Dealer Summit The event will be held from April 27-30 2014 at the Hyatt Regency Indian Wells Resort amp Spa in Palm Springs CA

Enjoying a reception at the event are (from left to right) Terry Hennessey president Source for Sports Randy Hooper Sports Distributors of CanadaSource for Sports and Dick Coffey board member Olympia Sports Center

Leading general counsels discuss legal issues effecting the sporting goods industry From left to right Mary Tortorice VP amp senior corporate counsel Dicks Sporting Goods Wade Turner executive VP amp general counsel Academy Sports + Outdoors and John Palmer senior VP amp general counsel Dunhams Sports

To kick-off the event speaker John Gerzema chief insights officer Young amp Rubicam discussed the post-crisis consumer

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 21: SGB WEEKLY 1321

MAY 27 2013 | SGBWeeklycom 23

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 22: SGB WEEKLY 1321

CALENDAR For full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

MAY

2-5 SOS Leadership Development amp SGB 40 Under 40 Awards South Beach Miami FL

5-8 NSGA Mgmt Conference Palm Beach Gardens FL

8-9 ASI New York New York NY

JUNE

18-20 Licensing International Expo Las Vegas NV

26-28 TAG SpringSummer Show St Charles MO

27-29 Sports Inc Athletic Show Denver CO

JULY

9-11 TAG SpringSummer Show St Charles MO

10-12 BCA International Billiard amp Home Recreation Expo Friedrichshafen Germany

11-14 European Outdoor Trade Fair Friedrichshafen Germany

12-14 ADA Spring Show Milwaukee WI

16-18 ASI Chicago Chicago IL

17-19 NBS Specialty Outdoor Market Fort Worth TX

18-19 NBS Athletic Market Austin TX

31 Outdoor Retailer Open Air Demo Salt Lake City UT

AUGUST

1-4 Outdoor Retailer Summer Market Salt Lake City UT

1-4 SGB Active Lifestyle Investors Conference Salt Lake City UT

8-10 Sports Inc Outdoor Show Denver CO

17-19 Altanta Shoe Market Atlanta GA

SEPTEMBER

8-10 NBS Fall Semi-Annual Market Fort Worth TX

18-20 Interbike International Trade Expo Las Vegas NV

25-26 Sports amp Fitness Industry Assoc Industry Leaders Summit Baltimore MD

30-2 OIA Rendezvous San Diego CA

OCTOBER

7-8 The Retailing Summit Dallas TX

15-17 SGB Sports amp Technology Convergence Palo Alto CA

NOVEMBER

5-7 TAG FallWinter Show TBD

15-17 ADA Fall Show San Antonio TX

24-26 Sports Inc Athletic Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

24 SGBWeeklycom | MAY 27 2013

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 23: SGB WEEKLY 1321

MAY 27 2013 | SGBWeeklycom 25

FacebookcomSPORTSONESOURCE twittercomSGB_MAG

Now Available On Your IpadDownload the reader at SGBWeeklycom

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Assoc 8505 Fenton StreetSilver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013

Page 24: SGB WEEKLY 1321

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25 2014

All Mountain DemoJANUARY 21 2014

WWWOUTDOORRETAILERCOM

Summer MarketJULY 31-AUGUST 3 2013

Open Air DemoJULY 30 2013