201503 tennis industry magazine
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ennis Business
Key INDUSTRY CONFERENCESset for California
Product Management
Select the rightinventory to stay COMPETITIVE
The Sport
USTA PresidentKATRINA ADAMStalks priorities
I n c o r p
o r a t i n
g U S P T A
ARCH 2015 / VOLUME 43/ NUMBER 3 / $5.00
COURT
CONSTRUCTION& MAINTENANCEGUIDE• Hard Facts About Post-
Tensioned Concrete
• How to Evaluate Court-Builder Proposals
• California Sports Surfaces
Expands Its Brands
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DEPARTMENTS
4 Our Serve
7 Industry News
12 Letters
14 TIA News16 Racquet Tech
34 Ask the Experts
36 String Playtest: Yonex
PolyTour Spin G 125
PLUS
40 CEO’s Message
41 USPTA News
42 Vice President’s Message
44 Endorsee News
46 Inside Coaching
50 Growing Your Business
52 USPTA News
54 Master Pro Corner
56 Career Development
57 U30’s Serve
56 Member News
INDUSTRY NEWS
7 Key industry conferences
set for Indian Wells
7 Arthur Ashe inducted into
PTR Hall of Fame
7 USTA adds same-gender
doubles events
8 LSI installs LED lighting
on indoor courts
8 Nishikori makes cover of
Time magazine
8 USTA awards $86K in
Wheelchair Tennis
9 David Benjamin to
retire from ITA
9 Host a Tennis Play Event to
promote your programming
9 Cardio Tennis offers training
in U.S. and globally
10 Peoplewatch
10 USTA Insurance for CTAs
and NJTLs
11 Short Sets
11 Sign up now for ‘Try Tennis Free’
MARCH 2015
TennisIndustry 18 Select the Right Inventory Consumers have high demands and unlimited
shopping opportunities, so choosing the correct
inventory is essential to success.
20 Q&A With Katrina AdamsThe new USTA president talks about her goals
and priorities for the next two years.
22 Shoes: In-Store AdvantageFor players, buying shoes in a brick-and-mortar
shop provides advantages over internet and big-
box retailers.
44 Prince Gives PlayersTeXtreme Advantage
46 Leadership and Coaching
53 Influential Women of theUSPTA
54 Recharge Your Batteries Withthe 5L Formula for Success
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2 TennisIndustry March 2015
p.39
FEATURES
www.tennisindustrymag.com
Read more articles online at www.ADDvantageUSPTA.com
www.tennisindustrymag.com
COURT CONSTRUCTION & MAINTENANCE GUIDE
p.18
24 The Hard FactsWith its resistance to cracking, post-tensioned
concrete is becoming the go-to choice.
28 Serious PropositionsWhen you’re ready to resurface your courts, how
can you best evaluate the proposals?
30 Solid ConstructionCalifornia Sports Surfaces expands its product
offerings and continues to help pave the way for
growth in the sport.
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Our Serve Publishers David Bone Jeff Williams
Editorial Director
Peter Francesconi
peter@tennisindustrymag.com
Associate Editor
Greg Raven
Design/Art Director
Kristine Thom
Special Projects Manager
Bob Patterson
Contributing Editors
Robin Bateman
Cynthia Cantrell
Kent Oswald
Cynthia Sherman
Mary Helen Sprecher
Tim Strawn
Contributing Photographers
Bob Kenas
David Kenas
TENNIS INDUSTRY
Corporate Offices
PO Box 3392, Duluth, GA 30096
Phone: 760-536-1177 Fax: 760-536-1171
Email: TI@racquetTECH.com
Website: www.TennisIndustryMag.com
Office Hours: Mon.-Fri., 8 a.m.-5 p.m.
Advertising Director
John Hanna770-650-1102, x.125
hanna@knowatlanta.com
Apparel Advertising
Cynthia Sherman
203-263-5243
cstennisindustry@gmail.com
Tennis Industry is published 10 times per year:
monthly January through August and combined
issues in September/October and November/
December by Tennis Industry and USRSA, PO
Box 3392, Duluth, GA 30096. Periodcal postage
paid at Duluth, GA and at additional mailing
offices (USPS #004-354). Mar 2015, Volume 43,
Number 3 © 2015 by USRSA and Tennis Industry.
All rights reserved. Tennis Industry, TI and logo
are trademarks of USRSA. Printed in the U.S.A.
Phone advertising: 770-650-1102 x 125. Phone
circulation and editorial: 760-536-1177. Yearly
subscriptions $25 in the U.S., $40 elsewhere.
POSTMASTER: Send address changes to Tennis
Industry, PO Box 3392, Duluth, GA 30096. TI is the
official magazine of the USRSA, TIA,and ASBA.
Looking for back issues of Tennis Industry/
Racquet Sports Industry? Visit the archives at our
website at TennisIndustrymag.com for free digital
versions back to 2004.
I was messaging recently with acolleague who left the tennis in-dustry last fall after being heavily
involved in this sport for about five years. He mentioned something tome that I really hadn’t stopped to think much about before, but now Ifind hard not to notice.
My colleague said now that he’s no longer immersed in tennis, he hears very little about this sport. His new job has nothing to do with tennis orsports, and he just doesn’t see or hear
much about this sport that he was somuch a part of.
On the one hand, I know he hasother things to do in his new respon-sibilities and doesn’t spend his timesearching for tennis online or on TVor even at his local courts. But on theother hand, it was disappointing tohear that tennis just isn’t out therein the mainstream like it needs to be.Tennis was not finding him. If you’renot involved in tennis, you don’t re-ally hear much about it.
Think about this for a second. We’re all so immersed in tennis that we probably don’t see where thissport really fits into today’s society. With my own role in this industry, tennis is on my mind constantly, soin my world, I tend to think mostpeople are aware of this sport tosome degree. But the reality is, mostpeople aren’t.
On a practical level, this means we
need to better market this sport to the mainstream and drive awarenessof tennis and all its benefits. People today have a lot of choices when itcomes to keeping active. We need tomake sure tennis stands out from this crowd.
How do we do this? Well, if you’veread this column before, you knowmy thoughts on how we need to bet- ter market the health, fitness and so-cial aspects of this game, along withall the other benefits tennis can bring
to players of all ages and skill levels. We need to tell peoplewhy theyshould be playing this sport, then of-fering easy, social and fun ways to get them out on the courts. In a society that is getting more concerned aboutremaining active, both for body andmind, tennis is the perfect solution. We need to do a better job of getting that message through.
This isn’t an issue just for theUSTA, or the TIA, or the teachingorganizations. This is something all
of us involved in this sport need to work on. Whether you’re a teachingpro, tennis volunteer, retailer, facilityowner, manufacturer, avid player— whatever your connection to tennis,and whatever the reason you’re nowreading this magazine—you need to be an advocate for this sport andhelp get the word out to mainstreamconsumers. We can’t rely on peoplesimply “finding” tennis.
Peter Francesconi, Editorial Director
peter@tennisindustrymag.com
MainstreamMarketing
4 TennisIndustry March 2015 www.tennisindustrymag.com
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Two key tennis industry conferences are set for March in Indian Wells, Calif., bring-
ing together tennis industry executives, legends, pros, coaches and other sports
and business personalities. The events are the 2015 TIA Tennis Summit March
17-18, followed by the Tennis Owners and Manag-ers (T.O.M.) Conference March 18-19. Both will be
at the Westin Mission Hills Golf Resort & Spa and
will take place during the BNP Paribas Open.
The TIA Tennis Summit (TennisSummit.com)
will examine the state of the tennis industry andthe sport and discuss how tennis and the business
of tennis will grow in the future. Top executives
and personalities in tennis and the sports indus-
try, along with business and management experts,
will share their views and insights.Speakers to date include Life Time Fitness
Founder and CEO Bahram Akradi, Dr. Jim Loehr
of the Human Performance Institute, coaching
legend and tennis Hall-of-Famer Nick Bollettieri,
coach and tennis management expert Peter Bur-wash, internationally known management con-
sultant Dr. Gerald Faust, USTA President Katrina
Adams, Tom Cove of the Sports & Fitness Indus-try Association, media executives, tennis industry
and organization leaders, and many more.
Immediately following the Summit will be theTennis Owners and Managers (T.O.M.) Confer-
ence (TheTOMConference.com), for club and
facility owners and managers. This second annual
conference will bring
together leadingexperts in facility
management, pro-
gramming and other
vital areas to provide
practical informa-tion to grow tennis
businesses and bring in
more tennis players. Key
speakers from the Tennis Summit will also present at the TOM Conference, along with
management and business consultants, facility/club operators, executives from the PTR,
USPTA and USTA, sports facility legal experts, and many more.Helping to assemble the T.O.M. Conference speakers and topics is an experienced
tennis and sports industry advisory team made up of consultants Doug Cash, founder of
CashFlow Tennis; Rod Heckelman, general manager of Mt. Tam Racquet Club; Greg Lap-
pin, former national tennis director for Life Time Fitness; and Mark McMahon, tennis
consultant and principal of McMahon & Associates.For more information or to register for either conference, visit TennisSummit.com or
TheTOMConference.com.
March 2015 TennisIndustry 7
Industry NewsInformation to help you run your business
Evolve9 Launches ‘GirlsTennis Network’
In January, evolve9 launched the
Girls Tennis Network (GTN), de-
signed to both recruit girls under
age 12 to tennis and, importantly,
to retain them in tennis. GTN looks
to help and support coaches and
facilities in retaining and develop-
ing more girls in their programs.
“Part of our mission,” according
to the evolve9.com website, “is to
encourage and develop respect for
more female coaches, but also to
help all coaches develop a greater
understanding of working with
young girls.”
For more information, visit
evolve9.com or girlstennisnet-
work.com.
Arthur Ashe InductedInto PTR Hall of Fame
Arthur Ashe was inducted posthu-
mously to the PTR Hall of Fame at the
PTR Award Banquet on February 19.
The tennis legend and humanitarian,who died in 1993, was inducted into
the International Tennis Hall of Fame
in 1985 and posthumously received
the Presidential Medal of Freedom in
1993 from President Bill Clinton. In his
playing career, Ashe won three Grand
Slam singles titles.
Ashe spoke twice at the PTR
Symposium and played a key role in
PTR’s quest to increase diversity. In
his honor, PTR has restarted the ACE
Program in 2015, to help educate and
develop the next generation of tenniscoaches. Ashe joins Dennis Van der
Meer, Jim Verdieck and Dr. Jim Loehr in
the PTR Hall of Fame.
USTA Adds Same-GenderDoubles Events
The USTA is adding same-gender
couples’ doubles tournaments to
its 2015 adult competition tennis
calendar. The groundbreaking
move opens the door to new play
opportunities for same-sex spous-
es, those in civil unions, domestic
Bahram Akradi
www.tennisindustrymag.com
Key Industry ConferencesSet for Indian Wells, CA
Dr. Jim Loehr
Katrina Adams
Nick Bollettieri
Peter Burwash Tom Cove
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Industry News
partners, and spousal equivalents, mak-
ing the USTA’s popular adult competitionmore diverse and inclusive.
The Plaza Racquet Club in Palm
Springs, Calif., will host the inaugural
event, March 7-8. Other sanctioned same-
gender events will be scheduled by the
USTA throughout the 2015 calendar year.
The new divisions can be found in the
“Family Divisions” categories on
Tennislink.
“The USTA could not be more excited
to offer the opportunity for same-gender
couples to play in sanctioned tennis
tournaments,” said Katrina Adams, USTA
Chairman of the Board, CEO and Presi-
dent. “Tennis once again has stepped to
the front to break down barriers.”
USTA Awards $86,000 inWheelchair Tennis Grants
The USTA is awarding a record $86,000 in
Wheelchair Tennis Grassroots Grants to 20
programs nationwide. Grants were awarded
to local organizations that promote and
develop the growth of wheelchair tennis
and use the sport to build stronger, healthier
communities.Since the inaugural grants in 2008, the
total pool of USTA wheelchair tennis grant
money has increased each year. Grant
amounts were based on each program's
existing budget and future programming
needs. Recipients can use the award to meet
the USTA’s grant initiatives including coach-
ing, court time, equipment, recruitment and
events.
“The USTA is delighted to award a record
amount of wheelchair tennis grassroots
grants to deserving wheelchair tennis orga-
nizations for their commitment in promoting
and growing the sport,” said Dan James,
USTA national manager of Wheelchair
Tennis.
USRSA Adds New Tester
Larry Haugness, the manager of the
Cooper Tennis Complex in Springfield,
Mo., is the newest USRSA tester.
Haugness has been stringing racquets
for 43 years and customizing frames
for the last 21 years. He’s the first vice
president of the USTA
Missouri Valley Sec-tion, a National Tester
and Clinician for the
PTR, and a USA High
Performance Coach.
Haugness, who played
college tennis at Boise
State, also is a former
WTT coach and WTT general manager,
and a winner of the USTA/PTR Commu-
nity Service Award.
Nishikori Makes Cover of Time
World No. 5 Kei Nishikori was featured on
the January cover of Time Magazine Asia.
The 25-year-old Japanese star was profiled
by Hannah Beech, who talked to him about
his early move to train in Florida and quotes
Andre Agassi as saying, “Kei is one of the few
players that I’d pay money to see play.” He’s
the second Asian tennis player, after Li Na of
China in 2014, to be on Time’s cover.
Ashaway Adds New ZyMaxFire Badminton Strings
Ashaway has introduced a new line of
badminton strings that incorporates a
new polymer as a raw material. The newZyMax Fire line includes four strings,
each
designed
to optimize
the various
character-
istics of
Ashaway's
proprietary
BETA poly-
mer fibers, and constructed using the
company's special ZyWeaVe string core
technology. This allows players to selecta string tailored to their games.
The company says ZyMax benefits
include excellent elasticity and dynamic
stiffness for feel and repulsion; optimum
power and durability, including excellent
knot and loop strength; and exceptional
tension-holding ability for consistent,
reliable performance.
Federer, Hewitt LaunchNew, Fast Format
FAST4 TENNIS, an innovative, new format
for tennis developed by Tennis Australia, re-
8 TennisIndustry March 2015
LSI Installs LED Lightingon Three Indoor Courts
The Fort Collins Country Club’s three new indoor tennis courts are lightedwith the new SxS LED indirect lighting system from LSI. Average light levels
as designed for this facility are over 100 foot-candles, with exceptional uni-
formity, says LSI.
The SxS LED system requires virtually no maintenance over its 60,000 to
100,000 hour life, and the company says the system will require 50 percent lessenergy cost than conventional HID lighting systems.
Fort Collins Country Club Director of Tennis Scott Langs says, “I've been a tennis
pro for over 30 years and have been in many indoor clubs. The new LED lighting
system LSI provided is the best I've seen.”
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Industry News
March 2015 TennisIndustry 9www.tennisindustrymag.com
ceived a world-class global launch in Janu-
ary when Roger Federer challenged Lleyton
Hewitt to a high-impact match at the iconic
Sydney Opera House. Designed to offer a
faster game, FAST4TENNIS has four rule
variations from traditional tennis: no-ad
scoring, no lets, a tiebreaker to be played at
three games all, with the first player to win
four games winning the set.
Nainkin, Diaz Join USTAThe USTA announced that David
Nainkin has rejoined USTA Player De-
velopment full-time as National Coach,
Men’s Tennis, and that Maureen Diaz has
been hired as a full-time National Coach
based out of the USTA Training Center–
East in Flushing, N.Y.
Nainkin, who was part of the USTA
coaching staff from 2004-2013, returns
to the USTA after spending a year coach-
ing Sam Querrey. He’ll be based out of
the USTA Training Center–West in Car-
son, Calif. Several top pro players haveachieved career-high rankings under
Nainkin’s guidance, including Mardy
Fish (No. 7), Sloane Stephens (No. 11)
and Querrey (No. 17).
Diaz joins the USTA Training Cen-
ter–East coaching staff after working
as both a part-time coach and teaching
pro at the USTA Billie Jean King National
Tennis Center since early 2013.
USRSA AnnouncesNew MRTs, CS
Master Racquet Technicians
Rich Bender - Myrtle Beach, SC
Jiri Cechak - Greenwood, CO
Matthew Collura - Richmond Hill, ON
CANADA
Will Coston - South Paramus, NJ
Patrick Lustado - Lakewood, CA
Igor Maas - Naples, FL
Mark MacDonald - Schaumburg, IL
Scott Macias - Plano, TX
Kyle Rogers - Kennesaw, GA
Andrew Rohlfs - Austin, TXScott Rutknowski - Paramus, NJ
Scott Russell - Plano, TX
Jeffrey Stanford - Palm Desert, CA
Certified StringerScott Prakken - Matawan, NJ
Cardio Tennis TrainingIn U.S. and Globally
As Cardio Tennis comes up on its 10th
year in 2015, training courses continue to
be added to the schedule both in the U.S.
and around the world.
TIA Cardio Tennis Manager Michele
Krause recently held training sessions in
South Africa and Florida, and currently
on the schedule are courses in Belgium
and Poland on March 8 and Denmark on
March 28-29.
Also scheduled
for March 28-
29 is a training
course in New York at the USTA Billie Jean
King National Tennis Center that will in-
clude both Cardio Tennis and TRX Cardio
Tennis training courses.
Other training course are still be-
ing finalized for locations that include
Colorado, California and Florida. If you’d
like to host a training session for tennis
providers, contact Krause at Michele@
CardioTennis.com. For more informationand to register, visit CardioTennis.com.
Benjamin to Retire from ITA
D
avid A Benjamin, executive director and CEO ofthe Intercollegiate Tennis Association (ITA), has
announced his retirement effective in July.Benjamin's tenure at the ITA began in 1979, when
he was elected president of the ITA while serving as
the director of tennis and head men's tennis coach
at Princeton University (and also chairing the NCAATennis Committee). In his 26-year coaching career at
Princeton, Benjamin guided seven Princeton teams to
Eastern College Athletic Conference titles, and finished
with an overall coaching record of 339-150, with an Ivy
League record of 178-44.In 2001 he received the Educational Merit Award
from the USTA. In 2006 he was inducted into the USTA
Middle States Tennis Hall of Fame alongside Billie
Jean King, and in 2011, Benjamin was honored with the
USTA's President's Award.
The USTA is looking to launch thousands of “Tennis Play Events” throughout
the country in the month of March. For tennis providers—including teach-
ing pros, facilities, parks and municipalities—hosting a Tennis Play Event is a
great way to introduce tennis to kids, get new players
into the game and provide a platform to registerchildren for spring programs. As an added incentive,
the first 2,000 providers to register to host an event
will receive a $50 Amazon.com gift card.
Events can be for kids and families of all agesand skill levels, or providers can host a Play Day to
introduce kids to competition. Registration ends on
March 30 and events can be held at any time in the
month. To register to host a Tennis Play Event, visit YouthTennis.com/host or call
800-990-8782.
March is the No. 1 time nationally when parents begin registering their childrenfor spring programs. By hosting a Tennis Play Event, organizers can showcase their
junior programs and attract new players. The push for Tennis Play Events in March
also is in conjunction with World Tennis Day, which takes place on March 10.
Host a ‘Tennis Play Event’ toPromote Programming
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People Watch
Steve Wilkinson, longtime
men’s tennis coach at Gustavus Adolphus College in Minnesota
and founder of Tennis and Life
Camps, passed away Jan. 21 at
the age of 73 after a seven-year
battle with cancer. Wilkinson
spent 39 years (1971-2009) at
the helm of the Gustavus men’s
tennis program. His teams
compiled 929 wins overall, the
most victories in the history of
collegiate men’s tennis.
Novak Djokovic, playing with
a Head Graphene XT Speed rac-
quet, beat fellow Head player
Andy Murray (Head Graphene
Radical) to win the title at the
Australian Open in January.
Former ATP player and
current WTA coach and Davis
Cup captain Mauricio Hadad
has joined Gamma and will
represent the brand on court
and at ATP/WTA Tour events.
Currently, Hadad is the coach
of British tennis player LauraRobson, who is playing with a
Gamma RZR Advanced Aerody-
namics racquet.
Rafael Nadal is now playing
with the new Babolat Play Aero-
pro Drive connected racquet.
Tecnifibre has signed pro
players Donald Young to
a three-year contract and
Jeremy Chardy to a four-year
term. Young plays with the
Tecnifibre TFight 315 racquet
and Chardy plays with the
TFight 305.
The International Tennis
Hall of Fame & Museum has
named Stu Upson to the new
position of Chief Operating
Officer. He comes to the HoF
with more than 20 years of
experience in managing
sports and entertainment
properties, most recently
as executive director of the
U.S. Bowling Congress, the
national governing body of
bowling. He will report to Hall
of Fame CEO Todd Martin.
Pros who recently obtained
PTR Masters of Tennis certi-
fication include Ogidi Obi ofSan Jose (Performance), Jason
Jospeh of Buffalo, N.Y. (Junior
Development), Bo Gard of
Laurel, Miss., (Performance),
Ben Hestley of Atlanta (Per-
formance), and Noah Suss-
man of Boulder, Colo. (Junior
Development).
World renowned dermatolo-
gist Dr. Ashfaq A. Marghoob
joins Drs. Mark Kovacs, Jeff
Chandler, Ben Kibler and Jim
Loehr, and nutritionist Page
Love Bombac on the PTR’s
Sport Science Committee.
The director of Memorial
Sloan Kettering’s regional
skin cancer clinic in Long
Island, N.Y., Dr. Marghoob is a
board-certified dermatologist
specializing in treatment of
cancers of the skin.
Ashaway Racket Strings has
signed Cliff Swain protégé and
rising racquetball star Maria
Jose Vargas of Bolivia to its
roster of sponsored players.
Vargas was named Rookie of
the Year by the Ladies Profes-
sional Racquetball Tour
(LPRT) in 2013,
and finished
the 2013-14 season
ranked No. 3
in the world.
She uses Asha-
way's PowerKill
17 string.
American
TimmyBrownell
won the
U.S. Junior
Open
Squash
Champion-
ships held at Yale
University’ Brady Squash
Center in Connecticut.
William Genesen (17, Tulsa,
Okla.) and Kelly Chen (15,
Cerritos, Calif.) won the USTA
Winter National Champion-
ships Boys’ and Girls’ 18s
singles titles in January
in Scottsdale, Ariz., each
earning wild card entries
into future USTA Pro Circuit
events.
Andrew Walker, formerly
chief marketing officer of
the WTA, is the new ITF com-
mercial director, replacing
Kenny MacLeod, who left
the organization.
Sea Colony Tennis
Director Thomas John-
ston, USPTA, PTR, MS is
the USTA Delaware District
Pro of the Year.
Industry News
www.tennisindustrymag.com
Lacoste Produces LimitedEdition Wood-Graphite Frame
Lacoste has introduced the
limited edition LT12 racquet,
a hybrid that combines wood
and graphite. The LT 12 is 70 percentwood and 30 percent high modulus
graphite. The racquet uses three types
of wood: walnut for rigidity inside the
racquet, balsa at the core and lime
tree wood for the inner part of the
frame.Lacoste says each hand-
made frame takes
five hours
to make by a French craftsman. Each
frame is unique, due to the natural
grain, hues and streaks of the wood.
The LT12 will be limited to 650 num-
bered frames and available in April. Price is about
$600.
10 TennisIndustry March 2015
Is Your CTA or NJTL Insured?
Leaders of local USTA Community Tennis
Associations and NJTL Chapters and Pro-
grams, make sure to check out the insurance
programs offered to eligible organizationsthrough the USTA.
The Master Liability Insurance Program
offers up to $2 million in coverage, and the
Directors and Officers and Employment
Practices Insurance Programs offers cover-
age through an “A”-rated carrier. Hundreds
of CTAs and NJTLs across the country have
enrolled in the programs.
For additional information on eligibility or
further information on the insurance, contact
the USTA’s insurance consultant, Eagle Risk
Management, at 888-654-USTA (8782) or visit
www.usta.com/cta.
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Industry News
March 2015 TennisIndustry 11www.tennisindustrymag.com
ShortSets
SFIA’s National Health
Through Fitness Day
(NHTF Day) will be March3-4 in Washington, D.C.
About 150 leaders from
the sports, fitness, and
PE industries will lobby
Congress to pass key
legislation to help the
U.S. overcome a major
epidemic, obesity and
sedentary lifestyles.
Visit sfia.org/nhtf.
The Junior Tennis
Champions Center in
College Park, Md., hasannounced a three-
year partnership with
Wilson to be the JTCC’s
official ball and racquet
sponsor. As part of the
agreement, Wilson also
will test new equipment
at JTCC.
Poland won its first
Hopman Cup title in
January, beating the
U.S. 2-1.
Memphis-basedServiceMaster signed
on as presenting spon-
sor of the Memphis
Open through 2017.
The 2015 tournament
was played Feb. 7-15
at The Racquet Club of
Memphis
‘Green’ Solutions Can Save You Money • The Tennis Legacy Fund is a non-profit
committed to increasing the awareness of
sustainability within the tennis industry and
community. To help tennis providers operate
a more profitable and sustainable business, TI
magazine will run occasional tips by the Tennis
Legacy Fund in partnership with Greenlight
Solutions and a sustainability initiative by
students at Arizona State University
Cool Roofs: Did you know that standardor dark colored roofs can reach up to 150
degrees F. in the hot summer sun? Roofs
painted with a white, highly reflective coat-
ing deflect UV rays and heat, thus making it
50 degrees cooler. This will extend the life of
the roof and reduce your usage of air condi-
tioning, resulting in 10 percent to 30 percent
savings. This roof painting project provides a
unique community service opportunity; con-
tact local organizations to gauge interest in
making positive change in both your facility
and the environment. —Ashley Guelian
Sign Up Now For ‘Try Tennis Free’
Don’t miss this chance to boost your busi-ness and bring more people into tennis with
the industry-supported “Try Tennis Free”
(TTF) campaign, which will run throughout
the month of
May.
“Tennis
providers who
participated in
the inaugural
TTF campaign
last May reported that on average, facilities
saw 30 new and returning players hitting
their courts,” says TIA Executive Director
Jolyn de Boer.
The free sessions can vary depending
on the location, as each facility or certified
tennis professional can choose the best
introductory session or program they feel
will encourage new and returning players to
step onto the court. Free offers can include
lessons, clinics, Cardio Tennis, Play Days,
and more.
Providers can easily sign up at PlayTen-
nis.com to participate in TTF and receive
free customizable marketing material to
download to promote the campaign locally.
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12 TennisIndustry March 2015
Industry News
Positive ImpactI enjoyed “Our Guiding Lights”
in the January 2015 issue (“OurServe”). It made me think about
the numerous people who have had
an influence on my life and career.
I can only hope that I can havesome positive impact on some of
the younger pros and students in
this great game of ours.
Jerry O’Hara, USPTA
Mount Lebanon, Pa.
Well-Deserved AwardI read with great interest your ar-
ticle about Shima and Joe Grover
winning Tennis Industry’s “Tennis Advocate of the Year” award (Jan-
uary). I know it's well deserved.
I have known Shima and Joe
since 1962, when they were
sophomores and I was a freshmanat Alma College in Michigan. In
the small-world department, Joe
Letters was my “dad” in the Delta SigmaPhi fraternity. In those days, I don'tthink we knew a tennis ball from a
baseball.We fell into the sport as adults,
myself while being a sports writerand editor for the Miami Herald,
and I believe Shima and Joe through
their kids taking up the sport in
Midland, Mich. A few years ago, when Joe was on the USTA Board of
Directors, I spend a wonderful day
with him at the US Open.
Jim Martz
Editor, Florida Tennis
Moving OnI appreciate Mark Rearden's honesty
and words of encouragement (Your
Serve, “Fifty and Fired,” January).I too received the shock of a midday
firing and was extremely hurt by the
people in the small town that I had
dedicated my time and passion to for
five years. I am still jaded and haveleft the industry that I love. I am an
Elite Professional and have been
with the USPTA for over 20 years, and
I miss teaching and coaching. Mark’s
article reminded me of what I truly
love to do and my 2015 goal will beto fight my way back into the tennis
industry. Grace Mehrizi Easton, Md.
Great article and insight. A great
reminder for all of us teaching profes-sionals—both young and older
Nigel O’Rourke Director of Tennis, Toscana Country Club
Indian Wells, Calif.
Racquet Blast from the PastDunlop is marketing its new iDapt
frame as "the first tennis racquet with
interchangeable parts.” Those of us
old enough can remember that in 1973Tretorn, in Sweden, came out with a
steel racquet with a replaceable head
and grip pallet. This was, arguably, the
heaviest and worst-playing racquet
ever produced.
Philip Blackwelder
USPTA Professional
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Empowering Tennis Businesses &Join industry and business leaders, executives and
professionals, including...
Two key conferences at the Westin Mission Hills Golf Resort & Spa in Indian Wells, Calif., March 17-19
All segments of tennis come
together for the second annual TIATennis Summit to discuss how wecan continue to collaboratively movethe industry and the sport forward. Akey focus will be how we can growand retain the “core” group of tennisparticipants (those who play tennis10 or more times a year).
Important and Dynamic Topics:
• The State of the Tennis Industry
• The Sports Marketplace: Industry Trends to Watch
• The Sports Marketplace and
Tennis: Consumer Habits & Trends• USTA’s Vision for the Future
• Lake Nona—The New Home ofAmerican Tennis
• Staying Relevant and Ensuring OurFuture
• How the Pro Tours Connect toGrassroots Tennis
• Collaborative Leadership
• Challenges and OpportunitiesFacing Tennis
• Tennis as a Healthy Commodity
• Capturing the Youth Market, andBeyond
• Moving the Needle on CorePlayers
• New Approaches for FutureGrowth
Katrina Adams – Chairman of the Board, CEO and President–USTAKatrina Adams began a two-year term as USTA chairman of the board,CEO and president in January—the rst African-American and rst formerpro tennis player to serve in that role. She’s also on the board of the USTA
Foundation and International Tennis Hall of Fame. Adams is a contributor onCBS Sports Network’s rst all-female sports show, “We Need to Talk,” is ananalyst for Tennis Channel, is a contributor to Tennis magazine and tennis.com,and is executive director of the Harlem Junior Tennis and Education Program.
Bahram Akradi – Chairman, President, CEO and Founder–Life Time Bahram Akradi founded Life Time in 1992 with the mission to provide anentertaining, educational, friendly, functional and innovative experience formembers. A native of Tehran, Iran, Akradi relocated to Colorado Springsat age 17 and began his health club career in sales at Nautilus Fitnesswhile attending the University of Colorado and receiving a B.S. in electricalengineering. In January, he was named Tennis Industry magazine’s “Personof the Year” for his support of tennis at his clubs.
Peter Burwash – Entrepreneur, Author, Founder & President–Peter Burwash International Former ATP pro player and Canadian No. 1 Peter Burwash founded PeterBurwash International in 1975, and it’s become the world’s largest tennismanagement company, operating in 32 countries. Burwash, who wrote thepopular book “Tennis for Life,” with over 1 million copies sold, was awardedthe International Tennis Hall of Fame’s Educational Merit Award in 1995. Heis a certied sports physiologist and nutritionist and a sought-after speaker forFortune 500 companies.
Nick Bollettieri – President, Bollettieri Tennis Program–IMG Academy In 1978, Nick Bollettieri founded the Nick Bollettieri Tennis Academy inFlorida, the rst full-time tennis boarding school to combine intense trainingon the court with a custom-designed academic curriculum. Bollettieri, whohas coached 10 No. 1 players, joined with IMG in 1987 and now trainsover 13,000 junior, collegiate, adult & professional athletes annually. At 83years old, Bollettieri is still going strong, coaching and teaching, travelinginternationally conducting clinics, and giving motivational speeches.
Tom Cove – President & CEO¬Sports & Fitness Industry Association Tom Cove represents the interests of the nation’s sports & tness industry bydirecting SFIA’s overall strategy and positioning among legislative, industry,and media inuences. As head of SFIA, Cove is responsible for fullling theassociation’s mission of promoting sports & tness participation and industryvitality. He also oversees the industry’s premier research facility. Prior tojoining SFIA, he served on staff in the U.S. Drug Enforcement Administrationand the United States Senate.
Speakers and panelists are listed to date.14 TennisIndustry March 2015
Jorge Andrew
Jim Bates Doug Cash VirgilChristian
DavidEgdes
JohnEmbree
SimonGale
Jeff Gocke LarryHaugness
RodHeckelman
KurtKamperman
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Leaders for a Stronger Industry!
Join this industry’s leading expertsin club and facility management andprogramming for practical information
and key takeaways that you canimplement to become more competitiveand protable. The T.O.M. Conferencewill be full of fresh ideas to help youimprove your operations, streamline yourbusiness, and increase your bottom line.
Important and Dynamic Topics:
• Member Acquisition and RetentionStrategies
• Staff Compensation—Managing YourBiggest Expense
• Idea Fair—Programming That Works• Facility and Surfacing Technology
and Trends• USTA Plans to Bring More Players to
the Game• Evaluate Personnel Before, During and
After Hiring• 2015 Legal Alerts You Need to Know
About• Making Big money in the Youth
Tennis Market• Social Media Game-Changers• Evaluating and Managing Tennis as a
Prot Center• The Latest Technology for Today’s
Facilities• Moving the Needle on Adult Core Play
• Manage and Improve YourClub’s Culture
• How to Use Industry Research to HelpYour Business Grow
• Academies and Camps that Makea Difference
• Adapting your Facility for the Future
will bring together exciting speakers both from within the tennis business and outside of this industry.
March 18-19
Dr. Gerry Faust – Founder & President–Faust Management Corp.Dr. Gerry Faust founded Faust Management Corp. in 1983, specializingin providing methods and tools to help create the insights andenvironments that allow businesses and their leaders to succeed.Currently on the adjunct faculty at UCLA’s Graduate School ofManagement, he started his career as a professor and research scientistin the eld of human learning, problem solving/decision making andtechnology-based training. A dynamic speaker, his work has included
executive coaching and strategic planning with companies of all sizes.
Charlie Hoeveler – CEO–US Sports Camps Charlie Hoeveler was a New England junior champion at age 18, thengraduated from Dartmouth, where he was an Ivy League singles anddoubles champion. He received an MBA from Stanford, majoringin nance. In 1975, Hoeveler founded US Sports Camps, which isthe world’s largest sports camp organization with 75,000 camper/ participants, offering 17 different sports, at 750 camp locations (80tennis camps). In 1998, he was inducted into the Northern CaliforniaTennis Hall of Fame.
Ilana Kloss – CEO/Commissioner–Mylan World TeamTennis Ilana Kloss leads Mylan World TeamTennis, which showcases the bestin professional team tennis competing for the King Trophy, named afterco-founder Billie Jean King. A former world No. 1 doubles player andUS Open doubles champion, Kloss oversees Mylan WTT and also thenationwide grassroots Mylan WTT Recreational League programs. Shealso is actively involved in the Women’s Sports Foundation as a memberof the executive board and past board chair.
Dr. Jim Loehr – Co-Founder–Human Performance Institute / V.P. ofApplied Science & Performance Psychology–Wellness & Prevention Inc.Dr. Jim Loehr is a world-renowned performance psychologist and authorof 16 books including his most recent, “The Only Way to Win.” He alsoco-authored the national bestseller “The Power of Full Engagement.”Dr. Loehr’s ground-breaking, science-based energy management trainingsystem has been chronicled in leading national publications, and hehas appeared on numerous TV shows. He has worked with hundredsof world-class performers in sports, business, medicine and lawenforcement.
Alan G. Schwartz – Chairman of the Board–TCA Holdings Alan Schwartz founded Midtown Tennis Club, the world’s largest indoortennis club, in 1969. An accomplished player, winning eight NationalPublic Parks Tennis Championships and seven Illinois State TennisChampionships, he has a passion for tennis and has worked tirelesslyto grow the game. He served as president of the USTA and presidentof the National Indoor Tennis Association, and has served on the boardsof the TIA, Tennis Channel and ITF. He also co-developed the NationalTennis Rating Program.
Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org March 2015 TennisIndustry 15
GregLappin
DavidLaSota
JefferyLong
PaulLubbers
MarkMcMahon
J. WayneRichmond
DanSantorum
P.J.Simmons
JeffWilliams
GordonSmith
MatthewStevens
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Two-Piece Stringing
Without a Starting Knot By Bob Patterson
Racquet Tech
16 TennisIndustry March 2015 www.tennisindustrymag.com
W hile using a starting knot is a
perfectly acceptable method for
installing cross strings on a two-
piece string job, they do sometimes present
problems. With stiffer poly strings, starting
knots can be hard to cinch up and the larger
knot can be a bit unruly and not aesthetically
pleasing.
Using a starting clamp instead of a start-
ing knot makes things easier and ensures all
your knots are uniform. This is the method
used by most of the top stringers on the pro
tour. If you don’t currently use this method,
you should give it a try. Even if you don’t use
it all the time, it can come in handy in certain
situations, such as when the tie-off is close to
other strings and there is not enough room to
accommodate a larger starting knot.
First, you will need a quality starting
clamp. This is a vital tool that every profes-
sional stringer should have. Remember that
the starting clamp is holding a lot of pressure,
so make sure you get a good one! It shouldhave strong holding power but not crush the
string. A starting clamp has many uses; here
is how it is used for starting the crosses:
Feed your cross string through as normal,
but instead of tying the starting knot, make
sure you leave enough string outside the
frame to reach your tensioner. Place the
starting clamp on the string so that it rests
against the frame. Now you can apply tension
and clamp, as you would normally do. You can
either leave the starting clamp in place until
you have all the strings in place or you can
remove it once you have a couple of crossesinstalled. Either way, you will need to make
sure that your machine clamp is available to
use on the same side that the starting clamp
is placed.
To remove the clamp, you will need to
re-tension the top string by applying tension
to the string you left outside the frame and
clamp the string with the machine clamp.
Once you have clamped and while the string
is still tensioned and the starting clamp is
away from the frame, simply remove it. Now
you can tie your normal knot to secure the
string.
1. Make sure you leave enough string to reach your tensioner. Place the clamp onthe string so that the clamp rests against the frame.
2. Tension and clamp the first cross string as you normally would and continueas you normally would.
3. When you are ready to remove the clamp, re-tension the top cross and clampwith the machine clamp.
4. With the top cross now securely clamped with the machine clamp, remove the
starting clamp.
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Inventory Management
18 TennisIndustry March 2015
How can a small pro shop or specialtyretailer compete with online retail giantsthat have massive inventories?First, don’t try to be something you arenot. While large online retailers can carry“everything,” it would be disastrous for most retailers to at-
tempt the same. While online retailers may do an admirable
job of marketing, they can’t really compete with hands-onservice that you can provide, so take advantage of that.
Impeccable service is vital to the success of smaller shops,
but your inventory also is a key component. If you offer the
best service in the world but don’t have the products that your
customers are looking for, you won’t be successful.
Selective BuyingSince you can’t stock everything, selective buying is vital for
the smaller shop. Having the right merchandise will ensure
that your customers can get what they need, and you can pro-
vide it with friendly, helpful service that your online competi-tion cannot provide.
A key component to smart buying is having a plan. Know
how many SKUs you need (and can afford) to carry to meet
your sales goals. Without a plan, it is easy to buy too much.
Try not to get caught up in sales promotions from your
vendors. While quantity discounts are appealing, make surethe deal will work with your plan. Remember, you are the
customer here and you make the final decision of what you
need and what will work best for you.
Be methodical in your buying and know your customers. With a limited inventory, knowing your customer is a crucialcomponent to making sales and not having dead inventory
hanging on the wall.
A large part of knowing your customers is having a
method to track sales, such as a good point of sale program
that allows you to easily see what is selling and what is not.Knowledge will help you make better buying decisions. If
you find you’re selling more oversize racquets, then you’ll
want to skew your inventory in that direction. What grip
sizes are your best sellers? Make sure your buying reflects
that knowledge.
This applies across the board to all departments. In ap-parel, it is vital to know what sizes and silhouettes are your
Select the RightGear to StayCompetitiveConsumers havehigh demands andunlimited shoppingopportunities, sochoosing the correctinventory is essentialto success. By Bob Patterson
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best sellers. Knowing what styles, sizes and price points are
your best sellers will make your apparel and shoe invento-
ries turn faster and ensure that your customers are finding
exactly what they need.
Stay CurrentPay attention to trends and to what your customers are
seeking. If your customers are asking for a certain item or
brand that you don’t carry, you may want to consider addingit your inventory—but be cautious. Remember, you can’t
carry everything, so make sure there is adequate demand
and that it fits into your plan before jumping in.
Also look for trends on the court. Are you seeing a certain
brand that you don’t carry or an item that seems to bepopular? If so, they are buying it somewhere, so you prob-
ably should be stocking it.
Your inventory selection should always be evolving.
Don’t get stuck in the rut of selling the same things the
same ways. There are constant innovations in the products
you sell, and your customers are changing too. So keep up
March 2015 TennisIndustry 19
to keep your business relevant and successful.
Don’t Compound MistakesNo matter how meticulous you plan and how careful youbuy, you will make mistakes. An item that you thought was
a sure winner is still hanging on the wall. Don’t compound
the mistake by just watching it hang there. Why is it not
selling? Does it need marketing? It may be as simple as
moving it to a different location in the store to bring moreattention to it, or having your staff explain the benefits.
It is inevitable that you will have something that just
does not sell regardless of your best efforts. In those cases
get rid of it. Even if you have to sell it for less than you paid
or donate it to charity, don’t allow it to hang there gather-ing dust. Move on and learn from it.
With a good buying plan and inventory management,
you can compete with anyone while providing your
customers with the best customer service they could ask
for and in doing so you will ensure that your business
continues to grow.
Tips to Keep Your Gear Moving
Racquets• Make sure you have a selection of frames for all
player types, but skew the selection to fit your
customer base.
• Stock the grip sizes of the models to fit the likely
customers. Don’t buy larger sizes for racquets
that you know will primarily be bought by
women.
String• Make sure you have a good selection of all
types and gauges to fit different playing
styles.
• Try new strings as they are introduced and
add them to the inventory if they fill a need.
• Don’t hold onto an “old faithful” once sales
have declined significantly. Replace it with
something new and relevant.
Apparel• Schedule deliveries so that you consistently
have new merchandise coming in.
• Have a mark-down schedule to start
discounting items as the group gets picked
over or has been on the floor for a while.
• Continue marking down until it moves or
donate it and make room for merchandise
that will make a return on the investment.
Shoes• Make sure you have a good selection of styles
and price points.
• Keep sizes in stock for top sellers so that you
don’t miss sales.
• Make frequent reorders to ensure that size
runs are adequate and special orders are
prompt.
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USTA
20 TennisIndustry March 2015
K
atrina Adams took on the role of chairman,
CEO and president of the U.S. Tennis As-
sociation in January. With her ascendancy,
she becomes the fourth woman to head theorganization, but she is first in a number of
other important categories. Adams is the first African-Amer-ican to lead the USTA in the organization’s 134-year history.
She’s also the first former professional athlete to have the job.
And, at age 46, she’s the youngest person in the role.
Adams played on the pro tour from 1984 to 1999, reachingNo. 8 in the world in doubles and No. 67 in singles, and win-
ning 21 WTA doubles titles. She has also served on the WTA
board of directors as a player representative and won the
WTA’s Player Service Award twice.
For the past nine years, Adams has been the executivedirector of the Harlem Junior Tennis and Education Program
in New York City, which each year serves more than 1,000
inner-city kids, who are taught tennis and receive tutoring
for school, along with life skills. She’s also been an analyst forthe Tennis Channel since 2003, and is a contributor on CBSSports Network’s first all-female sports show, “We Need to
Talk.” In addition, Adams, who lives in White Plains, N.Y., and
Lakewood Ranch, Fla., has contributed to Tennis magazine
and tennis.com. This month, she is scheduled to speak at the
TIA Tennis Summit March 17-18 in Indian Wells, Calif.
We recently caught up with Adams as she was preparing toaddress the USTA Leadership Meeting in California in Janu-
ary—her first gathering as president and where she reveals
to staff and USTA section leadership her priorities for her
two-year term.
TI: What are your top goals as USTA president?
Adams: My No. 1 goal is to execute the mission of the USTA,
which is to “promote and develop the growth of tennis” in
America. With that, of course, comes continuing to lead the
charge with the Youth Imperative and getting more kids on
the courts. We’ll continue to focus on that.
In addition, one of my main goals to add to those numbersis to be more inclusive of the Hispanic community, a popula-
tion we haven’t penetrated well. There are a lot of oppor-
tunities there—to attract entire families to the sport, to be
all-inclusive, to try to get the community more active and
involved in tennis, like they are in other sports. We also want to go after the recreational high school player.
We have a lot of no-cut teams in the U.S., and it’s great to have
all these youngsters involved in tennis for the high school sea-
son. But after that, they’re probably playing other sports, or
no sports at all. We need to find a way to better engage themin playing tennis beyond the high school season—we want to
drive them to programs in nearby parks, CTAs and facilities
and make it a fun experience for them. It’s not necessarily toget them on a competitive play track, but on a recreational
play track—to make them year-round frequent players.
TI: What are some of the top challenges you feel you’ll face in
your term?
Adams: It’s about making sure we have “buy-in” from all
constituents in this industry. It’s also about communication,
and really believing there’s an opportunity for growth andmaking sure there are ways for that to happen.
We need to make sure all constituents understand that we
as the USTA are here to help them, and not to hurt them. For
me, it’s about having a positive attitude and trying to have a
unified voice within the sport.
Catching Up With NewUSTA President
Katrina Adams
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TI: How can the tennis industry help you achieve your goals?
Adams: Marketing is a huge key. Any time we’re trying to
attract a new group, or just players in general, it’s how we as a
team can market the sport as a whole. We need to do a muchbetter job of marketing the sport overall, the value of the
sport, telling the full story of the sport, how beneficial tennis
is for people, how it leads to healthy lifestyles for all ages, the
camaraderie and social aspects of tennis.
It’s also about collaboration and partnerships, and aboutlistening. It’s about embracing what the needs are of people,
not just of tennis.
TI: What do you feel are your strengths?
Adams: I think I walk around with a positive attitude at all
times and there’s nothing that I can’t succeed at. It’s all aboutpreparation, being alert, communicating, and
being a good listener. If I can embrace the
good, bad and ugly of what people experience
and be able to articulate that, I think that’s a
great strength of mine.
TI: And how about weaknesses?
Adams: I would say my weakness is my pa-
tience. I’m a competitor. I don’t like losing. I
don’t take no very easily. I always feel there’s away to turn a negative into a positive, recog-
nizing and realizing that I’m not going to be
able to turn everything around that I want,
but as long as we can start going in the right
direction, that’s all that I ask for. I have to re-
alize there are differences in our approaches. As a player, I’m a serve-and-volleyer, and
that’s my personality, and there’s a reason why
I’m a serve-and-volleyer: I like to get in there and get things
done.
TI: How important is the Lake Nona project?
Adams: What a huge opportunity. These are very exciting
times. We’re able to build a home for American tennis. It’s not
about player development; it’s a home to bring thousands of
all ages together. It’s truly inclusive and embraces who we are.It’s a huge asset as to how we’re pushing the mission forward.
There are always going to be people who will gripe, but it’s
hard to see how people don’t see this as a positive. There area lot of good things that will come out of this project that can
only be good in the long run.
TI: Talk about the significance of being the first African-
American USTA president.
Adams: I came up through the ranks because of my passion,
leadership abilities and belief that I could make a difference.
I was fortunate to be appointed USTA first vice president andnow president. And that’s because of my skills and talents and
how I relate to people. I’m here in spite of my differences.
But it’s helping us embrace those differences. We embrace
diversity and have done a really good job with that. But we
have to do the same with our own volunteer community with
people getting involved and feeling they can make a differ-ence. Hopefully we can open the door for others of color
within this organization.
TI: As a former pro player, how can we get the pro tours and
pro players to help promote tennis at the grassroots? Adams: It’s a goal of mine to get them more involved. But
when you’re in the pros, you’re thinking about going out and
doing the best you can in your game, not in the organization
of the game. But now, I can see, the USTA really helped me.
You start to understand the importance of the organization.
I’d like to communicate with my peers and colleagues, andpay it forward and help assist the next generation of players.
In all fairness to [pro players], I think they do a really good
job of [reaching the grassroots], based on the time that they
have. They’re doing clinics all the time;
there’s always some kind of communityactivity they’re involved in. And many have
their own foundations.
Going back to how this industry can help
grow tennis, within pro players’ contracts
with manufacturers, there’s a way to helpthe recreational game and getting more
players into the game. It’s about getting ev-
eryone involved and finding opportunities
to promote the game at every level. We need
to rely on our partners.
TI: From a USTA perspective, talk about the
role of teaching pros in growing the game,
and how the USTA is working with teachingpros. Adams: We partner with both the USPTA
and PTR, and do a lot with their conventions. We need to
continue to focus on educating our coaches. And we need to
embrace our teaching professionals as being professionals.
Then we can have a huge impact on the growth of tennis.
TI: What’s going on with competitive junior tennis?
Adams: We’ve made some major changes to the structure.
We’ll continue to monitor it as it evolves. Dealing with our
national players is no easy task. You need to be patient, oth-
erwise mistakes may become irreparable.
The structure of the USTA, the system, doesn’t allow us tomake changes quickly. There’s a whole process that we have
to go through within our bylaws and we can’t change that
overnight. We do it at the pace that we’re capable of, and we
have to do our due diligence to find out what people think
will work.
TI: How do you get more adults into the game?
Adams: One of the things that concerns me is there are a lot
of older players leaving the game because they can’t cover the
court like they used to. I’m hoping they realize that shortercourts and red, orange and green balls are for them, too. I’m
hoping we can get that message out, because it will help this
industry.
March 2015 TennisIndustry 21
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Footwear
22 TennisIndustry March 2015
W ith the possible exception of re-
stringing, shoe sales are the greatest
opportunity for tennis specialists tooutmaneuver both the internet and
big-box retailers.The easy part of the transaction, according to Steve
Vorhaus, owner of Rocky Mountain Racquet Specialists in
Boulder, Colo., is that, “People shop for shoes when they need
them, and most don’t do it soon enough.” The benefit of thatconsumer behavior is that players do not want to wait on
shoes by mail that may not even fit, particularly when price
differences are minimized.
Additionally, and contrary to situations involving other
merchandise, internet surfing may even be helpful to thebrick-and-mortar retailer by priming the sale with scads of
online information and opinion on a line or particular shoe’s
features and benefits.
More complex for the sales equation is matching highlyindividual tastes with the right features, style and fit—par-ticularly the sometimes impossibly hard to delineate “feel” a
customer wants. The player who arrives at a store looking for
new shoes is not window-shopping; he or she is a sale waiting
to be made. At this point, according to Kay Barney, Head Penn
Racquet Sports district sales manager, “The most important
thing in-store is really having the right selection of shoes, andthen having [and sharing] the knowledge about those shoes.”
Data Driven A key component to smart buying is having a plan. To get theselection right, Barney recommends a [mostly] data-driven
approach. Nobody can afford to be over-inventoried in sizes
or models. Take advantage of the manufacturer’s infor-
mation, but rely on the store’s own sell-through data and
historical trends. Upon that foundation gain knowledge andfeed the gut instinct you sometimes have to follow by listen-
ing to the most trusted floor staff for customer feedback,and constantly keeping abreast throughout the industry and
within your own sales niche of what is turning in terms of
sizes and styles.
With the shoes and customer in the store, it then comesdown to execution. Sales staff have to be attentive and
knowledgeable and the store as a whole has to offer a good
shopping experience, so tend to the basics. Even if it is the
middle of a swamped Saturday, says Barney, “If the shoe wall
looks discombobulated from customers, make sure to clearit up!”
Even looking their most attractive, shoes do not sell them-
selves. Sales are closed and customers satisfied when spe-
cialists apply their essential attributes of knowledge, timeand care. For Vorhaus, a trained staff tries on the differentshoes themselves and discusses the differences in features
and fit before attempting to sell customers.
Having employees who play the game in the shoes they
are selling is important, as is teaching them how to inter-
view customers to be able to understand what is wanted in
terms of brand, looks, durability and weight, and also how toexplain the differences in technology and features among a
final round of carefully considered options.
Long-Term RelationshipsRegrettably, part of the cost of doing business this way is that
sometimes all that energy and attention is something a store
The In-StoreAdvantageFor players, buying shoes ina brick-and-mortar shop willprovide advantages over internetand big-box retailers. By Kent Oswald
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owner has to amortize into the cost of building long-termrelationships rather than an immediate sale. “People
don’t wait for the shoe” once you’ve sold them on it, says
Vorhaus. It is frustrating to put in the work and then not
have the right shoe in inventory, because, “If you don’t
have it you [could] see it on their feet the next time theycome in the store. You’ll have made the sale for someone
else.”
While the majority of the sale depends on both inven-
tory and the effectiveness of the sales associate, there are
tactics to employ that will encourage customers to thinkabout shoes more often and open them up to possibilities
once they get in the store. Sales associates can cultivate
relationships with current customers by giving them a
heads-up when the newest model of their shoes arrive;
the store’s social media accounts should always feature
images or videos when announcing shoe informationTennis industry veteran Wally Craig, national sales
manager for SP Tennis LLC representing Asics Tennis,
suggests that even as every square foot of selling and
display space has to be used efficiently, there are still ways
to get some pop from in-store displays. Use mannequinsfor cross-merchandising; display single shoes on top of
clothing rounders; highlight a particular shoe away from
the shoe wall to enhance its story; and experiment with
displays and then keep an eye out to see how to influence
store traffic to the shoe sales area.
March 2015 TennisIndustry 23
Rotating MerchandiseThe advice about using in-store space efficiently is echoed
by Karen Moriarty, co-owner of The Tennis Professionals
and Sportech in Westchester County, N.Y. A rotation strategy
has been developed whereby new models go on the slat-wall
shelves, sometimes in multiple colors at different angles, andthen as inventory dwindles the shoes are moved closer at
hand to the floor, which makes them easier to grab and works
as a reminder to bring them to customers’ attention while
the window of interest in that style is still open.
To get prospects into the store when new models arrive,Moriarty’s sales staff will call certain customers, while others
are notified through email blasts. To keep customers coming
back, the stores offer flexibility for those players who want to
take two pairs home and “demo” them (in the house, not on
the court) before returning the one they don’t like quite as
much for a full refund.Retailers and reps alike say there is no secret to selling
tennis shoes, but it turns out there is. The secret is that by
the very nature of a transaction that often relies on so many
intangibles, a small store has the advantage over the Goli-
aths. As Barney puts it, “You can try to display in differentways to see what is best for your shop, but it all comes down
to earning business from consumers by ensuring a fair price
and that they will get the size, model, expertise and time that
they want.”
And that, of course, is where the specialists excel.
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24 TennisIndustry March 2015
The Hard Facts
With its resistance to cracking,
post-tensioned concrete is becoming the go-to choice for tennis courts. By Mary Helen Sprecher
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March 2015 TennisIndustry 25
Court Construction & Maintenance Guide
The tennis industry has changed and evolved, and
nowhere is this more evident than on the courtitself. New lines and new technologies have certainly
grabbed their share of headlines, but the real newsmay be what’s going on below the surface.
Times were, when it came to hard surfaces, asphalt courts werethe standard and could be found in parks, homes, clubs, even in
championship arenas. However, as times have changed and oil
prices have fluctuated, post-tensioned concrete has been quietlymaking its move to become the go-to choice. There are many rea-
sons PT concrete courts have been successful, but ask any specialtycourt contractor and you’ll consistently hear one answer: Properly
installed, they won’t crack.To back up, post-tensioned concrete courts are those that are re-
inforced by sheathed steel cables within the concrete slab. After theconcrete has begun to set and has reached sufficient strength, the
cables are tightened and held permanently under stress. The cables
exert a tremendous compressive force, holding the pavement at thesame tension and guarding against cracking.
Consider the alternative: Asphalt, as a bituminous pavement, ispoured and smoothed into a tennis court surface before it is coated.
Beneath the coating, the asphalt dries and shrinks as it ages (this isnot a flaw in the mix; it is the nature of asphalt). The brittle pave-
ment becomes less resistant to damage and more prone to crackingand crumbling, and areas where freeze-thaw cycles are the norm
will see even more of this. As a result, a court that once lookedsmooth and unblemished might look surprisingly cracked and agedwithin a comparatively short time.
A ‘Standard’ TechniquePost-tensioned concrete, meanwhile, does not respond to freeze-
thaw cycles and will not get brittle in a few years. Even in warmerareas, tennis court contractors are leaning toward this method of
construction over other concrete uses.“Post-tensioned concrete has been a standard tennis-court con-
struction technique in the USTA Southern California section formany years,” says Richard Zaino of Zaino Tennis Courts in Orange,
Calif. “We discovered in our earliest experience with engineeredpost-tension courts that were designed and built due to poor soilsconditions, the post-tensioned concrete courts were performing
much better than steel rebar-reinforced slabs on good soil con-ditions. So we took what was given to us by the post-tensioned
concrete engineers for specific sites and made this a standard in allour court building.”
Those who have been thinking of replacing their current courts—or adding new ones—likely have plenty of questions. Before you
make a decision, though, it’s best to consult with a court contractor.
Here is some information to bring with you to the table:• How many courts you’re talking about.
• Any budget you have in mind.• The window of time you are seeking to have work done.
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26 TennisIndustry March 2015
forces. The owner and/or consultant should make sure
this element is not left out of the design/constructionprocess.
A few other items for the owner’s or consultant’s checklistinclude:• Use stone screenings in lieu of sand for the cushion layer
under the vapor barrier and concrete slab. The stonescreenings will bind together and not displace as easily as
sand.• Construct a thickened edge around the perimeter of the
slab to provide for increased concrete coverage aroundthe end anchors.
• Provide the proper level of pre-stressing to overcome the
slab to subgrade friction, which will minimize restraint-to-shortening cracking.
• Insist on proper recording of cable elongations to ensurethe proper stressing of cables.
• Ensure the slab is adequately moisture-cured to minimizethe amount of shrinkage cracking that may occur.
• Ensure the field personnel have adequate training in thecable stressing operations because this process involves
extremely high forces and can be dangerous if not done
properly.• Do not let unauthorized personnel (visitors, vendors or
others) into the area while cables are being stressed.If it sounds like a lot, well, it’s because post-tensioned
concrete construction is a specialized art form. It is not thesame as pouring a driveway or a sidewalk, and should not
be mistaken as such. It will require specific equipment andexpertise.
The reward, however, can be a long-lasting surface thatprovides enjoyable play with minimal upkeep—for years tocome.
• Whether the courts are (or will be) lighted for night play
(if lighting already exists, make a note as to where theposts are set).
• Whether the courts are currently fenced.Other factors will influence the design and cost of theproject, and the court contractor can help you decide what
is important. In addition, court owners and facility manag-ers should be prepared to do their homework in order to
make the best decision and get the most out of the project.
Checklist for PT ConcreteDavid LaSota of D.W. LaSota Engineering of Patton, Pa., of-
fers some advice regarding some items for an owner’s check-list (or perhaps one that should be given to a consultant on
the project):• Hire a professional engineer who is familiar with post-
tensioned slab design and construction. Some clients (andprofessionals) leave it up to the contractor to design the
PT slab; however, not all contractors have the engineeringexpertise to perform such services. Check references and
ensure your chosen professional is the right person for
the job.• Most tennis courts include net posts, nets, center strap
anchors, center straps and fencing as part of the job. Theprofessional should ascertain these elements are incorpo-
rated safely into the post-tensioned project.• Installation of a vapor barrier under the slab can
minimize the transmission of water vapor through theconcrete slab that can cause delamination of the acrylic
surfacing. The vapor barrier also reduces the under-slabcoefficient of friction, which minimizes the number of
cables required to achieve the required compressive
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Court Construction & Maintenance Guide
Serious
Propositions When you’re ready to resurface yourcourts, how can you best evaluate thecourt-builder proposals? By David LaSota and Mary Helen Sprecher
I
t’s in the budget. You’re planning to
resurface your courts this spring. And you’ve already taken the first
steps by having specialty contrac-tors come in and review the scope of
work to be done.
Now, you’re sitting at your desk,studying the proposals that have come
in as a result of those visits. And you’re abit confused. The prices vary, but how do
you know which one is the best? Do youreally want to pick just the lowest bid—
only to find out you’ve made a mistakein evaluating the proposal? How do you
know what you’re looking at?
In this case, you get a little help froma consultant. Longtime tennis facility
design professional David LaSota from
2. The builder should include cleaningof the court surface as part of the scope
of work to ensure a good, solid substrate
onto which the acrylics can adhere. Thiscould include pressure-washing, scrap-
ing and grinding to remove any debrisor impurity that could prevent proper
adhesion of the acrylics.3.Proposals should state that the
courts will be flooded to identify any“birdbaths,” defined as depressions that
will hold water deeper than the thick-
ness of a nickel. Any depressions shouldbe marked and patched prior to the
application of the acrylics. The buildershould include this in the proposal.
4.Cracks in the court pavement shouldbe thoroughly cleaned and filled prior to
the application of the acrylics. Variousmethods for addressing pavement cracks
are available. The builder should clearly
describe how they plan to repair cracks
in the court surface. (Note: The use ofa proprietary system may drive up thecost, so make sure which methods are
being used so that you can fairly evalu-ate all proposals). The proposal scope
of work should quantify the amountof crack repair to be completed by the
builder.5. On courts where staining is present,
stain blockers are available to reduce the
chance these stains may bleed throughthe new acrylic coatings. The builder and
surface manufacturer should be con-sulted for guidance on treating stains.
6. Depending on the condition of the
D.W. Engineering has provided a check-list for tennis court owners and manag-
ers to use as they review the proposals
in front of them.Oh, and if you’re not sure whether aproposal includes something, don’t be
afraid to call and ask. Most contractorsare glad to explain a proposal if doing so
makes it easier for the customer.1. Be sure to have court builders pro-
vide comparable scopes of work so that
an apples-to-apples comparison can bemade between the proposals submitted.
(In other words, check the wording tomake sure all proposals are addressing
the same type of job; again, if you haveany questions about what is included,
call and ask).
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court surface, the application of a resurfacer may be required prior
to the acrylic color coats. The acrylic resurfacer provided a good base
from which the acrylics can be applied. Asphalt-based resurfacermaterials should be avoided due to their history of failures and surface
delaminations.7. As a general rule, it is best to provide a slow to medium-fast court
surface pace to provide the average tennis player more time to react toa shot from the opposing player. The acrylic manufacturer and court
builder can customize the surfacing acrylics to achieve the surfacepace desired by the facility owner.
8.The builders should specify in their proposal the application rates
for the acrylic materials they will be applying to the courts. This willallow the consumer to ensure adequate material will be used on the
resurfacing. For example, if the builder proposes to install two coatsof acrylic color to your tennis court at 0.05 gallons per square yard
per application, assuming your court is 7,200 square feet (800 squareyards) in size, they will need to provide: 800 square yards x 0.05 gal-
lons/square yard/application x 2 applications = 80 gallons of acrylic Acrylic coatings are generally provided in 55-gallon drums; there-
fore, the builder should have two drums of material on site to resur-
face your court.
9.The playing lines should use textured line paint to match the paceof the adjacent playing surface. Non-textured lines are available andcause the ball to bounce differently than the court surface.
10. If you have asked for 36- and/or 60-foot court lines for youth andbeginner play, make sure these appear on the proposals as well.
11. Seriously consider hiring a court builder who is a member of the American Sports Builders Association. In addition, ASBA offers a Cer-
tified Tennis Court Builder program, which is voluntary. CTCBs have
accumulated activity points and passed a comprehensive exam thatasks them to display their knowledge of tennis court construction.
Evaluating proposals is nerve-wracking, particularly the first timearound. Just remember to pay attention to details and to ask ques-
tions, rather than make guesses, whenever you’re uncertain.In the end, you may be able to form a lasting relationship with a con-
tractor you can trust and turn to for future projects.
Redoing the Courts:How to Define the Scope of Work Inevitably, someone’s going to say, “We should
redo the courts.” Unfortunately, that can mean a
broad spectrum of work, which comes at an even
broader spectrum of price points. Here are a few
options:
• Crack Repair: This generally pertains to an
asphalt court, and is a process of f illing, patching
or repairing cracks. This may be a spot treatment,
pertaining to one area only, or it may be a more
widespread repair using a proprietary system.
It is performed when the cracking is the court’s
only problem, and when it is generally a matter
of aesthetics.
• Resurfacing: Resurfacing is defined as putting a
new surface on the court. The simplest way is by
filling the cracks and low spots and then puttinga new acrylic coating on top of the court in order
to create a smooth, unblemished surface. Other
types of surfaces can be laid over an existing
court as well. (Note that the court is only as good
as its base, however, and a court with underlying
problems will have recurrent trouble.)
• Overlays: A court might have underlying issues
but still have appropriate slope and drainage.
In these cases, contractors often suggest that
repair be made using an overlay, or slipsheet
overlay, in which a thin layer of stone or stone
dust is placed directly over an old court surfaceprior to a new asphalt surface being laid. The
stone acts as a slipsheet and absorbs any
movement from the old, cracked court below
before it reflects up to the new surface. (In a
post-tensioned concrete overlay, an entirely
new concrete slab is installed over the problem
court.)
• Reconstruction: If the court has severe
problems, a contractor may recommend a total
court reconstruction. Options include excavation
followed by reconstruction of the court, and
pulverization followed by reconstruction.• Court Conversion: Some court owners may
decide to explore the option of converting their
hard court to one with a fast-dry or synthetic turf
surface—or going in the other direction, for that
matter.
What you choose to do with a court will
ultimately rest on its current condition, as well as
the site, the location, the budget, the wishes of the
owner, the needs of the players and more. Knowing
your parameters when you meet with your court
contractor will make it easier to arrive at the right
decision for you and your facility.
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Court Construction & Maintenance Guide
SolidConstructionCalifornia Sports Surfaces, the makers of DecoTurf andPlexipave, expands its product offerings and continues to helppave the way for growth in the sport. By Peter Francesconi
One of the first questions tennis fans often ask about
the California Products Corp., the maker of twoGrand Slam tournament surfaces, is why—for a
company that has called Massachusetts home fornearly 90 years—is “California” in the name.
It started in 1926, when Napoleon N. Bernier came eastwith a license agreement from a Los Angeles company tomake stucco products, which had become very popular in the
West. The company Bernier founded in Cambridge, Mass.,was called California Stucco Products Corp. of New England,
which eventually expanded its product line beyond stucco.Today, California Products Corp. is headquartered outside
of Boston in Andover, Mass., and consists of three divisions:California Paints, California Sports Surfaces (CSS) and
Fiberlock Technologies. California Paints produces some of
the most well-respected interior and exterior paint brands.Fiberlock specializes in products that address environmental,
safety and health hazards. And CSS brands now include Plexi-pave, DecoTurf, Plexitrac, Rebound Ace and three new addi-
tions: Latex-ite, Premier Court and Guardian Crack Repair.
Revolutionizing Court SurfacesIn 1953, the company, now called California Products and led
by industry pioneer Bob Caldwell, originated the water-basedacrylic color-coat concept and developed what came to be
called Plexipave, and likely changed the game of tennis. Thefirst court to use this acrylic system was at a private residence
in Ipswich, Mass., and now, Plexipave has been the surface of
the Australian Open since 2008.Other notable developments that have come out of Cali-
fornia Products’ research and development lab include asqueegee-applied acrylic, cushion-type surface using a
multi-coat application, which was introduced in 1969. CalledPlexicushion, it is designed to reduce player fatigue without
affecting the speed of the game.In 1977, with the introduction of the
top related