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Transcript of 200704 Racquet Sports Industry
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April 2007
Volume 35 Number 4 $5.00
SERVING UP SATISFACTION!
Customer Service Tipsfor Winning Facilities
Are You SafeFrom Accidentsand Lawsuits?
SERVING UP SATISFACTION!
Customer Service Tipsfor Winning Facilities
Are You SafeFrom Accidentsand Lawsuits?
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DEPARTMENTS
R S I A P R I L 2 0 0 7Contents
April 2007 RACQUET SPORTS INDUSTRY 3
ContentsINDUSTRY NEWS7 Wilson launches [K]Factor in
Las Vegas Gala
7 TTC, ESPN team up for Grand Slamcoverage
9 PTR presents annual awardsat Symposium
10 Lee Tennis partners withJose Higueras
10 Babolat introduces new AeroproDrive with Cortex
11 USTA to celebrate African-Amercan contributions
11 Barth, Rossi named PTR MasterProfessionals
12 Deco named all-weather surface
of the PTR14 Head brings out four new Metallix
squash frames
15 Dunlop sponsors junior PointsRace
15 USPTA kicks off 2007 TournamentSeries
18 Head extends partnership with
Beach Tennis USA18 Calif. stringer sets record at TTC
Open competition
4 Our Serve20 Marketing Success22 Your Finances
24 The Master Pros
42 String Playtest: Pro Supex Big Ace44 Ask the Experts46 Tips and Techniques
48 Your Serve, by Liza Horan
26 Satisfaction Guaranteed!Your customers are the most important people in the world. You need todo everything you can to keep them wanting more.
30 Smart TennisThe USTAs Tennis & Education Foundation is focused on growing thegame and helping its youngest players.
32 Safe & SoundAccidents, injuries, and lawsuits can devastate your business. Heres howyou can help reduce problems that might crop up at your facility.
38 Fine PointFor the seven residential court winners in the Distinguished Facility-of-the-
Year Awards, construction excellence is all in the details.
FEATURES
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very year, the International Tennis Hall of Fame inducts
three or four people who have had a major impact on
tennis, whether as a pro player or as a contributor to the
game, such as a media member, coach, administrator, or
official. Those chosen to be in the Hall by the international
panel that selects them are certainly all more than worthy to
receive this honor.There is, though, one person who has yet to make it into the Hall, and we
think he deserves to be there. Its time to induct Dennis Van der Meer.
No one has had such a direct impact on thousands, maybe hundreds of thou-
sands, of recreational players throughout the world than has Van der Meer. He
has taught more people to play and teach tennis than anyone in the history of
the game. Hes a coach, innovator, advocate, and tireless promoter for the sport,
as he has been for decades.
Van der Meer has personally taught thousands to play this game. And through
the thousands of coaches he has influenced through the Professional Tennis Reg-
istry, which he founded in 1976, his influence in tennis probably extends to mil-
lions of recreational players. And its not just in this country, its worldwidethe
PTR currently has more than 12,700 members in 126 countries.
Earlier in his career, Van der Meer coached both Margaret Court and Billie
Jean King. He was in Kings corner during the famous Battle of the Sexes with
Bobby Riggs. In 1972, the U.S. State Department cited him for Exceptional
Coaching Performance in the Middle East, and in 1989, he received the Healthy
American Fitness Award. He was named Developmental Coach of the Year by
the U.S. Olympic Committee in 1997.
Over the course of his career, in addition to helping recreational players learn
and excel at tennis, hes also coached men and women pro tour players. And he
and the PTR also are leadersnot just in the U.S., but internationallyin spread-
ing tennis to wheelchair players and physically and mentally challenged players,
too.
Nominations for the 2008 Hall of Fame induction close April 1 (visit
www.tennisfame.com to submit nominations), and I know there are plenty of
worthy contributors to the sport who deserveone dayto be in the Interna-tional Tennis Hall of Fame. But now, its time we recognize the one person who
simply far and away has had such a major, positive impact on this worldwide
sport.
Induction into the Hall of Fame in the Contributor category is based on
exceptional contributions that have furthered the growth, reputation, and char-
acter of the sport. That, in a nutshell, is exactly what Dennis Van der Meer has
been doing for more than 50 yearsbetter than anyone else in the history of
this sport.
Peter Francesconi
Editorial Director
Our Serve
Recognizing the Best(Incorporating Racquet Tech and Tennis Industry)
Publishers
David Bone Jeff Williams
Editor-in-Chief
Crawford Lindsey
Editorial Director
Peter Francesconi
Associate Editor
Greg Raven
Design/Art Director
Kristine Thom
Contributing Editors
Cynthia Cantrell
Rod Cross
Kristen Daley
Joe Dinoffer
Liza HoranAndrew Lavallee
James Martin
Chris Nicholson
Bob Patterson
Cynthia Sherman
RACQUET SPORTS INDUSTRY
Corporate Offices
330 Main St., Vista, CA 92084
Phone: 760-536-1177 Fax: 760-536-1171
Email: [email protected]
Website: www.racquetTECH.com
Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time
Advertising Director
John Hanna
770-650-1102, x.125
Apparel Advertising
Cynthia Sherman
203-263-5243
Racquet Sports Industry (USPS 347-8300. ISSN 0191-
5851) is published 10 times per year: monthly Janu-
ary through August and combined issues in
September/October and November/December by
Tennis Industry and USRSA, 330 Main St., Vista, CA
92084. Periodicals postagepaid at Hurley, NY 12443
and additional mailing offices. April 2007, Volume
35, Number 4 2007 by USRSA and Tennis Industry.
All rights reserved. Racquet Sports Industry, RSI and
logo are trademarks of USRSA. Printed in the U.S.A.
Phone advertising: 770-650-1102 x 125. Phone circu-
lation and editorial: 760-536-1177. Yearly subscrip-
tions $25 in the U.S., $40 elsewhere. POSTMASTER:
Send address changes to Racquet Sports Industry,
330 Main St., Vista, CA 92084.
4 RACQUET SPORTS INDUSTRY April 2007
E
RSI is the official magazine of the USRSA, TIA,and ASBA
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I N D U S T R Y N E W SI N D U S T R Y N E W S
R S I A P R I L 2 0 0 7
I N F O R M A T I O N T O H E L P Y O U R U N Y O U R B U S I N E S S
In what may well have
been the largest global
product launch ever in
tennis, Wilson Racquet
Sports brought nearly 600
people to Las Vegas at the
end of February to formally
debut 10 new [K]Factorracquets. The gala event,
which took place at Cae-
sars Palace (with a playtest
of the new frames at a local
facility) from Feb. 27 to
March 2, included key Wil-
son dealers from the U.S.
and hundreds from about
50 other countries.
Some of the new rac-
quets have been out since
January, timed to Wilson-endorsed pro Roger Federers play inthe Australian Open. However, the technology behind the
frames was not publicly released until the Vegas event.
This week is about our customers and our people, Wilson
Racquet Sports General Manager Jon Muir told the crowd.
Youre really the ones who get it done for us; you ultimately
drive our brand. We want you to feel the personal level of the
brand.
Wilson says [K]Factor is actually four exclusive technology
innovations that work together as a true technology system,
all designed to give every playerfrom beginners to world No.
1 Federermore control, or as Wilson puts it, more
[K]ontrol. (See page 8 for more details on [K]Factor and thenew racquets.)
[K]Factor itself is not one thing, said Muir. Its multiple
technologies that work together differently in each frame to
maximize that frame.
The four new technologies are not found in every [K]Factor
frame. Weve narrowed it down to which ones apply the best
to each player type, says Muir. Ultimately, he says, [K]Factor
racquets will add 64 percent more control to a players game.
One Wilson source said that for the Vegas event, the com-
pany brought in more than 7 tons of product and materials on
120 pallets. Wilson also created a [K]oncept Lounge, where
they displayed much of their product line, but also had on dis-
play the actual Davis Cup trophy, along with seven auto-
graphed racquet bags used by
Federer at the Australian Open,
each of which had a different
[K]Factor teaser message.
The Vegas event started with
a short video showing the histo-
ry of tennis and Wilson. The
opening night also included amagician who did a show incor-
porating the new racquets and
various Wilson personnel. On
the second day, there were ses-
sions on the new technologies,
marketing, and accessories
(there also are new strings and
grips to go along with the new
frames, and an
extensive
and inno-
vative bag line).Pro players Mardy Fish (No. 22)
and Dmitry Tursunov (No. 21) also
were on hand in Vegas. The rac-
quet, says Fish, has great control
and great feel, and thats a big
part of my game. In developing
the [K]Factor line, Wilson used
input from pro players, including
Federer.
Wilson announced it will build an
innovation center at its Chicago
headquarters. The lifeblood of thiscompany is product, said Wilson Presi-
dent Chris Considine. Well give our
research and development team a place
to tinker. He also invited dealers to visit
their new headquarters any time.
Considine said Wilson did more than
$500 million in racquet sports sales last
year, and is positioned to reach $750
million. We are hell-bent on growing
our business at least 25 percent in the
next few years, he said. We want to
make sure were catering to all con-
sumer types.
7 RACQUET SPORTS INDUSTRY April 2007
Wilson Launches [K]Factor Racquets in Vegas Gala
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A P R I L 2 0 0 7
INDUSTRYNEW
S
8 RACQUET SPORTS INDUSTRY April 2007
Wilson Debuts 10 New[K]Factor Frames
Wilson says its new [K]Factor line of racquets
uses four technologies to create three key
benefitsincreased feel, more strength
and stability, and a bigger sweetspotall adding
up to 64 percent more control.The four technologies are:
Q [K]arophite Black: a struc-
ture that Wi lson says
strengthens the integrity of
the frame by using Carbon
Black nano fiber to
bridge graphite fibers
and SiO2 molecules to
create a stronger, denser frame
material.
Q [K]onnector: Two external wings molded into
each side of the hoop that contract and expandlike a trampoline when the ball impacts the
string bed, increasing dwell time of the ball
while providing greater control and comfort
with a larger sweetspot, says Wilson.
Q [K]ontour Yoke: A new shape for the frame that
Wilson says enhances stiffness at key stress
points, for improved torsional stability.
Q [K]ompact Center: A new design innovation
that Wilson says improves handling and maneu-
verability and provides additional feel, and is a
direct result of input from world No. 1 player
Roger Federer.Not all [K]Factor racquets have all four of the
technologies, says Jon Muir, Wilsons general
manager. Suggested retail prices for the frames
range from $190 to $350.
In addition to the [K]Factor frames, Wilson
also introduced new bags, strings, and grips. The
[K] Pro Tour bag collection is the same rugged
pieces that the top pros, such as Federer and Jus-
tine Henin-Hardenne, use on the tour. At a slight-
ly lower price is the [K] Tour line. Both lines have
identical pieces and features.
New string for the [K]Factor
racquets include [K]Gut and
[K]Gut Pro. Also new to
the line is [K]Grip. And
theres a 26-inch-long
junior racquet, the Jun-
ior [K]Six.One 26, with
a strung weight of 8.8
ounces and list price of
$100.
For more informa-
tion, visit
www.wilson.com or
call 800-WIN-6060.
[K]OneTechnologies: [K]arophiteBlack, [K]onnector, [K]ompactCenter, [K]ontour YokeSwing: Slow and compactPower: HighHeadsize: 122 sq. in.Strung Weight: 9.4 oz.Length: 27.5 in.String Pattern: 16 x 19
Balance: 11 points head-heavyCross Section: 30 mmList Price: $350
[K]Zen TeamTechnologies: [K]arophiteBlack, [K]ompact Center,[K]ontourYokeSwing: Fast and longPower: LowHeadsize: 103 sq. in.Strung Weight: 10.1 oz.Length: 27.25 in.String Pattern: 16 x 19Balance: EvenCross Section: 26 mmList Price: $190
[K]ThreeTechnologies: [K]arophiteBlack, [K]ompact Center,[K]ontour Yoke,Triad TechnologySwing: Slow and compactPower: HighHeadsize: 115 sq. in.Strung Weight: 9.5 oz.Length: 27.5 in.String Pattern: 16 x 19
Balance: 8 points head-heavyCross Section: 30 mmList Price: $300
[K]Four 112Technologies: [K]arophiteBlack, [K]onnector, [K]ompactCenter, [K]ontour YokeSwing: MediumPower: MediumHeadsize: 112 sq. in.Strung Weight: 9.7 oz.Length: 27.5 in.String Pattern: 16 x 20
Balance: 6 points head-heavyCross Section: 29.5 mmList Price: $260
[K]Four 105Technologies: [K]arophiteBlack, [K]ompact Center,[K]ontourYokeSwing: MediumPower: MediumHeadsize: 105 sq. in.Strung Weight: 9.9 oz.Length: 27.25 in.String Pattern: 16 x 19Balance: 1 point head-heavy
Cross Section: 28.7 mmList Price: $230
[K]Six.One TourTechnologies: [K]arophiteBlack, [K]ompact CenterSwing: Fast and longPower: LowHeadsize: 90 sq. in.Strung Weight: 12.5 oz.Length: 27 in.String Pattern: 16 x 19Balance: 9 points head-lightCross Section: 17 mm flat beam
List Price: $220
[K]Six.OneTechnologies:[K]arophite BlackSwing: Fast and longPower: LowHeadsize: 95 sq. in.Strung Weight: 12.3 oz.Length: 27 in./27 in./27.5 in.String Pattern:16 x 18/18 x20/16 x 18
Balance: 9 points head-lightCross Section: 22 mm flat beamList Price: $210
[K]Six.One TeamTechnologies:[K]arophite BlackSwing: Fast and longPower: LowHeadsize: 95 sq. in.Strung Weight: 10.8 oz.Length: 27 in.String Pattern: 18 x 20Balance: 1 point head-light
Cross Section: 21 mmList Price: $210
[K]SurgeTechnologies:[K]arophite BlackSwing: MediumPower: MediumHeadsize: 100 sq. in.Strung Weight: 10.5 oz.Length: 27 in.String Pattern: 16 x 19Balance: 1 point head-lightCross Section: 26 mm
List Price: $200
[K]ZenTechnologies: [K]arophiteBlack, [K]ompact Center,[K]ontourYokeSwing: Fast and longPower: LowHeadsize: 103 sq. in.Strung Weight: 11.1 oz.Length: 27.25 in.String Pattern: 16 x 19Balance: 5 points head-lightCross Section: 26 mm
List Price: $190
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I N D U S T R Y N E W S
April 2007 RACQUET SPORTS INDUSTRY 9
PTR Presents AnnualAwards at Symposium
The Professional Tennis Registry
presented its annual awards dur-
ing the 2007 PTR International
Tennis Symposium.
The event, which included morethan 50 seminars and presentations,
a tennis trade show, and the $25,000
Championships, was held Feb. 17 to
24 at the Van der Meer Shipyard Rac-
quet Club on Hilton Head Island, S.C.
Former New
York City Mayor and PTR board
member David Dinkins presented the
PTR awards at the annual banquet.Q Professional of the Year: Mike Barrell, Eng-
land
Q Wheelchair Pro of the Year: Harlon Matthews,
McDonough, Ga.Q Clinician of the Year: Andy Dowsett, England
Q Tester of the Year: Dani Leal, Montgomery, Ala.
Q Humanitarian Award: Philip Betancourt,
Pueblo, Colo.
Q Volunteer of the Year: Emma Shekerdemian,
England
Q Coach Verdieck Touring Pro Coach of the
Year: Paul Annacone, Tonpanga, Calif.
Q Coach Verdieck College Coach of the Year:
Adam Steinberg, Malibu, Calif.
Q Coach Verdieck High School Coach of the
Year: Paul Fisher, Fairfax, Va.
Q Male Player of the Year: Julien Heine, Laguna
Niguel, Calif.
Q Female Player of the Year: Ashley Mitchell,
Charlotte, N.C.
Q Public Facility of the Year: Arthur Ashe Youth
Tennis & Education, Philadelphia
Q Private Facility of the Year: Cherry Hill Health
& Racquet Club, Cherry Hill, N.J.
Q Media Excellence Award: Net News, John
Hanna, publisher, Atlanta
Q PTR-USTA Community Service Award: Greg
Mahosky, Lake Ozark, Mo.
Q PTR-TIA Commitment to the Industry: Leonie
Turack, Columbus, Ohio
In addition, the PTR recognized
several State Members of the Year.
They are: Jeff Gray, Alabama; JakeShoemake, Arkansas; Steve Riggs,
California; Frank Adams, Colorado;
Raj Lama, Florida; Tony Niland,
Georgia; Butch Staple, Illinois; Adam
Jasick, Michigan; Patrick Tibbs, Mis-
sissippi; Mark Platt, Missouri; Bill
Mountford, New York; Paul Tollefson,
North Carolina; Lance Lee, Pennsyl-
vania; Sam Kiser, South Carolina;
Murtala Bala Habu, Tennessee; Jack
Thompson, Virginia; Kermit Escame,
Washington.
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A P R I L 2 0 0 7I N D U S T R Y N E W S
10 RACQUET SPORTS INDUSTRY April 2007
Lee Tennis Partners With Jose Higueras
Lee Tennis, the maker of Har-Tru, has formed an official year-long partnership
with Jose Higueras, an international tennis icon and a veteran coach, to pro-
mote the benefits of playing tennis on clay courts. Through Lee Tenniss sem-
inars, conferences, advertising, and promotional materials, Higueras will reach
out to tennis players and pros about the clay-court playing experience.
We are thrilled about Higuerass willingness to transfer his knowledge and
passion about the health of the game to our players and pros alike, says JohnWelborn, director of business development for Lee Tennis. Jose shares our phi-
losophy of playing the game on clay courts and hes an advocate of clay tennis
courts, as they are integral to the success of developing new players while retain-
ing existing ones.
Being committed to advancing the clay-court experience among tennis play-
ers and pros is my top priority, says Higueras, founder of Jose Higueras Tennis
of Palm Springs, Calif. Partnering with Lee Tennis was a natural choice as the
company embodies the same beliefs about taking the game to the next level.
Playing on clay courts affords my students slide comfort, minimizing the risk
for injuries while maximizing health benefits, he adds. Higueras won 15 pro tour
tournament titles and ranked in the world Top 10.
Wimbledon LevelsPrize Money
Wimbledon has finally
bowed to public pressure
and agreed to pay
women players as much as the
men, it was announced in Feb-
ruary. It is the first time the All
England Club will offer equal
pay through all rounds of the
tournament. Last year, men's
champion Roger Federer
received $1.170 million and
women's winner Amelie Mau-
resmo got $1.117 million.
3 Honored by USOC
T
hree members of the tennis communi-
ty were honored recently with national
awards as part of the USOC CoachingRecognition Program.
Andy Brandi of Boca Raton, Fla., was
named National Coach of the Year and Nick
Saviano of Davie, Fla., director of Saviano
High Performance Tennis Academy at Sun-
rise Tennis Club Park, was named Develop-
mental Coach of the Year.
In addition, the USOC honored Emilie
Foster of Boerne, Texas, with the Doc
Counsilman Science Award for her contribu-
tions in the areas of performance analysis
and injury prevention.
Babolat Introduces Aeropro Drive with Cortex
Credit Babolat with helping to jump-start the trend of aerodynamic racquets
when it got Rafael Nadal to hit the court with the Aeropro Drive. But whats new
for the company? Its introducing an alternative model of
Nadals AeroPro Drive, with the dampening technology
Cortex at the top of the handle. Its exactly what
Babolat did with Andy Roddicks racquet (see the
Pure Drive with Cortex). The AeroPro Drive
with Cortex, due out in May, will have a
100-square-inch head, weigh 11.1
ounces, and measure in at 27 inch-
es. Its designed for 4.5 NTRP
and above players. Visit
www.babolat.com
or call 877-
316-9435.
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I N D U S T RY N E W S
April 2007 RACQUET SPORTS INDUSTRY 11
Barth, Rossi Named
PTR Master Professionals
Roy Barth (right),
director of tennis
at Kiawah Island
Resort in Kiawah, S.C.,
and Alex Rossi (bottomright), director of ten-
nis at Club Los Leones
in Santiago, Chile, are
the newest Master Pros
for the Professional
Tennis Registry. The
two were honored at
the PTRs annual
Awards Banquet on
Feb. 19 during the
2007 PTR Internation-
al Tennis Symposiumon Hilton Head Island, S.C. Barth and
Rossi join 25 others who have earned
the PTR Master Pro designation. The
PTR Master Pro level recognizes those
who have made significant contribu-
tions to and broad involvement with
tennis over many years.
KenMak
KenMak
Top-Selling Racquetsat Specialty StoresBy year-to-date dollars, January-December 2006
Best-Sellers
1. Prince O3 W hite (MP) $187
2. Babolat Pure Drive Team (MP) $161
3.Wilson N Six-One (16x18) (MS) $161
4. Prince O3 Blue (OS) $218
5. Prince O3 Silver (OS) $235
Hot New Racquets
(Introduced in the past 12 months)
1. Prince O3 Hybrid Hornet (OS) $162
2. Prince O3 Hybrid Hornet (MP) $161
3. Wilson NPro Open (MP) $166
4. Babolat Pure Drive Roddick (MP) $171
5. Prince O3 Hybrid Shark (OS) $172
(Source:TIA/Sports Marketing Surveys)
Tennis Racquet PerformanceSpecialty Stores, Jan.-Dec. 2006 vs. 2005
Units 2006 793,836
2005 724,616
% Change vs. 05 10%
Dollars 2006 $105,225,000
2005 $100,249,000
% Change vs. 05 5%
Price 2006 $132.55
2005 $138.35
% Change vs. 05 -4%
(Source:TIA/Sports Marketing Surveys)
Top-Selling Tennis Shoesat Specialty StoresBy year-to-date dollars, January-December 2006
1. Adidas Barricade IV $101
2. Nike Air Max Breathe 2 $94
3. Adidas Barricade II $82
4. Prince T10 $81
5. Nike Air Max Breathe 3 $97
(Source:TIA/Sports Marketing Surveys)
Top-Selling Tennis Stringsat Specialty StoresBy year-to-date dollars, Jan.-Dec. 2006
1. Prince Synthetic Gut Duraflex
2. Wilson NXT
3. Wilson Sensation
4. Prince Lightning XX
5. Luxilon Alu Power
(Source:TIA/Sports Marketing Surveys)
USTA to CelebrateAfrican-AmericanContributions
The USTA announced three major
initiatives to celebrate the contribu-
tions of black and African-Ameri-
can players to the game of tennis.
In July, the American Tennis Associa-
tion (ATA), the oldest African-American
sports organization, will conduct its
annual national championship in New
York City and for the first time, plans to
play final matches at the USTA Billie
Jean King National Tennis Center. The
ATA was founded in 1916 by a group of
African-American leaders to promote
the sport throughout a community that
had been denied access to facilities and
tournaments. A number of well-known
black tennis stars were developed by
ATA coaches, notably Althea Gibson and
Arthur Ashe as well as more contempo-
rary players such as Zina Garrison, Kat-
rina Adams, and MaliVai Washington.
The USTA and the International Ten-
nis Hall of Fame will showcase a special
exhibition at the US Open Gallery dur-
ing the 2007 US Open. The exhibition
will evolve from the year-long exhibit at
the Hall of Fame Museum, Breaking
the Barriers, into an expanded presen-tation yet to be named.
In addition to the exhibit at the US
Open, the 50th anniversary of Gibsons
1957 U.S. Nationals title will also be cel-
ebrated. Gibson was the first African-
American woman to win a Grand Slam,
11 years before Arthur Ashe.
LSI Brings Out
New Optical System
LSI Courtsider Sports Lighting has
a new optical systemART
(Advanced Reflector Technology)
that utilizes a 1000-watt Metal Halide
reduced envelope lamp. LSI says ART
delivers more than 10 percent addi-
tional light to the court area, while
reducing stray illumination. ART is
now featured in all Courtsider XL fix-
tures. For more information, contact
513-793-3200.
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A P R I L 2 0 0 7I N D U S T RY N E W S
12 RACQUET SPORTS INDUSTRY April 2007
> Tickets are on sale for the 2007 DavisCup by BNP Paribas Quarterfinal tie
between the U.S. and Spain at the Joel
Coliseum in Winston-Salem, N.C., April 6-
8. Tickets are sold as a three-day series
with prices ranging from $90 to $390,
with VIP packages available. Call 888-484-
USTA (8782).
> Venus and Serena Williams will play onthe U.S. Fed Cup team that will face Bel-
gium in the World Group Quarterfinal at
the Delray Beach Stadium & Tennis Center
in Delray Beach, Fla., on April 21-22. Tick-
ets for the two-day, best-of-five match
series can be purchased by calling 888-
334-USTA (8782). Tickets will be sold as a
two-day series with prices ranging from
$35 to $225, with VIP packages available.
> The regular season schedule for the2007 World TeamTennis Pro League pre-
sented by Advanta features appearancesby Venus Williams, Pete Sampras, John
McEnroe, Anna Kournikova, Nicole Vaidis-
ova and the Bryan Brothers. The 2007
WTT pro season runs from July 5 to 25.
The top two teams in both the Eastern
and Western Conferences advance to the
WTT Championship Weekend, July 27 to
29, in Roseville, Calif. Visit www.WTT.com.
> Peter Burwash International is nowdirecting the tennis program at the Four
Seasons Hotel Doha in Doha, Qatar. PBI
has appointed Lukasz Smola as the tennis
director for the facility. For information
about PBI, visit www.pbitennis.com.
> ZIM Corp., an Internet TV broadcaster,has partnered with the International Table
Tennis Federation, the governing body of
international table tennis, to broadcast live
matches on www.zimtv.biz and
www.ittf.com. The strategic partnership
will enable viewers to watch on-line live
matches from the Pro Tour and the WorldJunior Tour as well as access more than 100
archived matches.
> The U.S. Squash Racquets Association("US Squash") announced that Cher-
ryPharm All-Natural Tart Cherry Juice will be
the title sponsor of the Team USA Squash
Tour, as well as an Official Supplier of Team
USA Squash and Official Sponsor of US
Squash.
> Former World No. 1 Pete Sampras will
make his debut on the Outback ChampionsSeries at the Champions Cup Boston, May
2-6 at the Agganis Arena at Boston Univer-
sity. Sampras, who won seven Wimbledon
titles en route to his record 14 Grand Slam
singles titles, will compete in additional
Outback Champions Series events later in
the year.
> Tennis Life magazine has entered into adistribution agreement with The Sports
Authority in which the publication will be
available at the sports retailers 350-plus
stores.
SHORT SETS
Deco NamedAll-Weather Surface of PTR
The PTR has announced a five-year agree-
ment that names DecoTurf as the official
all-weather tennis surface of the PTR.
PTR is thrilled to be associated with thecourt surface provider of the US Open and the Olympics, says Dan Santorum, CEO
of the PTR. Our partnership will provide an excellent opportunity for both PTR and
DecoTurf to cross promote businesses.
Partnering with PTR and its tennis teaching professionals is a tremendous
opportunity to work closely together and coordinate our efforts to benefit tennis
overall, says John Graham, managing director of DecoTurf. Over 40 percent of
DecoTurfs sales are international, and we look forward to teaming with PTR mem-
bers in 126 countries.
DecoTurf, headquartered in Andover, Mass., has authorized applicators around
the world. Visit www.decoturf.com or call 800-332-6178 in the U.S, or 978-623-
9980 internationally.
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April 2007 RACQUET SPORTS INDUSTRY 13
I N D U S T R Y N E W S
Wilson playersRoger Federer and Serena
Williams both won the 2007 Aus-
tralian Open playing with the compa-
nys new [K]Factor frames. Federer
played with the [K] Six.One, while
Williams played with a prototype frame.
Head has signed an agreement withworld No. 1 Amelie Mauresmo of France
that will continue through 2010. Maures-
mo, who won the 2006 Australian Open
and 2006 Wimbledon, will play with
Heads Flexpoint Radical MP racquet.
Bill Mountford, the director of tennis atthe USTA Billie Jean King National Tennis
Center in Flushing Meadows, N.Y., will
leave the USTA in April to become thehead of coach relations and competition
at the soon to open National Tennis Cen-
ter in Roehampton, West London.
Peter Burwash, president of tennismanagement firm Peter Burwash Interna-
tional, was named Tennis News 2006 Per-
son of the Year by Bob Larson, publisher
of Daily Tennis News (www.tennisnews.com).
John McEnroe and Martina Navratilovawill be the lead on-air analysts for The
Tennis Channel during the networks cov-erage of the French Open, from May 27
to June 8.
Charles Charlie Grimes, husband ofUSTA Chairman and President Jane
Brown Grimes, died on Feb. 5, of pancre-
atic cancer in New York City. He was 71
years old. He was a 1957 graduate of
Yale University, and a member of the
1956 Yale Varsity Crew that won a gold
medal in the 1956 Melbourne Olympics.
Donations can be made to: National Row-
ing Foundation, 67 Mystic Road, Stoning-
ton, CT 06359.
Dunlop player Tommy Haas won theRegions Morgan Keegan Championships
in Memphis without losing a set or facing
a single break point all week. Haas, cur-
rently ranked No. 9, defeated Andy Rod-
dick in the final. It was Haass first
tournament with the new Dunlop
Aerogel 3Hundred racquet.
PE
OPL
EWATC
H
Duddy Is Newest USRSA Tester
Jim Duddy of the Overland Park (Kan.) Racquet Club is thenewest USRSA certification tester. Hes been a USRSA MasterRacquet Technician for more than 10 years and has strung for alltypes of players, from beginners to pro tour players. Duddy, aPTR-certified pro, also has taught tennis for more than 13 years,working with all levels of students, including tour players. A former women'stennis coach at Rockhurst University in Kansas City, Mo., Duddy currentlyteaches tennis at the Overland Park Racquet Club, where he is on staff withboth the Futures Program and the Mike Wolf Tennis Academy.
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A P R I L 2 0 0 7I N D U S T R Y N E W S
14 RACQUET SPORTS INDUSTRY Arpil 2007
Babolat Introduces Propulse Shoe
Top American player Andy Roddick is playing with the new Babolat Propulse ten-
nis shoe, which he started wearing at the 2007 Australian Open. The newest
model in the Babolat footwear range, the Propulse has Roddicks signature.
During a match, shoes are subjected to extreme conditions, says Roddick. I
particularly appreciate the traction and quick acceleration I get with the Propulse.
Roddick has been playing with Babolat racquets and strings since 1999 and wearing
Babolat shoes since August 2005.
Babolat says the shoe features three groundbreaking innovations:
Q Michelin rubber outsole compound, developed by the engineers at Michelin to
provide durability;
Q Exclusive Michelin outsole sculpture, to help max-
imize grip on all court surfaces through Michelins
Optimized Cell System (OCS), a technology
used in auto racing;
Q Exact Pro Propulsion system
in the forefoot that works
like a booster to recover
faster in lateral move-
ments. For information,
visit www.babolat.com.
18 Courts in Conn. Receive Classic Turf Surface
Classic Turf Co. of Woodbury, Conn.,recently started work resurfacing the 18asphalt courts overseen by the Trumbull(Conn.) Park and Recreation. All of the
courts were cracked, and 12 were closeddown completely because they weredangerous to players, says Tumer Eren,president of Classic Turf, which manufac-tures and installs a cushioned sheet-goods surface system. They keptrepairing the same problems over andover, and decided to finally go with asoft, comfortable surface that wontcrack. The project is expected to be completed in the summer. For moreinformation, contact 800-246-7951 or visit www.Classicturf.org.
Head to Introduce Metallix Squash Frames
Head will introduce four racquets this summer as part of its Metallix
series: The Metallix 160 (used by world No. 2 David Palmer), the
Metallix 140 (used by sisters Natalie and Rachel Grinham),
the Metallix 130 and the Metallix 150
Head says its Metallix is one of the lightest and
strongest new materials made today, giving players a
lighter, stronger, and more powerful racquet. It con-
sists of a specially-designed matrix of carbon
fibers and a crystalline metal alloy that has a grain
size 1,000 times smaller than that of a typical
metal. The decreased grain size translates to anincrease in strength, says the company. Visit
www.head.com.
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April 2007 RACQUET SPORTS INDUSTRY 15
I N D U S T R Y N E W S
Balle de Match AddsReps, Expands in Canada
Apparel maker Balle de Match has added new sales reps
in the U.S., and the company has become a partner
with the Tennis Professionals Association (TPA), part
of Tennis Canada, the governing body of tennis in Canada.
Kit Rohm and Vicky Franz, former sub reps for Ellesse
and Lotto in Orange County, are now managing the South-
ern California region for Balle de Match exclusively. In
Florida, the company added Mari Workman and Lisa
Durkin. Also, Terry Gratz and Laurie Bouch will manage
sales in the Northeast and Southeast regions.
The two-year agreement with the tennis pro association
in Canada will give the 1,600 TPA members the opportu-
nity to purchase Balle de Match apparel on a preferred
basis. The company will offer special packages to mem-
bers, including a warm-up designed specifically for the
TPA.
Having TPA members wear our product will enhance
our brand awareness with consumers, which will help
drive sales at retail, says Balle de Match co-owner John
Embree.
Dunlop SponsorsJunior Points Race
Dunlop Sports Group Americas and the USTA South-
ern Section announced Dunlops sponsorship of
the D-Squad Points Race competition in the South-
ern Regional Bullfrog Junior Tennis Circuit, whichkicked off in early February in Jackson, Miss.
Players who compete in at least four of the eight
Bullfrog Tennis Tournaments held throughout the South
will garner points as they advance into and beyond the
quarterfinal roundsranging from 3 points for reaching
the quarters to 10 points for the winner. The overall
winners in the boys and girls categories will have their
names engraved on the Dunlop Cup Legacy Trophy,
which will be on permanent display at the USTA South-
ern Section office in Atlanta. Each winner will also be
presented with a personal Dunlop Cup trophy.
The top three total point finishers in each age group
(12s, 14s, 16s, and 18s) of boys and girls will receive a
variety of premium Dunlop tennis products based on
their performance in the D-Squad Points Race. These
awards will include Dunlops Aerogel racquets, clothing,
and a variety of Dunlop bags, grips, and other acces-
sories from its 2007 line.
Dunlop is excited about its renewed commitment
to junior tennis, says Kai Nitsche, general manager of
racquet sports. We are extremely proud of our D-
Squad team of sponsored players and see the Dunlop
Cup as a way of further expanding our efforts to junior
tennis overall.
Georgia, Georgia TechWin Team Indoor Titles
Top-seeded Georgia beat No. 2 Ohio State 4-0 in the final at the
USTA/Intercollegiate Tennis Association National Men's Team
Indoor Championships at Midtown Tennis Club in Chicago.
Its Georgia's second straight team Indoor title. The Bulldogs havenow won 38 of their last 39 matches over the past two seasons.
This event, which features 16 of the nation's top programs,
has crowned a national indoor champion every year since 1973.
This is the second time in three years Midtown Tennis Club and
the University of Illinois have served as hosts.
For the women, fourth-seeded Georgia Tech beat Notre Dame
4-2 in the final at the USTA/ITA National Women's Team Indoor
Championships at the University of Wisconsin's A.C. Nielsen Ten-
nis Stadium in Madison. Earlier, in the semifinals, Georgia Tech
handed No. 1 Stanford its first loss since May 18, 2003. Stanford
had won its last 89 matches, an NCAA Division I women's tennis
record, before falling 4-3 to Tech."We keep telling our players it's all about taking things day by
day and just try to keep getting better, that good things will
come," Georgia Tech coach Bryan Shelton said. "We'll be able to
really appreciate this win down the road, but right now we just
want to hold on to the mentality of looking to improve every day.
I think we're heading in the right direction."
In Division 3, the University of California-Santa Cruz beat
Claremont-Mudd-Scripps to claim the ITA Mens National Team
Indoor Title.
USPTA Kicks Off 2007 Tournament Series
In 2007 the USPTA will once again offer its members the chance
to earn prize money and ranking points through
its USPTA National Surface Championship Series.
USPTA members will test their playing skills
beginning with the USPTA Clay Court Championships
set for May 4-7. The event is presented by the USPTA
Florida Division and the Ibis Golf and Country Club in
West Palm Beach, Fla. Total prize money for this tournament is
$8,000. The tournament will feature events in mens and womens
35s, 45s, 55s, and Open divisions in singles and doubles.
The series will give USPTA members the flexibility and opportu-
nity to compete on various surfaces. The national tournaments are
open to Professional-Level members in good standing.For additional information, contact 800-USPTA-4U. USPTA Pro-
fessionals may log in to the members only section of
www.uspta.com for an application.
2007 USPTA National Surface Championship Series schedule:Q USPTA Clay Court Championships, May 4-7, Ibis Golf and Country Club, West Palm
Beach, Fla. Tournament director: Chuck Gill, 561-624-8900; USPTA contact: Todd Rue-
disili
Q USPTA Grass Court Championships, Aug. 24-26, Philadelphia Cricket Club, Philadel-
phia. Tournament director: Ian Crookenden, 215-247-6290.
Q USPTA International Championships, Sept. 17-21, Saddlebrook Resort, Wesley Chapel,
Fla. Tournament director & USPTA contact: Frank Kelly, 512-453-7249.
Q USPTA Hard Court Championships, Oct. 27-29, Hollytree County Club and Tyler Ten-
nis & Swim Club, Tyler, Texas. Tournament directors: Jim Sciarro, 903-581-7788 &
Guillaume Gauthier, 903-561-3014; USPTA contact: Frank Kelly, 512-453-7249.
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Q: WHAT IS THE DI FFERENC E
BETWEEN WINNINGAND
LOSING?
A: [K]ONTROL
I S T H E D I F F E R E N C E
IN 2006THE PLAYERS WHO HAD THE FEWEST UNFORCED ERRORS
*WON A COMBINED 74% OF THE TIME*on average of all 4 grand slams
P O W E R I S N O T H I N G
WITHOUT [K]ONTROL
FACT
RESULT
[k]ontrol your shots[k]ontrol your game
[k]ontrol your results[k]ontrol your destiny
what is [k]?the [k] represents the four new
proprietary wilson technologies
which result in enhanced [k]ontrol
what is factor?by definition, "factor" represents
anything that actively contributes
to the production of a result
D E F I N I N G [ K ] F A C T O R
wilson [k]factor combines the next generation in
nanotechnology and unique frame engineeringinnovations, that result in the ultimate line of
[k]ontrol rackets for all player types
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4 [k]ey technologies: [k]arophite black [k]onnector [k]ontour yoke [k]ompact center
3 [k]ey benefits: increased eel + more strength & stability + bigger sweet spot
[k]factor = 4 [k]ubed = 64% more [k]ontrol*
[K]EY FEATURES
[ 1 ]
[k]onnector
2 external wings molded intoeach side o the hoop to increase the
dwell time o the ball upon impact.
this provides greater control and
comort with a larger sweet spot.
[ 2 ]
[ 4 ][k]ompact center
new industrial design innovation
that improves handling,
maneuverability and provides
additional eel. directly inspired
by #1 in the world roger ederer.
[k]arophite black
a proprietary next generation structure created through a unique process at the
nanoscopic level resulting in more eel and a stronger and more stable racket.
[k]ompactcenter
[k]ontour yoke
new rame engineering technology
that enhances stiness at key
stress points on the racket or
improved torsional stability.
[ 3 ] newshapedyoke
ordinary racket [k]factor racketncode racket
[k]factor racketnanoscopic view
[k]arophite black
new structure
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[k]arophite black [k]onnector [k]ompact center [k]ontour yoke double hole
the flagship of the [k]factor line loaded with all the latest technological features including
the exclusive [k]onnector system. the [k] one is the first racket of its kind to bring maximum
power with a great combination of [k]ontrol and forgiveness in an extra-light frame. producing
explosive shots with unmatched [k]ontrol, the [k] one is an almost unfair advantage on court.
[K] ONE
Swing Index 1 / S & C
Headsize 122"
Strung Weight 9.4 z
Balance 11 HH
List $350
[K] THREE
[k]arophite black [k]ompact center [k]ontour yoke triad technology double hole
a winning combination of power, [k]ontrol and [k]omfort in a lightweight and forgiving racket
for players who refuse to [k]ompromise with their equipment. [k]factor technology combinedwith the proven triad system makes this lightweight frame an all court classic.
Swing Index 3 / S & C
Headsize 115"
Strung Weight 9.5 zBalance 8 HH
List $300
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[k]arophite black [k]onnector [k]ompact center [k]ontour yoke double hole
the [k] four 112 delivers the ultimate in power and [k]ontrol thanks to [k]factor technology.
featuring the exclusive [k]onnector system with an oversized sweet spot, the [k] four will
become an instant favorite for those who are seeking to [k]onquer the game.
[K] FOUR 112
Swing Index 4 / M
Headsize "
Strung Weight 9.7
Balance 6 HH
List $60
[k]arophite black [k]ompact center [k]ontour yoke / double hole
a new pinnacle of balance has been achieved with this midplus racket which blends power,
stability and maneuverability with enhanced [k]ontrol. designed for players looking for morepace and spin in their shots.
Swing Index 4 / M
Headsize 05"
Strung Weight 9.9 Balance HH
List $30
[K] FOUR 105
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[k]arophite black [k]ompact center
unmatched [k]ontrol and feel, period. choice of the worlds #1 player, roger federer.
the integration of [k]arophite black elevates the [k] six.one tour as the new benchmark
of precision to take [k]ontrol to the next level.
[K] SIX.ONE
TOUR
Swg Id 6 / F & L
Hdz 90"
Srug Wgh 2.5 z
Blc 9 HL
L $220
[K] SIX.ONE95 / TEAM
5 / 8 0 / 5X TEAM
Swg Id 6 / F & L 6 / F & L
Hdz 95" 95"Srug Wgh 2.3 z 0.8 z
Blc 9 HL HL
L $20 $20
[k]arophite black
[k] six.one 9 / 9 1 x 2 / 9x
the #1 racket choice of touring professionals and the new envy of aspiring players worldwide.
improved precision through the integration of [k]arophite black gives all players the
[k]onfidence to get the job done. the ideal weapon for the player in [k]ommand of their game.
[k]arophite black double hole
[k] six one team
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[k]arophite black double hole
an all around player's racket with a great balance of [k]ontrol and power. [k]factored
for better feel with improved maneuverability, the [k] surge fulfills the desires of a new
generation of aggressive players who expect to [k]eep dominating.
[K] SURGE
Swig Idx 5 / M
Hdsiz 100"
Srug Wigh 10.5
Blc 1 HL
Lis $200
[k]arophite black [k]ompact center [k]ontour yoke double hole
[k] en
an extremely versatile racket combining power, maneuverability, comfort and [k]factor
technology all in one. designed for a wide variety of player types, the [k] zen provides asense of touch that is almost organic in feel for the player who is always in the moment.
[k] en team
an excellent frame for all court players of all skill levels, the [k] zen team features many
[K] Z [K] Z TEAM
Swig Idx 6 / F & L 6 / F & L
Hdsiz 103" 103"Srug Wigh 11.1 10.1
Blc 5 HL E
Lis $190 $190
[K] ZEN/ TEAM
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w, wilson, iso-zorb and triad are registered trademarks of wilson sporting goods co.
[k]factor, [k] four, [k] grip, [k] one, [k] six.one, [k] surge, [k] three, [k] zen, [k]arophite
black, [k]ompact, [k]onnector, [k]ontour yoke, nano technology, nanofoam, ntour,
nxt and nzone are trademarks of wilson sporting goods co.
breast cancer research foundation is a trademark of and prevention and a cure in
our lifetime is a registered trademark of the breast cancer research foundationgrand slams is a registered trademark of grand slam tennis tours, inc.
trademarks advertised other than those of wilson sporting goods co.
are properties of their respective companies / 2007 lorenzo agius photography
[k] gut pro
A
F
I
[k] tour
O T
.
S S $
S $
T $4
XL B $5
T $5
C $55
J S $45
B $4
[k] gut 16 mini reel
[k] gut
M F / S
[k] grip
C D PU
[k] pro tour
T
'
R F J H-H.
R T
M
.
S S $5
S $
D $45
Junior [k] six.one 26
H "
S W .
L $
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A P R I L 2 0 0 7
INDUSTRYNEW
S
18 RACQUET SPORTS INDUSTRY April 2007
California Stringer SetsRecord At Tennis ChannelOpen Competition
Anew stringing champion was crowned at the 2nd
Annual Wilson World Stringing Championships held at
the Tennis Channel Open in Las Vegas in early March.
Stringing his Wilson [K]Factor racquet with an impressive
time of 8 minutes and 46 seconds, Bryan Richter of Irvine,
Calif., set a new competition record, earning the 2007
Championship title and a prize package worth $10,000.
This years Wilson World Stringing Championships washosted by Wayne Bryan, father of world No. 1 doubles
team Bob and Mike Bryan, and refereed by Dave Bone,
executive director of the U.S. Racquet Stringers Association
(and the co-publisher ofRacquet Sports Industry magazine).
Each competitors clocked time included unwrapping
the packet of Wilson Reaction string, mounting the rac-
quet, and stringing a 16-main, 18-cross pattern. The six
finalists had each cleared several heats to make it through
to the final round. Besides Richter, who works at the Irvine
Tennis Shop, the finalists were Gilbert Gan of Northridge,
Calif.; Rob Cortney of Voorhees, N.J.; Jim Downes of Balti-
more; Paul Neely of Phoenix; and Joseph Heydt of Omaha.
L E T T E R SPro Says Limit Foreign Players at U.S. CollegesTo the Editor:
Colette Lewis may be a longtime observer, but shehasnt been observing long enough or observing closeenough. Her opinions concerning limits on foreign tennis
players in U.S. colleges and universities (Your Serve: AnInternational Flavor, February 2007) are "bad ideas" and"all wet.
Older, more experience foreign tennis players whohave been unable to make it in professional tennis aretaking scholarship money from deserving American kids.
Most of this money is U.S. taxpayer dollars.If a similar thing was happening in football and bas-ketball, there would be a national uproar. In addition, this
practice is hurting the grassroots efforts of the USPTAteaching professional to "grow the game." Talk to someU.S. USPTA pros and get their perspective on U.S. collegetennis and how it impacts "growing the game." Only the
presidents of Division 1 universities can direct the NCAAto change the rule. Let's hope they take action soon.
John R. WilliamsUSPTA Professional 1
We welcome your letters and comments. Please email them to [email protected] or fax
them to 760-536-1171.
Head Continues Partnership with Beach Tennis
Head/Penn Racquet Sports has renewed its agreement with Beach Tennis USA to be
the official racquet and ball supplier for its 2007 national tour. Beach Tennis USA,
which launched the new hybrid sport in 2005, kicked off its nine-city pro tour in
Delray Beach, Fla., in mid-March.
"We are excited to have extended our partnership with Beach Tennis USA. This is
just one more outlet for Head to be involved in growing the game of tennis, says AmyWishingrad, promotions manager for Head/Penn Racquet Sports.
Beach tennis is played on a regulation beach volleyball court. Using regulation ten-
nis racquets, two players on each team try to hit a tennis ball back and forth, directly
over the net, without letting it hit the sand. Only one hit per team is allowed on each
volley and scoring is the same as in tennis, with no-ad at deuce. If a player's serve hits
the net and goes over, it countsjust as in beach volleyball.
In related news, Beach Ten-
nis USA announced that its
Charleston, S.C., licensee, Car-
olina Beach Tennis, will hold a
series of beach tennis exhibi-
tions at the Family Circle Cup
in April. Instructional clinics as
well as professional demon-
strations of beach tennis play-
ing techniques will take place
April 10-13 on-site at the Fami-
ly Circle Cup, which will be
held in Charleston.
To learn more, call (917) 305-
0975 or visit www.beachtennis
usa.net.
USRSA MEMBER CLASSIFIEDS
NOW HIRING TENNIS RACQUETSTRINGER WITH PRIOR STRINGINGEXPERIENCE. Must be reliable,detail oriented and able to work ina high-volume and fast-paced
environment. USRSA certificationpreferred. Chicago Tennis and GolfCompany has been serving thetennis community for the last 18years. Email [email protected] call Corinne at 773-588-8884.
HELP WANTED: RacquetStringer/Manager wanted, BeverlyHills, South Bay. Please call Peteat 310-600-2009.
FOR SALE: Established Tennis &Health Club in Bristol, Tennessee.Four Indoor hard courts with com-plete Nautilus and Free weightroom, three racquetball courts,basketball, and pro shop. Outdoorcourt complex with four clay hydrocourts and two hard courts, club-house and garage. Our website iswww.toddsmith.usptapro.com oremail [email protected] phone423-341-3484.
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SUCCESSmarketing&
20 RACQUET SPORTS INDUSTRY April 2007
and not so much in racquet stringing.
Youll want to expand the womens cloth-
ing category into two-and-a-half squares
and shrink your strings and grips to half a
section. Then, maybe you allocate one-and-a-half squares for your racquets and
the same for your mens clothing section.
For this example, the space allocation for
your shop might look something like the
diagram at left.
The main point is to carefully catego-
rize your sales by the product groups such
as those we have listed. Then, evaluate
the percentage of your total sales that
each of those categories generates. For
instance, you may do a huge stringing
and customizing business, so youll thenwant to give that area much more space.
Now, youll have a much clearer pic-
ture of how much floor space to allocate
for each category. Q
marketing&
uccessful retailing is more system-
atic and analytical than ever. For
those of us in the tennis industry,
it only makes sense to learn valuable
lessons from the large and financially
robust retailers.
One of the concepts these retailers
employ is to allocate merchandise space
and analyze the subsequent profits by
the square foot. They calculate available
shelf space and painstakingly set up
software systems that measure sales on
each shelf and on each portion of each
of those shelves.
In a tennis pro shop or specialty
store, we can apply this same scientific
approach without that same level of
painstaking detail that some of the larg-
er chain stores utilize. However, even
this more simple approach can have the
same profound effects. Heres an exam-
ple:
Your pro shop floor space measures
28 by 38 feet, so you have 1,064 square
feet in available floor space. Your
counter area is 8 feet long and 8 feet
deep, totaling 64 square feet. This
leaves 1,000 square feet for retail dis-
play that can generate sales income and
profit.
After measuring your shop, you need
to make a list of your general categories
of merchandise and space utilization.
Heres an example to get you started:
Next, make a rough drawing of your
pro shop and convert the 1,000-square-
foot shop into 10 100-square-foot rec-
tangles. Now, simply write-in each of the
above categories.
By now youve noticed that in this
example, we have 10 space areas and
eight categories. This is where you
expand the space for the more profitable
categories and shrink the space for the
products with lower sales volume and
profitability.
In this simple example, lets say you
do a big business in womens tenniswear,
S
Areas of InfluenceAllocating merchandise space based on
sales by square foot can greatly expandyour revenue centers. B Y J O E D I N O F F E R
1. Racquet stringing
2. Racquet displays
3. Mens clothing
4. Womens clothing5. Tennis shoes
6. Tennis strings and grips
7. Accessories including hats,
wristbands, etc.
8. Gifts including everything from
jewelry and racquet bags
Joe Dinoffer is a Master Professional for
both the PTR and USPTA. He speaks fre-
quently at national and international
tennis teacher workshops as a member
of both the Head/Penn and Reebok
National Speakers Bureaus. He is president of
Oncourt Offcourt Inc. and has written 16 books and
produced more than 30 instructional videos.
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$
Many tennis shop and facility owners
may be overlooking a number of
tax breaks under the false impres-
sions that they had expired. Still other tax
breaks, that may have been considered
too complex in the past, have now been
clarified thanks to the last-minute passage
of a tax law.
The Tax Relief and Health Care Act of
2006, passed late in December, extended
a number of expired or expiring tax
breaks. Covered were provisions such as
sales tax deductions for people in states
without income taxes, the tax deduction
for college tuition, a tax credit for hiring
welfare recipients and others facing diffi-
culties finding jobs, tax credits for alterna-
tive energy producers, and purchases of
solar energy equipment by homeowners
and businesses. All told, the extension of
expiring and expired tax breaks, along
with several new tax provisions, are
expected to save taxpayers $38 billion
over the next five years.
Regardless of whether youve already
22 RACQUET SPORTS INDUSTRY April 2007
Last-Minute Tax BreaksThat Can Save You Money
B Y M A R K E . B A T T E R S BY
YOUR finances
filed your annual tax returns, have taken
advantage of the automatic extension
of time to file those returns, or are in
the process of preparing income tax
returns, you and your tax adviser should
review these tax breaks.
HOW YOU CAN SAVE
Among the tax breaks likely to be of
most interest to your business are:
Q Improving Leased Property: Thoseowners or operators who lease proper-
tyany business propertywill find
that the new law extends the 15-year
recovery/write-off period for certain
leasehold improvements through 2007.
Generally, qualified leasehold improve-
ment property is any improvement to an
interior portion of a non-residential
building.
Remember, however, unless a lease-
hold improvement qualifies as 15-year
leasehold improvement property, thecost of an addition or improvement
made to property that is a structural
component of the building must be
depreciated. For example, the cost of
installing permanent walls in a commer-
cial building (structural components)
would be separately depreciated over a
39-year period.
Q Energy-Efficient Buildings: Today, the
pro shop and other buildings utilized by
tennis facilities have one thing in com-
mon: high energy bills. But theres a
unique write-off for the owners of com-
mercial buildings. The new law extends
that benefit until Jan. 1, 2008.
Under the energy tax write-off,
qualifying taxpayers may deduct costs
associated with energy-efficient com-
mercial building property. The new law
extends for one year a deduction for
expenditures by owners to help their
commercial buildings reduce annual
energy and power consumption by 50
percent compared to the American Soci-
ety of Heating, Refrigerating and Air
Conditioning Engineers standard.
The deduction equals the cost of ener-
gy-efficient property installed during con-
struction, with a maximum deduction of
$1.80 per square foot of the building. In
addition, a partial deduction of 60 cents
per square foot is available to offset the
cost of the buildings subsystems.
In order to qualify for this write-off,
the property acquired to help make the
building more energy efficient must havebeen placed in service between Dec. 31,
2005, and Jan. 1, 2008. The next law
extends the write-off for equipment or
property acquired to make commercial
buildings more energy-efficient to expendi-
tures made before Jan. 1, 2009.
Q Work Opportunity and Welfare-to-Work
Credits: The Work Opportunity (WO) and
Welfare-to-Work (WTW) tax credits were
originally created to provide incentives for
employers to hire economically disadvan-
taged individuals. The new law retroactive-ly renews both the WO and the WTW
credits for 2006, combining them, with
enhancements, into one credit for 2007.
The credits continue to target nine
specific groups of economically challenged
individuals. The combined credit in 2007
will simplify the necessary computations
and, therefore, enhance its use, especially
among smaller retail shops and businesses.
For most of the targeted groups, the credit
is equal to 40 percent of qualified first-
year wages (25 percent if employment is
more than 120 hours but less than 400
hours). Qualified first-year wages cannot
exceed $6,000. That means a tax credit, a
direct reduction in the tennis operations
tax bill, of as much as $2,400 per qualified
individual in the first year of employment.
Q Health Savings Accounts: Many business
owners have, in recent years, discovered
the cost-effectiveness of health savings
accounts, or HSAs. Similar to an Individual
Retirement Account (IRA), but earmarked
for health-related expenses, the HSA has
caught on among small business owners
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Mark E. Battersby is a tax advisor and author
in Ardmore, Pa.
as an excellent, tax-favored fringe
benefit for themselves as well as
employees.
Contributions to HSAs are tax
deductible, whether made by the
individual or a business, HSAs enable
anyone with high-deductible health
insurance to make pre-tax contribu-tions. Contributions equal to the less-
er of the annual deductible or $2,700
for self-coverage ($5,460 for families)
in 2006 to cover health care costs
qualify. Unlike an IRA, any amount
paid or distributed from an HSA, used
exclusively to pay qualified medical
expenses, are not included in gross
income.
As part of the new law, Title III,
the Health Opportunity Patient
Empowerment Act of 2006, HSAs arenow more attractive then ever. Unlike
many of the extended provisions, the
HSA enhancements have been made
permanent, with most taking effect
for tax years beginning after 2006.
Employees, even employees of
their own tennis facility or business,
with a health flexible spending
account (FSA) or a health reimburse-
ment account (HRA) will be allowed
to make a one-time transfer of the
balance of their FSA or HRA to an
HSA. The maximum amount that may
be transferred, tax-free, is the lesser
of the balance on the date of transfer
or on Sept. 21, 2006. The transfer
must be made before Jan. 1, 2012.
Whats more, those shop owners
and facility operators with tax-favored
IRAs are allowed a one-time, once-in-
a-lifetime, rollover of funds from their
IRAs into an HSA. The change is
designed to give those with IRAs
quicker access to their funds for med-
ical expenses, but it is also expected
to spur interest in HSAs. The election
to make the rollover is irrevocable and
the new rules apply to tax years
beginning after Dec. 31, 2006.
So-called Medical Savings
Accounts (or Archer MSAs) also allow
favorable tax treatment of money
saved for medical expenses by certain
taxpayers covered by high-deductible
plans. Another provision in the tax
law allows new contributions to this
type of plan through Dec. 31, 2007.
ON A PERSONAL NOTE
The new tax legislation is not all business.
In fact, only a few of its provisions bene-
fit the average tennis facility and business
or are related to business. By far, the
majority of the extended or resurrected
provisions in this bill apply to individuals.
Those provisions cover such things as:Q An above-the-line deduction for
higher education expenses.
Q Deduction of state and local sales taxes.
Q Above-the-line deduction for expenses
of elementary and secondary school-
teachers.
Q Extension of energy-efficient new
homes credit.
Q Extension of credit for residential ener-
gy-efficient property.
Q Alternative minimum tax credit relief for
individuals.
AFTER THE FACT
The extenders bill passed after the IRS
printed the 2006 tax year materials.
Although the IRS will not be revising the
printed tax forms, it plans a media blitz
to alert taxpayers that the extenders are
back and should not be overlooked in
preparing 2006 returns (visit www.irs.gov
for more details) and to claim the retroac-
tively resuscitated tax breaks. Publication
553 (Highlights of 2006 Tax Changes) is
expected sometime in the first quarter of2007.
Fortunately, tax laws now permit auto-
matic extensions of time in which to file
income tax returnsbut not the taxes
due. If the tax returns have been filed, you
can also correct errors and omissions on
that already-filed returnincluding previ-
ously overlooked or neglected deductions
and tax credits and to claim a refundby
filing Form 1040X for individuals or Form
1120X for corporations that filed Form
1120. Generally, you can file a claim forrefund within three years from the time
the return was filed. Q
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THE master pros
Philosophy MajorFor Nick Saviano, teaching excellence to youngsters
comes naturally.
Nick Saviano lived a dream shared by
countless young tennis players: He
got to play on the pro tour for nine
years, ranking in the Top 100 in singles
and doubles, and won four titles. But if
you ask him to name the best time of his
career, he says its right nowteaching
kids.
I enjoy what I
do immensely every
day, says Saviano,
designated a master
pro by the PTR and
the USPTA. The best
time of my tennis
career will always be
today.
After retiring from
the ATP Tour in
1984, Saviano briefly worked as a private
coach and pursued some non-tennis ven-
tures. But the allure of the tennis life was
too strong to resist, and he soon joined
the USTA as a part-time coach. He then
became a full-time USTA national coach,
followed by the high-profile job of direc-
tor of coaching education for USA Tennis
High Performance.
In between, Saviano has also been an
oft-read writer. His instruction articles
have appeared in Tennis magazine and
Tennis Life, and he authored the 2002
book Maximum Tennis: 10 Keys to
Unleashing Your On-Court Potential.
After leaving the USTA in 2003, he
established Saviano High Performance
Tennis, based at Tennis Park Club in Sun-
rise, Fla. The program is his station for not
only developing elite juniors, but for also
helping those same kids develop into well-
rounded adults.
You use athletics as a way to teach
excellence and life skills, Saviano says.
Athletics becomes a wonderful tool, and
the competition becomes a metaphor of
life: preparation, self-discipline, dealing
with success, dealing with perceived fail-
ure, learning to focus on the things you
can control, learning to master skills. One
of the secrets of competition is that its
not really about the other person or the
other teamits about mastery of oneself
and always doing the best that you can
do, and always pushing yourself for more.
Success is not predicated on not losing.
If that sounds overtly philosophical,
know that its supposed to. Its critical
that any coach have a clear philosophy on
life, on athletics, and specifically on teach-ing tennis, Saviano says, because its
the compass by which you make decisions
throughout your career.
Savianos clear philosophy clearly
works well. His pupils have won nearly
every major junior tennis event in the
world, along with titles on the USTA Pro
Circuit and the ATP Tour.
His success is widely noted and
respectednot only by the players, but
also by his peers. Nick is certainly one of
the masters of tennis teaching, says Tim
B Y C H R I S N I C H O L SO N
24 RACQUET SPORTS INDUSTRY April 2007
Heckler, CEO of the USPTA. He has
studied, learned, and written about the
modern game, and his work is applauded
by all who know it.
What makes Nick such a great
coach is his honesty, integrity, and knowl-
edge, says Johnny Angel, a WTA Tour
coach and former director of the PTR
Florida Section. Hes always got ideas,
he shares information, he maintains an
energetic environment. And he has aknack for being able to look at problems
and find new solutions.
Despite the praise for his accomplish-
ments, Saviano remains grounded by his
philosophythe fruit of his craft is not
for him, but for the youngsters he
coaches.
The most fulfilling part Saviano
says, is feeling like you are having a pos-
itive impact on young people. Youre
helping them strive for excellence and
achieve their goals, and you are using
tennis as one of the vehicles for which to
accomplish that. Q
This is the sixth of nine installments
on the teaching pros who hold Mas-
ter Pro certifications from both the
PTR and the USPTA.
Coaching Tipsfrom Nick SavianoQ Always strive for excellence in your pro-
fession, which means constantly looking
to learn, looking to grow, and looking to
improve.
Q It is a sacred trust working with youngpeople. You have a moral and profession-
al obligation to watch over them, and to
try to provide a safe, healthy, wholesome
environment for them to grow and learn.
Q Watch and observe modern tennisstay
current with what you teach and how you
teach it.
Q If you genuinely put the player first, in
terms of what you think is good for them,
ultimately it will be good for you as a
coach.
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Your customers are the most important people inthe world. You need to do everything you can tokeep them wanting more.
Theres an old saying that tells us a satisfied customer is a
happy customer. Well, in these competitive times, satis-
fied just doesnt cut it. If you want people to spend their
hard-earned dollars at your club, you must do more.
When a person leaves your facility, you dont want them
to be merely satisfied with the experience. You want them to
be excited, even exhilarated. Satisfied they can get any-
where. Exhilarated is special, it makes them want more.
Im fortunate to work at a club that takes exhilarated to
a new level. The Four Seasons Racquet Club in Wilton, Conn.,
is owned and operated by former Great Britain Davis Cup star
Stanley Matthews, and the club has been keeping customers
exhilarated for more than
30 years.
Whats the secret?
Matthews says it lies in first
understanding what your
customers want and then,
not merely giving it to them,
but exceeding their expecta-
tions.
A person, who is exhila-
rated by their experience at
your club, will not only become a loyal customer, theyll
spread the word to their friends, says Matthews. And, as we
all know, word of mouth is the strongest and most effective
form of advertisingboth positive and negative.
Four Seasons is one club that truly gets it, says Geoff
Norton, who has visited hundreds of clubs while working for
both the PTR and USTA. From the person answering the
phone to the pro and maintenance staffs, each and every per-
son at Four Seasons is dedicated to making their customers
not only feel welcome, but
special.
The key to building a
successful business is to
turn your customers into
clients, and in order to do
so you must give them a mem-
orable experience each and every time they see you. Here are
a few of Matthews top customer-service secrets.
1. Treat Customers Like RoyaltyPeople come to tennis/fitness clubs for a variety of reasons. It
could be for a lesson or to play in a league. Maybe its a week-
ly social game or perhaps they simply come in once a week
to check out your pro shops latest fashions.
It doesnt matter why theyre there, says Matthews.
They are your customer and should be treated as if they are
the most important person in your business world because,
C U S T O M E R S E R V I C E
B Y G R E G M O R A N
SATISFACTION
GUARANTEED!
SATISFACTION
GUARANTEED!
Studies have shown that ahappy customer tells four tofive of their friends how won-derful you are while unhappycustomers will tell nine to 12 oftheir buddies how bad theirexperience with you was.
In regards to customer service,always remember that yourcustomer is your paycheck.
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quite simply they are. Without them you have no business!
The entire atmosphere surrounding your business should
radiate a customer first attitude. It begins the moment they
drive into your parking lot and are greeted with a sign wel-
coming them to the club (of course, there is another sign at
the exit, thanking them as they leave).
Everyone who walks through your door is a customer or
potential customer, and they should receive a friendly greet-
ing from a member of your staff within 30 seconds of their
arrival. People do not like to be kept waiting, so no matterhow busy you may be, greet them with an immediate Hello,
how can I help you?
If the customer is a regular, greet them by their first name,
which, of course, you should know. Some may prefer Mr. or
Mrs. or Doctor so and so. Find out how they like to be
addressed and greet them that way each time you see them.
When you, or a member of your staff, come in contact
with a customer, whether it's by email, phone, letter, or a
face-to-face meeting, you leave an impression. Make certain
that people are always treated with courtesy, respect, and
enthusiasm.
I enjoy the club because of the environment on and offthe court, says Kathy Morrissey, a longtime member at Four
Seasons. Stanley and his staff always greet us with smiling
faces and go out of their way to create a very relaxed and
friendly atmosphere. This allows us to have a fun, competitive
game of tennis, visit with friends, and make new friends all at
the same time. I don't believe it gets any better than that!"
2. Know Your CustomersNames are certainly important but, if youre truly dedicated to
building long-term relationships, you need to do more than
simply place a name with a face.
Learn about their families, other interests, anniversariesand birthdays. Of course, you must never be intrusive, but
youll be amazed at how much you can learn about a person
through casual conversation as you conduct your business.
Just pay attention!
This information
can then be used to
make that person feel
more welcome when
they come to your
club. For example: If you notice someone carrying a book, the
next time you see them, ask if they enjoyed it or suggest one
that you think they might like.
Better yet, have a book waiting for them the next time they
come to the club. Tell them its a book you thought they might
enjoy. How would you feel if the next time you walked into
your tennis club one of the pros brought you an article that he
thought you might find interesting. Youd feel great!
Jack Mitchell calls this "hugging" your customers. Mitchell,
a long-time Four Seasons member and author of the popular
book Hug Your Customers, defines a hug as anything that
exceeds a customer's expectations. "It's a mindset, a way of
getting to your customers and truly understanding them,"
says Mitchell. "Hugs can come in a variety of forms. It could
be as commonplace as a smile or eye contact. It could be a
firm handshake."
For those of us in the racquet/fitness business, a hug
might be asking a customer how they
played in their latest match or
how their new fitness program
was coming along. It could also be
asking them how their child's soc-
cer game went or congratulating
them on their recent promotion.
In simple terms, a hug is
something that makes them feelthat you care about them. The
key, says Matthews, is to devel-
op not only a professional rela-
tionship but a personal one as
well. People will always do busi-
ness with those they feel comfort-
able with and like.
3. Be AccessibleAs the owner, director of tennis,
or head trainer, make certain that
you are visible throughout the cluband easily available to your clients. Keep your office door
open (unless youre in a meeting), and be sure to walk through
the club, greeting customers, as often as you can.
You represent the image of your business, so always pro-
ject a persona that is enthusiastic and eager to please.
4. Don't Leave Customers HangingA common complaint among dissatisfied customers is that
theyve left a message for a member of the staff and never
heard back from them. This is inexcusable, says Matthews.
When a person is calling to offer you their business, theyre
giving you a tremendous opportunity. To ignore that opportu-nity is not only rude, its business suicide.
A key ingredient of exceptional customer service is a
prompt response. Even if you dont have an immediate
answer to their question, start the communication. This
lets them know that they, and their issue, are important
to you.
If youre unable to take a phone call or respond to
an email at the time its received, promise to respond
by the end of the day and no later than 24 hours after
the time of their message. Then do so: the sooner the better!
Also, if youll be out of the office for an ext ended period of
time, be sure to change your voice mail and email messages
so that they tell the customer when you will or will not be
there.
5. Dealing With EmergenciesBelieve it or not, people do have tennis emergencies, says
Matthews. Though theyre certainly not life-threatening, they
are important to your customer, which means they must be
important to you.
Heres an example: Recently, one of our junior players
came running into the club at 7:30 in the evening with a true
tennis emergency: all of his racquets had broken and he had
a tournament the next day.
Our stringer had gone home for the day, but we called him
Did you know that nearly 70 percentof customers leave because of apoor attitude from an employee?
Abide by the three-ringrule: No one likes to bekept waiting, so be certainthat your staff answersyour phone within three
rings. Have them greet thecaller by thanking themfor calling, identifyingthemselves, and askingwhat they can do forthem. For example:Thank you for calling theFour Seasons RacquetClub. This is Andrea, howcan I help you?
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up and he came back to the club, strung the racquets and then
personally drove them over to the boys house. You should
have seen the look on the boys parents face when he refused the
tip they offered him for making the house call. Of course, he also
called the boy the next day to see how his tournament went.
Tennis emergencies can come in all forms. Weve all had
players show up at the club having forgotten their racqets.
Thats an easy one to fixgive them a demo from the pro
shopat no charge, of course.
Weve also seen players arrive to play having forgottentheir tennis shoes. Ive seen many a pro solve this emergency
by taking the shoes off their own feet and loaning them to the
player. One club in the
Northeast even has a
spare set of mens and
womens shoes in virtu-
ally every size, available
to their forgetful cus-
tomers.
A players partner fails to show up? Grab your racqet and
fill in. Someone forgets their tennis shirt and doesnt want to
buy one from the pro shop? Give them one of your clubs logoT-shirts. Believe me, theyll appreciate your generosity and it
will be great advertising for your club when he or she wears
the shirt around town.
One of my pros always makes it a point when teaching
outside to bring bug spray, sunscreen, tissues, and even extra
visors for her students who may have forgotten something,
says Matthews (below). Of course you must always have the
injury essentials on hand: ice, bandages, and Advil, as well
as a fully stocked first aid kit.
The key, says Matthews, is to always be alert to ways in
which you can help your customer and make their experience
with you more enjoyable.
6. Satisfying Dissatisfied CustomersPeople come in all shapes, sizes, and attitudes. Youll find
some customers easy to please, while you could move heav-
en and earth and still not satisfy others. Every facility has the
customer who forever has an issue with something about
the way the club is run. There is also the customer you haveto chase down every month for payment.
Lets not forget the parent who feels that their child should
be in a much stronger group for their clin-
ic or the angry team member who feels
she should be playing No. 2 instead of 6.
Plus, were all human, and that means
we make mistakes. Maybe you forgot
about a lesson and left your customer
hanging. Perhaps you remembered the lesson but neglected
to book the court. Maybe you didnt return a call when you
said you would or failed to leave a racquet for someone at the
front desk. The list is endless. Even professionals make mis-takes. The best, however, learn from them and never make
the same mistake twice.
Customers want immediate resolutions, so regardless of
whether its your fault, the clubs fault, or nobodys fault, an
unhappy customer is a business emergency, and how you
handle it will go a long way toward building your reputation
as a professional who is known for his customer service.
The customer is always right!
Weve all heard this phrase as the cardinal rule of customer
service. Well, guess what? The customer is
not always right, but it doesnt matter. They
think theyre right, and as far as theyreconcerned, perception is reality. The cus-
tomer is the customer, and it is your job to
satisfy them so that they will continue to do
business with you.
Customers get upset for two main rea-
sons:
1. They feel as if they didnt get
what they paid for. Perhaps they didnt
enjoy their lesson with a particular pro or
their racquet doesnt feel as if it was strung
at the requested 58 pounds. Maybe they
feel theyre too strong for the clinic theyve
been placed in or the new outfit they
bought makes them look fat. It doesnt mat-
ter. They dont feel theyve gotten their
moneys worth and they are not happy.
2. They feel as if theyve been
treated poorly. Nothing can get a cus-
tomer angrier than poor treatment. Maybe
they feel the pro didnt pay them enough
attention during their group lesson, or that
the person at the desk was rude or, even
worse, didnt pay attention to them.
Regardless, their feelings have been hurt
and theyre angry.
Research shows that 95 percent of dissatisfiedcustomers will do business with a companyagain if their complaint is resolved on the spot.
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Sometimes an angry customer is upset about something
else and is just taking it out on y