201208 Racquet Sports Industry

August 2012Volume 40 Number 8 $5.00www.racquetsportsindustry.com

Racquet Wizard Roman Prokes

2012 Guide to Stringing Machines

Fighting CounterfeitTennis Products

Going After New Members

Racquet Wizard Roman Prokes

2012 Guide to Stringing Machines

Fighting CounterfeitTennis Products

Going After New Members

CQUET BLACKRA LABS

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DEPARTMENTS

R S I A U G 2 0 1 2

INDUSTRY NEWS

7 USTA unveils ‘strategicvision’ for NTC

7 PTR to host new Directorsof Tennis Conference

8 Industry loses former USTA ED Lee Hamilton

8 Licensing deal reached withnew ‘Prince Americas’

8 TIA, Rocchi, Crandall to be at GSS Symposium

9 USPTA World Conferenceset for September

9 12 named to U.S. Olympic tennis team

10 Peoplewatch10 Ashaway renames

Zyex MonoGut string

11 Dunlop updates classic Max 200G racquet

11 Outdoor Industry groupreleases new report

12 Short Sets

12 16 named to USTA Collegiate Team

13 Hybrid court is half clay, half hard

4 Our Serve7 Industry News15 Letters18 TIA News

20 Retailing Tip22 Apparel Retailing40 Ask the Experts42 Tips and Techniques44 Your Serve, by Parry Desmond

2 RACQUET SPORTS INDUSTRY August 2012 www.racquetsportsindustry.com

Cover photo by David Kenas

ContentsContentsFEATURES

25 Racquet Wizard For top pros and recreational playersalike, racquet customizer Roman Prokesis the unseen champion.

28 Membership DriveA more aggressive sales approach may be what you need to bring moremembers to your facility.

31 Knocking It OffThe sports industry is taking steps to combat counterfeit products, which harm manufacturers, retailers and consumers.

2012 GUIDE TO STRINGING MACHINES

35 Stringing It Up! How do you increase your business? 1) Find the right machine. 2) Re-edu-cate your players on when to restring.

36 2012 Stringing Machine SelectorUse our exclusive guide, which lists thefeatures of dozens of models, so youcan find the right machine for yourbusiness.

Our Serve(Incorporating Racquet Tech and Tennis Industry)

PublishersDavid Bone Jeff Williams

Editorial DirectorPeter Francesconi

[email protected]

Associate EditorGreg Raven

Design/Art DirectorKristine Thom

Contributing EditorsRobin BatemanCynthia CantrellJoe DinofferKent OswaldBob Patterson

Cynthia ShermanMary Helen Sprecher

Tim Strawn

RACQUET SPORTS INDUSTRYCorporate Offices

PO Box 3392, Duluth, GA 30096Phone: 760-536-1177 Fax: 760-536-1171

Email: [email protected]: www.racquetTECH.com

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

Advertising DirectorJohn Hanna

770-650-1102, [email protected]

Apparel AdvertisingCynthia Sherman203-263-5243

[email protected]

Racquet Sports Industry is published 10 times peryear: monthly January through August and combinedissues in September/October and November/December by Tennis Industry and USRSA, PO Box 3392,Duluth, GA 30096. Periodcal postage paid atDuluth, GA and at additional mailing offices (USPS#004-354). August 2012, Volume 40, Number 8 ©2012 by USRSA and Tennis Industry. All rightsreserved. Racquet Sports Industry, RSI and logo aretrademarks of USRSA. Printed in the U.S.A. Phoneadvertising: 770-650-1102 x 125. Phone circulationand editorial: 760-536-1177. Yearly subscriptions$25 in the U.S., $40 elsewhere. POSTMASTER: Sendaddress changes to Racquet Sports Industry, PO Box3392, Duluth, GA 3009.

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

www.racquetsportsindustry.com

Leveling the Field

4 RACQUET SPORTS INDUSTRY August 2012

There are 45 states that charge a sales tax, ranging from 2.9% inColorado to 7.3% in Arizona. If you purchase something at aretailer in those states, that cost gets added to the price you pay.

But in most instances, the same isn’t true for purchases made online,by mail or by phone. Only a few states (including Arkansas, California,Connecticut, Illinois, New York, North Carolina, Rhode Island, Ten-nessee, Texas and Vermont) have made moves to try to collect salestaxes from retailers that don’t have a physical presence in their borders.

This situation came about from a Supreme Court ruling in 1992 that a catalog

company, and by extension an internet vendor, only owed and had to collect

taxes on sales if it had a presence in a state. The decision did not say it was

unconstitutional for out-of-state retailers to collect sales taxes, just that federal

law at the time didn’t authorize it. (And, something most people don’t know, if a

consumer buys something that would be subject to sales tax in a brick-and-mor-

tar store, technically it’s also taxable if they buy it online or by phone from out

of state. The difference is the consumer is supposed to report and pay a “use tax.”

In reality, though, other than big-ticket items, this isn’t enforced.)

Why is all this important? Brick-and-mortar stores find themselves competing

with retailers that can offer merchandise at a lower cost. Meanwhile, states are

seeing sales tax revenues shrink, and in some instances, businesses and jobs are

disappearing. Think of your own buying habits—saving $10 to $15 on a $200

purchase can make a difference in where you buy.

What’s the answer? Having individual states enact sales tax legislation for out-

of-state purchases isn’t a simple issue—there are dozens of different state sales

tax rates and hundreds of other sales tax jurisdictions. Under current laws, it

would be amazingly burdensome for an internet site, for example, to collect sales

taxes.

But there are moves to simplify all this. The Streamlined Sales Tax Project, set

up in 1999 by the National Governor’s Association, has the goal of simplifying

sales tax laws to make it easier for non-traditional vendors to collect them. So far,

about 25 states have joined this group. The SSTP depends on Congress changing

federal laws, and bills introduced in both houses have been gaining support,

including among some large internet retailers and groups such as the Consumer

Electronics Association, who apparently figure paying sales tax is only a matter

of time, so they may as well be in on structuring the legislation.

If federal sales tax legislation goes through, consumers may end up paying

slightly higher prices for out-of-state online and catalog purchases. But that slight

boost may help level the field a bit more for struggling brick-and-mortar retailers,

and maybe help to keep a local tennis presence in your community.

Peter Francesconi

Editorial Director

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INDUSTRY NEWSINDUSTRY NEWSI 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

PTR to HostNew�Directors of Tennis ConferenceThe PTR will hold its inauguralDirectors of Tennis Conference Oct.16-18 on Hilton Head Island, S.C.The conference, limited to 75 atten-dees from the U.S., its territoriesand Canada, will be the first in

North America targetedspecifically to direc-tors of tennis.

The format willinclude

experts presenting for one hour at atime on a variety of topics relevantto directors at all types of tennisfacilities. Each day will close withroundtable discussions, so atten-dees can share their best practices.The faculty will include directors oftennis and consultants Doug Cash,Jorge Andrew, Roy Barth, DavidBrouwer, Michael Mahoney, MarkMcMahon and others.�

“We spoke with representatives inthe tennis industry about the needto offer more of a business trackdedicated to helping directors oftennis,” said Dan Santorum, CEO ofPTR. “We believe this will strength-en our profession, tennis facilitiesand our sport.”

“The TIA is looking forward tobeing involved and to providing anupdate of where our industry isright now and where we believe itis headed,” said Jolyn de Boer, TIAExecutive Director. “We applaudPTR for its ongoing effort to offercontinuing education and training.”In addition, the USTA will host aluncheon and Kurt Kamperman,USTA Chief Executive of CommunityTennis, will be one of the keynotespeakers.

To register, call the PTR at 843-785-7244.

R S I A U G U S T 2 0 1 2

USTA Unveils ‘Strategic Vision’ for NTC

On June 14, the USTA, New York City Mayor Michael R. Bloomberg and Queens boroughofficials released details of a proposed strategic vision for future development at theUSTA Billie Jean King National Tennis Center in Flushing Meadows Corona Park, the site

of the US Open. The strategic vision—a series of interconnected construction projects that include building

developments, infrastructure upgrades and improvements to site circulation—aims to enhancethe current conditions at the NTC and preserve its stature as a world-class venue, the USTA saidin a statement. The project, expected to develop throughout a multi-year period and cost hun-dreds of millions of dollars, will be undertaken by the USTA, which will investigate a multitudeof potential financing options. The strategic vision does not include plans for a roof over themain tennis venue, Arthur Ashe Stadium.

The project will primarily entail the replacement and renovation of aging facilities and infra-structures and will enable the facility to accommodate an extra 10,000 people each day duringthe US Open. Since 1978, the USTA has invested more than $500 million of its own funds intothe NTC.

“The US Open is one of the city’s greatest sporting events, and it generates more than $750million a year in economic activity,” said Mayor Bloomberg. “The city recognizes the crucialneed to improve the USTA facility and supports this vision, so that the center remains a top-ranked tennis venue capable of hosting the US Open, and thereby allowing the tournament toremain in New York City for many decades.”

“Our goal remains to ensure that the USTA Billie Jean King National Tennis Center remainsa world-class facility for the top professional tennis players, for the hundreds of thousands offans who annually attend the US Open, and, as importantly, the near hundred thousand recre-ational tennis players who use this facility all year round,” said Jon Vegosen, Chairman of theBoard and President of the USTA.

Most notably, the project calls for the construction of two new stadiums, one to replace theaging Louis Armstrong Stadium in its current location at the northeast corner of the site, andthe other a new Grandstand Stadium, built in a different location at the southwest corner.

Seven tournament courts on the southern section of the site will be relocated between 30-50 feet, and a newwalkway will bebuilt. Two parkinggarages will be con-structed over exist-ing parking lots, andseven courts on thenorthwest section—five practice andtwo tournament—will be replaced andlinked by a new, ele-vated viewing plat-form. For moreinformation, visitusta.com.

August 2012 RACQUET SPORTS INDUSTRY 7www.racquetsportsindustry.com

Licensing Deal Reached with New ‘Prince Americas’

The operating assets of Prince Sports, including exclusive rights to the Prince, Ektelonand Viking brands in North America, have been acquired by the newly formed

Active Brands Co. and its new wholly owned subsidiary, Prince Americas. Prince Americas will exclusively operate and manage the production and distribu-

tion of all products and services associated with Prince, Ektelon and Viking in NorthAmerica, Latin America and South America through the existing Prince Sports facilityin Bordentown, N.J. The term of the agreement is for 10 years with three renewaloptions. A statement from Prince Sports says the company anticipates entering intolicense agreements covering Europe, Asia, Australia and other areas in the near future.The U.S. Bankruptcy Court for the District of Delaware approved the license agree-

ment with Prince Americas on June 19, then followed that withapproval of the Disclosure Statement for the company’s Plan ofReorganization. The Court’s rulings were a result of an agreementreached between Prince Sports, its secured lender ABG Prince

(which is owned by Authentic Brands Group) and the Official Committee of UnsecuredCreditors.“The agreement with our major creditors on the key terms of a Plan of Reorganiza-

tion and their joint support for the license agreement with Prince Americas is a majorstep toward Prince’s emergence from Chapter 11,” said Prince Sports’ CEO GordonBoggis. “Given the support of our major creditors, we are confident that with PrinceAmericas we will return to normal order levels with our suppliers and our customers,getting our business and our world-class brands back on track.”Active Brands Co. was formed by the principals of two Omaha-based companies,

Battle Sports Science and Waitt Co. Battle Sports Science was formed in 2009 and pre-viously had focused on safety equipment for sports such as football, baseball, basket-ball, soccer and hockey. Waitt Co. is a diversified investment company that is now amajority owner. Active Brands is now the umbrella company for both Prince Americasand Battle Sports Science. The co-founder of Battle Sports, Chris Circo, is the CEO ofActive Brands.“This is a very significant event in the growth of our company, as the Prince,

Ektelon, and Viking brands are prominent and highly regarded properties withtremendous potential for growth,” said Circo. “We are excited to grow our relation-ships with our retail and manufacturing partners as we look to deepen and expand thePrince, Ektelon and Viking brands through delivering quality products, accessories andservice.”

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TIA, Rocchi, Crandall ToBe at GSS Symposium

The Tennis Industry Associationwill have a presence at the 2012

GSS Sympo-sium, offeringinformationabout the stateof the tennisindustry and anoverview ofwhere the indus-try is headed.The TIA also will provide attendeeswith information about TIA benefitsand services that can help theirbusinesses.The sixth annual GSS Sympo-

sium, aimed at those who work inthe racquet service side of the busi-ness, will be held Sept. 22-26 atSaddlebrook Resort near Tampa. Inaddition to presentations over thecourse of the five days, GSS founderand owner Tim Strawn says he willset aside time Saturday, Sept. 22,late afternoon/early evening, for aroundtable discussion with atten-dees and manufacturers about howto increase business overall in thestringing segment of the industry.Also set to deliver presentations

at this year’s GSS Symposium isRon Rocchi of Wilson and SteveCrandall of Ashaway Line & Twine.Rocchi, a principal designer at Wil-son, will offer an insider’s look intothe racquet manufacturing process.Crandall will offer a presentation onone of the most popular yet misun-derstood strings in tennis: polyester. "Steve has a unique approach

when it comes to explaining stringsand application in layman's terms,which fits well with the overall con-cept of the symposium,” Strawnsays. "Polyester strings presentsome big challenges for technicianswith regard to selection, hybrid con-figurations and installation, andCrandall will be addressing all ofthese issues.”For more information and to reg-

ister, visit grandslamstringers.com,or email Strawn at [email protected].

Industry Loses Former USTA ED Lee HamiltonFormer USTA Executive Director Lee Hamilton of Dallas passed away on June 15. Hamil-

ton served a variety of roles at the community, section and national levels, and was aformer president of the USTA Texas Section. He was executive director of the USTA from2003 to 2007.“Lee was a passionate advocate for our sport, and his

great vision, remarkable consensus-building skills, and goodhumor played a large role in guiding the growth of our asso-ciation and of the sport we all love,” said USTA President andChairman of the Board Jon Vegosen.Following a successful career in the oil industry, Hamilton

brought his talents to tennis. He served as president of Com-munity Tennis Associations in both Houston and Dallasbefore serving on the board of the USTA Texas Section. AsUSTA executive director, Hamilton played a leading role in thegrowth of the game and the health and vitality of the USTA.He was inducted into the USTA Texas Hall of Fame in 2009.

USPTA World Conference Sept. 16-21 in Calif.

The 2012 USPTA World Conference on Tennis will be Sept. 16-21 at the HyattRegency Monterey Hotel & Spa in Monterey, Calif. More than 1,500 tennis-

teaching professionals, industry leaders and representatives, media and manufac-turer representatives are expected to attend.In addition to presentations, seminars and other educational offerings, the

World Conference will feature a Tennis Buying Show on Sept. 19.Exhibitors include tennis equipment, apparel and footwearcompanies, marketers and wholesalers of hard and soft goods,video analysis, Web-based programs and software, teachingaids, court surfacing and lighting, awards, educational materi-als, nutrition bars and vitamins, and more. There also will be aUSPTA Silent Auction during the Buying Show, which benefits

the USPTA Foundation.The World Conference also will offer Cardio Tennis and TennisCize sessions, the

USPTA International Championships and the annual Awards Breakfast. For moreinformation, including to register, visit www.usptaworldconference.com or call800-877-8248.


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

12 Named to U.S. Olympic Tennis Team

Twelve tennis players were nominated to play for the U.S. in the 2012 OlympicGames, to be held on grass courts July 28 to Aug. 5 in London. U.S. women’s ten-

nis coach Mary Joe Fernandez nominated Serena Williams, Christina McHale, Var-vara Lepchenko and Venus Williams for singles and Liezel Huber and Lisa Raymondfor doubles. Men’s coach Jay Berger nominated Andy Roddick, John Isner, RyanHarrison and Donald Young, and doubles team Bob and Mike Bryan. The U.S. will also nominate two teams in mixed doubles, which will be contested

at the Olympics for the first time since tennis returned to the Games in 1988, com-prised from among the 12 players and named once all players are on site.Also, USTA and U.S. National Wheelchair Tennis Team Coach Dan James

announced nine players who will represent the U.S. in the 2012 Paralympic Gamesin London, Sept. 1-8. The men’s team will be Stephen Welch, Jon Rydberg, SteveBaldwin and Noah Yablong. The women’s team will be Emmy Kaiser and Macken-zie Soldan. The quad team, led by two-time doubles gold medalists David Wagnerand Nick Taylor, will also include Bryan Barten.

Congratulations To the Following For Achieving MRT and CS Status

New MRTsScott Switzer Toronto, CanadaBradley Kirkham Toronto, CanadaKane Elkind Toronto, CanadaKarly Hoffman San Luis Obispo, CAMichelle Ewing San Luis Obispo, CAEvan Mehischau San Luis Obispo, CAMatt Tuskan San Luis Obispo, CATim Smith San Luis Obispo, CAReyn Sugiyama Honolulu, HIHilary Wighton San Luis Obispo, CA

New CSsAlvin Macasinag Brandon, FLMichael Sims Lilburn, GA

✘ CorrectionThe phone number for SportsAttack in the 2012 Guide to BallMachines in our July issue (page30) was incorrectly listed. The cor-rect phone number is 800-717-4251.

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New 10U Products from Oncourt Offcourt

PTR and USPTA Master Pro Joe Dinoffer announced the release of a new, patented18-foot portable net system for 10

and Under Tennis. The MultiNet fea-tures a built-in scorekeeper, quick set-up hinged legs, a built-in Airzone withtelescoping end poles and more. Dinoffer says Oncourt Offcourt is

also launching other new products thisyear for 10 and Under Tennis, such asnumbered, colored balls in cans, a lineof color-coded junior racquets, red andorange boundary lines for red andorange level courts, and a new cart withremovable color-coded baskets. Forinformation, visit oncourtoffcourt.comor call 888-366-4711.


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• Florida resident and former world No. 4-ranked ATP pro Todd Martin willserve as the USTA Florida Section's first spokesperson for 10 and Under Ten-nis. Martin and his wife Amy have two sons and a daughter under the ageof 10.

• Browder McGill is the new Southeast territory manager for Dunlop. Hewill handle racquet sports accounts throughout inland Georgia, South Car-olina (excluding Charleston and Hilton Head), Alabama, Tennessee and NorthCarolina. McGill, who will be based in Atlanta, will be responsible for man-aging the sales and promotion of the Dunlop brand throughout the territory,including Dunlop's Advisory Staff program.

• The Hon. Robert J. Kelleher, who was president of the USLTA in 1967-’68and a driving force in ushering in the Open era of tennis, died in June at age99. Judge Kelleher, a U.S. District Court judge in Los Angeles, was inductedinto the International Tennis Hall of Fame in 2000.

• French Open finalist Sara Errani reportedly paid $30,000 to buy out herWilson contract and switch over to a longer Babolat frame. Despite her final-round loss to Maria Sharapova, Errani debuted in the WTA top 10 afterRoland Garros.

• The wild-card team of Britain’s Jonathan Marray and Danish partner Fred-erick Nielsen won the Wimbledon men’s doubles title. Marray, the first Britishman to win a title at Wimbledon since 1936, plays with a Dunlop Biomimet-ic 500 Tour frame.

• Wilson players Roger Federer and Serena Williams took the singles titlesat Wimbledon. Federer, playing with a Pro Staff Six.One 90, won his seventhWimbledon crown and 17th Grand Slam title, defeating Andy Murray.Williams, with a Blade Team racquet, defeated Agnieszka Radwanska enroute to her fifth Wimbledon and 14th career Grand Slam title. Williamsteamed with sister Venus to win the doubles crown.

• Barry MacKay, a world-class tennis player in the 1960s and a longtimesports broadcaster, died June 15 in San Francisco after a long illness. MacKaycompeted on five U.S. Davis Cup teams from 1956-’60 and reached the 1959Wimbledon semis. He was ranked No. 1 in the U.S. in 1960.

• Stanford's Nicole Gibbs and USC's Steve Johnson have been named the2012 Campbell/ITA National College Players of the Year. Additionally, Gibbsand doubles partner Mallory Burdette were named the Campbell/ITA Nation-al Women's Doubles Team of the Year, while Chase Buchanan and Blaz Rolaof Ohio State were honored on the men's side.

• USTA Middle States will induct four into the 2012 section Hall of Fame inOctober: Laura Canfield, Lisa Duncan, Bill Humes and Bruce Kisthardt.

• Pro player David Nalbandian was fined $12,500 and docked 150 rankingpoints after he kicked an advertising sign in frustration at the Queen’s Clubtournament in June, which accidentally cut the shin of a linesman.

• The ATP announced several promotions. Mark Young continues as CEOATP Americas and Chief Legal Officer, and also becomes the ATP’s ChiefMedia Officer. Laurent Delanney assumes the role of ATP Commercial Direc-tor, in addition to his existing role as CEO ATP Europe. Andre Silva becomesTournament Director of the season-ending Barclays ATP World Tour Finalsand continues in his role as Chief Player Officer. Alison Lee takes the interimposition as head of the International Group region.

• Cheryl Jones and Mark Winters, both from Los Angeles, received the Inter-national Tennis Writers Award at the annual Press Dinner held during theGerry Weber Open in Germany in June.

• USTA Middle States announced that George Parnell, currently Board ofDirectors Senior Vice President, will take over as President and will serve theSection for the remainder of 2012.

• Gary Lang is the new vice president, production, for the Tennis Channel.

• Certified USTA Official and longtime volunteer Jim Russell of Belton, S.C.,passed away June 26. He was a former president of the South Carolina Ten-nis Association.

• Longtime Corpus Christi Tennis Association Board member and tennis ref-eree Billy Fuls died June 7. Fuls received the distinguished Texas Tennis Asso-ciations Umpire of the Year Award in 2011-2012.

PEOPLEWATCH

Ashaway Renames Zyex MonoGut to ‘MonoGut ZX’

Ashaway Racket Strings has renamed the recently introduced Zyex MonoGut ten-nis string as MonoGut ZX. The early version of the string has gained popularity

for its dynamic stiffness and gut-like playability, says the company. In addition to itsresilience, the newly dubbed 1.27 mm MonoGut ZX has improved abrasion resist-ance and a surface design that minimizes string movement for better ball control,according to Ashaway."Like natural gut, MonoGut ZX string provides exceptional energy return," said

Steve Crandall, vice president of Ashaway Racket Strings, "This means more power.Also like gut, MonoGut ZX remains soft at higher tensions, reducing impact shock.This results in more comfortable performance—what we call 'soft power.' MonoGutZX contains no polyester, and its 100% Zyex monofilament construction maximizesabrasion resistance and enhances string life."A natural gut-like tan in appearance, MonoGut ZX is available in 40-foot sets and

in both 360- and 720-foot reels. Recommended stringing tension is up to 60 lbs. Visit www.ashawayusa.com.

August 2012 RACQUET SPORTS INDUSTRY 11



Outdoor Industry Group Releases New Report

The Outdoor Recreation Economy report says more than 140 million Americansengage in outdoor activities each year, delivering $646 billion to the economy and

supporting 6.1 million domestic jobs. The report was released in June by the OutdoorIndustry Association.“During a time when some American industries are struggling, we are seeing solid

growth,” said Will Manzer, CEO of Eastern Mountain Sports and chair of the OIAboard of directors. “Since 2005, the outdoor recreation economy has grown approx-imately 5 percent annually.”In a statement, the OIA said the new study reinforces what the outdoor industry

has known for a long time: Outdoor recreation is a larger and more critical sector ofthe American economy than most people realize. For a full copy of the report, visitoutdoorindustry.org/recreationeconomy.

Dunlop Updates Classic Max 200G With Biomimetics

Dunlop has updated its classic Max200G racquet, taking advantage

of its current Biomimetic technolo-gies. The original Max 200G, named

one of Tennis magazine's “Top TenRacquets of All Time,” shook up thetennis world in the early '80s—and itdidn’t hurt that it was the frame ofchoice for John McEnroe and SteffiGraf. The original frame, the firstinjection-molded racquet ever, hadan 85-square-inch head and wasamong first racquets with a widerbeam (22mm).Today’s version combines some

of the classic feel of the original withthe advantages of Biomimetic tech-nologies like Aeroskin and HM6 car-bon, says Dunlop. The Aeroskincoating helps improve aerodynam-ics, increasing swing speeds up to 25percent, according to the company,and giving players more power ongroundstrokes and serves. The rac-quet throat is of HM6 carbon, whichhelps with feel and reduces vibrationby up to 10 percent, says Dunlop.The handle has the distinctive tan

leather grip, and just above is a nodto the original 200G—two chevronsin green and gold. The updated rac-quet also features McEnroe’s auto-

graph. McEnroe is helping to launchthe new Biomimetic Max 200G,using the frame in exhibitions andMasters Tour events.The Max 200G is 98 square inch-

es, with a beam of 21 mm, length of27 inches, unstrung weight of 11.02ounces, 16 x 19 string pattern. Sug-gested retail is $210. Visit dunlop-sports.com.

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USTA Serves Awards $410,000 in Scholarships

USTA Serves, the National Charitable Foundation of the USTA, willgrant 59 high school students a variety of college scholarships,

totaling $410,000. Each year, USTA Serves awards scholarships todeserving students who have participated in USTA and other organ-ized youth tennis programs, have demonstrated high academicachievement, and require financial assistance for college matricula-tion.w Kaitlyn Devine of Bethalto, Ill., received the $15,000 Marian WoodBaird Scholarship Award.

w Han-Chi Fung of Bellevue, Wash., and Yolanda Pham of San Diegowill each receive the $10,000 Dwight F. Davis Memorial Scholar-ship.

w Christine Crawford of Louisville, Ky., and Nicolas Montoya ofScottsdale, Ariz., will each receive the $10,000 Dwight MosleyScholarship Award.

w Brette Machiorlette of Houston and Robert Rasmussen of Hutchin-son, Minn., will each receive the $10,000 Rosalind Walter Scholar-ship Award.

w Shelby Baron of Honolulu and Tanner Berkabile of Las Vegas willeach receive the $2,500 Eve Kraft Education & College Scholar-ship.

w 40 students each received $8,000 USTA Serves College EducationScholarships.

w 10 students each received $1,000 USTA Serves College TextbookScholarships.


> The U.S. Fed Cup team will open the 2013Fed Cup campaign Feb. 9-10 on the roadagainst Italy.

> The USPTA Nominating Committee issearching for candidates interested in servingon the USPTA National Board of Directors forthe term running from the 2013 World Confer-ence to the 2015 World Conference. Contactthe USTPTA for details.

> Pacific strings and stringers received a nodin the June 19 ATP World Tour Uncoveredvideo, which looked at the importance ofstrings in a player’s racquet. To find the video,go to atpworldtour.com and under the “video”tab, search for “strings.”

> Adidas has instituted a global policy ban-ning dealers from listing Adidas and Reebokproducts on the eBay and Amazon.com mar-ketplaces, according to EcommerceBytes.com.

> The non-profit group Good Sports has part-nered with the SGMA to provide sportinggoods equipment, athletic footwear, andsports apparel to disadvantaged youth nation-

SHORT SETSwide. Good Sports, a solution provider for manysporting goods companies looking to donateinventory for operational, marketing or charitablereasons, will be connected with SGMA’s membercompanies, which will be able to reach GoodSports through www.sgma.com/gsdonations.

> The USPTA-Florida Division and the USTAFlorida Section signed a formal partnershipagreement on June 2 during the USPTA FloridaAnnual Convention & USTA Florida Semi-AnnualMeeting, held jointly at the Club Med-Sandpiperresort in Port St. Lucie, Fla.

> New Chapter Press has released “The Great-est Tennis Matches of All Time,” written by notedtennis journalist and historian Steve Flink. Flinkbreaks down, analyzes and puts into historicalcontext the sport’s most memorable matches,from the 1920s up through today’s stars. He alsoincludes a "greatest strokes of all time" sectionand ranks and describes the players who bestexecuted all the important shots in the game.Visit NewChapterMedia.com.

> The new Montgomery TennisPlex in Boyds,Md., scheduled to open its eight indoor and four

lighted outdoor hard courts in the fall, com-bined with specialty retailer Tennis Topiarecently with a unique offer. Tennis Topiacustomers who signed up and paid for win-ter court time saved $50 for early paymentand also received a $50 Tennis Topia giftcard, plus received two TennisPlex T-shirts.

> Peter Burwash International (PBI) willrun the tennis program on the eight courtsof the Hanalei Bay Resort in Kauai.

> The National Athletic Trainers’ Associa-tion has released its online Sports Safety forYouth Coaches course, which offers youthsports coaches a comprehensive review ofthe latest information on health and safetyissues facing young athletes. For informa-tion, visit www.nata.org.

> Sir Elton John and Billie Jean King arebringing their annual charity night of tennis,Mylan World TeamTennis Smash Hits, toPittsburgh for the first time in the event's20-year history. Andre Agassi, Stefanie Grafand Andy Roddick will join other top playersfor the event, to be held Oct. 16 at thePetersen Events Center.

16 Named to USTA Collegiate Team

Sixteen of the nation's top men's and women's colle-giate tennis players have been named to the 2012

USTA Collegiate Team, administered by the USTA and theIntercollegiate Tennis Association. The Collegiate Team isan elite training program designed to provide collegeplayers with exposure to the USTA Pro Circuit in a team-oriented environment.Men’s TeamChase Buchanan, Ohio State (SR, New Albany, Ohio)Mitchell Frank, Virginia (FR, Annandale, Va.)Jarmere Jenkins, Virginia (JR, College Park, Ga.)Steve Johnson, USC (SR, Orange, Calif.)Evan King, Michigan (JR, Chicago)Bradley Klahn, Stanford (SR, Poway, Calif.)Dennis Nevolo, Illinois (SR, Gurnee, Ill.)Eric Quigley, Kentucky (SR, Pewee Valley, Ky.)Ray Sarmiento, USC (SO, Rancho Cucamonga, Calif.)Women’s TeamMallory Burdette, Stanford (JR, Jackson, Ga.)Jacqueline Cako, Arizona State (SO, Brier, Wash.)Beatrice Capra, Duke (FR, Ellicott City, Md.)Lauren Embree, Florida (JR, Marco Island, Fla.)Nicole Gibbs, Stanford (SO, Manhattan Beach, Calif.)Zoe Scandalis, USC (FR, San Diego)Allie Will, Florida (JR, Boca Raton, Fla.)



HJTEP Celebrates 40 Years

The Harlem Junior Tennis & EducationProgram (HJTEP) celebrated its 40th

anniversary in May with an all-star lineupat an event held at the USTA Billie JeanKing National Tennis Center in New York.The daylong event featured a celebrity pro-am with stars that included tennis playersMary Joe Fernandez, Zina Garrison, GigiFernandez, Chanda Rubin, James Blake,Thomas Blake and Patrick McEnroe, alongwith George Martin of the New York Giantsand former NBA stars Allan Houston andJohn Starks of the New York Knicks. Katri-na Adams is the executive director ofHJTEP.

S.C. Pro Teaches on Dual-Surface Court

Teaching pro and former WTA Tour player Renata Marcinkowska hasinvented and has been teaching on a Hybrid Tennis Court in Myrtle

Beach, SC. The court is half clay, half hard, and Marcinkowska says theHybrid helps develop complete players faster. “Hybrid can make an immediate impact on U.S. players,” she says.

“I’m a concerned coach who would like to see our players better thanathletes from other countries.” Playing on a Hybrid not only helps with developing great hands, bet-

ter concentration, better points building, better footwork, and mentaltoughness, but also develops complete athletes, who are not just "sur-face specialists,” Marcinkowska adds. “Just by hopping the net, playerssee the difference between strategy on both surfaces and learn to makeintelligent choices naturally. As one of my students said, ‘Training on a Hybrid is the best-kept secret.’”Marcinkowska says Carolina Asphalt Maintenance did most of the work for the Myrtle

Beach court, which is the first permanent Hybrid installation, with clay-court advice fromDavid Schniebbe. The dual-surface court also can be lined for 10 and Under Tennis.For more information, visit www.hybridtennis.com, email [email protected] or call 803-524-3308.

PEP Funding Passes Senate Appropriations Committee

The U.S. Senate Appropriations Committee took a stand for physical education inschools and approved $78.693 million for the Carol M. White Physical Education

(PEP) Program in the U.S. Department of Education’s fiscal year 2013 budget on June14.The PEP Bill, founded by SGMA, funds a competitive grant program to give school

districts and community-based organizations, including tennis organizations,resources to provide students with quality, innovative physical education, includingtennis. The bill now awaits full consideration by the U.S. Senate. “We have been working closely with many leaders in the Senate. By supporting

PEP funding, the Senate sends a strong message about the value of PEP as an impor-tant solution in the fight against obesity," said SGMA President Tom Cove. PEP is theonly Federal funding dedicated to physical education. To date, nearly $800 million inPEP grants have been distributed across the country by the U.S. Department of Edu-cation since 2001.

RSI Editorial Director Peter Francesconi (left) presents the latest edi-tion of “Tennis Courts: A Construction and Maintenance Manual” toDavid Meharg, owner of Putnam Tennis Courts of Harwinton, Conn.Francesconi edited and updated the new manual with a team of ten-nis court construction experts from the American Sports BuildersAssociation and U.S. Tennis Association. Meharg’s company recentlyrenovated the four claycourts at the CountryClub of Waterbury(Conn.) and has beenassisting CCW head proMichael Stedronsky(right) with court mainte-nance. The new courtconstruction manual isavailable at sports-builders.org.

Racquet Art IntroducesWater-Based Stencil Ink

Racquet Art’s newest product is an envi-ronmentally friendly, water-based sten-

cil ink, available in black, red and white.The ink is sold in 1- and 8-ounce contain-ers with a specially designed applicator.“We want to do our part to help the

environment as well as the users of ourproducts. We have been working for thepast few years to come up with a formulathat we can put our name on,” saysMichael Waroff of Racquet Art LLC. Unlikesolvent-based inks, the water-based inkcan be shipped throughout the world with-out any of the additional costs.Visit www.racquetart.com or email

[email protected].


A U G U S T 2 0 1 2IN

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WS 44 Organizations Awarded

USTA Serves Grants

USTA Serves, the National Charitable Foun-dation of the USTA, has awarded more

than $400,000 in grants to 44 communitytennis and education organizations during its2012 spring funding cycle. The bi-annualgrant process was developed to provide disad-vantaged, at-risk children with the opportuni-ty to learn to play tennis and improve theiracademic skills, and to help combat childhoodobesity by promoting healthy lifestyles. Todate, USTA Serves has disbursed $11 million toa variety of programs that support its mission.“USTA Serves is proud to continue to pro-

vide financial resources to organizationsimpacting the future of thousands of childrenthroughout the nation, helping them to devel-op life skills through tennis and education,”says Deborah Slaner Larkin, Executive Direc-tor, USTA Serves. Grants are awarded to pro-grams that successfully combine tennis andeducation and help children pursue their goalsand highest dreams by leading healthier lives,succeeding in school and becoming healthiercitizens.

Register Your Free Play Day Event

September is National Childhood Obesity AwarenessMonth, and to help combat this growing epidemic,

and to get kids active and involved in tennis, the USTA ishosting USTA Free Tennis Play Days nationwide in cele-bration of Nickelodeon’s Worldwide Day of Play. TheUSTA Free Tennis Play Days, which take place Sept. 1 through Oct. 6, area unique and fun way for tennis facilities, parks and municipalities to intro-duce tennis to a new generation of kids and their parents.The Play Days are open to the public and emphasis is placed on family

participation, effort and sportsmanship. Participants take part in tennisskills and game challenges that can be done individually or in teams, giv-ing them a chance to experience success and get active.The first 2,000 registered events will receive special giveaways for their

attendees. Organizers will receive branded materials and national expo-sure for hosting an event. The promotion will drive consumers towww.youthtennis.com, where they can find a local event through a search-able database, providing additional exposure. To host a USTA Free TennisPlay Day, register on www.youthtennis.com.

Cardio Tennis on Agenda at ACSM

Members of the Cardio Tennis National Speaker's Team traveled tothe American College of Sports Medicine annual meeting in San

Francisco in June to deliver Cardio Tennis workouts. The ACSM annualmeeting is one of the most comprehensive sports medicine and exer-cise science conferences in the world. Two Cardio Tennis classes wereoffered to attendees.


LettersReaders Weigh In on the Need For a Restringing CampaignThank you for the “Our Serve” in the July issue about an industry-wide“restringing campaign.” One of the first things I learned when I becamea certified stringer was strings begin to lose tension the moment theyare installed, but more importantly, players compensate for that by mak-ing minute unconscious adjustments to their game. The result is thatnothing seems to work, and players become frustrated, not understand-ing that had they only restrung their racquet, all of that could have beenavoided.

I have spent the last four years educating my clients about the impor-tance of restringing. Talking with them, educating them, and “fitting”them into strings based on their game has been the most successful. Butstill the majority of my clients don’t restring nearly often enough.

Diane Hamm-Vida, MRTShallotte, NC

Our national philosophy seems to be, "If it ain't broke, don't fix it,” soplayers wait until their strings break before they restring. Players do notwant to spend any more than they have to without receiving maximumvalue for their dollar. Here are some things I have tried in the past:* Offer an increasing discount scale for each racquet strung in a year,10% off on the second string job, 15% off for the third, 20% for thefourth, etc.

* Offer a "string club" similar to the ball machine club where a playerpays a fixed up-front charge, say $100, and receives a set number ofrestrings in a year where they would realize a savings from the indi-vidual costs.

* Offer a punch card where they get credit for each string job up to fourand receive the fifth free.

* Install a reminder sticker on their racquet stating that their nextrestring is recommended for one month, or two, or three, dependingon the player and type of string used.

Philip BlackwelderUSPTA Professional, Myrtle Beach, SC

I couldn't agree more with your "Our Serve,” especially to organize thisas an industry-wide effort. Those of us on the front lines are keenlyaware of the importance of frequent restringing. However, we often feelthere's an important piece of the puzzle missing, and that's the organ-ized support of the industry.

I’m the founder of the Grand Slam Stringers (GSS) Symposium(www.grandslamstringers.com), which begins on Sept. 22 in Florida, andI’d like to set aside a block of time at the Symposium for a roundtablediscussion on a “restring campaign” for all attendees. This will providethe perfect setting to open up a dialogue between the technicians inattendance and the industry manufacturers who are supporting the GSSSymposium.

Tim Strawn, MRTRoanoke, VA

Thank you for your “Our Serve.” The old implica-tion that you only need to restring per year theamount of times you play per week alwaysseemed odd and ambiguous, but many recreation-al players seem to live by this. I feel that recre-ational players think with poly, since it doesn’tbreak for them, they don't get their framesrestrung as much. We in the industry, however,know that poly loses tension faster and actuallyneeds to be restrung more! I definitely find thatby educating the consumer, rethinking the idea ofstringing frequency, and perhaps holding a con-test to come up with the perfect campaign mightbring some buzz.

Patrick Markey, MRTKihei, HI

The “Our Serve” in the July issue is 50 percentgood, 50 percent wrong. Yes, we need a unifiedcampaign to get players to restring their racquetsmore often. But no, as research shows, stringsdon’t “lose resiliency and elasticity,” as stated inthe column. Read “Technical Tennis” by Rod Crossand Crawford Lindsey, page 77.

In my area, each string job we do has a note tothe player that says, in part: "Your old string bedhad a stiffness value of xx, and your new stringjob now has a reading of xx, that is a differenceof xx%.... Tension loss is a part of all tennis string... and causes loss of control.... Your tennis playinglevel will now increase by a noticeable amount.”

Dr. L. Carl LoveAlbany, OR

A “Restring Campaign” brings to mind a new takeon an old proverb: For the want of good strings, a point was lost,For the want of a point, a set was lost,For the want of a set, a match was lost,For want of that match, the team did not go toplayoffs,

And all because the strings of one racquet need-ed to be replaced.

I live in Atlanta where league play is huge.Would it be feasible for organizations like ALTAand USTA to join forces with pro shops and offersome type of discount or incentive for a team tohave their racquets restrung before each season?This would have many players playing better tennis.

Ed Matheson, MRTAtlanta, GA

We welcome your opinions. Please email comments to [email protected].


LettersReaders Weigh In on the Need For a Restringing CampaignStrings are consumables, but we need to do our part in educatingthe consumer, and the "Restring Campaign” is a great idea! A parent recently referred to polyester as a "super string" andraved about its durability and the need to not restring as often.This type of thinking can create a domino effect where the pur-chase of grips, balls, accessories, etc. becomes less and less.

Mark GonzalezAlpha Racquet Sports

How do we as racquet technicians convince players to restringmore often? The way an announcer at the US Open several yearsago made a statement about a “new” string that has impactedthe market. We need to make a statement, through a respected“player,” that stringing more often is important to the overall per-formance of the racquet. “I string my racquet every match,” thepro should say to consumers. “You string your racquet every fewmonths, or less frequently.” The message must be in front of theconsumer as often as possible.

John Gugel, MRTOrlando, Fla.

We at TennezSport completely agree that we need a RestringCampaign. With so many different strings on the market, withvarying stiffness indexes coupled with racquet patterns, cus-tomers are frequently confused about proper tensions and stringlife.

We have helped a number of high school and college playerssave their arms by correcting their mistakes with poly string. Thebiggest culprit is leaving the string in the racquet too long. Onecomment we hear consistently is that we are just trying to sellmore string, but if we had a consistent campaign to educate play-ers, we could solve a multitude of issues and keep a lot of play-ers happy.

Larry Hackney, MRTUnion City, N.J.

When I first read your "Our Serve," I didn't have a very goodfeeling about it. If you want a new "saying," you can pick what-ever is catchy. But if you want to build your reputation and busi-ness as Lucien Nogues comments on page 23 of the same issue,you have to present data that support your recommendations.You must be credible.

Your example of servicing your car is just what I don't want.Oil change businesses recommend that your oil be changed every3,000 miles, yet automobiles on the road today have a recom-mended service frequency of 7,500 miles. I don't want racquetstringing to go in that direction.

Please understand I'm all-in, if there is good support for theupped frequency. We can all use more business.

Dave Heilig, MRTChapel Hill, NC

For years, I've advised my customers to restring moreoften. Once players get on a good stringing schedule,they really notice the difference with fresh strings. Iadvise my non-string-breaking clients to base theirstringing frequency on the length of their league sea-sons. Around here, our men's leagues last three to fourmonths. I advise them to restring at the start of eachseason, and once for the summer. Our ladies' leaguesare twice as long, and I ask them to string at the begin-ning of the season, at the mid-point and for the sum-mer.

If they use a quality synthetic, they're only spending$90 to $120 on stringing for the year which, once theimprovement in play is seen, they agree is a smallinvestment. It's been a good strategy for me and, bestof all, it helps my customers to play better, and healthi-er, tennis.

Matt SteversonAltamonte Springs, Fla.

It’s a great idea to try and get players to restring moreoften, but the cost of good string is what keeps mostplayers from doing so. Most players that I string forwant strings that last. Still, the few that decide to playwith better performing strings don't compare to thosethat go back to the lower cost strings.

Richard R. EllisPort Orchard, Wash.

Epitome of a Sales RepIn response to your “Our Serve” in the May issue aboutsales reps, I’d like to say that Bob Pfaender, a longtimesales rep currently with Wilson in Florida, is the epitomeof what a successful sales rep should be. It’s not justabout sales that makes Bob a success. It’s what he rep-resents as a person that makes him the kind of guy youcan’t say no to when he visits your facility, club or, in mycase, our USTA Florida offices and association.

Bob doesn’t sell equipment; he sells himself. He getsto know his customers on a personal level, which makesdoing business so much easier and fun. I’ve known andworked with Bob for over 17 years and I consider him afriend for life. He’s been involved with USTA Florida andthe national USTA as a hardworking and tirelessly giv-ing volunteer, and in fact, in December he will becomethe next president of USTA Florida.

Bob is truly a great sales rep, but more importantlyhe is a great human being with amazing character—anda whiplash forehand!

Andy McFarlandAssociate Executive Director

USTA Florida


National Youth Tennis Retail Program Under Way Plans are under way for more than 1 million racquet hang-cards displaying youth tennis equipment educational messaging to hit the shelves of mass merchants, chain sporting goods stores, and pro/ specialty tennis retailers starting later this year and into 2013. The hang-cards, which clearly define ageappropriate equipment, are a part of the National Youth Tennis Retail Program being coordinated by

the TIA and manufacturers, with support from the USTA. In addit ion to the hang-cards, the TIA w ill continue to distribute youth tennis

" Retail Kits" to authorized pro/specialty retailers. The kits include a Parents' Guide to Tennis, Growth Chart Wall Poster, Authorized 10 and Under Tennis Equipment Dealer door sticker, and 10 and Under Tennis Postcards. Pro/specialty tennis retailers who would like to become "authorized dealers" and be listed on the 1 OandUnderTennis.com Retail Locator should register at TennisRetailers.org.

"To increase the industry's chances of converting kids into lifelong tennis players, we need to have a consumer base that is aware of the right youth tennis equipment. and then actually buys the proper equipment for their young players," says TIA President Jon Muir.

"The goal of the National Youth Tennis Retail Program is to create a consistent retail branding strategy that educates both retailers and consumers, helping to streamline the equipment merchandising and purchasing process and helping drive awareness of the program overall," says TIA Executive Director Jolyn de Boer.

To help provide consistent messaging to a broad consumer base. the TIA is working closely w ith the USTA and manufacturers to develop recommended guidelines for the display of youth tennis equipment at mass merchant and chain sport ing goods stores. Recommended guidelines for online tennis retailers and pro/specialty tennis retailers, along w ith artwork, can be dow nloaded at TennisRetailers.org.

For more information about the National Youth Tennis Retail Program, contact Marty Mohar, TIA Retail Development. (843) 686-3036 x227 or [email protected].

Printed copies of the 2012 edition of the State of the Industry, which analyzes the more than 70 reports produced by the TIA each year and identifies key trends, are now available. Contact the TIA at [email protected].

Attention tennis businesses! Post your open jobs for free and find dozens of qualified applicants. Visit CareerslnTennis.com.

Visit the "TIA Industry Dashboard" at Tennislndustry.org for the most recent statistics, figures and economic information about the industry.

See the latest "Tennis Industry Event Calendar," complete w ith links, at Tennislndustry.org/calendar.

Tennis Show 2012 in NYC on Aug. 24 Join your industry at The Tennis Show 2012-a collaborative, one-day celebration of tennis that w ill run from 3 to 9 p.m. on Friday, August 24, on the ballroom level of the Grand Hyatt New York.

The Tennis Show will feature an Exhibitor Show, t he TIA Tennis Forum, USTA Youth Tennis presentation, Tennis Industry Hall of Fame induction of Nick Bollettieri (above). demo court to try out products, and more.

The Exhibitor Show, with more than 35 tennis manufacturers, organizations and businesses showcasing their latest products and services, w ill start at 3 p.m. The TIA Tennis Forum begins at 6 p.m. with an introduction by USTA President and Chairman of the Board Jon Vegosen. TIA President Jon Muir wi ll present key industry data and initiatives, and USTA Chief Executive of Community Tennis Kurt Kamperman will update attendees on the Youth Tennis initiat ive. After the Hall of Fame induction, the Exhibitor Show w ill reopen at 7 p.m. and include a cocktail reception and prize drawings.

The Tennis Show, which is free to industry attendees, offers a prime networking opportunity for all involved in the industry. (The Show w ill be followed the next morning by the opening session of the 42nd Annual USTA Tennis Teachers Conference.) For more information, including the current schedule and list of exhibitors, visit TennisShow.com.

18 RACQUET SPORTS INDUSTRY Aug ust 2012 Join the TIA .. . Increase Your Profits . .. Grow the Game ... www.Tennislndustry.org

Former WTA Players Participate in Cardio Tennis Training Cardio Tennis is one of the fastest growing fitness trends in the U.S.-since its introduction in 2005, it now has more than 1.3 million participants. Now, former WTA players are taking notice of the great health benefits the program provides, as well as the revenue it can generate.

The TIA, which manages Cardio Tennis, has presented more than 20 Traimng Courses throughout the country so far in 2012, so tennis professionals can learn more about the program, participate in on-court sessions, and bring Cardio Tennis to their members and players. So far this year, four former WTA players. who now are coaching or directing tennis programs, have taken part in these training courses: • Gigi Fernandez: International Tennis Hall of Fame Member and former World No.

1 in doubles and No. 17 in singles, Fernandez currently is the Director of Tennis at the new Chelsea Piers facility in Stamford, CT.

• leslie Allen: Former World No. 17 in singles who currently coaches varsity tennis in Riverdale, NY.

• Kyle Copeland-Muse: Former World No. 10 in doubles (with longtime partner Lori McNeil) who currently is the women's tennis coach at St. John's University.

• Roberta "Berta" Mccallum Russo: Who reached as high as No. 26 in the world in singles.

" In my new position. it's important that I understand every program we are offering our members," said Fernandez. who attended a Training Course at a club in Darien. CT. in May. "I had no idea that I could have so much fun on a tennis court playing against players that were not at my level. I got an amazing workout. I would recommend Cardio Tennis to anyone who wants to get a great workout while still playing and working on different aspects of their games."

" The Cardio Tennis Training Course was fantastic," added Allen. " I particularly liked the new delivery system, which focuses on the client having fun. I can attract a much broader client base across all age and skill levels. Cardio Tennis is truly for everyone!"

For information on upcoming Training Courses and more, visit Card•oTenmsTraimng.com.

Join the TIA, , , Increase Your Profits ... Grow the Game . .. www.Tennislndustry.org

The GrowingTennis System is the industry's largest database of tennis provider information-a mass "storage center" of data from tennis businesses, facilities, retailers and teaching pros. Each month, tennis consumers search the GrowingTennis System more than 4 million times, finding such vital tennis information as where to play, where to find programs, where to buy equipment, and where to find tennis partners. The searches start at popular tennis websites such as playtennis.com, Tennis. com, TennisChannel.com, USTA.com and more.

As a tennis provider, your information on the GrowingTennis System- which you can easily access to add or update for free at GrowTennis.com-can immediately give you exposure to tennis players, as well as to those who are learning about the game for the first time.

playu 1nrs. orr ::>-

- --------------~-· "'-·--·---------------·---__ ..... _. __

The GrowingTennis System recently was revamped to make it easier than ever for facility managers/ owners, teaching pros and tennis retailers to input or update their information. A numbered, step-bystep guide takes you through the whole process quickly.

lfyou'renewtotheGrowingTennis System-welcome! For returning users, thank you for your continued support. The few minutes that it takes to input and update your information does a tremendous amount in helping grow the game- and in growing your business !


Retailing 113

transactions with your store—andwhat their tennis wants, needs, likesand dislikes are. This additionalknowledge will allow you and yourstaff to craft individual tennis lifestylesolutions for customers—and com-pletely differentiate your store fromcompetitors, including online retailers.

Consumer-centric knowledgeabout customers is the differencebetween the information you havebefore each individual retail shoppingexperience and after each individualretail shopping experience.

Capturing InformationThe first step to becoming more con-sumer-centric is to change yourstore’s operating system, throughacquisition or upgrading. No matterhow small your business may be, youneed a point-of-sale (POS) systemcapable of capturingconsumer informa-tion and transaction-al data. Investigateaffordable solutionsfrom providers thatoffer hosted POS asa service on thecloud.

Becoming multichannel means youwill need to position your website andyour related use of social media to beon the same level as your brick-and-mortar store. For most specialty ten-nis retailers, this means redefining therole of both your store and your web-site. Whether or not your website iscommerce-enabled is a strategic deci-sion, but it is essential over the nextfive to six years that you transformyour specialty tennis store into aseamless multichannel retail businesswhere customers can get what they

your marketing dollars are spent, howyou communicate with customers andconsumers, and how you and your staffare measured and rewarded.

Knowledge-DrivenSignificantly, the consumer-centric retailstore operating model is knowledge-dri-ven and multichannel—meaning knowl-edge about your customers, thegenerations you serve, and the con-sumers you want to attract to your spe-cialty tennis retail business and yourcommunity.

What does it mean to be consumer-centric? If you are measuring your suc-cess by the sales gain generated fromindividual customers, you’re consumer-centric!

Being product-centric no longerworks in a marketplace where con-sumers are in total charge, becausethey have instant access to all theknowledge they will probably ever needabout a product. Digital technology alsoempowers them by making it possibleto order what they want, when theywant it. If you remain product-centric,you’re simply inviting price compar-isons and show-rooming right into yourstore.

To offset the knowledge-basedadvantage of consumers, you need todevelop more knowledge about yourcustomers’ wants and needs and theirlikes and dislikes than they have aboutyou and the products you sell. You’llcontinue to need basic data, such ascustomers’ addresses, phone numbersand e-mails, to facilitate communica-tions and ongoing relationships.

However, what you need to focus onis the development over the next five tosix years of a more detailed and totalknowledge about individual customers’

pecialty tennis retailers general-ly do an excellent job of estab-lishing themselves as the

“product experts” in their communi-ties. However, the consumer haschanged—Americans are aging, theeconomic recession and slow recov-ery have hit hard, and technology ischanging how we buy. The result isthat there are newly empowered con-sumers across three generations,with evolving and different buyinghabits.

Still, the reality today is that manytennis specialty retailers are product-centric, and product-focused storesare less effective in differentiatingthemselves from their competition.Also, a product-focused store in ahighly competitive market invitesprice comparison and competitiveshopping.

For a specialty tennis retailer,becoming consumer-centric meanscatching up to change that is alreadyhappening. According to “Retail2020,” a joint project between IBMand New York University SternSchool of Business, “In order to suc-ceed, retailers will have to rethinktheir strategies and their points of dif-ferentiation; the customers of 2020will require it.”

The good news is that all retail-ers—large, small, brick-and-mortar,online—will have to rethink theirstrategies and points of differentia-tion. If specialty tennis retailersembrace change now, it will becomeyour best friend!

Being consumer-centric requireschanging everything—from your go-to-market strategy to your store’s sys-tems and organizational structure. Itrequires changing where and how

S

Playing ‘Customer Tennis’ In specialty retailing, it’s no longer about being “productexperts”—you need to be focused on the consumer.

Sign up for the TIARetail Webinar “BestPractices: Digital &Email Marketing,” onTuesday, Aug. 14. Visitwww.tennisindustry.org/webinars.


This is part of aseries of retailtips presented bythe Tennis

Industry Association and written bythe Gluskin Townley Group(www.gluskintownleygroup.com).

want from you when they wantit.

The cost of a top-quality web-site has come down dramaticallyover the last decade. Consult withyour web service or local webproviders to map out your planfor becoming a multichannel spe-cialty retailer within your budgetbefore 2020.

Transition PlanHere are other tips you shouldinclude in your transition plan tobecoming a consumer-centricspecialty tennis retailer:w Find ways to appeal to the threemost important generations toyour business: 1) You want tohang on to all the Baby Boomercustomers, ages 48 to 67, youcan, 2) while appealing to 28- to47-year-old Generation X’ers,and 3) finding ways to appeal toGeneration Y—the 8- to 27-year-olds that are your future.

w Develop and maintain a strongand compelling store brand.

w Make it easy to shop your spe-cialty retail tennis business any-time, 24-7.

w Use your store and technologyto create an extraordinary retailshopping experience.

w Use lifestyle “bundles” of prod-ucts and services, for instancepackaging a racquet and bagwith lessons all under one store-generated bar code and pricingto differentiate and deflect pricecomparisons.

w Invest in you and your staffbecoming tennis lifestyle prob-lem-solvers and the source ofindividual customer solutions—and part of the reason your cus-tomers shop your multichannelstore. w



Apparel Retailing

bulky or restrictive they like their shortsand skirts. Also, especially for men, stockshorts with front pockets that hold tennisballs, and importantly, pockets that areeasy for a player to take a ball from.

For skirts and dresses, make sure theyfit your buyer’s frame. What looks goodon one person may not look good onanother. And this brings up anotherimportant—and sometimes touchy—point: If necessary, you may need to tryto re-orient your customers’ mind-setfrom finding something they think makesthem look like a rock star to somethingthat truly does look nice and is comfort-

able, so they can enjoythe game and play withconfidence.

Keep It PersonalPersonal service alsomakes a huge differ-ence. Familiarizingyourself with sizingcharts for each compa-ny is not only smart,but it will make shop-ping time more effi-cient for yourcustomers, who willappreciate not only thepersonal attention, but

also the fact that their time won’t bewasted.

Have your customers try things onand encourage them to move around inthe outfit to make sure they can movefreely. Suggest that they “swing” a rac-quet, trying a variety of strokes while try-ing on the clothes.

The more comfortable your customersfeel and the better they look, then themore confidence they’ll display on thecourt. You want that positive take-away—when you can help your customers lookgood and feel good, you’ll help ensurethat they’ll come back to your store. w

ith the proliferation of appar-el manufacturers, clothingstyles, and fabrications for

court sports, it’s important for retailersto outfit their customers with the rightstyle and fit for their fashion preferencesand body type.

Here’s where knowing your customerbase comes in handy. If your customersare a genuine cross-section of ages andbody types, you have to stock a varietyof styles and sizes, including plus sizes ifyou have a segment of shoppers who fitthat category. Manufacturers that maketighter fitting apparel will appeal to themore fit and trim seg-ment of your cus-tomers, and the youthsegment. (Keep inmind, tighter fittingclothing may runsmall.)

For those womenwho want and need amore “classic” fit,you’ll also want tokeep longer dresses,skirts and looser fit-ting tops in stock. Formen, the fit choicesare more clear-cut,though traditionallyminded players mayprefer shorts that are slightly shorter andshirts that are looser and less fitted.

Ease of MovementRemember that when players are look-ing for tennis tops, ease of movement isa key; fashion is one thing, but playersshouldn’t feel their movement is beingrestricted. Fabrication also is impor-tant—pick fabrications that are light-weight, wick moisture away, and arebreathable.

Find out if your customers run a loton the court—this may indicate how

W

Fit for the CourtWhat should you consider when helping yourcustomers find the right tennis clothes?B Y C Y N T H I A S H E R M A N

www.racquetsportsindustry.com www.racquetsportsindustry.com

Tips for Fitting Apparelw Know your customer base and

stock the apparel that will bestappeal to what they like, wantand need.

w Stock a variety of sizes andstyles—if you have space limita-tions, stick to this within your bestselling brand.

w Always encourage customers totry things on.

w Personal service and attention isessential to help your customerfind the best fit and style for theirbody type and playing style.

BRING MORE KIDS TO YOUR COURTS!

nlc eon_

worldwide DAY oF PLAY

August 2012 RACQUET SPORTS INDUSTRY 25 www.racquetsportsindustry.com

T H E S T R I N G E R ’ S F I L E

RACQUETWIZARDRACQUETWIZARD

B Y K E N T O S W A L D

For top pros and recreational players alike, racquetcustomizer Roman Prokes is the unseen champion.

Roman Prokes, the Czech-born “stringer to the stars,” isfamed for his racquet sorcery. Bold-faced tennis namestrusting him with their sticks (and thus careers) have

included Andre Agassi, Jennifer Capriati, Lindsay Davenport, GugaKuerten, John McEnroe, Andy Roddick, Gabriela Sabatini, MariaSharapova, and Caroline Wozniacki. Still, the most amazing aspect of his résumé is that, for much

less than the greats will pay, he providesthe same craftsmanship and eye fordetail in figuring out how to select, stringand customize a racquet for anyone whowalks in off the street into one of his threemetropolitan New York RPNY stores orwherever else an average or extraordi-nary player may catch up with him.The nuts and bolts of Prokes’

approach is a holistic vision of an individ-ual’s needs and a racquet’s adaptability togame improvement. No two players havethe same strokes and no racquet playsthe same in different hands. “You learn what to look for,” Prokes says about his consulta-

tions for top pros, rank amateurs and players in between. Askingsomeone to describe their game or reading manufacturing specs

is only a first step to selecting a racquet, string and tension or mak-ing refinements to weight, balance and grip size that will increasewhat a player receives back from his or her game.

For the Love of Tennis“When you love tennis you like everything about it,” says Prokesabout how he got his start in the game, “and stringing is one part.”

Prokes emigrated from Czechoslovakiain 1981 in reaction to the continuingoppression by the ruling communistNational Front Party. “Eventually I workedmy way to [Tennisport], where I startedworking with a gentleman who used tostring there. I’m good with my hands,” hesays. “I find [stringing] very detail-oriented[and] very important. You can spend a cou-ple hundred dollars [on a frame], but youstring it incorrectly and you’ve wasted yourmoney.”A one-time player himself—now often

working seven days and 70 hours a weekhe struggles to fit in a few quick 45-minute squash sessions forexercise—Prokes was “inquisitive and curious about technologiesand styles of play,” finding himself “getting deeper and deeper”

‘When you lovetennis you likeeverything aboutit, and stringing isone part.’


For top pros and recreational players alike, racquetcustomizer Roman Prokes is the unseen champion.

Photo by David Kenas


into what makes players and their racquets click. Discounting hisyears consulting with top players, manufacturers and the experi-ence gained by stringing and customizing thousands of differentracquets for different situations, Prokes—who is usually thoughtto sit at the top of the stringer’s pyramid with Jay Bosworth andNate Ferguson—boils down his expertise to one ingredient: “Anopen mind is the most important thing for a stringer.”From a player’s perspective, howev-

er, it is all about the trust createdthrough listening, observing andresponding. As Andre Agassi wrote inhis autobiography, Open: “So vital is Roman to my game that

I take him on the road. He's officially aresident of New York, but when I'mplaying in Wimbledon, he lives in Lon-don, and when I'm playing in theFrench Open, he's a Parisian. Occasion-ally, feeling lost and lonely in some for-eign city, I'll sit with Roman and watchhim string a few racquets. It's not that I don't trust him. Just theopposite: I'm calmed, grounded, inspired by watching a crafts-man. It reminds me of the singular importance in this world of ajob well done.”

Tournament StringingProkes also has the trust of manufacturers. Wilson, in addition toasking Prokes’ advice on strings and stringing machines, con-tracted with RPNY for the last eight years to lead the stringingteam they put together for the Australian Open, Sony EricssonOpen and US Open. (Prokes would be there in any case support-ing the dozen or so toppros with whom he hascontracts.) According toRon Rocchi, Wilson’s globaltour equipment manager,“The Wilson StringingTeam was created to high-light our expertise in tourservice [as well as the stringline and Baiardo stringingmachine] ...Roman hasbeen a big part of our suc-cess from the beginning,his knowledge and exper-tise are well known in theindustry.”To complement the

RPNY staff, Prokes con-tracts with accomplishedstringers willing to put theirown preferences aside aspart of a team that top proscan rely on for completeconsistency from tourna-ment to tournament. “Youcan get a great cup of coffeein all places around theworld,” he says, “but it is

hard to find the same great cup of coffee everywhere. That’s whatwe are trying to build”In addition to everyone calibrating on the same machines to

the exact same tensions, tying off knots at the same length, criss-crossing strings in the same pattern, stenciling with the sameamount of ink, etc. for a few thousand racquets a tournament, theteam also prides itself on consistent player interactions. The front

desk to the stringer’s lair is digitallyenabled, carrying institutional memory in adatabase from event to event. Again, thekey is trust. Players’ likes, dislikes,demands and even seeming whimsies willbe honored the same way each time theyentrust the team with their racquet.

Always LearningAs for Prokes, even after all he has seenand the stringing/customizing/retailingempire he has created, there seems no endin sight to his desire to keep putting in the

hours. “To this day I don’t think it is boring. There is always some-thing new to learn,” he insists. He can fascinate, lecturing like a college’s most popular pro-

fessor, about how the racquet and string technology runs parallelto players’ physical development; and how, paradoxically, whilethe new poly strings with their softer feels and bite on the ballallow for play that would have been impossible 30 years ago, onthe racquets and with the players of even the recent past thesame strings would have been considered “dead,” unplayable. He can excite, as when explaining that while there hasn’t been

anything revolutionary in racquet technology since graphite tookover, there is incrediblepromise with the solid bodies. And, poetlike, he can wax

rhapsodic on how stringingmachines are much better—“night and day”—comparedto those of even the recentpast … although, of course,“You have to know what todo with them to really takeadvantage of the technolo-gy.”The RPNY “franchise” is

expanding to other clubs inthe New York metropolitanarea. And the work frommanufacturers keeps arrivingin a steady stream. Most ofall, players who want to bet-ter their game keep comingthrough the doors. “What we do for the pros,

we can do for anyone aswell,” Prokes says. “We canhelp pretty much everybodyto love the game of tennis,and then you do with it whatyou want to do with it.” w

‘We can help pretty much every-body to love thegame of tennis.’



• I ~I • ~ .

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F A C I L I T Y M A N A G E M E N T

MEMBERSHIPDRIVEMEMBERSHIPDRIVE

B Y R O D H E C K E L M A N

A more aggressive sales approach may be what youneed to bring more members to your facility.

The standard approach for most every club or facility is toprovide a tour for a prospective member. You know theroutine: Your front desk gets a call or a member refers

someone and the first step to selling that new membership is toshow them your facility, introduce them to your programs andexplain to them how they are going to enjoy using your club.

Some clubs have salespeople to conduct this task so that amore professional approach can be guaranteed. Not only does thisensure a complete introduction, but also it often provides anopportunity to negotiate the transaction on a case-by-case situa-tion. If all goes as planned, you have a new member.

Unfortunately, with these more challenging economic times,that technique may need to be shelved and a new, more aggres-sive approach may need to be employed.

In years past, giving a tour to a prospective member wouldhave seemed appropriate and welcoming, but would you give atour to someone who is attending a party you’re hosting?

Wouldn’t you just invite them in and have them become part ofthe festivities? If they are inquiring about your club, they arealready interested in becoming a member. Aren’t most of thequestions and answers that are provided during a tour also provid-ed through usage?

No NegotiatingToday, prospective members, and for that matter most con-sumers, will probably make the decision to join in a matter of min-utes. These are minutes you can’t waste or misuse. Today, youwant those prospective members to feel like members as soon asthey walk in the door.

You see this happen today with car sales. Often the car sales-person will just toss you the keys, do a little paperwork and tellyou the car is yours to enjoy. The idea is aggressive and effective;you go on the lot and if you like a car, you own it.

Clubs need to do the same thing; you walk into a club to

inquire about a new membership and bingo, you’re a member.No tours, no negotiating, you just begin to use the club in thefashion you had hoped to use it.

If they are hoping to become a tennis member, you linethem up with a current member, get them court time and havethem hitting balls right away. With swimming or fitness, theyshould not only be introduced to the facility and able to use it,but also be introduced to one of your staff who works that areaof the facility. Let that staff person show them how to best usethe pool or fitness center and maybe even help them take partin a swim or fitness class.

In sales you hear a lot about closing the deal. With this newapproach, the deal should be considered closed when they walkin the front door. Don’t waste their and your time trying to findout how they ended up inquiring about your facility. You willhave plenty of time to gather that information once they are amember. Your first and foremost task is to get them to use andenjoy your club—any way possible. If that can happen, you areon your way to having a new member.

Following UpIt should be in your program to always follow up with a newmember a few weeks after they have joined. Hopefully you havein place an intro that they receive freefrom a staff person in each department.Tennis facilities in particular shouldalways have the tennis pro review theplayer’s game and show them how toproperly use the facility and meet others.

Eventually you will find out how theydiscovered your facility and you will beable to use that information to help youwhen locating your advertisement. Withmost clubs it is referrals, and putting inplace a system to recognize and maybereward those referrals is a smart plan.

If by chance you were not able to sellthat membership during that initial con-tact, you can always take a second shot atthem. When doing so, avoid e-mails that look like they are mass-produced. Also avoid any threatening end to some special salesprogram. If for some reason they cannot meet that deadline,that threat results in sending them elsewhere.

To this day, a call or personal contact is still the best methodof following up with a prospective member. It is during this sec-ond time around that you hope to discover what might havebeen missed on their initial visit. For this to happen, avoid pro-viding them with more information about what you have tooffer or what your competition can’t offer, but rather simply askquestions as to what they want. It’s the salesperson that needsinformation, not the prospective buyer, and although they mayhave been visiting other clubs, putting down the competitionbrings a negative context to the conversation. Stay focused onwhat their goals and desires are and, hopefully, you can recruitthem.

Another common mistake in the follow-through with aprospective member is the use of a numerical survey. You get

these a lot from large corporations that are trying to managefrom the top down. The service industry, which is what we arein, is about developing relationships and discovering what mem-bers want and look for in a club. I doubt very much that in a per-sonal relationship you would ask your partner, “On a scale of 1to 10, how do you feel our relationship is going?” Would youjudge art at a museum on a scale of 1 to 10? Surveys should askquestions that allow feedback that is more thorough and insight-ful. Most facilities have sufficient staff to review answers andrespond to input. Take advantage of that and listen, react andchange to better your sales program.

Eliminating HurdlesMany clubs are also moving away from prospective membershaving to make an appointment to see the facility or meet thesalesperson. The problem with this model is that it creates a hur-dle for the buyer to have to take on. Even if your facility providescommissions for sales, consider creating a program that trainsevery front-desk person on how to conduct a sale. Packaging acommission program for that model can be done and the resultscan be very lucrative and productive. The club gains membersand the front-desk staff are more motivated to take part in sales.This can also provide extra income for the front-desk staff,

allowing you to adjust salaries.The fact is, if you have hired the

right type of person to work your frontdesk, they are probably perfect forsales. Selling in our industry is allabout liking people and wanting tohelp them, and isn’t that one of themost important qualities you want in afront-desk person?

Not just the front-desk staff, butyour entire staff, can sell member-ships. The tennis pros, swim instruc-tors, trainers, massage therapists, allof them can have great influence onprospective members. More and moreclubs are rewarding these key people

and even creating programs that provide extra income whenthey take part in member retention.

Imagine a tennis pro getting a small commission at the closeof a sale, and then at the end of the year receiving another com-mission because that member is still active. Now imagine thatreward process taking place every year as long as that memberis active. The results are twofold, both improving membershipand staff retention. The bond between the member and thatstaff person is an important association that impacts the experi-ence both will have at your club. It will always remain a healthyexperience and contribute to member retention if you reward it.

This aggressive sales program is not for everyone. If you’reafraid of losing your exclusive image or you have a waiting listto join your club, then this approach might not be suited for you.But if you’re trying to survive these tough times and are lookingto increase your membership, give this approach a try. Just tossthe prospective member a membership card and tell them totake a drive. w


‘A call or personalcontact is still thebest method of following up withprospective members’


EQU IPMENT

KNOCKING IT OFFKNOCKING IT OFF


The sports industry, including tennis, is takingsteps to combat counterfeit products, which harmmanufacturers, retailers and consumers.

Fake sports products, including tennis racquets, shoes,apparel, strings and accessories, are a disease that too oftenwe all try to ignore.

Manufacturers worry that highlighting knock-offs of their prod-ucts may tar their brands. Authorized retailers can never be surehow much money they may be losing to sales of fake productssince it is often only when a racquet gets on a machine forrestringing that they are face to face with a deception. And cus-tomers often are reticent to admit they were taken in by the too-good-to-be-true deal they nabbed on the internet or on a streetcorner.

No matter how many eyes are averted from the threat (see“Faked Out” in the January 2011 issue of RSI), the problem doesexist for tennis and the sporting goods industry as a whole—evenas specific incidents of loss for individuals or companies within theindustry are hard to pin down. The tennis industry itself estimates,conservatively, that legitimate dealers are losing $30 million ayear to fake racquets.

Examples of recent enforcement success hint at the overallscope of the problem and efforts to drive counterfeiters out ofbusiness. In May, the U.S. Department of Justice seized more than$1.5 million in proceeds as part of a crackdown on counterfeitsports merchandise codenamed Operation in Our Sites, begun in2010 to fight intellectual property piracy. Last November, the DOJ“celebrated” Cyber Monday (the peak day for online sales in therun-up to Christmas) by taking down 127 domains selling counter-feit sporting goods. In both cases, tennis merchandise was part ofthe scam.

And, in a critical development, apparel brands UGG’s and Her-mes recently won millions of dollars against websites selling coun-terfeit products—and they were awarded the money from thedefendants’ PayPal accounts. Previously, it was nearly impossibleto recover money from defendants, but the initiative (by the U.S.Immigration and Customs Enforcement) puts some teeth intoanti-counterfeiting efforts and allows the DOJ to recover funds col-

lected via PayPal as well as money transferred from PayPalaccounts to bank accounts in China.

Surprisingly, the response from one large manufacturer’sspokesperson to a query regarding this problem’s scope was thatthey “do not have counterfeit issues with their merchandise.” Thisdespite a documented and fairly extensive trail of mentions in arti-cles and chat on tennis bulletin boards to the contrary.

Bruce Levine, a member of the Tennis Industry Association’sRetail Panel and general manager of Courtside Racquet inLebanon, N.J., suggests that, “If it’s a minute problem, [companies]are going to try and hide it. If it’s under control a company may notwant to talk about it so the consumer doesn’t hear about it.”

“We saw some of this for a while, mainly [of two well-knownbrands],” says Steve Vorhaus, owner of Rocky Mountain RacquetSpecialists in Boulder, Colo. “We haven't seen one in about a year.My recommendation to consumers is not to shop on auctionsites.”

The TIA, in fact, has taken steps to bring this problem to theforefront with a “Counterfeit Racquet Alert” campaign thatincludes the website www.keeptennisreal.com to help consumers,and to have retailers become “verified dealers.” The free servicefor “verified dealers” allows retailers to be listed on consumersearches and provides dealers with materials they can use—bothin their stores and on their websites—to alert consumers to theproblem of counterfeit product.

“We’ve been talking with the Sporting Goods ManufacturersAssociation and other groups to help fight this problem,” says TIAExecutive Director Jolyn de Boer. “There is a proliferation of inter-net shopping sites popping up, with the majority from China, thatoffer discounts and amazing deals, and these sites are illegal. Theyhurt the industry, the manufacturers, retailers and the unknowingconsumers who buy counterfeit equipment and product.”

“Consumers initially may think they are getting a good deal,but when they use the counterfeit product and realize perfor-mance and feel is well below the expected quality and perfor-


mance standard, they will end upspending more money overall—to pur-chase the authentic product plus themoney wasted on the counterfeit,” saysTIA President Jon Muir, who is also theworldwide general manager of WilsonRacquet Sports. “This is as much abrand issue as consumer issue, and Wil-son is very active monthly in identifyingand shutting down illegal sites and auc-tions, and we actively pursue any coun-terfeit racquets we find in the market.”

The TIA also is making consumersaware in conjunction with friendly rivalgolf, whose efforts to combat piracy areoutlined at www.keepgolfreal.com. Suc-cess for one is good for both, and to thatend is good to note that in the last 18months the golf folks have worked withChinese law enforcement to execute 18raids resulting in the seizure of nearly110,000 counterfeit golf products.

Golf group spokesperson JasonRocker describes the mutual enemy, 90percent of which he estimates is manu-facturing their counterfeit wares inChina (home also of most legitimatemanufacturing) as, “just an evil group.”

The industry fear is that golfers whothought they were getting a deal aremore likely to wonder why their clubunderperforms in distance or control—assuming that the shaft doesn’t shatterupon contact or the head fly off mid-swing. “You are dealing with a criminalelement,” Rocker says. “Sometimes thelack of organization of that is the chal-lenge that we’re facing in terms of wehave to work extra hard to identify themand shut them down.”

Federal InterventionFighting, even finding, such malefactorsrequires more than just tennis and golfcooperation. Bill Sells, the vice presidentof governmental relations for the SGMA,explains that the umbrella organizationof the sporting goods industry hasaligned under an even larger politicallobbying group, the Coalition AgainstCounterfeiting and Piracy. That group “is working with Congressand the Federal Government to help address the problem ofonline sales of counterfeit products. We also support efforts bythe Custom and Border Patrol’s (CBP) Immigration and CustomsEnforcement division targeting imports of counterfeit products.”

There are positives and neutrals to report. SMGA’s spring2012 “state of the industry” report includes the summary ofaction: “With no legislative fix currently available, the industryhad some notable successes working with the federal govern-

ment’s Intellectual Property Rights Cen-ter. The IPR Center has successfully shutdown rogue websites trafficking in coun-terfeit goods."

The SGMA estimates the retail value ofcounterfeit products seized by Immigra-tions and Customs Enforcement in 2011at $1.1 billion—with footwear and appar-el the largest sports-related categories,making up about 23 percent of that total.SGMA ominously notes an increase in thenumber of counterfeit seizures as moreshipments are made directly to con-sumers.

Guilt By Association?While the successes are newsworthy,there does seem to be a sort of melan-choly in the air about “solving” the prob-lem of counterfeiting—kind of likecleaning up a Jell-O mess using a ham-mer. One company’s sales manager (whopreferred anonymity) explained that,“We do our best to provide customerswith high quality, premium products thatprovide them with a positive perfor-mance experience. When consumerspurchase a fake product and have a poorexperience with it, we don’t want themto associate that negative experiencewith our brand. Counterfeit racquets arequite easy to find on the web, and gettingacross the message, ‘If it looks too goodto be true, it probably is,’ can be difficultto get out to uninformed consumers. Wetake a very proactive approach againstwebsites that sell counterfeit products bygoing after the hosting companies, whowant nothing to do with trademarkinfringement issues. The challenge herecan be that new sites pop up as quickly asyou shut them down.”

Mostly unspoken, although certainlyone of the largest concerns in a difficulteconomic environment, is that everyeffort to fight the “bad guys” adds to thecost of a legitimate sale.

“We have implemented policies andprocedures to prevent counterfeiting ofour racquets and strings on the ‘front

end,’” offered another company’s sales manager. “It does comewith additional costs, but it is better to implement these policiesand procedures to protect the products of the brand while pro-tecting the consumer and retailer.”

And since those costs reverberate, it is incumbent on every-one at every level of the sales chain—manufacturer to con-sumer—to do what they can to buy legit, speak up when theysuspect something is amiss, and always keep in mind the basicmantra: “If it looks too good to be true, it probably is.”w

What to Look ForCounterfeiters are becoming increas-ingly sophisticated. While we can’temphasize enough the importance ofpurchasing from an authorized, veri-fied dealer, if you get a product thatlooks suspect, here are some thingsyou can check.

Racquets:w Check graphics carefully for “mis-

spellings,” questionable paint jobsand other cosmetic miscues.

w Compare published racquet specssuch as the weight and balance.

w Listen for any rattles or loose partsinside the frame.

Clothing and shoes:w Consider “hand feel” of the garment,

or the “interior construction” and“comfort” of the shoe.

w Look for shoddy stitching or missing,poorly designed labels.

Strings:w Look for the manufacturer’s stamp

on the string and make sure of cor-rect brand name, model name andgauge.

w If there is a question, check for indus-try updates or file a report atwww.keeptennisreal.com.


Our International ConnectionA few months ago, we received anemail from Petros Biris of Greece, aUSRSA Master Racquet Technicianand the head coach and tennismanager at Nea Ionia Tennis Club.Biris (www.racketspecialist.gr) is alongtime stringer for recreationaland professional players, and hasstrung at top pro tournamentssince 1997.

Attached to his email was a photo-graphic journey comparing a realHead YouTek IG Speed 300 frame,the kind of racquet used by worldNo. 1 Novak Djokovic, with a coun-terfeit version of the same frame.“The results of our research provedthat factories are a step closer inproducing widely deceiving frames,at least at first look,” Biris wrote.

His document included 16 photosshowing side-by-side instances ofwhere the fake frame differed fromthe original—but in some instances,the differences were incrediblyhard to distinguish, if at all. Then heand his staff hit with the frame.

“Our on-court tests showed thatthe fake stick falls short in perfor-mance, being unable to quicklyrecover from its bend position fol-lowing impact,” he wrote. “A deadfeel was present in almost everyshot due to the lack of proper stiff-ness at multiple points along theframe and to the cheap materialused. The complete absence of on-court performance makes it enoughto distinguish the original from thefake. The common flaw of the fakesis always present and it is no otherthan the so-called ‘dead feel.’”

We’ve reproduced some of hisphoto comparisons here, but youcan see the whole document, withphotos, on our website, www.rac-quetsportsindustry.com.

As Biris concludes: “Shouldn’t youthink twice next time you buy fromnon-trusted sites?”

This is one of the more obvious differences between the fake racquet andthe original. The counterfeit frame has less distance between the brandname and the model name on the throat.

The grip of the counterfeit racquet is of very poor quality, both in materi-als and in application, and while it has “Head” on it, it’s not in black. Also,the black rubber band at the top of the grip doesn’t have the manufactur-er’s name on it.

Removing the “trap door” on the butt of the handle shows that the coun-terfeit frame handle is filled with foam, something not in the original. Theinside of the lid of the butt cap also shows differences, and the fake rac-quet doesn’t have the production code TK219.

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

STRINGING IT UP!STRINGING IT UP!


How do you increase your stringing business? 1) Find the right machine for you. 2) Re-educate your players on when to restring.

Restringing. Here’s a subject that needs some seriousrethinking. There’s an old axiom within our industry thatsays however many times you play in one week, you

should string your racquet that many times each year. In my opin-ion, this is so outdated that the industry as a whole could benefitfrom a new approach.

With RSI’s annual Guide to Stringing Machines on the followingpages, which lists dozens of models from 13 different manufactur-ers, now is a good time to consider your stringing business andhow you can step it up. One major way—and probably the bestway—to give your stringing machine even more of a workout is toeducate players on when they need to restring. Here’s some foodfor thought.

Frequency of PlayNot every player plays the same amount of time each time theygo to the court. I had a client who played twice a week, and he wasblowing through a set of 15L nylon in four weeks. This is a stringthat typically is quite durable but, as it turns out, his twice a weekwas once on Wednesday for 1-1/2 hours and all day Saturday foreight hours, with a short break for lunch. In one day, he was play-ing nearly as much as the average player was playing in a month!

Strings Are DifferentAll strings are different, beginning with the basic construction allthe way down to the materials used and the coatings applied.Some strings move more than others, for a variety of reasons,such as the coating, the string pattern of the racquet, the referencetension used to install the strings, and the way the player hits theball. All of these factors need to be considered on an individualbasis, not by some axiom that dictates a carte blanche policy.Another example is that strings will typically move more on a rac-quet with a more open pattern, like 16x19, than on one with amore closed pattern, such as an 18x20.

Players Hit the Ball DifferentlyString movement causes notching, which in turn can cause pre-mature breakage. If your player has a flat stroke, the strings on theframe are going to move far less than a player that hits with severetopspin or slice. Likewise, some players knock the cover off the

ball while others hit with finesse that can lull you and the ball tosleep. There’s going to be a huge difference in the life of the stringdepending on how a player strikes the ball.

Racquet CareStrings, with the exception of natural gut, are made of syntheticmaterial. Most tennis racquets are strung between 40 and 70pounds, which puts the string under tremendous stress. Leavingthe racquet in a car or trunk in mid-August when the ambient tem-perature is high means the temperature in the car is going to besuper hot. Records show that an outside temperature of 104degrees was then measured in the trunk of a car, and the mercuryreached 160 degrees. Strings are going to be screaming as theystretch at that temperature; a player may as well be prepared tocut them out and restring.

Individual ResultsSo where does this leave us? Do we still tell our clients to string asmany times in a year as they play in a week?

My vote is a resounding “NO!” We need to take a differentapproach on this subject and look at players on an individualbasis.

Consider this: I use a software package that records every pieceof data imaginable when I service a racquet. It allows me to tracktime between restringing, program time frames for restringing forthat player (180 days, etc.), and run daily reports that will send anemail notification to the player when it’s time to restring based onthe time frame I programmed in for them. This is all done by theplayer’s history and it usually takes about three to four times ofrestringing their racquet to nail the time frame down.

This is the 21st century. It’s time we start using the technologyavailable to us, instead of relying on outdated axioms. Your play-ers will appreciate your professional approach, and I’m bettingyou’ll see an increase in restringing revenue. Who wouldn’t likethat? w

USRSA Master Racquet Technician and tour stringer Tim Strawn owns and

operates www.grandslamstringers.com and www.gssalliance.com and is the

founder and owner of the GSS Symposium, set this year for Sept. 22-26 in

Tampa. Contact him at [email protected].

B Y T I M S T R A W N

[email protected]

Babolatwww.babolat.com877-316-9435

AGwww.gutermanintl.com800-343-6096

Gammawww.gammasports.com800-333-0337

Klipper USAwww.klipperusa.com800-522-5547

Price WarrantyBrand Model (MSRP) (years)


2 0 1 2 G U I D E T O S T R I N G I N G M A C H I N E SSport Height Mounting Tensioning

Pacific North America LLCwww.pacific.com [email protected]

Tabletop Option

Height Adjustable

2 Point Mounting

4 Point Mounting

5 Point Mounting

6 Point Mounting

Turntable L

ockStringing Machine

Selector

Tennis

Racquetball

Squash

Badm

inton

Stand Inclu

ded

Stand Available

Tabletop Standard

Leveling Pads on Stand

Leveling Pads on Tabletop

360 R

otation

Turn Table Speed Control

Drop Weig

htFull C

lutch-Drop

Ratchet System-Drop

Hand Crank

2 Sided Crank

Electric

Beeps O

n/Off


1 - Magnetic auto clamp base release2 - Flying clamp starting pins3 - Single swivel fixed clamp

601F $219 5 x x x x x x x x x x x x x x x x

602F $269 5 x x x x x x x x x x x x x x

602S $379 5 x x x x x x x x x x x x x x x x

603GB $549 5 x x x x x x x x x x x x x x x x x x x

603S $699 5 x x x x x x x x x x x x x x x x x x x

607 $799 5 x x x x x x x x x x x x x x x x x x

Pioneer DC Plus $469 5 x x x x x x x x x x x x x x x x x x x x x

Revo 4000 $699 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x

Axis Pro $799 5 x x x x x x x x x x x x x x x x x x x x x $

Apex Plus $1,299 2 x x x x x x x x x x x x x x x x x x x x x x $

Ghost $2,495 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

Phantom $3,350 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

Sensor $5,795 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

Sensor Expert $8,500 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 1

Star 5 $3,695 3 or 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

X-2 $169 Life x x x x $119 x x x x x x x x x x x x x x $

Progression 200 $169 Life x x x x x x x x x x x x x x x x x $

Progression 602 $349 5 x x x x $119 x x x x x x x x x x x x x x $

X-6 $369 5 x x x x $119 x x x x x x x x x x x x x x $

Progression 602 FC $479 5 x x x x $119 x x x x x x x x x x x x x x x $

X-6 FC $499 5 x x x x $119 x x x x x x x x x x x x x x x $

Progression ST II $729 5 x x x x $119 x x x x x x x x x x x x x x x x x x $

X-ST $749 5 x x x x $119 x x x x x x x x x x x x x x x x x x $

Progression Els $1,129 5 x x x x $119 x x x x x x x x x x x x $

X-Els $1,149 5 x x x x $119 x x x x x x x x x x x x $

5003 w/6pt QM System $949 5 x x x x x x x x x x x x x x x x x x x x x x $

5003 w/6pt QM SC System $1,049 5 x x x x x x x x x x x x x x x x x x x x x x $

5003 w/2pt SC System $1,149 5 x x x x x x x x x x x x x x x x x x x x x x $

6004 w/6pt SM SC System $1,299 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

6004 w/2pt SC System $1,299 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

5800 Els w/6pt QM System $2,199 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

5800 Els w/6pt QM SC System $2,299 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

5800 Els w/2pt SC System $2,399 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

6900 Els w/6pt SM SC System $1,899 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

6900 Els w/2pt SC System $1,899 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

8800 Els w/6pt SM SC System $3,299 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

8800 Els w/2pt SC System $3,299 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

Klippermate $159 Life x x x x $115 x x x x x x x x x x x x x x x x x x 2

Klippermate Bad’ton $179 Life x $115 x x x x x x x x x x x x x x x x x x 2

280-CS $245 10 x x x x $115 x x x x x x x x x x x x x x x x x x 2

440-CS $445 10 x x x x $115 x x x x x x x x x x x x x x x x x 2

Digital DX8 $9,995 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x $

Digital 700 $7,995 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x $

Tronic DX6 $6,495 2 x x x x x x x x x x x x x x x x x x x x x x x x $

Tensioning Clamping Extra Features

Weight Tools IncludedMu

ltiple S

peed Pull

Constant-Pull

Lockout

Prestretch

Linear Pull

Self Elevating Linear Pull

Automated Tensio

n Relea

seDiablo/Nosecone

Rotational Tensio

ner

Foot Pedal Tension Activator

Pounds & Kilos T

ensio

nMa

nual Calibration Adjustable

Self-Calibrating

Diam

ond Coat Tensio

n Head Grip

Knob/Dial Tensio

n Settings

Plus/Minus Touch Pad Tensio

n Set

Full K

eypad Tension Setting

LED/LCD Tension Display

Flyin

g Clam

psFixed Clam

ps on Glide B

ars

Dual Sw

ivel Double A

ction Fixed

Dual Sw

ivel Sincle

Action Fixed

360 D

egree C

lamps on Glide B

ars

Diam

ond Dust Clam

ps

Tool Tray

Cover Included

Cover A

vailable

String Me

asurer

Built-in Ruler

Reel Rack

Multilingual Touchsreen Disp

layKnot Tensio

ning

Removable Electric T

ensio

ner U

nit

Automated Base R

elease C

lamps

No Tool Needed to Adust Clam

ps

Racquet Stand

Cabinet w

ith Drawers

Under 50 lbs

50-75 lbs

Over 75

lbs

Starting Clam

pDiagonal Cutters

Needlen

ose P

liers

Awl

Flyin

g Clam

psAssembly Instructions/Video

Owners Manual/Video

Guiding Aw

lBent Nose P

liers

Assembly T

ools

Notes


x x x x x x

6 x x x x x x

6 x x x x x x

6 x x x x x x x x x

6 x x x x x x x x x

6 x x x x x x x x x

P x x x x x x x x x x x

R x x x x x x x x x x x x x x x x

A x x x x x x x x x $15 x x x x x x x

A x x x x x x x x x x $15 x x x x x x x

G x x x x x x x x x x x x x x x x x x x x x x x

P x x x x x x x x x x x x x x x x x x x x x x x x

S x x x x x x x x x x x x x x x x x x x x

S x x x x x x x x x x x x x x x x x x x x x x x x x 1

S x x x x x x x x x x x x x x x x x x x x

X x x x x x x x $29 x x x x x x x

P x x x x x x x $29 x x x x x x x

P x x x x x x x $29 x x x x x x x

X x x x x x x x $29 x x x x x x x

P x x x x x x x x $29 x x x x x x x

X x x x x x x x x $29 x x x x x x x

P x x x x x x x x x x x $29 x x x x x x x x x

X x x x x x x x x x x x $29 x x x x x x x x x

P x x x x $35 x x x x x x x x x x x x $29 x x x x x x x x x

X x x x x $35 x x x x x x x x x x x x $29 x x x x x x x x x

5 x x x x x x x x x x x $29 x x x x x x x x x



6 x x x x x x x x x x x x x x x x x x x x x x

6 x x x x x x x x x x x x x x x x x x x x x x

5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x





8 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

8 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

K x x x x x x x x x x x x 2

K x x x x x x x x x x x x 2

2 x x x x x x x x x x x x 2

4 x x x x x x x x x x x 2,3

x x x x x x x x x x x x x x x x x x $895 x x x x

D x x x x x x x x x x x x x x x x x $45 x x x $395 x x x x

T x x x x x x x x x x x x x x $795 x x x x

Mutual Powerwww.mutualpower.net832-878-8866

Princewww.princetennis.com800-283-6647

Stringwaywww.alphatennis.com800-922-9024

Tecnifibrewww.tecnifibre.com888-838-3664

Wilsonwww.wilson.com800-272-6060

Wise USAwww.tennishead.com888-836-7466

Yonexwww.yonexusa.com800-449-6639

Price WarrantyBrand Model (MSRP) (years)

2 0 1 2 G U I D E T O S T R I N G I N G M A C H I N E SSport Height Mounting Tensioning

Tabletop Option

Height Adjustable

2 Point Mounting

4 Point Mounting

5 Point Mounting

6 Point Mounting

Turntable L

ockStringing Machine

Selector

Tennis

Racquetball

Squash

Badm

inton

Stand Inclu

ded

Stand Available

Tabletop Standard

Leveling Pads on Stand

Leveling Pads on Tabletop

360 R

otation

Turn Table Speed Control

Drop Weig

htFull C

lutch-Drop

Ratchet System-Drop

Hand Crank

2 Sided Crank

Electric

Beeps O

n/Off


4 - Accessory Drawer5 - Note 1: Electric Stand $850, Customizable Machine Color $500, Customizable Stand Color $150.Note 2: Pro Becomes Pro Select if one or more of the following upgrades are added (Dual Swivel SingleAction Fixed Clamps $500, String Measurer $300, Multilingual Touchscreen Display $650, ElectricTurntable Lock $500)6 - Electric Turntable Lock - Upgrades Available (Electric Stand $850, Customizable Machine Color$500, Customizable Stand Color $150)

Hercules 680 $339 5 x x x x $110 x x x x x x x x x x x x x x x x x x x x x x x

Hercules 690 $389 5 x x x x $110 x x x x x x x x x x x x x x x x x x x x x x x x



Titan 7700 $599 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x

Atlas 8600 $829 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

Atlas 9600 $999 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x

Neos 1000 $1,099 3 x x x x x x x x x x x x x x x x x x x x x x x

Neos 1500 $1,299 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x

Prince 5000 $3,499 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 4

Prince 6000 $3,799 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 4

ML90 - O92 - TH $708 10 x x x x x x x x x x x x x x x

ML90 - O92 - T98 $903 10 x x x x x x x x x x x x x x x

ML90 - 092 - T92 $999 10 x x x x x x x x x x x x x x x

M100 - O92 - TH $767 10 x x x x x x x x x x x x x x x

M100 - O92 - T98 $962 10 x x x x x x x x x x x x x x x

M100 - O92 - T92 $1,058 10 x x x x x x x x x x x x x x x

ML100con - O92 - TH $787 10 x x x x x x x x x x x x x x x x

ML100con - O92 - T98 $1,121 10 x x x x x x x x x x x x x x x x x x

ML100con-O92 - T92 $1,244 10 x x x x x x x x x x x x x x x x x x

ML120con - O92 - T98 $1,179 10 x x x x x x x x x x x x x x x

ML120con - O92 - T92 $1,299 10 x x x x x x x x x x x x x x x

MS 200con T98 $1,394 10 x x x x x x x x x x x x x x x x x x x x

MS 200con T92 $1,518 10 x x x x x x x x x x x x x x x x x x x x

TF-6000 $6,500 2 x x x x x x x x x x x x x x x x x x x x x x x x x x x x

Ergo Pro (Pro Select) $7,500 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 5

Ergo Touch $10,000 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 6

Baiardo $6,000 3 or 5 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 7

2086 Professional $495 2 x x x x x x x x x x x x $

Electronic Tension Head

ES5 Pro Tech $6,999 3 x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x x 9

Tensioning Clamping Extra Features

Weight Tools IncludedMu

ltiple S

peed Pull

Constant-Pull

Lockout

Prestretch

Linear Pull

Self Elevating Linear Pull

Automated Tensio

n Relea

seDiablo/Nosecone

Rotational Tensio

ner

Foot Pedal Tension Activator

Pounds & Kilos T

ensio

nMa

nual Calibration Adjustable

Self-Calibrating

Diam

ond Coat Tensio

n Head Grip

Knob/Dial Tensio

n Settings

Plus/Minus Touch Pad Tensio

n Set

Full K

eypad Tension Setting

LED/LCD Tension Display

Flyin

g Clam

psFixed Clam

ps on Glide B

ars

Dual Sw

ivel Double A

ction Fixed

Dual Sw

ivel Sincle

Action Fixed

360 D

egree C

lamps on Glide B

ars

Diam

ond Dust Clam

ps

Tool Tray

Cover Included

Cover A

vailable

String Me

asurer

Built-in Ruler

Reel Rack

Multilingual Touchsreen Disp

layKnot Tensio

ning

Removable Electric T

ensio

ner U

nit

Automated Base R

elease C

lamps

No Tool Needed to Adust Clam

ps

Racquet Stand

Cabinet w

ith Drawers

Under 50 lbs

50-75 lbs

Over 75

lbs

Starting Clam

pDiagonal Cutters

Needlen

ose P

liers

Awl

Flyin

g Clam

psAssembly Instructions/Video

Owners Manual/Video

Guiding Aw

lBent Nose P

liers

Assembly T

ools

Notes


x x x x x x x x x x x x x x

H x x x x x x x x x x x x x x x



T x x x x x x x x x x x x x x x x

A x x x x x x x x x x x x x x x x x

A x x x x x x x x x x x x x x x x x x

N x x x x x x x x x x x x

N x x x x x x x x x x x x x x x

P x x x x x x x x x x x x x x x x x x x x x x x x x 4

P x x x x x x x x x x x x x x x x x x x x x x x x x 4

M x x x x x

M x x x x x

M x x x x x

M x x x x x

M x x x x x

M x x x x x

M x x x x x

M x x x x x x x

M x x x x x x x

M x x x x x x

M x x x x x x

M x x x x x x x x x x x

M x x x x x x x x x x x

T x x x x x x x x x x x x x x x x x

E x x x x x x x x x x x x x x x x x x x 5

E x x x x x x x x x x x x x x x x x x x x x 6

B x x x x x x x x x x x x x x x x x x x x x x x x x x x x 7

2 x x x x x x $40 x x x x x x x 8

E

x x x x x x x x x x x x x x x x x x 9

7 - Multilingual touchscreen display, Dual roller ergonomic clamps, Automated motorized height adjust-ment, Adjustable turntable tilt, Motorized height adjustment for mounting/mains/crosses, Customizablewith memory for up to six stringers, Angled stand for more leg room, Manager's security settings, Selfguiding puller head, Logs string pulls by user, tension jaw plate limiting screw, Visual tension notification,Cross tension +/- by percentage, Ability to recalibrate to factory settings, Mobile phone well, Pop out plugfor quick clamp base removal, modular construction, 3-D Turntable Rotation, now ships with tool trayextenders to increase storage capacity 2.5 times, racquetball billiard adapters available upon request

8 - Adapter available for drop weight machines ($25), Adapter available forGamma machines ($25)9 - Peripheral Acccessory Platform, Lighting, Mobility System with Wheel Lock, 3-D Turntable Rotation

$500

$650

$300

? Ask the Experts

STUCK ON BABOLATI AM HAVING TROUBLE WITHracquets getting stuck in my Babo-lat stringing machine after string-

ing. Obviously, I have to get used to howmuch tension to give the mounting arms.Can you give me any advice as to how tounlock it? Do I have to cut the strings outto release some tension?

NO, YOU DON’T HAVE TO CUTout the strings, and whatever you

do, do not use any kind of tool to help turnthe knobs. You are correct in identifyingimproper frame mounting as the reasonthe shoulder supports (outside of theframe) are jamming.

Here’s what you do to free the racquet:1. Determine which end is stuck.2. Release the shoulder (outside) sup-

ports at the other end of the racquet. Thatis, if the shoulder supports are stuck at thehead of the racquet, loosen the shouldersupports at the throat.

3. Release the tension on the billiard atthe stuck end.

4. Increase the tension on the billiard atthe free end.

This should pull the frame away from thestuck shoulder supports. You will then be ableto release the previously stuck shoulder sup-ports and dismount the frame.

In the future, trying mounting your framesusing this technique:

1. Hold the racquet by its handle with onehand, and with the other hand adjust the bil-liard on the tip end of the racquet to centerthe racquet on the turntable.

2. Adjust all four shoulder supports in untilthey contact the frame, and then tightenthem only slightly beyond that point.

3. Adjust the billiard at the handle enduntil it just contacts the frame.

The thing to remember when mounting aracquet on any Babolat machine is that Babo-lat designed the mounting system to accom-modate the changes in hoop dimension thatoccur as a normal part of the restringing

process. Over-tightening the supports willnot stop these changes from happening,but it can and will cause the frame to getstuck in the mounting system.


Your Equipment HotlineQ

AReleasing the opposite side supports

Releasing the stuck billiard


SHORT SIDEWHAT IS THE SHORT SIDE andwhy is it important?

THE SHORT SIDE IS importantbecause it determines how youstart stringing the racquet. If you

make a mistake when dealing with theshort side, you will create a host of prob-lems to be dealt with later.

There are actually two short sides toobserve: One for string and one for“directional” racquets.

Let’s start with short side for string.Although some racquets specify that

you must restring using two pieces ofstring — one for the mains, one for thecrosses — others allow the use of onepiece of string to do both the mains andthe crosses.

When starting a two-piece string job,you center the mains string in the rac-quet, so that there are two equal lengthsof string on either side of the startingmains. This procedure will not workwhen starting a one-piece string job,even though you still start with themains in the center of the racquet,because that one piece must be used forthe crosses, too. The best way of allow-ing for this is to envision the string ashaving two sections: One longer sectionto do half of the mains and all the cross-es, and one shorter section to do theother half of the mains. The shorter sec-tion is called the short side.

For example, one-piece string jobstypically take between 36 and 44 feet ofstring. Of this, the short side will typical-ly be 8 to 10 feet.

Because of the asymmetrical natureof one-piece stringing, it is important tomeasure the short side accurately. If theshort side is too short, you won’t haveenough string to complete the mains onthat side of the racquet. If you allow toomuch string for the short side, you mayrun out of string on the long side, butyou won’t know for certain until you get

almost to the end of the crosses. By then, ofcourse, it’s much too late to do anything butstart over with a new piece of string, which is awaste of time and money.

The other “short side” appears on some“directional” racquets. A “directional” racquet isone that requires that you start the crosses acertain way. Examples of directional racquetsinclude wooden racquets that have string chan-nels outside the frame, Wilson Rollers racquets,and Prince racquets that employ O3 technolo-gy. Because the crosses must start on a prede-termined side of these racquets, you must also

start the mains correctly. Fortunately, mod-ern “directional” racquets often have mark-ings to denote the short side.

Thus, when performing one-piece string-ing on “directional” racquets, you still haveto measure the string accurately, but addi-tionally you have to position the short sideof the string on the short side of the racquet.

—Greg Raven w

We welcome your questions. Please send them to RacquetSports Industry, PO Box 3392, Duluth, GA 30096; fax:

760-536-1171; email: [email protected].

Tightening the opposite billiard

QA


the hole where the final knot will be,while the anchor string is still loose.Allow enough slack to grab the stringwith the tensioning gripper or use astarting clamp. As you tension these lastcrosses, the tie-off string will already bein position. This even works with thick,textured or soft strings.5 sets of Luxilon Savage White 127 to:Luis de Santis, Valencia, Venezuela

marKing the center

Whenever I string a racquet that doesn’thave a center indicator I use a Sharpie

Weaving the finalcross in o3 framesThe final crosses on some Prince O3frames do not have plastic grommets.The grommet holes are directly madefrom the frame material — making it dif-ficult to install the final cross. That lastcross grommet is already occupied byanother string, and sometimes the hole isblocked by another string. On other rac-quets you can get around this, but on thePrince frames you can’t enlarge the holewithout damaging the frame.

First, when cutting the string for thecrosses, add one or two more feet to thetotal length. If using a string from an indi-vidual set this may be unnecessarybecause many times there is more mater-ial than you need anyway.

Second, perform the normal stringingoperation until approaching the threefinal crosses. Pre-weave those three lastcrosses and insert the string end through

tips & techniques

to put a little mark there so the nexttime the frame is restrung it can bemounted quickly and without error.5 sets of Dunlop Comfort Synthetic 16 to:Terry Boyle, Denver, CO

Keeping the lead onWith the heat wave we are experienc-ing, I thought others might benefit frommy technique for applying lead tape, asmy business is in the desert, so I’veseen lots of heat-related “lead tape fail-ures,” where the heat gets to the leadtape and one good mis-hit dislodges thetape from the frame.

First, everyone tells you to wash upafter handling lead tape, but I do itbeforehand, too, to remove any oils andother contaminants from my skin. Thisbecomes more important as the temper-ature goes up.

Second, I cut the tape longer than I’llneed it, so there’s room on the ends of


Readers’ Know-How in Action

the tape where I can handle it. When itcomes time to apply the tape, I trim it tothe needed length.

Third, as much as possible, I handlethe tape by the excess tape at the ends,or by the edges of the tape. I try to keepmy hands off of the sticky part of thetape as much as possible.

Fourth, after measuring out the leadtape I’m going to be using, I clean boththe mounting locations on the frame andthe lead tape with alcohol, so everythinghas a nice, clean surface to stick to.

Fifth, when stacking layers of tape, Iuse a towel dampened with alcohol towipe down the mounting surfaces thatI’ve touched.

Obviously, if you can put the tapeunderneath the bumperguard or grip, orinside the handle, this is even moresecure.5 sets of Head Hydrosorb Overgrip to:L. Hodges, Lucerne Valley, CA

pre-grooved poWerpads

When using power pads, often the stringwon’t sit across the center of the pad. Toavoid this, I use pliers to press a scrappiece of thick polyester string into thecenter of the pad to form a grove. Thatway, each pad has the groove exactlywhere I want it when I go to use it.5 sets of Gosen NanoSilver 17 to:Sam Chan, Victoria, Australia

stringer’s apronsIn the July "Ask The Experts," someonewas looking for a stringer's apron.Although they were looking for a USRSA


apron, non-USRSA blue canvas stringer'saprons with the "Victor" logo on thefront and sewn-in tool pockets are avail-able from Victor Sports. They were thepeople back in the day that sold TadDavis wooden rackets and Victor Imperi-al gut string. I recently purchased anapron from them for $5.00. Those whoare interested can contact Glenn Bjork-man at [email protected]. As withany other cloth apron, you could alwaysembroider your USRSA affiliation your-

self, as you suggested.5 sets of Pro Supex P.F Blend to:Philip Blackwelder, Myrtle Beach, SC

—Greg Raven◗

Tips and Techniques submitted since 1992by USRSA members and appearing in thiscolumn, have all ben gathered into asearchable database on www.racquet-tech.com the official member-only websiteof the USRSA. Submit tips to: Greg Raven,USRSA, PO Box 3392, Duluth, GA 30096; oremail [email protected]

Several people are crowded arounda table in the ballroom of theViking Hotel in Newport, RI.

Wooden, time-worn tennis racquets—possibly purchased at a yard sale orsaved from a dumpster—are neatlyspread across the table. Some of the rac-quets have torn strings, but the onlook-ers aren’t concerned with that; theyknow the condition of a frame is moreimportant. Instead, they discuss the var-ious racquets’ unique designs, their vin-tage, and who may have manufacturedthe ones without a company name onthem.

There are, in fact, a number of tablesaround the ballroom’s periphery, manystacked with vintage racquets. Othershave books, magazines, photos andother printed materials, plus tennis-relat-ed artifacts such as trophies and medals.It’s a typical scene at the Buy/Sell Show,which is one of the highlights of theannual meeting of the Tennis Collectorsof America (TCA) organization.

Before the TCA was formed, many ofthe organization’s founders were mem-bers of The Tennis Collectors Society, aBritish group established in 1988,because there was no tennis collectororganization based in the U.S. That situ-ation changed after many American col-lectors read “Tennis Antiques andCollectibles,” a break-through book writ-ten by Jeanne Cherry of Santa Monica,Calif., in 1995. That’s when they realizedthere were lots of people in the U.S. whoenjoyed spending weekends at garagesales and antique shows, in search ofvintage racquets and other tennis mem-orabilia.

So, shortly after her book was pub-lished, Cherry and several Americanfriends created a U.S. branch of the


public, is held on Friday afternoons. OnSaturday mornings, members and specialguest speakers talk about tennis historyand collecting experiences at educationalseminars. The meeting concludes with adinner on Saturday evening, highlighted bya highly competitive, but fun, tennis triviahistory quiz. For many members, theannual meetings aren’t just a time to dis-cuss flathead racquets or find a first-editionof a beautifully illustrated tennis instructionbook, but also to see old friends.

However, the TCA’s activities and ben-efits aren’t limited to its annual meeting. Infact, many of its147 members havenever attended anannual meeting.But members stayconnected throughthe website andthrough “The Jour-nal of Tennis Collectors of America,” pub-lished three times a year and edited sinceits inception in 2004 by Clark Bensen, anattorney and author of a book on wood ten-nis racquets. Articles in a typical issue con-cern various aspects of tennis history,details on many types of racquets and theirmanufacturers, profiles on TCA members,suggestions on how to display and care fortheir collections, reports on meetings andmore.

Tennis has a rich history, and TCA isdetermined to bring the sport’s history tolife.w

Your Serve


For more information aboutthe TCA, and its events andactivities, email [email protected], or visitwww.tenniscollectors.org.

Collective MemoryThe sport’s rich history stays alive with theTennis Collectors of America.


B Y P A R R Y D E S M O N D

Parry Desmond, a retired jour-nalist and editor, is one of thefounding members of the TCA.He and his wife, Becky, a TCAvice president, collect tennis-related memorabilia.

British tennis collectors group. The firstmeeting was held in Newport in 1996.

As the American branch continuedto meet in Newport over the years,there were many discussions aboutforming an organization, based in theUnited States, which focused on the his-tory of American tennis and col-lectibles, recalled Mike Eden, aphysician in Lexington, Ky. Eden spear-headed the effort to establish the inde-pendent, non-profit TCA in 2003 andserved as its first president. Currently inhis second term as president, Eden isfocusing much of his attention onimproving TCA’s website, www.tennis-collectors.org. The organization’s Face-book page was created recently.

Most of the TCA’s meetings havebeen held in Newport in July, during thepro tournament and induction weekendat the International Tennis Hall ofFame, although the group also has meetin recent years in Cincinnati and St.Louis. Meetings are always held at a sitewhere a top-flight professional tourna-ment is scheduled at the same time.There also have been several regionalmeetings.

The meetings in Newport, for exam-ple, get rolling with a reception at theHall of Fame on Thursday, which areoften attended by a celebrity guest. TheBuy/Sell Show, which is open to the

'Meetings are alwaysheld at a site wherea top-flight profes-sional tournament is scheduled.'

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201208 Racquet Sports Industry

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