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Transcript of SGBW 1450
ISSUE 1450DECEMBER 15 2014
The Weekly Digital Magazine for the Sporting Goods Industry
DECEMBER 15 2014 | SGBWeeklycom 3
Copyright 2014 SportsOneSource LLC All rights reserved The opinions expressed by writers and contributors to SGB WEEKLY are not necessarily those of the editors or publishers SGB WEEKLY is not responsible for unsolicited manuscripts photographs or artwork Articles appearing in SGB WEEKLY may not be reproduced in whole or in part without the express permission of the publisher SGB WEEKLY is published weekly by SportsOneSource
Senior Business Editor
Thomas J Ryan
tryansportsonesourcecom
9173754699
Contributing Editors
Scott Boulbol Fernando J Delgado
Charlie Lunan
Editorial amp Creative Director
Teresa Hartford
teresasportsonesourcecom
Senior Graphic Designer
Camila Amortegui
camilasportsonesourcecom
Advertising Sales Account Managers
Buz Keenan
Northeast
buzsportsonesourcecom
2018875112
Katie ODonohue
SoutheastMidwest
katieosportsonesourcecom
8282443043
Circulation amp Subscriptions
subssportsonesourcecom
Group PublisherEditor In ChiefJames Hartford
jamessportsonesourcecom
3039977302
2151 Hawkins St bull Suite 200 bull Charlotte bull NC bull 28203SportsOneSourcecom
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DECEMBER 15 2014ISSUE 1450
The Weekly Digital Magazine for the Sporting Goods Industry
MAKING NEWS4 Movers amp Shakers
Lululemonrsquos Q3 Earnings Slide 5 SportsOneSource to Acquire
VantagePoint Data Platform from Outdoor Industry Association
6 By The NumbersColumbus Running Company Wins
Running Store of the Year7 The Running Event Tallies Largest
Attendance22 Industry Calendar
8 PRODUCT SHOWCASE
ANALYSIS I RETAIL10 Finish Line Meets Run Specialty
12
VENDOR FOCUS14 Asics Readies Campus Headquarters
FEATURE16 Running Outerwear Much More Than
Warmth
I AMhellipSGB 20 Fred Doyle
Co-founder Athletics East Brand
ON THE COVER Named after the sure-footed Tibetan Yak Yaktrax stretch over a variety of shoes from casual walking to running to winter boots Abrasion-resistant hand-wound stainless-steel coils cover the bottom of shoes to bite into packed snow and ice for stability and grip in all directions
Photo courtesy Ecco
F INANCIAL
Bell Helmets named Scott Sharples as Marketing Manager for its bicycle business
Big Agnes hired six employees including two former managers from Eastern Mountain Sports Wes Green and Tony Roina to support growth fueled by strong demand for new category launches including its mtnGLO collection of tents and camp accessories featuring integrated LED lights
Costa Sunglasses hired John Sanchez formerly President of Zeal Optics as VP of Product Development
Genesco Inc announced that James S Gulmi SVP and CFO would retire at the end of its current fiscal year
Kenji Haroutunian who recently stepped down as a VP of Emerald Expositions and Director for its Outdoor Retailer Show has established KenjiConsults a consulting business in service to the industry
Nike Inc appointed Tom Peddie VP and GM of its emerging markets geography
NSGA announced that baseball Hall of Famer Cal Ripken Jr would be the featured speaker at its 51st Annual Management Conference amp 17th Annual Team Dealer Summit in Austin TX
Peter Fox rejoined Fox Head Inc in the newly created role of Chief Creative Officer and will report directly to Interim CEO Scott Olivet
Reebok formed a new partnership with acclaimed hip-hop artist Kendrick Lamar Together they hope to inspire and empower youth through programs designed to provide a positive alternative to the streets
The Buckle appointed Kelli D Molczyk as VP of Womenrsquos Merchandising and Diane L Applegate as VP of Supply Chain and Merchandising Operations
MOVERS amp SHAKERS
4 SGBWeeklycom | DECEMBER 15 2014
LULULEMONrsquoS Q3 EARNINGS SLIDE
Lululemon Athletica Inc reported earnings declined 86 percent for the third quarter ended November 2 to $605 million or 42 cents a share
Net revenue increased 10 percent to $4194 million from $3799 millionIn constant dollar terms a three percent decline in same-store sales and
27 percent increase in direct-to-consumer revenue blended to increase com-parable store sales for the period by three percent in constant dollar terms
Gross profit for the quarter increased three percent to $2111 million or 503 percent of net revenue down 360 basis points from 539 percent in the third quarter of fiscal 2013
Income from operations for the quarter decreased 12 percent to $812 mil-lion and a percentage of net revenue was 194 percent compared to 243 per-cent a year ago
I am pleased that our third quarter results demonstrated sequential im-provements as the quarter progressed with all key facets of our business - brand guest experience and product - contributing to our momentum said Lululemon CEO Laurent Potdevin I am confident that our strong team coupled with strategic investments into our core business areas has already made a positive impact and placed us on a strong trajectory for further global growth
For the fourth quarter of fiscal 2014 Lululemon expects net revenue to be in the range of $570 to $585 million based on a total comparable sales increase in the low single-digits on a constant dollar basis The sales outlook relative to previous guidance is expected to be impacted by approximately $15 million due to the combined impact of West Coast port delays a lower Canadian dol-lar and delayed store openings Diluted earnings per share are expected to be in the range of 65 to 69 cents per share down from 75 cents a year ago
For the full 2014 fiscal year the company guided adjusted EPS in a range of $174 to $178 on revenues of $1765 billion to $1780 billion compared with the consensus estimates for EPS of $177 on revenues of $179 billion
POWER VERSATILITYLIGHT
ORDER NOW WWWCOGHLANSCOM
SGBweeklySept2014indd 1 8262014 41704 PM
The SportsOneSource Group (SOS SportsOneSource) and Outdoor Industry Association (OIA) have entered into an agreement that will result in SportsOneSource taking full control and ownership of the OIA VantagePoint retail point-of-sale data-reporting platform The transaction is expected to close on December 31 2014 The SportsOneSource Grouprsquos commitment to the outdoor industry will continue with a revised VantagePoint web platform available to OIA members and other retailers and vendors interested in outdoor industry data
ldquoThis transaction comes at an important time for SportsOneSourcerdquo explained James Hartford president amp CEO at The SportsOneSource Group ldquoSportsOneSource is introducing new branding and technology across its various data products in 2015 and the inclusion of the Vantage-Point platform aligns with that strategyrdquo
ldquoOIArsquos goal is to provide the industry with the most comprehensive view of the outdoor market and its consumersrdquo said Christie Hickman VP of Market and Consumer Insights at Outdoor Industry Association ldquoTo that end we are re-evaluating our market insights offerings to deter-mine how best to serve the industry with the changing landscape of retail and consumer shopping behaviorrdquo
OIA retail and vendor members will be able to access complimentary VantagePoint category-level data through March 31 2015 SportsOneSource will provide the VantagePoint category-level data on a subscription basis effective April 1 2015 All SOS reporting retail partners will continue to have free access to the platform where they contribute data For more information contact SportsOneSource at 3039977302
SPORTSONESOURCE TO ACQUIRE VANTAGEPOINT DATA PLATFORM FROM
OUTDOOR INDUSTRY ASSOCIATION
6 SGBWeeklycom | DECEMBER 15 2014
The Running Event held in Austin TX on De-cember 2-5 hosted 872 retail buyers from 24 countries representing 368 ownership groups up 12 percent from 2013 according to show organiz-ers Retail buyers and sales associates traveled to the Austin Convention Center for educational seminars and previews by 310 exhibiting manu-facturers of new products for the running enthu-siast
ldquoThe retail attendance numbers were grati-fying because it was a challenging year for run specialtyrdquo said Mark Sullivan president Formula 4 Media ldquoThe fact that the stores turned out in such great numbers speaks to the vitality resil-iency and strength of the channelrdquo Mark Yard-ley North American leader for Gore Running added ldquoRetailers come to Austin ready to learn and looking for new brands to add to their collec-tionsrdquo Todd Andrews president of Tasc Perfor-mance said ldquoWe were busy the entire time with high quality accounts We opened many new doors thanks to pre-event marketing that gener-ated buzz for our bamboo performance technol-ogyrdquo
Seminars repeatedly echoed the importance of customer service Parker Karnan of the Indepen-dent Running Retailer Association (IRRA) told store owners buyers and associates ldquoThe cus-tomer is an empowered buyer in control of the purchase thanks to the information agehelliptoday
consumers are in controlrdquo Karnan said 70 percent of the time customers research footwear online but only purchase online 10 percent of the time ldquoThey understand the importance of receiving a proper fit and like to shop in storesrdquo
Jim Knight a training and development vet-eran for 30 years said store associates need to be ldquounapologetically authentic in their customer obsessionhellipto deliver personalized running ex-periencesrdquo He continued ldquomemorable experi-ences help justify the price yoursquore chargingrdquo Bob Phibbs The Retail Doctor said ldquoPeople donrsquot buy products they buy better versions of their livesrdquo He advises sales associates to stop hiding behind the sales counter and get out on the floor to ask ldquoHow can I make your run betterrdquo
Retail trainer and consultant Jim Dion added ldquoNobody needs to run they need what running does for themrdquo Said retailer Mort Nace of Medved Running amp Walking Outfitters Rochester NY ldquoWe came looking to meet with current vendors and keep an eye open for new products We be-came energized by the breakout sessions and will share that energy with our staff back homerdquo
Celebrity runners Meb Keflezighi and Kara Goucher attended for Skechers and other brands they represent Nick Symmonds was there for Brooks Soleus and Run Gum and competed in Austinrsquos famed Beer Mile Bart Yasso was in the Runnerrsquos World booth and Hal Koerner made
appearances for The North Face At the Running Specialty Hall of Fame break-
fast presented by the Independent Running Re-tailer Association the IRRA Shoe of the Year was the Hoka One One while honors for the IRRA Vendor of the Year went to Brooks Sports Seat-tle Fleet Feet Roanoke won the Ubuntu Award presented by Balega Sports while Fleet Feet Ap-tos won The North Face Never Stop Exploring Award Nikersquos Just Do It Award went to Lukersquos Locker with 11 locations in Texas Lady Sport of Vancouver and Boutique Courir of Montreal shared the Canadian Store of the Year award pre-sented by New Balance Canada Store of the Year honors went to Columbus Running Company Dublin OH
During the Indie 5K race in nearby Zilker Park approximately 400 retailers braved a light Texas mist The Owners Club Award went to Amanda Goetschius of OK Runner in Edmond OK (1739) and Jimmy Wiggins of Classic City Running Buford GA (1941) the Supplier Award went to Stephen Piper (1432) and Kris-ten Arendt (1654) of Newton Running Boulder CO the Best Overall Male winner - Retailer was Scott Smith of OK Runner (1442) and Amber Andrews (1730) of Runners Corner Orem UT the first place Team Award (top three finishers of each store) went to OK Runner with a combined time of 4757
THE RUNNING EVENT TALLIES LARGEST ATTENDANCE
7 SGBWeeklycom | DECEMBER 15 2014
+36Genesco Inc said lower than planned sales and gross margin pressures at LIDS in the third quarter and expected continued margin pressure at the segment in the fourth quarter would cause it to lower its guidance for the full year Earnings from continuing operations in the third quarter rose 36 percent to $288 million or $121 per diluted share The Journeys Groups comparable same-store sales were ahead 6 percent and ahead of plan but LIDS comps were up 1 percent and below plan
+100Johnson Outdoors Inc reported sales increased 10 percent to $849 million in the fiscal fourth quarter ended October 3 due to double-digit growth in both Marine Electronics and Outdoor Gear units Operating loss declined sharply year-over-year due largely to the increase in sales volume but not enough to prevent the company from resetting its three-year 2015 financial targets
-110Quiksilver Inc reported operating earnings before special items fell sharply in its fourth quarter ended October 31 Sales dropped 11 percent to $401 million Among brands Quiksilver was down 12 percent on a currency-neutral basis Roxy declined 6 percent and DC Shoes fell 14 percent
-271Freedom Group the parent of Remington reported a loss of $64 million in the third quarter ended September 28 against earnings of $306 million a year earlier Sales slid 271 percent to $2536 million from $3471 million a year ago according to a filing with the Securities amp Exchange Commission
-703Smith amp Wesson reported earnings slid 703 percent in the second quarter to $505 million or 9 cents a share Revenues slumped 221 percent Sales of long guns primarily modern sporting rifles declined 503 percent while handgun sales declined 150 percent
BY THE NUMBERS
COLUMBUS RUNNING COMPANY WINS RUNNING STORE OF THE YEAR
The Columbus Running Company serving the Central Ohio region was named the 2014 Running Store of the Year by Competitor magazine at an event held during The Running Event this month in Austin TX
The nomination process started with readers nominating their favorite shops on competitorcom A rigorous evaluation process including runner nominations mystery shopping to assess customer service credit ratings from vendors and assessments about local programs and community com-mitment determined the finalists and winner The rankings are based on 20 criteria including retail environment shoe fitting checkout process credit worthiness and community service
Celebrating its 10th year Columbus Running Company now a four-store operation earned the nod because of its exemplary customer service invigorating training programs and group runs strong credit ratings from vendors and community commitment to local races schools and charity organizations Ambitious initiatives include creating a Grasshoppers running club for kids in second through sixth grades developing a charity training program that recently donated $23000 to Ron-ald McDonald House and helping send several runners from its store in Dublin OH to the Dublin Marathon in Ireland
ldquoItrsquos not just about selling shoes itrsquos more about getting people runningrdquo Eric Fruth owner Columbus Running Company told Competitor magazine ldquoThe running world is a pie Our thought has always been letrsquos bake a bigger pie by growing the sport If the sport isnrsquot growing and changing itrsquos not thrivingrdquo The other three finalists for the 2014 Running Store of the Year honor were Running Central in Peoria IL Track Shack in Orlando FL and Fleet Feet Baltimore in Baltimore MD
The 50 Best Running Stores by state are Alabama -Fleet Feet Huntsville bull Alaska - Skinny Raven Anchorage bull Arkansas - Rush Running Company Bentonville bull Arizona - Fleet Feet Tucson Sole Sports Tempe Tortoise amp Hare Sports Glendale bull California - Sole 2 Soul Visalia bull Florida - Fit Niche Lakeland Fleet Feet Stuart Stuart Jacksonville Running Company Jacksonville Running Zone Melbourne St Petersburg Running Company St Petersburg Track Shack Orlando bull Geor-gia - Big Peach Running Company Atlanta Classic City Running Buford West Stride Atlanta bull Idaho - Schursquos Idaho Running Company Boise bull Illinois - Dick Pond Athletics Schaumburg Fleet Feet Chicago Geneva Running Outfitters Geneva Naperville Running Company Naperville Run-ning Central Peoria bull Indiana - Fleet Feet Schererville Runnerrsquos Forum Indianapolis Three Rivers Running Fort Wayne Tri-N-Run Lafayette bull Kentucky - Tri State Running Edgewood bull Louisiana - Sports Spectrum Shreveport bull Maine - Maine Running Company Portland bull Maryland - Charm City Run Timonium Fleet Feet Baltimore bull Massachusetts - Whirlaway Sports Methuen bull Michi-gan - Playmakers Okemos bull Missouri - Big River Running Company St Louis The Running Well Store Kansas City Ultra Max Columbia bull Montana - Runnerrsquos Edge Missoula bull Nebraska - Red Dirt Running Omaha bull New Hampshire - Runnerrsquos Alley Portsmouth bull New Mexico - Bosque Run-ning Albuquerque bull New York - Fleet Feet Rochester Rochester Fleet Feet Syracuse East Syracuse bull North Carolina - Charlotte Running Co Charlotte bull Ohio - Columbus Running Company Dub-lin - Vertical Runner Hudson bull Oklahoma - Red Coyote Running Oklahoma City bull Pennsylvania - Emmaus Run Inn Emmaus bull Rhode Island - Rhode Runner Providence bull Tennessee - Fleet Feet Brentwood Brentwood bull Texas - IRun Texas San Antonio Lukersquos Locker Dallas bull Utah - Salt Lake Running Salt Lake City bull Virginia - Pacers Arlington bull Wisconsin - Performance Running Outfit-ters Brookfield
DECEMBER 15 2014 | SGBWeeklycom 7
8 SGBWeeklycom | DECEMBER 15 2014
Nathan Halo Fire (228 lumens) | $120Nebula Fire (192 lumens) |$75LEDs and custom optical lenses are combined for the perfect amount of illumination Auto-Strobe sen-sor when activated turns on a safe-ty strobe to address ambient light changes A touch-free RunWave fea-ture allows the user to cycle through the five different lighting modes - low medium high sprint and strobe
Crossover Kit |$85For the Nebula the Crossover Kit clip mounts the headlamp to a belt pack waistband or an adjustable bounce-free bike handlebar mount Compatible with any road or mountain bike
GlukosA nutritional supplement with glucose as its primary ingredient is the only sugar that absorbs di-rectly into the bloodstream Glu-kos will sell powders by early next year and expand into gels gum-mies tablets and beverages
Run Gum Delivers supplements through the lining of the cheeks and gums for fast absorption into the blood-stream One piece contains 50mgs of caffeine equivalent to a half-cup of coffee or energy drink 20mgs of taurine B6 and B12
Hoka One One Tor Ultra High WP | $230 The crossover boot combines Hokarsquos cush-ioning and Meta-Rocker geometry with sup-porting trekking upper For drywet terrain includes Vibram MegaGrip outsole rubber with 5mm lugs Leather and nylon mesh up-per and Event waterproofing
Ampla Fly |$180Empowers optimized mechan-ics with a full-length carbon plate for ideal landings and gathers kinetic forces for release in the toe-off phase Track-inspired last promotes unique foot posture While the spring-powered boost is built for speed the un-orthodox design also reduces risk of injury and improves running form
Addaday Boomerang Roller |$46 Contours to the body for hard to reach areas Directional rollers allow for cross fiber friction massage in two density gears ndash Surface Skin Technolgy (SST) and without SST for a harder massage
Addaday Fly Roller |$25Holds easily in one hand or can be used with a two-handed grip for more pressure Includes two density gears - with SST and without for a harder massage Both gears can be used at the same time or alone for a focused massage
Samsara Fitness Trueform Runner | $6000Non-motorized treadmill features an innovative curved deck controlled 100- percent by the movement and force of the athlete to train and reward technically sound posture balance and cadence Runners can set their own limits and measure efficiency
PRODUCT SHOWCASE
Photo courtesy Nathan
Nathan Halo Fire
Nathan Nebula Fire
DECEMBER 15 2014 | SGBWeeklycom 9
ENDING HUNGER AND POVERTY WHAT YOU CAN DO
10 SGBWeeklycom | DECEMBER 15 2014
he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the
The Running Event last week The opportunity came from Glenn Lyon
CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each
storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said
For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity
ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo
The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape
In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections
ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo
Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo
Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo
Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado
The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities
Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo
The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles
Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo
By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back
ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo
Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners
But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million
An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and
Finish Line Meets Run Specialty
ANALYSIS I RETAIL
By Thomas J Ryan
Glenn Lyon CEO and chairman of The Finish Line
Bill Kirkendall president of Running Specialty Group
T
DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
A Service of The SportsOneSource Group
ACHIEVE YOUR GOALS
SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market
To learn more call 3039977302 or SportScanSportsOneSourcecom
BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
With OIA VantagePointtrade access the weekly sales landscape of the outdoor industry and be outfitted with data to guide your companyrsquos strategic decisions
OIA VantagePointtrade is the only weekly retail point-of-sale reporting platform exclusively for the active outdoor lifestyle industry We swiftly deliver critical trend and detailed business data to brands and retailers
START SEEING CLEARLY
SHARPEN YOUR PERSPECTIVE
OIAVantagePointcom bull oiavantagepointsportsonesourcecom bull 3039977302
OIAVantagePoint
14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
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Lice
nsing
Let
ter S
ports
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nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
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Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
DECEMBER 15 2014 | SGBWeeklycom 3
Copyright 2014 SportsOneSource LLC All rights reserved The opinions expressed by writers and contributors to SGB WEEKLY are not necessarily those of the editors or publishers SGB WEEKLY is not responsible for unsolicited manuscripts photographs or artwork Articles appearing in SGB WEEKLY may not be reproduced in whole or in part without the express permission of the publisher SGB WEEKLY is published weekly by SportsOneSource
Senior Business Editor
Thomas J Ryan
tryansportsonesourcecom
9173754699
Contributing Editors
Scott Boulbol Fernando J Delgado
Charlie Lunan
Editorial amp Creative Director
Teresa Hartford
teresasportsonesourcecom
Senior Graphic Designer
Camila Amortegui
camilasportsonesourcecom
Advertising Sales Account Managers
Buz Keenan
Northeast
buzsportsonesourcecom
2018875112
Katie ODonohue
SoutheastMidwest
katieosportsonesourcecom
8282443043
Circulation amp Subscriptions
subssportsonesourcecom
Group PublisherEditor In ChiefJames Hartford
jamessportsonesourcecom
3039977302
2151 Hawkins St bull Suite 200 bull Charlotte bull NC bull 28203SportsOneSourcecom
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Print Magazines SGB SGB PerformanceDigital Magazine SGB Weekly
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Career ServicesSportsJobSourcecom
DECEMBER 15 2014ISSUE 1450
The Weekly Digital Magazine for the Sporting Goods Industry
MAKING NEWS4 Movers amp Shakers
Lululemonrsquos Q3 Earnings Slide 5 SportsOneSource to Acquire
VantagePoint Data Platform from Outdoor Industry Association
6 By The NumbersColumbus Running Company Wins
Running Store of the Year7 The Running Event Tallies Largest
Attendance22 Industry Calendar
8 PRODUCT SHOWCASE
ANALYSIS I RETAIL10 Finish Line Meets Run Specialty
12
VENDOR FOCUS14 Asics Readies Campus Headquarters
FEATURE16 Running Outerwear Much More Than
Warmth
I AMhellipSGB 20 Fred Doyle
Co-founder Athletics East Brand
ON THE COVER Named after the sure-footed Tibetan Yak Yaktrax stretch over a variety of shoes from casual walking to running to winter boots Abrasion-resistant hand-wound stainless-steel coils cover the bottom of shoes to bite into packed snow and ice for stability and grip in all directions
Photo courtesy Ecco
F INANCIAL
Bell Helmets named Scott Sharples as Marketing Manager for its bicycle business
Big Agnes hired six employees including two former managers from Eastern Mountain Sports Wes Green and Tony Roina to support growth fueled by strong demand for new category launches including its mtnGLO collection of tents and camp accessories featuring integrated LED lights
Costa Sunglasses hired John Sanchez formerly President of Zeal Optics as VP of Product Development
Genesco Inc announced that James S Gulmi SVP and CFO would retire at the end of its current fiscal year
Kenji Haroutunian who recently stepped down as a VP of Emerald Expositions and Director for its Outdoor Retailer Show has established KenjiConsults a consulting business in service to the industry
Nike Inc appointed Tom Peddie VP and GM of its emerging markets geography
NSGA announced that baseball Hall of Famer Cal Ripken Jr would be the featured speaker at its 51st Annual Management Conference amp 17th Annual Team Dealer Summit in Austin TX
Peter Fox rejoined Fox Head Inc in the newly created role of Chief Creative Officer and will report directly to Interim CEO Scott Olivet
Reebok formed a new partnership with acclaimed hip-hop artist Kendrick Lamar Together they hope to inspire and empower youth through programs designed to provide a positive alternative to the streets
The Buckle appointed Kelli D Molczyk as VP of Womenrsquos Merchandising and Diane L Applegate as VP of Supply Chain and Merchandising Operations
MOVERS amp SHAKERS
4 SGBWeeklycom | DECEMBER 15 2014
LULULEMONrsquoS Q3 EARNINGS SLIDE
Lululemon Athletica Inc reported earnings declined 86 percent for the third quarter ended November 2 to $605 million or 42 cents a share
Net revenue increased 10 percent to $4194 million from $3799 millionIn constant dollar terms a three percent decline in same-store sales and
27 percent increase in direct-to-consumer revenue blended to increase com-parable store sales for the period by three percent in constant dollar terms
Gross profit for the quarter increased three percent to $2111 million or 503 percent of net revenue down 360 basis points from 539 percent in the third quarter of fiscal 2013
Income from operations for the quarter decreased 12 percent to $812 mil-lion and a percentage of net revenue was 194 percent compared to 243 per-cent a year ago
I am pleased that our third quarter results demonstrated sequential im-provements as the quarter progressed with all key facets of our business - brand guest experience and product - contributing to our momentum said Lululemon CEO Laurent Potdevin I am confident that our strong team coupled with strategic investments into our core business areas has already made a positive impact and placed us on a strong trajectory for further global growth
For the fourth quarter of fiscal 2014 Lululemon expects net revenue to be in the range of $570 to $585 million based on a total comparable sales increase in the low single-digits on a constant dollar basis The sales outlook relative to previous guidance is expected to be impacted by approximately $15 million due to the combined impact of West Coast port delays a lower Canadian dol-lar and delayed store openings Diluted earnings per share are expected to be in the range of 65 to 69 cents per share down from 75 cents a year ago
For the full 2014 fiscal year the company guided adjusted EPS in a range of $174 to $178 on revenues of $1765 billion to $1780 billion compared with the consensus estimates for EPS of $177 on revenues of $179 billion
POWER VERSATILITYLIGHT
ORDER NOW WWWCOGHLANSCOM
SGBweeklySept2014indd 1 8262014 41704 PM
The SportsOneSource Group (SOS SportsOneSource) and Outdoor Industry Association (OIA) have entered into an agreement that will result in SportsOneSource taking full control and ownership of the OIA VantagePoint retail point-of-sale data-reporting platform The transaction is expected to close on December 31 2014 The SportsOneSource Grouprsquos commitment to the outdoor industry will continue with a revised VantagePoint web platform available to OIA members and other retailers and vendors interested in outdoor industry data
ldquoThis transaction comes at an important time for SportsOneSourcerdquo explained James Hartford president amp CEO at The SportsOneSource Group ldquoSportsOneSource is introducing new branding and technology across its various data products in 2015 and the inclusion of the Vantage-Point platform aligns with that strategyrdquo
ldquoOIArsquos goal is to provide the industry with the most comprehensive view of the outdoor market and its consumersrdquo said Christie Hickman VP of Market and Consumer Insights at Outdoor Industry Association ldquoTo that end we are re-evaluating our market insights offerings to deter-mine how best to serve the industry with the changing landscape of retail and consumer shopping behaviorrdquo
OIA retail and vendor members will be able to access complimentary VantagePoint category-level data through March 31 2015 SportsOneSource will provide the VantagePoint category-level data on a subscription basis effective April 1 2015 All SOS reporting retail partners will continue to have free access to the platform where they contribute data For more information contact SportsOneSource at 3039977302
SPORTSONESOURCE TO ACQUIRE VANTAGEPOINT DATA PLATFORM FROM
OUTDOOR INDUSTRY ASSOCIATION
6 SGBWeeklycom | DECEMBER 15 2014
The Running Event held in Austin TX on De-cember 2-5 hosted 872 retail buyers from 24 countries representing 368 ownership groups up 12 percent from 2013 according to show organiz-ers Retail buyers and sales associates traveled to the Austin Convention Center for educational seminars and previews by 310 exhibiting manu-facturers of new products for the running enthu-siast
ldquoThe retail attendance numbers were grati-fying because it was a challenging year for run specialtyrdquo said Mark Sullivan president Formula 4 Media ldquoThe fact that the stores turned out in such great numbers speaks to the vitality resil-iency and strength of the channelrdquo Mark Yard-ley North American leader for Gore Running added ldquoRetailers come to Austin ready to learn and looking for new brands to add to their collec-tionsrdquo Todd Andrews president of Tasc Perfor-mance said ldquoWe were busy the entire time with high quality accounts We opened many new doors thanks to pre-event marketing that gener-ated buzz for our bamboo performance technol-ogyrdquo
Seminars repeatedly echoed the importance of customer service Parker Karnan of the Indepen-dent Running Retailer Association (IRRA) told store owners buyers and associates ldquoThe cus-tomer is an empowered buyer in control of the purchase thanks to the information agehelliptoday
consumers are in controlrdquo Karnan said 70 percent of the time customers research footwear online but only purchase online 10 percent of the time ldquoThey understand the importance of receiving a proper fit and like to shop in storesrdquo
Jim Knight a training and development vet-eran for 30 years said store associates need to be ldquounapologetically authentic in their customer obsessionhellipto deliver personalized running ex-periencesrdquo He continued ldquomemorable experi-ences help justify the price yoursquore chargingrdquo Bob Phibbs The Retail Doctor said ldquoPeople donrsquot buy products they buy better versions of their livesrdquo He advises sales associates to stop hiding behind the sales counter and get out on the floor to ask ldquoHow can I make your run betterrdquo
Retail trainer and consultant Jim Dion added ldquoNobody needs to run they need what running does for themrdquo Said retailer Mort Nace of Medved Running amp Walking Outfitters Rochester NY ldquoWe came looking to meet with current vendors and keep an eye open for new products We be-came energized by the breakout sessions and will share that energy with our staff back homerdquo
Celebrity runners Meb Keflezighi and Kara Goucher attended for Skechers and other brands they represent Nick Symmonds was there for Brooks Soleus and Run Gum and competed in Austinrsquos famed Beer Mile Bart Yasso was in the Runnerrsquos World booth and Hal Koerner made
appearances for The North Face At the Running Specialty Hall of Fame break-
fast presented by the Independent Running Re-tailer Association the IRRA Shoe of the Year was the Hoka One One while honors for the IRRA Vendor of the Year went to Brooks Sports Seat-tle Fleet Feet Roanoke won the Ubuntu Award presented by Balega Sports while Fleet Feet Ap-tos won The North Face Never Stop Exploring Award Nikersquos Just Do It Award went to Lukersquos Locker with 11 locations in Texas Lady Sport of Vancouver and Boutique Courir of Montreal shared the Canadian Store of the Year award pre-sented by New Balance Canada Store of the Year honors went to Columbus Running Company Dublin OH
During the Indie 5K race in nearby Zilker Park approximately 400 retailers braved a light Texas mist The Owners Club Award went to Amanda Goetschius of OK Runner in Edmond OK (1739) and Jimmy Wiggins of Classic City Running Buford GA (1941) the Supplier Award went to Stephen Piper (1432) and Kris-ten Arendt (1654) of Newton Running Boulder CO the Best Overall Male winner - Retailer was Scott Smith of OK Runner (1442) and Amber Andrews (1730) of Runners Corner Orem UT the first place Team Award (top three finishers of each store) went to OK Runner with a combined time of 4757
THE RUNNING EVENT TALLIES LARGEST ATTENDANCE
7 SGBWeeklycom | DECEMBER 15 2014
+36Genesco Inc said lower than planned sales and gross margin pressures at LIDS in the third quarter and expected continued margin pressure at the segment in the fourth quarter would cause it to lower its guidance for the full year Earnings from continuing operations in the third quarter rose 36 percent to $288 million or $121 per diluted share The Journeys Groups comparable same-store sales were ahead 6 percent and ahead of plan but LIDS comps were up 1 percent and below plan
+100Johnson Outdoors Inc reported sales increased 10 percent to $849 million in the fiscal fourth quarter ended October 3 due to double-digit growth in both Marine Electronics and Outdoor Gear units Operating loss declined sharply year-over-year due largely to the increase in sales volume but not enough to prevent the company from resetting its three-year 2015 financial targets
-110Quiksilver Inc reported operating earnings before special items fell sharply in its fourth quarter ended October 31 Sales dropped 11 percent to $401 million Among brands Quiksilver was down 12 percent on a currency-neutral basis Roxy declined 6 percent and DC Shoes fell 14 percent
-271Freedom Group the parent of Remington reported a loss of $64 million in the third quarter ended September 28 against earnings of $306 million a year earlier Sales slid 271 percent to $2536 million from $3471 million a year ago according to a filing with the Securities amp Exchange Commission
-703Smith amp Wesson reported earnings slid 703 percent in the second quarter to $505 million or 9 cents a share Revenues slumped 221 percent Sales of long guns primarily modern sporting rifles declined 503 percent while handgun sales declined 150 percent
BY THE NUMBERS
COLUMBUS RUNNING COMPANY WINS RUNNING STORE OF THE YEAR
The Columbus Running Company serving the Central Ohio region was named the 2014 Running Store of the Year by Competitor magazine at an event held during The Running Event this month in Austin TX
The nomination process started with readers nominating their favorite shops on competitorcom A rigorous evaluation process including runner nominations mystery shopping to assess customer service credit ratings from vendors and assessments about local programs and community com-mitment determined the finalists and winner The rankings are based on 20 criteria including retail environment shoe fitting checkout process credit worthiness and community service
Celebrating its 10th year Columbus Running Company now a four-store operation earned the nod because of its exemplary customer service invigorating training programs and group runs strong credit ratings from vendors and community commitment to local races schools and charity organizations Ambitious initiatives include creating a Grasshoppers running club for kids in second through sixth grades developing a charity training program that recently donated $23000 to Ron-ald McDonald House and helping send several runners from its store in Dublin OH to the Dublin Marathon in Ireland
ldquoItrsquos not just about selling shoes itrsquos more about getting people runningrdquo Eric Fruth owner Columbus Running Company told Competitor magazine ldquoThe running world is a pie Our thought has always been letrsquos bake a bigger pie by growing the sport If the sport isnrsquot growing and changing itrsquos not thrivingrdquo The other three finalists for the 2014 Running Store of the Year honor were Running Central in Peoria IL Track Shack in Orlando FL and Fleet Feet Baltimore in Baltimore MD
The 50 Best Running Stores by state are Alabama -Fleet Feet Huntsville bull Alaska - Skinny Raven Anchorage bull Arkansas - Rush Running Company Bentonville bull Arizona - Fleet Feet Tucson Sole Sports Tempe Tortoise amp Hare Sports Glendale bull California - Sole 2 Soul Visalia bull Florida - Fit Niche Lakeland Fleet Feet Stuart Stuart Jacksonville Running Company Jacksonville Running Zone Melbourne St Petersburg Running Company St Petersburg Track Shack Orlando bull Geor-gia - Big Peach Running Company Atlanta Classic City Running Buford West Stride Atlanta bull Idaho - Schursquos Idaho Running Company Boise bull Illinois - Dick Pond Athletics Schaumburg Fleet Feet Chicago Geneva Running Outfitters Geneva Naperville Running Company Naperville Run-ning Central Peoria bull Indiana - Fleet Feet Schererville Runnerrsquos Forum Indianapolis Three Rivers Running Fort Wayne Tri-N-Run Lafayette bull Kentucky - Tri State Running Edgewood bull Louisiana - Sports Spectrum Shreveport bull Maine - Maine Running Company Portland bull Maryland - Charm City Run Timonium Fleet Feet Baltimore bull Massachusetts - Whirlaway Sports Methuen bull Michi-gan - Playmakers Okemos bull Missouri - Big River Running Company St Louis The Running Well Store Kansas City Ultra Max Columbia bull Montana - Runnerrsquos Edge Missoula bull Nebraska - Red Dirt Running Omaha bull New Hampshire - Runnerrsquos Alley Portsmouth bull New Mexico - Bosque Run-ning Albuquerque bull New York - Fleet Feet Rochester Rochester Fleet Feet Syracuse East Syracuse bull North Carolina - Charlotte Running Co Charlotte bull Ohio - Columbus Running Company Dub-lin - Vertical Runner Hudson bull Oklahoma - Red Coyote Running Oklahoma City bull Pennsylvania - Emmaus Run Inn Emmaus bull Rhode Island - Rhode Runner Providence bull Tennessee - Fleet Feet Brentwood Brentwood bull Texas - IRun Texas San Antonio Lukersquos Locker Dallas bull Utah - Salt Lake Running Salt Lake City bull Virginia - Pacers Arlington bull Wisconsin - Performance Running Outfit-ters Brookfield
DECEMBER 15 2014 | SGBWeeklycom 7
8 SGBWeeklycom | DECEMBER 15 2014
Nathan Halo Fire (228 lumens) | $120Nebula Fire (192 lumens) |$75LEDs and custom optical lenses are combined for the perfect amount of illumination Auto-Strobe sen-sor when activated turns on a safe-ty strobe to address ambient light changes A touch-free RunWave fea-ture allows the user to cycle through the five different lighting modes - low medium high sprint and strobe
Crossover Kit |$85For the Nebula the Crossover Kit clip mounts the headlamp to a belt pack waistband or an adjustable bounce-free bike handlebar mount Compatible with any road or mountain bike
GlukosA nutritional supplement with glucose as its primary ingredient is the only sugar that absorbs di-rectly into the bloodstream Glu-kos will sell powders by early next year and expand into gels gum-mies tablets and beverages
Run Gum Delivers supplements through the lining of the cheeks and gums for fast absorption into the blood-stream One piece contains 50mgs of caffeine equivalent to a half-cup of coffee or energy drink 20mgs of taurine B6 and B12
Hoka One One Tor Ultra High WP | $230 The crossover boot combines Hokarsquos cush-ioning and Meta-Rocker geometry with sup-porting trekking upper For drywet terrain includes Vibram MegaGrip outsole rubber with 5mm lugs Leather and nylon mesh up-per and Event waterproofing
Ampla Fly |$180Empowers optimized mechan-ics with a full-length carbon plate for ideal landings and gathers kinetic forces for release in the toe-off phase Track-inspired last promotes unique foot posture While the spring-powered boost is built for speed the un-orthodox design also reduces risk of injury and improves running form
Addaday Boomerang Roller |$46 Contours to the body for hard to reach areas Directional rollers allow for cross fiber friction massage in two density gears ndash Surface Skin Technolgy (SST) and without SST for a harder massage
Addaday Fly Roller |$25Holds easily in one hand or can be used with a two-handed grip for more pressure Includes two density gears - with SST and without for a harder massage Both gears can be used at the same time or alone for a focused massage
Samsara Fitness Trueform Runner | $6000Non-motorized treadmill features an innovative curved deck controlled 100- percent by the movement and force of the athlete to train and reward technically sound posture balance and cadence Runners can set their own limits and measure efficiency
PRODUCT SHOWCASE
Photo courtesy Nathan
Nathan Halo Fire
Nathan Nebula Fire
DECEMBER 15 2014 | SGBWeeklycom 9
ENDING HUNGER AND POVERTY WHAT YOU CAN DO
10 SGBWeeklycom | DECEMBER 15 2014
he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the
The Running Event last week The opportunity came from Glenn Lyon
CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each
storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said
For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity
ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo
The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape
In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections
ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo
Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo
Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo
Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado
The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities
Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo
The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles
Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo
By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back
ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo
Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners
But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million
An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and
Finish Line Meets Run Specialty
ANALYSIS I RETAIL
By Thomas J Ryan
Glenn Lyon CEO and chairman of The Finish Line
Bill Kirkendall president of Running Specialty Group
T
DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
A Service of The SportsOneSource Group
ACHIEVE YOUR GOALS
SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market
To learn more call 3039977302 or SportScanSportsOneSourcecom
BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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OIA VantagePointtrade is the only weekly retail point-of-sale reporting platform exclusively for the active outdoor lifestyle industry We swiftly deliver critical trend and detailed business data to brands and retailers
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
Sports Licensing amp Tailgate Show Logo STANDARD
SLTS
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JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
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Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
F INANCIAL
Bell Helmets named Scott Sharples as Marketing Manager for its bicycle business
Big Agnes hired six employees including two former managers from Eastern Mountain Sports Wes Green and Tony Roina to support growth fueled by strong demand for new category launches including its mtnGLO collection of tents and camp accessories featuring integrated LED lights
Costa Sunglasses hired John Sanchez formerly President of Zeal Optics as VP of Product Development
Genesco Inc announced that James S Gulmi SVP and CFO would retire at the end of its current fiscal year
Kenji Haroutunian who recently stepped down as a VP of Emerald Expositions and Director for its Outdoor Retailer Show has established KenjiConsults a consulting business in service to the industry
Nike Inc appointed Tom Peddie VP and GM of its emerging markets geography
NSGA announced that baseball Hall of Famer Cal Ripken Jr would be the featured speaker at its 51st Annual Management Conference amp 17th Annual Team Dealer Summit in Austin TX
Peter Fox rejoined Fox Head Inc in the newly created role of Chief Creative Officer and will report directly to Interim CEO Scott Olivet
Reebok formed a new partnership with acclaimed hip-hop artist Kendrick Lamar Together they hope to inspire and empower youth through programs designed to provide a positive alternative to the streets
The Buckle appointed Kelli D Molczyk as VP of Womenrsquos Merchandising and Diane L Applegate as VP of Supply Chain and Merchandising Operations
MOVERS amp SHAKERS
4 SGBWeeklycom | DECEMBER 15 2014
LULULEMONrsquoS Q3 EARNINGS SLIDE
Lululemon Athletica Inc reported earnings declined 86 percent for the third quarter ended November 2 to $605 million or 42 cents a share
Net revenue increased 10 percent to $4194 million from $3799 millionIn constant dollar terms a three percent decline in same-store sales and
27 percent increase in direct-to-consumer revenue blended to increase com-parable store sales for the period by three percent in constant dollar terms
Gross profit for the quarter increased three percent to $2111 million or 503 percent of net revenue down 360 basis points from 539 percent in the third quarter of fiscal 2013
Income from operations for the quarter decreased 12 percent to $812 mil-lion and a percentage of net revenue was 194 percent compared to 243 per-cent a year ago
I am pleased that our third quarter results demonstrated sequential im-provements as the quarter progressed with all key facets of our business - brand guest experience and product - contributing to our momentum said Lululemon CEO Laurent Potdevin I am confident that our strong team coupled with strategic investments into our core business areas has already made a positive impact and placed us on a strong trajectory for further global growth
For the fourth quarter of fiscal 2014 Lululemon expects net revenue to be in the range of $570 to $585 million based on a total comparable sales increase in the low single-digits on a constant dollar basis The sales outlook relative to previous guidance is expected to be impacted by approximately $15 million due to the combined impact of West Coast port delays a lower Canadian dol-lar and delayed store openings Diluted earnings per share are expected to be in the range of 65 to 69 cents per share down from 75 cents a year ago
For the full 2014 fiscal year the company guided adjusted EPS in a range of $174 to $178 on revenues of $1765 billion to $1780 billion compared with the consensus estimates for EPS of $177 on revenues of $179 billion
POWER VERSATILITYLIGHT
ORDER NOW WWWCOGHLANSCOM
SGBweeklySept2014indd 1 8262014 41704 PM
The SportsOneSource Group (SOS SportsOneSource) and Outdoor Industry Association (OIA) have entered into an agreement that will result in SportsOneSource taking full control and ownership of the OIA VantagePoint retail point-of-sale data-reporting platform The transaction is expected to close on December 31 2014 The SportsOneSource Grouprsquos commitment to the outdoor industry will continue with a revised VantagePoint web platform available to OIA members and other retailers and vendors interested in outdoor industry data
ldquoThis transaction comes at an important time for SportsOneSourcerdquo explained James Hartford president amp CEO at The SportsOneSource Group ldquoSportsOneSource is introducing new branding and technology across its various data products in 2015 and the inclusion of the Vantage-Point platform aligns with that strategyrdquo
ldquoOIArsquos goal is to provide the industry with the most comprehensive view of the outdoor market and its consumersrdquo said Christie Hickman VP of Market and Consumer Insights at Outdoor Industry Association ldquoTo that end we are re-evaluating our market insights offerings to deter-mine how best to serve the industry with the changing landscape of retail and consumer shopping behaviorrdquo
OIA retail and vendor members will be able to access complimentary VantagePoint category-level data through March 31 2015 SportsOneSource will provide the VantagePoint category-level data on a subscription basis effective April 1 2015 All SOS reporting retail partners will continue to have free access to the platform where they contribute data For more information contact SportsOneSource at 3039977302
SPORTSONESOURCE TO ACQUIRE VANTAGEPOINT DATA PLATFORM FROM
OUTDOOR INDUSTRY ASSOCIATION
6 SGBWeeklycom | DECEMBER 15 2014
The Running Event held in Austin TX on De-cember 2-5 hosted 872 retail buyers from 24 countries representing 368 ownership groups up 12 percent from 2013 according to show organiz-ers Retail buyers and sales associates traveled to the Austin Convention Center for educational seminars and previews by 310 exhibiting manu-facturers of new products for the running enthu-siast
ldquoThe retail attendance numbers were grati-fying because it was a challenging year for run specialtyrdquo said Mark Sullivan president Formula 4 Media ldquoThe fact that the stores turned out in such great numbers speaks to the vitality resil-iency and strength of the channelrdquo Mark Yard-ley North American leader for Gore Running added ldquoRetailers come to Austin ready to learn and looking for new brands to add to their collec-tionsrdquo Todd Andrews president of Tasc Perfor-mance said ldquoWe were busy the entire time with high quality accounts We opened many new doors thanks to pre-event marketing that gener-ated buzz for our bamboo performance technol-ogyrdquo
Seminars repeatedly echoed the importance of customer service Parker Karnan of the Indepen-dent Running Retailer Association (IRRA) told store owners buyers and associates ldquoThe cus-tomer is an empowered buyer in control of the purchase thanks to the information agehelliptoday
consumers are in controlrdquo Karnan said 70 percent of the time customers research footwear online but only purchase online 10 percent of the time ldquoThey understand the importance of receiving a proper fit and like to shop in storesrdquo
Jim Knight a training and development vet-eran for 30 years said store associates need to be ldquounapologetically authentic in their customer obsessionhellipto deliver personalized running ex-periencesrdquo He continued ldquomemorable experi-ences help justify the price yoursquore chargingrdquo Bob Phibbs The Retail Doctor said ldquoPeople donrsquot buy products they buy better versions of their livesrdquo He advises sales associates to stop hiding behind the sales counter and get out on the floor to ask ldquoHow can I make your run betterrdquo
Retail trainer and consultant Jim Dion added ldquoNobody needs to run they need what running does for themrdquo Said retailer Mort Nace of Medved Running amp Walking Outfitters Rochester NY ldquoWe came looking to meet with current vendors and keep an eye open for new products We be-came energized by the breakout sessions and will share that energy with our staff back homerdquo
Celebrity runners Meb Keflezighi and Kara Goucher attended for Skechers and other brands they represent Nick Symmonds was there for Brooks Soleus and Run Gum and competed in Austinrsquos famed Beer Mile Bart Yasso was in the Runnerrsquos World booth and Hal Koerner made
appearances for The North Face At the Running Specialty Hall of Fame break-
fast presented by the Independent Running Re-tailer Association the IRRA Shoe of the Year was the Hoka One One while honors for the IRRA Vendor of the Year went to Brooks Sports Seat-tle Fleet Feet Roanoke won the Ubuntu Award presented by Balega Sports while Fleet Feet Ap-tos won The North Face Never Stop Exploring Award Nikersquos Just Do It Award went to Lukersquos Locker with 11 locations in Texas Lady Sport of Vancouver and Boutique Courir of Montreal shared the Canadian Store of the Year award pre-sented by New Balance Canada Store of the Year honors went to Columbus Running Company Dublin OH
During the Indie 5K race in nearby Zilker Park approximately 400 retailers braved a light Texas mist The Owners Club Award went to Amanda Goetschius of OK Runner in Edmond OK (1739) and Jimmy Wiggins of Classic City Running Buford GA (1941) the Supplier Award went to Stephen Piper (1432) and Kris-ten Arendt (1654) of Newton Running Boulder CO the Best Overall Male winner - Retailer was Scott Smith of OK Runner (1442) and Amber Andrews (1730) of Runners Corner Orem UT the first place Team Award (top three finishers of each store) went to OK Runner with a combined time of 4757
THE RUNNING EVENT TALLIES LARGEST ATTENDANCE
7 SGBWeeklycom | DECEMBER 15 2014
+36Genesco Inc said lower than planned sales and gross margin pressures at LIDS in the third quarter and expected continued margin pressure at the segment in the fourth quarter would cause it to lower its guidance for the full year Earnings from continuing operations in the third quarter rose 36 percent to $288 million or $121 per diluted share The Journeys Groups comparable same-store sales were ahead 6 percent and ahead of plan but LIDS comps were up 1 percent and below plan
+100Johnson Outdoors Inc reported sales increased 10 percent to $849 million in the fiscal fourth quarter ended October 3 due to double-digit growth in both Marine Electronics and Outdoor Gear units Operating loss declined sharply year-over-year due largely to the increase in sales volume but not enough to prevent the company from resetting its three-year 2015 financial targets
-110Quiksilver Inc reported operating earnings before special items fell sharply in its fourth quarter ended October 31 Sales dropped 11 percent to $401 million Among brands Quiksilver was down 12 percent on a currency-neutral basis Roxy declined 6 percent and DC Shoes fell 14 percent
-271Freedom Group the parent of Remington reported a loss of $64 million in the third quarter ended September 28 against earnings of $306 million a year earlier Sales slid 271 percent to $2536 million from $3471 million a year ago according to a filing with the Securities amp Exchange Commission
-703Smith amp Wesson reported earnings slid 703 percent in the second quarter to $505 million or 9 cents a share Revenues slumped 221 percent Sales of long guns primarily modern sporting rifles declined 503 percent while handgun sales declined 150 percent
BY THE NUMBERS
COLUMBUS RUNNING COMPANY WINS RUNNING STORE OF THE YEAR
The Columbus Running Company serving the Central Ohio region was named the 2014 Running Store of the Year by Competitor magazine at an event held during The Running Event this month in Austin TX
The nomination process started with readers nominating their favorite shops on competitorcom A rigorous evaluation process including runner nominations mystery shopping to assess customer service credit ratings from vendors and assessments about local programs and community com-mitment determined the finalists and winner The rankings are based on 20 criteria including retail environment shoe fitting checkout process credit worthiness and community service
Celebrating its 10th year Columbus Running Company now a four-store operation earned the nod because of its exemplary customer service invigorating training programs and group runs strong credit ratings from vendors and community commitment to local races schools and charity organizations Ambitious initiatives include creating a Grasshoppers running club for kids in second through sixth grades developing a charity training program that recently donated $23000 to Ron-ald McDonald House and helping send several runners from its store in Dublin OH to the Dublin Marathon in Ireland
ldquoItrsquos not just about selling shoes itrsquos more about getting people runningrdquo Eric Fruth owner Columbus Running Company told Competitor magazine ldquoThe running world is a pie Our thought has always been letrsquos bake a bigger pie by growing the sport If the sport isnrsquot growing and changing itrsquos not thrivingrdquo The other three finalists for the 2014 Running Store of the Year honor were Running Central in Peoria IL Track Shack in Orlando FL and Fleet Feet Baltimore in Baltimore MD
The 50 Best Running Stores by state are Alabama -Fleet Feet Huntsville bull Alaska - Skinny Raven Anchorage bull Arkansas - Rush Running Company Bentonville bull Arizona - Fleet Feet Tucson Sole Sports Tempe Tortoise amp Hare Sports Glendale bull California - Sole 2 Soul Visalia bull Florida - Fit Niche Lakeland Fleet Feet Stuart Stuart Jacksonville Running Company Jacksonville Running Zone Melbourne St Petersburg Running Company St Petersburg Track Shack Orlando bull Geor-gia - Big Peach Running Company Atlanta Classic City Running Buford West Stride Atlanta bull Idaho - Schursquos Idaho Running Company Boise bull Illinois - Dick Pond Athletics Schaumburg Fleet Feet Chicago Geneva Running Outfitters Geneva Naperville Running Company Naperville Run-ning Central Peoria bull Indiana - Fleet Feet Schererville Runnerrsquos Forum Indianapolis Three Rivers Running Fort Wayne Tri-N-Run Lafayette bull Kentucky - Tri State Running Edgewood bull Louisiana - Sports Spectrum Shreveport bull Maine - Maine Running Company Portland bull Maryland - Charm City Run Timonium Fleet Feet Baltimore bull Massachusetts - Whirlaway Sports Methuen bull Michi-gan - Playmakers Okemos bull Missouri - Big River Running Company St Louis The Running Well Store Kansas City Ultra Max Columbia bull Montana - Runnerrsquos Edge Missoula bull Nebraska - Red Dirt Running Omaha bull New Hampshire - Runnerrsquos Alley Portsmouth bull New Mexico - Bosque Run-ning Albuquerque bull New York - Fleet Feet Rochester Rochester Fleet Feet Syracuse East Syracuse bull North Carolina - Charlotte Running Co Charlotte bull Ohio - Columbus Running Company Dub-lin - Vertical Runner Hudson bull Oklahoma - Red Coyote Running Oklahoma City bull Pennsylvania - Emmaus Run Inn Emmaus bull Rhode Island - Rhode Runner Providence bull Tennessee - Fleet Feet Brentwood Brentwood bull Texas - IRun Texas San Antonio Lukersquos Locker Dallas bull Utah - Salt Lake Running Salt Lake City bull Virginia - Pacers Arlington bull Wisconsin - Performance Running Outfit-ters Brookfield
DECEMBER 15 2014 | SGBWeeklycom 7
8 SGBWeeklycom | DECEMBER 15 2014
Nathan Halo Fire (228 lumens) | $120Nebula Fire (192 lumens) |$75LEDs and custom optical lenses are combined for the perfect amount of illumination Auto-Strobe sen-sor when activated turns on a safe-ty strobe to address ambient light changes A touch-free RunWave fea-ture allows the user to cycle through the five different lighting modes - low medium high sprint and strobe
Crossover Kit |$85For the Nebula the Crossover Kit clip mounts the headlamp to a belt pack waistband or an adjustable bounce-free bike handlebar mount Compatible with any road or mountain bike
GlukosA nutritional supplement with glucose as its primary ingredient is the only sugar that absorbs di-rectly into the bloodstream Glu-kos will sell powders by early next year and expand into gels gum-mies tablets and beverages
Run Gum Delivers supplements through the lining of the cheeks and gums for fast absorption into the blood-stream One piece contains 50mgs of caffeine equivalent to a half-cup of coffee or energy drink 20mgs of taurine B6 and B12
Hoka One One Tor Ultra High WP | $230 The crossover boot combines Hokarsquos cush-ioning and Meta-Rocker geometry with sup-porting trekking upper For drywet terrain includes Vibram MegaGrip outsole rubber with 5mm lugs Leather and nylon mesh up-per and Event waterproofing
Ampla Fly |$180Empowers optimized mechan-ics with a full-length carbon plate for ideal landings and gathers kinetic forces for release in the toe-off phase Track-inspired last promotes unique foot posture While the spring-powered boost is built for speed the un-orthodox design also reduces risk of injury and improves running form
Addaday Boomerang Roller |$46 Contours to the body for hard to reach areas Directional rollers allow for cross fiber friction massage in two density gears ndash Surface Skin Technolgy (SST) and without SST for a harder massage
Addaday Fly Roller |$25Holds easily in one hand or can be used with a two-handed grip for more pressure Includes two density gears - with SST and without for a harder massage Both gears can be used at the same time or alone for a focused massage
Samsara Fitness Trueform Runner | $6000Non-motorized treadmill features an innovative curved deck controlled 100- percent by the movement and force of the athlete to train and reward technically sound posture balance and cadence Runners can set their own limits and measure efficiency
PRODUCT SHOWCASE
Photo courtesy Nathan
Nathan Halo Fire
Nathan Nebula Fire
DECEMBER 15 2014 | SGBWeeklycom 9
ENDING HUNGER AND POVERTY WHAT YOU CAN DO
10 SGBWeeklycom | DECEMBER 15 2014
he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the
The Running Event last week The opportunity came from Glenn Lyon
CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each
storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said
For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity
ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo
The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape
In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections
ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo
Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo
Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo
Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado
The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities
Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo
The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles
Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo
By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back
ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo
Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners
But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million
An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and
Finish Line Meets Run Specialty
ANALYSIS I RETAIL
By Thomas J Ryan
Glenn Lyon CEO and chairman of The Finish Line
Bill Kirkendall president of Running Specialty Group
T
DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
A Service of The SportsOneSource Group
ACHIEVE YOUR GOALS
SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market
To learn more call 3039977302 or SportScanSportsOneSourcecom
BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
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Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
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SGBweeklySept2014indd 1 8262014 41704 PM
The SportsOneSource Group (SOS SportsOneSource) and Outdoor Industry Association (OIA) have entered into an agreement that will result in SportsOneSource taking full control and ownership of the OIA VantagePoint retail point-of-sale data-reporting platform The transaction is expected to close on December 31 2014 The SportsOneSource Grouprsquos commitment to the outdoor industry will continue with a revised VantagePoint web platform available to OIA members and other retailers and vendors interested in outdoor industry data
ldquoThis transaction comes at an important time for SportsOneSourcerdquo explained James Hartford president amp CEO at The SportsOneSource Group ldquoSportsOneSource is introducing new branding and technology across its various data products in 2015 and the inclusion of the Vantage-Point platform aligns with that strategyrdquo
ldquoOIArsquos goal is to provide the industry with the most comprehensive view of the outdoor market and its consumersrdquo said Christie Hickman VP of Market and Consumer Insights at Outdoor Industry Association ldquoTo that end we are re-evaluating our market insights offerings to deter-mine how best to serve the industry with the changing landscape of retail and consumer shopping behaviorrdquo
OIA retail and vendor members will be able to access complimentary VantagePoint category-level data through March 31 2015 SportsOneSource will provide the VantagePoint category-level data on a subscription basis effective April 1 2015 All SOS reporting retail partners will continue to have free access to the platform where they contribute data For more information contact SportsOneSource at 3039977302
SPORTSONESOURCE TO ACQUIRE VANTAGEPOINT DATA PLATFORM FROM
OUTDOOR INDUSTRY ASSOCIATION
6 SGBWeeklycom | DECEMBER 15 2014
The Running Event held in Austin TX on De-cember 2-5 hosted 872 retail buyers from 24 countries representing 368 ownership groups up 12 percent from 2013 according to show organiz-ers Retail buyers and sales associates traveled to the Austin Convention Center for educational seminars and previews by 310 exhibiting manu-facturers of new products for the running enthu-siast
ldquoThe retail attendance numbers were grati-fying because it was a challenging year for run specialtyrdquo said Mark Sullivan president Formula 4 Media ldquoThe fact that the stores turned out in such great numbers speaks to the vitality resil-iency and strength of the channelrdquo Mark Yard-ley North American leader for Gore Running added ldquoRetailers come to Austin ready to learn and looking for new brands to add to their collec-tionsrdquo Todd Andrews president of Tasc Perfor-mance said ldquoWe were busy the entire time with high quality accounts We opened many new doors thanks to pre-event marketing that gener-ated buzz for our bamboo performance technol-ogyrdquo
Seminars repeatedly echoed the importance of customer service Parker Karnan of the Indepen-dent Running Retailer Association (IRRA) told store owners buyers and associates ldquoThe cus-tomer is an empowered buyer in control of the purchase thanks to the information agehelliptoday
consumers are in controlrdquo Karnan said 70 percent of the time customers research footwear online but only purchase online 10 percent of the time ldquoThey understand the importance of receiving a proper fit and like to shop in storesrdquo
Jim Knight a training and development vet-eran for 30 years said store associates need to be ldquounapologetically authentic in their customer obsessionhellipto deliver personalized running ex-periencesrdquo He continued ldquomemorable experi-ences help justify the price yoursquore chargingrdquo Bob Phibbs The Retail Doctor said ldquoPeople donrsquot buy products they buy better versions of their livesrdquo He advises sales associates to stop hiding behind the sales counter and get out on the floor to ask ldquoHow can I make your run betterrdquo
Retail trainer and consultant Jim Dion added ldquoNobody needs to run they need what running does for themrdquo Said retailer Mort Nace of Medved Running amp Walking Outfitters Rochester NY ldquoWe came looking to meet with current vendors and keep an eye open for new products We be-came energized by the breakout sessions and will share that energy with our staff back homerdquo
Celebrity runners Meb Keflezighi and Kara Goucher attended for Skechers and other brands they represent Nick Symmonds was there for Brooks Soleus and Run Gum and competed in Austinrsquos famed Beer Mile Bart Yasso was in the Runnerrsquos World booth and Hal Koerner made
appearances for The North Face At the Running Specialty Hall of Fame break-
fast presented by the Independent Running Re-tailer Association the IRRA Shoe of the Year was the Hoka One One while honors for the IRRA Vendor of the Year went to Brooks Sports Seat-tle Fleet Feet Roanoke won the Ubuntu Award presented by Balega Sports while Fleet Feet Ap-tos won The North Face Never Stop Exploring Award Nikersquos Just Do It Award went to Lukersquos Locker with 11 locations in Texas Lady Sport of Vancouver and Boutique Courir of Montreal shared the Canadian Store of the Year award pre-sented by New Balance Canada Store of the Year honors went to Columbus Running Company Dublin OH
During the Indie 5K race in nearby Zilker Park approximately 400 retailers braved a light Texas mist The Owners Club Award went to Amanda Goetschius of OK Runner in Edmond OK (1739) and Jimmy Wiggins of Classic City Running Buford GA (1941) the Supplier Award went to Stephen Piper (1432) and Kris-ten Arendt (1654) of Newton Running Boulder CO the Best Overall Male winner - Retailer was Scott Smith of OK Runner (1442) and Amber Andrews (1730) of Runners Corner Orem UT the first place Team Award (top three finishers of each store) went to OK Runner with a combined time of 4757
THE RUNNING EVENT TALLIES LARGEST ATTENDANCE
7 SGBWeeklycom | DECEMBER 15 2014
+36Genesco Inc said lower than planned sales and gross margin pressures at LIDS in the third quarter and expected continued margin pressure at the segment in the fourth quarter would cause it to lower its guidance for the full year Earnings from continuing operations in the third quarter rose 36 percent to $288 million or $121 per diluted share The Journeys Groups comparable same-store sales were ahead 6 percent and ahead of plan but LIDS comps were up 1 percent and below plan
+100Johnson Outdoors Inc reported sales increased 10 percent to $849 million in the fiscal fourth quarter ended October 3 due to double-digit growth in both Marine Electronics and Outdoor Gear units Operating loss declined sharply year-over-year due largely to the increase in sales volume but not enough to prevent the company from resetting its three-year 2015 financial targets
-110Quiksilver Inc reported operating earnings before special items fell sharply in its fourth quarter ended October 31 Sales dropped 11 percent to $401 million Among brands Quiksilver was down 12 percent on a currency-neutral basis Roxy declined 6 percent and DC Shoes fell 14 percent
-271Freedom Group the parent of Remington reported a loss of $64 million in the third quarter ended September 28 against earnings of $306 million a year earlier Sales slid 271 percent to $2536 million from $3471 million a year ago according to a filing with the Securities amp Exchange Commission
-703Smith amp Wesson reported earnings slid 703 percent in the second quarter to $505 million or 9 cents a share Revenues slumped 221 percent Sales of long guns primarily modern sporting rifles declined 503 percent while handgun sales declined 150 percent
BY THE NUMBERS
COLUMBUS RUNNING COMPANY WINS RUNNING STORE OF THE YEAR
The Columbus Running Company serving the Central Ohio region was named the 2014 Running Store of the Year by Competitor magazine at an event held during The Running Event this month in Austin TX
The nomination process started with readers nominating their favorite shops on competitorcom A rigorous evaluation process including runner nominations mystery shopping to assess customer service credit ratings from vendors and assessments about local programs and community com-mitment determined the finalists and winner The rankings are based on 20 criteria including retail environment shoe fitting checkout process credit worthiness and community service
Celebrating its 10th year Columbus Running Company now a four-store operation earned the nod because of its exemplary customer service invigorating training programs and group runs strong credit ratings from vendors and community commitment to local races schools and charity organizations Ambitious initiatives include creating a Grasshoppers running club for kids in second through sixth grades developing a charity training program that recently donated $23000 to Ron-ald McDonald House and helping send several runners from its store in Dublin OH to the Dublin Marathon in Ireland
ldquoItrsquos not just about selling shoes itrsquos more about getting people runningrdquo Eric Fruth owner Columbus Running Company told Competitor magazine ldquoThe running world is a pie Our thought has always been letrsquos bake a bigger pie by growing the sport If the sport isnrsquot growing and changing itrsquos not thrivingrdquo The other three finalists for the 2014 Running Store of the Year honor were Running Central in Peoria IL Track Shack in Orlando FL and Fleet Feet Baltimore in Baltimore MD
The 50 Best Running Stores by state are Alabama -Fleet Feet Huntsville bull Alaska - Skinny Raven Anchorage bull Arkansas - Rush Running Company Bentonville bull Arizona - Fleet Feet Tucson Sole Sports Tempe Tortoise amp Hare Sports Glendale bull California - Sole 2 Soul Visalia bull Florida - Fit Niche Lakeland Fleet Feet Stuart Stuart Jacksonville Running Company Jacksonville Running Zone Melbourne St Petersburg Running Company St Petersburg Track Shack Orlando bull Geor-gia - Big Peach Running Company Atlanta Classic City Running Buford West Stride Atlanta bull Idaho - Schursquos Idaho Running Company Boise bull Illinois - Dick Pond Athletics Schaumburg Fleet Feet Chicago Geneva Running Outfitters Geneva Naperville Running Company Naperville Run-ning Central Peoria bull Indiana - Fleet Feet Schererville Runnerrsquos Forum Indianapolis Three Rivers Running Fort Wayne Tri-N-Run Lafayette bull Kentucky - Tri State Running Edgewood bull Louisiana - Sports Spectrum Shreveport bull Maine - Maine Running Company Portland bull Maryland - Charm City Run Timonium Fleet Feet Baltimore bull Massachusetts - Whirlaway Sports Methuen bull Michi-gan - Playmakers Okemos bull Missouri - Big River Running Company St Louis The Running Well Store Kansas City Ultra Max Columbia bull Montana - Runnerrsquos Edge Missoula bull Nebraska - Red Dirt Running Omaha bull New Hampshire - Runnerrsquos Alley Portsmouth bull New Mexico - Bosque Run-ning Albuquerque bull New York - Fleet Feet Rochester Rochester Fleet Feet Syracuse East Syracuse bull North Carolina - Charlotte Running Co Charlotte bull Ohio - Columbus Running Company Dub-lin - Vertical Runner Hudson bull Oklahoma - Red Coyote Running Oklahoma City bull Pennsylvania - Emmaus Run Inn Emmaus bull Rhode Island - Rhode Runner Providence bull Tennessee - Fleet Feet Brentwood Brentwood bull Texas - IRun Texas San Antonio Lukersquos Locker Dallas bull Utah - Salt Lake Running Salt Lake City bull Virginia - Pacers Arlington bull Wisconsin - Performance Running Outfit-ters Brookfield
DECEMBER 15 2014 | SGBWeeklycom 7
8 SGBWeeklycom | DECEMBER 15 2014
Nathan Halo Fire (228 lumens) | $120Nebula Fire (192 lumens) |$75LEDs and custom optical lenses are combined for the perfect amount of illumination Auto-Strobe sen-sor when activated turns on a safe-ty strobe to address ambient light changes A touch-free RunWave fea-ture allows the user to cycle through the five different lighting modes - low medium high sprint and strobe
Crossover Kit |$85For the Nebula the Crossover Kit clip mounts the headlamp to a belt pack waistband or an adjustable bounce-free bike handlebar mount Compatible with any road or mountain bike
GlukosA nutritional supplement with glucose as its primary ingredient is the only sugar that absorbs di-rectly into the bloodstream Glu-kos will sell powders by early next year and expand into gels gum-mies tablets and beverages
Run Gum Delivers supplements through the lining of the cheeks and gums for fast absorption into the blood-stream One piece contains 50mgs of caffeine equivalent to a half-cup of coffee or energy drink 20mgs of taurine B6 and B12
Hoka One One Tor Ultra High WP | $230 The crossover boot combines Hokarsquos cush-ioning and Meta-Rocker geometry with sup-porting trekking upper For drywet terrain includes Vibram MegaGrip outsole rubber with 5mm lugs Leather and nylon mesh up-per and Event waterproofing
Ampla Fly |$180Empowers optimized mechan-ics with a full-length carbon plate for ideal landings and gathers kinetic forces for release in the toe-off phase Track-inspired last promotes unique foot posture While the spring-powered boost is built for speed the un-orthodox design also reduces risk of injury and improves running form
Addaday Boomerang Roller |$46 Contours to the body for hard to reach areas Directional rollers allow for cross fiber friction massage in two density gears ndash Surface Skin Technolgy (SST) and without SST for a harder massage
Addaday Fly Roller |$25Holds easily in one hand or can be used with a two-handed grip for more pressure Includes two density gears - with SST and without for a harder massage Both gears can be used at the same time or alone for a focused massage
Samsara Fitness Trueform Runner | $6000Non-motorized treadmill features an innovative curved deck controlled 100- percent by the movement and force of the athlete to train and reward technically sound posture balance and cadence Runners can set their own limits and measure efficiency
PRODUCT SHOWCASE
Photo courtesy Nathan
Nathan Halo Fire
Nathan Nebula Fire
DECEMBER 15 2014 | SGBWeeklycom 9
ENDING HUNGER AND POVERTY WHAT YOU CAN DO
10 SGBWeeklycom | DECEMBER 15 2014
he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the
The Running Event last week The opportunity came from Glenn Lyon
CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each
storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said
For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity
ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo
The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape
In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections
ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo
Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo
Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo
Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado
The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities
Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo
The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles
Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo
By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back
ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo
Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners
But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million
An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and
Finish Line Meets Run Specialty
ANALYSIS I RETAIL
By Thomas J Ryan
Glenn Lyon CEO and chairman of The Finish Line
Bill Kirkendall president of Running Specialty Group
T
DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
A Service of The SportsOneSource Group
ACHIEVE YOUR GOALS
SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market
To learn more call 3039977302 or SportScanSportsOneSourcecom
BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
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JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
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100 MADE IN USA
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GO FOR ITFind out more8008383906insoles-sorbothanecom
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Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
6 SGBWeeklycom | DECEMBER 15 2014
The Running Event held in Austin TX on De-cember 2-5 hosted 872 retail buyers from 24 countries representing 368 ownership groups up 12 percent from 2013 according to show organiz-ers Retail buyers and sales associates traveled to the Austin Convention Center for educational seminars and previews by 310 exhibiting manu-facturers of new products for the running enthu-siast
ldquoThe retail attendance numbers were grati-fying because it was a challenging year for run specialtyrdquo said Mark Sullivan president Formula 4 Media ldquoThe fact that the stores turned out in such great numbers speaks to the vitality resil-iency and strength of the channelrdquo Mark Yard-ley North American leader for Gore Running added ldquoRetailers come to Austin ready to learn and looking for new brands to add to their collec-tionsrdquo Todd Andrews president of Tasc Perfor-mance said ldquoWe were busy the entire time with high quality accounts We opened many new doors thanks to pre-event marketing that gener-ated buzz for our bamboo performance technol-ogyrdquo
Seminars repeatedly echoed the importance of customer service Parker Karnan of the Indepen-dent Running Retailer Association (IRRA) told store owners buyers and associates ldquoThe cus-tomer is an empowered buyer in control of the purchase thanks to the information agehelliptoday
consumers are in controlrdquo Karnan said 70 percent of the time customers research footwear online but only purchase online 10 percent of the time ldquoThey understand the importance of receiving a proper fit and like to shop in storesrdquo
Jim Knight a training and development vet-eran for 30 years said store associates need to be ldquounapologetically authentic in their customer obsessionhellipto deliver personalized running ex-periencesrdquo He continued ldquomemorable experi-ences help justify the price yoursquore chargingrdquo Bob Phibbs The Retail Doctor said ldquoPeople donrsquot buy products they buy better versions of their livesrdquo He advises sales associates to stop hiding behind the sales counter and get out on the floor to ask ldquoHow can I make your run betterrdquo
Retail trainer and consultant Jim Dion added ldquoNobody needs to run they need what running does for themrdquo Said retailer Mort Nace of Medved Running amp Walking Outfitters Rochester NY ldquoWe came looking to meet with current vendors and keep an eye open for new products We be-came energized by the breakout sessions and will share that energy with our staff back homerdquo
Celebrity runners Meb Keflezighi and Kara Goucher attended for Skechers and other brands they represent Nick Symmonds was there for Brooks Soleus and Run Gum and competed in Austinrsquos famed Beer Mile Bart Yasso was in the Runnerrsquos World booth and Hal Koerner made
appearances for The North Face At the Running Specialty Hall of Fame break-
fast presented by the Independent Running Re-tailer Association the IRRA Shoe of the Year was the Hoka One One while honors for the IRRA Vendor of the Year went to Brooks Sports Seat-tle Fleet Feet Roanoke won the Ubuntu Award presented by Balega Sports while Fleet Feet Ap-tos won The North Face Never Stop Exploring Award Nikersquos Just Do It Award went to Lukersquos Locker with 11 locations in Texas Lady Sport of Vancouver and Boutique Courir of Montreal shared the Canadian Store of the Year award pre-sented by New Balance Canada Store of the Year honors went to Columbus Running Company Dublin OH
During the Indie 5K race in nearby Zilker Park approximately 400 retailers braved a light Texas mist The Owners Club Award went to Amanda Goetschius of OK Runner in Edmond OK (1739) and Jimmy Wiggins of Classic City Running Buford GA (1941) the Supplier Award went to Stephen Piper (1432) and Kris-ten Arendt (1654) of Newton Running Boulder CO the Best Overall Male winner - Retailer was Scott Smith of OK Runner (1442) and Amber Andrews (1730) of Runners Corner Orem UT the first place Team Award (top three finishers of each store) went to OK Runner with a combined time of 4757
THE RUNNING EVENT TALLIES LARGEST ATTENDANCE
7 SGBWeeklycom | DECEMBER 15 2014
+36Genesco Inc said lower than planned sales and gross margin pressures at LIDS in the third quarter and expected continued margin pressure at the segment in the fourth quarter would cause it to lower its guidance for the full year Earnings from continuing operations in the third quarter rose 36 percent to $288 million or $121 per diluted share The Journeys Groups comparable same-store sales were ahead 6 percent and ahead of plan but LIDS comps were up 1 percent and below plan
+100Johnson Outdoors Inc reported sales increased 10 percent to $849 million in the fiscal fourth quarter ended October 3 due to double-digit growth in both Marine Electronics and Outdoor Gear units Operating loss declined sharply year-over-year due largely to the increase in sales volume but not enough to prevent the company from resetting its three-year 2015 financial targets
-110Quiksilver Inc reported operating earnings before special items fell sharply in its fourth quarter ended October 31 Sales dropped 11 percent to $401 million Among brands Quiksilver was down 12 percent on a currency-neutral basis Roxy declined 6 percent and DC Shoes fell 14 percent
-271Freedom Group the parent of Remington reported a loss of $64 million in the third quarter ended September 28 against earnings of $306 million a year earlier Sales slid 271 percent to $2536 million from $3471 million a year ago according to a filing with the Securities amp Exchange Commission
-703Smith amp Wesson reported earnings slid 703 percent in the second quarter to $505 million or 9 cents a share Revenues slumped 221 percent Sales of long guns primarily modern sporting rifles declined 503 percent while handgun sales declined 150 percent
BY THE NUMBERS
COLUMBUS RUNNING COMPANY WINS RUNNING STORE OF THE YEAR
The Columbus Running Company serving the Central Ohio region was named the 2014 Running Store of the Year by Competitor magazine at an event held during The Running Event this month in Austin TX
The nomination process started with readers nominating their favorite shops on competitorcom A rigorous evaluation process including runner nominations mystery shopping to assess customer service credit ratings from vendors and assessments about local programs and community com-mitment determined the finalists and winner The rankings are based on 20 criteria including retail environment shoe fitting checkout process credit worthiness and community service
Celebrating its 10th year Columbus Running Company now a four-store operation earned the nod because of its exemplary customer service invigorating training programs and group runs strong credit ratings from vendors and community commitment to local races schools and charity organizations Ambitious initiatives include creating a Grasshoppers running club for kids in second through sixth grades developing a charity training program that recently donated $23000 to Ron-ald McDonald House and helping send several runners from its store in Dublin OH to the Dublin Marathon in Ireland
ldquoItrsquos not just about selling shoes itrsquos more about getting people runningrdquo Eric Fruth owner Columbus Running Company told Competitor magazine ldquoThe running world is a pie Our thought has always been letrsquos bake a bigger pie by growing the sport If the sport isnrsquot growing and changing itrsquos not thrivingrdquo The other three finalists for the 2014 Running Store of the Year honor were Running Central in Peoria IL Track Shack in Orlando FL and Fleet Feet Baltimore in Baltimore MD
The 50 Best Running Stores by state are Alabama -Fleet Feet Huntsville bull Alaska - Skinny Raven Anchorage bull Arkansas - Rush Running Company Bentonville bull Arizona - Fleet Feet Tucson Sole Sports Tempe Tortoise amp Hare Sports Glendale bull California - Sole 2 Soul Visalia bull Florida - Fit Niche Lakeland Fleet Feet Stuart Stuart Jacksonville Running Company Jacksonville Running Zone Melbourne St Petersburg Running Company St Petersburg Track Shack Orlando bull Geor-gia - Big Peach Running Company Atlanta Classic City Running Buford West Stride Atlanta bull Idaho - Schursquos Idaho Running Company Boise bull Illinois - Dick Pond Athletics Schaumburg Fleet Feet Chicago Geneva Running Outfitters Geneva Naperville Running Company Naperville Run-ning Central Peoria bull Indiana - Fleet Feet Schererville Runnerrsquos Forum Indianapolis Three Rivers Running Fort Wayne Tri-N-Run Lafayette bull Kentucky - Tri State Running Edgewood bull Louisiana - Sports Spectrum Shreveport bull Maine - Maine Running Company Portland bull Maryland - Charm City Run Timonium Fleet Feet Baltimore bull Massachusetts - Whirlaway Sports Methuen bull Michi-gan - Playmakers Okemos bull Missouri - Big River Running Company St Louis The Running Well Store Kansas City Ultra Max Columbia bull Montana - Runnerrsquos Edge Missoula bull Nebraska - Red Dirt Running Omaha bull New Hampshire - Runnerrsquos Alley Portsmouth bull New Mexico - Bosque Run-ning Albuquerque bull New York - Fleet Feet Rochester Rochester Fleet Feet Syracuse East Syracuse bull North Carolina - Charlotte Running Co Charlotte bull Ohio - Columbus Running Company Dub-lin - Vertical Runner Hudson bull Oklahoma - Red Coyote Running Oklahoma City bull Pennsylvania - Emmaus Run Inn Emmaus bull Rhode Island - Rhode Runner Providence bull Tennessee - Fleet Feet Brentwood Brentwood bull Texas - IRun Texas San Antonio Lukersquos Locker Dallas bull Utah - Salt Lake Running Salt Lake City bull Virginia - Pacers Arlington bull Wisconsin - Performance Running Outfit-ters Brookfield
DECEMBER 15 2014 | SGBWeeklycom 7
8 SGBWeeklycom | DECEMBER 15 2014
Nathan Halo Fire (228 lumens) | $120Nebula Fire (192 lumens) |$75LEDs and custom optical lenses are combined for the perfect amount of illumination Auto-Strobe sen-sor when activated turns on a safe-ty strobe to address ambient light changes A touch-free RunWave fea-ture allows the user to cycle through the five different lighting modes - low medium high sprint and strobe
Crossover Kit |$85For the Nebula the Crossover Kit clip mounts the headlamp to a belt pack waistband or an adjustable bounce-free bike handlebar mount Compatible with any road or mountain bike
GlukosA nutritional supplement with glucose as its primary ingredient is the only sugar that absorbs di-rectly into the bloodstream Glu-kos will sell powders by early next year and expand into gels gum-mies tablets and beverages
Run Gum Delivers supplements through the lining of the cheeks and gums for fast absorption into the blood-stream One piece contains 50mgs of caffeine equivalent to a half-cup of coffee or energy drink 20mgs of taurine B6 and B12
Hoka One One Tor Ultra High WP | $230 The crossover boot combines Hokarsquos cush-ioning and Meta-Rocker geometry with sup-porting trekking upper For drywet terrain includes Vibram MegaGrip outsole rubber with 5mm lugs Leather and nylon mesh up-per and Event waterproofing
Ampla Fly |$180Empowers optimized mechan-ics with a full-length carbon plate for ideal landings and gathers kinetic forces for release in the toe-off phase Track-inspired last promotes unique foot posture While the spring-powered boost is built for speed the un-orthodox design also reduces risk of injury and improves running form
Addaday Boomerang Roller |$46 Contours to the body for hard to reach areas Directional rollers allow for cross fiber friction massage in two density gears ndash Surface Skin Technolgy (SST) and without SST for a harder massage
Addaday Fly Roller |$25Holds easily in one hand or can be used with a two-handed grip for more pressure Includes two density gears - with SST and without for a harder massage Both gears can be used at the same time or alone for a focused massage
Samsara Fitness Trueform Runner | $6000Non-motorized treadmill features an innovative curved deck controlled 100- percent by the movement and force of the athlete to train and reward technically sound posture balance and cadence Runners can set their own limits and measure efficiency
PRODUCT SHOWCASE
Photo courtesy Nathan
Nathan Halo Fire
Nathan Nebula Fire
DECEMBER 15 2014 | SGBWeeklycom 9
ENDING HUNGER AND POVERTY WHAT YOU CAN DO
10 SGBWeeklycom | DECEMBER 15 2014
he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the
The Running Event last week The opportunity came from Glenn Lyon
CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each
storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said
For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity
ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo
The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape
In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections
ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo
Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo
Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo
Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado
The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities
Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo
The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles
Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo
By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back
ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo
Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners
But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million
An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and
Finish Line Meets Run Specialty
ANALYSIS I RETAIL
By Thomas J Ryan
Glenn Lyon CEO and chairman of The Finish Line
Bill Kirkendall president of Running Specialty Group
T
DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
A Service of The SportsOneSource Group
ACHIEVE YOUR GOALS
SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market
To learn more call 3039977302 or SportScanSportsOneSourcecom
BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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OIA VantagePointtrade is the only weekly retail point-of-sale reporting platform exclusively for the active outdoor lifestyle industry We swiftly deliver critical trend and detailed business data to brands and retailers
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
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Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
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100 MADE IN USA
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Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
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E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
7 SGBWeeklycom | DECEMBER 15 2014
+36Genesco Inc said lower than planned sales and gross margin pressures at LIDS in the third quarter and expected continued margin pressure at the segment in the fourth quarter would cause it to lower its guidance for the full year Earnings from continuing operations in the third quarter rose 36 percent to $288 million or $121 per diluted share The Journeys Groups comparable same-store sales were ahead 6 percent and ahead of plan but LIDS comps were up 1 percent and below plan
+100Johnson Outdoors Inc reported sales increased 10 percent to $849 million in the fiscal fourth quarter ended October 3 due to double-digit growth in both Marine Electronics and Outdoor Gear units Operating loss declined sharply year-over-year due largely to the increase in sales volume but not enough to prevent the company from resetting its three-year 2015 financial targets
-110Quiksilver Inc reported operating earnings before special items fell sharply in its fourth quarter ended October 31 Sales dropped 11 percent to $401 million Among brands Quiksilver was down 12 percent on a currency-neutral basis Roxy declined 6 percent and DC Shoes fell 14 percent
-271Freedom Group the parent of Remington reported a loss of $64 million in the third quarter ended September 28 against earnings of $306 million a year earlier Sales slid 271 percent to $2536 million from $3471 million a year ago according to a filing with the Securities amp Exchange Commission
-703Smith amp Wesson reported earnings slid 703 percent in the second quarter to $505 million or 9 cents a share Revenues slumped 221 percent Sales of long guns primarily modern sporting rifles declined 503 percent while handgun sales declined 150 percent
BY THE NUMBERS
COLUMBUS RUNNING COMPANY WINS RUNNING STORE OF THE YEAR
The Columbus Running Company serving the Central Ohio region was named the 2014 Running Store of the Year by Competitor magazine at an event held during The Running Event this month in Austin TX
The nomination process started with readers nominating their favorite shops on competitorcom A rigorous evaluation process including runner nominations mystery shopping to assess customer service credit ratings from vendors and assessments about local programs and community com-mitment determined the finalists and winner The rankings are based on 20 criteria including retail environment shoe fitting checkout process credit worthiness and community service
Celebrating its 10th year Columbus Running Company now a four-store operation earned the nod because of its exemplary customer service invigorating training programs and group runs strong credit ratings from vendors and community commitment to local races schools and charity organizations Ambitious initiatives include creating a Grasshoppers running club for kids in second through sixth grades developing a charity training program that recently donated $23000 to Ron-ald McDonald House and helping send several runners from its store in Dublin OH to the Dublin Marathon in Ireland
ldquoItrsquos not just about selling shoes itrsquos more about getting people runningrdquo Eric Fruth owner Columbus Running Company told Competitor magazine ldquoThe running world is a pie Our thought has always been letrsquos bake a bigger pie by growing the sport If the sport isnrsquot growing and changing itrsquos not thrivingrdquo The other three finalists for the 2014 Running Store of the Year honor were Running Central in Peoria IL Track Shack in Orlando FL and Fleet Feet Baltimore in Baltimore MD
The 50 Best Running Stores by state are Alabama -Fleet Feet Huntsville bull Alaska - Skinny Raven Anchorage bull Arkansas - Rush Running Company Bentonville bull Arizona - Fleet Feet Tucson Sole Sports Tempe Tortoise amp Hare Sports Glendale bull California - Sole 2 Soul Visalia bull Florida - Fit Niche Lakeland Fleet Feet Stuart Stuart Jacksonville Running Company Jacksonville Running Zone Melbourne St Petersburg Running Company St Petersburg Track Shack Orlando bull Geor-gia - Big Peach Running Company Atlanta Classic City Running Buford West Stride Atlanta bull Idaho - Schursquos Idaho Running Company Boise bull Illinois - Dick Pond Athletics Schaumburg Fleet Feet Chicago Geneva Running Outfitters Geneva Naperville Running Company Naperville Run-ning Central Peoria bull Indiana - Fleet Feet Schererville Runnerrsquos Forum Indianapolis Three Rivers Running Fort Wayne Tri-N-Run Lafayette bull Kentucky - Tri State Running Edgewood bull Louisiana - Sports Spectrum Shreveport bull Maine - Maine Running Company Portland bull Maryland - Charm City Run Timonium Fleet Feet Baltimore bull Massachusetts - Whirlaway Sports Methuen bull Michi-gan - Playmakers Okemos bull Missouri - Big River Running Company St Louis The Running Well Store Kansas City Ultra Max Columbia bull Montana - Runnerrsquos Edge Missoula bull Nebraska - Red Dirt Running Omaha bull New Hampshire - Runnerrsquos Alley Portsmouth bull New Mexico - Bosque Run-ning Albuquerque bull New York - Fleet Feet Rochester Rochester Fleet Feet Syracuse East Syracuse bull North Carolina - Charlotte Running Co Charlotte bull Ohio - Columbus Running Company Dub-lin - Vertical Runner Hudson bull Oklahoma - Red Coyote Running Oklahoma City bull Pennsylvania - Emmaus Run Inn Emmaus bull Rhode Island - Rhode Runner Providence bull Tennessee - Fleet Feet Brentwood Brentwood bull Texas - IRun Texas San Antonio Lukersquos Locker Dallas bull Utah - Salt Lake Running Salt Lake City bull Virginia - Pacers Arlington bull Wisconsin - Performance Running Outfit-ters Brookfield
DECEMBER 15 2014 | SGBWeeklycom 7
8 SGBWeeklycom | DECEMBER 15 2014
Nathan Halo Fire (228 lumens) | $120Nebula Fire (192 lumens) |$75LEDs and custom optical lenses are combined for the perfect amount of illumination Auto-Strobe sen-sor when activated turns on a safe-ty strobe to address ambient light changes A touch-free RunWave fea-ture allows the user to cycle through the five different lighting modes - low medium high sprint and strobe
Crossover Kit |$85For the Nebula the Crossover Kit clip mounts the headlamp to a belt pack waistband or an adjustable bounce-free bike handlebar mount Compatible with any road or mountain bike
GlukosA nutritional supplement with glucose as its primary ingredient is the only sugar that absorbs di-rectly into the bloodstream Glu-kos will sell powders by early next year and expand into gels gum-mies tablets and beverages
Run Gum Delivers supplements through the lining of the cheeks and gums for fast absorption into the blood-stream One piece contains 50mgs of caffeine equivalent to a half-cup of coffee or energy drink 20mgs of taurine B6 and B12
Hoka One One Tor Ultra High WP | $230 The crossover boot combines Hokarsquos cush-ioning and Meta-Rocker geometry with sup-porting trekking upper For drywet terrain includes Vibram MegaGrip outsole rubber with 5mm lugs Leather and nylon mesh up-per and Event waterproofing
Ampla Fly |$180Empowers optimized mechan-ics with a full-length carbon plate for ideal landings and gathers kinetic forces for release in the toe-off phase Track-inspired last promotes unique foot posture While the spring-powered boost is built for speed the un-orthodox design also reduces risk of injury and improves running form
Addaday Boomerang Roller |$46 Contours to the body for hard to reach areas Directional rollers allow for cross fiber friction massage in two density gears ndash Surface Skin Technolgy (SST) and without SST for a harder massage
Addaday Fly Roller |$25Holds easily in one hand or can be used with a two-handed grip for more pressure Includes two density gears - with SST and without for a harder massage Both gears can be used at the same time or alone for a focused massage
Samsara Fitness Trueform Runner | $6000Non-motorized treadmill features an innovative curved deck controlled 100- percent by the movement and force of the athlete to train and reward technically sound posture balance and cadence Runners can set their own limits and measure efficiency
PRODUCT SHOWCASE
Photo courtesy Nathan
Nathan Halo Fire
Nathan Nebula Fire
DECEMBER 15 2014 | SGBWeeklycom 9
ENDING HUNGER AND POVERTY WHAT YOU CAN DO
10 SGBWeeklycom | DECEMBER 15 2014
he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the
The Running Event last week The opportunity came from Glenn Lyon
CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each
storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said
For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity
ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo
The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape
In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections
ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo
Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo
Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo
Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado
The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities
Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo
The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles
Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo
By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back
ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo
Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners
But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million
An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and
Finish Line Meets Run Specialty
ANALYSIS I RETAIL
By Thomas J Ryan
Glenn Lyon CEO and chairman of The Finish Line
Bill Kirkendall president of Running Specialty Group
T
DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
A Service of The SportsOneSource Group
ACHIEVE YOUR GOALS
SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market
To learn more call 3039977302 or SportScanSportsOneSourcecom
BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
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Lice
nsing
Let
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ports
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nsing
Rep
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Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
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Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
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Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
8 SGBWeeklycom | DECEMBER 15 2014
Nathan Halo Fire (228 lumens) | $120Nebula Fire (192 lumens) |$75LEDs and custom optical lenses are combined for the perfect amount of illumination Auto-Strobe sen-sor when activated turns on a safe-ty strobe to address ambient light changes A touch-free RunWave fea-ture allows the user to cycle through the five different lighting modes - low medium high sprint and strobe
Crossover Kit |$85For the Nebula the Crossover Kit clip mounts the headlamp to a belt pack waistband or an adjustable bounce-free bike handlebar mount Compatible with any road or mountain bike
GlukosA nutritional supplement with glucose as its primary ingredient is the only sugar that absorbs di-rectly into the bloodstream Glu-kos will sell powders by early next year and expand into gels gum-mies tablets and beverages
Run Gum Delivers supplements through the lining of the cheeks and gums for fast absorption into the blood-stream One piece contains 50mgs of caffeine equivalent to a half-cup of coffee or energy drink 20mgs of taurine B6 and B12
Hoka One One Tor Ultra High WP | $230 The crossover boot combines Hokarsquos cush-ioning and Meta-Rocker geometry with sup-porting trekking upper For drywet terrain includes Vibram MegaGrip outsole rubber with 5mm lugs Leather and nylon mesh up-per and Event waterproofing
Ampla Fly |$180Empowers optimized mechan-ics with a full-length carbon plate for ideal landings and gathers kinetic forces for release in the toe-off phase Track-inspired last promotes unique foot posture While the spring-powered boost is built for speed the un-orthodox design also reduces risk of injury and improves running form
Addaday Boomerang Roller |$46 Contours to the body for hard to reach areas Directional rollers allow for cross fiber friction massage in two density gears ndash Surface Skin Technolgy (SST) and without SST for a harder massage
Addaday Fly Roller |$25Holds easily in one hand or can be used with a two-handed grip for more pressure Includes two density gears - with SST and without for a harder massage Both gears can be used at the same time or alone for a focused massage
Samsara Fitness Trueform Runner | $6000Non-motorized treadmill features an innovative curved deck controlled 100- percent by the movement and force of the athlete to train and reward technically sound posture balance and cadence Runners can set their own limits and measure efficiency
PRODUCT SHOWCASE
Photo courtesy Nathan
Nathan Halo Fire
Nathan Nebula Fire
DECEMBER 15 2014 | SGBWeeklycom 9
ENDING HUNGER AND POVERTY WHAT YOU CAN DO
10 SGBWeeklycom | DECEMBER 15 2014
he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the
The Running Event last week The opportunity came from Glenn Lyon
CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each
storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said
For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity
ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo
The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape
In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections
ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo
Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo
Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo
Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado
The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities
Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo
The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles
Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo
By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back
ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo
Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners
But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million
An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and
Finish Line Meets Run Specialty
ANALYSIS I RETAIL
By Thomas J Ryan
Glenn Lyon CEO and chairman of The Finish Line
Bill Kirkendall president of Running Specialty Group
T
DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
A Service of The SportsOneSource Group
ACHIEVE YOUR GOALS
SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market
To learn more call 3039977302 or SportScanSportsOneSourcecom
BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
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20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
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DECEMBER 15 2014 | SGBWeeklycom 9
ENDING HUNGER AND POVERTY WHAT YOU CAN DO
10 SGBWeeklycom | DECEMBER 15 2014
he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the
The Running Event last week The opportunity came from Glenn Lyon
CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each
storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said
For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity
ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo
The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape
In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections
ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo
Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo
Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo
Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado
The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities
Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo
The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles
Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo
By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back
ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo
Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners
But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million
An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and
Finish Line Meets Run Specialty
ANALYSIS I RETAIL
By Thomas J Ryan
Glenn Lyon CEO and chairman of The Finish Line
Bill Kirkendall president of Running Specialty Group
T
DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
A Service of The SportsOneSource Group
ACHIEVE YOUR GOALS
SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market
To learn more call 3039977302 or SportScanSportsOneSourcecom
BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
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This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
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20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
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10 SGBWeeklycom | DECEMBER 15 2014
he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the
The Running Event last week The opportunity came from Glenn Lyon
CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each
storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said
For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity
ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo
The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape
In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections
ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo
Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo
Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo
Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado
The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities
Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo
The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles
Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo
By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back
ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo
Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners
But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million
An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and
Finish Line Meets Run Specialty
ANALYSIS I RETAIL
By Thomas J Ryan
Glenn Lyon CEO and chairman of The Finish Line
Bill Kirkendall president of Running Specialty Group
T
DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
A Service of The SportsOneSource Group
ACHIEVE YOUR GOALS
SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market
To learn more call 3039977302 or SportScanSportsOneSourcecom
BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
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Lice
nsing
Let
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ports
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Rep
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014
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JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
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DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom
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BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA
12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
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and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
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Lice
nsing
Let
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ports
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Rep
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Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
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Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
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12 SGBWeeklycom | DECEMBER 15 2014
it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo
Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo
For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo
At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo
The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo
In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo
Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays
Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo
He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo
Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)
Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into
lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel
Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend
ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo
The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded
Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships
ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo
It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo
The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded
After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts
Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks
Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo
DECEMBER 15 2014 | SGBWeeklycom 13
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
Sports Licensing amp Tailgate Show Logo STANDARD
SLTS
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JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
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100 MADE IN USA
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Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
DECEMBER 15 2014 | SGBWeeklycom 13
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OIA VantagePointtrade is the only weekly retail point-of-sale reporting platform exclusively for the active outdoor lifestyle industry We swiftly deliver critical trend and detailed business data to brands and retailers
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14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
Sports Licensing amp Tailgate Show Logo STANDARD
SLTS
SPORTSSHOWLICENSINGampTAILGATE
JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
14 SGBWeeklycom | DECEMBER 15 2014
In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light
Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015
While the new headquarters will up the ante on sustainable design and eco-friend-
ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings
ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014
For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly
Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo
Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged
Asics Readies Campus Headquarters
Kevin Wulff President amp CEO Asics America
VENDOR FOCUS
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
Sports Licensing amp Tailgate Show Logo STANDARD
SLTS
SPORTSSHOWLICENSINGampTAILGATE
JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
DECEMBER 15 2014 | SGBWeeklycom 15
our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo
A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture
ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo
Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings
Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo
The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent
ASICS SEEKS LEED GREEN BUILDING CERTIFICATION
Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances
Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo
For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear
For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
Sports Licensing amp Tailgate Show Logo STANDARD
SLTS
SPORTSSHOWLICENSINGampTAILGATE
JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
16 SGBWeeklycom | DECEMBER 15 2014
ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and
winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm
Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked
ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo
Running Outerwear
Much More Than
WarmthBY Thomas J Ryan
Photo courtesy Craft
G
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
Sports Licensing amp Tailgate Show Logo STANDARD
SLTS
SPORTSSHOWLICENSINGampTAILGATE
JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
DECEMBER 15 2014 | SGBWeeklycom 17
The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets
ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in
the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try
the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo
Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor
The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety
For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell
Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include
a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back
Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-
lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck
From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem
The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation
Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-
tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures
The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features
Mountain Hardwear
Super Power Jacket and
tight
Under Armour ColdGear Infrared Vest
Patagonia Wind Shield Hybrid Soft Shell Pant
Patagonia Houdini Pullover Jacket
Icebreaker Quantum
Long Sleeve
Zip Hood (top) and
Flash Long
Sleeve Half Zip
Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
Sports Licensing amp Tailgate Show Logo STANDARD
SLTS
SPORTSSHOWLICENSINGampTAILGATE
JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
18 SGBWeeklycom | DECEMBER 15 2014
From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket
The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit
Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions
include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity
Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters
Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes
Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing
The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets
Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function
Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into
fabric a cropped back hem and articulated elbows
From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold
The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection
L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip
Asics Thermo Windblocker
Brooks Adapt Jacket
Brooks PureProject Shelter Jacket
Pearl Izumi Fly Softshell Run Hoody
(left) and Fly Thermal Run
Top (right)
Craft PR Brilliant Thermal Wind Top
Craft PR Brilliant
Light Jacket
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
Sports Licensing amp Tailgate Show Logo STANDARD
SLTS
SPORTSSHOWLICENSINGampTAILGATE
JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
DISCOVER VARIETYTHE
JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA
The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams
and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs
This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of
retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new
REGISTER TODAYwwwSportsTailgateShowcom
The
Lice
nsing
Let
ter S
ports
Lice
nsing
Rep
ort 2
014
Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION
Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION
Sports Licensing amp Tailgate Show Logo STANDARD
SLTS
SPORTSSHOWLICENSINGampTAILGATE
JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM
Products on Display Represent These Leagues and More
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
20 SGBWeeklycom | DECEMBER 15 2014
red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in
Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame
Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA
Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories
In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo
In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media
Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo
He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo
Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo
He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo
Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career
Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo
Fred DoyleCo-founder
Athletics East Brand
Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth
recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at
Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s
F
I AM SGB
Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
1866YAKTRAX | WWWYAKTRAXCOM
WINTER TRACTION FOR ALL YOU DO
copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
22 SGBWeeklycom | DECEMBER 15 2014
TR
AD
E A
SS
OC
IAT
ION
S |
BU
YIN
G G
RO
UP
S
DECEMBER
2-4 EORA Southeast Market Asheville NC
3-5 FFANY New York NY
9-10 EORA Southeast Market Ellicott City MD
10-11 Atlanta Fashion Shoe Market Atlanta GA
JANUARY
6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV
8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL
13-17 NBS Winter Market Fort Worth TX
14-16 Sports Licensing amp Tailgate Show Las Vegas NV
16-18 Imprinted Sportswear Show Long Beach CA
20-23 SHOT Show Las Vegas NV
20 All Mountain Demo Day Solitude UT
21-24 Outdoor Retailer Winter Market Salt Lake City UT
29-Feb 1 SIA Snow Show Denver CO
FEBRUARY
2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO
3-5 FFANY New York NY
5-8 ISPO Munich Germany
8-12 Worldwide Spring Show Reno NV
18-21 Sports Inc Outdoor Show Phoenix AZ
18-23 NBS Spring Semi-Annual Market Fort Worth TX
MARCH
3-4 SFIA National Health Through Fitness Day Washington DC
13-15 Imprinted Sportswear Show Atlantic City NJ
MAY
3-6 NSGA Management conference and Team Dealer Summit Austin TX
Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom
National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg
National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg
Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom
Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg
Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg
Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg
Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom
Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom
Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com
Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg
Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom
CALENDARFor full year calendar go to sportsonesourcecomevents
Photo courtesy Helly Hansen
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
GO FOR IT
100 MADE IN USA
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
GO FOR ITFind out more8008383906insoles-sorbothanecom
Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom
Y O U R E S P O N D T O
T H E T E R R A I N S O
S H O U L D Y O U R S H O E
E C C O B I O M T R A I L F L G T X
Flexibility and responsiveness BIOM technology for a natural running feel
Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for
maximum responsiveness on any surface
O U T D O O Reccousacom