June 2006

Volume 34 Number 6 $5.00

BRING IT ON!
Create a Marketing
Strategy That Attracts Business

Checking In With The

USTA’s Kurt Kamperman
Simple Customer Service
Techniques
Contents R S I

INDUSTRY NEWS
J U N E 2 0 0 6

7 Steve Bellamy leaves

The Tennis Channel
7 James Martin named editor
of Tennis Mag
8 Wilson becomes the official
ball of WTA Tour
9 Jimmy Connors launches
instruction DVD series
9 USTA debuts multicultural health
initiative for kids
9 Wilson’s W line adds Venus
and Serena frames
10 New Sharapova ad promotes
the sport for TWCs
10 Dick Gould, 8 others named
FEATURES to ITA Hall of Fame

25 Market Your Business 10 ASBA, USTA release new court

A well-thought-out marketing strategy will help you attract and retain customers. construction manual
30 Community Service 11 USTA Organizational Member
When Kurt Kamperman became the head of Community Tennis, he aimed to Starter Kit for clubs
refocus and reapply the USTA’s resources. How has he been doing these past
three years? 11 Lejay distributes new sun
34 Service & Return protective apparel line
These simple customer service techniques can help you increase your revenue.
13 USPTA sets World Conference
Cover photo: Stephen Whalen Photography on Tennis in Vegas

DEPARTMENTS
4 Our Serve 36 Ask the Experts
16 Tennis Participation: Advanta and WTT 38 Tips & Techniques
17 High School Tennis: No-Cut Policy 40 String Playtest: Wilson Natural
18 Marketing Success: Kids + Parents 43 Industry Resource Guide
20 Your Finances: Health Insurance 48 Your Serve, by Kevin Theos
22 Letters: Teaching Pro Membership
June 2006 RACQUET SPORTS INDUSTRY 3
Our Serve
(Incorporating Racquet Tech and Tennis Industry)

A Can’t-Miss Marketing Strategy Publishers

David Bone Jeff Williams

M any retailers and facility managers think the Tennis Indus-

try Association is mainly for manufacturers. But that is sim-
ply not the case. Over the last few years, the TIA has quietly been
Editor-in-Chief
Crawford Lindsey

Editorial Director
Peter Francesconi

expanding its reach to facilities and retailers to help them grow Associate Editor
Greg Raven
their businesses. And, to that end, the TIA has created some
Design/Art Director
excellent tools that you should be taking advantage of. Kristine Thom
In 2004, the TIA added new member levels with benefits for facilities and
Assistant to the Publisher
retailers, and TennisConnect.org began providing online tools to handle website
Cari Feliciano
building, court reservations, player matching, and much more for facilities. In fact,
in the first four months of 2006, more than 350,000 online court reservations Contributing Editors
Cynthia Cantrell
were made through TennisConnect.
Rod Cross
For more than a year, the TIA has incorporated a unique “Find a Player, Find a Kristen Daley
Court, Find a Program” feature on industry websites and major consumer sites Joe Dinoffer
such as Tennis.com and TheTennisChannel.com. The TIA also administers both the Liza Horan
consumer and partner websites for Tennis Welcome Centers and Cardio Tennis. Andrew Lavallee
James Martin
What’s making all this happen? Technology. For retailers and facilities looking
Mark Mason
to connect with customers and players, the amount of tech-driven products avail-
Chris Nicholson
able from the TIA—and the quality—is amazing. Mitch Rustad
TIA Executive Director Jolyn deBoer has made the tech focus one of her top pri-
orities, and it’s paying off for everyone involved in this business. If you haven’t vis- RACQUET SPORTS INDUSTRY
ited TennisWelcomeCenter.com or CardioTennis.com, you need to check them Corporate Offices
330 Main St., Vista, CA 92084
out. The features available for consumers, such as a ZIP code search of facilities,
Phone: 760-536-1177 Fax: 760-536-1171
and the individual listings of programs, pro shops, player matching, directions, Email: RSI@racquetTECH.com
and much more, are outstanding. Website: www.racquetTECH.com
What’s even more important for you, though, is getting your facility signed up Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time
for these websites (go to Partners.TennisWelcomeCenter.com and Part-
Advertising Director
ners.CardioTennis.com). They’re a great, free way to market your business. As a
John Hanna
TWC or Cardio site, you’ll have “real-time” access to all your information, so you
770-650-1102, x.125
can list programs and update your listing whenever you need to. You’ll be tapping john@racquettech.com
into a proven success. And, on GrowingTennis.com, you can see all the different
tools and services available to facilities, including funding opportunities through Apparel Advertising
the Cynthia Sherman
203-263-5243
50-50 co-op program.
cstennisindustry@earthlink.net
DeBoer is coordinating a targeted marketing plan with one of the TIA’s part-
Racquet Sports Industry (USPS 347-8300. ISSN 0191-
ners, Blue Plate Media Services, that will have Tennis Welcome Centers in major 5851) is published 10 times per year: monthly January
newspapers and websites across the country, so potential customers will be able through August and combined issues in Septem-
to find your facility easily. The program launched in early May, and after the first ber/October and November/December by Tennis
Industry and USRSA, 330 Main St., Vista, CA 92084.
week, with just three markets, website traffic more than doubled. For your busi-
Periodicals postage paid at Hurley, NY 12443 and addi-
ness, this could prove to be quite a powerful punch to your bottom line. tional mailing offices. June 2006, Volume 34, Number
Find out what the TIA can—and will—do for your business. Visit 6 © 2006 by USRSA and Tennis Industry. All rights
reserved. Racquet Sports Industry, RSI and logo are
www.tennisindustry.org now, or call 843-686-3036.
trademarks of USRSA. Printed in the U.S.A. Phone
advertising: 770-650-1102 x 125. Phone circulation and
editorial: 760-536-1177. Yearly subscriptions $25 in the
U.S., $40 elsewhere. POSTMASTER: Send address
changes to Racquet Sports Industry, 330 Main St.,
Peter Francesconi Vista, CA 92084.
Editorial Director

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

4 RACQUET SPORTS INDUSTRY June 2006

INDUSTRY NEWS
INFORMATION TO HELP YOU
Martin Named Editor
Of Tennis Magazine
Tennis Magazine has appointed
James Martin as editor-in-chief. He
succeeds Mark Woodruff, who served
as editor-in-chief from April 1998
until October 2004 when he became
editor-at-large for the magazine.
Martin becomes the sixth editor-in-
chief in the 41-year history of Tennis,
which is the largest tennis publica-
tion in the world. He was a senior
editor at the title and also the editor
of Smash, a quarterly magazine
aimed at teen-aged players launched
earlier this year by Miller Publishing
Group, which owns Tennis.
“James brings a real passion for the
game and a deep appreciation for
the vital role Tennis Magazine plays
in the community,” said Norb Gar-
rett, the editorial director for Miller
Publishing Group. “He has great
vision and will be integral to our
continued expansion of both Tennis
and Smash magazines’ footprint into
areas such as online media, mobile
media, and other developing forms
of media and brand extensions.”
Martin, 34, joined Tennis in 1998
with an extensive background in ten-
nis journalism, including positions
with TennisMatch Magazine and
Tennis Industry (now Racquet Sports
Industry), a trade publication. He is
also a contributing editor for RSI.
Woodruff will continue with the
magazine in his capacity as editor-at-
large through June, after which time
his role will be further determined.
A summa cum laude graduate of
Fairfield University in Fairfield, Conn.,
with a BA in political science, Martin
has played tennis since junior high.
R S I J U N E 2 0 0 6
RUN YOUR BUSINESS
Steve Bellamy Leaves The Tennis Channel
teve Bellamy, the founder and presi-
S dent of The Tennis Channel, is stepping
down from the cable television network
to pursue other interests, according to a state-
ment issued by TTC.
Bellamy, whose vision for a 24-hour TV
network devoted to tennis took shape over
the last seven years, says he believes “it is
the right time to make this change.”
“I’ve been contemplating this for a
while,” Bellamy says. “Although tennis is
one of my life’s main passions, and the
knowledge, experience, and relationships
gained over the past seven years at The Ten-
nis Channel were an incredible gift, there
are a few other things in life that I’m really
excited about doing. The rigors of travel for
a hands-on, year-round international sport
make it hard on family life, so before all of
the summer tournaments begin it makes
sense to make this move. When the network
began I had one child, and today I have four.
“My goal was very specific and deliber-
ate in terms of what we needed to accom-
plish with The Tennis Channel: to get tennis
on television 24 hours a day,” Bellamy adds.
“We’ve done that and now it’s a firmly established media property
that’s ready to move up to the next level.”
Bellamy’s departure in mid-May comes on the heels of a restruc-
turing of TTC’s senior management team (see page 12) a week earli-
er that saw the departure of Bruce Rider, the executive vice president
of programming and marketing, who also left to pursue other inter-
ests, the network said. In the restructuring move, five long-standing vice presidents will report
directly to TTC Chairman and CEO Ken Solomon.
Industry insiders speculate that Bellamy’s exit may have been the result of a power strug-
gle within the network that pitted him against Solomon. Sources indicate that while Bellamy’s
vision, creativity, and personality helped create and sustain the network through its fledgling
years, the cable channel had now entered a stage in its life cycle that required a leader with
more practical experience. Solomon, who took over from Bellamy’s original partner, David
Meister, in April 2005, came to the TTC with more than 20 years of cable TV experience in
senior positions with top media companies.
“Steve is a visionary, entrepreneur, and leader who is responsible for so much of the suc-
cess we have already achieved,” says Solomon. “This network would not be where it is today
without his unending enthusiasm for tennis and desire for a multimedia platform devoted to
the sport.
June 2006 RACQUET SPORTS INDUSTRY 7
INDUSTRYNEWS J U N E 2 0 0 6

Wilson Named Official Ball of Sony Ericsson WTA Tour

W
ilson Sporting Goods and the Sony Ericsson WTA Tour have
signed a three-year agreement naming Wilson an official
partner of the Sony Ericsson WTA Tour. The deal, which
begins this year and runs through 2008, will allow Wilson to
expand its presence at major tournaments, including the Sony
Ericsson WTA Tour Championships.
Wilson also will create a line of Sony Ericsson WTA Tour
Championship balls as well as various other cross-branded prod-
ucts. The Sony Ericsson WTA Tour logo can be used in Wilson
advertising, promotion, and packaging. Wilson can also enter
into agreements with additional individual Sony Ericsson WTA
Tour tournaments, and the company will receive signage and pro-
motional rights at the Championships.
The new Championship ball will be used at the 2006 Tour
Championships in Madrid. Additional Wilson sponsored events
include the US Open, Australian Open, Davis Cup, and Fed Cup.
“This new partnership underscores Wilson’s commitment to
growing the sport of women’s tennis and strengthens our rela-
tionship with one of the most respected organizations in the glob-
al tennis community,” says Brian Dillman, general manager of
Wilson Racquet Sports.
“We are thrilled to be partnering with Wilson, which is a brand
synonymous with the very best in tennis balls,” says Stacey
Allaster, president of the Sony Ericsson WTA Tour (far right, with
Dillman and Wilson pro player Ana Ivanovic).

Top-Selling Racquets at Specialty Stores Classic Turf Products Used

By year-to-date dollars, January-March 2006
Separate Head Sizes for Garage Deck Project
T
1. Babolat Pure Drive Team (MP) $164 he City Center in White Plains, N.Y., recently installed the patent-
2. Wilson nSix-One (16 x 18) (MS) $165 ed, cushioned Classic Turf System for two courts atop a parking
3. Prince O3 White (MP) $187 garage. The project also includes recreation and walkway areas
4. Wilson N3 (OS) $212 using products developed and supplied by Classic Turf.
5. Prince O3 Blue (OS) $223 The Classic Turf Co., of Woodbury, Conn., is developing about
Combined Head Sizes 42,000 square feet of the total 50,000-square-foot project. In addition
1. Babolat Pure Drive Team $164 to the completed tennis courts (above), the company will install a
2. Wilson nSix-One $164 4,000-square-foot walkway and 3,000-square-foot sitting area using
3. Prince O3 White $187 its exclusive Diamond Concrete System. The sitting area will be fin-
4. Head Flexpoint Radical $167 ished with 4 x 8 tiles on the Diamond Concrete. About 20,000 square
5. Wilson N3 $212 feet of the rooftop will be Classic Turf artificial grass.
(Source: TIA/Sports Marketing Surveys) For more on Classic Turf, visit www.classicturf.org, email
sales@classicturf.org, or call 800-246-7951.

Tennis Racquet Performance

Specialty Stores, January-March, 2006 vs. 2005
Units 2006 132,347
2005 116,632
% Change vs. ’05 13%

Dollars 2006 $17,796,000

2005 $15,834,000
% Change vs. ’05 12%
Average Price 2006 $134
2005 $136
% Change vs. 05 -1%

8 RACQUET SPORTS INDUSTRY June 2006


USTA Debuts
Multicultural Health
Initiative for Kids
T
he USTA is partnering with the
U.S. Department of Health and
Human Services (HHS), the
Department of Agriculture (USDA),
and major corporate and private
sponsors on a health initiative
called Disparity Elimination Using
Care and Exercise, or DEUCE.
DEUCE is designed to promote
better health care and fitness
among young minorities by com-
bining the benefits of tennis train-
ing and exercise with health care
and nutrition education from
experts. It will also provide grants
to qualifying youth programs. The
program kicked off with an event
April 28 at Washington's William
H.G. Fitzgerald Tennis Center in
Rock Creek Park.
"Improving fitness among
America's children is essential,"
says Dr. Garth Graham, HHS
deputy assistant secretary for
minority health. "This campaign
will help us eliminate the risk fac-
tors, like obesity, that begin in
childhood and lead to serious med-
ical conditions including high blood
pressure, high cholesterol, and dia-
betes, which are responsible for
long-term health disparities affect-
ing minority communities."
"The impressive array of part-
ners that we have assembled is a
testament to the popularity and
draw of tennis for better health,"
says Karlyn Lothery, the USTA's
chief diversity officer. "We have a
country that is growing more
aware of the issue of obesity and
the diseases that are magnified by
this problem. The DEUCE initiative
is focused on helping to change the
health and fitness of Americans by
addressing health disparity through
tennis."
Eighteen tennis and health pro-
grams from across the country that
are implementing the DEUCE con-
cept have been awarded grants,
totaling more than $200,000.
INDUSTRY NEWS
Connors Launches Instruction DVD Series
J
immy Connors is back in tennis. He’s
just released a new six-set instruc-
tional DVD series, “Jimmy Connors
Presents: Tennis Fundamentals.”
“Tennis has been my life,” says Con-
nors. “The DVD series reflects the atti-
tude and passion that I put into the way
I play tennis. [It] not only allows me to
share my success with tennis players of
all ages and levels, but also includes per-
sonal insight, interviews, and lessons
with many of the world’s best tennis
players.”
The video series includes more than
10 hours of skills, drills, interviews, and
on-court instruction. With stories and
anecdotes along with philosophical dis-
cussions from the greatest players in ten-
nis, viewers receive a rare and personal
perspective on the game.
The DVD series also includes some of
tennis’ hottest stars, including Chris Evert, James Blake, Justine Henin-Hardenne, Mike
and Bob Bryan, Rafael Nadal, Marat Safin, John Lloyd, Tracy Austin, Paradorn
Srichaphan, Marcos Baghdatis, Sania Mirza, and tennis legend Pancho Segura. For
more information, visit www.FoundationSports.com or call 800-480-8200.
Wilson Adds Williams Special Edition Frames
W
ilson has added two new racquets, created and inspired by Venus and Serena
Williams, to the its W line of women’s high-performance frames. The new W3
Gypsy Rose and W5 Divine Iris will debut this year with both players
switching to the new racquets at upcoming tour
competitions.
Venus Williams debuted the W5 recently
at the J & S Cup in Warsaw, Poland, and Ser-
ena Williams is expected to change to her
W3 at an upcoming tour competition, pend-
ing her return from injury. Both models will
hit retailers in July 2006.
Wilson says the Williams sisters
expressed strong interest in becoming more
involved in the W line, and they began work-
ing directly with the company to develop and
design individual racquets that would allow
them to reflect their signature style and person-
alities. In addition to the new cosmetics, the W3
Gypsy Rose and W5 Divine Iris feature Wilson’s
nCode technology.
Both the W3 Gypsy Rose and W5 Divine Iris
will retail for $270. Wilson’s full line of W rackets
is available in three head sizes and in a variety of
nine additional cosmetics to match the level of
performance and individual style of players, says
the company. For more information, visit
www.wilson.com.
June 2006 RACQUET SPORTS INDUSTRY 9
INDUSTRYNEWS J U N E 2 0 0 6

New Sharapova Ad Promotes the Sport Gould, 8 Others Inducted Into

Facilities now have a new weapon in their marketing arsenal—Maria Sharapo- ITA Collegiate Hall of Fame
va. She’s the latest superstar to promote the sport of tennis to attract new and

T
he Intercollegiate Tennis Association
former players as part of an
inducted nine new members into its ITA
industry-wide initiative for Tennis
Men's Collegiate Tennis Hall of Fame on
Welcome Centers, the Tennis
May 24 during the NCAA Division I Men's
Industry Association and the
and Women's Tennis Championships at
USTA announced. Any location
Stanford University.
interested in becoming a TWC
and receiving free marketing The Class of 2006 consists of coaches
materials and national promotion Dick Gould (Stanford) and Bill Wright (Cali-
on their facility and programs, fornia and Arizona), and players Jeff
including the Sharapova ad to Borowiak (UCLA), Tom Edlefsen (Southern
use locally and a Sharapova California), Dan Goldie (Stanford), Matt
poster to display, can register at Mitchell (Stanford), Jared Palmer (Stanford),
www.Partners.TennisWelcome- Richey Reneberg (SMU), and Ferdie Taygan
Center.com. The marketing cam- (UCLA).
paign for TWCs includes print Stanford's Gould highlights this year's
advertisements, broadcast spots ceremonies. Gould is widely regarded as not
for TV and radio, and promotion only the top collegiate tennis coach of all
on the internet. For more infor- time, but among the best in any college
mation, visit sport. He guided the Cardinal to a record 17
www.TennisWelcomeCenter.com NCAA team championships while coaching
or contact the TIA at 843-686- 10 NCAA singles champions and seven dou-
3036. bles champs during his 38 years at the
helm.

ASBA, USTA Release Tennis New Book Deals With

Courts Construction Manual Issues of Turning Pro
T I
he fourth edition of Tennis Courts: A Construction & Main-
tenance Manual, is available now from the American Sports
Builders Association and the USTA. The manual offers valu-
able information not just for builders and contractors, but for
architects, engineers, court owners, tennis pros, club owners
and managers, coaches, park and rec directors, and more.
The 210-page publication includes updated information on
all facets of tennis courts—planning and design, including
design for different playing populations; construction guide-
lines; surfacing systems; and accessories and amenities. With
more than 50 diagrams
and charts and numer-
ous color photos, the
new edition also includes
an expanded section on
court maintenance, court
accessories, fencing,
landscaping and more.
The manual is avail-
able through the ASBA or
the USTA for $39.95, plus
shipping and handling.
You can order online at
www.sportsbuilders.org.
for $19.95. Visit www.racquettech.com or call 760-536-1177.
s one of your players considering turning pro? A new book,
Taking Your Tennis on Tour: The Business, Science and Reality
of Going Pro, may be just what they, and you, need.
The book, by Bonita L. Marks, guides players, coaches, and
parents through the nuts
and bolts of turning pro,
covering topics such as
the college-to-pro tran-
sition, creating a spon-
sorship program,
marketing yourself,
filing taxes, devel-
oping a business
plan, mental and
physical tough-
ness, and
much more. It
also features
stories and
insights
from former
and current pro
players and coaches.
It’s available through Racquet Tech Publishing

10 RACQUET SPORTS INDUSTRY June 2006

 INDUSTRY NEWS

Lejay Distributes New

Sun Protective Apparel Line
L
ejay is distributing a new line of sun protective activewear—called
Sun-B-Wear—set to launch this summer. Each of the garments, made
with a silky Meryl nylon and Lycra blend, provides an SPF of 30 or
higher, says the company. The breathable, lightweight fabric is designed
to keep moisture away from the skin and is machine washable and
crease-resistant. The line also boasts features such as extended sleeves
with thumb holes to protect the hands and a built-in sun visor. For more
information, visit www.sunbwear.com or email info@sunbwear.com.

USTA Organizational
Member Starter Kit
Offered for Clubs
T
he USTA has distributed more
than 2,100 “Starter Kits” for
clubs that are Organizational
Members, designed to encourage
individuals to join the USTA. The kit
includes a framed poster highlighting
benefits available to USTA members
(including a free 2006 US Open hat
upon joining). A plastic holder at the
bottom of the poster holds USTA
membership application forms. Also
included is a USTA Organizational
Member banner for display at the
club. Clubs interested in joining the
USTA as an Organizational Member,
and receiving the Starter Kit, should
call 800-990-8782.

June 2006 RACQUET SPORTS INDUSTRY 11

 W SS J U N E 2 0 0 6

Tail Shows
II NN DD UU SS TT RR YY NN EE W

TTC Restructures
New Cardio
T
he Tennis Channel has restructured
its senior management team. Depart-
Tennis mental vice presidents now reporting

Apparel directly to CEO Ken Solomon are:

Q Larry Meyers, VP Production, who oversees all

T
ail's new line of Car- tournament and original series production.
dio Tennis-specific Q Jene Elzie, VP Programming, who will continue to
handle all program acquisitions, tournament
apparel is sched-
rights and scheduling.
uled to be shown in Q Faye Walker, VP Marketing, who heads TTC’s
July, with delivery slat- brand, consumer, and ad sales marketing, and
ed for November, says creative services.
company President Q Lynn Forbes, VP Web and New Media, who heads
the company’s efforts in new media, including
Andy Varat. Ads being
web, broadband and wireless.
prepared for the launch Q Keith Manasco, VP Operations, who maintains all
use the tagline, Put Your network functions and will now work closely with
Heart Into It! and carry Solomon and report to CFO Bill Simon.
the Cardio Tennis logo
EWA
PL
and website
(www.CardioTennis.co
m). For more informa- O

T
• Five-time Wimble-
tion, visit

PE
don champion Bjorn Borg has

CH
ww.tailinc.com or call
instructed Bonhams auctioneers of
London to sell all of his Wimbledon
Wilson Announces New Management trophies and two racquets from his 1976
and 1980 finals. The five silver-gilt tro-
For Luxilon and Pro Tour Services phies will be sold on June 21 as one lot,

W
ilson announced the full integration of the Luxilon business into its existing collectively expected to fetch $350,000
organization. With the separation from Rodaco International, Wilson will to $525,000. In addition, the two Don-
upgrade its players’ services for both Wilson and Luxilon players. nay racquets were used to defeat Ilie
John Lyons, global business director of Wilson Accessories, will manage the Nastase in 1976 and John McEnroe in
day-to-day Luxilon business related to product development and marketing. 1980.
Michael Wallace, global tour director, will manage all players for both Wilson and
Luxilon, along with the regional tour staff throughout the world. Both Lyons and • Stanford graduate Patty Fendick-
Wallace report to Brian Dillman, general manager of Wilson Racquet Sports. McCain has been named NCAA Division I
Wilson and Luxilon equipment will be distributed on-site each year during the Tennis Most Outstanding Student-Athlete
four Grand Slams and the Nasdaq-100 Open. Product needs, other than the on- for her accomplishments in NCAA cham-
site distribution, will be handled by the Wilson Professional Tour Team. pionships. The honor, which was
bestowed as part of the NCAA's 25th
Anniversary of Women's Championships,
ASBA Sets December Technical Meeting takes into account outstanding perform-
ances over the past 25 years. Fendick-

T
he American Sports Builders Association’s Technical Meeting will be Dec. 1 to 4
McCain competed in tennis at Stanford
at the Plaza Hotel and Spa in Daytona Beach, Fla. Attended by builders, manu-
from 1983-87.
facturers, suppliers, designers, consultants and more, the ASBA Technical Meet-
ing features educational seminars and presentations offering topics that can help • Boyd Tinsley, violinist in the Dave
you run your business better. Also, the ASBA trade show is one of the most impor- Matthews Band and a huge tennis fan,
tant in the U.S. for tennis construction. In addi- has composed new theme music that will
tion, ASBA certification exams will be held at be used in ESPN2’s coverage of Wimble-
the Technical Meeting and industry awards don.
are presented.
In other news, the deadline for submitting • Andrea Hirsch is the new general
entries for the ASBA awards program is July 1. To apply for the counsel and chief legal officer at the
awards, you must send for an application packet, which are $100 for USTA. In her role, Hirsch will over-
each entry. see both the legal and human
For more information, or to join the ASBA, visit www.sportsbuilders.org, email resources departments.
info@sportsbuilders.org, or call 866-501-ASBA.

12 RACQUET SPORTS INDUSTRY June 2006

 INDUSTRY NEWS

USPTA Sets 2006 World Conference on Tennis

T
he USPTA’s World Conference on Tennis will be Sept. 18 to 23 at
the Flamingo Las Vegas. With more than 35 sessions, seminars,
and specialty courses, USPTA officials expect the World Confer-
ence will attract about 1,500 attendees, including tennis pros and
industry leaders.
Also during the conference, the USPTA will hold its International
Tennis Championships, board and executive committee meetings, nighttime parties,
industry meetings, a tennis-only buying show, awards presentation, and more.
USPTA members, their friends and family, nonmember tennis-teaching profession-
als, industry leaders, and media are invited to attend the conference. Details, includ-
ing registration information, will be available soon at www.uspta.com or by calling
800-877-8248.

The 12-page Tennis Marketplace

2005 year-end executive summary,
part of the extensive research done
by the Tennis Industry Association, is
available for TIA members. The
report includes research and market
intelligence highlighting macro
trends, participation, consumer stud-
ies, dealer trends study,
pro/specialty retail audit plus data
from cost of doing business reports
for facilities and retailers. For infor-
mation on TIA research, call 843-
686-3036 or visit

Looking for tennis cards, stationery,

posters, or notepads to stock for your
shop? Check out Tennispaper.com,
which has products that your players
may find perfect for teams, leagues,
parties, gifts, and more. Online orders
ship within two business days. Visit
http://retailers.tennispaper.com, or
call 515-245-9516.

June 2006 RACQUET SPORTS INDUSTRY 13

INDUSTRYNEWS J U N E 2 0 0 6
SHORT SETS
> The LBH Group Ltd. has hired three new
sales representatives. Jackie McFarlane will
be covering Michigan for all LBH brands
(Lily’s of Beverly Hills, LBH, Wimbledon, and
Fancy Pants). Bobbie Arakawa will be
responsible for all the brands in Hawaii. And
Joan Schaper will represent all brands in Illi-
nois, Wisconsin, and Minnesota.
>Harold Solomon, the director of tennis The United States won three of the four
After a year in Austin, the American Sports at the Harold Solomon International Ten- >
>Builders
Association has relocated its offices
back to Maryland. The ASBA’s mailing
address is now 8480 Baltimore National Pike,
No. 307, Ellicott City, Md. 21043. The toll
free number remains 866-501-ASBA, and
the new local numbers are 410-730-9595
(phone) and 410-730-8833 (fax). Website
remains www.sportsbuilders.org and email is
info@sportsbuilders.org.
> Tecnifibre has signed up-and-coming U.S.
tennis stars Mary Gambale and Scott Oudse-
ma to three-year contracts playing with Tec-
nifibre racquets and strings. Gambale, ranked
No. 267 on the WTA Tour, will play with the
Tecnifibre TFeel 315 racquet and NRG 17
string. Oudsema, ranked a career-high No.
380 on the ATP tour, will play with the Tec-
nifibre 315 racquet. For information about
Tecnifibre products, visit www.tecnifibre.com.
>wentNineteen-year-old rookie Jamea Jackson
2-0 in singles to lead the U.S. Fed Cup
team to a 3-2 upset over host Germany in
the quarterfinals. The U.S. will face Belgium
in the semifinals July 12-13 at a site to be
selected by the Belgian tennis federation.
The U.S. leads all nations with 17 Fed Cup
titles, but has not won the event since 2000.
>returned
Bak Bord Co. of San Antonio, Texas, has
to its original name, Bakko Back-
boards. The company’s long relationship with
Nick Bollettieri has ended. For more informa-
tion, contact 800-445-2673.
> Klip is offering a special on wristbands and
headbands, both made of 100 percent cotton
and feature the Klip logo in black. The head-
band is sold in a single pack, and the wrist-
band in a two-pack. Until Aug. 31, buy six
packs and get one at no charge, buy 12 and
get 3 free, or buy 24 and get 8 free. Contact
866 KLIP USA or www.klipstrings.com.
> The ATP has launched a new broadband
media service for the nine ATP Masters Series
tournaments, which will include highlights of
14 RACQUET SPORTS INDUSTRY June 2006
marquee matches, exclusive post-match
Tennis US Open Series tournament, Aug. 18
to 26 at the Connecticut Tennis Center at Yale
interviews, profiles and weekly blogs, University in New Haven, Conn. Through July,
behind-the-scenes tourney features, live tennis facilities in Connecticut, Rhode Island,
commentary, and more. To sign up for and Massachusetts conduct tournaments in
the service, which is $69.95 for all nine parent-child and husband-wife divisions, and
ATP Masters Series events or $8.95 for the winning duos have the chance to play at
individual tournaments, visit the Connecticut Tennis Center during the pro
www.atpmastersseries.tv. event.
team titles at the 2006 North/Central America
nis Academy, is using SlingHopper ball & Caribbean Regional Championships for the
bags at his academy. Junior Davis Cup (16-and-under) & Junior Fed
>calling
The International Tennis Hall of Fame is
for nominations for its induction
Cup (16-and-under) by BNP Paribas, and the
World Junior Tennis competitions (14-and-
Class of 2007. Printable nomination forms under), which took place in May in Mexico.
are available at www.tennisfame.com. The U.S. teams won the Junior Davis Cup and
Junior Fed Cup divisions as well as the boys'
>again
The Pilot Pen Tennis Family Classic will
be held during the pro Pilot Pen
World Junior Tennis, while the girls' World
Junior Tennis team finished second to Canada.
Babolat Offers New Line of Tennis Shoes
B
abolat, which first jumped into
the shoe market last fall with the
Team All Court, worn by Andy
Team All Court Men
Roddick, has six shoe models for
spring and summer.
The range of shoes includes the
Team line, which Babolat says are
durable, high-performance competi-
tion models, and the Pure line, offer-
ing additional comfort for
recreational players. Highlighting the Team All Court Lady
Babolat collection is the new Team
All Court Roddick, designed for and
currently used by Roddick.
All six shoes feature outsoles
developed exclusively with tire maker
Michelin. Babolat says the shoes,
designed for all-court use, optimize
lateral movement and offer stability Pure All Court Men
and better reaction time with its
“Exact–the Shoe Energizer” technolo-
gy. The models also have Babolat’s
Vibrakill, a shock-absorber in the heel.
The new models are: Team All
Court Men ($99 retail), Team All
Court Roddick ($109) (not shown),
Team All Court Lady ($89), Pure All
Pure All Court Lady
Court Men ($79), Pure All Court Lady
($75), and Team All Court Junior
($54) (not shown).
For more information, visit
www.babolat.com or call 877-316-
9435.
 INDUSTRY NEWS

USRSA MEMBER
CLASSIFIEDS
RACQUET TECHNICIAN NEEDED:
Very active tennis specialty shop in
the Orlando, FL area (Winter Park)
needs a really good RT. Prefer MRT
but will consider any RT that is
quality conscience and loves to
string for both beginners and pros.
You must interact well with cus-
tomers and be well versed in string
and racquet technology and termi-
nology. Fax or e-mail resume to:
John Gugel, MRT, john-
gugel@tennisrocks.net
407.673.9200
FOR SALE: Babolat Star 3: Com-
pletely Reconditioned by Tennis
Machines Inc. $2800 Firm + Ship-
ping. Please Contact Russ Sheh @
760-318-0580.
FOR SALE: Ektelon Model DE
Stringing Machine. Unused for 10
years. Needs to be refurbished,
$200. Please Contact James Wahl
@ 678-762-1466.

ITA Names Div. II

Award Winners
M
atias Oddone of Drury College
in Missouri has been named
the Intercollegiate Tennis
Association’s Senior Player of the
Year in Division II.
Other Division II men’s national
award winners are Brenton Bacon, a
freshman at Ferris State, Rookie
Player of the Year; David Zink, Arm-
strong Atlantic State, Player To
Watch; and Sebastian Niedermayer
of Eckerd as the Arthur Ashe Leader-
ship and Sportsmanship Award win-
ner. Amine Boustani of Drury
received the Wilson/ITA Men's Ten-
nis National Coach of the Year
Award.

June 2006 RACQUET SPORTS INDUSTRY 15


TENNIS participation
Where Credit Is Due
Advanta teams up with WTT to bring tennis
to thousands of children across the country.
G
iving credit is their job. But Advanta,
a credit-card provider in Spring
House, Pa., has been getting quite a
bit of credit of a different sort lately.
Together with its partner, World
TeamTennis, Advanta has been helping to
introduce the game of tennis to thou-
sands of youngsters in the U.S.
Since the inception of the “Ready, Set,
Racquet” program in 2003, Advanta, one
of the nation's largest issuers of Master-
Card credit cards to small businesses, has
distributed more than 75,000 racquets to
children ages 4 to 16 at WTT matches and
special events, as well as at the now-
defunct Advanta Championships, a for-
mer WTA Tour stop. The company has
also donated racquets to groups like
Arthur Ashe Youth Tennis & Education in
Philadelphia, of which it is a principal
sponsor.
“Tennis can be sustained
throughout life and therefore
yields lifelong health bene-
fits,” says Advanta CEO
Dennis Alter, an avid tennis
player. “We are committed
to introducing children to
the benefits of a healthy,
active lifestyle, both on and
off the court.”
“They are doing this for the
good of the sport and these kids,” says
Ilana Kloss, WTT commissioner and CEO.
At WTT events, children receive a rac-
quet, racquet cover, and tennis ball. Each
16 RACQUET SPORTS INDUSTRY June 2006
BY KRISTEN DALEY
racquet frame and cover are branded with
a team or event logo depending on where
they receive the racquet, and the cover
also bears the signature of WTT co-
founder Billie Jean King. Young fans that
visit more than one league match during
the season can receive a racquet each
time—all that Advanta asks is that they
share the racquets with family, friends, and
neighbors to help get them in the game.
“The reach actually goes beyond the
matches and the people coming to the
event,” says David Goodman, director of
communications for Advanta, the present-
ing sponsor and official business credit
card of WTT.
To further capture a child’s interest and
excitement about the game, Advanta and
WTT teamed up to create, “The Incredible
Journey of the Wellington Tennis Twins,” a
fictional story about Lara and Josh Welling-
ton, siblings who dream of becoming pro
tennis players. The twins work as ballkids
for WTT matches and eventually are draft-
ed to the league. “We feel that tennis is
important, but so is education,” says Kloss.
“It’s really about trying to give back to
each of these communities, and to the kids
in the communities.”
Last season, Advanta took its
goodwill a step further, offering
children at matches in St. Louis
and Springfield, Mo., vouchers for
a discounted tennis lesson or
program at their local parks
and recreation department.
“We continue to try dif-
ferent things and work with
partners in each of the commu-
nities to try and get more kids
in the game or get kids thinking
about tennis as a fun way to get
involved in sports,” says Kloss.
Adds Goodman, “Hopefully, we’ll
spark these kids to get active, or to get
more active. The goal is not only to play
tennis, the goal is healthy kids.” Q
high school TENNIS

USTA Offers Support and

Recognition To H.S. Coaches
With No-Cut Policies BY PETER FRANCESCONI

O
ne of the most memorable and fun students. Also, of the coaches who register,
experiences that high-school students two will be selected to receive the National
can have is the opportunity to be on a No-Cut Starfish Award and will be sent all
team, to contribute toward a common goal expenses paid to New York City at the end
with their fellow students. And now, with of August to attend the USTA Tennis
high-school tennis, that opportunity is Teachers Conference and the first few days
expanding. of the US Open.
The USTA is spreading the word about “High-school coaches may be wonder-
“no-cut” tennis teams and recognizing ing, how do I run a program with 20 or 30
high-school coaches who implement a no- kids? How do I schedule practices and
cut policy at their schools. A no-cut policy matches? How can I make this work with
means that, essentially, every student who my budget? ” says Anderson. “That’s what
wishes to play is welcome to join the team. our Advisory Team can help you with.
“Tennis teams could be comprised of a These are people who have done this sort
dozen kids, or 20, or 30 or more,” says Kirk of thing for many years.”
Anderson (below), the USTA’s director of The Advisory Team consists of Tiger
Recreational Coaches and Programs. “It’s Teusink of Holland High School in Holland,
great for the kids, because they have the Mich., who during his 41-year coaching
chance to be on a team with their class- career averaged 47 kids on his teams each
mates, practicing and playing matches. And year; Dave Steinbach of Brookfield Central
it’s great for tennis, because these kids stay near Milwaukee, who in his 35
in the game.” years has had several state
Some high-school coaches may, at first, championship teams and
think a no-cut policy could be a bit daunt- currently has 112 girls
ing. But the USTA has created a High School on his team, comprised
Advisory Team of veteran tennis coaches to of a varsity and six j.v.
offer advice, guidance, and resources. The squads; and Sarah
Advisory Team members, who each have Miller of Ken-
run no-cut tennis teams for decades, will newick, Wash., a
answer questions that other coaches may coach for 17
have about implementing a no-cut policy. years who has
The Advisory Team can be reached via email 140 high school
at highschool@usta.com. boys and girls on
The USTA also is recognizing those her teams this year.
coaches who run a no-cut tennis team, says “These people
Anderson. High-school coaches should visit have been there,”
www.usta.com to register their programs says Anderson of
online. “When a coach registers, we’ll send the Advisory Team.
him or her a certificate congratulating them “They can advise on
for their program and recognizing that while all aspects of how to
it may be more work, it’s creating the next make it work for your
generation of tennis players in the U.S.,” program, and for your
Anderson adds. students.”
In addition, the USTA will send a letter For more information,
to the coach’s principal and athletic director visit www.usta.com or email
acknowledging the coach’s dedication to his highschool@usta.com. Q

June 2006 RACQUET SPORTS INDUSTRY 17

& SUCCESS
marketing
Pull In the Youngest
Players, and You’ll Get
Their Parents, Too
BY JOE DINOFFER
Here are some tips to capture the to determine what length junior racquet
moment in your own backyard. they will use for that hour.

DEMOGRAPHICS HIRE THE RIGHT STAFF

AND MARKETING
You might not have a program for chil-
dren in that young age range. However,
it might be a “sleeper” program that’s
just waiting for you to shake awake.
Check out other sports and activities for
children in that 3- to 6-year-old target
age and you’ll probably wonder why you
never noticed them before. Another
place to check is the local pre-school and
Chabria also hired a young woman who
teaches motor skills and gymnastics to
very young children. Although she has lit-
tle tennis experience, she has a strong
background in group games and activities
that keep young children engaged and
having fun. She has quickly endeared her-
self to the children and the parents.
For the first 15 minutes of each 60-
minute session, this young lady directs the

I
t’s always fun to see juniors spread
out and be active on a number of ten-
nis courts. But it becomes magical
when practically all of the kids are so
young they measure their growth by see-
ing if they are as tall as the net. One
week the net is taller than they are; the
next week they grow a little and the net
has some competition. “Yes-s-s!”
exclaims one of the youngsters. “I’m
finally as tall as the net!”
Demographics have a big impact on
the sign-ups for tennis programs. At the
100-year-old Lakewood Country Club in
Dallas, there’s been a baby boom in
recent years. Out of nowhere, parents of
40 or more children from 3 to 6 years old
fill the parking lot several times a week.
And, since parents of children this age
tend to watch their youngsters learn and
laugh through their first sporting experi-
ences, the viewing deck is taken over
with proud and smiling adults. After all,
nearly the entire six-court facility is
packed by the smiling faces of their own
children.
The only challenge is to figure out
who’s having more fun, the children or
the parents. It really is magical. This is the
type of program that sets the stage for
years of success to come.
kindergartens. Then, it’s just a question warm-up for all the children. It’s fun, fast-
of getting the word out with some fliers, paced, and the laughter at the start of
newsletter bulletins, and introductory each session is contagious.
free programs. For student-to-teacher ratio, Chabria
At the Lakewood Country Club, Ten- feels strongly that each child should get a
nis Director Adrian Chabria promotes his lot of attention. When he has 40 children
“Future Stars” program with the mes- in the program, he schedules nine total
sage, “Give your kids the tools to be an staff members to work with the children.
athlete for life.” He also tells the parents,
“Have the kids come as they are. And no USE THE RIGHT EQUIPMENT
racquet required”—meaning that the The tennis staff at Lakewood uses foam
parents do not have to invest in special balls, foam racquets, short racquets, color-
clothing, and he supplies junior tennis
racquets and foam Hand Racquets.
BELLS AND WHISTLES
People are always attracted to bells and
whistles, but young children are drawn
to fun and excitement almost as much as
they are to ice cream. In your free “get
the word out” programs, consider hiring
a clown or dress up your pros with wigs
and big red noses. This is one of the
tricks that Chabria at Lakewood Country
Club has used right from the start.
Other standards he incorporates in
his program are regular give-away prizes.
He has also laminated and posted a
height chart provided by Head/Penn.
When checking in for each session, the
kids just stand next to the height chart

18 RACQUET SPORTS INDUSTRY June 2006

ful spots, donuts, hoops, and even
blow-up targets to keep these young-
sters interested and as focused as possi-
ble. Since their attention spans are
about as short as they are, it’s no won-
der Chabria and his team change drills
and games every couple of minutes.

SERVE THE KIDS,

SERVE THE PARENTS
It’s almost guaranteed: If you capture
the interest of the children, the parents
will be next in line. After all, parents are
going to do something with their chil-
dren. It might be swimming, going to
the playground, ice-skating, or to the
soccer field. Grab the interest of the
children early on and it’s likely you can
get the entire family involved in tennis
for years to come.
Remember, one activity or another
will be the first to capture each child’s
attention and interest. Why not make
tennis that first activity? If it can hap-
pen in Dallas, it can happen in your
backyard as well. Q

Joe Dinoffer is a Master Professional for

both the PTR and USPTA. He speaks
frequently at national and international
tennis teacher workshops as a member
of both the Head/Penn and Reebok
National Speaker’s Bureaus. He is president of
Oncourt Offcourt Inc. and has written 16 books and
produced more than 30 instructional videos.

June 2006 RACQUET SPORTS INDUSTRY 19

$ YOUR finances
M
assachusetts recently passed and
sent to its governor legislation
making health insurance mandato-
ry for every resident. One controversial
provision would fine any business that
failed to provide health insurance $295 a
year for each employee. The plan aims to
make both individuals and businesses
more responsible for covering the state’s
citizens.
Massachusetts officials are confident
they can bring down the cost of insurance
by adding to the number of people in the
insurance pool and by allowing insurers to
offer less expensive plans with less exten-
sive coverage. The state’s universal health-
care plan also calls for combining the
markets for small businesses and individu-
als, a move state lawmakers say should
lower the cost of individual policies by
nearly 25 percent.
The good news for many tennis busi-
nesses is that while Massachusetts’ goal is
20 RACQUET SPORTS INDUSTRY June 2006
Can You Afford to Offer
Health Insurance?
to expand coverage to an
additional 515,000 of the
state’s 6.4 million residents
during the next three years, it
sidesteps some smaller employers,
generally those with 10 or fewer
employees. The bad news is that an
increasing number of states—23 at last
count—are also considering bills that
would force employers to provide some
health insurance coverage for workers or
pay a penalty.
While there are loopholes, exemp-
tions, and a great deal of controversy
connected with this bold universal
health-care initiative, it raises an interest-
ing question: Can your facility or shop
afford to offer health insurance to
employees?
INSURING THE MASSES
Soaring premiums have placed health
insurance in the category of a luxury that
an estimated 43 million individuals can-
not afford. Health insurance is also rapid-
ly becoming far too expensive for many
large employers. What chance does the
average tennis business have of being
able to afford coverage for its employ-
ees, let alone its owner?
According to a recent survey by the
non-profit Kaiser Family Foundation,
small businesses (defined as those with
three to 199 employees) experienced a
9.8 percent increase in health insurance
premiums in 2005. The average small
business now pays $4,032 a year for
individual coverage and $10,584 for a
family.
Facing competition with larger busi-
nesses in attracting workers, small busi-
ness owners may, according to many
experts, be better off finding ways to
reduce the cost of health-care insurance
rather than not offering it. In many
cases, you can lower premiums by
increasing deductible levels or raising the
co-payment amounts for certain services,
such as office visits and prescription
BY MARK E. BATTERSBY
drugs. Another key to affordability is to
shop around from carrier to carrier.
Another is to share the cost with
employees.
And, don’t forget that the tax
deduction for “self-employed” facility
operators and retail shop owners is 100
percent of the cost (for themselves,
spouses, and dependents) subtracted
from adjusted gross income. The deduc-
tion is limited to the operator’s net
annual income derived from that self-
employment, minus the deduction for
50 percent of the self-employment tax
and/or the deduction for contributions
to Keogh, self-employed SEP or SIMPLE
plans.
The biggest savings, though, often
result from “high-deductible” health
insurance plans. On average, premiums
decrease by 10 percent to 30 percent
when the deductible jumps from $500
to $2,000, according to Emily Fox,
spokesperson for eHealthInsurance.com,
an online insurance referral service.
HSA AND MSA
Although a high-deductible plan can be
difficult for many employees to stom-
ach, a business offering to contribute
part of the money saved on premiums
into a Health Savings Account (HSA) for
each worker can help ease the financial
burden. The IRS allows both employers
and individuals to set aside pre-tax dol-
lars into an HSA to help pay for out-of-
pocket medical expenses, including
those steep deductibles. Contributions
made to such plans by an employer are,
of course, tax deductible.
Much like IRAs, pre-tax contribu-
tions to an HSA are limited. In 2005,
HSA contributions couldn’t exceed the
lesser of the annual deductible or
$2,650 for self-coverage or $5,250 for
families. Distributions or withdrawals
from HSA accounts that are not used to
pay medical expenses must be included
in income and are subject to a 10 per-
cent penalty. With an HSA, however, any
money that is not used in a given year can
be rolled over into the next for future
medical expenses.
Employees of small businesses as well
as those who are self-employed also can
take advantage of Archer Medical Savings
Accounts (MSAs) to pay health care
expenses—provided, of course, that
accounts are held in conjunction with
high deductible health insurance. Archer
MSAs, similar to IRAs, are created solely to
defray un-reimbursed health-care expens-
es. Contributions to MSAs are made with
pre-tax dollars and distributions are not
included in gross income if used to pay
for qualified medical expenses.
WHO IS AN
EMPLOYEE OF WHOM?
Contributions by an employer to provide
accident and health benefits are not tax-
able to the employee. The employer’s
contributions are, of course, deductible.
When it comes to health insurance or
any fringe benefit paid to employees of a
business operating as an S corporation,
the tax treatment is different for employ-
ee-shareholders than for other employ-
ees. Fringe benefits paid to S corporation
employees who are not shareholders, or
who own 2 percent or less of the out-
standing S corporation stock, are tax-
free. However, an owner-employee who
owns more than 2 percent of the S corp
stock can deduct 100 percent of the
amount paid for medical insurance for
him, his spouse, and dependents.
The payment of premiums by a part-
nership for a partner’s health or accident
insurance is generally deductible by the
partnership and included in the partner’s
gross income. The partner can deduct
100 percent of the cost of health insur-
ance premiums paid on his or her
behalf.
MEDICAL
REIMBURSEMENT PLANS
The IRS allows small businesses to reim-
burse their employees for medical
expenses. The business sets the amount
of money it is willing to lay out every
year and the employee then goes out
and purchases health insurance on the
individual market.
Payments from these Medical Reim-
bursement Plans are tax-free for the
employee and tax deductible for the busi-
ness. One of the nicest features is that it
allows employers to offer some type of
medical benefit without the headaches of
worrying about rising premiums.
But ever-rising health insurance costs
remain an important consideration for
both business owners and employees.
Fortunately for businesses, health insur-
ance is not yet mandatory. However, the
Massachusetts plan and universal cover-
age plans under consideration in other
states may be an indication of things to
come.
There’s no better time to investigate
health-care insurance, options for your
employees, and the tax deductions that
just might help make it affordable for
your business. Q
Mark E. Battersby is a tax and financial advi-
sor, lecturer, writer, and author in Ardmore,
Pa.
June 2006 RACQUET SPORTS INDUSTRY 21
 letters: TEACHING PRO MEMBERSHIP RESOLUTION BR

A longtime pro is baffled by a ruling that he feels stifles the gam
BY KEN DEHART, PTR & USPTA MASTER PROFESSIONAL
H
ow often do you hear something that
just makes you wonder, “What the heck
is that all about, and how could that have
happened in the first place?”
Well, that’s exactly what I thought when
I heard that at the September USPTA
National Conference in Marco Island, Fla., a
binding resolution was passed through the
Executive Committee by the National USPTA
Board that said, in part:
1. No USPTA member who is also a PTR
member may serve USPTA as an
Executive Committee member at the
national level (current members are
“grandfathered” in until end of their
term).
2. No USPTA member who is also a PTR
member may serve as a USPTA Divi-
sional Officer in the position of Presi-
dent or Regional Vice President.
3. No USPTA member who is also a PTR
member may be a national tester.
For those of us who feel we’re doing all
we can to contribute to the health, well-
being, and growth of tennis, this ruling rais-
es a lot of questions and concerns. For
instance:
• Why is it so important that a USPTA
professional not be a member of the
PTR?
• Why is it a problem in belonging to
any organization that is helping to
grow the game of tennis?
• Who in the USPTA leadership feels
that serving the tennis industry
through whatever means possible is a
conflict of interest?
• Why make such a ruling at this time,
when everyone in the tennis industry
is supposedly coming together to help
grow tennis to the status we all feel it
belongs?
• When did the much-admired charac-
teristic of seeking professional growth
through the learning opportunities
afforded by different organizations
(USTA, TIA, USRSA, USPTA, PTR—or
any other organization, for that mat-
ter) become a problem in this indus-
try?
22 RACQUET SPORTS INDUSTRY June 2006
• How will belonging to one of these
organizations affect my ability to
financially afford belonging to any of
the others?
• Why was the USPTA general member-
ship not notified of the need for this
ruling, or the fact that it even was
being considered, let alone passed?
In 1976—about 30 years ago, as my
USPTA 30-year pin says—a rookie wannabe
tennis teaching instructor took the USPTA
test with Bill Tym in Chattanooga, Tenn.,
and became a USPTA Professional. Seeking
to further expand my knowledge, and
wanting to be a credible tennis teaching
pro, I drove with a friend from Nashville to
Sarasota, Fla., and took a 10-day workshop
and test to become a PTR Professional.
Years later, I served as executive director
of the PTR, with never a thought that my
membership in the USPTA was a conflict of
interest. My only aim was to continue to be
of service to this great game in any way I
could. I was never instructed by the PTR that
being a member of the USPTA was a con-
flict of interest or financial commitment.
Since then, I have been:
• a USPTA Divisional officer
• two-time Southwest USPTA Pro of the
Year
• two-time NorCal USPTA Pro of the
Year
• PTR International Pro of the Year
• a USPTA Master Professional
• one of the eight original PTR Master
Professionals
• a USPTA Executive Committee mem-
ber
• a Top 10 Career Development USPTA
Professional for 10 years
• a PTR National Tester (I wanted to be
a USPTA Tester as well, but I wasn’t
allowed to be. However, when I test
members for the PTR, I tell them how
they join the USPTA as well.)
I list these credentials not to boast, but
to demonstrate the opportunities available
to me by being a member of both the
USPTA and PTR. Not once have I considered
being a member of one organization a con-
flict of interest with the other.
What am I? I’m proud to be a tennis
teaching professional who feels a responsi-
bility to service the tennis industry, the stu-
dents I teach, the club for which I serve as
director of tennis, and my own professional
growth in any way possible. I am profes-
sional enough to know how to serve several
organizations without confusing my lines of
professionalism or duties.
As it now stands, to serve my division in
a key capacity or to continue to be involved
with USPTA as a chair of the Continuing
Education Committee or become a national
tester, I must either drop my PTR member-
ship (which I could not do if I were a life-
time member), or cancel my PTR
membership for the time I plan to serve the
USPTA as an Executive Committee member.
(If I were not a current PTR Master Pro, that
would prohibit me from becoming one,
since one of the criteria is to have 10 con-
secutive years of membership in the PTR.)
Some clubs even have as a requirement that
the professional must be a member of both
organizations. So what is a pro to do if he is
a leader in both organizations?
There are some members currently on
the USPTA Executive Committee (USPTA
Divisional Officers) who are members of the
PTR as well and will be “grandfathered” in
to finish their term in their division. Then
they must decide to become USPTA or keep
their PTR membership and not serve in the
future.
I asked one of the USPTA national offi-
cers how such a binding resolution could
pass. His comment was something along
the lines of, “I didn’t see a reason for it not
to, I guess.” Another common comment is,
“It’s a business and we are both competing
for membership dollars, and when a pro
joins the PTR it takes away from our
income.” Not so if the pro sees the benefit
of belonging to both organizations, which
happens a lot in our area and in the South.
Other comments have included: “The PTR
takes away from our endorsement dollars
since manufacturers give to both organiza-
tions.” “The USTA feels compelled to give
RINGS UP CONCERNS
me’s growth.
both the PTR and USPTA equal
opportunities to present USTA
programs and grants that could
all go to the USPTA.”
Why should this even be a
consideration by the USPTA?
Aren’t there other, much more
major, problems out there to
solve? Be the best you can be for
the USPTA pros and the tennis
industry. All this ruling does is
limit experienced professionals
around the country—who choose
not to drop their PTR affiliation—
from serving the tennis industry
or the USPTA in certain leader-
ship capacities.
I am currently hosting a PTR
Mini-Symposium in my area that
is open to all PTR and USPTA
pros, high school and college
coaches that the USPTA will not
support because it promotes the
PTR and someone might join the
PTR (how about they may join
the USPTA as well?). How about
we get high school and college
coaches to become more educat-
ed and get involved in our tennis
industry?
I suppose these comments
and questions will end my poten-
tial to continue as a speaker at
the USPTA National Conference
and some Divisional Conferences
in the future. But it certainly will
not end my desire to continue to
grow educationally, to share my
experiences with both USPTA and
PTR members, and to someday
become a USPTA Executive Com-
mittee member again by serving
as a President or Regional Vice
President of my NorCal division.
It certainly will not end my
desire to serve the PTR, the
USTA, or any other organization
that promotes the education of
tennis pros or the growth the
sport I love: Tennis.
The head of the USPTA says
it’s a matter of competing businesses.
BY TIM HECKLER, CHIEF EXECUTIVE OFFICER, USPTA
I
n this issue of RSI, a letter by a longtime USPTA
and PTR member complains that USPTA no
longer allows PTR members to serve on its
most confidential Executive Committee. The let-
ter writer, however, is incorrect on this issue.
This argument has been published in other
magazines using a series of questions, one
being: “What was the need for this ruling at a
time when everyone in the industry is suppos-
edly coming together?” I’ll answer this with a
very clear analogy, one that involves three dom-
inant tennis companies: Head, Wilson, and
Prince. While these companies willingly sit on
the TIA board of directors, where common
plans for industry improvements are discussed
and carried out, not one of these companies
would dream of allowing a representative of
one of their competitors to sit in on a company
board or executive committee meeting, where
the formulation or release of new programs or
technologies takes place. And, no one in our
industry would question this decision.
Similarly, both Dan Santorum (PTR) and I sit
on the TIA board together, but we certainly do
not expect to sit on each other’s respective
company boards. The belief that the USPTA rul-
ing will create disharmony in our industry or
prevent qualified pros from speaking at educa-
tional events is simply unfounded.
The crux of the matter is that many people
just don’t see USPTA and PTR as business com-
petitors. But, both companies are fighting for
the same membership resources much the
same way that other companies compete for
customers.
Another thing that is greatly misunderstood
is the nature of the respective governances of
USPTA and PTR. USPTA, much like USTA, is run
by an executive committee, board of directors,
and various other committees. All policy matters
are resolved by the board and executive com-
mittee. USPTA has 17 divisions that are very
much aligned along the same boundaries as the
USTA’s sections. The executive committee is
composed of the president and regional vice-
president of each division, the national board of
directors, and the three immediate past presi-
dents. This 45-person body governs USPTA by
representative democracy in the same way that
Congress governs our country.
Should anyone suggest that USPTA’s entire
14,000 members be polled or informed of this
or every other decision, the answer is simply
that it is impossible to govern that way. There is
no such thing as a referendum democracy. Our
democratically elected executive committee
makes many policy decisions on behalf of the
general membership during each of its meet-
ings, and its 34 divisional representatives have
every right to report these decisions to their
constituents.
As a matter of fact, and by way of example,
in November 2004, the Northern California
Division passed a bylaw that prevents PTR mem-
bers from serving on its division board. Almost
six months later, in April 2005, it was resolved
at the national level that USPTA testers could
not be members of PTR. Then, in September
2005, it was resolved at the national level that
our most important and confidential committee
should follow the same rules. This issue is not
new and our division leaders have had ample
time to discuss it with their constituents.
We differ from PTR in other important ways.
Our national association returns 35 percent of
all dues to our divisions to run additional pro-
grams at the grassroots level. PTR, by compari-
son, has its policies set by one or two people,
has no official division structure, expenses, or
governance by them. Due to USPTA’s form of
governance, by having inside information, PTR
can copy or beat us to the punch on every pro-
gram we are about to initiate.
Up until recently, USPTA has allowed people
with divided loyalties to serve on its most confi-
dential governing bodies. This has resulted in
the duplication of USPTA programs and mem-
ber services, while other programs have been
impeded. For years USPTA has dealt with these
types of business conflicts, which further sub-
stantiates the competitive analogies above.
The most vocal critic of our policy previously
served as the executive director of PTR, which in
itself explains the basis of his loyalty and the
motive of his complaint. He just does not see
that USPTA regards itself as a business and not
a fraternity for those who teach tennis.
June 2006 RACQUET SPORTS INDUSTRY 23
 MARKETING YOUR BUSINESS
REACHING
BYLINE?
OUT
A well-thought-out marketing strategy will help
you attract and retain customers.
Y
ou can put together all the best tennis programs in the world,
offer the best lessons, stock the best products in your shop.
But if you can’t get people onto your courts or into your store,
it’s all a waste of time and money.
That’s where marketing comes in. To attract and retain cus-
tomers, you need to market your tennis facility, shop, or business.
And you need to target your marketing to the right customer group
or groups for maximum effect.
Marketing, of course, is a huge topic—every year, dozens of
books are published about the subject. But that’s because all busi-
nesses—including yours—need to do something to market their
products and services. Even if you don’t currently have an actual
“marketing plan,” you’re already doing some things that would be
considered “marketing.” Otherwise, you’d be out of business.
Many of the tennis directors and retail shop owners that we talk
to regularly say the best marketing for their business is simply the
great attributes of tennis itself. “Let’s just tell people the truth about
all the good things that tennis has to offer,” says Ajay Pant, the gen-
eral manager of the Indian Creek Racquet Club in Overland Park,
Kan. “Tennis is good for you, tennis is wonderful.”
But whether pushing the sport or your specific business, “mar-
keting” involves a lot of different areas—sales, advertising, pricing,
customer relations, etc. And while we obviously can’t cover all the
areas of marketing that you need for your tennis business on these
pages, we can present some ideas and strategies that you may find
BY PETER FRANCESCONI
useful in boosting your business and reaching the right cus-
tomers—the ones who will boost your bottom line.
It’s About Information
Successful marketing depends on a few keys:
Q Research, which will help you determine what your customers
want and need.
Q A marketing strategy that you develop after analyzing your com-
petitive advantages.
Q Targeting the markets that you want to serve.
Q Determining what marketing components will best help you
attract and retain your customers.
Market research, according to the American Marketing Associ-
ation, is the systematic gathering, recording, and analyzing of data
about problems relating to the marketing of goods and services.
Timely and relevant market information is important to all busi-
nesses. This type of market research may sound time-consuming
and expensive, but it doesn’t need to be. In fact, you’re probably
already doing things that could rightly be deemed market research.
For instance, have you ever asked former players why they
may have dropped out of the game, or asked a current player why
he switched racquet or shoe brands, or would rather play on one
court surface over another? Have you ever checked out what your
competitors are doing in terms of pricing? All of this is a form of
market research.
June 2006 RACQUET SPORTS INDUSTRY 25
 MARKETING YOUR BUSINESS
“I keep track of our customers, what they buy, when they court times that constantly get screwed up, and they’ll hear about
bought it,” says Chris Gaudreau of the Racquet Koop in New the minor gripes, too, such as no soap in the restroom. They’ll also
Haven, Conn. “We keep records on customers’ brands, type of pick up on products that your customers want but you may not
shoe, type of string.” stock.
You can also do more detailed research. For instance, ask Want to get even more involved in gathering research, but
your customers to complete a brief questionnaire about their have no real budget for it? Consider asking a nearby college or uni-
playing preferences, equipment choices, ideal playing partners, versity business school for help. Your business might even be
or programs they’d like to see. And, of course, you can always taken on as a class project.
hire a specialist to do even more detailed and formal marketing
research into your business and your customers. Plan Your Strategy
Don’t forget that a wealth of information about the tennis To create your marketing plan, take into consideration whether
business and tennis players is already available through the annu- you’re giving your customers the right products and services,
al U.S. Tennis Participation Study by the USTA and TIA. The TIA offering the programs they’re looking for, and indeed, even reach-
(www.tennisindustry.org) also has many other research reports ing the right customers in the first place. A good strategy will help
available that you can use to help determine your marketing. your business focus on the target markets it can serve best.
But planning your marketing strategy doesn’t just involve tai-
Ask the Right Questions loring your products and services, it also gets into pricing and your
To come up with the right marketing strategies for your facility, promotional efforts to reach your potential customers. Think of
pro shop, stringing service, or the marketing plan as your
any business, you need to ask
the right questions when gather-
What Are Your Competitors Up To? roadmap.
The plan determines “what
For your business to succeed, not only is it important for you to analyze
ing information. For instance: paths you will take, which turns
Q Who are my customers and
your own market, it’s also important to understand your competition.
you will make, and, most impor-
Here are some tips adapted from the U.S. Small Business Administration
potential customers? tant of all, where you are going,”
Q Where do they live?
(www.sba.gov) that can help you get the drop on your competitors.
says “guerrilla marketing” coach
Q Can and will they buy my rac-
First, ask yourself some questions about your competitors:
Q Who are your five nearest direct competitors?
Al Lautenslager on Entrepre-
Q Who are your indirect competitors?
quets and apparel, sign up for neur.com. “A plan offers a sim-
Q Is their business growing, steady, or declining?
my programs, book court ple strategy or set of strategies, a
Q What can you learn from their operations or from their advertising?
time? marketing calendar, an evalua-
Q Am I offering the kinds of
Q What are their strengths and weaknesses from a customer stand-
tion system, and a selection of
products, programs, and ser- weapons and tactics that give
point? How can you capitalize on their weaknesses and meet
vices that they want? you complete control of your
Q Are my prices consistent with
the challenges of their strengths?
Q How do their products, programs, or services differ from yours?
marketing.”
what customers consider The information you gathered
value? You may want to start a file on each of your competitors that includes from the market research will
Q Are my promotional programs advertising, promotional materials, and pricing strategies. You probably help you develop initiatives,
working? do some of this unconsciously already, for instance noting your competi- action plans, follow-up plans,
Q What do customers think of tors’ ads in local publications, or picking up their brochure or catalog. accountability, and measure-
my facility or shop? ments that will help you run your
Q How does my business com-
Review your files periodically to determine your competition’s advertis-
business more effectively, and
ing venues and frequency, their promotions and sponsorships, and how
pare with my competitors? allow you to attract and retain
often they offer sales. Take note of the text they use in their advertising
Keep in mind that research- customers. Keep in mind,
and promotional material.
ing your marketplace is not an though, that your plan needs to
exact science—people’s opin- To gather information on your competitors, check out what’s available be somewhat flexible to respond
ions and feelings are influenced on the internet, including your competitions’ websites. Also, why not to changes. “Markets change,
by many factors and constantly visit their locations? See how they interact with customers, what the customers change and company
change. But gathering facts this facility or shop looks like, how they display their products. intentions and activity changes,”
way will tell you what your cus- says Lautenslager.
Talk to customers. Find out what they’re saying about your competitors.
tomers want and how to present Also consider your target
Finally, analyze your competitors’ ads to find out about their target audi-
it to them in an attractive way. markets—concentrating your
ence, market position, products, services, prices, etc.
Timely and relevant research efforts on a few key market seg-
into your customers also will ments may bring you the highest
help you reduce business risks, spot upcoming trends or prob- return on your investment. And never forget the value of word of
lems in the market, and identify sales opportunities. mouth.
Don’t forget that your own employees may be one of the best “I believe that if you do a good job of word of mouth, that will
sources of information you have about your customers and play- work,” says the Racquet Koop’s Gaudreau. “I do no advertising.”
ers. Encourage your employees tell you what your customers are That’s echoed by Steve Vorhaus, owner of Rocky Mountain
saying. Employees will hear about the big complaints, such as Racquet Specialists in Boulder, Colo. “We do some very tradition-

26 RACQUET SPORTS INDUSTRY June 2006

 Often, marketing and advertising aimed at
adults will pull their children into your
al print advertising,” he says. “But from an outreach standpoint,
our most successful venues are word of mouth, and institutional
business with local parks departments and local high schools, so
we get infused into those communities.”
The Marketing Mix
The U.S. Small Business Administration identifies a few key com-
ponents that combine into an overall marketing plan: products and
services, promotion, and pricing. “Any marketer has to go into any
project with integration,” says Scott Hazelwood, the marketing
director of the Four Seasons Racquet Club in Wilton, Conn. “All
these different parts have to be working together.”
Strategies that involve products and services may include nar-
rowing or limiting your product line. For instance, if you determine
that your market is mostly older couples without children, you
probably don’t need to stock junior racquets, and you may want to
have more “forgiving” frames. Or if you have “serious” league and
tournament players in your area, beef up your stringing and cus-
tomization business. You may have a lot of team tennis players in
your area that need to coordinate apparel and find team uniforms.
Promotion strategies involve things like advertising and cus-
tomer interaction. What is the best way to reach your customers
and potential customers? Can you reach them through ads or arti-
cles in local papers or on the radio? Is there a pro tournament in
your area that you can help sponsor or run an ad in the program?
programs, too.
Should you reach them by direct mail, or through an email cam-
paign? If you’re a Tennis Welcome Center or a Cardio Tennis
site, have you taken advantage of the opportunities those pro-
grams and websites offer?
Obviously, with pricing, you want to maximize your total rev-
enue. But through your research, you need to set prices that will
appeal to your target customers. Keep in mind that some rac-
quet and footwear manufacturers are rather strict on their pric-
ing policies.
At least every quarter, take a look at how your marketing pro-
gram is doing. Are you doing all you can to be customer-orient-
ed? Are your employees doing all they can to satisfy your
customers so that they’ll come back again? Is it easy for your
customers to find what they’re looking for?
Be Creative
The number of promotional tools that you use is limited only by
your imagination and your budget. For instance, Ajay Pant says
the Overland Park Racquet Club recently had a wine- and
cheese-tasting party, where players drilled on court, then came
in for socialization and refreshment. “But it wasn’t just our
members,” says Pant. “They brought guests with them.”
At Overland Park, events like this are promoted on a special
kiosk at the club, and members tend to bring their nonmember
friends to them. Staff also promotes the events by mentioning
June 2006 RACQUET SPORTS INDUSTRY 27
 MARKETING YOUR BUSINESS

them to members frequently. “Before you know it, we have a wait-
ing list for our special events,” says Pant.
Brad Blume of Tennis Express says his company sponsors three
big tournaments a year in the local Houston area, where they have
their name on the tournament T-shirt that every participant
receives, along with signage on court.
“We also donate to local schools for auctions, including big-
name player autographed merchandise,” says Blume. Tennis
Express, which is both a brick-and-mortar store and an online
retailer, also markets its business through fliers and coupons at
tournaments and public tennis centers. In addition, “Our Yellow
Pages ad is really good for us,” says Blume.
Doug Cash, the former chief operating officer of TCA and now a
tennis industry consultant, says promoting a free 30-minute work-
out has been extremely effective. “Come in and take a free lesson
from one of our pros,” says Cash. “It gets people into the club. We
leave business cards that has this offer on it at various businesses
in the area.”
One idea that veteran tennis director Larry Karageanes of
Club & Resorts Tennis Services (www.jobeasier.com) promotes
is the “can of fun,” geared to getting kids to come back for
lessons and clinics. “Each kid receives an empty ball can that
they can personalize with colorful stickers and things,” says
Karageanes. Then, each time they come back, they fill the can
with various fun handouts that they can color and learn from, for
instance handouts on tennis scoring. “It’s a bit more valuable
than just giving them candy.”
Overland Park R.C., which is part of the TCA organization,
takes pains to schedule programs when their customers want
them. “Most places will program based on the pro’s schedule,”
says Pant. “We won’t. We’ll program everything based on what
the members and potential members want, then we’ll find the
right people to work the program.”
There are a million ways you can successfully market your
programs and products to your players and customers. It’s just a
matter of finding what works best for your business. Q

Ideas To Help You Market Your Business

Q Develop quality marketing tools. Put
some thought into how you want your
message to get across to customers and
potential customers. You want to create
a cohesive image for your business.
Q Don’t forget the phone. For many cus-
tomers, especially new ones, it’s often
the first point of contact with your busi-
ness. Is the person answering the phone
pleasant and knowledgeable? When a
call has to be answered by voice mail,
is the outgoing message, professional,
friendly, and clear?
Q Get out there. Sponsor community
events, get involved in local tourna-
ments, link up with a school or team for
fund-raising programs. And network—
join local civic groups and the chamber
of commerce. The more you and your
staff get involved, the more visible your
business becomes.
Q Get local news coverage. So many of
the things that you do can be used in
local newspapers. Got a new ball
machine? Send a press release to the
local paper, along with how it will
enhance your lessons and program-
ming. Hired a new pro? Get his or her
photo in the paper.
Q Get on the air. Develop relationships
with local TV stations and when you
start up a new program, for instance
Cardio Tennis, call them and have them
cover it.
Q Get on the web. Not only should you
have a website (and keep it updated!),
but offer an emailed newsletter, which
can help establish you, and your busi-
ness, as the experts.
Q Offer free samples. For example, you may
want to create a program where new
players can take a free half-hour lesson
or get in on a clinic, or if you have an avid
player base, develop a restringing pro-
gram that, after so many paid restring
jobs, customers get one free.
Q Try cross-promotions. Are there other
businesses that you share customers
with? For instance, are there a lot of
high-end luxury cars in your parking lot?
Maybe you can work out some type of
cross-promotion with a Mercedes or
Lexus dealership, where customers who
test drive a car get a complimentary les-
son. Or maybe there’s a health-food
store in your area that can offer coupons
for your facility or shop, in exchange for
you doing the same.
Q Thank your best customers. Let the top
15 or 20 percent of your customers know
that they’re special. You can thank them
with small gifts, or maybe extended court
time, free string or regripping. Let them
know that you appreciate their business.
Q Offer a guarantee. Let players know that
if they’re dissatisfied with a lesson or
clinic, it’s free. Guarantee your string and
customization jobs.

28 RACQUET SPORTS INDUSTRY June 2006

It’s Not Rocket Science!
USRSA Members Share Simple, Inexpensive Tips for Creating Business
FREE PUBLICITY DISPENSERS
Take a tennis ball and (using an Exacto knife) carefully
cut a 1/4 inch circular piece from the side opposite the
stenciled brand name. This hole will keep the ball from
rolling over when you set it on a counter, table or bench.
Then cut a straight line across the stenciled brand name
about half way around the ball. Put a stack of business
cards into the slit. Customers can't miss an optic yellow
card dispenser.
Also take some of these ad-balls to the public courts
and push them halfway into the fence. Players are always
curious about a tennis ball stuck on the fence. With these
balls, it is not necessary to cut the round hole in the bot-
tom and I use our mini-flyers rather than business cards.
Ad-balls get high visibility exposure and bring aware-
ness of our business directly to the tennis playing public.
—Rick SantaMaria, Edison, NJ
AD LIDS
Turn the plastic lids on tennis ball cans into an ad-lid.
Avery 2-inch round labels (Item 5294) are just the perfect
fit for this piece of advertising real estate. Design and
print your ad or promo-related messages on these labels
and simply stick 'em on the plastic lids. These ad-lids will
surely find their way onto the tennis court where other
players will see it. Snap the ad-lids on the tennis balls you
sell, or on the promo freebies you give away.
—Rick SantaMaria, Piscataway, NJ
FREE PRIZES
I give my customers a choice of a T-shirt or hat with my
shop’s logo whenever they reach $100 in stringing ser-
vices. Instead of giving them a discount like most shops, I
give them something that will help promote my business.
—Leigh Cherveny, Sheboygan, WI
Anyone who purchases a new tennis racquet over $99.95
receives a free T-shirt with our logo on it. The customers
appreciate the free shirt, but we appreciate the great
advertising we get around town.
We also retail the shirt for $9.95. It's not much mark-
up, but it is great advertising.
—Ron Schultz, CS; Joe Heydt, MRT;
Bob Schultz, Lincoln, NE
A great way to market your racquet service is to offer free
string and grip jobs as prizes for club activities (league
and tournament winners, etc.). This helps familiarize
players with the quality and professionalism of your rac-
quet service. The next time they need new strings or a
grip, they know where to turn.
—Jason Jamison, Glendale, AZ
FOLLOW UP FOR FOLLOW-UP SALES
We send out thank-you cards to customers after they purchase a
racquet. We include coupons with savings for shoes, clothing,
bags, accessories, etc. Customers appreciate the thought and
often come back with their coupons to purchase something else.
—Al Klieber, MRT, Victoria, British Columbia
Each time we sell a tennis or racquetball racquet, we record the
customer's name, date, telephone number and model of racquet
purchased. Twenty-five to 30 days later call them to check on
their satisfaction with the racquet. We place special emphasis on
whether they are pleased with the strings and if the grip is proper-
ly sized.
We are repeatedly thanked for each call. It is a step beyond
what a racquet buyer expects. It further adds to “word of mouth”
advertising (the best by far). The time consumed is minimal and is
just one of many little things that makes our business a success.
—Ron Schultz, MRT; Joe Heydt, MRT;
Bob Schultz, CS, Lincoln, NE
COACHES' NIGHT
I set up a tennis night for local coaches and pros. We play dou-
bles for several hours followed by a reception at my shop where
I tell them about my services, let them see my shop/equipment,
and explain the process I use in preparing a racquet for their
players.
We all have fun and the coaches and pros remember me and
recommend my shop to their players and students.
—Leigh Cherveny, Sheboygan, WI
NEWSLETTERS
I write and distribute a newsletter to my customers. Each time
customers receive one, they think of me and their equipment.
This idea has generated many more customers who return to
me for service ... and do so more often!
—Chip Brenn, MRT, Albuquerque, NM
REFERRAL PROGRAMS
Offering free stringing to customers after every 5 or 6 stringings
is great for maintaining repeat business. Free stringing can also
be used to increase business. I offer existing customers a free
stringing for every three NEW customers they send to me. It is
easy to administer and definitely increases business. So, remem-
ber to ask new customers who referred them to you and show
that person how much you appreciate their help.
—Jim Wojcio, Fanwood, NJ
PROMOTE YOUR CERTIFICATION
I had some ball caps embroidered with the MRT logo. They look
great. They are good advertising around public courts and when
visiting tennis facilities where stringing is not available.
—Bill Thompson, MRT, Farmville, VA
June 2006 RACQUET SPORTS INDUSTRY 29
 COMMUNITY
RSI INTERVIEW
SERVICE
Kurt Kamperman came to the Community Tennis Division
looking to refocus and reapply the USTA’s resources. How
has he been doing these past three years?
W
hen Kurt Kamperman joined the USTA as chief executive of
the Community Tennis Division in April 2003, his goal was to
bring the vast USTA resources to bear on increasing tennis
participation. After three years, Kamperman still has that youthful,
excited look when he talks about growing the sport, his Blackberry
still buzzes constantly as people try to get in touch with him, and he
still has that infamous May 1994 copy of Sports Illustrated—the “Is
Tennis Dying?” cover—prominently displayed in his office.
But anyone who’s been the slightest bit involved with the recre-
ational game in the U.S. can tell you that a lot has changed in Com-
munity Tennis over the last few years, and that Kamperman has
had a lot to do with it. The day before his three-year anniversary
with the USTA, we met up with Kamperman at his office in White
Plains, N.Y., to get his take on how tennis has been doing.
RSI: Three years ago, we sat in this office talking about the chal-
lenges and plans you had for Community Tennis. So, what have you
been up to since 2003?
Kamperman: The time has gone very fast, and we’ve had our share
of successes and challenges. Three years ago, it was obvious to me
that we had huge resources to apply to growing the game, and our
biggest challenge was to concentrate those resources in the areas
that gave us the best chance to move the dial. What’s exciting now
is the sport of tennis has turned the corner. Tennis participation, TV
ratings, attendance at pro events and industry sales are all up.
We’re doing extremely well compared to other sports. In fact, ten-
nis is the only traditional sport to have grown in the last six years.
We have some great momentum going for us.
The USTA has a very broad constituent base, consequently in
the past, we had too many things that were priorities. The old say-
ing that when “everything’s important, nothing is,” was definitely
true. We had to narrow our focus and determine where spending
our money would have the greatest impact on growing the game.
RSI: How did you do that?
Kamperman: One of the main things we did was decide to make
fact-based business decisions, based on the data we receive from
the annual U.S. Tennis Participation Study. We use this as our road
map for growing the game. That study, along with in-depth surveys
30 RACQUET SPORTS INDUSTRY June 2006
with lapsed and frequent players, gave us a clear picture of what was
needed.
For instance, the Participation Study showed that public parks and
schools are the two big entry points into the game, particularly for kids,
so we launched a huge parks initiative and we’re just finishing a year-
long pilot program for a new schools initiative. The development of Ten-
nis Welcome Centers and Cardio Tennis was also based on the research.
It was also clear that we needed more people out in the field, so along
with our sections, we funded the Tennis Service Reps Initiative. The
TSRs will help ensure our resources get down to the local level, where
we have 5 to 6 million new players coming into the game each year.
Our big push toward diversity was also helped by the data from this
study. While the USTA wanted to embrace diversity because it’s the right
thing to do, the research showed us it’s also the smart thing to do if we
want to increase participation.
RSI: Within the USTA itself, what is the view of Community Tennis?
Kamperman: As you know, the USTA’s mission is “to promote and
develop the growth of Tennis.” That is what Community Tennis is all
about. Fortunately, the current Board of Directors, and the previous
Board, have really put their money where their mission is. We’re spend-
ing millions of dollars more in Community Tennis than we used to. Par-
ticularly this last year or so, [USTA Chairman of the Board and President]
Franklin Johnson and the Board have dramatically increased spending.
Without that, we wouldn’t have our new marketing campaign, we could-
n’t have launched our major Parks Initiative, and so on.
RSI: How are relationships with partners and allied organizations?
Kamperman: Very good. Having been president of the TIA for seven
years prior to coming into this job, I already had well-established rela-
tionships with all of our key partners. However, when I began here, I had
several very frank conversations with our key partners and each told me
they wanted to be a real partner, not just called upon for a photo op
when the USTA wanted to launch a program. The prevailing opinion was
that when the USTA wanted to do something and say it had industry
support, the USTA would call and say, “Here’s what we want to do, buy
in, and show up.” None of our partners were thrilled with that approach.
The NRPA and others wanted to be a real partner, and it made sense.
If we’re funding parks and want to reach parks, wouldn’t a letter from
the NRPA be more appropriate than a letter from the USTA? Same thing with the
teaching pros and others. Instead of us trying to take the credit and do it our-
selves while saying our partners are supportive of it, why not just let them do it?
It just makes sense to let our partners carry the ball on things that they’re
already doing well. What we have now are real partnerships.
Early on at the USTA, I didn’t want to try to be all things to all people, and
that was a challenge. When you’re a National Governing Body with $200 mil-
lion a year in revenues, everybody wants to be your partner. However, we
took a “less is more” approach and focused on our core “tennis” partners.
We decided to strengthen those partnerships before attempting to partner
with any others.
We work very closely with the TIA, USPTA, NRPA, PTR, World TeamTen-
nis, the National Intramural-Recreational Sports Association, and the Inter-
collegiate Tennis Association. The USTA Board recognizes we need to be
“the umbrella and not the gorilla.”
Community Tennis, plays a big part in all this. If we do our job right, and
develop valuable resources and services that we freely share, the efforts of
the teaching pros, facilities, CTAs, parks, clubs, schools, and retailers will get
the job done. We want to be an organization that is looked at as a help and
a benefit to the people at the grassroots level who deliver tennis.

RSI: What are the next few priorities for you?

Kamperman: At this point no new priorities, just continuing what’s already
been started. For example, I want to continue the progress we’ve made in nar-
rowing our focus and concentrating on the areas that can have the greatest
impact on participation. We need to stay the course on our big initiatives and
continually improve them. We have lots of room for improvement.
Another area we’ve worked on over the past three years is shifting from an
administrative focus to more of a marketing, promotions, and service approach. As
a national group, we want to create marketing and promotional platforms that every-
one can benefit from. And we want to provide resources and services to those who
deliver tennis. We’ve made real progress in this area, but I want to make sure we
continue on this path.
The other area where we’ve made progress and want to continue is build-
ing the strongest Community Tennis team possible here at National. We’re
the biggest entity in tennis by far in the U.S. so it only makes sense that for
each of our national positions, we should have the very best person avail-
able. If you look at our Community Tennis National staff, you’ll see that we
have people with legitimate, hands-on tennis experience. We’ve increased
our “tennis DNA” and have a team with a huge amount of tennis expertise
as well as business acumen. We are now adding a strong learning and
training component to ensure that everyone stays at the top of their
game.

RSI: What about the relationship with the sections?

Kamperman: It’s very strong. My main conduits to the sec-
tions are the executive directors, and I have great work-
ing relationships with them, collectively and
individually. That doesn’t mean we don’t have
challenges or disagreements on occasion. We do,
but we work through them. We have a lot of great
volunteers and staff in the sections.
I came here right after the Blue Ribbon Com-
mission Report, which identified problems [in the
organization and its relationships]. I think there’s
been dramatic change. There will always be differ-
ences of opinion in a large organization like the
USTA, but I don’t feel there are any significant issues
regarding candor, trust and transparency.

June 2006 RACQUET SPORTS INDUSTRY 31

 RSI INTERVIEW
RSI: What other challenges do you feel Community Tennis faces?
Kamperman: One of the biggest is our governance system, which
is unwieldy to say the least. It’s a constant challenge for both vol-
unteers and staff because it’s perpetually changing. Can you imag-
ine any business that would change their CEO for the national
office and their leadership in each of the 17 regional offices every
two years? That’s basically what happens at the USTA and it cre-
ates a lot of moving parts.
That said, there are some positives with it. With each change,
there’s a lot of fresh energy, enthusiasm, and passion. The chal-
lenge is making sure that there’s continuity. We are working hard
to ensure that continuity. This is improving, as we’ve taken a more
fact-based approach to what our priorities should be and what our
key initiatives are. For example, although parks were Franklin
Johnson’s major push, I can’t imagine that parks wouldn’t remain
a key initiative moving forward with the next administration.
RSI: How do you think people view the USTA’s Community Ten-
nis division now?
Kamperman: I hope they see us as making real progress. Four
years ago, we had no marketing budget and no marketing cam-
paign for tennis. League Tennis and Junior Team Tennis had no
marketing effort behind them. We didn’t have a parks initiative,
TWCs, Cardio Tennis, Rec Coach Workshops, TSRs, or a push
towards diversity. We were counting cards to measure success,
we weren’t getting along with any of our partners, and our sec-
tions didn’t like us all that much. I’d like to think we’ve come a
long way. I think people realize we’re raising the bar.
RSI: The USTA’s Membership Department now falls under Com-
munity Tennis. How are things going with membership?
Kamperman: It’s working very well. I’m very excited to have the
Membership team as part of Community Tennis. Before I came to
the USTA, I always worked in environments where you had to hit
revenue numbers. When I started working for Community Tennis
at the USTA, it was just about spending money effectively. Profes-
sional Tennis, with the US Open, made all the money.
It’s nice now to have something that is more of a traditional
business model, where we are also helping to contribute finan-
cially to the bottom line. There are a lot of synergies between
Community Tennis and Membership. That said, it’s somewhat
ironic because I’m very much a tennis person—I think we have to
sell tennis first, and then sell memberships. Fortunately, growing
tennis and membership is not mutually exclusive. There are 4 to
5 million frequent tennis players out there who aren’t members of
the USTA, so they’re low-hanging fruit. We’re going to focus on
adding benefits that will appeal to hard-core players, like offering
them deals at tennis resorts and camps. A membership in the
USTA should enhance your relationship with the game.
RSI: What are your goals for USTA membership?
Kamperman: We ended last year at 676,000 members, and now
it’s about 686,000. I want to see it hit 700,000 in 2006, then
750,000 in ’07 and 800,000 in ’08. We also have more than 7,000
organizational members that we’d like to grow, but that’s a tricky
area because there are some governance issues tied in with the
voting strength of organizational members.
We’re taking a hard look at org member pricing, because those
32 RACQUET SPORTS INDUSTRY June 2006
prices have been the same since 1989, and right now, we actually
lose a lot of money per organizational member when we send them
banners, yearbooks, and so on. We’d like to grow organizational
membership and continue to provide all the services and benefits.
We don’t want to make money on it, but we’d like to get it closer to
a break-even model.
By the way, the liability insurance we now offer to our CTAs that
are organizational members is a great benefit. If you’re a CTA and
running programs, you need to become an org member so you can
get this low-cost insurance.
RSI: What about working with the Professional Tennis Division?
Kamperman: We work together now on a number of projects, but
we both realize that we could do more. A closer collaboration
between Community Tennis and Pro Tennis has a huge upside
potential for the sport. We are starting to work more with the US
Open Series events. These are major events in key markets that we
can tie in to all sorts of initiatives: parks, team tennis, leagues, reach-
ing out to the Hispanic and Asian communities, and many others. It’s
a real opportunity to piggyback on those pro events.
RSI: What else are you looking at for the future of Community
Tennis?
Kamperman: We have to really raise the bar for our youth offerings,
and we’re starting to put a lot of resources behind Junior Team Ten-
nis. We have to convince parents and kids that tennis is the new team
sport. We have the resources to develop the best youth sports offer-
ings out there. I’d be really disappointed if five years from now team
tennis isn’t something you can talk about in the same vein as youth
baseball and football. Once it gets going, it can snowball.
RSI: The USTA.com website was recently revamped. What do you
think of it?
Kamperman: The new website is a quantum leap in the right direc-
tion. Our home page now has the ability to engage players and
enhance their experience with the game. The “find a court, find a
program, find a partner” feature has a huge upside for tennis. We
have the framework of the house built and now we’ll keep working
to improve on the interior design.
RSI: So what does the USTA’s Community Tennis Division have to
offer those in the business?
Kamperman: We want to serve everyone in the sport. We’re con-
stantly looking at things we can do that will benefit the greatest num-
ber of tennis providers, teaching pros, coaches, facilities, and
retailers. We know that some of them may have given up on the
USTA. We encourage them to go to our website, take a look at what
we have to offer, or if they get a call from a TSR, take the time to sit
down with that person and see what’s available from the USTA.
For the people delivering grassroots tennis programs, we’re offer-
ing resources that can help them, whether it’s marketing materials,
educational resources, grants, information online, or free statistics
from our research study. We need to use our assets to touch as many
people as possible, both providers and consumers. I think we’ve
learned that just money without the right strategy, the right partners,
and taking the team approach doesn’t grow tennis.
We want to try to stay focused on one agenda, which is more peo-
ple playing tennis. That’s the bottom line. We have to put that first.Q
 SERVICE
CUSTOMER SERVICE

& RETURN How simple customer

service techniques can
increase your revenue.
BY MIKE CARTER

T hings are good in Tennisland! Tennis play is up. Racquet sales

are up. It’s nice to see the hard work that all of us have put into
the game start to make a difference.
So, you can just sit back, relax, and let the phone keep ringing,
right?
Uhhhh…no. I think we’ve been down this road before—just a
few years after Billie Jean beat Bobby and graphite racquets were
“space age.”
For the good of the sport—and for our own careers—we need to
continue our efforts to keep tennis on the rise to the top. We need
to plan and strive to be the best and brightest business leaders and
professionals we can be. It’s critical that we keep looking for new
and exciting ways to make our wallets bigger than ever. If we do,
you win, your business wins, your community wins, and tennis
wins!
This series of articles will touch on some important customer-ser-
vice concepts, especially key for bringing in new players or recap-
turing lapsed players, that can improve your bottom line and ensure
that your tennis facility will be the best that it can be.
Don’t get me wrong—I know you’re good. But I bet you can be
even better!

Newbie Fear
Remember how uncomfortable you felt trying a new activity or sport
for the first time? The clothes were weird, the lingo was weird, the
surroundings were weird, and you probably thought, for good rea-

34 RACQUET SPORTS INDUSTRY June 2006

son, that you looked weird, too! Well, that’s what all new
and returning tennis players are going through when they
finally get the nerve to come to your facility.
You need to acknowledge that “newbie fear” is real.
And you need to do whatever you can to make potential
new players and customers feel more at home. Under-
stand that players new to your
facility may not know the cus-
"It is important for us to
toms and protocols that are
second nature to your existing
longtime players.
Think how nice it would be
if you or one of your staff spent
help our newbies quickly
identify themselves as
five minutes with a new cus-
tomer and showed them the
facility personally. Instead of
just lazily pointing at the stairs
and saying, “The locker room is
tennis players."
down there,” take the time to
show the new person the lockers yourself, meanwhile
explaining about the towel return policy, or the court reser-
vation system.
And introduce newbies to other players in the club, too.
The quicker these new players get to know the facility and
the people in it, the more at ease they will feel.
“Newbie fear” will come up in other articles in this
series. But for now, understand that it is very real, and that
all new, returning—and even many current—players have
some amount of anxiety from playing tennis!
Tell-ability
The clothes we wear, the car we
drive, the vacations we take,
and the sports we play all are
ways we define ourselves. So it "The sport will sell itself.
stands to reason that it is impor-
tant for us to help our newbies
quickly identify themselves as
You just need to set the
tennis players. It won’t happen
overnight, but simple things you stage."
and your staff can do will start
your new and returning players
identifying themselves as tennis players.
Some easy ideas you can implement are providing
photos of them during clinics, parties, and events; creating
and distributing event T-shirts and certificates; having ten-
nis bumper stickers; mentioning them in newsletter arti-
cles and press releases; and generally creating a family
atmosphere so that they feel part of the team.
Other important ideas, which may not be totally under
your control, would be for you to put them in a position to
make new friendships and relationships on the tennis
court. If tennis can impact a person at a personal level,
there will be a lifelong connection to the sport.
Do The Opposite
Let’s play a quick game called “Sabotage.” Write down five
to 10 ways you would sabotage tennis in your community or
at your facility. If you had all the power and desire to do so,
what things would you do or implement to kill the sport of
tennis? Write down far-fetched ideas such as “all tennis has
to be played naked,” or as real as
“broken glass and torn-up nets on
every court.”
As you probably noticed, if you
turn each of these items around,
the opposite will help grow the
sport, and also help grow your
business. The opposite of playing
naked is playing with really cool
tennis outfits. The opposite of
trashed-up courts is really clean,
attractive courts.
Play this game at your next staff meeting or community
tennis gathering. Then discuss your answers, and you’ll all
discover ways to improve tennis at your facility or in your
community.
Let Tennis Do the Work
We’re all “time-poor.” Every year just seems to fly by quick-
er than the last because we are packing so much stuff into
our lives. But if we, as tennis leaders, can provide the neces-
sities for today’s consumer, we’ll hit an ace every time.
Tennis is an amazing quality-of-life activity. After just one
hit of a tennis ball, players are having fun, getting fit, learn-
ing, and socializing. Tennis itself does the work for you. In
essence, the sport will sell itself.
You just need to set the stage.
For instance, make sure that
you are offering class times that
make sense for your current ten-
nis consumers. Make sure your
instruction is at a level that your
players will relate to. And make
sure that players can meet others
with whom they can practice and
play.
Tennis has a lot of good things going for it. Set it up right
for your new, returning, and current players, and you’ll be
golden! Q
Mike Carter has been a certified tennis teaching pro with the
PTR and USPTA for more than 20 years. For
the past 14 years, he has worked to pro-
mote and develop the sport for the USTA
Texas Section. A guest speaker at tennis
conventions, symposiums, and training
seminars, Carter was recognized by Tennis
Industry Magazine in 1997 as one of the
Top 25 Unsung Heroes of Tennis.
June 2006 RACQUET SPORTS INDUSTRY 35
 ask the EXPERTS
Your Equipment Hotline
CHANGING VOLKL PALLETS
IS IT POSSIBLE TO REPLACE THE
Q handle on a Volkl BB 10? I have a
customer with a 4-5/8 grip who
wants a 4-3/8 grip. I know how to make
the grip larger, but do not know how to
make it two sizes smaller. Is the entire grip
replaceable?
A YOU SHOULD BE ABLE TO CHANGE
the pallet on any Volkl racquet that
uses the Sensor Tour handle system, which
includes the BB 10. Underneath the pallet,
the racquets are essentially the same, so
you can go from any grip size to any other
grip size, and this includes the L6 (4-3/4)
grip.
Your first step is to contact a Volkl dealer
to get the replacement pallet kit, which
includes a matching butt cap. Then,
remove the grip, and the old butt cap. The
pallet is attached to the rubber layer of the
Sensor Tour handle system with double-
sided tape, so work a broad-blade putty
knife into the seam between the two
halves of the pallet and gradually pry it
away from the tape. It should come away
cleanly. The replacement pallet pieces are
long enough to fit any racquet, which
means you may have to cut them to length
for your racquet. Measure using the old
pallet, and cut the new pallet pieces to
length. If the double-sided tape is still in
good condition, you can use it to attach
the new pallet pieces, or you can add a bit
more tape for extra hold. For insurance,
you can wrap some grip tape around the
top of the new pallet pieces to keep them
in place, but wrap the tape the opposite
way you normally would for this customer,
so that removing the replacement grip
doesn’t peel off the tape that’s holding the
top of the pallet pieces. To duplicate the
look of the original butt cap, remove the
paper decal from the inside of the old butt
cap and put it inside the new butt cap, and
staple the new butt cap to the pallet. Install
a replacement grip, and you’re done.
CHANGING THE COP
IS THERE A METHOD OF DETER-
Q mining the amount of change of a
36 RACQUET SPORTS INDUSTRY June 2006
racquet's center of percussion (COP)
when placing lead tape on the frame?
On my Babolat Aerotour OS, the COP is
around 53 cm. From looking at my
strings, I'm hitting the ball around 45-48
cm. Will placing lead tape at that area
lower the COP, or does it even need to
be lower? Also, how much is needed to
affect the COP?
A TO CALCULATE THE CHANGE IN
COP that occurs when adding (or
removing) lead tape from your racquet,
plug the specs for your racquet into our
Racquet Mass Mover tool, which can be
found online in the Calculators portion of
the Tools section at
http://www.racquettech.com/members/to
ols/racquet_mass_mover.html.
Once you start playing with the num-
bers, however, you’ll soon see that to
move the COP to 48 cm would require
roughly 384 grams of lead tape at 45
cm. The reason you add lead tape at
your hitting area is not to lower the COP,
but rather to “focus” the swingweight at
the point of impact. For example, adding
a much more reasonable 4 grams of lead
tape at 47 cm increases the swingweight
by almost 5.5 kg•cm2. (You’ll find that
this change increases recoilweight and
hittingweight, as well.)
Just about any amount of lead tape
will change the COP, but it’s difficult to
change it by much. As for the best loca-
tion for the COP, generally speaking the
higher in the stringbed, the better. Shots
hit below the COP result in the racquet
being pushed back into your hand. Shots
above the COP result in the racquet try-
ing to rotate out of your hand. It is more
comfortable to have the racquet push
into your hand than pull out.
WHICH TENSION TO USE?
HERE'S A SITUATION I HAVE
Q come across from time to time—
a difference in stringing tension
between what's stenciled on the racquet
and what the Stringer's Digest says. I
recently strung a Prince Triple Threat RIP
with a tension range of 62 pounds, +/- 5
pounds stenciled on the inside of the handle.
The Digest gives a range of 53 to 63 pounds
for this racquet. The customer wanted it
strung at the top of the range. As far as he
was concerned this would be 67 pounds,
although the Digest would indicate 63
pounds. Which is the correct tension range?
A IN MOST CASES, THE TENSION RANGE
in the Digest is correct. Manufacturers
can and do change the recommended tension
range, but they can neither change the sten-
ciling on existing racquets, nor contact exist-
ing owners of those racquets. One of the
many benefits of USRSA membership is that
you have a source for the latest information
on tensions: The Stringer’s Digest.
However, not every stringer is a USRSA
member, and a non-member may have strung
the racquet at the higher tension. This is
another good reason why you should ask at
least a couple of questions of new customers
(we’re assuming this is a new customer
because you don’t mention having records of
previous restringings). In addition to getting
the tension information, you should find out if
the customer was having his racquets
restrung on a constant-pull or lock-out
machine, as that can have an effect on the
stringbed stiffness, too. You should contact
your customer and find out what he expect-
ed. If he wants you to use the higher tension,
and you’re not comfortable with that, you can
offer as a compromise to pre-stretch the
string but use the lower recommended ten-
sion. If your customer wants the higher ten-
sion no matter what, advise him that because
of the potential for frame damage, you can-
not take responsibility if the racquet breaks
during restringing.
Finally, if you are confident that the cus-
tomer will love your string job despite your
using the lower tension, you can guarantee
him that he will be happy with the job or
you’ll restring it for free. You might occasion-
ally have to re-do a racquet, but typically this
kind of customer service really impresses cus-
tomers, and you’ll have them for life.
—Greg Raven Q
We welcome your questions. Please send them to Racquet
Sports Industry, 330 Main St., Vista, CA, 92084; fax: 760-
536-1171; email: greg@racquettech.com.
 tips and TECHNIQUES
Readers’ Know-How in Action
MEASURING FOR HYBRID SETS
I do a lot of hybrid string jobs, using strings
from full sets of string. This means cutting
each set in half, which can be a pain
because the string wants to stay coiled up,
and then it invariably tangles while I’m try-
ing to find the center. To introduce a little
control to the situation, I now use my
machine clamps to hold each of the two
ends of the string package, after the normal
uncoiling process. I cut each end at an
angle, and clamp the first in one of my
machine clamps. I usually clamp a couple of
inches back from the tip, so the indenta-
tions from the clamp don’t create unwanted
drag when weaving the crosses. My string-
ing area has enough room that I was able
to mount a hook on the wall 18 feet away
from my machine, so I run the string out to
the hook, loop it over, and then run the
free end back to the other machine clamp.
With the string stretched out like this, I can
walk back to the hook, and cut the center
of the loop at an angle, which prepares
both ends for stringing at once. When you
38 RACQUET SPORTS INDUSTRY June 2006
let go of the newly-cut center, the ends are
still held securely by the machine clamps.
5 sets of Gamma Zo Power 16L to:
Alan Yoshida, West Los Angeles, CA
FRAME PROTECTION
I own an Ektelon/Prince Neos. As you know,
when pulling strings from the racquet
throat, it is necessary to pull over the frame
throat. The manual suggests using a busi-
ness card or similar thing to protect the
string and frame. Several years ago I got
tired of the card falling out or displacing. I
went to Home Depot and bought a foot of
clear vinyl tubing of 3/4-inch O.D. (outside
diameter). I cut two pieces, one for racquets
with short throats and one for racquets
with longer throats. I slit the tubing length-
wise and slipped it over the throat frame. It
stays in place and is soft enough that the
frame and string are well protected. It is
durable enough that mine has lasted several
years and is still going strong.
5 sets of Wilson Stamina 16 to:
Myron G. Skinner, Fort Worth, TX
POLY KNOTTING
Some of the heavier-gauge polys really
resist snugging up tightly during knot-
ting, and there’s only so much you
can do with adding tension to the tie-
off string. I’ve found that the way to
tame them is to purposely “kink” the
string where it exits the tie-off grom-
met, before tying the knot. In other
words, I feed the string through the
tie-off hole, and pull it as tight as I can
by hand. Then, I pull the string up to a
right-angle to the stringbed, which
creates a kink in the string that helps
hold the string flat on the outside of
the frame. I then tie off as normal,
with much less struggle to retain the
tension on the last string. This tech-
nique doesn’t work with every poly,
but it takes only a couple of seconds
to try it, and I’m always grateful when
it does.
5 Sets of Silent Partner Original Syn
Gut 16 to:
Chase Oliphant, Cathedral City, CA
GETTING TO KNOW
NATURAL GUT
I know a lot of stringers are afraid to try
stringing up natural gut due to its cost
and reputation. One way to break into
stringing with natural gut is to start out
with a poly hybrid set, with the poly in
the mains. The natural gut crosses usually
slide smoothly across the poly mains, and
there is almost no way to damage the
poly with natural gut. Once you become
comfortable working with a half-set of
natural gut, you can try your hand at an
all-gut string job. The mains will be easy,
and you’ll already have experience
installing gut in the crosses. Remember to
check The Stringer’s Digest first to see if
there will be any problems with doing a
two-piece string job on your racquet, such
as a lack of tie-off holes, or the need to
use a starting clamp on the crosses.
5 sets of Prince Premier w/
Softflex 16 to:
David Mindell, Cathedral City, CA
MARKETING
HAVE GRIP, WILL TRAVEL
I play on public courts a lot, which means
there is no pro shop readily available. My
stringing customers seem to enjoy being
able to give me a racquet right there at the
court, and get it back the next day restrung
and ready to go. For those players who
either string their own racquets, have some-
one else string their racquets, or never string
their racquets, I keep replacement grips,
overgrips, and vibration dampeners with me
at all times. I used to carry a couple extra
grips in my bag, but once players know you
have them available, you can sell out in a
hurry. I now use an old plastic 24-can tennis
ball case to carry an assortment of grips and
vibration dampeners. It has a snap lid and
handles for easy portability, and it was
“free” with the purchase of a case of balls. I
also carry a pair of scissors so I can install
any of the grips right there. More than once,
I’ve made other sales after the first customer
ooh’d and aah’d over how nice it was to
have a new grip, professionally installed.
5 sets of Forten Dynamix 16 to:
Laura Hodges, Lucerne, CA
LICENSE PLATE ADVERTISING
I have found a way to call attention to my
small stringing business that’s fun and
easy: I purchased a personalized license
plate for my vehicle. It was relatively inex-
pensive, and no one else in my state can
have the same one. California has a
seven-character limit, so I was going to go
with “STRINGR” until I found that
“USRSA” was available. Next time I go to
the county fair, I’m going to have a cus-
tom license frame made up, to match the
plate.
5 sets of Head FiberGEL Power 16 to:
Greg Raven, Apple Valley, CA
—Greg Raven Q
Tips and Techniques submitted since 2000 by USRSA
members, and appearing in this column, have all been
gathered into a single volume of the Stringer’s Digest—
Racquet Service Techniques which is a benefit of USRSA
membership. Submit tips to: Greg Raven, USRSA, 330
Main St., Vista, CA 92804; or email
greg@racquettech.com.
June 2006 RACQUET SPORTS INDUSTRY 39
 string PLAYTEST

Wilson Natural
Wilson Natural is a 100 percent natural gut from the coating. Natural is not as
string. According to Wilson, it contains the smooth as some other natural guts,
highest quality natural gut fiber with mois- but the “roughness” seems to come
from the edges of the strands of
ture-resistant long-life coating. Wilson tells
serosa, not from flaws in the string.
us that it is the choice of top players such Some of the coating flakes off dur-
as Roger Federer, Lindsay Davenport, ing stringing, but the flakes brush
Venus Williams, Nicolas Kiefer, and Serena right off of the stringing machine. The
Williams. coating seems to double as a lubricant for Eleven playtesters broke
Wilson says that Natural is for any play- easier stringing, but did not get on our Natural during the playtest period, one at 3
er—from beginner to top-level—who is look- hands. We chose not to pre-stretch Natur- hours, two at 5 hours, and one each at 5.5,
ing for the best performing string on the al, and there was very little coil memory or 7, 8.5, 14, 25, 28, and 35 hours.
market. kinking. We also tried installing Natural in
Natural is available in 15L (1.35mm), 16 a racquet with a fairly tight 18 x 20 CONCLUSION
(1.30 mm), and 17 (1.25 mm) in natural stringbed, using a “box pattern” that It’s no surprise that Wilson Natural tested
only. It is priced from $37 per set of 40 feet. made the last six crosses very difficult to highly: No matter what advances there are
For more information or to order, contact pull through. Natural did not unravel,
Wilson at 773-714-6400, or visit which can happen with natural gut under EASE OF STRINGING
www.wilson.com/tennis. Be sure to read the these conditions. (compared to other strings)
conclusion for more information about get- No playtester broke the sample during Number of testers who said it was:
stringing, 11 reported problems with coil much easier 2
ting a free set to try for yourself.
memory, two reported problems tying somewhat easier 4
about as easy 20
IN THE LAB knots, and one reported friction burn.
not quite as easy 10
We tested the 16-gauge Natural. The coil not nearly as easy 1
measured 39 feet 10.5 inches. The diameter ON THE COURT
measured 1.30-1.32 mm prior to stringing, Our playtest team gave the highest rating OVERALL PLAYABILITY
and 1.22-1.23 mm after stringing. We we’ve seen in 102 string tests to Wilson (compared to string played most often)
Natural. And some of the ratings weren’t Number of testers who said it was:
recorded a stringbed stiffness of 71 RDC
just a little higher than the second-place much better 4
units immediately after stringing at 60
somewhat better 17
pounds in a Wilson Pro Staff 6.1 95 (16 x 18 string; they were a lot higher.
about as playable 13
pattern) on a constant-pull machine. Wilson Natural garnered first-place rat-
not quite as playable 2
After 24 hours (no playing), stringbed ings in Playability, Touch/Feel, Comfort,
not nearly as playable 2
stiffness measured 66 RDC units, represent- and Spin Potential by huge margins over
ing a 7 percent tension loss. Our control the next-highest-rated strings. Natural also OVERALL DURABILITY
claimed first-place ratings in Power and in (compared to other strings
string, Prince Synthetic Gut Original Gold 16,
of similar gauge)
measured 78 RDC units immediately after Control, along with a sixth-place rating for
Number of testers who said it was:
stringing and 71 RDC units after 24 hours, Holding Tension, a rating well above aver- much better 1
representing a 9 percent tension loss. Natural age for Resistance to Movement, and somewhat better 4
added 17 grams to the weight of our even an above-average rating for Durabili- about as durable 21
unstrung frame. ty. As a result, Wilson Natural’s overall not quite as durable 10
The string was tested for five weeks by average rating blew the roof off our previ- not nearly as durable 1
38 USRSA playtesters, with NTRP ratings ous high rating.
RATING AVERAGES
from 3.5 to 6.0. These are blind tests, with Wilson Natural also set a record for
From 1 to 5 (best)
playtesters receiving unmarked strings in highest rating for playability for a test Playability 4.3
unmarked packages. Average number of string compared to the strings preferred Durability 3.3
hours playtested was 28.9. Playtesters were by our playtesters, and it did so by a wide Power 4.0
given the option of pre-stretching the string, margin. Control 4.1
but pre-stretching is not necessary. Also, while the average longevity of Comfort 4.3
As it comes out of the package, Natural strings used by the members of our Touch/Feel 4.3
is clear enough that you can see through it, playtest team was 28.56 hours, this same Spin Potential 4.0
team on average tested Wilson Natural for Holding Tension 3.8
and you can see the twisted strands of
28.93 hours. Resistance to Movement 3.4
serosa. Natural has a nice scent, probably

40 RACQUET SPORTS INDUSTRY June 2006

 TESTERS TALK

“ Great string! Good feel.

”
5.0 male all-court player using Prince 03 White strung at 62 pounds CP
“ Looks like gut, smells like gut, plays like gut. Seems to fray quick-
er than I remember. I will be curious about price as it has the same
(Gamma Power Play 18) qualities as the premium gut I normally use.
”
5.0 male baseliner with heavy spin using Head FXP Instinct Team
strung at 60 pounds LO (Wilson Sensation 16)
“ Plays like an average natural gut—nothing special, though it’s hard to
say anything bad about natural gut. Great
string!
”
5.0 male using Prince Graphite Classic
“String plays great “ Excellent string, however, became
frayed after 20 hours. Great feel, touch,
strung at 58 pounds CP (Prince Premier 16) and holds tension well. Never felt and power.
”
4.5 male all-court player using Wilson n5
dead, even just prior to breaking. I strung at pounds LO (Head Fibergel Power
“ Five pounds tighter to resist movement.
Great feeling string, very spin-friendly, with would consider using this over my cur- 17)
great audible feedback. String showed no
rent gut set-up.” 5.0 male all-court
signs of imperfections. I cannot wait to find
out what it is, especially its price is competi- player using Wilson nSix-One 95 strung at to reduce
“
Very lively string with super spin. I had
my power level to get the best
tive. I have strung more gut in the past 8 control/playability. (PS: I did pre-
55 pounds CP (Babolat gut 16)
months than in the previous 8 years. This stretch.)
4.0
”
male all-court player using Head Liq-
”
string would definitely fit into our line-up.
5.0 male all-court player using Head Liquidmetal 1 strung at 58 pounds uidmetal 1 strung at 62 pounds (Babolat Attraction 16)
CP (Babolat VS Feel/Luxilon Big Banger XP 16)

“ This gut feels great. Awesome feel and durability. Fraying occurs,

“ Didn’t unravel during stringing, but required extra care. Played great!
It should really—natural gut. Wish I could talk more people into playing
but only after 20 hours. I’ll definitely recommend this to gut lovers. I
will carry this in my shop!
”
natural gut. There is no substitute. This stuff is excellent. Easily the high- 5.0 male baseliner with heavy spin using Babolat Pure Control +
strung at 62 pounds CP (Babolat Super Fine Play 17)
est rating I have given.
”
4.0 male all-court player using Prince Precision Mono 650 strung at 60
pounds LO (Gamma TNT2 16) For the rest of the tester comments, USRSA members can visit RacquetTECH.com.

(Strings normally used by testers are indicated in parentheses.)

in new string materials, natural gut still has the reputa-
tion of being the best. But it is a surprise that it tested
as highly as it did. If our playtest team is any indica-
tion, natural gut’s reputation is well deserved. Wilson
Natural tested so well with our playtest team that it’s
difficult to imagine another string generating better
ratings.
Two other surprises in this string playtest are Wil-
son Natural’s durability and ease of stringing. Not only
did our playtesters award Wilson Natural an above-
average rating in Durability, they themselves used the
string on average for longer than they use their normal
strings. Because natural gut is perceived as difficult for
the novice to string, we published a first-time stringing
guide for natural gut in the March 2006 RSI. While
only six of our 37 testers said installing Wilson Natural
was easier than other strings, more importantly, 20
told us it was about the same, and not one of our
playtesters broke his sample during installation.
For years, stringing experts have told players look-
ing to mitigate or eliminate arm sensitivity (AKA tennis
elbow) to switch to natural gut. Again, the ratings of
our playtest team (and the accompanying comments)
bear out the wisdom of this recommendation. And judging by the ratings in
categories other than Comfort, many of the traditional “down sides” of
using natural gut are no longer applicable.
If you think that Wilson Natural might be for you, fill out the coupon to
enter the drawing to receive a free set. —Greg Raven Q
FREE PLAYTEST STRING PROGRAM
Interested USRSA members must return the coupon by July 15th.
Wilson will draw 100 lucky winners to receive a free set
of Wilson Natural. To enter the drawing, just cut out (or copy) this
coupon and mail it to:
USRSA, Attn: Wilson Natural String Contest,
330 Main Street, Vista, CA 92084
or fax to 760-536-1171
One entry per USRSA membership in the US
Offer expires July 15th 2006
Name:
USRSA Member number:
Phone:
Email:
If you print your email clearly, we will notify you when your sample will be sent.

June 2006 RACQUET SPORTS INDUSTRY 41

 ADVERTISEMENT

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June 2006 RACQUET SPORTS INDUSTRY 43

 ADVERTISEMENT

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44 RACQUET SPORTS INDUSTRY June 2006

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June 2006 RACQUET SPORTS INDUSTRY 45

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Fromuth Tennis Har-Tru Agile Courts Construction Co. Inc. Fast Dry Companies
Tail, Inc. Lee Tennis Classic Turf Co., LLC. Forten Corporation
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46 RACQUET SPORTS INDUSTRY June 2006

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June 2006 RACQUET SPORTS INDUSTRY 47

 Your Serve
An Effective Use of Time
A tennis teaching veteran, who is also a
Tennis Service Rep, says meeting your TSR
can yield excellent benefits for your facility
and programs. BY KEVIN THEOS
S
ince the beginning of the year, upwards
of 80 USTA Tennis Service Representa-
tives (TSRs) have been meeting with
pros and tennis program directors throughout
the country to develop strategies for increasing
participation and acting as informational
resources. While reviews of the TSRs have
been outstanding, there are still many pros
who have not met with their TSR and proba-
bly at least some of whom question whether
such a visit would be valuable.
The answer to this question is a
resounding “Yes!” Developing a relation-
ship with your TSR is valuable for at least
four reasons.
First, in sharp contrast with traditional
USTA efforts, the TSRs are encouraged to
help build tennis participation primarily
by meeting the individual needs of each
facility, while only secondarily being
focused on promoting USTA programs.
This means that if a pro wants ideas
about how to get more club members to
play in an internal non-USTA league, the
TSR will attempt to help with this initia-
tive. Or if a facility wants to encourage
home-schooled children to take lessons
when the courts are empty during the
late morning or early afternoon, which
would have no immediate direct benefit
to the USTA, TSRs will help with that as
well. TSRS can provide marketing sup-
port, information on other successful sim-
ilar efforts, or simply help the “customer
walk through his business plan.”
Yes, TSRs are employees of their
respective USTA sections. However, our
job goes well beyond the bounds of the
USTA. We promote the brand “TENNIS”
first and foremost. Whether a particular
program “belongs” to the USTA or not
doesn’t matter—our task is to connect
you with programs and services that fit
your needs.
Second, as noted in the above exam-
48 RACQUET SPORTS INDUSTRY June 2006
ple, by meeting with so many pros and
tennis directors at various facilities, TSRs
learn what is or is not working in each
community and how these programs
have developed over time. Once your TSR
has a thorough grasp of your facility’s sit-
uation and goals, he or she can share
knowledge from the field and potentially
help invigorate your facility’s programs
with new ideas. This can save you and
your facility significant time and money
by helping you avoid steps of the trial-
and-error process.
For example, some pros wish to devel-
"Why waste your valuable
time and resources track-
ing down information that
may, or may not, be able
to help you and your busi-
ness? We have that
information available to
help you out."
op relationships with schools in order to
gain more students. TSRs and their col-
leagues, the USTA School Tennis Coordi-
nators, can suggest the most efficient
and effective methods for approaching
schools, saving pros’ time and maximiz-
ing their results.
Third, not only do we gain and share
knowledge from the field, but also, we’re
fortunate to have an excellent support
system through the USTA, the 17 USTA
sections, and the Tennis Industry Associa-
tion. Working with our national manager,
Mark McMahon, and his staff, we have
extensive USTA and non-USTA program
information and resources right at our
fin-
gertips that can help your business and
answer your questions.
One difficulty that pros have is that they
lack the time to sift through the extensive
USTA and non-USTA program and grant
materials available to find the most useful
information. Why waste your valuable time
and resources tracking down information
that may, or may not, be able to help you
and your business? We have that informa-
tion available to help you out. That’s what
we do.
Fourth, and perhaps the most surprising
benefit of meeting with your TSR, is that
the USTA is providing the TSRs free of
charge, which differs markedly from other
industries where an individual business con-
sultant can cost hundreds of dollars an
hour. This is our job—to help the brand of
tennis gain more exposure and increase
participation, while at the same time help-
ing you to increase your business.
By working closely with facilities, and
helping them achieve their individual goals,
whether they involve the USTA or not, TSRs
and the rest of the tennis family are poised
to make significant progress toward reach-
ing the goal of 30 million players by 2010.
Don’t be left behind—start working
with your TSR today! Q
Kevin Theos is the USTA South-
ern Section TSR for Alabama. He
is a USPTA pro with more than
15 years teaching experience and
is the former executive director of
the Birmingham Area Tennis
Association.
We welcome your opinions. Please email
comments to rsi@racquetTECH.com or fax
them to 760-536-1171.