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STATE OF THE INDUSTRY RACQUET TECH RETAIL STARS

New reports show Dont let careless These successful


trends, opportunities string work reach retailers all share
and concerns your customers a passion for tennis

July 2017 / Volume 45 / Number 7 / $5.00

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TennisIndustry

Contents July 2017


DEPARTMENTS p. 27 p. 30
4 Our Serve
7 Industry News
14 Racquet Tech
16 Grassroots Tennis
18 Tennis Innovation
20 USRSA World Conference
22 TIA News
24 Retailing Tip
37 Ask the Experts

INDUSTRY NEWS
7 Wilson debuts limited edition
Blade and Burn frames
7 USPTA closes Houston office,
moves HQ to Florida
7 Inaugural womens coaching
conference slated for NYC
8 Active Network continues as FEATURES
USTA registration provider
8 Oracle, ITA create National
33 Industry
Fall Championships Research for
8 Tom Gullikson retires from Your Business
USTA Player Development
8 Bill Rapp joins CSS as
2017 GUIDE TO BALL MACHINES The latest TIA
Midwest manager 27 Its Time for a Change research shows some
9 People Watch Become more engaged, create gains, but the reports
9 Manhattanville College to
offer PTM degree program
better lessons and help your also point out a
9 USTA teams with Partnership bottom line by investing in number of challenges
for a Healthier America a ball machine. we must address.
10 ITHOF selected as affiliate of
Smithsonian Institution
10 UTR becomes ITA rating system 28 Ball Machine Guide 38 Retail Stars
12 Frasure Reps named LSI Our exclusive guide of ball For these tennis
exclusive sales rep machines on the market retailers, the key to
12 Rebo Wall joins PTR,
enters U.S. market will help you find the perfect success starts with a
13 Short Sets partner for your players. passion for the sport.

PLUS
p.41 42 CEOs Message
44 Vice Presidents Message
46 USPTA News
46 48 52 54
Meet the New USPTA Returns The Challenges The Four 48 USPTA World Conference

USPTA Staff to Orlando for of Senior Awareness 52 Inside Coaching


2017 World Tennis Points When 54 Master Pro Corner
Conference Playing Tennis 56 USPTAs 90th Anniversary
58 Career Development
Read more articles online at www.ADDvantageUSPTA.com

2 TennisIndustry July 2017 www.tennisindustrymag.com


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TennisIndustry

OurServe PUBLISHER
JEFF WILLIAMS

EDITORIAL DIRECTOR
PETER FRANCESCONI
EDITOR'S NOTE

A Winning Game MANAGING EDITOR


SCOTT GRAMLING

If we truly value research in this CREATIVE DIRECTOR


IAN KNOWLES

industry, lets focus on Cardio SENIOR EDITOR


ED McGROGAN

Tennis winning numbers. ART DIRECTOR


CRHISTIAN RODRIGUEZ

PRODUCTION EDITOR
SAM CHASE

I
SPECIAL CONTRIBUTOR
BOB PATTERSON

ts hard to know where youre Council in 2008, Cardio Tennis has seen CONTRIBUTING EDITORS
going if you dont know where a 156 percent increase in participation. ROBIN BATEMAN, CYNTHIA CANTRELL, PEG
CONNOR, KENT OSWALD, CYNTHIA SHERMAN,
youve been. Thats why In 2016, of the 118 sports and MARY HELEN SPRECHER
research into the tennis activities measured in the annual PAC
industry is so important. report, Cardio Tennis ranked No. 1 in CONTRIBUTING PHOTOGRAPHERS
BOB KENAS, DAVID KENAS
The research resource for this indus- year-over-year growth. Thats a great
try is the Tennis Industry Association, statistic, and its one we need to trumpet WEBMASTER
which produces dozens of reports each throughout the country. GREG RAVEN

year, geared toward both the overall Ive long been a fan of Cardio Tennis, ASSOCIATE EDITOR
industry and specific segments. Facili- for a number of reasons. The high- TIM McARTHUR
ties, retailers, manufacturers, colleges, energy fitness workout combines the EDITORIAL DIRECTION
teaching pros, USTA sectionseven best features of tennis with cardiovas- 10TEN MEDIA
park & recs and other community- cular exercise. When it was first created,
based organizationsall can benefit many in the industry could see how TENNIS INDUSTRY
from research the TIA compiles. A taste Americans were ready for something 250 Park Avenue, Suite 825, NY NY 10017
of this research appears in this issue, that was more exciting than the usual 646-402-5031
starting on page 33. gym workout or daily run. info@tennisindustrymag.com
Many also saw an opportunity for ADVERTISING DIRECTOR
the sport of tennis. Cardio Tennis is a JOHN HANNA
natural way to get more people playing 770-650-1102, x125
Cardio Tennis creates the sport, and its a great way for pros hanna@knowatlanta.com
frequent and core tennis and facilities to make additional money.
playersand thats It puts a lot of people on the court at one APPAREL ADVERTISING
CYNTHIA SHERMAN
time, gets them fit, is fun and ensures
what all segments of this theyll keep coming back. Its simple:
203-558-5911
cstennisindustry@gmail.com
industry need. Cardio Tennis creates frequent and
core tennis playersand thats what
To be honest, the numbers indicate all segments of this industry need. Tennis Industry is published 10 times per year:
that theres not a lot we should be This isnt rocket science. Look at monthly, January through August with combined
issues in September/October and November/
celebrating right now. Overall participa- Cardio Tennis track record. Look at December, by Tennis Media Company, 250 Park
tion, while up slightly from a year ago, the numbers and the trends. Then, lets Avenue, Suite 825, New York NY 10017. Periodical
postage paid in Duluth, GA and at additional mailing
is essentially flat. Total play occasions make decisionsfor this industry, and offices (USPS #004-354). June 2017, Volume 45,
are down slightly, which is a concern. for your businessthat take advantage Number 6 2017 by Tennis Media Company. All rights
reserved. Tennis Industry, TI and logo are trademarks
Youth tennis participation is up a bit of whats working.  of Tennis Media Company. Printed in the U.S.A. Phone
from a year ago, which is nice to see as advertising: 770-650-1102 x 125. Phone circulation
and editorial: 646-783-1450. Yearly subscriptions
we begin Net Generation, an initiative $25 in the U.S., $40+ elsewhere. POSTMASTER: Send
to bring in more young players. address changes to Tennis Industry, 250 Park Avenue,
Suite 825, New York NY 10017. Tennis Industry is the
But one of the bright spots in tennis Peter Francesconi official magazine of the USRSA, TIA and ASBA.
participation is, yet again, the increase Editorial Director Looking for back issues of Tennis Industry/Racquet
in the number of people playing Cardio Peter@TennisIndustryMag.com Sports Industry? Visit the archives at our website
Tennisfrom 1.82 million in 2015 to at TennisIndustryMag.com for free digital versions.

2.12 million at year-end 2016. Since first


being measured by the Physical Activity

4 TennisIndustry July 2017 www.tennisindustrymag.com


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IndustryNews Information to help you run your business

USPTA Closes Houston Office,


Moves Headquarters to Florida

After 25 years, the Houston office of


the USPTA closed its doors on May 30, as
the organization relocates its headquar-
ters to Lake Nona, in Orlando, Fla. The
USPTA's new building wasnt finished at
press time, so staff has been operating
out of temporary space.
When completed, the single-story,
Wilson's new
Blade and Burn 10,000-square-foot building will be home
racquet lines. to about 20 USPTA staff members. The
space will feature an in-house multimedia
RACQUETS studio that allows for TV production.

Wilson Debuts Limited The relocation to Lake Nona is


game-changing for our association,

Edition Blade and Burn


says USPTA CEO John Embree. Today,
we begin a brand new and incredibly
exciting chapter in our rich 90-year

W
history with the transition to our new
ilson recently debuted its as the primary color, with black accents home across the street from the Home of
2017 Limited Edition (LE) at the 6 and 9 o'clock positions. American Tennis.
Blade and Burn racquet Two of the modelsthe Blade 98 The new USPTA national office can be
lines. Inspired by player feedback that (18x20) CV and Burn 100 CVfeature reached at 407-634-3050. The USPTA
having confident and strong colors on Countervail (CV) technology, which is World Headquarters address is 11961
a racquet is a simple and powerful way a specialized carbon fiber layered into Performance Drive, Orlando, FL 32827.
to express their individual style, the the frame.
eye-catching frames feature bursts of The Blade 98L LE and Burn 100LS Inaugural Womens Coaching
electric lime green and vibrant orange. LE offer maneuverability and easy Conference in NYC in August
World No. 7 Kei Nishikori and No. 10 power for players seeking lighter frames The Womens Tennis Coaching Association
David Goffin, both Wilson advisory staff to swing, according to Wilson. And the (WTCA) will hold its inaugural WTCA Confer-
members, will play with LE Burn and Burn 100LS LE features the brand's ence NYC on Aug. 26-27, at the New York
Blade racquets, respectively, on tour Spin Effect technology. Marriott East Side in Manhattan. The confer-
this summer. Suggested retail prices are $219 for ence theme is the art and science of coach-
C O U RT E S Y W I L S O N

While the LE Blade and Burn frames the Blade (18x20) CV LE; $199 for the ing female players.
include the same design specs and tech- Blade 98L LE and Burn 100 CV LE; and Presented in association with the PTR,
nologies as the existing 2017 Blade and $179 for the Burn 100LS LE. speakers will include Grand Slam champi-
Burn performance models, the color Visit www.wilson.com for more infor- ons, internationally known tennis experts,
accents of each frame are now featured mation and photographs.  college coaches, medical advisers, industry

www.tennisindustrymag.com July 2017 TennisIndustry 7


IndustryNews

leaders and business experts. Among those sanctioned tournaments and leagues by Gullikson Retires From
on the agenda to date are Dr. Mark Kovacs, more than 130 percent, growing from USTA Player Development
Mary Pierce, Lindsay Davenport, Johan Kriek, 690,000 registrations in January 2007 to
Craig OShannessy, Brenda Schultz over 1.6 million annual registrations this
McCarthy, Emma Doyle, Mike Barrell, Sarah past year.
Stone and Ann Grossman Wunderlich.
The conference fee is $199, which will Oracle, ITA Create Fall National
increase after July 17. To register, visit Championships at Indian Wells
www.wtcatennis.org or call 561-501-1557. The Oracle Corp., in conjunction with the
The hotel is at 525 Lexington Ave., between Intercollegiate Tennis Association, is creating
48th and 49th streets. the Oracle ITA National Fall Championships
at Indian Wells, Calif. The inaugural event will
Active Network to Continue be held Nov. 2-5 at the Indian Wells Tennis
As USTA Registration Provider Garden and other area resort locations.
Active Network will continue as the The new Fall Championships will include
exclusive tournament and league 128 of the nation's top collegiate singles
registration provider for the USTA. Since players (64 men and 64 women) and 64
2007, Active has managed and hosted the doubles teams (32 men's and 32 womens
TennisLink software platform, which teams). The event replaces the ITA National
Tom Gullikson
is the registration and match-results Indoor Intercollegiate Championships.
system for all sanctioned USTA Leagues, While the top professionals get well- USTA Lead National Coach Tom
Junior Team Tennis and tournaments. deserved attention, we also want fans to Gullikson retired in June from full-time
Active has delivered streamlined be able to experience the excitement of coaching with USTA Player Develop-
and intuitive software that has helped collegiate tennis in this incredible venue," ment. Gullikson, a former U.S. Davis Cup
the USTA increase participation in its says Oracle CEO Mark Hurd. captain, had led Player Developments
Team USAPro Mens Division since it was
created last year.

TENNIS
Tennis has been a real labor of love

ProLite
for me, Gullikson said. I've never really

TUTOR
considered it a job, either the playing or
the coaching, because it's something

Plus
I've loved since I hit my very first ball at
5 years old with my brother Tim on the
public courts of La Crosse, Wis.
Gullikson began coaching with the
USTA in 1988 as one of the first coaches in
the USTA Player Development program.
ONE-BUTTON He would go on to coach Jim Courier, Todd
TOPSPIN CONTROL Martin, MaliVai Washington and Jennifer
Capriati, among other notable players.
Automatically add a medium As a player, he captured 16 career
amount of topspin to all shots doubles titles, 10 with his twin brother,
with the push of a button! Tim. Gullikson also won the US Open
mixed doubles title in 1984, with Manu-
ela Maleeva, and peaked at No. 4 in the
Optional full-court oscillator world in doubles.
Battery and AC models
Bill Rapp Joins California Sports
Portable & Light - only 34 lbs Surfaces as Midwest Manager
The California Sports Surfaces division of
ICP Construction has named Bill Rapp to the
P H O T O U S TA /J E F F DAV I E S

#1 selling tennis ball position of Midwest regional sales manager.


machines worldwide CSS supplies surfacing brands DecoTurf,

www.sportstutor.com
From $899 Plexicushion Prestige, Rebound Ace,
Premier Sports Coatings, Premier Court
and Plexitrac.
1-800-448-8867
Sports Tutor, 3300 Winona Ave., Burbank, CA 91504
Rapp will serve current customers and
proactively increase the CSS account base

8 TennisIndustry July 2017 www.tennisindustrymag.com


People
Watch
Colette Lewis of Kalamazoo, Mich., has rules and regulations, and he refereed at
been named the USTA Midwest Sections countless junior, national and profes-
Fred Burns Award winner, recognizing a sional tournaments. Memorial dona-
media member who has contributed the tions may be made to the Intrepid Fallen
most toward promoting tennis on the Heroes Fund or the USTA Florida Section
local, district or Midwest section level. Foundation.
In January, Lewis was named Tennis
Industry magazines Junior Tennis The Denny Schackter Award will be
Champion of the Year. presented to winning girls and boys Agnieszka Radwanska
high school tennis programs in the
Serena Williams is featured in the Greater Milwaukee area following the Former USTA Player Development
Tempur-Pedic Sleep is Power cam- Milwaukee Tennis Classic tournament executive Tom Jacobs was named Senior
paign and is endorsing the mattress Sept. 21-24. Schackter, now a consultant Associate Commissioner and Chief Oper-
brand, which she has used for 10 years. in the tennis industry and founder of ating Officer of the Atlantic-10 Confer-
Tennis Priorities Co., has been a part of ence. Jacobs served as the Managing
the MTC event, for collegiate men and Director, Administration and Business
women, since it began in 1975. Affairs, for USTAPD from 2008 to 2016.

D.A. Abrams, Connie Ebert, Jeff American player Nikita Kryvonos has
Harrison and Julian Krinsky will be been banned from pro tennis for 10 years
inducted into the USTA Middle States and fined $20,000 after being found
Hall of Fame at a ceremony to be held on guilty of breaches of the Tennis Anti-
Serena Williams Oct. 19 in Phoenixville, Pa. Corruption Program. The Tennis Integrity
Unit determined that Kryvonos, age 30,
Former USTA Executive Director Rick Paul Maya is the USTAs new chief colluded with third parties to fix a match
Ferman is the new executive director of technology officer. in Champaign, Ill., in November 2015.
tennis for the Cary Leeds Center for Kryvonos achieved a career-high singles
Tennis & Learning in New York. Agnieszka Radwanska has become ranking of 389 in 2007.
an ambassador for LOTOS Group, an oil
Former USTA Florida President Rollie company and refinery based in Gdansk, In a separate ruling, Greek tennis player
Shea passed away on May 10 at his home Poland. Radwanska will promote the Konstantinos Mikos, age 25, has been
in Florida. Among his many accomplish- LOTOS brand and take part in the compa- banned from pro tennis for life after
ments, Shea was a longtime editor of ny's special events, including activities being found guilty of four offenses under
Friend at Court, the USTA handbook for within the field of sports education. the Tennis Anti-Corruption Program.

through the creation of strategic growth Manhattanville College Joins curriculum. The program, some of which
opportunities and new business initiatives. With USTA to Offer PTM Degree will be presented online, offers students
He has served as a club tennis director in the Manhattanville College in Purchase, on-court playing and coaching develop-
San Francisco Bay Area, NCAA athletic direc- N.Y., has formed a partnership with the ment, a bachelors degree in sports stud-
tor, president of the USPTA Northern Califor- USTA that will bring a Professional Tennis ies, paid internships, work-force creden-
nia division and director of the Professional Management degree program to the col- tials, a USTA certificate, tennis industry
Tennis Division of Sharks Sports & Entertain- lege in the spring of 2018. Manhattanville networking and job placement after the
ment in San Jose, whose properties included becomes one of seven NCAA institutions program is complete.
the SAP Open, among other events. to offer the PTM program, which will
Bill brings extensive marketing, sales, prepare graduates for positions in the USTA Teams With Partnership
customer relations, strategic planning and industry, including as tennis teaching For a Healthier America
promotional experience to his new position, professionals, club managers, directors The USTA has committed to a three-year
PHOTOS AP

says John Graham, VP of the Sports Surfaces of tennis and other positions. partnership with Partnership for a Healthier
Group at ICP. He can be reached at brapp@ The PTM degree program will become America (PHA) as part of its continuing
icp-construction.com or 408-505-6914. part of Manhattanvilles Sports Studies efforts to get more children into tennis. The

www.tennisindustrymag.com July 2017 TennisIndustry 9


partnership will serve as a platform to pro-
mote the USTAs youth tennis initiative.
The USTA announced its commitment
in May at PHAs sixth annual Building a
Healthier Future Summit in Washington,
D.C., where it promoted its initiatives and
efforts to support healthy lifestyles for youth
and families across the country. The event
is an opportunity to discuss health issues
that currently plague Americansespecially
those relating to physical fitnesswith the
goal of developing solutions.
The USTA is fully committed to expand-
ing its efforts at getting youth to be active
and have fun by emphasizing the impor-
tance of multi-sport play at early ages,
says Craig Morris, USTA general manager of
Community Tennis.
We believe tennis can be the model
sport for our young people. This partnership
with PHA is a way to showcase the USTAs
passion for enhancing young lives through
our sport.

HALL OF FAME UTR Becomes the Official


Rating System for ITA
ITHOF Selected As Affiliate
Of Smithsonian Institution

In a five-year agreement, the Universal


he International Tennis Hall of Fame has become the first independent sports hall of Tennis Rating (UTR) system will become
fame to earn the designation Affiliate of the Smithsonian Institution in Washington, the official rating system of the Inter-
D.C. The affiliation allows the ITHOF special access to the Smithsonian's network collegiate Tennis Association.
of exhibitions, education initiatives, research expertise and resources for use in developing The ITA Summer Circuit will be branded
new exhibitions, programs and educational experiences. as powered by UTR, with the ITA utiliz-
We are incredibly excited about our partnership with the Smithsonian Institution, as it will ing the Universal Tennis event platform
benefit our community, visitors and tennis fans immeasurably, says ITHF Museum Director UTR Events as the tournament man-
Doug Stark. Collaborating with the Smithsonian and museums across the country affords us agement system for circuit events. The
the opportunity to offer a more enriching experience. two organizations will work together in
Affiliate organizations benefit from object and exhibit loans, discounted Smithsonian developing the ITA Summer Circuit as a
memberships, custom-developed education, performing arts, and public programs. Staff at model for level-based play.
the Smithsonian and the ITHOF are discussing potential collaborative projects.  By partnering with Universal Tennis, C O U RT E S Y I N T E R N AT I O N A L T E N N I S H A L L O F FA M E
we believe college tennis will continue to
serve as a model for the benefits of level-
based play, says ITA Chief Executive
Officer Timothy Russell.

POP Tennis Social Held At


USTA National Tennis Center
A POP Tennis Social was part of the Innova-
tions Tennis Challenge held at the USTA Billie
Jean King National Tennis Center on April 29.
The Innovations Tennis Challenge featured
a One-On-One tennis doubles tournament
along with a POP Tennis Social and casual
Ping Pong play. The event, which offered free
food and beverage as well as live music, was

10 TennisIndustry July 2017 www.tennisindustrymag.com


Top-Selling Racquets
LOVE LOVE
Club members and students will LOVE facing
at Specialty Stores off against the phenom. You will LOVE
January-March 2017 vs. 2016 offering the added advantage.
Units 2017 104,015
2016 113,696
% change vs. 16 -9%

Dollars 2017 $16,190,000


2016 $17,163,000 follow lobste
ttersports on play more. win more.

% change vs. 15 -6% For more information, please call 888.380.9460 or visit www.lobstersports.com
Price 2017 $155.65
2016 $150.95
% change vs. 16 +3%

Top-Selling Racquets
at Specialty Stores
By year-to-date dollars,
Jan.-March 2017
Best Sellers
1. Babolat Pure Drive 2015 (MP)
2. Babolat Pure Aero (100) 2016 (MP)
3. Wilson Pro Staff RF 97 Auto 2017
(MP)
4. Wilson Blade 98 (16x19) CV (MP)
5. Babolat Pure Aero Team 2016
(MP)

Hot New Racquets


(introduced in the past 12 months)
1. Wilson Pro Staff RF 97 Auto 2017
(MP)
2. Wilson Blade 98 (16x19) CV (MP)
3. Wilson Blade 104 2017 (MP)
4. Wilson Pro Staff 97LS 2017 (MP)
5. Babolat Pure Strike 16x19 2017

Top-Selling Tennis Shoes at


Specialty Stores
By year-to-date dollars,
Jan.-March 2017
1. Nike Zoom Vapor 9.5 Tour 2015
2. Nike Zoom Cage 2
3. Asics Gel Resolution 6
4. Asics Gel Solution Speed 3
5. Prince T22

Top-Selling Strings
at Specialty Stores
By year-to-date units,
Jan.-March 2017
1. Babolat RPM Blast
2. Wilson NXT
3. Wilson Sensation
4. Prince Synthetic Gut Duraflex
5. Luxilon Alu Power

(Source: TIA)

www.tennisindustrymag.com July 2017 TennisIndustry 11


IndustryNews

open to the public and attracted more than PRODUCTS


250 people.
In related news, the POP Tennis Pro Series Rebo Wall Joins PTR,
Enters U.S. Market
Tour schedule will include:
New York Pro Open, July 29-30, USTA Billie
Jean King National Tennis Center, Flushing
Meadows, N.Y.
Venice Beach US Open, Oct. 7-8, Venice,
Calif.
The Pro Series kicked off in May at the
St. Augustine Beach Nationals in Florida.
For more information on the Pro Series,
contact info@poptennis.com.

Frasure Reps
Named LSI
Exclusive
Sales Rep
LSI Industries,
a leader in sports
lighting systems,
has appointed
Frasure Reps LLC as
its exclusive sales Bruce Frasure
representative for domestic and
international sports lighting customers.
Bruce Frasure will be transitioning from
his longtime management position at
LSI Industries to owner and president of
Frasure Reps.
I am excited by this opportunity to
Head has two
concentrate on the sports lighting market branded versions
and to continue to work with many long- of the Rebo Wall.

R
time customers, whether they be court
builders, architects and engineers, says ebo has joined the PTR as a corporate member, as it looks to break into the
Frasure of his new role. U.S. market. Rebo Walls are made for non-traditional spaces and come in
LSI Industries is the manufacturer an inflatable version for portability.
and supplier of the Courtsider XL and Designed by Adrian Hutchins in 2013, Rebo Wall is a free-standing, easy-to-in-
Aeropro HID lighting systems, as well as stall practice wall that has an adjustable angled face. The wall is available in a vari-
the CourtBlade LED lighting systems for ety of fabrications. For example, the Speed Rebo inflates in minutes and comes in
tennis, pickleball, basketball and vol- a range of colors and designs, including two Head-branded versions.
leyball courts. Visit www.rebowall.com for more information or contact info@rebowall.com.
To learn more about LSIs sports light-
ing products, visit www.frasurereps.com.
Resorts Camps
Tennis Resorts Online 1. Kiawah Island Golf Resort, S.C. 1. Roy Emerson Tennis Weeks at Gstaad
Names Top Resorts & Camps 2. Rancho Valencia Resort & Spa, Calif. Palace, Switzerland
Kiawah Island Golf Resort on Kiawah 3. Four Seasons Resort Nevis, Nevis, West 2. John Newcombe Tennis Ranch, Texas
P H O T O S F R A S U R E R E P S L L C, R E B O

Island, S.C., remains the top resort in Tennis Indies 3. PBI Camps at Bio-Hotel Stanglwirt, Austria
Resorts Onlines annual rankings of resorts 4. Wild Dunes Resort, S.C. 4. Saddlebrook Tennis, Fla.
and camps worldwide. Also repeating in a 5. JW Marriott Desert Springs Resort & Spa, 5. New England Tennis Holidays, Sugarbush, Vt.
No. 1 spot is the Roy Emerson Tennis Weeks Calif. 6. Cliff Drysdale Tennis at Omni Amelia
program at the Gstaad Palace in Switzerland, 6. Resort at Longboat Key Club, Fla. Island Plantation Resort, Fla.
as the top camp. 7. Mauna Kea Beach Hotel, Hawaii 7. Reed Anderson Tennis School, Calif.
Tennis Resorts Online's Top 10 resorts and 8. Boca Raton Resort & Club, Fla. 8. IMG Academy Bollettieri Program, Fla.
camps are listed here. For the full list of 9. Kapalua Resort, Hawaii 9. Van Der Meer Tennis, Shipyard Plantation,
Top 100 resorts and camps, visit 10. Omni Amelia Island Plantation S.C.
www.tennisresortsonline.com. Resort, Fla. 10. Wintergreen Tennis Academy, Va.

12 TennisIndustry July 2017 www.tennisindustrymag.com


Officials Investigate Theft Correction On Campus national title, with a 24-20
Of Prescription Drugs at UGA victory over the University of California
In mid-May, as the NCAA Tennis Cham- Irvine. Down 19-18 heading into the final
pionships were about to start at the Uni- mixed-doubles match, Michigans Laura
versity of Georgia, campus police were Ucros Tellez and Max Rothman clinched
investigating a case in which prescription the title with a 6-1 win.
drugs were alleged to have been stolen The USTA Tennis On Campus program
and/or mishandled by persons associ- features more than 35,000 college
ated with the schools tennis programs. students competing nationwide in
While no names were included in the intramural and intercollegiate co-ed club
initial incident report, two associate SUNY Cortland Tennis Courts tennis play.
coaches, one with the mens and one with E-Z Paving/Sealcoat LLC of Fulton, N.Y., Since its inception in 2000, Tennis On
the womens team, were suspended. which nominated the SUNY Cortland Tennis Campus has expanded significantly, and
Officials say Georgia mens head coach Court complex in Cortland, N.Y., for the 2016 today is played on more than 700 college
Manny Diaz reported the alleged crime. ASBA awards, also was the sports surfacing campuses across the country.
company for the project, assisted by Oval For more information on the program,
USTA Offers School Train Tennis of Mahopac, N.Y. The May issue incor- visit www.TennisOnCampus.com.
the Trainer Workshop rectly included Lower Bros., which was not
In early May, about 90 staff, teaching pros involved in the project. Legacy Launches New Website
and coaches from the 17 USTA sections Legacy Building Solutions has launched a
gathered at the USTA National Campus in USRSA Announces New new websitelegacybuildingsolutions.com
Orlando, Fla., for a Schools Train the Master Racquet Technicians to make it easier to find updated informa-
Trainer workshop. Attendees not only Jorge Simono, Sawo Paulo, Brazil tion on completed fabric buildings, video
worked on on-court skills for bringing the Weidong Cai, China building tours, case studies, white papers,
game to youth players at various grade webinars and details about fabric structure
levels, but National USTA staff also shared Michigan Wins First design, manufacturing and installation.
plans for the USTA Schools program and for Tennis On Campus Title Visit the website, or email
the new Net Generation initiative to reach The University of Michigan pulled off a legacy@legacybuildingsolutions.com for
younger players. thrilling rally to win its first USTA Tennis more information.

Short
Sets
In a three-year deal, Har-Tru is now the Americas partners in helping children Times included a story on 10 renovated
official provider of teaching carts, ball become more active. The partnership, courts at Cuba's National Tennis Center
mowers and ball baskets for the USPTA. including PHIT America GO! Grants, will in Havana. Tennis Channel also docu-
Har-Tru will offer special rates for USPTA support new physical activity programs mented the transformation as part of its
members when shopping on Har-Trus throughout schools in the United States. efforts. The project was the brainchild of
website for qualified products. In addi- In addition, the partnership brings Jake Agna, director of the nonprofit Kids
tion, members who are enrolled in the further support to help Congress pass on the Ball, based in Vermont. Work on
Retirement Gold+ program can earn con- the PHIT Act, which will change current the courts was done by Hinding Tennis.
tributions to their retirement accounts federal tax law to allow for the deduc-
with a qualified Har-Tru purchase. tion or use of pre-tax dollars to cover Canadian insurance company Aviva
expenses related to sports, fitness and has a tennis-focused insurance program
Mouratoglou Tennis Academy will other physical activities. through a partnership with Tennis Can-
establish its first world-class tennis ada. The program is currently targeted
coaching facility outside of France in The Marty Hennessy Inspiring Children to all Ontario tennis club members and
Kuwait's Sheikh Jaber Al Abdullah Al Foundation of Las Vegas recently passed fans, with the goal to be available to all
Jaber Al Sabah International Tennis a milestone: Its 100th high school tennis enthusiasts in 2018.
Complex. The tennis program will be led student received a college scholarship.
by Patrick Mouratoglou, who has been Sophie Henderson will be attending Porsche has entered a multi-year part-
C O U RT E S Y A S B A

Serena Williams' coach since 2012. Georgetown University. nership to become the title sponsor for
the WTA Finals qualification campaign:
Asics America Corp. is now one of PHIT The April 21 edition of The New York the "Porsche Race to Singapore."

www.tennisindustrymag.com July 2017 TennisIndustry 13


TennisIndustry

RacquetTech
CUSTOMER SERVICE

Looking Good
Your racquets are a reflection of your business,
and only top-notch craftsmanship will suffice.
By Bob Patterson

I
f you are an experienced
racquet technician who takes
pride in your work, nothing
makes your skin crawl more
than receiving a frame for
service and seeing signs of shoddy work
performed by a predecessor. A mal-
formed knot, a misweave, a crossover, a
haphazardly placed piece of lead tape
there are so many things that can drive
a skilled technician crazy. At least you
can take comfort in knowing that your
customer is about to receive a serious
boost in workmanship.
The aesthetics of your work says a lot
about you, and a crossover or misweave
may not be the end of the world is
certainly a reflection on you and your
business. It tells your customer: I am
not careful. I am not concerned with
your racquet or your game.
Your work should be a direct reflec-
tion of your priorities, which should be
to provide every customer with the best Sloppy work, such as haphazardly placed
service possible every time they come lead tape or a malformed knot, is unacceptable for
into your shop.
Sloppy work is perceived as bad
any customer to receive.
work. If you dont care enough to make
your work the best possible, then it will
never come close to actually being the
best. Even if you think its OK to allow reflects negatively on you or your work. always be your highest priority, even
for mistakes or cut corners only when However, if you let a mistake get to a if you have to eat a mistake every now
there is a time crunch or to save on player or coach, it will destroy confi- and then. Go the extra mile and clean
C O U RT E S Y U S R S A / B O B PAT T E R S O N

expenses, the perception and the real- dence and credibility, and that may take up each customers frame, and while
ity is all the same. years to regain. youre at it, put on a fresh overgripdo
When I ran a stringing team at pro Your customers deserve that same whatever it takes to exceed the
tournaments, I told team members that respect. We all know consistency is customers expectations. If you do, you
it was only a mistake if it made it to the vital to racquet service. Your custom- will have loyal customers, and clients
customer. In the fast-paced, high-stress ers should always have confidence that who will spread the word to others.
environment of a tour stringing room, their racquet is going to come back
mistakes are going to happen, but if you to them better than it was when they Bob Patterson is the Executive Director
catch the mistake and correct iteven dropped it off. of the United States Racquet Stringers
if that means starting overit never Service and craftsmanship should Association.

14 TennisIndustry July 2017 www.tennisindustrymag.com


20170523Tennismag_FP_print_v3.pdf 1 2017-05-16 4:36 PM

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GrassrootsTennis

BUILDING COMMUNITY

Play It Forward!
CTAs, public parks, schools and NJTLs
are on the front lines when it comes
to growing our sport in communities.

SOUTHERN

Leading the Charge


for Beginners

O
ften, heroes overcome great
odds or challenges. At other
times, heroes see an oppor-
tunity to further the sport of tennis
and make it happen. That type of hero
is Nan Smith of Columbia, S.C., who
recently received the USTA Southern
Gerrie Rothwell Award, given annually
to a top USTA League volunteer, and
the USTA South Carolina Lucy Garvin
Volunteer of the Year Award.
Smiths goal is simple: Get more
people on the court. With her bound-
NORTHERN less energy, she greatly expanded the
SPUT Revitalizes City Recreation Center Tennis Apprentice program in
Columbia, bringing at least 200 new

S
people into the game and prompting
the neighboring Lexington Area Tennis
ince 1991, Saint Paul Urban SPUT will assume management of Association to follow her example. P H O T O S C O U RT E S Y U S TA N O RT H E R N, U S TA S O U T H E R N
Tennis has been providing the facility. The organization had been Tennis Apprentice is a section program
youth and adult tennis pro- located at Griggs Recreation Center, in which a coach teaches group lessons
grams for St. Paul, Minn., and but decided to pursue an opening at to beginners once a week for six weeks
the surrounding communities. Now, Eastview because it offers more ameni- and offers a racquet and USTA mem-
SPUT has a new home, the Eastview ties to incorporate into SPUT pro- bership for nominal cost.
Recreational Center. gramming. St. Paul Parks and Rec will Smith has Tennis Apprentice
I couldnt be happier that Saint Paul provide staff to support programming. running all over the city, adding five
Urban Tennis has chosen Eastview as The success of our program is due programs in 2017 alone. She likes to
headquarters for its phenomenal youth in large part to the partnerships we attend the first session of each class
programming, which combines tennis, have established, says SPUT Executive and personally hand out racquets. Six
educational enrichment and leadership Director Becky Cantellano. The City weeks later, she returns with gifts of
training for 5- to 18-year-olds, says of St. Paul has been vital in helping us backpacks, cans of balls and informa-
St. Paul Councilmember Jane Prince. transform the lives of youth through tion to get the players on the road to a
Reopening Eastview will return a vital the game of tennis. lifetime of tennis.
community resource to East Side kids. Lisa Mushett Ron Cioffi

16 TennisIndustry July 2017 www.tennisindustrymag.com


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Sept 9 Alexandria, VA Sept 14 Irving, TX Aug 28 New York, NY
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Oct 20 Marina del Rey, CA Sept 22 Naples, FL Sept 9 Palatine, IL
Oct 28 Springfield, MO Sept 30 Littleton, CO Oct 14 Virginia Beach, VA
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July 1 Baltimore, MD
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Sept 9 Cincinnati, OH
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TennisIndustry

TennisInnovation

Meet the Tennibot


team (from left): Haven
Barnes, Haitham Eletrabi
and Lincoln Wang.

things. The result of his efforts to


improve the on-court experience for
players of all skill levels is the Tennibot,
a robotic tennis ball collector.
Tennibot, which currently is priced
for preorder at $900, uses cameras,
sensors, computer vision and complex
algorithms to detect tennis balls on the
court, travel to where they are, then
pop them into a basket. The 25-pound
droid roams the court while players are
playing or practicing, then returns the
balls so players spend more time hit-
ting and less timein fact, virtually no
timepicking up balls.
We tried to think of Tennibot like
a tennis player would, rather than like
engineers, says Eletrabi, who is the
founder and CEO of Tennibot. As we
continue to get feedback from tennis
players and coaches, well continue to
CUTTING EDGE improve Tennibot.
Comments from users have already
Rise of the Machine prompted Eletrabi and his team to
modify Tennibot to hold up to 70 balls
Tennibot roams the tennis court in the basket; it originally held 35. They
also made the basket raise up to waist
collecting balls so players can focus on level so players dont have to bend
down. And since the basket is remov-
hitting them, not picking them up. able, tennis facilities can have multiple
baskets, so the machine keeps working
after one is filled.
The Tennibot app allows the user
to choose where to pick up ballsfor

W
instance, around the net, at the fence,
or all over the court. A fish-eye camera
hat happens when started playing about nine years ago. on Tennibot scans the court, then the
a post-doctoral I fell in love with the sport and was onboard computer analyzes the infor-
engineering playing nearly every day, Eletrabi says. mation and moves Tennibot around
researcher But the worst part for me was having the court. The machine also can learn
C O U RT E S Y T E N N I B O T

becomes an avid to pick up the balls. People spend more a players hitting pattern over time,
tennis player? Innovative ideas on how time picking up tennis balls than actu- making collection more efficient. The
to make the game of tennis better and ally hitting them. rechargeable battery keeps the unit
more enjoyable for everyone. That was I wanted to solve this problem. powered for about five hours.
the case when Dr. Haitham Eletrabi, Eletrabi had always had an interest The Tennibot app also keeps track
a researcher at Auburn University, in engineering, math and building of the number of balls it has collected,

18 TennisIndustry July 2017 www.tennisindustrymag.com


TennisIndustry

Tennibot won the grand prize in the TIAs inaugural


Tennis Industry Innovation Challenge, a competition to identify
innovative and creative products or services.

so players know how many theyve hit of the concept to its uniqueness, execu- to players. As of May, there were about
over a session. The data can then be tion, benefits and feasibility, adds 325 preorders.
shared on social media. Innovation Challenge moderator We want to get up to about 400 pre-
Carlos Salum, president of Salum orders before we start taking payment,
Tennis Industry Innovation International Resources and a member he notes. Right now, were taking
In March, Tennibot won the grand of the SportsCouncil Silicon Valley. reservations and contact information,
prize in the Tennis Industry Associa- Eletrabi isnt new to innovation then well send a link to order the unit
tions inaugural Tennis Industry competitions. Tennibots first win when its ready, likely this summer.
Innovation Challenge, a competition was at Auburn Universitys inaugural Eletrabi says about 60 percent of pre-
to identify innovative and creative Tiger Cage Competition in 2015. Most orders are from individuals, and about
products or services. From the 37 recently, out of 600 products, Tennibot 40 percent from clubs and facilities.
Innovation Challenge applicants, six was one of a handful chosen to present Players in at least 38 countries have
finalists were chosen to give five- at the breatkthrough stage at the contacted him about Tennibot.
minute presentations to a panel of Collision Conference in New Orleans. This has been such a fun journey,
judges and an industry audience at a Eletrabi says. Combining my love of
meeting in Orlando, Fla. Preproduction and Preorders tennis with engineeringand finding
Tennibot has the potential to help Currently, Tennibot is in the pre- a way to help people truly enjoy this
coaches and players of all skill levels production stage. Were getting our sporthas been so gratifying for me,
maximize their time on the court and manufacturers lined up, taking pre- and for our whole team.
improve their overall tennis experi- orders and closing our seed round,
ence, says TIA Executive Director says Eletrabi, who is using his business For information on Tennibot, visit
Jolyn de Boer. administration skills (in addition to a tennibot.com or contact Haitham
Tennibot impressed our judges Ph.D. in engineering from Auburn, he Eletrabi at haitham@tennibot.com or
panel in all criteriafrom the relevance also has an MBA) to bring his product 334-444-8968.

www.tennisindustrymag.com July 2017 TennisIndustry 19


TennisIndustry

USRSAConference

EDUCATIONAL OPPORTUNITIES

Group Dynamics
Registration opens for the inaugural USRSA
World Conference, to be held in October
at the USTA National Campus in Lake Nona.

R
egistration is now open shuttle service to and from the USTA groups, our World Conference seemed
for the inaugural USRSA National Campus and the airport. like a perfect and logical addition to our
World Conference, which For many years, our members work together to advance our industry
will be held Oct. 6-9 at the have asked us about doing a USRSA and help more people to enjoy this
USTA National Campus at Lake Nona conference, says USRSA Executive sport, he says.
in Orlando, Fla. The conference is Director Bob Patterson. Weve been The USRSA World Conference will
designed for all racquet technicians and happy to work with and support Tim be held immediately prior to the
will include workshops, seminars and Strawn and the International Associa- USTA Tennis Development Workshop/
networking opportunities. tion of Racquet Technicians (IART) at USPTA World Conference, which also
Space is limited, so registrations will its annual symposium for the last 10 will be held at Lake Nona.
be accepted on a first-come basis. For years. But earlier this year, Tim told The World Conference will begin
USRSA members, conference registra- me IART would not be hosting a 2017 with a welcome reception on Friday,
tion is $400. On July 1, registration symposium, so it seemed the perfect Oct. 6, at 6 p.m. Two full days of semi-
opens up to non-USRSA members, who time to initiate a USRSA conference, nars and workshops will follow, with
can register for $500. To register, visit to continue to provide ongoing, quality certification testing to be held on Oct. 9.
www.USRSA.com. education in our industry. Well have some of the best tech-
The official hotel for the USRSA Patterson has been working with the nicians in the world presenting our
World Conference is the Doubletree by TIA, USTA and USPTA on various workshops, Patterson says. While
HiltonOrlando Airport, with a special educational initiatives over the last the agenda had not been finalized at
rate of $129 per night, which includes year. With the help of these key press time, topics will include racquet
customization, tournament stringing,
buying the right stringing machine,
machine maintenance, mastering
racquet service and stringing for
indoor racquet sports.
In addition, many racquet and string
manufacturers have signed on to spon-
sor the event and will have representa-
tives on-site.
With USRSA members in more than
30 countries, Patterson expects the
conference will draw an international
audience. We hope that hosting our
event at the USTA National Campus,
and just prior to a big, international
USPTA event, might make it easier for
technicians from around the world to
make the tripand bring their families
to enjoy the Orlando area.

For more information, visit


www.USRSA.com.

20 TennisIndustry July 2017 www.tennisindustrymag.com


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2017 USTA. All rights reserved.


TIA Tennis Forum To Highlight TIA Announces New
Research, Consumer Trends, Tech Membership Benefits
The 10th Annual Tennis Industry better define and boost the economic
and Partner Levels
Association Tennis Forum will be held in growth and impact of the tennis As the trade association for tennis, representing
New York City on Monday, Aug. 28, the industry, and effective ways to distribute the many different sectors of this sport, the TIA
first day of play at the US Open. clear, consistent messaging of health, is pleased to announce increased benefits and
This years Forumalong with fitness and the reasons to play tennis. services along with new membership levels
related industry meetingswill be held Attendees will receive a summary report that are designed to better serve individuals and
at a new location: the Intercontinental on key industry research. companies of all sizes.
New York Barclay, which is at Lexington In addition, top retail expert Dan Were all partners in helping to grow this
Avenue and 49th Street and is the OConnor, the founder and CEO of industry, and its important that all members of this
official hotel of the ATP Tour. RetailNet Group, will speak about how industry become involved and supportive, says
The Forum will include industry the industry can take control of its future TIA Executive Director Jolyn de Boer. Our new
executives who will present the latest through a clearer picture of the future membership levels offer services to not only help
news about the state of the tennis player and consumer, restructuring the tennis community and its businesses grow, but
industry. It also will outline ways to demand generation techniques, and to also help grow the overall tennis industry.
more. This years Forum also TIA partner levels now include Industry
will honor the 2017 inductee(s) Partner, Associate Partner, Business Partner,
into the Tennis Industry Hall of Supporting Partner, Affiliate Partner and
Fame. And new this year will be Participating Partner. (See membership levels and
the Tennis Industry Innovation benefits at right.)
ChallengeNYC2017. Running through all six Partner levels is The
While the Forum is free to Tennis Network, a basic TIA member level
attend, space is limited, so for anyone involved in the tennis community
registration is required. Visit that offers important benefits and supports
TennisIndustry.org. this industry. One of the newest benefits is
CollegeSave which provides free tuition credits
and counseling
The TIA is THE research source for the tennis
Tennis Innovation Challenge industry, producing more than 70 reports every
year that can help your business or organization
To Take Place in New York City make key strategic decisions, de Boer notes.
Among the research available for different
A unique Tennis Industry Innovation present live at the TIA Forum. (This past partnership levels are participation data, reports
ChallengeNYC2017 will take place March, the TIA held its inaugural Tennis on consumer buying and playing habits, wholesale
at the TIA Tennis Forum on Aug. 28. Industry Innovation Challenge at the equipment, retail sales, manufacturing data, and
Visionaries with new, innovative TOM Conference in Orlando. The winner research on global markets.
products, software or services designed of that competition was Tennibot of The TIA also is continually looking for new
to grow the sport with players, Auburn, Ala.) partnerships to bring more benefits to all
consumers and fans will have the The Challenge will be moderated members.
opportunity to present to a panel of by Carlos Salum, the tennis industry The TIA puts all of its resources back into
judgesand in front of an audience of liaison to the SportsCouncil Silicon growing this industry, de Boer adds. When you
tennis industry leadersin a Shark Valley (SCSV). He also will moderate support the TIA, you can be assured that youre
Tank-like competition. panel discussions at SCSVs inaugural helping to grow this sport.
The Challenge is in conjunction with VIP Tennis Tech Fair, which includes
a VIP Tennis Tech Fair, which will be product demos, virtual reality, a startup Take advantage of these TIA benefits:
held the following day, Aug. 29. Both competition and more. 
70-plus Research Reports
events will be at the Intercontinental Visit tennisindustry.org/innovation or  Tennis Forum
TIA
New York Barclay in New York City. email innovation@tennisindustry.org. 
Tennis Owners & Managers (TOM) Conference
For the Challenge, companies and 
Webinar Learning Series
individuals can complete a short, free 
Tennis Industry Innovation Challenge
application at tennisindustry.org/ 
Technology Fairs
innovation (deadline: July 1). Finalists 
Careers In Tennis
will then have the opportunity to  much more.
and
Visit TennisIndustry.org or call (866) 686-3036
22 TennisIndustry July 2017
The TENNIS NETWORK
Tennis Network Industry Partner Associate Partner Business Partner
For anyone involved in the Open to all members of tennis Tennis facilities, retailers, owners/ For our business and corporate
tennis community and industry, this level is ideal for managers and court contractors partners, this level of
looking to support this individuals such as teaching are among the industry segments membership helps you get
industry, become a part professionals, Community who will find significant value in your message connected with
of the Tennis Network! Tennis Association staff, the Associate Partner membership the industry, access discounts
(Tennis Network benefits manufacturer employees and level. Enhanced research reports in Tennis Industry magazine
and services are included other tennis providers to be designed for your type of business and digital editions, and take
in all other TIA membership connected to the industry and will help you gain customers and advantage of offers from many
levels.) receive insider news, benefits players and boost your bottom line. other partners, along with
Tennis Network benefits and and services. deeper dives into key industry
services include: research.
P erkSpot Network $100$100 annually
annually $325annually
$325 annually $750annually
$750 annually
C ollege Save Tuition Credits
C areers in Tennis Job Bureau
T IA NetworkLearning Series Supporting Partner Affiliate Partner Participating Partner
Webinars
T ennisInsure/Health IQ Life Ideal for the many tennis- The Affiliate Partner level is Tennis manufacturing companies
Insurance specific associations and designed for our Technology and are the TIAs Participating Partners
S ubscription Discounts/ organizations (including SaaS (Software as a Service) and key stakeholders in the sport
Insider Newsletter nonprofits) involved in efforts to development companies along driving the industry, collaborating
grow the game, our Supporting with tennis teaching groups and on grow-the-game efforts and
Partners also have access to tennis and sports federations accessing key market intelligence
research on tennis playing and who target facilities, owners, to help them monitor their
buying habits, among other key managers and coaches with tools business.
industry reports. & resources to grow the sport and Membership based on tier level
business of tennis. inquire.

$35 annually $1250+ annually $1500+ annually Tier Levels (inquire)

Industry Benefits, Discounts, and Services


When you become a TIA Partner at any level, youll Other benefits (depending on Partner level) include:
receive many key benefits and services, including:
T IA Webinars (unlimited) F acility/Retail Manager Manuals T ennis Industry Magazine Advertising
T IA Business Directory Listings F acility Managers Guide for the Discounts
C areers in Tennis Job Postings (unlimited) Teaching Pro S aaS Partner/Tech Product Discounts
P AI Credit Card Processing Discount T OM Conference/Trade Show S hopKeep POS Discounts
G rowingTennis System Usage Discounts F ree Valuation & Market Assessment,
L isting on All Industry Searches S aaS Participation Discounts Plus Consulting Discount from Sports
Club Advisors
ORLANDO 2017
WEBINAR
LEARNING SERIES

Research and Market Intelligence


(depending on Partner level)
TENN
IS IND

TENNIS
US TRY A
SSO

INSIDER
CIATI
ON

S tate of the Industry Report T ennis Consumer Reports 2017


EDITI
ON
Industry Insider Report P layer Overviews: Buying Habits, E
OCIA
TION

OF TH
S
Y AS
DU STR

STATDEUSTRY
IS IN

T ennis Participation Report Equipment, Fandom, Sponsorship TENN

P hysical Activity Council Manufacturer Wholesale Research IN 7 E D I T I O N


201
Participation Report S hipment Reports on Equipment
G lobal Tennis Marketplace Report (U.S./Global)
F acility/Retailer Research R etail Reports (Sell-Through)
T ennis Teachers Compensation P ro/Specialty Store Retail Audits
Study D ealer Trends StudiesRetail,
Q uick-Pulse Sureys (depending on Satisfaction, Brand Perception
market segment)

G e t I n v o l v e d | S u p p o r t Yo u r i n d u s t r y | Te n n i s I n d u s t r y. o r g
TennisIndustry

RetailingTip

in retail, but somesuch as outdoor


retailer REIare actually thriving amid
the chaos.
Tennis retailers and pro shops can
offer classes on subjects such as rac-
quets performance, optimal stringing,
and proper shoes and clothing. They
can also teach techniques and strate-
gies for playing tennis.
If you have a pro shop at a tennis
facility or are near courts, consider
some on-court time to teach consum-
ers how to demo new racquets or string.
You may want to charge for certain
classes, while others may be worth
providing for free. Tie in store coupons
or other offers to make sure attendees
buy from you.
Health, fitness and exercise also offer
TREND WATCH opportunities for your retail store. For

Educational Advantage example, a yoga class might be some-


thing that would appeal to customers.

With classes and other educational


offerings, you can become part of the Consumers are looking
to buy more than just stuff
experiential economy. from a retail store.
By Jay Townley Specialty retailers that offer the
widest possible educational opportuni-
ties to their customers fit right into the
emerging dynamic of local urban econ-
omies, where smallness, accessibility
and a high-quality experience that cant

A
be replicated through e-commerce is a
part of the retail transformation.
ddressing the changes experiences and for creating memories. This is certainly not the end of
in retail over the last six Retail is transforming to an expe- retail, says Leinberger. This is a much
months, Matthew Shay, rience economy, says Christopher bigger transformation than weve had
CEO of the National Leinberger, chair of the Center for Real in 50, 60 years. The previous big trans-
Retail Federation, said: Estate and Urban Analysis at George formation ... was from walkable urban
The velocity of change is unlike any- Washington University. Offering [centers] in the early 20th centurythe
thing weve ever seen. Before, things classes and education fit right into con- Main Streetsto regional malls. Were
happened over a generation. Now, sumer expectations. These experiences going back now to the 21st-century
theyre happening overnight. can bring in consumers to buy more version of Main Street.
As store traffic shrinks and more con- tennis gear, and they can expand your For specialty tennis retailers to live
sumers shop online, particularly with stores range of products, along with and prosper on this new Main Street,
PHOTO SHUTTERSTOCK

smart phones, the strategies employed revenue and profit potential. theyll need to be part of the experi-
to bring shoppers into brick-and-mor- Consumers are looking to buy more ence economy.
tar stores are more critical than ever. than just stuff from a store. Retailers
They have also become both vitally that have a history of offering classes Jay Townley is a partner in the retail
important and increasingly dependent and education have not only survived consulting firm Gluskin Townley Group
on fulfilling customers desires for disruptions caused by the fast changes (www.gluskintownleygroup.com).

24 TennisIndustry July 2017 www.tennisindustrymag.com


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Marcos Baghdatis
photo by ATP, Getty Images

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Contact us via email: usainfo@pacific.com or Phone: (941) 795-1789, Fax: (877) 847-7721
TennisIndustry

2 0 17

GUIDE TO BALL MACHINES

Its Time for a Change


Become more engaged, create better lessons and help
your bottom line by using a ball machine.
By Stan Oley

R
ecently, I received a are not happy with the traditional Because the ball machine initiates the
Facebook memory of lesson experience. So its time to ask: point, the pro can move around and
a photo from a Tennis what are you doing today thats different play each players position for tactical
Industry article I wrote from what you were doing one, three or demonstration purposes.
in 2014. The article was five years ago? Its time for a change!
about teaching pros using technology, Using a ball machine with lessons Youth Tennis: Commercial
and the picture showed me recording a and clinics means the pro can become machines are capable of throwing
player hitting volleys off a ball machine. more engaged with players and the orange and green balls.
It was a melancholy memory: player can have more fun with drills
although there have been advance- all while enhancing your revenue. Ball FBT60 (Fit By Tennis In 60 Days):
ments in apps, ball machines, racquet machines can be extremely useful for: This free program gets players fit by
sensors, wearables and video in the hitting shots utilizing the ball machine.
P H O T O S C O U RT E S Y P L AY M AT E , L O B S T E R , S P O RT S T U T O R

past three years, there really hasnt Cardio Tennis: Machines can feed Its a way to appeal to new clients.
been much progress with teaching pros consistent multi-shot/multi-line drills
utilizing all of this new technology. at nearly a ball per second. Videoing: The ball machine frees up
I spend nearly 200 days a year visiting the pro to record students.
and observing tennis clubs with Play- Private Lessons: The machine can
mate Ball Machines. From what I see, simulate all types of shots, dramatically Ball machines will never replace
most tennis lessons look the same as improving the traditional lesson. teaching pros, but they are an ideal
they always havea teaching pro stands complement to a lesson. By embracing
at the net, feeding a ball to a student Group Adult and Junior Lessons: technology, pros can better commu-
and giving micro-managed technique With a ball machine, the pro can be on nicate their messages and ultimately
instructions, followed by some hitting. the same side of the court as the player, ensure that their players improve. 
Most pros say they would never teach offering advice to each participant.
with a ball machine. Thats a problem. USPTA Master Professional Stan Oley
Players want to get better. If they Doubles Lessons: The ball machine is Playmate Ball Machines Product
dont, they get discouraged with the can mimic another player, so the teach- Marketing Specialist, and is sponsored
sport and move on. Players also say they ing pro can create doubles situations. by Adidas and Head Racquets.

www.tennisindustrymag.com July 2017 TennisIndustry 27


TennisIndustry

2 0 17 G U I D E TO B A L L M A C H I N E S

BALL MACHINES ON THE MARKET

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Lobster Sports 800-526-4041 www.lobstersports.com
Elite Freedom $839 2 Years 21" x 14" x 20" 150 35 X 2-12 65 X X X
Elite Liberty $949 2 Years 21" x 14" x 20" 150 35 X 2-12 70 X X X X
Elite One $1,139 2 Years 21" x 14" x 20" 150 40 X 2-12 80 X X X X
Elite Two $1,419 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X
Elite Three $1,669 2 Years 21" x 14" x 20" 150 42 X 2-12 80 X X X X
Elite Grand Four $1,999 2 Years 21" x 14" x 20" 150 44 X 2-9 80 X X X X
Elite Grand Five $2,299 2 Years 21" x 14" x 20" 150 44 x 2-9 80 X X X X X 6 6
Elite Grand Five Ltd. Edition $2,599 2 Years 21" x 14" x 20" 150 44 x 2-9 80 X X X X X 6 12
Phenom $3,149 2 Years 32" x 25" x 50" 250 99 x 2-9 85 X X X X
Phenom Two $3,595 2 Years 32" x 25" x 50" 250 99 x 2-9 85 X X X X X 6 12
Match Mate 800-837-1002 www.matchmatetennis.com
Rookie $449 2 Yeara
11" x 11" x 22" 70 22 X 2-10
35 X Topspin X
Quickstart $558 2 Yeara
12.5" x 12.5" x 28" 80 29 X 2-10 30 X X
iSAM Value $759 2 Yeara
19" x 17.5" x 18" 250 34 X 2-10 65 X X X
iSam Extend $799 2 Yeara
19" x 17.5" x 18" 250 39 X 2-10 65 X X X
iSam Ultimate $899 2 Yeara
19" x 17.5" x 18" 250 39 X 2-10 65 X X X
SAM P1 Value $1,099 2 Yeara
19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X
Sam P1 Pro $1,199 2 Yeara
19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X
Sam P1 Ultimate $1,299 2 Yeara
19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X
Sam P 4 Trainer $1,599 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X
Sam P 4 Pro Trainer $1,799 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X
Sam P 4 Ultimate $1,899 2 Yeara 19.5" x 16" x 21.5" 300 48 X 2-10 85 X X X X X X
Sam Coach $3,999 3 Year 35" x 25" x 50" 250 87 X 1.5-8 95 X X X X X X 7 7
PTS - Precision Tennis System $5,500 3 Year 30" x 24" x 24" 300+ 80 X 2-11 85 X X X X X X X Infinite Infinite
Playmate 800-766-6770 www.playmatetennis.com
Half Volley $1,595 2 Year Ltd. 19" x 21" x 25" 200 42 X 1-10 70 X X X X
Volley $2,095 2 Year Ltd. 19" x 21" x 25" 200 46 X 1-10 70 X X X X X 2
Ace $3,995 3 Year Ltd. 35" x 21" x 38" 200 85 X 1-10 90 X X X X 3
iSmash $5,175 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7
Genie $6,945 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 7
iSmash w/ iPlaymate Tennis $5,995 3 Year Ltd. 35" x 21" x 38" 300 85 X 1-10 90 X X X X X 8 Infinite
Grandslam $8,675 3 Year Ltd. 35" x 21" x 38" 300 110 X 1-10 120 X X X X X X 7
Robot Optimizer 888-8BOOMER www.playmatetennis.com
Boomer (with camera) $14,450d 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000
Boomer (without camera) $12,450e 2 Year 38.5" x 31" x 21.5" 300 124 X 0.8-10 100 X X X X X 30 1,000
Silent Partner 800-662-1809 www.sptennis.com
Lite (Edge Series) $799 2 Year 24" x 22" x 16" 200 35 X 1.5-10 95 X X X X
Lite-R (Edge Series) $949 2 Year 24" x 22" x 16" 200 35 X 1.5-11 95 X X X X
Sport (Edge Series) $949 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X
Star (Edge Series) $1,099 2 Year 24" x 22" x 16" 200 46 X 1.5-10 95 X X X X
Rival (Scoop Series) $1,399 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X 3
Quest (Scoop Series) $1,799 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 2 3
Smart (Scoop Series) $2,299 2 Year 28" x 22" x 18" 300 48 X 1.5-10 95 X X X X X 20 3
Spinfire 888-244-0003 www.spinfireusa.com
Pro 1 $1,899 2 Year 26" x 20" x 20" 200 52 X 2-15 80 X X X X
Pro 2 $2,049 2 Year 26" x 20" x 20" 200 52 X 2-15 80 X X X X
Pro 2 with Portable Battery Pack $2,099 2 Year 26" x 20" x 20" 200 40 X 2-15 80 X X X X
Sports Attack 800-717-4251 www.sportsattack.com
Ace Attack $6,995 5 Year Ltd. 34" x 53" 220 150 X 1-10 110 X X X X X X 4

a
2-year parts, 1-year battery 1 - Fast charger $99 10 - iPhone/Android remote-control compatible
b
2-4 Hours of Court Time 2 - 6 pre-programmed court drills (6-ball sequence per drill) 11 - Great for youth and beginners to work on dealing with topspin
c
4-8 Hours of Court Time 3 - 12 pre-programmed court drills + 6 custom programmable court 12 - Especially designed for 10 and Under Tennis
d
or $600/month drills + 2-line narrow, medium, wide 13 - Extra heavy-duty battery $35, 110/220-volt AC converter $135, wireless remote $100
e
or $300/month 4 - 12 pre-programmed court drills + 6 custom programmable court drills + water-resistant cloth storage cover $68
18 locations to choose from + 2-line narrow, medium, wide 14 - Comes standard with two 8-amp 12-volt batteries
5 - Horizontal oscillation 15 - Lob Enhancer $30,110/220-volt AC converter $135, water-resistant storage
6 - Horizontal oscillation + spin control cover $68, adjustable oscillation width
7 - Triple-oscillation (horizontal + vertical oscillation) 16 - Ships via LTL freight, feeds balls from 30" above ground
8 - Triple-oscillation + 2-line narrow, wide 17 - Oscillation upgrade $245, remote-control upgrade $325, additional non-memory
9 - 3 position settings of 2-line (narrow, medium, wide) battery upgrade $180

28 TennisIndustry July 2017 www.tennisindustrymag.com


TennisIndustry

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$119 X 8.5 b X X $49 X 1, 5
$119 X 8.5 b X X $169 X X $49 X 1, 6, 40
$119 X 18 c X X $169 X X $49 X 1, 6, 40
X X $119 X 18 c X X $169 or $229 X X $49 X 1, 7, 40, 41, 42
X X $119 X 18 c X X $169 or $229 X X $49 X 1, 8, 40, 41, 42
X X X X $119 X 18 c X X $300 X X X $49 X 2, 9, 10, 40, 42
X X X X X $119 X 18 c X X $300 X X X $49 X 3, 10, 40, 42
X X X X X $119 X 18 c X X $300 X X X $49 X 4, 40, 42
X X X X X X $300 X X X $99 X 2, 9, 10, 42
X X X X X X $300 X X X $99 X 4, 42

X 8 X X X 11
X 8 X X X X X 12
X 8 X X X X X X 13
X 16 X X X X X X 14
X 16 X X X X X X
X X 16 X X X X X X X 15
X X 16 X X X X X X X
X X 16 X X X X X X X
X X X 16 X X X X X X X 15
X X X 16 X X X X X X X X X
X X X 16 X X X X X X X X
X X X X X X X X 16
X X X X X X X X 20 c X X X X Required X X X X TBA X X 23

X 17 X X X X $99 X 17
X 17 X X X X X $99 X 18
X X X X X X $5,425 $99 X
X X X X X X $5,425 $99 X 19
X X X X X X X X X X X $5,425 $99 X 21
X X X X X X X X X X X $5,425 $99 X
X X X X X X X X X X X $5,425 $99 X 21

X X X X X X X X X X $3,895 X X 22
X X X X X X X X X X $3,895 X X 23

X 9 X $40 X
X 9 X X X X $40 X 24
X 18 X $40 X
$249 X 18 X X X X $40 X 24
$100 X 18 X X X X X X $40 X 25
X X X $249 $100 X 18 X X X X X X $40 X 26
X X X X X $249 $100 X 18 X X X X X X $40 X 27

X X 20 X X X $45 X 28
X X 20 X X X X X X $45 X 28
X 20 X X X X X X $45 X 28

X X X X $119 X 29,31

18 - Additional non-memory battery upgrade $180 25 - 16-button remote


19 - Deuce Conversion Box $1,355, Genie Conversion Box $2,305, iPlaymate Tennis $995 26 - 20-button remote
20 - iSmash Conversion Box $535, Genie Conversion Box $2,305, iPlaymate Tennis $995 27 - 22-button remote
21 - iSmash Conversion Box $535, Deuce Conversion Box $1,355, iPlaymate Tennis $995 28 - Internal oscillationmachine does not swivel sideways while shooting balls; optional
22 - Plays games, rates shots, uses a camera, talks to players, cordless headphone $79 carry case/dust cover; optional $129 fast charger; optional $149 AC charger;
system ($500 or $50/month), wireless printer for analysis ($2,000 or $100/month), horizontal oscillationmedium & wide; self-calibrates to center on start using infrared
radar gun, iPod input with speakers, allows user to modify level, height, frequency and magnetic sensors; 30-day 100% Satisfaction Guarantee; 2-line drillnarrow,
and speed medium & wide; vertical oscillation; triple/all-court/3-D oscillation (horizontal &
23 - Talks to players, cordless headphone system ($500 or $50/month), iPod input vertical); all-function antenna-less remote with snooze for low-power mode; convert to
with speakers, allows user to modify level, height, frequency and speed portable battery with $89 upgrade; portable battery only needed for recharge; add
24 - 2-button remote optional $49 internal battery to external battery to double running time

www.tennisindustrymag.com July 2017 TennisIndustry 29


TennisIndustry

2 0 17 G U I D E TO B A L L M A C H I N E S

BALL MACHINES ON THE MARKET

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Sports Tutor 800-448-8867 www.sportstutor.com
Tennis Twist $289 3 Year 10" x 11" x 23" 28 11 5 15 X X
Tennis Tutor ProLite - Basic $699 3 Year 12" x 19.5" x 18" 125 22 X 1.5-10 60 X X X
Tennis Tutor ProLite $799 3 Year 12" x 19.5" x 18" 125 29 X 1.5-10 60 X X X
Tennis Tutor $1,099 3 Year 12" x 19.5" x 20" 150 42 X 1.5-10 85 X X X
Tennis Tutor Plus $1,299 3 Year 20" x 19.5" x 20" 150 46 X 1.5-10 85 X X X X
Tennis Tutor Plus Player Model $1,749 3 Year 20" x 19.5" x 20" 150 46 X 1.5-10 85 X X X X X 5
Tennis Tower - Competitor Classic $1,395 3 Year 36" x 23" x 22" 225 60 X 1.5-8 85 X X $270 X
Tennis Tower - Competitor $1,645 3 Year 44" x 23" x 22" 225 60 X 1.5-8 85 X X $270 X
Tennis Tower - Professional Player $2,245 3 Year 44" x 23" x 22" 225 60 X 1.5-8 85 X X X X 5
Shot Maker - Standard $3,200 3 Year 38.5" x 31" x 21.5" 300 96 X 1-6 95 X X X X X 3
Shot Maker - Deluxe $4,200 3 Year 38.5" x 31" x 21.5" 300 96 X 1-6 95 X X X X X 6 9
Wilson Portable $11,495 3 Year 22" x 14" x 20" 110 38 X 1.5-10 75 X X X X
Tennis Cube $599 3 Year 15" x 12" x 13" 70 24 X 2-10
50 X X X
Tennis Cube - Oscillation Model $679 3 Year 15" x 12" x 13" 70 24 X 2-10 50 X X X
ProLite Plus - Basic $889 3 Year 22" x 14" x 20" 110 36 X 1.5-10 60 X X X
ProLite Plus $989 3 Year 22" x 14" x 20" 110 36 X 1.5-10 60 X X X

29 - All-in-one serving machine with variable-height release points for groundstrokes as well 34 - Player simulation $200
30 - External battery pack $150, external AC power supply $125 35 - Multi-function remote $200
31 - Smart-fast battery upgrade $45 36 - Player simulation included
32 - 2-line oscillation $200 37 - Multi-function remote $300
33 - AC/DC option $200 38 - External battery pack $130, external AC power supply $125

30 TennisIndustry July 2017 www.tennisindustrymag.com


TennisIndustry

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RuX 6 D Cells
X X 9 X X $70 X $35
X X 9 X X $70 X $35 30
$50 X 18 X X $200 X X $35 X 30, 31, 32
$50 X 18 X X $200 X X $35 X 30, 31, 33, 34
X X X $50 X 18 X X $200 X X X $35 X 30, 31, 33, 35
X X X
X $200 X X X X
X X X X X X X X X 35, 36
X $200 X X X X
X X X X X X X X X X 37
$50 X 12 X X $200 X X $35 X 30
X 6 X X 38
X 6 X X 38
X X 9 X X $70 X $35 X 38
X X 9 X X $70 X $35 X 38

40 - Internal battery standard, or can be purchased with an external-battery-only version (in 41 Available in an A/C-only version; internal battery is removed and replaced with a power supply
which the internal battery is removed); external battery pack ($100) can be charged separately 42 Apple Watch remote control capability (price varies)
from the machine (so machine can remain in car while battery back is brought inside to charge);
external-battery-only version reduces overall weight of machine by 12 pounds, so portable
models will weigh 30 to 32 pounds

www.tennisindustrymag.com July 2017 TennisIndustry 31


Tennis Research

2017 TIA
Research
ON
CIATI

THE
SSO
TRY A

O F
INDUS

T E
ENNIS

STA USTRY
T

Reports
IND I T I O N TENN
IS IND

TENNIS
US TRY A
ED
2017 SSOC

INSIDER
IATIO
N

2017
EDITI
ON

While youth tennis and The 8-page 2017


Cardio Tennis are among State of the Industry report and the
16-page Tennis Insider report are available
the bright spots, the latest at various TIA membership levels.
For information, visit
research shows a number TennisIndustry.org or call
866-686-3036.
of continuing challenges
we must address.
Tennis Total Participation 2000 - 2016
20.0M 18.7M

T
18.08 M
18.0M 17.02 M
he most recent data by the Physical 16.0M 14.6M
Activity Council shows that total U.S. 14.0M 13.0M
tennis participation grew 0.6 percent 12.0M Growth 2010
from 2015 to 2016, to a total of 18.08 million 10.0M to 2016: -3%
players. The sports five-year average growth 8.0M to 2010: 44%
continues to trend upward, increasing 0.4 6.0M
percent, with the total number of participants 4.0M
staying above 2007 numbers. 2.0M
Among the bright spots is a 7.2 percent 0.0M
increase in youth tennis players and a 16.7
00
01
02
03
04
05
06
07
08
09
10
11
12
13
14
15
16
17

percent increase in Cardio Tennis players over


20
20
20
20
20
20
20
20
20
20
20
20
20
20
20
20
20
20

the past year. In addition, latent demand for


tennis remains strong. The PAC study shows Tennis Equipment Index (2003-2016)
that nearly 15 million non-players are interested
140 Nominal $
in tennis, and another 12.7 million Americans
125 122
consider themselves players but may not have 120 114 116 118
112
119 115 115 113
109
been on court in the last two years. 103 101
100 100
That said, total play occasions slipped in
the past year, down 4.8 percent to 425 million. 80
And equipment sales, as indicated by the Tennis 60
Equipment Index at right, continues to slide. Equipment Index summarizes the census data by
40
The most recent industry research is adding the wholesale value of racquets, strings, and balls.
available from the TIA at various membership 20
Index reference year is 2003.
levels. Visit TennisIndustry.org or call 0
866-686-3036. 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016

www.tennisindustrymag.com July 2017 TennisIndustry 33


Tennis Research

The Industry at a Glance (2016 data)


Total Participation 18.08 Million Manufacturer Year-End Wholesale Shipments (units)
Youth Tennis Participation Tennis Racquets 2.53 Million
Ages 6-12 2.36 Million Tennis Strings 3.11 Million
Ages 13-17 2.17 Million Tennis Balls (including ROG) 114.5 Million
Core Tennis Players (10+ times a year) 9.86 Million Red, Orange, Green Balls 4.86 Million
Cardio Tennis Players 2.12 Million Tennis Equipment Index 101
Total Play Occasions 425 Million

Participation generations of players who are samplers of multiple sports


and activities, but it is a concern for our industry. Fortunately,
Tennis participation has remained fairly constant since 2010. Cardio Tennis is following the positive trends in fitness,
While the trend in overall participation has been slight increases wearables and group exercise.
in each of the the last five years, core tennis participants For youth tennis, the increase in participation was driven by
those who play 10 or more times a yeardeclined slightly in 2016 the youngest players, ages 6 to 12, which were up 11.7 percent,
to 9.86 million. while ages 13-17 increased 2.7 percent.
Core players account for 81 percent of the money spent in Within the total number of young players, core youth
the tennis economy and 93 percent of all tennis play occasions, players, those who play at least 10 times a year, increased by 3.8
says TIA Executive Director Jolyn de Boer. This slip in core percent to 2.68 million. And importantly, new youth players
players is in line with a trend toward more casual play for sports rose 17.8 percent in 2016up 21 percent in the 6 to 12 age
overall, rising inactivity levels, aging baby-boomers, and new category and 11 percent in the 13 to 17 age group.

Total Cardio Tennis Participation 2008 Youth Tennis Participation 2012-2016 (PAC Study)
2.50 M 2012 2013 2014 2015 2016
2.12 M 2.50 M 2.36 M
2.17 M
2.00 M 1.82 M
2.00 M
1.54 M 1.62 M
1.50 M 1.44 M
1.34 M 1.29 M 1.50 M
1.00 M
1.00 M 0.83 M
1.00 M
0.73 M
0.50 M 0.50 M 0.31 M

0.00 M 0.00 M
2008 2009 2010 2011 2012 2013 2014 2015 2016 All Players 6~12 All Players 13~17 New Players 6~12 New Players 13~17

Total Play Occasions (Millions) PAC Study Tennis Players and Latent Demand -
PAC Study What Would
500.0 464
443 443 446 Encourage You to
6.6 425
6.6 7.5 7.8 Play More Tennis:
84.6 8.4 14.99 M
400.0 79.6 83.0 82.2
84.7 Latent Demand (Number
1-3 times/year 1. More time.
of non-players who are
300.0 4-20 times/year interested in tennis) 2. Better access / closer
21+times/year 12.70 M distance to courts.
Intermittent (consider
200.0 themselves players)
356.3 372.7 352.5 356.5 Total 3. M
 ore / good people to
331.9
play with.
100.0 Total Active Tennis
18.08 M Players 4. Less injuries

0.0
2012 2013 2014 2015 2016 2016

34 TennisIndustry July 2017 www.tennisindustrymag.com


Tennis Research

www.tennisindustrymag.com July 2017 TennisIndustry 35


Tennis Research
TennisIndustry

AskTheExperts
characteristics. In a strict apples to
apples sense, this means we are not
always comparing perfectly. But again,
we cannot test every color of every
string, so this may also case some
degree of variance.
Our goal with lab-testing strings is
to provide numbers that translate to
actual court performance. We see the
anomalies as well, and each time we do,
we retest the string to make sure our
numbers are accurate.

Supply and Demand


Q: Ive been in the racquet stringing
Gauge vs. Stiffness business for eight years and am cur-
rently reorganizing our processes. Our
Q: I was looking over your String Selector Charts on racquettech.com for a make accountant is asking that we inventory
and model of string where you tested different gauges in different years. While string and take it out as we charge for
doing so, I noted some peculiarities, as follows: it. We havent done this in the past, as
we considered string a supply. Do you
have any recommendations?
GAUGE STIFFNESS TENSION LOSS TEST YEAR
A: You actually have a choice of
accounting methods. It is perfectly
1.20 200 17.73 2014 acceptable to classify all your string
expense as supplies, which is what
you have been doing. But for you to get
1.23 258 18.15 2012 an accurate picture of your business
on your Profit & Loss statement, you
would need to expend the supply as it is
1.25 230 15.92 2014 used. In other words, you will still need
to account for its use. You might use
this approach if you do not charge for
1.27 282 15.89 2012 the string you supply. In this scenario,
you have one fee for all string jobs
regardless of the string used.
The Stiffness and Tension Loss dont track with the gauge of this string. It seems If this is not the case, you really need
that your testing methodology must have changed, or the manufacturer changed to make the string an inventory item,
its string formulation over the years. treated as you would any other item
you sell. In this case, you would charge
A: Our string-testing methodology in our research. We see this even more for the string separate from the cost of
has not changed, so even though these with the abundance of co-poly strings labor. Although you might not split out
strings were tested in different years, on the market. The only way to elimi- your charges on the bills you present
the results are internally consistent. nate this type of inconsistency would to your customers, for accounting pur-
It is rare, but not unheard of, for a be to retest every string every year, poses, it is necessary to know what your
manufacturer to change sourcing or which is impractical. Cost of Goods are. If you dont separate
make a running change in the chemical Another consideration for this is that materials and labor in your internal
application for a certain string. Neither when we test a string produced in more records, you cannot accurately calcu-
PHOTO SHUTTERSTOCK

of these would be known to anyone than one color, we randomly choose a late your profits. 
outside of the company, including us. color to test. While the materials and
Perhaps counterintuitively, strings properties of the basic string are the We welcome your questions. Please send
do not automatically follow a standard same, pigment must be added to the them to Tennis Industry, 48 West 21st
of thicker is stiffer, or vice versa, as mixture to create the color, and dif- Street, New York, NY 10010, or email
weve found to be the case many times ferent pigments may alter the strings greg@racquettech.com.

www.tennisindustrymag.com July 2017 TennisIndustry 37


TennisIndustry

Building relationships
with your customers
are just as important
as those you forge
with manufacturers.

T E N N I S R E TA I L I N G Woodside Tennis Shop


S E R V I N G P L AY E R S San Francisco

One way to stand out is to counter the prevailing

Retail Stars approach. Most people recommend putting your own


business first, but consider the instincts of Julin Fernn-
dez, who has a history of reaching out to others. Soon after
For these three tennis meeting the new neighbors of his Woodside Tennis Shop
outside San Francisco, Fernndez rushed to their roof to
retailers, success starts with help put out a firebefore the fire department arrived.
At a more tennis-specific level, Fernndez considers
a passion for the sport. teaching pros a lifeline for referrals, not as competi-
tors for racquet sales. He will even work with other store
By Kent Oswald owners as collaborators, sharing his own inventory if a
customer is in another owners store but the product they
want is still on order for them.
Also, rather than living in fear of the size and reach of
large internet retailers, Fernndez competes on his own
terms. He doesnt combat them with a website of his own
(preferring social media as a way to communicate with his
customers), but rather, he uses and refers to their sites as
research resources. He has no problem if customers shop
around online before they come into his store for hands-on
care, personalized discussions and, ultimately, the immedi-

T
ate delivery of the desired product.
Fernndez also encourages his staff to remember names
and a fact or two about their customers, some of whom
have been coming to the shop for 30 years. A significant
ennis is the sport for a lifetime; part of his inventory management is based on the estab-
retailing is a day-to-day business. lished patterns of the customers he knows well.
While both can be great fun at the In retail, says Fernndez, you have to stay on top of
highest levels, neither can be a everything. Business is like an octopus, and the tentacles
completely fun diversion. are always moving. What I do is pretty fundamental stuff,
Like most pros trying to make it on but it works.
the tour, tennis specialty shop owners
income and savings are always on the
line. For players, a pivotal missed forehand or an untimely
double fault can lead to a loss that starts a downward spiral
in the rankings. For retailers, a lack of attention to a cus-
tomer, or a mistiming in communications with a manufac-
turer, can send store revenues trending red.
Avoiding the negative and staying at the highest level of
your craft requires focus, attention to details and, most of
all, consistent execution. Of the thousands of players on
the tour, only a fraction stand out. There is similar com-
petition in the retail space, and you want to be one of the
stores that gets noticed. Here are three that have suceeded
in doing just that, while having fun along the way.

38 TennisIndustry July 2017 www.tennisindustrymag.com


TennisIndustry

For tennis specialty shop owners, part of creating a positive


store environment is projecting a fun attitude.
P H O T O S C O U RT E S Y W O O D S I D E T E N N I S S H O P

www.tennisindustrymag.com July 2017 TennisIndustry 39


TennisIndustry

T E N N I S R E TA I L I N G

2 3

La Cienega Tennis Center Solow Sports


Beverly Hills Long Island

While some may think running a tennis retail store is Every day I come to work, it is because I enjoy it, says
exhausting, those who do it well find it exhilarating. Solow Sports owner Julien Klein, in explaining how his
I love the sport, says Hally Cohen, who started part company has developed such a dedicated following in its
time as a teaching pro at the Beverly Hills La Cienega Long Island, N.Y., locations. One factor might be the ping-
Tennis Center and is now the general manager of the pong table in its 2,000-square-foot store in Huntington
public facility. that allows customers to wait for a same-day stringing
A hands-on, heart-in kind of supervisor, Cohen hires job by trying their hand at a different racquet sport.
people with a passion for the sport and creates an environ- A more significant point of pride is the stores attempt
ment that lets them pursue it. Cohen believes it translates to carry every single racquet in production from a major
to a staff that caters to players who are choosing to come manufacturer and many from smaller brands, including
to the public club as their venue of choice to spend their those catering just to teaching pros. There are no pre-
recreational timeand are happy to be there. strung racquets or low-end tennis balls, and extremely
Part of the joy for both players and Tennis Center minimal overlap with the inventory or sales philosophy
employees is in exploring the latest fashion, shoes and of the big-box retailers.

P H O T O S C O U RT E S Y L A C I E N E G A T E N N I S C E N T E R , S O L O W S P O RT S
racquets available in the 500-square-foot pro shop. Staff We target more of an avid tennis player, Klein says.
are encouraged to demo everything so they can be the My players might string 50 times a year with us. We see
most informed and helpful for players. There are blow-out our customers often, which makes it easy for us to extend
merchandise sales and demo days for racquets, and manu- ourselves because of the relationships we establish.
facturer reps are used to help make sales. A key to making those relationships work is having a
A lot of what I have learned on the retail side is listen- staff that gets along. Klein encourages his staff to work
ing to customers, says Cohen. Online competition is the and play together at the Huntington store and the
hardest, but people like touching and seeing racquets, and smaller shop at the Robbie Wagner Tournament Training
talking with people who know how they play. Our advan- Center in Glen Cove, N.Y. The combination of extensive
tage is in the playing. space for inventory and a courtside location works as a
Building upon that advantage is her philosophy, Dont key to maintaining stockand providing staff the
put somebody in the wrong racquet! opportunity take customers onto the adjacent courts to
Cohen acknowledges that some people will not listen spend as much time as needed to determine the best fit
to even the best advice, but as she tells her staff, People for their game.
are coming in to a specialty store, and we have specialty Klein, who estimates he spends about 100 hours a
knowledge. I know I cant make everybody happy, but I can week at his sites, speaks on behalf of every specialty
come pretty close. If you believe in what you are selling retailer who is seeing success during these tough times.
and you have a good product, they can benefit. The first step, he says, is that we enjoy tennis.

40 TennisIndustry July 2017 www.tennisindustrymag.com


Inside this issue
USPTA Returns to Orlando for
2017 World Conference 48
The Challenges of Senior Tennis 52
The Four Awareness Points
When Playing Tennis 54
Departments: 52 Inside Coaching
42 CEOs Message 54 Master Pro Corner
44 First Vice Presidents Message 56 USPTAs 90th Anniversary
46 USPTA News 58 Career Development
48 USPTA World Conference 60 Member News
Read more articles online at www.ADDvantageUSPTA.com
On the cover: 2017 marks a year of major change for USPTA a new World
Headquarters and brand new national staff. Meet the new staff on Page 46.
CEOs Message
April Executive Committee
Meeting By John Embree

A
pril is always an important time KPMG which, when completed in the Saturday morning was spent review-
of year for the USPTA as our fall of 2019, will host 1,000 people from ing the important work being done by
Executive Committee gathers all over the world each week of training. all USPTA Committees. After President
for the first of its two semi- Starting this fall, Tavistock will begin Chuck Gill adjourned the meeting at
annual meetings (the other during our construction of an upscale, performance noon, the Nominating and Awards
World Conference). As most everyone hotel adjacent to the USTA National Committees spent the better part of
knows, our Executive Committee is the Campus including a Crystal Lagoon, while the next day and a half conducting their
governing body of our association. Thus, also commencing Phase 2 of the buildout respective businesses. Interviews were
it is vital that members of this leader- of the Town Center, which will add almost conducted with the Nominating repre-
ship group be updated on all of the a million square feet of entertainment sentatives so that the new slate of offi-
activities that have transpired since we venues, food and dining outlets, residen- cers can be presented to the association
gathered in Indian Wells last September tial living and retail. Orlando City Soccer by mid-June. Meanwhile, the Awards
as well as understand what lies before will complete its complex by year end Committee plowed through more than
us for the remainder of 2017. right behind our space and Drive Shack (a 100 applications for various USPTA
For 25+ years, this meeting has been high end version of Top Golf ) has already awards that will be given out during the
held in our offices in Houston. Think- cleared land for the construction of its upcoming World Conference in Octo-
ing that our new building in Lake Nona new facility right down the street from us, ber. A hearty thanks goes to both groups
would be completed by now, the decision scheduled for completion in Q1 of 2018. for their due diligence and thorough
was made back in September to hold it in After conducting the usual business effort to complete the tasks at hand.
Orlando. Because of the permitting issues in the morning, Craig Morris, General Worth noting is the nomination by
that we had with the city last fall, con- Manager of Community Tennis for the the Executive Committee of Rick Macci
struction did not start until December, USTA, updated everyone on the new and Harry Hopman (posthumously) into
which meant that our building would not youth initiative, NET Generation, recent- the USPTA Hall of Fame, which will also
be finished by the time everyone trav- ly launched by the USTA to attract kids take place during the awards luncheon
eled to Orlando. Thus, we had to hold the and parents. Craig went on to preach how at the World Conference. In the case of
actual meeting at a hotel by the Orlando critical it will be for our members to pro- Harry Hopman, this recognition is long
airport the last weekend in April. mote the program and get background overdue for the indelible mark he left on
Like all Executive Committee week- screened in order to be a confirmed the tennis world as the foremost coach
ends, the agenda for this year was chock provider. More details of the overarch- of some of the greatest players ever from
full of side meetings surrounding the ing endeavor will come out this summer Australia (Rod Laver for example). Rick
main event. It began Thursday morning while the consumer promotion will take Macci is certainly deserving because
with a three-hour session with our divi- place during the US Open. of his impact on developing Jennifer
sion Executive Directors and Administra- Later that afternoon, I surprised Capriati and the Williams sisters early
tors going over division activities. This everyone in the audience (including on in their careers while also dedicat-
meeting also included a valuable training the new staff ) by introducing them to ing so much of his time to a multitude of
session with our recent endorsee, Setteo, our Executive Committee. I wanted to USPTA division and World Conferences.
on the registration process through a use this opportunity to give our leader- Preparations for these meetings re-
social media platform. For the rest of that ship their first glimpse as to who will be quires a complete team approach. There
afternoon, the Board of Directors met to coming on board. It was also beneficial is a lot that goes on behind the scenes
discuss key initiatives, where we stand for members of the new team to meet to make these sessions go smoothly. My
on professional development, what the each other for the first time. We then compliments go out to all who helped
financial picture looks like for the year, headed out to our new office to see our make this particular meeting a genuine
and to hear the latest news regarding the construction progress, take a tour of success. And, I would be remiss if I did
construction of our building. the USTA National Campus and then not thank the entire Executive Com-
Friday was quite the opening day for participate in a fun, round-robin tennis mittee for their leadership and for the
the Executive Committee meeting. It competition pitting the divisions against contribution that they make at both a
began with an insightful presentation one another while enjoying drinks and national as well as divisional level. The
given by Andy Odenbach of Tavistock as dinner on a balcony overlooking the USPTA is marching together down a
to all that is happening here in Lake Nona. courts. To have the recent hires join in a positive path: the Executive Committee
It was incredibly exciting to hear about relaxed social setting also helped create deserves much of the credit for getting
the new buildout of a 50-acre campus for the first team-building exercise for all. us to this point in our rich history. h

42 www.ADDvantageUSPTA.com
First Vice Presidents Message
Take Advantage of Membership
Documents

By Gary Trost

T
hese are personalized ing this makes recording
for you! On the USPTA your education during the
website you can log on to convention easier, and
a great benefit that every the card is proof of your
member should take advantage of current membership.
by downloading, displaying and They are easy to print
sharing. Your dues statement, and cut, and with a little
membership card, membership magic lamination plastic
certificate, insurance certificate, it will keep nicely in your
education report card and many wallet. Also provided and
more are all waiting for you to use ready to download is a
them. digital logo that is per-
Be proud of crushing the edu- sonalized with your name
cation requirements for the last and waiting for you to use
three years and send a copy of your as a signature for emails
report card to your department head or insurance coverage is required at some this adds to your professional look
general manager. The CMAA endorses positions, but it is an added benefit to online.
education and your general manager you and your club, and your superiors You can also download your dues
should know about your self-improve- should know about it. statement for easy payment, your con-
ment for possible future pay raises There are two certificates that you tinuing education requirements and
and/or subsidizing you at future con- must download and display your our endorsee product information. If
ferences. While you are sending your membership certificate and your years you require more liability insurance
manager this, download and add a copy of service certificate. For a few dollars and/or sex abuse and molestation in-
of your insurance verification letter, at a local retailer, you can purchase two surance there are forms to purchase
showing that the value of your certifi- picture frames and display them on the extra insurance for both of these.
cation also benefits your employer. The wall in your office. Your clients, mem- Probably one of the most impor-
bers of your club and other employees tant benefits in this area is the most
should see that you are a current mem- underused! The USPTA Retirement
ber in good standing with the USPTA. Gold+ program has our endorsees
Educating the general public of your making contributions to your retire-
certification and reminding them of ment plan when you order their prod-
your dedication will make you more a uct it is so easy! There are profes-
desirable professional than one with- sionals ready to help you sign up and
out certification. The years of service get started for you future; I wish this
certificate is a proud reminder of the was there for me when I first started
years that you have invested in your in the USPTA.
profession and the USPTA display it Everyone, this part of the U SPTA
proudly. website is for made especially for you
Before heading to your conven- its easy, its personalized get started
tion, download your membership here: documents.uspta.com. Log in and
card, which has a QR code on it. Us- look more professional immediately! h

44 www.ADDvantageUSPTA.com
USPTA News
Meet the New USPTA Staff

John Cornell
2017 marks a year of major change for USPTA a new World Headquarters Director of Communications
and brand new national staff. Below is a brief introduction to each of the John Cornell is a
new staff members who began their immersion into all things USPTA on communications
May 15 with the new office going live on May 30: professional with
vast experience. Most
recently the Direc-
tor of Marketing and
Public Relations for
the College of Coastal
Georgia in Brunswick,
Ga., he has also worked for the State of
Maryland Department of Natural Re-
sources, Princeton University, the U.S.
Naval Academy Athletic Association and
the Baltimore Ravens. He has a BBA in
marketing from James Madison Uni-
versity in Harrisburg, Va., and a masters
degree in Sports Administration from
St. Thomas University in Miami. He ex-
cels in media relations, writing, editing,
event management, photography and
graphic design, to name a few.

Dana Dasch
Amy Buchanan Brittany Cabral Human Resources Manager
Director of Membership & Certification Education Clerk Dana Dasch has
Amy Buchanan is a Brittany Cabral more than six years
dedicated, bright and comes to USPTA of comprehensive
savvy leader offering from the U.S. Army human resources
solid experience in all where she served experience with a
aspects of organiza- as a 92Y-Unit Sup- primary focus on re-
tional training facili- ply Specialist from cruitment and reten-
tation/development 2011 until now. She tion, benefits admin-
and needs analysis. was responsible istration, compli-
She most recently for supervising and ance, employee relations, orientation,
served as senior training coordinator for performing tasks involving the general training and development. She has
Diamond Resorts International where upkeep and maintenance of all Army proven experience collaborating with
she developed training content, as well supplies and equipment. She received senior management to ensure selection
as planned and implemented training the Afghanistan Campaign Medal, of the best candidates for the team, and
programs, policies and procedures. She Campaign Star, Global War on Terror- she is skilled in developing strategic
has also worked for TravelClick as a ism Medal, NATO Medal, and Army processes for maintaining compliance
QA, Training and Workflow Manager; Commendation Medal. Prior to her in all employment and HR practices.
Lumea Inc., as Staffing Assistant and stint in the Army, she worked for Em- Previous employers include Central
Office Manager; and Town of Winder- pire Scientific doing data entry and re- Florida Press and Hilton Worldwide.
mere as Assistant to the Town Manager/ ceptionist work. She attended Valencia She has a degree in hospitality, re-
Grant Administrator. She is currently College, where she earned an associ- tail and sport management from the
studying for a degree in management ates degree, and Monroe College. She University of South Carolina, and she
and organizational leadership from St. is attending night school for a degree earned her PHR certification in 2014
Petersburg College, St. Petersburg, Fla. in diagnostic medical stenography. and SHRM certification in 2015.

46 www.ADDvantageUSPTA.com www.ADDvantageUSPTA.com 47
Risa Epstein Host II, where she managed sales con- Health and Rotech Healthcare, all in
Membership Services Coordinator sultants deposits, tracked payments, Orlando.
Risa Epstein has updated MLS, proofed marketing
worked for Meet- documents, trained new hosts, up-
ing Expectations in dated records and completed general Teresa Thompson
Atlanta since 2011, office and computer work. Sarah has Publications & Communications
most recently as As- also been and continues to this day Coordinator
sociation Manager. as a performer at Walt Disney World Teresa Thompson
In that position, she Resort, has been singing the national is an avid tennis
managed on-board- anthem around Orlando since she was player who regu-
ing, recruitment, re- sixteen years old, has been a wedding larly competes on
tention and engagement processes for coordinator, and a Marriott At Your local interclub and
2,000 members; provided member- Service Agent. USTA league teams.
ship data and metric reports; managed She produces Ten-
a certification review course for mem- nis View Magazine,
bers; and served as liaison between John Gerard which in 2008 was
organization and student chapters at Video Production Manager named One of the Hottest Magazine
local colleges. She has a bachelors de- John Gerard most Launches of the Year by Media Indus-
gree in Hospitality Management from recently worked try News. She performed or managed
the University of Central Florida, as a videographer, all phases of production, including edi-
Rosen College of Hospitality Manage- producer and editor torial, circulation, photography, copy
ment in Orlando, Fla. for the Florida Pan- writing, design, printing, advertising,
thers (NHL Hockey fulfillment, website design and social
Club) in Sunrise, media. Teresa has a bachelors in Com-
Kelli Ferry Fla., where he shot, munications from the University of
Front Desk Coordinator wrote, produced and Oregon.
Kelli Ferry brings to edited commercial and promotional
the table adminis- materials across multiple platforms.
trative and service He previously worked for The ATL! Michael Tomassini
experience along (WALT-TV) in Atlanta; Tennis Chan- Director of Finance
with organizational nels Monte Carlo Rolex Masters Live Michael Tomassini
and interpersonal Studio Wrap-up Show in Culver City, has an extensive
skills a perfect fit Calif.; WTA in St. Petersburg, Fla.; track record of suc-
for the first person a BB&T Atlanta Open; WXIA-TV (NBC) cessfully handling
visitor to the World in Atlanta; WTVH (CBS) in Syracuse, diverse situations
Headquarters will meet. She previ- N.Y.; and CityTv Breakfast Televi- and developing solu-
ously was the lead concierge at the sion in Vancouver, British Columbia. tions that achieve
Lake Nona Golf and Country Club for beneficial and prof-
two years and prior to that, was the itable results. He
Executive Administrative Assistant Patsy-Ann Thomas previously was Chief Financial Officer
for Calvary Chapel Fort Lauderdale, a Membership and Computer Services for L&J Accessories, LLC, in Mait-
megachurch in Florida, with an aver- Coordinator land, Fla. As a member of the execu-
age of more than 30,000 worshipers Patsy-Ann Thomas tive management team, he provided
attending regularly. She worked with has been a part insightful views into the companys
church board, staff and leadership, of the corporate operations and financial performance
coordinated meetings and events, and industry in both and provided guidance with business
assisted with accounting. operations and decisions. He has an MBA in Account-
compliance depart- ing from Keller Graduate School
ments by providing of Management in Orlando and a
Sarah Fisher insight for growing bachelors in technical management
Membership Services Coordinator organizations by account from Devry University in
Sarah Fisher has a recognizing where process improve- Orlando.
bachelors degree in ments can be implemented, work-
event management flow developed and streamlined,
from the University departments organized, and team As of this writing, there are still
of Central Florida, members developed through training three positions yet to be filled: a
Rosen College of and time management with emphasis Graphic Services Specialist, a PR Coor-
Hospitality Man- on clear communications and quality dinator and an Accounting Clerk. We
agement. Her most customer service. Patsy-Ann previ- welcome the new team to the USPTA
recent experience ously worked for Orange County Tax and hope that they have a long and en-
includes working for Pulte Homes as a Collector, Connextions, Orlando joyable career with our association. h

www.ADDvantageUSPTA.com 47
USPTA World Conference
USPTA Returns to Orlando for 2017
World Conference

N
ot only is Orlando the site Need a car? Save on your rental
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2017 USPTA World Conference ticipating locations. Go to bit.ly/Enter-
registration rates priseUSPTA and enter account number
l Full registration XZ06853 and Password USP.
$339 by Sept. 8/ $389 after Sept. 8
Save up to 10%
at participating
Hotel Reservations locations. Go to
l Hotel
https://www.nationalcar.com and enter
The link to register for the confer-
account number XZ06853 and password
ence hotel will be available after you Stay Connected USP.
have registered for the conference. #USPTAWC17
l Room rates Certification, Upgrading
$165 per night + taxes & fees facebook.com/USPTA.Official Need to take the Certification Exam or
(approximately $192 total) upgrade your rating? The PTCA I and
twitter.com/USPTA_Tennis Certification Exam will be offered at the
Need a roommate? World Conference. Contact the Mem-
Contact USPTA (uspta@uspta.org, 800- instagram.com/uspta/ bership Department at membership@
877-8248) to be put on a room-share list. uspta.org or 800-877-8248 for more
We will send regular updates. youtube.com/user/TheUSPTA information or to sign up. h

Things to do in Orlando
The Orlando entertainment options are too many to
mention. The one item that must be included, although
that is not in Orlando but only about a 45-minute drive
from the hotel, is the Kennedy Space Center. It is an
outstanding educational site that is truly out of this
world. www.kennedyspacecenter.com.

l The host hotel is located across the street from


SeaWorld and the SeaWorld Water Park.
l On I-Drive there are helicopter rides, Fun Spot
(which is like a board walk amusement park), indoor
race cars, an ICE BAR, an indoor parachute facility,
and even Mangos ( just like in South Beach Miami).
l Disney World (buy discounted tickets at
www.mydisneygroup.com/uspta2017) and Universal.
l Lets not forget that you can take an airboat tour
and look for live gators in their natural home.
l Night life Universal Citiwalk, Disney Springs
and Pointe Orlando have tons of restaurants. Photo credit: Visit Orlando

48 www.ADDvantageUSPTA.com www.ADDvantageUSPTA.com 47
presented by

Oct. 11-15
Renaissance Orlando at SeaWorld
Highlights
Wednesday, Oct. 11
Opening Reception
Thursday, Oct. 12
Day at the USTA National Campus
USPTA Buying Show
Friday, Oct. 13
Awards Luncheon
Saturday, Oct. 14
Division Parties

SeaWorld

ce Orlando at
Renaissan

USTA National Campus, Orlando, FL


GAME, SET,
NEVER MATCHED!

Official Court Supplier of the


10-S.com 800-247-3907
Inside Coaching
The Challenges of Senior Tennis
By Rod Heckelman, USPTA

I
ts a fact, the general population
of this country is becoming older
than ever, and the tennis popula-
tion is no exception. It is antici-
pated that between 2007 and 2017,
the population of 45- to 64-year-olds
will have grown by 39 percent to an
estimated 118 million strong its a
good bet that this percentage is even
higher with the aging tennis popula-
tion. If thats the case, we in the tennis
instruction industry need to adjust
our teaching to their needs. First, lets
understand that most of the tennis
tips we see in magazines or on televi-
sion are examples or demonstrations
provided by top tennis players. Or in
other words, a how to do if you are
a top player with exceptional physi-
cal skills. Second, many younger pros
have yet to experience any challenges
brought on by aging, so teaching or
coaching this transition can be dif-
ficult and unfamiliar turf. Todays
coaches need to know the issues and
challenges that senior players face,
and adjust their teaching to each play- to decline in their early 30s. What offensive shots is impaired. There is
ers personal characteristics. Always you cant see well, you cant react also the impact of covering a wider
remember, this is not learning how to to; its that simple. margin at net and reaching up high-
coach someone with limitations, this er for overheads.
is about optimizing how they can play The Solution: Senior players need
with their current physical skills. Here to develop the ability to adjust. This The Solution: Help your students
is a quick list of the issues that will will require learning strokes that develop perfect starting move-
likely impact a senior player and some can be executed even when hitting ments to be as efficient as possible
possible solutions. a ball late or off balance, such as go- in their footwork. In correlation,
ing to a backhand or forehand slice. also develop the best possible re-
1. The loss of vision They may need to slow down some covery movements that will help
The Problem: Although not very shots to help create a slower paced them prepare for the next shot.
noticeable, the eyes just dont game that can accommodate the Teach shots that they can use to
work as fast as they do in a younger slower vision. They also must learn adjust when not in position; this
player. The inability to pick up the to focus more on the contact point usually means learning to slice
flight of the ball will naturally cause and less on the evaluation of the to- on many ground strokes and also
a delay in reaction. The senior tal flight of the ball. learning more touch volleys at net
player will need to take a little more and soft spin overheads to help
time to evaluate and calculate the 2. Declining mobility reach and retrieve lobs. Just re-
oncoming ball. The result of this The Problem: At all levels and in member, there is a big difference
hesitation means later contact, less various degrees, a players mobility between adjusting and compensat-
opportunity to load up to hit the declines. The ability to cover the ing; adjusting is what we creatively
ball, and less coverage of the court. court and retrieve balls for defen- do to survive the moment com-
This is actually one of the primary sive reasons diminishes, and the pensating means we could have
reasons that top tour players begin ability to position and hit strong executed better but failed.

52 www.ADDvantageUSPTA.com www.ADDvantageUSPTA.com 47
3. Lack of flexibility body. Shoulders get stiff, the ability 7. Migrating into the doubles game
The Problem: Low balls, wide balls to use racquet speed and spin di- The Problem: Once again, players
or just in general, balls that are just minishes, and players can no longer who primarily play singles tend not
out of your natural reach become just overpower opponents. to accept this transition. But mov-
a challenge. Young players have ing into more doubles play is also
enough physical support to muster The Solution: Simply put in base- the reality of many tennis programs,
up enough power to handle any shot ball terms, become a pitcher and such as league play and the result of
that challenges their loss of lever- not a thrower. Teach new spin having less court time available.
age. They have the strength and serves, better placement and
muscle to use just a flick of the rac- change of pace. Realize that de- The Solution: Make learning how
quet and be successful in getting the veloping a serve that can create a to play doubles an art. Appreciate
ball back in play and maybe even predictable response that can be the many nuances that doubles
pull off some remarkable shots. just as effective as overpowering the play can provide. Teach how to lob
This fades, and other survival shots opponent. better, control volley angles, and
need to be learned.
Todays coaches need to know the issues and challenges that senior
The Solution: Help your senior players face, and adjust their teaching to each players personal
players develop a softer touch. characteristics. Always remember, this is not learning how to coach
Teach them to hold the racquet someone with limitations, this is about optimizing how they can play
in such a way that they can cre- with their current physical skills.
ate some alternatives. This could
mean new grips or new strokes. The
continental grip for instance, is a 6. Diminishing power and spin develop a precise cross court return
valuable asset for serve returns, ap- The Problem: Its not just a loss of of serve. Help your player become
proach shots and, of course, volleys. strength but a loss of timing as a a good teammate and maybe most
It also can be used to help reach out result of some that was mentioned important, enjoy the new social at-
and capture wide ground strokes above, but mostly from the fact that mosphere doubles can develop.
with the addition of a little slice. we end up naturally playing less
tennis. Many weekend warriors 8. The lack of examples
4. Challenging ability to focus spend the first hour of each time and role models
The Problem: As lives become more they get on the court just trying to The Problem: As mentioned ear-
complex and challenging from the find their timing. lier, seldom do we see displayed
natural course of work, family and examples of successful senior ten-
the increase in many responsibili- The Solution: First, your seniors nis. Its not in magazines, videos or
ties, there is a challenge of staying need to accept the new schedule of television. We are bombarded with
focused. Older players may also not life. No longer can they participate examples of top players and how
have the support system as is often on a daily basis. Take on the chal- they perform with their remarkable
the case when younger, reminding lenge of developing a strategy that physical skills. Although entertain-
them of the need to stay engaged, capitalizes on this new character- ing, its not easy to emulate and
so that task falls solely on their istic. Engineer a game that will learn from in most cases.
shoulders. provide an opportunity for your
students opponent to lose to them The Solution: Encourage your play-
The Solution: Senior players need a big transition from putting ers to take the time to watch the top
to find a more relaxed way of fo- together a game that is designed senior players in their age group.
cusing, one that creates easy access to beat the opponent. Also realize Have them note their skills and see
to the state of mind needed to be that your players can improve by how there might be something they
focused. The answer tennis can expanding their game with greater could emulate. Demand more from
provide an escape from the day- variety. Simply put, develop more the tennis media and the powers
to-day grind. Help your players tools for their tennis toolbox and that be in the tennis world to pro-
realize that focusing is a task of expand more horizontally instead vide this information. Most impor-
simplification and not the result of always trying to improve verti- tant, encourage them to read books
of trying harder. This exercise can cally with more power and more that pertain to their style of play
be used in many other aspects of spin. and skill/physical level. h
ones life to enhance ones total life
experience. Rod Heckelmans career started in 1966 as a teacher at John Gardiners Tennis
Ranch in Carmel Valley, Calif. Later he opened as the resident pro for Gar-
5. Serving alterations diners Tennis Ranch on Camelback in Scottsdale, Ariz. In 1976 he took over as
and throwing action head pro/tennis director at the Mt. Tam Racquet Club in Larkspur, Calif., and
The Problem: The throwing motion added the title and responsibilities of general manager in 1982. In 2010 he was
is not a natural motion for primates, awarded Manager of the Year for the USPTA NorCal Division and the Man-
so that action can take a toll on the ager of the Year at the USPTA World Conference. He has also written several books.

www.ADDvantageUSPTA.com 53
Master Pro Corner
The Four Awareness Points
When Playing Tennis
By Fernando Velasco, USPTA Master Professional

I
n every match, you will find critical court or directly at his opponents feet; should serve the first serve with some
points that can determine whether open spaces or shoe laces. power, but with more placement.
a player wins or loses. At these
critical points, I suggest reviewing Fourth Awareness: Score Over time, these four awareness
what I call the four awareness points: When the player decides on her shot points will become both automatic and
and its placement, and is aware of the reactionary as players become more
First Awareness: Self court challenges, a good player should experienced in playing and compet-
Every player possesses certain shots also remember the score in hand. Play- ing. After the shot has been properly
that he feels more comfortable hit- ers will be aggressive when the score is executed, they will sometimes give
ting on a critical point. For example, it in their favor, and be more conservative themselves a pat on the back for doing
could be a forehand topspin, or a slice. when tied or behind. For example, when the right thing at the right time, and
When choosing which shot to hit on a a player is serving at 40-15, the serve remind themselves that they followed
critical point, the player should deci- should be powerful and assertive. In the four awareness points. h
sively utilize the shot that comes more contrast, if the score is 15-40, the player
naturally without changing his mind.
That is when mistakes are made.

Second Awareness: Opponent


When a player decides on a shot at a
critical point, she needs to consider her
opponents strengths and weaknesses.
During the match, she should notice
the shots the opponent has less success
with than others. On a critical point,
the player should use the shot she feels
more comfortable with but also, she will
aim toward her opponents weaknesses.

Third Awareness: Court


Once a player decides on his most
consistent shot and considers the op-
ponents weakness, he also needs to
consider the court conditions. Factors
such as the sun, wind and surface will
make a difference on the shot executed.
When in doubt, he should either Over time, these four awareness points will become both automatic and reactionary
choose a shot toward an opening on the as players become more experienced in playing and competing.

Fernando Velasco is Director of Special Events for The Polo Tennis and Fitness Club in Austin, Texas. Velasco is
originally from Bolivia, South America. As a USPTA and PTR Master Tennis Professional with 40-plus years of
experience in the tennis management business, he has served as general manager and director of tennis at top-
notch clubs in Chicago, Phoenix, Dallas, Savannah, Ga., and Boca Raton, Fla., and lately, at the Grey Rock Tennis
Club in Austin. He is considered one of the top teaching professionals and managers in the country, having been
selected as USPTA Professional of the Year and PTR International Pro of the Year. He is a sought after speaker
at national and international tennis professionals conventions, and is a ranked player in Texas, and nationally
ranked by the USPTA, PTR and USTA.

54 www.ADDvantageUSPTA.com
USPTAs 90th Anniversary
USPTA Past Presidents (1997-2015)
Will Hoag (1997-99) has been the director of ten- the Corpus Christi Country Club from 1970 to 2001, and then
nis at Coral Ridge Country Club, owned by the went on to serve as the executive director for the USPTA Texas
Robert Trent Jones family, in Fort Lauderdale, Division until 2008.
Fla., since 1973. He became a member of USPTA in
1972, is a Master Professional, and he was named Harry Gilbert (2007-09) is the head professional
USPTA Professional of the Year in 2002. at Waccabuc Country Club in Westchester Coun-
ty, N.Y., during the summer and is director of ten-
Joe Thompson (1999-2003) is a USPTA Master nis at the Hammock Beach Resort in Palm Coast,
Professional and the 1998 USPTA Professional of Fla., during the winter. He has been a USPTA
the Year. He was the director of tennis for Rolling member since 1981. He served on the Florida Divi-
Hills Country Club in Golden, Colo., for 30 years, sion Board of Directors for eight years, including a three-year
and he has been a USPTA member since 1976. term as president. He was named Florida Division Professional
of the Year in 1992 and 1994.

David T. Porter, Ed.D., (2003-05) is the head Tom Daglis (2009-13) is a USPTA Master Profes-
tennis coach at Brigham Young University - Ha- sional. He was the 2003 George Basco Tester of
waii. He is a USPTA Master Professional and was the Year, and in 2006, he received the USPTA Pro-
named USPTA Professional of the Year in 2012. fessional of the Year Award. He was also inducted
He has been a Head Tester since 1988, served on into the USPTA Southern Hall of Fame.
the National Board from 1994-2007 and has been
a member since 1986.
Tom McGraw (2013-15) is the tennis director at
Ron Woods (2005-07) has been involved in ten- the Port Royal Club in Naples, Fla. McGraw has
nis for more than 50 years and has been a USPTA been teaching tennis since 1979 and a USPTA
member since 1967. He was on the USPTA national member since 1980. He earned his Master Pro-
Board of Directors for 13 years. As a player, he fessional status in 2008. He previously served as
attended the University of Houston on a tennis president of the USPTA Southern Division and
scholarship. Woods was the director of tennis at USTA Kentucky Vice President concurrently. h
Career Development
Exams, Upgrades Cardio Tennis Conferences/
& PTCA I July 15 Level 1 Training Course
Activities
(4 credits for PTCA I segment) (Division Conferences 6 credits)
Princeton Racquet Club; Princeton, N.J.
July 8 Indianapolis Aug. 18 Midwest Division Convention
July 16 Level 2 Training Course
July 8-9 Boca Raton, Fla. Mason, Ohio
Princeton Racquet Club; Princeton, N.J.
July 9-10 Garden City, N.Y. Oct. 11 2017 USPTA World Conference
Sept. 8 Level 2 Training Course
July 10 Vienna, Va. Orlando, Fla.
July 15 Boston Crooked Creek Country Club; Alpharetta, Ga.
Oct. 22 Hawaii Division Convention
July 21 Asheville, N.C. Sept. 16 Level 1 Training Course
Honolulu
July 23 Clayton, Mo. Preakness Hills Country Club; Wayne, N.J.
Nov. 9 Middle States Convention
July 28 Wilmington, Del. Oct. 22 Level 1 Training Course Philadelphia
July 29 Columbus, Ohio Methodist University; Fayetteville, N.C.
August 3 Port Washington, N.Y. Nov. 5 TRX Training Course
August 5 Huntington Beach, Calif. Park Crossing Swim and Racquet;
August 5 Tallahassee, Fla. Charlotte, N.C.
August 5 Granbury, Texas
Nov. 12 Level 1 Training Course
August 6 Hilton Head Island, S.C.
Ferris State University; Big Rapids, Mich.
August 7 San Francisco
August 12 Wilmington, N.C.
August 12 Atlanta
August 18 Latham, N.Y.
August 25
August 26
Laie, Hawaii
Boca Raton, Fla.
Webinars
(.5 credits)
August 26 Seattle
August 26 Eau Claire, Wis. Watch all recorded webinars
at tennisresources.com.
Exam reservations must be made at least 21 days
prior to the dates listed. Each date includes an exam, For more information visit uspta.com/Education.
upgrade and PTCA I unless noted. Exam cancellations
must be received no later than 14 days before the Please visit www.cardiotennistraining.com to register.
exam, or a cancellation fee will be charged accordingly.
Applicant: late cancellation fee $95; failure to cancel
application fee is forfeited. Certified members: late
cancellation fee $25; failure to cancel $25 plus the
upgrade fee is forfeited. Registration for another exam
will not be accepted until cancellation fees are paid.

Accredited
Professional Coach
Register your Accredited Professional Coach (APC)
and specialty course credits earned with the USPTA
SmartCode Education System. This uses your
smartphone to instantly register
your attendance to all seminars
and specialty courses earning APC. Education requirements
To use the system at a seminar,
general session or specialty course,
All USPTA-certified Professionals must earn 6 education credits in a three-year period
you must scan two QR codes. One to remain current. Go to USPTA.com/Education for a partial list of eligible activi-
QR code is on your conference badge. The second ties. Please send verification (email, letter, certificate, receipt, etc.) that shows you
QR code will be in your conference notebook and
cannot be scanned until the end of the session or
attended the event/activity and submit it along with the date and agenda to educa-
the beginning of the next session. If you do not have tion@uspta.org to receive your credit. (International members, Recreational Coaches
a smartphone, you may use someone elses. Forms and those over the age of 65 are exempt.) Questions? Write to education@uspta.org
are available upon request.
or call 800-877-8248, ext. 147.

58 www.ADDvantageUSPTA.com
Member News
The South Suburban Tennis Academy tennis class at Cardinal Joseph Bernardin School, under The tennis community was thrown a curve
the direction of USPTA/PTR tennis professional Andy Ventress, posed for a group picture wear- ball last week, as news spread quickly that
ing their red noses in support of Red Nose Day, May 25, which raises funds to help change the Steve Johnson Sr., had passed away. Many of
lives of millions of children. us were left wondering how could this be, how
could this amazing man that touched so many
be gone? On behalf of the USPTA Southern
California Division, we have suffered a huge
loss. We lost a
coach, lost a mentor
and many of us lost a
great friend. Johnson
was so much more
than just a member
of our division, he
was active at division
events, a frequent
speaker at confer-
ences and a huge advocate for our sport. The
outpouring of stories and memories has been
USPTA Master Professional Hugh Calhoun Waters III, died April 24 in Richmond, Va. With his pass- truly amazing; the touching and emotional
ing, the tennis community has lost a dedicated and passionate player, instructor and ambassador. tributes posted all over social media have
Waters motto in life and tennis was to play is to win, and his presence in the game was immeasur- shown that Steve was truly beloved in tennis
able. In 1963 he became the Director of Tennis for the City of Orlando. Here he hosted a series of circles all over the country. No doubt we will
professional tournaments featuring Rod Laver, Pancho Gonzales, Ken Rosewall feel his absence for years to come, but lets
and friends. And, it was here that his love of helping juniors achieve lofty goals in not dwell on the loss, but rather rejoice in the
tennis blossomed and many of his junior players received college scholarships. memories. When I think about Steve now, I
In 1970, he was invited to come to the Westwood Racquet Club in Richmond as feel a sense of loss but also a sense of warmth
their Director of Tennis. With a desire to expand his teaching to more players, and peace, and despite the sadness, a smile
Waters co-founded the Richmond Tennis Academy where over 600 adult and sneaks across my face as I think of the gentle
juniors were taught each week. Volunteering was an integral part of Waters soul who wanted nothing more than to share
community involvement and he received many awards and honors including being inducted into his love of the game with everyone. You will be
the USTA Mid-Atlantic Tennis Hall of Fame, the USPTA Mid-Atlantic Tennis Hall of Fame, and the missed Steve, but you will never be forgotten,
Richmond Tennis Hall of Fame. The USTA honored his family with the USTA Family of the Year Award and your spirit will live on with every ball we
in 2000. He was past President of USPTA Mid-Atlantic Section, past President of Richmond Tennis hit. Our thoughts and prayers are with Steves
Association and served on USPTA national and USTA Mid-Atlantic Section boards for many years. familywife Michelle, and kids, Alison and
Stevie. Godspeed, my friend.
USPTA Professional Susan Elaine Nidzgorski, 56, of Haymarket, Va., passed
~ Cari Buck, USPTA Southern
away on April 14, after valiantly battling ovarian cancer. She was a career
California President
middle school science teacher, tennis coach, and professional tennis instruc-
tor who added meaning and knowledge to every life she touched. At the age NATIONAL BOARD OF DIRECTORS
of 10 she learned the game of tennis from her older sister Bobbi and instantly
fell in love with the game that became the center point of her next dozen President Chuck Gill
years of high-level competition, and committed her to a lifetime of passion First Vice Gary Trost
President
for teaching the game to others. Her career of teaching began in 1982 at St. Helenas Catholic
School in Wilmington. A few years later, she transitioned to the Upper School of the Alfred I. du Vice Presidents Alan Cutler
Pont Institute and Childrens Hospital (longterm rehabilitative hospital with an in-house academic Feisal Hassan
program) in Wilmington. There, she learned and respected the intricacies of providing traditional Ken McAllister
TM

Jack Michalko
subject-based instruction to children with significant physical impairments. In the summer of
Diane Selke
1992, she moved north to northern Virginia where she made her home for the last 25 years. Sue
coached secondary school tennis teams at multiple high schools. Nidzgorski was named Coach Past President Tom McGraw
of the Year on multiple occasions by fellow conference coaches. She was awarded the USPTA Mid- CEO John Embree
Atlantic Presidents Award in 2017 and High School Coach of the Year in 1997-98. Legal Counsel George Parnell

ADDvantage magazine editorial offices Managing editor Kimberly Forrester The opinions expressed in ADDvantage are those of the
Circulation Kathy Buchanan authors and not necessarily those of ADDvantage or the
USPTA World Headquarters USPTA.
11961 Performance Dr. Office hours: 8:30 a.m. - 5 p.m. Eastern time
Orlando, FL 32827 Copyright United States Professional Tennis
Phone 407-634-3050 ADDvantage is published monthly by the Association, Inc. 2017. All rights reserved. Reproduction
email magazine@uspta.org United States Professional Tennis Association. of any portion of the magazine is not permitted without
written permission from USPTA.

60 www.ADDvantageUSPTA.com
TI MAG AD pg.indd 2 5/26/16 12:53 PM

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