January 2005

Volume 33 Number 1 $5.00

2005
STRING SURVEY
Our exclusive rankings
will help you and your
customers pick the
right strings
Special Section:
How the TIA is paving the
way for your business
Anatomy of a Shoe
Facility-of-the-Year Awards
Q String Playtest
Q Ask the Experts
Q Tips and Techniques
Q Science: Spin and Control
 Contents TIA SPECIAL SECTION
R S I J A N U A R Y 2 0 0 5

17 Paving the Way

New TIA initiatives promise to keep your business
moving forward in 2005. INDUSTRY NEWS
18 Growing Your Business, Growing Our Sport 7 TIA names industry award winners
President Jim Baugh says the TIA has tools and
programs ready to help you in your business.

20 The Tennis Campaign 7 Franklin Johnson is the new USTA

The TIA and its industry partners are focused president
on growing the sport, for the benefit of all.
7 USTA honors outstanding facilities
22 Tennis . . . Fit for Life
Cardio Tennis offers the “ultimate workout.” 8 SuperShow adds Business
23 Money to Grow the Game Intelligence Series
With the Growing Tennis 50/50 co-op funding
program, you can get help in bringing in players. 8 ITF report on Auto-Ref accuracy
page 17
24 Make the [Tennis] Connection! 8 Sportwall introduces
New software helps facilities reach their members. internet-based challenge
26 Market Intelligence 9 Florida’s Johnston makes
Through the extensive research available from the
TIA, you can increase your business, and your profits. USA League history
28 Reduce Your Expenses! 10 Ashaway debuts line of
The TIA Merchant Card Services and TIA Advantage
can help you keep costs under control.
squash racquets

29 Increase Your Net Play 11 Fans receive Penn prizes

Industry websites provide news, trends, and more. at Masters Cup
30 Support Your Industry 11 Lotto presents new Raptor
The TIA has membership levels to suit your needs.
page 33 tennis shoes
32 Why You Should Join the TIA 11 Tennis health and performance
Help grow the game and your business.
book launched
2005 STRING SURVEY 12 Penn, USTA renew deal
for league tennis
33 USRSA Members’ Choice Awards
Our exclusive rankings, and special poster, will help
you pick the right strings for your shop.
13 Racquet sales up in dollars
and units

DEPARTMENTS
4 Our Serve 40 Ask the Experts
14 Focus on Footwear 42 Tips and Techniques
36 RSI/ASBA Facility-of-the-Year Awards 46 Science: Spin and Control
38 String Playtest: Prince Lightning Power 48 Your Serve, by Liza Horan

January 2005 RACQUET SPORTS INDUSTRY 3

Our Serve
(Incorporating Racquet Tech and Tennis Industry)

Tennis NOW Through “Coopetition” Publishers

David Bone Jeff Williams

T
here is nothing wrong with trying to sell the most rac-
quets, build the most courts, recruit the most members, Editor-in-Chief
Crawford Lindsey
or teach the most players. In fact, that is what guaran-
Editorial Director
tees that the best products and services will be available to Peter Francesconi
all customers of a given category. Competition is what cre- Associate Editor
ates added value for consumers. Competition between rivals Greg Raven

in any tennis business category is good, and being a good Design/Art Director
Kristine Thom
competitor is prerequisite to success.
But another key to success might be to focus beyond your particular Assistant to the Publisher
Cari Feliciano
category. What if we had an infrastructure of “coopetition” between ten-
nis business categories? That means that we compete within a category, Contributing Editors
but we cooperate between categories. What if every tennis business had Cynthia Cantrell
Rod Cross
a formal, reciprocal business relation with at least two to five other ten-
Joe Dinoffer
nis businesses in the community? The goal of this relationship would be Liza Horan
for each business to actively engage in bringing business to the other. Andrew Lavallee
For example, if a customer is buying a racquet at a tennis shop, why James Martin
not have the store formally set the player up with a partner, schedule a Mark Mason
lesson with a pro, enter them in a league or tournament, or schedule Chris Nicholson
Mitch Rustad
them a court? If the customer now has a new racquet, let’s make sure
Drew Sunderlin
he is going to use it—a lot! And let’s make sure of it now, when the cus- Jonathan Whitbourne
tomer is in the retailer’s presence.
No matter at what “node” of the tennis business infrastructure a con- RACQUET SPORTS INDUSTRY
sumer/player is located, whether making a purchase, asking a ques- Corporate Offices
330 Main St., Vista, CA 92084
tion—or whatever—why not have that node facilitate, orchestrate, and
Phone: 760-536-1177 Fax: 760-536-1171
motivate the entire tennis experience, if need be, for that person? Email: RSI@racquetTECH.com
Instead of, “Do you want fries with your cheeseburger,” it should be, Website: www.racquetTECH.com
“Would you like a court, partner, lesson, program, league, tournament, Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time
etc., with that racquet? I can set you up right now.”
Retail stores are a focal point of tennis. Everyone has to have a rac- Advertising Director
John Hanna
quet before they go to the court. As such, they are the perfect candidates
770-650-1102, x.125
to become “TennisNOW Coordination Centers.” And any shop that john@racquettech.com
wants to compete by cooperating can do so. They just have to set it up.
Every racquet sold should at least come with a contact list of area courts, Apparel Advertising
clubs, stringers, teaching pros, leagues, programs, partner matching ser- Cynthia Sherman
203-263-5243
vices, and court builders.
cstennisindustry@earthlink.net
In a perfect world, such coopetition would push players to play more.
Racquet Sports Industry (USPS 347-8300. ISSN 0191-
And players who play more draw other players into playing more. And 5851) is published 10 times per year: monthly January
more players playing create a vitality and energy that begins to seep into through August and combined issues in Septem-
the community. The energy resonates with nonplayers, who, before you ber/October and November/December by Tennis
Industry and USRSA, 330 Main St., Vista, CA 92084.
know it, become players. Soon there is more of everything for every-
January 2005, Volume 33, Number 1 © 2005 by USRSA
body. and Tennis Industry. All rights reserved. Racquet Sports
Oops! There’s my alarm. Time to wake up. Man, I had a strange Industry, RSI and logo are trademarks of USRSA. Print-
dream… ed in the U.S.A. Phone advertising: 770-650-1102
x.125. Phone circulation and editorial: 760-536-1177.
Yearly subscriptions $25 in the U.S., $40 elsewhere.
POSTMASTER: Send address changes to Racquet Sports
Crawford Lindsey Industry, 330 Main St., Vista, CA 92084.

Editor-in-Chief

4 RACQUET SPORTS INDUSTRY January 2005

MEMBER

INDUSTRY NEWS
INFORMATION TO HELP YOU
Franklin Johnson
To Lead USTA
In 2005, Franklin
Johnson of Los
Angeles starts his
two-year term as
chairman of the
board and president
of the USTA. Johnson has been on
the USTA board of directors for eight
years, including two-year stints as
first vice president and secretary-
treasurer.
Johnson will replace Alan Schwartz
as president, following what some
industry insiders termed a “con-
tentious” process leading up to the
choice. Schwartz, who reportedly
had garnered widespread support
for an unprecedented second term
as president, remains on the board
as immediate past president.
“Tennis is poised for a resurgence in
our country with unprecedented col-
laboration at every level,” says John-
son. “I embrace the opportunity to
build on this momentum and thank
current President Alan Schwartz for
his significant efforts and achieve-
ments.”
Other members of the 2005-2006
USTA board of directors include:
Jane G. Brown (Middle States) as
First Vice President; Lucy S. Garvin
(Southern), Vice President; Gordon A.
Smith (Southern), Vice President; and
James S. Chaffin (Texas), Secretary-
Treasurer.
Directors at large are: Katrina Adams
(USA Tennis Florida), James R. Baugh
(Midwest), Martin H. Blackman
(Middle States), David N. Dinkins
(Eastern), Joseph A. Grover (Mid-
west), John Korff (Eastern), Joaquim
Rasgado Jr. (USA Tennis Florida),
Donald L. Tisdel (Pacific Northwest),
and David J. Wheaton (Northern).
R S I J A N U A R Y 2 0 0 5
RUN YOUR BUSINESS
TIA Honors Top Pro, Specialty, Chain Retailers
T
he winners of the inaugural Tennis Industry Association Retailer Awards were announced in
November and include the top 10 pro shops, top 10 specialty shops, and chain store of the year.
“We’re pleased to honor the pro and specialty retailers who are not only doing a fantas-
tic job with their own businesses, but also are helping this sport to grow,” says TIA President Jim
Baugh. “The response from the industry about these awards has been huge. While we are honor-
ing 20 shops here, it was clear from the nominations that there are many more who are highly suc-
cessful and doing great things for this sport.”
Retailer Award winners, who will receive a plaque from the TIA, were selected by represen-
tatives from various manufacturers and associations. Selection criteria included technical expert-
ise and product knowledge, merchandising excellence, how and how frequently they “give back”
to the sport, and whether the retailer is the “go to” shop when it comes to tennis in their area.
For the purposes of the awards, pro shops are defined as a tennis shop at a club or facility with
courts. Specialty shops are defined as free-standing tennis shops not at a club and not with
courts (although they may have a hitting lane). Specialty shops can have products from no more
than two other sports and tennis must be at least 35 percent of all sales.
The TIA’s chain store of the year, selected by a panel of hardgood and softgood manufactur-
ers, is The Sports Authority/Garts Sports. The TIA will shortly announce other award winners,
including the top Tennis Welcome Centers in each of the 17 USTA sections for the year, and top
soft-goods and hard-goods manufacturer or supplier for the year.
The top 10 pro shops: The top 10 specialty shops:
• Ballen Isle Country Club, Palm Beach Gardens, Fla. • All About Tennis, Scottsdale, Ariz.
• Bath & Racquet Club, Sarasota, Fla. • Chicago Tennis & Golf, Chicago
• Boca West, Boca Raton, Fla. • Courtside Sports, Mocksville, N.C.
• Brookhaven Country Club, Brookhaven, Miss. • Hank Lloyd’s Tennis, Capistrano Beach, Calif.
• Indianapolis Racquet Club, Indianapolis, Ind. • Player’s Choice, Birmingham, Ala.
• Midland Tennis Club, Midland, Mich. • Rocky Mountain Racquet Specialists, Boulder, Colo.
• Midtown Tennis Club, Chicago • Swetka’s, Mountain View, Calif.
• San Francisco Tennis Club, San Francisco • Tennis & Golf Co., Royal Oak, Mich.
• T Bar M Racquet Club, Dallas • Tennis Express, Houston
• Tennis Professionals, Port Chester, N.Y. • Your Serve Tennis, Marietta, Ga.
USTA Names Outstanding Facility Award Winners
T
he USTA has named 15 winners of its 2004 Outstanding Facility Awards. The awards pro-
gram, in its 23rd year, encourages higher standards for the construction and/or renova-
tion of public tennis facilities throughout the country.
Selection was based on overall layout and adaptation to the site; excellence of court surface
and lights; ease of maintenance; accommodations for players, spectators, press/officials; aes-
thetics, including landscaping; amenities; and programs supporting the USTA and growth of the
game. The winners are:
Q Small (2 to 10 courts): Amarillo (Texas) Municipal Tennis Center; Baltimore (Md.) Fitness and
Tennis; Littleton (Colo.) Golf and Tennis Center; Vineyard Youth Tennis (Oak Bluffs, Mass.)
Q Large (11 courts or more): Beerman Family Tennis Center (Lakeland, Fla.); Harrison Tennis
Center (Marietta, Ga.); Palmetto Tennis Center (Sumter, S.C.)
Q Collegiate: Alexis Boss Tennis Center & Alan Gordon Pavilion, Dartmouth College (Hanover,
N.H.); Ambassador E. William Crotty Tennis Complex, Embry-Riddle University (Daytona
Beach, Fla.); College of Charleston Tennis Center at Patriots Point (Mount Pleasant, S.C.); J.W.
Isenhour Tennis Complex, N.C. State University (Raleigh, N.C.)
Q Private: Middlebury (Vt.) Indoor Tennis; Paul Rowton Indoor Tennis Center (Paducah, Ky.);
Tunica (Miss.) National Golf & Tennis Center; Woodfield Country Club Tennis Center (Boca
Raton, Fla.).
January 2005 RACQUET SPORTS INDUSTRY 7
INDUSTRYNEWS J A N U A R Y 2 0 0 5
SuperShow Adds
International Business
Intelligence Series
T
he International Sports Product Experience
(ISPE), a feature at The Super Show, includes a
three-day schedule of events with more than 40
onsite and offsite gatherings for industry professionals.
The Super Show will be in Orlando, Fla., Jan. 17 to 19.
Included in the ISPE will be the International
Business Intelligence Series (IBIS), featuring presen-
tations by industry leaders such as Doug Morton,
president and CEO of The Sports Authority; Robert
Corliss, president and CEO of The Athlete’s Foot;
Kevin Plank, founder and president of Under
Armour; and Richard Heckmann, chairman and
CEO of K-2. IBIS also includes a series of 40 one-
hour research-based presentations covering topics
such as color and style, forecasting, the Latin mar-
ket, and the impact of health and aging issues on
the business of sports.
“We’ve set up the International Business Intelli-
gence Series in direct response to the changing
needs of the industry,” says Tom Cove, president of
SGMA International. “We’re committed to providing
real, tangible value to attendees, and we’re confi-
dent this jam-packed program will deliver.”
Also offered is a Sports Executive Series geared
toward strategic planning issues, as well as a Fas-
Trax Series aimed at buyers and manufacturers in a
number of different categories. Admission to each
IBIS session is $20 (in recognition of the show’s
20th anniversary). A limited number of passes also
will be distributed free to exhibitors, which they
may pass on to their customers.
The International Sports Product Experience
also brings business leaders together for two lunch-
eon presentations. On Jan. 17, the SGMA Interna-
tional State of the Industry Address plus a
Manufacturers’ View from the Top will examine
data from 2004 and identify key market trends for
2005 and beyond. On Jan. 18, the Retailer View
from the Top will feature a panel of speakers from
mega-retailers and major sports industry execu-
tives. The ISPE also will include 20 networking par-
ties in 20 different categories.
“In our first 19 years, buyers came to The Super
Show for the show,” says Peter Haines, the show
director. “In recent years, the impetus for many
industry professionals has shifted toward informa-
tion-gathering and networking. We recognize, sup-
port and encourage this trend as part of the show’s
evolution.”
For more information, log onto
www.thesupershow.com or call 800-327-3736.
8 RACQUET SPORTS INDUSTRY January 2005
ITF Report Says Auto-Ref Accurate to 4 Millimeters
T
he International Tennis Federation report on the Auto-Ref line-calling
technology says the system is capable of an accuracy of 4 millime-
ters, and that all decisions made by the system during testing were
correct. The report bases its findings on three areas: practicality, accura-
cy and consistency.
“We feel the report was extremely positive about Auto-Ref’s perform-
ance in all three areas,” says Auto-Ref CEO Peter Szirmak. “Nevertheless,
we continued our discussions with the ITF to explore how we could fur-
ther strengthen the technology’s credibility within the industry.”
Auto-Ref combines high-speed cameras and advanced software algo-
rithms to track the flight of the ball during play. Its software then maps
the point of the ball’s impact relative to the court lines, providing real-
time determination of whether the ball is in or out. The system made
international news following the Serena Williams-Jennifer Capriati
match at the 2004 US Open in which there were several wrong line calls.
Shortly after the ITF report, Auto-Ref, based in Canada, was used
unofficially at the Bell Challenge in Quebec City in early November, run-
ning simultaneously with existing line calling. Attending the trial were
representatives from the ITF, WTA, ATP and USTA.
“The system captures every shot digitally and provides a broad range
of statistics that can be instantly displayed and analyzed,” says Szirmak.
Sportwall Introduces Internet-Based Challenge
S
portwall International introduced its internet-based Off the
Wall Skills Challenge at the recent USPTA World Conference in
La Quinta, Calif. Sportwall is a partner with the USPTA.
The Off the Wall Skills Challenge encourages participants to
improve their tennis skills and compete with their peers locally, nation-
ally, and internationally using the Sportwall Sports-PC computerized
backboard. Participants track and compare their scores on the internet
in seven skill categories and 63 instructor-certified skills tests.
“We created the Off the Wall Skills Challenge and Sports-PC to bring
technology to the world of tennis in a way that makes learning and
practicing more fun,” says Sportwall founder and CEO Cathi Lamberti.
“Now players of all ages have a fabulous tool to learn and hone
advanced physical and mental skills, improve speed and agility, and
maximize cardiovascular fitness while enjoying competition with oth-
ers around the world.”
For more information, visit www.sportwall.com.
Penn has revamped its Pink Tennis Ball with
updated color and packaging. The new Pink
Ball, featuring extra-duty felt, is now a soft
pink. It’s packaged in a Penn Championship
can with a breast cancer awareness
sticker on the outside. The spe-
cial-edition ball is available
nationwide for $4.99 a can. A
portion of the proceeds from
each sale will be donated to
breast cancer awareness charities.
 INDUSTRY NEWS

Florida’s Johnston Makes

USA League Tennis History
U
SA League Tennis player John Johnston made
history recently. In October, “Johnny” became
the first wheelchair tennis player to partici-
pate in a USA League Tennis National Champi-

Cynthia Lum Photography

onship, competing against able-bodied players.
He’s also the first wheelchair player to captain an
able-bodied team, the 3.0 Senior men’s team from
Gainsville, Fla.
Johnston’s USA Tennis Florida team didn’t bring
home the national title, but Johnston and his able-
bodied doubles partner, Rich Romano, won their match against a team from the
Missouri Valley Section in a third-set tie-break.
In addition to his role as captain of the Florida men’s team, Johnston is coach
of the girls’ tennis team at Buchholtz High School in Gainsville. His girls’ team has
been champion four out of the five years he’s been at the helm. And he’s also
coached nationally ranked wheelchair players Beth Arnoult and Julia Dorsett.
Johnston, 56, who lost the use of his legs after being shot in Vietnam, became
the first person in a wheelchair to be certified as a tennis teaching pro in 1989.
He recently received the Wheelchair Pro of the Year Award from the PTR.
If it weren’t for tennis, Johnston says, “I know I wouldn’t have done half the stuff
I have done. Tennis is a great game that anyone can play for the rest of their life.”

Players Drink is a new

product developed by
George Fareed, the for-
mer team doctor for the
U.S. Davis Cup team. The
30 percent fruit juice
blend, which comes in
four flavors, balances
sodium, potassium, elec-
trolytes, and other nutri-
ents. For more
information, visit
Two-time Grand Slam winner Juan
www.playersdrink.com.
Carlos Ferrero of Spain has signed a
long-term deal to use Head racquets,
bags and acces-
sories and Penn
tennis balls. As part
of the partnership,
Head and Ferrero
will collaborate on
the development of
a new tennis rac-
quet concept and
design.

January 2005 RACQUET SPORTS INDUSTRY 9

 INDUSTRYNEWS J A N U A R Y 2 0 0 5

Ashaway Introduces Line of

Squash Racquets

A
shaway Racket Strings recently introduced a
new line of squash racquets, designed to
work with the company’s line of squash
strings.
The racquets feature three strategic stringing
nodes for enhanced string performance and
maximum kinetic advantage, says the company.
The frames also feature “Full Motion” string holes, which allow the strings to pivot
against the outside of the frame, rather than the inside, adding up to 2 cm of active
string length.
“For years, players and distributors have asked us to throw our hats into the squash
racquet and accessories markets,” says Steven Crandall, Ashaway’s vice president of
marketing. “But we weren’t willing to do that until we knew we could offer something
unique and innovative. With these four new racquets, I believe we’ve done just that.”
The four frames are the Rad 475, Liberty 495, Destiny 490 and Hornet 495. Each
frame is made of Carbon 4 and high or extreme modulus graphite.
For more information, contact 800-556-7260 or visit www.ashawayusa.com.

SHORT SETS
Cardio Tennis
Business Manager – National
The TIA is looking for the right candidate
to help implement a new, nationwide
tennis program being developed to give
players a high-energy workout.
Extensive travel involved, marketing and
PR skills are desired. Teaching back-
ground and interests in research analysis
and health/fitness trends are a plus.
This is the perfect opportunity for a self-
starter to be part of an exciting new
national launch of fitness and tennis
combined to help combat the ever-
increasing obesity crisis for adults and
kids while increasing tennis participation
in America.
Position will report to the president of
the TIA but work with all allied organiza-
tions. Position starts immediately.
Interested candidates can email their
resumes to: jimbaugh@tennisindustry.org
and also receive a more detailed job
description.
Or, you can fax resumes to 843-686-3036
or mail to TIA, P.O. Box 7845, Hilton
Head Island, SC 29938.
>TennisHead’s Protector racquet received > The PTR has extended its partnership with
magazine’s Editor’s Choice desig- Diadora America for an additional two years,
nation in the November/December issue.
The magazine described the Protector as
a “smart racquet” that “gives players
with arm pain new hope.”
>namedAshaway Racket Strings has been
the official string of both USA
Racquetball and the International Rac-
quetball Tour. Each agreement runs for
three years. Also, Ashaway has been
named the official string of both the Pro-
fessional Squash Association and the
Women’s International Squash Players
Association. Those agreements extend
through 2005 and 2006, respectively.
> Tail Inc. celebrated its 30th anniver-
sary on Nov. 17. The company was start-
ed in 1974 by Cheryl Singer, whose first
offering was a denim tennis skirt with
red hearts and matching jacket. Tail
expanded to golf apparel in 1977. The
denim skirt is now encased in glass on
the wall in the company’s Miami head-
quarters.
>TennisTheComplex
court surface at the Lexington
in South Carolina, RSI’s
Municipal Facility of the Year, is
Novacrylic Combination Surface installed
by Howard B. Jones & Son, of Lexington.
The 20 outside courts are Novagreen
and Grass Green, and the stadium court
is Canadian Violet and Grass Green.
which includes offering Diadora shoes to PTR
members at deeply discounted prices.
>the Head NV announced that net revenues for
nine months ended Sept. 30, 2004,
increased 11 percent to $300.3 million, com-
pared to the same period in 2003. For the Rac-
quet Sports division, revenues increased 6.7
million in the same period, or 5.2 percent, to
$135.5 million, from $128.8 million in 2003.
>sal Studios
Prince Tennis has partnered with Univer-
Home Entertainment for the
release of the “Wimbledon” DVD, from the
“Wimbledon” movie that stars Kirsten Dunst
and Paul Bettany. Accompanying the DVD’s
release will be an ad campaign providing con-
sumers and players with information on both
the Wimbledon DVD and Prince, along with
an opportunity to enter sweepstakes to win a
Maria Sharapova autographed Prince rac-
quet. Visit Princetennis.com for more infor-
mation.
> Head/Penn is an official partner of Ath-
letes’ Performance, a leader in integrated per-
formance training for elite athletes at its
facilities in Tempe, Ariz., and Los Angeles, and
a consultant to the USTA. AP recently
released a Core Performance Tennis System
DVD designed to improve a players, speed,
strength and effectiveness on court. Visit
www.athletesperformance.com for more
information.

10 RACQUET SPORTS INDUSTRY January 2005

 INDUSTRY NEWS

Penn Offers Prizes for Fans At Tennis Masters Cup

A
t November’s season-ending Tennis Masters Cup in Houston, Penn Racquet
Sports provided free autograph cards and conducted several product giveaways.
Fans entering tournament grounds received hand-held fans featuring a
photo of a Penn tennis ball on one side and an invitation on the other side to visit
the Head/Penn booth to pick up a free set of ATP player autograph cards featuring
the top 12 players on the men’s tour.
Also, as part of several radio station call-in promotions, local Houston residents
and tournament attendees were able to win prize packages containing a giant
autograph Penn tennis ball, cans of balls, a camera bag and more. A computer at
the Head/Penn tournament booth allowed fans to enter to win a Head Liquidmet-
al racquet signed by Andre Agassi.

LOTTO PRESENTS NEW

RAPTOR SHOES
Lotto Sports Italia President
Andrea Tomat presents players
Paolo Suarez and Virginia Ruano
Pascual with the first new pair
of WTA Tour Raptor tennis
shoes, the latest addition to the
Lotto Spring/Summer 2005
collection. The top-ranked
doubles duo was headed to Los
Angeles in November for the
Dennis Van der Meer, founder season-ending WTA Tour
and president of the PTR and Championships.
the Van der Meer Tennis
University, was awarded an
honorary doctorate of science
degree in October from the
University Greenwich in
England. The ceremony took
place in the Old Royal Naval
College’s Chapel of St. Peter
and St. Paul.

Tennis Medicine Book Launched at Party

P
ro Richard Krajicek attended the official launch
party Oct. 14 for the new USRSA book From Break-
point to Advantage: A Practical Guide to Optimal Ten-
nis Health and Performance, by Babette Pluim, M.D.,
Ph.D., and Marc Safran, M.D. The Royal
Netherlands Lawn Tennis Association hosted the party, and Pluim was
the toast of the town in an event featuring tennis celebrities, VIPs,
media, and tennis enthusiasts, and concluding with a 20-minute
author interview on national television. The book may be purchased
online at www.racquettech.com or by calling 760-536-1177. The price
is $26.95 for USRSA members and $29.95 for nonmembers.

January 2005 RACQUET SPORTS INDUSTRY 11

INDUSTRYNEWS J A N U A R Y 2 0 0 5
Arizona Gov. Janet Napolitano attended the
Southwest USPTA Convention at Mesa Country
Club in Phoenix in October. After officiating at
an exhibition with several area tennis players,
including Greg Mason, the director of market-
ing and sales for Head/Penn, Napolitano was
presented with a Head Liquidmetal racquet and
a can of Penn balls, which are manufactured in
Arizona.
12 RACQUET SPORTS INDUSTRY January 2005
Penn, USTA Renew Ball
Deal for USA League Tennis
P
enn Racquet Sports and the USTA have signed a multi-year
renewal of Penn’s sponsorship of USA League Tennis. Penn will
continue to serve as the official ball of league play for more
than 550,000 players through 2009.
Participation in USA League Tennis, which is
celebrating its 25th anniversary in 2005, has
grown 15 percent since 2000. It is the
largest recreational tennis league in the
world. Players compete in three categories:
adult, senior, and mixed doubles.
“USA League Tennis has a long history with Penn,
and we’re pleased to extend our relationship with the No. 1 selling
ball in the U.S.,” says Kurt Kamperman, the USTA’s chief executive
of Community Tennis.
“The USTA and Penn share a common goal—to grow participa-
tion in the sport of tennis,” adds Kevin Kempin, vice president of
international sales and marketing for Penn. “By partnering with the
USTA’s premier grassroots program, we will continue to reach and
support hundreds of thousands of recreational tennis players.”
Corrections
 The Industry Resource Guide in the
Nov/Dec issue of RSI had a misprint
in the contact information for The
LBH Group. Correct information is:
18700 Crenshaw Blvd., Torrance, CA
90504, phone (310) 768-0300, fax
(310) 768-0324. Katie Curry email
address is: kcurry@lbhgroup.com
 The Industry Resource Guide in the
Nov/Dec issue of RSI had Lily’s of
Beverly Hills spelled incorrectly.

O P L EW AT
E * C H
P • Marat Safin, playing with a
Head Liquidmetal Prestige racquet, won
two Masters Series titles in the fall, the
Master Series Madrid and BNP Paribas
Masters in Paris.
• Mark Wigley joins Tail Inc. as the appar-
el company’s new tennis rep in Louisiana
and Mississippi.
• At the ITF Super-Seniors World Individual
Championships in Philadelphia in September, King-
don and Yvonne Van Nostrand of New York became the first husband
and wife to both win singles titles at the same World Championships.
Kingdon won in the men’s 70s and Yvonne in the women’s 70s.
• Mardy Fish, the U.S.’s fourth-ranked male pro, has signed a multi-
year agreement with Adidas. In 2005, Fish will join other top Adidas
athletes in promoting the ClimaCool Footwear and Apparel Ranges,
which is a line of cooling and climate-controlling products.
• Alberto Landi is the new marketing director for Lotto Sport Italia.
• Ellesse apparel has signed 23-year-old British
twins Richard and William Barker to a one-year
deal to wear Ellesse clothing, footwear and
accessories. The Barker twins, who reside in
Houston, have been NCAA doubles champs
for the last two years and are undefeated in
their four-year college career.
• Andy Roddick will appear in the reality TV
show “My Ride,” a behind-the-scenes look at his life.
The show will follow Roddick, Mardy Fish, and Bob and Mike Bryan as
they hop a bus and travel to Minnesota, Alabama and Tennessee play-
ing tennis matches.
• Bälle de Mätch has added two new sales reps. Rose Jones will han-
dle Oregon, Washington and Alaska, and John Byron will
handle Arizona, New Mexico, Las Vegas and El Paso,
Texas. For information on the apparel maker, con-
tact 800-356-1021.
• Wimbledon champion Maria Sharapova signed
a multi-year international deal with Canon that
will include global advertising, retail promotions,
and events.
• The USTA named Andy Roddick, Mardy Fish and Bob
and Mike Bryan to the Davis Cup team that met Spain for the
final in early December. It was the first time since 1997
that the U.S. made it to the final round. Also,
Patrick McEnroe will continue as Davis Cup
captain through 2006.
INDUSTRY NEWS
Pro/Specialty Racquet Sales Up
8% in Units, 7% in Dollars
S
ales of tennis racquets at pro/specialty stores
increased by 8 percent in units and 7 percent in
dollars through the end of the third quarter 2004,
as compared to the same period in 2003, according to
the TIA/Sports Marketing Surveys Retail Audit. Also, the
Babolat Pure Drive Team racquet led dollar sales at the
pro/specialty level for the nine months ended in Sep-
tember 2004.
In addition, nearly 50 percent of dealers are pre-
dicting an increase in racquet sales, while only 14 per-
cent are predicting a decrease, according to Dealer
Trend research from the TIA. The organization says this
is the lowest number of dealers predicting a decrease
since 2001.
The full Retail Audit and Dealer Trend research are
available to TIA members starting at the $100 level.
Visit www.tennisindustry.org for details.
“Steps to Success” Book Updated
T
he new edition of Tennis: Steps to Success by Jim
Brown includes in-depth, progressive instruction
and illustrations for each stroke and 80 drills that
feature a scoring system to gauge and accelerate
progress. The author, who has taught, coached,
played, and written about tennis for 40 years, is the
executive editor of Sports Performance Journal, an
online publication of Athletes’ Performance. Tennis:
Steps to Success is $17.95, from Human Kinetics
(www.humankinetics.com).
What’s In a Name? A Lot Fewer Letters
T
he U.S. Tennis Court & Track Builders Associa-
tion has formally changed its name to the easi-
er to handle American Sports Builders
Association, along with adopting the much-shorter
acronym “ASBA.” With the change comes a newer,
more exciting logo.
The name change became official at the organiza-
tion’s Technical Meeting in New Orleans in December.
Both name and logo are available now for members’
use.
January 2005 RACQUET SPORTS INDUSTRY 13
k
FOCUS ON footwear
Anatomy of a Shoe
Shoes are an essential piece of equipment for your players. Here’s what you and
your staff need to know to best service your customers.
ACHILLES NOTCH
A cut out area at the top center of the
heel counter that cradles the Achilles
tendon.
HEEL COUNTER
Cups the heel and, if firm on compression, should
stabilize the heel as the foot contacts the ground.
UPPER
Made of leather, synthetic leather,
nylon mesh or new high tech material,
the upper is either glued to the outside
of the shoe or pulled over the midsole
and attached to the outsole in a “uni-
body” design. May also have support
beams integrated into the lacing
system.
CUPSOLE
Part of the outsole that extends up
into the shoe’s upper. It can be a par-
tial, three-quarters, or full cupsole
design, each providing greater
degrees of stability to the shoe’s
upper.
LAST
Between the insole and the midsole,
there are three types: Board last,
which looks like cardboard and pro-
vides a firmer/stiffer ride; Strobel or
California last, which looks like a
woven material with stitching exposed
along the edge and provides a softer
ride; and Combination last, which is a
combination of the features above.
MIDSOLE
The meat-and-potatoes of the shoe,
made of either EVA or PU
(polyurethane). EVA is lighter and pro-
vides more comfort; PU is heavier and
provides more support. Air pockets in
the rearfoot and/or forefoot areas of
the midsole provide a more comfort-
able ride.
14 RACQUET SPORTS INDUSTRY January 2005
BY DAVID SHARNOFF
INSOLE
Also called the “sock liner,” it’s made of EVA (ethyl vinyl acetate) or
poron material. Many consumers don’t realize the insole is removable
and can be replaced with over-the-counter insoles to customize the fit.
LACING SYSTEM
Straight lacing is most typical, but it doesn’t
provide the chance to personalize the fit. Vari-
able lacing allows players to adjust fit to their
liking. Hidden lacing behaves like straight lac-
ing; Integrated lacing threads through support
pieces for a more secure fit; Speed lacing
offers loops rather than traditional eyelets.
LACES
Flat laces are more common, but
tend to unravel easier. Round, or
spaghetti, laces are designed not to
unravel as easily.
TOE BOX
Encapsulates the toes
and is often reinforced
to protect the forefoot
and extend wear.
CRADLE SYSTEM OUTSOLE
Found in the midpoint of a shoe, it’s The bottom of the shoe, made of syn-
typically made of TPU (thermoplastic thetic rubber, PU or EVA. It may have
urethane) that strengthens the mid- a herringbone, nubby or pillar design.
foot/outsole design. It cradles the
upper and is integrated with the
lacing system.
FLEXPOINT
Simply put, it’s where the shoe bends. If it bends at the midpoint (arch) area, find
another shoe. The shoe should bend closer to the toe box area and have flex
grooves on the outsole to assist in this function. The deeper the cut out in the
midpoint area, the greater chance for a poor flexpoint.
David Sharnoff, a podiatrist in Shelton, Conn., is a longtime advisor to the WTA
Tour and a member of Tennis magazine’s Technical Advisory Panel. Dr.
Sharnoff also is a longtime contributor to professional journals in the field of
podiatric medicine.
January 2005 RACQUET SPORTS INDUSTRY 17
 F R O M T H E T I A P R E S I D E N T

BOARD OF DIRECTORS Growing Your Business...

The Tennis Channel
Steve Bellamy Growing Our Sport... Together!
The Tennis Industry Association has for years done a noble
USRSA
job in representing manufacturers in our industry.
Dave Bone

Babolat
Max Brownlee
However, we realize the Tennis Industry Association is just
that, the entire industry. In looking toward the
IHRSA
Rick Devereux
future of your association and your sport, we realized
Wilson Sporting Goods
we need to do much, much more for all parts of our indus-
Brian Dillman

try. We need to grow. You need to grow. We must grow prof-

The Sports Authority itably!
Steve Dunlap

Prince Sports Group To do this, we need more programs and tools for you to use and to help you in
Bill Foy

your business. And that's exactly what we're doing.

SportMaster  For Facility Operators, the TIA is offering a phenomenal new software product,
Don Galliers

TennisConnect.org, to help you retain frequent players better while “connect-

Racquet Koop ing with players through technology.”
Chris Gaudreau

 For all Merchants—whether you're a retailer, facility operator, or manager

HEAD/Penn Racquet Sports etc.—the TIA has formed a great relationship with Preferred Card Services to
Dave Haggerty

offer members a Merchant Card that can help you reduce your credit-card
U.S. Professional Tennis Association processing fees.
Tim Heckler

 For all Travelers, the new TIA Advantage will allow you to save on flights,
International Management Group hotels, car rentals, meals, etc.
Bob Kain

 For Retailers and Facility Operators, our new TIA “Cost of Doing Business”
U.S. Tennis Association survey of Facility Operators and Retailers will give you information about your
Kurt Kamperman

peers that will allow you to run your business more profitably.
World TeamTennis
Ilana Kloss
 For EVERYONE in our industry—if you want to help grow the game, the TIA is
dedicated to making this happen. We are expanding the Tennis Campaign
K-Swiss
Debbie Mitchell
including programs such as Tennis Welcome Centers, Cardio Tennis, “Keeping
Dunlop Sports Group Americas
Frequent Players Playing Frequently” seminars, 50/50 Co-op, and more!
Kai Nitsche

Volkl On the following pages, you will learn more about the ways we are trying to pro-
Chris Pearson

tect your future.

Your Serve Tennis
Dale Queen

We would also love to have you join the TIA. We have many levels of member-
Sportwall International ship for you to join and to show your support for your association... and your
J. Wayne Richmond

sport.
Professional Tennis Registry
Dan Santorum

Thanks for helping make the future of tennis even brighter!

Nike
Bruce Schilling

Tennis Week
Gene Scott

Jim Baugh
ATP TIA President
Victor Taylor

Lee Tennis Products

John Welborn

For information on becoming a member of the TIA, visit

Tennis Magazine
Jeff Williams
www.TennisIndustry.org or call 843-686-3036.

18 RACQUET SPORTS INDUSTRY January 2005

CONTENTS
20 The Tennis Campaign 28 Reduce Your Expenses!
The TIA, USTA and industry partners are looking to The new TIA Merchant Card Services and
grow the sport, for the benefit of all. TIA Advantage can help you keep costs
under control.

22 Fit for Life...Cardio Tennis

With a focus on fitness and the new Cardio Tennis, the
29 Increase Your 'Net Play
sport aims to get Americans healthier. Websites for the industry provide news, trends,
and information to build your
business.
23 $$$ To Grow the Game
For the last three years, the Growing Tennis 50/50
program has been helping entrepreneurs throughout
30 Support Your Industry
the country grow the game. The TIA's membership levels offer products
and services designed to suit any individual
or business involved in tennis.
24 Make the [Tennis] Connection!
New TennisConnect.org software helps increase
participation in facilities and gives them the power
to increase their revenue.
32 Why You Should Join
The TIA
Facility operators, retailers, managers,
26 Market Intelligence
Through the extensive research available from the TIA, companies, associations—anyone involved
you can increase your business, and your profits. in the sport has a lot to gain with the TIA.

The TIA: Promoting the Growth and Economic

Vitality of Tennis . . . For 30 Years
 The Source for Tennis Research
 Programs to Increase Participation and Grow the Game
 The Conscience of Our Sport
 Unifying the Entire Industry Under One Brand . . . TENNIS

January 2005 RACQUET SPORTS INDUSTRY 19

The Tennis
Campaign
The TIA and its industry
partners are focused on
growing the sport, for the
benefit of all. BY PETER FRANCESCONI
y many measures, this has been an amazing year for the tennis
B industry. The launch of the Tennis Campaign, through the efforts
of the USTA, TIA and many other people and organizations
involved in tennis, has brought this industry together in an unprecedent-
ed way.
Through a unified approach and support from manufacturers, organ-
izations, teaching pros, retailers and others, the TIA has helped create a
variety of programs and initiatives all designed to generate more inter-
est in tennis, bring more people into the game, and importantly, bring
more business to retail shops and tennis parks and
facilities.
Tennis Welcome Centers
This past spring, the TIA, together with the USTA, teaching professionals,
and many other industry partners, launched the largest grassroots effort
ever in this sport: Tennis Welcome Centers.
Now, more than 4,000 facilities and
parks across the country offer intro-
ductory programs designed to bring
new players into the game and bring
back those who have left tennis. TWCs
may vary in size, appearance, and the
number and type of entry-level programs, but the
objectives are the same: Make tennis fun, and get people playing right
away.
Both facilities and potential players have an easy entry point into the
TWC initiative. Parks and tennis facilities can sign up at a website,
www.Partners.TennisWelcomeCenter.com. Consumers simply visit
www.TennisWelcomeCenter.com, plug in their ZIP code, and find facili-
Is The Tennis Campaign Working?
While the 2004 Tennis Participation Study will not be available for a few
more months, there are early signs of success. There are individual testi-
monies and the fact that 51 percent of Tennis Welcome Centers have seen
an increase in new player participation.
A great indicator is recent ball and racquet shipment reports. “Year-to-date
ball unit sales are up 8 percent and racquet sales are up 20 percent,” says
TIA President Jim Baugh. “And, prestrung racquet sales are up even more.
I'm confident these indicators are showing we are making a difference.
“We are making progress. We also know we have some issues to overcome.
And we will attack them. Overall, this has been a great start to a long-term
initiative. Everyone must continue to work together to grow the brand we
all work for …TENNIS!”
20 RACQUET SPORTS INDUSTRY January 2005
ties and parks in their area offering
introductory tennis programs. Traffic on
the consumer website has increased
steadily throughout the summer, peak-
“The Tennis
Welcome
ing with nearly a quarter of a million
Center
page views in September. Most impor-
program has
tantly, more than half of the TWCs sur-
to be a part
veyed said they've seen an increase in
of our future
new players at their facilities.
for years and years. We're
Moving forward, the TIA says the on the road to turning
Tennis Campaign will focus on “retain- this sport around.”
ing beginners” by feeding them into —Kurt Kamperman, USTA
other programs, leagues and teams, Chief Executive of
plus, there will be an emphasis on
Community Tennis
bringing the existing, and potential,
TWCs to a “higher level” of service and quality.
Rebuilding the Parks
But the Tennis Campaign includes much more. One key is rebuilding the
tennis infrastructure in America's parks. Research shows that parks are
the No. 1 place where Americans play tennis, followed by play on courts
at schools and colleges. Yet players have a shorter “tennis life span”
when they play at parks, schools or colleges (13 years at parks and eight
years at schools and colleges, versus 19 years at private or commercial
facilities).
Add to this the fact that two-thirds of all tennis players are in parks or
schools, yet two-thirds of all teaching pros work in private or commercial
facilities, and you have a park system that needs work.
“The USTA is committed to expanding our efforts to grow tennis in
public parks,” says Kamperman. “Increasing the number of pros in
parks is a key to increasing participation. We are working closely with the
National Recreation and Park Association to address this.”
Frequent Players
Another focus of the Tennis Campaign is to retain and increase frequent
players, which are the heart of the recreational market. Tennis has lost
1.4 million frequent players in the last three years. The major reason
most likely for reducing or stopping their play has been lack of time.
The good news on this front is that TIA research with
former frequent players gives the industry a roadmap to
what will influence them to “recommit” to tennis or
increase their play. TIA President Jim Baugh calls them
the “5 T's.”
“Jill Fonte came up with the term '5 T's,' and we liked
it,” says Baugh. “It describes exactly what facilities and
pros need to do to increase play frequency.”
Fonte
 Teaching pros: Players who take lessons to improve their skills stay in
the game. We need to elevate the stature of our pros in facilities, and TWC Success:
promote more lessons and drills. This will keep players active in ten-
nis. ClubSport Valley Vista
 Teams and leagues: Organize more team or league events, which will
keep players “engaged.”
Dale Miller of ClubSport in Valley Vista, Calif., calls his

 ParTies: Organize more parties and other social events, because

entry-level TWC program “Tennis 101,” a series of 12 one-

research with successful facility owners shows that keeping tennis

hour lessons over 12 weeks, for a total cost of $79. By

social is a big factor.

September, he received 40 inquiries, and 38 of them

 Telephone and Telemarketing: Players want someone to contact

signed up for Tennis 101.
them to arrange matches. Assign this responsibility to someone on
your staff. It will pay off.
“We marketed the program and the facility through email

 Technology: Communication with players is key in helping to schedule

blasts, fliers and direct mail,” he says. And after students in Tennis 101

matches, lessons, tournament and event registration, and more.

graduated, 25 of them remained in ClubSport's follow-up tennis program,

Invest in new software packages like TennisConnect.org to help you

a beginner league called, appropriately enough, Tennis 201. And impor-
connect with your players through technology.
tantly, the TWC inquiries ended up generating about $6,000 in revenue for
the club.

Fitness: Tennis' Key Attribute The visibility of the sport received a huge boost throughout the year,
with special sections on the health benefits of tennis inserted into a
But the “trump” card in terms of frequent player retention, says Baugh,
dozen different consumer magazines, along with the increased televi-
is focusing tennis on fitness. “After 'fun,' exercise is the top reason peo-
sion coverage of tennis at both the newly created US Open Series of pro
ple play tennis,” says Baugh. And research shows that for women and
tournaments that took place for six weeks over the summer and at the
the 50-plus market, exercise is even more important than fun. Also,
US Open itself. And that coverage
many new and former players say they'd play more if they knew tennis
also included key placement of the Tennis Campaign
provided a good workout. Importantly, the sport of tennis recently
TennisWelcomeCenter.com web
gained the “seal of approval” from The Cleveland Clinic, the nation's
address on the court.
Celebrities
leading cardiovascular care facility.
Ads running throughout the spring
The Tennis Campaign will include supplying retailers, facility man-
and summer included endorsements
agers and others in the industry with specific reasons why tennis is
of tennis by celebrities such as race
such a good sport to maintain a healthy lifestyle. Also, the campaign will
car driver Jeff Gordon, champion
promote a “new” form of tennis, “Cardio Tennis.”
boxer Roy Jones Jr., actress Daisy
“Cardio Tennis will be to tennis what spinning is to riding a bike,”
Fuentes, TV journalist Mike Wallace,
says Baugh. Expected to roll out to the trade this spring, then to con-
and real-estate-mogul-turned-celeb
sumers in the summer, Cardio Tennis is a drill-based program taught by
Donald Trump.
teaching pros and designed to provide a great cardiovascular workout
For 2005, Kamperman promises
and to get the heart rate up.
more promotion and excitement. “We
“It will be less about super strokes and more about a super workout,
are formulating our plans right now.
in 60 minutes or less,” says Baugh.
We will again be very aggressive with
our advertising, using celebrities to
Tennis for the People promote our sport, and always push-
ing new players to try our sport the
right way by going to
TWC Success: Wellbridge Clubs TennisWelcomeCenter.com. We are
also looking at kicking off our 2005
campaign with a huge push around
For Randy Chamberlain, the Midwest regional tennis

May, USA Tennis Month.”

manager for the Wellbridge Clubs, the Tennis Welcome

“The Tennis Campaign, and espe-

Center program has been a huge success. As of October,
cially the Tennis Welcome Center ini-
about 1,200 people have gone through the “Tennis First
tiative, is vital to the long-term growth
& Fast” program available at 10 clubs.
of our sport,” says incoming USTA
President Franklin Johnson. “We
For three one-hour group lessons, the total cost for club

could not accomplish our goals with-

members is $20, which includes a free racquet. For nonmembers, the cost
out the strong support and efforts of
is $30, and the racquet is $20 more. About 80 percent of the participants
the TIA. Both of us are committed to
are adults. “Sometimes in new programs, the tendency is to bury them into
Sunday at 6 in the morning slots,” says Chamberlain. “We did this in prime increasing our support of the Tennis
time,” offering both an adult class and a family class. And, he adds, “Good Campaign and improving on areas
numbers of people are doing the next step. We're seeing better than aver- where we know we can be better.”
The united efforts of all the organ-
izations and companies in tennis are
age retention for entry-level programs.”
The Tennis First & Fast program will continue at Wellbridge. “We always paying off, for the sport as whole, and
knew that if we had somebody doing marketing for us, which is really what for your business, too. Nascar driver Jeff Gordon, TV
the Tennis Welcome Center initiative is, and if we had a stream of star Daisy Fuentes, and boxer
people coming in, it would become a fixture in our programming,” Roy Jones Jr. were part of the
Chamberlain says. Tennis Campaign in 2004,
with more celebrities slated
to join the campaign in 2005.

January 2005 RACQUET SPORTS INDUSTRY 21

Tennis...
Fit for Life
With a focus on fitness, Cardio Tennis™
offers the “ultimate high-energy workout” to
get Americans healthier. BY KRISTEN DALEY

or a majority of tennis players, the physical workout gained from er, more consistently, when they take part in Cardio Tennis versus sin-
playing tennis is just as important as the enjoyment of competing. gles tennis. In one study, participants were “in the zone,” as far as their
F In fact, the TIA/USTA Tennis Participation Survey determined that heart rate was concerned, 87 percent of the time with Cardio Tennis,
51 percent of people play the sport for exercise, second only to those compared to 77 percent of the time while playing singles. The same
who play for “fun,” at 60 percent. And for women and players in the 50- study showed that 10 out of 11 participants burned more calories per
plus market, exercise and fitness through tennis were even more impor- hour playing Cardio Tennis over singles tennis, an average 436 versus
tant than playing tennis for fun. 378.
Focusing on that knowledge, the TIA and the USTA, with the help of The TIA, working with the USTA's Sport Science
their industry partners, are teaming up to create a program designed to Department, has turned to Polar, the leading heart-rate
get the heart rate up and give an individual the ultimate monitor company in the world, for help in meas-
tennis workout in 60 minutes or less. “Our sport needs uring heart rates and calories burned in Cardio
“Cardio Tennis” is what TIA President Jim Baugh calls this new form of Tennis activities. The plan is for participants in
“a new form of tennis.” Its focus is all about fitness, and Cardio Tennis to wear small Polar monitors to
this drill-based program, taught by teaching professionals, keep track of their heart rates, to make sure
tennis to offer
is a compliment to both singles and doubles play. “The they're staying “in the zone.”
Americans what
drills focus less on strokes and more on a valuable work- For facilities and teaching pros, it's important
they want—a
out,” says Baugh, adding that Cardio Tennis will be to ten- super fitness to make sure consumers know that fitness is,
nis “what spinning is to riding a bike.” program—and to compete first and foremost, the key attribute of tennis.
Doctors at The Cleveland Clinic (which was named the with other fitness activities Speakers at industry seminars and conventions
No. 1 health-care facility in the country by U.S. News & that have been capturing the will stress that point, Baugh adds, as will expo-
World Report) say that exercise through sports such as attention of active people.” sure in media throughout the country.
tennis can mean a 50 percent reduction in possible heart —Dr. Jack Groppel, LGE Cardio Tennis is being developed now with the
disease. In a press conference during the 2004 US Open Performance Systems help of top teaching pros throughout the country.
that introduced both The Cleveland Clinic and the Cardio Some professionals have been running aerobic
Tennis plan, Dr. Ellen Rome and Dr. Gordon Blackburn, colleagues at the tennis drills for years.
renowned hospital, both hailed tennis as a “lifetime sport.” One extremely successful program has been going on for 20 years in
“[Participants] can get a good workout at various ages,” says Rome, Hawaii. Dino and Donnia Bondallian run a program they call
stressing the importance of consistent exercise—at least 30 to 60 min- “TennisCize” at the Holua Resort on the Big Island. “Its
utes a day, three to five days a week, with the goal of breaking a sweat— primary mission is to get players fit,” says Dino
for children and adolescents. Tennis, she says, is one of the more car- Bondallian. “We constantly have people moving to get a
diovascularly challenging sports. great cardio workout. The bonus part of it is that every-
Research has shown that tennis players get their heart rate up high- body improves, either in movement, skills or tactics.”
“We are going to package some of
the existing ideas, add more drills
and approaches to an ultimate tennis
Bondallian

workout, do real scientific testing, and then launch

In Cardio Tennis, a player keeps his heart rate in the desired zone 87 percent of the
time. In a traditional singles match, a player’s heart rate is in the desired zone 77
percent of the time.
this to our pros and facilities in early 2005,” Baugh
says. “We're also looking to recommend the use of
music and heart-rate monitors in future programs.”
Consumer promotion will start in the middle of 2005.
“We want to get more people playing tennis,”
adds Kurt Kamperman, the USTA's chief executive of
Community Tennis, “but beyond that, we want to get
America healthier. Tennis is the perfect sport to do
that.

22 RACQUET SPORTS INDUSTRY January 2005

$$$ To Grow the
Game
During the last three years, the TIA
and USTA have given out nearly $750,000
in matching funds to bring more players
into the game. BY KRISTEN DALEY

rowing the game of tennis is a team effort, dependent on ten-

G nis facilities of all types, teaching professionals, industry lead-
ers, and players getting the word out about the sport. The TIA
is stressing the importance of this cooperation with its Growing Tennis
How to Apply for 50/50 Funding
Visit www.tennisindustry.org or www.growingtennis.com and complete an

50/50 program geared toward entrepreneurs who want to grow their

online application, or download the application from the site and send it by
business.
fax (843-686-3078) or mail (TIA, PO Box 7845, Hilton Head Is., SC 29938).
Since 2002, the program has offered matching advertis-
ing/promotional dollars from the TIA and USTA to tennis pros and facili- this program has been very well-received with these pros. The pro gets
ties looking to attract adult players to the more involved in the marketing and advertising process for their facili-
game. By investing some of their own ty.”
“We are
money and agreeing to promote entry- Each pro or facility that
here to help
level tennis programs, they can receive receives funding must return a
facilities between $500 and $5,000 in funds avail- program roster form, including
able for a 50/50 match. the names of new players and
other information, to the TIA.
and facility
The TIA works with each tennis profes-
The form is used to measure
managers
sional or facility to coordinate the pro-
the success of the program and
to further
gram. The participating facility must pay
for 50 percent of the total promotional the cost per player.
their marketing dollars

spending, and the TIA/USTA pays the The Circle C Tennis Club in
and reach out to
consumers.”
other half. A marketing plan and budget is Austin, Texas, is a three-year
—Chris Mireles, TIA National
determined and agreed upon before any recipient of $1,500 in funds
Program Coordinator
of the funds are spent. through the Growing Tennis
The programs promoted by the pro or facility must be for new or 50/50 program. Through news-
returning entry-level players, with the goal of attracting and retaining papers and fliers, the club pro-
those players. The participants have the flexibility to develop their own motes its adult beginners pro-
program and give it any title they choose. They then can develop the cre- gram, which features six lessons for $60 and a complimentary member-
ative for the campaign (which must be approved by the TIA) and place ship to the club.
ad buys, with the TIA offering assistance when needed. According to Fernando Velasco, the club's general
“We give the facility extra marketing power,” says Mireles. “I think manager and tennis director, Circle C “wouldn't be alive
right now” if it wasn't for the cooperative funding pro-
gram. The first year saw 100 new players receiving les-
What They're Saying sons, with 22 eventually joining the club; those numbers
increased to 176 and 33 respectively in 2003, and 180
About Growing Tennis 50/50 and 44 in 2004.
Velasco

“It's helped us create new leagues. We've been able to In 2004, the Coosa Valley Tennis Association in Rome, Ga., received
$4,000 through the TIA initiative. The money went to promote “Play
Tennis Rome,” a beginner's instructional program for adults. The mar-
create new permanent court time. We've been able to

keting dollars were used primarily for radio advertising time and bill-
have a bigger ad and frequency in the paper than we nor-

boards.
mally would have taken.” —Chuck Kuhle, Decatur Athletic

Last year, “Play Tennis Rome” brought 150 new play-

Club, Decatur, Ill.
ers to the game. “When we bring those new players into
tennis, our league program grows,” says Bobby Walker,
“Previous to the 50/50 program, our racquet club did not

a Coosa Valley Tennis Association board member who

have the resources nor the connections to advertise on television. This is

also serves as tennis director for the Rome-Floyd Parks

our third year, and we have easily supplied about 100 new names and new

and Recreation Authority. “I think this 50/50 coopera-

connections to tennis per year. We've gotten a lot of mileage out of a 30-
tive funding is a great way to grow tennis.”
second spot.” —Paul Harclerode, Hershey Racquet Club, Hershey, Pa.
Walker

January 2005 RACQUET SPORTS INDUSTRY 23

Make the [Tennis]
New TennisConnect.org software helps
Connection!
facilities communicate with their members
while increasing their revenue. BY KRISTEN DALEY
new software package now offered by the TIA is giving tennis
A facility operators the power to connect with their members,
manage their business from practically anywhere, day or night,
and increase revenue potential with a click of a button.
TennisConnect.org is designed to help facility operators increase
communication and fre-
quency of play through
the use of technology.
The product helps tennis
facilities build and main-
tain a website, or move
their existing site to Ten-
nisConnect.org servers
and use the program's
helpful content-man-
agement tools. Web
hosting is included at
no extra charge.
Through their websites,
facilities can offer other
services to help them
connect with their play-
ers, and help their play-
ers connect with each
other.
With TennisConnect.org, authorized players can make online court
reservations through a tennis court scheduler available 24 hours a
day, seven days a week. The program then sends email confirmations
to the players and the
facility operators. The
scheduler also allows
facilities to post avail-
able lessons, creating
the potential for an
increase in lesson rev-
enue.
A player-match fea-
ture takes the pres-
sure off of facilities to
arrange matches or
round out teams. With
the new software, an
online database of
player profiles—
including playing
preferences, general
availability and level
or NTRP rating—can
be created, and that
24 RACQUET SPORTS INDUSTRY January 2005
information can be used to create sets of compatible players.
To make communication with players more efficient, a group
email engine allows a facility to send email to all its members or
send specific invitations to players that meet a select profile.
With an eCalendar, event and program promotion is as simple
as filling out an online form. TennisConnect.org takes care of the
rest by automatically updating the website, and can provide online
registration capabilities. Through the software, facilities can also
generate an online eNewsletter that is also suitable for printing,
and a newsletter archive can be maintained on a facility's website.
This option can mean substantial savings in postage fees and
increases in website traffic and visits.
And even facilities and parks without internet
access can make use of the system. “We have an
option to 'restrict current day' from the court sched-
uler,” says Charlie Ruddy, TennisConnect.org devel-
oper. “This allows a player to make a 'future day'
reservation 24/7, but it freezes the current day from
online booking. A 'print the courts' report can be
printed from home or the park district office each
Ruddy
morning. Current day visitors to the website will see where there
might be an opening and they can call the park for same-day reser-
vations.”
According to TIA President Jim Baugh, consumer research led
the organization toward the creation of TennisConnect.org. Today's
tennis players, he says, “want to be contacted,” want their matches
set up for them, and want the option of online registration. “The
TennisConnect.org Features
 Website Builder: Allows facilities to build and maintain a website, or move
an existing website to TennisConnect.org's server. Web hosting is included
with the package.
 Online Tennis Court Scheduler: Supports online court reservations for 24/7
access. Players receive email confirmations, and the facility receives notifi-
cation and a complete audit trail.
 Player Match: Provides an online database of player profiles, the data from
which can be used to create sets of compatible players.
 Group Email Engine: Allows facilities to send emails to all members, or to
a specific group meeting a select profile.
 eCalendar: Posts event details and controls online event registration
options.
 eNewsletter: Can save tennis facilities hundreds of dollars in postage and
maintains newsletter archives on the website.
 research also made it clear that if we don't 'connect' with our play-
ers and keep them active What They're Saying About
in the game, other influ-
ences could pull them TennisConnect.org
away from tennis,” adds “This program is the thing that keeps my courts full. The Member Match
Jolyn de Boer, executive
director of the TIA.
feature is the stuff that makes my club sizzle.” —Mike Boston, Old

Baugh says the TIA

Providence Racquet Club

strived to offer an “We saw an increase in play. There's an increase of use,

affordable package for a lot of spur-of-the-moment [play]. It's been a great
that would enable facil-
ity operators to realize
convenience.” —Debi Bashleben, The Racquet Club,

that connection and

Neenah, Wis.

help them increase “Our members that use the program to sign themselves
play frequency. “We up for courts love it. The program is a lifesaver when
researched the mar-
ket and found a com-
booking league courts, scheduled lessons or anything that takes place regu-

pany in North
larly. The block reservation capability is excellent.” —Deb Ridgeway,

Carolina that already

Providence Country Club

had the programs “The website builder is so easy anyone can use it. It's a quick way to con-
running at several
facilities across the
nect with all of my club members. Member Match is a user-friendly tool for

country with all the

new members to get involved and for existing members to stay in the

features we were
game. For the future for a club to operate, TennisConnect.org is the answer.

looking for, plus

For all that is in this TIA Facility Member package, the cost is ridiculous—
the infrastructure
it's a no-brainer!”—David Britt, Providence Plantation Racquet & Swim
to service tennis facilities and
Club.
pros around the country,” he explains. “The result…
TennisConnect.org was created.”
“One of the biggest benefits is the convenience for your play-
“Coming from the IT
ers,” says Ruddy. That also makes it a huge benefit to facilities, in
industry, I researched
terms of keeping courts occupied. Players can search for potential
many leading software
court partners or opponents companies and found
“TennisConnect.org by area, gender, age, ability TennisConnect to be
offers an ideal and other characteristics, ahead of its time and
package for most and can open themselves up far superior to the competition.”
to new playing possibilities
by registering themselves
tennis facilities. It —Matt Allen, IT & Research Coordinator,

and posting their informa-

offers great func- Tennis Industry Association

tion. “How you set your priva-

tionality, is user-
friendly, and is priced right. The
online bookings, club calendar,
and member matching features
are excellent. It allows you to
pick and choose what you want.
The product is definitely needed
for our tennis industry.”
cy settings determines how
visible you become on the
site,” Ruddy says.
TennisConnect.org, one
of the TIA's six new products
and services, is available to
TIA Facility Plus Members for
$595 per year. This member-

ship category offers other

—Doug Cash, COO, Tennis

benefits, including TIA

Corporation of America

Merchant Card Services, Facility “Cost of Doing Business”

research and more.
The new software was officially released for purchase in
September. At the USPTA World Conference on Tennis in
LaQuinta, Calif., the Tennis-Connect.org team “had a few clubs
sign up on the spot,” says Ruddy.
According to Doug Cash, chief operating officer for the
Tennis Corporation of America, TennisConnect.org “adds to the
professionalism” of a tennis operation. Cash
also recognizes the benefits of keeping tennis
players connected. “I think it will help people
just play more tennis,” he says.

January 2005 RACQUET SPORTS INDUSTRY 25

 Market
Intelligence
Through the extensive research
available from the TIA, you can
increase your business, and
your profits.
he days when you could run a successful tennis retail shop or  For Retailers: A comprehensive study of operational data for tennis
facility without receiving any kind of outside marketing and retailers by region and type of
T research help are long gone. To stay alive and to thrive in this
information age, you need market intelligence—about customers, com-
store, including range of rev-
enue expectations and expendi-
“The Cost of
Doing Business
petitors, suppliers, trends, prices, and more. ture. The report also includes
The Tennis Industry Association specializes in information on the amount of floor/wall space allo-
Report is the

tennis marketplace. More than 50 tennis-specific research reports are cated to racquets, footwear,
largest and most
available each year to TIA member companies, organizations, and apparel, and accessories.
comprehensive
manufacturers. The amount Business ratios provided
study of tennis

“Throughout the year, and type of research available include revenue per square
facilities we have ever carried
to TIA members varies with the foot, stock turns by product out. It is vital for facilities to
membership level and type of group, capital expenditure see how they compare with
more than 30,000
business. All levels of mem- plans, and pay structure for staff other similar facilities.”
tennis players,
10,000 facility own- bership include either (employed, contract, hourly, etc.). —Keith Storey, Sports Marketing
ers, and 2,000 tennis overviews or executive sum- Surveys USA
retailers are inter- maries of all TIA research.
The TIA is the research
Tennis
source for every type of retail
viewed. We have research and

shop or facility. And the infor-

market intelligence reports that
tennis businesses of all sizes will
find useful in determining what
they need to do to stay profitable,
and to increase their profits. The
TIA can also run customized
research to fit the specialized
needs of any business.”
—Jolyn de Boer, TIA Executive Director
mation you can receive from
the TIA—in conjunction with
Sports Marketing Surveys
USA, one of the leading mar-
ket research firms in the
country—will lead to increased
business and greater profits.
Participation Study
This annual report, conducted by The Taylor Research & Consulting
Group and Sports Marketing Surveys,
monitors national participation rates,
player profiles and the “state of the
game.” The study, conducted in con-
junction with the USTA, provides
data nationally, by region, by USTA
section, and by state. Data is com-
piled from more than 25,000

nationally representative screen-

Cost of Doing
Business Report
New in 2004 for both tennis facility and tennis retailer members is the
Cost of Doing Business Report (CODB), an essential reference tool
that tells businesses how they com-
pare to facilities or retail shops of
similar size and type. You can use
this data to benchmark your busi-
ness in key operating areas.
 For Facilities: The report pro-
vides a comprehensive study of
operational data by region and
type of facility, including range
of revenue expectations,
expenditures, and business
ratios, such as revenue per
court, percent of gross revenue
spent on rent, utilities, salaries/wages, insur-
ance, repairs and maintenance. It also includes capital
expenditure plans.
ing interviews, and in-depth inter-
views with 1,500 tennis players,
1,000 non-players and 1,000 for-
mer players.
Data in this annual report includes participation
trends by age, gender, and play frequency; player profiles
and demographics; analysis of attitudes; consumption of tennis
products and services; competition from other sports; analysis of free
time; and much more. Depending on membership levels, you'll receive
the full report, executive summary or overview.
The Tennis Marketplace
The Tennis Marketplace reports provide an execu-
tive summary of all TIA research and market intel-
ligence. Each report includes an overview from
our tennis participation study, consumer report,
specialty retail audit, dealer trends and opera-
tional analysis. This 12- to 16-page summary,
issued twice a year, is an excellent overview of

26 RACQUET SPORTS INDUSTRY January 2005

 current marketplace trends.
Tennis Facilities Database
The TIA has compiled and is maintaining the most comprehensive
and accurate record of U.S. tennis facilities.
Database contents includes: address, contact names (pro,
manager), telephone, fax, e-mail, number of courts by type, type of
facility (private, commercial, etc.), tennis retail space and volume.
From this extensive database, the TIA conducts cost of doing busi-
ness surveys (such as marketing, maintenance, utility costs, etc.)
and establishes tennis operation benchmarks (such as the num-
ber of members per court, dollars generated per court, etc.) and
industry standards.
Specialty Retail Audit
These quarterly reports, which monitor racquets, footwear and
strings through the pro/specialty
channel, tell you what is selling
at the brand and model levels.
The TIA compiles data monthly
from more than 75 retail out-
lets, which is represen-
tative of the country by
region and by store
size. For racquets,
monthly reports are
available that include
brand share and best-
selling models, plus
full quarterly reports
that include brand share by product
attribute (such as head size and composition).
Quarterly reports for footwear and strings include brand share
and best-selling SKUs.
Dealers who contribute to the audit receive a monthly price
check report and a quarterly summary of the pro/specialty tennis
market.
Dealer Trend Surveys
The Dealer Trend Survey
evaluates manufacturers'
performance among
pro/specialty dealers. It
tracks dealers' attitudes
toward their suppliers and
will tell what dealers really
are thinking.
Each bi-annual report is
from mail and telephone
interviews with 100 dealers,
representative by region and
store size. The reports include a
Dealer Confidence Index, dealers' verbatim com-
ments, and forecasted sales changes by brand, along with
ratings of suppliers for sales reps, customer service, product delivery,
product innovation, and advertising promotion.
Dealers who respond to the survey receive a summary of
the results to see how their industry experience compares to the mar-
ketplace.
Consumer Reports
the heart of your market.
Each year the TIA conducts more than 2,500 in-depth, face-to-face
and online interviews with avid players. The data consists of playing
characteristics, buying habits and motivations, brand strength (includ-
ing awareness and propensity to buy), brand image, sources of infor-
mation, and influences at point of purchase.
The TIA in conjunction with Sports Marketing Surveys can design
and create tennis consumer research studies to investigate any mar-
keting issue. They have access to tennis players online and at events.
A custom tennis consumer panel is being developed.
Distribution Study
A new report for 2004 gathers retailer
information from manufacturers to
produce an in-depth analysis of the
size of the pro/specialty tennis rac-
quet market by region. The database
can now be used to produce custom
studies such as: allocation of sales
territories, market size for sales ter-
ritories, analysis by drive-times and
smaller geographical areas of the
U.S.
New distribution studies are
planned for 2005 to include tennis footwear and
tennis racquets.
Census Reports
The quarterly Census Reports conducted
on racquets, balls, and strings define the
total size of the U.S. market. These
reports enable participating companies
to track market changes and determine
their own market share. Ball shipments
are also closely correlated to tennis
participation.
The reports consist of confidential
quarterly reports provided by manu-
facturers on wholesale shipments (units
and dollars). The surveys are conducted by an inde-
pendent third-party accounting firm, W&W Services Inc.
What They're Saying
About TIA Research
“Every month I study the TIA research. It's a tool I cannot live
without. In addition, the consumer research and special proj-
ects give me valuable insight into the marketplace.”
—Kevin Kempin, Vice President of Sales and
Marketing, Head/Penn

Early- and late-season Consumer Reports on racquets, footwear, “The great thing about the TIA research is we get timely
strings, apparel and balls evaluate buying and playing habits, brand trade and consumer feedback for all of our products.”
strength, and brand image among frequent players. The report —Bill Foy, President, North America, Prince Sports Group
defines attitudes and habits of the most avid tennis players, who are

January 2005 RACQUET SPORTS INDUSTRY 27

Reduce Your
Expenses!
The new TIA Merchant Card Services and TIA
Advantage can help you keep costs under
control and boost your profits.

wo new TIA membership benefits promise to let retailers and facili- of the premier firms that special-

T ties keep more of the money they earn.

With the new Merchant Card Services, retailers can reduce the
rates they're currently paying for Visa and Mastercard processing fees. And
ize in helping merchants lower “By working
their bank-card processing fees, with an entire
you can be saving more money.
the new TIA Advantage will give TIA members discounts on hotel and car TIA members can receive pro-
industry, we

rental rates, airline fares, restaurants and many other events and servic- cessing rates from Preferred as
can leverage
es. low as 1.69 percent + $0.22 per
your buying power. We have
transaction for Visa and
similar alliances with other
Mastercard, and 1.50 percent +
industries. We know how to
$0.22 per transaction for check
TIA Merchant Card Services service both small and large
What fees are you currently paying to cards. retailers. Become a TIA mem-
process Visa and Mastercard purchas- “Preferred Card Services is ber and we'll work with you
es? With the TIA's exclusive relation- hungry to do business with TIA to come up with a plan to
ship with Preferred Card Services, one members,” says TIA Executive
Director Jolyn de Boer. “We
increase your profitability.”

researched a number of compa-

—James Parmes,

nies in this field, and Preferred's

National Sales Manager,
Start Your Savings Now!
rates are good and their service
Preferred Card Services
Once you become a TIA member (memberships start at $100), you can hop
right onto the savings bandwagon with the TIA Merchant Card Services. Call record is outstanding. Savings in
this program will add up quickly. For some retailers, this program by
itself will save enough money to pay for membership in the TIA.”
Jim Parmes at Preferred Card Services at 800-656-0077, ext. 16, or email him
at TIA@Preferredcard.net. Remember to ask for the “TIA rate.”

TIA Advantage
The TIA is working with major
brands such as Avis, Budget,
American Airlines, Ramada, Howard
Johnson and many other compa-
nies to bring discounts to members
through the new TIA Advantage.
“All TIA members can get these
discounts,” says de Boer, who has
been using TIA Advantage herself
since August. “Plus, there are other savings, including restaurant dis-
counts, Travel Assistance Programs, and event tickets.”
The TIA Merchant Card Services and TIA Advantage are part of a
number of new products and services available to TIA members. “With
these new products and benefits, we're reaching out to the entire
industry—retailers, pros, and facility operators, as well as manufactur-
ers and associations,” says de Boer. “We know we need to continue to
add value to TIA membership, and our new products do this.”

28 RACQUET SPORTS INDUSTRY January 2005

Increase Your
Net Play
Websites for the tennis industry provide news, trends,

he internet has been a key means of keeping TIA members,
T and the industry in general, informed about what's going on in
the business of tennis. The TIA has been moving aggressively
on this front to make the exchange of information easy and ongoing.
Now, with a new site designed to help those in the industry keep on
top of the news from manufacturers (www.tenniswire.org) and a
revamped website (www.tennisindustry.org), there is more reason
than ever to manage your business from your computer.
TennisWire.org
Do you want to read the news and the latest press releases from all
the top manufacturers and companies in tennis? Now there's an
easy way to stay up to date with
product releases and industry news
“Trying to
stay on top online: www.TennisWire.org. This
of develop- searchable database provides the
ments in the latest press releases from tennis
manufacturers, suppliers, and
takes a lot of organizations. It's one-stop shop-
industry
Find vital information about the tennis business on the TIA's revamped web-
site at www.TennisIndustry.org. And there's much more. Market Intelligence
Reports containing vital research on every aspect of the tennis marketplace
are a click away with streamline secure online access for current TIA members.
The site's overhaul features a sleek, easy-to-navigate design with more
information to help prospective members discover the benefits of member-
ship and inform members of key factors to influence their business. And, a
multimedia introduction to the site reflects the dynamism of the TIA's mis-
sion—to promote the growth
and economic vitality of tennis.
While the online research
feature is the main component
of the website for its members,
other features include grow-
the-game activities and pro-
gram information, industry
news, research descriptives
and surveys for facilities and
retailers.
“The TIA's aggressive strate-
gy to promote the game has
resulted in lots of programs
that service large and small businesses," says Jolyn de Boer, executive direc-
tor of the TIA. "This website describes all the tools and services available to
them so they can help grow their business and in turn grow our great sport."
Prospective members can review the benefits of each of the six levels of
membership, and sign up online through a new and secure credit-card pay-
ment page. Just go to TennisIndustry.org and click on "Membership."
GrowingTennis.com
Looking for help in attracting players to tennis? Visit www.Growing-Tennis.com
for information on the Growing Tennis 50/50 co-op funding program, which
can provide money to help you advertise and promote your programs to bring

ping to keep you informed so you
can better serve your customers.
time, which no one has
Press releases—which are sub-
enough of. TennisWire.org
was designed to congre-
mitted by TIA partners and support-
gate the news so the ing members such as Head/Penn,
media and industry insid- Wilson and Prince—are searchable
ers can get all the informa- by company and category and are
tion in one place—a.s.a.p." archived by date.
"When we
Online Editor, Tennis.com launch a new prod-
—Liza Horan,
adult players into the game. Tennis pros and facilities can receive between
$500 and $5,000 in funds available for a 50/50 match.
It’s simple: The participating facility pays for 50 percent of the total promo-
tional spending, and the TIA/USTA
pays for the other half. The goal is
to attract and retain new or return-
ing entry-level players.
Visit the website for more infor-
mation or to apply online, or call
843-686-3036.

uct or new cam-

paign, we know we have to post it on TennisWire-
.org," says Dave Haggerty of Head/Penn. "I also value
the fact that TennisWire.org is where I can see all the
recent releases from all parts of the industry."
Visitors to TennisWire.org can sign up for a free
Haggerty

email newsletter that summarizes news and provides insight.

TennisIndustry.org
January 2005 RACQUET SPORTS INDUSTRY 29
Support
Your Industry
The TIA puts your membership dollars
to work. Over the past eight years, nearly 80
percent of TIA revenue—more than $15 mil-
lion—has gone to supporting grassroots programs.
Individual Member ($100)
(For individuals from the tennis industry)
 Support for the Tennis Campaign
 TIA Merchant Card Services
 TIA Advantage
 Overview of Tennis Participation Study
 The Tennis Marketplace Executive Summaries
Retailer or Facility Member ($250)
(Tennis retail or facility operators)
 Support for the Tennis Campaign
 Retailer or Facility “Cost of Doing Business” Research
 TIA Merchant Card Services
 TIA Advantage
 Executive Summary Tennis Participation Study
 The Tennis Marketplace Executive Summaries
30 RACQUET SPORTS INDUSTRY January 2005
Facility Plus + Member ($595)
(Facility operators who use technology to connect
with their players)
 Support for the Tennis Campaign
 Access to www.TennisConnect.org
 Facility “Cost of Doing Business” Research
 Executive Summary Tennis Participation Study
 The Tennis Marketplace Executive Summaries
 TIA Merchant Card Services
 TIA Advantage
Supporting Member ($1,000)
(Major retailers, facility operators, companies,
organizations, and associations)
 Support for the Tennis Campaign
 Newsmaker access to www.TennisWire.org
 Full Report of Tennis Participation Study/Executive Summaries
 Access to TIA's USA Facilities Database
 Facility and Retailer “Cost of Doing Business” Research
 The Tennis Marketplace Executive Summaries
 Access to www.TennisConnect.org
 TIA Merchant Card Services
 TIA Advantage
Participating Partner (Assessment*)
(Ultimate TIA partner who desires all the TIA
products and services)
 Support for the Tennis Campaign
 Full Reports of All Specialty Retail Audit Research**
 Full Reports of All Dealer Trends Surveys**
 Full Reports of All Consumer Reports**
 Quarterly Census Reports**
 Full Report of Tennis Participation Study/Executive Summaries
 Newsmaker access to www.TennisWire.org
 Access to all TIA Databases (Facilities, Retailers, Media)
 The Tennis Marketplace Executive Summaries
 Facility and Retailer “Cost of Doing Business” Research
 Access to www.TennisConnect.org
 TIA Merchant Card Services
 TIA Advantage
* % of sales
**Research available in area of manufacturing
 THE BENEFITS OF TIA MEMBERSHIP
Individual Facilities & Supporting Participating
Members Retailers Members Partners

• • • •
SERVICES

• • • •
TIA Merchant Card Services
TIA Advantage

• • • •
WEBSITES (secure research access and industry news)

• • •
TennisIndustry.org

• •
TennisConnect.org (Facility Plus+ Member)

• • • •
TennisWire.org (Contributing Newsmakers)

• • • •
GrowingTennis.com

• • • •
TennisWelcomeCenter.com
Partners.TennisWelcomeCenter.com

•
RESEARCH

• •
Tennis Participation

• • •
Full Report/CD annual

• • • •
Executive Summary annual

•
Overview annual

• • • •
The Tennis Marketplace

•
Executive Summary mid-year/year-end

• • •
Cost of Doing Business Reports

• • •
Tennis Retailers annual

•
Tennis Facilities annual

•
Specialty Retail Audit

•
Full Report-Racquet quarterly/monthly

•
Full Report-Footwear/Strings quarterly

•
Dealer Trends Survey

•
Full Report-Racquet/Footwear/Strings early/late season

•
Consumer Reports

•
Full Report-Racquet/Footwear/Strings/Apparel/Balls mid-year/year-end

•
Census Reports

•
Racquets/Balls/Strings quarterly

• •
Facilities Database

•
U.S. Tennis Facilities
Media/Retailers/Industry Contacts

January 2005 RACQUET SPORTS INDUSTRY 31

Why YOU Should Join The TIA
Help grow the game and your business—Support your Tennis Campaign
Facility Operators
Learn how your peers are successful—Facility “Cost of Doing Business” research
“I’ve never seen such a • Use new technology to connect with your players—TennisConnect.org

Learn what retailers are doing—The Tennis Marketplace Executive Summaries

quality software product •

Reduce your credit-card processing fees—TIA Merchant Card Services

as TennisConnect at •

Know what tennis consumers are thinking—Executive Summary: Tennis Participation Study
such an affordable •

Reduce your travel expenses—TIA Advantage

price.” •

Help grow the game and your business—Support your Tennis Campaign
—Mike Woody, Midland •
Community T.C. •

Tennis Retailers
Learn how your peers are successful—Retailer “Cost of Doing Business” research
Reduce your credit-card processing fees—TIA Merchant Card Services
“The research tells me •

Learn what other retailers are doing—The Tennis Marketplace Executive Summaries
where my business •

Know what tennis consumers are thinking—Executive Summary: Tennis Participation Study
stands, and now the •

Reduce your travel expenses—TIA Advantage

TIA is offering lower •

Work together to protect your future—Join with others to support the market and the game
credit-card processing •

Help grow the game and your business—Support your Tennis Campaign
fees, too.” •
—Chris Gaudreau, •
Racquet Koop

Manufacturers, Companies, Associations

Chart a profitable course for your company—Extensive trade and consumer research
Know what tennis consumers are thinking—Full report of the Tennis Participation Study
“If I am looking for what •

Promote your company—Access to www.TennisWire.org to post your news

dealers or consumers •

Increase your marketing—TIA Database access: Facilities, Retailers and Industry Contacts
are thinking, I look to •

Reduce your credit-card processing fees—TIA Merchant Card Services

the TIA for research.” •

Reduce your travel expenses—TIA Advantage

—Brian Dillman, Wilson •
Racquet Sports

Help grow the game and your business—Support your Tennis Campaign
•
•

Individuals, Reps, Managers

“The market summaries • Be better informed and up-to-date—The Tennis Marketplace Executive Summaries
• Know what tennis consumers are thinking—Overview of Tennis Participation Study
• Reduce your credit-card processing fees—TIA Merchant Card Services
have helped grow our

would benefit from these • Reduce your travel expenses—TIA Advantage

business. Everyone

great tools and services • Help grow the game and your business—Support your Tennis Campaign
from the TIA.”
—Eric Wammock, Sea Pines Racquet Club

Your Support Helps Fund Grassroots Programs Across the Country

“The TIA is great for tennis because they only care about the
one brand that really pays the bills—TENNIS.”
—Tim Heckler, CEO, USPTA
“Growing Tennis 50/50 marketing for tennis programs, and
now the Tennis Welcome Centers. These initiatives are great,
we just need to expand them!”
—Dan Santorum, Executive Director/CEO, PTR
“The Tennis Industry Association is always pushing us to
accomplish our mission . . . and to do better. And, that is a
good thing!” —Lee Hamilton, Executive Director, USTA
“We invest a lot of money in the TIA, and it is a great
investment. With what the TIA is doing to grow the game,
between Tennis Welcome Centers and the 50/50 Co-op
program, we get a great return.”
—-Dave Haggerty, President/CEO, Head USA
“If it weren't for the TIA, there probably would not be a
Tennis Welcome Center initiative. The programs the TIA gets
behind work. And now we are taking them nationwide!”
—Kurt Kamperman, Chief Executive, Community Tennis, USTA

Grow your business. Grow your industry.

Join the TIA now! Call 843-686-3036 or visit www.TennisIndustry.org
32 RACQUET SPORTS INDUSTRY January 2005
 2005 STRING SURVEY

Our exclusive rankings, based on responses by USRSA members,

will help you pick the right strings for your shop.
What string is best for your customer? It’s a tricky question to are included in the total sum and average for that string. We
answer, since there are so many different strings out there that all added the scores from each respondent to obtain a sum for that
have unique combinations of benefits. But once again, we’ve string, then divided the sum by the number of respondents who
gone right to the experts, the thousands of U.S. Racquet Stringers rated it.
Association members, and asked them to rate strings in three cat- To ensure that strings with a reasonable breadth of distribu-
egories: playability, durability, and comfort. tion are included, each string must be rated on at least 12 ques-
Our 28th annual string sur- tionnaires. We feel that
vey, which is on the poster having at least 12 respon-
inserted into this issue of RSI, Most Responses by Gauge dents allows us to include
is a compilation of survey enough strings by enough
questionnaires sent in Sep- Gauge 2005 2004 2002/3 2001 2000 1999 1998 manufacturers, including
tember to 2,500 randomly 16 62.0 62.4 61.9 58.9 54.8 51.0 58.0 smaller market share com-
selected U.S. members of the 17 28.2 23.1 26.2 27.0 31.8 29.0 22.0 panies. Too high a number
USRSA (no chain stores). 15L 4.3 5.7 5.9 7.8 11.1 13.0 13.0 will mean the survey
Recipients were given a list of 16L 3.8 4.3 2.8 1.5 - - - results will only include the
18 1.3 1.4 1.8 2.9 0.9 1.0 -
every string on the market top two or three manufac-
17L 0.5 0.5 0.7 0.7 0.6 1.0 2.0
and asked to rate the ones turers.
19 - 1.7 0.4 0.4 - - -
they are familiar with from 1 18/17 - 0.5 0.4 - - - - Remember, the catego-
to 10 in each of the three cat- 15 - 0.5 - 0.8 0.8 1.0 - ry scores for each string
egories. Then an average are averages of all the
score was calculated for each respondents’ rankings for
string in each category. Most Responses by Brand a given string. Often, these
For a string to qualify for a averages are very close;
rating, the respondent must Brand 2005 2004 2002/3 2001 2000 1999 1998 the differences between
have strung at least 20 sets of Gamma 22.9 24.7 25.6 25.9 27.2 25.0 28.0 rankings can be mere hun-
that string in the past year. Wilson 22.0 21.9 23.8 21.6 30.5 27.0 24.0 dredths of a point. Though
This 20-set minimum ensures Prince 19.6 19.8 19.2 20.7 23.7 30.0 31.0 only one string can claim
that respondents are rating a Head 7.7 7.4 7.3 4.0 7.0 2.0 2.0 the top spot in a category,
Babolat 7.2 7.1 6.1 6.9 6.3 7.0 8.0
string they know something many of the strings close
Tecnifibre 4.8 4.1 4.1 4.7 3.4 2.0 1.0
about and that has some Luxilon 3.4 3.0 - - - - - to each other in ranking
vitality in the marketplace. For Forten 2.3 2.6 2.6 3.5 0.5 3.0 2.0 are of equal stature. In
some businesses, 20 sets may Gosen 1.8 1.9 1.9 3.2 1.4 2.0 2.0 practice, each of these
represent 20 percent of their Ashaway 1.6 1.8 1.7 2.2 <1.0 <1.0 <1.0 strings is one of the best of
total business, and for others, Dunlop 1.2 1.1 - - - - - its niche.
1 percent. Some businesses Alpha 1.0 - - - - - - Hang our String Survey
may only sell 20 sets of the Klip 0.9 - - - - - - poster in your shop and let
string; others may sell 500. Kirschbaum 0.8 - - - - - - your customers determine
TOA 0.4 - - - - - -
Each ranking, however, car- which strings may best
Others 2.3 4.6 5.2 4.4 - - -
ries the same weight, and all help their games.Q
January 2005 RACQUET SPORTS INDUSTRY 33
OUTSTANDING FACILITY-OF-THE-YEAR AWARDS
All-Around
EXCELLENCE
RSI and the ASBA bring you the best in tennis court construction.
O
nce again, we’ve joined forces with the American
Sports Builders Association (formerly the U.S. Tennis
Court & Track Builders Association) to bring you
examples of excellence in court construction.
Each year, based on entries submitted by an ASBA mem-
ber, whether a contractor, designer, or supplier, the associ-
ation selects outstanding tennis facilities that meet the
standard of excellence determined by the judging committee.
For the 2004 contest, 23 courts or tennis facilities were
deemed to be outstanding by the panel of judges. But two
were chosen for special honors: The WaterColor Tennis
Center at WaterColor Resort in Seagrove Beach, Fla., was
named the Tennis Facility of the Year, and the multipurpose
Thorbeckes Fit Life Center in Chehalis, Wash., was selected
as the Indoor Facility of the Year.
The WaterColor Tennis Center, completed in June 2003,
is a state-of-the-art facility with five Hydrocourts (including
one stadium court with terraced seating), a 4,000-square-foot
clubhouse in a “Southern Coastal” design, coordinating main-
tenance building, and custom cypress fence and shade shel-
ters. Amenities for tennis players run the gamut, from seating
at courtside to a pro shop, restaurant, p.a. system, etc.
To build the courts, Tennis Systems Inc., of Crawfordville,
Fla., had to stabilize the soil to a depth of 18 inches due to the
sandy conditions. The unique fence design was constructed
using 460-pound cypress posts then, two three-man crews
fabricated on-site 10-foot by 10-foot wood and chain-link
panels.
Thorbeckes Fit Life Center is a multipurpose athletic facil-
ity that combines three synthetic turf courts with weight
training, rock climbing, gymnastics, a therapy area, soccer
and a restaurant. The project, which was completed in March
2004, has a total area of 56,000 square feet. Q
—Peter Francesconi
WaterColor Tennis Center
General contractor:
TENNIS SYSTEMS INC., CRAWFORDVILLE, FLA.
Specialty contractor: RITZMAN TENNIS
Surface: LEE TENNIS
Fencing: TENNIS SYSTEMS INC.
Nets, net posts, line tapes: LEE TENNIS
Lighting: LSI INDUSTRIES
Shade shelters: TENNIS SYSTEMS INC.
January 2005 RACQUET SPORTS INDUSTRY 35
 STRATEGIES Thorbeckes Fit Life Center
Specialty contractor:

Ask Headline BYLINE?

ATLAS TRACK & TENNIS, TUALATIN, ORE.
Surface: CALIFORNIA PRODUCTS
Synthetic turf: GRASS MANUFACTURERS PTY. LTD.
Indoor curtains: M. PUTTERMAN & CO.
Nets and straps: COURT 1 SPORTS
Net posts: DOUGLAS SPORTS NETS & EQUIPMENT

Taking the Prize

In addition to the WaterColor Tennis Center and Thorbeckes Fit Life Center, these 21 locations were chosen by the 2004 panel of judges for the
ASBA as outstanding examples of court construction. You’ll read more about them in upcoming issues of Racquet Sports Industry.
(The nominating company is in parentheses.)
Q Allenwood Tennis Center, Great Neck, N.Y.
(DeRosa Tennis Contractors Inc., Mamaroneck, N.Y.)
Q Chautauqua Tennis Center, Chautauqua, N.Y.
(Welch Tennis Courts Inc., Sun City, Fla.)
Q Corash Tennis Courts at Clark University,
Worcester, Mass.
(Geller Sports Inc., Boston, Mass.)
Q Four Seasons Resort, Emerald Bay,
Great Exuma, Bahamas
(Fast Dry Courts, Pompano Beach, Fla.)
Q Hunnewell Tennis Courts, Wellesley, Mass.
(Geller Sport Inc., Boston, Mass.)
Q North Shore Park Tennis Center, Miami Beach, Fla.
(Welch Tennis Courts Inc., Sun City, Fla.)
Q Ona Orth Athletic Complex at Bethel College,
St. Paul, Minn.
(Anderson-Johnson Associates Inc., Minneapolis, Minn.)
Q Residential Court, Greensboro, N.C.
(Oehler Court Co. Inc., Durham, N.C.)
Q Residential Court, Lexington, Mass.
(Cape & Island Tennis & Track, Pocasset, Mass.)
Q Residential Court, Morgantown, Pa.
(Horizon Sports Group, Coopersburg, Pa.)
Q Residential Court, New Vernon, N.J.
(The Racquet Shop Inc., Colts Neck, N.J.)
Q Residential Court, Palm Beach, Fla.
(Fast Dry Courts, Pompano Beach, Fla.)
Q Residential Court, Rye, N.Y.
(DeRosa Tennis Contractors Inc., Mamaroneck, N.Y.)
Q Residential Court, West Linn, Ore.
(Atlas Track & Tennis, Tualatin, Ore.)
Q River Forest Tennis Club, River Forest, Ill.
(Welch Tennis Courts Inc., Sun City, Fla.)
Q Tennis Facility at Johns Island, Vero Beach, Fla.
(Fast Dry Courts, Pompano Beach, Fla.)
Q Tennis Facility at Logansport High School,
Logansport, Ind.
(Leslie Coatings Inc., Indianapolis, Ind.)
Q The Club at Carlton Woods, The Woodlands, Texas
(Trans Texas Tennis Inc., Houston, Texas)
Q The Stirling Club at Turnberry Place, Las Vegas, Nev.
(Welch Tennis Courts Inc., Sun City, Fla.)
Q VillageWalk of Sarasota, Sarasota, Fla.
(Welch Tennis Courts Inc., Sun City, Fla.)
Q Woodfield Country Club, Boca Raton, Fla.
(Fast Dry Courts, Pompano Beach, Fla.)

For details of the 2005 Outstanding Tennis Facility Awards, contact the ASBA at 410-418-4875 or
email info@ustctba.com.

36 RACQUET SPORTS INDUSTRY January 2005

 string PLAYTEST

Prince
Lightning Power
Lightning Power is Prince’s new solid- www.princetennis.com. Be sure to read the
core/multi-wrap string in its all-around conclusion for more information about get-
ting a free set to try for yourself.
performance category. Prince orients
strings in this category toward players IN THE LAB
We tested the 17-gauge Lightning Power. tested by the USRSA,
who are looking for improved durability, Lightning Power did not fall down in any
The coil measured 41 feet. The diameter
comfort, feel, and spin. Prince feels that measured 1.28-1.30 mm prior to stringing, category, so there was no low score to pull
down the overall average. In fact, Lightning
Lightning Power is ideal for players who and 1.21-1.22 mm after stringing. We
recorded a stringbed stiffness of 79 RDC Power’s scores are so comparable across all
are looking for power and a softer feel in nine categories that it is one of the best
units immediately after stringing at 60
a solid-core construction, yet with pounds in a Wilson Pro Staff 6.1 95 (16 x
improved durability when compared 18 pattern) on a constant-pull machine. EASE OF STRINGING
After 24 hours (no playing), stringbed (compared to other strings)
against traditional strings with solid cores Number of testers who said it was:
stiffness measured 72 RDC units, represent-
and outer wraps. ing a 9 percent tension loss. Our control much easier 3
Prince’s Powerfoil technology (also found somewhat easier 14
string, Prince Synthetic Gut Original Gold
in Lightning XX) brackets the solid core. about as easy 22
16, measured 78 RDC units immediately
Around the core and PowerFoil are not quite as easy 2
after stringing and 71 RDC units after 24 not nearly as easy 0
wrapped specially fused bundles of poly- hours, representing a 9 percent tension loss.
ester and nylon—two materials that are Lightning Power added 13 grams to the OVERALL PLAYABILITY
normally difficult to bond to each other. weight of our unstrung frame. (compared to string played most often)
Prince’s Poly/Nylon Fusion technology, how- The string was tested for five weeks by Number of testers who said it was:
ever, makes it possible, and gives the player much better 1
41 USRSA playtesters, with NTRP ratings
the responsiveness of polyester without the somewhat better 3
from 3.5 to 6.0. These are blind tests, with
harsh feel of a typical monofilament poly- about as playable 18
playtesters receiving unmarked strings in not quite as playable 16
ester string. Prince claims that its Poly/Nylon unmarked packages. Average number of not nearly as playable 3
Fusion and Powerfoil technologies combine hours playtested was 29.5.
to provide unmatched power and ball bite Lightning Power has little coil memory, OVERALL DURABILITY
without sacrificing comfort and feel. and there is plenty of string for most rac- (compared to other strings
Lightning Power is available in 16 and 17 of similar gauge)
quets. The outer wrap is smooth with a hint
gauges in clear/silver. It is priced from $9. For Number of testers who said it was:
of lubrication, so the crosses pull through
more information or to order, contact Prince much better 1
easily, although it is sometimes a bit more somewhat better 12
at 800-2 TENNIS, or visit difficult to grab the end of the string about as durable 24
between your fingertips during weaving. not quite as durable 3
Tying knots is easy with Lightning Power. not nearly as durable 0
No playtester broke his sample during
stringing, had problems tying knots, or RATING AVERAGES
From 1 to 5 (best)
reported a problem with friction burn. Three
Playability 3.4
reported problems with coil memory.
Durability 3.5
Power 3.4
ON THE COURT Control 3.3
It’s not a surprise that our playtest group Comfort 3.3
gave Prince Lightning Power above-average Touch/Feel 3.1
scores. What is a surprise is that each and Spin Potential 3.1
every one of Lightning Power’s scores was Holding Tension 3.3
above average. Unlike many of the strings Resistance to Movement 3.2

38 RACQUET SPORTS INDUSTRY January 2005

 TESTERS TALK

“ Great string. I liked the feel and the power.

”
5.0 male serve-and-volleyer using Wilson H Tour strung at 64 pounds
“ I really enjoy this string. It has a crisper feel than I’m used to. The
string provides a nice “pop” to my shots. It was comfortable to teach
LO (Wilson NXT 16) with, also. Lastly, the string’s cosmetics are impressive—good looking
string! I had many of my customers interested in it. Please notify me

“ One of the best synthetics I have tested. Has great control, touch, ASAP with the name of this string.
”
5.5 male all-court player using Wilson nSix-One Tour strung at 60
and feel. Lacked a little on power, but overall a great string.
5.0 male baseliner with heavy spin using Head Liquidmetal Prestige
” pounds LO (Wilson NXT Tour 17)
strung at 58 pounds CP (BDE Performance 16)

“ Seemed like an average synthetic gut. No

“ Excellent string for my game. Felt above-

average power and above-average spin, espe-
cially on my spin serve.
”
4.5 male all-court player using Head Liquid-
metal 8 strung at 60 pounds LO (Prince Syn-
thetic Gut with Duraflex 16/17)
“ Very good string.
exceptional qualities plus or minus noted.
4.0 male all-court player using Pro Kennex
”
Core 10 strung at 65 pounds LO (Tecnifibre
Played very well and lasted
well. Would definitely like to
X-One Biphase 17)
play with it.
”
45.0 male all-court player using “ A truly average string across the board,
except for excellent tension holding and a

“ This string played very well. It presented

no problems in regard to stringing. Control
Prince Hornet MP strung at 62/65 very nice physical appearance.
”
4.0 male baseliner with moderate spin using
pounds LO (Klip Hardcore/Kicker 16)
and power were satisfactory. Tension holding Wilson T3 strung at 54 pounds CP (Wilson
was normal. I would recommend this string Stamina 17)
as an above-average string.
”
4.0 male all-court player using Fischer Pro Impact FT strung at 59
pounds CP (BDE Perf 17)
“
I liked the way this string glided across the mains during stringing.
Not wild about the color but that is just me. This string played all right,
but did nothing to stand out.
”
“ This is a very nice string. Gave good bite for a 16-gauge. Felt equally
good on touch and power shots, and held its tension very well. It’s a
5.0 male all-court player using Prince More Precision strung at 70
pounds CP (Prince Sweet Perfection 16)
keeper!
”
5.0 male baseliner with heavy spin using Head Liquidmetal Radical OS
strung at 51 pounds LO (Prince Synthetic Gut Original 17)
“ This string has very little texture. Doesn’t bite the ball very well.
Decent feel. Not sure what level player it is for. Probably would not
stock this string.
”
“ I really like this string. While not quite the feel or touch of my regular
string, very responsive overall. Looks like a Prince string. If mid-priced or
5.0 male all-court player using Head i.x6 strung at 61 pounds LO (Wil-
son NXT OS 16)
lower, I will definitely recommend it.
”
4.0 male touch player using Prince Bandit OS strung at 62 pounds LO For the rest of the tester comments, USRSA members can visit RacquetTECH.com.
(Gamma TNT Pro Plus 17L) (Strings normally used by testers are indicated in parentheses.)

balanced strings out of the 84 strings playtested by

the USRSA to date. Interestingly, two other strings
that fit this description are Prince Attitude and
Prince Premier with Softflex.
CONCLUSION
FREE PLAYTEST STRING PROGRAM
Prince has generously offered to send a free set of Lightning Power to USRSA members who request it.
To get your free set, just cut out (or copy) this coupon and mail it to:
USRSA, Attn: Prince Lightning Power String Offer, 330 Main Street, Vista, CA 92084
or fax to 760-536-1171 Offer expires Feb. 15, 2005
One set of free string per USRSA membership • Offer only available to USRSA members in the US

According to our playtesters, Lightning Power is the

FREE! Prince Lightning Power!
all-around string that Prince designed it to be.
Those looking for a quality string to recommend to Name:
a wide variety of customers should give Prince USRSA Member number:
Lightning Power a try. If this sounds interesting to Phone:
you, Prince is offering USRSA members who send Email:
back the coupon a free set of Lightning Power 17.
—Greg Raven Q If you print your email clearly, we will notify you when your sample will be sent.

January 2005 RACQUET SPORTS INDUSTRY 39

 ask the EXPERTS
Your Equipment Hotline
STRINGING THE EKTELON DPR
I’VE READ THROUGH THE STRINGING
Q instructions for the Ektelon DPR 2500
and DPR 2500 Lite, and I have only
one question: How the heck do you string
these darn things? With the frame mounted
in the stringing machine, you can’t get to
the “dual power rings,” and even without
mounting it, it seems just about impossible
to get the string around one of the power
rings but not around the other. Help!
A AS IS THE CASE WITH MANY of the
new racquetball racquets, the Ektelon
DPRs require a bit of ingenuity to get strung
properly. Here are a couple of techniques
that will make the job easier:
First, take your needle-nose pliers and
kink the string about 3/16 inches from both
ends. This will allow you to thread the string
around the desired power ring when feed-
ing from the outside up through the center.
40 RACQUET SPORTS INDUSTRY January 2005
Second, pre-lace the mains—either
with the frame off of the machine, or, on
six-point machines, mounted using only
the head and shoulder supports, leaving
the throat support loose so you have
access to the power rings. Once you have
pre-laced the mains, mount the frame as
you normally would.
One further complication of these
frames is that the mains “stack” around
the left power ring from bottom to top,
while they stack around the right power
ring from top to bottom. (This is true no
matter which side is up when you mount
the frame.) The stacking order seems to
be important only in that when done as
specified, the strung racquet will look as it
did when it came from the factory. If you
stack the mains from top to bottom
around both power rings, the “fans” of
string at the throat will look different, but
playability should be the same, especially
considering the fact that the ball is not
often struck using that area of the
stringbed.
MACHINE PRE-STRETCHING
CAN YOU GIVE ME ANY infor-
Q mation on pre-stretching string?
I just got my first electronic
stringer, a Prince 3000, and it has a
function to pre-stretch string. A few of
the people I string for are very power-
ful players (5.0+) and go through
strings pretty quickly. A lot of them use
polyester string so it rarely breaks, but
it seems to lose tension and die pretty
quickly, so they wind up replacing it
regularly anyway. I was thinking that
machine pre-stretching might extend
the string life.
A TO SOME EXTENT YOU ARE
attempting to square the circle.
The reason that pre-stretching—by
machine or by hand—works is that it
straightens out the molecules in the
string. Typically, the straighter these mole-
cules are, the less elasticity remains in the
string, and the stiffer the stringbed. In
effect, you are pre-deadening the string
by pre-stretching. Therefore, pre-stretch-
ing does allow you to maintain the
installed tension of strings better, and
reduce tension loss. At the same time,
though, it decreases what players often
refer to as power, touch, and/or feel. It’s
worth a try, however, as your customers
may prefer the feel of the racquet when
the strings are pre-stretched, and by elimi-
nating some of the tension loss, they
won’t feel that they have to restring as
often, barring breakage.
SOURCE FOR OLD RACQUETS
A FRIEND OF MINE PLAYS with a
Q Wilson Sledge Hammer 2.8 Stretch.
He wants to find at least one more
of these racquets, but they have been dis-
continued. Do you have any suggestions
on how to find one "out there"?
A USRSA MEMBERS CAN PLACE a
free classified ad in RSI magazine.
You’ll probably be amazed at the
response. Failing that, you might try eBay
(www.ebay.com), or other on-line
sources. Be aware that there are two dif-
ferent versions of this frame: each has the
16x19 pattern, but one has skips at 7H
and 9H, while the other has skips at 7H,
9H, and 10H.
STRINGING A
WOODEN RACQUET
DOES THE USRSA HAVE string pat-
Q terns for some of the classics? I
have been contacted by a client
who has a wooden racquet and a pack-
age of natural gut. Talk about a chal-
lenge! I’ve used gut before (usually as
hybrids, which makes the job easier) but I
have never strung a classic. I use a Prince
Neos 1000. Do you know if I will have a
problem mounting it? Is there anything I
need to be aware of when stringing a
wooden racquet? I am looking forward to
it, but I want to be sure I am prepared
and equipped.
A CHECK YOUR Racquet Service
Techniques book for the section
called “Stringing the Conventional Wood
Frame.” You shouldn’t have any trouble
mounting the frame on your machine.
Probably the biggest difference between a
wooden racquet and the typical modern
graphite racquet is that the wooden rac-
quets have a lot of shared holes. You
should also check with your client to see if
he is going to use the racquet for play or
display. If he’s using it only for display,
restring the racquet with the lowest possi-
ble tension to prevent warping.
If he’s going to be using for play, check
the racquet thoroughly for defects and
warpage. You might also remind your cus-
tomer that for the price of restringing his
racquet with natural gut, he could easily
purchase a pre-strung racquet that will
out-play and out-last his wooden racquet.
—Greg Raven Q
We welcome your questions. Please send them
to Racquet Sports Industry, 330 Main St., Vista,
CA, 92084; fax: 760-536-1171; email:
greg@racquettech.com.
January 2005 RACQUET SPORTS INDUSTRY 41
 tips and TECHNIQUES
Readers’ Know-How in Action
SLICK GROMMET
INSTALLATION
Over the years I have tried heating grom-
met strips with a heat gun and prying them
into place with an awl, but the way I cur-
rently install them works quicker and easier
for me. I spray the grommet strip with a
light coating of silicone lubricant and it
slides into the racquet. Silicone lubricant is
especially nice to use in this application
because it seems to dissipate on its own, so
a quick wipe with a cloth is all that’s need-
ed for clean-up. Any residue that is left
behind is completely benign and, if it’s
inside the grommets, actually makes string-
ing easier.
5 sets of Gamma Synthetic Gut 16
w/ wearguard to:
Dan Kerr, MRT, Warton, Ontario,
Canada
INCREASING STRING LIFE
I string racquets at 60 pounds using 17-
gauge string for a high school player who
42 RACQUET SPORTS INDUSTRY January 2005
was breaking strings twice each week in a
climate that is oftentimes cold and damp.
We have been able to more than double
string life by adopting a five-minute proce-
dure each day after play. After wiping
down the strings, he moves the crosses
slightly away from where they intersect the
mains, and applies car wax to clean and
seal the strings, and reduce friction. Follow-
ing this regimen, it is not unusual for the
crosses to break before the mains. The
player says that he does not detect any dif-
ference in the playability of the strings.
Alpha String sample pack
(5 strings per pack) to:
James M. Shaughnessy, Wakefield, RI
PRE-STRETCH POLE
There’s no reason to put up with string
kinking or excess coil memory. Whenever I
open a package of string that seems to
have too much coil memory, I pass the
string around a floor post in my basement.
The pole is cushioned with a terry-cloth
towel. I then pull each end until most of
the memory is removed. It works quite
well for natural and poly.
5 sets of Prince Polygut 16 to:
George McKelvey, Mount Lebanon, PA
POWER HOLES
POWER STRINGER
The biggest problem with stringing a Wil-
son racquet with Power Holes is that it is
difficult to get the string through the
frame on the far side after weaving a
cross. The solution is to put a light down
level with the frame. This will allow you to
see through the hole, so you can get the
string through much more quickly. I have
a desk lamp next to my stringing machine
just for this purpose. Of course, this tech-
nique works on other racquets, where you
can use a visual cue to help get the cross
through the grommet on the far side.
Ashaway String sample pack
(5 strings per pack) to:
Dan McManus, Auburn, WA
BEGINNERS
WAX ON, WAX OFF
Try using wax paper instead of a block of
wax or some other lubricant to prevent
friction burn between strings, or between
the string and parts of your machine. You
can rub the wax paper over the strings for
an even coating of lubricant, and you can
tear off small pieces to place between the
string and whatever part of your machine
the string is rubbing against.
5 sets of Volkl Power-Fiber 18 to:
C. Buzz Johnson, Riverview, FL
CHECKING FOR MISWEAVES
Right before I do the final tie-off after
installing the last cross string, I perform
two quick checks for misweaves, which
together take about 30 seconds.
First, I get my head down to racquet
level and scan the string bed on a diago-
nal to see if there is a consistent weave
pattern showing throughout the string
bed. The wrong weave will show up as an
inconsistency, as opposed to looking like a
steady stream of waves off a beach of a
properly-done string job.
Second, I place the tips of my index
fingers on separate main strings starting
at the throat of the racquet, in such a
way that each fingertip is on the same
kind of main that starts either as an over
weave or as an under weave with the
crosses. I usually pick mains that are as
wide as I can go before getting to the
cross strings or running into my clamps. I
run my fingertips on those two mains all
the way up to the head of the string bed,
going across every one of the crosses. I
will feel the alternating bump of an over
weave cross or the smooth run over the
under weave cross. Using the sensitive
fingertips in a parallel run lets me know
quickly if there is an inconsistency in the
bump / smooth pattern that should exist.
Only if these two tests are good do I
do the final tie-off.
Bow Brand String sample pack
(5 strings per pack) to:
Timothy Stankewicz, Manitowoc, WI
MARKETING
CUSTOMIZING KIDS’
RACQUETS
Kids love to be different, and they can be
if you customize their racquets with sten-
cils. The kids can come up with their own
ideas, or you can show them simple
designs. (A good source of designs is the
clip art that comes with many computer
programs.) You can use a stiff piece of
cardboard, like the back of a legal pad, to
trace the design, then cut out a stencil
with a razor knife. Keep the stencil on file
for the next time the customer comes in.
Some designs can even be done free
hand, if you have a steady hand.
You can promote this free service by
making a poster with examples of
designs that you already have. Offer a
free racquet tune-up for the best new
design.
The idea is to create excitement with
your customers and set you apart from
the competition.
5 sets of Wilson Stamina 17 to:
Steve DeGrenier, CS, Sarasota, FL
—Greg Raven Q
Tips and Techniques submitted since 1993 by USRSA
members, and appearing in this column, have all been
gathered into a single volume of the Stringer’s Digest—
Racquet Service Techniques which is a benefit of USRSA
membership. Submit tips to: Greg Raven, USRSA, 330
Main St., Vista, CA 92804; or email
greg@racquettech.com.
January 2005 RACQUET SPORTS INDUSTRY 43
 Classifieds
FOR SALE: Gamma 7000 ES stringing
machine (electric) in excellent condi-
tion. Includes tools, cover, manual, +
clamps. Asking: $1200 plus shipping,
OBO. Contact: George Tompkins,
Grand Junction, CO 81506 • 970/241-
9043 or email: pilonero 78@hot-
mail.com
FOR SALE: Brand new Babolat RDC
machine. Asking: $4000 + shipping
from San Jose, CA. Contact: Yung Doan
• 408/737-6100 or email:
dzung@bavarian-enterprise.com
WANTED: One Wilson Pro Staff Lite 5.8
oversize. Prefer 4-3/8 grip size. Please
call John Foster @ 843/766-8773.
WANTED: Babolat RA Tester, must be
in good to excellent condition. Contact:
Chip@SandiaRacquetServices.com or
505/299-8052
WANTED: Owners manual and head
upgrade kit for an Ektelon Model D.
Contact: Vinnie • 909/948-9311 or
email: jindojax@aol.com
44 RACQUET SPORTS INDUSTRY January 2005
WANTED: Technical manual (or a
copy) for the Winn Pro (Model WN-
1000) stringing machine. Please
email: sciras@aol.com
PowerAngle is looking for Certified
Stringers to learn easy Diagonal
Stringing of Power Angle Rackets.
The names of the stringers will be
added to the list of qualified
stringers on the PowerAngle website.
Sales reps also wanted. Contact:
www.powerangle.net or Toll-Free:
877/769-3721
USRSA MEMBERSHIP INFORMATION
USRSA membership dues: $99 annually. (CA res-
idents add 7.75% sales tax. $106.67 total.) Cana-
dian Members add $20 (US) for postage costs. US
Total: $119. Mexican Members add $25 (US) for
postage costs. US Total: $124. All other Interna-
tional Members add $36 (US) for airmail postage
costs. US Total: $135. Membership includes: 10
issues of Racquet Sports Industry, the five-volume
Stringer’s Digest, free consultation, free classified
advertising and access to the member's-only
website.
USRSA
330 Main St., Vista CA 92084 Tel: 760 • 536 • 1177
President Patrick Curry
Partner/Business Development Steve Schein
Executive Director David Bone, MRT
Managing Editor/Webmaster Crawford Lindsey
Advertising Director John Hanna
Design/Art Director Kristine Thom
Technical Support
Dot Hogen, MRT; Greg Raven, MRT
Membership Services
Nancy Crowley, Barbara Smith
Shipping/Receiving Pat Regan
USRSA TECHNICAL ADVISORS
Warren Bosworth Professional stringer,
racquet designer and industry advisor
Dr. Howard Brody Professor Emeritus of Physics,
Univ. of Pennsylvania; Science Advisor, PTR
Ron Carr R&D Manager, Gamma Sports
Rod Cross Associate Professor of Physics,
Univ. of Sydney, Australia
Bill Severa Director of Technology, Innovation and
Design Group,Wilson Racquet Sports
Steve Davis VP of Next Generation, Prince Sports
Dr. Simon Goodwill Research Assistant,
University of Sheffield, UK
Dr. Carl Love Professor Emeritus, Metallurgy;
President, Love Sports Enterprises
Bill Mitchell Director R&D, Powers Court
Tom Parry Product Development Manager/
Pro Tour Services Manager; Volkl Tennis GmbH
Roger Petersman Business Manager-Accessories,
Head/Penn Racquet Sports
 science
Does Higher String Tension Give
More Control and Spin?
Most players are familiar with the general
principle that low tension gives more
power and high tension gives more con-
trol. The lower tension strings stretch more
during impact and thus store more energy.
When the ball rebounds from the racquet,
more energy is returned, so it leaves with a
higher speed. (Though the increased speed
is typically less than 1 percent, but that can
translate to balls traveling 1 to 2 feet fur-
ther on a baseline to baseline shot,
depending on the speed.)
The claim that higher string tension
gives more control is less easy to explain.
There is certainly plenty of anecdotal evi-
dence that players “feel” more control
when using a high string tension. Further-
more, in the professional game, players
like Andy Roddick and Serena Williams are
reported to be using string tensions of over
70 lbs. Do they string this way to gain con-
trol? And if so, what is the link between
high string tension and control?
We will assume that “control” means
the ability to consistently make the ball
land at an intended location. But there is
more to it than that. Many players report
that there is an associated “feel of control”
when they are hitting their targets. So the
question is what is happening during
impact at different string tensions to affect
both the bounce location and the player’s
feel of that shot? We will examine four
variables: spin, string movement, impact
dwell time, and ball travel distance across
the string face.
SPIN
It is often assumed that control is linked
with the ability to apply spin to the ball. If
that is so, then does spin depend on string
tension? Players often say “high tension
strings bite into the ball giving more spin.”
(“Biting” is used in common tennis par-
lance to mean creating more friction by
increasing the space between strings for
the ball to sink into; using rougher, sticki-
er, textured, or shaped strings to “grab”
the ball; using thinner strings to dig into
46 RACQUET SPORTS INDUSTRY January 2005
the ball; or using higher tension to incre-
sase surface contact forces.)
Fortunately, the spin generated for a
typical ball-racquet impact can easily be
measured. This has been done at the Uni-
versity of Sheffield in England, and the
results showed that the spin on the ball is
not dependent on string tension or string
type. In that testing it was concluded that
all stringbeds are sufficiently “rough” to
achieve maximum spin for the given shot.
Therefore, even if thin, sticky, and tight
strings were used in an attempt to increase
stringbed “roughness,” there would be no
actual increase in rebound spin.
However, the fact remains that players
feel that they can achieve more spin with
high-tension strings. Three possibilities
arise: (1) the players are simply incorrect;
(2) players feel a difference in some other
impact related event like more or less dwell
time, string movement, or ball travel across
the racquet and incorrectly interpret that
as more spin; (3) the player, not the rac-
quet, does something differently when
playing with higher tension strings that,
indeed, produces more spin. So, we did
more tests to find the answer.
The study compared two identical ten-
nis racquets, one strung at 40 pounds and
one strung at 70 pounds (the same ten-
sions as in our previously mentioned spin
study). The impact apparatus can be set up
to simulate a player hitting a topspin
groundstroke, and we can measure the
Figure 1 View from behind the tennis racquet—(a) ball just in contact with strings, and (b) ball midway through impact.
BY DR. SIMON GOODWILL
UNIVERSITY OF SHEFFIELD, UK
ball rebound spin using a high speed video
camera operating at 240 frames/sec. As in
previous testing, it was found that the
measured rebound spin for both racquets
was identical. So have the players’ percep-
tions been proven wrong?
Not necessarily. Because tighter strings
produce less velocity, the ball will land
shorter in the court. To make up for this,
the player might swing harder generating
more spin. In this case, it is not tighter
strings that produce more spin, but the
player’s response to tighter strings. In any
case, the player is likely to notice the
greater spin without realizing that he is
swinging faster.
Similarly, even if the player does not
swing harder, he may think there is more
spin with higher tensions. That is because,
although the spin is not greater at higher
tensions, the ball speed will be lower, so
the ratio of spin to speed will be greater.
The ball will then appear to land shorter in
the court at slightly steeper angles and to
bounce higher—in reality just conse-
quences of less velocity.
If string tension doesn’t influence spin,
it can’t influence control through spin. So
we are forced to look elsewhere for our
connection between string tension and
control. Fortunately, we find three vari-
ables that do vary with string tension—
string movement, dwell time, and ball
travel across the stringbed—that might
influence control.
LATERAL STRING
MOVEMENT
The impacts were also recorded from
behind the racquet, using an ultra high-
speed video operating at 3,700
frames/sec to see and measure what hap-
pens to the ball and strings during an
impact. Figure 1 shows typical views from
this camera; Figure 1(a) shows the ball
just in contact with the strings, and Figure
1(b) shows the ball midway through the
impact. We are simulating a topspin
groundstroke, where the racquet is
whipped upwards and, therefore, in
Figure 2a
these images, the ball travels downwards
on the racquet during impact. The rac-
quet shown in Figure 1 was strung at 40
pounds, and you can see that the mains
strings deform downwards during the
impact. However, this downward string
motion was generally not seen in our
tests for the racquet strung at 70 pounds.
Does this string movement affect con-
trol? In theory, if the strings deformed
downwards but then recovered to their
original position before the end of
impact, then they would increase the
amount of spin applied to the ball. How-
ever, we found that the strings did not
recover during impact and were perma-
nently deformed. (Hence, remaining con-
sistent with our findings that spin is
independent of tension.) You can tell if
your strings do the same by having a look
at them after you’ve hit a topspin ground-
stroke.
However, the amount of movement of
the strings will affect the impact because
it influences the location at which the ball
leaves the racquet. Therefore this string
movement will affect the speed and angle
at which the ball leaves the racquet and
thus where the ball will land on the court.
Furthermore, we found that the amount
that the strings deform is very inconsis-
tent. It depends on how hard the ball is
hit, the position of the strings before
impact, and also exactly where on the rac-
quet you hit the ball—i.e., did the ball ini-
tially land on one string or on two strings.
The lesson is that a low-tension string will
give you less consistency in your strokes.
In sum, lower tensions result in more
lateral string movement, which, in turn,
contributes to more unpredictable ball
trajectories. The player may also be able
to feel this string movement since it will
result in a softer impact.
Ball-racquet collision speed (m/s)
DWELL TIME AND BALL
TRAVEL ON RACQUET
Different groundstroke speeds were simu-
lated by varying the velocity at which the
ball and racquet collided. At these differ-
ent ball-racquet collision speeds, we mea-
sured the distance that the ball travelled
along the stringbed during impact (using
images such as those shown in Figure 1).
We also measured the length of time
(dwell time) that the ball was in contact
with the strings during impact.
Figure 2(a) shows that the contact time
for the balls impacting on the racquet
strung at 70 pounds is 20 percent shorter
than for the racquet strung at 40 pounds.
This is simply due to the 70-pound
stringbed being stiffer than the 40-pound
stringbed. Figure 2(b) shows that the ball
travels consistently further across the
stringbed for impacts on the racquet
strung at 40 pounds. This is because the
ball remains in contact with the strings for
a longer time on this racquet, and it there-
fore travels further across the stringbed.
The importance of the contact distance
can be illustrated by considering the action
of a tennis player hitting a “heavy” topspin
shot. The racquet is moved forwards and
whipped upwards. The probability that the
shot is executed correctly will be increased
if the distance that the ball travels across
the stringbed is minimized. This highlights
that the contact distance will have a direct
link to the players ability to play a topspin
shot. So, tighter strings will increase the
probability of a successful topspin shot.
How does this correspond to what the
player feels? Well, players may be correct-
ly identifying that the ball travels a shorter
distance across the stringbed when they
use a high string tension because the shot
Ball-racquet collision speed (m/s)
Figure 2b
feels “clean” or “solid.” A shorter trav-
el distance at higher tensions may be
interpreted as “biting” or “grabbing”
the ball (i.e., less ball movement). In
truth, this shorter contact distance has
nothing to due with “biting” but is sim-
ply due to the shorter length of time
that the ball is in contact with the
strings and thus can’t travel as far.
The contact time will also influence
your perception of control in another
way. For any shot in which the ball does
not land perfectly on the long axis of
the racquet, the head will rotate during
impact. The longer the ball remains in
contact with the racquet, the greater
this undesirable rotation will be, lead-
ing to large errors in your shot preci-
sion.
So, the longer the ball is on the
strings, the farther it will travel on the
stringbed, increasing both the racquet
twisting in your hand and the chance
for hitting the frame or less responsive
parts of the stringbed. Higher tensions
reduce all of these unwanted effects.
CONCLUSION
Changing racquet tension does not
affect spin, but it does affect string
movement, dwell time, and ball contact
distance. These latter parameters all
can affect the ball trajectory as well as
the player’s feel of the impact.
The main advice is that high string
tensions make your shot more consis-
tent and make it easier to hit topspin
shots. If you do not like the “boardy”
feel of high tension strings, then use a
lower tension but remember to restring
regularly to minimize the affects of
undesirable string motion .Q
January 2005 RACQUET SPORTS INDUSTRY 47
 Your Serve
Help Yourself in 2005
A relatively small investment on your part will bring the force of a
whole industry behind your business.
I
'm going to tell you how $100 can make a
difference for you in 2005. First, though, I
must note that as I write this, neither the
staff of RSI nor the Tennis Industry Association
know what I plan to cover here. No one put
me up to it.
Now, back to this greenback. These
days a crisp bill with Ben's portrait buys
fewer things than it did a decade, a year,
and even a month ago. The willingness to
spend it is relative to the reward, of course.
I won't think twice about the $100 fee
American Airlines requires in order to
switch my return flight from the Australian
Open. But the extra $100 on my electric bill
“The [membership]
money gets put to use
doing good work for
the sport. But, perhaps
more importantly, you
will directly benefit
from it. Your business
will gain exposure and
tools to increase
your profits.”
in July isn't as easy to face. While the for-
mer allows me to spend more time in the
magical land Down Under, the latter likely
means more to my cat and guests than to
myself.
One hundred dollars is very easy to
spend these days without much thought.
I'd like you to give some thought to it,
though: Spend $100 on a one-year mem-
bership to the TIA.
48 RACQUET SPORTS INDUSTRY January 2005
BY LIZA HORAN
I assure you that it's not about
dropping alms into some black hole.
The money gets put to use doing
good work for the sport. But, per-
haps more importantly from your
own perspective, you will directly
benefit from it. Your business will
gain exposure and tools to
increase your profits. Need I con-
tinue?
Sure, I do: The margins in
retail are sliding as inflation is
rising, customers have many
choices of where to buy, and
the internet is choking offline
shops.
“If you're not a member,
how can you voice your
opinion? It's like talking politics
if you haven't registered to vote,” says
Chris Gaudreau, the owner and president Membership” guar-
of Racquet Koop in New Haven, Conn., antees, along with important market-
who became a TIA member last summer. ing and promotion efforts, you may be
“I'm a one-man show here, but I network tempted to bump up to the $1,000 level.
with a lot of retailers. Whether you own These days people are looking for mea-
five stores or you're like me with one, we're sured risk and returns. So take it slow and
on the same team. Our concerns are the easy, join the TIA for a Ben Franklin and get
same. We bounce ideas off each other, to know the staff—people who spend 100
share opinions, get advice, and trade prod- percent of their time promoting tennis to the
uct with each other. masses and trying to boost the tennis econo-
“I want to be an active participant in my—and your fellow members. They are the
this association,” says Gaudreau, one of big manufacturers, the small specialty-shop
three retailers who sits on the TIA board. owners, tennis instructors, the media, key
“It's in my best interest to do it. The association personnel, and many more.
research alone is worth it.” You never know how it could impact
Now, there are several levels of mem- your own way of doing business. Now isn't
bership and accompanying benefits. The that worth $100?
$100 “Individual Membership” is the entry- P.S.—It's tax-deductible!Q
level one that affords links from TIA-related
Industry veteran Liza Horan is
websites and overviews of key research
the director of Tennis.com, the
conducted by the TIA. Such reports cover
website for Tennis magazine.
dealer trends, tennis player participation,
and the “Cost of Doing Business,” among
others. You can find all the details by visit-
ing www.tennisindustry.org and clicking on
We welcome your opinions. Please email
“Membership.” Of course, once you see comments to rsi@racquetTECH.com or fax
some of the benefits that the “Supporting them to 760-536-1171.