Sports trader June/July 2013

Southern Africa’s business-to-business magazine for the sport, outdoor and leisure industries • Vol 34Industry :: p1 No 3 • June/July 2013

Tennis industry sales woes New ombudsman: What to expect Are footwear fitting charges fair?

2013 June/July :: Sports Trader

Vol 34 Nr 3 June/July 2013 www.sportstrader.co.za

Clothing & footwear

On the cover Rocky’s Trail boot, distributed by Crown Footwear, features a moisture wicking and padded comfort mesh collar and tongue that have a waterproof vamp and quarter lining. The upper is made of water-resistant nubuck leather with a mesh bellows tongue construction and the inner sole has a meshcovered style. The multidirectional lug pattern rubber outsole with phylon comfort midsole offers great grip and traction while being comfortable. The boot is also easy to lace up with its ski hooktype speed lace system.

Contact Crown Footwear on Tel: 031 700 1601.

Publisher: Nic du Toit Editor: Carin Hardisty Managing editor: Trudi du Toit Proofreader: Liz Milburn Features: Bevan Frank, Carin Hardisty, Fanie Heyns, Nelle du Toit Rhianah Fredericks, Trudi du Toit Design: Carin Hardisty Photography: Nic du Toit Nelle du Toit Advertising: Nic du Toit Subscriptions: Johann du Toit Printing: ABC Press Distribution: Tunleys Sports Trader is published bi-monthly

by Rocklands Communications cc.

Reg. No: 1997/057165/23.

Members: N. J. & G. C. du Toit

Contact details:

PO Box 12197 Mill Street 8010 22 Rocklands Avenue, Vredehoek, Cape Town 8001 Tel: 021 461 2544 Fax: 021 461 2549 Website: www.sportstrader.co.za Facebook: SportsTraderMagazine Twitter: @SASportsTrader Advertising: nicol@sportstrader.co.za Editorial: trudi@sportstrader.co.za Subscribe: carin@sportstrader.co.za Publication information: The title and contents of Sports Trader are protected by copyright. It is a business to business publication compiled to inform, entertain and educate retailers, distributors and manufacturers of sports and outdoor equipment, footwear and clothing. It is available only to members of the sport, outdoor and activewear industries and is published bi-monthly. © Rocklands Communications.

9 12 14 16 18 20 27 30

Lifestyle brand news

Highlights:

News from lifestyle brands

Footwear

The latest trends and developments in lighting

Are charges to fit footwear a neccesity?

How to sell... footwear

What benefits are there to attending trade shows?

A top salesman shares his knowledge

Replica

What to expect from the new ombudsman

Why original jerseys cost more

Rugby

Players explain how technologies benefit them

Team boots

Explaining the technologies in team boots

Technical clothing

An ABC of the technologies in technical clothing

Off-road running

Forms of running and recommended footwear

Outdoor

54 58

Lighting

Advances in outdoor lighting market

Outdoor news

News from outdoor brands

Photo: Anja Köhler

Photo: Andrew Bu rr

What are the technologies in technical clothing and what do they do? p29

Lighting products are constantly being improved on. p54

Sport

Trade shows

38 41 45 50

Tennis

Coaches selling to students affects retailers

Sport news

News from sport brands

Product knowledge: Swim accessories What swim accessories to stock

Combat Sports

What to stock for combat sports

Photo: Ruby Wol f f

59 60

Trade shows

News from local and international trade shows

Why attend trade shows

The benefits of attending trade shows

Industry

62 63

Retail news

News from retailers

Ombudsman

What the Ombudsman means for the industry

Regulars

2 4 6 44 49

People on the move

News about people in the industry

Companies on the move

News about companies in the industry

Brands on the move

With so many forms of combat sports, it can be difficult to know which products to stock for each. p50

News about brand activity in the industry

Shop Talk Cycle Lab

Shop Talk Swim shop

Spot an Authentic Flexfit.

Look out for the peak sticker and inner label that tell you your Flexfit is an original.

p2 :: Industry After two and a half years at the helm of adidas South Africa, managing director Winand Krawinkel is leaving to take up the post of MD of adidas Central Europe from 1 July. His successor in South Africa is still to be announced.

As MD of adidas SA, Krawinkel (49) has built on the momentum created by adidas’ involvement with the 2010 FIFA World Cup by growing sales and market share for the brand. He enjoyed the South African active outdoor lifestyle and says he is “sad to be leaving behind such an exciting country and such an outstanding local team”. But, he is convinced that adidas is “in excellent shape in South Africa”.

“We are building something sustainable here and our numbers prove us right,” he told Sports Trader in 2012. “We are very successful at the moment and we’ve had an even better year than last year (2011). Much better. Managing such a great team and brand in a market like this is an honour and makes me very happy,” He is, however, looking forward to the new challenge awaiting him in Europe.

Before his appointment in South Africa, Krawinkel was marketing director for adidas in Italy. He had joined the brand in 2006 as head of Business Development for the Europe Middle East and Africa (EMEA) region.

Before that he had sales and marketing experience at a pharmaceutical company, Samsung and Sony. In 2000 he was appointed MD of the newly established FIFA Marketing AG. As head of marketing for football, he was in the centre of the action during the 2002 FIFA World Cup in Korea and Japan.

Krawinkel’s predecessor as MD at adidas Central Europe, Jimmy Weigl, will take on the role of senior vice-president of global sports marketing and sport relations at adidas.

Rhino runner Vincent O’Neill, sponsored by Asics, completed the Comrades ultra-marathon, held in Pietermaritzburg, in 10 hours and 38 minutes whilst wearing a rhino costume that weighs more than 8kg. He completed the race well under the 12 hour limit he had set for himself and was the only runner competing with an animal suit.

According to the Department of Environmental Affairs, last year South Africa lost 668 rhinos to poachers and more than 350 have already been reported this year.

O’Neill represents Save the Rhino International — a UK conservation charity — and runs most races with his costume, trying to raise awareness of the efforts by the organisation to protect and nurture rhino populations.

He was supported and inspired by fellow runners who joined him during the race and stayed all the way to cross the finish line with him.

People on

Praveen and Debbie Soogreem have taken an early retirement from the Midas Group, after working for Akals and the Midas group for 64 years collectively (Praveen working for 37 and Debbie for 27 years). Praveen will be joining their son in his media business, which has grown over the past few years and needs more manpower.

Team Mizuno trail partners Kathleen Shuttleworth (left in the photo) and Ronel Nattrass won the 3-day 90km Pronutro African X Trail Run presented by New Balance, wearing Mizuno’s latest Wave Ascend 8 trail shoes.

Shuttleworth and Nattrass spoke to guests about their shoes at the 2014 Mizuno launch.

The main thing she looks for in a trail shoe is that it should have the same ride as a road shoe, Shuttleworth, well-known as a road runner, told guests.

“This quality and light feel drew me to the Mizuno trail shoe — it has the same support and the feel as the Wave Ride on the road, just with unbelievable grip. I train a lot on Table Mountain, where it can be very slippery after rain, but this grip is something special and superior.

Henry Moyo, who ran the Comrades in June and got 6th place, was also wearing Mizuno shoes when he claimed one of the top ten gold medal places. The last time a Mizuno runner won a gold medal during the Comrades was 17 years ago (in 1996) when Bruce Fordyce was running the Comrades in his Mizuno Run Birds.

Firearms industry mourns

Adams Golf, locally distributed by Worldview Sports, has appointed David Howell, four-time European Tour winner, as a member of their tour staff. Howell is the first full-time European Tour player that Adams Gold appointed to their staff.

Sports Trader :: 2013 June/July

The firearms industry is saddened by the death of Mark Drinn, third generation owner of firearms supplier Harold J (HJ) Drinn in Durban. The distributorship, which was started in 1921, imports a wide variety of firearms brands, including Winchester rifles, which his father has been importing since 1952. Among the many other hunting rifle, pistol, rifle shotgun and accessory brands they import and distribute are Diana, Hornady, Traurus and Wheatherby. Refer enquieries to his brother, David Drinn on info@drinns.co.za.

Industry :: p3

the move Canterbury has recently signed rising rugby star Eben Etzebeth (21), who will be playing in the new Canterbury boot range. Etzebeth joins rugby players like Josh Cronfeld, Zinzan Brook, Stephan Larkam, Victor Matfield and Bryan Habana in the Canterbury family.

Canterbury, in conjunction with Etzebeth, has developed a new forward-specific boot range that will be worn by him. Forwards can now benefit from innovation in both 8-stud and 6-stud boots, which have an improved last, better fit and an outsole that provides greater traction, power and stability — the improved boot range has an aesthetically modern look and has had an increase of 35-40% year on year sales.

Etzebeth played his first test appearance against England in June 2012 and became a Springbok star in his first season of test rugby.

Grigor Dimitrov, the 21 year old Bulgarian player, used the Wilson Pro Staff racket to defeat Novak Djokovic (ranked world #1) in the third set of the Madrid open this year. Dimitrov had success in his junior career as the winner of 2008 Wimbledon and US Open junior titles. This win, however, is his first over a world #1 — as of May 2013 he is ranked #28 in the world, by the Association of Tennis Professionals (ATP).

Nike is ending its product partnership with Lance Armstrong’s Livestrong Foundation after nine years.

“We will continue to support the Livestrong Foundation by funding them directly as they continue their work serving and improving outcomes for people facing cancer,” Nike said in a statement. “We are proud of the collective efforts between Nike and the Livestrong Foundation to raise more than $100-m to help people with cancer.” Apart from the yellow wrist bands, Livestrong also has a fitness equipment and apparel range. Nike ended their sponsorship of Armstrong after the US anti-doping agency found him guilty of doping.

LGB Distributors has appointed Darryl Parkins, who has many years’ experience selling international sports brands, as their KwaZulu Natal agent. He will be responsible for their international brands like Admiral, Harrows, Zoggs and many others. He was photographed with Colin Farrer, LGB sales director, (left) and Gary Baker (MD, right) during a recent training session at the LGB Distributors head office.

Canterbury has signed several new players and is launching a new protective wear range. The brand is investing in young South African Rugby Union (SARU) players like Raymond Rhule (Cheetahs, above left), Piet Van Zyl (Cheetahs) and Cobus Reinach (Sharks, above right).

“Many of Canterbury’s athlete contracts are coming to an end, this combined with some of the latest innovations in new product has enabled Canterbury to acquire new young talented players seen playing Super Rugby,” says Callum Lacey, marketing and sponsorship manager of Canterbury.

The company also maintains its presence with high profile athletes such as Bryan Habana (Stormers/Springboks) and Gio Aplon (Stormers) and have recently signed Steven Sykes (Kings). Adriaan Strauss (Cheetahs/Springboks), Nizaam Carr (Stormers), Lappies Labuschagné (Cheetahs), Dewaldt Duvenage (Stormers), Deon Fourie (Stormers) and Paul Jordaan (Sharks) are among the players who also sport Canterbury protective wear.

Cycling champion, Kevin Evans, is representing the South African cycling team at the 2013 Maccabi Games in Jerusalem, an event organised by the International Maccabi Committee and held in Israel every four years.

The event is sanctioned by the International Olympic Committee and World Federation of Sports.

35 year old Evans from Plettenberg Bay, multiple SA champion marathon mountain bike racer, elite mountain bike cross country national champion and 2010 national road time trail champion, will boost SA’s medal hopes for the Games.

More than 8 000 athletes from over 60 countries are expected at the 19th edition of the event.

Gilber rugby has renewed their sponsorship agreement with Springbok and Stormers captain Jean De Villiers as a Gilbert brand ambassador.

Other Gilbert rugby ambassadors are Johan Goosen (Cheetahs), Paul Willemse (Bulls) and Demetri Catrakilas (Southern Kings).

2013 June/July :: Sports Trader

p4 :: Industry

Companies Slam Industries distributes North Face

Hi-Tec South Africa best market HI-TEC’S South African team has been honoured with Best Tec Global Market award at the Hi-Tec head office in Amsterdam. The award is given for their outstanding achievements in all areas of business. The South African team was chosen as the best performer from the more than 100 countries where the Hi-Tec brand is distributed.

Adventure Inc. expands ADVENTURE INC. has expanded their warehouse after acquiring new brands such as GoSystems and Osprey. Due to retailer demands, Adventure Inc. needed to expand to store the increasing volume of stock.

“We are excited about the production capacity the new floor space provides us and we look forward to translating this into continued excellent service delivery for our customers,” says Bear Laubscher, manager of the warehouse.

DURBAN-BASED distributor Slam Industries has been awarded the rights to distribute the technical outdoor brand North Face’s apparel, equipment, footwear and accessories within South Africa.

Under the terms of the long-term licensing and distribution agreement, Slam Industries is also committed to opening and operating a number of North Face retail concept stores.

Blake Raubenhiemer, brand director of Slam Industries says, “The outstanding brand pedigree and unbelievable product offering will allow us to position The North Face brand at the very apex of the outdoor market across Southern Africa.”

Slam Industries will debut the F/W ‘14 line this year and will offer North Face product categories that have not been offered in South Africa before, including trail running, footwear, equipment collections and the Summit Series.

Outdoor retail chain Duesouth,

a division of TFG that previously had sole importing rights to North Face, will continue to import and distribute the brand within their stores until end June 2013, says Sharon Long of TFG. “We will begin selling into the market from Mid-June,” says Raubenheimer. “The North Face brand will be available to all outdoor retailers from January 2014.”

“Duesouth will still stock the North Face brand and, based on the good job they have done with the brand over the last eight years, we will still have a strategic partnership with them,” he adds.

Awesome Tools sole distributor of Nite-Ize AWESOME TOOLS has acquired the license to be the sole distributor of Nite-Ize products and accessories in South Africa. The American company has been manufacturing lighting products and innovative accessories in a wide variety of categories for more than 24 years.

These products will compliment the products from leading brands like Leatherman, LED Lenser, Opinel, Picquic etc. currently exclusively distributed locally by Awesome Tools.

Awesome Tools was bought by Bruce Woodroffe — with more than 30 years’ experience in the South African sport and outdoor industry — in 2011.

Next Field enters Pretoria

Ping boosts golf development

THE RAPIDLY-GROWING outdoor chain Next Field has opened a new branch in Centurion — their seventh store in three years.

This is their first branch in the Pretoria region, which they opened following numerous requests from customers, particularly through the Huntex trade show, as well as internet enquiries, says operations manager Ian Currie.

Brandt Broodryk, Next Field MD and founder, is looking at further expansion into and beyond Pretoria, when and as favourable opportunities arise, he says.

“The hard work and effort over the past year to rebrand and correctly position the business is paying off. It has been an exciting business adventure to see this business grow through effort, commitment and hard work from all our staff and valued support from our suppliers.”

OPAL SPORTSWEAR, the agent for Ping in South Africa, has shown its support for golf development by donating hundreds of clubs to the SA Golf Development Board (SAGDB) for the development programme in Gauteng. The clubs will be used to support the growth of the programme, aimed at introducing youngsters from all areas to golf. SAGDB currently coaches about 2 500 children per week in nine regions across the country.

Opal Sportswear donated a collection of used 6 and 7 Ping demo irons when they recently moved from City Deep to Midrand, says Andy Ostle, SAGDB’s development manager for Central Gauteng.

Sports Trader :: 2013 June/July

Industry :: p5

on the move International sales figures Adidas Q1 profits rise ADIDAS reported a net profit increase of 6% and a revenue decrease of 2% to €3.75-bn for Q1 2013.

The adidas Group sales are stable on a currency-neutral basis, gross margin grew 2.4% to a record level of 50.1%, net income attributable to shareholders up 6% to €308-m. Currency-neutral wholesale revenues decreased 3% due to double-digit sales declines at Reebok.

Currency-neutral retail sales increased 6% to the prior year, driven by sales growth at both adidas and Reebok.

Revenues in other businesses were up 9% on a currency-neutral basis, driven by double digit sales increases at TaylorMade-Adidas Golf. Currency translation effects had a negative impact on segmental sales in euro terms. Wholesale revenues decreased 5 percent to €2.481-bn ($3.2-bn) in the first quarter of 2013 from €2.614-bn in 2012.

Asics sales grow 7% ASICS Corp reported that their revenues for fiscal year 2013 rose 5% to $2.6-bn and sales in international markets increased by 7% to $1.68-bn as a result of strong sales of running shoes. European sales increased 1.3% to $625.7-m, 8.9% on a currency-neutral basis.

An increase in sales resulted in a gross profit rise of 5.8% to $1.15bn.

Ordinary income is up by 4.2% to $207.7-m, largely due to exchange gain. Net income for 2013 rose 9.2% to $139.4-m because of recording of tax refund and interest on refund arisen from transfer pricing taxation.

The Asics America Group — that includes the US, Brazil and Cana-

da — reported a net sales growth of 13.2% and operating income rose 41.4%.

The US growth was largely driven by strong footwear category sales, which includes the newest Asics Natural 33 Collection.

Growth in emerging categories like tennis and apparel and accessories also played a role in growth.

Head racket sport grow HEAD racket sport sales grew 0.1% to $56-m and diving 2.2% to $17-m in the first quarter of 2013, but winter sport sales suffered a 2.2% decline to $18-m, while licensing dropped 16.5% and sportswear 13.5%.

This resulted in Head NV’s unaudited results for the first quarter 2013 indicating a sales drop of 0.6%.

Cooler weather in Europe has resulted in a slower start of year in the US and Europe for the racket sports market. Overall racket sales for the first quarter was flat, but in currency neutral terms sales would have been 1.2% higher when compared to the Q1 results of last year — driven by stronger ball sales offset by weaker racquet sales.

Overall Head reported a net loss of $8-m, compared to a net loss of $3-m in the comparable 2012 period.

Mizuno footwear shines MIZUNO grew sales 5.6% to $1.6bn in fiscal year 2013, which ended 31 March 2013, but operating profit was down 34.4% ($35.2-m).

Ordinary profit stood at $40.1-m with a 27.6% decrease and their net income suffered a 38.1% decrease ($18.6-m).

European revenues decreased 2.9% ($102.0-m), whilst operating income before taxes were $2.97-m — down by 43.9%. The results were attributed to a slow European regional economy, but running shoes, indoor shoes, as well as handball shoes remained strong.

Overall footwear sales remained healthy (especially in the Americas). Mizuno was the fastest growing shoe brand in running specialist stores in 2012 in America.

A 12.4% ($225-m) and 12.4% currency neutral increase was experienced in the Americas, with running footwear and golf businesses being the top-line gains.

Asian, Chinese, Taiwanese and Australian sales decreased by 4.1% ($83.6-m) and 5.3% in currency neutral terms.

The revenues forecast for fiscal year ending 31 March 2014 is that it will be up 11.8% compared to that the same period last year.

Puma sales PUMA reported a 2.3% revenue decline in the first quarter of 2013 as Eurozone retail spending continued to weaken and sales in Asia were affected by an unusually long winter. In currency adjusted terms sales fell to €782-m when compared to the first quarter of 2012.

Sales in the EMEA region were impacted in particular by softening in European retail spending and fell 4.8% to €348-m. Puma’s sales in the Americas improved by 1.8% to €269-m. Sales in Russia, Turkey and the D-A-CH region were strong as classic footwear sold well. In the Asia/Pacific region, sales declined by 2.9% to €173-m.

Puma’s retail sales increased by 13.9% to €135-m, representing a 17.3% share of total sales. This rise was supported by good results from their e-commerce business,

particularly in North America.

Puma’s gross profit margin fell from 51.2% to 49.1% year on year. Footwear margins dropped from 49.5% to 46.1% and apparel declined from 53.5% to 51.5%, while accessories improved from 51.9% to 52.6%.

Skechers US sales SKECHERS US reported a 28.6% rise in first quarter sales from $351.3-m last year to $451.6m this year. The American operational earnings were $15.3-m compared to a $4.4 million loss last year.

Gross profit in the first quarter of 2013 equaled $192.7-m of net sales compared to $155.7-m net sales in the first quarter of last year — the company believes this is due to increased demand for the brand and their diverse products.

The company had double digit improvements in domestic and international wholesale, company-owned retail stores and in e-commerce.

Under Armour reported a 23% revenue increase UNDER ARMOUR has reported a 23% revenue increase for the first quarter of 2013. Revenues rose to $472-m, while income fell 47% to $8-m, due largely to marketing expenditures. First quarter apparel revenues increased 22% to $346-m and footwear revenues rose 27% to $81-m. Accessories revenues increased 22% to $36-m. Direct to consumer revenues, which represented 26% of total net revenues for the first quarter, grew 31% year on year.

2013 June/July :: Sports Trader

Brands on the move

p6 :: Industry

New Balance Hi-Rez named Gear of the Year

Millé & Kia Street Soccer

THE REEBOK CrossFit Regional Games took place from 24-26 May at the Standard Bank Arena in Johannesburg. The event saw 200 CrossFit entrants from across the continent compete for the Fittest in Africa title. The three day competition attracted 1 500 visitors to the Standard Bank Arena on a daily basis. This is Africa’s qualifier for the Fittest on Earth event, aka The Reebok CrossFit Games, which will take place in July in Los Angeles.

MILLÉ’S Kia Street Soccer Challenge in Cape Town took place during May with young soccer players from Khayelitsha, Gugulethu and Langa taking to the streets.

Millé, locally distributed

by Skye Distribution, has a philosophy to “stay with the play” and their partnership with the event reflects their encouragement to be more active in sports. Mille also sponsors the Golden Arrows soccer team.

The participating communities are in crime- and poverty-stricken areas that lack safe facilities for children to play.

This year, for the first time, the national champions will not only lift the coveted trophy, but will also stand a chance to win a trip to the 2014 World Cup in Brazil. The finals take place in September.

Nike celebrates football anytime, anywhere

Chelsea kit revealed

NIKE’S FC247 Own the Street tournament took place at the Johannesburg City Hall on 1 June, a disruptive event celebrating football any time and in any place.

Nike’s The Chance 2011 winner, Reyaad Pieterse — who recently signed with Kaizer Chiefs — made an appearance at the event, offering advice and encouragement, noting that street football is the place many young stars develop their skills.

Ntsako Chauke, a River Park FC player, was voted MVP and received a R2 000 cash prize. Among those selecting the MVP were Pieterse, Jonathan King and Khaya Nzimande.

ADIDAS has revealed the Chelsea Football Club (CFC) kit for the forthcoming 2013/ 2014 season.

The online campaign it’s blue. What else matters?, which was launched earlier this year, included a teaser video of Chelsea FC’s stars and received over 1.5-m hits on YouTube worldwide.

The campaign featured John Terry, Juan Mata, David Luiz, Gary Cahill, Fernando Torres, Demba Ba, Eden Hazard, Oscar and Patr Cech of Chelsea.

THE NEWLY launched New Balance Minimus Hi-Rez running shoe has been named one of National Geographic’s Gear of the Year must-have item for Spring/Summer 2013. The shoe was also featured in the April issue of Fast Company Magazine. The HiRez minimalist shoes weighs 111g and boasts a sole that consists of 42 independent rubber pods that flex in closer union with the foot. Other items on the National Geographic list includes Smith Optics Approach women’s sunglasses, the GoPro Hero3 Black Hands-Free camera, Columbia’s Omni-Freeze Zero shirts, LED Lenser F1 flashlight, and Black Diamond’s ReVolt headlamp, amongst others.

Reebok Fittest on Earth

Nike unveils England and Barcelona kit THE NEW England home kit was unveiled by Nike in May this year.

The design consists of traditional colours of white and dark blue to celebrate the Football Association’s (FA) 150th anniversary.

The new FC Barcelona home and away kits (2013/2014 season) combines the traditional with a modern look.

The Barcelona kit has technical features that help players perform better. It is 23% lighter than previous versions and has a 20% stronger weave with an improved stretch.

The kit also features Nike Dri-Fit technology that wicks moisture and keeps players dry and cool.

Sports Trader :: 2013 June/July

Laser-cut holes in areas of the uniform, allow more ventilation, cooling and comfort.

Both kits are made from recycled polyester, with the shirts and shorts made from up to 13 recycled plastic water bottles.

Plastic bottles are chopped into flakes, melted down to form yarn that is spun into fabric, reducing energy consumption by up to 30% compared to manufacturing virgin polyester.

Since 2010, Nike has diverted more than 1.1-bn plastic bottles from landfill through the use of recycled polyester.

TBWA\HUNT\LASCARIS 313434

5th - 19th August 2013 Regional Finals

The Regional Finals are coming to your town.

14th - 30th August 2013 Provincial Finals

The Provincial Finals are coming to your town.

14th September 2013 National Final

The National Final is coming to Gauteng.

Free Entrance - come support your team!

For any queries about locations and dates of the Kia Street Soccer tournament, please don’t hesitate to call 087 940 4664 or email customerservice@skyedistribution.co.za.

Visit www.skye-sa.co.za for more information.

p8 :: Industry

Flexfit breaks new ground IN A bold move, Flexfit, locally distributed by Kartal Distribution, is introducing the classic snapback cap in nylon to their latest range, confident that this old school idea will appeal.

“It is very different to regular snapbacks as the nylon is a lot less structured than the cotton caps and it is also shiny. It is the perfect cap for screen printing and heat pressing designs onto, and perfect for people who want to try something a little different,” say the Flexfit guys.

Following many requests from customers, they have now for the first time introduced denim caps to their range.

They also cater for their outdoor-minded fashion customers by introducing the popular camouflage pattern on one of their 5-panel models.

New styles from BondiBlu BONDIBLU has a new Platinum Polarised range of eyewear that features high quality, value priced, polarised sunglasses that are ideal for 21 year olds and older.

These sunglasses feature triple polarised lens protection with lightweight, comfortfitted frames. Their newer lens technology allows visual clarity, whilst acetate lenses on either side of the polarised lenses make them scratch resistant. These sunglasses offer UV400NM protection.

Millé sponsors record-breaking soccer school Edgemead High MILLÉ is sponsoring the entire Edgemead High 1st team with pairs of on-field soccer boots.

The Edgemead soccer team set a new South African record last year for the longest unbeaten run in High School soccer — 39 wins. The school received congratulatory letters from both President Zuma and Helen Zille and received a plaque on the 17th of April from their counsellor on behalf of the Mayor of Cape Town.

Sports brands relieve Boston Marathon victims

INTERNATIONAL sports brands funded relief programmes to help those affected by the bombings of the Boston Marathon.

Saucony has created a #BostonStrong Lace Medallion as a fundraiser for the One Fund Boston and donated 100% of the sales of each medallion to this fund.

Race sponsor adidas contributed the proceeds from online sales of limited edition T-shirts as part of its $750 000 donation.

New Balance Athletic Shoe Inc. made a $1-m donation to One Fund Boston to aid those most affected by the tragedy. One Fund Boston was established by Mayor Thomas M. Menino and Governor Deval Patrick, in order to swiftly support those directly impacted. New Balance, which recently announced the construction of a new headquarters in Boston, will continue its more than century long connection to the city. In addition to the donation, New Balance associates that contribute to One Fund Boston will be matched by the New Balance Foundation.

Sports Trader :: 2013 June/July

Lifestyle brand news

Apparel & Footwear :: p9

Lynton Picker: Fila FOOTWEAR TRADING, the licensee for Fila South Africa and sub-Saharan Africa, has segmented the product ranges into two main categories for spring/summer 2013.

The lifestyle collection consists of a range of trendy fashion-inspired sneakers, true to the brand’s heritage. The vulcanized and cold cement sneakers, in an array of vibrant colors, are inline with the coming summer season pantones. Innovative designs and the fusion of upper materials make Fila lifestyle product

unique and trendy.

The sport collection offers technical tennis, running and cross trainer styles for the active consumer. A range of technical trainers known as FAC (Fila Advanced Collection) will be in stores from August. These are lightweight functional trainers for the gym enthusiasts suitable for men and woman says Fila brand manager Lynton Picker.

Over the past 10 years Fila South Africa has adopted a collection of core/generic styles available in

pull the elastic laces to the right tightness.

The ladies Go Walk range has proven to be the best seller in their own stores, says Vadi. “They are lightweight, have a slip-on style and are quite popular among independents as well.”

The new Go Run II range has been developed by using feedback from runners. Skechers international gave seasoned runners Go Run shoes to test and used the information they gathered to design the Go Run II range, which features lightweight injection moulded midsole, 4mm heel drop, breathable four-way stretch

mesh which all together are engineered to promote a midfoot strike.

Their kids range is quite expensive says Vadi, but finds it does well because their shoes are designed with lights that light up on impact. The lights are battery powered and cannot be accessed to be changed, but he guarantees that “the child will outgrow the shoes before the lights wear out”.

They also offer a formal mens shoe, in the Skechers by Marc Nason range that is designed by Marc Nason, which has proven to be quite popular due to them being made of good quality leather and on trend styling.

various materials and colors that are season specific.

Fila’s kids range for summer does not disappoint either, as styles are take downs from the popular adult styles, available in youths, kids and infants.

Picker has stated that due to the current global economic and now national downturn the market finds itself more cash strapped and therefore the brand offers great styling and quality at affordable prices.

Yusuf Vadi: Skechers SKECHERS IS moving back to their roots with their mens brown shoe, ladies biker style and Mary-Jane, says Yusuf Vadi. The Mary-Jane is still their most popular style shoe and they will be reviving the range by introducing wedge sandals as well as more youthful designs. Overall, they have a huge selection on offer; almost a style for every day of the year.

This summer, Skechers will be releasing the new generation Go Walk’s with two new, bright coloured, slip-on style shoes as well as a lace-up. They also have a bungee style shoe available, which has a convenient lacing system: simply

Lynn Cowling: Levi’s THERE IS a trend among consumers to love canvas the one year, then heels, and now, it’s back to canvas sneakers again, says Lyn Cowling, Levi’s brand manager. For a while, Levi’s focused on fashion (heels) because of the change in trends, and in so doing, lost out on their larger, sneaker market. But they have now returned to including sneakers in their range — and they are offering popular styles that are bound to find attraction among consumers — and they are doing as well as ever.

This year, they have tripled their canvas offering and believe it will be a massive seller this summer. They will also be offering more competitive prices as they have increased their order and in so doing received better prices from their manufacturers.

In their ladies range, their heels are doing well, but they have added canvas sneakers to their selection and are thereby expanding the stores they can target. This expansion will, however, not decrease their progress

Lynn Cowling (brand manager) and Jonathan Chaimovitz (key account manager).

in fashion.

Ladies slip-on sneakers Kayla and Bailey incorporate stud-detail on the heel and toe areas, which is a huge trend, says Cowling. Denim has also been highlighted as a key Levi’s fabric for footwear.

Kayla looks like a sneaker with laces that have been pulled out, with the elastic on the inside next to the tongue keeping the shoe on the foot.

Layla is a basic ladies sneaker that is available in black, white and bur-

gundy. The style was also available in turquoise and canary yellow, but these were so popular that they are already sold out.

The Levi’s Dunk is available in classic and fashion colours in low and high styles. The lettering on the shoes are in reverse colour to the upper colour — black on white or viceversa. The ladies Dunk is available with a waterproof nylon upper that is easy to clean.

The Pitch is also available in low

and high styles and has a similar look to the Dunk, without lettering or a foxing line around the bumper. The Pitch is available in monochrome — where the upper and sole is one colour — black and white.

The Pitt and Fennel are their plimsolls. The Pitt has two eyelets and is described as fashionable, street wear that is available in cobalt (last year’s bestseller), grey, red and monochrome black and white. The even more stylish Fennel is available in twill, grey, red, taupe, black and navy.

Their much loved Jerry mid is back, whilst the jerry low is new for summer and already receiving a remarkable response.

The gladiator style with straps (thick or thin) and buckles is huge, says Cowling, and Levi’s have introduced the trend into their sandals (both heels and flats). The sandals are made from leather, canvas and denim and are available with open or closed toes in a pointy, flat or square shape. Levi’s also offer a wedge that is gladiator-inspired.

2013 June/July :: Sports Trader

Lifestyle brand news

p10 :: Apparel & Footwear

Jody Henry: Jordan IN A time when many brands say that “the independents are dying” the Jordan shoe division has been growing their offering to independents — their independent store business is now about 80%, compared to 20% with chains … while only a few years ago they were supplying independents and chains in equal numbers.

This change in marketing strategy has a long history, explains Henry. About 14 years ago, when he was working in Jordan’s planning department, he was intrigued by all these small orders that were sent to many independent stores by sales manager Gabriel Lopez. “His philosophy was that the small customer is just as important as the big customer.”

When he became Jordan brand manager, Henry found that these stores that he recognised from the 1990s, still order from them.

“They have stayed loyal to us, and that made me wonder: what can we do from our side to do better business with independents?”

Formerly, they used to do 90% of their range launches in their showroom, with chains and independents invited to come and view. “But, an independent retailer running his own store, cannot always take time off to visit our showroom. Now we go to visit the stores and show them our new ranges.”

He tries to visit the stores as much as possible - especially in country areas — but time constraints usually limit his visits to independents to twice a year when they show new ranges.

Visiting the stores with his agents in different areas, gives Henry a better feel for what his customers need and what their stores look like. This, for example, made him realise that styles that were developed for chains do not always work well in independents. Customers also have different tastes in different areas of the country.

“I saw that Johannesburg styles would not

necessarily work in Bloemfontein, and vice versa.” I therefore tweaked my product offering to give a wider selection that would cater for all.

He acknowledges that it isn’t easy to sell minimum orders across the board — you have to find a balance between high fashion and more laid back styles.

“Our philosophy used to be in the past that Johannesburg is all — but lately, we’ve experienced better growth in Durban and Bloemfontein!”

With chains, it would be different — they would dictate what they want and the brand would often develop product specifically for them. The building of the range would therefore be more based on what the independents want.

With such strong competition from a growing number of brands — including the chains’ own — it had become more and more of a challenge getting product into chain stores.

The Jordan brand has, however, been able to recoup some of the lost chain store business through supplying more independents.

Although, Henry admits that the gains made in independents hadn’t completely compensated for the decline in business from chain stores.

But, when comparing his winter 2011 and summer 2012 sales, the pairs sold had increased, even though the number of customers remained the same. Which shows that the independents’ buying power is growing, even though the economic conditions are tough.

He gives top marks to their agents — some who are the third member of a family to work for Jordan as an agent.

Other strategies that have worked well for them is to ask for forward commitments before placing orders, which reduced their surplus stock tremendously.

They have also reduced the size of their ranges and focus more on core products that work well, introducing one or two more fashionable styles to the core lines, whilst keeping

the hot fashion styles for the areas where they will work well.

“We decided to build on the success stories of the past and develop on what worked well in the previous season. We concentrate on what we are good at.”

For example, they made the popular PU ankle boot that looks like leather available in a laceup boot, lace-up shoe and also in slip-on style, and then also made it available in kids sizes.

“Most of our sales come from two core product styles, mainly in black and brown,” he says. They will also show — and sell — fashionable blue and green styles, but the bulk of sales will be from core product lines.

While they have made good inroads with suede shoes in independents, they are not so keen on canvas.

“We offer very good value for money,” says Stanford.

This is especially true with the current bad

Rand exchange rate — although local manufacturing is also affected as most raw materials have to be imported.

Wayne Stanford: Bronx BRONX IS doing well and the current sellingin of the summer range is looking good, says brand manager Wayne Stanford.

In tough economic times retailers are asking what works well and everybody knows that customers want brands and products that last longer. There is also a bigger focus on basics that have traditionally always worked well.

In their summer range the docksiders have been doing well and they have also had a good response to the leather slip-ons in a variety of fashion colours like blue, wine or multicolours.

Bronx is to a large extent a locally manufactured brand — with about 40% of their ranges made locally in the Jordan & Co factory. This enables them to make styles that can compete well with international brands at about half the price.

Sports Trader :: 2013 June/July

p12 :: Apparel & Footwear

Should retailers

charge for shoe fitting?

A specialist footwear retailer often spends precious time recommending and fitting a customer’s shoes — only to see him walk out to buy the selected choice online, or at a discount store. RHIANAH FREDERICKS reports on how retailers feel about customers making use of their specialist knowledge and then buying their shoes elsewhere

I

t’s a dog-eat-dog world in the retail trade in terms of competition. New products spread like wildfire as soon as they are launched. New technologies and online advances allow customers to find the cheapest price for a product on their phones. Consumers can make purchases from the comfort of home,

and they may no longer feel the need to run to that store where they always found the best pair of everything.

Online shoppers don’t get any assistance with their purchase, and it is no wonder that about a third of German internet users responded that lack of advice was the main problem with online shopping

Apparel & Footwear :: p13

Good service and product knowledge seems to be a way many retailers feel they are able to complete a sale, without having to charge their customers a fee for fitting shoes in their stores. to a survey commissioned by the Intersport Germany buying group.

Ironically, Intersport suggests that customers should visit a retail outlet before they buy online.

It takes time and specialist knowledge to make sure that the active customer finds the running shoe, team boot, hiking shoe, etc. that will best meet his needs and fits comfortably. Especially if it is a top of the range shoe, with a price tag to match.

In the past, many exclusive brands only supplied their topend models to specialist footwear stores with knowledgeable staff able to sell them to best advantage. These stores were labeled authorised retailers of their products. These days competition is tough, many stores stock similar products, giving customers the option of selecting a shoe at a price they like best, whether they receive any assistance at the store, or not.

A problem arising from this freedom to select is that customers use knowledgeable retailers as a fitting service — with the intention of buying their shoes elsewhere.

A knowledgeable retailer invests a lot of time in providing this value-adding service. He does it because he knows that the customer will walk away, knowing he has chosen a shoe fitting his needs.

A satisfied customer will more often than not become a regular customer.

This additional service and time invested used to be a good way of attracting more returning customers.

But, more than half (56%) of the respondents in a recent Sports Trader survey report that customers fit shoes in their stores and then make their purchases elsewhere.

Fitting in one and buying from another store, is becoming a trend says Gordon Howie, owner of The Runner Group of specialist running stores.

We asked South African retailers that sell shoes in the categories of lifestyle, sport and outdoor how they felt about this. From the

retailers we surveyed, the majority (91%) sell sports shoes, 62% sell lifestyle shoes, and 50% sell outdoor shoes. More than threequarters of respondents (79%) report that their staff are trained in fitting running or hiking footwear.

“All our staff are active runners. We receive training and updating every three months by the brands, sports scientists, physiotherapists as well as biokineticists,” says Max Lange from Running Inn. Some staff are more than trained, they have years of experience in this regard as is the case in Howie’s store. Only 21% of the retailer respondents do not have specifically trained staff on their floor.

Retailers, generally spend anywhere between two minutes up to an hour on fitting shoes. Some specialist retailers like Running Inn say that they offer more technical services, such as computerized gait analyses that may take up to 20 minutes per customer.

Drifters staff may spend more than 30 minutes on fitting a hiking boot. These could amount to many hours a week, causing a great amount of time and effort being exhausted on providing a service, with no reward of a sale.

Knowledgeable retailers spend time and incur costs to train their staff, which could be why 53% of them perceive customers fitting in their stores, finding the right shoe and buying elsewhere as a major problem. While some retailers admit that, at times, they fail to make a sale because they don’t have stock or the right size or colour options, it is galling when a customer finds the perfect fit and then provides various excuses to not buy them.

The remaining 47% of respondents, however, feel this type of occurrence is simply a risk of the trade that they have to accept. For 44% of respondents this is not a problem — they believe that this does not occur in their stores because they stock exclusive brands, give good service and offer customers affordable merchandise.

Offering exclusive brands and

good service are, however, not a guarantee that you would attract and keep customers. “Shops that stock mainly entry level models are able to place a once-off order (at very little premium), of a more technical model,” says Howie. This makes it possible for them to offer the top end shoes at a lower price than the specialist. This, in turn leads to customers believing that specialist stores are expensive, because they charge more for the top models than these budget retailers.

This is a worldwide problem. In a similar survey by OCC Outdoor news, UK retailers were asked if they would want to charge for fitting footwear, if they could — a fifth of the respondents said yes, but noted that it would be an impractical cause.

We asked the same tongue-incheek question. Our results reflect that more than a third (38%) of our respondents wish they could add charges for fitting shoes in their stores, although (77%) do not believe it would be a viable option.

David Evans from Drifters notes that some retailers in wedding shops and haute couture fashion shops do in fact charge for fittings, therefore charging a fee is perhaps not that impractical.

But not all agree. “Don't be ridiculous, nobody does this internationally,” says Barry Selby from The Athletes Foot. He feels this would be unreasonable, although he agrees that if customers fit and buy elsewhere frequently, it

would be a problem.

There are, however, 23% of the respondents who wish that it could be a viable option to charge for fitting. “People will think twice about taking advantage of us,” says Poobie Naidoo, who offers customers the use of an instore running track, his personal knowledge as a gold medal Comrades runner and the services of various sport scientists in his Poobie Naidoo Sports store. He feels that they are providing a professional service — much like one by other professionals such as doctors — and customers should pay a fee as they do when visiting a doctor. They have, however, tried implementing a fitting charge, but found charging customers a minimum fee did not take off.

Others feel that it could be a viable option if the charge is for providing more technical services such as computerised scans.

Lange says they do in fact charge for a gait analysis when customers do not buy the prescribed footwear, “but some customers feel that it is unfair and that it is a service that should be free.”

Some retailers believe that they have measures in place to help ensure that a sale is made in their store once the customer has fitted their shoes — good service and product knowledge seems to be a way many retailers feel they are able to complete a sale, without having to charge their customers a fee for fitting shoes in their stores.

2013 June/July :: Sports Trader

p14 :: Apparel & Footwear

Richard Kushlik, owner of Unique Feet, has been a shoe specialist for the majority of his life. Since his youth he honed an interest 7 in feet and found it particularly difficult to find well fitted shoes (espescially for work), since he himself had large feet.

Kushlik dedicated his career to shoes.

In the early 2000s Kushlik travelled the world to visit European (Denmark, Holland, Spain) and US factories to learn more about how they make top shoe brands. He spent years researching footwear alongside footwear educationalists such as Ken Richards.

Kushlik gained enough skills in footwear fitting, construction and retail, in order to train other people – this is where Rife Consulting, his company that offered training, started.

m top

sa

Selli n n e

ro

g tips f

les m

We’re looking for top salespeople In response to retailers’ request for articles on the art of selling, we’ll be asking successful sales people in the industry for tips on how they clinch that sale in this series on Sales tips from top salespeople. Please nominate yourself, or a staff member, to share your sales philosophy by contacting Trudi du Toit on Tel: 021 461 2544, Fax: 021 461 2549.

Email: trudi@sportstrader.co.za.

Selling more... footwear with these fitting tips

K

ushlik has spent decades researching, selling, distributing, wholesaling and retailing shoes.

A shoe salesman could have much to learn from Kushlik’s

knowledge and experience in selling shoes.

A good salesperson should make the customer feel comfortable so that they feel they are in good hands. Similarly a footwear salesman should put a potential shoe buyer

More about Richard Kushlick Richard's involvement / interest in shoe fitting started at school, when in grade nine he had to do a biology project.

He didn't know what to do the project on and sought advice from his father (an orthopaedic surgeon), who suggested he construct a model of a human foot. He did well with the project and while building the model learnt about the anatomy and bio-mechanics of the foot, which is where his interest started.

Kushlik’s first entry into the sport industry was when he took a job at Lahana Sports, whereafter he joined The Pro Shop. They Sports Trader :: 2013 June/July

wouldn't allow him to sell clubs (this required specialist training), but they were happy to let him work in the shoe department. This further stimulated his interest in shoes.

The Pro Shop and a group of other sports related companies was later bought by Interleisure, who distributed a host of leading sports brands. The business wasn’t successful and Interleisure began selling off the less efficient divisions. Kushlick purchased the existing inventory of Etonic and with the blessing of the US parent company continued to distribute Etonic and through Pabica Sport and Leisure. Kushlik was with Pabica for 10 years. After Pabica, Kushlik spent three years doing research and gained enough skills in footwear fitting, construction, tanning and retail to train other people in the art and practise of successful footwear sales.

In 2005 he joined Treger Sports and played a role in the distribution of Ecco. He stayed

with Treger until 2007 after which he went back to focusing exclusively on training through his company Rife Consulting.

Kushlick and two partners opened the Unique Feet store in Woodmead in 2012, which moved to Dunkeld West in February this year.

Unique Feet offers professional shoes and fitting for connoisseurs and customers who suffer from foot related health problems. They have a good relationship with several medical professionals (podiatrists, orthotists and orthopaedic surgeons) who refer patients to them, and vice versa.

Unique Feet has a gait analysis system (Wintrack) that can scan the foot to analyse it. This information can in turn be sent to medical professionals. The assessment is free of charge if the customer purchases footwear from Unique Feet.

Apparel & Footwear :: p15 at ease by suggesting and fitting shoes specifically for the individual.

He admits that it is quite complicated to provide a thorough assessment of a customer’s foot, however, some basic techniques and methods can be taught to all shoe fitters. A shoe salesman/woman should be able to assess the foot dimensions and judge the customers’ requirements.

Kushlik talks to the customer to find out details of their life. For example, a custom-

er walking in looking for a work shoe – don’t just grab the nearest black shoe. Kushlik suggests trying to find out more about what they do, how long they stand, etc. Also take into consideration their stature and weight (this can be done just by looking at the customer).

People skills are essential - often a customer would walk in and think they know what they want/need. It is important to provide them with this option, even if you

disagree with them, but also provide them with an option that you think they should try out. They can then try on the shoes and feel for themselves. “Never force your opinion,” warns Kushlik, “Rather guide a customer through gentle persuasion.”

A customer is affected (positively and negatively) by their experience and treatment in the store by the staff. If they find that the staff offer them a good service, they are more likely to buy.

Tips to sell footwear • Salespeople need to know their products. Shoes are not all constructed the same way.

• If a foot has been measured, a shoe salesperson should be able to give a customer a suitable choice.

If you're not sure of the right fit, take a few options, but start with having the customer try on a larger pair. If you have miscalculated the fit, a larger size will not hurt or agitate the foot, which could potentially leave the customer

with a negative impression.

• Try to maximise the sale. Once you have found the right pair of shoes, find out from the customer if they are interested in another type of footwear, e.g. for sport, or work, etc.

• A salesman should know how to maintain shoes, so that he can inform the customer. Know the component make-up of the shoes and what treatment they require.

• It helps to stock shoe accessories (laces, shoe polish, leather treatment,

socks, shoe care products, etc.) as addon accessories.

• The store also plays a large role in turning a browser into a buyer. Display the latest products and best-selling shoes so that customers can see what you can offer them.

• Keep contact with your customers.

Most people don't mind the odd reminder about specials, etc. Have a relationship with your customers.

Tips to measure feet MEASURING A customer’s foot is vital when accurately fitting a shoe. Not all manufacturer’s sizes are the same.

Some brands offer half sizes, width and depth options. Measuring a foot helps you, the salesman, suggest and successfully sell a shoe that fits the customer well.

• Measure the length, width and flexpoint of the foot. Shoe fitters use a measuring device called the Brannock device, which has become the international standard for measuring a person’s shoe size in the footwear industry. These measurements provide excellent data when selecting a shoe.

The dimensions of shoes vary to accommodate most foot types (high-arch, standard, flat). Proper shoe-fitting incorporates not only overall length (heel-to-toe) but also arch length (heel-to-ball). Shoes are designed to flex at the ball of the foot. Correct fitting properly positions the ball joint in the shoe, according to brannock.com.

• Heel-to-toe measurement: measured from the back of the heel to the long-

est toe (not necessarily the first toe) when the toes are pressed flat against the base of the device.

• Heel-to-ball (or arch) measurement: place thumb on the ball joint of the foot, slide the arch pointer forward so that the inside curve of the pointer fits the ball joint and the two high ribs come in contact with your thumb.

• Compare the arch length to the heelto-toe length. Generally you'll use the larger of the two measurements as the correct shoe size. If the arch length and heel-to-toe length are the same, this will be the shoe size. If the heel-to-toe length is larger than the arch length, then fit to the heel-to-toe size. If arch length is larger than heel-to-toe, then fit to arch length.

• Measure the width: Slide the width bar firmly to the edge of the foot. Locate the shoe size (as determined in step four) on the movable width bar and view the width measurement indicated by the properly determined shoe size. If the shoe size falls between widths, choose a wider width for a thick foot, a narrower width

for a thin foot.

• Terms such as narrow, wide, regular, extra wide (and others) may be used by manufacturers to indicate a width size. These terms are not standardised.

Footwear manufacturers can use these terms at their discretion so it is difficult to determine how the width measurement you measure with a Brannock device relates to a manufacturer’s specification.

• Measure both feet, many people have feet of different sizes. Fit to the larger of the two, advises brannock.com.

• Shoe fitters also need to assess the depth of the foot. This has to be done visually and is dependent on the experience of the individual, says Kushlick.

Does the customer have a high arch, flat or regular shaped foot? It’s important to remember that if the shoe doesn’t fit the depth of the foot, you can’t simply offer larger sizes as the flex-points of the shoe and foot become misaligned. This is especially problematic when fitting technical shoes (hiking, running, golf, etc.).

2013 June/July :: Sports Trader

Giving Authenticity a Try

p16 :: Apparel & Footwear

BEVAN FRANK dons the green and gold to discover how retailers can explain to their customers why they should stop giving passes to criminals selling counterfeit jerseys

S

outh Africa’s beloved Springbok emblem has survived many trials and tribulations, as well as near-extinction.

Today the welcome reality is that the Bok emblem is more popular than ever.

Having won two Rugby World Cups and with South Africa’s national rugby team still seeped in popularity, everybody wants a piece of the Springbok.

The Bok brand remains huge and sales of Springbok items are vast. Sadly, this popularity has made the Bok shirt a prime target for counterfeiters.

“Counterfeiting is enemy number one, two and three!” says Du Toit Botes, GM of the Super-Brands division that distributes Canterbury, manufacturer of the Springbok jersey. “Probably around a quarter of the Bok jersey sales in South Africa is ours. The other three-quarters are counterfeit sales.”

According to Botes counterfeiting has a massive impact on their business.

“There has been a big outcry from SA Rugby and the players to buy authentic goods,” Botes states. “Basically, you are supporting crime if you buy the imported fake garments on the streets. If these units were bought legitimately through retail, this would have led to bigger unit volumes ordered — with an ultimate price benefit for all.”

Unfortunately, many fans do not realise that they are supporting criminals when they buy from counterfeiters, instead of legitimate retailers.

“Clothing counterfeiting in South Africa is big business,” says attorney Ron Wheeldon, and there is evidence that counterfeiters are in fact organised criminals who could be related to many other types of crime.

The counterfeit industry is described as a dangerous one as it provides an often tax-free rev-

Sports Trader :: 2013 June/July

Probably around a quarter of the Bok jersey sales in South Africa are Canterbury’s. The other three-quarters are counterfeit sales. enue stream to people who will be looking for even better ways to increase their funds.

At the same time legitimate traders, hampered by taxation, duties, high rentals and ever more complicated regulations, fight a battle to turn a legitimate profit, says Wheeldon.

A retailer is further frustrated when an illegal trader sells a replica or supporter shirt at a much lower price — often right outside his store. When fans believe they can wear their teams’ gear at a fraction of the price of authentic goods, this obviously has a substantial effect on retail sales nationwide.

“Although there is much hype about the allegedly poor quality of counterfeits, and some are poor quality, some counterfeits are of identical quality to original good,” says Wheeldon.

This could happen when a manufacturer indulges in some additional unauthorised production and realises a substantial profit by selling the unauthorised (and therefore technically counterfeit) goods into the market in a way that bypasses the rights holder, he explains.

Some fans justify buying counterfeit

Apparel & Footwear :: p17 goods because there is a perception that the supporter wear is too expensive. Especially in crunching economic times, a retailer could further be placed in a difficult position when he has to explain why the shirt in his store is more expensive than the counterfeit item.

There are various Springbok supporter jersey options from Canterbury that are available at different price points, says Botes.

The Canterbury match replica jersey is the exact test match jersey that the Springbok team plays in. This jersey will sell for R1 000 plus — but it has all the advanced technologies and figure-hugging designs worn on the field.

For the match jersey Canterbury used a blend of materials for the first time, explains Botes. He compares it to the process of creating of a new wine where one blends Shiraz with Merlot to create a new blend. “Different blends were used to create a seamless jersey, which gives a far superior fit, strength and durability,” he says. “The jersey uses a body-mapping system. This means that it fits every part of the body.”

An almost seamless construction adds to comfort.

Thus, reduced weight, more comfort and

Licensing fees also play a role in pushing up prices that the consumer has to bear. In order to produce the Springbok jersey, Canterbury has to pay royalties to SA Rugby, who owns the Springbok logo.

This ultimately pushes up the jersey price. strength play a role in the final costs of the garment.

“The Canterbury Springbok replica jersey sells for R629, which is less than a local team jersey that sells for R699,” says Botes. This is also in line with the retail price of athletic tops from many top brands.

“So we maintain that the Bok jersey price is quite competitive for a national jersey,” says Botes. He points out that even with the higher dollar price, Canterbury still kept the jersey price the same for a better product than they even had in previous years.

A special feature of the replica jersey is that it has the Springbok watermark embossed into the material. “This is a first,” says Botes.

For the past five years there has been a Springbok watermark on the back of the jersey. The original purpose was a sign of authenticity so that the garments could be distinguished from the fake versions. But, it developed emotional appeal. According to Springbok Bryan Habana “it means so much more for us players to wear the Springbok emblem on our backs.”

The watermark is now emblazoned across the chest.

The reasoning behind this is to acknowledge the huge nationwide support that the Springboks receive as South Africa’s official rugby team. “The entire nation now gets the opportunity to carry the Bok emblem on their hearts,” says Botes.

Another jersey on offer from Canterbury is the cost-effective take down that retails for R299.

A large portion of the Springbok supporter’s jerseys are proudly made in South Africa.

The balance is sourced globally — depending on other requirements and materials needed.

There are several factors that contribute to the cost of producing garments. Bulk orders allow for a definite price benefit.

Also, the embellishing process in the jersey varies and this will have an influence on costs. A better-finished product will have a higher price.

Licensing fees also play a role in pushing up prices that the consumer has to bear.

In order to produce the Springbok jersey, Canterbury has to pay royalties to SA Rugby, who owns the Springbok logo. This ultimately pushes up the jersey price.

Royalties can be a particular problem where there are multiple licenses, as with team supporters wear, where royalties can account for more than 25% of the cost of an item, says Wheeldon. “This results in higher retail prices, which allow counterfeiters to make very substantial profits, even selling at prices which are a fraction of the genuine item price.”

So, when an irate customer questions the price of the legitimate Springbok supporter jersey, retailers need to take all the above factors into account.

But, until customers understand the harm they do by supporting counterfeiters, the criminal activity will continue. The counterfeiting of clothing is difficult to combat for several reasons, believes Wheeldon.

One is that some manufacturers, typically in the Far East, are in many instances well-tuned to assist counterfeiters. He mentions an example where he witnessed an offer made to a South African company to supply, at a very low price, a shipment of counterfeit Lacoste polo shirts that were to be shipped without any labelling.

“This was designed to defeat customs checks at border posts,” he explains.

“The labels and iron-on crocodile emblems would be sent separately so that the counterfeit seller could complete the counterfeit by assembly in batches! If the counterfeit seller gets raided, he might lose the assembled products, but not the bulk of the shirts themselves, if they are still unlabelled.”

The other problem is information leaks before raids. Wheeldon recounts a situation where, in great secrecy, a hit on an inner-city network of small stalls selling a range of obvious counterfeits was planned.

Although counterfeits were seen to be on sale an hour before the raid happened, there was not a counterfeit product in sight when the raid did occur. “Somehow the counterfeiters knew exactly when the raid would happen,” he says. “To add insult to injury, as the cliché goes, the next day the street was once again teeming with counterfeits.”

While the Springbok continues to grace our pastures, it is hoped that its counterfeit counterparts will be given the boot, and cast into the shores of oblivion.

2013 June/July :: Sports Trader

Photos: Nelle du Toit

p18 :: Apparel & Footwear

Paul Copson, Skins and Mizuno brand manager

Callum Lacey from Super-Brands, Steven Kitshof, Nizaam Carr, Du Toit Botes (Super-Brands GM), Eben Etzebeth, Don Armand, Dwayne Vermeulen and Cuan Chelin (Super-Brands CEO).

Rugby stars work for their brands Several rugby stars attended the launch of the new Canterbury, Mizuno and Skins 2014 ranges and told the guests why they use particular gear — providing retailers with some valuable insight into players’ needs

W

hen a brand spends a small fortune on sports stars to wear its products, it expects a return on investment through increased sales from fans eager to copy the star. For this to happen, the fans have to identify the sport star with the brand whenever they walk into a store.

For nearly a decade Bryan Habana has been the face of Canterbury protective gear and baselayers — worldwide — on and off the field.

At a recent Super-Brands Night with the sport stars to launch the 2014 Canterbury, Mizuno and Skins ranges, Habana showed why he is so worthy of the title brand ambassador.

He was the ultimate marketer’s dream with statements like: “I have been an extension of the family since the inception of Super-Brands — they look after us really well. I have been with Canterbury for almost nine years and I have been fortunate to be part of the brand.”

Apart from being photographed with guests and signing photographs, Habana and several of his Stormers team mates gave their views on the new rugby products that were launched.

Springbok jersey The Shirtless marketing campaign for the new Bok jersey is “fantastic”, says Habana, and bigger than the campaign for the launch of the World Cup shirt. “There was some brains behind it. It’s something different and people took to it.

Sports Trader :: 2013 June/July

“We were involved with the technical development of the Bok jersey and we take pride in what Canterbury achieved with it — like the embossed watermark emblazoned on the back, which means so much more to our players, to be able to play with the Bok emblem on our backs.”

Baselayers Habana is especially identified with Canterbury’s baselayer range. “Of the 83 test matches I have played, I’ve played about 80 of them in Canterbury baselayers,” he says.

“At the highest level of play, 1% can make a big difference. If you are 1% drier, it can make the difference between scoring a try, or winning a match.

“I have high standards and I want the best from the people I work with — the research and development done by Canterbury is of the highest standard. They had been tested in the hardiest conditions.”

Wearing a baselayer is much more than a fashion statement, says Habana. “When you do a lot of hard work preparing for a match and you get on a plane for 20 hours, you need to carry on the muscle preparation you’ve been doing wearing the garments, instead of wasting all the benefits of the training.”

Shoulder pads “I have played one game in the new Canterbury shoulder pads and from a player’s perspective,

it is great,” he says. “Canterbury asked for our input in the development, because we all have different needs. I asked for a lightweight product — I don’t want to be weighed down when running — and the padding across the sternum is really cool.

“The product is easy to use as it is very strong, and can be washed and worn several times. Super rugby is rigorous and very hard on protective and you don’t want to change your shoulder pads all the time.”

Other players Habana is, however, by far not the only player wearing Canterbury protective in Super rugby.

Think of players like Gio Aplon, Steven Sykes, Adriaan Strauss, Lappies Labuschagne, and many more.

Even though protective vests are hidden under a shirt, the red band around the neck of the Canterbury vests are visible when wearing most rugby shirts. This will create awareness among young fans which of their heroes wear it, says Du Toit Botes, GM of the Super-Brands division that distributes Canterbury.

Statistics show that there is an increase in the number of players wearing headgear in the Super games, he added. There has also been a massive push from Canterbury for the wider use of protective wear by rugby players.

Stormers flanker/eighth man Nizaam Carr agrees that more and more players are now wearing headgear. “Given the high intensity and physicality of the game, more kids nowadays play with protection. It saves you from getting concussion. Youngsters are being encouraged to play with scrum caps. When more kids wear headgear, it becomes a fashion.

“If you are used to it, you will go on playing with it. I have always worn a scrum cap as a kid and it was a natural extension to keep on wearing it at Super rugby level,” he said.

Western Province captain Deon Fourie joined the Canterbury programme this year. He played out of position for most of the past season — one week as hooker, one week flank — and he appreciates the over-the shoulder protection the Canterbury shoulder pads offer his joints.

He also appreciates the science behind the development.

Apparel & Footwear :: p19

Canterbury boots Barely in his twenties, the fearless play of the 2m tall Eben Etzebeth has made him a firm favourite of Stormers and Springbok fans.

Despite his 117kg frame, Etzebeth prefers a lighter boot because he likes to run, and Canterbury therefore involved this lock in the development of their new Phoenix boot.

“It offers more protection to the toes, where locks tend to come down,” he says. “It offers good support in the back, to keep the foot in place even when in a heavy scrum. Areas that help the sweat evaporate, reduces sliding. It also has the maximum number of studs to provide good grip in the scrum.”

In dry conditions he likes wearing boots with 18 studs, while on the soft fields of the Northern hemisphere, he prefers 21 studs.

Mizuno boots Mizuno aims to have the best players in every position playing in their boots, Botes told the guests at the launch evening. They therefore designed boots that are very specific to a position. “Speaking to players, it is clear that the game has changed. There is much more running, even for the tight five, and they therefore also need boots in lighter materials.”

Stormers eighth man Duane Vermeulen says he started playing with Mizuno boots last season after he struggled to find the right size boot that fitted comfortably. “The Mizuno boot is very light and easy to wear, and when I put on

The ultimate marketer’s dream, promoting the brand on and off the field, he showed why he is worthy of the title of brand ambassador the first pair, I thought: what a nice feeling. The interchangeable studs are ideal for all fields.”

The interchangeable studs are also a big plus factor for Don Armand, who is moved between the flank and eighth man positions by the Stormers. “A lock will use the bigger studs, and a back player the lighter studs. The boot is so light that it makes no difference which position you play.”

The hardworking Stormers loosehead prop, Steven Kitshoff, says he likes the Mizuno boot because it was developed for his needs. “It offers support and comfort, even under pressure in the scrum, and the grip of the studs is perfect in wet and dry conditions, because they are interchangeable.”

Stormers scrum-half Dewaldt Duvenage likes two things about his Timaru SI Mizuno boot — the grip, which he can feel while his foot rotates, and the reinforced support on the back of the foot. “I broke an ankle while wearing a previous boot and I am therefore very concerned that I receive good support. Despite the light weight, all this technology has been put

Cuan Chelin (Super-Brands CEO) with Bryan Habana

into one boot.”

Skins compression Skins has been growing exponentially as the compression market have been growing, and they had to make an effort to meet all the demands, says brand manager Paul Copson.

Kitshoff wears the Skins shorts and top with the short sleeves. “It definitely helps with recovery,” he says. “When you play prop the pulling on your clothing is severe, but the compression stays right there in place.”

Vermeulen wears his compression before the game. “It makes me feel better if I train with the shorts on.”

Duvenage believes that the compression garments definitely helps recovery on planes.

What’s in a boot? p20 :: Apparel & Footwear

Javi Martinez

T

eam sport participants make use of boots to improve their play and performance, which makes these boots essential stock on a sport retailer’s shelf or floor.

While all team boots are designed to help the player in some form or other, not all go about this in the same way. Some designers go as far as designing for a type of player.

Keeping with their heritage of creating footwear for certain player types, adidas’ newest soccer boot, Nitrocharge, was created specifically for the Engine player — the player who powers a team, by running and tackling more and relentlessly, and ferociously seeking chances for the entire duration of the game.

Nitrocharge features the Energysling that arches over the boot and supports the wearer during sidecuts and turn movements, enabling sharper reactions on the pitch. The sole plate featues a zig-zagging Energypulse, that is made of a highly elastic material, offering premium energy during the toe-off phase of sprinting. The boot also offers protection through the mesh layer around the foot and the protection pads around the most sensitive tackle areas, such as the Achilles tendon.

Nike’s Hypervenom was designed for players with an agile and attacking style of play. It was created with feedback from top players such

Sports Trader :: 2013 June/July

Team boots come in all colours, and sizes, but what exactly goes into making them perform for the players wearing them? CARIN HARDISTY asked brands about the features in their team boots A striker or winger in a soccer team, for example, would prefer a lightweight boot, because they are constantly on the run, while heavy rugby forwards need a boot that can help them keep traction and provide support. as Wayne Rooney, Zlatan Ibrahimovic and Brazil’s Neymar da Silva Santos Júnior (known as Neymar). They asked for a boot that could help them create speed quickly and to get their shot off from any angle. While their Mercurial Vapor IX boot was designed for pure speed to help athletes look and find space to beat their man, the Hypervenom helps the player create the space in order to put the ball in the net.

The upper is created using the new Nikeskin system, which features a soft, supple mesh bound with a thin polyurethane film, finished off with Nike’s All Conditions Control (ACC) technology that allows for the same level of control in wet and dry conditions. One of the things that the players asked, is for a feel as close as possible to playing barefoot. The

mesh plays a role in this, while the ACC keeps the mesh dry.

The Hypervenom also features a new foot last, which allows excess materials to be removed and brings the foot closer to the ground and ball. For their outsole, Nike worked with podiatrists to create a decoupled outsole — a groove in the forefoot helps to quickly activate the first metatarsal (the bone that defines the foot’s reaction time). The outsole chassis features compressed nylon for a highresponse plate, which delivers strength while being lightweight. Even the stud length and configuration are designed to allow for a faster reaction — they allow for faster penetration of the surface and a quicker release.

Warrior’s Skreamer Pro soccer boot has various features that make it lightweight and improves the player’s agility.

The upper, a one-piece welded construction (S-Lite) that enables the boot to be lighter, features the Arrowhead ForeFoot Vamp — an angled PU micro injection moulding with rebound tech that offers great swerve, accuracy and power — the SkreamFree Internal Construction — a stitchfree inner for zero abrasion and ultimate comfort — and the Thorax ExoSkeleton — a lightweight supportive midfoot cage for extra stability — as well as Murderholes — lightweight fingergrip cutouts in the tongue and Achilles areas that To p20

THE GAME HAS CHANGED. IT TAKES MORE THAN JUST SPEED AND TECHNIQUE TO DOMINATE TODAY'S DEFENDERS.YOU NEED TO BE DECEPTIVE AND UNPREDICTABLE. THE REVOLUTIONARY NEW NIKE HYPERVENOM UNLEASHES DEADLY AGILITY THAT WILL STRIKE FEAR INTO DEFENDERS EVERYWHERE. WWW.FACEBOOK.COM/NIKEFOOTBALLZA

p22 :: Apparel & Footwear

What’s in a boot? cont from p20 make on-foot adjustment easier.

The ArrowBed insole offers improved circulation for extra touch and sensitivity while the Carbon X-Bow shank offers hyper-acceleration and game-enhancing stamina. The Heelshield offers a slashproof protective heel support and the P-BX outsole has superior grade Pebax 400 for lightness, strength and stability when moving at high speed. The FG Claw Tec Blades are angled for optimum grip and release when playing on firm ground.

Other designers focus on designing boots for a specific position within the team. A striker or winger in a soccer team, for example, would prefer a lightweight boot, because they are constantly on the run, while heavy rugby forwards need a boot that can help them keep traction and provide support.

The past 2-3 years Canterbury identified the tight five business as a huge potential growth — and one player that personifies this player is Stormers and Springbok lock Eben Etzebeth, who loves running in his size 13 boot. He was therefore involved with the production of their new Phoenix boot, which is now his signature boot. It comes in big and little brother versions — a full kangaroo boot for elite players in classic black and a synthetic one in trendy yellow for club and schools, without some of the heel support at a lower price.

The lightweight TPU soleplate with metal

screw in studs that offer excellent traction, benefits the player who likes to steal the ball and run from his opponents, whether a forward or back. A padded and shaped ankle collar offers good support to keep the foot in place, even in a heavy scrum. The central laces, covered by a fold-over tongue, further ensure a secure fit. The heavy duty boot offers more protection on the toes — where locks tend to come down — and areas that help the sweat evaporate, reduces sliding.

The Canterbury Stampede series go up to sizes 15 and 16 and has been made on a wider last to give the really big players a boot that fits comfortably.

With its light and flexible Pebax outsole Mizuno’s Timaru SI, locally distributed by SuperBrands, has been developed specifically for the forward rugby player. The reinforced midfoot offers powerful traction while the 6x2 regionally specific removable studs offer the wearer stability and traction on soft ground. The 320g boot has a full grain leather upper that is designed to offer a distinct fit and comfortable feel, and also features a removable sock liner.

The Morelia Classic — replacement for the Timaru SI that will be available January 2014 — weighs even lighter (290g). It has a waterresistant full grain leather upper with the trademark Morelia flip-over tongue, as well as a soft ground outsole that features eight re-

Olivier Giroud Photo by Tom Oldham Photography

gional specific removable studs and a removable sockliner.

Mizuno’s Fortuna 4 Rugby SI, another forward-specific boot, offers value for money with its water-resistant synthetic upper, light and flexible outsole and 6x2 regionally removable studs that offer stability and traction on soft ground.

Puma have also created a new mixed stud range that appears on their Spirit Rugby Mixed SG and Universal Rugby H8 boots, making both these boots suitable for soft natural surfaces.

Their Spirit Rugby Mixed SG boot To p22

p24 :: Apparel & Footwear Dewaldt Duvenage with the new Timaru SI Mizuno boot

What’s in a boot?

cont from p24

enhanced the touch and feel when connecting with the ball. It features a soft calf leather upper and a mixed SG outsole with external heel counter, which creates a great balance between stability, traction and manoeuvrability — all while keeping the boot lightweight.

The lightweight TPU outsole features a mix of removable screw-in and moulded studs and an

Who plays with what? adidas Nitrocharge: Daniele de Rossi (A.S. Roma), Dani Alves (F.C. Barcelona), Ezequiel Lavezzi (Paris Saint Germain), Javi Martinez (F.C. Bayern Munich) Canterbury Phoenix: Eben Etzebeth (Stormers and Springbok) Mizuno: Duane Vermeulen (Stormers), Steven Kitshoff (Stormers), Jannie du Plessis (Sharks and Springboks) Nike Hypervenom: Neymar, Wayne Rooney (Manchester United F.C.), integrated external heel counter.

The Universal Rugby H8 boot has been designed to perform well in wet conditions. It has a synthetic leather upper that offers comfort, stability and support. The lightweight PU outsole has the DuoFlex technology and aluminium cleats for enhanced grip.

Mizuno’s boots are not only for the heavy forwards. They have also introduced their lightest leather soft-turf boot, the Morelia Neo Mix — currently the lightest rugby boot on the market — which is bound to find appeal among the wings and all other players in the team, including forwards, who do more running during a rugby game.

At only 180g it packs several benefits to the player, such as the graded Pebax sole plate for enhanced flexibility and durability (and weight

Zlatan Ibrahimovic (Paris Saint-Germain F.C.), Robert Lewandowski (Borussia Dortmund), Danny Welbeck (Manchester United F.C.) Puma evoSPEED 1.2: Sergio Kun Agüero (Manchester City), Radamel Falcao (Atletico Madrid), Olivier Giroud (Arsenal) Puma PowerCat 1: Cesc Fàbregas (F.C. Barcelona) Warrior Skreamer Pro: Marouane Fellaini (Everton F.C.) benefits) and the mixed soft and hard ground stud configurations that mean that no matter what the terrain, the player is covered.

The Morelia Neo Mix has a k-leather upper for a quilted, luxurious feel and a short padded tongue for comfort. The upper’s stitch lines offer a secure fit and enhanced sense of touch.

Mizuno’s MRL Club, available January 2014, is based on the Morelia styling and features a technical synthetic upper, flip-over tongue and a classic six point removable stud system for increased traction and comfort when playing on softer ground.

Mizuno’s Ignitus 3MD, available January 2014, offers a three panel strike advantage: • the Tatekaiten panel on the vamp increases the top spin revolutions on the ball; • the Yokakaiten panel is on the in- To p24

Advertorial :: p25

Nitrocharge to fire the new adidas Engine

a

didas is breaking new football ground with the Nitrocharge, their first new boot silo in nearly a decade. This energy-retaining football boot is designed for an exciting new generation of player — The Engine of the team.

The Nitrocharge builds on the legacy and successes of the iconic adidas Predator, adipure and f50 ranges. The visually striking boot follows the true adidas heritage path of creating footwear to fit a certain player type.

Stars like Messi, Villa and Benzema made their names in the f50, the last new boot introduced by adidas in 2004 — now, adidas is looking for a new set of world class footballers to rise to the top in the revolutionary Nitrocharge boot.

Seeking the Nitrocharge player The Nitrocharge boot has energy retention at its heart and has been designed specifically for The Engine player. This is the type of footballer who is always first on the team sheet, the player who powers a team, running and tackling more, relentlessly and ferociously seeking chances from box-to-box over 90 minutes.

The Engine is a player that adidas has actively sought to engage with over the last two years.

Now, following a partnership with football statisticians Opta, an algorithm has been developed from which player performances can be analysed to determine how well they suit The Engine role.

The first Engine players to wear the Nitrocharge on-pitch will be Daniele De Rossi (A.S. Roma), Dani Alves (Barcelona), Ezequiel Lavezzi (Paris Saint Germain) and Javi Martinez (FC Bayern Munich).

The first Nitrocharge was released in a dramatic blue and yellow colour way and this blue beauty is followed by f10 / running white (black with yellow Energysling and white stripes) and electricity (red with yellow Energysling and white stripes).

The first new adidas boot silo in a decade is set to fire The Engines of a new generation of footballers

Innovative technologies The Nitrocharge boot features a range of new technologies that will innovate the way Engines play the beautiful game:

Like an uncoiling spring, the zig-zagging highelastic ENERGYPULSE material in the sole provides premium energy output during the toe-off phase of sprinting.

The eye-catching ENERGYSLING — a highelastic rubber — arches over the boot to provide support during side-cut and turn movements. This enhances stability and reduces energy loss.

A flexible protection mesh layer (below) around the foot and 3D Protection pads (left) around the most sensitive tackle zones - like the Achilles tendon and big toe — protect during 90 minutes of explosive play.

The Nitrocharge is compatible with the adidas miCoach SPEED CELL, which players can user to measure on-pitch performance and focus on improvement over time For more information contact adidas on Tel: 021 442 6200 Fax: 021 442 0580 or visit adidas.com/football or go to facebook. com/adidasfootball or @adidasfootball on twitter to join the conversation.

2013 June/July :: Sports Trader

p26 :: Apparel & Footwear

What’s in a boot? cont from p26 step to give increased side spin and accuracy; • the Mukaiten panel on the medial side delivers incredible non-spin movement or deadball.

The bright neon orange/black boot offers great traction and foot hold, minimum pressure from the studs and has a lightweight and supple Primeskin upper (the whole boot weighing in at 240g).

Speaking of runners in the team: Puma’s new evoSPEED 1.2 FG soccer boot — part of the SpeedCELL range — is engineered to maximise the player’s speed on the pitch.

Their evoSPEED 1.2, the evolution of their successful evoSPEED 1, is one of the lightest boots in the soccer market. Its upper features a super-soft, ultra-thin microfiber material and receives stability from the internal EverFit cage. Puma have updated the anatomically engineered lightweight outsole to now feature a Pebax Speed Track spine that provides improved reactivity and torsion ability. It also features an external heel counter as well as the evoAptoLast, both of which contribute to an excellent fit. They have also created a minimised tongue and heel, reducing the pressure on the Achilles tendon, while the sockliner distributes the foot’s pressure evenly. Designers also added a transparent dotted print on the vamp that provides better grip in wet conditions.

Kappa’s Helium boot is an ultra-lightweight boot designed for speed. It features a supreme

microfibre upper that is only 1.2mm thick in order to be more sensitive and responsive to the player. The high quality nylon fibre FG outsole has a high rebound effect that helps the player to gain quick burst of speed, while the studs are placed in a triangular shape to help the player with agile movements.

Some soccer players, however, want a boot that can enhance their power. Puma’s new PowerCat 1, also an evolution of its predecessor, offers a combination of engineering and comfort. Their 3D PST DUO technology in combination with the super soft K- Leather upper makes the PowerCat 1 the boot of choice for performance athletes. The PowerLast and asymmetrical lacing system create a snug fit, while the external TPU-injected heel counter provides protection.

While the general trend in the team boots market is towards the more lightweight synthetic uppers and away from leathers, there is still a demand for leather. In response to this demand, Puma is launching a limited amount (20 pairs) of their King Lux FG black-blackteam gold soccer boot, which has a mainly leather upper, in July.

Umbro’s Speciali IV, available in a soft and firm ground option, is made of a soft premium leather. One large vamp extends around to the midfoot, offering uninterrupted touch and feel on the ball, while the diagonal stitched

WWW.KAPPASOUTHAFRICA.COM @KAPPA_SA

Marouane Fellaini

rows on the upper aid articulation. The asymmetrical stitching detail also helps to minimise stretch in the lateral forefoot area. The HG plate plays two roles: it provides improved traction for cutting as well as keeping the boot’s shape in hard ground conditions. The dupalon fused lining in the tongue makes it lightweight and the memory foam insert on the rear of the tongue provides added comfort. The clarino performance micro suede lining helps to grip the foot.

TEL: 011 608-0023

KAPPA SOUTH AFRICA

Apparel & Footwear :: p27

Techical clothing ABC’s With so many technological advancements in performance clothing it is easy for consumers to lose their way on the yellow brick road to understanding the technological terms and what they do. RHIANAH FREDERICKS provides an easy reference guide to different technologies in active clothing.

Q

uite often consumers buy activewear based on superficial qualities such as colour, style, brand popularity, etc. Many customers will know about moisture wicking, breathability or waterproofing. But, when a more technically advanced item is required, retailers could influence their customer’s purchase by explaining some of the many new technologies used in active garments.

When it’s cold when exercising, your customers may want a fabric that can keep them warm and help them maintain a regular body temperature. In hot weather, they may want a product that does not soak or chafe. These are just two of the technical features that could be key selling points.

This however, may be a difficult sale if a retailer cannot give his customers a simple, non-technical, explanation to help them understand what the garment can do.

Here is an alphabetical break-down of technical terms that you could explain to your customers, in order to help them make an informed purchase.

Anti-microbial: the ability to reduce the growth of micro-organisms such as bacteria, which are responsible for bad odours in clothing used for exercise.

Body temperature regulating fabrics: fabrics that are able to maintain the wearer’s core body temperature, whilst providing comfort and protection in varying environments — as

the conditions change, the fabric adapts to the needs of the wearer’s body.

Breathability: the ability of a fabric to allow the movement of moisture (from sweat build up) from inside the garment to the outside. (Also see moisture wicking) Coating (or lamination): a liquid compound that is thinly and directly spread onto a fabric. This later dries to form a flexible protective layer to make the material breathable, waterproof, anti-static, etc. and to provide protection against wind, water, cold, UV rays, dirt, etc.

Coldblack: a material finish that prevents the clothing from heating up and protects from UV rays. It reduces the absorption of heat rays (especially in darker col To p27

2013 June/July :: Sports Trader

p28 :: Apparel & Footwear Photo: Anja Köhler/OutDoor Friedrichshafen

Technical clothing cont from p28 ours) and guarantees a minimum UPF of 30.

Coolmax: is a trademarked fabric brand from Invista manufacturers. These fabrics wick perspiration away from the body, through the fabric and allows easy evaporation.

It cools the wearer down and keeps them comfortable.

Denier: describes the thickness of the thread used in the fabric. A higher denier number equals a heavier fibre (and fabric as a result) and vice versa.

Durable water repellent (DWR): a coating is applied to the fabric surface to increase surface tension and make it hydrophobic (see below). It prevents the outer layer of fabric from becoming saturated with water.

Gore-Tex is used in most top quality garments that are breathable, wind- and weatherproof. It is a technology used by many brands.

• 2-layer construction: a layer of Gore-Tex is bonded to the outer fabric, separating it from the lining. It can also be combined with insulation to keep the wearer warm and dry.

• 3-layer construction: Gore-Tex membrane is attached to the inner lining and outer fabric to improve wear and tear resistance as well as durability.

• Z-Liner Construction: Gore-Tex membrane is attached to a lightweight material with a liner that is freely suspended between the outer fabric and the lining, leaving fewer sealed seams that allow more freedom for fashion applications from manufacturers. It can also be combined with insulation.

• Gore-Tex Active: combines a lighter, thinner Gore-Tex membrane with fine denier performance textiles that results in a waterproof fabric with little weight.

• Gore Micro Grid backer technology: uses a patent-pending internal backer fabric to

Sports Trader :: 2013 June/July

increase internal abrasion, snag resistance and breathability. It also decreases weight and allows easy sliding over mid-layers.

Hydrophobic: hates and repels water.

Hydrophilic: loves water and therefore attracts and absorbs water.

Lycra: a trademarked fabric brand from Invista manufacturers. The fabrics have a range of stretch and recovery power designed to move with the wearer in all directions. (See Stretch below) Membrane: a layer of hydrophilic polymer film that is usually attached to the outside or lining of a fabric to increase durability, water resistance and breathability.

Moisture wicking (moisture vapour transfer MVT): the ability of a fabric to absorb moisture (perspiration) and move it away from the skin. This works on the principle that warm, moist air (from the body heat inside the garment) will flow towards the cold, dry air on the outside. Two processes can be used on the fabric: • One is to apply a water-repelling (hydrophobic) coating with pores that are too small for water to move through — but liquid in a vapour state (sweat) is small enough to pass through these micro holes.

• The second is a hydrophilic (water loving) chemical coating that attracts the water molecules and presses the vapour (sweat) through gaps in the coating.

Polartec • Alpha: provides warmth without heavy weight of traditional insulating fabrics. It is breathable, wind resistant, dries fast which minimizes heat loss. This fabric insulates even when it is wet.

• Classic: fabrics that come in varying weights, colours, finishes and insulation capability.

Many customers will know about moisture wicking, breathability or waterproofing. But, when a more technically advanced item is required, retailers could influence their customer’s purchase by explaining some of the many new technologies used in active garments.

Many of the styles also have water repellent surfaces that offer a good weight to warmth ratio, breathability and durability.

• Neoshell: a waterproof, breathable, temperature regulating fabric. It has a membrane that allows moisture to be pulled, even at low level pressure.

• Power Dry: a fabric that is designed to keep the skin dry when sweating. It uses a patented bi-component knit construction with different thread types on either side — allowing a surface to dry the skin and another to wick sweat away.

• Power Shield: a breathable, abrasion resistant and stretchy fabric that is tightly woven.

It blocks 98% wind, is water repellent and allows stretch for freedom of movement. It also traps air to keep the wearer warm without the extra weight.

• Power Stretch: a four-way stretch fabric (see stretch) that keeps the wearer dry when sweating and provides warmth without weight. The durable, smooth outer layer is wind- and abrasion-resistant, while the soft inner layer pulls moisture away from the skin.

• Thermal Pro: a 100% polyester, fleece-like fabric that creates air pockets that trap air and retain body heat — it provides good warmth without the weight. This fabric is breathable and dries quickly.

• Windbloc: a windproof, water repellent and breathable fabric. It offers comfortable stretch as well as warmth without weight.

• Wind Pro: breathable and proven to be four times more wind resistant than traditional fleece. It has a Durable Water Repellent outer (see DWR) and lofted fibers that trap air, helping retain body heat.

Polygiene: an active odour control technology for the treatment of high performance fibres and fabrics. This technology uses recycled all natural silver salts to inhibit and suppress unsafe odour that causes microbial growth.

It is guaranteed to last for the life of the garment and is safe next to the skin.

PTFE membrane: a thermoplastic polymer that becomes a white solid at room temperature. It is hydrophobic and can be used as a film interface for sport and medical applications that when placed in high friction areas, can prevent blisters, calluses, etc.

Ripstop: a fabric that is woven (usually with nylon) in a reinforced pattern to ensure tear and rip-resistance.

Apparel & Footwear :: p29

Proprietary technologies The Columbia, locally distributed by Wild Elements Apparel, Omni-Dry technology is waterproof, breathable and has high air permeability (50%) to prevent sweat build-up.

Omni-Freeze Ice is activated by sweat and helps cool the wearer down.

Omni-Heat technologies help maintain warmth whilst preventing heat loss.

• Omni-Heat Thermal Insulation offers warmth without added weight, which allows more flexibility in the outdoors.

• Omni-Heat Thermal Reflection regulates body temperature by using reflective materials that reflect and retain the warmth generated, while dissipating moisture and excess heat to give comfort.

• Omni-Heat Thermal Electric uses batterypowered heated elements strategically located throughout the garment.

Omni-Shade provides all-day sunburn protection and offers a high level of protection from other harmful rays such as UVA. Omni-Shield is a water and stain repellent technology. Fabric dries three to five times faster than regular materials and results in a lighter garment, even if wet.

Omni-Tech is a waterproof and breathable fabric system that allows hot air and humidity to escape from inside the garment, whilst still blocking water from penetrating it.

Omni-Wick wicks perspiration to the surface of the fabric, enabling evaporation and quick drying, which helps to regulate temperature and prevent chafing. OmniWick Evap provides accelerated wicking by means of two different density patterns: 100% (black grids) and a low density area

Stain repellent: fabric has been treated to resist the build-up of oils, soils, etc., but not indefinitely.

Stretch: the amount of elasticity in a fabric.

There are two categories.

• Two-way stretch: a fabric that moves in one direction. It may be possible to move in other directions, but this depends on how it is woven.

• Four-way stretch: refers to a fabric that is able to move crosswise as well as lengthwise. These are materials such as spandex or elastane.

Taped seams: nylon tape is glued along the seams of the fabric, covering all stitching to ensure that water does not penetrate the garment. This is usually applied in the stress areas of a garment that has to be waterproof.

Tricot: a material made from natural (cotton)

(light grey). The 100% density area, effectively spreads moisture by drawing it along interconnected pathways and covers approximately 15% of the surface. The lower density material helps spread moisture helps spread moisture over the entire surface whilst remaining air permeable – protecting the membrane from wear and tear.

Omni-Wind Block stops air penetrating inside the garment, but perspiration is allowed to escape, keeping the wearer warm, dry and protected.

Hi-Tec is well known for their footwear technologies, but the brand also produces technical outdoor clothing using their own, as well as other popular technologies.

Their Dritec membranes, along with taped seams on the inside of their clothing, keep them waterproof.

Ripstop materials prevent garments from tearing, whilst Tricot linings in the sleeves of their fleece items help the wearer’s arms going in and out.

Inov8, locally distributed by Rebel Safety, uses waterproofing technologies such as taped seams, PTFE membrane(s) as well as ripstop in their technical outdoor clothing.

Mountain Equipment, available from Adventure Inc, uses Gore-Tex for water and windproofing their technical outdoor clothing, whilst their lightweight performance fabrics feature Gore-Tex Active.

Some of their technical outdoor clothing items also feature Polartec Powerstretch and Thermal Pro for their moisture wicking, warming and other capabilities.

New Balance uses their own as well as other brand technologies in their technical out-

or synthetic (nylon, rayon) fibres. It is specially woven to be smooth on one side and have a rougher surface on the other. It is a non-elastic fiber commonly used in manufacturing clothing lining.

UV protection: defence against Ultraviolet rays (blue light), which is invisible energy found in sunlight that can cause sunburn.

Products are rated with a UPF level indicating the percentage of rays that penetrate the fabric. For example, UPF 50 means 1/50th of UVA rays penetrate — and a minimum of 98% of UVA rays are blocked.

Waterproof: a fabric’s ability to resist water penetration even under pressure. A fabric that is waterproof may lose this ability as pressure increases. For example, a fabric that is exposed to rainfall may retain its ability to keep water out, but placing the same fabric into a bath of water — where

door clothing.

Their Lightning Dry and NB Ice technologies help keep the wearer cool and dry.

The hydrophobic fibres in Lightning Dry fabrics, wick moisture away from the skin whereas NB Ice uses an eco-friendly Nano Jade powder that helps release heat, effectively cooling the surface temperature of the skin by two degrees.

Their NB Ice and Heat technologies are similar, in that they feature quick-dry, antimicrobial properties and provide UV protection. The NB Heat technology — made from eco-friendly coffee grounds — is different as it creates thermal warmth that effectively heats the surface temperature of the skin by two degrees.

New Balance also uses other technologies such as Lycra and Polygiene.

Reebok uses Triblend fabrication, spandex and 4 way stretch technology in their Crossfit range.

Triblend fabrication has a cotton feel for added comfort and features moisture management properties that help keep moisture away from the body. The lightweight polyester spandex composition and integrated thermal comfort of their Crossfit zip pullover allows it to function as a performance garment. The 4 way stretch fabric used in their boardshorts allows athletes to perform all kinds of movement without restriction.

Reebok’s Crossfit and Delta garments feature ergonomic seams that are uniquely shaped and positioned that promote maximum movement. They are also flatlock stitched to prevent irritation and chafing.

the volume of water is greater — may result in it losing its waterproofing capability.

Water repellent: fabric is impenetrable by water up to a certain pressure point — when higher levels of pressure are applied, liquids will penetrate the fabric.

Water resistant: a fabric that has been treated and will not allow water to penetrate it.

Wetting out: accumulated perspiration — caused by continuous exposure to great amounts of moisture or rainfall — causes sweat to gather inside the garment because the water pressure outside the garment is too great for perspiration to be moved to the surface of the material. If a garment is wetted out, the breathability is reduced.

X-Static fibre: is a fibre with a layer of pure silver permanently bonded to its surface, which is anti-odour, anti-microbial, thermodynamic and anti-static.

2013 June/July :: Sports Trader

p30 :: Apparel & Footwear

Photo: Cherie Vale

Demystifying off-road running There are several forms of off-road running — trail running, adventure racing, cross-country, etc. — each with their own ways of doing the sport and each with their own footwear requirements. FANIE HEYNS found out what is meant under each sporting term and what footwear retailers should recommend to their customers who participate in the codes

I

n just over a decade, trail shoes have become almost as big a category as road running shoes in sport stores — and created a whole new category in outdoor stores.

Last year, technical trail constituted 22% and technical road running 25% of all running shoes sold in selected South African stores, accord-

Sports Trader :: 2013 June/July

ing to statistics supplied by retailers participating in the GfK Retail and Technology running panel.

Every weekend trail runners can choose from at least one — possibly two — events presented across the country. Some are as short as 5km, others are multi-stage events of more than 100km. Some are run on flat grassland or

beaches, others in mountains.

Perhaps because the sport grew out of the need of runners to run free in nature, there has been resistance to constraining trail running into a prescribed set of rules about the terrain that qualifies it as a trail event, the duration of an event, how it should be organised, who may organise events, etc.

Apparel & Footwear :: p31

Cross-country races are short in distance, so the key in this footwear is lightweight and low profile. A low profile shoe will offer more stability around the corners, as opposed to a traditional running shoe.

Trail running therefore came to mean different things to different people. Some European brands, like La Sportiva, refer to it as mountain running, while others talk of off-road running. Ask five people what they understand under trail running, and they’ll give you five different answers.

Defining trail running After many months of deliberation, several trail running event organisers in the Western Cape came together in 2011 to formulate a definition of trail running. “Trail running is run on varied terrain, like hiking trails, jeep tracks and minor (gravel) roads. It may include beaches, dunes and mountains with no distinct path,” they decided. Tar or hardpack road should be less than 10% of the total route and trail hiking or single track should be more than 10%.

But, they also qualified this by saying “if a particular event does not fit in exactly with every item, it does not preclude it from calling itself a trail run.”

The problem is, though, that if our athletes want to compete in an event like the International Association of Ultrarunners (IAU) Trail World Championships, they have to be accredited by an official body. Athletics SA has a trail running committee and this year they for the first time designated an event — the Jonkershoek Mountain Challenge 2013, organised by Wildrunner — as a qualifying event for selecting the teams to represent South Africa at the IAU World Championship in Poland in August 2013.

Part of the difficulty of agreeing on a definition of trail running stems from the two diverse backgrounds the sport came from. The running fraternity would be more inclined to emphasise the off-road aspect of the run.

The outdoor/mountaineering fraternity will emphasise the running done on a trail, as opposed to hiking.

While contestants from running as well as outdoor backgrounds will happily compete against each other in the same event wearing sporting or outdoor brands, there still seems to be an inclination for sport stores to stock trail shoes from traditional road running brands, while outdoor stores would stock more trail shoes from hiking brands.

Yet, there is no difference in the description of the ideal features of trail running shoes by suppliers of the traditional running or outdoor brands. Any trail shoes could therefore be sold in both sport and outdoor stores, irrespective

of the brand heritage.

Grip on the trail Those consumers who are doing technical runs, such as the Thule 4 Peaks, need the grip, support and comfort of a proper technical trail running shoe, says Jackie Moore of Salomon Sports.

“I train a lot on Table Mountain, where it can be very slippery after rain, and a good grip is therefore essential,” says Kathleen Shuttleworth, well-known road runner who won this year’s 3-day 90km Pronutro African X Trail Run presented by New Balance with her Team Mizuno partner Ronel Nattrass.

Coming from a road running background, she also says “the main thing I look for in a trail shoe is that it should have the same ride as a road shoe.”

“With good grip a trail runner can actually make up ground going downhill, says Geoff Ward of Outward Ventures, local distributor of La Sportiva. “A runner who is confident of the grip provided by his shoe can run faster than other runners who have to take care that they don’t slip and fall down.”

Outdoor brand Hi-Tec also emphasises the need for good grip on rugged terrain. “This means deeper lugs and more assertive tread patterns to boost a runner's stability,” says Joanne Syfret.

The sole and stud pattern will, however, depend on the expected conditions, qualifies Donovan van Gelder of Rebel Elite Fitness, local distributor of trail running brand Inov8. “More aggressive and widely spaced lugs should be used for softer going and closer, smaller, studs for harder, more rugged terrain.” Softer rubber lugs must be used for harder underfoot conditions, where grip on rocks and harder surfaces is important, while harder lugs are in order for softer underfoot conditions, where the studs need to sink into the ground.

“You generally need a knobbly shoe for muddy routes to bite into the otherwise slippery surface,” adds Owen Middleton of Wildrunner, a runner and organiser of the first South African trail world championship qualifying event.

Shoes where you have Continental type rubber offer a distinct advantage in grip to assist you with mountain running in the winter work better than anything for grip, he believes.

But, in sandy and mixed terrain environments you want a lot of sole on the ground, so don’t go for knobbly in mountain technical environments where most of the ground under foot is rock, sand or a mix,” advises Middleton.

E

L AB

W

NO

L

AI AV

A new family of more lightweight and dynamic shoes to tackle the mountains!

They incorporate elements of hiking, nordic walking and running, with a pace you can enjoy – no matter how far you travel or how fit you are. The shoes of this category are comfortable, light-weight, but at the same time robust, with a good tread and a stable platform.

www.zamberlan.com

SH Crosser Plus GTX

SH Crosser GTX Lady

Fit and support When running downhill at a furious pace, the last thing a trail runner needs is a foot that slips and slides inside a shoe.

For fast running on uneven tracks you require an aggressively studded shoe with a performance fit that will hold the foot snugly, says Van Gelder.

“You need good balance on an uneven terrain, which means that the fit of the shoe is very important,” adds Ward. “The To p31

2013 June/July :: Sports Trader

SH Crosser GTX

Traverse Outdoor Gear

Distributed by: Traverse Outdoor Gear Tel: 021 532 0855 info@traversegear.co.za www.traversegear.co.za

p32 :: Apparel & Footwear

Off-road running cont from p32 Part of the difficulty of agreeing on a definition of trail running stems from the two diverse backgrounds the sport came from. The running fraternity would be more inclined to emphasise the “off-road” aspect of the run. The outdoor/mountaineering fraternity will emphasise the running done on a trail, as opposed to hiking.

La Sportiva heritage in hiking boots ensures that their trail shoe holds the foot very well, with less room to move around. This gives more support."

“Look for a snug fit, and unlike road shoes, make sure your customer’s toes are well clear of the front, without the shoes being too big to trip him up,” says Middleton. “Black toe nails are caused by shoes that are too short and therefore nail you on down hills.”

Good cushioning and greater stability for more uneven ground, as well as a “roomy toebox,” are imperative for a trail running shoe, believes Simon Larsen of Traverse Outdoor Gear, local distributor of Zamberlan and Boreal. “When running on uneven surfaces, more support is required.”

into your shoes and cause blisters, adds Hefer.

Debris free construction, or an extra construction tongue that prevents dirt and sand particles from entering the shoe between the tongue and the upper has, for example, been introduced in New Balance shoes.

When you are going to run through water you need a lightweight shoe that is going to keep the water out or dry quickly, says Dale Turrell of Native Sport, distributor of the minimalist brand Vivobarefoot. “If you are doing multistage races, you need a shoe that is not going to give you blisters or black toes”.

While quick drying is good, he is not convinced about waterproof elements in a trail shoe, says Middleton. Waterproofing without breathability makes sure that what goes in stays in and it will turn your feet to prunes, he cautions. “Quick drying and light fabric is king.”

Protection

Durability and distance

Some manufacturers also use a protective layer on the front toe bumper of the shoe to prevent serious injuries from bumps against rocks, says Coenraad Hefer, key accounts manager of New Balance, a running brand that pioneered trail running shoes in South Africa.

This will especially be a blessing after a couple of days of racing over rocky terrain in a multi-stage event.

Hi-Tec uses a liquid rubber toe bumper and durable and abrasion resistant PU toe caps to protect the trail runner, says Syfret.

In order to provide protection and stability in the midsole, a TPU-plate is inserted between the midsole and the outsole of the shoe to protect the feet and shoe from getting damaged by obstacles, Hefer explains. A TPU-plate also makes the shoe more stable and rigid.

He adds that the shoe also needs protection at the bottom in the form of a rock stop plate.

This will prevent stones, glass and thorns from penetrating the sole.

Distance is a vital factor in determining the shoe to wear, says Larsen. For short sprint races between 30-50km, very fast trail running shoes are the best, he says. But, for long distance (500km) multi-stage events that require you to carry all your equipment, the runner will need more support.

For longer, multi-stage events you require more traditional running footwear, which offers more stability and cushioning to protect your feet day after day when you are tired, says Hefer. For shorter distances, you might opt for a minimalist type of trail shoe that also dries quickly in wet condition, he adds.

A trail running shoe needs to be more robust, and therefore heavier, than road shoes, as there is more vegetation and rocks on trails that can cause tears, says Larsen.

After all, the last thing your customer needs is for his shoes to break in the middle of a multi-stage event.

There are, however, two conflicting issues in shoe design, believes Larsen. The first one is durability versus weight. It is very difficult to build a very durable and supportive shoe without adding weight, he says. The other conflict-

Clean and dry Ideally you would want a trail shoe with a gusseted tongue to prevent sand from coming

Sports Trader :: 2013 June/July

ing matter is soft cushioning versus support, he says. The softer and more comfortable the shoe, the more flexible it will be and the less support it will offer on rough terrain.

But, when you run a couple of days, you would also want to use a well cushioned shoe that will protect your feet day after day, says Hefer.

Under many circumstances a trail runner can get away with a single pair of shoes to use in multiple situations, says Grant Bryant of running specialist, The Sweat Shop, in Cape Town.

This will, however, depend on the specific requirements and demands of the trail, as well as their level of technical ability.

“A novice runner doing a few kilometres on non-technical trail, will be unlikely to require two different shoes in winter and in summer simply because the trail is now slightly moist.

A more demanding athlete going for a top spot on the podium in a technical trail race will, however, have much more demanding requirements.

“He will benefit more significantly from having the extra few percent grip and traction offered by a soft ground trail shoe in the wet, and a hard ground trail shoe in the dry,” says Bryant.

Adventure racing For many extreme sport enthusiasts not even the most demanding multi-stage trail run offers enough of a challenge, and they therefore take up adventure racing.

Where trail running involves a man competing against man, adventure racing involve three vital elements — run, bike and paddles — says Lisa de Speville, an experienced adventure racer and editor of an adventure racing website.

She defines adventure racing as a multidiscipline, multi-day, endurance sport where competitors compete in teams of four, navigating from checkpoint to checkpoint to cover vast areas in a number of disciplines.

“Disciplines frequently include mountain biking, kayaking, abseiling, orienteering and hiking. Each event will differ from the next and could include any of the following: kloofing, caving, swimming (sea/river/lake) … rock climbing, traversing, sea kayaking, obstacles and tasks, white river kayaking, snow/ice or glacier crossing.”

Sprint and short course categories now exist, luring those hesitant adventurers out for a morning or day of gloriously dirty, off-road fun, she adds.

A trail runner and adventure racer will, however, require the same type of shoes, says Nico van Hoepen, vice-president of the SA Orienteering Federation. “Longer races generally require shoes with more support (slightly heavier) with a thicker sole. For shorter races, very light shoes are popular. The thin soles are tiring on the feet during longer races,” he says.

A technical trail shoe that will handle all kinds of conditions — crossing rivers, going To p32 over rocks or sandy beaches — is

p34 :: Apparel & Footwear

THE XA PRO 3D ULTRA IS ONE OF THE MOST VERSATILE SHOES IN THE SALOMON RANGE. LIGHTWEIGHT, DURABILITY, STABILITY, AND PROTECTION FOR RUNNING AND FAST HIKING ON ROUGH TERRAIN AND TECHNICAL TRAILS. MEN’S XA PRO 3D ULTRA MID

MEN’S XA PRO 3 D ULTRA

Off-road running cont from p34 suitable for adventure racing, confirms Hefer.

“Adventure racing is unique in that the wearer requires one shoe to carry him through multi-sports over an unknown distance and time and often challenging terrain,” Moore points out. “The requirements here are for a shoe that not only offers grip and comfort, but one that includes stability and protection.”

Stable, light, durable and comfortable shoes are needed for adventure racing, agrees Middleton, who used to race competitively in adventure racing. You need quick lacing systems and quick-drying material as you are essentially on an off the road triathlon. Most trail running shoes cross platforms with adventure racing as the terrain and climate demands are similar.

Orienteering

LADIES XA PRO 3 D ULTRA

MEN’S XA PRO 3 D ULTRA GTX

Orienteering developed in the Scandinavian countries where companies like Silva, who make compasses, were actively involved, says Ward. “It combines navigation and execution — you read a map and then decide which route to take to reach the next control point — the shorter and more difficult, or longer and easier route?” You could therefore run on all sorts of terrain.

The sport was introduced into South Africa in 1981. According to Van Hoepen the choice of shoes will again depend on the terrain of an event — for shorter orienteering sprints between 2-5km, usually in built-up, urban areas, road running shoes would be in order.

For middle-distances, light trail shoes with super aggressive treads are used for wet and muddy terrain. For long-distance orienteering in multi-stage phases, you need sturdy, flat soles and a well-cushioned shoe, says Van Hoepen.

For orienteering, aggressive lugging, super lightweight shoes are required, says Middleton, who competed in the 1997 World Orienteering Championships in Norway. Some torsional strength is good as you are mostly off-road and cushioning is not important.

There are specific orienteering shoes with spikes available internationally, he says, but locally most trail shoes are suitable.

Cross country-running

LADIES XA PRO 3 D ULTRA GTX

FOR MORE INFORMATION CONTACT: 031 313 1400 EMAIL: INFO@SALOMONSPORTS.CO.ZA

Cross country is a pursuit in which athletes race over courses set on natural terrain as opposed to a running track or road. The International Association of Athletics Federations (IAAF) specifies that the course must be designed on an open or woodland area, covered as far as possible by grass, with natural obstacles, which can be used by the course designer to build a challenging and interesting race course.

According to Piet de Jager of Athletics SA, the maximum distances approved by the IAAF is 12km for men and 8km for women, while the maximum distance for junior men is 8km, and for junior women 6km.

Sports Trader :: 2013 June/July

Longer races generally require shoes with more support (slightly heavier) with a thicker sole. For shorter races, very light shoes are popular. The thin soles are tiring on the feet during longer races A lightweight shoe with good grip is essential in the cross-country category, says Turrell.

“A cross country racing shoe is manufactured in a similar fashion to athletic spikes, but it features rubber spikes and outsole, instead of a thermoplastic polyurethane (TPU) plate with ceramic spikes,” says Hefer.

“If a retailer does not have the market to stock cross-country specific footwear, then low profile lightweight running footwear is the answer. Cross-country races are short in distance, so the key in this footwear is lightweight and low profile. A low profile shoe will offer more stability around the corners, as opposed to a traditional running shoe.

“Cross-country is mainly dominated by the schools market. Retailers can look at buying into kid’s running shoes that are light and low profile,” Hefer suggests. “Kids can then use these shoes for all their running, as well as their cross-country races.”

When the event is run over soft grass fields, the cross-country runners would require an aggressively studded sole, adds Van Gelder.

Speed hiking and sky running There are various related activities that runners and outdoor lovers participate in - for example, sky running, which is defined as mountain running above 2 000m, where the incline exceeds 30% and where the climbing difficulty does not exceed 11° grade. Italian footwear brand Fila was the first sponsor of these mountain races organised by Italian mountaineer Marino Giacometti in 1995. It is internationally governed by the International Skyrunning Federation and locally by the South African Skyrunning Association (SASA). In October they will present the South Africa’s second sanctioned skyrunning race, and the first Southern African Skymarathon, in Matroosberg.

Speed hiking is a new trend identified at last year’s OutDoor Show in Friedrichshafen. It is a growing discipline and popular pastime, especially for hikers in the US and Europe, says Larsen. “They hike up trails at speed - it is not running, but the use of regular trails by lightlyequipped hikers that walk very fast.”

These hikers that want to cover bigger distances in quicker times need a specialised good quality, light, walking shoe. Larsen says speed hiking shoes need good cushioning, but must be firmer than trail-running shoes. You also need strong torsional support and in-

Range information

Apparel & Footwear :: p35

Columbia Columbia, locally distributed by Wild Elements Apparel, offers footwear designed to lessen the wearer’s worry about stability, traction, grip, etc. and allow them to enjoy their activity.

The new Techlite footwear technology from Columbia is specifically engineered to provide comfort and protection for outdoor activities. The durable and lightweight material is specially designed to absorb impact, relieve pressure and provide stability for the wearer.

The Techlite material used in the midsole was created using a patent pending process of combining multi-density Techlite foam to deliver a smooth transition.

The Techlite Fluidframe gives the wearer symmetrical support for stability in all trail conditions. It also absorbs impact and delivers cushioning on a variety of surfaces. The lightweight, dense midsole allows for adaptive trail stability whilst its medial and lateral support makes it ideal for hiking and multisport trail activities.

The Techlite Fluidpost offers medial support for pronation control. The material offers a dense midsole construction that offers smooth transition and medial support that is great for pronation control.

The Techlite Fit foam heel counter, collar and tongue ensure a conforming fit, whilst still providing stability and comfort.

Columbia’s Omni-Grip outsoles — designed with terrain-specific lug formations, depicted below — that ensure stability on irregular surfaces are used on their trail, hiking, winter and water shoes, ensuring stability in a wide variety of activities. The outsoles feature Polyurethane and semi-sticky rubber for added durability, articulation cushioning and overall traction. They also use 85% less petroleum.

Omni-Grip trail outsoles have multi-directional tread zones for scrambling and a forward traction zone for acceleration.

Their hiking outsoles, on the other hand, have a forward traction zone for gripping loose dirt as well as a perimeter stability zone that provides solid footing for weighted treks.

Their water outsoles have molded siped zones — small cuts

that help water escape from under the shoe — that provide better traction on wet surfaces, whilst the perimeter dry surface zone assists with traction on solid ground.

Their winter/snow outsoles have a compact tread zone for packed snow or ice and an open digging zone for soft snow or powder grip.

Hi-Tec Hi-Tec has ensured a comfortable as well as an enjoyable hiking and running experience with their SpHike (sport Hike, left) and V-LITE ranges. These shoes offer traction, support and are waterproof as well as lightweight — qualities that are useful in wet and rocky terrain.

Their SpHike — an outdoor activity shoe for all occasions — will be launched in mid-July.

This shoe has been designed and manufactured to function as a hiking boot, with the weight, agility and comfort of an athletic shoe. It is a waterproof shoe with a liquid rubber toe bumper, durable and abrasion resistant PU toe cap and an ESS shank that makes it ideal for tough terrain. Technologies such as Vibram, V-Lite and Ortholite are also used in this shoe.

The V-Lite Trail — ideal for trail running — is great for rugged terrain and gives extra protection to the wearer’s feet. Its deeper lug design and assertive tread pattern gives more stability, whilst a hard and soft rubber compound heel helps minimize the impact sustained when running on steep descents. The shoe also features a porous, breathable mesh component that helps it dry faster.

Inov8 Inov-8, locally distributed by Rebel Elite Fitness, has a new Trailroc range on offer. Although not designed specifically with South African conditions in mind, they might as well have been.

One of the unique features of the Trailroc (below) is the use of three different rubber compounds and different size lugs on the outsole to optimize grip and performance. Larger lugs made up of endurance rubber are placed in the high-wear areas, such as under the ball of the foot. A hard, sticky rubber and more large lugs are positioned on the outer sections where grip and stability are crucial. And, the toe and inner arch are com-

prised of a softer sticky rubber with smaller lugs for flexibility and suppleness when jumping from rock to rock and contouring.

Like all Inov-8 shoes, the Trailroc range is superbly flexible and give the runner an unsurpassed feel for the underfoot conditions, essential on the trail where, rocks; corners and obstacles are all part of the experience. The Inov-8 wearer can handle anything the trail throws at them with complete confidence and sure-footedness.”

New Balance New Balance’s MT/WT1010 trail shoe (below left) is part of the Minimus family range, but can be used for long distance trail running as well. It offers more cushioning, but the 4mm drop gives the style a natural and stable ride.

Lightweight RockStop technology in the forefoot helps keep the foot low to the ground, while providing protection from dangers on the trail.

It also has a REVlite midsole and a re-engineered Vibram outsole that provides traction in the areas that need it, whilst a revised tongue feels softer on the foot. The new Monomesh upper with thin synthetic overlays makes it lighter while still being supportive.

Puma Puma has a wide selection of trail running shoes on offer that are bound to generate interest among your customers.

The Faas 300 TR (below right) is made for trail races. Their lightest trail shoe yet — men’s weighing 275g and ladies only 228g — it is built closer to the ground, which allows the runner to feel the trails. This also offers the wearer stability on uneven surfaces, while the multi-directional lugs provide great traction and grip on various surfaces whether in dry or wet conditions — both up- and downhill — and the new translucent WebCage technology supports and protects the midfoot, no matter the type of trail.

The Ortholite sockliner is breathable and anti-microbial, whilst being comfortable as well.

The midsole is made of FaasFoam, Puma’s proprietary foam that is lightweight, resilient, durable and provides a smooth ride through the gait cycle, and the outsole is made from Evertrack to make it a high abrasion resistant rubber outsole.

The ladies’ style is available July while the men’s is available in Sep To p35

2013 June/July :: Sports Trader

p36 :: Apparel & Footwear

Off-road running range information cont from p36

tember.

Puma’s Faas 100 TR was built for the trail runners who are looking to feel light and fast and the earth under their feet.

The Faas 100 TR offers the least amount of cushioning in the Faas line. With a 0mm heel-to-toe drop, the shoe is not intended to be an everyday running shoe — rather a training shoe. The drop helps strengthen the wearer’s feet and lower extremities over time.

The high-rebound Ortholite sockliner provides higher responsiveness and step in comfort through the gait cycle. The shoe also features a minimal and breathable single layer mesh that is sandwiched between protective welded overlays, and an internal suede midfoot Everfit structure that provides an extremely lightweight one-piece upper. The midsole is made from FaasFoam+, which is exposed in a lug pattern that was specifically designed for trails. The FaasFoam+ is even more resilient, has increased step-in-comfort, a more springy feel and is 25% lighter.

The ladies’ style is available August while the men’s is available about a month later.

Puma’s most technical trail shoe, Faas 500 TR, was built for the rigors of the toughest of terrains. With its 4mm heel-to-toe drop, the shoe’s FaasFoam one-piece midsole encourages a more midfoot strike. The multidirectional outsole lugs provide great grip and traction for the toughest of trails, while the durable upper, gusseted tongue keeps the foot protected from debris and the elements.

The Faas 500 TR is available August.

Salomon The latest offerings from Salomon are the Sense Mantra and Sense Ultra — natural running shoes designed with a low heel to toe drop.

The Sense Mantra, modeled after the S-Lab Sense, is a trail running shoe that is lightweight and allows natural motion for the midfoot striker. It is ideal as an everyday trainer.

Extra cushioning gives comfort to tiring feet and a longer OS Tendon provides higher energy return for the wearer.

This shoe offers a lower heel drop, gives the runner more flexibility and features Salomon’s patented EndoFit system to help it fit closely and comfortably while improving underfoot feedback to the foot.

Other features such as Seamless Sensfit and Quicklace, allows easy adjustment and ensures an upper that wraps the foot for precision.

With the Sense Mantra as well as the Sense Ultra the wearer’s foot is protected from the trail

Sports Trader :: 2013 June/

by the lightweight, Profeel Film layer that is built into the top of the midsole of the shoe.

The Sense Ultra (left) is a functional minimalist shoe that is great for training and racing ultra-distances.

The shoe features a thin seamless upper that blends with a rubber toe cap.

The mesh on the front half of the shoe’s upper allows air to circulate around the foot and helps with faster drying. A gusseted tongue has been sewn into the footbed rather than the upper eyelets, providing a debrisfree construction as well as a more snug fit in the midfoot area.

The shoe also has a quicklace system that starts from the top of the tongue, making it easier to pull on and remove.

The midsole of this shoe uses a denser EVA than the S-Lab Sense, giving more protection and durability under the foot. It offers the wearer a firmer feel with a lower heel drop that increases stability, whilst the outsole — with a Contragrip pattern made of different densities of rubber — provides traction and easily sheds dirt as well as mud.

Vivobarefoot Vivobarefoot, locally distributed by Native Sport, has been in South Africa for just over a year now and are starting to make their mark on the trail running and sky running scene.

The brand is represented in both of the threeman teams chosen to represent South Africa at the World Long Trail Champs and the World Ultra Trail Champ — AJ Calitz and Charl Souma will be wearing Breatho Trails (below left).

All the soles of their off-road shoes use V-grip rubber, which is a sticky rubber compound that assists in abrasion, grip and proprioception.

The soles also have multi-directional lugs that provides grip on steep, muddy and wet terrain.

The Breatho Trail — ideal for trail, sky or cross country running — offers excellent offroad traction and sensory feedback. It is known for its breathability and light weight and is designed with a 3M Airmesh upper (a lightweight duel ply mesh with reflective yarn).

The Neo Trail — ideal for trail, sky or cross country running, as well as adventure racing and orienteering — is a tough, lightweight and versatile off-road shoe that has a flexible sole and rugged upper. It is designed with a hydrophobic upper (Hydro-Guard 360 degree waterproofing) and has a breathable membrane system that assists with waterresistance.

Both the Breatho Trail and Neo Trail shoes

July

have an anatomic zigzag lace design that ensures the wearer’s foot and shoe move together. These shoes grip well, are lightweight and offer the wearer comfort.

Their Evo-Lite, now in its fourth generation and ideal for cross country running, has a sole that offers multi-terrain grip, which works well on- or off-road. Its lightweight, hex mesh upper is laminated for stitchless support and breathability. This shoe is manufactured using quality vegan materials.

Their Synth Hiker is ideal for a fast hiking or orienteering experience. It is lightweight and offers toughness in mountainous conditions.

This shoe has a Hydro Guard waterproofing system, hydrophobic mesh, a heel lock lace frame as well as a V-lock lacing and waterproofing system.

Zamberlan Zamberlan, locally distributed by Traverse Outdoor Gear, have released two shoes that are ideal for speed hiking.

Their 2013 Backpacker magazine Editor’s Choice Award winning 230 SH Crosser Plus GTX RR (left) is a 470g, midcut shoe that can also be used for multisport.

Their 130 SH Crosser GTX RR is a 400g, low cut shoe that is ideal for fast hiking and mixed terrains.

They are designed with a Cordura upper with Kevlar making up the lower section in order to create higher resistant and durable uppers. The Cordura used in the uppers, have more flexibility and allow easy adjustment of the shoes.

A Gore-Tex Extended comfort lining provides waterproofness and insulation in both style shoes, whilst their specifically designed Z.A.S (Zamberlan Air Systems), optimises breathability and comfort.

They also have light, polypropylene midsoles that allow natural movement (by means of grooves under the ball of the foot) and maintain torsional rigidity and flexibility where necessary.

Their outsoles are manufactured with dual density rubber with large grooves that are designed to reduce debris build up, have rockered profiles and toe bumpers.

Zamberlan Vibram speed hiking soles provide traction, control, anti-torsional stiffness and shock absorption, whilst their shapes are maintained by the thermoplastic toe puff and heel counter that doubles as protection for wearers’ feet. Lycra, perforated microfibre tongues that give good comfort, breathability as well as foot wrapping are found in both style shoes as well.

It is recommended that these shoes be treated with Hydrobloc proofing water-base conditioner, because it enhances and maintains the performance of the nabuk, split and rough outer leathers as well as any other material of the shoes.

p38 :: Sport

Game – set - match in racket sales Racket sport coaches are selling directly to their students and retailers say this is affecting their sales dramatically. CARIN HARDISTY investigates this thorny issue

T

here are several sore points for a businessman: a big one is when his source of income is threatened.

Everyone has the right to sell his goods — and this is one of the biggest issues mentioned by retailers and suppliers who feel that their sales are under threat from different sources.

Sports Trader was contacted by an independent retailer who was concerned that racket sport coaches, specifically tennis coaches, who are selling directly to their students, are affecting his business. This was confirmed as

Sports Trader :: 2013 June/July

“Stop retailing at coach level, and supply your retailer a racket for his local coach. Let the retailer offer a sales incentive to the coach.” a major problem by nearly all (92%) of the respondents to an industry survey we conducted to find out if retailers were concerned about the growing competition from racket sport

coaches.

Due to the sensitivity of the subject, all respondents had the option of remaining anonymous, or to go on record. Half of the respondents opted to remain anonymous. We also spoke to suppliers who were given the option to stay anonymous.

Almost all respondents (90%) said that selling directly is a growing trend among coaches and that this has an effect on retail sales. All of the respondents agreed that it is a problem that coaches sell to their students and almost all (92%) of respondents indicated that To p38

p40 :: Sport

“Stop retailing at coach level, and supply your retailer a racket for his local coach. Let the retailer offer a sales incentive to the coach.”

Racket sales cont from p40 they don’t believe it’s an inevitable reality.

Three quarters of the respondents say that coaches selling direct is a growing trend. This is a big concern, especially for the 25% of respondents who indicated that the majority of their sales are to school players. The rest of the respondents indicated that their sales are to both school level and older players.

Another contributing factor to retailers’ concerns is that most of the respondents used to have a good relationship with coaches at one point. More than half (58%) of them indicated that they used to have an agreement with coaches who would direct their students to the store.

Used to have? Yes, used to.

Of those respondents who had the agreements, only 14% still have such an agreement with coaches. This means that the rest of the coaches who were in partnership of sorts with responding retailers are now taking the sales to their boot, instead of to their ex-partner stores.

One supplier told us that they used to only sponsor their coaches. The coaches would send their students to a retailer with a shopping list with the racket model and brand that they should buy. But, come the following lesson, the student would show up with a competing brand’s racket, because the store happened to have a sale on or the shop assistant preferred another brand than the one that was recommended, for example.

“What use is the coach to us in this situation?” asks the supplier. They therefore had to allow the coaches to start selling direct to get value from their sponsorship.

Not all suppliers have taken this path though. “We do not sell our rackets directly to coaches,” says Denton Goslett of Omni Sport, local distributors of Head. “We believe selling rackets directly to coaches is unethical and not good for the racket market.”

Some retailers in our survey pointed out that coaches don’t have the same expenses as a brick-and-mortar store. They sell out of their car boot and whatever mark-up they add is

Sports Trader :: 2013 June/July

therefore pure profit. “This encourages students to buy through the coach as they are getting a great deal,” says one retailer. Another believes that coaches should not benefit by buying equipment from suppliers at the same price as retailers.

But the coaches do not get rackets at better prices than our retailers do, says a supplier.

The prices offered to coaches are closer to those paid by consumers.

Other retailers worry about brands being bad-mouthed, purely to make the sponsored brand look good. “Sometimes a coach will only push one brand and believe it to be the one and only brand, because a certain professional plays with it, and they bad mouth the other brands, because of cosmetic styling, etc.”

You might have the most excellent coach, but if he is being incentivised to make the extra buck he might end up selling the wrong product to a student simply to make the sale — and students don’t always have the know-how to realise it’s the wrong product for them until the purchase has been made.

“I receive numerous calls every week from parents who have been ill-advised by a coach wanting to push a product that is not correct for the individual,” complains a retailer. “The coaches are looking at making extra money and are forced to sell product because they are sponsored by the local brand.”

“Most of the coaches don’t care what product they play with, provided they can sell direct,” says a retailer. “This has got to be sorted out between the brands. The people to sponsor are the salesmen behind the counter! The same goes for racket stringing, where coaches are being allowed to buy their own machines — and in fact, any type of string.”

“Suppliers should protect the store who is buying product, holding stock and paying COD or 30 days. The supplier needs to stop selling to the coach,” says an anonymous retailer.

Exasperated suppliers What is the difference between a concept store and supplying coaches? asks a supplier.

“We supply the coaches because we can’t get our product into the stores. We’re not going to NOT sell our product just because retailers won’t stock us.”

This is especially a problem with the more expensive, performance rackets. Local distributors have to report to their international principals about sales figures, who don’t want to hear about how many junior rackets were sold; they want to hear reports about how many professional level rackets were sold. And this is where a big part of the problem comes in for suppliers. It seems the only way to get their professional rackets sold is through coaches, because most retailers don’t want to stock the product.

There are only a handful of retailers around the country who stock a certain supplier’s performance rackets. Where they receive this support, the distributor specifically doesn’t sponsor coaches with product. They don’t need to. Their products are being sold by retailers.

Suppliers therefore have a similar problem to the one retailers are complaining about: sales and the lack of them. If the products aren’t stocked, they don’t get sold by retailers … but it doesn’t mean the product doesn’t get sold at all.

There are retailers, though, that recognise this problem. “Unfortunately the playing field was set many moons ago. Any new brand that pops up, no matter how big a name they have internationally, have to start with unconventional approaches to market. I believe this is largely due to large retailers not giving new bands any time of day. Suppliers have to go somewhere. I suspect the suppliers from newer brands will say that if it weren't for the coaches, they wouldn't have any business,” says one retail respondent in our survey.

Unfortunately, it is not only the new brands who have to take this approach these days.

Because one brand started selling through coaches, even selling at tournaments, it led to other brands believing that they will be left behind if they don’t sponsor coaches and work with, or through, them.

Some brands, however, are adamant that they do not sell through tournaments.

A supplier suggests that perhaps the real reason why brands have to find alternative channels to sell is that retailers introduce, and promote, their own brands, thereby limiting shelf space for the racket brands. After all, retailers tell brands that their stores are full with product, but they stock their own brands.

When we asked retailers if they have suggestions to redirect sales back to their stores, several suggested that retailers should stick

Sport :: p41 together and form a type of boycott. “If all the retailers stuck together and did not carry products from suppliers that do sell direct and sell through coaches, the suppliers will definitely suffer on sales. This is a huge problem not only for tennis but all sports.”

But doesn’t this put us back to square one, with suppliers saying that the reason they sell directly or through coaches is that they are being kept out of stores?

“We supply the coaches because we can’t get our product into the stores.

We’re not going to NOT sell our product just because retailers won’t stock us.”

Sport news

How about tackling the sponsorship issue

Norms for school sport equipment SPORT AND RECREATION SA (SRSA) is developing norms and standards for the specifications for sports equipment supplied for school sport, states the department’s 2012-2016 Strategic Plan. Sport minister Fikile Mbalula (right) and the DG of SRSA Alec Moemi recently reported on the department’s strategic plans to the Parliamentary Committee on Sport.

The Strategic Plan identifies the shortage of suitable sporting equipment, facilities and coaching and support staff in most rural schools as major challenges to delivering school sport. “In some cases when schools do get equipment it is of inferior quality. To address this, the department is developing norms and standards regarding the specifications of what can be purchased and distributed regarding sports equipment and consumables,” the report states.

A major challenge to the implementation of the programme is that the Department of Basic

Education (DBE) has not allocated funds for school sport in their budget, as their priority is to build schools. Teachers are also not prepared to take on other tasks without payment.

A sports federation to receive intensive support from SRSA will be selected each year — in 2013 tennis got additional support (R5m) for the revival of the Soweto Open in May. Last year netball and basketball got additional assistance for the launch of PSL leagues.

Soccer, netball and boxing were amongst the specific sports that the minister and DG reported on.

Professional league for netball SPORT AND RECREATION DirectorGeneral Alec Moemi has appealed to the private sector to invest in women’s sport in South Africa, and in netball in particular. The Department is developing a professional netball league, involving 10 clubs spread across South Africa where the sponsors of the clubs will employ the players.

Speaking at the announcement that SPAR had extended and increased its 10-year sponsorship of the Proteas netball team for another three years, Moemi described the grocery giant as a trailblazer in women’s sports.

“Netball is the biggest women’s sport and the second biggest sport overall (after soccer) in South Africa, and investment in netball is investment in South Africa.”

He said that the national sports plan that was developed in 2011 had agreed that the promotion of women’s sport needed to be prioritized as a means of breaking the cycle of poverty and of getting more women involved in physical activity.

Moemi said he was confident the professional league would be in operation before the end of the year.

from another angle?, suggest other retailers.

“Stop retailing at coach level, and supply your retailer a racket for his local coach. Let the retailer offer a sales incentive to the coach.”

There are various upset parties in the racket sport market: retailers who are losing out on sales because of coaches selling; suppliers losing out on sales because retailers won’t stock their product. And in the middle of this thorny issue, coaches started to fill a gap.

Wilson Spin Effect technology THE SPIN Effect technology in Wilson rackets, locally distributed

by The Golf Racket, dramatically increases spin. It enables players to add over 200 RPMs on their shots without having to change their swing. The Steam 99S (right) and Steam 105S rackets feature the Spin Effect technology.

Wilson used their proprietary monitoring technology to measure spin rotation, speed and height.

They discovered that fewer cross strings provided more string movement, and faster snapback speed for more spin, resulting in a complete racket redesign that supports this new string pattern.

It is the first racket that provides

up to 3.3 times more string movement and 69% faster snap back (based upon their internal testing).

The Steam 99S and Steam 105S provide maximum spin and use Amplifeel 360, Wilson’s enhanced handle technology that provides a superior feel while dramatically increasing power. The Basalt and carbon handle transmits pure feel while absorbing shock and vibration.

New developments in 2013 Dunlop range DUNLOP have developed an entirely new range for 2013. Reengineered racket frame geometries, complemented by new technologies have seen Dunlop take the concept of Biomimetics to a whole new level by creating the most performance enhancing range to date.

2013 sees the launch of three new racket ranges. The Biomimetic F-series was developed for players with an aggressive full or fast swing who are looking for ultimate control and the perfect balance of speed and precision from their rackets. For the more medium to moderate swing style, Dunlop have introduced the Biomimetic M-series range, for players seeking control with added power, spin and manoeuvrability on court. Last, but not least, is the Biomemetic S-series. Developed for players with a more shorter to slower swing style. The S-series rackets offer ultimate power, enhanced comfort, lighter weights and larger head sizes and are more suited to players looking for added forgiveness during play.

Infused within the 2013 range, is BioFiber. Stronger than steel and lighter than carbon, Dunlop have extracted the stem fibres from plants and woven them into the shaft portion of the racket to reduce shockwaves by 18%, thus providing a more solid hit than a conventional all composite construction. Inspired by the texture of shark skin and engineered in a wind tunnel, AeroSkin Cx reduces aerodynamic drag by up to 36%, providing greater racket head speed for more penetrative shot making. The introduction of MoS2 Grommets, a revolutionary New polymer featuring a microscopic lubricant, similar to the self lubricating properties of snake skin, this increases the grommet durability by 40% and reduces string friction by 27% delivering more string movement and enhanced power and spin.

SPORTS

LAUNCH

Kevro Sport has hit the Sports market with a bang after having launched two of their six new technical sports brands at Markex, Johannesburg.

Kevro, Africa’s leading Corporate & Promotional Clothing, Gifting and now Sports Supplier, recently acquired these brands from a leading sports supplier and established them under the Kevro Sport umbrella.

With the introduction of Kevro Sport, re-sellers now have a range developed in the colourways, styles and pricepoints for the corporate, schoolwear and teamwear markets.

These new offerings are guaranteed to connect Kevro re-sellers to the sporting world. Be sure to contact a re-seller today.

Soccer is the Nation’s biggest sport. Inspired by the Italian’s flair for design but developed for the South African environment, Acelli football wear, even in kiddies ranges, is a fusion of unique style, quality and modernism – all the elements demanded by today’s player.

The Acelli ball, is but one example of how high Kevro Sport sets the bar for their sports offering. This ball is World Cup quality with thermo bonding that replaces stitching, a laminated bladder – to FIFA approved standards as well as built-in foam cushioning.

BRT (Brand Real Teams), is a range of off-field apparel for sports teams of all sporting codes. This team-wear range is primarily a sport lifestyle collection and was designed to maximise how sportsmen and –women look off the field.

Whether it is tracksuits, golf shirts, shorts, jackets or bags, BRT will help your team achieve unity far beyond the field.

LAUNCHING THE FOLLOWING BRANDS IN OCTOBER 2013

Brutal Rugby is inspired by the style and attitude of how rugby is played on the Pacific Islands. Here athletes are faster, stronger and more physical than any other part of the world and they require the same from their equipment.

Brutal rugby is committed to functional, authentic and innovative products for players on all levels

Garret Athletics is a range of athletic equipment offering IAAF approved products as well as athletic wear.

It offers an array of athletic equipment ranging from javelin, shotput, discuss, hurdles, high-jump, long-jump, hammer-throw and a number of miscellaneous items used in Athletics

Blackheath is a comprehensive hockey range for men and women and includes apparel and equipment. This range is elevated by vibrant colours and design in keeping with hockey’s identity.

Blackheath amongs others offers Hockey sticks, balls and advanced protection gear.

Sevenn Netball is inspired by the symbolism of the perfect number, which is also the number of players in a Netball team. The brand’s clothing and equipment was specifically developed for this high intensity sport with expert input by SA’s National Netball Coach, Elize Kotze. Elize says the fact that she puts her name to the brand Sevenn means that she unconditionally believes in what it can present to netball.

lk a pT

p44 :: Industry

o

Sh

A cycling lifestyle centre What started out in 1998 as a small business training cyclists and operating out of owner Andrew Mclean’s garage, is today the largest cycling retailer in South Africa. Cycle Lab has come a far way in 15 years.

T

he successful Cycle Lab franchise prides itself on being more than a group of stores. It consists of cycling lifestyle centres, offering support and knowledge to help cyclists — beginners as well as professionals.

It is therefore no surprise that the story of Cycle Lab and Andrew Mclean — a top cyclist who is constantly in the public eye through his racing, and as a co-host on SuperSport’s SuperCycling programme — didn’t start in a retail environment. Cycle Lab’s story began during a time when Mclean couldn’t race and started a small business, run out of his garage, where he would train cyclists.

His neighbours, however, weren’t too keen on the idea and their moans eventually forced him out of the garage. He moved into a bigger venue, which was when he added a retail element. He soon outgrew this space and they had to move again.

They expanded the retail side, added classes, and focused more on growing the Cycle Lab brand by, among other things, growing an online presence and partnering with SuperSport.

Soon they outgrew even this space and it was decided that they needed their own building — the first proper Cycle Lab store opened in 1998 in Nicol Grove, Fourways.

At first, it operated as a single store, but in 2007 they branched out into a franchise business and stores opened in Westlake and Centurion. There are currently 14 Cycle Lab stores spread across South Africa.

When they opened the first Cycle Lab store, there weren’t really other companies that provided all the services that a cyclist needs

Sports Trader :: 2013 June/July

under one roof: retail, training, event support, technical support, etc. This greatly led to their success.

“Cycle Lab offers a comprehensive range of cycling products for both professional and amateur cyclists,” explains Hans de Ridder.

“We pride ourselves on our excellent back-up support and assistance with every aspect of cycling. A defining characteristic of the store is the approach to the sport as a lifestyle, catering for the entire family.”

“We see cycling as a lifestyle and build relationships with our customers to assist them in their decision making through our training and qualified staff,” says De Ridder.

Cycle Lab offers free clinics for beginners, for example puncture changing evenings for women cyclists.

Their company vision says it all: “whether you ride for pleasure or professionally, enter our world of cycling where you can find all the products, services and advice associated with cycling and mountain biking in one place for your convenience, and delivered by sales staff with the expertise of the professionals who care about you and all your cycling needs for life.”

The stores also offer support when a consumer buys a new bike by offering free bike setup and a free maintenance package. The Cycle Lab staff pride themselves on being able to offer great customer service and support — that extends beyond the point of purchase.

Originally Mclean’s goal was to help cyclists improve their riding skills. This soon shifted to one of bringing the sport to the people. This can be seen through their involvement with promoting cycling and their involvement with

charities such as the JAG Foundation.

Their Fourways store is associated with the Toyota SuperCycling Club — the largest in South Africa — and the club is run from the store. The store often acts as a departure point for the club’s rides and it is also often a collection point where cyclists can collect their race numbers for various cycling events.

The Cycle Lab group is more than stores; the group consists of lifestyle centres catering for young and old; experienced rider and beginner. The stores offer a comprehensive range of cycling-related products for the whole family, no matter the experience level … and they back the products up with great support through their workshops, bike setups and their knowledgeable and trained staff.

Reasons for the group’s success • Their staff are knowledgable • They offer valuable after-sale support • Their partnership with their cycling club keeps them in the public’s mind • They cater for all cyclists, from beginner to pro

45

What swim accessories to stock Visit Sports Trader’s website for more product knowledge: www.sportstrader.co.za

P

eople enjoy swimming pools for many different reasons. There are babies and toddlers that are made water safe, and children and adults who learn to swim in order to help reduce our horrific high drowning statistics. There are learners who swim as part of the school curriculum and the recreational swimmers who enjoy the exercise or pleasure of cooling off on a hot day. Then there are the thousands of competitive swimmers who train for galas at clubs or with swimming coaches.

There is a myriad number of accessories that all these different categories of swimmers would be very likely to buy. This gives a retailer a very wide range of choices when it comes to stocking accessories for swimmers.

The number of swimming teachers, swimming clubs and competitive swimmers in the area, the needs of the community, as well as the number of people likely to learn to swim, are all vital factors when deciding what swimming accessories should be stocked.

Our cut-out-and-keep series to assist retailers with product knowledge Words: FANIE HEYNS. Compiled with the help of Ryk Neethling of Ryk Neethling Swimming Schools, Naomi Dodge (chairperson Central Gauteng Learn to Swim Schools), Pippa Hitchins of The Swim Shop, Samantha Gunther of Leisure Holdings (distributor of Arena), Tammy Rutherford of Second Skins, Peter Baker of Action-Ize (local distributor of Tyr) and www.nrcs.gov.za.

erally used in big pools to provide a place for young swimmers to swim to and rest on.

There are teaching mats available as well.

Both of these are, however, rather expensive items to hold in stock.

• Swim belts fit around the body and contain floats that can be removed as the swimmer’s confidence and buoyancy improves, until finally all floats are removed and the learner can swim on their own.

• Swim pad features a front and back floatation pad, adjustable strap, with a neoprene pad.

All swimmers • Bags: all swimmers need a bag to carry

Babies and toddlers There are various products on the market to help keep young children and babies safely afloat when they are first introduced to the water. The aim is to keep the head above water and encourage buoyancy and balance. This helps them gain confidence in the water and enjoy the experience of being in a pool.

• Armbands are used to introduce young toddlers and scared learners to water and to give parents peace of mind in a busy pool.

They are very affordable, but because the support is on the upper body, they are not considered the ideal training aids to learn to swim.

They are also available in a roll-up version.

• A baby swim seat can make a baby’s first experience in the pool more enjoyable. The benefit is that a baby’s bottom is supported and he will not slip through as in a swim ring.

• Swim jumper is a combination of a jumper with two built-in armbands with two air chambers each and a chest pad.

• Swimming nappies are also important (es pecially for other swimmers!) when introducing babies to water. A swim suit does not prevent solids from escaping, while an ordinary nappy becomes very heavy when soaked in the water.

A swimming nappy has a water resistant layer and leak-proof leg cuffs that prevent any unwanted substances from escaping, and a soft terry cloth to keep the baby comfortable.

• Water wings are inflatable armbands attached to a half float to support the upper

• Learn to swim platforms: These are gen-

body and keep the little one buoyant.

Learn to swim There are many products that can be used to gradually build the confidence of the learner in the water while he or she acquires the skills needed to swim.

• Egg flips look like little flying saucers and are used to encourage breathing techniques in young learners.

• Dive sticks, rings and toys: Many children are terrified of putting their faces in the water — but when brightly coloured dive sticks with funny faces, figurines, rings and other pool toys have to be retrieved as part of a game, they would learn much faster to dive under water. There are a wide variety of dive sticks, rings and other toys available in different qualities and price points. Constant exposure to the sun and chlorine in pools could reduce the life of cheaper plastic toys.

• Float bands for juniors are flat under the arms and have two air chambers so that you can regulate the airflow, depending on the child’s water confidence.

• Float boards are smaller than kickboards, so are suited to younger or smaller learners, which can be used conjunction with other buoyancy aids to start with.

their swimwear and accessories to and from the pool. There are swim backpacks and sportsbags with waterproof compartments to keep a wet swimsuit and towel separate, but mesh bags that enhance drainage and drying to combat smells and mould, are especially popular with regular swimmers. There are also combination backpacks — with several storage pockets, including for water bottles — with a mesh vent compartment available.

• Caps: swimming caps are compulsory in all public swimming pools — including school pools. There are a wide variety of swimming caps to cater for swimmers’ needs. o The most basic are the lycra caps that keep hair out of the pool, but don’t keep the head dry. These are used for training. o Caps shaped like animal heads or in bright patterns will appeal to young swimmers. o At the top end are the smooth silicone racing caps used by elite swimmers. They grip securely around the head without air pockets and welded seams or an ergonomical design ensure a smooth fit, without wrinkles that can cause drag.

• Ear plugs: There are a very wide variety of ear plugs used by swimmers at different levels to prevent water entering the ear canal and causing swimmer’s ear. o Recreational swimmers will most likely be happy with the standard molded rubber ear plugs, but, as the swimmer’s level of competition improves, the more he’ll want from accessories. Silicone putty is customisable and can be shaped by the wearer. o For example, silicone ear plugs, configured to fit in either the left or right ear, have a hollow stem that improves hearing — which could be crucial to hear starter’s orders at a noisy gala. o Moldable ear bands are some- To p45

2013 June/July :: Sports Trader

p46 :: Sport

Swim accessories cont from p46 times worn to keep ear plugs in, especially by children.

• Goggles: most swimmers will most likely prefer either silicone, TPE (thermoplastic elastomer) or TPR (thermoplastic rubber) swim goggles to protect their eyes against the chlorine in the water. Open water swimmers prefer higher volume greater peripheral vision goggles, whereas competitive swimmers would select low volume more hydrodynamic ones. o Swimmers who spend a lot of time in the pool during training sessions will also be more concerned about comfort features like silicone gaskets that fit softly around the eyes. o Indoor swimmers will want clear or light coloured lenses, while outdoor swimmers will want dark, smoke or mirror lenses. The majority of lenses have anti-fog treatment and reduce glare while protecting the eyes by filtering some UV rays. o Straps are available in a wide variety either as a single strap, split ratchet or side clip adjusting, or double strapped with a backadjusting glide clip.

• Noodles: a pool noodle is a long (1-2m) flexible, thin foam cylinder. It can be used for training in learn to swim, for floating or stretching exercises and is also popular for aquarobics.

• Swim fins are shorter and stiffer than diving fins. They come in various levels — from open-heel rubber fins to high-end fins with soft, silicone, closed heel cups that prevent blisters forming. Children wearing fins gain confidence in the water because a little effort makes them go much faster, without affecting their body position. Fins are used in training to improve endurance, accelerate speed and give a more vigorous cardiovascular workout. o Shorter blades are used when fast kicking is required. o Long blade fins are used to increase leg strength, especially when practicing the

butterfly kick. They are also used to teach early stroke work. o Monofins are two fins fused into one that looks like a mermaid or dolphin tail. It builds leg strength and helps to train for the butterfly kick.

• Nose clips are useful for beginner swimmers who don’t want to inhale water while still learning correct breathing techniques.

Competitive swimmers The most important training aids for people who swim for exercise, or are training as competitive swimmers, would be training fins, hand paddles, pull buoys, swimming belts, drag pants and suits, pool dumbbells and time and pace clocks.

• Belts: There are various belts vailable for training swimmers. o Lane belt: it consists of an adjustable belt that is placed around the swimmer’s waist, with two rubber tubes that clip on to the lane ropes on both sides. The swimmer stays in one position while practicing a stroke, or kicking technique, and develops endurance. This enables several swimmers to use one lane during training. o Stationary cords secure swimmers to an anchor point via a hip belt and rubber cord.This helps to develop endurance and improve stroke technique. o Technique belts are used to improve stroke techniques. A rubber tube on each arm is attached to a nylon hip belt, providing resistance and forcing the body, arms and hands in the correct position. It also improves turns as the swimmer pushes off the wall in a streamlined position. o Tic toc belts are used by breast stroke and back stroke swimmers to monitor rotation of the torso during training.

• Drag pants and suits are used in training to increase resistance and improve strength and endurance.

• Dumbbells are used in the pool for strength training, where muscles push down against buoyancy.

• Hand paddle: a hand paddle is a coloured plastic device that is worn on the swimmer's hands during swim practices to enhance muscle build-up or speed. Paddles are often used with pull buoys to build up arm strength. Different types of paddles include: o Finger paddles: designed to fit on your fingers, they are built to improve all strokes. o Freestyle paddles: designed especially for swimming freestyle. o Han’s paddles: the original holed swimming paddles. o Standard hand paddles: made for most strokes, and come in various designs and sizes according to the level of swimmer.

• Kickboards are floatation aids used to develop a swimmer's kicking action. They can be used on all strokes, but are primarily used to train for freestyle, butterfly stroke and breaststroke. Swimmers of all ability can use them. Young swimmers can develop their kicking action, while elite swimmers can refine their kick.

• Pacing and timing clocks perform two important roles. They allow swimmers to perform interval sets during their swimming workout and they are necessary when coaches want to assess the improvement of swimmers. The typical pace clock is a simple instrument with a minute hand and a second hand and is divided into five second increments from five to sixty seconds.

• Pull buoys: A pull buoy is a figure-eight shaped piece of closed-cell foam used in swim workouts. Swimmers place the buoy between their legs — between their thighs or their ankles — to provide support to the body without kicking the legs. This allows the swimmer to focus on training only their arms and developing both endurance and upper body strength.

SPECIAL OPS

POLARISED GOGGLES

Our best-in-class triathlon/open water goggle has been updated for even clearer vision. The Special Ops Polarized features polarized, embedded anti-fog lenses, silicone gaskets and a wide peripheral range for optimal sighting. www.tyr.co.za

Sport :: p47

Certification and the industry

T

he legislation says all swim aids must comply with the national standards VC 9090 from the National Regulator for Compulsory Specifications (NRCS). The NRCS is a public company reporting to the Minister of Trade and Industries that administrates technical regulations, including health and safety specifications and standards.

The standards refer to swimming aids intended to assist users for movement through water whilst learning to swim, or whilst learning a swimming stroke, or swim seats. The certification standards and their international (EN) equivalent are: • SANS 5318-1:2007/EN 13181:2003: Referring to swimming aids intended to assist users for movement through water whilst learning to swim, or whilst learning a swimming stroke.

• SANS 5318—2:2007/EN 13`382:2002: Referring to swimming aids intended to assist users with movement through water in the early stages of water awareness, whilst learning to swim, or whilst learning part of a swimming stroke. It includes devices held in the hands, by the body, or between the legs.

• SANS 53138-3:2007/EN 131383:2003: Referring to swim seats.

All swimming aids sold in South Africa must have the following characters printed at least 6mm high on the swimming aid: RSA AZ/9090/2009/ (sequential number allocated by the NRCS).

According to the NRCS “manufacturers, importers, suppliers, distributors and retailers of swimming aids are advised to inform their customers to only obtain swimming aids displaying such approval numbers. ”The customs service of SARS may demand a letter of authority certificate from an importer for the release of a consignment of imported swimming aids”.

Problems with certification Many of the Learn to Swim training aids sold locally are imported from Europe, and the European standards are accepted by the NRCS. But, even if the swimming aid was certified in Europe, it needs to have a unique South

African identification number that will be inspected by the NRCS, in order to be sold locally.

This caused several problems for the manufacturers, distributors and resellers of swimming training aids and floatation devices: • There are cost implications for submitting those articles to the NRCS for approval, which was about R1 000 per item in 2010.

According to a local manufactur-

In 2009, the government introduced new compulsory specifications for swimming aids and floatation devices — including accessories used when teaching people to learn to swim. er, he had to pay between €3 000€4 000 (R38 000–R50 000) to get his products approved.

• The delay caused by the certification process has an additional cost for a manufacturer because

he has to wait a long time before he can sell the items he manufactured. Another manufacturer says it took two and a half years to get his products approved.

• A South African im- To p47

p48 :: Sport

Certification

cont from p48

porter and distributor said he had to exclude the biggest European manufacturer of inflatable products and use a smaller manufacturer, as the big Eu-

Polarised TYR goggle

ropean manufacturer did not want to stop his international production run of 1 million in order for the South African distributor to get a unique South African identification number printed on the product line. The decision to use a smaller local manufacturer with a smaller print run — which enabled him

to get the South African identification number — costing him a small fortune.

• The cumbersome and costly process resulted in some South African manufacturers deciding not to produce floatation aids locally — costing jobs.

The past two and a half years have also seen a new trend: many

non-compliant, mass-produced, products are sold at retail stores, according to at least two local manufacturers. One claims that about 80% of retailers are selling swimming aids that are noncompliant, and inspectors are virtually non-existent to check authorisation numbers.

Swimming aid news

ACTION-IZE, local distributor of TYR, The goggle are ideal goggles for use while are very excited is great as a training and open water swimming. about their newest racing goggle, The Durafit gasket is comfortable Special Ops performance goggle. goggle because of its ex- and provides a watertight fit while “The Special Ops goggle tremely low profile that promotes the dual strap with adjustable glide is unique as it is, as far as I am drag reduction and streamlining. clip enables the wearer to get just aware, the first Polarised goggle to The Nest Pro and Nest Pro Nano the right fit around their head. be launched in our market,” says Peter Baker.

It has extremely soft Durafit sili- Zoggs constantly developing cone gaskets for the perfect fit and extra peripheral vision that makes "ZOGGS have been at the forefront Zoggs offers a wide range of prodit ideal for both open water and with regards to goggle and equip- ucts, from entry level to Olympic recreational swimmers. The lenses ment research and development," standard performance goggles, as are also impregnated with anti-fog. says Colin Farrer of local distribu- well as a big selection of training The Swedish Lo Pro mirror goggle tor LGB Distributors. With numerous aids, training fins, hand paddles, kickis a refinement on the traditional world firsts to market under their boards, pull buoys, NRCS approved Swedish type goggle. The racing belt, they view this process as criti- inflatables and LTS pool games. goggle now has flexible outer gas- cal in offering the very best solutions Their designs and the materials kets for comfort and individual fit. to swimmers, coaches and resellers. that they use in the manufacturing

The Swimple goggle has been their best seller for the past three consecutive years and is suitable for all levels of swimmers, youth and female categories.

The goggles are all available from late July 2013.

of their products offer durability, functionality and most importantly great value for money.

Sh op Ta lk

Decade of swim specialist success

T

en years ago the doomsayers predicted that Pippa Hitchins’ specialist swim shop wouldn’t last a year.

Now she is looking to expand The Swim Shop for the second time and she looks back on a decade of solid growth, Her many regular customers — some from as far as Australia, Botswana or Zimbabwe — know that they not only can get training equipment and swimwear from the top international brands, but also innovative products from Hitchins’ own Aquakids, Aquacise, and Splitz ranges.

A former Wanderers club, defence force and navy swimmer with 11 years’ experience as a navy training officer, she had the ideal background to become a swimming instructor. She founded a swim school after the Hitchins family moved to Durban in 1991 — and has been a swim instructor until last year.

Unhappy with the inferior quality of the training aids on the market, she and a friend decided to make top quality diving sticks and rings, kickboards, pool noodles etc. for training kids from home during the lean winter months.

Soon the Aquakids range grew far beyond the needs of her own swim school — and the swim instructors she met at galas. They started a website where instructors could place orders and “the demand just grew and grew”. As she perceived a need — for example, for mesh swimming bags — she produced a product solution. “I love inventing and making things,” says Hitchins.

For about ten years they sold to swim instructors, online and at flea markets, growing

a steady following. But, eventually, the house full of diving rings and kick boards and customers arriving on Sundays and public holidays became too much of a strain and she decided to open a small store in Westville. The 35m2 store initially consisted of a wall full of Aquakids pool training toys.

She was warned that a small specialist store outside the city centre had little chance of competing against mass discounters and other big stores.

From elite to normal But, Aquakids — soon renamed The Swim Shop — proved them wrong and became a destinational store where swimmers of all levels came to browse and buy. Across the road from his Westville school, Chad Le Clos became a regular pop-inner. Whenever there is a big gala in Durban, car loads full of elite swimmers drive to Westville to visit The Swim Shop. Leisure swimwear shoppers are happy to find a range that “caters for normal ladies, with cup sizes up to G and H”.

The training and hydrotherapy ranges grew beyond the needs of children and she named the aquabells, resistance equipment etc. range Aquacise. She also added the Splitz swimwear range, catering for elite swimmers with a top of the range swimwear range as well as a large leisure range.

Swimmers, swim coaches and swim schools knew her from galas and trusted her as a member of the KwaZulu Natal swim instructors’ committee. They appreciated the value of a one stop swim shop where they could find

In ten years The Swim Shop has established itself as a specialist destination store for elite and leisure swimmers from across the country and even abroad

unique specialised equipment, sold by staff trained by an owner who was an expert in the pros and cons of the different swimming gear.

She credits “my very cheerful shop manager Dolly Moodley and sales assistant Philile Mbatha” for contributing to their success.

No goggles are, for example, sold without a proper fitting. They go out of their way to ensure that the customer walks out with exactly the right product he needs and wants.

The wide ranges she carried also set her store apart from other stores.

Coaches contact her with their specific needs, confident that she will sell their pupils exactly what they require. She repays this loyalty by keeping a list of swim instructors to refer her customers.

It became necessary to move to larger — 60m2 — premises. Now, she is again looking for a larger store as her range is outgrowing the present store.

“You name it and I’ve got it,” she says. And if they don’t have it, they’ll go the extra mile to ensure they get it, no matter how unusual the product.

Through her website she sells worldwide and gets regular orders from Australia. Even online, Hitchins offers a personalised service as she prefers to communicate with customers once they see a product they like and only arranges payment once she sends off the appropriate product.

“I have been fortunate as I have been able to grow my business every year, even through the economic dip,” she says.

Reasons for success

• As swimmer, instructor and designer of products Hitchins has unparalleled knowledge and experience of her customers’ needs • They are known for their customer service and the extra steps they will take to ensure that they not only find the correct product, but also that it fits correctly • The innovative products and wide ranges draw customers from across the country and outside our borders • Hitchins’ good relationships with coaches and the wider swimming community means that they will travel from far to shop at The Swim Shop

2013 June/July :: Sports Trader

What to stock for combat sports

p50 :: Sport

E

Photo: Ruby Wolff

ach sport has specific equipment designed to make the participant a better athlete — be it pre-match training equipment or weapons that are used during a match. The uniforms not only clothe the participants, but some help them be better athletes by, for example, by allowing them a better range of motion. Or uniforms identify their skill levels, for example by the colour belts they wear.

There are many different items that retailers can stock for the various combat sports.

Boxing stock Boxing is a test of strength, speed and reflexes where opponents fight one another with gloved hands.

Uniform: boxers have a simple uniform that includes a boxing jersey, loose fitting lightweight trunks. The jersey is worn to allow easy recognition of fighters, it absorbs body moisture and fighters can wipe their gloves on them. Boxing shoes are flat-soled, allowing the wearer to move easily and prevent injury when stepping on an opponent’s feet. The high-top design of boxing shoes also helps prevent the twisting of ankles. Female boxers wear a similar uniform, with sports bras and tank-top style t-shirts in place of the jersey or vest.

Hand protection: wrist wraps, hand wraps and gloves are used to protect the fighter’s hands

Sports Trader :: 2013 June/July

Sourcing stock for combat sports such as all the different martial art forms, boxing, wrestling, etc. can be a daunting task for a retailer. RHIANAH FREDERICKS provides some clarity from excessive force that could cause fractures.

• Gloves: boxing gloves range from 8-20 ounces and the weight of the glove a fighter uses will depend on its purpose. The size of the glove will vary depending on the fit. o The average gloves for sparring weigh 16oz, but female fighters, beginners and lighter male fighters (under 120 pounds) may use 14oz gloves. As the weight of the fighter increases, so too does the weight of the glove — a 120 pound fighter generally spars with a 16oz glove, whereas a heavier 180 pound fighter spars with an 18oz or heavier weighing glove. o The size of gloves are not cast in stone; it depends on the fit. The common sizes are small, medium and large, but it is possible for a single weighing glove (e.g. a 16oz glove) to be available in various sizes. o Generally sparring gloves are heavier and thicker than competition gloves. The heavier a glove, the wider the spread of shock, which will limit the amount of injury to opponents. Fighters should use bigger gloves during training as it offers more protection for hands and conditions them so that when fighting in competition, swing movements are faster due to wearing smaller gloves.

• Fitting gloves: a glove should be tight-fitting and comfortable. The use of hand wraps underneath gloves should be taken into account when purchasing gloves — the gloves

should fit snugly with hand wraps on. o Different brands vary in size around the fist; therefore fighters should be advised to make a fist inside the glove in order to check whether it is comfortable. o There should not be too much space for hand movement as it may increase the risk of injury. o The gloves will stretch and should be bought tight so that as they are used, they will stretch to a good fit and do not feel like they are worn out. o Velcro gloves can be used for practice when training alone, but lacing is recommended for competition. o Gloves can be made of synthetic, cheaper materials or cowhide, which is more expensive. Boxing is a rough sport — customers should be advised that cowhide will last longer. o Gloves can be weighted in different areas — some in the front and others in the rear near the wrist. Some fighters may prefer a glove weighted in the front for training and hitting the bag because the padding absorbs extra shock to the hand, whilst using a glove weighted in the rear (near the wrist) for competition as less padding equals greater impact on the opponent.

Protective equipment • Groin and chest protectors: a groin protector is a cup-shaped, foam-lined device with

Sport :: p51 a leather or vinyl outer layer. It is used by males and females to protect the reproductive organs, liver, kidneys and lower abdomen from blows. Females may use a chest protector — a board-like structure made of plastic that is covered by soft material.

• Headgear: earlier this year the international amateur boxing association (AIBA) banned the use of headgear in amateur boxing competitions because the chairman of AIBA's medical commission said that fighting without headgear could in fact reduce concussions. The reason is that because headgear lessens the impact of blows to the head, fighters withstand more headshots over a longer period, which is a bigger cause of head injuries. Female boxers may, however, still use headgear in competitions.

• Mouthguard: a mouthguard protects the teeth and gums by dissipating shock to the mouth and face, over a larger area (see Sports Trader April/May 2013).

Practice equipment • Body shield: a square, body-sized piece of foam (usually covered in PVC nylon) that has a protruding (head-like) top half and support handles for the holder (practice opponent) to help keep it in place. It is used to practice shots, hooks and uppercuts. Kickboxing, MMA and Muay Thai fighters also use this equipment.

• Jump rope: fighters can improve strength and stamina with cardiovascular and interval training using regular, weighted or speed jump ropes. These can also be used in kickboxing, MMA and Muay Thai.

• Platforms: this is usually a wooden or metal board that can be attached to the wall (by means of a bracket that may be adjustable) in order to hang a punching bag from. Most platforms are adjustable so they can be used at different heights.

• Punching bags: there are two types of punching bags: o Speed bag: a small, tear-drop-shaped bag that is used to improve the reflexes and repetitive punching skills. o The heavy bag is large, tube-shaped — containing water, sand or synthetic filling — and used to perfect power punches as well as body blows.

• Punch shield: a round, lightweight, padded device with handles. It is used to practice body shots, targeting and attack zones.

Kickboxing, MMA and Muay Thai fighters also use this equipment.

• Punch and body shield: the two-in-one solution for boxers who would like to practice shots, hooks, uppercuts, body shots, targeting and attack zones all at once. This item can also be used in Kickboxing, MMA and Muay Thai.

• Speed and quickness ladder: a ladder made of string and plastic that is placed on the floor.

It is used to improve speed and foot agility.

• Speed harness: a vest-like structure made of nylon straps. The boxer fixes the harness and sprints, runs or works out, whilst a training partner holds the attached leash and pulls, restricting the fighter’s movement — this con-

ditions the fighter and results in better performance when they are not wearing the harness.

Kickboxing, MMA and Muay Thai These three combat sports use similar techniques that may include blows, kicks, throws, grappling and joint-locks. Muay Thai uses stand-up striking as well as the art of eight weapons — fists, elbows, knees and feet — and clinching techniques. Kickboxing is derived from the above combat sports and incorporates aspects of boxing to use as a self-defense mechanism, a contact sport and for general fitness. Mixed martial arts (MMA) is a full contact sport that permits striking and grappling techniques whilst standing or on the ground.

Uniform: kickboxing, MMA and Muay Thai participants mainly wear fighting trunks, much like those worn by boxers.

• MMA participants wear fighting shorts that are tied at the waist with slits on the sides, for greater mobility. A rash guard may be worn to reduce skin to skin contact.

• Muay Thai shorts are thigh high in length, lightweight and loose fitting to allow unrestricted leg and knee movements when kicking.

Protective gear such as mouthguards, groin protectors, headguards, shin protectors and practice gloves may be needed by participants.

• Body protectors: used for practicing body shots and lower body techniques. They are lightweight, padded and designed to sit like a belt around the waist of the fighter to absorb impact from punches, kicks and strikes.

• Helmets: can decrease chance of injury if the head hits the floor (used in kickboxing).

• Shin protectors: worn to prevent bruising when kicked by an opponent.

Practice equipment • Thai shield: a shock absorbent, square, foam-layered pad that allows fighters to practice their punches, kicks and strikes.

The handles on the back allows the user to customise their training.

• Punch mitts: used to practice strikes and targeting. They fit over the hand to protect the hands of the trainer as well as the striker. There are various sizes that can be used for regular practice or micro-sized ones that help improve precision.

• Throwing and grappling dummies: used to practice throws, strikes, jabs and all other workouts to prepare for a fight with a human being. Dummies can be made of synthetic or leather material and simulate the body shape of a human being. There are different heights, weights and colours; some even have limbs to further give the effect of fighting an actual person.

Martial arts Uniforms: most martial arts disciplines wear a variation of the standard cotton martial arts uniform consisting of a kimono-style top, closed with a belt, and loose-fitting pants.

While there will not be too many prescriptions for suits used in practice, there are slight differences between the martial arts suits worn in the different competitions.

Martial arts disciplines There are many martial arts disciplines taught in South Africa. Some of them are: • Aikido — a self-defense sport — uses the attacker’s own energy against them by employing entering and turning movements along with throwing and joint-lock techniques.

• Hae dong Kumdo is a reconstruction of historical martial art, unifying the mind, body and spirit through technical mastery of the sword.

• Judo is used to subdue an opponent by pinning or forced submission by joint-lock or choke hold. The use of hands or feet (for thrusting and striking) and weapons are not allowed.

• Jujutsu is a close combat sport with the option of using a short weapon against an opponent — fighters also use pinning, joint-locks and throw techniques to defeat competitors.

• Karate is a striking art that uses knee, elbow, fist and foot strikes along with open hand techniques to defeat an opponent. This form may include throws, grappling and joint-locks.

• Kendo is a modern form of Japanese martial arts, derived from traditional swordsmanship.

• Kickboxing incorporates aspects of boxing and martial arts to use as a self-defense mechanism, a contact sport and for general fitness.

• Muay Thai uses stand-up striking as well as the art of eight weapons — fists, elbows, knees and feet — and clinching techniques.

• Mixed martial arts (MMA) is a full contact sport that permits striking and grappling techniques whilst standing or on the ground.

• Taekwondo is a Korean martial art that combines self-defense with exercise and sport, with focus on the legs where kicks are from a mobile stance.

• Tang soo doo is a form of Korean martial art /karate that uses striking, kicking and grappling.

Customers might, however, confuse a retailer by using a different name for the karate suit favoured by that particular discipline. For example: • Gi or keikogi: In Japanaese gi means clothes and keiko practice and both names are used for the uniforms used in different martial arts disciplines. These consist of a thick or thin cotton kimono-type top (uwagi), closed with a belt. In judo, jujutsu and karate the drawstring pants of the gi’s are called zubons, while the pants of the keikogi worn in aikido, hae dong kumdo and kendo are called shitabakis.

• Dobok — similar to the gi — as worn in taekwondo and tang soo doo, may come in a variety of colours, but white and black are the most commonly used. It may also be made of different materials, such as cotton or cotton-polyester blends. The pants (ha Ee) may be longer than that of the keikogi and the cross-over jacket (sang Ee) has a v-neck neckline. The dobok is also closed in the front by a belt.

• There are subtle differences in the uniforms worn in the different disciplines when competing. o Most martial arts uniforms are white, but in hae dong kumdo different To p51

2013 June/July :: Sports Trader

p52 :: Sport

Stock for combat sport cont from p52 coloured keikogi (usually white and blue) differentiate opponents when competing.

A judo-gi can be white or royal blue. The dobok comes in different colours (mainly white and black). o Judo-gi sleeves are wider than those of the jujutsu-gi, probably to provide a judoka a better grip. o A jujutsu-gi is padded at the knees. o The karate-gi is similar to the one worn in judo, but is made with a smoother, lighter and looser fitting cotton material.

• Hakama: aikido, hae dong kumdo and kendo fighters may also wear a hakama. It is a wide, pleated pair of pants that is usually made of cotton. The hakama has seven pleats — five in the front and two in the back — that have symbolic meanings such as courage, justice, loyalty, etc.

Belts are used to close the gi or keikogi top.

The colours represent different levels: white being the lowest rank and black the highest.

Other colour belts include blue, brown, green, orange, purple, red-and-white and solid red and yellow.

• In karate many different shades of one colour may represent different levels in ranks and karate belts may be longer than those worn in other combat sports.

• In Tang soo doo the final stage is represented by a blue belt as in Korea it is a symbol of continued learning, while a black belt symbolizes an ending.

• Sports such as aikido traditionally do not follow a rank system, but may use black and white belts to distinguish junior from senior students.

Martial arts equipment: Aikido: • Bokken: a wooden sword modeled after the Samurai katana. It is curved, slender and has a single-edged blade with a (circular or square) guard for grip. The sword is made of wood (red oak, hickory, cherry, etc.) to lessen the risk of injury to an opponent.

• Jō: a short, wooden staff approximately 127cm long and 15cm in circumference.

• The Japanese tantō is a dagger or knife with a 15-30cm long blade that is used for stabbing or slashing an opponent.

Hae dong Kumdo: • Mokgum: a wooden sword used in basic practice. The use of plastic rubber swords is also allowed.

Jujutsu: participants either use no weapon or a short weapon, such as a tantō (see aikido).

Karate participants use lighter and slimmer gloves than those used for boxing and also a headguard during practice. Several weapons are used: • Bo staff: a basic weapon that has the appearance of a long stick — approximately six feet in length and one inch thick — that has slightly tapered ends.

• A kama is sickle-shaped, with a short handle and curved blade that has a sharpened point on the end. These are usually swung to block

Sports Trader :: 2013 June/July

an opponent’s attack.

• Nunchaku (nunchucks): two short sticks connected by a short chain or string. The design is flexible and allows mobility and speed.

• Sai: resembles a miniature pitchfork. It has a handle with a central spear with shorter curved points on either side. It may be thrown or used for stabbing an opponent.

• Tonfa: a stick that is the length of the forearm; it has an attached handle, smooth edges and can be swung around. This weapon resembles a modern police baton and be used for offense as well as defence.

Practice equipment • Striking pads/body shields: square foamfilled pads with handles on the back that are used to practice full contact kicks and punches. They are also used in Taekwondo.

• Kick pads: used to practice high and low kicks. They help improve the speed, accuracy and strength of a fighter. They are also used in Taekwondo.

Kendo: • Bokken: see aikido • Men: a stylized helmet covered with steel or titanium in the front to protect the face, and padding around the head, neck and shoulder areas for added protection — a cotton towel may be wrapped around the head underneath the men for perspiration absorption and a more comfortable fit.

• Doh: a breastplate made of vertical bamboo slats worn over the torso for protection.

• Groin protector: fashioned from three thick vertical fabric flaps.

• Kote: long, padded, fabric gloves that protect the forearms, wrist and hands.

• Shinai: a wooden sword made from four

Belts in martial arts The different belt colours usually represent different levels of knowledge that students have acquired — this is composed of the KyuDan ranks, which indicate lower and higher levels in a particular sport form.

Ranks may differ slightly from one discipline to the next or from one country to the next.

Although this may be the case, different martial arts belt colours have similar meanings regardless of the country or organisation.

• White belt: symbolizes purity, beginning or birth of a seed (student) into the art form.

It represents students as they start with a clean slate — innocent.

• Yellow belt: in some sports this colour represents the earth from which the seed grows, whilst in others it is the first rays of the sun that touches the seed and helps it grow. At this level the student has acquired some knowledge about the art.

• Orange belt: this may represent the change of autumn or the growing power of the sun — the opening of the body and mind to the art. Students develop new skills.

• Green belt: shows the sprouting of the seed, gaining maturity. The art forms a part

bamboo slats held together by leather fittings, that resembles a Japanese katana. Athletes should be advised to take proper care of their shinai, because splinters from broken shinai can lead to blinding an opponent or even stabbing if the edge is too sharp.

Taekwondo: • Floppy pads or paddles are used to practice spin kicks and the small target area results in good accuracy.

• Focus mits: used for kicks and punches.

• Kick bag: used to improve kicks and back kicks.

• Breakable boards: good for practice, because they can be reassembled, but advise your customers to be careful not to over-use as they may damage hands and feet.

• Bokken, jō (see aikido), bo staff, nunchaku, tonfa, sai (see karate) and shuriken (metal star shapes used for throwing).

Tang soo doo: • Bo staff and sai: see karate • Eku bo: resembles a rowing oar (flat and fairly wide on one end) with a long length handle

Wrestling stock Wrestlers use grappling, clinch fighting, throws and joint-locks in order to gain superior position over an opponent.

Uniform • Singlet: a one-piece, tight fitting, coloured uniform that is usually made of spandex, lycra or nylon material. The fit is snug to avoid accidentally being grabbed by the opponent and referees are able to see each competitor’s body clearly to award points for pins.

• Wrestlers may also wear compression shorts or tights underneath their singlet.

• Wrestling shoes: light, flexible and give good ankle support and traction. They usually have high-top designs similar to boxing shoes. of the student’s mind and body.

• Blue/purple belt: represents the colour of the sky and change as the sun grows stronger. The students grow and reach for the sky, gaining knowledge and progressing in the art.

• Brown belt: the ripening of a seed. The student comes closer to mastering the art and has control and wisdom in the technique — starting to see and understand the result of the hard work.

• Red belt: symbolises blood or danger, which serves as a warning to the student to control the technique with wisdom, as well as to the opponent to stay away.

• Red/black striped belt: in Hae dong Kumdo, this colour represents the stage before becoming a black belt. At this point students should have a serious attitude toward the art.

• Black belt: the opposite of the white belt that students start off with (except in tang soo doo). It may symbolize dignity, maturity, readiness as well as the darkness beyond the sun — the universe. This student may defeat fear, darkness and is ready to teach others and by so doing, plant new seeds for continued growth of knowledge, self-growth and enlightenment.

PUTTING THE OOMPH INTO BOXING & MARTIAL ARTS

Opal Sports • Tel: 011 695 9640 • Fax: 011 695 9698 • nigel@opalsport.com

p54 :: Outdoor

Spotlight on new developments in the lighting market

Photo by TIm Kemple

Developments in recent years to improve outdoor lighting, particularly those steps taken in the LED field, have played a significant role in the ease of marketing and selling the products. CARIN HARDISTY asked brands what they feel are the most important recent developments in outdoor lighting products

O

ver the years, lighting products such as headlamps have become smaller, lighter and more accepted as an everyday item — no longer something reserved for those who are exploring caves, for example. Today, lighting products are lightweight and accessible enough so that

Sports Trader :: 2013 June/July

they can be used by a wide variety of people, from those who need a light around a campsite, to those who want to do a night time run, to mountain climbers, and many others. If there’s low light, there’s a product to improve visibility.

Lighting products are constantly being improved and redesigned to become

There is a gradual shift of emphasis from the amount of Lumens, to the battery performance. smaller and lighter, without sacrificing per-

Outdoor :: p55

Lighting products are also becoming more intelligent, requiring less interaction from the user — a light can, for example, sense what the user requires, based on slight signals from the user. formance. Improvements in the LED bulb market have also meant that lights become brighter and brighter with further beam distances.

Lighting companies are constantly working on improving the ratio of power:weight/ size.

Few users are still content with lugging a heavy torch around when they have the option of a lightweight product that provides similar, or better, light. “Smaller torches are producing more powerful light than before, while using less battery power,” says Sean van der Sluis of Awesome Tools, local distributors of LED Lenser. LED Lenser’s new SEO series of headlamps have, for example, been designed with comfort as one of the top priorities. This resulted in a lightweight headlamp range with easily exchangeable headbands that are anti-allergic and washable.

Over all, light emissions (Lumens) are being enhanced, rather than the beam strength (Candela), says Andrew Taylor of Lite Optec, local distributor of Maglite. The Maglite LED Solitaire keyring torch, which looks exactly the same as the old model and has the same ease of use, has been given a boost and now shines 20 times brighter — weighing only 24g. The 81mm torch has 37 Lumens ouput and a 55m beam distance (two and a half times more than its predecessor without seriously reducing the run time).

Getting the most out of batteries Getting the most efficient ratio of performance:battery life is also essential.

“It’s pointless to have a flashlight that is as bright as the sun, but has only a minute’s worth of run time,” Taylor points out. Batteries tend to account for the most weight in a lighting product. Because of this, there has been a lot of work on developing smaller, lighter, but strong batteries.

Another benefit to developing better batteries is that they, in turn, mean the light is more ecologically friendly. This is because the user needs fewer batteries, and therefore throws away fewer.

“There is a gradual shift of emphasis from the amount of Lumens, to the battery performance,” says Simon Larsen of Ram Mountaineering, local distributors of Black Diamond. “There is especially a focus on rechargeable batteries, with several of the brands introducing rechargeable products.”

Black Diamond is offering rechargeable op-

tions in both their headlamp and lantern ranges and LED Lenser’s new SEO7 headlamp is also rechargeable, for example.

Black Diamond’s recently upgraded Sprinter headlamp has a built in rechargeable lithium polymer battery unit and comes with a cradle, which allows the user to leave it to charge in the cradle and then disconnect to use. The headlamp is suitable for those who won’t be using the headlamp for very long periods at a time and is aimed at runners. It incorporates a flashing red light at the back of the head to enhance the runner/ rider’s safety.

LED Lenser’s M17R and P17R torches make use of their Floating Charge System that uses a magnetic charge socket — allowing charging without removing the battery pack, which makes charging more convenient. The charging station can be expanded to fit up to six torches, or replacement battery packs, at the same time.

Maglite has for the first time introduced a lithium-powered mil-spec tactical flashlight: the Mag-Tac. In addition to the 4mm aluminium barrel and hard anodising, it is also water and impact resistant … designed to be tough and handle whatever the user can throw at it. It not only boasts an output of 310 Lumen and intuitive tactical switch modes, it is also available in four tacticool colours (Desert Tan, Olive Green, Urban Grey, Matt Black).

With a modern, redesigned look and unparalleled efficiency, Black Diamond Headlamps are constructed to handle anything you can throw at them.

Whether you are rappelling an alpine route in a storm, to cooking around the campfire, Black Diamond has a headlamp that will suit your adventure.

Icon LUMENS

75 H

100 M

Choose how to power the light A revolutionary development in lighting is being given an option of how to charge the product.

Coleman is the largest LED buyer in the world, says Morne Strydom of local distributor Jarden SA, giving them the buying power to source the best quality LED’s. They have introduced a new CPX power system that allows users to choose their power depending on what is necessary for their activity, or trip duration.

With the interchangeable power system, users can use either a rechargeable 6 volt power cartridge, sold separately, or a 4D battery (rechargeable or disposable) cartridge, included when initially purchasing any CPX product, to power their CPX product. The cartridge is weather resistant, which means it is safe for outdoor use. It can also be used on any CPX product in their range, which includes a work light, several lanterns, a spotlight and a portable electronics charger.

Both disposable and rechargeable batteries/cartridges have their own benefits. The disposables are easily available and there is no waiting for charging, while rechargeable batteries eventually save the user money and they are the greener option.

The Black Diamond ReVolt headlamp is unique in that it allows the user to insert either alkaline or rechargeable batteries.

The headlamp comes with two sets of batTo p55 ters (one set of Black Diamond

2013 June/July :: Sports Trader

Revolt

Rechargable

LUMENS

70 H

70 M

Cosmo LUMENS

43 H

40 M

Distributed by RAM Mountaineering Tel: 021 532 0549 • info@rammountain.co.za www.rammountain.co.za

p56 :: Outdoor

New lighting developments cont from p56 It’s pointless to have a flashlight that is as bright as the sun, but has only a minute’s worth of run time rechargeable batteries and one set of alkalines). This makes the headlamp suitable for any use — if the user will be near technology, he can simply plug the headlamp into a USB connection to recharge the batteries; if not, he can make use of alkalines.

Clever lights Lighting products are also becoming more intelligent, requiring less interaction from the user — a light can, for example, sense what the user requires, based on slight signals from the user. One such intuitive function is for a headlight to dim when the user is looking down - the area that the light falls on is thereby closer to the user and does not require as much illumination.

LED Lenser’s SEO7 headlamp features the Optisense technology that dims the light automatically when the wearer is looking down — at a map or book, for example. This reduces the white glare normally associated with using a high-power headlamp.

Maglite’s Mini Mag AA Pro+ takes its lighting level cue from the direction that the user points the flashlight when it’s switched on. When it is turned on while in a horizontal position — or facing upwards — it offers the full 245 Lumens output. But, when it’s turned on while facing downwards, it will only yield 25% of its power.

“The thinking behind this is that you couldn’t possibly need 245 lumens when pointing the flashlight at the ground,” says Taylor. This also enhances battery performance, with 25% of the output meaning the user could in theory get four times the running time from one set of batteries.

Users strive to find those more for less products — one product that can fulfil various functions in their lives. Black Diamond’s Voyager lantern is one such handy two-in-one product: the lantern shines from the top as normal, while the torch shines through the base. It is also available in a smaller size than the usual lanterns.

Also fashionable Not only are lighting products more convenient to use, they now have style! Imagine that: your customer buying a light because they like the look of it, instead of purely basing the buying decision on the technical specs.

Black Diamond is working on extending the fashionable aspects of their products, with most of their lighting products available in more than one colour. “This has made a big

Sports Trader :: 2013 June/July

Headlamps are used for a variety of purposes in different sporting codes.

impact on sales,” says Larsen. The brand has also introduced more colours for men, women and kids into their headlamps.

LED Lenser’s SEO series headlamps are available in a range of bright and colourful options (either green, grey, red or blue with white details). The series also features a red LED light that not only adds a new colourful dimension to the headlamps, but also minimises glare.

Informative packaging While packaging usually contains useful information, brands are relooking the packaging and redesigning it to make it even more useful with more information presented in a better way. This is bound to help retailers turn interested browsers into buyers.

LED Lenser have introduced a useful feature into their packaging: a test button.

The button, found in a prominent position on the packaging, allows the consumer to test the headlamp before buying, to ensure it offers the right details for their needs.

Black Diamond have also improved their packaging, including more information, which is sure to help retailers inform their customers about features, including the maximum usage hours for when the headlamp is used on economy or on full blast mode.

Outdoor :: p57

2013 June/July :: Sports Trader

p58 :: Outdoor

Outdoor news

The MLRA bill THE MARINE Living Resources Amendment (MLRA) bill 2013 draft, that was open for comment earlier this year, is intended to be introduced to parliament. The minister of the Department of Agriculture, Forestry and Fisheries, Tina Joematt-Pettersson, invited interested and affected parties to submit written comments on the drafted bill.

“The new act essentially brings in the recently finalized small scale fishing policy into the MLRA,” says Warren Potts, senior lecturer in the department of Ichthyology at Rhodes University. He also notes that the recreational fisheries sector remains unrecognized as well as unrepresented in South Africa — therefore once rights for fish resources are allocated, this group may lose their fishing rights.

A copy of the drafted Marine Living Resources Amendment Bill 2013 can be downloaded on the Department’s website: www.daff. gov.za.

Photo: Julia Wakeling and Brendon Salzer

Black Diamond promotes climbing DURING May, more than 100 trad (traditional) climbers descended into Tonquani, Cederberg and Boulder kloofs in the Magaliesberg for a day of tradathon excitement. Sponsored by Black Diamond, locally distributed by Ram Mountaineering, and facilitated by the Mountain Club of South Africa and Mountain Sanctuary Park, the aim of the tradathon was simply to promote “trad” climbing — a style of rock climbing in which the climbers place all equipment safeguarding against falls during the climb, and remove it again as they clear the area.

A tradathon is not a competition, but rather a learning and fun experience to be had by all — even by people who’d never climbed trad were out there learning about it, reports Julia Wakeling. “A host of experienced trad climbers taught teams of newbies the tricks of the trad(e) — like how to get a nut properly stuck in a crack (while leading), and how to get it out again (when seconding). With any luck, a few more trad climbers were born into the scene.”

Cape Union Mart’s Adventure Film Challenge CAPE UNION MART, who has hosted the South African leg of the Banff Mountain Film Festival World Tour for the past seven years, has launched an Adventure Film Challenge that offers local — amateur and professional — filmmakers an opportunity to showcase their fiveminute short film celebrating various aspects of South African outdoor culture and lifestyle (athletes, personalities and landscapes) at the local leg of the Banff Mountain film festival world tour.

Conceived with a view to showcasing some of the amazing initiatives undertaken by local athletes, conservationists and environmentalists, the Adventure Film Challenge forms an integral part of Cape Union Mart’s on-going bid to support and celebrate South Africans’ love for the outdoors.

Sports Trader :: 2013 June/July

Osprey Xenith 88L wins award THE OSPREY Xenith 88L backpack, locally distributed by Adventure Inc, has won the Outside Magazine Gear of the Year Award. The Xenith pack is easily tailored to the wearer’s body. This backpack is available in three sizes and wearers have a choice between four shoulder-harness and heat-moldable-hip belt options. This 5.5lb bag also has a removable top lid, side zips, hip belt pockets as well as an external hydration sleeve.

Team Haglofs Silva TEAM HAGLOFS Silva, ranked world #3 in the Adventure Racing World Series, won the Expedition Africa adventure race — a race that sees teams trek, cycle, run, kayak etc over a 500km route — that took place from 7-12 May in South Africa this year.

The team has been sponsored by Silva, locally distributed by Lite Optec, since 2005 and are involved in testing and the development of new products.

Bjorn Rydvall, Matias Nystrom, Robert Lindberg and Josefina Wikberg of team Haglofs Silva took time out to answer some questions regarding the gear needed to participate in world class adventure races. The team noted that their Silva compasses and altimeters have helped them avoid dangerous cliffs and that without high quality clothing in bad weather they would also not have been where they are today.

The team choose their headlamps depending on the race and amount of darkness. Normally the navigator in the team uses Sprint and the rest of the team uses X-Trail of Runner. “We also bring a Ninox with Lithium batteries throughout the whole race,” the team adds.

Trail running championship held in Jonkershoek THREE HUNDRED of South Africa’s elite trail runners met at the Jonkershoek Valley Mountains near Stellenbosch on the 5th of May to compete in the first national long distance championship of its kind in SA. The Jonkershoek Mountain Challenge (JMC), hosted by Wildrunner, was given the go-ahead by Athletics South Africa in February and drew some of SA’s best trail runners to compete for the ultimate prize of being selected for SA’s national trail running team. The selected team will take part in the International Long Distance Trail Running Championships that will be held in Poland on August 3.

Thabang Madiba won the gruelling 35km race at 2:59:56, followed by Micheal Bailey in 2nd place and AJ Calitz at 3rd place. Katya Soggot won the ladies race in 3:37:17.

Trade show news Trade shows :: p59

International courses for retailers RETAILERS CAN this year attend international training courses presented by the Ispo Academy at the Ispo Bike in Munich (25-28 July), the European Outdoor Summit in Stockholm (16-18 October) and in Czarny Gron, Poland (25-26 October).

The Ispo Academy retailer training programme, run by international experts, was started in 2012 and was also held successfully at Ispo Munich 2013 and Ispo Beijing 2013. A training course was also held in Barcelona, Spain, on 27 May, where nearly 150 business professionals attended.

The Shanghai programme, which took place in June, included topics like purchasing and storage, visual aids for promoting sales, cultivation of contacts and the successful set-up of a multibrand shop, among other things.

Apart from the information gained through seminars and workshops, Academy attendees are also taken on an Ispo Retail Tour, where best practice specialist retailers are visited. They also receive Ispo Certification, which serves as a seal of quality for a company and creates the basis for a continually high level of advice provided by the sales team.

The Shanghai programme was supported by the EOG (European Outdoor Group).

The era of the Chinese brand CHINA FISH — a show that started out as the place to go to, to source global fishing brands’ products and develop new OEM relationships — has broadened its scope. While this successful side still exists, there is a trend developing where more and

more Chinese companies are introducing and developing their own brands and products instead of manufacturing to other companies’ specifications.

Chinese tackle manufacturers are now starting to launch their own high-end brands onto the

Twenty years of OutDoor THE FIRST Outdoor Friedrichschafen show (pictured right) in 1994 attracted 213 exhibitors and 5 500 visitors, mainly from Germany — this year, the 20th show has attracted more than 900 exhibitors from 39 countries and more than 1 000 brands to fill the 85 000m2 exhibition space.

This year’s show, held 11-14 July in Friedrichshafen, will be a celebration of the growth of the outdoor industry over the past twenty years. A special exhibition that shows developments over the last 20 years will be held and selected outfits from the past will be modelled on the catwalk — these reflect and celebrate the success of the show over the last two decades. Retailing, sus-

Business opportunities expo

tainability, bluesign and apparel trends will be topics discussed by the international experts during seminars.

The OutDoor show will feature an Outdoor Youth collection, where several brands will be showing new designs, cuts and colours of outdoor clothing aimed at young adults. Designs in this collection — unlike in Kids Outdoor — differentiate between boys and girls.

Bike shows around the world Asia Bike ASIA BIKE — 10-13 October 2013 in Nanjing, China — will feature innovations from the racing bike industry. According to the organisers of the Eurobike show (also responsible for Asia bike) the racing bike market is growing and is becoming a hot sport in Asia. Sales of high-quality racing bikes almost tripled over the past year.

Eurobike THE 2013 Eurobike trade show in Friedrichshafen will be showcasing two new trends in the e-bike segment: the central motor, and sporty e-bikes. The Eurobike 2013 trade show is open to industry visitors on 2830 August and to the general

public on 31 August. The Eurobike DemoDay takes place on 27 August.

Registration is open for the Eurobike Award (organized and conceived by iF). The deadline for manufacturers, designers and engineers to enter their products and concepts is 22 July. Products entered must show special aspects of innovation as well as design and should not have been on the market for more than two years by the time of the show. Categories for entries include: mountain bikes, cross bikes, urban bikes etc.

Ispo Bike ONLINE VISITOR registration for ispo Bike, 25-28 July in Munich, is open. By registering online you can save up to 25% off the

global angling market and are being supported by a new chamber of commerce set up by China Fish President Li Jiang. In his keynote speech China Fish president Li Jiang announced that the angling trade is entering the era of the Chinese brand.

on-site ticket price.

Ispo Bike 2013, held 25-28 July in Munich, will play host to several side event programmes.

A highlight will be the Ispo Innovation Forum on 26 July 2013 with the motto Urban Biking — Global Networks. It will feature a combination of international presentations and workshops.

The CargoVille exhibition is a new area visitors can get information on cargo bikes. The exhibition entitled Bike Apps — Digital Cycling Support highlights applications for everyday use that can be used on different devices. The e-mobility segment will feature conferences, workshops, special exhibits, test tracks, as well as the new e-bike/pedelec race Pedals of Power.

THE BUSINESS Opportunities & Franchise Expo, an event that helps entrepreneurs find business opportunities, takes place 12-15 September 2013 at the Coca-Cola Dome in Johannesburg.

This is the 20th anniversary of the event that will host approximately 270 exhibitors this year — franchisors, higher learning institutions, business support services, etc. are among those who will be presenting products and services.

Nielsen Holdings quarter statistics ONEX CORPORATION, a Canadian private equity firm, has agreed to acquire Nielsen Expositions, the owner of the Outdoor Retailer and Interbike shows, from its parent, an affiliate of Nielsen Holdings NV for $950-m in cash, reports Sports One Source. The transaction is anticipated to close in the second quarter, subject to customary closing conditions.

Nielsen Holdings NV reported a 7% decline (to $57 million) in its expositions segment — Outdoor Retailer, Interbike, the Health & Fitness Business Expo and Imprinte Sportswear Shows trade shows — in the first quarter ended 31 March.

ABITDA fell 11% to $32 million.

Both declines were as a result of timing and double digit growth is expected in the second quarter.

2013 June/July :: Sports Trader

p60 :: Trade shows

Why attend trade shows?

In an era when electronic communication is keeping more suppliers and even big retailers tied to their desks, a trade show offers the ideal opportunity to reconnect with customers. NELLE DU TOIT discusses the benefits of attending trade shows

W

hether you are a retailer or supplier, there are many advantages to attending or exhibiting at trade shows.

A survey published in the Link Institute (2008), a German publication, found that “86% of all decision makers view trade fairs as one of the most important instruments assisting them during the purchasing and procurement process”.

Today’s business interactions are increasingly dominated by electronic correspondence and e-marketing. Trade shows provide essential face to face contact with existing clients as well as the opportunity to meet new clients “in the flesh”.

No other promotional medium can deliver so many high quality sales opportunities in just a few days, says allworldexhibitions.com.

Benefits for retail buyers Retail buyers have personal contact with suppliers at trade shows. Communication is immediate and easy and so answers to questions can be given right away.

Industry specific trade shows often holds quality business-to-business events serving specialized industry sectors.

Conferences at trade shows have been developed in order to give retail owners, buyers and managers the opportunity to meet existing suppliers, conduct business meetings and network with others in retail.

Sports Trader :: 2013 June/July

86% of all decision makers view trade fairs as one of the most important instruments assisting them during the purchasing and procurement process.

Retailers can expect to meet other retailers and agents from whom they can possibly gain business leads, or make new connections that could lead to strategic and potential new customers. They can also learn what their competition is up to without having to go to great lengths.

Retailers can expose themselves to the press so that the press becomes aware of their business and participate in educational seminars and surveys (set up specifically at some trade shows).

Trade show visitors gain essential knowledge and exposure to new trends, products and resources that affects their business. Retailers can compare, question and examine the performance of competitive suppliers and products from around the world.

Regional partners, importers, agents and distributors all gain the platform of being introduced to international companies and can concentrate on the job at hand without being interrupted.

However, to get the most from attending a

trade show, a visitor will need to have a strategy. Knowing what you would like to accomplish before, during, and after the show will help maximize your time.

Tips for buyers attending trade shows Setting goals of what to accomplish by attending a trade show can help an attendee make the most out of visiting a trade show, reports retail.about.com.

• Deciding which exhibitors to visit, what items need to be purchased, what seminars to attend and which new product lines you’d like to see, helps determine a strategy.

• Determining your inventory needs before the show means that more efficient purchasing decisions can be made, orders can be grouped to take advantage of discounts and special offers help keep you within budget. Check freight costs and delivery dates and determine where they are truly bargains and whether they are needed in your store.

• It helps to pre-register and to set up appointments with exhibitors to avoid confusion at the show.

• An updated show guide will probably be provided when you arrive. Take some time to revise your plan, if necessary.

• Bringing employees who would benefit from attending the show will eventually benefit your business.

• Make sure your badge is in plain sight while

Trade shows :: p61 browsing trade show booths, you never know when a potential business connection can be spotted.

• Don't linger too long at each booth and don't engage in a conversation with a company in which you're not interested in doing business.

• Wear comfortable shoes and business casual clothing to ensure you are comfortable and can conduct business effectively.

• Allow enough room in your suitcase for bringing back more than you take, this includes literature, freebies and product samples. If possible, request literature and samples be mailed instead of having to carry them with you.

• Seminars and workshops are educational presentations and could greatly benefit your business, decide which ones to attend.

• After the trade show identify if your objectives were met and if the cost of attending the trade show has had a positive long-term effect for you and your business. Evaluate if you had not attended the trade show, what would have been the cost and time to achieve the same amount of business. If you planned your attack, you will be confident in knowing the time you have spent at the show was worthwhile.

Benefits for exhibitors Exhibiting at a trade show gives the exhibitor

face-to-face contact with buyers.

Exhibiting at industry specific events mean that sales are made to a targeted audience of buyers who have specifically come to see you.

It provides the exhibitor a chance to interact with media and attend press conferences.

There are conferencing opportunities to learn more about future industry trends.

The trade show platform allows for a brand building environment as product demonstrations, seminars, conferences and sponsorship opportunities arise within these platforms.

Trade shows provide the ideal opportunity to launch new products and find sales agents or distributors in new markets. It also allows a brand to evaluate and check out competition.

SAFTAD: A trade show for retailers

F

or close to a decade, the annual South African Fishing Tackle and Distributors (SAFTAD) trade show has been the only industry-specific trade show in South Africa.

While international trade shows are battling, the SAFTAD show effortlessly steams ahead.

Why is this show so successful?

SAFTAD addresses the needs of retailers as it is fully supported by all wholesalers, distributors and agents in the fishing tackle industry in South Africa, says Barry Wareham of Basil Manning Fishing Tackle.

This year the show will feature new ranges from 52 exhibitors at the UNISA building in Johannesburg from 17-18 August.

“A buyer can see all the samples of all the agents at one time,” says SAFTAD chairman, John Pledger. No salesman can carry all the samples available from his/her company to show dealers during shop visits, but at a trade show they can exhibit everything in one space.

“A buyer has the opportunity of seeing the latest items and next season’s ranges that are available internationally, as samples are normally imported especially for the show,” he continues.

Every single product that is available through the wholesalers, agents and distributors will be on show — with the best qualified people on hand to answer any retailer’s questions, adds Wareham.

A retail buyer usually only sees the sales representative in his

Some SAFTAD committee members explain why the annual South African fishing tackle trade show just keeps on growing SAFTAD addresses the needs of retailers as it is fully supported by all wholesalers, distributors and agents in the fishing tackle industry in South Africa store, but at the show he can interact with the whole management team of the various companies, says Pledger. The buyer can also concentrate on the job at hand without interruption, which is not the case when he is seeing the sales representative in his shop.

The buyer has an opportunity to interact with other buyers visiting the show to discuss points of common interest, continues Pledger.

“No one knows everything and with the interaction at the show, there will always be the chance to learn something of real interest.”

The SAFTAD show is very focused as only people from the fishing tackle industry exhibit and attend, says Abdullah Mias from SI Mias Wholesale. “There is a cozy atmosphere and it’s almost certain that everyone knows each other by name.”

A retailer often only knows a core number of products and will never see the whole product range available under the wholesaler’s umbrella,” adds Gareth Adams of Stealth Fly Rod. “It offers an opportunity for the

retailer to obtain show specials and see new products they were unaware of.

Because it is a closed show, retailers get the opportunity to see how they want to structure their buying for the year, he adds.

Buyers are also able to spot the important trends for the coming year.

The economy that is by all means not booming will be of concern to all in the industry, predicts Adams. “Wholesalers have had to find market segments that trade in this economic climate. The market is definitely favouring low to middle price point easy selling goods. The high end market is still under tremendous strain.”

Mias agrees. “Buyers are extremely price conscious and very selective in their buying, looking for product that offers the best value for money and product that increases their profit margins,” says Mias.

But, even though traders are affected by the economic downturn, products are becoming more and more advanced.

“There is no doubt that globally, as well as here in South Africa,

John Pledger, chairman of SAFTAD.

Barry Wareham of Basil Manning Fishing Tackle.

Gareth Adams of Stealth Fly Rod.

Abdullah Mias of SI Mias Wholesale.

more and more artificial or lure fishing is taking place,” says Wareham. “This is a direct result of the technology that is available, not just in lure manufacture, but also the latest rods, reels and line.”

2013 June/July :: Sports Trader

p62 :: Industry

Retail news

Massmart opens Alberton Makro Massmart has invested R400-m in building a 19 008m2 Makro store with green-building concepts that opened in Alberton in April.

It was built with locally-sourced construction materials and local labour and has developed 393 job opportunities.

As part of improving overall energy efficiency, the building incorporates high-performance

refrigeration, daylight harvesting, and heat reclamation — it is also the first store to use LEDs. A donation from Makro will be made to charity organisations in the area, in celebration of its opening and commitment to surrounding communities.

Makro has 18 stores countrywide — eight of which are situated in Gauteng.

Double-digit growth for sport retailers THE GROWTH of South Africa’s listed sporting goods retailers in 2012 have outperformed the 8.25% growth recorded by the total South African retail market, and 10.3% growth of clothing and footwear retailers.

Mr Price Sport continued the sales growth of more than 20% recorded the past few years by growing their 2012 sales 22.9% to R843m. Same store growth was 12.2%.

They opened seven new stores to bring the total to 55. They continued reducing floor space in their stores to the ideal store sizes of 750m²-800m² and 1 000m²-1 200m² they identified formerly. The 42% reduction in trading space contributed to their profit of 69%.

Mr Price Sport now contributes 9% to Mr Price capital.

Sports Trader :: 2013 June/July

The Foschini Sports Division — Totalsports, DueSouth and Sportscene — grew 19% to R253.5-m, with 10.3% same store growth. There are now 430 stores in the division, but at the time of going to press, results for the different stores were not yet available.

Holdsport Group total sales grew 10.5% to R1 374.5-m, with retail sales growing 10.4% to R1 321.3m. The retail divisions recorded price inflation of about 2.9%.

Of the Holdsport divisions, Sportsmans Warehouse grew 11.4% to R999-m, with same store growth of 9.3%. Outdoor Warehouse grew 7.4% to R322.3m, with 5.2% same store growth.

The wholesale division Performance Brands — First Ascent, Capestorm and Nathan — grew

Best shopping at independents American consumers most enjoy shopping at independent sporting goods retailers or specialist sports and outdoor stores, but don’t enjoy the shopping experience at large general sporting goods chains — although most people shopped at the big chains, a Consumer Reports survey found.

The 26 461 respondents in a Consumer Reports survey said that good value for money, wide selection of merchandise, high quality products and solid service were the most important factors

when shopping. Independents or pro shops provide the most knowledgeable and caring service, and 80% respondents said they most enjoyed shopping at independents.

Issues that irked consumers most were limited sizes, cluttered aisles, long checkout lines and price tags that are hard to find.

Consumer Reports is an American publication that does research on consumer products and consumer issues. See www.consumerreports.org/cro/index.htm.

Comment on informal trading Cape Town retailers and suppliers were able to comment on the Draft Informal Trading Policy and by-law up untill 21 June.

The by-law on informal trading was revised “so as to support the many stakeholders affected by informal trading”, according to a external sales 11.9% to R53.2-m.

Sportsmans Warehouse expanded their Fourways store, relocated the store in Polokwane and opened new stores in Rustenburg and Bloemfontein, to bring the total to 35. Outdoor Warehouse opened a new store in Rustenburg and now have 19 stores in the chain. The Capestorm store in Wynberg was closed. The group have signed leases to open a further two stores during the current year.

Toni Haarburger (an executive director) will resign from the boards of Holdsport and various subsidiary companies in the group on 30 August 2013. She had joined the group in 1988 and will continue to assist Holdsport with various strategic initiatives.

Bradley Moritz, current COO, will be appointed an executive director in her place.

According to the Holdsport annual report the past year did not have the benefit of the strong replica sales due to the rugby and soccer world cups of the two previous reporting years.

During the past year the group bought the Capestorm trademark for R8.2-m. They

press release.

The by-law aims to facilitate the move for traders from informal to formal trade, as well as offer support to the sector in the medium term. Informal traders will be encouraged to formalise their businesses. also entered into a 50-50 joint venture to buy land in Philippi, Cape Town, for a new distribution centre to be completed this year. Performance Brands acquired its premises for R12-m and will build an additional warehouse on this property.

Despite recording double digit growth, all the above retail groups say that the current retail environment is tough, with consumer confidence as low as in 2008. They also do not envisage that trading conditions will improve in the coming year.

Customers will remain under economic pressure, say The Foschini Group (TFG) in their annual report, especially as the credit environment is likely to deteriorate further.

The economic stress on European consumers will continue to have an impact on South African GDP growth, which is projected ast 2.6% for 2013 and 3.5% for 2014.

The Rand, which is at significantly weaker levels than expected six months ago, further impact on retail trading. The Bureau for Economic Research, however, predict that the Rand/$ exchange rate will strengthen to R8.50 in 2013 Q4 and to R8.55 by the end of 2014.

Industry :: p63

An ombudsman to handle consumer complaints A consumer complaining about a defective product, or poor service, now has the means to take action against a supplier, retailer, manufacturer or agent through the new ombudsman set up by the National Consumer Commission. NELLE DU TOIT reports on the far-reaching implications that the retail ombudsman has for the industry

T

he Consumer Goods Commission of South Africa (CGCSA), an association body of retailers and manufacturers, established the Consumer Goods Services Ombud (CGSO) two days before World Consumer Rights Day (15 March) to provide industry guidelines on the standards of conduct expected when engaging with consumers.

The CGSO, supported by the CGCSA, deals with consumer complaints against suppliers, retailers and manufacturers (i.e. subscribers) within the consumer goods and services industry. The ombud is set up in line with the Consumer Protection Act (CPA) 68 of 2008, which came into full effect in April 2011 (see articles published in Sports Trader June/July 2009, August/September 2009 and April/May 2011).

The ombud assists members of the industry in resolving disputes and gives guidance on certain sections of the CPA — for example how to conduct a product recall, specific requirements or technical standards that need to be complied with.

Currently, the CGSO is a voluntary ombud scheme and is enforceable against subscribers and any other member or party that falls under the CGSO’s jurisdiction. Complaints that do not fall under the CGSO’s jurisdiction shall be referred to the National Consumer Commission (NCC).

The CGSO is intended to be accredited by the NCC and Department of Trade and Industry, which will mean that all members of the supply chain of consumer goods and services will be bound by its code.

“An industry code established in terms of the CPA will be binding on all suppliers in that industry,” says Ros Lake, head of consumer protection at Norton Rose — an international law firm. “This is different from a voluntary code as it has to undergo a formal comment process.”

The Retail Industry Code was published in the Government Gazette for comment on 10 May

The NCC has substantial powers to enforce consumer rights. This includes carrying out inspections on suppliers’ premises without notice, or ordering compulsory product recalls 2013. The code applies to all suppliers in the consumer goods and services industry, including retailers, suppliers, wholesalers, distributors, manufacturers, producers, importers, intermediaries, logistics and supply chain agents.

Sector industry categories that fall under the CGSO include, but are not limited to: • Wholesale trade in textiles, clothing and footwear • Retail trade in: o clothing o general outfitters and dealers in piece goods, textile, leather and travel accessories o shoes o sports goods and entertainment requisites o other specified stores

o second hand goods stores o via mail order, online shopping and internet o other retail trade not in stores • Manufacturing trade in: o non-prescribed medicine and pharmaceutical products other than pharmacists o clothing o general outfitters and dealers in piece goods, textile, leather and travel accessories o shoes o sport goods and entertainment requisites • Distribution trade in: o non-prescribed medicine and pharmaceutical products other than pharmacists o clothing o general outfitters and dealers in piece goods textile, leather and travel accessories o shoes o sport goods and entertainment requisites

The role of the NCC The NCC is the authority that looks after consumer protection within South Africa on a national scale. They can refer complaints to the National Consumer Tribunal for the imposition of a penalty of up to 10% of a supplier’s turnover when they contravene the act.

“The NCC has substantial powers To p63

2013 June/July :: Sports Trader

p64 :: Industry

New ombudsman cont from p64 to enforce consumer rights,” says Lake. This includes carrying out inspections on suppliers’ premises without notice (known as dawn raids), ordering compulsory product recalls, interrogating witnesses regarding complaints, referring offenders to the National Prosecuting Authority (NPA) and recommending changes to laws to promote consumer protection.

The ombud, however, is more focused on resolving the issues between subscribers and the complainant and getting resolution of the issues. The CGSO is not able to impose financial or criminal penalties on a supplier, but they are able to use any other remedies available within the CPA. The retail ombudsman takes pressure off the NCC as complaints received regarding subscribers can be referred to the ombud for resolution, which allows the NCC to focus on big issues affecting all consumers on a national scale, says Lake.

“When the NCC first started out, the previous commissioner positioned the NCC as a complaints resolution body,” Lake says. “This is not what the CPA intended. The Act intended that the NCC handle big national complaints, safety issues and systemic abuses of consumer rights.

The NCC is not equipped to deal with all individual consumer complaints, and this is why there has been a significant backlog in processing complaints since it opened in April 2011.

“The NCC has indicated that fast moving consumer goods (FMCG) is one of the areas in which they receive the most complaints,” Lake continues.

In 2011, just after the Act came into force, the NCC carried out inspections at the premises of retailers in order to determine whether they were complying with the Act. The biggest areas of complaint for retailers relate to: • refund policies • the return or repair of defective items • disclosure of pricing • non-disclosure with notices required for goods that are reconditioned, or grey imports.

According to the new code, any member of the supply chain who markets any goods that bear a trademark, but have been imported without the approval or licence of the registered owner of that trademark (grey imports), must attach a notice to those goods. This notice must inform consumers of its authenticity and that the goods in question have been directly imported, or sourced by the member of the supply chain, without approval or licence.

According to the Retail Industry Code, the member of the supply chain should also verbally communicate the above to the consumer.

“The display of appropriate warning labels and content labels are also very important for retailers and care must be taken to ensure compliance with these provisions to prevent complaints,” says Lake.

“Going forward, there will be an increasing focus on the compulsory quality standards to be imposed on goods supplied within the country,” says Lake.

Sports Trader :: 2013 June/July

The ombud assists members of the industry in resolving disputes and gives guidance on certain sections of the CPA — for example how to conduct a product recall, specific requirements or technical standards that need to be complied with.

There is no particular change to the obligations that suppliers in the industry will have.

They will, however, have a resource to assist them with compliance with the CPA and for the resolution of complaints.

All suppliers in this sector will need to make sure that their practices and policies are compliant with the CPA in all respects to avoid costly settlements with consumers.

If a non-member supplier within the industry wishes to use the services of the ombud, instead of the complaint being referred to the NCC, he will need to pay a once-off fee to use the ombud.

“It is, however, worthwhile becoming a member to ensure that complaints are managed more discreetly and resolved quickly,” says Lake.

The SARC The South African Retail Council (SARC) was organized as a result of a general consensus among retailers that an urgent need existed for a unified retail body to strengthen retailer’s position and voice in the industry.

The SARC was established within the broader CGCSA structures and will focus on economic and legislative affairs, as well as labour relations. The SARC membership is open to all retailers in South Africa and has three tiers: large, medium and small retailers.

Annual membership fees, ranging from R2 000– R50 000 per year, are based on retailers turnover: • large retailers with a turnover of over R1-bn: membership fee of R50 000, turnover of R50–R100-m: R30 000 membership fee; • middle category retailers with a R10–50-m turnover: R20 000 membership, turnover of R1–R10-m: R10 000 membership; • small retailers with turnover of R500 000R1-m: R10 000 membership, turnover less than R500 000: R2 000 membership.

Members who subscribe to the CGSO will be able to display a share call number at their retail outlets.

“The CGSO has a share call line, which is well staffed with highly qualified people and the resolution rate of complaints so far speaks for itself,” says Lake.

This means that consumers will have a number to contact to resolve their complaints without going to the NCC or consumer journalists,

Ros Lake, head of consumer protection at Norton Rose

which can have significant reputational risks.

In addition, retailers will need to ensure that their internal complaints handling processes are in line with what the code requires and that they have the capability to keep the required records.

Staff training is essential to avoid complaints and reputational damage to brands and businesses.

The CGSO will also play the role of collecting the statistics relative to the industry and this will indicate trends and problem areas, which will enable the NCC to focus their attention on specific types of suppliers if appropriate.

In addition, there is a formal process, which includes the time periods within which the parties have to respond and the focus is on a speedy and cost effective resolution.

Complaints procedure A consumer who is dissatisfied with goods or a service that he/she received from a subscriber must first refer the matter to the supplier/retailer/manufacturer in question.

If the complainant contacts the ombud before they have tried to settle the matter with the subscriber, the ombud will refer the complainant to first contact the member of the supply chain.

A complainant who referred a complaint, and who is dissatisfied with the manner in which the subscriber is dealing with it, may refer the complaint to the CGSO by submitting a complaint form.

Once a complaint has been received the ombud investigates and evaluates the complaint and will attempt to facilitate a settlement between the parties.

The CGSO can decline to deal with a complaint that does not fall within the CGSO’s jurisdiction. If a complaint does not fall in the CGSO’s jurisdiction, the CGSO can refer it to any other statutory ombud that would be more appropriate to deal with the complaint.

The CGSO can also refer complaints to proceedings in court, tribunal, regulatory body or the police, court of law or any other regula-

Industry :: p65 tory body or dispute regulation process.

The CGSO can decline to deal with matters: • if it is considered unreasonable, frivolous, vexatious, offensive, threatening or abusive; • that do not allege any facts that would constitute grounds for a remedy under the code; • that are under consideration by a legal practitioner on behalf of the consumer, unless the ombud determines that the involvement of a legal practitioner is appropriate in the circumstances; • in which the complainant has failed to respond to requests from the CGSO for information or comments within the time reasonably stipulated by the CGSO; • in which there does not appear to be a reasonable prospect of the matter settling; • of the CGSO eventually making a recommendation in favour of the complainant and issue a letter of non-referral; • that relates to a juristic person as a consumer whose asset value or annual turnover equals or exceeds the threshold amount determined from time to time by the minister in terms of section 6 of the act; • that relates to an omission that occurred before the act came into effect, or more than 30 months prior to the date when the complaint was lodged with the CGSO. If the complaint is older than 30 months, the CGSO should advise the complainant to rather approach the NCC directly.

If the enquiry/complaint does fall within the CGSO’s jurisdiction, the CGSO will provide the subscriber concerned with full details of the complaint, including relevant copies of the documentation submitted to CGSO. The subscriber must acknowledge receipt of the notification within two working days. The subscriber will have 15 business days from receipt of the communication to investigate and attempt to resolve the dispute with the complainant, or provide reasons for repudiating the complaint.

If the subscriber is unable to resolve the complaint within the period, for reasons such as ongoing technical testing, internal inquiries within the subscriber’s organisation, or reliance on information that was not readily available to the subscriber, he/she may be permitted additional time to resolve the matter.

When a complaint is lodged against a sub-

All suppliers in this sector will need to make sure that their practices and policies are compliant with the CPA in all respects to avoid costly settlements with consumers scriber, the subscriber is expected to contact the complainant to clarify the issue, and if able, resolve the complaint. He then has to provide the CGSO proof that the complaint has been settled and undertake investigation if necessary.

If the subscriber is not able to resolve the complaint, he will need to provide the CGSO with a report outlining the investigation that it took and reasons that the matter was not resolved. The CGSO may enter into a full investigation if it requires this for the purpose of arriving at a resolution of the matter.

The CGSO may ask a subscriber to provide it with records of the transaction or process that gave rise to the dispute, including sales records, advertising copy and inspection or repairs records, statements form any technical, legal, sales, marketing, complaints-handling and other personnel appropriate to the dispute.

The CGSO may require comment or clarification from the complainant and/or the subscriber, including information provided by the other party, to provide the product if the product is still available.

The complainant and/or subscriber must make every effort to comply with requests made by the ombud within seven working days unless reasons such as technical testing is preventing this.

If the CGSO is of the view that the subscriber has provided the assistance sought by the complainant — or provided an acceptable explanation for its conduct — the CGSO may inform the complainant of this and indicate that the file will be closed unless the complainant challenges the view, or provides new information to the complaint within 10 business days.

Conflicts that may arise regarding competencies or jurisdictions of the ombud must be reported to the NCC.

The CGSO may, in order to settle a dispute speedily, make an assessment of its merits without taking an investigation and suggest to the parties how the matter should be settled.

The CGSO may, after collecting relevant records and information, form an initial view on the matter with respect to the subscriber’s potential liability and remedies it believes the complainant is entitled to.

The ombud may, in any case where a matter has not been settled through facilitation, make a written recommendation setting out how the matter should be resolved and the reasons for the recommendation. Neither complainant nor subscriber are bound to accept a recommendation made by the ombud, but if a subscriber does not accept a recommendation that has been accepted by a complainant, the number of those cases and details thereof that the ombud considers appropriate shall be published in the CGSO’s annual report.

The subscriber and complainant must advise the Ombud in writing, within 10 business days from receiving the recommendation, whether they accept the terms of recommendation.

Liability Any member of the supply chain may be held liable or jointly/severally liable for any harm including: • death or injury; • illness; • any loss of, or physical damage to any property; • economic loss that results from harm as a result of supplying unsafe goods, a product failure or hazardous/defective goods supplied; • inadequate instructions or warnings provided to the consumer to hazard arising from use of any goods, irrespective of whether the harm resulted from any negligence on the part of any member of the supply chain.

Liability will not arise in the event that • the unsafe product characteristics, failure, defect or hazard that results in harm is wholly attributed to compliance with any public regulation; • it is unreasonable to expect the distributor or retailer to have discovered the unsafe product having regard to that person’s role in marketing the goods to the consumer or; the claim has prescribed.

Advertisers Index Action-Ize 46 adidas 25 Awesome Tools 57 Black Diamond 55 Bondi Blu 8 Canterbury 19, 24 Coleman 56 Crown Footwear OFC Dunlop 39 Flexfit 1 Inov8 33 Jarden SA 56 Jordan 11

Jordan & Co 11 Kappa 26 Kartal Distribution 1 Kevro Sport 42, 43 Landrovergear OBC LED Lenser 57 LGB Distributors 48 Millé 7 Mitsuko 53 New Balance 37 Nike 21 Opal Sports 47, 53 Puma 23

Ram Mountaineering 55 Rebel Elite Fitness 33 Rocky OFC Salomon 34 Skins 22 Skye Distribution 7 Super-Brands 19, 22, 24, 39 Swimfit 47 Traverse Outdoor Gear 31 TYR 46 Zamberlan 31 Zoggs 48

2013 June/July :: Sports Trader