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VOLUME 44 / ISSUE 3

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40 UNDER 40 2011

the young leaders who are transforming the industry

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D E R E E N I G ENFOR THE FIT T C E F PER Volume 44 / Issue 3 May/June 2011

Vice President & Group Publisher Bill Garrels bgarrels@sportsonesource.com

Chief Information Officer Mark Fine

Editor In Chief James Hartford james@sportsonesource.com 704.987.3450 (x104)

VP Research & Development Gerry Axelrod

Senior Business Editor Thomas J. Ryan tryan@sportsonesource.com 917.375.4699

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Manager Database Operations Cathy Badalamenti

Editor/Analyst Kyle J. Conrad kconrad@sportsonesource.com 704.987.3450 (x111)

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Contributing Editor Mackenzie Lobby Creative Director Teresa Hartford teresa@sportsonesource.com

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SGB Sporting Goods Business, Copyright 2011 is a trademark of SportsOneSource, LLC. All rights reserved. The opinions expressed by authors & contributors to SGB are not necessarily those of the editors or publishers. SGB is not responsible for unsolicited manuscripts, photographs or artwork. Articles appearing in SGB may not be reproduced in whole or in part without the express permission of the publisher. SGB, Volume 44, Issue 3, (USPS 457 - 390; ISSN 1548 – 7407) is published bi-monthly plus a special December issue (7 times per year) by SportsOneSource, LLC, 2151 Hawkins Street, Suite 200, Charlotte, NC 28203; (704) 987-3450. Subscription: one year, $79.00 (U.S. funds) in the U.S. and its possessions; Canada and Mexico, $119.00 (U.S. funds); all other foreign delivery, $199.00 (U.S. funds); Printed in the USA. Periodical postage paid at Charlotte, NC and additional mailing offices. POSTMASTER: Send address changes to SGB SPORTING GOODS BUSINESS • 2151 HAWKINS STREET • SUITE 200 • CHARLOTTE • NC 28203 • 704.987.3450.

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PUBLISHER’S LETTER

SGB 40 Under 40 Leadership, innovation, entrepreneurship and energy. The sporting goods industry requires these elements to maintain its growth trajectory and remain a market that will continue to draw great talent for years to come. Each year, SGB honors 40 sporting goods industry individuals under the age of 40 who exemplify these attributes and enable the industry to continuously move forward. This year, the list of SGB’s 40 Under 40 honorees again exhibit the embodiment of these qualities, with each making a mark on his or her respective company, staff, mentors, peers, colleagues, customers and friends. The fourth annual SGB 40 Under 40 awards process started with over 450 nominations submitted by those who know these people the best – the people they work with every day. The preliminary list was then vetted by editors and analysts from The SportsOneSource Group and finally voted on by a group of industry leaders and former honorees. Nominees can only make the final SGB 40 Under 40 honoree list once in their career and are considered members for life. With only 160 distinguished and ambitious members, it is truly an exclusive club. The 40 individuals honored on the following pages may not all yet be household names, run the largest business or carry the biggest pen, but they are recognized by those around them as the best this industry has to offer as leaders that will ensure that the sporting goods world continues to be an environment that rewards hard work and fosters success. I also want to congratulate the 2011 SGB 40 Under 40 award honorees. On paper, this class once again represents the finest young talent the industry has to offer. I look forward to meeting and spending time with everyone in Chicago. On another note, this will be my last regular Publisher’s Letter as I hand the reins of our media business over to Bill Garrels, SGB’s new group publisher. Bill brings decades of multi-channel publishing experience to our organization and we are excited by the energy and innovative outlook he brings to the company and to his team. Welcome aboard, Bill. See you in the aisles.

James Hartford

Group Publisher The SportsOneSource Group

MAY/JUNE 2011 | SGBMAG.COM

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Contents MAY/JUNE 2011 7 14

SGB QUESTION Barefoot/Minimalist Movement Long-Term Trend or Short-Term Fad? SGB Readers weigh in.

PAG240-1

TOM RAYNOR A look back at Fleet Feet’s guiding force and 2011NSGA Sporting Goods Industry Hall of Fame Inductee.

SPORTS BRAS Improved technology and design secure a foundation for women’s athletics and the sports bra industry.

Due to the unprecedented growth and increasing demand for our Brands, we are looking for

Professional Sales Representation and Retailers to be an “AUTHORIZED CASIO RETAILER” If you are the leading outdoor or sporting good retailer in your market, give us a call or see us at the Outdoor Retailer Show.

LO TECH / BOOKS 40 Under 40 Award Winners for 2011 select their favorite titles.

CALENDAR

CASIO America / Ed Walton Bus Dev Mgr ewalton@casio.com / 949-973-5876

I AM... SGB Cathy Pryor, VP Store Operations, Hibbett Sporting Goods.

PSA (Sport Dist) / Spence Caldwell Sales Mgr drapsa@aol.com / 800-745-2899

PAG240T-7

Photo courtesy of Zoot

Is The Barefoot / Minimalist Movement A long-term trend or short-term fad? Few movements have energized the specialty running community like the barefoot/minimalist category over the last two years. After covering the subject from the perspective of the retailer, the vendor and the medical community (see March and April Issues of SGB Performance), we received one of the largest responses ever to an SGB Question when we asked the industry to provide their take on the subject. The following are a few of the responses we received. To review all of the replies, or to add your comments, please log on to www.sgbquestions.com. If the question has changed, go to “archives” and click on the April 2011 link. The idea of product to help runners run more naturally and more efficiently has been around for awhile and will always be relevant to runners. The current generation of minimal footwear may be enjoying a boost from the fashion/trend side of the business but the best products and ideas will last and new developments in this area will keep it meaningful to the running community. With more people using this type of product we will gain more information about how it compares to more conventional options. I suspect it will influence our thinking about what running footwear could be in the future.

We are seeing more and more runners utilize natural running or minimal running products as a tool for better running form and/or help correct some of the deficiencies which may have been created by overbuilt products or just pure bad form. It has become a tool for adaptation to better running form. Running Specialty is clearly advocating that any time a pair of natural running or minimalist shoes are sold, it is becoming more and more important for our channel to educate the benefits and potential drawbacks of each particular shoe... which is the same case for current categories.

Brian Stewart, Creative Director, Nike Running

John Rogers, Owner, Maine Running Company

While there are benefits to barefoot/minimal products in training, I still see it as a supplement to the everyday training shoe. With so many new runners, we really have to consider what is motivating them to go out and run, and be realistic about the training habits of these consumers. More people are running for fun and for the social aspect of training with the goal of living a healthier lifestyle. The reality is that most of these people don’t run every day. As an industry, I see the minimal category starting to swing back toward a shoe with more substance, but having implemented characteristics from some of the minimal shoes; a more anatomic forefoot, reduced heel/toe offsets, reduced lever-arms. Ted Kushion,

Many dedicated runners have embraced the concept quickly, and certainly the broader marketplace for running shoes has made lightweight running their top choice for casual athletic footwear this year. Does that mean it is here to stay? I believe so, in a significant way. As a consumer, it is difficult to go back to restrictive, heavy, clunky athletic shoes after experiencing lightweight, minimal shoes. For me, it’s like déjà vu all over again. I remember being in high school and buying my first pair of “real” running shoes. Since then running shoes have been my overwhelming choice to wear casually (as well as when I run) and even when I play other sports. Fran Allen,

Merchandise Manager, Footwear, Gazelle Sports

SVP Global Sales, Saucony

I believe this is a long-term trend and the minimalist category is here to stay, partly because there is demand. But also because research is beginning to show that running barefoot or in minimal shoes has lower impact on the body, and is ergonomically a better use of our body’s design or engineering. Rob Shoaf, Founder, Epic Running Trail-Running Camp

Is minimalist running here to stay? Of course. People are often quick to write off new stuff. MBT, Earth, Newton and Crocs are still here. ‘Barefoot’ shoes may not be in the window display in 2013 but they sure will be on the wall. Dave Dolph, Product Development Manager, Oboz Footwear

I think it is long-term. It’s partially based on looks but people are also into the benefits to the physical body from the shoes themselves. Once in a while the market comes up with something innovative that will stay around for a while. These shoes are one of them. Brigitte Liedke,

Innovation and natural motion are surely part of a longer-term trend, while minimalism will undoubtedly soften at some point as the consumer confronts the performance and versatility limits of these products... From a performance perspective, elite outdoor athletes are not winning the big races in minimalist shoes (while they are in oversize shoes) and any shoe that requires both an instruction manual and a training regimen has some obvious versatility limits. In the long-term, minimalism will likely evolve into a specific training category and tool where it has great benefit. Tom Berry, VP Sales, Marketing & Merchandising, Tecnica SpA

It’s my belief that the trend will be somewhat shortterm, but that it will help drive some innovation to come up with better designs. The trend to something a little more natural is good but the reality is people still run and walk on unnatural surfaces, so some amount of protection, cushioning and control is needed. It has certainly affected the insole and sock categories and we are working on better innovation to bring to the consumer. For us, in the accessory business, it has been a wake-up call.

Running is a skill just like hitting a golf ball or casting a fly. Barefoot/ minimalist footwear increases the feedback your brain needs to perfect the skill. And, like most skills, it is easier to learn with the right equipment and a good instructor. The injury rate among runners has a lot of people searching for an alternative. The runners that are developing their skills will demand the right products. If they demand, we will supply.

Evan Wert, Marketing Manager, Spenco Medical

Jody Hale, Sales Rep, Uber Group

Buyer, Summit Sports

MAY/JUNE 2011 | SGBMAG.COM

While interest in “barefoot” running is increasing, it should not be viewed as a panacea for every biomechanical problem under the sun. The minimalist concept is not new and has come and gone several times over the years with varying degrees of success. As a runner who has completed over 250 marathons, dozens of 50 milers and the WS 100 five times, I can say that there is a place for minimalist footwear in many runners’ “bag of training tools.” But and it’s a big but - for many runners, there are limits to how much it should be used without, in fact, increasing the risk of injury. Charlie Hoover, Shoe Tech Consultant & Former Phidippides Encino Owner

Absolutely long-term. Since we’ve been teaching minimal footwear for over a decade, it’s something we truly believe in. Minimal footwear is the only way to safely run and walk. We have hundreds of thousands of runners who use the Chi Running technique and already understand that minimal footwear is an important step to learning energy-efficient, low-impact running form. Danny Dreyer, Founder & President, Chi Living, Chi Running and Chi Walking

• SUPER LIGHTWEIGHT • MULTI-FLEX OUTSOLE • RESALYTE™ CUSHIONING

Tone ups T E C H N O LO GY

Photo courtesy of Vibram FiveFingers

I wouldn’t call this a trend or a fad; it’s an expansion of the current lineup of footwear options available to runners. Minimalist running is something that works for some, but not all; just like stability shoes make sense for some but not all. The addition of minimalist options to existing product lines is helping to create a world where more consumers can find the running shoe that best fits and works for them. Colin True, National Sales Manager Sports & Outdoor, Pro Bar

Barefoot running is a trend. The benefits that runners get not by simply removing their shoes, but by using the feedback from the sensations (i.e. pain) to develop a more efficient gait, will support the growth of the niche. However, most of the footwear for this space is only “minimalist” or “barefoot” footwear in name. A “zero-drop” shoe with an inch of EVA and a narrow, curved last is not a minimalist shoe, despite what it says in the advertising. Steven Sashen, CEO, Invisible Shoes

Hokey Pokey Garbage. I have been running since high school and am still at it at 70 here in Thailand….I could never wear such crap and continue running. Went running barefoot in a race and got a chunk of glass in my foot that took me almost a year to discover. I abandoned any such thoughts of barefoot running...Just a fad or the Kenyans and other Africans would be doing it in races. Yeah, try toning shoes to increase performance???? Brian Springer, Manager Foreign Purchasing,

This is a short-term fad. Many running injuries will occur as a result. I think you’ll see brands moving away from the minimalist products by 2014. I do think there is potential for these to be incorporated into some stages of training but not enough for the manufacturers to devote a great volume of resources to it. Chris Phillips, President, WC Phillips and Associates

I don’t think it will be a long-term trend. Many vendors will dabble in this but in the end few will stick it out. There will also be people who want these types of shoes but most will try it and go back to a more supportive, cushioned shoe. Only an experienced runner should try and use the minimal shoes long-term. Most people’s feet and body won’t be able to absorb the impact and they are not used to having the heel so low to the ground when running. Jerick Sobie, Board Certified Pedorthist, Foot Solutions

VS Athletics-USA

The barefoot and natural/minimalist footwear movement is likely here to stay because it actually encourages you to run as nature intended. The theory behind this movement is that it allows your foot to do the work and disperse the impact evenly to better reduce the stress on your body. It is not surprising that many of the best long distance runners in the world are from Kenya where running barefoot is the norm in training. Jennifer Weiderman, VP & GM, Skechers Fitness Group

MAY/JUNE 2011 | SGBMAG.COM

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are in stock and ready to purchase at thousands of stores nationwide. Larger stores typically stock a wall up to 24’ long by 8’ high with McDavid braces and supports ranging from XS to XXL. The quality and value along with the selection of these products is typically far greater than you would find at your local pharmacy or discounter. As a sports medicine specialist you have a choice of 1. Referring your patients to a participating McDavid retailer, 2. Purchasing from a McDavid distributor or Trainer’s Supplier and stocking products to dispense yourself, and 3. Purchasing on line at www.mcdavidusa.com for harder to find items or when your local retailer doesn’t carry a selection. 8-ft Configuration

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MAY/JUNE 2011 | SGBMAG.COM

2011 NSGA SPORTING GOODS INDUSTRY HALL OF FAME INDUCTEE

TOM RAYNOR Fresh off his induction into the Sporting Goods Hall of Fame, SGB looks back at the career - and influence - of Fleet Feet’s guiding force.

Photo courtesy of NSGA

By Thomas J. Ryan

Tom Raynor (left), chairman & CEO, Fleet Feet, Inc. is introduced at the 2011 Sporting Goods Industry Hall of Fame induction ceremony by Jeff Phillips, president of Fleet Feet, Inc.

n 1975, Tom Raynor, working as a press aide to then Governor Jimmy Carter, was “assigned” to escort Hunter S. Thompson on a trip to Atlanta while the renegade journalist covered George Wallace’s third and final presidential run. Explains Raynor on why he was chosen for the task, “I was the long haired, motorcycle riding, musicloving young guy on staff.” The 25-year old Raynor appeared far from launching his own legendary career in the running industry that led him to be inducted into the NSGA’s Hall Of Fame this year in early May. In hindsight, however, Raynor says running was long-guiding his path.

MAY/JUNE 2011 | SGBMAG.COM

“Everything comes back to running,” recalls Raynor. “Being on the cross country and track teams in high school kept me in school plus I had to attend class and get good grades to be on the teams. College only became possible at the end my senior year because of running. I ran the state mile and twomile championships (placing 8th and 6th respectively) and Tim Singleton, dean of men and the cross-country coach at Georgia State, was impressed with my

mediocre performances. When I worked for the Governor, we’d talk running. He would run at the Naval Academy and continued to enjoy running and the outdoors. Running is in my DNA.” Like many others who find themselves crafting a career in sporting goods, finding a way to make money on his passion took time. At Georgia State, he majored in criminal justice and journalism. “I liked the idea of combining a career in law

(From left to right) Anne Stancil (Fleet Feet Tucson); Pete and Jeanne Snell, owners Fleet Feet Tucson; Tom Raynor, Mike Greehan, Jeff Wells, Fleet Feet Louisville; Paul Morrison, Fleet Feet Bonney Lake

enforcement with writing about a career in law enforcement,” said Raynor. In his senior year, Raynor’s eyes were opened after being given the opportunity to intern for the office of the Governor. “The time there and the early days of the Presidential campaign were incredibly formative for me,” said Raynor. “I interacted with a lot of different people - Duane Allman, Julian Bond, Ted Turner, Maynard Jackson, Andrew Young, Hamilton Jordan, Jody Powell, Judy Woodruff, Reg Murphy, Morris Dees, Hunter S. Thompson, Carl Rowan - and many more who were more interesting but have less famous names. The lives they were living opened up a huge window for my life that was previously and completely invisible to a kid who’d been raised by a single mother in a series of rental apartments and whose primary accomplishment had been to go to college and not Vietnam.” Some highlights included seeing the Allman Brothers with the Carter family on New Year’s Eve at the Fox Theater, as well as driving then Presidential candidate Carter to the airport for his first trip after leaving office. “As we were driving to Atlanta from Plains at 5:15 a.m. in my Jeep Scout, Jimmy Carter turned the radio to WSB from Atlanta,” says Raynor. “I’ve forgotten what the first two lead stories were at the top of the hour but the third was, ‘Former Governor Jimmy Carter starts his long-term bid for the democratic presidential nomination today with a trip to Iowa.’ We just looked at each other and smiled.” His own political career was short-lived. Taking a job at the Georgia Business and Industry Association, Raynor helped build a platform for business in the Carter campaign. Finding

the work “uninspiring,” he jumped at the opportunity to become assistant director of housing and student affairs at Vanderbilt University. “It probably didn’t seem like a great fit to hire someone to be in charge of residential housing on campus who had never lived in a college dorm before,” joked Raynor, “but then I started coaching and working in running stores and restaurants and running wide open all the time, which seems to fit my lifestyle.” His sporting goods career officially began as a sales associate at The Athlete’s House in Nashville, TN and later at The Athlete’s Foot, also in Nashville. The first “running boom,” ignited by Frank Shorter’s 1972 Olympic Marathon win, was taking off and Raynor was involved in running at every level - athlete, coach, shoe salesman, and running club co-founder (Greater Nashville Athletic Club and Portland, OR Athletic Club). “We never considered we were part of a running boom,” Raynor recounts. “Research was coming out from Dr. Ken Cooper and popular books being written by guys like Bill Bowerman that supported the position that running and physical activity were good for you. We didn’t care anything about that, we just loved to train with our buddies and then pin the number on the shirt and race the legs off each other.” His favorite memories involved coaching. A recent reunion of the teams he coached at Vanderbilt reaffirmed his belief in the sport’s ability to build character and connections “We fell into that easy familiarity that comes with miles of trials and it was like we got together every day,” said Raynor of the reunion. “Running gives you this huge opportunity to retain this incredible bond with people throughout your life. While the Olympics and World Championships are among the unbelievable track and field meets I’ve been to, I still get the most joy from sitting in the stands at the track at the University of North Carolina in Chapel Hill watching a high school meet or visiting Franklin Field in Philadelphia annually and seeing 50,000 cheering track fans encourage a young high school miler to a great performance.”

MAY/JUNE 2011 | SGBMAG.COM

(From left to right) Greg Meyer, Dan Norton, Will Albers, Mike Greehan, Tom Raynor and Tom Wysocki

His impact and familiarity with the Southeastern U.S. running scene led to a job with the independent sales agency, Sig Lee and Associates, representing Nike, Ridgeview and Spenco throughout the Southeast. Raynor soon joined an ambitious crew that helped establish one of America’s greatest brands, Nike.

to Nike, reflecting the changing market and opportunities for the expansion of running, were a factor in the creation of EKIN (Nike spelled backwards), Nike’s national “tech rep” program became the first such program among major footwear manufacturers. “Running gives you this huge opportunity to retain In the early days, Nike’s success this incredible bond with people throughout your had much more to do with product life. While the Olympics and World Championships and explaining the merits of running are among the unbelievable track and field meets footwear than any hype around the Nike I’ve been to, I still get the most joy from sitting in brand, he believes. the stands at the track at the University of North “It wasn’t a marketing machine,” Carolina in Chapel Hill watching a high school remarks Raynor. “It was a product meet or visiting Franklin Field in Philadelphia fueled rocket ship. We were all annually and seeing 50,000 cheering track fans personally responsible to our encourage a young high school miler to a great teammates for launching that rocket performance.” as fast and as far as possible. We dreamed up things we thought would “The fire for me was fueled by Jeff Johnson, Ned Frederick, make a difference for running, not for Mark Parker, Tom Clarke, Rob Strasser, Tom Carmody, Geoff Nike, and then we did them.” Hollister, Pam Magee, Brad Johnson, Tinker Hatfield, Kirk Unfortunately, Raynor was fired Richardson, Steve Gomez, Julie Strasser and a host of other from Nike in 1983. “I was crushed,” he incredibly driven people,’ said Raynor. “We got up every admits. I was 33 years old, working in morning, rushed off in all directions and reconnoitering again my dream job with the best people in at night to debrief and plan for the next day.’ the industry for the greatest running Raynor plied the highways of the South presenting product company, making the best running seminars in stores, speaking at events, setting up booths at shoes ever made.” race expos while continuing to coach. His regular reports back But a new opportunity quickly

MAY/JUNE 2011 | SGBMAG.COM

opened up. Based on his reputation, Mike Greehan of Brooks Shoe Co. hired Raynor as their eastern regional sales manager without an interview in person. “I was probably the worst sales manager ever,” he admits. “I could not understand why independent sales reps couldn’t see the commitment they had to make in order to make Brooks number one. Then I figured it out. It’s all about product. So we got some really smart, hard working people and we set out to make Brooks the best product for runners and, for a time, we did just that.” Among those hires included a recent Virginia Tech grad, Jeff Phillips, who eventually became his long-time partner at Fleet Feet, Inc. At Brooks, Raynor rose to promotions manager, marketing manager and, ultimately, director of marketing and product development helping to establish Brooks as one of the early leaders in running footwear. After being passed over as president of Brooks, Raynor, in 1989, decided to join Wilson Sporting Goods as general manager of footwear, a move he describes as “ill fated” from the beginning. One reason - two weeks before he started, Ned Post, who had been encouraging him to join, left to eventually become CEO of Smith Sports Optics. Says Raynor, “Ned was the only guy at Wilson that ran and biked. I was flying solo without any ground support after he left.” Raynor returned to running in 1992 by joining Fleet Feet, Inc., where he worked on store operations and new store development. The next year, he purchased the franchise company from founder Sally Edwards. The switch from vendor to retail, according to Raynor, came partly in

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(From left to right) Roy and Betty Benson, Fleet Feet Lifetime Achievement Award Winners 2008 and NSGA Hall of Fame Award Winners with Tom Raynor.

recognition that “the vendor side of the business is very challenging. You get up every day and compete with some other great companies, many have more resources than you do.” He was also familiar with the franchise model, having worked for The Athlete’s Foot, and developed relationships with Jeff Galloway, the founder of Phidippides, Marty Liquori and Jimmy Carnes - the co-founders of Athletic Attic. “Fleet Feet Sports had a core of great store owners who were and would have been successful with or without Fleet Feet Sports above the door,” adds Raynor. “They were really the platform for the company. I was able to stand on their solid foundation while the hurricane was hitting Fleet Feet and the rest of the specialty running channel.” Still, he considers it fortunate that Fleet Feet, Inc. has remained in business given the struggles and casualties in the other running franchised models. While acknowledging it’s a cliché, Raynor points to a focus on people and finding the right franchisee partners as the foundation for Fleet Feet, Inc.’s success. “These franchisees have the same spirit, drive, personal accountability and responsibility to each other that I think you will find in any truly great company,” said Raynor. “They are also passionate about our commitment to our communities and fostering an environment of mutual respect and inclusiveness for the broadest group of people possible.” Equally important has been creating a dynamic platform for growth and business development for existing stores. “Under Jeff Phillips’ leadership, we’ve built a great company at Fleet Feet, Inc.,” said Raynor. “Six years ago we put an Employee Stock Ownership Plan in place. Employees now own 40 percent of the company and I’m planning on transferring my remaining 60 percent ownership in Fleet Feet, Inc. to the ESOP very quickly.” His latest venture, Specialty Retail Development Company (SRDC), took shape five years when he pooled his resources with Jeff Phillips and Jeff Wells to purchase Fleet Feet Sports in Brentwood, TN. The business had three goals

MAY/JUNE 2011 | SGBMAG.COM

– to provide an exit strategy for franchise owners who wanted or needed to sell their stores; to provide a viable option for Fleet Feet’s best employees to own their own businesses and to buy underperforming stores and maximizing their potential under new ownership with the support from Fleet Feet, Inc. “An unexpected by-product has been that there are a lot of independent specialty store owners who don’t have an exit strategy and those have become tremendous opportunities for us to buy stores in markets we want to be in, create more ownership openings for great employees and provide another revenue source for Fleet Feet, Inc.,” adds Raynor. “Of course, the SRDC doesn’t plan on owning the stores long-term, just long enough to get them to a financial and operational standpoint where the new ownership is ready to take over.” SRDC “graduated” its first two stores out of the SRDC at the end of 2010. Denise Corey, Fleet Feet’s former banker, has taken over as general manager of SRDC currently overseeing 17 stores. On a personal level, Raynor last summer overcame a seven-month battle with cancer.] “Strangely, or perhaps not,” says Raynor. “I don’t have many physical recollections of being sick, only vague impressions, as if I were looking down on the scene from height. They say your mind protects you from too much detail.” But the experience gave him a newfound appreciation of the friends he has made in the running community as well as in life. With Phillips running Fleet Feet, Inc. and Corey heading SRDC, Raynor has retired from both companies while remaining on call for projects. But his career is far from over. “I actually have two other start-ups I’m working on, one addressing the comprehensive goals and lifestyles of our customers and one building another foundation for the future of the specialty industry,” said Raynor. “I suspect they will keep me busy for a few more years, then on to something new.” Indeed, Raynor believes the overall opportunity to address healthy lifestyles is significantly larger than run specialty. “In fact, I don’t think there is any future for running stores, as they exist today,’ said Raynor. “We have to be much broader in our approach, expand our umbrella to include customers from the couch to our No Boundaries Program, to reach young people and make them lifetime fitness advocates and keep current walkers and runners healthy and active as they get older. I think our bright future is going to be built on a whole new platform, a lifetime platform of fitness and well being that reaches a huge number of people.” ■

All of us at Spenco® Medical would like to extend a big round of applause to

Tom Raynor for his induction into the 2011 NSGA Hall of Fame.

Congratulations, Tom!

MAY/JUNE 2011 | SGBMAG.COM

Photo courtesy of Moving Comfort

Sports Bras Secure a Foundation for

Women’s Athletics

Thanks to improved technology and design, the support and comfort of sports bras has come a long way. By Mackenzie Lobby

As Plato suggested, necessity is indeed the mother of invention. The sports bra industry is no exception. It all began with the passage of Title IX in 1972, mandating institutions that received federal funding to allocate equal amounts of money to men’s and women’s athletics. By the late 1970’s the jogging craze had taken hold, sending nearly 6 million women to the roads to run. Uncomfortable chaffing, falling bra straps, sharp underwire and bouncing boobs became regular complaints among the growing population of active women. Well aware of the need for innovation, Lisa Lindahl, Polly Smith, and Hinda Miller, decided there had to be a solution. With little knowledge of the business world, the team fashioned a prototype by sewing two jock straps together. What was later dubbed the “JogBra” has since been honored at the Metropolitan Museum of Art and the Smithsonian Museum and is now manufactured in its modern-day form by Champion. With time, sports bras became big business. They now bring in hundreds of millions of dollars at retail every year and have enabled entire generations of women to be active and athletic. “The evolution of the sports bra industry is very much tied to the growth of women’s sports,” says John Wilson, COO of CWX. Who can forget the iconic image of the bra-bearing

Brandi Chastain after the gamewinning penalty shot at the 1999 FIFA Women’s World Cup? Images like those in magazines and on television solidified the brand power of women’s athletic apparel and the importance of providing individual attention to that section of the market. Julie Baxter, Vice President of Moving Comfort agrees. “There are just so many more women out there working out now; you have to have more sports bra options simply because the customer base is so much more diverse today,” she says. Improvements in design, support, moisture wicking capabilities, and overall style have been among the most notable advances. Now in 2011 all involved have begun to work collectively to get every active woman in the best bra for the job. Today the foundation of women’s athletics is stronger than ever, allowing women to get out and get active.

Improved Support While the original JogBra was revolutionary for its time, it quickly became obvious that it didn’t work for women with larger cup sizes. “Back when the original JogBra was created, the products were typically made of cotton and were pretty basic; It was a one size fits all type of business where there was one design for all sports bras,” says Sarah Clark, Product Line Coordinator for Patagonia. “They worked for a number of women, but there was a population outside of that that it wouldn’t work for.” “I can speak to this personally,” says Baxter. “When I finally found a bra that fit me and supported me really well, my running greatly improved. It was more comfortable and more fun and it wasn’t drudgery to go out and run.” No longer are sports bras cotton, pullover, semi-supported garments, but rather pieces of equipment that are tested in high tech labs around

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the world to determine the most scientifically sound ways to support women of all shapes and sizes. “Many of the companies have begun testing the bras with women on treadmills wearing special monitors,” says Wieder. “They’ve discovered things like the fact that breasts often move in the motion of a figure 8, and that they move in and out, sideways, and up and down. There’s just a lot more motion involved than we originally thought.” As a result, companies are looking for better ways to control that movement. Bonnie Dau, Co-Owner of Revel Sports in Schofield, Wisconsin, often recommends CW-X sports bras to serious athletes. This is not surprising as their parent company, Wacoal Corporation, is one of the largest intimate apparel producers in the world, selling nearly 40 million bras annually. “The Wacoal Human Science Research team utilizes highspeed video analysis to pinpoint human motion during activities, such as running,” says Dau. “This has given CW-X the ability to design a sports bra that not only controls motion, but also enhances fit and comfort.” Moving Comfort pays similar attention to providing the utmost in support, understanding that a properly snug fitting band provides the foundation for the entire system. “Our fabric team is always looking for the next greatest thing out there to build a bra and provide the best support, but it’s usually not just one fabric, but a combination of fabrics and special constructions that really make the bra work,” explains Baxter. She continues, saying, “We do a lot of biomechanical testing on our bras so we know how they work during activity.” Following testing they tweak each prototype so it works exactly the way they intended it to for the end user. In the beginning, bands were too loose, failing to provide ample

MAY/JUNE 2011 | SGBMAG.COM

support, and straps were often too stretchy, allowing for excessive movement of the breasts. Advances in construction include adding more flexibility in certain areas, as well as better adjustability in the straps and clasps. “Many bras used to used the straps to support the breasts, but the performance of the bra itself needs to hold you in close so it doesn’t pull as much in the first place,” explains Renelle Braaten, Founder and President of ENELL. Lab and wear testing have eliminated those problems and made for more supportive garments across the board.

Moving Comfort’s Virtual Fitting Room Taking the guesswork out of bra fitting, Moving Comfort’s Virtual Fitting Room provides women an online fitting experience. “The inspiration behind the virtual fitting room and the inspiration that retailers should have behind selling sports bras is that you’re really enabling women to perform better and feel better about their workout,” says Vice President of Moving Comfort, Julie Baxter. Divided into four sections, the fitting site helps guide women to the right bra. These sections include instructional videos on how to take your own measurements, tips and troubleshooting on how to fit a bra, explanations of the anatomy of a sports bra, and instructions on how to care for the garment. “We felt strongly we needed to create a tool on our website to help consumers figure out what size bra they need,” explains Baxter. Since every woman doesn’t have access to a store with staff trained to fit sports bras, this provides a great option to help them determine which size and style will fit them best. movingcomfort.com

High Technology Along with increased support, has also come moisture managing fibers that decrease chaffing and make for an overall more comfortable experience. “One major factor that differentiates sports bras from a lingerie style bra is moisture management,” says Kimberly Cayce, CEO of Kalyx. “Active women sweat—lingerie style bras just aren’t designed to manage moisture generated during exercise.” In the early days, cotton spandex was the fabric of choice for most manufacturers. “There’s still a place for that for some people,” says Baxter. “But we find that women want their bras to dry more quickly and to wick better. We’re always looking for that product that provides that higher level of comfort for our customers.” “It’s not a new idea to offer fabrics that provide wicking properties,” adds Dau. “However, the newer fabrics are softer and better at wicking moisture.” Clark agrees saying that she gets constant requests from Patagonia’s Ambassadors for fastdrying, lightweight fabrics that don’t sacrifice support and durability. “Fabrics are vastly different than they were in the beginning,” she says. “Women expect a lot more from their sports bras now.” Baxter says that wicking fibers are simply non-negotiable these days. “Many women are fitting in their workouts as best they can and then going straight to run errands or pick up the kids from school and oftentimes they have to leave their sports bra on,” she says. Gone are the days of cotton, sweatsaturated bras. From Coolmax to DriLayer to Evaporator, moisture wicking technology is a must when it comes to today’s sports bras.

Fashion Forward While functionality is of the utmost importance when it comes to sports bras, aesthetics is becoming an increasingly significant selling point. Kalyx, a relatively new player in the industry, has largely relied on good style and quality to get them through some of the most challenging economic times. “What I feel we do best is to marry fitness with fashion,” says Cayce. “Our sports bras are designed for the modern woman.” Among the hottest trends are contouring

and shaping qualities that make women both look and feel better during activity. Baxter says they have seen a big demand for designs that provide a more flattering shape. “Women want to look good in their workout clothes, but also want to be modest,” she says. Part of this trend has been driven by the latest in construction methods. Today there exists gluing and bonding techniques that create strong seals without sewing, giving a sleeker overall finish.” “Companies have begun to recognize that women prefer not to have seams across the breast,” says Dau. “They want a bra that performs great, but also one that looks just as great.” Bolder colors and patterns characterize the new era of sports bras. “Originally there were black, white, and maybe nude sports bras and now there are far more choices for colors and prints than ever before,” says Clark. “We have especially seen a lot of younger girls in cross country and track who want something that’s going to be cute and fun,” notes Jillian Wieder, Brand Manager for Fleet Feet Incorporated. Sports bras have gone from being purely a piece of equipment, to a being an actual fashion item. “Women like to coordinate the bra with the entire outfit because you sometimes take your top off when you’re working out,” says Baxter. “There is a very big fashion element to the business now and that is a huge change.” Clark mentions that Patagonia has also gotten many requests from retailers for colors and prints. “Retailers want that full story because it creates a better presentation at retail.” As a result, they work to match specific sports bras with certain sport apparel collections. This makes for a more appealing look on the sales floor, as well as a more stylish line of products for the consumer. Wieder echoes this point, saying, “for merchandising purposes, the stores want something that looks good on the hanger, and with bras, that’s not always easy.” As a result they try to put certain bras on bust forms rather than hangers in order to highlight the style of the bra. This makes for a better presentation and a more appealing product to the consumer.

On The Retail Floor With the advent of better design, technology, and higher style, the buying and selling of sports bras has become increasingly complicated. Most agree that specialty stores have an advantage in this business. “While big box stores are big and may offer some variety, generally speaking they do now always provide the best technology,” says Dau. “To find the best that is available, women will have more success shopping at a specialty store.”

Photo courtesy of CW-X

Along with better quality, women are looking for a better shopping experience. They want individual advice and assistance to insure they walk out of the store with the best bra for the job. This also translates into a need for a greater variety of options at retail locations big and small. “It used to be one little rack in the back of the store with a small number of choices,” says Clark. “Now you walk into a store and there are whole walls of bras and body forms with every size and color. It is definitely now a serious business and stores are merchandising as such.” “As more women have gotten into sports and demanded better products, it has forced all of us to do a better job and really understand what women need,” adds Wilson. Baxter agrees. “From a brand perspective, there is a lot more competition out there and I think that makes us all do our jobs better,” she says. “When you know there are people out there watching you and trying to build the next best sports bra, it keeps you on your toes and moving forward all the time.” In the end, the consumer is the big winner. As competition has become more heated among manufacturers, retailers are also looking for ways to appeal to consumers. This has made for better-informed staff who are familiar with the various brands and how to fit them.

MAY/JUNE 2011 | SGBMAG.COM

Kalyx Extremist Sports Bra The original soccer bra, the Extremist Sports Bra provides the utmost in comfort with lightly padded cups for modesty. Fierce Double Straps help to reduce pressure on the upper back and shoulders. MSRP $44

Consumer Education Bra fitting advise has become expected among many women who set foot in any sporting goods stores, especially the running specialty channels. Despite all the late and great options, many women still don’t know exactly how a sports bra should fit. This is where education becomes important, especially at the retail level. “A lot of women don’t know their regular bra size and have never been fitted correctly for a regular bra, let alone a sports bra,” says Wilson. “There is a lot of education that goes along with the process.” Fleet Feet stores encounter hoards of new runners every year and are charged with assisting them with everything from shoes to sports bras. “We train the staff on how to take the two measurements [ribcage and bust] and how to make the customer comfortable during the process.” Taking things one step further, Fleet Feet also has webinars and online training tools for their employees to access if they are in need of tips on how to fit customers. Moving Comfort is creating tools that even the big box stores can use. Bra brochures in dressing rooms allow women to oftentimes answer their own questions. Cayce says that Kalyx has learned the importance of educating everyone involved, saying, “To both design and merchandise a sports bra successfully, you really have to understand what your customer wants and needs; support and style are equally influential over purchasing decisions.”

MAY/JUNE 2011 | SGBMAG.COM

Similar to Moving Comfort, ENELL provides retailers with tools to assist in fitting women of every age, activity, and body shape. “All of our retailers go through a ‘boob camp’ program,” explains Braaten. “We send them a CD and then go over it with them to train them on how to ask the right questions, use our size chart, and properly fit every woman.” While many women are drawn to the aesthetic qualities of a bra, most retailers say that once they find something that is comfortable, style becomes less important. “A lot of women just don’t realize how a sports bra is supposed to fit,” explains Wieder. She says she is constantly amazed at the sense of joy and relief displayed by women who are finally directed to a properly fitting sports bra. “When I go to some of these expos, women are jumping for joy because they have finally found something that fits. I think it’s just one of those things women don’t realize they can be comfortable during activity when they have a good bra.” From support, to comfort, to moisture management, and style, the sports bra industry has come a long way since 1977. . Even in the twelve years since Chastain’s famous celebration on the soccer pitch, the sports bra industry seen unprecedented development. “Sports bras have become the number two piece of equipment for female athletes, and in some cases it could be argued that it is the most important because they might not be active if they aren’t comfortable,” says Wieder. “When sports bras were first being developed they were just pull-over crop tops, and now they are real live bras,” reminisces Baxter. “There has been a major evolution over the last 20 years. Really everything has changed.”

Fleet Feet’s DivA Nights Fleet Feet has found great success in designating special ladies shopping nights, dubbed “Diva Nights,” to assist women with sports bra fittings. “We train people to run everything from the 5k to the marathon,” says Jillian Wieder, Brand Manager for Fleet Feet Incorporated. “At bra fit nights women can learn about the differences in sports bras and how they should fit.” Following the Moving Comfort fitting process, Fleet Feet staff assists in measuring women for bras and selecting appropriate sizes and styles. Once a woman gets the bra on, they are there to help with adjustments to make sure it fits appropriately. “A lot of it is simply about education,” explains Wieder. While the Diva Night began as simple bra fitting clinics, it has become a fully-fledged Ladies Night Out. By bringing in local vendors to do everything from neck massages to manicures, the stores have created a fun and relaxed atmosphere for women to feel comfortable.

7 1. Brooks Glycerin Bra Top With plush ribbed, elasticized fabric, the Brooks Glycerin Bra Top is both comfortable and stylish. Featuring seamless cup construction and strategically placed lift, this bra looks good on a variety of body types. For better support, Brooks also provides a double-strap racer back construction. MSRP $36 2. Kalyx Kickstart Sports Bra The original Kalyx snowboarding bra, the Kickstart is also great for pilates, yoga, rollerblading and other activities. Made with 35% recycled fibers, this bra is perfect for the A/B cup. MSRP $40 3. Patagonia Switchback Bra New for 2011, the Switchback bra adjusts for a perfect fit. The quick-wicking recycled poly/nylon/spandex blend material and super soft construction make this bra perfect for a C/D cup. MSRP $59

8 4. ISIS D+ Sport Bra The D+ bra touts an exclusive six-point support system woven right into the material. With no seams, this bra provides exceptional support and superior comfort during a variety of activities. MSRP $49 5. Moving Comfort Vixen A racer-back design and contoured cups, the Vixen provides a classic athletic fit with feminine styling. A back Powermesh zone provides superior ventilation and seamfree interior molded cups encapsulate for extra support and shaping. MSRP $38 6. Moving Comfort Jubralee The definition of support and comfort, the Jubralee Sports Bra provides a flattering, streamlined and sporty design. Front adjustable straps offer unsurpassed levels of comfort, while hidden side and under bust support help to provide a custom fit. MSRP $58

7. ENELL Sports Bra This high-impact bra provides superior support and comfort with its patented design and construction. A balance of compression and encapsulation provide well-endowed women with the support they need when working out. MSRP $64-$66 8. CW-X VersatX Support Bra This bra balances comfort and support with adjustability and a flattering silhouette. Featuring a seamless front panel with a 5-point CW-X Targeted Support Web in each cup, it is reinforced with an extra internal web layer. A LiteStretch mesh back, mesh under-cup channels, and Coolmax/Lycra tricot construction produce ultra-quick wicking. MSRP $65

MAY/JUNE 2011 | SGBMAG.COM

40 UNDER 40 2011

N ate A lder J eremy A ndrus T ripp B aird Varetta B an k s

J ed B erger W illy B oo k er L inda B run z ell Kimberly Cayce

S teve C uthbert Kelly Dachtler S . H oby Darling P eter R . Davis

M artin D ean Keith D uplain E li z abeth E arley R obert Farinholt

C hris Farley V in Ferrara , M . D. , M B A R onnie Fieg B rian Fran k

LEADERSHIP, INNOVATION, ENTREPRENEURSHIP AND ENERGY. The sporting goods industry requires these elements to maintain its growth trajectory and remain a market that will continue to draw great talent for years to come. Each year, SGB honors 40 sporting goods industry individuals under the age of 40 who exemplify these attributes and enable the industry to continuously move forward. This year, the list of SGBâ&#x20AC;&#x2122;s 40 Under 40 honorees again exhibit the embodiment of these qualities, with each making a mark on his or her respective company, staff, mentors, peers, colleagues, customers and friends. The fourth annual SGB 40 Under 40 awards process started with over 450 nominations submitted by those who know these people the best â&#x20AC;&#x201C; the people they work with every day. The preliminary list was then vetted by editors and analysts from The SportsOneSource Group and finally voted on by a group of industry leaders and former honorees. Nominees can only make the final SGB 40 Under 40 honoree list once in their career and are considered members for life. With only 160 distinguished and ambitious members, it is truly an exclusive club. The 40 individuals honored on the following pages may not all yet be household names, run the largest business or carry the biggest pen, but they are recognized by those around them as the best this industry has to offer as leaders that will ensure that the sporting goods world continues to be an environment that rewards hard work and fosters success. SGB Under 40 Awards Gala June 25, Chicago

Sponsored by

JOB

J oel H eath J onathan H irshberg R obert A . H ough , C F I T odd Kirssin

T im Knowlton M ichael M artin Carie M cAuli f f e Jason M c G ibbon

P eter M essana M elanie M itchell C hris Pappas B ob P hilion

J esse P orter L ance R ichardson David S chult z Darren R ovell

.COM

M arc S imon L isa T hompson C raig D. Vanderoe f R ob W ill

NATE ALDER Klymit / Founder & CEO / Age 30 / Years In Industry 4

In 2006, on a scuba diving trip to Brazil, BYU student Nate Alder used noble gases to insulate dry suits while diving in frigid waters. A snowboard instructor and avid outdoor enthusiast, Alder wondered, “why couldn’t this concept work in other outdoor products like snow gear and camping equipment?” Two years later, Nate became founder and CEO of Klymit, one of the sporting and outdoor industries’ most innovative young companies. Manufacturing noble gas-insulated outerwear and ultra-light camping pads, Klymit and Alder continue to push the boundaries of technology-based gear. Life guard in San Diego Get the right people on the bus, the wrong people off, then figure out where to take the bus. You can never be successful without the right team. What has enabled you to become successful? A stubbornly committed attitude with no imagination for failure, and the right team to help pull it off. Describe yourself in two words Innovative and Tenacious Most important thing I have learned No one can go back and start a new beginning, but anyone can start today and make a new ending. The only thing that matters is who you’ve become. Your Childhood Dream To become an F-18 or F-22 pilot Favorite Book The Medici Effect by Frans Johansson I couldn’t do my job without Our team, my patient and supportive family, friends, fiancée, and Bella - my rescued Portuguese Water Dog People you admire the most My Father, Joseph Smith Favorite Vacation Spot Porto De Galinhas, Brazil First Job

Best advice I received

Experience counts. Baird’s experienced investment banking team has executed multiple advisory and equity financing assignments in the growth retail and branded consumer sectors, with a particular focus in performance apparel, footwear, outdoor, sporting goods and fitness categories. Since 2003, our dedicated industry bankers have completed 90 Consumer M&A and equity transactions worth more than $15 billion for clients around the world. Baird salutes the 2011 40 Under 40 nominees. United States: 888-224-7326 Europe: +44-207-488-1212 Asia: 86-21-6182-0980

Private Wealth Management

Capital Markets

Private Equity

Asset Management

TRIPP BAIRD Partnership Capital Group Advisors Founding Principal and Director AGE 35 / Years In Industry 8

JEREMY ANDRUS Skullcandy / President & CEO Age 40 / Years In Industry 6

Jeremy joined Skullcandy in March 2005 and currently serves as president and CEO. Prior to joining Skullcandy, Jeremy served as strategic planner for Kimpton Hotel & Restaurant Group from 2003 to 2005 and developed Marriott hotel properties from 1998 to 2000. Jeremy worked as a consultant for Monitor Company from 1996 to 1998. He currently serves on the Contour, Inc. Board of Directors. Jeremy holds a B.A. from Brigham Young University and an M.B.A. from Harvard Business School. He lives in Salt Lake City, UT with his wife Kristin and daughters Audrey and Claire. Consultant at Monitor Company I couldnâ&#x20AC;&#x2122;t do my job without My assistant, Traci Dimond Best advice I was given A network is nothing more than a group of people who like and trust you. Best advice I would give Be patient, prove your loyalty and stay focused. The cream always floats to the top. What has enabled you to become successful? A team of amazing people at Skullcandy who are committed and passionate about building a great and lasting brand. Describe yourself in two words Even-keeled People you admire most My 89 year-old grandfather. He has worked hard all his life and consistently looks to serve the people around him, staying true to his principles and keeping his life simple. Favorite Vacation Spot Beach in Southern California Your Childhood Dream Play Wimbledon First Job

As a Director and Principal of Partnership Capital Group Advisors, Tripp has led transactions across a variety of industries including action sports, outdoor recreation, footwear/apparel, sustainable/ natural/organic consumer products, fair trade, healthy nutrition, wellness and relaxation/leisure. Prior to founding PCGA, Tripp was a Principal at North Castle Partners, a leading middle-market private equity firm. Before PCGA, he was a management consultant for Bain & Company directing analysts and researchers supporting strategic decisions for Fortune 500 companies. He also worked at Goldman Sachs Global Equities Management Group in London where he focused on Pan-European equities strategies and previous to that Fred Alger Management in New York, a growth-focused family of funds providing investment management research & analysis for consumer products. Tripp earned dual magna cum laude A.B.s from Harvard and currently serves on the Advisory Council for the National Outdoor Leadership School (NOLS). He is a devoted outdoorsman and enjoys an active outdoor lifestyle with his wife, son and their two dogs. First Job

Stock boy

I couldnâ&#x20AC;&#x2122;t do my job without

team here at PCGA. Best advice I would give

A good night sleep and the incredible

Travel

What has enabled you to become successful? Passion, hard work

and support from loved ones.

Joyful and Determined Those who are passionate, committed,

Describe yourself in two words People you admire the most

value-oriented and active. Breathe Favorite Vacation Spot Mountains or the sea Favorite Hobbies Yoga, art, travel, trail running, reading and climbing Your Childhood Dream Left wing for the Boston Bruins Biggest Life Lesson

MAY/JUNE 2011 | SGBMAG.COM

Varetta Banks Hibbett Sports / Kids’ Footwear Buyer AGE 35 / Years In Industry 12

As footwear buyer for Hibbett Sports, Varetta is responsible for creating assortments, meeting with vendors, managing the open-to-buy, managing inventory and developing her assistant buyer. Varetta started her career with Hibbett Sports in the stores. Later she relocated to the home office where she worked as a merchandiser for the men’s footwear categories. After being promoted to Assistant Buyer/Kids’ Footwear, Varetta received Hibbett’s buyer of the year award in 2006. She then went on to become head buyer for Kids Footwear. McRae’s Department Store The amazing team that works with me each day Best advice I was given Always be true to yourself and never lose your integrity. Best advice I would give Things change. Always keep an open mind. What has enabled you to become successful? The support of my husband, being raised by my mother and grandparents to have a strong work ethic and the good fortune to work for a great company. Describe yourself in two words Driven and Optimistic People you admire the most My Mom Biggest Life Lesson If you decide to do something, do it to your best ability. Favorite Book Pride and Prejudice by Jane Austen Favorite Vacation Spot St. Louis, MO Your Childhood Dream To be a teacher First Job

I couldn’t do my job without

CONGRATULATIONS

VARETTA BANKS 2011 SGB 40 UNDER 40 HONOREE

From your friends and fellow staff at

www.hibbett.com

SmartShoe with Mid-Foot Strike

Congratulations

Varetta Banks of Hibbett Sports on being named one of SGBâ&#x20AC;&#x2122;s 40 Under 40, a well-deserved honor! From your friends at

Jed Berger

Modell’s Sporting Goods / Senior VP Marketing / Age 32 / Years In Industry 11

After Jed graduated from The George Washington University in 2001, he cofounded Dime Magazine, a basketball lifestyle publication. Soon after he acquired a second publication, Bounce, and also founded the marketing agency 94x50, which became Nike’s primary agency in New York. At 94x50, Jed worked with Modell’s Sporting Goods evolving their directto-consumer and sports marketing initiatives. In 2009, Modell’s hired Jed to be a leader in the company’s most significant initiative - Rebirth. As Senior VP and a driving force behind Rebirth, Jed prominently figured in the renovation of their 140+ stores as well as brand and business revival, leading the company’s visual rebranding, CRM migration, and local marketing strategies. Over the past two years, Modell’s has won back customers with programs like Community Weekend, the viral video campaign Undercover

WILLY BOOKER Nordica USA / President Age 34 / Years In Industry 10

Modell’s and has significantly improved their in-store shopping experience. Jed lives with his wife and son in Park Slope, Brooklyn where he is the head coach of the Red Flamethrowers Little League team. Co-founder Dime Magazine An outstanding team at work and at home. Best advice received Don’t open your mouth until you know what you are going to say is 100 percent true and based on fact. Your credibility depends on it. Best advice I would give Lead by example. What has enabled you to become successful? Hard work and passion; being respectful, open and transparent with co-workers and partners; and an unyielding commitment to understanding today’s consumer. Biggest Accomplishment to Date Helping to lead the renovation and rebranding of Modell’s. Describe yourself in two words Relentlessly driven People you admire the most My Mother Biggest Life Lesson Family first - always Favorite Book The Godfather by Mario Puzo Favorite Hobby Fantasy sports First Job

I couldn’t do my job without

Born and raised in Evergreen, CO, Willy’s mom worked in the Loveland Ski and Sport Shop as a young boy in part to make season passes for the family affordable. Thirty years later his mom still runs the same shop and Willy’s connection to skiing has been the driving force in his professional career. As a high school student at Burke Mountain Academy in Vermont, Willy competed in ski racing and stayed in the East for college attending The University of Vermont Business School and becoming a member of the NCAA ski team. After graduation, he coached skiing for a year and taught at Burke Mountain Academy before accepting a job with Nordica as their Racing and Promotions Manager. Willy lives with his wife and son in Hanover, NH. Racing and Promotions Manager, Nordica USA The incredible people I work with at Nordica. Best advice I was given It’s not rocket science, so relax. Best advice I would give Find something you really love and follow your instincts. What has enabled you to become successful? Working for people who believed in me and who were willing to give me the opportunity to learn and grow. Describe yourself in two words Fun and Focused People you admire the most My Mother, Father, Sister Molly, John Wooden and Rory Bushfield Biggest Life Lesson Be present Favorite Book For Whom the Bell Tolls by Ernst Hemingway Favorite Vacation Spot Moab, UT Favorite Hobby Skiing First Job

I couldn’t do my job without

MAY/JUNE 2011 | SGBMAG.COM

Kimberly Cayce

KALYX / Founder & CEO Age 40 / Years In Industry 3+

Linda C. Brunzell Wolverine Worldwide / VP International The Outdoor Group / Age 40 / Years In Industry 3

Linda started her career in Banking, went to Business School, jumped to Management Consulting, and then found herself leading several brands at PepsiCo. In 2008, she was recruited to lead Marketing of the Merrell Brand at Wolverine Worldwide and moved from Chicago to Grand Rapids, MI. Since moving to Michigan, she has led the positioning and marketing of the Global Merrell brand and now leads the development of their Outdoor Brands in Latin America and Asia/Pacific. Linda was recently married in September, 2010 and looks forward to the journey ahead. Banking Associate at Bank of America in Chicago The support of my family Best advice I was given Leave a place better than how you found it. Best advice I would give Do the upfront work to figure out what your end goal is and it will make the journey much more effective. What has enabled you to become successful? Early life lessons and solid values from my parents. Describe yourself in two words Thoughtfully efficient People you admire the most Any leader who has successfully been able to achieve work/life balance. Biggest Life Lesson It’s a small world Favorite Book The Alchemist by Paulo Coelho Favorite Vacation Spot Northern Michigan Favorite Hobby Anything outside and active Your Childhood Dream To become a choreographer and archaeologist (yes, together). First Job

Kimberly Cayce is an accomplished CEO, entrepreneur and visionary leader. She has dedicated her life to entrepreneurship and the pursuit of athletic excellence. She earned her Bachelor’s Degree in English at Duke University while playing for their topranked women’s golf team. After competing on tours in Asia, Australia, Europe and the US for five years, Kimberly earned her MBA from the UCLA Anderson School of Management where she was a recipient of the 2007 Wolfen Entrepreneurial Spirit Award and was recently honored as one of their 100 Most Inspirational Alumni. While pursuing her MBA, Kimberly worked handin-hand with a cross-functional team of experts developing the innovative, activity-specific, environmentally friendly KALYX Sports Bra line made from signature K-Force Eco-Loving Fabric. Less than 4 months after launching her brand, KALYX sports bras were selected by SHAPE Magazine as one of the “The Best Sports Bras For Every Body.” I couldn’t do my job without

Blackberry

My incredible team and my

Most important thing I have learned

everything

Communication is

Follow your dreams, be passionate about what you do with your life, and if something isn’t working, be brave enough to make changes. What has enabled you to become successful? Growing up as a competitive athlete taught me the most important thing in life isn’t winning, it’s playing the game to the best of your ability and always working to be better. Biggest Life Lesson Everything is possible if you are willing to try. Favorite Book “Oh, the Places You’ll Go” by Dr. Seuss Best advice I would give

I couldn’t do my job without

MAY/JUNE 2011 | SGBMAG.COM

STEVE CUTHBERT

Polartec, LLC. / Director of Sales North America / Age 39 / Years In Industry 14

After graduating with a Masters in Textile Technology, Steve joined Polartec (then Malden Mills) in 1997 as an account manager in New York, the Pacific Northwest and then Northern California, where he grew the territories by significant margins. In 2002, Steve went to work in the Malden Mills headquarters based in Lawrence, MA, managing national accounts. He achieved significant growth year-after-year despite challenging market conditions. In 2004, Steve left Malden Mills to work for Primaloft as Eastern US Territory Manager and grew the territory 40 percent within two years. In 2007, Malden Mills was restructured and became Polartec, LLC., at which time Steve returned as Director of Sales North America. In addition to sales, Steve is responsible for customer service and has played a significant role in the company achieving record sales through the relationships he has with many of the world’s best outdoor apparel brands including The North Face, Patagonia, Marmot, Arc’teryx, and Mountain Hardwear. I couldn’t do my job without

my traveling.

My incredible team and my wife for putting up with all of

The world is never stagnant and is forever competitive. The moment you take things for granted, you will find competitors closer than you would like. Be the hunter, not the hunted. Best advice I was given Be prepared. Don’t ever put yourself in a position that you can’t recover. Best advice I would give Always do the right thing and surround yourself with good people. What has enabled you to become successful? Being very competitive. Most important thing I have learned

KELLY DACHTLER TheClymb.com / Co-Founder & Chief Communications Officer / Age 34 Years In Industry 10

As co-founder of TheClymb.com, Kelly Dachtler has helped to create an entirely new distribution channel for the outdoor and sporting goods industry. His commitment to brand stewardship and innovation has helped TheClymb.com become the fastest growing e-tailer in this space. Kelly is responsible for all consumer-facing communications, including user experience design, marketing and brand strategy. Prior to co-founding TheClymb.com, Kelly lent his vision and expertise to global brands like Merrell, Sebago, Liz Claiborne and Mossimo. Grom, skateboard assembler, ET Surfboards Hermosa Beach, CA My business partner Cec and our amazing team. Best advice I was given Embrace progress What has enabled you to become successful? The support of my family and apple computers. Describe yourself in two words Slow and Steady People you admire the most My Mother Biggest Life Lesson It’s always darkest before dawn. Favorite Book On the Road by Jack Kerouac Favorite Vacation Spot Mammoth, CA Favorite Hobby Mountain Biking, Snowboarding Your Childhood Dream To run TheClymb.com First Job

I couldn’t do my job without

MAY/JUNE 2011 | SGBMAG.COM

Peter R. Davis

NCAA / Director of Corporate Alliances Age 40 / Years In Industry 9

S. Hoby Darling

Volcom / Senior VP Strategic Development and General Counsel / Age 36 / Years In Industry 15+

S. Hoby Darling has served in various executive management capacities with Volcom since 2005 and currently serves as Senior VP, Strategic Development and General Counsel. He is a member of Volcom’s Global Executive Committee. Mr. Darling combines a unique understanding of business, people, branding and legal acumen gained from his roots on the floor of his family’s sporting goods store to help run one of the hottest global sport and lifestyle companies. He has helped profitably transition Volcom from a privately held $116 million revenue, US-centric brand into a publicly traded, multi-branded, international company with global branded sales of approximately $400 million. Mr. Darling introduced Volcom’s internal peak performance university (VolcomU). Mr. Darling holds a Juris Doctorate from Northwestern University and graduate degrees in Business Administration from UC Berkeley and Columbia University. He earned a BA with honors from Western Washington University. Mr. Darling resides in Newport Beach, CA with his family. Selling snacks at local tennis tournaments I couldn’t do my job without My mentors and teammates Most important thing I have learned Follow your values. Integrity is everything. Best advice I was given Happy wife / Happy life Best advice I would give Follow your passions and your core values and everything else will follow. Look first to serve those around you. What has enabled you to become successful? Never giving up. Describe yourself in two words Persistent and Giving People you admire the most My Wife, Mom and Dad, and mentors - Cary Hyden, Tom Davin, Kevin Wulff, Tony Palma, and everyday people putting one foot in front of the other looking to make a positive difference. Biggest Life Lesson Surround yourself with passionate people with whom you share mutual trust, respect, love, caring and desire for success. Favorite Book Just Do It by Don Katz Favorite Vacation Spot Anywhere I can run, bike and be active Favorite Quote “Failing to prepare, is preparing to fail.” - John Wooden Your Childhood Dream Middle linebacker for the Chicago Bears First Job

Peter oversees the corporate sponsorship, licensing and official equipment programs for NCAA as Director of Corporate Alliances. He and his team are responsible for identifying, developing and providing value to the team of corporations financially supporting by the NCAA. Peter’s career started in sales followed by a logistics consulting role before returning to graduate school. He joined NationsBank and earned a leadership role in rebranding the bank after their merger with Bank of America. Soon after, Peter joined a brand consulting agency before his tenure began at the NCAA in 2002. Peter earned his BS degree from Miami University and his MBA from Wake Forest where he currently serves with his wife on the Babcock Alumni Council. Retail sales at Tennis & Ski Warehouse in Cincinnati, OH Great colleagues, world-class partners and an incredibly supportive family. Best advice I was given We’re not saving lives at work, so step back and keep things in perspective. Best advice I would give Find your passion and follow it. Biggest Accomplishment to Date Longevity and strength of partnerships and friendships in and outside of work. What has enabled you to become successful? The supporting cast around me both at work and at home; and the ability to work, communicate, and really connect with people at all levels. Describe yourself in two words Creative teammate People you admire the most My Mom, Dad, Wife, Dockery Clark, and Jim Boyce Biggest Life Lesson Listen to those around you and don’t assume anything. Favorite Book Swoosh: The Unauthorized Story of Nike and The Men Who Played There by JB Strasser and Laurie Becklund Favorite Vacation Spot Napa Valley, CA Favorite Hobby Working on our 1918 money pit – I mean, house. Your Childhood Dream Traveling to see sporting events in great venues. First Job

I couldn’t do my job without

MAY/JUNE 2011 | SGBMAG.COM

Keith Duplain Martin Dean

Wolverine Worldwide, Inc. / Creative Director Cushe Footwear, Creative Director Wolverine London Design Nest Age 34 / Years In The Industry 16

Prior to starting Cushe in 2005, Martin spent 9 years designing and developing branded footwear for large international footwear companies. After leaving Leicester South Fields School of Footwear in Leicester, England, Martin designed for Fila, followed by Pentland, and then created a new brand for Doc Marten called ‘WEAR-AER’. He then joined ‘Overland’ on the highly successful Caterpillar Footwear brand, later acquired by Wolverine World Wide. He went on to co-found his own footwear design consultancy firm before his next venture - starting a design consultancySupervision Design, providing footwear design for brands including Merrell, Caterpillar, Sebago, Harley Davidson, Clarks and Patagonia. Martin’s work provided the start up funding for his own footwear brand, Cushe, encapsulating the footwear he loved and providing the ability to push the boundaries of design, technology and styling. He is proud of the team he has built and sees a successful future now that Cush has been purchased by Wolverine. Working in a florist shop which I gave up to work in a shoe shop A passion for design and innovation, a talented like-minded team and a very supportive and understanding wife. Best advice I was given Trust your instincts. If it inspires you, it’s probably a good idea. Best advice I would give Do what you love and aim high. What has enabled you to become successful? Hard work, determination, a strong team, staying true to the original vision, focusing on the long-term plan, and respecting the team around me. Describe yourself in two words Creative and Optimistic Early mentor helpful to your career My boss at Pentland who gave me the advice that “experience is your best education” and “threw me in at the deep end”, allowing me full ownership of design, development, sourcing and sales of key clients. First Job

I couldn’t do my job without

MAY/JUNE 2011 | SGBMAG.COM

Dr. Scholl’s Brown Shoe, Dr. Scholl’s Division Senior VP & GM / Age 40 / Years In Industry 16

As Senior VP and General Manager of Dr. Scholl’s Shoes since 2009, Keith Duplain has helmed the reimagining of a venerable American brand, preserving its comfort legacy while ensuring its relevance to modern consumers. Keith is no stranger to the evolution of a treasured and trusted brand. He joined Brown Shoe in 2005 to oversee the growth of the Naturalizer brand and the expansion of the brand family to include NaturalSoul and Naya. He spent the early years of his career with H.H. Brown in Greenwich, CN, moving through positions within the Born Footwear brand including becoming VP of Sales in 2000 and being appointed GM in 2002. Keith graduated from Ohio State University in 1994 and obtained his MBA in 2009 from Washington University in St. Louis. He lives in St. Louis with his wife Laura and twin daughters – all of whom love shoes. Washing dishes and busing tables My co-workers. I have been fortunate to work with amazing people who make my job easier. Best advice I was given Fall seven times and stand up eight. Best advice I would give Dream big What has enabled you to become successful? My Wife Describe yourself in two words Competitive and Outgoing People you admire the most Anyone who gives back more than they take. Biggest Life Lesson Never give up and be humble. Favorite Book The Tipping Point by Malcolm Gladwell Favorite Vacation Spot Disappearing off the map in our RV Favorite Hobby Adventure racing, mountain bike racing, skiing Your Childhood Dream Rock Star - replace Jerry Garcia First Job

I couldn’t do my job without

ROBERT FARiNHOLT

D.A. Davidson & Co. / Principal / Age 32 Years In Industry 10

Robert graduated from The University of Virginia’s McIntire School of Commerce and after gaining valuable training and experience at JP Morgan in New York and the Royal Bank of Canada in Atlanta, he co-founded the investment banking boutique Silver Steep Partners where he assisted outdoor and active lifestyle companies raise capital and complete mergers and acquisitions. Through the application of Wall Street’s best practices and a passion for the industry, he successfully closed 16 deals and ultimately sold the business to D.A. Davidson & Co. Robert considers himself extremely fortunate to have worked with outstanding individuals who have taught him much more than he has taught them. Additionally, he feels tremendously lucky to have the support of his family and friends who encouraged him to pursue his entrepreneurial ambitions especially his wife, Georgia.

ELIZABETH EARLEY

Tifosi Optics, Inc. / Co-Founder Age 39 / Years In Industry 15

Elizabeth Earley is driven by an entrepreneurial spirit and an equally strong commitment to family. She co-founded Tifosi Optics, along with husband Joe, as a way to balance both. Elizabeth directs the daily operations and has grown Tifosi into a leading sports sunglass brand sold in 38 countries. Her simple but effective formula for running the company is clear - recruit team players, treat them as family, empower them to lead, demand their best and reward big wins. Elizabeth’s “work hard / play hard” philosophy is evident in the company work culture – from casual dress to 10-day paid Christmas break so employees can enjoy time with family and return to work recharged. First Job

Accounts Payable Clerk

I couldn’t do my job without

all of our staff.

Camp Greenbrier in Alderson, WV Airline loyalty programs Most important thing I have learned Value integrity Best advice I was given Don’t take any wooden nickels What has enabled you to become successful? 1 part ambition, 1 part humor, 2 parts work ethic, garnished with luck Describe yourself in two words Exceptionally optimistic People you admire the most Thomas Jefferson, Richard Branson, Muggsy Bogues Favorite Book East of Eden by John Steinbeck Favorite Vacation Spot Martha’s Vineyard Favorite Hobby Trying new hobbies Your Childhood Dream Walk on the moon First Job

I couldn’t do my job without

My husband, Co-founder, Joe and

Most important thing I have learned Never go against your “gut” feeling and never waiver from your values or morals. Best advice I was given It doesn’t matter what profession you choose as long as you love what you do every day. Best advice I would give Be patient, work hard and know that everything happens for a reason. What has enabled you to become successful? Hard work, a great partnership with Joe and taking chances. Describe yourself in two words Type A People you admire the most Single Moms and/or Single Dads Favorite Book The Kite Runner by Khaled Hosseini Favorite Vacation Spot A dock on a lake Favorite Hobby Time with my family, running, cycling and cooking Your Childhood Dream Become a world-famous chef and own an upscale restaurant

MAY/JUNE 2011 | SGBMAG.COM

CHRIS FARLEY

Pacers Running Stores / Owner & GM Age 35 / Years In Industry 12

Chris Farley wanted to meld his passion for running with his genuine concern to help others. In 2006, he got his chance and has become a respected leader in the running specialty industry and a driving force in his local community. Starting on the sales floor, he convinced the then-owners of Pacers Running Stores to sell and his parents to mortgage their house to purchase the single-door business in 2006. Since then, Pacers Running Stores has grown to a six-door retailer in the greater Washington, D.C. area and has expanded to include one of the largest race management companies in the mid-Atlantic, Pacers Events. Community service is paramount to Farley and a core value of Pacers. When Hurricane Katrina devastated the Gulf Coast, Pacers planned and executed a charity race. The event attracted over 4,000 runners, garnered national media coverage, and raised $125,000 for relief efforts. First Job

Mowing lawns

Family and staff Regardless of the answer always call

I couldn’t do my job without Best advice I was given

the person back.

Best advice I would give

Talk a little bit less and listen more.

What has enabled you to become successful? Surrounding

myself with good people.

Obsessed runner Kathy (my partner), my two

Describe yourself in two words People you admire the most

Brothers and Sister. Biggest Life Lesson

than you. Favorite Book

Lencioni

Surround yourself with people smarter

The Five Dysfunctions of A Team by Patrick

Advance, NC with my grandmother Favorite Sport & Team Football, Washington Redskins Favorite Hobby Running Your Childhood Dream To not have a normal job. Favorite Vacation Spot

MAY/JUNE 2011 | SGBMAG.COM

VIN FERRARA, M.D., MBA Xenith / Founder & CEO Age 39 / Years In Industry 7

Vin Ferrara is founder and CEO of Xenith, LLC., a Massachusetts-based company, which has developed novel impact protection technology. Xenith’s primary focus is protective headgear, with the goal of reducing the risk and severity of traumatic brain injury. Vin is a 1996 graduate of Harvard University, where he was the starting quarterback for the Varsity Football Team, and is a 2004 graduate of Columbia University’s Medical and Business Schools. He is married with a daughter and three sons, and lives in Massachusetts. Maintenance crew at my high school I couldn’t do my job without Feeling like it was important Best advice I was given The most valuable thing you can do is teach people something. Best advice I would give Don’t make any assumptions; every little thing counts. Biggest Accomplishment to Date Launching a new product, with new technology, from a new brand, at a higher price, into the worst economy in decades. What has enabled you to become successful? Trusting my instincts, and if I’ve made mistakes, I’ve “made them quick”, corrected the situation, then moved on. Describe yourself in two words Versatile and Perseverant People you admire the most My wife. What she does on a daily basis, and how she does it, is remarkable. Biggest Life Lesson Nothing worth doing is easy Favorite Book Blue Ocean Strategy by W. Chan Kim and Renee Mauborgne Favorite Vacation Spot Hawaii Favorite Hobby Watching the band, Stuedabakerbrown Your Childhood Dream I’ve always been attracted to challenges. First Job

BRIAN FRANK

Rampage Sports Group (Baseball Rampage) - President & Co-founder Age 30 / Years In Industry 5

Brian grew up playing baseball and dreamed of playing in the Majors. Injuries cut his playing career short but he has stayed in the game by making his passion part of his career. A fan of all sports, Brian helped launch Baseball Rampage and Rampage Sports Group in 2007. After graduating with honors from Ohio State in 2004, Brian joined AC Lens as their Affiliate Marketing Manager. When they diversified in 2007, Brian was chosen to head up the new venture. After researching many sports, Brian identified that the online retail market for baseball goods was underdeveloped, and the customer experience could be improved. Under his guidance, Baseball Rampage has grown to a top 50 account with Easton and other manufacturers, and sells a large selection of baseball and softball equipment online. Despite the challenging economy, Brian and his team have grown Rampage sales by more than 25 percent per year. Kith, Inc. (Co-Founder) and Ronnie Fieg Designs (Founder) In 2009 Rampage Sports Group launched Softball Rampage Age 29 / Years In Industry 16 to compliment the baseball site. Rampage is an authorized While most 13 year-olds were thinking of their next handheld game purchase, account with all major baseball and softball retailers. Brian Ronnie Fieg was jump-starting his career in the footwear industry. Fieg who began lives in Pickerington, OH with his wife Lindsay, son Jackson, to clock in hours in a David Z stock room for his uncle David Zaken, became a and puggle Riggs. student of all things footwear at an early age. By 15 he was a footwear salesman, and by 19 he was the manager of the 2000 square-foot flagship store. Never resting I couldn’t do my job without Our outstanding team of on his laurels, Ronnie began to explore the ins-and-outs of the footwear market hard-working people and caffeine. putting an emphasis on the thought process of product development, changing Most important thing I have learned Patience the landscape of the market, and bringing a boutique-esque stocklist to one of Best advice I was given Work hard, be nice. New York’s biggest footwear chains. Fieg progressed his career even further when Best advice I would give Do what you love. Life is too short he became the general buyer of David Z and branched out into footwear design, to waste time on stuff that makes you unhappy. collaborating with a broad range of heavyweight footwear brands ranging from What has enabled you to become successful? Ambition, Asics to Adidas, Sebago and Timberland. As a current industry leader in footwear, drive, and great mentors. Fieg has established himself as a designer whose projects are synonymous with quality. Next up, look for Fieg to serve as Creative Director for “Kith”, a new retail store he co-founded in Brooklyn which experts are saying will be an immediate competitor in the footwear market.

RONNIE FIEG

I couldn’t do my job without The experience I gained the last 14 years working at David Z and my right hand man, Sean Munro. Best advice I was given Never look back, never regret. Best advice I would give You can’t expect people to think or act the same way you do. You must adapt to your surroundings. What has enabled you to become successful? My passion for footwear, my work ethic, and most importantly my unwillingness to lose. Describe yourself in two words Competitive and Grounded People you admire the most My Father, my Mother and my oldest Nephew Biggest Life Lesson Great things happen when you least expect it.

MAY/JUNE 2011 | SGBMAG.COM

DRIVEN

MAY/JUNE 2011 | SGBMAG.COM

JOEL HEATH

Deckers Outdoor Corporation / Senior Global Marketing Director, Teva and Simple Brands / Age 40 / Years In Industry 10

Photo courtesy of Shane Macomber

For Joel, growing up with dyslexia taught him how to think differently. Growing up around politics taught him not to do anything that he didn’t want on the front page. Co-founding a charity taught him a shared vision is more powerful than one man’s dream. Owning and successfully selling his business taught him he was only as good as the people around him. His accident taught him his greatest asset is loved ones and gifts are not always wrapped with a bow. Being a public speaker taught him less is more and the corporate world taught him that leadership doesn’t need a title. His yoga-teaching wife has shown him slowing down let’s you accelerate and having a child has taught him there is more to life than his resume. Joel Heath is currently the Senior Global Marketing Director for the Deckers Outdoor Corporation (NASDAQ DECK) for the Teva and Simple brands based in Santa Barbara, CA. He sold his Vail, CObased business, Untraditional Marketing in 2008 after running it for seven years as President & CEO and where he founded the Teva Mountain Games. Prior to Untraditional, he was Vice President of the Vail Valley Tourism and Convention Bureau while he also co-founded the non-profit First Descents,

Jonathan Hirshberg

ENI-JR286 and JR286 Technologies - CEO/President Age 40 / Years In Industry 22

Jonathan is president & CEO of a manufacturing and licensing firm specializing in sporting goods accessories. He started the global firm in 1998 with offices in the U.S., China and Europe. He currently holds global licenses with Nike, Inc. and Livestrong. His firm is responsible for the design development, manufacture and distribution for the products under license. He has 300 employees, manufactures in 35 factories world-wide and distributes to 120 countries. Jonathan also runs a technology company that holds design, utility patents, and trademarks used in their products. He received a Bachelor of Science in Business with an emphasis in entrepreneurship from the University of Southern California and is very involved with the RSH Pancreatic Center at UCLA. Jonathan lives with his wife and three chilcren in Manhattan Beach, CA. Owned a lawn mowing business My executive team Most important thing I have learned Profitable sales and cash are the keys to all business. Best advice I was given Say what you mean and mean what you say. Best advice I would give Develop relationships. Respect is not given it is earned. Enjoy the journey. What has enabled you to become successful? Knowing what I wanted at an early age. Describe yourself in two words Passionate and Entrepreneurial People you admire the most There is something to admire in all people. Favorite Book Good To Great by James Charles Collins Favorite Vacation Spot Mammoth, CA Favorite Hobby Snowmobiling, Skiing, Snowboarding and Motor Cross First Job

I couldn’t do my job without

MAY/JUNE 2011 | SGBMAG.COM

an adventure camp for young adults with cancer. Joel graduated valedictorian from the University of Redlands’ Business School where he was an All-American swimmer and water polo player. Group Sales Manager, Vail Valley Tourism and Convention Bureau I couldn’t do my job without The support of my family. Best advice I was given “You are only as good as the people around you.” First Job

What has enabled you to become successful? Dyslexia. It has given me

the ability to look at the world differently and the desire to disprove an SAT score dictates your outcome. People you admire the most My parents, wife and their ability to change the world while priortizing family as their number one cause Biggest Life Lesson Humility is very powerful and everything is magnified when surrounded by good people

CMY

Robert A. Hough, CFI Dunham’s Sports / Regional Manager of Loss Prevention, Audit and Firearms Compliance / Age 39 / Years In Industry 18

Robert has been a Retail Loss Prevention professional for 18 years and joined Dunham’s Sports in 2001. Prior to Dunham’s, Robert held various positions in Loss Prevention with Saks Fifth Avenue in Troy, MI after obtaining a BS in Criminal Justice from Eastern Michigan University. In 2004, Robert was promoted to Regional Manager of Loss Prevention, Audit and Firearms Compliance. In 2005 he achieved the CFI (Certified Forensic Interviewer) designation. Recently, Robert was given the challenge of several special projects which not only protected company assets, but contributed to the profits and success of the company. Examples include drafting the company’s Business Continuity Plan (BCP) for disaster preparedness, implementation of an automated company-wide Footwear Singles Matching process and serving as Project Manager for a new Store Manager training program. First Job

Paper Boy

The passion I have for loss prevention and my department as well as the other support departments for their partnership over the last 10 years which contributed to our success. Best advice I was given Success at work alone will not bring happiness. Best advice I would give Never settle for being good, be great. Be the best you can be at your job and personally. What has enabled you to become successful? My drive to be the best I can be, for my family and company. Describe yourself in two words Dedicated and Motivated People you admire the most Those who never give up and always give 110 percent to succeed professionally or personally. Biggest Life Lesson Be all you can be, set the bar high. Favorite Book Good to Great by James Charles Collins. Favorite Vacation Spot My family’s summer home in Northern Michigan on Elk Lake. Almost 40 years of great memories with the family. Favorite Hobby Camping and spending time outdoors with the family. Your Childhood Dream To be successful professionally and personally. I couldn’t do my job without

Todd Kirssin

DTLR, Inc. / Divisional Merchandise Manager, Footwear Age 36 / Years In Industry 24

At age 12, Todd started working in his uncle’s footwear warehouse and for two-thirds of his life, footwear has been his passion. He joined DTLR in 1999 with a laser focus on buying and creating the right product for DTLR’s niche customer. He oversees a team that merchandises and assorts the latest and best footwear in 8 markets (Baltimore, Washington, D.C., Atlanta, Chicago, North Carolina, South Carolina, Norfolk and Richmond, VA). Todd prides himself in creating strong relationships with vendors, always striving to create “Win-Win” outcomes and has helped DTLR become one of the fastest growing and innovative concepts in Footwear and Apparel retail. Todd and his wife, Alyssa recently welcomed their first son, Regan. First Job: Footwear warehouse receiving and allocating .

I couldn’t do my job without: God’s grace and my family Most important thing I have learned: Don’t panic, get

creative, and you can turn a first glance negative into a positive. Best advice I was given: “It’s just as easy to think big as it is to think small.” - Tony Trantas Best advice I would give: Do your best to be the first one on the trend and more importantly be the first one off. What has enabled you to become successful? Faith in God Describe yourself in two words: Driven optimist People you admire the most: My Mother and Father Favorite Book: The Bible Favorite Vacation Spot: I’ll let you know when I take one Favorite Hobby: Hanging out with my family Favorite Quote: “Retail is Detail” - Sam Walton Your Childhood Dream: To own a retail shoe store

MAY/JUNE 2011 | SGBMAG.COM

Photo Courtesy of KT Merry Photography

Tim Knowlton

Saucony, Inc. - VP Field Sales Age 40 / Years In Industry 9

Tim attended LaSalle University majoring in Marketing & Communications with a minor in Engineering. After graduation, he accepted a job working at General Electric as an electrical engineer and spent 8 years with the company. While working for GE, he became an avid runner developing a passion for the sport. Several opportunities arose within the running industry. His first break came from Pearl Izumi, mid-Atlantic, as a company rep for running. Shortly after, he moved to Beacon Hill Sports, who represented Brooks Sports, Superfeet, Feetures!, and PowerBar. A year later, Saucony had an opening for the SouthEast regional and offered Tim the position as VP Field Sales. Saucony has become family to Tim, supporting him through the last 6 years but most especially Richie Woodworth, president of Saucony. First Job: Electrical Engineer at General Electric

The sales reps & internal Saucony team starting with Richie Woodworth , president. Most important thing I have learned: Everyone is different. Be patient and clear to get the most out of people. Best advice I was given: Always work pro-actively toward a common goal. Best advice I would give: Learn from the past to make positive strides in the future. What has enabled you to become successful? My wife, Jennifer Describe yourself in two words: Loyal and Passionate People you admire the most: Bob Kenndey (The Bule Mile), Todd Dalhausser (Saucony) Favorite Book: The Green Mile by Stephen King Favorite Vacation Spot: Key West, FL Favorite Hobby: Running Your Childhood Dream: To find a cure for cancer I couldn’t do my job without:

MAY/JUNE 2011 | SGBMAG.COM

Michael Martin

Vibram USA, Inc. / VP Sales, Vibram FiveFingers Age 39 / Years In Industry 17

A native of Manchester, NH, Michael received his BA from Saint Anselm College. He got his start in the sporting goods industry as a customer service rep with Atomic Ski USA. Thinking it would be a short stopover on his journey toward a career in law enforcement or the legal profession, he stayed 13 years, the last eight as Director of Sales Operations. Michael joined Vibram USA as National Sales Manager in the FiveFingers division in January, 2007, tasked with developing retail distribution and helping build out the company’s infrastructure. After four years of solid growth, he was promoted to VP of Sales. When not racking up frequent flier miles on company business, Michael enjoys doing projects around his home in New Hampshire and attending sporting events with family and friends. I couldn’t do my job without: An awesome group of co-workers showing up every day with enthusiasm and drive to succeed. Best advice I was given: Be patient. Not everything happens overnight. Best advice I would give: If you surround yourself with successful people, there is a strong chance you’ll end up successful. Biggest Accomplishment to Date: Professionally, helping put a team together to establish and grow a tow-shoe business during a recession. Personally, building a charitable event that has netted over $500K for pediatric oncology research and treatment for local children. What has enabled you to become successful? Having great people around me that work hard toward a common purpose and having leadership that encourages open thinking, creativity and participation from everyone. Early mentor helpful to your career: Jack Baltz, former president of Atomic Ski USA. He gave me my first big career break and maintained a high level of patience with me as I developed. People you admire the most: My grandmother who, at 92, is an inspiration to everyone she meets.

Jason McGibbon

Mountain Hardwear - National Sales Manager Age 38 / Years In Industry 13+

Enough about me! Oh the joys that lie ahead…What an opportunity to help define the evolution of our industry. Gone are the days of transactional business. Here are the days of providing a fully integrated solution for our retail partners. My soapbox is filled with defining how we truly ensure relevancy with our customers and how we put the pieces of the puzzle together to help our retailers grow their overall business is ever-critical to all of our success. Creation of an amazing consumer experience, engaging the emotional foundation of humans and bringing what we do to life is what drives me. First Job: Delivering newspapers on my BMX Diamond Back

Carie McAuliffe

Reebok International / Sr. Manager, Brand Licensing Age 36 / Years In Industry 5

Carie has been in her current role with Reebok for one year and along with her team is tasked with managing an extended family of Reebok products that broadens the consumers’ fitness experience beyond footwear and apparel. Prior to her current role, she was on Reebok’s Brand Strategy team where she uncovered powerful insights and opportunities that were used to reposition and strengthen the brand. She also worked on various product technologies, such as EasyTone and ZigTech. Before joining Reebok, Carie was on the Consumer Insights Team at Dunkin’ Brands International where she worked on numerous brand strategy projects and was a key part in the creation of the America Runs on Dunkin’ campaign. Carie is recognized for her brand building skills and ability to create forward-thinking ideas based on insights. She is also a wife, mom and certified yoga instructor.

I couldn’t do my job without: An amazing group of passionate and energetic mentors, teammates and friends. Best advice I was given: People are dispensable. My goal is to disprove this theory. Best advice I would give: Maximize every experience. What has enabled you to become successful? A deep passion and commitment to pouring blood, sweat and tears into both the organizations I represent, and the relationships I work hard to build. Describe yourself in two words: Passionate and Real People you admire the most: Those that stay true to who they are regardless of circumstances. Biggest Life Lesson: Reflect and embrace the experiences of life and then try to put them into perspective. Favorite Book: Dharma Bums by Jack Kerouac Favorite Vacation Spot: Off the Beaten Path Favorite Hobby: Anything outside Your Childhood Dream: Establish a non-profit adventure travel program to give kids an opportunity to experience other cultures.

First Job: Research Analyst for local news stations

A supportive husband and family and being surrounded by the smart and passionate people that work at Reebok. Best advice I was given: Enjoy the journey, not just the end result. Best advice I would give: Don’t follow any advice, no matter how good it is, until you feel that advice is right for you. Biggest Accomplishment to Date: Uncovering powerful insights and opportunities that were used to reposition the Reebok brand. What has enabled you to become successful? Truly and deeply wanting great things to happen for the brands that I work on. Describe yourself in two words: Open minded and Curious Early mentor helpful to your career: Regina Lewis – one of the smartest and most passionate people I have had the pleasure to work with. I couldn’t do my job without:

MAY/JUNE 2011 | SGBMAG.COM

Melanie Mitchell

Poppy Sports - Owner / Age 40 / Years In Industry 2

Melanie immigrated to the United States from England in 1997. Immediately noticing the amazing range of sports gear for women, an idea took hold. What if all athletic women had access to this great gear in the US and UK? With her professional background in international sales and marketing, Melanie founded Poppy Sports in 2010 – a dedicated online store, community and tri training camps. The mission is to connect active women on both sides of the Atlantic with sassy gear that does what it promises and training opportunities with other inspiring women. A powerful combination of professional entrepreneur and mother, Melanie still finds time in her schedule to train for her favorite sports. Her long-term vision of Poppy Sports is to support girls in sports everywhere. First Job

Book publishing

A smart phone and my babysitter Don’t try to do it all and call upon the ex-

I couldn’t do my job without Best advice I was given

Peter Messana

Austin Canoe & Kayak - CEO & Co-Owner Age 37 / Years In Industry 6

Peter Messana is Co-owner and CEO of Austin Canoe & Kayak (ACK), an award-winning specialty outdoor retailer based out of Austin, TX. Along with his brother Steve, Peter acquired the company in 2005 and together they have led it on a path of success from a small, single brick and mortar business into a three-store chain with a highly acclaimed Internet presence. ACK has been recognized by Canoe & Kayak Magazine as “Retailer of the Year” two years running and was also awarded “Reader’s Choice” in the paddlesports category in 2010. Much of its success is attributed to Peter’s background in technology, process improvement and passion to provide the best in customer service. First Job

Financial Analyst

Supportive family, my business partners, Steve (brother), Chris, and my keyboard. Most important thing I have learned You are never ‘done’. The business world is changing so rapidly that there is no finish line. Best advice I was given Learn first, do later but if you have to do first, do it right. Best advice I would give Be aggressive and pensive at the same time. Don’t leap without knowing what you will land on but don’t stand still either. What has enabled you to become successful? Working hard and continuing to push to learn, evolve and execute. Describe yourself in two words Impatient and Motivated People you admire the most Our employees, handling customers day-in and day-out or doing the warehouse grind every day. Favorite Book It’s Not About the Bike by Lance Armstrong Favorite Vacation Spot Belize Favorite Hobby Soccer Your Childhood Dream Own my own business I couldn’t do my job without

MAY/JUNE 2011 | SGBMAG.COM

pertise of others.

Take criticism wisely. Some criticism is good but sometimes you have to let other criticism go and not be concerned by it. Do what you believe and seek advice from others. What has enabled you to become successful? Determination and my babysitter Describe yourself in two words Stubborn and stubborn People you admire the most My Sister, my Mother and my Children Biggest Life Lesson Always believe in yourself and listen. Favorite Book French Revolutions by Tim Moore Favorite Vacation Spot France Favorite Hobby Swim, bike, run and cooking to fuel it all Your Childhood Dream To be a decathlete Best advice I would give

Chris Pappas

Grabber, Inc. - National Sales Manager Age 40 / Years In Industry 14

Chris began his career at Grabber in 1996 as a product specialist for an Energy Bar line that was eliminated shortly thereafter. He switched responsibilities and hasn’t looked back since, taking on various sales roles until he was promoted to his current position in 2004. Chris has responsibility for all wholesale sales activities in the U.S. market and works with marketing on new product development, packaging and displays for Grabber’s retail partners. He has been a key contributor in helping the company more than double its sales since his arrival and has been instrumental in broadening additional distribution channels into a variety of markets. Chris balances his work with the joys of raising a family in West Michigan. First Job Working in the produce department and bottle return at a grocery store I couldn’t do my job without Family support and the talented team I work with. Most important thing I have learned Actions speak louder than words. Best advice I was given Communicate and think objectively on facts not emotion. Best advice I would give Strive to produce long-term win/win relationships What has enabled you to become successful? Strong work ethic and a firm grasp of the “Big Picture”. Describe yourself in two words Positive and Determined Early mentor helpful to your career John VanderSloot who helped teach me the importance of setting your customers up to succeed. People you admire the most My Parents and Grandfather for shaping my values. Favorite Book Team of Rivals by Doris Kearns Goodwin Favorite Vacation Spot Crete, Greece Your Childhood Dream NFL football star

BOB Philion

Cobra-Puma Golf - President / Age 40 Years In Industry 18

In 2005, Bob Philion joined PUMA as the Global Head of Golf, a start-up division at the time, and had a pivotal role in launching PUMA’s golf business. In April 2010, PUMA acquired Cobra Golf and Bob was named President, COBRAPUMA Golf. He is charged with initiating the strategic vision for CPG, acting as the driving force behind sales, marketing and operational efforts and managing product creation, international marketing teams and developing an effective global structure for CPG. Prior to joining PUMA, Bob worked for 10 years in various capacities with Reebok International, spending the last 6 years living and working in Europe where he completed the YMP Executive Training program at the INSEAD Business School in Paris. Bob lives in Carlsbad, CA with his wife and two children. First Job

Store Associate – Strictly Golf The love and support of my

I couldn’t do my job without

family

Don’t sweat the small stuff Chase your dreams What has enabled you to become successful? Ambition mixed with a heavy dose of competitiveness Describe yourself in two words Driven and Caring People you admire the most Parents Biggest Life Lesson Treat others the way you would like to be treated Favorite Book Oh, The Places You’ll Go by Dr. Seuss Favorite Vacation Spot Venice, Italy Favorite Hobby Golf Your Childhood Dream To be an NBA star Best advice I was given

Best advice I would give

MAY/JUNE 2011 | SGBMAG.COM

Lance Richardson

Arc’teryx Equipment, Inc. - VP Business Development Age 40 / Years In Industry 21

Jesse Porter

Regional Sales Manager, Western U.S.A Specialized Bicycles / Age 40 / Years In Industry 27

Jesse began racing bicycles at age 13 and worked in a family bike store. At 16, he was racing in the top categories of track and road racing. Through High School he played baseball and lacrosse. At 17 he began playing Rugby and when he finished high school, he had already played in England, Ireland, Wales, and France. His family then moved to the Southern Hemisphere and he played rugby in New Zealand, Australia, and Fiji. He was exposed to many sports and encouraged to play everything by his parents and grandparents. He enrolled in Colorado State University and played and coached the rugby team and coached both collegiate and men’s club team all-stars for the Western Rugby Football Union. He supported his education working at bicycle stores in many different roles. After graduation, he continued at Colorado State coaching rugby and various all-star teams and began working for Lee’s Cyclery first as a Store Manager, then Manager before becoming General Manager. After 6 years, he was hired as a Territory Manager in the Midwest for Specialized Bicycles and after a year, was relocated as the Territory Manager in Colorado for Specialized. With continued success came another promotion to his current position as Regional Sales Manager of the Western U.S.A. Since being at Specialized, Jesse have held multiple Management roles including Inside Sales Manager, USA Marketing, USA Sales, and USA Demo Programs. First Job

Bicycle store grunt

A talented team, strategic managers, and support from family and friends Most important thing I have learned Some of the best ideas and solutions are all around if you just look and listen. Best advice I was given It is harder to stay on top than getting there. Best advice I would give Always ask the what and why, not just how and when. What has enabled you to become successful? Desire, hard work, and being reputable at all times. Describe yourself in two words Driven and Dedicated I couldn’t do my job without

MAY/JUNE 2011 | SGBMAG.COM

Born and raised in the Vancouver, BC, Lance first became interested in outdoor gear trying to stay dry on Vancouver’s ski slopes. He took a parttime job at a local outdoor retailer when he was in college and from there the Outdoor industry has allowed his career to combine his personal interests with work. In 1996, after finishing his master’s degree in economics, he joined the still small Arc’teryx. Starting with customer service, accounting, payroll, etc., he took on new roles as the company grew. From working on the company’s groundbreaking outerwear launch in 1998; to running sourcing, forecasting and purchasing; and then to being named VP of Business Development in 2008, Lance has been an integral part of Arc’teryx’s successful growth. In his current role he focuses on profitable growth, line management, systems and structure improvements and management of the company’s military and law enforcement division. Lance lives in Port Moody, BC, with his wife and two children. First Job

Delivering newspapers

I couldn’t do my job without

my family.

My co-workers and the support of

In business most things are never 100 percent. Do your homework and then go forward with conviction knowing that you are making the best decisions you can. Best advice I was given Don’t sweat the small stuff. Best advice I would give Everyone makes mistakes but it’s how you deal with them that matters. What has enabled you to become successful? I have a great group of people around me to learn from and who support me, and my hard work and determination. Describe yourself in two words Dedicated and Perceptive Biggest Life Lesson Enjoy life to the fullest. You never know what tomorrow will bring. Favorite Book Shantaram by Gregory David Roberts Favorite Vacation Spot Anywhere with my family, Maui, and cycling in the French Alps Favorite Hobby Spending time with my kids, cycling, skiing and hiking Favorite Quote You are never too old to be immature. Your Childhood Dream Professional skier or cyclist Most important thing I have learned

PASSIONATE

MAY/JUNE 2011 | SGBMAG.COM

the hardware and home improvement industry working with best-in-class brands including Dewalt, Newell Rubbermaid, and Stanley Tools. In 2006, David moved into the sports industry going to work for Timex as the Sales Leader for the U.S. sport channel. Since joining Timex, he has run the New York City Marathon 3 times, completed four half Ironman races, and Ironman Lake Placid in 2010. First Job

Paper boy

My team and support from Timex. Customers will tell you what you need to do to grow sales profitably if you just listen. Best advice I was given Most answers to our questions are found through interacting with consumers and customers. Best advice I would give Do It Now. You become successful the moment you start moving toward a worthwhile goal. What has enabled you to become successful? Always striving to lead by example, surround myself with the best team possible, give them the resources they need to succeed and getting out of their way. Describe yourself in two words Passionate Pride Early mentor helpful to your career Don Turano taught me retail analytics and empowered me to be successful. John Maloney challenges me to work outside my comfort zone and provides me with the resources needed to be successful. People you admire the most John Wooden, Ronald Reagan and wife Erika (not in that order). Biggest Life Lesson You’ll never know unless you ask. Favorite Vacation Spot Wild Dunes, SC I couldn’t do my job without

Most important thing I have learned

David Schultz

Timex Group USA, Inc. / VP Sales - Sport and Military / Age 39 / Years In Industry 4

David grew up playing football, baseball, and basketball in Huntington Beach, CA. In 1990 he was drafted in the 40th round by the Montreal Expos in the June free agent baseball draft. Rather than sign to play professional baseball after high school, he played division one collegiate baseball for San Jose State University. After college, he went to work for Black and Decker spending 10 years in

Darren Rovell covers the business of sports for CNBC. He spends his life searching for the latest and greatest in shoes, apparel, sponsorships, advertising, promotions, tickets, stadium food, sports drinks, auctions, video games and brings stories about these topics to sports fans and consumers nationwide. First Job

ESPN

I couldn’t do my job without

Blackberry and Twitter Know what your viewer and reader wants and expects

Most important thing I have learned

out of each story you do.

Listen more than you talk. Hustle every day. Go to sleep beat. Biggest Accomplishment to Date I have a job that every day I wake up excited about. What has enabled you to become successful? I can out work anyone. I’m an adrenaline junkie. People you admire the most My Wife and my parents, who have taught me the things that really matter. Biggest Life Lesson Live every minute hard Favorite Book Outliers by Malcolm Gladwell Favorite Vacation Spot Any time I can get a vacation and not have breaking news. Favorite Sport & Team Northwestern Wildcats football and basketball Favorite Hobby Attempting to relax Your Childhood Dream Doing exactly what I’m doing now Best advice I was given

Best advice I would give

Darren Rovell

CNBC - Sports Business Reporter Age 33 / Years In Industry 11

Congratulations Dave Schultz And all 40 under 40 nominees

MAY/JUNE 2011 | SGBMAG.COM

Marc Simon

PGA Golf Exhibitions - Group Sales Director Age 39 / Years In Industry 20

Marc has been involved in the golf industry almost his entire life. As a player, he progressed from top regional amateur to standout player on the Hamilton College golf team, earning Academic All-America Honors and election to the Town of Kirkland Sports Hall of Fame in 2008. His golf industry career started in the pro shop at Skenandoa Golf Course, progressing to a successful career with Reed Exhibitions on the PGA Golf Shows - beginning in sales and eventually becoming Sales Manager, National Accounts Manager and then Sales Director. At the 2011 PGA Merchandise Show, for the first time in 10 years, all major equipment manufacturers participated. Show revenue also increased by 7 percent, exhibitor participation by 9 percent, and exhibitor satisfaction by 62 percent. Marc has twice been Awarded Reed’s Sales Manager of the Year, and received Reed’s “People’s Choice” Awards in 2005 and 2010. Previously, Marc was Sports Information Director at Hamilton College. Marc lives in Stratford, CN, with his wife and four children. Working in the pro shop and bag room at Skenandoa Golf Course in Clinton, NY I couldn’t do my job without The support of my wife, family and the great people that I work with. Best advice I was given Lead by example. Don’t ask someone to do something you wouldn’t do yourself. You can accomplish anything with hard work. Best advice I would give Keep a good sense of humor and don’t take yourself too seriously. Don’t sweat the small stuff. Treat others how you would like to be treated. What has enabled you to become successful? The great team that I work with and the tremendous support from my family. First Job

Lisa Thompson

Icebreaker USA / President US Operations Age 33 / Years In Industry 12

Lisa has been vital in creating the Icebreaker culture. She has worked for the brand since its earliest days starting in 1999 as Icebreaker’s fifth employee as receptionist and office manager. Through the years, Lisa honed her skills in sales and management. She worked as the market manager, account manager and general manager of Icebreaker’s New Zealand market. Lisa moved to Portland, OR, as VP of US Sales in 2010 and became president of US Operations shortly thereafter. She has helped build a team who interact dynamically and adaptively to achieve the company’s shared and valued objectives. With the mission of continuing to strengthen the Icebreaker culture she says, “Our relationship to nature is why we’re here as a company, but our relationships with each other will allow us to thrive.” Lisa sees great opportunity in forging strong relationships with specialty retailers and expanding running, cycling and the active lifestyle categories. She lives with her husband and three children in Portland, OR. First Job

Babysitting

Coffee, courage, wine, and gummy worms Most important thing I have learned Build and nurture a strong team Best advice I was given Launch and learn Best advice I would give Trust your gut. Describe yourself in two words Energetic and Optimistic I couldn’t do my job without

MAY/JUNE 2011 | SGBMAG.COM

People you admire the most Those who are bold, brave and eager to grow Favorite Book Wild Succulent Woman by Sark Favorite Vacation Spot Wanaka, New Zealand Favorite Quote “There is no passion to be found in playing small, in settling for a life less than you are capable of living.” - Nelson Mandela

INNOVATIVE

JOB

.COM

MAY/JUNE 2011 | SGBMAG.COM

Craig D. Vanderoef adidas AG - Category Manager, Global Running Apparel / Age 37 Years In Industry 12

Craig joined adidas in June 2008 and drives the creative process for running apparel. His product insights come from a lifetime of running from an early age through to competing for the University of Virginia. His love of running and search for better equipment solutions has driven him to help runners through better gear. Craig has held product marketing positions in all facets of the running business from accessories to apparel and footwear. This well-rounded approach has helped Craig to appreciate the needs of runners and to work toward holistic solutions. Prior to entering the industry, Craig taught elementary and high school students. He holds a BA in English Literature and Religious Studies from the University of Virginia. I couldn’t do my job without The runners and people that lace up their shoes every day no matter what the world throws at them. Best advice I was given My supervisor at Brooks Sports was Senior VP Stan Mavis. We were at an event and there were 2000 pairs of shorts to hang. He spent 3 hours hanging them. In our business your success is in direct proportion to your willingness to work for it no matter what your job title. When hanging those shorts, Stan uttered the phrase that I pass along to all my product managers, “We’re selling shorts not hangers. Take the time to hang them like they are art and you’ll be selling art.” Best advice I would give Lead with passion and trust that your hard work and commitment will lead to success. What has enabled you to become successful? Great teams and great leaders have been a support structure that has allowed me to pursue product breakthroughs. Those advances would not have been possible without the great network of runners and retailers that have made themselves available, transparent, and honest to the needs of runners. Listening to those insights and working toward solutions is the key to success. Early mentor helpful to your career Paul Astorino (adidas AG). He is the best running product guy and best product marketing guy out there.

MAY/JUNE 2011 | SGBMAG.COM

Rob Will

Sports Authority - VP & Divisional Merchandise Manager - Team Sports / Age 34 / Years In Industry 12

Rob’s career in sporting goods began with his first job out of college as the assistant buyer of men’s licensed and active apparel at Kaufmann’s Department Stores in Pittsburgh, PA. He developed a passion for retail when he helped Kaufmann’s capitalize on the Browns’ return to Cleveland in 1999. In 2002 Rob joined Dick’s Sporting Goods as an assistant buyer of cleats and in-line skates and subsequently became the buyer of kid’s footwear. In 2005, Rob broadened his career and moved into hard goods. In 4 years as a buyer, then senior buyer of baseball, Rob played an instrumental role in the launch of the company’s adidas baseball private brand initiative. In 2009 Rob joined the My Macy’s Midwest Regional team as a district planner. While there he further honed his skills of maximizing regional retail opportunities. In the summer of 2010, Rob and his family moved to Denver to explore new opportunities with Sports Authority. I couldn’t do my job without

team and my Blackberry

Being surrounded by my phenomenal

Make a well-educated decision, then do everything in your power to make sure it was the right decision. Best advice I would give Focus on the big stuff. What has enabled you to become successful? Learning to listen well, identifying the biggest opportunity, and acting swiftly to capitalize on it. Describe yourself in two words Uber competitive Early mentor helpful to your career Gary Sterling, Chief Merchant at Dick’s Sporting Goods, who gave me my first buying job . People you admire the most My parents, who have dedicated their lives to helping people with developmental disabilities to realize their true potential. Biggest life lesson “Respect can’t be demanded by title it can only be earned by the manner in which you treat others.” Best advice I was given

congratulations to one of our own

rob will

for being recognized as a “40 under 40” we believe in celebrating the good in sport

MAY/JUNE

ALL THINGS SPORTING 2011 | SGBMAG.COM GOOD SM 57

CAN YOU NAME THE 40 UNDER 40

WINNERS OF

2008, 2009 & 2010? For Names See Page 63 58

MAY/JUNE 2011 | SGBMAG.COM

CONGRATULATIONS 40 UNDER 40 HONOREES MOVING THE INDUSTRY FORWARD TOGETHER

centerstonetech . com

LO TECH I BOOKS

40 Under 40 HONOREES SELECT a sampling of their favorite book titles that inspire them The Medici Effect by Frans Johansson - Nate Alder

The Prince by Niccolo Machiavelli - Ronnie Fieg

Pride and Prejudice by Jane Austen - Varetta Banks

Catcher In The Rye by J.D. Salinger - Brian Frank

The Godfather by Mario Puzo - Jed Berger

Good to Great by James Charles Collins - Jonathan Hirshberg

For Whom The Bell Tolls by Ernest Hemingway - Willy Booker

Good to Great by James Charles Collins - Robert A. Hough, CFI

The Alchemist by Paulo Coelho - Linda Brunzell

The Green Mile by Stephen King- Tim Knowlton

Oh, the Places You’ll Go by Dr. Seuss - Kimberly Cayce

Prayer for Owen Meany by John Irving - Carie McAuliffe

Unbroken by Laura Hillenbrand - Steve Cuthbert

Dharma Bums by Jack Kerouac - Jason McGibbon

On the Road by Jack Kerouac - Kelly Dachtler

It’s Not About The Bike by Lance Armstrong - Peter Messana

Just Do It by Don Katz - S. Hoby Darling

French Revolutions by Tim Moore - Melanie Mitchell

Swoosh: The Unauthorized Story of Nike and the Men Who Played There by JB Strasser & Laurie Becklund - Peter Davis and Martin Dean

Team Of Rivals by Doris Kearns Goodwin - Chris Pappas Oh, The Places You’ll Go by Dr. Seuss - Robert Phillion

The Tipping Point by Malcolm Gladwell - Keith Duplain

The Art Of War by Sun Tzu - Jesse Porter

The Kite Runner by Khaled Hosseini - Elizabeth Earley East of Eden by John Steinbeck - Robert M. Farinholt

Shantaram by Gregory David Roberts - Lance Richardson Outliers by Malcolm Gladwell - Darren Rovell

The Five Dysfunctions Of A Team by Patrick Lencioni - Chris Farley Blue Ocean Strategy by W. Chan Kim and Renee Mauborgne - Vincent Ferrara

To Kill A Mocking Bird by Harper Lee - Marc Simon Wild Succulent Woman by Sark - Lisa Thompson Losing My Virginity by Richard Branson - Rob Will

MAY/JUNE 2011 | SGBMAG.COM

CALENDAR

August

21-23

MRA June Market Lansing, MI

Outdoor Retailer Open Air Demo Heber City, UT

23-24

NBS Specialty Outdoor Market Austin, TX

4-7

Outdoor Retailer Summer Mkt. Salt Lake City, UT

23-25

Sports, Inc. Athletic Show Denver, Co

11-13

Sports, Inc. Outdoor Show Kansas City, MO

24-26

SGB 40 Under 40 Awards Chicago, IL

16-18

EORA Greenville Primary Expo Greenville, SC

27-29

EORA Southeast Summer Early Bird Show Greenville, SC

22-24

EORA Killington Primary Expo Killington, VT

27-29

EORA Northeast Summer Early Bird Show Manchester, NH

September

27-29

EORA Mid-Atlantic Summer Early Bird Show Parsippany, NJ

Surf Expo SUP Demo Orlando, FL

28-30

TAG Spring/Summer Show St. Louis, MO

8-10

Surf Expo Orlando, FL

9-11

NBS Fall Semi-Annual Market Ft. Worth, TX

July 6-8

EORA Mid-Atlantic Summer Show Parsippany, NJ

12-13

Interbike Outdoor Demo West Boulder City, NV

6-8

NBS Summer Market Grapevine, TX

12-14

EORA Lake Placid Expo Show Lake Placid, NY

6-9

EORA Mid-Atlantic Summer Show Parsippany, NJ

13-16

WDI Worldwide Fall Show Portland, OR

7-8

NBS Summer Market Mobile, AL

14-15

MRA Paddle & SUP Demo Gull Lake, MI

8-10

ADA Spring Buying Show Atlanta, GA

14-16

Interbike Int. Trade Expo Las Vegas, NV

13-15

ASA-ICAST International Sport Fishing Expo Las Vegas, NV

14-16

Health & Fitness Business Show Las Vegas, NV

13-15

BCA International Billiard and Home Recreation Expo Las Vegas, NV

14-17

European Outdoor Trade Fair Friedrichshafen, Germany

21-24

Bike Expo 2011 Munich, Germany

27-29

WSA Show Las Vegas, NV

November 1-4

NASGW Annual Meeting & Expo Reno, NV

2-4

TAG Fall/Winter Show Kansas City, MO

3-4

NBS Fall Market Mobile, AL

12-14

ADA Fall Buying Show Kansas City, MO

20-22

Sports, Inc. Athletic Show Las Vegas, NV

Athletic Dealers of America 1395 Highland Avenue Melbourne, FL 32935 t 321.254.0091 f 321.242.7419 athleticdealersofamerica.com

TRADE ASSOCIATIONS | BUYING GROUPS

June

For full year calendar go to sportsonesource.com/events

National Sporting Goods Association 1601 Feehanville Dr. / Suite 300 Mount Prospect, IL 60056 t 847.296.6742 f 847.391.9827 nsga.org Nationâ&#x20AC;&#x2122;s Best Sports 4216 Hahn Blvd. Ft. Worth, TX 76117 t 817.788.0034 f 817.788.8542 nationsbestsports.com Outdoor Industry Association 4909 Pearl East Circle / Suite 200 Boulder, CO 80301 t 303.444.3353 f 303.444.3284 outdoorindustry.org SGMA 8505 Fenton Street Silver Spring, MD 20910 t 301.495.6321 f 301.495.6322 sgma.com SnowSports Industries America 8377-B Greensboro Drive McLean, VA 22102 t 703.556.9020 f 703.821.8276 snowsports.org Sports, Inc. 333 2nd Avenue North Lewistown, MT 59457 t 406.538.3496 f 406.538.2801 sportsinc.com Sports Specialists Ltd. 590 Fishers Station Dr. / Suite 110 Victor, NY 14564 t 585.742.1010 f 585.742.2645 sportsspecialistsltd.com Team Athletic Goods 629 Cepi Drive Chesterfield, MO 63005 t 636.530.3710 f 636.530.3711 tag1.com World Wide Distributors 8211 South 194th Kent, WA 98032 t 253.872.8746 f 253.872.7603 wdi-wdi.com

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NAMES OF PAST HONOREES FOUND ON PAGE 58 (Starting from top left to right) 1 Jacqueline Lenox

21 Tyler Jordan

41 Bob Dahlin

61 Rob Mogolov

81 Brian Anderson

101 Katrin Ley

2 Antonio Bertone

22 Jason Gautereaux

42 Susan Viscon

62 Toby Bost

82 Sutton Bacon

102 Jason Lutz

3 Alex Boian

23Craig Chmura

43 Rod Foley

63 Joe Earley

83 Jason Borg

103 Andrew Martin

4 Chris Speak

24 Ryan “RC” Cruthirds

44 Kim Walker

64 Robert Minsky

84 Jim Bel Bruno

104 Michael McAbee

5 Dustin Robertson

25 Evan Schwartz

45 BJ Maloy

65 Todd Raskin

85 Rob Coughlin

105 Jason Levinthal

6 Dave Lambert

26 Tommy DeSimone

46 Kevin Sheehan

66 Todd Levine

86 Dana Davis

106 Marshall Merriam

7 Kalinda Bogue

27 Isaac “Ike” Alvear

47 Faust Capobianco IV

67 Craig Brommers

87 Angela Dominick

107 Denise Miller

8 John Gaither

28 Todd Vore

68 Nathan Pund

88 John Fahnestock

108 Andrew McLellan

9 Matthew Schlecht

29 Jared Briskin

49 Jeff Brodeur

69 Jason Steris

89 Robyn Goby

109 Sarah Robb O’Hagan

10 Adam Blumenfeld

30 Steve Battista

50 Seth Richards

70 Nate Treadaway

90 Evan Greenberg

110 Christopher Peake

11 David Regnerus

31 Jorge Fuenmayor

51 Brian Moore

71 Dave Ortley

91 Jeff Gruenhut

111 Clint Pierce

12 Megan Russell

32 Sean Scales

52 George Kollitides, II

72 Todd Dalhausser

92 Seth Hockberg

112 Daniella Reichstetter

13 Ari Friedman

33 Brian Cousins

53 Louie Burgos

73 Todd Spaletto

93 Ronald Jefferson

113 Parks Robinson

14 Michael Rubin

34 Ross Saldarini

54 Dan Sheridan

74 Mike Steck

94 Seth Horowitz

114 Ryan Samuelson

15 John McMahon

35 Jennifer Adams

55 Jeremy Moon

75 Andy Tompkins

95 Neal Klein

115 Nate Simmons

16 David Nichols

36 David Abeles

56 Nicole DeBoom

76 Austin Williams

96 Todd Krinsky

116 Dan Sullivan

17 Tony Hsieh

37 Erin Black

57 Seth Cobb

77 Jeff Beraznik

97 Brent Lamm

117 Christopher Svezia

18 Greg Shapleigh

38 André Murphy

58 Jason Volk

78 Roy Notowitz

98 Jonathan Lantz

118 Craig Throne

19 Vince Kuehler

39 Jill Martin

59 Ted Manning

79 Scott Frnka

99 Thac Lecong

119 Jon Vacca

20 Bryan Davis

40 Steve Upham

60 Chad Clark

80 Dave Morrow

120 Kris Versteegen 100 Jill Layfield MAY/JUNE 2011 | SGBMAG.COM

Joe Hyer - Charlotte 48 Harris

I AM... sgb

CATHY PRYOR VP Store Operations, Hibbett Sporting Goods Proudest sports accomplishment? Making the Clemson University volleyball team on an athletic scholarship. We competed in the ACC and had a talented team of players. It was a growing experience for me. How did you get your start in the industry? I received a degree in

Parks and Recreation and always knew I wanted to do something in sports. As I was graduating college, a friend told me about Robby’s Sports, a fast-growing sports retailer in the Atlanta market that was hiring management trainees. I started two weeks after graduation at Gwinnett Place Mall in Atlanta as a manager trainee. Within six months, I was store manager and in little over a year became district manager of a new market for Robby’s based in Charlotte, N.C. I worked at Robby’s for three years until they were sold to Woolworths and eventually converted to be part of Champs Sports. How did you make your way to Hibbett? I was recruited by Mickey Newsome. They were looking for someone to help grow the retail side of the business. They had less than 30 stores when I started in 1988 as a DM and within a little over a year I was made director of stores. I have basically been in the same role overseeing store operations and training ever since. We now have 800 stores.

MAY/JUNE 2011 | SGBMAG.COM

Was there a turning point? When Hibbett went public in 1996. At the time, we had less than 100 stores and we got the financial backing we needed to really grow the business. Who would you say your mentors were? In my career it would be Mickey Newsome. He has taught me the importance of having a good work ethic and keeping a focus on low-cost operations. Another mentor was my high school volleyball and track coach, Wayne Morgan. He taught me the importance of teamwork, discipline, and going the extra mile. He also gave me confidence in myself to recognize my weaknesses and pushed me to be the best I could be. What do you like about your job? The people I work with. To be successful you need to surround yourself with people better than you are and I attribute my success to my team. What rekindles your passion? Never get complacent. My team and our company constantly discuss our weaknesses and what actions are needed to improve. Even as big as we are today with 800 stores, we see many opportunities to improve to help grow more and get stronger as a company.