40 VOLUME 46 / ISSUE 5
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2013
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Volume 46 / Issue 5
May 2013
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FORTY UNDER FORTY ISSUE Analysis 6 Made In America A resurging interest in American manufacturing in the outdoor industry is getting harder to ignore. Giving Back 10 Patagonia Leads Apparel Industry In Stewardship SGB Profile 14 Jeff Phillips, President & CEO, Fleet Feet, Inc. Retailer Focus 16 Neptune Mountaineering Celebrates It's 40th Anniversary and Ushers in New Ownership. Feature 18 40 Under 40 Awards SGB honors 40 sporting goods industry professionals under the age of 40 who exemplify leadership, innovation, entrepreneurship and energy. 50 40 Under 40 Alumni Looking Back with Pride. Looking Ahead with Passion. SGB honors Alumni from 2008 to 2011. TEAM Business 54 Team Socks Are No Longer An Afterthought Bold designs are driving an unprecedented interest in the category. 58 Playing in Style Sleek lightweight designs, sublimation and customization will continue to impact uniforms this fall. 62 Calendar 63 Marketplace 64 I Am‌SGB Tony Hsieh, CEO, Zappos.com
2013 40 under 40 Award Honorees page 18
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Analysis
Made in America Slogan or Viable Business Strategy?
A resurging interest in American manufacturing, especially within the outdoor industry, is getting harder and harder to ignore. By Aaron H. Bible Editor’s note: Part one of a two-part series Photo courtesy Keen
More than just a slogan, “Made in America” carries deep-rooted connotations for generations of Americans as we’ve grown up watching stateside manufacturing essentially disappear. From automobiles and textiles to toys, electronics and even food production, Made in America seems more like a novelty today than a viable business practice. But recently these same industries are back on the table as American-made; especially in the outdoor industry, manufacturing in America seems to be regaining a foothold, at the very least a renewed cache. And while more and more micromanufacturers are finding it beneficial to make things in their own backyards, some of the bigger players are starting to look at the seemingly foreign concept as well. The topic deserves, and has seen, plenty of analysis and political wrangling and the statistics tell a startling tale. Only approximately 6.5 percent of America’s labor force is employed in “production” (Bureau of Labor). In 1950, nearly a third of the population worked in some form of production. Since 2001, America has lost 42,400 factories, 36 percent of which employed more than 1,000 workers (The American Prospect). The discussion is further complicated by tariffs, trade policies, currency valuation and discrepancies between industries.
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The following is a look into a few of the leading minds behind outdoor-industry companies still making things in America, with some philosophies and opinions about what is working, what isn’t, and how things can change. In the second part of this story, we’ll investigate further the reemergence of Made in America, taking a look at more companies in the snowsports, accessories, sporting and apparel industries.
Woolrich “Our woolen mill is the nation’s oldest continuous operation,” said Vice President of Woolrich, Inc., Josh Rich, an eighth-generation family owner whose forefather John Rich opened the Woorich Woolen Mill in Pennsylvania in 1830. “We have a long tradition making wool products and supporting the community. It’s a commitment that reflects the core values of our shareholders and a responsibility that is shared throughout the company.” “Our domestic manufacturing has had a renaissance of sorts driven by foreign demand as Asian and European markets have gravitated toward original brands with authentic stories,” he said, and this
renewed interest in U.S. made goods has been happening for about five years. “I think it comes down to what a company wants to accomplish. It’s not easy to make your products here. We know it’s the right thing for us and so we’re finding ways to make more of it here again.” But this production is not without its challenges, especially in the apparel market, Rich said. There’s a nationwide shortfall of experienced cut-and-sew workers, Josh Rich, and of domestic suppliers of wovens. vice president, “Cotton has become a major fiber for us, Woolrich, Inc. and finding woven cotton at competitive pricing domestically is very challenging,” he said. “Realistically it’s not going to work for everyone. Consumers say they want American, but many aren’t willing to pay the premium for it,” continued Rich. “The same is true for manufacturing. I see this changing, but it’s going to be a slow burn and it will be very dependent on costs.”
KEEN On the footwear side, New Balance is essentially the only athletic footwear manufacturer left in the U.S. But environmentally conscious companies such as Portland, OR’s Keen are beginning to re-test the U.S. waters, opening a Portland-based shoe factory in October 2010. Keen also makes bags in Chico, CA, and socks in North Carolina. “Keen is dedicated to creating a strong community and to looking for smart solutions. Making things here in the U.S. creates jobs and is better for the environment,” said Kirk Richardson, development director at Keen. “The more we are able to produce in the U.S. the more we can influence bringing pieces of the supply chain closer to home. Some of our suppliers have already shifted production of resources to the U.S. to help support our needs.” Richardson said manufacturing shifted away from the U.S. for three reasons: costs, competence and complexity. “We decided to challenge the three C’s,” he explained. “What if we could build a highly automated factory to help offset the need for less expensive labor? What if we could apply the footwear know-how we have gained to make manufacturing a core-competency for Keen? When we took into consideration all of these dimensions, it led us to the conclusion that building footwear in the U.S. could really make sense. The ability to use our Portland factory as a prototype and sample facility, a quality testing facility and a learning center is very comKirk Richardson, development pelling. It’s also a way for Keen to build director, Keen community by creating jobs, providing
education and giving Portland the right to say great footwear is being built here.” Said Richardson, “The Portland factory is one way we are exploring sustainable manufacturing practices. There are a lot of complexities around manufacturing. While it was the right decision for us to shift some of our production to the U.S., each business has its own strategies and objectives to weigh.” So how far away from widespread American manufacturing are we, and how do we get there? “America needs to re-direct its engineering education focus back toward manufacturing engineering in schools and universities, as the Asian system of higher education did 20 years ago,” Richardson said. “We have a focus and skills gap that can be closed, but it needs addressing at that level. Ultimately we see ‘regionalization’ of manufacturing to be the way forward in mitigating the continuous movement of component ingredients in the supply chain from all over the world to Asia and back.”
IBEX OUTDOOR CLOTHING Wool apparel manufacturer Ibex Outdoor Clothing, who produces a significant portion of its product line in the U.S. and has completely domestic supply chains, said the biggest barrier to stateside production is finding manufacturing partners that meet its needs. And because of the loss of the skilled cut-and-sew workforce, Ibex VP of Marketing Keith Anderson agreed widespread American manufacturing is a ways off. “We need the workforce, the incentives, and the motivation to build more in the U.S. It’s easy to say we want more Made in the USA, but until consumers are motivated to make Country of Origin a top issue in terms of purchasing decisions, there are not going to be as many risk takers bringing the manufacturing process back home,” Anderson Keith Anderson, said. But that doesn’t VP marketing, Ibex diminish its importance. “It allows greater flexibility in terms of production and quality control. We are small and we can be nimble with U.S.-based manufacturing,” Anderson explained. “We are committed to building product in the U.S. for the economic reasons and because it feels good as a company.”
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CASCADE DESIGNS, INC. Camping accessory icon Cascade Designs, Inc., has been manufacturing in Seattle, WA since 1972, creating products such as Therm-a-Rest mattresses, MSR stoves and Platypus water filters for 40 years. “Manufacturing locally allows us to retain control over the quality and availability of what we sell, to distribute regionally - thereby miniJoe McSwiney, mizing wasteful shipping president, Cascade - and to keep jobs here at Designs home,” Cascade Designs President Joe McSwiney said. “The biggest challenge in being a U.S.based manufacturer is that it sets the bar very high on innovation. Unless your products are demonstrably superior, you will not be able to charge enough to pay for U.S. manufacturing. We actually like this ‘challenge.’” "It's always been my philosophy that you want to make stuff near where you're selling it because you can provide much better service that way," agreed Cascade Designs Founder John Burroughs. And while local manufacturing promotes innovation and quality, it’s not without its problems. “Not all materials are available in the U.S. anymore. This is changing over time, however it’s still necessary to go to Asia for a number of materials. Also it’s hard to hire skilled manufacturing employees, especially on the softgoods side. For this reason we train a lot of our own manufacturing operatives and engineers,” McSwiney said. “Unless you design, engineer and position a product from the ground up to be manufactured in the U.S., you will not succeed. Instead of moving a production line of a current product back to the U.S., perhaps consider creating a new, enhanced line of product enabled by domestic production. For some time you could sell the new domestically manufactured line parallel to imported lines, thus minimizing risk and allowing the customer a chance to make the switch.” Which is exactly what Portland’s Keen is doing. “Manufacturing will be relevant where it makes the most economic sense for the business and/or industrial sectors involved,” McSwiney continued. “U.S. manufacturing capability in certain sectors took decades to build and then collapsed relatively quickly. It will take time to rebuild again. “Many people are surprised to learn we manufacture most of the products we sell and they are amazed when they come into a factory and see Americans working on
8 MAY 2013
production lines making all this gear,” he said. He also added that all of Cascade Designs’ buildings are old; they’ve never found a need to build a new building when so many good ones exist. “Finally, at Cascade Designs we believe in a made-in-market approach to manufacturing,” McSwiney concluded. “In the early 1980s demand for outdoor gear was booming in Europe but shipping goods from Seattle to Europe didn’t comply with our core philosophy of local manufacturing. In 1985 we created a wholly-owned subsidiary in Midleton, County Cork, Ireland, to manufacture product for the European market. Manufacturing in Ireland allows us to provide the same quality control and service to our European customers as we do in Seattle for the North American market.”
KOKATAT Kokatat, Inc. has been making paddling apparel and accessories in Arcata, CA, since 1971. On Black Friday 2012, the company unveiled its first annual American Made Outdoor Gear Awards, celebrating U.S. manufacturing in the outdoor industry and recognizing Jeff Turner, sales and design manager, Kokatat
more than 50 companies committed to sourcing and manufacturing goods in the United States. “From the beginning our founder and president, Steve O’Meara, recognized that keeping production local was
necessary in order to control quality and continually develop the finest paddling apparel in the world. Today more than 90 percent of our annual revenue comes from the sale of products handmade in our Arcata factory and by our local and regional manufacturing partners,” said Jeff Turner, sales and design manager for Kokatat. “Our efforts make a direct contribution to the local Humboldt County economy. We employ strict water conservation practices and have one of the largest solar photovoltaic systems in the region, powering much of our manufacturing equipment.” Turner explained, “With the textile manufacturing exodus that occurred during the ‘80s and ‘90s, it became increasingly difficult and expensive to source materials from domestic suppliers. As a result, U.S. apparel component manufacturers were increasingly priced out of the market by Asian-based manufacturers, who in many cases were selling a higher quality at a better price. “Our advice to companies who want to develop more domestic products is to drive through the barriers with deliberate intent. The only way to start is to start,” Turner said. Kokatat has received more and more inquiries into their processes over the last few years. “With fluctuating tariffs, duties and quotas, and the uncertainty of shipping capacity, the renewed interest in domestic manufacturing began in the latter end of the last decade,” he said. “The lynch pin for success in a return to U.S. apparel manufacturing is that the big brands must start to make the move,” concluded Turner. “In order to overcome the lack of infrastructure, supplier companies need to see the revenue opportunity to an infrastructure investment.” He said that while Kokatat was working with a U.S. textile mill on a completely
domestic wool product line, they were unable to generate enough business for the mill to see the program through and as a result, its wool baselayer program features Merino from New Zealand.
FIVE TEN Another brand that’s made its livelihood off of quality and innovation, Five Ten climbing manufactures all rock shoes and apparel in California, as it has since the early ‘80s, sticking close to its roots in Yosemite and Joshua Tree. Currently the company is producing shoes in the bike and approach category in Asia as well. Five Ten General Manager Christian Stegmaier explained the company’s philosophy. “Similar to Coca Cola we keep our Stealth rubber production in the U.S. so that we can control our intellectual property. We also have kept Stealth rubber production in the U.S. in order to ensure high quality. It’s the same for Christian Stegmaier, our rock shoes. We general manager, Five Ten keep the business of climbing close by to ensure the highest standards of quality and continued innovation,” Stegmaier said. “Cost of labor here is ten times higher than if we would do it in Asia, but on the other side, it is keeping the secrecy of Stealth rubber and close communication of innovation and workmanship, and keeping it here no one can reverse engineer it,” he said. “If you can increase efficiency through knowledge and production, or if you produce high quality premium products, then it could make sense.” “Looking at the very competitive pricing strategy within the American marketplace and the high cost of entry barriers for U.S. production,” Stegmaier said, “we are very far away from widespread American manufacturing.”
TWENTY TWO MANUFACTURING Back in Portland, OR, 16-year outdoor-industry apparel and accessory designer and consultant Mike Gaeir recently started a domestic production facility called Twenty Two Manufacturing. For Gaeir, the decision to open a U.S. manufacturing plant was about bringing
Mike Gaeir,
craft back to the outdoor owner, Twenty-two Manufacturing industry. He said that while we’ve been chasing cheap labor rates around the globe, the supply of this labor is actually decreasing as we continue to globalize. Gaeir reiterated, “The biggest barrier for us has been the availability of skilled, qualified laborers who have the passion and experience to sew. There haven’t our oceans. Additionally, most power been enough jobs in the U.S. to keep generated in China comes from coal trained sewing machine operators burning power plants, and factories working. So many have either lost use a ton of this energy that negatively their skills or there just aren’t an affects environmental efforts. The abundance in the workforce to choose power we use in our Portland facility from. To counter this barrier, we’ve is supplied by wind from our electric invested time and money to train company,” Gaeir said. “It’s one thing our factory workers to produce at to ship a bolt of fabric, and completely superior levels. different to ship an entire production “To really know the craft means we run. We’ll always need to ship stuff as designers know all the aspects of around, that won’t change, but we can the process and should have hands- mitigate the costs and timing as much on opportunities to direct them - this as possible by keeping manufacturing helps us make better design choices domestic. “Craft-built, targeted products are up front and in the end will make the key to a healthy U.S. production better products more efficiently and scene. We’ve seen this evident in the cost effectively,” he explained. While brands fight for the right to explosion of micro brewing and disclaim innovation, many competing tilling in the beer/liquor markets and products now go through the same food co-ops/farm-to-table restau“filter” of materials and factories in rants,” concluded Gaeir. “Being a part Asia. Gaeir hopes to give them back of a global system will continue to be necessary, there’s no getting away their autonomy. “Small, fast and nimble is how from it, nor do I think it’s a bad thing. we operate…a huge contrast to the If we start to look around the globe large volume, slow to change, big for the ‘best’ and not the ‘cheapest,’ I manufacturing facilities,” Gaeir said. think it will change the perceptions of “Consumer demand for products tends a global market. “Localized, specialized production to go un-made because it might be too niche for a large brand to produce. We should really be the answer,” Gaeir are intent on finding those niche spots said. “Building products people need and want in their communities will that are being ignored.” Most agree that U.S. manufactur- put the right products in the right ing has environmental savings as hands and avoid the massive over prowell. “The large ocean- going ships duction and inevitable off-price liquithat transport most of our goods are dations. Consumerism then becomes horrible polluters burning very crude a thoughtful and meaningful process diesel fuel and dumping waste into again for quality goods that last.” ■
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giving back
Patagonia Leads Apparel Industry in Stewardship
Yvon Chouinard, founder, Patagonia
10 MAY 2013
Photos courtesy Patagonia
With evolving environmental leadership and a newly released how-to manual for conscious businesses, Yvon Chouinard has been challenging the outdoor industry - and the world - in environmental ethos for more than 40 years. By Aaron H. Bible
S
urely there’s no other company in the outdoor space that comes to mind first when speaking of environmental stewardship than Ventura, CA’s Patagonia. Yvon Chouinard, company founder and noted American alpinist, grew from surfer and climber, to ironsmith, importer, designer and businessman; and always remained, environmentalist. From the beginning, Chouinard and his partners were acutely aware of the impact their products had on the environment. Selling hand-forged pitons out of his car between surf sessions and climbing was damaging the very routes they were pioneering; and in 1972, Chouinard Equipment launched the aluminum chock revolution. A 14-page essay by fellow Sierra climber Doug Robinson made the introduction: “There is a word for it, and the word is clean.” That word set the tone for Patagonia as well for the next 40 years. Patagonia was born out of Chouinard Equipment, by Yvon’s own admission, “meant to be not a risk-taking, environment-obsessed, navel-gazing company but an easy-to-milk cash cow,” as compared to the labor-intensive and specialized, but barely profitable climbing gear company. Through Patagonia, Chouinard and his compatriots went on to essentially introduce fashion to outdoor apparel, as well as inventing synthetic layering for outdoor activities. And since that time, the company has continued to lead, to question, to innovate, and to put employees and the environment first. Since 1984 Patagonia has had no private offices at their headquarters, and that year opened a mostly vegetarian cafeteria and an on-site childcare center (one of only 150 of its kind at the time). Even in the face of a tanking economy in 1991, the company commissioned an environmental impact statement on its four most-used materials, and subsequently, in 1994, Patagonia did something rash - they made the move from conventionally grown to organic cotton, increasing their own costs by three times and gambling their sportswear business which made up about 20 percent of profits. “That one move, over time, has entirely changed the apparel industry,” said Patagonia’s Jessica Clayton. Chouinard is also the co-founder of 1% for the Planet, the alliance of businesses that since 2002 have contributed at least one percent of annual revenues to environmental causes. "At its essence 1% for the Planet is an example of open and free-thinking. With
no one minding the well being of our most prized possession - the earth - 1% was established for progressive-minded business owners to not only stand for what they believe in, but to make a financial contribution to the NGO of their choice," said 1% ambassador Penn Newhard, Backbone Media. In 2007 Fortune magazine called Chouinard the “most successful outdoor industry businessman alive today.” Empowering employees to promote causes and take time off to work on global charity projects and expeditions, he has piloted Patagonia to become and remain one of the best places to work on the planet, encouraging social and environmental progress while continuing to improve product quality. From creating responsibility and transparency in the supply chain, to the company’s Common Threads Partnership, bestowing environmental grants, developing e-fibers, its Common Waters campaign, employee activism, and other environmental initiatives, the privately held company and its employees are walking the walk. Patagonia is currently working with The Nature Conservancy and Ovis XXI (an Argentine company that manages a network of wool producers) to reverse more than 100 years of overgrazing on 15 million acres of Patagonian grasslands. According to Patagonia creative services employee and activist Jim Little: “By emphasizing high-density grazing followed by adequate recovery time, we are working toward the actual regeneration of grasslands, instead of simply slowing desertification.” In a groundbreaking move last month, the company reorganized into Patagonia Works, a new holding company that Chouinard says will allow the company to take its environmental mission to new industries, such as food. The company simultaneously launched the “$20 Million and Change Fund” to finance socially responsible start-up companies. In 2012, Chouinard and nephew Vincent Stanley, himself
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Vincent Stanley, nephew of Yvon Chouinard
an original Patagonia employee, have released a new book the duo hopes will serve as a blueprint of sorts for not only business owners and decision makers, but for “anyone who works.” The book uses the lessons they have learned as unwitting businesspeople and moments that “stunned them into consciousness,” to teach others how “one step makes the next step possible.” Stanley is also the co-editor of Patagonia’s Footprint Chronicles, the transparent analysis and digital diary of the company’s worldwide environmental impact. Patagonia is intent on not only making the world a better place, but on holding itself accountable in the most transparent way possible, while still remaining in business. The book, The Responsible Company: What We've Learned From Patagonia's First 40 Years (Patagonia Books), may be the first work of its kind to offer frank solutions on how to slow the corporate drift toward ecological bankruptcy. It’s an easy and enjoyable read, complete with actual checklists and recommended reading for decision makers. It also contains some startling environmental statistics and stark honesty. “Poke your nose into any store in the mall and look around. Much of what we produce to sell to each other to earn our living is crap, either ever more luxurious, specialized goods like electronic temple massagers and personal oxygen bars, or cheap salty junk food and disposable clothing. Every piece of crap, because it was manufactured, contains within it something of the priceless: applied human
12 MAY 2013
intelligence, for one, natural capital for another something taken from the forest or a river or the soil that cannot be replaced faster than we deplete it,” the authors explain. “We’re wasting our brains and our only world on the design, production, and consumption of things we don’t need and that aren’t good for us. Everything manufactured comes with a cost that exceeds its price.” But the book is far from doom and gloom: “Companies that recognize the opportunity to use the intelligence and creative capacity of their people to do less harm, certainly less harm that serves no useful purpose, will benefit. The company that wreaks less environmental harm will at the same time reduce its sharply rising costs for energy, water, and waste disposal.” "Actions build on one another," says Chouinard…“Doing the right thing usually emboldens people to do more of the right thing.” The authors offer advice based on their experience creating responsible, green business practices during difficult times. The book’s talking points for business leaders include: how to improve the quality of a business; six ways to reduce the harm a company causes; how to provide the kind of meaningful work employees seek; and the seven essential steps a company needs to undertake. The Responsible Company is a how-to manual for other companies within and outside of the outdoor industry as we evolve toward a “post-consumerist society,” with sage advice from someone who’s been making it work for four decades. ■
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SGB PROFILE
Jeff Phillips, President And CEO, Fleet Feet, Inc. By Thomas J. Ryan
Much attention in the specialty run channel has been paid to the new competitors entering the space, whether The Finish Line in a big way with its acquisition of Running Specialty Group or Dick’s Sporting Goods, The Sports Authority and Foot Locker all at least probing the channel with test concepts. But the biggest fish in the channel, Fleet Feet Sports, just opened its 100th door. And with a new equity partner and some strategic new hires, the franchisor of Fleet Feet Sports has “never been in a better position for accelerating future growth," according to Jeff Phillips, president and CEO of Fleet Feet. Last spring, the management team of Fleet Feet, Inc. partnered with Raleigh, NC-based Investors Management Corporation (IMC) to acquire Fleet Feet Sports from Tom Raynor, its former long-time CEO and majority shareholder. The deal was just awarded the 2012 Private Equity Deal of the Year from the Raleigh Durham Chapter of the Association for Corporate Growth. While providing an exit strategy for Raynor and enabling current Fleet Feet management to increase their equity participation in the business, Fleet Feet also found an investor in IMC committed to supporting Fleet Feet’s ambitious growth plans. Its founder, James Maynard, also co-founded the successful Golden Corral grill-buffet chain, which is one of IMC’s holdings. “We have owned Golden Corral for 40 years,” Reeves McGee, managing director of IMC, recently told The News & Observer newspaper in Raleigh, NC. “We are looking for the next 40-years-plus opportunity, and we hope that is what we have in Fleet Feet.” Here, SGB talks with Phillips - who started with Fleet Feet in 2001 in a general manager role - about the merger, Fleet Feet’s ramped-up expansion plans, and run specialty’s increasingly crowded landscape.
something special, something more than just another outlet of a national retailer. It represents a unique and powerful presence that can change lives in a community.
With all these larger competitors entering the run specialty space, what makes you so bullish on the Fleet Feet franchise model? Our commitment to the local owner/operator model and the ability that model gives us to connect with customers and communities in a deep and personal way through our knowledge and expertise, service, training programs, outreach, etc. Our local owner/operator system is powerful and unique. Highly personalized local commitment and deeply entrenched community involvement are not the kinds of values that can be easily dictated from a distant corporate headquarters. Our model allows us to connect with each other, our customers and our vendors on a different level than any other retail brand. Fleet Feet Sports in every market is
What’s your overall message to franchises around these developments? That we need to continue to acquire new customers and drive sales in our existing stores and to ensure that we have a dominating presence in the markets where we already operate. It’s more important than ever to be local, and build strong and deep connections with their customers and communities where they operate. It is also important that we expand our national retail footprint to protect our established brand and our leadership position in the industry.
14 MAY 2013
What concerns you about the new competitors as well as the first wave of consolidation of independents in the channel? Consolidation creates opportunity for us in that it opens up markets where we would not have gone in and competed with a good local owner/operator. The bigger concern is the increase in points of distribution from new entries. This reality combined with increased distribution of premium products into virtually all channels of distribution is challenging for the specialty channel. There is certainly no shortage of places to buy technical running products at prices that are often south of suggested retail. What benefits do you see from all the attention? What excites me is the energy and laser focus this has brought to our entire organization. I think it squeezed out any tendency toward complacency and I have never seen our local owner/operators more motivated to aggressively grow their business and “own” their markets. It makes us aware that we need to unify in a way that we never have before, banding together from store to store and focusing as a brand, challenging ourselves to pick up the pace and become more aggressive. Now is the time to truly embrace growth and invest in it. What about from a corporate level? It reinforces the importance of supporting the existing stores and keeping the system healthy and strong while growing our retail footprint.
How has the merger with IMC gone? Fantastic. I can’t imagine a partner that is better suited for our current and future needs. We are philosophically aligned in our approach to supporting and growing the business and IMC provides us with a financially strong partner with experience and expertise in the franchise business. Fleet Feet showed another impressive 10.6 percent comp gain in 2012. What drove the robust gains? Q1 2012 was off the charts because of the nationwide warm weather. Q2 and Q3 were on plan and we gave what we gained in Q1 back in Q4. I think the election, taxes and fiscal cliff worries impacted all consumers to some extent in Q4. Finish Line had indicated that running footwear sales had slowed at its flagship chain, and also just indicated that The Running Company’s sales in early spring might have been hurt by the weather and maybe some internal changes. What’s your read on what’s happening with the running category? What’s happening with running at mall-based retailers has virtually no correlation to our business. I presume that everyone’s running business has been hurt by the weather compared to last year when the entire country had virtually no severe winter weather during Q1. We’re only in the running business so I can’t speak to the strength of running vs. other categories; but the product is better than ever and our business will be robust based on our ability to acquire and retain customers more than the strength (or weakness) of the running category across multicategory channels of distribution. What does the 100-store milestone mean for Fleet Feet? The 100-store milestone means a lot to the organization and all of the people along the way that have put so much into making Fleet Feet Sports the industry’s leading
specialty brand. We have a lot of people to thank – going all the way back to the founders, Sally Edwards and Elizabeth Jansen in 1976, to the recently retired Tom Raynor, our vendor partners, and all of the amazing franchise owners along the way that made reaching the 100-store milestone possible. What’s the expansion plan going forward? Right now we’re focused on number 101. We will open 12 to 15 new locations this year through a multitude of growth vehicles: new franchise locations, multiunit locations opened by existing
Chris and Amy Minkel owners, Fleet Feet Sports, Mount Pleasant, SC Photos courtesy of Fleet Feet
franchisees, acquisitions, conversions, and de novo company stores through the retail development arm of the company (formerly the Specialty Retail Development Company) which is now under the corporate umbrella. Our first company owned start-up will open in Athens, GA in June. With that said, we will grow the brand “with the right people and in the right way.” This doesn’t tie us to some dubious and irrelevant store count number, but speaks to growth in a way that keeps the brand both local and national, healthy and strong, relevant to the vendors, and leading the competitive landscape.
In late November, Luke Rowe was promoted to SVP, business development, and Robyn Goby to VP, marketing and communications. The surprise was bringing on Ben Cooke, who formerly ran operations for Running Specialty Group, as VP, operations. Ben was a big hire for the company. He has substantial experience operating and growing a multi-store specialty running business and a really high retail IQ. We have rock solid franchise development and back of the house operations teams. Ben was brought on board to focus on and strengthen our front of the house – or customer-facing operations. Outside opening/adding stores, what plans does Fleet Feet have this year? We are working on a number of exciting initiatives to help us acquire and stay connected with our customers. We rolled out cloud-based POS across the system over the past two years, dramatically improving our ability to consolidate performance data and information. We will have over 100,000 people participate in FFS training programs this year, and that’s only the tip of the iceberg as we are working on a longer term project to build a consistent and seamless brand experience across local and digital communities. What makes you bullish on the overall run specialty opportunity even with the heightened competition? I think competition is a good thing. As I said earlier, I think it squeezes out any tendency towards complacency. What excites me is all of the markets that are underserved or completely un-served by a local resource that not only serves the local running community, but reaches far outside core runners to a broader segment of the population that can benefit from the products, programs and services that we provide. How is Fleet Feet Sports better positioned to address this need? Our mission statement reads: “We change peoples lives by creating a culture of inclusiveness and belonging, thereby helping people live a more fit life.” Everything we do is rooted in this brand position. We are not just a running shoe store. We change lives and communities. It is inclusive. It is not fabricated. It is real. And few brands have this. In fact, most brands have to pretend they have it. It’s what differentiates us and makes us Fleet Feet Sports. ■
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RETAILER FOCUS
Neptune Mountaineering Celebrates 40th anniversary and ushers in new ownership By Aaron H. Bible
e
arlier this month, American mountaineer Gary Neptune spoke to a packed house of old-time locals and loyal customers and gave a short slideshow celebrating 40 years at the helm of one of the most beloved and respected outdoor specialty retailers in Colorado. Neptune recently announced the store he founded 40 years ago in Boulder, CO, had been acquired by the Austin, TX-based, family owned and operated outdoor gear and apparel store, Backwoods, which runs nine locations throughout Texas, Oklahoma, Nebraska, Colorado and Kansas.
Gary Neptune, founder, Neptune Mountaineering
A now-rare single-store mountain shop located in the shadow of Boulder’s Flatirons, a premier local climbing destination where the store’s founder gained much of his notoriety, Neptune Mountaineering first opened its doors on April 1, 1973. “I came to Boulder to climb,”
16 MAY 2013
Gary Neptune said at the event. “I’m not sure how I ended up in retail.” In the beginning, Neptune Mountaineering primarily repaired climbing and ski boots, installed edges on wooden skis and re-shafted ice axes. “I was trying to make a living off the poorest people I knew,” joked Neptune. “It’s been a really good ride.” The store will remain under the Neptune name, preserving the authenticity and legacy it has with the local climbing and outdoor community. “Over the past 40 years, Neptune Mountaineering has become a Boulder icon,” said Backwoods owner and CEO Jennifer Mull. “We're just happy to be a part of the Boulder community and we're excited to get involved in a bigger way, and we look forward to getting more involved in the years to come...Our philosophies about customer experience are quite similar and both companies strive to inspire people to lead active, adventurous lives - this provided a lot of synergy between our two companies.” Mull said the only changes would be back-of-house, allowing the store to capitalize on Backwoods’ economies of scale and making changes
Backwoods owner and CEO, Jennifer Mull
only “when we feel like we bring something to the table.” “We plan to keep it the way it is with a few enhancements,” she said. “It has a lot of history and longevity.” Neptune had made public his willingness to sell last year, and Mull said she felt it was a good match. Neptune’s only complaint: the amount of work and organization it took to get the business side of things ready for the transaction to be completed. Mull also said that the company’s growth strategy currently leans more toward acquisitions such as this one than to opening new stores. “If we wanted another Backwoods, we would have opened one,” she said.
FAMILY OWNED
USA|MADE
wigwam.com
TRAIL Mountaineering Museum
Mountaineering Museum to Live On
Gary Neptune began collecting climbing and backcountry skiing artifacts in the 1960s and ‘70s and over the years created an in-store museum, which he retained ownership of during the acquisition. And according to Neptune, the sale will allow him to give the collection the attention it deserves. It is one of the most extensive collections of its kind in the country and Neptune now plans to better organize, preserve and display the artifacts. Mull and Neptune also hope to create traveling or mobile exhibits to enhance the other Backwoods stores and be displayed elsewhere throughout the country. Coincidentally, Backwoods was also founded in 1973 and is known nationwide for selling quality outdoor products with exceptional customer service. In 2004, the company created Backwoods Adventures, a travel company that provides unique, personal, outdoor experiences on six continents. This Fall, the new owners are planning a grand re-opening for Neptune's celebrating both retailer’s 40th anniversary. ■
ULTIMAX ® MERINO RIDGE RUNNER PRO. Patented moisture control from the bottom - up enhanced with MERINO WOOL keeps feet warm and dry.
SPORTSONESOURCE.COM
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2013
Leadership, Innovation, Entrepreneurship, Energy.
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Aimee Arana
Category Sales Director, Action Sports I Nike, Inc. Age 36 I Number of Years in Industry 9
Tim Bantle
Director of Apparel Black Diamond Equipment Age 36 I Number of Years in the Industry 18
As an athlete growing up, I learned very early on the value of leadership, team, competition, and hard work. These values define me today both professionally and personally. I thrive on adventure and am curious about the world and how it works. Creativity and innovation make the world a better place where there are no limits. I work hard, play harder, and do it all because I love it! Education & Degree(s) Achieved: B.S. Business Management and Marketing Most Important Thing I Have Learned: There is no finish line. Best Advice I Was Given: Be a sponge in every situation. Best Advice I Would Give:
Anything is possible.
Dream big. Don’t let obstacles get in your way.
What Or Who Has Enabled You To Become Successful? My family, I have
the most supportive husband who has encouraged me to follow my dreams.
Describe Yourself In Two Words: Competitive and Driven.
Mentor(s) Most Helpful In Your Life & Career: I’m lucky to be part of the company where coaching and mentoring is deeply embedded in our culture. I have such a diverse group of amazing mentors across our company that make the time, share the wisdom, and challenge my thinking. Favorite Quote: “Life is short, Break the Rules. Forgive quickly, Kiss slowly. Love truly. Laugh uncontrollably And never regret anything That makes you smile.” - Mark Twain
20 MAY 2013
Tim Bantle is a native Midwesterner. He got his first big break at the Alpine Shop, Ltd. in Saint Louis, MO where he worked to support expensive, time-consuming habits like climbing, snowboarding, biking and paddling. After finishing a semester with NOLS (National Outdoor Leadership School), Tim spent a big part of his twenties traveling, working seasonally in the field and living in a tent 150 days a year. Graduating to the wild world of sales, Tim served a tour of duty as the Midwest Sales Rep for Patagonia selling organic cotton in the corn-belt before moving to Ventura, CA to work in product creation. Today, Tim lives in Salt Lake City, UT where he heads Black Diamond Equipment’s apparel initiative. B.A. Philosophy with a Minor in Theology; B.A. English Literature with a Minor in Secondary Education; National Outdoor Leadership School Semester Graduate Most Important Thing I Have Learned: Work with people you like and trust. Good colleagues are like good friends. Best Advice I Was Given: Do what you love and the money will follow. What Or Who Has Enabled You To Become Successful? I remember lots of conversations with my dad at a young age about the importance of leadership. I had the good fortune to receive an incredible education. I grew up in a big family. And I’ve had a lot of people that I admire ‘take a chance’ on me with big breaks. Opportunity yields opportunity. It’s a virtuous cycle that way. Describe Yourself In Two Words: Completely impossible. Mentor(s) Most Helpful In Your Life & Career: Peter Metcalf, CEO & founder Black Diamond Equipment. Favorite Quote: “When the noise stops, that’s when it’s right.” Education & Degree(s) Achieved:
Jackie Brown
Category Business Director, Active Lifestyle Merrell Footwear I Age 32 Number of Years in the Industry 9
I grew up in Allentown, PA and currently reside in Ada, MI. I’m the oldest of five kids and I am married to Aaron Brown, who also works for Merrell. I have a love of yoga, hiking, skiing, and hula hooping. Music festivals and concerts are essential to my well-being. Education & Degree(s) Achieved: B.S.
Administration, Baker College,
Business
Most Important Thing I Have Learned: It
a mistake.
Simon Bonham
CEO I Hi-Tec Sports USA, Inc. Age 40 I Number Of Years in the Industry 17
I am lucky. My job allows me to bring a strong work ethic, dedication, loyalty and commitment to success. My most recent position as Global Marketing and e-Commerce Director, working out of Amsterdam, The Netherlands required creative and commercial ability and a true understanding of international business. Driving the repositioning of the Hi-Tec brand would rate as one of my major achievements in business. Also, leading both the Hi-Tec and Magnum brands into the B2C environment through a global e-Commerce solution for the first time in our 40-year history is another major achievement to date. My current role as CEO of Hi-Tec USA is a challenge I relish – we have an enormous amount of latent potential and it is my job to make sure we realize that potential over the next few years. Education & Degree(s) Achieved: B.A.
two ears and one mouth – use them accordingly. Best Advice I Would Give: Work hard, really hard, and never take anything or anyone for granted. Believe in yourself and your team. If you don’t love what you do, do something else.
is okay to make
Best Advice I Was Given: When work and life get stressful, stop, take a deep breath, and then start again. Best Advice I Would Give: Don’t forget to take time for yourself and hit the “refresh button”. What Or Who Has Enabled You To Become Successful?
Working very hard but also playing hard has been integral in my success. My father has played a major role in my success. He has been in the footwear industry since I was born. I have a lot of exposure to shoes. Describe Yourself In Two Words: Caring and Loyal. Mentor(s) Most Helpful In Your Life & Career: Seth Cobb, GM, Merrell; Steve Peterson, VP Sales, Merrell U.S. and my Father. Favorite Quote: “Do not give up, the beginning is always the hardest.”- Anonymous
What Or Who Has Enabled You To Be-
come Successful? Work ethic is, in my
opinion, a key element to success. My father founded his own successful business when he was just 20 years old and I used to travel with him to see customers and suppliers – I didn’t realize it at the time but I was learning how to communicate, negotiate and handle objections. I have also learned so much from many great business people throughout the years. Hi-Tec’s Founder and Chairman, Frank van Wezel, has charisma, passion and an unerring dedication to success – an inspiration to me and many others who have worked with him.
Staffordshire University (UK), International Business Studies
Describe Yourself In Two Words:
Most Important Thing I Have Learned:
Mentor(s) Most Helpful In Your Life &
Patience, work hard, earn respect, trust your instincts, allow your team to execute their responsibilities and good results will come. Best Advice I Was Given: You have
Career: My Wife, My Parents, Frank Van
Competitive and Dedicated Wezel, Brian Chambers, Ricky Chandler, David Goulding, Tony Linford. Favorite Quote: “The secret of success is consistency of purpose.” - Benjamin Disraeli SPORTSONESOURCE.COM
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Kris Dahlgren
President Dahlgren Footwear, Inc. Age 40 Number of Years in the Industry 35
TJ Ciaravino
VP Sales & Marketing I Worldwide Sport Supply Age 40 I Number of Years in the Industry 24
While in high school, I started working at my father’s sporting goods company in the warehouse and screen printing room. I continued to work there on breaks during college. After college, I spent a year on Wall Street and earned my Series 7 License, but I always knew my passion was the family business. In 1996, I decided to return home. I met my wife in 1998 and we are raising two lovely children. Over the past 17 years, my brother and I have taken our business from a small wholesale sporting goods distributor to one of the largest team specialty companies in the country and have had fun every step of the way. B.S. Business Management with a concentration in Marketing and a minor in International Business, Ithaca College. Most Important Thing I Have Learned: There is no substitute for hard work. Best Advice I Was Given: Without hustle, your talent will only get you so far. Best Advice I Would Give: “We’ve got this!” Education & Degree(s) Achieved:
What Or Who Has Enabled You To Become Successful? My
customers.
Describe Yourself In Two Words: Obsessively Innovative
My father. He taught me how to build relationships, hold margins and drink good wine. Favorite Quote: “You must be the change you wish to see in the world.” -Mahatma Gandhi Mentor(s) Most Helpful In Your Life & Career:
22 MAY 2013
I grew up in the business. When I was seven, I’d tell people I was “going to the show” and they’d ask what movie I was seeing. I was always puzzled by this because what could “show” mean except for a trade show? My first ride-along on a sales call was when I was 13 and starting at that age, my Dad would take me everywhere. As a result, this business, buyers, consumers, retailers - it’s all part of my core knowledge and I have more industry experience and I think sometimes a better sense of it than others many years older. I love this industry. I like the people and that it’s low on formality and high on creative. Education & Degree(s) Achieved: B.A.
in English you’ve been dealt a blow and feel like you are powerless, the best way out is to find a handhold - no matter how small - and turn the tiny handhold into a secure hold, then add a foothold, then start climbing. It’s easy to get overwhelmed by a challenge, but the key is just to start somewhere small. Find something you can control and work outward from there. Best Advice I Was Given: Never over-apologize (own it, apologize for it, but then move on - don’t dwell on your failings) and always ask for the order. Best Advice I Would Give: We all have the power to be and do what we want - never give up control over your own destiny. Be the agent of change, not the victim of excuses. What Or Who Has Enabled You To Become Successful? I am passionate about what we do. When I’m talking about our technology and our product I’m not “selling”, I’m speaking what I know to be true. Having this passion for what we do overrides everything. Describe Yourself In Two Words: Steadfast and Sincere Mentor(s) Most Helpful In Your Life & Career: My parents gave me the optimism, passion, and confidence that have allowed us to keep moving through some dark paths. Favorite Quote: “How you treat the weak is your true nature calling.” - Jane’s Addiction Most Important Thing I Have Learned: When
MATT GREVERS
4X OLYMPIC GOLD MEDALIST
LONDON 2012
ENGINEERED IN PURSUIT OF GOLD
LOOKS LIKE WE’RE GOING TO NEED A BIGGER VAULT.
Matt DiLorenzo
CEO I TYR Sport, Inc. I Age 27 I Number of Years In Industry 5
Scott Daley
Head of Classics & Basketball Footwear Reebok I Age 38 Number Of Years in the Industry 16
I’ve been fortunate to have spent the last sixteen years working for Reebok, a great brand. Starting in Asia in our sourcing group, followed by time in Product Marketing and Sales - I’ve had a front row seat for this brand and industry. Some key highlights include; being part of key teams that introduced the “RBK” brand, managing the Eastbay account as a sales rep, launching technologies such as ZigTech and RealFlex, and helping Classics reestablish itself as an authentic lifestyle brand with young consumers globally. Mostly I’ve enjoyed working with fantastic people through the years, and together finding ways to build impactful successes for our brand. Education & Degree(s) Achieved: M.B.A. Northeastern University;
B.A. Boston University
Most Important Thing I Have Learned: Humility Best Advice I Was Given: ”Do
theirs.”
your job, and trust others to do
Best Advice I Would Give: Take
initiative, Work with urgency, Become dependable, and be Accountable. What Or Who Has Enabled You To Become Successful?
Strong family support, and the good fortune of working with and learning from great leaders throughout my career. Describe Yourself In Two Words: Hardworking optimist Mentor(s) Most Helpful In Your Life & Career: Todd Krinsky, VP Classics and Basketball SBU Reebok; Chris Froio, VP Training SBU Reebok; Stu Pelkey, Sales Director Under Armour; Mike Sullivan, VP Sourcing Rockport Favorite Quote: “If you stopped for every barking dog, you’d never deliver the mail.” - Anonymous
24 MAY 2013
Matt is extremely dedicated to product innovation. Under his leadership, TYR has engineered the cutting-edge Freak of Nature wetsuit, TYR Custom Goggles, the AP12 Speedsuit and the latest breakthrough in sports hydration, TYR Endurance Sport. He has continued to build the brand through key partnerships and sponsorships and has refreshed the company’s marketing strategies and pioneered TYR’s social presence. In 2012, under his leadership, TYR experienced its largest sales year-to-date. Prior to joining TYR, Matt performed investment research and portfolio maintenance/monitoring at P2 Management, an equity hedge fund in NYC. Education & Degree(s) Achieved:
Villanova University
B.S. Finance & Economics,
Most Important Thing I Have Learned: Nothing ever goes exactly as
planned. Have an open mind and a willingness to adapt. Best Advice I Was Given: Change is the only constant. Best Advice I Would Give: Be honest and bring value in your dealing. What Or Who Has Enabled You To Become Successful? My family. Describe Yourself In Two Words: Passionate and Loyal Mentor(s) Most Helpful In Your Life & Career: My parents who always instilled a strong work ethic in me. Favorite Quote: “Never let a win get to your head, or a loss to your heart.”
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Mike Etienne
Merchandise Manager I Turner’s Outdoorsman Age 37 I Number of Years in the Industry 21
Mike started with Turner's at age 20 as a sales associate. It didn't take long for Mike to realize that the company and industry were where he wanted to be. In his first year, Mike worked his way up through various store positions before becoming a Store Manager. After several years and with positive results, Mike was promoted to Supervisor overseeing multiple store locations. In 2005, Mike was promoted to oversee Fishing Tackle Purchasing and relocated to Turner's corporate headquarters. Recently Mike was appointed Merchandise Manager. In his new position, he is responsible for managing two teams for Purchasing and Marketing for all 16 store locations. Life is a game with winners and losers. Hard work is the way to put points on the board. Best Advice I Was Given: “You can’t drive the car by focusing on what’s in the rear view mirror,” Gene Lumsden. You have to look at the road ahead to be successful and not spend too much time patting yourself on the back and looking at what you’ve achieved in the past. Best Advice I Would Give: Don’t expect different results from the same actions. If you’re not happy with the results you need to adapt and change your methods until the desired results are met. What Or Who Has Enabled You To Become Successful? I work hard to get where I’m going! I’m just grateful my bosses have noticed and given me the opportunities to prove myself and succeed and thankful my wife puts up with my schedule. Describe Yourself In Two Words: Relentless and Ambitious Mentor(s) Most Helpful In Your Life & Career: John Etienne, my Father; Bryan Harris, President Turner’s Outdoorsman; Gene Lumsden, CEO Turner’s Outdoorsman; Bob Corbett, Transcontinental Logistics. Favorite Quote: “You can still smell the roses when you’re running with them in your hand.” - Garth Brooks Most Important Thing I Have Learned:
26 MAY 2013
Ze’ev Feig
CEO & Founder I Zensah Compression Age 40 I Number of Years in the Industry 9
While working for several high tech start-ups in Israel, Ze’ev came across a unique technology that he envisioned to benefit athletes. Seeing the opportunity to mesh technology with apparel led to the founding of Zensah®. After making his first sale to the Miami Heat he hasn’t looked back. Born and raised in Miami, Ze’ev grew up in a closeknit family that instilled in him the entrepreneurial spirit. The challenge and ambition of creating new products, and helping athletes is what drives him, and the overall strategy for Zensah®. Ze’ev currently resides in South Florida with his wife, and two sons. Education & Degree(s) Achieved:
tional University; M.B.A. Babson
B.A. Florida Interna-
Most Important Thing I Have Learned: It’s
never easy Best Advice I Was Given: “Anyone can have great ideas, it’s all about implementation.” -George Feldenkreis Best Advice I Would Give: Don’t waste time What Or Who Has Enabled You To Become Successful? My family for always believing, and all the mentors along the way. Describe Yourself In Two Words: Distracted Optimist Mentor(s) Most Helpful In Your Life & Career: My Parents and Uncle for always pushing me Favorite Quote: “If you will it, it is no dream.” - Theodore Herzl
President I Tiedman & Formby Vintage Athletic Co. Age 40 I Number of Years in the Industry 4
I grew up in Oxford, England and I am a "True Blue" as they say... I also worked for, and earned, two degrees from Oxford University. As both a townie and a gownie, I ran competitively on the Iffley Track where Sir Roger Bannister broke the four-minute mile, and rowed eights for my College thereby following a long tradition of sport and academics. I met my American husband at Oxford while he was studying for an M.B.A. and we moved to the States where we founded a company to once again be a leader in a product category. My husband created the first brand to hold an NFL license for throwback jerseys, and we are continuing that legacy through our company. I am dedicated to living life to its fullest and enjoying every day as a gift. M.A. University of Oxford, Archaeology & Anthropology; Diploma - University of Oxford, Computer Science Most Important Thing I have Learned: In the words of Ronald Reagan: "Trust but verify." Best Advice I was Given: Always treat people how you would like to be treated - integrity is contagious. Best Advice I would Give: Never judge a book by its cover. What or Who has enabled you to become successful: My business partner and best friend, who also happens to be my husband - thanks Craig. Describe yourself in Two words: Strategic visionary Mentor(s) Most Helpful in your Life & Career: My bosses at Oxford University, Said Business School, taught me to strive for poise and integrity under extreme pressure, while allowing myself to maintain a sense of self dignity no matter what the obstacle. Favorite Quote: "Luck is what happens when preparation meets opportunity." - Lucius Annaeus Seneca Education & Degree:
DRIVEN
Louise Formby-Tiedman
I’ve always been in the fashion industry in one form or another. I started by shining shoes for 25 cents per customer after school. I worked a few jobs in between, but eventually began working at Merry Go ‘Round in the late 1980’s. When Merry Go ‘Round went out of business, I began working for a local retailer, Changes. Because of my experience at Merry Go ‘Round, I wouldn’t accept a position with Changes that didn’t offer a buying component. Over the years as the market shifted, my position evolved into a full-time buying role. My experience and expertise led me to become a member of DTLR’s team in 2006. More important than all the aforementioned, I am a father, son, brother, friend, and an avid sports fan. Education & Degree(s) Achieved: Attended
Baltimore City Community College listen to the customer. Best Advice I Was Given: “Anyone who works for three dollars an hour owes it to himself to put in four hours of work.” - Bill Russell Best Advice I Would Give: A person’s character is defined by who he is in adverse circumstances. We should strive to be the best that we are capable of being, especially in adversity. What Or Who Has Enabled You To Become Successful? The team that I work with and our many vendor-partners who work with me to create innovative products and achieve margins. My success is shared with many. Describe Yourself In Two Words: Disciplined and Thoughtful Mentor(s) Most Helpful In Your Life & Career: When I first came into the industry as a buyer I worked for Gil Goetz. I am most grateful for his patience. He allowed me to make mistakes and grow while carving my own path. Favorite Quote: “Everybody has a plan until they get punched in the face.” - Mike Tyson Most Important Thing I Have Learned: Always
Antonio Torres Gray
Buyer I DTLR, Inc. I Age 39 Number of Years in the Industry 23
Congratulations Antonio Gray on receiving SGB 2013 40 Under 40 Award! Your commitment and dedication truly makes DTLR Your Fashion, Your Lifestyle!
President I Shoe City I YCMC Age 34 I Number of Years in the Industry - Grew up in it. Worked at my company from childhood.
I was born and raised in Baltimore, MD to a retail family. My grandfather started our company in 1949. From an early age I new this was what I wanted to do. I started working at the stores in high school during the summers. After school I decided to go directly into the business and forgo college. I worked three years as a store manager and then with the buying department. I then decided to go off on my own, worked at Nordstrom and started my own business. I wanted to find out how other retailers operated. I have been back now for eight years. I have worked in accounting and merchandising, buying as well as overseeing all purchasing. I am extremely grateful for the opportunities that I have been given. I am very passionate and I love my job and company. Most Important Thing I Have Learned: Listeners are always learning. Best Advice I Was Given: Always Best Advice I Would Give:
sions.
do the right thing. Always believe in yourself and your deci-
My father is my biggest mentor and supporter. He has always believed in me. Describe Yourself In Two Words: Laid back Mentor(s) Most Helpful In Your Life & Career: Ted Greenberg, Israel Freedman, Don Heasley, and Michael Fortwengler. What Or Who Has Enabled You To Become Successful?
PASSIONATE
Greg Greenberg
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Damien Huang
SVP Product Merchandising and Design I Eddie Bauer Age 39 I Number of Years in the Industry 16
Born and raised in the San Francisco Bay Area, Damien grew up fishing, backpacking, and prowling the Sierra Nevadas which kick started a lifelong interest in the outdoors. After graduating college with only a loose idea of what to do, he followed that passion to a job at The North Face and never looked back. Damien is still enjoying his “accidental career” and always looking for new projects and challenges. He lives in Seattle with his wife Maria, a talented designer who also works in the outdoor industry, and their two sons. Education & Degree(s) Achieved: B.A.
UC Berkeley/Haas
Duke University; M.B.A.
Humility, teamwork, clarity. immediately. Best Advice I Would Give: Focus on the space between the trees. What Or Who Has Enabled You To Become Successful? Working in a career I enjoy, with people I respect, and the shared pursuit of building a better company. Describe Yourself In Two Words: Optimistic and Consistent Mentor(s) Most Helpful In Your Life & Career: Mike Egeck, Yvon and Malinda Chouinard Favorite Quote: “The arc of the moral universe is long, but it bends towards justice.” –MLK, Jr. Most Important Thing I Have Learned: Best Advice I Was Given: Evolve
Salym worked with some of the strongest footwear brands in the market before joining DC Shoes in 2010. As VP of Footwear Product Development she was able to enhance overall fit, functional engineering, and improve margin’s for the company. She has been a key contributor to progressing innovation within the action sports footwear industry. Salym has helped DC Shoes grow to a $550 million global business. She has implemented enhancements in the supply chain, material suppliers and cross department functionality. She balances her work life with her two young children and husband. They reside in Orange County, CA. Most Important Thing I Have Learned:
never will. Best Advice I Would Give:
farther.
Salym Hunter
VP Footwear Product Development I DC Shoes Age 33 I Number of Years in the Industry 13 30 MAY 2013
You don’t know it all. You
Go the extra mile, and then go one-mile
Biggest Accomplishment To Date: Professionally - Building a product development process from scratch to be efficient, profitable and educational. Personally - my beautiful family. What Or Who Has Enabled You To Become Successful? My family and amazing mentors. Describe Yourself In Two Words: Driven and Compassionate Mentor(s) Most Helpful In Your Life & Career: I have been very fortunate to have great mentors at all of my past companies - Reef, Vans, The North Face and DC Shoes. Favorite Quote: “For every failure, there’s an alternative course of action. You just have to find it. When you come to a roadblock, take a detour.” –Mary Kay Ash.
CONGRATULATIONS SGB 40 UNDER 40 HONOREES We applaud your dedication and service to the sporting goods industry!
Providing Opportunity & Value to the Sporting Goods Industry
www.nbs.com
For membership information,contact: Stuart Snow, Recruiting Director 817-605-2207 ssnow@nbs.com SPORTSONESOURCE.COM 31
Mark Ish
Senior VP Sales & Marketing I Trigger Point Performance Therapy Age 37 I Number of Years in the Industry 8
I feel very blessed to be where I am today in my life and career. Growing up, I lived in nine cities around the country in 12 years. Most of my life I lived in California and although I now reside in Austin, TX, California will always be home. Having the opportunity to go to San Diego State University on a scholarship to play soccer set the stage for my professional business career. I always knew I had a business acumen and the ability to sell and market anything I believed in. While attending SDSU I met my wife and today we have the most amazing two children. I take great pride in my work ethic, integrity, focus and determination, and I cannot wait to see what the future holds. B.S. Business Administration with a specialization in Marketing, San Diego State University Most Important Thing I Have Learned: Without honesty and integrity, you have nothing. Best Advice I Was Given: Treat others as you want to be treated and always be on-time. Best Advice I Would Give: Don’t lose focus on the most important things in life, which to me are family, health and happiness. What Or Who Has Enabled You To Become Successful? My dad and my wife. They have shown me endless support, patience and provided me the ability to focus on the end result. I am extremely goal-oriented, and I would not be where I am today without either of them. Describe Yourself in Two Words: Passionate and Focused Mentor(s) Most Helpful In Your Life & Career: Keith Johnson, president Altus Athletic Favorite Quote: “Nothing can stop the man with the right mental attitude from achieving his goal: nothing on earth can help the man with the wrong mental attitude.” – Thomas Jefferson Education & Degree(s) Achieved:
HONOREE 32 MAY 2013
Jules Lambert Paul LaBarbera
Director of Design I Deckers Outdoor Corporation Age 37 I Number of Years in the Industry 13
I was born and raised in the Chicago suburbs, where I lived until I was 19. I moved to California in 1996 to attend Art Center College of Design in Pasadena, CA, where I majored in Transportation Design. I started working as a footwear designer at K-Swiss in Westlake Village, CA in 2000, where I contributed to the running, tennis and classic categories. I transferred to the K-Swiss European headquarters in Amsterdam, The Netherlands, where I functioned as a creative liaison to the U.S.-based design team. In 2008, I returned to the U.S. after accepting a position as senior designer at Teva, part of the Deckers Outdoor Corporation based in Goleta, CA. In 2011 I was promoted to design director of the brand, responsible for the water, trail and sandal footwear categories. I continue to live and work in the Santa Barbara, CA area today. B.S. Art Center College of Design School is never out. Best Advice I Was Given: Never send an email when you’re upset. Best Advice I Would Give: Never confuse working hard with working smart. What Or Who Has Enabled You To Become Successful? My family, and circle of friends and colleagues who continue to teach me today. Describe Yourself In Two Words: Driven and Critical Mentor(s) Most Helpful In Your Life & Career: Patricia Schreibman, Ron Hill, Richard Pietruska, Norman Schureman, Ronald Van Der Wetering, Juerg Geser, Steven Nichols and Peter Worley Favorite Quote: “Be normal, that’s crazy enough.” Education & Degree(s) Achieved:
Most Important Thing I Have Learned:
President I PROBAR, LLC. Age 39 I Number of Years in the Industry 9
Born in a white VW camper van, Jules Lambert has been on the road ever since. After mastering the Russian language during a two-year service mission in the Ukraine, Jules returned to the former Soviet Union with his new bride to develop sales and marketing for a Utah-based nutrition and skin care company at age 21. He then worked in a family design/build business for seven years, growing the company while serving the community through Rotary International, Sister Cities, and Blue Skies for Children. In 2006, Jules and his wife embarked on a thrilling journey with their three daughters. Traveling the country and living in an RV for two years, they established PROBAR as a formidable brand within a highly competitive landscape. While on the road, they stopped at a birth clinic for two days in Milford, NH, where their fourth child, a son, was born. Education & Degree(s) Achieved:
College
B.S. Business (Cum Laude), Excelsior
Most Important Thing I Have Learned: Be
kind, pay it forward.
Best Advice I Was Given: Nothing equals the gratitude expressed in a hand-
written thank you card.
Best Advice I Would Give: Be grateful for the journey. If you ever feel like you’ve “arrived,” get off the paved road. What Or Who Has Enabled You To Become Successful? “Very irresponsible and risky decisions” (a direct quote from my Mom) and a lot of hard work. Describe Yourself In Two Words: Inquisitive and Persistent Mentor(s) Most Helpful In Your Life & Career: First employer and close friend, Andrew Moquin and Jeff Coleman, CEO PROBAR. Favorite Quote: My 8-year old daughter delivered homemade cookies to an elderly person in our neighborhood a few weeks ago. Come to find out, our daughter wrote an extra special and personal note that was delivered with the cookies, "I hope you enjoy the cookies before you die. We love you!"
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INNOVATIVE 34 MAY 2013
Janica Lane
Partner I Partnership Capital Growth i Age 34 Number of Years in the Industry 7
Growing up in Northern California, my most memorable experiences all involved the outdoors: camping; skiing; ocean, river, and lake fishing; bug hunting; hiking and trail running; and always being surrounded by some combination of flora and fauna. While in grad school, I happened upon PCG shortly after its founding and could think of no better way to combine my personal and professional interests. In the last seven years we have gone from being a start-up investment bank to a well-recognized industry force within the healthy, active and sustainable living industry. Education & Degree(s) Achieved: Dual B.A. International Relations and Spanish, Stanford University; M.B.A. Stanford Graduate School of Business Most Important Thing I Have Learned: At the end of the day, life is all about relationships – both professional and personal. Best Advice I Was Given: Balance is critical to success in all aspects of life: work/life, big picture/nitty gritty, serious/fun, etc. I am still learning how to implement this one. Best Advice I Would Give: Listen and be kind. What Or Who Has Enabled You To Become Successful? Hard work, focus, constant nurturing of relationships, and a willingness to think way outside the box, combined with trusting partners who have simultaneously given me guidance and autonomy. Describe Yourself In Two Words: Resourceful and Thoughtful Mentor(s) Most Helpful In Your Life & Career: My parents and sisters. I’m not sure they totally get what I do or why I do it, but they have always been supportive. Favorite Quote: “What would you attempt to do if you knew you could not fail?” -Robert Schuller
Bridgit Lombard
CEO I Penguin Brands Inc. Age 36 I Number of Years in the Industry 3
Her success in everything she takes on, as well as her unyielding focus to deliver results, has earned Bridgit Lombard the reputation of a powerful and creative business builder. As the newly-appointed CEO of Penguin Brands, Inc., a position she assumes from Penguin Brands founder and current chairman Jon Reichlin, Lombard leads the development and execution of the company’s long-term strategy while overseeing day-to-day management operations of the executive team and over 80 people spanning across the U.S. in Philadelphia, Pa., Burlington Vt., and Park City, UT. Prior to her new role in the company, Lombard served as Executive Vice President of Penguin Brands for three years, developing an overall aggressive business expansion strategy to support the exponential growth of the company. Prior to Penguin Brands, Lombard served in leadership roles at Metlife, Clear Channel Communications, and Deloitte, and worked as a consultant to some of the world’s most recognizable brands. Education & Degree(s) Achieved: Attended
University of Notre Dame From an early age and throughout my career, my mom reminded me that falling down is not only ok – it’s a gift that
Most Important Thing I Have Learned:
teaches us how to get back up. It gives us the experience and opportunity to grow, learn, and most importantly, LIVE. She encouraged me to take risks, live boldly, and not be afraid to get knocked around. It’s the dirt on our chin that gives us character and if we’re lucky, a bit of wisdom. Best Advice I Was Given: “If Plan A doesn’t work, stay cool – there are 25 more letters.” Best Advice I Would Give: Invite creative thinking. What Or Who Has Enabled You To Become Successful?
First and foremost our CEO and owner, Jon Reichlin. His willingness to give me a shot; his belief in me over the last three years; his support and guidance as a mentor and friend; and the wisdom he has shared from his 38 years of building this business makes me fortunate beyond words. Secondly, the dedicated, smart, and talented team I work with – including the retailers and athletes that we partner with and serve. Describe Yourself in Two Words: Relentlessly curious Favorite Quote: “Be miserable or motivate yourself. Whatever has to be done, it’s always your choice.” - Wayne Dyer
Congratulations
Bridgit lombard, CEo on being named SGB 40 under 40!
HYDRA TION >
GEAR
> VISIB
ILITY
Your relentless curiosity and passion for growth help our team push potential every day.
RUN STRONGER. RUN LONGER.
Marc Misiewicz
Senior Key Account Sales Manager I Brooks Sports, Inc. Age 37 I Number of Years in the Industry 18
I have always been told that I have an incredible way of connecting with people. This is something that I find so important in our industry, in creating that trust and connection with everyone I meet regardless of their title or position. I come from a hard working family and this is something that I feel just comes natural to me. I also know that I have had the incredible opportunity to work with some amazing people, internally and externally, and this is where I would like to thank everyone who has helped me grow and learn over all these years. Thank you to everyone who took the time to nominate me! A.A. Bellevue Community College with continued education at George Fox University Most Important Thing I Have Learned: Our industry is about passion and energy. Best Advice I Was Given: No excuses just results. Best Advice I Would Give: Treat everyone you meet with respect and integrity…you never know when you will be working directly with someone. Education & Degree(s) Achieved:
What Or Who Has Enabled You To Become Successful?
My parents who instilled in me a hard work ethic and a passion for what I do. Describe Yourself In Two Words: Awesome Possum Favorite Quote: “It’s amazing what you can accomplish when no one cares about who gets the credit.”
36 MAY 2013
David Mossé
Chief Strategy Officer and General Counsel I Dick’s Sporting Goods, Inc. Age 40 I Number of Years in the Industry 2+
David was born on the Ivory Coast and spent his early childhood in Paris, France before immigrating to the United States in 1979. An avid sports participant, skiing and basketball are his favorites, the Duke Blue Devils are his team of choice – and his kids. Most Important Thing I Have Learned: You
have to be willing to take informed risks. And if they don’t work out, admit your mistakes, take your lumps, learn from the experience and move on. Best Advice I Was Given: When advising me on making big decisions, my father would always urge me to take "recule" - in French that means "distance". He meant to take a step back, get the emotion out of the way, think about the big picture and with a fresh mind. Best Advice I Would Give: Find your passion in life and in due time incorporate it into your profession. What Or Who Has Enabled You to Become Successful? My parents because they were always my biggest fans. And then those individuals that opened doors and gave me increased opportunities for growth and development. Describe Yourself In Two Words: Passionate and Respectful Mentor(s) Most Helpful In Your Life & Career: My father in terms of my professional development and my mother in my development as a person. Jeffrey Friedman, chairman, president and CEO of Associated Estates Realty Corp., has been an invaluable sounding board throughout my career. Favorite Quote: “Someone’s sitting in the shade today because someone planted a tree a long time ago.” –Warren Buffett
Charles Murray
Buyer, Men’s Lifestyle, Casual, and Sandals I Hibbett Sports Age 40 I Number of Years in the Industry 15
After graduating from University of Alabama, I worked different jobs from bricklayer’s assistant to outside sales, and realized retail was the industry for me. My first corporate position was data entry at JFF Birmingham. I advanced to planning and had an opportunity to move to New Jersey, after never traveling north of Tennessee. Footstar (JFF and Footaction) in NJ allowed me to experience a different business and personal life. I worked as a location analyst and as a planner. Living in NYC I developed a love of sneakers and the trends that influence their popularity. After living in New York and New Jersey for four years, I decided to move back to Alabama and started with Hibbett Sports as a merchandiser. I moved to planning, and then became a buyer. I have tried to gain insights from everyone along the way, always striving to become a successful buyer.
Education & Degree(s) Achieved: Bachelor
University of Alabama
of Marketing,
Most Important Thing I Have Learned: Work
ask for what you want.
hard and
Best Advice I Was Given: Make
a decision, analyze all you want, but you are going to need to make the decision. Best Advice I Would Give: You can’t do it alone. Use your network. What Or Who Has Enabled You To Become Successful?
Everyone I meet. I try to learn from their good qualities or not to do from unsuccessful qualities. Describe Yourself In Two Words: Life-long student. Mentor(s) Most Helpful In Your Life & Career: Team at Just for Feet/Footaction in New Jersey allowed me to find the person I could be and the Hibbett Team for nurturing the person I am becoming. Favorite Quote: “No Man is a failure who has friends.”
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Dan Near
Director, Consumer Products Licensing I National Hockey League Age 33 I Number of Years in the Industry 7
Dan Near is responsible for retail marketing and global development in all channels of distribution for the NHL’s consumer products business, including the NHL Store Powered by Reebok in New York City and retail opportunities for NHL events and Clubs. In this role, Near played a pivotal role in making the NHL’s consumer products business reach more than $1B in annual retail sales. Near spearheads the strategy and execution of NHL brand marketing programs in all retail channels in North America and Europe, which are designed to maximize the NHL’s selling space to leverage NHL assets to engage fans, drive sell-through, and to maximize customer loyalty to the participating retailer. To successfully develop and execute mutually beneficial marketing programming, Near coordinates the discussions between retail merchants, marketers, visual merchants, store operations' teams, and NHL-licensee partners. Education & Degree(s) Achieved: M.B.A.
Miami University (OH); Bachelor of Administrative & Commercial Studies (Finance), University of Western Ontario Most Important Thing I Have Learned: Listen and think before speaking. Be strategic and confident, while respecting others’ point-of-view. Best Advice I Was Given: Credibility is a valuable asset. Give people reasons to trust you and want to be in business together. Best Advice I Would Give: Do the tough things well. Don’t dodge difficult conversations or hide behind email. Take responsibility; give honest, direct, and constructive feedback. When things do go well, act like you’ve been there before.
What Or Who Has Enabled You To Become Successful?
An unbelievable collection of mentors, friends, and family who, at every stage of my education and career, have steered me toward a career that I’m intensely passionate about. Describe Yourself In Two Words: Intense and Direct Mentor(s) Most Helpful In Your Life & Career:
Gary Quinn (NBC Sports), Jim Haskins (NHL) Favorite Quote: “Failure to prepare is preparing to fail.”
Congratulations to our teammate Dan Near on being named one of SGB "40 under 40"
SportsOneSource
Congratulates
the 40 Under 40
2013 Award Honorees
DEDICATED 40 MAY 2013
Marisa Nicholson
National Sales Manager I Nielsen Expositions I Age 38 Number of Years in the Industry 10
I grew up in Northern California half way between Tahoe and San Francisco, spending my winters skiing and summers camping, unknowingly setting the path for my career. After I graduated from Cal Poly San Luis Obispo, I wanted to pursue a career in fashion and apparel, and took an entry-level position at the Magic tradeshow. Once in the tradeshow industry, I discovered I excelled at sales because of the creative solutions I created for my clients all the while still skiing, camping and biking. In 2003, when the opportunity to work for Outdoor Retailer presented itself, I went for it. I was promoted to National Sales Manager in 2006 and am celebrating my 10th anniversary with Outdoor Retailer this year. Education & Degree(s) Achieved: B.S. Business Administration with an emphasis in Marketing, Cal Poly, San Luis Obispo Most Important Thing I Have Learned: Hire great people and provide them with the support and tools to be successful. Best Advice I Was Given: Find a job you love and you’ll never work a day in your life. Best Advice I Would Give: Don’t spend so much time focusing on the problem, figure out the solution, implement it and move forward. What Or Who Has Enabled You To Become Successful? At Nielsen I’ve been given the opportunity to work with amazing people and provided the support to excel in a leadership role. Describe Yourself In Two Words: Competitive and Dedicated Mentor(s) Most Helpful In Your Life & Career: My parents for demonstrating and teaching me to work hard and persevere. My husband for his unwavering love and support.
CONGRATULATIONS
MARISA NICHOLSON
Few have the ability to lead by example and with ideas. You, Marisa, are among the very few. Encouragement, enthusiasm, inventiveness, support, sensitivity, challenge and entrepreneurial spirit are just some of the many arrows in your quiver. We thank and honor you. Your Outdoor Retailer Team Congratulations to all the winners who are moving our industry forward.
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Kyle Orme
Divisional Merchandise Manager, Sporting Goods I Meijer, Inc. I Age 38 Number of Years in the Industry 2+
After earning my business pre-law degree at Michigan State, and deciding I was not going to law school, I started with Meijer as a Procurement Buyer purchasing equipment and construction materials for new stores and remodels. Very quickly I was recruited into planning, analytics and replenishment in merchandising where I learned the ropes about being a merchant. In 2005 I started working for a South Korean buying agent as Director of Sales and Sourcing utilizing a network of four offices in China and additional offices in Vietnam, Sri Lanka and Bangladesh. I learned a tremendous amount about sourcing and product development in Asia over three years but decided to get back into retail in 2008. Shortly after making this decision I started back at Meijer and in the last six years have run businesses in housewares, garden center and most recently my current position as DMM of sporting goods, making positive impacts each step of the way. Continuing to be a student of the business and having great mentors has afforded me the successes I have had and hope to continue in the future. B.B.A. Business Pre-Law, Michigan State University; Executive Graduate Education, Strategic Sourcing and Alliance Management, University of Texas Most Important Thing I Have Learned: Always be open to listen, learn, and be a student to the business. Best Advice I Was Given: Lead by example and focus on using influence not power to motivate your team. Best Advice I Would Give: Everyone makes mistakes, learn from them to make yourself better in what you do and don’t repeat them. What Or Who Has Enabled You To Become Successful? The support of my wife. Through tough and good times she has always been my biggest cheerleader. Without her, I would not be where I am today. Describe Yourself In Two Words: Ambitious and Competitive Mentor(s) Most Helpful In Your Life & Career: My dad for teaching me to be a man of integrity and ambition in everything I do; Kathy Onkala who taught me to lead and critically think early in my career; Bryan Oconnell who taught me to be a better merchant by helping me look at the business in a new light and challenged me to have humility while being aggressive in everything I do. Education & Degree(s) Achieved:
42 MAY 2013
Brian Phillips
Division President, Shooting Sports I Big Rock Sports, LLC Age 40 I Number of Years in the Industry 5
As Division President for Big Rock Sports, Brian has full P&L responsibilities for the Shooting Sports Division of Big Rock Sports. Prior to his current position, he led the Business Development team focusing on acquisitions, Owned Brands and National Sales strategy. Before joining Big Rock Sports Brian spent 13 years in the consumer goods industry holding Vice President positions with Jarden Corporation, United Technologies and Kidde PLC. Brian was raised and currently resides in Central North Carolina with his wife and two sons. He received his B.S.B.A. with a focus in Marketing from Appalachian State University, and completed senior management programs at The Henley Management College, Oxfordshire, England and Darden School of Business, University of Virginia. B.S.B.A. Appalachian State University; Graduate Senior Management Programme, The Henley Management College, Oxfordshire, England; UTC Emerging Leaders Program, Darden School of Business, University of Virginia Most Important Thing I Have Learned: There is a solution to every problem. Best Advice I Was Given: Sometimes its better to ask for forgiveness than permission. Best Advice I Would Give: Surround yourself with people who can inspire and challenge you. What Or Who Has Enabled You To Become Successful? Unwavering support from my wife and family. Describe Yourself In Two Words: Resourceful and Trustworthy Mentor(s) Most Helpful In Your Life & Career: Ed Small, Tom Russo Favorite Quote: “Try not. Do, or do not. There is no try.” - Yoda Education & Degree(s) Achieved:
Growing up outside NYC, I spent ten weeks every summer at Camp Kabeyun in New Hampshire. I had climbed all of the forty-eight 4000 foot peaks in New Hampshire by the time I was 13, and most of them in Vermont and Maine. By my early teens I was really into whitewater kayaking, which eventually took me around the country and the western hemisphere until the late 1990’s. In graduate school I learned that I like and have a knack for business, but to be happy and driven I have to stay connected to sport. My role at The North Face combines my early years in Outdoor with the last ten years in Footwear, and brings my family back to our favorite place in the country. I am so psyched to be a part of this incredible brand! B.A. International Relations and Spanish, Magna Cum Laude, University of Pennsylvania; M.B.A.; McDonough School of Business, Georgetown University Most Important Thing I Have Learned: To balance and prioritize the important things in my life – family, career, passions Best Advice I Was Given: Work within the system to improve it. Best Advice I Would Give: Know what you love, then Education & Degree(s) Achieved:
Carey Platto
Product Director – Outdoor Footwear The North Face I Age 40 Number of Years in the Industry 18
figure out a way to make that your career. What Or Who Has Enabled You To
Become Successful? My parents’ support of the pursuit of my dreams from a young age; My summer camp and its staff, which showed me what it means to enjoy and thrive in the outdoors; Brad Miller, my first boss at New Balance; Andrew Richard, my friend and boss at Puma; My wife’s support and friendship; the knowledge from childhood that the Outdoors is my favorite place to be, and the confidence that I could forge a path to make it an everyday part of my life. describe Yourself In Two Words:
Passionate and Present Mentor(s) Most Helpful In Your Life & Career: Charles and Leslie Platto, Nick
Latham, Terry Dash, Todd Millen, Steve Rogerson, Brad Miller, Paul Heffernan, Andrew Richard, and Brian Moore Favorite Quote: “Life isn’t about finding yourself. Life is about creating yourself.” – George Bernard Shaw
Joey Pointer
Chief Financial Officer I Fleet Feet Sports I Age 35 I Number of Years in the Industry 9
Joey joined Fleet Feet in 2004 as the first classically trained financial employee. Prior to this, he spent time as a senior tax consultant for Ernst and Young. After mastering the basics of Fleet Feet’s internal financials and legal structure, he quickly established himself as more than a financial guru within the company. He began laying the framework for many of the operations’ tools that are used today. Much of his time is spent on forward-looking operational innovations as well as the financial oversight of the company. Education & Degree(s) Achieved: B.S. Business Administration, Masters in Accounting, University of North Carolina; Certified Public Accountant Most Important Thing I Have Learned: Hire great people and don’t stand in their way. Best Advice I Was Given: When I first started working at Ernst & Young there was a tax partner, San Slagle, who served as an early mentor. Two of the big points that were ingrained in me were not to take work too seriously and mistakes will happen. Best Advice I Would Give: Don’t be afraid to fail. What Or Who Has Enabled You To Become Successful? I would equate much of my success to how and where I grew up. I grew up on a farm where I spent the summer harvesting crops in 100-degree weather with 100 percent humidity. By comparison everything seems easy and enjoyable. In addition to developing an unbelievable work ethic, I was also able to watch how a small business was successfully operated. Describe Yourself In Two Words: Hard working Favorite Quote: "Living the Dream."
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Ian Pund
Global Account Manager I Field Sales W.L. Gore & Associates I Age 38 I Number of Years in the Industry 21
Ian Pund joined Gore six years ago as an account manger on Gore’s footwear team. He then took on more commitments within Gore and now manages some of Gore’s most strategically important apparel and footwear brands. Ian is a respected member of many internal teams and key contributor to Gore’s global key account management team which helps drive future strategy and engagement plans. He lives with his family in Seattle, WA. Education & Degree(s) Achieved: B.A.
in Economics, University of Puget Sound of value takes time to create or achieve. Best Advice I Was Given: Sales is about listening not talking. Best Advice I Would Give: Be patient and think with the end game in mind. What Or Who Has Enabled You To Become Successful? In life you will have both good and bad experiences. Make sure you learn from both. Describe Yourself In Two Words: Energetic and Driven. Mentor(s) Most Helpful In Your Life & Career: My brother Nathan, he sets a very high standard and is one of the smartest people I know. I just try to keep up. Favorite Quote: “Live as if you were to die tomorrow, Learn as if you were to live forever.” - Gandhi Most Important Thing I Have Learned: Anything
Dani Reiss President & CEO I Canada Goose I Age 40 I Number of Years in the Industry 16
Dani Reiss has entrepreneurship in his DNA. A self-starter with an educational background in English literature from the University of Toronto, he always knew he wanted to be a storyteller. However he never imagined he would be writing new chapters in the history of an iconic Canadian outerwear brand as President & CEO of Canada Goose – a position he embraced at the age of 27. Reiss keeps the brand’s pioneering spirit alive through a commitment to innovation and a willingness to go against the current. At a time when most North American companies moved manufacturing operations overseas, Dani made the unconventional decision to keep production in Canada. Made in Canada is the ethos of Canada Goose – both a cornerstone of corporate culture and a filter for every business decision. Reiss’ dedication to authenticity has inspired a Made in Canada manufacturing renaissance with Canada Goose leading the way. Education & Degree(s) Achieved:
B.A. English Literature, University of Toronto
Most Important Thing I Have Learned: It’s more fun to create a market than to chase one
– nobody wants to be a commodity player. job is to make it easier for everyone else to do theirs.” Best Advice I Would Give: Only the paranoid survive. What Or Who Has Enabled You To Become Successful? Context and perspective – as well as the willingness and commitment to be unconventional. Describe Yourself In Two Words: Swimming upstream. Mentor(s) Most Helpful In Your Life & Career: In my life and my work, I’ve had many along the way. I surround myself with smart people who ask the tough, insightful questions that need asking and can give me the different perspectives I need to see a situation clearly. Best Advice I Was Given: “Your
44 MAY 2013
Laura St. George
VP Sales and Marketing I Gared Domestic (US & Canada) I Gared Age 39 I Number of Years in the Industry 11
Doug Smiley
Business Unit Manager, Running Footwear I Mizuno USA Age 36 I Number of Years in the Industry 11
Doug joined Mizuno USA in June of 2012 as Business Unit Manager for Running Footwear and manages all facets of Mizuno’s Running Footwear Division in the U.S, and also works closely with Mizuno’s Global Product Team in developing products for upcoming seasons. Doug previously worked as the Running Footwear Buyer at Boston-based City Sports, where he began his career in 2002 on the shoe floor at the Harvard Square retail location. From the sales floor, Doug was promoted to an Assistant Buyer in 2005 and then headed up Running Footwear beginning in 2006. An avid runner and cyclist, Doug currently resides in Atlanta, GA B.A. Business Economics, Marquette University, J.D., Suffolk University Law School Most Important Thing I Have Learned: You’re going to make mistakes…the key is to avoid repeating them. Best Advice I Was Given: “There are two rules to remember: Fall in love with product and don’t fall in love with product.“ Best Advice I Would Give: Never ask someone to work harder than you’re willing to work yourself. What Or Who Has Enabled You To Become Successful? A combination of great mentors, a great team around me, and always doing something I love. Describe Yourself In Two Words: Committed and Optimistic Mentor(s) Most Helpful In Your Life & Career: Sean Scales and Brian Trask, Footwear Buyers at City Sports; Rod Foley, Director of Product, Mizuno USA Favorite Quote: “You miss 100 percent of the shots you don’t take.“ Education & Degree(s) Achieved:
Laura serves as the strategic and creative director of all North American sales and marketing activities. She began as an intern at the Saint Louis Zoo’s Fundraising and Events department, focusing on budget and event planning. She moved to the architectural industry where she became proficient in ISO 9000, Best Practice Procedures and Process Marketing. She joined Gared in 2002 as National Sales Manager with a goal to learn account management, the final piece of becoming a complete marketing professional. In 2008, Laura became Gared’s youngest, female Vice President, and she continues to build upon her strategic and creative skill sets. B.S. Consumer Marketing/Minor in Statistics, Southern Illinois University Most Important Thing I Have Learned: Arrive at the airport two hours early, take an extra pair of socks, and when traveling, always be ready to execute Plan A and be prepared to switch to Plan B. Best Advice I Was Given: Business isn’t personal. Strive to view every situation from all perspectives. Best Advice I Would Give: You eat an elephant one bite at a time. You can be intimidated and paralyzed by a daunting project’s size, or you can start with the smallest part and work through it bit by bit. Before you know it, you find that the challenge has become more manageable. What Or Who Has Enabled You To Become Successful? Gared’s leadership team has always given me an opportunity to take my ideas and run with them. It is rare to find an organization that supports creative and strategic development without censorship. Describe Yourself In Two Words: Fearless and Witty Mentor(s) Most Helpful In Your Life & Career: Kevin Mills while he was Marketing Director at the Saint Louis Zoo and Paul Purvis, Corporate Marketing Director at Hellmuth, Obata + Kassabaum (HOK). Favorite Quote: “I avoid looking forward or backward, and try to keep looking upward.” - Charlotte Brontë Education & Degree(s) Achieved:
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Joseph D Suboticki
Head Buyer, Kid’s Footwear at Champs Sports Champs Sports (Footlocker, Inc) I Age 34 I Number of Years in the Industry 12
I was born and raised in the great state of Ohio. I am the son of Donovan and Susan Suboticki and the oldest of three children. I’ve been involved with or around sports my entire life. Athletics have taught me the true meaning of hard work, dedication and teamwork. I still pull for the same sports teams that I grew up watching - Cleveland Browns, Indians, Cavaliers and the Ohio State Buckeyes. I try to enjoy everyday of life, laugh and have fun as much as possible with the people I am close to. I am very proud and humbled to be an Honoree for this award and represent the Champs Sports Brand and Footlocker, Inc. Education & Degree(s) Achieved:
Baldwin-Wallace University
B.A. and Sports Management,
most Important Thing I Have Learned: Never
be scared of failure. Best Advice I Was Given: If you can’t say anything nice, don’t say anything at all – My Mother. Best Advice I Would Give: If you put your mind to something, believe in yourself and work hard, anything in life is possible. What Or Who Has Enabled You To Become Successful? Everyone that has had a direct impact in my life and career by believing in me and my abilities. Describe Yourself In Two Words: Motivated and Determined Mentor(s) Most Helpful In Your Life & Career: My youth baseball coach, Paul Adamson. He taught me the importance of working hard, studying and learning about the game, teamwork and being a leader both on and off the baseball field. These qualities have carried with me throughout my career and life. Favorite Quote: “It’s not the size of the dog in the fight, but the size of the fight in the dog.” – Archie Griffin, two-time Heisman Trophy winner, Ohio State University.
46 MAY 2013
I Ling Thompson
VP, Marketing and Communications I Outdoor Industry Association Age 39 I Number of Years in the Sporting Goods Industry 2
After experiencing her first adventure race in 2003, I Ling has been an evangelist for outdoor recreation. As VP of Marketing and Communications for Outdoor Industry Association, I Ling leads efforts to raise awareness about the benefits of outdoor recreation for people, communities and businesses, and drives strategic initiatives that support the organization’s broad and growing membership base. Before OIA, I Ling’s efforts leading national and global marketing initiatives for The Nature Conservancy put her in the company of the best minds in conservation and allowed her to experience some of the world’s most pristine places. Early on, I Ling worked the trenches of the public relations agency world, driving anti-tobacco campaigns, diabetes prevention programs and other public health initiatives. I Ling works in Boulder and lives in Golden, CO with her husband and stepson and their very full garage of outdoor toys. Education & Degree(s) Achieved: B.A. Journalism and Public Relations Most Important Thing I Have Learned: Never
say never. your instinct. Best Advice I Would Give: Life is about the adventure, not the finish line. What Or Who Has Enabled You To Become Successful? My parents embedded my recipe for success. Dream big, invest in my future, and do things that bring me joy. Describe Yourself In Two Words: Adventurous and Driven Mentor(s) Most Helpful In Your Life & Career: I learn from everyone I meet. Favorite Quote: A cowboy in Texas once told me, “If you aren’t living on the edge, you are taking up too much room.” Best Advice I Was Given: Trust
years the Tech Rep team grew as did our brands as we focused on Timberland, SmartWool and the newly launched Mion and GoLite footwear brands. I left Timberland to head west and pursue a field marketing career before finding my niche in sales. First as the National Sales Manager for Probar and GU Energy Labs, before being hired most recently by Polartec to manage our relationships in the Southwestern U.S. I currently reside in Park City, UT with my wife, three daughters and our Australian Shepherd, Katie. Education & Degree(s) Achieved: Studied English, Widener University
To never forget the reason I chose to make my career in this industry: a combined passion of being active and loving the outdoors with my professional pursuits. Best Advice I Was Given: Do your job and don’t complain but don’t be afraid to advocate for yourself either. The rest will follow. Best Advice I Would Give: Life is balance. There is an answer to everything and it’s your job to figure it out; no one else is going to do it for you. What Or Who Has Enabled You To Become Successful? My wife. Without her I would never have been empowered to go down the road that has led me to where I am. She is my rock. Describe Yourself In Two Words: High maintenance Mentor(s) Most Helpful In Your Life & Career: Gary Smith plucked me out of Customer Service and made me the first outdoor Tech Rep that Timberland had and along the way he showed me what leadership at the top of a company is supposed to look like. Canice Harte recognized me and chose me to be his only employee when starting his own brand. That led to my pursuing a career in sales management. Mike Longo and Bruce Gordon helped me most once I was headed down my current path. Favorite Quote: “Get busy livin’, or get busy dyin’.” Most Important Thing I Have Learned:
Colin True
Account Manager I Polartec, LLC Age 38 I Number of Years in the Industry 17
I entered the industry in 1995 on the floor of a Play It Again Sports in my hometown of Lancaster, PA. Moving to New Hampshire in 1997, I transitioned to Eastern Mountain Sports before earning my first corporate gig as a Customer Service Team Leader at Timberland in 2002. At Timberland I was the first Tech Rep on a newly formed team focused on Outdoor Specialty. Over the following
Eric Tung
President FERA Intl. Corp. Age 40 Number of Years in the Sporting Goods Industry 10+
I’ve been with FERA my entire life. As a child, my sister and I would come to the office and help in the warehouse, making boxes and labels, picking goods, and trying on samples. We would go with my mom on trips to Asia and visit our grandfather’s factory. After college, I worked in finance and helped raise capital for growth companies in the technology and consumer products industries. It didn’t dawn on me until later that FERA was itself an entrepreneur-built business. After moving back to LA to pursue my MBA, I involving myself with FERA’s product and marketing efforts on the side and knew that this was my calling. I’m fortunate and thrilled to be working in the industry and building FERA for the next generation. Education & Degree(s) Achieved:
University; M.B.A., UCLA
B.A. International Relations, Stanford
To continually seek out sources of inspiration and energy whether from individuals, objects, or experiences. Best Advice I Was Given: Perfection is impossible Best Advice I Would Give: Analysis without action = paralysis What Or Who Has Enabled You To Become Successful? My family and an eye for detail. Describe Yourself In Two Words: Curious and Strategic Mentor(s) Most Helpful In Your Life & Career: My mother (founder of the company) Favorite Quote: "Simple is beautiful." Most Important Thing I Have Learned:
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Melissa Valentine
Education & Degree(s) Achieved:
Manager, Business Development Franklin Retail Solutions I Age 39 Number of Years in the Industry 8
sity: B.A. Washington University
M.S.W. Tulane Univer-
Strong relationships make all the difference. Best Advice I Was Given: Listen first. Speak second. Always. Best Advice I Would Give: Do what you say and say what you do and never take yourself too seriously. Most Important Thing I Have Learned:
My interest and passion for fitness began at a young age watching my father work out, play tennis and exercise regularly. By high school I was playing tennis, running and trying to do more pull ups then most men at the gym. I grew up in Maryland along with one older brother, and studied psychology at Washington University in St. Louis. After working for several years in counseling and HR, I decided to pursue my passion in fitness and outdoors, and began my career with Franklin Retail Solutions. I remember when I first started at Franklin, thinking “I get to spend my time working with awesome brands, products and sporting goods stores: what could be better?” While at Franklin, I have had the luxury of learning and supporting many facets of our business and industry. I currently live in Dallas, TX and have 2 wonderful boys.
What Or Who Has Enabled You To Become Successful?
My parents, family, and perseverance. Describe Yourself In Two Words: Passionate and Determined Mentor(s) Most Helpful In Your Life & Career: Marty Lillis, Peter Goehrig, my Parents, Grandparents and Kathleen Fischer. Favorite Quote: “Insanity: doing the same thing over and over again and expecting different results.”
Melissa Valentine Congratulations from Your Friends and Co-Workers at Franklin Retail Solutions You Often Serve As our own “Retail Therapist.” Keep on Running
48 MAY 2013
Katie Wagner
Wholesale Channel Director, Americas I Crocs, Inc Age 31 I Number of Years in the Industry 7
Katie Wagner joined Crocs in 2006, where she progressed through a number of roles beginning with Wholesale Sales Support and working her way to Wholesale Channel Director, Americas. She has been instrumental in the turnaround and growth of the wholesale channel over the last four years. Her commitment to the customer and her understanding of the Crocs consumer has resulted in expanded distribution of new products and growth of core product lines. In her current capacity, Katie is responsible for the continued growth and development of Crocs’ wholesale partners by focusing on sell-in and sellthru of the Crocs product line in existing and new accounts.
Education & Degree(s) Achieved: B.A. English and History;
University of Colorado at Boulder
Most Important Thing I Have Learned: Courage and perseverance shouldn’t be undervalued. Best Advice I Was Given: Be a sponge. If you close your mind to learning, you will never be able to grow. Best Advice I Would Give: The worst thing someone can tell you is no, and even that is merely a suggestion What Or Who Has Enabled You To Become Successful?
My determination and conviction
Describe Yourself In Two Words: Confident and Passionate Mentor(s) Most Helpful In Your Life & Career:
Mike Margolis, John McCarvel, Doug Hayes Favorite Quote: “The ‘untrapped mind’ is open enough to see many possibilities, humble enough to learn from anyone and anything, forbearing enough to forgive all, perceptive enough to see things as they really are, and reasonable enough to judge their true value.” - Konosuke Matsushita
Vanessa Walton Keefe
VP Marketing I Charles River Apparel I Age 37 I Number of Years in the Industry 15
Under Vanessa’s keen marketing eye, Charles River Apparel has grown from a $10M regional jacket supplier to a nationally recognized $30M performance apparel manufacturer. Vanessa has been instrumental in creating a wide range of marketing initiatives to drive sales and substantially grow the company. In 2012, she led the development of the new Charles River Apparel website that has received overwhelming praise for its ease of use, dynamic features and visual appeal. “Vanessa has been an integral part of the growth of Charles River and will undoubtedly be instrumental in our future success. I appreciate the deep understanding she has for our customers and their needs. I look forward to her continued contributions in the coming years,” noted Charles River President, Barry Lipsett. Vanessa continues to oversee Charles River’s dynamic
Marketing Department, directing the company’s public relations activities, trade/consumer advertising, website, catalog development and branding endeavors. Education & Degree(s) Achieved:
Babson College
B.S. Marketing & Law,
Most Important Thing I Have Learned: You will never be able to have a true work/life “balance,” as one or the other will suffer from time to time. Do not beat yourself up over this. Just do your best. Best Advice I Was Given: Don’t take no for an answer. Best Advice I Would Give: If you want to excel in your career, be passionate, put in 110 percent and be willing to go out on a limb for the ideas and people you believe in. What Or Who Has Enabled You To Become Successful?
My husband. He is truly an unsung hero. Describe Yourself In Two Words: Driven and Mentor Mentor(s) Most Helpful In Your Life & Career: My Father is the ultimate “wheeler and dealer.” At a very young age I learned from him that everything in life is negotiable. Favorite Quote: “Yesterday is history. Tomorrow’s a mystery. Today is a gift, that is why it is called the present.”
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40 Under 40 Alumni
2008
Who's Who? (See page 53 for full listing)
Looking Back with Pride. Looking Ahead with Passion.
We honor their immeasureable contributions to the industry. 50 MAY 2013
2009
2010
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40 UNDER 40 ALUMNI
52 MAY 2013
2012
2011
Who's Who? (See page 53 for full listing)
names of THE 40 UNDER 40 ALUMNI (As shown top left to right starting on page 50)
2008 1 Jacqueline Lenox 2 Antonio Bertone 3 Alex Boian 4 Chris Speak 5 Dustin Robertson 6 Dave Lambert 7 Kalinda Bogue 8 John Gaither 9 Matthew Schlecht 10 Adam Blumenfeld 11 David Regnerus 12 Megan Russell 13 Ari Friedman 14 Michael Rubin 15 John McMahon 16 David Nichols 17 Tony Hsieh 18 Greg Shapleigh 19 Vince Kuehler 20 Bryan Davis 21 Tyler Jordan 22 Jason Gautereaux 23Craig Chmura 24 Ryan “RC” Cruthirds 25 Evan Schwartz 26 Tommy DeSimone 27 Isaac “Ike” Alvear 28 Todd Vore 29 Jared Briskin 30 Steve Battista 31 Jorge Fuenmayor 32 Sean Scales 33 Brian Cousins 34 Ross Saldarini 35 Jennifer Adams 36 David Abeles 37 Erin Black 38 André Murphy 39 Jill Martin 40 Steve Upham
2009
2 0 10
81 Brian Anderson 41 Bob Dahlin 82 Sutton Bacon 42 Susan Viscon 83 Jason Borg 43 Rod Foley 84 Jim Bel Bruno 44 Kim Walker 85 Rob Coughlin 45 BJ Maloy 86 Dana Davis 46 Kevin Sheehan 47 Faust Capobianco IV 87 Angela Dominick 88 John Fahnestock 48 Joe Hyer 89 Robyn Goby 49 Jeff Brodeur 90 Evan Greenberg 50 Seth Richards 91 Jeff Gruenhut 51 Brian Moore 92 Seth Hockberg 52 George Kollitides, II 93 Ronald Jefferson 53 Louie Burgos 94 Seth Horowitz 54 Dan Sheridan 95 Neal Klein 55 Jeremy Moon 96 Todd Krinsky 56 Nicole DeBoom 97 Brent Lamm 57 Seth Cobb 98 Jonathan Lantz 58 Jason Volk 99 Thac Lecong 59 Ted Manning 100 Jill Layfield 60 Chad Clark 101 Katrin Ley 61 Rob Mogolov 102 Jason Lutz 62 Toby Bost 103 Andrew Martin 63 Joe Earley 104 Michael McAbee 64 Robert Minsky 105 Jason Levinthal 65 Todd Raskin 106 Marshall Merriam 66 Todd Levine 107 Denise Miller 67 Craig Brommers 108 Andrew McLellan 68 Nathan Pund 109 Sarah Robb O’Hagan 69 Jason Steris 110 Christopher Peake 70 Nate Treadaway 111 Clint Pierce 71 Dave Ortley 112 Daniella Reichstetter 72 Todd Dalhausser 113 Parks Robinson 73 Todd Spaletto 114 Ryan Samuelson 74 Mike Steck 115 Nate Simmons 75 Andy Tompkins 116 Dan Sullivan 76 Austin Williams 117 Christopher Svezia 77 Jeff Beraznik 118 Craig Throne 78 Roy Notowitz 119 Jon Vacca 79 Scott Frnka 120 Kris Versteegen 80 Dave Morrow
2011
2012
121 Nate Alder 122 Jeremy Andrus 123 Tripp Baird 124 Varetta Banks 125 Jed Berger 126 Willy Booker 127 Linda Brunzell 128 Kimberly Cayce 129 Steve Cuthbert 130 Kelly Dachtler 131 Hoby Darling 132 a Peter Davis 133 Martin Dean 134 Keith Duplain 135 Elizabeth Earley 136 Robert Fairnholt 137 Chris Farley 138 Vin Ferrara 139 Ronnie Fieg 140 Brian Frank 141 Joel Heath 142 Jonathan Hirshberg 143 Robert Hough 144 Todd Kirssin 145 Tim Knowlton 146 Michael Martin 147 Carie McAuliffe 148 Jason McGibbon 149 Peter Messana 150 Melanie Mitchell 151 Chris Pappas 152 Bob Philion 153 Jesse Porter 154 Lance Richardson 155 Darren Rovell 156 David Schultz 157 Marc Simon 158 Lisa Thompson 159 Craig Vanderoef 160 Rob Will
161 Simon Atkins 162 Randy Benedict 163 Jaime Bethke 164 Jake Brandman 165 Nicholas Brayton 166 Callum Brown 167 Charlie Bruder 168 Jay Custard 169 Jarka Duba 170 Mark Eggert 171 Sean Finucane 172 Mark French 173 Kip Fulks 174 Matt Geske 175 Sally Grimes 176 Peter Ha 177 Jonathan Hart 178 Petra Hilleberg 179 Bob Holding 180 Brett Jordan 181 Jeremiah Mackmiller 182 Ann Vernon Malik 183 Damian McCusker 184 Rob Morales 185 John Naekel 186 Matthew Navarro 187 Mary Cecile Neville 188 David Oksman 189 Mike Olsen 190 Theresa Palermo 191 Steven Regenold 192 Eric Rubel 193 Matt Schwartz 194 Troy Sicotte 195 Lee Silverman 196 Michael Sørensen 197 Henry Stafford 198 Matt Tingler 199 Edward Van Wezel 200 Nick Vu
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TEAM BUSINESS
Team Socks No Longer An Afterthought Bold designs have driven an unprecedented interest in team socks By Fernando J. Delgado
B
elieve it or not, team socks are hot right now. Usually an overlooked add-on item, the category has been gaining steam thanks to demand from athletes for performance and eye-catching color. According to U.S. retail sales data provided by SportScanInfo, overall sock sales are up 40 percent year-to-date after increasing 33 percent in 2012. Both team dealers and big box retailers have witnessed a surge in sales and interest in team socks, a trend which doesn’t seem to be letting up anytime soon. Moisture-wicking, temperature regulation, odor control, comfort and fit all remain as some of the most important features for team socks, but a growing emphasis on appearance has shifted the market. High-end socks with much higher price points have become more commonplace on retail floors and more requested from team dealers. Nate Gelles, sales representative for LIDS Team Sports, has spent many years selling uniforms and equipment to teams in the New York City area and has noticed team socks becoming more of a sought-after item. “There’s been a clear trend of more people buying socks that I’ve never seen before - and I’ve been in the business about 10 years. Before that, socks were more of an afterthought,”
54 MAY 2013
Nike Vapor Knee-High Game Football Sock
said Gelles. “Customers would buy socks along with the uniform head-to-toe, which would include the footwear - the cleat or basketball shoe - as well as the socks. That’s not the case anymore.” Gelles explained that Nike made “one of the biggest advancements in socks in quite a long time” last year when they introduced their Elite socks for basketball. “They’re not the only brand to come out with a design of a good polypropylene performance sock – and performance is the way socks are all going – but when they came out with the Elite basketball sock, that changed things,” he continued. “They killed the sock market this past year.” According to Gelles, kids in youth leagues and at the high school level are attracted to the Nike Elite’s design and color combinations. The performance and fit of the socks are also big draws for customers, as Nike began featuring anatomical left and right socks as part of the Elite line for a better fit on each foot, as well as compression in the middle of the sock foot that keeps cushioning in place. “They’ve created a new category,” he said. “Socks are an important piece of the uniform now. Nike coined the phrase ‘a system of dress,’ which is a thought that it’s an integrated uniform system. So it’s not just what you’re wearing on top, it’s also what you’re wearing underneath and how it all fits together.” For team dealers, the trend of increased demand for high-end socks offers an interesting challenge for an item which traditionally experiences a high degree of sellthrough and inventory turnover. “Just like with any team sports business, socks are seasonal,” noted Gelles. “We go through thousands of socks. So it’s important for us to keep them in stock.” Gelles also said that Nike is introducing the new Vapor game socks for this upcoming football season, along with new styles for basketball. “The kids are going nuts for them,” noted Gelles. He also shared that Nike Elites are crossing over sports for many teams. “I was visiting with a D-II college the other day, and their volleyball team is looking to get the Nike Elite basketball sock. That’s a big trend with that set of socks in particular.” The Nike Vapor socks are particularly interesting because they are pushing price points to rare levels in team socks, with retail prices reaching as high as $22. Clearly, consumers are valuing high-end socks more than they ever have. Multi-sport socks are also selling extremely well at retail and with team dealers. ProFeet’s Shooter sock offers a multi-sport solution for teams and athletes, as the popular style can be worn for football, basketball and lacrosse. ProFeet also expects its 730 Performance Multi-Sport X-Static sock - or use in football, baseball and soccer - to
sell well. "The 730 has two yarns that no one else has blended together,” stated Taylor Wilson, president of ProFeet, Inc. “So we've got four different styles with that technology that no else has. That continues to be a growing line for us." Other brands offering popular multi-sport socks include Twin City Knitting, Russell Athletic, Under Armour and Alleson Athletic, among others. Team socks have also seen a noticeable uptick in sell-through at big box retailers over the past year. Ashley Quichocho, store manager at Sports Authority in Nottingham, MD, said that socks at her location have become more popular with customers. She noted that football, baseball and soccer socks generate the most sales at her location, with customers seeking out a few brands in particular. “Adidas is a big seller for us, and Sof Sole has been popular as well,” Quichocho shared. “Under Armour’s socks have been picking up, and Nike Elite socks are popular with the kids whether they’re playing basketball or football, or if they want multi-sport socks.” She added that young athletes coming into the store frequently emphasize the appearance of the socks they purchase. “They’re looking for style, and for colors,” Quichocho observed. “The people coming in for soccer or baseball want socks that match the color of their team, they’ve been buying the Adidas and the Sof Sole.” Sock manufacturers are also increasing their offerings to female athletes, who continue to participate in various team sports in growing numbers. “We’ve noticed a trend of fashion prints on women’s team socks across multiple sports – soccer, volleyball, [and other sports],” said Jeff Wheeler, vice president hosiery sales at Sof Sole. In order to appeal to that segment, Sof Sole will be releasing six new prints for its
Adidas Copa Zone Cushion Crew Soccer Sock MSRP $12
Adidas NCAA Team Speed Crew Sock (for basketball and football) MSRP $14
Adrenaline Confidential “Support” Neon Director Lacrosse Sock MSRP $12
Adrenaline J Train Lacrosse Sock (black with the eclipse neon yellow) MSRP $8-$10
Franklin Pro-Formance Youth Baseball Socks MSRP $5
Franklin Soccer Socks MSRP $7
Brine Soccer Socks MSRP $7
Louisville Slugger TPX Baseball Sock MSRP $5
Mizuno Women’s Performance Highlighter Volleyball Sock MSRP $15
Mizuno Performance Plus Crew Volleyball Sock MSRP $15
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Women’s All-Sport team socks for Spring, as well as two more coming this Fall. Under Armour, meanwhile, is in the process of significantly increasing its presence in the team sock market with new lines featuring eye-popping sublimation and cutting-edge performance features. The UA Ignite Crew Socks are a new performance line which can be used for a variety of team sports. The Ignite series feature a signature moisture transport system that wicks sweat away from the body, while ArmourBlock anti-odor technology prevents the growth of odor causing microbes. Meanwhile, bold design and color highlight Under Armour’s Sublimated Performance Crews, one of the only team socks on the market that incorporates sublimation. Soccer, baseball, football and allsport crew socks, including styles in Charged Cotton® - which dries much faster than normal cotton - are also hitting retail this year. Team socks represent a staple item that team dealers can offer to their customers, and buyers have a variety of options available to them with the increasing availability of performance socks at retail. However, the greater emphasis that athletes and teams place on socks represents an opportunity for team dealers, retailers, and sock manufacturers alike. “Socks have always been a necessary piece, but there’s not a middle ground,” LIDS Team Sports’ Gelles said. “But teams are clearly trying to budget more than they have in the past so they can make socks part of their uniform.” “Our approach as a dealer, traditionally, has been to sell socks as an add-on and to make sure they fit in the budget,” continued Gelles. “It’s probably more important for us to make sure we get the sale on the uniform and the apparel – the hoodie, the sweat pant, etc. But what’s driven the sock business is the demand from the players. So then the coaches say, ‘My players want this.’ And nine times out of 10, for basketball season last year, the coach requested one of those higher-end socks. Before, we would never even need to sell it.” Gelles added that when he deals with NCAA Division-I, II and III colleges and some high schools with larger budgets, he expects to sell socks along with the uniforms. But when approaching smaller high schools, athletes and coaches are requesting to see high-end team socks more than ever before – which is a change from the way business was conducted before. “They’re asking dealers for the product, instead of the dealer showing it to them,” said Gelles. “I’m not selling a sock to teams by saying it’s got superior fit or more durability. They know what it is and they want it. It’s a big trend right now and it’s selling itself.” ■
56 MAY 2013
Nike Elite Crew Basketball Sock MSRP $14
ProFeet 730 X-Static Over-The-Calf Multi-Sport Sock $13
Russell Athletic RTS01AS All Sport Sock MSRP $10
Swiftwick Cut-Resistant Compression Hockey Sock MSRP $44
ProFeet 230 Shooter Performance Crew Sock (for basketball, football and lacrosse) MSRP $12
Russell Athletic RTS03AQ Crew Sock (multi-sport) MSRP $16 (per 3-pack)
Sof Sole 85598 Women’s Radical Tie Dye All Sport Sock MSRP $8 (per 2 pair)
Alleson Athletic 3ACRA Acrylic Solid Utility Team Socks (multi-sport) MSRP $5-$6
Puma Power 5 Soccer Sock MSRP $10
Twin City Knitting Baseline 2 Sock (for basketball, lacrosse, football, volleyball, wrestling) MSRP $5-$8
Under Armour U403 Over The Calf Crew Football Sock MSRP $10
Twin City Knitting Frequency Sock (for basketball, football, lacrosse, volleyball) MSRP N/A (Custom Only)
Under Armour U410 UA Ignite Crew Sock MSRP $13, $15 (sublimated)
Nike Air Jordan Dri-FIT Crew Basketball Socks MSRP $16
THE INTERSECTION OF CAREER AND LIFESTYLE
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Playing in Style Sleek lightweight designs, sublimation and customization will continue to impact uniforms this fall By Fernando J. Delgado
58 MAY 2013
Augusta Sprint Cross Country Uniform
hen athletes hit the field this fall, they’ll be wearing brighter, lighter and more technologically advanced uniforms than ever before. With the amount of performance capabilities, fabric features, customization and design options made possible by processes like sublimation, uniforms are now extremely versatile, and they give team dealers a great chance to book high-volume orders at profitable margins. Taking a look at the uniforms that will be available this fall makes it clear that eye-catching styles and lightweight fabrics are here to stay. Nothing has quite impacted uniforms as strongly as sublimation over the past few years. Sublimated uniforms have become very popular with teams, and more and more manufacturers are adding sublimated styles to their uniform lines. “A huge trend has been sublimation, and that’s continuing,” confirmed Nate Gelles, sales representative for LIDS Team Sports. “I’d say if you called a bunch of team dealers four years ago and asked them what the big trend was, you might find one or two of them who mentioned sublimation. Back then, it wasn’t as widely done and only a few companies specialized in it. It was non-traditional, so a lot of coaches didn’t buy into it. Now, it’s saturated the market, so a lot of coaches don’t even have a choice.” The ability of sublimation to create visually stunning, colorful uniforms has given designers more options. “There are several great things about sublimation,” said Gelles. “Lighter is better
Adidas Climalite Quickset Women's Cap Sleeve Volleyball Jersey and Techfit Climalite 4" Short Tight
in uniforms right now. The majority of the fabrics are going to some type of moisture management.” Adidas Techfit Football Jersey and Pant Uniforms continue to be constructed with polyester. However, managing new performance materials and embellishing uniforms has presented challenges for team dealers when filling out orders. Standard printing and embellishment can be more problematic for an entire team. When dealing with different sizes and specifications for each member of the team, issues can arise with bleeding or coloring. With sublimation, those problems can be avoided. Sublimation also facilitates the growing trend toward lighter and betterperforming uniforms. “Everything is lightweight and moisture-management now,” stated Gelles. “If you’re wearing a uniform with a heavy print or twill on top of it, that part is going to feel awkward and heavy. You don’t feel that when you have a sublimated jersey.” Sublimated uniforms are great items for team dealers to sell because of increasing price points and margins. Costs for producing are also decreasing, making them profitable long-term while also offering customers value because sublimated uniforms are an affordable alternative to traditional screenprinted uniforms. Several manufacturers will offer new sublimated uniform styles this fall for every sport, including Alleson Athletic, Nike, Russell Athletic, Game Gear, Champion, Under Armour, Mizuno, Adidas and many others. Innovation in design and fabric technology will always have a place in team uniforms. Ryan Brown, business unit director of team sports apparel for Adidas, updated SGB on his company’s upcoming styles for several key sports. “From a fall sports perspective, our biggest focus right now is volleyball,” said Brown. “We’re introducing a new uniform system for women’s volleyball in a cap sleeve and ¾ sleeve featuring moisture-management technologies and a new shoulder seaming to increase the range of motion.” On the gridiron, Adidas has designed styles that respond to demands from football players to maximize movement and performance at the lightest weight possible. “The evolution of the football uniform system we have
– with the Techfit football jersey and Techfit football pant – continues to be important,” said Brown, who shared that Adidas has seen sales of its Techfit uniforms increase 50 percent year-over-year. “That jersey is revolutionizing football game play because of its low-profile streamline cut allowing for wider range of motion and lighter weight.” Brown hinted that soccer players and the dealers that outfit them should keep an eye out for new uniforms made available around the fall season that reflect the widespread excitement for one of the world’s most anticipated sporting events. “In soccer for Fall 2013 we’re ramping up for 2014, which is a World Cup year,” he said. “So we expect a lot of exciting things to be coming out of the soccer side later this year.” Adidas unveiled a trailblazing new style earlier this year: the first short-sleeve basketball uniform. The adizero short-sleeve uniforms were first debuted by the NBA’s Golden State Warriors on national television in late February, and were also worn by NCAA Division-I champion Louisville in the title game in April. The positive reception by professional and collegiate players to the uniforms has interesting ramifications for uniform sellers who service younger players. It also provided Adidas with a unique opportunity to commercialize a new style and offer it to customers at all levels. “The biggest news we have is the short-sleeve basketball jersey and all the hype that created,” explained Brown. “It was exciting to have Louisville, the national championship team, wearing our short -basketball jersey. It did not hinder their performance at all, and in fact they loved it. Adidas miCrazyFast Short Sleeve Basketball Jersey and miCrazyFast Short
“There was a lot of buzz and a lot of hype around the short-sleeve aspect of it, but there was also excitement around the camo and bright colors of the uniforms,” he continued. “It was very unique, but it says a lot to launch something so dramatic on an NCAA Division-I team, much more a premiere team, much more the national champion. To create something like that with the University of Louisville directly
Puma Spirit Soccer Shirt
Nike's Elite 51 NFL football uniform, which debuted in 2012, was a big hit with young players. Uniform manufacturers are more frequently commercializing officially licensed pro styles for youth uniforms.
turns into a commercialization opportunity for us at the Adidas team level, because we’re going to turn around and sell that same concept to all the other NCAA D-II’s, III’s, NAIA’s, high schools and AAU programs; all those avenues are going to have the access to the same uniforms. That was something for our brand that worked extremely well.” Brown said the short-sleeve basketball uniforms will be available this upcoming Fall/Winter for all levels of play, demonstrating how uniform trends at the highest professional and amateur levels trickle down. “That’s a big win for us. To be
60 MAY 2013
able to showcase it in the front half, and then to be able to offer it and sell it in the back half of the year to the other avenues of business is great,” he said. “Something we hammer home is that we want to be able to provide our collegiate assets with the best of the best. But on the flip side of that, we want to be able to allow every other avenue of sale, sport or level of play out there to be able to buy the exact same thing that our highest level programs get. That same basketball jersey that was on the court for the national championship game is the same basketball jersey that all levels of play can purchase. The same applies to football jerseys and pants.”
The new Adidas short sleeve basketball jersey, including lettering and decoration, will retail at $75. Leading manufacturers that outfit professional and college teams – such as Adidas, Nike and Under Armour must not only monitor trends but they also have the ability to set trends with bold new uniform styles. Anticipating which influences will trickle down is a challenge for designers. “On the product side, we work in 18-month cycles,” Brown explained. “So we’re finishing up 2014 right now [in early April] and we’re already looking at 2015 and 2016, and how we’re going to evolve and take uniforms to the next level.” Quality vs. Quantity “One of the things the market has noticed has to do with the NFL and pants,” added Dave Aubuchon, senior merchandise manager of football for Russell Athletic. “There’s a fine line between getting lightweight and staying durable. On one hand, if a pant is lightweight, you’ll be able to have moisture management, and the players like Mizuno Techno Generation Long that. But you start having Sleeve Volleyball Jersey a problem when you start decreasing the weight to a certain degree. You get stretch, but you give up recovery. I noticed last year, because those NFL pants gave up so much weight, that the pants were starting to bag and sag a little bit around the seat area, especially when they get wet. There’s a line that you don’t want to cross where you give up too much weight while keeping that moisture management, elasticity, and protection for players holding muscles in place.” In response to the demands for light yet well-constructed uniforms, Russell has developed Z7 fabric, which has stretch while being lightweight and durable; used in several key Russell styles that will be available in Fall, including the S52_CC Adult Color Block Game Jersey and accompanying F54_MN Paneled Game Pants. Russell also introduced MSC fabric - a breathable, lightweight fabric with a great deal of stretch - late last year for its jerseys. Aubuchon has noticed a trend among football players to downsize their jersey fit, something else that Russell has considered with both the construction and appearance of its styles. “It’s interesting when you look at players now,” he commented. “I’ve been seeing college players ordering a size smaller – guys ordering a medium who two
years ago would have ordered a large or extra-large. They want the jerseys tight and conforming to the shape of their pads. We developed the MSC fabric that can hold onto the shoulder pads tightly. You’ve got fabrication, and you’ve also got shine. Years ago, dull was the popular look. Now we’re starting to see shine come back. We’re making sure to use bright nylons and bright poly yarns on these jerseys to give them that shine.” “You’ve got to go beyond simple fabrication,” stated Aubuchon. “You’ve also got to give football players a new look.” Aubuchon said Russell developed a new scoop neck configuration on some uniform styles so that players can experience better air flow. “If you get a guy in college, like some of these wide receivers and defensive backs, and they want to get a jersey that’s a size small so that it fits nice and tight – what do you do for these smaller high school kids? What happens if they want twill lettering? So we developed brand new cloth lettering that stretches with the fabric". LIDS Team Sports’ Gelles also pointed out that Nike “took a big step” when they unveiled their newest NFL uniforms last year after taking over a contract previously held by Reebok, then making those uniforms available to younger players. “It was the first time you could get the onfield performance factors from the pros and get them all the way down to the JV and Varsity high school levels,” he said. “These players can get the same benefits in their uniforms that NFL player can. That doesn’t usually happen.” Customization is another trend which continues to impact uniforms, and it’s a preference that will only become more prevalent as more customers favor online shopping. Mobile shopping on cell phones and tablets has also spiked over the past two years, making online uniform-builders an increasingly powerful tool for manufacturers and dealers to reach customers. Several leading companies offer online uniform builders, including Wilson, Under Armour, Russell Athletic, Alleson Athletic, Augusta Sportswear and Cliff Keen Athletic. Wilson’s Uniform Designer allows the customer to pick between Pro-Fusion sublimated uniform, traditional custom uniform, and decorated stock uniform options--with a multitude of choices ranging from fabric type and color, text (jersey) / braid (pant), and emblems for both the jersey and the pant. Wilson ProFusion™ Drive Cut Custom Football Jersey
Under Armour’s Team Uniform Builder Configurator offers uniforms for five sports including football, providing 15 design options and various body styles for each. The user then has the ability to pick and choose from a dozen or more colors to accent parts of the jersey before custom decorating the lettering, numbering and logos. Russell Athletic’s Custom Uniform Builder utilizes drop down menus and comprehensive op- Russell Athletic S52 CC Adult Color Block Game Football Jersey tions that allow users to carefully create their uniforms. Russell also launched its own uniform builder application for the iPad, featuring a mobile interface that allows anyone to create and save unique uniform designs on the go. The application, which is free and one of the first of its kind for team sports, was developed to allow users to work on uniform combinations anywhere with the same capabilities as a web-based version. Alleson Athletic also recently launched a new uniform builder and B2B platform geared towards facilitating customers who use mobile tablets and other advanced technologies. “Alleson Athletic’s new online account management/order site and the uniform builder were designed to drive online business for seamless order processing and faster delivery,” explained Kim Gillis, Alleson Athletic’s marketing manager. “Giving customers visibility to their account details, as well as the ability to place their stock and Chromagear orders online via a desktop computer or mobile device, were the critical factors in transforming the way customers experience our brand.” The emphasis on customized technology also extends to new applications Alleson offers, as iPad Apps for the new Uniform Builder and Catalog Playbook are available at the Apple iTunes store. Champion’s Uniform Builder offers a Dealer Login (as many other manufacturer’s builders do) so team dealers can sit down with their customers and create uniforms. Dealers having online builders at their disposal makes the process of selecting uniforms and decorating options simpler and reduces ordering mistakes. Augusta Sportswear has a Preselected Uniform Builder that allows users to pick uniform combinations and to personalize flyers. The coach or athlete can then e-mail, download or print their chosen style for review. Cliff Keen Athletic offers wrestlers the ability to create their own singlets, sublimated uniforms, headguards and warmups, among other items, with their Uniform Builder. Just a sampling of some of the most widely used uniform builders, these companies offer a glimpse into the way business will be conducted in the future. ■
Champion Women’s Flex Reversible Field Hockey Pinnie
For full year calendar go to sportsonesource.com/events
MAY
AUGUST
5-8 N.S.G.A. Mgmt. Conference Palm Beach Gardens, FL
1-4 Outdoor Retailer Summer Market Salt Lake City, UT
8-9 ASI New York New York, NY
1-4 SGB Active Lifestyle Investors Conference Salt Lake City, UT
JUNE 18-20 Licensing International Expo Las Vegas, NV 26-28 TAG Spring/Summer Show St. Charles, MO 27-29 Sports Inc. Athletic Show Denver, CO
JULY 9-11 TAG Spring/Summer Show St. Charles, MO 10-12 BCA International Billiard & Home Recreation Expo Friedrichshafen, Germany 11-14 European Outdoor Trade Fair Friedrichshafen, Germany 12-14
A.D.A. Spring Show Milwaukee, WI
16-18 ASI Chicago Chicago, IL 17-19 NBS Specialty Outdoor Market Fort Worth, TX 18-19 NBS Athletic Market Austin, TX 31 Outdoor Retailer Open Air Demo Salt Lake City, UT
8-10 Sports Inc. Outdoor Show Denver, CO 17-19
Altanta Shoe Market Atlanta, GA
SEPTEMBER 8-10 NBS Fall Semi-Annual Market Fort Worth, TX 18-20 Interbike International Trade Expo Las Vegas, NV 25-26 Sports & Fitness Industry Assoc. Industry Leaders Summit Baltimore, MD 30-2 OIA Rendezvous San Diego, CA
OCTOBER 7-8 The Retailing Summit Dallas, TX 15-17 SGB Sports & Technology Convergence Palo Alto, CA
NOVEMBER 5-7 TAG Fall/Winter Show TBD 15-17 A.D.A. Fall Show San Antonio, TX 24-26 Sports Inc. Athletic Show Las Vegas, NV
62 MAY 2013
TRADE ASSOCIATIONS | BUYING GROUPS
CALENDAR
Athletic Dealers of America 1395 Highland Avenue Melbourne, FL 32935 t 321.254.0091 f 321.242.7419 athleticdealersofamerica.com National Shooting Sports Foundation Flintlock Ridge Office Center 11 Mile Hill Road Newtown, CT 06470 t 203.426.1320 f. 203.426.1087 nssf.org National Sporting Goods Association 1601 Feehanville Drive / Suite 300 Mount Prospect, IL 60056 t 847.296.6742 f 847.391.9827 nsga.org Nation’s Best Sports 4216 Hahn Blvd. Ft. Worth, TX 76117 t 817.788.0034 f 817.788.8542 nbs.com Outdoor Industry Association 4909 Pearl East Circle / Suite 300 Boulder, CO 80301 t 303.444.3353 f 303.444.3284 outdoorindustry.org SFIA 8505 Fenton Street Silver Spring, MD 20910 t 301.495.6321 f 301.495.6322 sfia.org Snow Sports 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 Drive / 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 Worldwide 8211 South 194th Kent, WA 98032 t 253.872.8746 f 253.872.7603 wdi-wdi.com
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What’s been the primary driver of Zappos growth over the years? Repeat customers and word of mouth. Our philosophy has been to take most of the money we would have spent on paid advertising and invest it into customer service and the customer experience instead, letting our customers do the marketing for us. What’s the best way to build a brand for the long term? In a word: culture. At Zappos, our belief is that if you get the culture right, most of the other stuff – like great customer service, or building a great long-term brand, or passionate employees and customers – will happen naturally on its own. We believe that your company’s culture and your company’s brand are just two sides of the same coin. The brand may lag the culture at first, but eventually it will catch up. Your culture is your brand. How do you build and maintain a culture that you want? It starts with the hiring process. At Zappos, we actually do two different sets of interviews. The hiring manager and his/her team will do the standard set of interviews looking for relevant experience, technical ability, fit within the team, etc. But then our HR department does a separate set of interviews, looking purely for culture fit. Candidates have to pass both tests of interviews to be hired. We’ve said ‘no’ to many talented people that we know can make an immediate impact on our top or bottom line. But because we felt they weren’t culture fits, we were willing to sacrifice the short-term benefits to protect our culture (and therefore our brand) for the long term. After hiring, the next stop to building culture is training. What does Zappos’ training involve? Everyone that is hired into our headquarters goes through the same training that our Customer Loyalty Team (call center) reps go through, regardless of department or title…It’s a four-week training program, in which we go over company history, the importance of customer service, the long-term vision of the company, our philosophy about company culture – and then you’re actually on the phone for two weeks, taking calls from our customers. Again, this goes back to our belief that customer service shouldn’t just be a department, it should be the entire company. Zappos is famous for offering to pay trainees $2,000 to quit after the first week of training. We want employees that believe in our long-term vision and want to be a part of our culture. As it turns out, on average, less than 1 percent of people take the offer. One of Zappos’ core values is to “Create Fun and a Little Weirdness among your staff. What’s that about? In our culture we celebrate and embrace our diversity and each person’s individuality. We want people to express their personality in their work. To outsiders, that might come across as inconsistent or weird. But the consistency is in our belief that we function best when we can be ourselves. We want that weirdness in each of us to be expressed in our interactions with each other and in our work. One of the side effects of encouraging weirdness is that it encourages people to think outside the box and be more innovative.
Tony Hsieh CEO, Zappos.com
64 MAY 2013
Do you have a pet peeve? I dislike “business networking” events. At almost every one, it seems like the goal is to walk around and find people to trade business cards with, with the hope of meeting someone who can help you in business and in exchange you can help that person somehow… My advice is to stop trying to “network” in the traditional business sense, and instead build up the number and depth of your friendships, where the friendship itself is its own reward. The more diverse your set of friendships are, the more likely you’ll derive both personal and business benefits form your friendships down the road, You won’t know exactly what those benefits will be, but if your friendships are genuine, those benefits will magically appear two-to-three years down the road.
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