SGB Weekly 1306 by SportsOneSource

ISSUE 1306 FEBRUARY 11, 2013

The Weekly Digital Magazine for the Sporting Goods Industry

THE FIRST AND ONLY FULLY INTERACTIVE ONLINE JOB SITE SERVING THE SPORTING GOODS INDUSTRY FREE ACCESS TO THE LATEST JOB LISTINGS TO START OR EXPAND YOUR CAREER

Find out how your company can take advantage of a FREE Job Posting by calling 704.987.3450 or email sportsjobs@sportsonesource.com.

AB-CARVER™ PRO

Ultra-Wide Wheel Stabilizes movement to carve left, right and center

Performance Grips Rubberized non-slip ergonomic grips for stability control

Kinetic Engine Carbon Steel Spring turbocharges abdominal and arm workouts

Foam Kneepad High-Density foam for superior comfort

CARVE youR

CoRE 800 446 7587 |

help@implus.com

www.abcarverpro.com

www.perfectonline.com

FOR 45 YEARS WE’VE BEEN DRIVING

INSOLE TECHNOLOGY FORWARD.

There’s no question that gel insoles provide great comfort. But even though they feel great, there are trade-offs: flat gel insoles are often bulky and just don’t have the deep heel cupping and arch support needed for lasting comfort. That is until now. Using the contours of our best-selling TOTAL SUPPORT™ Insole, we’ve built a gel insole your customers will love: Spenco® ProForm Gel. Ultra-Thin Gel cushioning with flexible arch support. Maximum margins for you and fantastic value for your customers.

Yes, This is Spenco

Look for Spenc o at the follow ing sh ows! Outdo

or Re Booth tailer #60 FN P LATF ORM Booth #6213 5

For more info or to request a sample, call 1-800-877-3626 or visit spenco.com

Find us online!

PROFORM U LT R A - T H I N

Spenco

Love Your Feet™

Group Publisher Editor In Chief James Hartford james@sportsonesource.com 704.987.3450

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

ISSUE 1306 FEBRUARY 11, 2013

The Weekly Digital Magazine for the Sporting Goods Industry

Contributing Editors Aaron H. Bible, Fernando J. Delgado, Charlie Lunan, Matt Powell Creative Director Teresa Hartford teresa@sportsonesource.com 704.987.3450 (x105) Graphic Designer Camila Amortegui camila@sportsonesource.com 704.987.3450 (x103)

NEWS

6 BY THE NUMBERS ASICS AMERICA Sees 11 Percent Revenue Gain in Nine Months 8 MOVERS & SHAKERS BROOKS SPORTS Realigns Management Structure to Hire CFO 10 ATHLETIC RECON Launches Debut Collection FINANCIALS Mizuno's Running Strength 12 PUMA Launches Adaptive Running Initiative

Advertising Sales Account Manager / Northeast Buz Keenan buz@sportsonesource.com 201.887.5112 Advertising Sales Account Managers / Midwest Barry Kingwill & Jim Kingwill bkingwill@sportsonesource.com jkingwill@sportsonesource.com 847.537.9196

SGBW PROFILE

Advertising Sales Account Manager / Southeast Katie O'Donohue katieo@sportsonesource.com 828.244.3043

14 JIM ZWIERS President, The Performance Group, Wolverine Worldwide

FEATURE

Circulation & Subscriptions subs@sportsonesource.com

18 BROOKS’ Momentum Accelerates 22 GADGETS GALORE! Cool Accessories for Spring

DEPARTMENTS

SportsOneSource Publications

26 I AM SGBW... Richard Daniels Co-Founder and COO, Yurbuds

Print Magazine: SGB, SGB Performance Digital Magazines: SGB Weekly, TEAM Business Digital Newsletters: The B.O.S.S. Report Sports Executive Weekly News Updates: SGB, Footwear Business, Outdoor Business, Sportsman’s Business, TEAM Business

ON THIS PAGE: The LightBender LED Armband, provides 360° visibility and multi-settings for steady or blinking options. It’s also waterproof.

SportsOneSource Research SportScanInfo, OIA VantagePoint, SOS Research

2151 Hawkins Street • Suite 200 • Charlotte • NC • 28203 t. 704-987-3450 • f. 704-987-3455 www.SportsOneSource.com

ON THE COVER: Nathan Fire and Ice 20 oz. Bottle First ever 360° reflective print on a water bottle, for low-light conditions.

Copyright 2013 SportsOneSource, LLC. All rights reserved. The opinions expressed by writers and contributors to SGB WEEKLY are not necessarily those of the editors or publishers. SGB WEEKLY is not responsible for unsolicited manuscripts, photographs or artwork. Articles appearing in SGB WEEKLY may not be reproduced in whole or in part without the express permission of the publisher. SGB WEEKLY is published weekly by SportsOneSource, LLC, 2151 Hawkins Street, Suite 200, Charlotte, NC 28203; 704.987.3450. Send address changes to SGB WEEKLY , 2151 Hawkins Street, Suite 200, Charlotte, NC 28203; 704.987.3450

FEBRUARY 11, 2013 | SGBWeekly.com

NEWS

BY THE NUMBERS

25% Under Armour, Inc. reported net revenues increased 25 percent in the fourth quarter ended December 31, 2012 to $506 million compared with net revenues of $403 million in the prior year's period. Apparel revenue rose 25 percent while footwear revenue rose 43 percent. Net income increased 54 percent in the fourth quarter of 2012 to $50 million compared with $33 million in the prior year's period. The 25 percent increase in apparel net revenues to $405 million was driven primarily by Fleece, which included a broader expansion of the Storm platform across the category.

$1.9 million Sport Chalet, Inc.’s losses widened in its third quarter ended December 30, to $1.9 million, or 13 cents a share, compared to a net loss of $1.0 million, or 7 cents the prior year. The Los Angeles-based chain said recent growth in comparable store sales and profitability plateaued as warm weather and a continuing trend for consumers to postpone holiday shopping negatively impacted the quarter. Comps decreased 0.7 percent for the quarter. On the positive side, fourth quarter comps through the five weeks ended February 3 increased 20.3 percent.

$1.15 billion HanesBrands, the parent of Hanes and Champion, said sales increased 5 percent to $1.15 billion in the fourth quarter compared with the year-ago quarter and increased 2 percent to $4.53 billion for the full fiscal year. Fourth-quarter adjusted EPS more than doubled to $1.07, excluding bond prepayment expenses that reduced EPS by $0.30. Each of the company’s business segments reported at least double-digit operating profit growth in the quarter. Full-year adjusted EPS increased 7 percent to $2.62. The Innerwear segment was the strongest contributor to full-year results, delivering 18 percent growth in operating profit. 6 SGBWeekly.com | FEBRUARY 11, 2013

ASICS AMERICA SEES 11 PERCENT REVENUE GAIN IN NINE MONTHS Asics America Group, which includes U.S., Brazil and Canada, announced net sales rose 11.2 percent on a currency-neutral basis in the nine months through December 31. Net income increased 10.2 percent while operating income rose 27.1 percent. The nine-month improvement was largely driven by strong sales in the footwear category, with both running and tennis footwear reporting significant sales growth. Training footwear was another strong area of growth for the brand. Asics America Group expects to show continued growth this year and is on track to reach its billion dollar sales goal by 2014. “At Asics, we all share the same passion and commitment to outstanding performance and constant improvement,” said Asics America Group President and CEO Kevin Wulff, in a statement. “This mentality pushes us to reach our targets, expand our business offerings and will enable us to become a billion dollar region by 2014. Our innovative team, ever-expanding line of products, and strong growth in footwear and apparel categories for running and tennis are the key components to our continued success.” Companywide, Asics, Inc. revenues rose 2.3 percent to ¥190.5 billion (U.S. $2.03 bn). Operating income declined 2.6 percent to ¥16.4 billion ($174.8 mm), net income rose 42.9 percent to ¥12.5 billion ($133.2 mm). In the Americas, sales climbed 9.6 percent to ¥51.3 billion ($546.7 mm) and was ahead 11.2 percent on a currency-neutral basis. Operating income reached ¥4.6 million ($49.0 mm), up from ¥3.7 million a year ago. In its home region, Japan's sales reached ¥80.1 billion ($853.7 mm), up 6.1 percent versus the year-ago period. Operating profits were flat at ¥2.9 billion ($30.9 mm). In Europe, sales declined 2.8 percent to ¥48.7 billion ($519.0 mm), operating profits were down 13.2 percent to ¥6.6 billion ($70.3 mm). In the East Asia region, sales were ¥9.6 billion ($102.3 mm), down from ¥9.9 billion; operating profits eased 18.2 percent to ¥781 million ($8.3 mm). In the Oceanic region, sales improved 10.8 percent to ¥8.2 billion ($87.4 mm); operating profits rose slightly to ¥1.77 billion ($18.9 mm) from $1.75 billion in the year-ago quarter.

NEWS

MOVERS & SHAKERS President Obama nominated REI President and CEO Sally Jewell to be the next Secretary of the Interior. Power Systems, the sport and fitness performance equipment manufacturer, promoted Jason Eason to VP of sales and will develop, manage and guide all salesrelated activities for the organization. PrimaLoft promoted Nick Martin and Victoria Lee to new roles in its marketing department. Martin will be taking the role of product marketing associate, and Lee will now serve as sales and promotion associate. Jack Boys has been named CEO of Cole Haan, effective immediately. Lululemon Athletica, Inc. appointed Robert Bensoussan to the company's board of directors. Bensoussan’s appointment reflects Lululemon’s increasing international focus and his addition expands the board to 11 members. Spyder Active Sports, Inc. promoted J.J. Collier to SVP of product and design and Russ Rowan to SVP of marketing and sales for North America. Greg Brodsky, longtime leader of The Bike Cooperative, will step aside February 1 as outdoor industry veteran Scott Barrett becomes the new president of the retailer-owned cooperative. The Jones Group, Inc. appointed Joseph Stafiniak to the newly created position of SVP of merchandising of Nine West, effective immediately. 8 SGBWeekly.com | FEBRUARY 11, 2013

Photo courtesy of Brooks

BROOKS SPORTS REALIGNS MANAGEMENT STRUCTURE TO HIRE CFO Brooks Sports plans to hire a CFO and will reorganize roles among its top management under a plan to better grow globally and enhance e-commerce sales. Under the reorganization, the running footwear brand changed its structure to support four key global functions: product, marketing, operations and corporate. Outside of these functional groups, it set up four business divisions: North America, EMEA (Europe, Middle East, Africa), International Business Development and Global E-commerce. As part of the changes:

• Jim Weber, CEO, will focus on the long-term strategy for Brooks Sports. He will be charged with scaling the company’s corporate culture for future success. Weber, who reports directly to Berkshire Hathaway’s CEO Warren Buffett, will lead the Brooks corporate, product and marketing global functions as well as the Moving Comfort division;

• Brooks will add the role of CFO to the executive team. The CFO will lead corporate development efforts and oversee legal and it functions;

• Current Brooks COO David Bohan becomes president & COO. Bohan will oversee global operations function as well as the three regional business divisions and the global e-commerce division;

• Current Brooks SVP of Marketing Dave Larson will take on an expanded role as Brooks SVP product and marketing;

• In 2014, Brooks will create a subsidiary in Canada allowing for greater alignment across North America. To lead this business, Dan Sheridan recently assumed the role of general manager, North America. Sheridan oversees national and Specialty Running sales for both the U.S. and Canada. Corporate realignment, regional customer service, retail and events marketing, and retail merchandising reports directly to him. The changes come on the heels of a successful 2012 during which Brooks drove a 43 percent footwear revenue increase in the U.S. and a 41-percent revenue increase on a local currency basis across its European markets. “To lead in performance running, we need to scale our business and culture for continued success,” said Weber. “We believe these changes lay the foundation for us to focus on key areas of our business and empower us to exceed the expectations of our partners, employees and the industry, today and in the future.”

NEWS

FINANCIALS Mizuno's 9M Sales Boosted by Running Strength

ATHLETIC RECON LAUNCHES DEBUT COLLECTION Athletic Recon-the newly formed performance apparel company created by former Paul Frank Industries co-founder Ryan Heuser-is set to launch its first collection for Spring/Summer 2013 into retailers this month. The brand announcement was made at the Agenda Tradeshow last August. Athletic Recon is a performance based, athletic apparel collection aimed at endurance athletes as well as city gym dwellers. The offering combines street wear grittiness with a nod to military-special forces, blended in a clean modern style to create a unique take on performance apparel. The offering consists of technical running shorts and tops, four-way stretch board shorts, nylon windbreakers and track bottoms, a French terry pullover, and a post-workout lounge short in a soft heathered, yard dye knit. The technical tops and bottoms all use a proprietary sweat wicking fabric coined “Recon Resist.” The debut color palette will include soft washed heathered tones contrasted with black, grey and camo touches, which will add a masculine yet modern sporty feel. Details include subtle cover stitching, unexpected logo placeRyan Heuser, Founder Athletic Recon ments, sewn down race patches and reflective logo treatments. The collection is supported with a bold graphic tee program influenced by timeless street wear design. “As an avid runner, cyclist and gym go-er, I noticed the lack of stylish options at retail, when it came to my technical apparel choices. I decided to take matters into my own hands,” said Heuser. “Athletic Recon started from my passion of endurance sports and has led to the creation of a line for men who want a little flavor in their workout arsenal.” Athletic Recon will have a tiered distribution strategy. Technical performance gear will be premium priced at boutiques and department stores as well independent sports stores; while the graphic program will be competitively priced within active chain stores. The brand looks to service it’s own demand through an e-commerce store and has plans to open freestanding stores next year. 10 SGBWeekly.com | FEBRUARY 11, 2013

Mizuno Corp. reported sales in its fiscal nine months ended December 31 increased 5.3 percent, to ¥120.9 billion ($1.3 billion). The footwear business remained strong, with running shoes selling well in every region. Sales in the Americas region rose 7.6 percent on a currency-neutral basis. Sales of footwear, especially running shoes, remained strong. In golf, demand for custom fitting footwear continued to increase in the Americas while its team sports segment, led by volleyball, remained strong. In other regions, European sales declined 1.2 percent on a currency-neutral basis in a challenging market. In Japan, sales were up 7.4 percent, led by running shoes and apparel. Sales in Japan were also boosted by the July 2012 acquisition of Senoh Corp, a Japanese sporting equipment manufacturer. Operating profit in the nine months reached ¥2.4 billion ($25.9 mm), down 48.2 percent, while net income was ¥1.4 billion ($15.1 mm), down 41.3 percent. The decline was blamed on slow business in China, an increase in purchasing costs and higher SG&A expenses.

they’re cute, they’re glamorous, they’re tough as heck. The SnowGypsy feels as fabulous as it looks. The faux fur snow collar gives your little fashionista the glamor and style she wants, while the rest of the boot keeps her feet warm, dry and comfortable. And it’s proudly built in the USA to the highest quality standards. So you can rest easy knowing her feet are as protected as they can be. Visit kamik.com for our full line of products. journey on

VISIT US AT: Outdoor Retailer Winter Market: Booth 29027E SnowSports Industries America: Booth 513 Kamik® and the

® are registered trademarks of Genfoot Inc.

2004 Genfoot Inc.

FN Platform | the MAGIC Marketplace The Toronto Shoe Show: Booth 1322-24

ISPO Winter 13: Hall B5 Stand 101

NEWS

PUMA LAUNCHES ADAPTIVE RUNNING INITIATIVE

At an event in New York City, Puma unveiled what it promises will be a new category of performance running footwear - Adaptive Running with the introduction of the Mobium Elite shoe. Following two years of biomechanical research, development and testing, the patent-pending technologies of the Mobium Elite work together to allow the shoe to expand and contract as the foot naturally goes through the gait cycle. Running through the outsole in a “figure eight,” the Mobium Elite’s Mobium Band is designed to work dynamically like the tendons in the foot. The more force applied, the more spring it returns. The ‘Windlass Chassis’ is built to mimic the Windlass Effect of a foot’s expansion and contraction as it moves. This sculpted arch creates a platform for the foot in movement, helping the foot transition through the full running gait. The upper and outsole work in unison with the Windlass Chassis, so that the entire shoe moves the way the foot naturally does. Finally, Mobium Elite’s ‘Expansion Pods’ on the outsole of the shoe expand and contract with the foot. As a result, Puma Mobium’s cushioning, protection and flexibility encourages a more efficient stride and offers runners a smoother transition. “We believe Puma Mobium will change the paradigm in the category of performance running,” said Mary Taylor, global head of footwear for Puma. “With patent pending, break-through technologies that work together as a system, we’ve created a new class of footwear. The marketplace is currently driven by shoes that are static - that do not move with your foot in motion. In Mobium Elite, we have designed adaptive footwear that expands and contracts with your foot in motion. At Puma, we are driven to look at performance through a different lens, to break with convention through true innovation. Mobium is the result of this and we feel strongly it will be a game-changer.” The running shoe will be available at retail in February. In subsequent 12 SGBWeekly.com | FEBRUARY 11, 2013

The patent-pending technologies of the Mobium Elite work together to allow the shoe to expand and contract as the foot naturally goes through the gait cycle. Dr. Christian Harig, Head of Research and Insights, at the Puma Nature of Performance Global Launch in NYC

seasons, additional Women’s specific styles will be introduced and the Mobium line will be expanded further in the Training and Fitness categories. Puma also unveiled the Puma ACTV range of training tights, shorts and tops that feature elasticized silicone tape strategically placed on the inside of the garments to mimic an athlete’s muscle patterns and provide micro-massage in specific areas. The Puma RCVA compression line designed to maximize recovery post workout was also introduced. In addition to the new products, Puma is introducing for 2013 a unique naming and labeling concept designed to make it easy for consumers to identify which products best fit their performance needs. The Puma CELL System consists of 14 CELL names, each of which corresponds to a specific key performance benefit - dryCELL for moisture management, visiCELL for increased visibility and powerCELL for compression, to name a few. Finally, Puma unveiled its Nature of Performance marketing effort designed to create a consistent voice, look and feel across the brand’s sports categories. Executions will focus on product as the hero of each treatment while showcasing the “epic moment” of athletics. But the campaign also translates certain insights across its key sports categories: football (soccer), running, golf, training, fitness and ecosphere (outdoor.) Insights around the nature of Puma running read, “It’s in our nature to disrupt the monotony of running. It’s making a routine run feel fresh again, and it’s in our nature to get you out the door.” Filip Trulsson, director of international marketing at Puma, expects the campaign to deliver a “unique voice” for the brand within the performance space. He added, “The platform works across all of our sport categories and offers a compelling and effective way to convey pinnacle performance Puma products and the user experiences at its most natural state.”

NOMINATIONS ARE OPEN! FOR THE SIXTH ANNUAL SGB ‘40 UNDER 40’ AWARDS*

THE AWARDS ARE OPEN TO ANYONE UNDER THE AGE OF 40 ACTIVELY WORKING IN THE SPORTING GOODS INDUSTRY. FINALISTS WILL BE HONORED IN THE MAY ISSUE OF SGB MAGAZINE SPONSORSHIP OPPORTUNITIES ARE AVAILABLE. CONTACT KATIE O’DONOHUE AT 828.244.3043 OR EMAIL UNDER40@SPORTSONESOURCE.COM *To be eligible, candidates must be born on or after January 1, 1973 and work in the sporting goods industry. Candidates can represent suppliers, distributors, agencies, manufacturers, or trade associations. They can be CEOs, key retail executives, buyers, designers, entrepreneurs, managers, marketing/PR agents and/or sales reps.

SGB40UNDER40.COM

SGBW PROFILE

JIM ZWIERS PRESIDENT, THE PERFORMANCE GROUP, WOLVERINE WORLDWIDE

SGB Weekly sat down at the recent Outdoor Retailer Winter Market with Jim Zwiers, President of Wolverine Worldwide’s new Performance Group By Thomas J. Ryan

On January 8, Wolverine announced its decision to migrate from four to three brand Operating Groups: The Performance Group, the Heritage Group and the Lifestyle Group.

Jim Zwiers, President, The Performance Group, Wolverine Worldwide

world-class infrastructure to support incredible excitement, product

• Performance - comprised of Merrell, Saucony, Chaco, Patagonia and innovation in the brands. Footwear and Cushe - is being led by Zwiers. • Heritage - comprised of Wolverine, Caterpillar Footwear, Bates, Sebago, Harley-Davidson Footwear and HyTest, is being overseen by Ted Gedra. • Lifestyle - comprised of Sperry Top-Sider, Stride Rite Children's Group, Hush Puppies, Keds, and Soft Style, is being led by Mark Neal. The restructuring follows Wolverine’s October acquisition of the Performance & Lifestyle Group (PLG), which included Saucony as well as Sperry Top-Sider, Stride Rite and Keds. Here Zwiers discusses the reorganization and the prospects for the brands across the new Performance portfolio, particularly Saucony. WHAT DROVE THE DECISION TO REORGANIZE WOLVERINE’S SEGMENTS? This

is really only important to us internally. We continue to be intensely focused on our brands. We want the consumer to see our brands and love our brands. It's also what we want the retailer to see and our group's structures are really for us internally to make sure we have the right sourcing, the right HR support, the right legal support, the right finance support, the right sharing of best practices, etc. It’s also a way to have a ‘small within a big.’ We’re pretty big now and for career development, to know our teams, to understand what their hopes, dreams and opportunities are, it takes an ability to have a little smaller subset within the bigger company. We want the retailer and consumer to just see our brands and we want the 14 SGBWeekly.com | FEBRUARY 11, 2013

Saucony is for the dedicated runner and that part of the running sector is phenomenal right now. Saucony has positioned itself well - they're not just the running brand of the moment or on the trend of the moment; they are for the dedicated runner. And when we look at participation in that category - whether it is half-marathons, marathons, women's events, social-cause running events - there is terrific community around and emphasis there, along with strong specialty run store connections with the consumer. One of the big ‘X factors’ of the industry today is how strong specialty running is and I think that's because they reflect great modern retailing. They're close to the consumer, close to their local community, they create events and excitement, and they provide excellent service when you come in the door. That's rare to find at retail and is a real strength for this sector. WHAT ATTRACTED WOLVERINE TO SAUCONY?

HOW WILL WOLVERINE SUPPORT SAUCONY’S GROWTH? Saucony has

tremendous momentum right now and a tremendous team. We don't think of it so much as how is Wolverine going to help any of the acquired brands as much as how can the combination of the brands and the people along with the strength of the legacy of Wolverine brands and people create opportunities together. What are the opportunities to make these brands stronger? And so from a Saucony standpoint, one opportunity is international. They already have one of the bet-

ter international businesses within the PLG brands, however, we’re able to add some infrastructure and expertise in international that we think can be incremental and help drive growth. Second, from a sourcing standpoint, we now source over 100 million footwear units or apparel units every year and that's a big advantage that’s going to benefit not only Saucony but all of our brands. Third is the sharing of best practices. When you take Merrell, Saucony or any other brand in the group, there are areas of expertise either in channels of distribution, or business structures or in people that we can benefit from and learn both ways. One brand, for instance, can help another expand into a newer channel. The integration and discussion around best practices has been very positive. Finally, the culture fit has been fantastic and gives us a strong platform to build on.

that's a very different focus. It doesn’t mean the shoes may not sit directly next to each other on a shelf in some instances, but I think it will be easy for the consumer to see where the brands are coming from not only in terms of a look, features and benefits but also from a brand aspirational viewpoint that connects uniquely with them. We feel very confident in the unique point of view of both brands.

BOTH MERRELL AND SAUCONY SELL INTO RUN SPECIALTY. ANY

They've been very smart in taking it from a scientific consumerfocused standpoint. For Merrell, the team has been very focused on the consumer feedback and learnings from Barefoot. We have learned that the feeling you get while running in minimal product heightens the experience outside. With 4mm’s becoming popular, Merrell’s new M-Connect series expands to differing stack heights in terms of drop but also in cushioning so we're expanding to appeal to the broader range of outside athletes. Merrell has also been dedicated to running form and teaching Merrell Bareform running. Saucony has been focused on providing a quiver of alternatives to the dedicated runner to meet their personal goals - both training and competing. And so they certainly work together but they just have different points of view.

PLANS TO SHARE REPS OR REALIZE ANY SYNERGIES IN THAT

We won’t share reps. We don’t need the consumer to know that Saucony and Merrell are connected in the back room. We take a brand-focused approach and we drive our brand with intensity from a product, marketing and sales standpoint. We want the consumer to see that brand’s point of view represented in the product. We will definitely keep them individualized from that standpoint. From a run specialty perspective, we have two brands that come from a different point of view. For Saucony, you have a history of serving the dedicated runner and that leads to a certain type of product. We are servicing that runner - on the road and on the trail in their running endeavors. It’s a run-based brand and that's where Saucony is focused. Merrell comes at it differently - to excite, drive and empower the outside athlete. With Merrell we focus on hiking, trekking, trail running and a lot of activities in-between. Merrell also brings that outside performance-minded person into train and a little bit into road but more from an outdoor or outside athlete perspective whereas Saucony comes at it from a point of view where, ‘Sometimes I run on a trail. Sometimes I run on pavement. But I run.’ And CHANNEL?

AND YOU ALSO SEE EACH APPROACH TO MINIMALISM

We do and it comes from each brands’ point of view. Saucony is again focused on the dedicated runner, and they have approached the category from that perspective. Saucony runs from zero drop to 4mm and they have the ‘Geometry of Strong’ approach at 8mm in select big franchise categories. DIFFERENTIATING ENOUGH?

THERE’S BEEN SOME CONCERN ABOUT MINIMALISM SLOWING WITH FIVEFINGERS’ SALES SLIDING. WHAT’S YOUR TAKE? We don’t

have any worries. What we see is a natural expansion, not a contraction. Consumers want a minimal experience and brands are applying that in ways that the consumer wants to migrate to. For example with our Merrell M-Connect we've added cushioning in certain models where people want it. We've also added drop in areas, so it’s broadening. It's more

difficult to identify exactly minimal product now. But if you look at what products are influenced by minimal and influenced by lightweight, you’ll see that it continues to expand even more broadly. The market numbers look different because one dominant brand has fallen off, but the other brands and products around it have grown nicely and it continues to be an important influencer of the trend. We see the category expanding and also getting more intelligent and a little less, ‘Hey, just build it thinner and build it lighter.’ It’s much more intelligent than that, which has resulted in improved products and great stories at retail. ANY PLANS TO MOVE SOME OF SAUCONY’S STAFF FROM LEXINGTON? Absolutely not. First, those teams are well established on the east

coast. Second, as a company we have wanted an east coast attractor - an area to retain and build talent on the east coast. That corridor is excellent and rounds out Wolverine’s ability to build the best teams. Globally, we have offices in London, Montreal, Portland, Hong Kong, as well as Michigan. With the Boston office we have a broad set of locations to attract the best in the industry, which is critical to our future success. We're thrilled about many things from a market perspective. We continue to gain market share and the data is powerful in that direction. It’s been a bit of a tough outdoor market this year and Merrell has been able to more than hold its own. What's more exciting is the development of the three lanes on the Merrell highway of opportunity – Performance Outdoor, which is where the brand began; Outside Athletic; and Active Lifestyle. Merrell addresses all the needs of the outside athlete and it's where our consumer is moving. More importantly, the retailer needs to strategically expand their view in a similar way to drive growth in their categories. We had terrific meetings at the ORWM Show with our retail partners around strategy. With the size of Merrell, we don't need to ask, ‘Where do you think the consumer is going?’ or ‘Where do you think the water is flowing?’ We can work more strategically with our partners to say, ‘Where do we need to move the consumer?’ ‘Where do we need to move the business to?’ That comes from trust but it also comes from the opportunity that Merrell offers to hit a broad base of consumers visiting outdoor stores. That’s been very exciting. HOW IS MERRELL PERFORMING?

Lifestyle Group and Hush Puppies was the right decision at that time. The brand has grown to be very global. But the brand's action sports and outdoor sports focus has become more relevant. It's a natural fit with the Performance Group when you look at the types of construction and the types of sourcing we need to support it but also the types of retail formats where it sells in. HOW IS CUSHE’S MOMENTUM? The brand's doing great and is achiev-

ing nice exposure with clean distribution. All the way from Nordstrom to surf shops, we have achieved strong brand presence and it's checking though very well. It seems to have hit a nerve with après activity, which is very powerful. Whether its board sports, skate, surf – it’s a terrific alternative choice with sophistication and comfort that attracts a broad audience. It’s not a typical action sport brand but it plays in a big category with a unique point of view. Cushe is getting a lot of attention right now. WHAT’S THE POTENTIAL FOR CHACO? The

opportunity for Chaco remains huge. It grew at strong double-digits last year and it will do so again in 2013. What’s great about Chaco is that is has stayed very close to its heritage and the consumer continues to respond to that. We’re broadening the excitement of patterns and webbing, and we've also gone to three different sandal options - our fully-built original, a medium platform, and a lighter-weight option that's easier to understand, and easier to adjust. We've been able to segment the line and add excitement at all levels. The Fall 2013 line that we introduced at ORWM has been well received and the consumer and retailer want Chaco to be a four-season brand. We feel great about Chaco. It’s absolutely red hot in certain parts of the country and starting to expand globally. FINALLY, HOW’S PATAGONIA FOOTWEAR DOING? We are privileged

to partner with Patagonia to create amazing product linked to the Patagonia ethos. Patagonia’s authentic and genuine approach to product and the environment is inspiring and provides a strong platform for our footwear. We are excited about our Fall 2013 product and continue to link even more closely to the stories and focus of the Patagonia brand. HOW IS THE OVERALL PERFORMANCE OPPORTUNITY LOOKING

CAN YOU HIGHLIGHT SOME KEY INITIATIVES TO DRIVE MERRELL’S

FOR WOLVERINE? One of the great opportunities in the market today is

GROWTH? M-Connect is huge and it will hit for spring. As we move into

around brands that connect with the consumer and meet their needs for active and casual products that they love and cherish. Whether it’s Merrell, Saucony, Chaco, Cushe or Patagonia Footwear, our brands are in sync with the consumer and current lifestyle trends. Consumers want to be active, they want to be healthy, and they want a connected life. And frankly, they want to tell better stories, they want more experiences, they want to be empowered to do a little more every day. Our brands have that advantage, and I think one of the biggest attractors for a lot of people is that ability to do more in their life, to be empowered, and to be more of the person they want to be. The brands in the Performance Group empower our consumers every day. We’re fortunate to have high-engagement, high-performance brands that really define the individual who wears our product and we’re thrilled that they choose our brands. ■

fall, we’ll continue to move on the Proterra platform, which has reinvented the hike category. We continue with the M-Connect series and for fall we added an exciting M-Select Move casual collection that has been one of the biggest attractions this year. It’s a very tellable story because it’s highly contoured on the top of the footbed, which is unusual in a casual shoe. Fall 2013 will see key launches in each of our three categories, Performance Outdoor, Outside Athletic and Active Lifestyle. WHY DID CUSHE SHIFT TO THE PERFORMANCE GROUP? At the time

we acquired Cushe in 2009, we talked about where it would fit best within our portfolio, and at the time we wanted to make sure we were getting it expanded internationally as fast as possible. Linking it to the 16 SGBWeekly.com | FEBRUARY 11, 2013

ACHIEVE YOUR GOALS

BREADTH OF DATA. DEPTH OF DATA. TIMELINESS OF DATA As the broadest, deepest and most timely data available for the U.S. Sports and Outdoor Active Lifestyle Market, SportScanInfo is the weekly retail point-of-sale data reporting solution. To learn more about how we can help your business, call 704.987.3450 or email sportscan@sportsonesource.com.

SportScanInfo.com

A Service of the SportsOneSource Group

BROOKS’ MOMENTUM ACCELERATES

Photo courtesy of Brooks

WITH REVENUES SURGING 43 PERCENT IN 2012 TO CRACK $400 MILLION FOR THE FIRST TIME AND FUTURE ORDERS AHEAD 31 PERCENT, BROOKS SPORTS IS FEELING NO SLOWDOWN IN THE RUNNING CATEGORY. By Thomas J. Ryan

At a breakfast meeting with journalists held at the Outdoor Retailer Winter Market in Salt Lake City, Jim Weber, president and CEO, halfjoked about the widespread concerns over the running category following Finish Line’s release of disappointing third-quarter results on January 4. “Is running over?” remarked Weber regarding some of the trade headlines reading at the time. “I would look at running like eating. If eating is over, than running would be over. Because people are running. You look at every place they can run - endurance racing, triathlons, adventure runs, road races - running lifestyle is as healthy as it’s ever been. Maybe healthier than it’s ever been.” Finish Line had lowered guidance partly because of what executives heralded as a quick shift in demand from running footwear in favor of basketball. Weber agreed that fashion cycles influence all athletic footwear, including the running category. But Brooks’ business is “super healthy” across channels and Weber suspects that the 18 SGBWeekly.com | FEBRUARY 11, 2013

performance-run side is healthy not only at run specialty but across athletic channels, including at Finish Line. Said Weber, “The performance running category that’s sold to runners is fantastic.” At Brooks, footwear sales grew 45 percent in 2012, with its lightweight category leading the pack. By year’s end, PureProject held 12 percent of the lightweight running retail dollar market share, up 10 percentage points since December 2011. Strong PureProject sales propelled Brooks to second place for overall retail dollar market share in the minimalist running footwear category. According to the latest share data, the neutral and guidance categories weren’t far behind with three Brooks shoes experiencing double-digit growth December 2011 to 2012 - Glycerin (83 percent), Ghost (66 percent) and Ravenna (43 percent). While driven overall by the U.S., Brooks also saw revenues increase 41 percent on a local currency basis in Europe. All major European countries contributed. Future order backlog in Europe increased 25 percent.

PureConnect 2 Photo courtesy of Brooks

While expanding on its rank as the No. 1 spot in the U.S., Brooks also ended the year leading in Germany and scored the number two spot in France and the UK, as the highest-ranked brand by SRAs, according to the Sports Marketing Surveys Running Specialty Store Sales Survey. “It’s so clear to us now that our brand is resonating,” Weber said. Weber said Brooks, a subsidiary of Berkshire Hathaway, is clearly benefiting from the movement toward healthy lifestyles seen over roughly the last 15 years that’s also supporting many other running brands. Pointing in irony to how even Coca Cola had just launched an anti-obesity program, he believes the wellness trend and running’s popularity overall continues to build. Said Weber, “You’ve got to move. And running is so strong, we feel we’ve got another ten years of work at least on building out our brand.” But he also said Brooks continues to benefit from efforts mostly put in place when he first took over the brand 12 years ago. These include pushing a productcentric focus, being a good partner to retail customers, and engaging with runners on their level. Regarding the brand’s outreach efforts, Weber believes Brooks’ ‘Run Happy’ positioning remains “unique” within the industry by focusing more on the inspirational side of running. “It’s about your running for your own personal reasons,” said Webber. “‘Run Happy’ as a positioning statement really has a different vibe to it than a typical aspirational athletic brand. We’re celebrating the run and

all the reasons people run. And the sport, track & field, is part of that. But, boy, it’s much bigger than that. And we’re also trying to execute uniquely wherever we go.” For its store partners, inventory availability has been a central means of support. At-once fill-in orders increased 49 percent in 2012 with at-once representing over 30 percent of footwear orders last year in the U.S. Weber said quick delivery has Jim Weber, become even more challenging Brooks president and CEO with lines getting broader in terms of widths, colors and overall SKUs. While Brooks’ replenishment speed reflects ongoing investments in supply chain processes to support its goal of reaching a billion in sales, it also reflects a stressed commitment internally. Said Weber, “We didn’t forecast the growth we had. We chased it and our operations team just did a phenomenal job.” Finally, Brooks continues to “lead with product,” with Weber noting, “You are only as good as your last shoe.” This includes creating shoes that keep runners injury free as well as delivering the experiences they want in their run. Part of its most-recent success on the product side that has led to multiple-review awards stemmed from a reevaluation of its business model in 2009 after the business began “stagnating a little bit” amid the economic downturn. Finding “runners kept running” and the category again proved to be more recession-resistant than others, FEBRUARY 11, 2013 | SGBWeekly.com

Photo courtesy of Brooks

Brooks was encouraged to basically stay the course they’d take over the last decade while investing “in those three or four things that really make us distinctive.” One newer focus was on improving the look of its shoes. Weber noted that while Brooks was rebuilt “on science - function and fit” based on the principles of biomechanics, the ‘art’ side also needed greater attention. Surveys, according to Weber, don’t typically reveal that runners are looking for a shoe that “is a little more attractive,” whether through more color or an overall sleeker silhouette. Brooks found that shoe shells across brands in 2009 were just too similar. Said Weber, “You stepped back and you could put different logos on different shoes and there was too much sameness so we tried to step out in design.” Regardless, the challenge around design has been in rolling out tweaks in an “evolutionary” rather than “revolutionary” manner given runners’ expectations of each franchise model. Said Weber, “We’re in this crazy business where half of the conversations you’re having with your team are, ‘You’re changing it too much,’ ” he joked. The other major program in recent years stemmed from a push to gain a better understanding of the whole minimalism trend. Backed by a deeper exploration of runners’ insights, Brooks’ overall design mindset has shifted from solely focusing on “what runners needed” from an injury prevention and fit standpoint to also include “what they wanted” from an experience one. Noted Weber, “That’s the way we’re thinking about product now and I think it’s different than how other people are thinking about product. By design, it’s runner insight. Let’s find out what they’re really looking for even if they can’t 20 SGBWeekly.com | FEBRUARY 11, 2013

speak it but try to understand it as best as we can, apparel included.” The rethinking led to the launch of the PureProject line, which was by far Brooks’ largest launch in its history. The collection, launched in Spring 2012, represented over 20 percent of sales last year, “a fraction” of internal expectations. Weber noted that new launches typically take second or third iterations to work. But Brooks’ design team “really dialed in the fit in the shoes and that was critical. It was a huge success for us and it’s been successful globally.” Andre Kriwet, global director of footwear product management, said PureProject was about “choice.” The PureProject line represents the demand by some runners for more of a “feel” experience while its traditional lines represent the “float” experience. Said Kriwet, “We see ourselves as having the best tools or the best gear, but then it’s up to the runner to figure out what they want to do.” What was particularly encouraging about PureProject’s success was that Brooks’ traditional lines have continued to grow “very strongly,” according to Kriwet. He said, “That shows us that the positioning was spot on and we didn’t cannibalize any numbers.” Among its core lines, the Adrenaline and Trance are still Brooks’ largest volume shoes. While both continue to grow, the rate has been a “little slower” with all the attention to lightweight models across the marketplace. Runners are “gravitating toward” its Glycerin, Ghost and Ravenna models with each brand closing the gap with Adrenaline. In the PureProject line, the Cadence, Flow and Connect ranked 4th, 6th and 8th in their first year. Kriwet said Brooks now has a broad number of models working in the market. He added, “Quite honestly, five to seven years ago we had

two or three shoes that we sold a lot; now it’s eight or 10 shoes we really sell a lot.” Weber said that while Brooks raised prices in many areas to offset higher input costs, 2012 marked the brand’s second lowest margin in ten years. He said this reflected the company’s focus to “put value” into its shoes as well as lower margins overall in the PureProject line. On the apparel side, sales grew 25 percent last year, with the brand remaining as the second-largest seller in the category in the SRC channel behind Nike - still twice the size in market share than the 3rd largest vendor. Overall, apparel represents only 10 to 15 percent of Brooks’ revenues. Brooks has been adding to its apparel design internally and is also bringing in a materials development team for the first time to further differentiate its apparel offerings. Weber feels it’s even more challenging to create a “point of view” in apparel given the many brands attacking that side and the fact that “so much of running apparel isn’t unique.” Looking ahead, Brooks is planning to remain innovative around both its design and outreach efforts with the hiring in November of Anthony Piazza as footwear design creative director. In the consulting business for 12 years and fresh to the running world, Piazza has been charged with understanding runner’s insights to guide the brand’s efforts. Potentially more innovation is promised to come from a new,

larger research projects to more deeply explore “the confusion” in the marketplace erupting from the minimalist conversation, according to Kriwet. The confusion includes why stability shoes work for some runners even though they’re not in vogue while other runners overpronate for 20 years or more and have never been injured. The project is designed to rethink fitting runners from a more generalized baseline - such as “7 degrees over pronation, you need to have this shoe” - to base it closer to each individual’s needs. The goal is to better “harmonize” how the shoe interacts with the body. Said Kriwet, “We want to optimize muscle activity, joint motion and performance. And all that equals to better performance.” The research may also explore whether “more intuitive language” might work better to communicate needs with runners over the traditional neutral, stability and other classifications. Overall, Weber feels Brooks’ growth is just beginning. While his job has changed “at least three times” since he took over to turn around the brand, he still relishes his role in guiding Brooks to become a global brand. “What drives me is I like to solve puzzles and I like to be part of a team and I love to win,” said Weber. “As I’ve gotten older - you get to know yourself - I’ve recognized that I love to build things. I’m having fun. My team doesn’t always have fun but we have the opportunity to create a brand in the best category in all of sport.” ■ Photo courtesy of Brooks Alone on the run or as a base layer, the Equilibrium Long Sleeve II offers mesh on the underarms while the back provides breathability and flatlock seams. A touch of mesh on the V-neck adds a feminine touch.

BROOKS ESSENTIALS: FOUR NEW RUNNING TOPS TO KEEP YOU WARM THIS SEASON A new year means a new season at Brooks, and time to think about the right gear to help you achieve your personal best. Whether you’re aiming for a couple runs a week, or a couple PR’s this month, here are four new running tops to consider adding to your wardrobe.

Women's Glycerin Jacket II offers a sleak, lean fit with thumbholes to keep hands warm and 360 degrees of retroreflectivity.

Brooks takes inspiration from the silhouette of the Essential Half-Zip for its Men's Essential Run Hoodie with moisture-wicking fabric, a looser cut and a front pouch pocket.

The Men's LSD Lite Vest (also available in a women’s version) is the lightest, breathable vest from Brooks. Windproof and water resistant front and back panels keep you protected while Equilibrium stretch fabric panels down the sides give you a full range of motion.

Gadgets Galore! SGB Weekly takes a sneak peak at some of the cool but also helpful accessories hitting the sales floor this spring.

By Thomas J. Ryan

22 SGBWeekly.com | FEBRUARY 11, 2013

Amphipod AirFlow Lite Race Belt

Arc 4 Belt System

FUELBELT Fuel Belt continues to roll out its exclusive Ironman and Rock 'n' Roll Marathon Series collections covering hydration belts and low-profile handhelds. The Ironman branded R20 Belt, MSRP $44, as well as the Rock 'n' Roll branded R20 Belt, MSRP $44, each hold two 7oz. bottles and is one size fits all. The Ironman branded Sprint Palm Holder, MSRP $15, is a 10oz. hand-held bottle with zipper pocket. Besides at retail, the collection will be available at Ironman and Rock 'n' Roll events. Ironman branded R20 Belt

Marathoner Vest

CAMELBAK CamelBak is introducing the Arc 4 Belt System, MSRP $60, featuring four Podium Arc bottles (8oz or 10oz) to keep runners effortlessly hydrated. The bottles are equipped with CamelBak’s self-sealing Jet Valves that allow athletes to grab, drink and stash the bottle without worrying about opening and closing the valve for every sip. Three belt sizes along with elastic webbing create a secure, comfortable and precise fit. Ideal for long-distance runs and providing quick access to cargo, the Marathoner Vest, MSRP $100, boasts a 2L Antidote Reservoir that stays snug while hydrating thanks to adjustable side straps, overflow storage on the back for shed layers and front harness pockets.

LightBender LED Armband

StrobeLight

NATHAN Nathan is bringing out the Fire & Ice Water Bottle, MSRP $12, that features a hi-viz reflective cover that explodes with light for 360° reflectivity plus double-wall insulation that stabilizes liquid temperatures in the harshest conditions. For night running, the LightBender LED Armband, MSRP $20, provides 360° visibility and multi-settings for steady or blinking options. It’s also waterproof. The StrobeLight, MSRP $10, is a stylish update to Nathan’s best-selling SafetyStrobe. The slim, lightweight, and waterproof strobe includes a secure clip that attaches to belt, apparel, packs or gear.

Sprint Palm Holder

Rock 'n' Roll branded R20 Belt

AMPHIPOD Amphipod is introducing the AirFlow Lite Race Belt, MSRP $30. Patented Amphipod construction combines moisture protective compartments with full AirFlow Mesh breathability. Two roomy, expandable compartments, fit all iPhones/ phones with room to spare for keys, cards and other race/training essentials. Also features bounce-free, ergonomic, ultra-light and ultracomfortable cushioned design with zippered security. The Hydraform Ergo-Lite 20oz. Handheld, MSRP $25, locks to the contours of a runner’s hand for effortless on-the-go access to water Hydraform Ergo-Lite 20oz. Handheld and basic essentials. Forty percent flatter, ergonomically contoured bottle eliminates hand- cramping tension, fully insulating thumb-lock sleeve design provides graspfree hydration. Includes an expandable zippered stretch-pocket for essentials. FEBRUARY 11, 2013 | SGBWeekly.com

KNUCKLE LIGHTS Making it safer for night runs, Knuckle Lights fit comfortably across the knuckles to illuminate the pathway ahead while weighing less than three pounds. Version 2 Knuckle Lights, MSRP $40, are designed with an easier-to-access electronic power button, soft edging, a virtually unbreakable adjustable silicone strap, tighter seals for greater water resistance, and a redesigned PCB board for improved battery life and light stability. Offered in five colors, a set of Knuckle Lights includes two units, each with four LED bulbs and multiple lighting options (low, blinking and high power) for maximum illumination (up to 200,000 hours). TUNA BELT Tuna Beltâ&#x20AC;&#x2122;s latest innovation includes the adjustable Sport Armband for the iPhone 5, MSRP $20, that offers fully navigational control through a clear, protective window cover. Cushioning neoprene protects the device against sweat, bumps and scratches. A stable armband securely holds the player. The Sport Armband for Larger Smartphone Protective Devices, MSRP $25, was originally designed to fit the Otterbox Droid X Defender Series Case but also fits other larger smartphone protective cases such as Otterbox Defender Series Cases for Samsung Galaxy S 111, Samsung Galaxy Nexus, Droid Razr Maxx, HTC One X and others. It can also fit some protective cases when inserted upside down to help in reading the screen when viewed on the arm.

Sport Armband for the iPhone 5

24 SGBWeekly.com | FEBRUARY 11, 2013

Version 2 Knuckle Lights

SPIbelt Endurance Series

SPIBELT The SPIbelt Endurance Series, MSRP $35, features a larger neoprene pocket to carry all a runnerâ&#x20AC;&#x2122;s race day essentials. With larger elastic (1.5"), this SPIbelt is more stable with heavier loads. It also comes with holsters for energy gels and adjustable race bib toggles. Reflective trim increases visibility. YURBUDS From YurBuds, the Armband iPhone5, MSRP $30, protects your iPhone 5 from the elements, but still allows the user to access controls through the touch screen cover. Neoprene material wicks away sweat & moisture, while providing a secure and comfortable fit for most arm sizes. Versions are also available for the iPhone 4 and other smartphone devices.

Armband iPhone5 Sport Armband for Larger Smartphone Protective Devices

Pro-Tec Orb Deep Tissue Massage Ball Pro-Tec Y Roller

PRO-TEC ATHLETICS Pro-Tec Athletics introduces the Y Roller, MSRP $45, a contoured foam roller with dual or single ridge options for a targeted deep tissue massage. Promotes flexibility and myofascial release. Pro-Tec’s Orb Deep Tissue Massage Ball, MSRP $20, features a 5" diameter ball that provides aggressive deep tissue massage to the IT band, hamstring, quadriceps and calf. The 7" diameter High-Density Ball, MSRP $25, provides moderate deep tissue massage to the IT band, hamstring, quadriceps and back.

Overdrive Compression Sock and Ice Sleeve

110% PLAY HARDER From 110% Play Harder, the Overdrive Compression Sock and Ice Sleeve, MSRP $100, delivers the benefits of compression and the power of ice to heal common running injuries. Engineered to make rehab simple, Overdrive’s Ice Sleeve allows for targeted placement of 110% Reusable Ice Inserts to prevent swelling and reduce inflammation. The soft compression sleeve fits perfectly over the compression sock with openings at the arch of the foot, the ankle and just below the knee.

MILESTONEPOD The MilestonePod, MSRP $15, tracks the mileage placed on running shoes through a pod attached to the shoelace. Runners pre-program their desired lifetime miles of that shoe and MilestonePod will alert them when they're ready to be replaced. The pod can also store emergency contact information, eliminating the need to remember an ID bracelet.

Tikka R+

MilestonePod

CLEAN BOTTLE Clean Bottle’s Original Clean Bottle, MSRP $10, unscrews at both ends for easy cleaning. The silicone washer on top and bottom cap ensures a leak-proof seal and it's 100 percent non-toxic and BPA free.

Original Clean Bottle

Tikka RXP

PETZL Petzl is bringing its Reactive Lighting technology from its Nau headlamp to the compact Tikka series for night running. The technology adjusts the intensity of the main white light to match the surrounding ambient light. Other features are a new double lobe head strap, red strobe, infinitely adjustable white light between 8 to 135 lumens on the Tikka R+, MSRP $75, and 8 to 180 lumens on the Tikka RXP, MSRP $90. ■ FEBRUARY 11, 2013 | SGBWeekly.com

I AM... SGBW experience (size, try and buy) unique to specialty stores, which also helped convince them to try Yurbuds. Ultimately, it was the initial sales success and fanatic following Yurbuds had within the running communities that helped push them. We continue to support this important group of retailers both in stores and with events. I’VE READ SETH BEING DESCRIBED AS A “MEDICAL

People describe me as a 'corporate entrepreneur,' building, growing and leading businesses for Monsanto, Solutia and Honeywell International. I have an engineering degree as well as a business degree with experience in specialty materials and leading global business growth across multiple channels. I have a passion for building relationships and have found this the most rewarding part of selling into the specialty run channel. Where else can you work with current and former elite athletes who love running, are entrepreneurs and are engaged in providing valuable solutions and service to people to live more active and healthy lifestyles. DEVICE GURU.” WHAT’S YOUR ROLE AT YURBUDS?

WHO'S THE BUSINESSPERSON YOU MOST ADMIRE MOST

My father passed away a number of years ago, but he taught me a lot about integrity and being true to yourself. So many people care about reputation, what others think about you. My father taught me to treat others with respect and be true to yourself, even when it is difficult. "Do the right thing, not the easy thing." AND WHY?

WHAT IS THE RELATIONSHIP BETWEEN RUNNERS OR

Many studies have been conducted and show that people work out longer and are more motivated to workout and be active with music. When Yurbuds conducted our consumer research, we likewise heard directly from athletes who told us they never work out without music. GYM RATS AND THEIR MUSIC?

Richard Daniels Co-Founder and COO, Yurbuds

IS THERE A PERFECT SOUNDTRACK TO WORK OUT TO?

Seth (Burgett, president and CEO) first had the "Aha" moment on a running trail while training for Ironman. After a six-hour workout (four hours on the bike and two hours on the run) his ears hurt worse than the rest of his body. Seth and I came together in 2008, and after extensive consumer research, the innovation of Yurbuds Sport Earphones with patented Twist-Lock technology was born.

Music is very personal. If you want to learn about a person, ask to share their playlists. Some people love the thumping bass, while others are motivated by inspirational lyrics. Music moves people.

DID YOU INITIALLY GET PUSHBACK FROM RUNNING DEALERS

and Eye On It, which have both inspirational lyrics and thump! I also work out to classic songs that change cadence such as Evanescence’s ‘Bring Me Back to Life.’ My children are introducing me to Bruno Mars and Neon Trees.

HOW DID YURBUDS GET STARTED?

At first, run specialty store owners did not carry sport earphones, but our consumer research convinced them to try and sell them. We offer a personalized sizing SELLING THE EARPHONE CATEGORY?

26 SGBWeekly.com | FEBRUARY 11, 2013

WHAT’S YOUR FAVORITE TYPE OF MUSIC OR EVEN BANDS TO WORK OUT TO? I am listening to Toby Mac's Unstoppable

AN OFFER

YOU CAN’T REFUSE.

WOLVERINE brand, a recognized

leader in innovation for 130 years, has designed and built the best quality products since its inception in 1883 and continues to lead the market today. Fall 2013 is no different with the launch of the new Cameron and Rockford jackets.

with DuraLock ™ Defend technology for water and oil resistance. The jackets also feature Wolverine’s bi-swing back and fully articulated elbows for greater range of motion, and multiple interior and exterior pockets designed to meet the needs of every job. Combine all these elements and we’ve created the absolute best jackets for the price.”

There are many duck canvas jackets on the market priced foraround $100 that are very basic in nature, with minimal features and no technology. Wolverine believes that if you pay $100 you deserve $100 worth of jacket, which is exactly what these jackets deliver.

Wolverine has always backed its newest footwear technologies with a 30 day comfort guarantee. And Wolverine is backing the Cameron and Rockford jackets with the same confidence, a rare find in the apparel industry.

“There are a lot of jackets on the market but the Cameron and Rockford jackets are truly different,” said Lisa Stoepker, Wolverine Product Manager. “We utilized 3M ™ Thinsulate ™ Insulation for warmth and 12 oz. heavy duty cotton duck canvas

“For $100 retail combined with all the features and functionality, we know consumers will feel these jackets are worth every penny,” said Todd Yates, President of Wolverine Brand. “We’re so confident, that if your customers are not

completely satisfied with this jacket, we’ll take it back directly from them, no questions asked. We think that’s an offer you can’t refuse.” If you haven’t seen Wolverine’s Fall 2013 footwear and apparel line, contact us at 616.863.4774 or stop by our booth at one of the following shows: SHOT Show (booth # 10540), Outdoor Retailer (booth # 32155) or MAGIC.

10 1

Elasticized back combined with fully gusseted arm sockets create Wolverine’s entirely functional bi-swing back for optimum comfort and wear

Fully gusseted arm sockets for maximum flexibility without bulkiness

Articulated elbow pleats offer greater range of motion

150 grams of 3M™ Thinsulate™ Insulation provides warmth in the harshest elements

12 oz. heavy duty cotton duck canvas with Wolverine DuraLock™ Defend technology for water and oil resistance

Triple needle stitching adds durability

Multiple interior and exterior pockets designed to securely store everything for the job

4 5

Front kangaroo pockets lined with taffeta for wind resistance

Concealed ribbed storm cuffs keep warm air in and cold air out

Three-piece lined hood with draw cord provides extra warmth and protection

3M™ Thinsulate™ Insulation with trusted warmth from the brand you know. The original warmth-without-bulk insulation, 3M™ Thinsulate™ Insulation enhances your ability to enjoy the outdoors, providing: • Breathable, lightweight warmth and durability • Up to nearly twice the warmth of other synthetics and one-and-a-half times the warmth of 550 fill down when equal thicknesses are measured • Highly breathable, “keep dry comfort” under damp, sweaty or rainy conditions • The freedom of movement to enjoy your time outdoors with less restriction • Dependable thermal performance through repeated washings 3M and Thinsulate are trademarks of 3M

Summer Market JULY 31-AUGUST 3, 2013

Open Air Demo JULY 30, 2013

UR S YO AR K D R A EN M L CA

Winter Market JANUARY 22-25, 2014

All Mountain Demo JANUARY 21, 2014