MAY 2013
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Senior Business Editor Thomas J. Ryan tryan@sportsonesource.com Contributing Editors Aaron H. Bible, Fernando J. Delgado, Charlie Lunan, Matt Powell Creative Director Teresa Hartford teresa@sportsonesource.com Graphic Designer Camila Amortegui camila@sportsonesource.com Advertising Sales Account Manager / Northeast Buz Keenan buz@sportsonesource.com 201.887.5112 Advertising Sales Account Manager / Midwest Barry Kingwill bkingwill@sportsonesource.com 847.537.9196 Advertising Sales Account Manager / Southeast Katie O'Donohue katieo@sportsonesource.com 828.244.3043 Circulation & Subscriptions subs@sportsonesource.com
MAKING NEWS
4 Zamst Becomes The Official Brand at Velocity Sports Performance 5 BSN Sports to Merge with Herff Jones Oakley to Manufacture MLB-Themed Apparel and Accessories 28 Industry Calendar
EVENTS
6 Lessons in Leadership The sporting goods industry gathered once again for the NSGA Management Conference & Team Dealer Summit.
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10 Training Footwear Catches Some Buzz Suddenly, the training footwear category has gotten crowded. 16 How Light Can Cleats Go? Fast and light continues to drive in the baseball and softball cleat category. 20 Premium Swings Serious baseball and softball players are seeking high-end bats, a trend that is expected to continue in 2014. 24 Flashing The Leather Fit, Performance and Durability are key to baseball and softball gloves as manufacturers design gloves with premium leather. 26 Safe At Home Manufacturers combine style and safety in diamond sports protective equipment.
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THIS PAGE: Photo courtesy McDavid ON THE COVER: Photo courtesy Mizuno
Copyright 2013 SportsOneSource, LLC. All rights reserved. The opinions expressed by writers and contributors to TEAM BUSINESS DIGITAL are not necessarily those of the editors or publishers. TEAM BUSINESS DIGITAL is not responsible for unsolicited manuscripts, photographs or artwork. Articles appearing in TEAM BUSINESS DIGITAL may not be reproduced in whole or in part without the express permission of the publisher. TEAM BUSINESS DIGITAL is published monthly by SportsOneSource, LLC, 2151 Hawkins Street, Suite 200, Charlotte, NC 28203; 704.987.3450. Send address changes to TEAM BUSINESS DIGITAL , 2151 Hawkins Street, Suite 200, Charlotte, NC 28203; 704.987.3450
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NEWS
ZAMST BECOMES OFFICIAL BRAND AT VELOCITY SPORTS PERFORMANCE Zamst, a leader in high-performance sports bracing and support equipment, recently announced a nationwide sponsorship with Velocity Sports Performance. As part of the agreement, Zamst will leverage its product knowledge and injury prevention expertise to assist Velocity Sports Performance centers in supporting their elite athlete needs. “With Zamst being a premier sports bracing/support equipment brand, our alliance with Velocity Sports Performance was a natural partnership. We share the same passion to deliver high performance products to elite athletes,” said Bryan Smeltzer, GM, Zamst US. “Whether training or during competition, Zamst sports bracing and support products provide a superior level of protection and prevention, and aligning with Velocity who excels at training the best athletes in the world across multiple sports, allows us to demonstrate the superiority of our products.” Founded in 1999, Velocity Sports Performance has more than 4
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40 sports performance centers across the nation. Zamst has been outfitting elite athletes across the world with prevention and injury solutions for more than 20 years. “We’re excited to partner with Zamst,” shared Peter Barbaresi, president and CEO of Velocity Sports Performance. “Their quality products fit perfectly into our High Performance model, which includes offering specific solutions to our athletes in the areas of sports medicine, physical therapy and rehabilitation, in addition to our core training service. This strategic relationship should result in continued growth for both organizations here in the U.S.” As part of the sponsorship, Zamst will provide sport-specific, highperformance products to Velocity Sports Performance centers, in addition to injury prevention and rehab seminars, print and marketing activities.
BSN Sports to Merge with Herff Jones BSN Sports has signed a definitive merger agreement with Herff Jones, the manufacturer, marketer, and distributor of graduation-related materials, educational products, cheerleading apparel and services. Under terms of the agreement, BSN Sports will join the HJ portfolio of companies and continue to operate as its own branded entity. All BSN Sports management and employees will join Herff Jones, and there will be no changes in the day-to-day operations of BSN Sports. Adam Blumenfeld, the company’s chairman and CEO, will retain his role in this capacity. “This transaction is a landmark event for BSN Sports, our employees, and the more than 100,000 customers we service in every zip code throughout the United States,” stated Blumenfeld. “The new company will offer a unique combination of complementary assets assembled on a single business platform. We believe this will create incredible value for our clients and further ingrain BSN Sports into the fabric of local communities across the nation. "It is a tremendous honor for our company to join one of the oldest and most esteemed employee-owned organizations in America,” continued Blumenfeld. “Herff Jones was founded in 1920 and became fully employee-owned in 1995. BSN Sports prides itself on being a close knit family, so I can think of no better culture with which to align ourselves.” The consolidated entity will consist of a large "K-throughCollege" sales force with more than 1,000 sales professionals servicing the school and institutional markets. Revenues from the combined companies are expected to exceed $1 billion annually. BSN Sports, Inc., formerly, Sports Supply Group, Inc. was acquired in August 2010 in a take-private transaction led by management, ONCAP and an affiliate of Andell Holdings, LLC. BSN is a leading marketer, manufacturer and distributor of sporting goods and team uniforms in the United States. BSN markets via three million direct catalogs, over 70 telesales professionals, more than 300 direct sales professionals and eight e-commerce sites to more than 100,000 institutional customers across the United States. Herff Jones is headquartered in Indianapolis, IN, and is one of the nation’s largest 100 percent employee-owned companies. The company offers its school partners’ products and services including yearbooks, class rings, graduation caps and gowns, graduation announcements, diplomas, maps, globes, classroom instructional materials, programs, as well as cheerleading camps, uniforms and competitions. The transaction is expected to close in June 2013, subject to standard regulatory and governmental approvals. Weil, Gotshal & Manges, LLP acted as legal advisor to BSN Sports for the transaction.
Photo courtesy Oakley
Oakley to Manufacture MLB-Themed Apparel and Accessories Oakley, Inc., an official MLB Authentic Collection eyewear licensee, has signed a license agreement with Major League Baseball (MLB) Properties to manufacture and market Oakley performance and lifestyle apparel and accessories. It marks the first apparel and accessories agreement between Oakley and MLB Properties. The initial offering features two team themes: the Los Angeles Angels of Anaheim and New York Yankees. Products include t-shirts, polo shirts, sweatshirts, headwear, wallets, backpacks, duffel bags, mobile phones, tablet cases, lanyards and more. The apparel and accessories are co-branded and feature designs fitting the Oakley aesthetic. “We are proud to open a new chapter in our rich history with Major League Baseball Properties,” said Oakley Chief Merchandising Officer Raphael Peck. “Uncompromising standards must be met to be granted the status of MLB products, and we are honored to be recognized for unrivaled innovation in both performance and style.” On the east coast, customers can purchase products at the Yankees Team Stores and the Oakley shop location near section 135 within Yankee Stadium. On the west coast, the products will be sold directly to customers through the Oakley store in Angels Stadium. The Oakley store in Angels Stadium is the company’s first standalone shop under the new agreement and will be open for all home games. The 1,000-square-foot boutique includes a custom eyewear bar where visitors can build sunglasses from more than 28 frames and 20 lens tints. Caps, tees, hoodies and polos are some of the other accessories available for customers. Athletes and fans can also have the logo of their favorite team laser etched at the corner of their eyewear lenses through select stores and the Oakley Custom website. Current Angels’ players who rely on Oakley eyewear include infielder Howie Kendrick and outfielder Mark Trumbo. For the Yankees, outfielders Ichiro Suzuki and Vernon Wells wear Oakley. “Oakley is the leader in the eyewear category and extraordinarily popular with players and fans,” said Howard Smith, senior vice president, licensing, Major League Baseball. “We are excited to grow from eyewear to apparel and accessories. Our new agreement with Oakley highlights our commitment to offer our fans eyewear and apparel that is on the cutting edge of technology.” TEAMBUSINESSDIGITAL.COM
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EVENTS
Lessons in Leadership The sporting goods industry gathered once again for the NSGA Management Conference & Team Dealer Summit By Fernando J. Delgado
Inducted into the Sporting Goods Industry Hall of Fame on May 7 during the NSGA Management Conference & Team Dealer Summit are from left to right: John Parish, Sr., Worth, Inc., Rusty Saunders, Saunders Consulting, and Randy Hooper, Sports Distributors of Canada, Ltd.
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he sporting goods world convened in sunny Florida earlier this month for the National Sporting Goods Association’s 49th Management Conference & 15th Team Dealer Summit, a four-day event featuring dynamic speakers, information-packed sessions and a chance to mingle with peers. NSGA estimated that more than 330 attendees - including leading manufacturers, retailers and team dealers - enjoyed the picturesque backdrop of the PGA National Resort & Spa from May 5-8 in Palm Beach Gardens, FL, while working to expand their knowledge and make new connections within the industry. The event offered a variety of educational tracks featuring more than 35 speakers - 67 percent more than last year’s Conference & Summit. In addition to the traditional Conference & Dealers’ tracks, three new afternoon tracks – Global, Strategic and Tactical - were introduced to provide further specialized content for attendees. The Team Dealer Track included “Increasing Team Sports Participation” – a session that generated a great deal of interest given the importance of participation to the health of the industry - as well as sessions regarding advanced inventory management, recruiting
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top talent for team dealers, and results from a team dealer road sales compensation study. The Conference Track offered a “State of Sporting Goods Retailing” panel along with sessions of a more specific tone such as “How to Fascinate” and “Are You a Genius or a Genius Maker?” The first full day of the event, May 6, included the All-Star Awards Luncheon, during which NSGA honored companies that made notable contributions to the sporting goods industry throughout the previous year. Attendees also enjoyed PGA National’s golf course, as they formed teams and teed up as part of the Official NSGA Golf tournament on the afternoon of May 7. Both first-time and returning attendees appreciated how the event represents a rare and valuable opportunity to bring together hundreds of industry leaders in one location. “This is the best thing that I do, both for myself and the company, every year,” said George C. Kline, Jr., sales pro at BSN Sports – Team Bethlehem. “It’s the only spot where you get to meet everybody in the industry. Since a lot of the trade shows are gone, we don’t get to meet with the big companies any-
Attendees of the NSGA Management Conference & Summit gather prior to the Official NSGA Golf Tournament.
more. This is just a great event to talk with different people in the industry and learn new ideas.” The event’s keynote speaker, Duke University Men’s Basketball Coach Mike Krzyzewski, was a highlight for many of the attendees. Taking the stage on Tuesday morning, Krzyzewski captivated the audience with a session entitled “Victory Through Teamwork and Leadership”, during which he offered inspirational advice based on his personal experiences from his coaching career. He shared several anecdotes from his time with the Team USA Olympic Men’s Basketball Team, which he coached to gold medals in the 2008 and 2012 Olympics, and related the lessons he learned from that experience to the leaders in the sporting goods industry attentively listening to him. He encouraged executives of sporting goods companies to lead though teamwork, communication and trust, among other values and skills. Krzyzewski - who is a member of the Naismith Memorial Basketball Hall of Fame - also emphasized the importance of the sporting goods industry to the health and future of the country. He said that the industry is needed to send a positive message during a time when physical education Enjoying the golf course are programs are being cut from school curriculums, youth left to right: Dale Donaldson, Brad Hause, Colin Hopper sports participation is down, and childhood obesity is on and John McTaggart. the rise. “Your industry is needed,” said Krzyzewski to the audience. “Our country always needs to be involved with
Winners of the 2nd Annual NSGA All-Star Awards from left to right: Jeff Rosenthal, representing Hibbett Sports, winner of the Industry Catalyst All-Star Award, Larry Aasheim, representing Universal Athletic, winner of the Retailer/Team Dealer All-Star Award, Kelley MacPhee, Charles River Apparel, winner of the Community Collaboration All-Star Award, and Todd Levine, Alleson Athletic, winner of the Vendor Partner All-Star Award.
teams, because it’s the crucible that every educational system should use to really teach reality while they’re teaching theory in the classroom.” Krzyzewski’s speech left many attendees buzzing afterwards. “Coach K was tremendous. He had to have been the best part of the whole event,” said BSN Sports’ Kline. “We got a lot out of his talk and the values he practices. He was phenomenal.” Coach K wasn’t the only Hall of Famer who made an impression during the event. On Tuesday night, the Sporting Goods Industry Hall of Fame inducted three new members during a dinner and induction ceremony. The inductees were Randy Hooper, retired president of Sports Distributors of Canada, Ltd.; John Parish, Sr., retired CEO of Worth, Inc.; and Rusty Saunders, owner of Saunders Consulting. The accomplishments of each inductee are truly impressive as all three have made numerous contributions to the industry and led organizations to new heights.
Keynote speaker, Duke University's Men's Basketball Coach Mike Krzyzewski.
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Leading general counsels discuss legal issues effecting the sporting goods industry. From left to right: Mary Tortorice, VP & senior corporate counsel Dick's Sporting Goods, Wade Turner, executive VP & general counsel, Academy Sports + Outdoors, and John Palmer, senior VP & general counsel, Dunham's Sports.
Hooper became the first paid employee of Sports Distributors of Canada, Ltd. in 1975, serving as its president for 37 years until his retirement in January 2012. During his time leading the organization, Sports Distributors of Canada, Ltd. grew from a few stores to more than 200, and Hooper helped create two retail brands: Source for Sports and Source for Adventure. Today, Source for Sports has more storefronts than any other sporting goods retail banner in Canada. Parish, retired owner and CEO of Worth Sports, Inc., has been an influential force in the bat and ball industry. After assuming leadership of Worth in 1970, Parish turned the company into a major player in one decade. Shortly before taking over as owner, he enhanced the company’s wood bat sales during 1968, and helped Worth enter the aluminum bat market in 1969. He also led a charge in product innovation, making it a leader in the ball market with polyurethane core softballs and Reduced Injury Factor (RIF) baseballs. The three new Hall of Famers have also held other leadership positions for various companies and associations. Each inductee took the time to thank family members and mentors from the industry who were instrumental to their success during their acceptance speeches, adding sentiment to a celebratory evening that capped off a busy day. Saunders has worn many hats throughout his 40-year career in the sporting goods industry, proving to be a leader in multiple capacities. Currently the principal of Saunders Consulting, Saunders has held senior sales and merchandising positions at the MacGregor Division of Brunswick Corporation, in addition to senior management positions in retail. He has been the moderator of the NSGA Management Conference since 2000 and was a founding partner of SportsOneSource. He 8
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Enjoying a reception at the event are (from left to right): Terry Hennessey, president, Source for Sports, Randy Hooper, Sports Distributors of Canada/Source for Sports, and Dick Coffey, board member, Olympia Sports Center.
To kick-off the event, speaker John Gerzema, chief insights officer, Young & Rubicam, discussed the post-crisis consumer.
worked as a sales agent for 19 years where he served as president of his own agency, Saunders & Associates, Inc. Saunders also founded the Get In The Game initiative. “Being inducted into the Hall of Fame is an incredible honor and thrill,” shared Saunders, who also served as moderator of the conference for the 13th consecutive year, during a conversation with TEAM Business. “If you look at the names in the Hall of Fame, you shake your head. It was a special night. As for the conference itself, my gut feeling is that it will be well rated. Having Coach K there – he was a home run. The rest of the speakers and panels were outstanding.” The conference also provided an opportunity for NSGA to hold a meeting on behalf of Get In The Game (GITG), a volunteer-driven initiative to attract talented college graduates to careers in the sporting goods industry. NSGA originally announced a partnership with GITG in October of last year, pledging to provide strategic, tactical and administrative support to the program to reach students at U.S. colleges and universities.
Larry Weindruch, director of NSGA’s team dealer division, updated TEAM Business on the meeting, as well as progress the program has made recently. He noted that GITG has made presentations to seven colleges and universities this year, with plans for presentations at 20 more during the upcoming fall semester. “One of the cool things that we’re in the process of creating right now is a way to stay closer in touch with the students,” said Weindruch. “Rather than just talking to them once and letting them go on their way, they’re now giving us contact information so that we can send them a newsletter that we’re creating for next semester. Two of the trade publications, SGB and Formula4Media, are also graciously offering student introductory subscriptions at no charge. So if the students are interested in reading more about the industry, we give them the subscription information.” Weindruch also hopes to get help from fellow members of the sporting goods industry to promote Get In The Game. “At the meeting itself, we had a lot of suggestions in improving the presentations, but in general the one thing that everyone at the meeting felt was, ‘the more, the merrier’,” he said. “We’re trying to get more people from within the industry to volunteer for the presentations. We have about 45 or 50 people right now, but we need more, particularly west of the Mississippi.” Anyone interested in helping out by making a presentation is encouraged to contact Weindruch at lweindruch@nsga.org. Even with the 2013 schedule of events still fresh in their minds, attendees have much to look forward to in 2014. The 2014 NSGA Conference & Summit marks the 50th Anniversary of the Management Conference and the 16th Annual Team Dealer Summit. The event will be held from April 27-30, 2014 at the Hyatt Regency Indian Wells Resort & Spa in Palm Springs, CA. ■
TRAINING FOOTWEAR CATCHES SOME BUZZ By Thomas J. Ryan
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S
uddenly, the training footwear category has gotten crowded.
Puma earlier this year signed two NFL stars as part of a bigger push into training. Asics ran TV ads during the recent NBA playoffs to highlight a more expansive training initiative. With the benefits of natural movement speaking to intense training regimens, New Balance, Merrell and Vibram FiveFingers have all found room in gyms. Even The North Face is coming out with a training shoe and gym wear for Spring 2014. But the training opportunity has evolved since Nike’s “Bo Knows” commercials in the mid- 90s launching the cross-training category. Today, it is more representative of the success both Inov-8 and Reebok are finding making shoes around the CrossFit phenomenon. “CrossFit boxes are popping up everywhere, with hundreds of members joining each,” said Lizzie Baker, U.S. trade marketing manager at Inov-8. “Crossfit’s popularity has inspired additional growth in the functional fitness and training category overall with larger gyms incorporating functional fitness areas - ropes, box jumps, etc. With this trend, crossfitters and gym goers are pushing themselves to new extremes, and they are looking for the gear that will take their performance to the next level.” Beyond CrossFit, the trend is evident in the continued popularity of boot camps as well as Zumba, MMAinspired fitness classes, and a host of other emerging high-endurance and ultra-aggressive aerobic classes at gyms. Obstacle races, such has Tough Mudder, Muddy Buddy, Spartan Races, are also said to be closely linked to this trend.
NEW BALANCE Minimus 20v3 Photo courtesy New TEAMBUSINESSDIGITAL.COM Balance
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To some, the growing popularity of these more extreme workout experiences and activities are a counter reaction to the tedium of running. “The dynamic movement, group environment, and goal-based training is striking a cord with consumers globally,” said Shaun Bohnsack, category business director, Outside Athletic, Merrell. “It’s connecting with the average person who sees fitness as very boring,” added Chris Froio, VP of fitness and training at Reebok. “Running on a treadmill for 45 minutes with headphones on and staring at a TV can seem like a chore. These programs are mixing it up. Everyday is a different workout. And it’s doing it more in a social environment that I think is sparking a renewed interest in getting into the gym and working out. It’s more fun compared to the solitude of running or lifting weights.” One opportunity continues to be the younger team athlete aspiring to improve his or her game with the popularity of the more varied and intense workouts. At the same time, the slightly older recreational runner appreciates the variety, comradery, competitiveness, and the workout efficiency of these more functional activities. “High school and college-age athletes as well as group fitnessoriented professionals are allowing the opportunity for a more diverse and specific training footwear assortment,” said Colin Ingram, product manager for New Balance. “Less and less of these athletes are getting a running silhouette to cover their needs. The chance to purchase a shoe that has more specificity and helps them better execute their workouts is a huge advantage. The gyms and trainers they work with are getting better at suggesting the proper footwear.” With gym rats seeing value in having more than one shoe in their bag for different workouts, some stores, in particular run specialty dealers, are seeing an opportunity for an incremental sale. “They may carry eight running brands so bringing in a ninth or tenth running brand isn’t a big deal for them,” said Froio. “But CrossFit is different and they see crossfitters as very technical people who want the best gear and love the service of a run specialty account.” For Reebok, its recent focus on fitness represents a return to its roots in the eighties when the introduction of the Freestyle helped spawn the aerobic exercise fitness craze. Although less than at that time, the current fitness push is also skewing toward women, who are said to be especially drawn to its social aspects. Reebok’s push back into fitness was signified by its move two and a half years ago to become title sponsor of the CrossFit Games. The arrangement also included the launch Reebok CrossFit “Boxes” around the world, and the introduction of a range of footwear and apparel designed specifically for CrossFit training and competition. “Our relationship with CrossFit has Reebok been amazing,” said Froio. “We’ll be in CrossFit Nano 3.0 our third year as title sponsor of the Games. But more important has been the relationships we’re building with the gyms themselves, the clients in those gyms, as well as CrossFit Game athletes. It’s helping us build the best product for our training business.” For the CrossFit games this July in Carson, CA, Reebok will debut the Nano 3.0, which is built on a wider last that allows the foot to splay out more for added stability required for Olympic weight-lifting movements. At the same time, flexibility and lightness assists in other gymnastic movements. Finally, a PU-casted upper prevents the shoes from getting scuffed up by ropes and walls. “It’s basically indestructible,” said Froio.
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The prevalence of bolder colors hold greater appeal for CrossFit-type shoes to stand out on shoe walls, and the overall styling also opens up opportunities in performance and lifestyle apparel. Said Froio, “It’s all inspired by these cool Southern California surf and skate environment looks that embodies what the CrossFit community is all about.” In May, Asics introduced a new line of footwear, apparel and accessories created specifically for the athletic training market, backed by a “Next” national advertising campaign. The shoe side covers six models, including ones aimed at the dance enthusiast, those looking for a barefoot training experience, as well as CrossFit shoes with enough heel to support weightlifting. Matt Donnelly, footwear product manager, Asics America, said beyond cushioning and flexibility, shoes for sport training athletes need to offer a "lateral outrigger" or a technical support element to control lateral movement, much like what is offered on tennis shoes. He further said durability is the number one complaint from crossfitters and something very few manufacturers have looked at. Asics addressed this issue with the GEL-Fortius TR, which includes a sticky outsole and reinforced toe bumper to prevent wear and tear during short, intense interval workouts. Asics GEL-Fortius TR
“The tech that has been embraced up until now has mostly been in the profile (drop/pitch) and flexibility of the sole,” added Donnelly. “Today we Asics are seeing what could GEL-Fortius TR be the beginning of a return to a vis-tech in the sole, with emphasis on upper materialization as the major story. Lightweight, seamless and minimal are words that describe the consumers’ needs/ desires especially for the uppers of the shoe.” Around aesthetics, the bolder the better, agreed Donnelly. “For women's fitness it's all about styling and training,” he said. “Fitness shoes seem to be doing well in large part due to the styling, as compared to running shoes which always seem a little higher profile and bulky compared to the sleek foot-formed look of the women's fitness/lightweight training shoes. For men, it's still about clean looks with hints of tech or supportive design features that add value.” At Inov-8, new additions include the F-Lite 232 that brings the heel down to zero-drop while also offering a wider forefoot to deliver better fit for those who splay their toes while working out or for those with wide feet. The F-Lite Inov-8 249 is a women’sF-Lite 249 specific version of the popular F-Lite 262, also built on
a wider last for extra toe box room. For Fall/Winter 2013, Inov-8 will also launch its first weightlifting shoe. “Our product has changed very little over the past few seasons because the DNA is what makes them so popular,” admitted Graham Jordison, Inov-8’s product design manager. “However, we are still looking to implement new technologies using material welds and prints to aid the construction, together with features such as our rope-tec for performance. Getting the balance between minimalism and durability is key.” With only a relatively small number of SKU's for the category, color can make or break the product, added Jordison. He said, “We look closely at the market trends which continue to be the use of intense clashing brights and neons in an unapologetic fashion. Of course we also pay close attention to the needs of the more conservative end user with the use of tone-on-tone darks.” At New Balance, the Minimus 20v3 Training Shoe has been doing well for the brand with a mid-cut version to debut spring 2014. Ingram said while the running category certainly launched and fostered the return to minimally shod feet, the approach is finding its place in the training world. “Building a stronger foot as a base for every other movement is essential for the
athletes' needs and the way they are approaching fitness in general. The indoor athlete is a thing of the past; people are stepping out of the gym, into nature, to get their fitness more now than in the past.” Vibram FiveFingers found its KMD Sport has been popular with CrossFit participants since the model can handle the wear and tear on the upper caused by activities like rope climbing and rowing while also handling more aggressive lateral activity, said PJ Antonik, media relations and communications associate for Vibram FiveFingers. Mud racers are also leaning toward the aggressive lug outsole like the Spyridon to provide proper traction in the mud and on obstacles like ropes. At the gym the new EL-X for men and the Entrada for women support weight training with their ultra thin soles. Overall, Antonik said participants in CrossFit and the “rugged races” are looking for a functional shoe that gives them a lot of ground feedback and versatility. “In Vibram Fivefingers EL-X
New Balance Minimus 20v3
complete athlete,” said Ingram. “The elite trainers we work with such as Eric Cressey and BJ Gaddour embrace and champion our Minimus footwear as it allows for mobility and lightweight, stable ground contact for a solid base. We still work with folks who aren’t sold on the idea of minimus in the gym environment, but the more they wear them, the more they see the benefit.” Even more so than running, bright, bold color have been the impetus for drawing the attention of consumers when on-the-shelf and also as a personal statement in the gym or on-the-town. “However," added Ingram, "consumers are beginning to appreciate and understand subtlety and depth in colors, patterns and materials. I expect to see a movement toward sophistication in consumer footwear choice going forward.” Merrell noticed that many CrossFit and boot camp classes are becoming “technique” based with bodyweight-only exercises. This conversation around technique or form played directly into the conversations around shoes that allow the body to move more naturally. The aligned well with Merrell’s M Connect range, with minimal platforms that allow the athlete to feel the ground and naturally stabilize. Focused on building shoes to stand Merrell up to the rigor of going off road, Merrell Crush Glove found its M Connect models more capable of handling the protection and durability needs in an intense training environment than many of the pure athletic/run brands. “As we develop shoes we don’t necessarily say, ’this is a running shoe’ and ‘this is a cross training shoe,’” said Bohnsack. “Instead we look at the consumer need for natural form or technique and apply that to a range of shoes that are built for outside fitness and running.” Bohnsack said Merrell’s team is seeing a lot of seamless design aesthetics influencing training, running footwear and apparel. No-sew technology, heat welding and an overall look of sleek, clean and molded prevail. “Overall, athletes are looking for products that are considered wearable - both in the gym and outside - and capable for their extreme uses,” said Bohnsack. “This new need for versatility of products in training is a change, and speaks to the evolving
many of these new regimens, proper balance and form are encouraged and taught, so the more you can provide those sensations, the better.” The North Face will also introduce its first training shoe, the Ultra Kilowatt, for Spring 2014. The inspiration came after the brand noticed that its athletes, whether skiers, climbers or runners, were looking for gear to handle their extensive off-season workouts, including many functional circuit-training type activities. The shoe is part of a larger mountain athletic push that will include apparel designed for workouts, whether in gyms or outdoors. “Our athletes spend months and months training for that one moment and we realized we’re not making product for that training,” said Mark Magruder, product line
The North Face Ultra Kilowatt
coordinator for The North Face. “When you come down to it, the joy and bliss that you get in that one moment is a payoff for all the work you put in for so long. We wanted to pay homage to that preparation time.” While the brand typically sets its major marketing pushes for the back half of the year, a major marketing spend is planned for spring 2014 for the Mountain Athletic TEAMBUSINESSDIGITAL.COM
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collection as well as an expansive Ultra Protection footwear series, which includes a hiker, light hiker, trail shoe, and hybrid road/trail shoe. Magruder describes the Ultra Kilowatt as “basically like a track spike on steroids with enough EVA underfoot.” Features include a rubber toecap and some padding on its suede tongue to offset abrasion from rope climbs and drags. To handle lateral movements, rubber is wrapped along the side of the upper for more durability. While The North Face has used Pebax Foam in its shoes in the past, the Ultra Kilowatt will be the first time it uses Pebax Plates, which are commonly found in track spikes and soccer boots to provide “great energy return,” said Magruder. Compared to others aiming at the training category, Magruder said it’s approach is more “goal oriented” and focused around achieving specific objectives to excel in events. “It will totally work for CrossFit and it has some crossover,” said Magruder. “But it’s definitely intended more for our athletes who are using it in different environments and getting ready for an event rather than for someone looking to get ripped or lose a couple of pounds.” Puma in April signed Aaron Hernandez, the New England Patriot’s tight end, as the first face of a new training push. Just before the 2013 NFL Draft, it added the second member to its training roster in Cordarrelle Patterson, the star wide receiver from the University of Tennessee who was picked by the Minnesota Vikings. Tara McRae, VP of strategic planning and brand management for Puma North America, noted the signings represent “the first time we brought on a roster of athletes with the intent to use them collectively to bring a category to life for Puma.” The other training team roster athletes will span across sports, but they all share the common thread of versatility, uniqueness and speed. Said McRae, “Each
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Puma signed in April Aaron Hernandez, the New England Patriot’s tight end (left) and Cordarrelle Patterson, the star wide receiver from the University of Tennessee (right).
of them is fast, and each needs to train hard in their own way to keep up their speed.“ Both Hernandez and Patterson will be featured in the brand’s Nature of Performance marketing campaigns, attend Puma events, offer training tips via the brand’s website and social media channels, and lead special programs with retail partners including a program launching later this year involving training with high school students. Both players will train in Puma’s BioWeb Elite, which combines a detailed and colorful outsole with a flexible and lightweight midsole. “The overall design plays with negative space, carving into the outsole tread and minimizing materials to reduce weight, but it also features a unique element called the ‘Webcage,’” said McRae of BioWeb Elite. “This is an engineered piece of technology that wraps around the foot to for support during intense workouts. BioWeb Elite has been received very well by consumers and will continue to be a focus for us for the back half of the year, and will be expanding in 2014.” Both athletes will also support Puma’s new ACTV and RCVR compression apparel lines, featuring athletic taping built into the garments for muscle support and recovery. McRae added that while some brands have focused greatly on the CrossFit trend in attacking the training category, Puma will look at all the training activities that help athletes and everyday consumers be active. “[Training] is a category that is continuing to grow and doesn’t show any signs of slowing down,” observed McRae. “Being active is not a trend, it is part of life for our consumers.” ■ Puma BioWeb Elite
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HOW LIGHT CAN CLEATS GO? Fast and light continues to drive in the baseball and softball cleat category. By Thomas J. Ryan
Much like the trends seen in running, basketball and other sports, baseball and softball are also testing the limits as to how light cleats can get. Chris Davis, brand manager for New Balance Team Sports, said performance shoes in all categories are constantly striving to reduce weight while maintaining elements of support, stability and comfort. “Baseball is no different,” added Davis. “Every aspect implemented into our spikes is designed to deliver a performance benefit to our athletes.” “Players are looking for footwear that is lightweight, flexible, comfortable and supportive,” concurred Ken Ueda, business unit manager, cleated footwear, Mizuno USA. “The upper needs to feature color but still be able to deliver the functional support and comfort demanded by the game.” Ueda said the R&D behind Mizuno products spans many years and compiles insights from players at all levels to ensure the product meets the needs of the sport, team, and the athlete. The Mizuno Spike Mizuno 9-spike Vapor Elite outsole, which allows increased flexibility, is an example of the innovation behind the design. Still, although other sports have taken color trends to a new level, baseball is a traditional sport where colors still need to meet the elements of the team. ”There is more uniformity of colors, such as black, red, royal, and white, which are still the standard in the industry,” said Ueda. “Recently we have seen a mix of new colors becoming relevant including orange, forest, maroon, and yellow. Mizuno is always 16
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Atlanta Braves, BJ Upton Photo courtesy Adidas
Lightest metal spike in baseball the Adidas Adizero 5-Tool 2.0
Oakland A's, Coco Crisp Photo courtesy Adidas
checking in with players to make sure our color options match athletes' demand.” Adidas Baseball believes it has met baseball players’ need for speed with the 5-Tool 2.0, which it claims is the lightest metal spike in baseball. It’s being worn by some of the fastest players in MLB, including BJ Upton of the Atlanta Braves and Coco Crisp of the Oakland A’s. “When we develop new products, we are constantly looking for ways to keep players lighter to make them faster,” said Aaron Kahn, business unit director, Adidas Baseball. “In
terms of our footwear, we have found new upper materials and constructions that allow us to take bulk out of the product without sacrificing durability. Likewise, we have found new plate materials and cleat configurations that allow us to make the product lighter without sacrificing comfort.” From a style standpoint, Adidas looks to push the limits of faster design lines and exciting treatments. Said Kahn, “Kids today are influenced by unique, non-team colors and sneaker trends for their cleat aesthetics so we are focused on creating footwear that stands out on the diamond.” At New Balance, the team division’s internal motto relates to the concept of creating TEAMBUSINESSDIGITAL.COM
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New Balance MB3000 with 8-spike outsole plate
“running shoes on spikes.” By using advanced running technologies, foams and upper materials, New Balance is able to deliver to its athletes an optimal-weight cleat that features enough comfort, support and stability over the course of a 162 game season. “At the end of the day, players are looking for a product that allows them to perform better, comfortably,” said Davis. “The more comfortable and confident athletes are in our product, the better they will perform on the diamond. A structurally sound, flexible upper combined with a lightweight and supportive midsole is the ultimate goal.” Around aesthetics, some players like traditional looks while others want “more swag,” but cleanliness in design is essential for both. “No one wants to appear as though they are trying too hard; but at the same time, if you look good, you play better,” said Davis. “Traditional and progressive athletes all want to look fast and clean, but it is all relative. The amount of flash usually relates to color pops, materials and discovery detail. We continually see camo as a favorite pattern among our core consumer group. As the sport evolves it's great to see players having more fun with their on-field persona and style.” Marty Graham, president, 3N2 Sports, said color combos and ability to customize are becoming increasingly important. “Our custom footwear program went over well this year for those teams who had budget to spend on more expensive product,” noted Graham. “Obviously for dealers color combinations are more elusive because they don't have the ability to stock colors due to investment dollars you'd need to commit. Vendors who can offer color combinations with minimum order commitments along with ability to customize team colors have a chance to help dealers and themselves.” Especially for smaller/newer brands like 3N2, the ability to provide customization offers a differentiating position compared to the bigger brands that primarily offer “black, black, and more black,” according to Graham. Low tops continue to dramatically outsell mid- or high-tops in baseball, he added. In fastpitch, girls tend to purchase based on 'look' rather than 'performance,' said Graham. Girls also tend to be less “brand-centric,” enabling a newer brand like 3N2 to gain a foothold. 3N2 has gained attention for the stitched-on pitching toe of its Rally Metal PT, which earned the ESPN The Magazine Women's Cleat of the Year in 2012. It also has earned recognition for building its fastEN2 Rally Metal pitch cleats on a women's last. fastpitch cleat Men’s slowpitch tends to be a price-driven category dominated by a few web-direct companies such as Boombah.com. Graham, however, said with a competitively priced sublimation program with color options for bags and shoes, dealers “can compete against the web direct companies from a price standpoint while offering the local service that online factory-direct brands cannot offer.” ■
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CLEATS SELL-IN A key challenge in selling the cleat category at retail is that associates are often intimidated by selling anything outside running or basketball shoes. “It is important to remember that the key ingredients to a successful cleated product are very similar to that of a performance running shoe: comfort, fit and feel,” said Chris Davis, brand manager for New Balance Team Sports. “Also, in the visual representation of cleated product, it is ideal to be able to show athletes wearing the shoes in a game, as consumers are drawn to what New Balance MB4040 spike plate design their heroes have on foot.” eliminates 30 percent of the weight Marty Graham, president of 3N2 Sports, said that while it’s a different sale, each cleat brand has its own unique characteristics that drive sales, like running shoes. “For example, on our 3N2's Pulse+ feafastpitch product, we tures the most are the only brand that advanced outsole produces and markets a stitched-on "pitching toe" that is specifically designed for fastpitch girl's who pitch,” said Graham. “This increases the longevity of the product. However, if you aren't a pitcher, this product won't be as stellar as it is for a pitcher where it eliminates the athletes’ parents from buying one-to-two more cleats throughout the season because the toe doesn't get destroyed by toe drag associated with pitching. On the baseball side of cleated, it’s more brand driven. However, things like weight, width and comfort all are important. If you have a super light cleat, but it produces pressure points for pitchers or high-wear positions, it won't sell. Baseball players tend to like color combinations because team cleats are more prevalent on baseball than fastpitch.” Ken Ueda, business unit manager, cleated footwear, Mizuno USA, also believes it’s important to call out each brand’s innovative features, such as Mizuno’s 9 spike, wave, and proflex technologies. “Stores knowledgeable and able to share product details ultimately will assist with sell through as well as an assortment of styles and color offerings,” said Ueda. “We know consumers want to have options when looking to make a purchase.” Mizuno Finch Franchise 4 for the elite fastpitch player
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PREMIUM SWINGS
Serious baseball and softball players are seeking more high-end bats, a trend that should continue into 2014. By Fernando J. Delgado With the flurry of sales from the introduction of BBCOR during 2011 and 2012 now in the rearview mirror, the bat market has stabilized and presented some struggles for sellers. According to data provided by SportsScanInfo, retail sales for all Baseball and Softball bats fell 9 percent in 2012. The Sports & Fitness Industry Association’s (SFIA) 2013 Manufacturer’s Sales by Category Report shows total Baseball/Softball Bat Sales amounted to $173 million in 2012, down 3 percent from 2011. Bats were the only 20
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equipment category that saw a percent change decline during 2012. In fact, many team dealers and retailers believe that the sudden introduction of BBCOR rules by the National Federation of State High School Associations (NFHS) and the National Collegiate Athletic Association (NCAA) created an oversaturation of BBCOR bats which will impact the market for the next several years. Team dealers have also been facing pricing pressure from competing web retailers, losing business as more customers do their shopping
online. Even with surpluses in BBCOR inventory, baseball players will still buy new bats ahead of the 2014 season. Team dealers and big box retailers will need to stock their inventory with the newest BBCOR models, in addition to fresh wood bats and fastpitch softball bats that vendors are rolling out for next spring. If the first look into these new models and lines is any indication, there will be no shortage of quality bats for sellers to pick from. “The BBCOR issue has made it a challenge for manufacturer’s to differentiate their
products,” explained Mike May, director of the Baseball & Softball Council at SFIA. “The power of a brand can help sway many customers to pick one bat over another brand’s. Then again, the whole industry is filled with brand names that have credibility: Easton, Hillerich & Bradsby, DeMarini, Rawlings, Mizuno, Anderson - and Marucci is also very strong with what they have been able to do with wood bats and take that customer confidence and relate it to the metal bat industry.” For retailer and team-dealer buyers who stock inventory, it's essential to select the best models from the leading vendors providing BBCOR and wood bats for baseball, and composite options for fastpitch softball customers. Kody Wirt, sales associate at The Sports Authority in Rosedale, MD, offered TEAM Business a glimpse into some of the bat brands and models that have been selling well during the current baseball and softball season, while noting that updated models of hot-selling bats in the current season will always sell well in the following year. “For the college and high school levels, everything is going to be BBCOR,” said Wirt. “DeMarini is a strong seller there. With your Little League and T-ball leagues, Easton is the brand that sells the highest for us.” He pointed out that DeMarini’s Voodoo Adult bat is a leading seller for the high school level and above, and he expected the Voodoo to once again be a big seller in 2014. DeMarini has rolled out the 2014 Voodoo Paradox BBCOR bat, which will be offered at high-end price points ranging from $200 for the (-13) drop model to $300 for the (-3) drop model. Wirt also said that Miken has consistently been the best-selling brand for fastpitch softball, with the Miken Freak FX 700 proving to be a bestseller at his location. Fastpitch bats from Easton, Combat, DeMarini, Worth and Louisville Slugger also sell through each season for The Sports Authority at the national level. On the vendor side, Tim Lord, VP of bats for Rawlings, Worth and Miken, noted that manufacturers have started responding to a change in bat barrel sizes for youth players. “One of the biggest things we’ve noticed is that more leagues – we’re talking 14-and-under baseball - are going away from two-and-a-quarter bats and going more toward big barrel bats. That’s probably the biggest trend we’re seeing now in the industry,” Lord observed. “That’s happening more across the country.” He explained that more players are playing travel baseball, while fewer are playing recreational league baseball. Since travel baseball allows players to use larger barrels, usage of barrel sizes of 2 5/8 inches and above have become more commonplace. As a result, many brands such as Rawlings are focusing efforts on expanding big barrel youth bats on the high-end and low-end that comply to USSSA (United States Specialty Sports Association) standards.
Lord mentioned the Rawlings Mach Youth Baseball Bat as a key big barrel item for 2014. For BBCOR, the Rawlings’ 5150 and Velo lines are expected to again be bestsellers. Lord also shared that Rawlings has developed a new bat line: the Trio. Consisting of three different technology areas – a composite handle, an aluminum pOp (Precision Optimized Performance) barrel, and a composite end cap. The Trio will be available in fall 2013. Several team dealers, retailers and manufacturers have noted that bats with price points in the mid-range – about $100 to $175 – have suffered much slower sales compared to entry-level bats priced under $100 and high-end bats priced at $200 and above. Serious players and their parents have shown a willingness to pay premium prices for what they consider to be better performing bats. However, SFIA’s May believes that diamond sports players may be overlooking value that exists with mid-range bats, despite the increased demand for the low-end and high-end ranges. “Some athletes who are more serious players look at middle range priced bats and they figure that they should spend a little more and get the most expensive bat,” he said. “But the quality that you find on a mid-range bat or glove is still very good. You could get two bats for the price of one if you buy two mid-range bats.” May suggested that doing so could allow a player to use one bat for batting practice and the other for game play. “You can turn things around and create a win-win situation for the player,” he continued. “Players shouldn’t skip over those mid-range priced items, because they’re a good quality product, and the retailer wouldn’t stock them if they weren’t a high-performing bat.” Wood bats will also have a presence in Spring 2014, reflecting increased usage of wood bats by collegiate and high school players in tournament play and training. Louisville Slugger recently unveiled a cutting-edge wood line called MLB Prime, MSRP $120. The bats feature four innovations that make them harder than other wood bats: Veneer wood, Amish craftsmanship, 360-degree compression and an advanced finish system. “What is cool about MLB Prime bats is - for the first time - we are offering retail customers the same highest quality wood, the same manufacturing processes, and the same hardest finishes on the market that we provide to our MLB players,” said Rick Redman, Louisville Slugger’s VP of corporate communications. Marucci currently offers Custom Pro and Pro Model wood bats for adults and youth, and will run updated models for 2014. Marucci’s wood bats are available in maple and ash, with the Custom Pro bats carrying MSRP’s of around $130 for adults and $85 for youth models. With the Custom Pros, players can choose the cut, custom colors, and engraving.
Rawlings 5150 Rawlings Velo
Louisville Slugger MLB Prime
DeMarini’s 2014 Voodoo Paradox BBCOR
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Mizuno USA has also offered high quality, high-performing wood bats made of maple, ash and bamboo. Mizuno will roll out new maple colors for 2014, including the MZM 271 Mahogany/ Natural handle bat and MZM 110 Grey bat, as well as new bamboo colors such as the MZB 271 Black/Natural and MZB 331 Matte Chocolate. Mizuno’s current Classic Maple wood bats range from MSRP’s of $78 (Classic Maple) to $128 (Pro Maple), while the Classic Bamboo’s carry an MSRP of $78. With so many options in bats available now and heading into 2014, baseball players are the real winners, honing their swings with high-performing offerings. The challenge will be for retailers to selectively stock their shelves before connecting customers with their preferred bat. “Any time a retailer makes a decision to stock a brand, he or she knows that it’s a great product, because anything bad would be a blemish on their retail name, and that’s the last thing they want,” commented SFIA’s May. “With bats, the BBCOR standard doesn’t give a lot of flexibility in how you make a bat, and it’s not an easy standard to make a bat to. I think top to bottom, the industry has never been filled with a higher quality of product. It comes down to personal choice, the look of the product and how it feels. Any youngster or parent making a decision on a brand of bat in baseball can almost pick any brand and they will be well served by whatever they choose. And that’s what makes it hard for the retailers with limited shelf space – picking the right inventory to keep in stock.” ■ Atlanta Braves, BJ Upton Photo courtesy Adidas
Mizuno MZB 271
Mizuno MZB 331
Mizuno MZB 271 Easton FS1
Worth Sick
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FLASHING THE LEATHER Fit, Performance and Durability are all key to baseball and softball gloves as manufacturers design gloves with premium leather. By Fernando J. Delgado Gloves, including both fielding and batting, have experienced less sales fluctuations as a category in recent selling seasons compared to Bats, which dealt with BBCOR changeover in 2011 and 2012, and Protective, which has seen sales spike thanks to consumer demand for increased safety, rule changes for helmets, and improved technologies. According to shipment data from the Sports and Fitness Industry Association’s (SFIA) 2013 Manufacturers Sales by Category Report, shipments of baseball and softball gloves were up 1.2 percent from the previous year. This is partially reflected in price increases that were made by manufacturers. On the retail side, however, sell-through numbers show a different story. According to SportScanInfo, sales of Baseball and Softball Gloves are down around 8 percent year-over-year. This is more reflective of what is going on with baseball participation, as the latest participation report from the SFIA shows baseball is down 4.3 percent. The downtick in baseball participation is not being made up with fastpitch softball participation, which is up 9.4 percent. An advantage that both big box retailers and team dealers have over the online channel is that they can offer baseball and softball players the chance to physically try on gloves in the store. Sales associates have a chance to try out different glove types and sizes on customers and determine the experience level of the player. Whereas a player can order a bat online and know what he or she is getting based on using the bat before; picking out a new glove, and then breaking it in, requires a more hands-on buying experience. “Buying a bat or a glove is about feel,” observed Mike May, director of the Baseball and Softball Council at SFIA. “It doesn’t take a lot of time to try on ten different gloves just to see which one feels better, and throw a ball around in the store if they have one. You don’t want to have someone come into the store and grab a glove off the shelf and leave. At least wear it, try it on and see how it feels. It’s definitely a try-before-you-buy sport.” Leather quality and leather treatments are dictating the newest field-
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ing gloves. At leading retailers such as The Sports Authority and Dick’s Sporting Goods, players have a wide selection of high-quality fielding gloves to select from at different price points. Entry-level prices can start as low as $20 or $30, ideal for youth and T-ball players buying their first glove, while high-end gloves usually start at $200 upwards to $320. “For fielding gloves, Rawlings and Mizuno are our top two sellers,” said Kody Wirt, sales associate at The Sports Authority in Rosedale, MD. “They’re also the highest-priced gloves that we sell since they’re made of real leather.” When it comes to gloves, the quality of the material does make a difference and better leather directly relates to higher prices. Wirt believes that players are best served spending extra money for gloves made with superior leather, as those gloves prove more durable. “The quality of leather drives the price points,” explained Wirt. “If you’re below $60 or $70 – once you get to the $50’s, $40’s and $30’s – with some models you’ll have synthetic leather that starts to fall apart whenever it gets wet. Any time moisture gets on the glove and it’s not made of quality leather, it poses a serious problem. Spending that extra $20 or $30 on top of that $50 price point will get you a better quality glove that you’ll be able to use for an extra season or two.” According to Jeff Brusati, president of T&B Sports, a team dealer in in San Rafael, CA, the process used by several leading glovemakers has emphasized producing fielding gloves that are easier for younger players to break-in quickly. “For younger players, it’s all about the feel of the glove,” he shared. “Consequently, you get a lot of soft gloves in the market. Manufacturers at the entry-level price points have done a pretty good job of addressing that with things like suede-type material and pigskin. They also do things like pre-tanning and other treatments so that, out of the box, they’re soft. You’ve got to have that for the little kids, because they want something that’s ready to play out of the box.” Brusati said that gloves in the mid-range price points have seen a noticeable decline in demand at his stores, a trend that mirrors what has been happening in the Bat category. “The mid-point range has been a nowhere land for us,” he said. “In the mid-range, gloves are firmer than the low price point range, so you have to spend more time with the customer explaining why the glove is firmer and why they have to spend more time breaking them in properly. Then you get to the upper-end gloves, and they’re all stiff. But the customers know they’re stiff because once players go through the break-in process, they know they have a custom glove for their hand.” Breaking in fielding gloves has become an art form and ritual for players, and manufacturers are trying to find better ways to make the process more effective. “It’s been going on in the market lately where everybody has all kinds of theories on the best way to break in a glove,” said Brusati, who pointed out the emergence of various glove softeners that are now available, including sprays, oils and creams. He also mentioned that Mizuno offers a glove steamer for team dealers, something that he has taken advantage of at his own
store locations. The steamer breaks in brand new leather ball gloves into game-ready condition within minutes, and the option has made Mizuno gloves popular with his customers. The treatment is a complementary service, and Brusati said that “100 percent” of customers who buy Mizuno gloves at his stores opt for it. Several key new styles will be arriving at team dealers and retailers in the upcoming weeks and months ahead of the 2014 season. For baseball fielding gloves, Nokona is offering the high-end X2 Elite Series, a position-specific series made with the brand’s proprietary Buckskin leather for high performance while also including Kangaroo leather and the Nolera Composite Padding SystemTM for lighter weight in select models. Louisville Slugger’s Omaha Flare Series combines a unique sleek design with premium performance leather, while Mizuno’s MVP Prime SE and Classic Pro Soft raise the bar by providing some of the softest, most premium leathers on the market. Wilson will once again offer updated models of its extremely popular A2000 glove line, including the OTIF model, which is a lighter option for multi-position players who pitch and work the infield. Rawlings’ Gamer XLE Series is an eye-catching line, available as part of a limited edition release featuring Pro Soft leather and bright color schemes not found before on Rawlings gloves.
Photo courtesy Shock Doctor
Franklin ShokSorb NEO Nokona X2 Elite series
Louisville Slugger Omaha Flare
Franklin Insanity II Cutter 018E Endurance
Mizuno MVPPrime
Wilson A2000
Mizuno ClassicProSoft
Rawlings® Gamer™ XLE Series
Several stylish batting gloves will also be available, headlined by Franklin’s Shok-Sorb NEO, Insanity II and CFX Pro gloves; Cutters’ 018E Endurance; Under Armour’s Motive; and Easton’s VRS Icon; among many others from leading brands such as DeMarini, Louisville Slugger and Rawlings. With several new models rolling out for 2104, sellers at team dealers and retailers will successfully connect to a player with their new glove by relying on tried-and-true customer service. SFIA’s May shared that the critical first step for sales associates is to gauge how serious the player is before proceeding on a sale. “A casual or beginner player probably won’t need to spend as much money on a glove than if they are a full-time, serious travel player,” he stated. “It depends on the level of commitment and experience that the athlete has.” Ryan Lawrence, baseball glove and protective product manager,
Easton, agreed, while offering a manufacturer’s viewpoint regarding player needs for fielding gloves. “As players get older, they are playing more and at a higher intensity level,” he said. “They are demanding a product that is going to be durable through a whole season without breaking down.” Easton will be offering several new and updated models for the 2014 season, including the EPG 822B and EPG 56BW Baseball Gloves and the Natural Elite Fastpitch Glove.
Easton EPG 822B
Easton EPG 56BW
For SFIA’s May, selling gloves to youth players presents a unique opportunity for team dealers and retailers to help their customers with a seminal purchase, while also building their business. “From the retailer’s perspective, especially if you are a young sales associate, your goal should be to give customers a great buying experience so they walk out having that good value for their money, and then what you’ve done is planted that seed Easton for them to come back for another item VRS ICON on another day. And that’s what the retailer wants – that’s repeat business.” ■ TEAMBUSINESSDIGITAL.COM
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SAFE AT HOME Manufacturers combine style and safety in diamond sports protective equipment. By Fernando J. Delgado
Photo courtesy of McDavid
With safety dominating the sports-industry headlines, protective equipment remains a hot category for diamond sports sellers. Even though baseball statistically is one of the safest team sports, players and their parents, cognizant of high profile injuries and concussions occurring in football, continue to seek out the best batting helmets, guards, catcher’s equipment, and other protective gear available on the market. Sales of baseball batting helmets jumped 15 percent in 2012 according to SportScanInfo retail sales data. This shows significant sales growth while other categories of Bats (down 9 percent) and Gloves (down 8 percent) underwent declines approaching double digits. One of the main reasons is the ever-changing standards for batting helmets an the constant improvements in safety and comfort. The increase was limited strictly to baseball helmets, as softball helmet sales plummeted 30 percent in 2012 from 2011. According to data from the Sports and Fitness Industry Association’s (SFIA) 2013 Manufacturers Sales by Category Report, manufacturer sell-in for the Protective/Other category increased 6 percent to $77 million in 2012. The category saw the largest sales increase in all diamond sports categories, growing at a rate about five times greater than other categories, such as Gloves and Mitts (up 1.2 percent) and Baseballs (up 1.1 percent). The increase was limited strictly to Base26
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ball Helmets, however, as Softball Helmet sales plummeted 30 percent in 2012 from 2011. Several leading brands such as Easton, Louisville Slugger, Wilson, Schutt, Mizuno and Xenith dominate batting helmets. Meanwhile, several companies – such as McDavid, Shock Doctor, EvoShield, Under Armour, Markwort, Cramer and Zamst, among others – are bringing innovative sports medicine and protective gear to the market for the 2014 season. Balancing maximum protection with minimum weight remains the most important factor in protective equipment, especially in helmets and guards. “Players are looking for the lightest and most protective product,” said Ryan Lawrence, baseball glove and protective Easton FORCE Chest protector product manager at Easton. “If they feel confident that they are protected by a batting helmet or catcher’s gear without feeling it is on their body, they are going to perform to their maximum potential.” Easton will have several key
Easton Natural Grip Two Tone Helmet
Easton FORCE leg guard
Easton STEALTH SE Catchers Helmet
new lightweight, protective items available for the 2013/14 season, including the Natural Grip Two Tone Helmet and Stealth SE Catchers Helmet, as well as the Force Chest Protector and Force Leg Guard for catchers. Rawlings is introducing a new classification system for baseball batting helmets in 2013 that could transform how players pick their helmet in the future. The Rawlings Performance Rating System allows players to select the level of protection they need based on their level of play, specifically how hard pitches are thrown in their league as measured by miles per hour. Their Performance Rating Series of batting helmets includes the S100, S90, S80 and S70 Series, where series numbers correspond to a miles-per-hour pitch speed. All Rawlings’ helmets go through multiple cannon impact tests to ensure they meet or exceed the most current NOCSAE (National Operating Committee on Standards for Athletic Equipment) standards, with the current NOCSAE
Markwort Game Face Softball Safety Mask
For fastpitch softball, Markwort’s Game Face Softball Safety Mask is an example of the combination of ultra-lightweight and strong protection. Recommended by doctors and dentists to protect injured players during recovery and to help them return to the field sooner, the mask offers secure and complete facial protection. After protection and performance, appearance is key for baseball and softball players. “Everyone’s big on color,” observed Justin Niefer, VP of business development at EvoShield. “What we’re seeing with protective gear and apparel is that athletes want to express themselves with interesting colorways and customization that not only match with their team uniforms, but also lets them define themselves by identifying what type of player they are. A leadoff hitter might choose gear that’s different from a cleanup hitter. They can mold their gear to their game.” Niefer also said baseball players are using sleeves for compression and warmth. “Whether it’s from a therapy or performance
EvoShield A130H Adult Baseball Catcher's Thumb Protector
Rawlings S100
Evoshield 186 Protective Arm Sleeve
Rawlings S90PA EvoShield Baseball Sliding Wrist Guard
Rawlings S70X2S
Rawlings S80X2S
standard equating to 68 mph baseball pitch speed. With the new Rawlings classification system, a player can pick a helmet best suited to their skill level. The S100 Series, for example, is designed to withstand a 100 miles-per-hour ball impact, absorbing 75 percent of the impact energy before it reaches a player's head, making it ideal for professionals and varsity players. The S70 Series is designed to protect against high-speed impacts up to 70 mph and targeted for the youth player that will face pitch speeds at or below that velocity.
standpoint, compression points help to create blood flow,” he added. Innovative protective items from EvoShield include the A130H Adult Baseball Catcher's Thumb Protector, the 186 Protective Arm Sleeve, and the Sliding Wrist Guard, which is scheduled for a full release in July/August. “We’ve stepped up our protective and we’re bringing the Sliding Wrist Guard to market,” said Niefer. “It’s in the big leagues now, and it’s a very organic, natural move for us to go there. Major League Baseball players have asked us at EvoShield to provide a unique compression wrist brace that will also protect them when they’re sliding into the bases, while also being comfortable.” ■ TEAMBUSINESSDIGITAL.COM
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For full year calendar go to sportsonesource.com/events
MAY 5-8
N.S.G.A. Mgmt. Conference Palm Beach Gardens, FL
8-9
ASI New York New York, NY
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
1-4 SGB Active Lifestyle Investors Conference 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
9-11
TAG Spring/Summer Show St. Charles, MO
30-2
10-12
BCA International Billiard & Home Recreation Expo Friedrichshafen, Germany
OCTOBER
11-14
European Outdoor Trade Fair Friedrichshafen, Germany
12-14
A.D.A. Spring Show Milwaukee, WI
15-17 SGB Sports & Technology Convergence Palo Alto, CA
16-18
ASI Chicago Chicago, IL
NOVEMBER
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
AUGUST 1-4
Outdoor Retailer Summer Market Salt Lake City, UT
7-8
OIA Rendezvous San Diego, CA
The Retailing Summit Dallas, TX
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
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 Sports & Fitness Industry Assoc. 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
28 MAY 2013 I TEAM BUSINESS DIGITAL
THE INTERSECTION OF CAREER AND LIFESTYLE
REACHING THE MOST CONNECTED, BEST INFORMED, AND HIGHEST CALIBER PROFESSIONALS IN THE ACTIVE LIFESTYLE MARKET FREE ACCESS TO THE LATEST JOB LISTINGS ACCELERATE YOUR ACTIVE LIFESTYLE CAREER
TEAMBUSINESSDIGITAL.COM Contact Jeremy Freed at 303.997.7302 or email SportsJobs@sportsonesource.com.
29
soccer
> TEAM SO C KS
Team Socks by Key Features:
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www.sofsole.com
Socks
2013 FALL Booking Program Terms
MSRP now
$7.99
• 20% OFF wholesale pricing • Net 60 terms
Available Colors:
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*Comes in a Two Pair Pack
©2013 Implus Corporation. Sof Sole® is a registered trademark of Implus Corporation. 4.13
For more information email JEFF WHEELER at jwheeler@implus.com or call 800.446.7587