Sports Trader May 2014

Southern Africa’s business-to-business magazine for the sport, outdoor and leisure industries • Vol 35 No 2 • May 2014

Outdoor footwear uppers explained Stay informed about running stock options Can South Africa become a China substitute?

Vol 35 Nr 2 May 2014 www.sportstrader.co.za

Clothing & footwear

On the cover Jeep footwear, locally distributed by Footwear Trading, has a rugged outdoor look, nonslip outsoles and appeals to a variety of consumers. These shoes feature leather uppers (nubuck, full suede with calf uppers, etc.) in various colours, embellishments and trims. Their footwear styles are split into two ranges: the Core range offers non-seasonal footwear styles and forms the basics of the range while the Spirit range features fashionable, seasonal shoes that are usually available for one season. However, if a style has become popular it may form part of the Core range the next season.

For more information contact Footwear Trading on Tel: 011 630 4000.

Publisher: Nicol du Toit Editor: Carin Hardisty Managing editor: Trudi du Toit Proofreader: Liz Milburn Features: Carin Hardisty, Johann du Toit, Nicol du Toit, Rhianah Fredericks, Trudi du Toit, Yamkela Mkebe Design: Carin Hardisty, Photography: Nicol du Toit Advertising: Nicol du Toit Subscriptions: Carin Hardisty Printing: ABC Press Distribution: Tunleys Sports Trader is published bi-monthly

by Rocklands Communications cc.

Reg. No: 1997/057165/23.

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

Contact details:

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

8 20 28 37

Brand managers reveal ranges

Highlights:

Lifestyle brands are offering retailers a wide variety of footwear and clothing options.

Fit the correct racket grip

Baselayers and compression

SA manufacturers can meet global needs

Alternative running

How hunting has affected the firearms retail industry

Product knowledge: Outdoor footwear

What to stock for various running races

Differences in baselayer and compression garments and their benefits.

Items retailers should stock for various types of running races.

Pros and cons of various materials used in outdoor footwear uppers.

Industry

Brand-ID now distributes top brands for all sports p18

Sport

23 24 50 52 53 57

Kinesio taping

How Kinesio tape works to support an athlete’s muscles.

Sports electronics new trend

Audio electronics for active people and fitness apps are the latest products in high demand.

Mouthguards

Why mouthguards are essential for contact sports.

Racket grips

How to fit the right racket grip size to customers.

New in racket sport ranges

The latest developments in rackets and grips.

Product knowledge: Softball equipment What equipment to stock for softball players.

Outdoor

44 45 48 49

Hunting and the firearms retail industry

18 43 59 62 63 68

Brand-ID

A major new distributorship has been formed, covering most active categories.

Cape Union Mart

Cape Union Mart held their annual Gear Day Exhibition.

Retail store trends

New trends and the latest developments in store design from the Euroshop trade show.

China manufacturing ending?

SAFLIA executive director dispels myths about China.

Manufacturing in South Africa Can SA meet international needs?

Social Media and business

Retailers are not keen on using social media, but their customers are.

Regulars

2 4 13 56

People on the move

News about people in the industry.

Brands on the move

News about brand activity in the industry.

Companies on the move

News about companies in the industry.

Shop Talk

Action Sports.

Trade shows

IBC

Trade show news

News from local and international shows.

Has hunting been a lifeline for the firearms retail industry?

Illegal selling of firearms

SAADA is addressing the current problems with grey imports and counterfeits.

Reasons for CDG growth

Why the Cutlery Distributing Group has grown over the past 60 years.

Counterfeiting

Outdoor brand distributors are trying to fight the counterfeiting problem in the industry.

South African manufacturers say they offer an alternative to Chinese factories p63

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People on the move

Photo: Kelvin Trautman/Red Bull Content Pool

p2 :: Industry

Salomon athletes Ryan Sandes and team mate Ryno Griesel broke the previous Drakensberg Grand Traverse record by 18 hours on 25 March, by completing the gruelling mountain course in 41 hours and 49 minutes.

The traverse has only had three official records in its 15 year history. The un-

Puma athlete Dan Hugo won the Xterra Guam Championship held on 29 March in a time of 2:28:40. Fellow South African Brad Weiss took second place.

Hugo contributed their success to the fact that the island of Guam in the North Pacific is a “neat training destination” with a memorable course.

marked route started at the Sentinel Car Park and ended at Bushman’s Neck, with the Chain Ladders, Montaux-Sources summit (3 282m) and Thabana Ntlenyana summit (3 482m – the highest point in Southern Africa) among the eight check points they had to pass.

Photo David Cannon/Getty Images Cobra Puma Golf athlete Lexi Thompson has won her first major at the Kraft Nabisco Championship, California.

Thompson (currently ranked #1 in driving distance) accomplished her 2014 goal after shooting a 14 under 274, with a final round of 68, using her Cobra AMP Cell driver. She had an average driving distance of 274 yds and was playing with Cobra golf equipment in Puma golf apparel and footwear.

Thompson has a number of titles under her name including the 2011 Navistar LPGA Classic which she won at the age of 16. She has been with the brand since 2010 and is the first professional athlete to sign with both Puma and Cobra Golf after they joined forces.

Mizuno (locally distributed by Brand ID) triathlete Kate Roberts came second at the ATU Sprint Triathlon African Cup that took place in Cape Town in February. The event consisted of a swim, run and bike ride. Roberts retains the #1 Ladies Sprint Triathlon Champion in South Africa for the second year in a row.

Photo: Janos Schmidt

Sports Trader :: 2014 May

Photo: Picasa K-Way athletes AJ Calitz and Bernard Rakudza were the men’s team champions of the 2014 ProNutro AfricanX Trailrun. The athletes completed the three day, three-stage event - that consisted of a 33km (day one), 34km (day

two) and 21km (day three) trail run - in a combined time of 6:32:04. The winners in the women’s category were Chantel Nienaber and Katya Soggot, who completed in a combined time of 8:11:58.

Gryphon-sponsored South African women's hockey players Celia Evans, Pietie Coetzee, Toni Marks, Ilse Davids, Bernadette Coston, Kyla Flemming, Kathleen Taylor and Lenise Marais

(not pictured) were part of the team to play in the test series against the Netherlands, Belgium and Australia earlier this year.

Photo: Terry February

The South African and the Australian cricket teams teed-off against each other shortly before the third and final test at Newlands to benefit the Jacques Kallis Foundation and Youth Focus, an Australian charity founded

by South African cricket legend Barry Richards in memory of his son. Kallis and Richards played hosts to the cricketers, as well as many other celebri-

ties, in the Vitastart Cricketers Charity Golf Day, sponsored by adidas, TaylorMade, Ashworth, Adamsgolf and Momentum. The proceeds were shared between the two charities that help disadvantaged youths in South Africa to attend cricket schools (JK Foundation) and support vulnerable Australian youths suffering from depression.

Industry :: p3 It was Yonex nearly all the way at the 2014 Yonex All England Open badminton championship in Birmingham in March – the brand has not only been the name sponsor for the past two decades, the men’s winners all play with Yonex.

World #1 Lee Chong Wei again won the men’s singles title. He also won in 2010 and 2011, despite an ankle injury that placed his participation in doubt.

By winning the men’s double title, Hendra Setiawan and Mohammad Ahsan became the first Indonesians in 11 years to win a major badminton title after Candra Wijaya won his second title in 2003.

China’s Wang Shixian (Li-Ning) won the women’s title.

South African cyclist Ashleigh Moolman Pasio (right on cycle) will have access to world class training at the Sport Medisch Centrum Papendal (SMCP) up until the 2016 Rio Olympic Games, after Dutch companies Mansystems and SMCP decided to sponsor her.

Moolman Pasio was spotted by Mansystem representatives after finishing third at the Flèche Wallonne World Cup last year. Her determination and will to develop a strong South African women’s cycling team as well as em-

Rolf Schmid was elected as the new president of the European Outdoor Group (EOG) at their Annual Assembly before the 2014 ISPO Munich show.

He replaces David Udberg, who stepped down to focus on his other business interests.

Schmid and other directors presented a manifesto for the organisations future, which includes expanding membership, continuing investment in their research programme, strengthening OutDoor and ISPO events, dealing with sustainability and Corporate Social Responsibility issues, promoting health benefits for an active outdoor life, supporting the European Outdoor Conservation Association in taking care of the outdoor environment, work on promoting the outdoors as fun and continue building events such as the European Outdoor Summit.

powering South African and African women cyclists to follow their passion and pursue their dreams was key in gaining the support of Mansystems.

The company is passionate about changing African youth’s fortunes and is involved in various development initiatives such as their Flock of Birds organisation.

This year Moolman Pasio will focus on one day (World Cup series) races, winning a commonwealth games medal and a top finish in the world championships at the end of the season.

Photo: Monique Smit/Monique Smit Fotografie, Netherlands

2014 May :: Sports Trader

Brands on the move

p4 :: Industry

Asics signs big deal with netball ASICS SA strengthened their partnership with Netball SA with a new sponsorship deal, which is one of the largest technical sponsorships of women’s sport in South Africa.

The agreement extends Asics’ footwear sponsorship of the Spar Proteas of the past two years to include apparel sponsorship of the Spar Proteas, as well as the Spar U21 Baby Proteas.

Asics will also promote their rights with Netball SA and its various brand managers across netball playing schools, national youth and amateur events, and various Netball SA coaching clinics and roadshows.

According to Asics, the kit is made of high-end performance

sportswear material developed to allow for comfort, stretch and recovery, moisture management, along with quick drying properties. All the demands placed on players during a game were taken into consideration by the designers.

The kit will be manufactured locally to Asics international specification standards.

“We’re approaching this partnership as a collaboration in which we will work together to grow the sport for players and fans, with the right product,” says Rykie van der Merwe, marketing manager of current distributor Jordan & Co. “Netball is South Africa’s number one women’s sport and the second biggest participation sport in

Canterbury shirtless wins award

Du Toit Botes (Canterbury) and Brandnew’s Tammy Lederle with the award for the Best use of PR in Sport.

Rykie van der Merwe (bottom, third from left), marketing manager of Jordan & Co, with members of the Spar Protea netball team. Photo: Reg Caldecott/Gallo Images

the country, and it continues to grow. Women therefore interact with the sport on a daily basis at schools and clubs and we see this as an immense opportunity to be viewed as both the footwear and apparel brand of choice in the

Big 3 brands dominate FIFA WC

GETTING SEVERAL celebrities to go shirtless in anticipation of the new Springbok jersey paid off when the 2013 Canterbury Bok jersey campaign won the award for the Best use of PR in Sport at the 2014 Discovery Sport Industry Awards.

The campaign was run by the SA Rugby Union (SARU) in association with Canterbury (locally distributed by Brand ID), using PR company Brandnew.

NIKE WILL be the dominant kit brand during the 2014 FIFA World Cup in Brazil, as they will supply the kit for 10 of the 32 teams. Puma and adidas are close behind, represented by 8 teams each.

Nike will be hoping to increase Brazilian shirt sales during the tournament. Retailers can also expect to sell more replica of the other South American teams — Argentina and Colombia (adidas), Chile and Uruguay (Puma) and Ecuador (Marathon) — as the

event will be held in their back yard.

Puma sponsors four out of the five African teams (Ivory Coast, Ghana, Algeria and Cameroon) in the tournament. Nigeria wears adidas.

Adidas will be represented by four teams that are in the top 5 on the FIFA rankings (Spain, Germany, Argentina, Colombia). Puma supplies the kit of three teams currently ranked in the top 10: Switzerland, Uruguay and Italy.

Nike teams in the top 10 are Portugal, Brazil and the Netherlands.

Puma launches kits and renews contract

Gilbert and Skins renew deals with ARU

Photo: Frikkie Kapp

PUMA HAS launched the home and away kits for the Swiss and Italian national soccer teams and renewed their contract with the Free State Rugby Union. They also launched a special edition FIGC (Italian Football Federation) Italia home shirt.

Puma and the FIGC have also launched a Celebri-Amo La Maglia (Celebrate the Shirt) Tour where

Sports Trader :: 2014 May

sport.”

Spar Proteas team mates captain Maryke Holtzhausen, vice-captain Bongiwe Msomi, Karla Mostert and Erin Burger have signed personal sponsorship agreements with Asics to be brand ambassadors.

the 23 home shirts will be taken around major cities in Italy, giving fans the opportunity to show their support and enter a contest where 23 winners will present the shirts to the players before they leave for the World Cup. The contract with the Free State Rugby Union has been running since 2010 and Puma will continue as official technical and

apparel sponsor of the Toyota Cheetahs up until and beyond the 2016 season. The team will continue wearing Puma kit during Super Rugby, Vodacom Cup and Currie Cup tournaments. The Cheetahs rugby kit was unveiled in January, as part of The Nature of the Cheetahs: Zero to Try in the Blink of an Eye campaign.

SKINS AND the Australian Rugby Union (ARU) have resigned their sponsorship agreement, which means Skins remains the exclusive official compression partner for the Qantas Wallabies.

Gilbert Rugby has signed a new long-term deal with ARU to be the exclusive ball and body armour supplier of ARU and Qantas Wallabies.

Gilbert balls will be used in each Test Match, the Gold Coast Sevens as well as all other matches governed by the ARU. Gilbert body armour worn by the ARU and Qantas Wallabies may feature Gilbert branding.

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Brands on the move

p6 :: Industry

New technology from adidas

Saucony Peregrine wins

ADIDAS HAS introduced blade technology in their new Springblade running shoe that is radically different from any running shoe ever created, says James Carnes, global creative director of performance at adidas.

Individually tuned blades that propel runners forward offers one of the most effective energy returns in the industry, he says. “It’s a unique and progressive technology that appeals to a consumer concerned with form, function and fashion,” says Philip Venter, sports marketing manager, running and training at adidas South Africa.

Sixteen highly elastic blades, made out of a high-tech polymer, react to any environment by compressing and releasing energy to create a push-off that feels like

SAUCONY’S PEREGRINE 4 running shoe has won the Editor’s Choice award in the April issue of the US Runner’s World Spring Trail Shoe Guide.

The publication’s editors and 200 wear testers selected the Peregine 4 as the winner from nine trail shoes.

This shoe gives you reliable grip on rough terrain where you can spend a lot of time digging in with the edges of your shoe. “A nylonfibre plate protects your forefoot from trail debris, which our testers appreciated, especially since the thin midsole positions your

springs under your feet. Each blade is finely tuned and placed to best adapt to each phase of a runner’s stride. The flexible construction also hugs the top of the runner’s foot to keep it in position to harness the energy from the blades on the outsole.

“Adidas’ goal was to create a beautiful performance shoe designed to be simple and intuitive,” says Carnes.

Inov-8 partners with Warrior Race

Photo: Zoon Cronje Photography

INOV-8 HAS partnered with the obstacle racing series, Warrior Race, as their official footwear sponsor.

The brand’s tagline, shoes for the committed athlete, applies

to the thousands of participants entering this series of events, which have already sold out, says Donovan van Gelder of local distributor Rebel Elite Fitness.

The fact that the winners of the two women and men’s elite Black Ops category events held thus far all wore Inov-8 shoes, showed that the brand and the race were a natural fit.

“Obstacle racing has really flourished in South Africa over the last two years,” says Van Gelder. “It seems to appeal to the South African mentality — we are not scared of a challenge or getting dirty.”

Inov-8’s technically advanced shoes are light, offer good grip and have quick drying capabilities, which make them ideal for obstacle racing.

adidas campaign asks ladies to #meetyourmatch ON VALENTINE’S Day, adidas SA launched their #meetyourmatch campaign, which aimed to assist women to find the bras that suit their sport or workout best. The brand argues that most women wear the wrong sports bra, which should be the most important part

Sports Trader :: 2014 May

of their training kit.

In return for dumping their old sports bras, ladies received 20% off their next performance bra purchase — and stood a chance to win an adidas hamper worth R2 000 and personal training sessions at Virgin Active.

toes closer to the ground than average. This update comes in a half-ounce lighter than the 3, yet provides better support up top, especially at the heel,” says the Runner’s World editors.

What’s your hydration plan?

NATHAN, LOCALLY distributed by Brand ID, has introduced their What’s Your Hydration Plan campaign in US specialty running stores to encourage retailers and consumers to consider a hydration system as an essential part of a runner’s basic gear. Fun runs, demo days, give-aways, themed giveaways, window displays and in-store POP form part of the spring toolkit Nathan prepared for retailers. The brand is also developing a toolkit to train and reward store employees who provide hydration education and information to customers.

LED Lenser joins Wartrail LED LENSER, locally distributed

by Awesome Tools, has partnered with the Wartrail Challenge.

The multi-sport event consists of a 65km mountain wilderness run, 130km mountain bike and 65km paddle tests endurance and

performance, and showcases the functionality, versatility and durability of the LED Lenser range.

These products are designed for the performance oriented, but can be used for various outdoor activities as well.

ManU worth R1-bn NIKE BELIEVES Manchester United is worth £60-m (R1-bn) per year, as they want to offer the club £600-m (R10-bn) to renew their kit contract next year for a further 10 years, report the UK’s Mirror newspaper. De-

spite ManU currently being ranked #6 in the PSL and possibly sliding out of the Champion’s League, this is more than double the £23.5-m (R419-m) a year they currently pay the club to supply their kit.

Reebok’s new logo REEBOK’S NEW brand mark, a Delta symbol, represents the transformation the 30-year old company, and its singular focus on fitness.

The delta has always been a symbol of transformation and the new Reebok Delta represents the positive change fitness can have on a person’s life.

Each of the three parts represent the physical, mental and social changes that occur when people push themselves beyond their limits to embrace an active lifestyle, say Reebok Global Head, Matt O’Toole.

He says the Delta is more than a logo, it is a symbol and way of life.

Brand managers reveal ranges

p8 :: Apparel & Footwear

Lifestyle apparel and footwear brand managers are very excited about their latest ranges.

S

outh African retailers can expect to see a wide variety of new lifestyle clothing and footwear options from lifestyle brands, that promise to satisfy just as many consumer tastes. Consumers as diverse as bikers to farmers will be able to find something to their liking.

So how do you as retailer choose what to stock out of all these options?

Lifestyle brand managers are keen to tell you all about their ranges, and how you as retailer can look to benefit from stocking their products.

Levi’s Levi’s footwear, locally distributed by Footwear Trading, has introduced nylon across most of their men’s and ladies’ summer ranges — and they have already received excellent response from retailers who have seen the ranges, says Jonathan Chaimowitz. Nylon gives the shoe a new look and the material is durable, breathable, offers a stretch, is semiwater resistant, and is also easy to clean.

Levi’s are continuing some of their winners from previous men’s summer seasons, such as the slim-profile Fennel and Pitt styles. Pitt is also available in nylon in the low and mid styles.

Due to the past success of the men’s Jayden and Clio styles, particularly in pinstripe and check fabrics, they have been brought back and updated with a host of new colours. The slip-on style is also available in nylon.

The men’s Chucker boots are now available in nylon.

Levi’s has also introduced nylon into the men’s and ladies’ Dunk ranges and already the sell through’s at store level have been great.

The ladies Dunk nylon has a thinner denier than that of the men’s nylon styles, which creates a more feminine profile.

Last year they introduced canvas monochrome (black and white) into the men’s and ladies’ Dunk ranges. This year, they have added new colours: a grey, navy and a red monochrome. The red monochrome boot, for men’s and ladies’, is flying, says Chaimowitz. “Both the canvas and nylon monochromes are doing exceptionally well for both men and ladies, especially the hi tops.”

Levi’s will be taking down the canvas and nylon monochromes into youth, kids and infant sizes for summer 2014.

Levi’s ladies The ladies Dunk low nylon is still available in black, but there is also new grey, red and navy

Sports Trader :: 2014 May

Lara Slotsky and Jonathan Chaimowitz of Footwear Trading.

styles. In the hi nylon, there are black, navy and red styles.

The ladies Dunk Pitch low and hi - now available in both nylon and canvas - come in black, grey and white monochromes. There are also two new hi and low Dunk Pitch styles: black nylon with check lining and a floral red print on canvas.

Levi’s has introduced three new hi styles in the ladies’ range. While it has the same last as the Dunk and Dunk Pitch, the first has a feminine edge with a pink outsole, zip and Velcro closures. Another new style, which has

an edgier look, features a denim upper with a zip. The third new style has a suede upper and features cut outs. “This is a great option for the sneaker girl who wants to wear her sneakers in summer, but still have cooler footwear,” points out Slotsky.

Budgie, a ladies sneaker introduced a few years ago, has been brought back and given an update with four new colours: white, black, red and denim. It also features a print on the inside as well as a coloured insole, which gives it a nice colour pop.

The Casablanca ladies sneaker — another sneaker style that has been brought back — features a nylon upper with a floral print, which is very feminine.

Slotsky has introduced a dyewash canvas upper in peach, stone, burgundy and nude for ladies on a slim profile, which is also very feminine.

The ladies Leila sneaker is available in paisley canvas and black nylon.

They have moved away from the neon colours and stuck with the more commercial type colours, which tend to do better with consumers.

The sandal, which is more basic for this summer, has been updated to fit better with the look of the brand.

The brand has shifted its focus from heels to sneakers for ladies, but it still has a selection of heels on offer. Levi’s has, however, moved away from stiletto’s. “Levi’s is not a stiletto brand,” points out Slotsky. “We are focusing more on the image of the brand.” The heel is now chunkier and a bit more edgy – not all pretty and girly, because that is not what the brand represents. They do have a heel that can be worn with dresses, but it has been given an edgier look. Their heels would go well with the brand’s apparel range, which means a store can dress a mannequin top-to-bottom To p10 in Levi’s and it will look good.

Fall/Winter ColleCtion StockiSt required

Russell Athletic South Africa T: 021 552 2948 | F: 021 551 2952 info@russellathletic.co.za | www.russellathletic.co.za Facebook: Russell Athletic South Africa | Twitter: RussellAthl_ZA

p10 :: Apparel & Footwear

Brand ranges cont from p8 Fruit of the Loom Fruit of the Loom, locally distributed by Bertuzzi, has over 160 years’ experience in garment manufacture. With their roots in the US, Fruit of the Loom is an iconic name known around the world and a leading promotional clothing brand in Europe.

Many of their garments are made in their own state-of-the-art vertical manufacturing plant in Morocco and all garments produced there are made with Belcoro accredited yarn.

Some of the benefits of the yarn include less pilling, enhanced durability and improved washing performance.

Here in South Africa, the brand is establishing itself as a supplier of high quality t-shirts, polos and sweats. With coordinating styles for men, ladies and kids, Fruit of the Loom garments are ideal for embellishment across a wide range of applications: from sports and teamwear to club merchandise, workwear, promotions and even schoolwear.

The 100% cotton Valueweight t-shirt (160/165g/m²) is one of their legendary styles and is produced using Belcoro yarn, providing a clean print surface for top quality printing and efficient print runs.

A multitude of other t-shirt styles are available in the Valueweight fabric, including ladyfit and kids t-shirts men’s and lady-fit v-neck t-shirts, as well as fitted and long sleeve options. The men’s Valueweight athletic vest and lady-fit Valueweight vest are new for this year — both available in white, black and heather grey — and are perfect for sports teams, fan merchandise, local clubs or large promotions.

Heinrich Reynecke of Bertuzzi.

The brand also offers polos (170/180g/m²) for men, ladies and kids. Made from easy-care piqué fabric, the 65% polyester, 35% cotton polos can be washed at 60°C, dry quickly and require minimal ironing. The Original Polo is an ideal choice for a great value promotional style.

Fruit of the Loom also offers a range of sweats including their 80% cotton, 20% polyester Classic Sweats (280g/m²). The styles

for men, ladies and kids include a crew neck set-in, hooded sweat and sweat jackets. In addition to Belcoro yarn, they are made with a revolutionary knitting technique where the polyester is kept at the back of the fabric and the cotton at the front, which gives greater durability and unbeatable pilling performance.

Their lightweight shorts — ideal for running, working out and the gym — are also new to the range.

All of their products are made from ethically produced yarn, with the majority of their cotton sourced from the USA. “It is good to know that choosing Fruit of the Loom means you get great value styles without compromising on ethical or environmentally friendly production,” says Heinrich Reynecke. The Fruit Code, the company’s code of conduct, outlines their commitment to minimising environmental impact and to making a positive contribution to the communities in which they work.

All Fruit of the Loom garments are OekoTex Standard 100 approved, certifying they contain no substances, which are harmful to either people or the environment. Oeko-Tex is the internationally renowned testing certification system for textiles whose tests are standardised across the world.

All Fruit of the Loom facilities and those of its suppliers are also regularly audited and WRAP certified. WRAP is an internationally recognised third party certification dedicated to ensuring lawful, humane and ethical manufacturing throughout the world.

Jeep Jeep footwear, locally distributed by Footwear Trading, appeals to a wide range of people: from the rugged farmer-image consumer to black bikers riding Harley Davidsons, who enjoy Jeep’s boots, says Lynton Picker. The footwear, which tends to lean towards a more rugged outdoor look with non-slip outsoles, features leather uppers (nubuck, full suede with calf uppers) in a variety of colours, embellishments and trims. The brand has all the bells and whistles.

Jeep’s footwear styles are split into the Core and Spirit ranges: • Core: non-seasonal footwear styles that make up the basics in their ranges. The styles are on a weekly replenishment cycle with certain key independent and chain stores: the stores send a report on Monday morning of what needs replenishing and by Thursday Footwear Trading sends the replacements to the store. This way, the brand also gets a better idea of what styles are selling well and which are less popular.

• Spirit: fashionable, seasonal shoes, which are not likely to be repeated the following season. If a specific style does very well however, it might be incorporated into the

Sports Trader :: 2014 May

Jonathan Chaimowitz and Lynton Picker of Footwear Trading.

Core range the following season.

Jeep’s trail sandal has done very well for them. It is available in a range of colours in both a closed and open version.

Their men’s summer Spirit range features vulcanised shoes, vellies as well as mixed leather uppers. Their boot category features a biker, fashion, casual slip-on and lace-up slipon styles.

For the first time, Jeep footwear now offers a boating shoe. “It is a functional boat shoe,” says Picker. It features a waterproof inner sock and board, and a herring bone split sole that offers excellent grip.

This summer, the short Chelsea boot, sandals (thongs, slides, mules), outdoor athleisure shoes and trail sandals will be winners in the ladies range, predicts Picker.

To p12

All of our T-shirts are perfect for printing.

At Fruit of the Loom, all of our T-shirts are designed for print and garment decoration.

To give you a perfect canvas for print quality, all of our 100% cotton T-Shirts are produced using BelcoroÂŽ Yarn, giving you a cleaner, more stable print area with fewer loose fibres.

With a variety of styles and colours, we have a T-Shirt that’s perfect for your print and decoration needs.

For more information visit www.fruitoftheloom.co.za

Authorised Distributor

p12 :: Apparel & Footwear

Brand ranges cont from p10 Skechers For the new range of GoWalk shoes, Skechers (locally distributed by Footwear Trading) has introduced new material uppers, a variety of different types of insocks, and a new shoe style — the dual shoe, that can be worn as a mule (heel folds down) or a shoe. Yusuf Vadi is especially excited about the GoGo Mat insoles, which offers spring and bounce. He also explains that the memory foam insoles have proven very popular.

“The GoWalk has done exceptionally well for Skechers,” says Vadi. “Especially among ladies. Men are a bit slow on the uptake, but since last year October the demand globally has been great.”

The bulk of the Skechers business is in the ladies’ ranges.

Men’s shoes, which are mainly brown shoes and sandals, only make up about a third of their products, he says.

The ladies black biker style (named because of the look of the outsole) and babydolls, available in a variety of upper materials including crochet, remain very popular in their Core range, which features memory foam insocks.

Skechers also does very well with ladies’ sandals, which are available in flat and heeled wedges, slip-ons and thongs.

The South African foot is normally broader. Skechers’ relaxed fit caters for this: it has a broader

Yusuf Vadi of Footwear Trading.

girth and is more flexible.

“We are very excited about and do very well in our kids ranges that feature light ups,” exclaims Vadi. While the girls’ footwear featured the Twinkle Toes light ups before, they have now also introduced a light up range for boys.

They have also introduced GoWalk and GoRun ranges for children for the first time. Another first for the brand’s kids range is the introduction of boys’ footwear styles that are take downs of their men’s styles.

Russell Athletic Russell Athletic, locally distributed by Bertuzzi, highlights the brand’s American sportswear heritage with their winter range.

“Russell Vintage continues to evolve as an easy to wear sportswear collection with a distinctive look that is synonymous with the brand‘s heritage,” says Heinrich Reynecke. The men’s range features a strong traditional colour pallet fused with the odd pop of colour, soft fabrics and vintage washes on t-shirts, sweats and pants.

For their winter range, the brand now features a selection of classic crew neck sweats to complement their range of hooded sweatshirts.

The trusty sweat pant is always a key piece with a selection of fits and leg openings on offer to cater for everyone’s taste.

Their range of graphic t-shirts feature prints that relate back to their history — all finished with a vintage wash for the softest feel.

Russell Athletic’s winter University Store collection draws inspiration from their collegiate heritage. Inspired by timeless classics from the Russell Athletic past, the range has been designed to fit in

Reebok launches Skyscape campaign REEBOK’S LATEST marketing campaign for their new Skyscape shoe features international supermodel, Miranda Kerr.

The Skyscape is an everyday casual shoe for women with 3600 foam, offering comfort while running errands, meeting friends or at the gym.

The shoe’s pillow-like sole design provides cushioning, comfort and flexibility. The pillow-like design was inspired by the home furnishing industry. The shoe’s upper design, on the other hand, was inspired by the lingerie industry’s molded foam bra’s. The same manufacturing techniques and processes are used in conjunction with materials that have been improved to handle the stresses and strain placed on the wearer’s feet during the day. A two-way, seamless stretch material offers softness and comfort around the foot and allows natural foot movement and breathability.

Sports Trader :: 2014 May

with the everyday style of college life.

Key styles in the collection include a baseball inspired jacket and a range of crew neck and hooded sweats with appliqué and printed graphics. “A real American classic,” says Reynecke.

“The Russell Arch Logo collection remains one of our most recognisable,” says Reynecke.

The brand has added a new range of sweats and pants featuring a more discreet contrast R logo to further strengthen this popular collection.

Designers had today’s busy woman with her modern day lifestyle in mind when they developed the ladies Russell Athletic winter range. They focused on giving the ladies range a feminine twist, and paid great attention to detail.

The range — made of soft fabrics in various weights and vintage washes — consists of easy to wear feminine sportswear that fuses comfort, style and fashion. It features a strong colour pallet fused with vibrant colour pops, on a fashionable collection of t-shirts, sweats and pants.

Hi-Tec clothing help inspire ladies to get outside FROM LUNCH with the ladies to post-race comfort, mountain hikes to rain running, Hi-Tec has the outer layers that will make ladies want to get out a little more this winter in colours and cuts that are fresh and fabulous, wellpriced quality and stylish.

The Damia ladies shell jacket is a lightweight shell made from 100% polyester fabric, available in two colours: Dusty Teal and Blush. The hood is attached and a stand up collar improves both style

and comfort. It is waterproof, windproof and a winner that will take you from the golf course to the kids sports games. It goes well with jeans and most active wear.

The Akemi ladies hoodie (pictured) is comfy enough for hotchocolate and couch snuggling, but stylish, trendy and bang on trend in Peach or Mint. It’s made from smooth face four-way stretch fleece fabric, has a brushed interior and articulated sleeves, and the rib knit cuff and hem finish it off.

Companies on the move Industry :: p13

Lowrance deal for SA retailers LOWRANCE HAS introduced a pilot project in South Africa, offering dealers their new ranges at reduced prices that will compete with the online prices offered by US retailers. Because of the huge discounts given to some of the bigger US dealers, some South African consumers were enticed to buy online from the US. The new pricing structure will enable Lowrance dealers in South Africa to compete with the US online market, was the good news shared with dealers who attended the recent countrywide presentations by Simon Claxton, Navico’s International Sales Director for the EMEA region.

“This will offer our dealers the best products at the best prices,” said Liz Plotz, local distributor of Lowrance. “It is really good to work with a company like Lowrance, who put a lot of money into research and development of new products,” she added.

Navico (Lowrance’s holding company) became the leader in this very competitive market by being more innovative, Claxton explained the company’s remarkable turnaround over the past four years. Last year, Navico became the world’s biggest marine electronics supplier, with about 30% of the estimated $1bn market — followed by Garmin Marine with about 24.5% and Raymarine with 17.6% of the market share, says Claxton. Smaller players — including Humminbird and Furuno — account for the rest.

Lowrance is the world’s biggest marine electronics brand for recreational fishing, adds Plotz.

Yet, in 2009 Navico was on the brink of being closed down following the 2008 global recession. They had made a loss of $2-m and were trailing behind Garmin Marine. In 2013 they made a profit of $51-m and outperformed all their competitors.

This turnaround was brought about by heavy investment in new product development and innovations and by controlling and improving manufacturing in their own factory in Mexico, explains Claxton. What makes it more remarkable is that it was achieved over a 4-year period when the world economy was in a slump.

“We’re investing in the platform on which we are building and are investing a lot in creating new product,” he says. “In 2014 we will release a new product every 20 days. Our target is to fully update and replenish the range by the end of 2014.”

The latest two introductions in the South African market are the the SpotlightScan Sonar trolling-motor transducer with a 360 degree surround-scanning range of 150 feet, and the more entry level SonarHub with Chirp sonar technology, that now offers a much higher screen resolution.

The type of products that are now available for recreational fishing would only have been

Simon Claxton (middle) with the Lowrance SA team members Ricky Moss, Liz Plotz and Mikkala Plotz.

seen on commercial boats a few years ago, says Claxton. With their various scanning options — like structure scan, side-imaging and downscan, popular in markets like South Africa, where there is a lot of freshwater fishing — there are very few areas where a Lowrance scanner will not produce an image, he says.

That is why Lowrance scanners are more often used by tournament fishermen than any other brand on the market. “Some of the top anglers will have as many as five angle displays on a 5m boat, to spot fish from every different angle.”

South Africa was a driving force behind the development of Lowrance’s GPS and waypoint management system, because our fishermen want lots of waypoints. The demand for scanners mounted on kayaks is also very big in South Africa, says Claxton. This is a fast growing market and they are working with some of the big kayak manufacturers to develop an

on-board version.

Some other reasons why Lowrance has been able to become the world’s biggest marine electronics supplier are, according to Claxton: • Their award-winning broadband sounder, which they have refined since Darrell Lowrance developed the first one in 1957.

• Trackback technology that allows you to scroll back in history and return to a really interesting area.

• Hands-free operations that require minimal adjustments.

• Their choice of the world’s top cartography companies to develop maps, and the fact that they work with local people to develop local content into a map. Charts can be shared over the internet and Lowrance enables people to develop their own maps for their localised area.

• They have the brightest screens available, specifically designed for the marine environment.

THE NEW Lowrance Elite-7 and Elite-5 Chirp series displays are available at an affordable price, despite featuring cuttingedge fishfinding technologies like CHIRP sonar, Broadband Sounder and DownScan Imaging. CHIRP sonar produces greater sensitivity, improved target resolution and superior noise rejection for clearer, easyto-see baitfish and game fish targets. The new Elite series can more easily distinguish between baitfish and game fish targets, provide better target separation at greater depths and mark fish clearly at faster boat speeds.

2014 May :: Sports Trader

Companies on the move p14 :: Industry

SA company creates winning design

Hi-Tec helping to save rhinos HI-TEC SPORTS chairman Frank van Wezel has promised to rally the Hi-Tec global network to assist in the fight against rhino poaching.

He offered personal funding and made a private donation to the Balule reserve, which required communication systems, ranger equipment, transport and rifles to try and stop rhino poachers.

Van Wezel also committed using 13-m pairs of Hi-Tec shoes to carry a stop the rhino killing swing tag message and motivate consumers to play a role in saving rhinos. Van Wezel became interested in the plight of the rhinos after meeting MP Nic Koornhof in Amsterdam.

Frank van Wezel and his wife Caroline with rangers

Koornhof has been involved in the Balule Nature reserve for many years and inspired Van Wezel to help. “Koornhof inspired me to help him in his mission to save the Rhino. I will do what I can,” says Van Wezel.

According to the Wildlife and Environmental Society of South Africa (WESSA) there have been 233 rhinos poached in South Africa since the start of this year and last year a record 1 004 rhinos were poached.

American philanthropist Howard Buffet has donated R224-m to the cause and a co-university alumnus of Van Wezel in the Netherlands — who runs a national lottery — has also contributed.

Mitre gets new SA distributor LEGACY SPORTS and Leisure became the new South African distributor of Mitre branded products on 1 March, after an agreement was reached with the brand’s former local distributor, Leisure Holdings.

“It was a difficult decision to release the Mitre brand as it has been with us for many years, but this decision will allow Mitre to refocus on the football market where the inherent strength of the brand lies,” says Pete Reeves, a director of Leisure Holdings.

“Mitre is the world’s oldest original authentic brand,” he continues. “It has been at the heart of soccer since its humble beginnings in a Huddersfield tannery in 1817, to today, where Mitre is the official ball of the Football League, the Scottish Premier League and the Capital One Cup.” Leisure Holdings will work closely with Legacy Sports and Leisure to ensure minimal disruption to the normal day to day operation of the Mitre brand. Any and all sponsorship agreements — including the official ball sponsorship of Netball SA — will be honoured on an ongoing basis.

Leisure Holdings is the distributor of wellknown brands Gilbert (team balls, rugby and teamwear), Grays (hockey), Gray-Nicolls

Sports Trader :: 2014 May

SOUTH AFRICA’S E.M.B. Design was the Middle East/African winners of the Fruit of the Loom Fruit Challenge — a global T-shirt decorating competition launched by the brand to find the most creative and technically capable garment decorators.

E.M.B. won the Technical category with their unusual use of the Fruit of the Loom logo on a yellow T-shirt. The judges praised both its intricate and complex design.

More than 325 companies from countries as diverse as Senegal, Ukraine, Sweden and New Zealand across four regions entered the competition.

INNA from Poland were the overall winners in the technical category, with Estonia-based FIFAAA.S. winning the creative category. They each won €5 000 and a trip to Fruit of the Loom’s Moroccan manufacturing plant.

Successfull Reebok CrossFit event Photo: Barry Lamprecht / Image SA

(cricket), Prince (racket sport) and Arena (swimming).

Legacy Sports and Leisure distributes golf brands like Top-Flite (previously distributed

by Leisure Holdings), Softspikes and Pride Golf Tee. They also have good contacts with retailers in the soccer market.

REEBOK AND the CrossFit Community celebrated another successful Pretoria event: The Pretoria Throwdown held 5-6 April at Menlyn Park Events Arena, which saw over 350 fitness enthusiasts battle it out in a male or female doubles team challenge for the championship title and R25 000.00 winner-takes-all prize money for both teams.

This year’s Pretoria Throwdown saw some of the fittest CrossFit and fitness enthusiasts from all around the South African fitness community come together to measure their fitness against each other in a massive 2 day all out competition. The event saw competitors conquer six gruelling workouts, including a knockout styled semi and grand final.

The Pretoria Throwdown was the second of five Reebok fitness events planned for the coming year in Johannesburg, Cape Town and Durban.

Advertorial :: p15

Orbit Sports launches

new astounding

protection range Local manufacturer Orbit Sports has developed technology that offers extreme protection for multiple sports codes.

O

rbit Sports is launching their new exciting protective range using state-of-the-art protection: XPro with XRD technology.

One of their new products features the new XPro rugby shoulder protection that provides a high level of shock absorption for rugby players during training. It is light, flexible, durable and comfortable to wear.

The XPro XRD technology is a multipurpose foam, uniquely designed for wearable impact protection, that offers a thin and flexible alternative to the traditional rigid, inflexible and uncomfortable products, and absorbs up to 90% of impact energy.

It provides consistent, repeated impact absorption while being soft to the touch — it firms upon impact to form a protective shell.

Breathable, antimicrobial and lightweight, XPro XRD technology is ideal for use in protective gear and equipment across the spectrum of team, action and outdoor sports.

Thanks to the open cell molecular structure of the material, XRD Technology maintains its performance properties over the entire life of the product and provides consistent, reliable, impact protection, hit after hit.

XRD materials are infused with Microban® antimicrobial protection that inhibits the growth of bacteria, mould and mildew.

Orbit Sports manufactures a wide variety of custom products for various international brands, under license.

They have achieved significant success due to their ability to offer top quality sports equipment and a reliable service. “What sets us apart from our competitors, is our drive to continuously improve and create new innovative designs. Our objective is, therefore, not only to supply great products, but to

Orbit Sports exhibited at the 2014 ISPO in Munich

introduce new innovative technologies into the sporting world,” says Jaco Kirsten, owner of Orbit Sports.

A perfect example of this is their new XPro (extreme protection) range. The XPro is a fully developed and tested product that reduces the risk of injury.

“I believe that our participation in and visiting of the various international sports exhibitions and expos around the world, assists us to develop and create new and improved products.

When we first encountered XRD Protection, we immediately knew that it could positively contribute to the ongoing safety of all sportsmen and women.

The padding currently offered in rugby apparel doesn’t come close to the level of protection that our XPro shirt with XRD technology can offer. It is thin, yet its impact protection is as-

tounding. This really is ground breaking stuff — we’re very excited to launch our product to the market. We are currently in the process of testing for IRB approval” XPro is currently available in products for several team and extreme sports — including American football, hockey, motorsports and soccer — but Orbit Sports’ uniquely designed XPro shoulder pads mark its first adoption into rugby.

XPro pads have gone through multiple testing procedures against competitive brands and each time XPro destroys the competition for ultimate impact protection.

The XPro range is getting worldwide attention after Orbit showed initial product samples while taking part at the World Rugby Expo in London in 2013, and also at the 2014 ISPO in Munich, Germany.

Continuing into 2014, Orbit will be broadening their vision and have exciting new plans for the future, so “keep a lookout for XPro protection, as there is a lot more to come”.

For trade enquiries contact Orbit Sports on Tel: 041 487 1063, orbit@icon.co.za, or visit www.Xtremepro.co.za, www.stormforce.co.za or www.orbitsports.co.za for more information.

2014 May :: Sports Trader

Companies on the move p16 :: Industry

Massmart CEO and chairman step down MASSMART ANNOUNCED two big changes in April: CEO Grant Pattison has announced that he will step down (effective 1 June) and chairman of the board Mark Lamberti has been appointed CEO of Imperial Holdings Limited.

Guy Hayward, the current chief operating officer, will take over from Pattison, who has been with Massmart since 1998 and CEO since 2007.

Hayward held senior financial roles at Malbak and CNA Gallo in South Africa and at Goldman Sachs in London before joining Massmart as Group Financial Executive in 2000. He was appointed chief financial officer in 2001 and in 2012 he was appointed COO, a newly created position, with responsibility for Massmart’s four operating divisions. He has been an integral part of Massmart’s success and also played a leading role in the Massmart-Walmart transaction and the subsequent integration.

During Pattison’s tenure as CEO, Massmart reinvigorated its private label offering, invested in upgrading Massmart’s supply chain infrastructure, entered into Food Retail through

Kids cycle developed in SA THE MUNA range of quality kid’s bicycles has just landed in South Africa.

Developed locally, the range extends from the very small 12” wheel models right up to 20” wheel versions and local importer Two Wheels Trading hopes these bikes are not only going to take the local market by storm, but also fill a need locally for quality kids’ bikes at reasonable prices.

First shipments included their new 12” Push Bike range — available in both steel and alloy frame models — and have been very well received with local bike shops and sporting good stockists already replenishing stock just weeks, and in some cases days, after receiving stock. Two Wheels Trading is planning to have a full range of models available in South Africa from as early as June 2014.

Having identified the need for a fresh and funky take on the kids’ bike market, a large emphasis was placed not only on the aesthetics of the range, but also on the specifications and components selected for each model. Two Wheels Trading claims that this will be evident when buyers compare the quality of the various parts as well as the performance upgrades offered compared to current offerings in the market.

Initially only available in South Africa, there has already been interest from international markets for the bikes and plans are already in an advanced stage to appoint an exclusive distributor for North America.

Sports Trader :: 2014 May

Guy Hayward, the current chief operating officer, will take over from CEO Grant Pattison.

Cambridge Food, Game, Makro and Saverite, expanded aggressively across the African continent, initiated new format innovations including DionWired, Builders Superstore and Valumart whilst also establishing e-commerce solutions at DionWired, Shield and Makro.

“I have led a remarkable team and I am immensely proud of what we have accomplished during my tenure. The group is in good shape and well positioned for growth and I can think of no better time to hand over the reins.

My successor is someone with whom I have worked closely and who has the skill and en-

ergy to take Massmart forward,” says Pattison.

Kuseni Dlamini took over as the independent non-executive chairman of the board of Massmart, effective 10 April.

Dlamini brings significant corporate leadership experience to Massmart, having held a number of senior leadership roles across a wide range of businesses. He served as CEO of Old Mutual South Africa and Emerging Markets, head of Anglo American South Africa as well as a member of the Anglo American plc. executive committee. Dlamini was also executive chairman of Richards Bay Coal Terminal (RBCT), a non-executive director of the National Business Initiative (NBI), a non-executive director of Anglo Platinum and chairman of Old Mutual Africa Holdings. He is currently an independent non-executive Director of Aspen Pharmacare and the independent non-executive Chairman of Times Media Group. Kuseni is also active in non-profit organisations and is a member of the Council of the University of Pretoria, National Council of the South African Institute of International Affairs and chairman of South African National Parks (SANParks).

The new position is in fact not that new for Dlamini, who served as non-executive Director of the board of Massmart from November 2006, until he stepped down in June 2011.

Double-digit growth for New Balance NEW BALANCE grew sales 14.2% to $2.73-bn in 2013.

This is the company’s third consecutive year of double digit growth — sales rose 12.2% in 2012 and 14.6% in 2011.

The company has been experiencing steady growth since flat sales in 2006, growing from $1.55-bn to $2.73-bn by 2013.

These figures were made public in a press

release to announce that they have signed 2013 ITU World Champion Non Stanford to their team.

They also distribute other brands such as Warrior, Aravon, Brine, Cobb Hill, etc.

Adidas sales growth THE ADIDAS Group’s sales increased 12% (on a currency-neutral basis) and the company grew in all regions, channels and brands in the fourth quarter. Their wholesale segment grew 8%, while retail sales grew 15% and other businesses by 28%.

In the EMEA sales grew 11% due to double digit income growth for the adidas and Reebok brands. Sales in North America rose by 14% as a result of double-digit sales increases at adidas, TaylorMade-adidas Golf and Reebok-CCM Hockey.

The Group’s income grew 3% to €3.479-bn in the 2013 fourth quarter comparable retail store sales improved by 3%.

For the full year (2013), group sales grew

3% on a currency-neutral basis.

Group sales improved 4% in the EMEA due to sales growth in major markets in the region. North American sales grew 2%, Greater China sales grew 7%, other Asian markets 5% and 19% in Latin America.

Goodwill impairment was €52-m and their net cash position €295-m at the end of the year compared to €448-m last year. This was caused by higher working capital requirements.

The company predicts that currency movements will influence their sales significantly while their currency-neutral sales are expected to increase at a high single-digit rate.

p18 :: Industry

On April 1 this year the sports brands distributed by SuperBrands moved across to Brand ID, where they will form part of their lifestyle brands, which include Speedo and 466/64. With leading brands across most sporting codes will make Brand ID a distributorship to be reckoned with.

Words: Trudi du Toit. Photos: Nicol du Toit

A major new distributorship formed

R

emember the name Brand ID, as you are bound to hear a lot about them in future. They now distribute and market 14 premium sports brands, the iconic 466/64 Madiba magic brand, as well as a nice selection of clothing brands.

When the sports brands formerly distributed

by Super-Brands became part of Brand ID on April 1, they gained a strong foothold in most major sports, like running (Mizuno, Skins and Nathan), rugby (Canterbury, Mizuno and Opro), cricket (Slazenger), racket sports (Dunlop and Slazenger), hockey (Slazenger and Opro), cycling (Skins, Nathan and SiS) etc., as well as outdoor activities (Karrimor). Combined with the swimming reach of Speedo, they cover all the needs of triathletes as well.

Even before the merger became official, the power packed into the brand packet offered

by Mizuno, Skins, Nathan, Canterbury and the 46664 Fashion brand secured them the sponsorship of the new Cape Town City Marathon.

These brands are now backed by the Seardel Investment Corporation — also the home of Prima Toys, Sharp electronics, Hextex and Frame textiles, and various other enterprises.

Seardel is a listed company and part of Hosken Consolidated Investments (HCI), a listed BEE company, with SACTWU as a major shareholder. Apart from Seardel, HCI has interests in many industries, like hotel and leisure (Tsogo Sun and Vukani gaming), liquour (KWV), media and broadcasting (eTV), transport (Golden Arrow), mining (HCI coal), etc.

Brand ID is the brain child of Wayne Bebb, a whizz kid accountant with a passion for business. Five years ago his closest association to the sports industry was enjoying sports like windsurfing and triathlon. After he qualified as chartered accountant in 1998, Deloitte seconded him to their US office, after which he spent time working in London and Zurich. With so many South Africans working overseas for global clients, Deloitte saw the opportunity of forming an off-shore arm for the accounting firm. When Bebb returned to South Africa, he developed the Deloitte off-shore division op-

Sports Trader :: 2014 May

They have a strong foothold in most major sports like running, rugby, cricket, racket sports, hockey, cycling, as well as outdoor activities. Combined with the swimming reach of Speedo, they cover the needs of triathletes as well erating from the Isle of Man, employing several hundred people around the world.

Back in South Africa, he joined Alliance Media, the biggest outdoor media business in Africa. “We covered 25 000 sites in Africa,” he says. “Although it was relatively small in South Africa, it was very big in countries like Rwanda, Gabon and Nigeria, which presented interesting insight into the difference of doing business in New York and Nigeria.“ After he became engaged, he and his fiancee moved to Cape Town in 2009, where Cecil Beekman, who ran a division of Seardel, invited him to join as MD designate. But, it was a dark time for the local apparel and textile manufacturing industry and Seardel was shedding jobs as fast as profits. HCI had bought a 70% stake in Seardel and Stuart Queen was appointed Group CEO of Seardel in December 2009.

Speedo branding Queen gave Bebb the task of consolidating certain factories to create Intimate Apparel.

As Intimate Apparel was unprofitable, it unfortunately had to be closed down ... but he discovered the Speedo brand in the Cygnet manufacturing division.

Speedo, a global brand, was an anomaly in the factory-driven manufacturing business, and Bebb saw this as the basis of a new business model: building brands. Queen supported this plan and gave him the go-ahead to form Brand ID, with the payoff line: Igniting Brand Momentum.

“I wanted the company to represent what

the name suggested — the brand is the most important — and it must be ignited in the best way possible.”

He renewed the license to distribute and develop Speedo in South Africa from the global owner, Pentland, and subsequently grew the brand’s revenue 42% — despite ending their relationship with Swim SA as official supplier.

“For us involvement with a sport federation is a calculated investment,” says Bebb. “Swim SA was not right for us at the time … but things might change.”

They have worked hard to make Speedo multi-cultural, for example, through their involvement with Learn to Swim initiatives in communities where drowning is a high risk. A shortage of swimming pools is, however, a major drawback to growing the sport and brand.

Bebb also secured three lingerie brands — Elle Macpherson, Maidenform and After Eden — which they mainly supply on an indent basis.

They added fashion lifestyle brands like Brookfields, Jonty’s (as in Jonty Rhodes), Cambridge and Danie’s (as in Danie Gerber). Love SA is a niche t-shirt brand that uses 100% local textiles, designers and talent. A portion of the income earned from sales goes to the machinists who made the garment.

466/64 Fashion brand But, when it comes to CSI, nothing beats the 466/64 Fashion brand. After discussions in 2011, Brand ID formed a commercial partnership with the Nelson Mandela Foundation to design, create and market a fashion brand under the 466/64 label … a number that became a worldwide symbol of the famous 466th prisoner of 1964.

Mandela had given the foundation the right to use his prison number as a reminder of the sacrifices he was prepared to make for the social justice cause he believed in. The foundation awarded Brand ID a closely controlled license in perpetuity to establish a global fashion brand that will support the legacy of Madiba. “It showcases the talent we possess as South Africans,” says Bebb.

Proceeds from sales have already opened

Industry :: p19

Wayne Bebb of Brand ID now distributes a stable of leading brands across most sporting codes.

three container libraries in schools — a project chosen because of Madiba’s love for children and his concern about literacy. Apart from funding libraries, proceeds also contribute to the Nelson Mandela Children’s Hospital Trust, set up to make Madiba’s wish for a paediatric centre for children in the North come true.

“We promised our loyal brand customers that the funding generated by the brand would make a positive impact,” says Bebb.

Enter Super-Brands A few months ago Cuan Chelin, CEO of SuperBrands, and Bebb started talking about potential business synergies. They soon agreed that the brands had a good fit — they shared many retail clients, all had a growing consumer base and were all international brands, respected in their individual sports fields. Together, the portfolio of brands could negotiate a good presence in retailers with their wide product offering and create greater growth opportunities.

This resulted in Brand ID making an offer to purchase the Super-Brands sports brands. After the usual due diligence and consultations with brand principals, the Super-Brands brands moved into the Brand ID offices on April 1.

Canterbury belongs to the Pentland Group, owner of Speedo, with whom Bebb already has a good relationship. He says he is excited about what Pentland did with Canterbury — “it took the brand back to its rugby heritage, it is all about the Republic of Rugby.” With a plethora of grassroots rugby clubs in South Africa, he believes there is much scope for growth.

“We have unbelievable opportunities in athletics, Mizuno is a $2-bn global business,” he continues.

Company strengths “It was important for us that Steve (Gallienne) and Du Toit (Botes) come across with their

teams intact. It is critical not to disturb the structures.”

Bebb believes there are many synergies between the two companies, and also many opportunities for learning from the fresh insights brought by both sides. While the former Super-Brands brands come with strong sporting catalogues, Brand ID’s strength lies in lifestyle.

The biggest problem for a brand is poor delivery, Bebb believes. No matter how good a brand is, if it cannot deliver on time, it will not grow. And with Speedo they proved that they can get delivery right. When Brand ID acquired Speedo, it had 35% on time delivery, now it achieves 99% on time delivery.

Brand ID’s catalysts for growth have been the right talent, a high level of staff motivation, a strong distribution network, and solid operational controls. “We built the business around brands.”

The office had, for example, been designed

around showrooms for each brand. “Steve and Du Toit would, for example, have their own showrooms, but there will be a lot of interaction between the brands.”

The autonomous brand units each focus on their own sales and marketing, but share certain operational functions. “We have a high performance-driven culture, built on accountability.”

They are “gently walking north, with potential identified in Nigeria”. Bebb admits this is a difficult market, especially as they are careful with brand placement.

They have created an online presence for their brands, where they aim to create a niche experience, especially with a brand like 466/64. They also use digital communication to highlight other social upliftment initiatives, like Speedo using sport to teach lifeskills.

Throughout, the brand’s identity leads the momentum. As Bebb says: brands lead, labels just follow around.

The Cape Town Marathon, to be inaugurated on 21 September 2014, will have brands Skins, Nathan, Mizuno, SiS, Canterbury and the iconic 466/64 as technical sponsors. The marathon, run through Cape Town, is the brain child of sport legends Francois Pienaar and Elana Meyer. They formed a partnership, called ASEM, when they decided that Cape Town deserved to have a city marathon, on par with the other major city marathons.

When Meyer met Botes to discuss possible sponsorship of the Endurocad academy, which trains endurance athletes, she proclaimed the brands they distribute a perfect fit for the Cape Town marathon, says Botes. “It was a one-stop perfect partnership.”

Their brands are all associated with top global sporting events — for example, Mizuno is the official sponsor of the Amsterdam marathon, Nathan Francois Pienaar, Elana Meyer and Du Toit Botes is involved with the Ironman Kona championships, Tour de France cyclist Mark Cavendish is a director of supplement brand SiS, etc. In addition, 466/64 is known world-wide as the Madiba peace brand and Peace will be a big component of the marathon. Not only will it be run on International Peace Day, but a 10km Peace Run will form part of the weekend-long runfest.

2014 May :: Sports Trader

p20 :: Apparel & Footwear

Baselayers and compression:

Underwear that help athletes perform There are now many different kinds of baselayers and compression garments on the market, each with their own benefits. RHIANAH FREDERICKS found out what makes baselayer and compression garments tick

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aselayers and compression garments are similar in that they are designed to be the first layer of clothing next to the skin, and are often visible under the short sleeves or shorts of sportswear. But, unlike normal underwear, these technical garments enhance performance in many different ways.

Baselayers assist wearers in cooling down (in warm conditions) or warming up (in cold conditions) — ensuring performance is maximised, because being too hot or cold can affect one’s performance. Compression garments, on the other hand, work the wearer’s muscles to improve blood flow before, during, or after an activity and also reduces recovery time.

What compression garments do Compression garments were first used in the medical field in the 1990’s to improve blood flow to limbs and prevent blood clots from forming when a person’s movements were re-

Sports Trader :: 2014 May

The construction of compression garments allow them to fit tightly and therefore they are able to ensure muscles are held in place, which focuses muscle power and reduces vibration. stricted, or they had to stand, for a lengthy period. The best known compression garments are socks worn during long flights, and nowadays, by hospital patients.

Compression garments fit tightly and have a high elastic content. They are designed to squeeze the muscles in certain areas to improve blood circulation and the circulation of oxygen to tired or working muscles.

It didn’t take long to make the connection

that compression can also help improve an athlete’s performance.

By the late 1990’s, early 2000’s, team doctors and coaches started using compression garments during training, or for recovery — and they were most impressed with the results. (see Meet Skins, the naughty schoolboy, in Sports Trader March 2014).

“By accelerating and improving the movement of more oxygenated blood to the muscles, you increase, or improve, performance — and doing it legally!” says Paul Copson from Brand ID, local distributor of Skins.

Faster recovery These garments can be used post-exercise to ease muscle stiffness and quicken recovery time, says Joanne Esterhuizen from Hi-Tec SA. A faster recovery time allows the wearer to do intense training more frequently, adds Tammy Rutherford from Second Skins. “When you put on your compression wear, To p22

p22 :: Apparel & Footwear

Undergarments cont from p20 exhausted muscles feel supported and the wearer experiences muscle relief and is ready to resume training sooner than would be possible without using compression.”

“Tired, sore, burning and swollen muscles can be the result of lactic acid build up in the muscles and blood, faster than the body’s ability to clear it during and after strenuous activity,” says Mariette de Villiers of Designer Sports Marketing, local distributor of 2XU. The pressure created by compression garments stimulates blood flow to muscles, lowering lactate levels that can lead to muscle cell damage, ultimately reducing Delayed Onset of Muscle Soreness (DOMS). “Research is inconclusive, but anecdotal evidence (and my own experience) is that they work better than the theory suggests they will,” says Rutherford.

Other compression benefits Compression garments also create a healing environment around muscles and the circulatory system, says Sarah Mitchell from Treger Brands, local distributors of Under Armour.

“Compression helps to align and hold muscles in place to reduce muscle oscillation and prevent the risk of muscle strains and tears, allowing greater endurance, power output and performance,” explains de Villiers.

“Canterbury Mercury Compression can reduce muscular oscillation in the thigh by up to 50% to improve energy efficiency and reduces soreness by up to 30%, which improves recovery and a quicker return to training,” says Fiona Johnson, international development manager for Canterbury, locally distributed by BrandID. Compression garments improve sports performance, offer physiological sports benefits and reduce feelings of soreness and perceptual response to exercise, she adds.

For sport activities with complicated movements, compression garments can improve agility and coordination through increased proprioception, which can increase muscle efficiency. “The appropriate pressure to the skin’s receptors heighten proprioception for improved reflex movement, body positioning and muscle coordination for greater performance,” says De Villiers.

Before exercising, compression garments allow for a faster warm up, adds De Villiers.

The pressure created in certain areas increase blood circulation back to the heart and lymph nodes, increasing overall circulation that lets muscles warm up faster to allow optimal flexibility and efficiency.

Puma ACTV can be used during workouts as they are designed to work with the body to help maximise muscle power, says Collin Allin from Puma. These garments fuse the benefits of compression technology with athletic taping to create an easy to use performance offering. “With Puma ACTV, elasticized silicone tape is strategically placed on the inside of the garments to provide micro-massage in specific areas to the skin, which may help enable a

Sports Trader :: 2014 May

cal baselayers were soon recognised by manufacturers of sportswear.

Baselayers regulate the wearer’s temperature in various conditions, which enables him to perform various activities without feeling discomfort. Thermal baselayers keep you warm and dry in cold weather or cooler and dry in hot weather. Because you are more comfortable, you are able to train more effectively, says Rutherford.

Baselayer’s are primarily designed to trap a thin layer of warm air against the body and it also works to wick sweat away from the skin, says Esterhuizen. This allows them to keep the wearer warm by locking in heat that would otherwise escape.

“These pockets of hot air are used to keep a constant core temperature,” adds Johnson.

The performance of muscles that are kept warm or cool in the appropriate conditions is improved and muscle support and stability can reduce the risk of injury during activity.

Moisture wicking

faster and more effective energy supply to the muscles,” he says.

Importance of fit The construction of compression garments allow them to fit tightly and therefore they are able to ensure muscles are held in place, which focuses muscle power and reduces vibration, but poorly manufactured garments can be ill fitting — too much pressure can be harmful and cause pain and discomfort, too little pressure may not provide any compression benefits at all, warns de Villiers.

The warp knit construction of compression garments offers no natural stretch, but the added use of spandex allows elasticity and controlled compression. It also offers better controlled compression than a circular knit, which offers natural stretch, explains Skins on their website.

Circular weaves are not as strong as warp knit, which is strengthened by multiple yarns, and are more likely to run if torn, says Copson.

The warp knit is more costly and time consuming process, but it ensures that the compression element works throughout the life of the garment.

Baselayers uses The main functions of baselayers are “offering protection from the elements, supporting muscle stability and primarily, adding comfort,” says Copson.

Originally developed by outdoor brands to provide insulation in extreme cold conditions, the temperature regulating benefits of techni-

Some baselayers are designed to keep you warm (once you begin to perspire they keep your temperature even) while others are designed to wick perspiration effectively. Perspiration evaporating from the garment has a cooling effect. The more you sweat the more they cool you, the result once again is a more even temperature, explains Rutherford.

Some baselayers have been developed for high-sweat, aerobic activities, says Johnson.

A baselayer’s wicking qualities allow them to act like blotting paper and spread the moisture over a larger surface area, which increases evaporation time. Sweat is a natural by-product of exercise, generated to maintain a constant body temperature and baselayer fabric is constructed to have a high wicking ability to help move the moisture to the outer surface and disperse it over a larger surface area to speed up the process of evaporation.

This results in the natural cooling of the body, explains Johnson.

“This conserves vital energy that would otherwise be utilised to maintain a consistent body temperature. This leaves the sportsperson ready to compete at an optimum level,” says Johnson.

In cold environments there is a twofold need to keep the athlete warm and to quickly remove sweat. Their baselayer wicks sweat from the skin and boosts the rate of evaporation. The napped inner surface of the fabric insulates the body.

During any active sporting pursuit where perspiration will be experienced, there will be significant comfort benefits by wearing a performance baselayer to create a dry and comfortable climate next to the skin, says Morne Strydom of Adventure Inc, local distributor of Icebreaker.

The Puma ACTV garments also provide moisture wicking says Allin. “By incorporating Puma's advanced dryCELL technology, Puma ACTV apparel effectively manages an athlete's moisture, by using highly functional materi-

Taping it!

Apparel & Footwear :: p23

als that draw sweat away from the skin, and help keep the wearer dry and comfortable,” he says.

Differences in fabrics Natural fabrics such as merino wool — used in Icebreaker baselayers — innately offer breathability, temperature regulation and antimicrobial properties.

“Through learning from nature IceBreaker, have transformed merino wool into the ultimate baselayer for humans,” says Strydom.

“These garments are breathable in summer, insulating in winter and luxuriously soft and lightweight, but most importantly, naturally resist odour which means that garments can be worn for extended periods without feeling dirty or smelling.”

Although baselayers are traditionally manufactured from synthetic fabrics, there are some difficulties brands are trying to work out. “One of the biggest challenges with synthetic fibres are that they harbour body odour and can feel uncomfortable next to the skin,” says Strydom.

Modern man-made technical fabrics are incredibly efficient at what they are designed for, says Rutherford. Demands from active athletes have pushed fabric technicians to develop fibres and fabrics that cope with the often extreme conditions experienced during training and competing.

Muscle pain can also be relieved and muscle movement supported by applying kinesiology taping, explains RHIANAH FREDERICKS

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inesiology tape (or kinesio tape as it’s popularly known) first gained popularity after exposure at the 2008 Beijing Olympics, when physiotherapists used it on athletes taking part in the Games.

Since then, it has become synonymous with just about every sport. Clients are now demanding the product, says Marlene Harris, sales representative for Medac.

“Many consumers are intrigued by the tape and are willing to learn since they saw Olympians wearing it,” agrees Adam Closenberg, from Terra Brands.

Kinesio tape was developed by a Japanese chiropractor and acupuncturist more than 30 years ago. He developed the tape to overcome the limitations of other (rigid) sports taping.

The problems his patients experienced were related to the muscles, rather than the joints.

Kinesio tape was designed to be applied around the muscle, but still has the ability to help with joint correction.

The designs of these tapes are based on kinesiology — the science of anatomy, physiol-

ogy and body mechanics.

The use of kinesio tape involves, but is not limited to, taping over muscles to minimize pain and inflammation, relax tired muscles that are suffering from overuse and to support muscle movement.

Many practitioners (physiotherapists, physicians, etc.) that use the product on their patients have seen positive results — whilst others are not as keen, and want more research to be done.

There are many different types of kinesio tapes on the market, each claiming to help with something different. Some are designed to lift the skin, give stability and support to muscles and joints without limiting the body’s range of motion, help increase circulation and improve the metabolism.

Others help to relieve pain and swelling in the muscles, can be used for relief of musclerelated pains, such as hamstring tears and shin splints, or used for most soft tissue injuries e.g. plantar fasciitis (inflammaTo p26

2014 May :: Sports Trader

p24 :: Sport Mechatronic engineer Rene Winter is supplying a variety of brands and products to cater for the current consumer need to stay connected and listen to music at all times.

Staying connected!

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utdoor enthusiasts nowadays want to stay connected to friends, family and their music favourites via phone, laptop or audio player at all times. Athletes want music and coaching information on the run. Solar chargers, wind chargers, power adaptors and wireless bluetooth connections keep tablets, smartphones, radios, GPS’ running all the time, from the Amazon to Zimbabwe.

The many ways in which people on the go can stay connected was demonstrated at a Wintec Solutions dealer conference.

Wintec Solutions was founded in 2006 by South African Rene Winter, who qualified as a mechatronic engineer in the mid-2000’s, just when the world started waking up to the possibilities of action audio products. After obtaining an engineering degree from the Athlone Institute of Technology in Ireland (his parents are Irish), he specialised in mechatronic

engineering at Napier University in Scotland, before joining SFX Technologies. He developed two patents for audio devices — for example, to convert a cellphone into a speaker by using a table as amplifier — before homesickness brought him back to South Africa.

Here, lifestyle electronics was still in its infancy and he therefore decided to ask Jerry Ranger, CEO of Powertraveller, with whom he worked closely in the UK, if he could distribute their products in South Africa.

Powertraveller Powertraveller is aimed at keeping adventurers, sports enthusiasts, travellers, people on the road connected, explains Winter. “People in a lot of different markets need alternative power sources and there is a lot of research being done into renewable energy options like wind, solar etc. to keep people connected.”

Powertraveller has been developing portable power for the past 25 years and have won sev-

eral awards. They have several portable power management systems — for example, multiple power attachments, a glow-in-the-dark version and the Powermonkey Extreme with the Aquastrap that is so waterproof that it functions even when submerged in a fish tank for up to 30 minutes, to name a few. One power source can charge a desktop computer to give it eight hours extra battery life, another will charge handheld devices for a week.

Some are solar power chargers, others are wound-up. But all are lightweight, compact and portable.

Ray Chaplin, an IT industry-expert turned adventurer, explained how the small Powertraveller solar charger enabled him to tweet, phone and blog during his six month trip along the whole length of the Orange River — from Lesotho to the sea. Along the way, he joined with schools in community clean-up projects along the riverbanks and in order to organise that, his phone had to be charged every even-

Electronic training for athletes IN MODERN times technology has made fitness monitoring fun and easy. Sport brands have also picked up on this trend and many fitness technologies have been developed for runners and other athletes to keep track of, share and improve on their fitness progress.

These devices offer more than just a recording of the runner’s time and heart rate — they are more coaching systems to help runners to achieve their fitness goals. They all have apps that can be downloaded to ensure that runners are kept motivated and entertained as they work out.

The devices offer various levels of features: some serve as communication tools as they allow interaction be-

Sports Trader :: 2014 May

tween runners using the same apps, while others are able to monitor a runner’s heart rate, store music playlists, and more. Electronic devices play a role in ensuring that athletes keep on track with their fitness plans and their recording functions ensure that they keep athletes updated with their progress. adidas Smart Run watch The adidas Smart Run watch combined with the adidas miCoach app, is an easy to use coaching system for runners. With its connection to the watch, the MiCoach app offers a number of functions and benefits for the runner.

“The miCoach app synchronises your

training programmes from micoach. com to the watch, thereby offering real time audio coaching through Bluetooth ear phones,” says Geoffrey Batcheller from adidas SA. It also tracks the runner’s heart rate, pace, calorie consumption and includes a GPS. It has 4GB of space, 3 of which are for storage of your favourite songs for the run.

The optical heart rate system helps with monitoring the runner’s heart rate as it is able to read it from the watch’s wrist connection. The app is recommended for “any runner wanting in-depth feed-forward and feedback in-

Sport :: p25 Bobby Ali left a lucrative position at Oakley to help market the OutDoor Tech range of fun electronics for active people.

Whether on a bush adventure, training for a cycle race or running event, or travelling, people nowadays want to stay connected. This resulted in the development of a fast growing new product category: active lifestyle audio electronics and products to charge them on the go

ing. He relied on Powertraveller to charge his phone, GPS and GoPro in 1 ½ hours every evening, he told the audience.

When Powertraveller proved its success, Winter started looking for new portable connection brands in the sports and outdoors industries and found Skross — a portable USB charger with “a whole range of connecting power”, Skech protective and waterproof cases, and Runtastic.

Runtastic The Runtastic GPS watch with heart rate monitor, bluetooth heart rate monitors, speed sensors and safety armbands work with a range of apps to act as tracking, coaching and connecting devices for athletes.

Sports armbands and bike cases are available in the range to keep cellphones in place during a run or workout.

Accessories like a headlamp to light the way, a scale that not only measures weight, but

also body fat and water percentages, muscle and bone mass, BMI, BMR and calories burned, are among the products that further enhance the training experience.

Outdoor Tech The newest brand they acquired is Outdoor Tech, which is set apart from other companies supplying lifestyle audio accessories by their cheeky, fun approach, says international sales director, Bobby Ali. Besides offering reasonable products at reasonable prices that are easy to use, waterproof and shockproof, he adds. “We say we offer ‘the stuff you probably want’ — the customer is not this super technology guy.”

Instead of confusing consumers with decibels and all kinds of other very technical numbers, they explain the functions and benefits of their wireless speakers, headphones and ear buds in terms that anyone can understand.

Louder than a bear roaring is a sound vol-

ume that people can relate to — as well as rattle-your teeth, shatter-the fish-tank, honestly-bro-I-can’t-hear you-loud description of the Big Turtle Shell wireless speaker. Or, the ruggedness of their DJ Slims headphones: You probably can’t break them, not that you’re a nancy or anything…

This humorous approach was one of the contributions Ali made when he was persuaded to leave his senior position as Territory Manager for Oakley and join the new action lifestyle wireless audio brand.

The wireless products offered by Outdoor Tech have been designed with a rubberized finish to withstand rugged handling in the outdoors or when travelling on bikes — with attachments supplied.

The fun theme is incorporated in interesting designs — like the turtle shell shape of their speakers — and the bright colours of the products. They can easily be paired with any bluetooth device.

Sport brands have also picked up on this active audio electronics trend and developed products and apps for athletes to keep track of, share, and improve, on their fitness progress, reports YAMKELA MKEBE formation.” adds Batcheller. Purchasing a product that is extremely difficult to use can cause a major headache for a consumer, but adidas assures consumers that their app is easy to use.

“It connects via WLAN to your miCoach.com profile and automatically downloads your training plans to the watch. It also provides a free run option should you just want feedback from the run, and not follow a training plan or audio coaching.” says Batcheller.

As an additional item, consumers are advised to purchase a set of Bluetooth earphones. These will ensure that the athlete fully enjoys the use of the feed forward system. The Smart Run watch offering the miCoach app is easy to

charge using a USB cable. “With audio (it lasts for) 4hours and 7 hours in marathon mode. In normal wrist watch use (it lasts for) — 14 days,” concludes Batcheller.

Runtastic A GPS watch, heart rate monitor and other devices can be combined with Runtastic apps that will give fitness enthusiasts a vast number of features and benefits for many different activities. These apps are for anyone who wants to live a healthier lifestyle — including users who are not tech-savvy as they are easy to use once downloaded.

For runners there is the Runtastic PRO, which tracks cardio workouts, time, distance, speed, elevation, calories burned, and much more. The Runtastic Mountain Biking PRO and Runtastic Road Bike PRO apps turn your smart phone into a bike computer with a very accurate elevation calculator. Runtastic Heart Rate Monitor and Pulse Tracker PRO enables an athlete to check his heart rate at any time, while the Runtastic Pedometer Step Coun- ter and Walking tracker works on all areas of the body. There are To p26

2014 May :: Sports Trader

p26 :: Sport

Fitness training cont from p25 also apps that count specific workouts, like the Runtastic Pull Up, Runtastic Sit up, Runtastic Push up, Runtastic Squat, Runtastic Six Pack, and many more.

All the apps feature live tracking, display elevation, pace, speed and heart rate graphs for each exercise. It also has a personal training diary and metrics. A treadmill, spinning and weightlifting feature can be added manually.

It measures the distance while recording the number of workouts, calories burned, and the duration of the workout. The workout can be shared on Twitter, Google and Facebook.

All the Runtastic apps are available for Android and Apple devices, but Blackberry and Windows phones users only have access to the Runtastic PRO. The free download option is only applicable once for the same user and if a user decides to use a new or different smartphone, he will have to buy a new app.

The Runtastic Pro app has many interesting and innovative features beneficiary to an athlete. Audio features include voice coaching and feedback for every kilometer completed, cheers and messages, and a power song. An exercise session automatically pauses when a runner stops running, and a runner is able to take photos and view them online via map trace. Live Tracking enables a runner to alert his supporters of his whereabouts. Exercise routes can be created or found and synced to the phone. It tracks and analyses training changes and training goals. Data about the weather, temperature and sunrise/sunset further enhances training sessions for runners and cyclists. Colour changes indicate performance rates on slope, pace, elevation etc.

TomTom MySports TomTom has introduced the MySports app for use with their GPS watches, currently only compatible with iPhones, but it will be available on Android later this year. The primary

function of the easy to use app is to track the athlete’s performance and training.

“Every time your watch syncs with the app, all your activities get pulled to the app and you can then monitor and keep track of it,” says Chantal Grobler from TomTom Africa.

MySports app is aimed at people who already have a TomTom GPS watch, as a TomTom GPS is needed for it to function properly.

Electronics for fitness and outdoor activities is a fastgrowing new product category for sport and outdoor stores.

Some sports brands have also introduced apps that can just be downloaded on a smartphone to help a runner with their training.

My Asics The My Asics app is designed to help both amateur and professional athletes to realise their running goals. The running logbook records each running session so that a runner is able to follow his/her progress and have insight of how well or badly he is doing to achieve their goals.

Performance analysis is another feature, allowing a runner to analyse the entire running performance. This offers detailed graphs evaluating the runner’s running pace, time and distance, for different training sessions.

The training programmes feature offers a number of training programmes, or plans, a runner can choose from. These plans include marathons, half marathons, 10km and 5km distances.

According to Asics about 78% of runners who follow their plans to the finish get the results

Kinesio taping cont from p23 tion in the sole of the foot).

Among the popular features is the ability to assist muscle movement without restricting the natural movement of the body. This is due to the tape’s elastic qualities. The ability of kinesio tape to stretch beyond its resting length, allows it to imitate human skin.

In order to reap the full benefits of kinesio tape, advise your customers to have it applied by a professional who is trained in the technique of applying this kind of tape. The application involves stretching the tape as it is applied in order to create a ‘pulling effect’ on the injured area.

Injury or overuse of a particular muscle leads to a reduction in the natural elasticity of the muscle and skin around it — kinesio tape is used as a substitute for the skin’s own elasticity.

Kinesio tape comes in many different colours

Sports Trader :: 2014 May

and lengths. The length of the tape has a direct impact on its healing properties. Some are precut, whilst others can be bought in a roll and cut to length as needed, to activate the properties associated with the specific tape.

Make sure that you stock the real deal and not a cheap imitation. The tape has become popular and companies have tried to copy it by supplying standard tape in various colours, which offers none of the benefits of a kinesio tape, warns Andrew Wentzel, from W.E.T Sports, local distributors of LP Maxtaping.

Strapping vs taping With athletic strapping you apply compression to soft tissue in order to reduce strain caused by swelling, but the kinesio taping methods lift the upper layers of the skin to create space in order to drain fluid (lymph) in an affected area. A vital distinction between

they aim for.

The My Asics app also tracks the route, distance, overall time and more, which can be adjusted to accommodate the runner’s ability and fitness levels. Other features include the in-app compass that helps a runner locate his position at certain times after the run, sharing the running progress on Facebook, saving routes, pace adjustment, create running plans with in-app native plan generation. If a runner prefers to go for a run without recording a session on a phone then runs can be logged manually, tracking gear and mileage on the runner’s shoes.

PumaTRAC 2.0 The mobile running PumaTrac app was initially developed for iPhone smartphone users only; however, the version 2.0 is available for both iPhone and Android. The user is able to connect to the app via Twitter, Facebook and even via email.

The latest version offers a number of new features, including the treadmill toggled mode, which enables consumers to keep track of their indoor running.

This app will tell a runner what music tracks he runs better to, what weather conditions he runs better in, when he tends to run and give other quirky messages about how well he would have done.

The app provides plenty of information to assist a runner to perform better and ensure that workouts are fun and fruitful. The runner is able to view his speed, route conditions and distance, including the running score after every run. The app provides information on calories burned, location and distance covered.

The runner has access to a stop and hold feature to pause the workout to take a breather.

The app also brings in fun elements and competition to life with its social leaderboard that allows a runner to interact with others, or listen to his favorite music from his preferred playlist.

strapping and taping is that because kinesio tape has a texture like human skin, it allows a full range of motion, compared to strapping, which limits muscle movement.

Kinesio tape, however, does not offer the degree of stability that strapping does, warns Harris.

Also, strapping is usually applied before the athlete will compete and is removed immediately after participating, whereas kinesio tape may be worn well beyond the intended athletic event.

There are some similarities between kinesio taping and products that are also used for improving circulation, such as compression garments. They also differ in many respects.

“Taping is lightweight and used in a specific area, whereas compression garments are pulled over the entire extremity in order to give support,” says Closenberg.

The tape is also recommendable to anyone who suffers swelling or pain in their muscles.

www.Xtremepro.co.za

p28 :: Apparel & Footwear

The Durban leg of the Totalsports Ladies Race, an event that always attracts good crowds.

Photo: Jetline Action Photo

Are you geared for all runners?

The many types of running races — city and rural trails, street running, night time running, adventure racing, pure running — is enough to cause confusion for an average Joe. RHIANAH FREDERICKS asked running gear suppliers and running event organisers what runners would require and features they should look out for in their gear

T

here was a time when the running section of a store would be stocked with shoes — in neutral, stability and anti-pronation styles for road or trail — shirts and shorts. A peaked cap, running belt, water bottle and heart rate monitor might have been optional extras.

Those were the days when runners either raced on roads, or clearly defined trails, for a set number of hours during daylight.

Nowadays, there are so many different forms of running events that a customer could be shopping in all sections of the store when preparing for an event — from sport to outdoor, from running to winter wear, including a visit to the electronics department.

There are night runs, city trail runs, adventurous runs on impossible slopes, obstacle races, to name but a few — which all offer retailers new product options to recommend to their running customers.

There are tons of items to choose from when running or racing, but some of the basic

Sports Trader :: 2014 May

A running customer could be shopping in all sections of the store — from sport to outdoor, from running to winter wear, including a visit to the electronics department items used by all runners include footwear, clothing and hydration. The rest of the kit — compulsory as well as nice to haves — will depend on the type of event your customer will be participating in.

For strength, power and endurance activities such as urban, outdoor and trail running, their gradient compression offer runners the ultimate clothing item, advises Paul Copson from Brand ID, local distributor of Skins, Mizuno and Nathan running brands.

For any race, regardless of the environment, suitable performance socks are essen-

tial says Morne Strydom from Adventure Inc, local distributors of various brands used by adventure runners. The Bridgedale X-Hale or Multisport socks, for example, combine merino or tough wool with performance fabrics that allow them to keep feet warm when needed and wick in moist conditions. For multi-day events he recommends their Bamboo Lo range.

In terms of headwear, Buff multi-functional headwear will be an item to recommend as these products are adjustable and can be converted from beanie, to face mask, to neckerchief, etc. for use in city, rural, offroad and multi-day races, in day or night races.

While stalwart events like the 5-10km runs, trail runs, marathons and ultra-marathons like the Two Oceans and Comrades, prove their popularity by the speed with which entries fill up, many brands are introducing new ways of looking at, and experiencing, running — and are developing products that fit the bill for their particular type of run.

To p30

p30 :: Apparel & Footwear Salomon athlete Ryan Sandes and his team mate Ryno Griesel broke the previous Drakensberg Grand Traverse record by 18 hours by completing the gruelling mountain course in 41 hours and 49 minutes.

Photo: Kelvin Trautman / Red Bull Content Pool.

Keeping hydrated and nourished

Running gear cont from p28

Multi-day races “I believe the staged races — anything from two to five days — is becoming increasingly popular,” says Tatum Prins of event company Mountain Runner. During these lengthy events runners face various challenges, ranging from feet issues, nutrition, pack weight, etc. but there is also a wonderful feel of camaraderie as runners socialise after a day’s run and share their war stories.

Various race lengths each have their own popularity, according to Stephan Muller from Kinetic Gear. “Our 25 km (2-4 hours) events draw 300 hundred athletes, our 120km overnight (12-24 hours) events about 150 athletes,” he says. Their longer races are more specialised and half their entries are international.

Multi-day races require more shoe, as the body tires and running form begins to falter, the shoes need to provide more cushioning and protection than is necessary for a faster and shorter event.

“Our Roclite 315 has a 9mm differential between heel and forefoot which is a bit more forgiving when the runner tires and starts running more on their heels,” says Donovan Van Gelder of Inov-8 distributor, Rebel Elite Fitness. It is also well protected in the upper to protect the foot and the shoe when the runner stubs his feet on rocks and other trail debris as he gets tired and possibly does not lift his feet as high as on the first day.

The New Balance 1210 series offers good cushioning and fit and rock stop technology that protects the runner’s feet over multi-day stages, as constant rocky surfaces begin to hurt the underfoot, adds John Andrew.

Clothing needs Multi-day races means an overnight experience, usually in a colder environment. For these type of races Strydom suggests their Icebreaker range of leggings, long sleeves, socks, etc. made of merino wool, making them soft, breathable, odour resistant and temperature regulatory, among other things.

Lightweight, waterproof breathable jackets are a minimum safety requirement in these races and he would recommend something like the RonHill Tempest jacket, says Strydom. It is the lightest fully waterproof packable jacket RonHill has ever made. It features two pockets — one can be used for a map and keys, while the other is used for packing the jacket, which folds into the pocket.

Sports Trader :: 2014 May

A number of the New Balance garments feature their NBfresh technology, which is an odour management and antimicrobial system that helps keep garments fresh and reduce odours from bacteria that are released while sweating, says Barbara Cole. Comfort will be key during this type of race, “so you want apparel that reduces the chance of chafing — flat locked seams ensure greater comfort — and the fabric in our Impact and NBx range of apparel is super soft.”

Their NBx apparel range also has features such as welded seams, which reduce the chance of chafing even more, and body mapping on the fabric sees areas of high sweat having more breathable fabric coverage.

Multi-day races require more shoe, as the body tires and running form begins to falter, the shoes need to provide more cushioning and protection Socks that have moisture management qualities are preferable for these type of races, along with ones that don’t slip down in your shoes. A heel pouch in the sock or higher cuff is preferable, Cole adds.

Ideal lighting For events where runners will be running through the night, items such as headlamps would be necessary. When recommending a headlamp, it is important to know the type of race it will be used in to ensure the runner selects a headlamp that is as powerful as it will need to be.

The more an athlete can see, the faster he can run, says Ryan Van Niekerk from Ram Mountaineering, local distributors of Black Diamond. The Black Diamond Icon headlamp is ideal for longer runs, even through the night, as it offers a long battery life, ensuring the runner will not be short of light mid-way through a race, because their batteries have died.

“The Led Lenser SEO range of headlamps is particularly suitable for multi-day adventure racing,” adds Georgina Connock from Awesome Tools, local distributor of Led Lenser. They are lightweight, comfortable, have excellent light performance and have washable headbands.

Their SEO5 is designed for the performance oriented. With a light output of up to 180 lumens and run time of up to 25 hours, it is ideal for longer racing, she says. For more environmentally friendly option, she recommends the rechargeable SEO7R.

For multi-day racing Strydom would recommend the Osprey Rev 18 or 24, which are panel loading technical hydration packs that are ideal for trail running or endurance events.

Nathan continues to push innovation offering gender specific race hydration vests for athletes that need to carry more and run longer, says Copson. They offer body mapped designs that hug the torso and provides lightweight storage, a breathable and bounce free ride, as well as on the fly adjustability for a stable load and smooth ride.

The Ultimate Performance AiraForce 4 Nutrition Belt allows simple and easy access to four 300ml bottles that can hold essential fluids or nutrition gels that athletes need to keep hydrated whilst they train, says Adam Closenberg from Terra Brands, local distributor of Ultimate Performance. This belt is recommended for all race types.

Consuming up to 60g of carbohydrate per hour during a race is ideal to help maintain the body’s natural stores, which are used up during activity. These stores can be replaced in the form of liquids, gels or bars depending on a runner’s personal preference, says Copson. He recommends their Sis Go Isotonic Gels for this purpose, as they offer 20g carbohydrate, are easily digestible and are practical to carry.

Nice to have extras Kit lists are provided by race organisers in an effort to promote safety and preparedness. Runners should be made aware that carrying mandatory kit is a must. Being well prepared could be key to safety, comfort and enjoying the race.

This is especially true for more extreme environments, where one is racing for long periods of time in remote areas, explains Van Niekerk.

Gloves are not an item runners may think of as it will most likely not be on the required kit list, but if conditions are expected to include low temperatures, they may be an item to take, because they give extra protection from cold, says Van Niekerk. Their Black Diamond lightweight glove is made of a micro fleece material with a brushed inner that is wind resilient and makes it ideal for cold conditions.

Trekking poles: Many athletes may not think of trekking poles as a running tool either, but they can help on the trail up hills. For endurance and ultra-distance runners, the Ultra Distance Trekking Pole is lightweight, collapsible and made of carbon. Their Distance Trekking Pole, on the other hand, is made of aluminium. It is best to advise customers to buy two, says Van Niekerk, so that the runner’s weight will be evenly distributed, allowing him to move faster.

The most important detail that retailers should make runners aware of is being prepared for any situation, because if they are unprepared and caught unaware by a change in weather, it could result in a very miserable experience.

Another point Van Niekerk makes is that although lighter and smaller equipment may be more expensive, it could also mean that they are better equipped. If the athlete is an avid runner, products will never go to waste as they will always have a purpose.

To p32

p32 :: Apparel & Footwear K-Way athlete AJ Caliz on his way to winning the Lesotho Skyrun adventure race in December last year.

Photo: Kolesky/NikonLexar.

ADVENTURE RACING

EQUIPMENT

Ultra Distance Carbon Trekking Poles

Icon Headlamp

Lightweight Glove

Distributed by:

www.rammountain.co.za

Running cont from p30 Adventure racing “Professionally run adventure racing events will always have a mandatory or compulsory kit that the runners have to run with. Then the organisers will have a kit check at either registration, or along the course, or both, and at the end as well,” says organiser event organiser Tatum Prins, who is also a member of the Merrell Adventure Addicts racing team.

Items on her have to have list for adventure racers include a waterproof jacket, baselayer, buff/ beanie, cellphone, space blanket, whistle, first aid kit and emergency food, she says.

Some races may be a sprint (two to six hours), a 12-hour race (six to 12 hours), 24-hour race (lasting between 18-30 hours or longer), a multi-day race (36-48 hours) or an expedition race (three to 11 days) and can have teams instead of single participants.

“Most popular are the races that can be entered individually or in pairs as the logistics to get to the start are much easier,” says Adrian Saffy from Pure Adventures, organisers of the Led Lenser Wartrail Challenge. He also finds that athletes prefer events where they don’t have to take extended periods of leave therefore two or three day events attract them more easily.

Compulsory items for a team and single runner

Obstacle and mud races Obstacle racing is one of the most popular forms of alternative running, locally and internationally, says Gareth Harrington of Reebok “with crowds of up to 8 000 people attending the weekends in South Africa and in to the 10s of thousands attending the obstacle racing events in the US and Europe.”

Athletes seem to enjoy this as it provides them with a unique and varied challenge, testing their strength, agility, endurance as well as being a mental and physical test, he says. “The challenge of overcoming the obstacle and the course bring a togetherness and sense of community to these events, adding a social dimension which adds extra appeal to participants,” he adds.

Reebok sponsors the Spartan Series Worldwide, while Inov-8 recently partnered with the South African obstacle racing series, Warrior Race, as their official footwear sponsor.

Traction and durability are key elements that are ideal for running trail, or obstacle races, says Harrington. Obstacle racing shoes should be able to shed mud, drain water quickly and efficiently, protect the foot against sharp objects and rocks, and provide good traction in mud as well as on ropes and wall climbs.

For these types of races their Terrain footwear will be ideal, he says, as it “is a purpose built minimalist shoe specifically aimed at obstacle and mud racers. The 360 degrees of technology is

Sports Trader :: 2014 May

will not necessarily be the same — each participant may have to carry a backpack, waterproof jacket, whistle, etc., but as a team they may only require one compass, cellphone, first aid kit, etc.

“For the longer course adventure races we definitely recommend that participants carry their own hydration, but for the rest, just ensure that they are wearing comfortable and suitable clothing and shoes, and never, ever wear brand new shoes on race day,” says Michael Zoetmulder from Zports event management.

Backpacks with water carrying containers, whether bladder or bottles, are strongly recommended for events such as their Kinetic Full Moon Adventure, a 120 km mountain run in Mpumalanga, says Stephan Muller from Kinetic Gear.

Food, extra race clothing, waterproofing or dry bags (because adventure races include water activities), a water purification device, money, etc. are also items that are strongly recommended — and should participants lose any, they would need to be replaced.

Navigation aids are essential items in all adventure racing. For rural, off-road and multi-day races Strydom suggests map protection like the Sea to Summit Guide Map Case. This product is made of thermoplastic polyurethane (TPU), and features a ziploc closure that makes it waterproof and dustproof. It can be folded numerous times and will not crack or discolour.

Photo: Zoon Cronje Photography

Inov-8 athlete Carla van Huyssteen on her way to winning a Warrior Race, sponsored by Inov-8, earlier this year. Photo Zoon Cronje.

designed to aid the athlete in achieving top performance while obstacle racing or on the trails.”

It also repels mud and water that ultimately work toward keeping the shoe’s weight low, which will allow agile movement and good traction.

“Shoes for mud races should have a good mud clearing outsole with aggressive grip (lugs spaced wide apart) to not block up with mud and to maintain grip at all times,” says Dawid Visser from Jordan & Co., local distributor of Asics.

Clothing for these type of races, on the other hand, should be breathable and tight, but hold very little water. Visser advises that runners wear black kit, which will soil less easily.

Apparel & Footwear :: p33

Urban trail races

“Urban running requires a shoe with excellent stability for stop-start running, together with amazing cushioning,” advises Paul Copson of Brand ID, local distributor of Mizuno.

Their Wave technology combines the two key elements for great urban running shoes — cushioning and stability, he says, and their U4ic midsole compound offers 30% more cushioning than previous Mizuno midsoles.

The new Reebok Z-Series, inspired by Z–rated performance tyres, constructed for all round handling and control, are ideal for urban assault

courses, says Gareth Harrington from Reebok.

“The low profile midsole with sliced geometry allows it to be fast and precise, while specifically designed deep grooves in the forefoot spread on impact making the contact surface larger for superior control and traction.” A Nanoweb upper keeps the foot supported and centred. “The combination of light weight, speed and agility are perfect for an urban assault. Sports car handling for your feet.”

The Merrell Autumn Trail Run, presented by Nikwax, through the Walter Sisulu Botanical Gardens in Johannesburg. Photo Erik Vermeulen.

Night races It is difficult to see runners in the dark, but reflective details help improve runner visibility. For this reason Dawid Visser of Asics recommends that runners not wear black kit for night runs.

Brooks’ Nightlife collection offers high visibility for runners when night racing. “The nightlife collection features bright colour contrasts and 3M reflective details, says Michelle Chowles. For night races Brooks recommends their Rev LS II, LSD Lite Jacket and Infiniti Tight II, as the longsleeve is very lightweight, moisture wicking and also features built-in UV-protection. The tights are ideal for cool and cold temperatures as it gives full-coverage warmth, has behind the knee mesh, and anatomical seam and zipper placement that gives overall comfort.

Their Infiniti beanie is a running cap ideal for cooler days or hours as it features 3M Scotchlite reflectors and has breathable fleece around the ears and forehead to keep the runners head warm while preventing cooling, says Chowles.

The Merrell Autumn Night Run, presented by Black Diamond and organised by Mountain Runner, drew the Johannesburg crowds. Photo: Erik Vermeulen.

All New Balance running apparel have reflective details in the form of prints, logos, zips and piping. “These are all strategically placed so that a runner can be seen from any angle in low light

conditions,” says Barbara Cole.

Most of New Balance’s top end shoes (NBx) have reflectivity as a feature and are therefore recommended for night running. Their 1010 series shoe is recommended for rural races in the night as it has a lower profile and helps with proprioception.

“With poor visibility you want your foot to be as stable as possible so as not to twist your ankle over any uneven surfaces,” says John Andrew.

For night time races in city, rural or off-road environments, Morne Strydom of Adventure Inc recommends the RonHill Vision Snapband to make the runner more visible.

The Nathan Safety Light Series help runners to extend their day into night runs, with smart, compact, easily-configurable, high visibility clip on and strap on lighting, says Copson. They offer the Light Benders, Light Spur that uniquely attaches to the runner’s shoe and a strobe light with 100+ hours of illumination. Their strobe and constant light are also available in gender specific colours for more outdoor fun, adds Copson. To p34

For dealer enquiries contact Adventure Inc on Tel: 021 180 4000 or visit www.adventureinc.co.za for more info.

24L

18L

12L

6L

1.5L

SOLO

2014 May :: Sports Trader

p34 :: Apparel & Footwear

Running gear cont from p33

Rural trail running Off road running is growing in popularity, says Tatum Prins from Mountain Runner Events. In a rural environment the terrain may be less predictable than tar, paving, or cement and therefore suppliers suggest footwear that can accommodate the wearer in these situations.

Runners should remember that not all shoes are designed for the same purpose and should be used for their specific purpose, advises Asics’ Dawid Visser. Trail shoes have more aggressive grip for off–road use, which will wear through quicker on the road, as a different rubber compound are used in trail shoes compared to road, he explains. “The upper materials in trail shoes are also harder wearing than in road shoes, as you should not have rocks, branches, etc. wearing against the materials in road shoe.”

Harder-packed rocky terrain would require smaller studs that are closely spaced on the outsole whereas terrain that is looser and possibly muddy would need larger and wider spaced studs, says Donovan Van Gelder of Inov-8 distributor Rebel Elite Fitness. This type of terrain will require footwear that offers a bit more emphasis on grip than footwear used for city trails.

For this type of race the important feature will be traction and therefore runners would need a more trail-like shoe, says John Andrew of New Balance. The footwear choice will depend on the

The 7th Merrell Outeniqua Traverse, presented by Nikwax, will be held in June in George by Mountain Runner Events. This will be part of this year’s South African Long Distance championship. A 38km circular route will run through the magnificent Cape Nature Outeniqua reserve.

Photo: Mark Sampson.

distance of the race, but cushioning will always be important if the race is long. For a longer race he would recommend their 1210 that is lightweight and has a low to the ground profile. If the race is shorter and terrain is uneven, their 1010 series would be more suited.

When running on trails or in off-road environments runners will aim for comfort, stability and protection. The Brooks Cascadia 9 can handle high mileage as well as racing, while comfort and protection are hallmarks of the adaptable DNA BioMoGo cushioning used in these shoes, says Michelle Chowles of local distributor SBr Agencies.

It has a lugged outsole for traction and a ballistic rock shield that protects the foot on off-road terrain where runners can encounter sharp rocks, glass, etc. Their PureGrit2, on the other hand, is a well cushioned, lightweight, trail shoe that has a multi-directional lug pattern that gives better grip to ensure a stable ride on rough trails, she says.

Mizuno trail running footwear offers X-Lug, or multi directional, grip, without adding unnecessary weight, with improved upper fit and forefoot cross straps. This ensures that a runner’s foot is held stable and supported, offering the ultimate dynamic responsive off-road, rural and trail running ride, says Mark Copson of local distributor Brand ID.

Ideal clothing Running is a sweat-inducing activity and this may not be the most ideal for a night time race where one might get cold as a result. For this reason, clothing that is lightweight, has wicking features

and is waterproof is ideal, say suppliers.

“Hi-Tec base layers are an essential for adventure racing, especially rural area night time races, where wicking sweat and regulating body temperature is important against the chill,” says Joanne Esterhuizen. She would also pack extra pairs of socks such as the Hi-Tec Adventure short and long socks.

Features such as envelope and zip pockets become important on clothing items, especially on bottoms, when running in a rural or off-road environment, adds Barbara Cole of New Balance.

Runners should use form fitting garments that will reduce the risk of snagging against trees and rocks while tights and capris are always a good option for trails.

“Layering of garments is also a good idea as weather conditions could change quickly. A lightweight shell jacket is a great garment to carry with you on trails, and we have a number of jackets that are both wind and water resistant, quick drying and lightweight”.

Clothing used for trail running should be made from a thicker weave material with snag resistant materials being used in strategic places, says Visser. Wind and waterproof materials may also be used in trail clothing to protect the runner from the weather elements.

Hydration choices For this type of race Esterhuizen recommends a Hi-Tec Checkpoint Hydration pack with a 2L bladder, removable waist belt, reflective elements and a cargo capacity of 3L. To keep an athlete’s thirst at bay, Morne Strydom of Adventure Inc recommends a simple bottle style hydration such as the Osprey Rev Solo or lightweight hydration pack like their Osprey Rev 1.5. The Rev solo is a lumbar style water bottle for long distances whereas the Rev 1.5 is a minimalist hydration pack that is ideal for short duration trail running.

Cole recommends the New Balance water bottle waist pack that is lightweight, has two zip storage pockets to hold a phone or nutrition, a 600ml water bottle and an adjustable waistband that sits comfortably around the waist. Elastic insets in the band reduce bouncing. To p36

Climachill provides an INSTANT COOL

Advertorial :: p35

adidas has launched a revolution in active cooling technology: the adidas Climachill™ range for training and tennis.

T

he range incorporates an innovative fabric using titanium and 3D aluminium cooling spheres. The technology provides an instant chill effect and keeps athletes at their optimum body temperature in warm conditions enabling them to train harder, run longer, retain their focus and compete better. adidas understands the importance of temperature management to make athletes better and for the first time used evaporation and conduction methods together. Revolutionary aluminium cooling spheres are strategically located to correspond with the warmest area of the body, cooling skin down upon contact. In addition to the aluminium dots, the ground-breaking SubZero flat yarn contains titanium and is woven throughout the inside of each Climachill™ jersey, delivering up to 36% more cooling capacity (compared to past adidas Climacool garments).

The range was rigorously tested in the state of the art adidas Clima chamber, with temperatures as high as 50°C. By using a 35° hot plate to simulate critical functions of the human skin, adidas were able

to determine a pre-selection of functional fabrics to find the ultimate Climachill™ fabric.

“Playing and training in extreme conditions can be very challenging, both mentally and physically,” says David Beckham, Climachill™ ambassador. “In my time as a player I have played in cold conditions in the North of England and in very hot climates in the US — weather can really make a difference to an athlete’s performance. The technology used in the Climachill™ range will really help athletes concentrate on their game so they can perform at their best, even in the harshest of conditions.”

The Climachill™ range includes men’s, women’s and kids training and tennis gear.

For more information visit adidas News Stream, adidas. co.za or @adidasZA on Twitter and @adidasZA on Instagram to get social, using #Climachill.

For trade enquiries, contact adidas SA on Tel: 021 442 6200.

2014 May :: Sports Trader

p36 :: Apparel & Footwear

Running cont from p34 City street running Most runners live in cities, where they also train and participate in the many 5km, 10km, half and full marathon running events.

Shoes made of lightweight materials that are quick drying and breathable are advisable for city running, says Donovan Van Gelder from Rebel Elite Fitness, local distributors of Inov-8. The footwear should also provide stability without obstructing the foot’s natural movement and keep it low to the ground, which will give stability that will allow the runner to quickly change direction if need be. In their range, the Tri-X-Treme fits all of those criteria, he says.

Running in the city, pounding tar roads, urban paving and cement sidewalks needs a shoe with the ability to absorb the varied forces dished out during the course of a city run, adds Gareth Harrington of Reebok. For these types of surfaces he recommends their One Series running shoe, as it offers protection and cushioning, while still being light weight. Shoes that have foam in high impact areas can help absorb impact, while mesh uppers will allow breathability to keep the foot cool when running in the day time.

Hi-Tec men’s R156’s would do well for a race in a city environment in daytime and during the evening, as it is designed with a reflective trim and lightweight EVA midsole creates cushioning and stability,” says Joanne Esterhuizen.

For running in the city in a daytime race, any one of the running shoes in the Brooks Core Range or PureProject Collection would suit, says Michelle Chowles from local distributor SBR Agen-

cies. Their smart cushioning system automatically adjusts to a runner’s weight, gait and speed, while the non-Newtonian liquid DNA reacts to the amount of force placed on the foot and disperses pressure providing resiliency as needed. The PureProject collection is also advisable for night running as all shoes in the collection feature reflective details.

A runner can also wear the footwear he trains in for shorter city runs, says John Andrew from New Balance, but if your customer has the budget, a pair of racers would be ideal, as they will give the runner a much lighter feel on the day, which may motivate him to go faster on race days, especially when his personal best time is important. For this type of race he would recommend their NB 1400 series.

Running clothing Clothing for a daytime city or rural race should feature fabric that is soft, light and breathable, adds Chowles. Brooks’ Rev SS II Running Shirt will offer runners these features, while their Sherpa Running Short will give the wearer shape and coverage along with functionality.

Garments with moisture wicking properties, as well as fabrics that feel comfortable are ideal, says Barbara Cole from New Balance.

In their range they have a number of offerings that feature moisture wicking technology, such as NBdry (a fast drying fabric) and NBice (a sweat activated cooling technology, which offers two-way air circulation). They also offer singlets, tanks, tees, etc. that each have some sort of moisture management technology. Their garments are available in seasonal colours and feature technical details to suit various needs.

Diana-Lebo Phalula (Maxed-Elite) won the 2014 SPAR Women’s 10km Challenge Grand Prix in Cape Town.

Photo: Reg Caldecott.

Nutrition Runners could lose up to 1-2 litres of sweat per hour during exercise and if the fluid is not gradually replaced, they will dehydrate, says Copson. Their new Sports Nutrition Brand — Science in Sport (SIS) — offers an electrolyte drink, Go Hydro, that will help replace those electrolytes lost via perspiration, which will improve the quality of a run as well as how the runner feels afterwards. The SiS Rego Rapid Recovery is a high quality, fast digesting, protein with a fast digesting carbohydrate, Copson would recommend in order to initiate the recovery of broken down muscle proteins and high carbohydrate usage after an urban or any run.

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Visit Sports Trader’s website for more product knowledge: www.sportstrader.co.za

Outdoor footwear

Understanding uppers

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here are various materials used for outdoor footwear upper manufacturing and the ideal choice will depend entirely on your customer’s needs.

Uppers are usually made of various types of leather, or synthetic fabrics, which can include textiles, synthetic leather, or mesh and some shoes’ upper may even be made of a combination of leathers and synthetics — but each have their own pros and cons for wear for various activities.

Upper materials can vary significantly, therefore what works for one may not work for all activities.

Leather uppers Leather is animal skin that has been put through a tanning process to give it stability.

Leather is breathable, as the animal skin has pores, which is ideal to reduce sweaty feet and odour over time. The pores can, however allow water to be absorbed and many leather shoes therefore come with a waterproof lining or are treated to be waterproof.

Leather shapes and stretches to the wearer’s foot, but this may cause the shoe to wear out over time.

There are various types of leather, which would all be more or less suitable for specific activities.

Our cut-out-and-keep series to assist retailers with product knowledge Words: Rhianah Fredericks. Compiled with the help of Joanne Esterhuizen (Hi-Tec), Dawid Visser (Jordan & Co), Donovan van Gelder (Rebel Elite Fitness) and Lehan Bornmannn (Traverse Outdoor Gear) as well as www.atmosphere.ca, www.gore-tex.co.uk, www. greatoutdoors.ie, www.liveoutdoors. com, www.lowa.de, www.mckinley.eu, www.mec.ca, www.monodsports.com, www.sierratradingpost.com, sneakers. about.com, www.theclymb.com, trade. ec.europa.eu and www.wisegeek.com.

Reverse full-grain leather This is the same as full-grain leather, but the material is turned rough side out to give it a similar look to suede, but it will offer the same qualities as full-grain leather.

Nubuck

Full-grain leather This is usually the most expensive and durable type of leather, made from the outermost layer of the animal’s skin. It usually has a shiny and smooth surface, and because it is made from the animal’s outer skin, it is tougher and thicker than other types of leather.

Good to use for: • This form of leather is usually used in robust outdoor boots that will be worn in rough conditions, because it is durable and offers the stability and support needed for uneven terrain.

• Full-grain leather will offer support to the wearer who will be carrying a heavy

than other forms of leather, which means they take some time to be broken-in to be ready for use. It is therefore not recommended to wear new leather boots on an extended hike.

• Full-grain leather is relatively heavy and is therefore not suitable for trail running or speed hiking where the wearer needs to be light on his feet.

• Unless the leather has been treated to become water-repellent it will not be recommended for fishing, or activities where the wearer will come into contact with water, because it will absorb water.

• This material is usually used for longer activities where the wearer will carry heavy weight or need extra protection from the terrain, for light hiking where the wearer will not need as much support or protection, your customer will probably prefer a lighter upper.

pack that will put extra pressure on his feet.

• When trekking over rough terrain, the wearer’s feet will endure various bumps and grinds — a full-grain leather boot gives the wearer abrasion-resistance and protects the foot.

Not recommended for: • Full-grain leather is thicker and tougher

This is the outermost layer of the animal’s skin that has been sanded to form raised hairs that give a velvety feel and textured finish. This material looks different, but offers the same qualities as full-grain leather.

Nubuck is stronger than suede and lasts longer because the outside skin (from which nubuck is made) of an animal is much tougher than the inner part of the skin (from which suede is made).

Good to use for: • This form of leather is often used in light hiking shoes as they offer a different look, but the same qualities as full-grain leather boots. If your customer is looking for durability in a fashionable shoe, nubuck will perform the same function as To p38 leather, but its slight nap

2014 May :: Sports Trader

p38 :: Apparel & Footwear

Understanding uppers cont from p37 gives it a modern look, but with added strength.

• Nubuck is also suitable for wear in wet and cold conditions.

Not recommended for the same activities that will not be suitable for full-grain leather.

Suede (split-grain) This is the deepest (innermost) layer of the animal’s skin that has been split from the outermost layer and sanded to form raised hairs that give it its velvety feel.

Suede hairs are longer than on nubuck.

Although the two leathers look similar, suede is not as strong as nubuck. It is less abrasion-resistant, softer and less stiff than full-grain leather. It is also more prone to stretching.

Good to use for: • Suede shoes, in the traditional velskoen style, are currently very fashionable in Europe as a lifestyle shoe, and remains a favourite of many South Africans.

• Suede is flexible and offers greater stretch than full grain leather, which makes it the ideal material for comfortable, everyday use footwear, especially for people who spend a long time on their feet.

• It is also more cost effective than other forms of leather, making it a more popular choice for everyday lifestyle footwear, which does not require the technical qualities needed for activities such as hiking, trekking, etc.

• Its spongy nature allows it to dry faster and it is used in footwear for activities such as light hiking or combined with other materials, in trail running shoes.

Not recommended for: • Due to its porous texture — even more than full-grain leather — this material would not be ideal for water activities such as fishing, multi-day hiking, where the wearer may encounter various weather conditions, muddy surfaces, etc.

• Suede shoes are not advisable for heavyduty activities, due to this type of leather’s flexibility — it may wear out or tear if snagged — and low resistance to water.

• Suede stains easily and will get dirty if worn in muddy conditions. It would therefore be advisable to sell a suede brush or special cleaning products with a suede shoe.

Pigskin leather This material is made of pig skin and offer unique colour variations, but does not offer the same durability as other forms of leather.

Some customers will object to wearing pigskin leather on religious grounds — and they might be offended if they find out that a salesperson had sold them a pigskin

Sports Trader :: 2014 May

shoe, without pointing it out.

Synthetic materials This includes any material that has been man made, like textiles, nylon, mesh and synthetic leather (PU). Synthetic uppers are usually more cost effective and lighter than their leather counterparts.

With the current trend of making shoes lighter for all activities, synthetic uppers are becoming increasingly popular for outdoor footwear. Several materials are often used in combination, also combined with leather.

Using synthetic materials such as synthetic leather and mesh together can improve a shoe’s ventilation.

Mesh This is an open-textured fabric that is knitted or woven together, forming holes. It is lightweight and is often used in combination with other materials in strategic positions where breathability is required.

Good to use for: • Mesh provides excellent breathability and is therefore often strategically placed on outdoor footwear worn for high levels of activity, like trail running or vigorous hiking.

• Footwear with mesh uppers are ideal for outdoor activities that involve water, such as fishing, because the holes allow water to drain and they will dry faster than other fabrics.

• Mesh uppers are easy to wipe and clean, which is ideal when worn in muddy conditions.

• Mesh can be treated to ensure a hydrophobic upper, which can help keep a shoe dry, lightweight, breathable and easy to clean.

Not recommended for: • Holes in mesh allow small particles, such as sand, into the shoe, which could cause blisters. This material would therefore not be ideal for shoes used for trail running or walking on the beach — unless there is a lining under the mesh.

• Mesh inserts in the upper will not be recommended for long hikes over rough terrain where the foot needs protection, or when your customer wants to keep his feet dry on a long hike.

Synthetic leather Synthetic leather is cheaper and lighter in weight than full-grain leather. It is made to mimic leather and often used to reinforce, or replace, it.

Good to use for: • Synthetic leather is often used in trail running shoes as it offers a lighter weight than leather material shoes. A synthetic material does not soak up water as leath-

er does, which means that the shoe stays lighter for the duration of an activity.

• Synthetic uppers are better suited to water-related activities, such as fishing, than leather, because they will not soak up water.

• Synthetic materials do not stain as easily as leather uppers, which makes them ideal for even the dirtiest conditions, as they can easily be cleaned.

• This material is ideal for short hikes, because they are not as heavy as leather boots.

• Synthetic PU is often used in the ankle area and toe-rand of footwear, to give the shoe extra support.

Not recommended for: • Synthetic leather does not have pores like leather and therefore will not offer the breathability of leather. It is not advisable for longer treks or hikes where feet may get hot and sweaty.

Linings A lining assists with temperature regulation and moisture management.

Physical outdoor activities will result in the foot sweating. This moisture must be allowed to escape, to prevent overheating and blistering.

Some linings also help to waterproof the shoe by preventing water from penetrating.

A lining is there to add comfort and should therefore be fast-drying, feel good on the foot, and fit without creases or folds that can chafe the foot. Many brands are now using seamless linings.

• Membranes such as Gore-Tex allow breathability and offers waterproofness as it contains microscopic holes that allow water vapour to escape, but does not allow outside water to penetrate. It therefore creates the ideal temperature-regulated environment during any activity.

• Gore-Tex is, however, very expensive, and was developed for the extreme cold of European winters and snow activities — which South African hikers might not always need. There are, however, other moisture-wicking and water-proofing membranes that are not as expensive.

• Synthetic fabrics, like polyester and polyamide, are used in linings because they can reduce heat, wick away moisture, have high abrasion-resistance and are durable.

They also feel good to the touch.

• Thin, soft, nappa leather is also used as linings in leather outdoor footwear. When undyed, it retains its pores, and therefore absorbs the moisture in the shoe, keeping the foot dry and cool. During long treks, your customer would, however, have to leave his leather-lined boots out to dry for a period of time.

• Synthetic rubbers such as neoprene are sometimes used for lining outdoor sandals and shoes. It is heat, oil and weather resistant and provides padding and protection for the wearer’s foot.

p40 :: Advertorial

New camping accessories Brands showcase their latest accessories — developed to make the life of the camper more enjoyable, and to bring sales to retailers’ tills.

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t’s time to stock up on accessories for one of South African outdoor lovers’ favourite past times: camping. From tents to portable devices that will power the camper’s electronics, suppliers

have a diverse selection of items on offer to satisfy even the pickiest of your customers.

It’s not only campers who will appreciate these products. Hikers and people who will be on the road or trail for a long duration of time will also

benefit from buying accessories designed to make the camping experience more enjoyable.

And don’t forget, with Father’s Day just around the corner, accessories also make for great gifts.

Bring more outdoor customers in IF YOU can dream it, we can power it. This is power without boundaries.

When your batteries fade or you find yourself way off-grid, Powertraveller’s award-winning range of chargers give your devices — whether it be GPS’s, torches, e-readers, smart phones, tablets, laptops or a car battery — the power to keep on going. Exceptional quality that is weatherproof and rugged for the outdoor lifestyle. So whatever your customers are into and wherever they want to go, help them achieve their goals by stocking Powertraveller — and take sales to new heights. You can with Powertraveller.

Imported and distributed by Wintec Solutions in Johannesburg.

Contact: Wintec Solutions Tel: 011 467 2360 Email: info@wintecsolutions.co.za

Feed, caffeinate and cool the campsite down with Coleman Dish out tasty meals for the entire campsite from the Coleman® 6 Piece Family Cook Set with comfort-grip handles.

It includes a 10 in. frying pan, 6.9 qt. stockpot/kettle, 2.4 qt. saucepan with lid, a lid that fits both the frying pan and stockpot/kettle and a detachable handle. With nonstick surfaces for easy cleaning, outer paint that holds up under intense heat, tough commercial-grade steel construction and riveted, plated handles and mounts, this set provides years’ worth of cooking. Perfect for indoor and outdoor cooking.

Six pieces: 6.9 qt. stockpot/kettle, 2.4 qt. saucepan with lid, 10 in. frying pan, large lid fits frying pan and stockpot/kettle and detachable handle for the saucepan and frying pan. Pans nest together for easy, compact storage. Nonstick coating for easy cooking and quick cleaning. Pans designed to withstand high heat.

Durable steel, commercial-grade construction. Handles have textured grips to prevent fingers from slipping.

Cut-out areas on each lid for easy straining. Perfect for indoor and outdoor cooking. Nested dimensions: 10.3x6.0 in. (26.1x15.2 cm).

Frying Pan: 10.2x2.6 in. (26x6.5 cm). Stockpot/Kettle: 10.2x5.9 in. (26x15 cm). Saucepan: 7.8x3.8 in. (19.7x9.5 cm). Detachable handle: 4.8x1.8x1.3 in.

(12.1x4.5x3.2 cm). 1 year limited warranty.

Conquer the outdoors in comfort and convenience with help from a Coleman® Cool Zephyr™ Ceiling Fan with Light. This portable ventilation and lighting system gets the air circulating anywhere in any tent. Just set the magnetic side on the ceiling and attach the steel plate from the outside. The durable fan offers high and low settings, and the bright light switches to a nightlight for young campers who need a little more security. The soft, foam blades are safe for use around children, and the system stays where you want it without slipping or damaging the tent’s fabric. The fan and light can be used at the same time, or one at a time, as needed. The fan and light is powered by four D-cell batteries.

Add light and ventilation to your tent or shelter. Magnetic attachment prevents damage to tents. Versatile design—use both, one or no feature(s). Three light modes: high, nightlight and off. Three fan modes: high, low and off. Soft foam fan blades prevent injuries.

Battery-powered on four D-cell batteries.

Light up your cooler box with the Coleman Auto On Cooler Box Light. Stick it anywhere: • Storage closet • Tool chest • Tackle box • Outdoor nightlight Easy to install: use the quick stick tape or screw mounted bracket (included). Three light modes: on/off/auto.

Brew up enough coffee for the entire camp with the rust-resistant Coleman® 12 Cup Stainless Steel Percolator. The lightweight, durable coffee pot includes the base, tube, basket and basket lid— all the equipment you need. A side handle makes pouring simple, and the pot wipes down quickly when everything’s done.

12 cup capacity. Made of stainless steel. Corrosion resistant. Coleman® replacement glass knob is part number 805-0301. Dimensions: 9.5x8.6x6.4 in. (24.13x21.84x16.26 cm).

Contact: Jarden SA Tel: 011 023 5100 Email: sasales@purefishing.com Sports Trader :: 2014 May

Advertorial :: p41

All the camping options De Wet Sports’ Medalist brand offers camping enthusiasts several options to suit their needs, no matter if they’ll be camping in hot or cold, dry or wet climates.

Nimbus 300 is a 300g/m2 hollowfibre sleeping bag. The 1.6kg, 190cm long (80cm wide) sleeping bag is ideal for colder evenings, with temperatures between 0-10oC.

The mummy-style Stratus 350 sleeping bag keeps the user warm in colder climates, with a temperature range of -5oC to 5oC. It has a 350g/m2 hollowfibre filling, weighs 2kg and measures 240x90/60cm.

Medalist’s foam camping mat is made from a 10mm durable closed cell foam and has a foilcovered bottom. The convenient roll straps make for easier storage. The mat measures 180x50cm.

Kalahari, Medalist’s four-man dome tent, features a 190T polyester 800mm shell with a silver coating, polyethylene (PE) floor, 7.9/8.5mm fibreglass poles, and taped seams. It measures 210+120x245x150cm and weighs 3.9kg.

Contact: De Wet Sports Tel: 021 551 5228 Email: orders@dewetsports.co.za 2014 May :: Sports Trader

p42 :: Advertorial

Streamlight “The Siege” Whether being used while camping or during load shedding this lantern is a tool and not a toy. With a lumen output of 340 for 30 hours, it will sufficiently light your way using 3 D-Cell batteries with variable lighting options — it can continuously be used for up to 430 Hours. Streamlight’s The Siege has 3 light intensity options including an S.O.S function. Being IPX7 rated, this Lantern is submersible up to 1m. Under normal conditions it would float and is impact tested from 2 meters. Rescomp Handgun Technologies are the exclusive distributors of Streamlight products in South Africa.

Contact: Rescomp Handgun Technologies Tel: 012 333 4768 Email: sales@rescomp.co.za

Keep items dry Karrimor’s dry bags are ideal items for any watersport enthusiast.

Available in seven sizes (2L, 5L, 10L, 15L, 25L, 40L, 70L), they are all waterproof, made from Nylon taffeta, have a roll top with a side release buckle, taped seams and have a 10 000mm hydrostatic head.

Contact: Brand ID Tel: 021 461 0346 steve@brand-identity.co.za

Soft and absorbent towels The soft fibre towels from Karrimor, available in a selection of colours, make excellent travel accessories — they even come with a handy zip carry bag.

Each absorbent towel features the EXBac antibacterial technology and is made from quick drying fabric.

Contact: Brand ID Tel: 021 461 0346 Email: steve@brand-identity.co.za

Stylish hydration options Your customers will want to stay hydrated with Karrimor’s stylish Alu Bottle, in its stylish design and colours (royal blue, red, silver).

The anti-corrosion coating on the inside protects the bottle (and the user) and the screw-top lid keeps liquids inside. The bottle has a 1 000ml capacity.

Its karabiner clip makes the bottle even more handy, as it can easily be clipped to a backpack and taken with on a hike, etc. — not even taking up space on the inside of the pack.

Contact: Brand ID Tel: 021 461 0346 Email: steve@brand-identity.co.za Sports Trader :: 2014 May

Advertorial :: p43

It’s all about the outdoors!

THE COMPANY was founded in 1985 and in the pioneering spirit that first drew the early trappers west, a small cadre of siblings from British Columbia made their way down the west coast to San Diego where they founded GSI Outdoors. Beginning with a few pieces of blue enamelware and a smattering of campfire accessories, GSI Outdoors continued to grow and expand into the design, manufacturing, sales and marketing of an ever growing and ever more innovative line of outdoor cookware, tableware and accessories. As the company grew, Don, Ian and Kathy Scott made the decision to relocate to Spokane, WA, where they have been ever since. Today GSI Outdoors products are distributed worldwide as the company continues to expand their array of products known for superior quality, technical performance, innovative design and most of all, their funloving attitude towards the outdoor experience.

At GSI Outdoors, we define innovation not through the use of some new unobtanium material, nor through the monumental elevation of a never-imagined widget. No, we define innovation through the creation of unique, imaginative and fun products which reassert the values which we hold so dear. We take great pride in our ability to create new and exciting items from products which others believed could not be improved or which they believed were not worth the effort. We know that this kind of authentic innovation can only come from one place — our customers.

GSI Outdoors is a small, privately-held, family company.

We have no obligation to an anonymous group of shareholders, a corporate board or anyone but our customers, our reps and each other. It is this freedom which so epitomizes the outdoors and grants us the flexibility to be more responsive to the needs of our customers who love the backcountry as much as we do.

Contact: Ram Mountaineering Tel: 021 532 0549 Email: info@rammountain.co.za

Above left to right: Simon Fraenkel (left) and Stevie Hector show off the suit K-Way produced for Ronnie Muhl’s Everest expedition; Jaco Bruwer (left) from Cape Union Mart with K-Way athlete AJ Calitz, who also came to see what

the show had to offer; Ziyaad Bailey shows that K-Way sleeping bags are lightweight; Amanda Centane explaining the benefits of the Outdoor Research brand of clothing.

Cape Union Mart’s Gear Day

CAPE UNION Mart held their Annual Gear Day Exhibition on 26 March at the Townhouse Hotel in Cape Town. The show featured brands — international as well as their in-house KWay brands — exclusive to Cape Union Mart.

The company presented several products from backpacks to clothing to sleeping bags, etc. Visitors could view and have a touch and feel experience with products in their collection at various stations, where a wellinformed K-Way brand or Cape Union Mart store representative would explain the fea-

tures and benefits associated with products.

Cape Union Mart has exclusive rights in South Africa to sell the Applecore, Blackfire, CapeUnion, Deuter, EcoSouLife, Kaliber, Keen, Klymit, Kuhl, Midland, Outdoor Research, Source, Storm, Sunski, Travelon and UST international brands.

The K-Way equipment, on the other hand, is locally designed and the majority (70%) of the products are locally produced. The items are wear-tested in extreme conditions on Mt Kilimanjaro, Mt Everest and Mt Elbrus.

“For us, the highlight of winter is the foul weather. It can get very cold almost countrywide and in some regions it can be both coldand-wet,” says Nick Bennett, K-Way marketing manager.

The show also doubled as the hand-over ceremony of the suit K-Way has produced for Ronnie Muhl, who will be summiting Everest.

The suit weighs approximately 3.2 kg and has approximately 150 compartments that have been hand-filled with down, says Stevie Hector from K-Way.

2014 May :: Sports Trader

p44 :: Outdoor

JOHANN DU TOIT set out to find out if hunting helped the firearm retail industry recover from the slump caused by the Firearms Control Act

S

Did hunting revive the retail trade?

outh Africa has become a popular destination for foreign hunters, especially American trophy hunters.

This could create the impression that hunting has been a lifeline for the firearms retail industry.

But, is this so?

After the Firearms Control Act 60 of 2000 was introduced in 2004, the arms and ammunition retail market fell into a significant decline, and many firearms dealers closed their doors.

“After 2004, there was a significant decline in retail sales of arms and ammunition. The number of registered dealers plummeted, from 720 licensed dealers to 80 dealers who were still actively trading following the seriously flawed introduction of the Firearms Control Act,” says Andrew Soutar, SAAADA chairman.

The implementation problems of the Firearms Control Act have improved somewhat since 2010, and there have been signs of the market recovering. New firearms dealers have opened.

Of the 198 arms and ammunition dealers currently on the Sports Trader database, 30% were

Sports Trader :: 2014 May

In 2013, foreign hunters spent R1.24-bn in South Africa, according to a study

by North West University.

This is R400-m more than what was estimated by the Department of Environmental Affairs. added since 2010. Membership of SAAADA also increased from 80 to about 105 active traders in the last two years, says Soutar.

Local hunting organisations have also experienced a significant growth in members. “The growth in our membership over the past three years has been 50%, i.e. from 800 to 1 200 members,” says Mike Huber of the Southern Cape Hunters and Conservation Association.

But, not all new members of hunting organisations are active hunters. “A large number joined merely to retain their firearms,” he says.

The firearms control act allows the licen-

see to possess a firearm if he is an occasional hunter and sports-shooter. According to section 16 of the act, a dedicated hunter or sports shooter may own up to four licences.

In order to prove that you are an active hunter or sports-shooter, you need to belong to an accredited hunting or sports-shooting association and have a sworn statement from the chairperson of the association stating that you are a member.

Retail growth The initial problems with the firearms control act has mostly been sorted out and this has made a big improvement to sales, says Shawn Jacobs of Parow Arms in Cape Town. “The public is now more confident that they will be able to obtain a firearm license,” he says. This encourages them to buy new weapons.

Some retailers are very positive about growth in the past few years. “There has been a definite growth spurt in the last few years. I would estimate about 40% growth in the market,” says Hennie Bouwer of Bouwer Broers in Pretoria.

“There has been an increase in firearms

Outdoor :: p45 sales in the past two years,” agrees Nico van Huyssteen from Hunters in Heidelberg. “The industry did grow, but as an estimate I would say not more that 4%”. This is by no means a significant growth, but seeing as the industry has been in decline for most of the past 10 years, this could still be good news.

Huntex, which is the largest annual expo for hunting and sport shooting on the continent, also experienced huge growth in the number

Of the 198 arms and ammunition dealers currently on the Sports Trader database, 30% were added after 2010 of visitors as well as exhibitors over the past three years. Visitor attendance has almost doubled, from 19 016 in 2011, to 35 006 in 2013, and Huntex 2014 promises to be even bigger, say the organisers.

While this indicates huge public interest in hunting-related products, it is a mixed blessing for retailers.

"We have found a trend that buyers tend to hold back for a few months prior to the Huntex Show, as it is perceived they will be getting bargains at that venue,” says Franco Resca of firearms supplier Rescomp Handgun Technologies.

But, while its forerunner, The Big To p46

Illegal selling of firearms THE SA ARMS and Ammunition Dealers Association (SAAADA) is busy compiling a list of the authorised South African importers of firearm and firearm accessory brands in order to address the current problems with grey imports and counterfeits.

This list will enable retailers to comply with the Consumer Protection Act (CPA) that require them to indicate clearly when a product they sell did not come from the licensed importer – failing which, they could receive a heavy fine.

Grey imports are not illegal, provided that the dealer clearly indicates to the buyer at every point of the transaction that it is an unauthorised branded product and how this could impact the buyer, explains Franco Resca of Rescomp Handgun Technologies, who is compiling the authorised brand distributor list for SAAADA. The CPA defines an unauthorised branded product as: “a branded imported product imported without the express authorisation given by or on behalf of the owner of the trade mark.”

The act specifies that the seller must alert the end user (consumer) that he is not the authorised distributor and the following notification must appear in a conspicuous size on all forms of advertising and promotion – including in-store – on websites and brochures: “The authorised South African distributor of this product is under no obligation to honour the manufacturer’s guarantees/warranties or to provide after sales service.”

While non-compliance with the CPA can expose a dealer to receiving a heavy fine, selling counterfeit imports can result in a more fatal outcome. Resca mentions the example of a copy of a holster from an established brand that is so badly made that it started falling apart when they inspected it.

“If you carry a gun in it and it falls apart, you could accidently shoot someone,” he says. If the firing mechanism on a tactical firearm used by, for example, a policeman fails, it could be fatal for him in a shootout.

Apart from the fact that dealing in counterfeit goods is a punishable offence, the retailer that sold the inferior quality accessory or defective firearms could be held liable for any injuries – or fatalities — caused by the product.

In order to protect themselves, Resca therefore urges retailers to ensure that they only sell products supplied by the authorised brand distributor.

This might be more expensive, because he has to pay a licensing fee and conform to certain standards, but the products will carry the brand owner’s guarantee of quality and safety.

Contact Resca on sales@rescomp.co.za or SAAADA chairman Andrew Soutar at Andrew@classicarms.co.za.

p46 :: Outdoor

Hunting market cont from p45

Growth of the Gauteng Huntex Show visitors

Shot show, closed due to waning interest, the well-publicised and competently organised Huntex is proving to be a more than worthwhile opportunity for retailers, as it is possible to recoup all expenses on the first day of the show, with the next two days just generating profit.

Foreign hunters There are, however, some mixed answers when it comes to whether the firearms retail industry has experienced a growth spurt due to the growing interest in hunting.

In 2013, foreign hunters spent R1.24-bn in South Africa, according to a study by North West University, where international hunters were asked to complete a web based survey.

This is R400-m more than what was estimated by the Department of Environmental Affairs.

The study also found that respondents spent about R184 790 per trip on average, and that about 9 000 foreign hunters come to South Africa annually. Of these hunters, the majority of them come from the United States (88%), with some hunters coming from Denmark, Germany, France and Mexico. There is also an increase in hunters coming from Russia. The American hunting and sport shooting industry has experienced a significant growth in the past five years, and this could account for the increase in foreign hunters coming to South Africa.

While the foreign hunters provided a significant income for the tourism and private hunting industry, this unfortunately does not translate into increased sales in the firearms retail sector. “Overseas hunters purchase mainly game packages, transport and accommodation,” says Huber.

“Foreigners who come to hunt in SA don't buy their equipment here,” agrees Stan Gordon of the Cutlery Distribution Group, distributor of, among a wide range of hunting knives, including Kershaw, Cold Steel and Victorinox. “International hunters generally bring their equipment with them from overseas, rather than purchase locally,” he says.

“They do, however, purchase local custommade knives, which offer good value due to the exchange rate and gives them opportunity to take a small piece of Africa back with them as gifts or a reminder of a great hunt.”

While the majority of South African hunters are still white males, there is a growing and significant number of black hunters who have entered the market, as well as female hunters, says Soutar. “Hunting is no longer a palemale preserve.”

Problems in the industry One of the major problems facing the firearms retail industry is the fact that hunters and sport shooters do not need to purchase new equipment very often. “The average hunter

Sports Trader :: 2014 May

Foreign hunters purchase local custom-made knives, which offer good value due to the exchange rate and gives them opportunity to take a small piece of Africa back with them as gifts or a reminder of a great hunt maybe goes hunting twice a year, because it's very expensive,” says Iqbal Barufwalla from Bar Global, local distributor of Wolverine hunting boots.

“The hunting boot therefore lasts long.

Hunting is also seasonal. A brand has to have other styles in the range that the hunter will want to wear every day.”

Grey imports — whereby a company who is not the authorised licensed importer brings in stock not purchased from the official manufacturer or distributor — and counterfeits, are also creating major problems in the industry (see article separate box). The copying of camouflage clothing ranges also created confusion in the industry.

Supply of international products is also an issue. “Retailers haven’t been able to fully capitalise on the increase in demand. The American market is very strong, thus it tends to get prioritised by the big brands, creating a shortage of supply in South Africa. This, along with the weakened rand has increased purchasing costs,” says Soutar.

Customers looking to purchase firearms are also limited, as the firearms act limits the number of rifles that active hunters may own, although it is more than the average member of a household.

Although greatly improved, retailers are still concerned about firearm control laws. “The biggest threat is still inefficiencies by authorities granting licences,” he says. “There are also allegations of corruption, which is further harming the industry.”

Laws that may be changed in the future is also a big worry for retailers. “Nobody knows

Attendance figures were unfortunately not available before we went to print for the 2014 Huntex Show, held 26-28 April in the Gallagher Convention Centre, Johannesburg. The Cape Huntex, which is much smaller, will be held 26-28 September at the Nelson Wine Estate.

what to expect from future regulations, because the authorities are very quiet about what they are planning,” says Bouwer.

Jacobs adds: “Crime statistics related to illegal firearms means that it is possible that more laws will be created that can be restricting to the industry.”

Products that sell well But, accessories that do not require licences are not affected by legislation, and may be purchased more regularly by serious hunters. “Our rifle scopes are flying,” says Michael Rogers of Lynx Optics. “Our scopes sales have been growing well since 2010.”

This could mean that while it is sometimes difficult hunters to purchase new firearms, it is still easy to refurbish their firearms with accessories.

“Meat hunting by local hunters is by far the greater portion of the market — trophy hunting is mainly for the overseas market,” says Huber.

Products relating to this kind of hunting, such as hunting and skinning knives, are therefore good stock options.

“The hunting knife and traditional outdoor market continues to show good growth,” says Gordon. “We sell a lot of hunting and crossover hunting-outdoor knives. There is a big demand for high quality, good value for money, hunting knives.”

A typical hunting knife would incorporate a gut hook, but an outdoor knife, which could also be used for skinning, would not, he explains.

“Fashion also affects the hunting knife business”, says Gordon. “International hunters like locally custom-made knives, featuring handles made from natural indigenous woods, bone or horn — for example, giraffe leg bone, buffalo horn, etc.”

“In our area, ammunition, rifles, handguns, reloading equipment and powder are all selling well,” says Van Huyssteen.

“There is nowadays a larger diversity in affordable sports-firearms and ammunition. The average biltong hunter has more choice in international brands, such as Howa, Winchester, Remington etc.,” says Bouwer.

p48 :: Outdoor

T

he reason why the Cutlery Distribution Group (CDG) grew so dramatically over the past 60 years can be summed up in one word: adaptability. Finding new opportunities enabled them to trade — and grow — during very tough times for the industry.

Sixty years after Colin and Cherry Gordon first introduced Victorinox Swiss Army Knives into South Africa, their son Stanley has grown the distributorship to 28 premium knife, lighting, archery, tactical defence and other outdoor industry brands.

Adapt or Die was a successful strategy they employed early in the 2000’s when uncertainty about the impact of the impending Firearms Control Act all but put a stop to firearms purchases — and so many arms dealers closed shop (see article Did Hunting revive the Industry? p44). Even before the act was implemented, Stan Gordon anticipated the impact on arms dealers and started concentrating on product lines that could be sold without a license and by all retailers selling outdoor products.

Over the past ten years he has been refining this diversification strategy by adapting to changes in consumer buying trends. He dropped some brands and gained others.

“The customers did not disappear, the retail outlets disappeared,” says Gordon. “We just expanded our ranges in other directions, and found new ways of marketing merchandise.”

Another success factor is their mix of prices and quality to accommodate customers feeling the economic pinch, as well as those that want only the best from a non-Asian factory.

“Many companies now have a US and Asia offering at different prices and quality,” explains Gordon. By importing a good mix of the two, they can offer excellent value for money

Sports Trader :: 2014 May

from Asia and top quality merchandise from America in the same ranges.

Crime is the number one concern for most South Africans and this has spawned the development of a whole new industry, catering for home and business security type of businesses.

“The bottom line is that as the crime rate continued to escalate, the opportunity to service that demand increased,” he says. As a result, the tactical product lines and personal defence and security equipment he introduced has grown tremendously.

Knives But, while diversifying into new product lines, he never took his eye off his core business, knives and their accessories. He continued to expand his existing ranges and took on some good additional lines and now distributes about a dozen pocket and outdoor knife and sharpening brands.

A key development in the knife industry has been the withdrawal of the Wenger knife brand from the market in January 2014. Victorinox bought the ailing Wenger company in 2005 and ran it as a second brand. Wenger, however, only had about 15% of the Swiss army pocket and kitchen knife export market, while Victorinox had 80-85%, explains Gordon. In the beginning of last year Victorinox decided to merge the two brands — but to continue manufacturing at the Wenger Delmont factory.

They will soon launch an additional range, which incorporates the best features from the original Wenger line. This should be available from July 2014. This exciting new range, which will be marketed as the Victorinox Delmont Collection, features revolutionary new handle materials, including natural wood, which adds variety to the entire collection, says Gordon.

“We have concentrated our efforts on instore merchandising to promote awareness of the products available from our leading brand, Victorinox,” says Gordon. They have, for example, been providing Victorinox stands to retailers to help them create a good presentation of the brand.

In the hunting knife market, Kershaw remains a strong seller and new models are added all the time, he says. Their new Lonerock hunting range, with a titanium carbo-nitrate coating to protect the blade, has just been launched and is proving to be very popular.

They have also introduced new knife ranges from Schrade and Smith & Wesson.

“The sharpening category is always very strong,” he adds. They last year added the Worksharp agency, an electronic sharpening machine from the US, which proved to be very successful.

Strong sellers CDG expanded their lighting range to include the Coast range of LED torches and lanterns.

This Portland, US, company produces a wide range of LED products, not only used by outdoor enthusiasts, but also by American Navy Seals and soldiers in Iraq and Afghanistan. “It is a very prominent brand in America,” says Gordon. “They also produce knives and multitools that offer exceptionally good value for money.”

The introduction of a new youth entry level archery line under the Velocity brand has been very successful. Part of the success of the American youth range can be attributed to the fact that retailers don’t need to employ staff with advanced technical knowledge to sell the well-packaged kits. Another reason for its success is the good retail price — starting from

CDG has been a regular exhibitor at trade shows. Stan Gordon and his right hand man Farouk Araie are talking to a customer, Anmad Mayet of A-Squared.

Why CDG has grown for 60 years Despite the economic slump and the closure of so many retailers selling arms and ammunition, the Cutlery Distributing Group has continued to grow and expand their range around R299. Velocity sling shots and allied accessories are also popular sellers.Air rifle pellets under the Promethius and JSB brands also do well, but they no longer sell air rifles and air pistols.

Dealing with counterfeits DISTRIBUTORS OF top outdoor brands in the lighting, knife and optical markets have joined forces to try and combat the counterfeit problem in the industry. They pooled resources and employed an investigator to find the sellers of counterfeit goods and take legal action against them.

“If we find that dealers are knowingly selling counterfeit goods we’ll name and shame them,” says Stan Gordon, whose Cutlery Distributing Group is a the anti-counterfeit group member.

The international suppliers have given their South African distributors the power of attorney to act against these unscrupulous importers, because the inferior quality products sold in packaging that resemble that of the genuine product, seriously harms the good reputation the brands have built up over many years.

“They knock off the packaging with the correct logo and address details to give the impression that it is the genuine product.

The end-user thinks he is buying a quality product,” says Gordon.

“But the product inside is garbage. The knife model is not even ours.”

The genuine article importer then has to deal with returns from the products that break soon after purchase. This bad customer experience seriously harms the brand – as well as the retailers selling the genuine product from the authorised importers.

This is a worldwide problem for brands – the Columbia River Knife and Tool (CRKT) company have, for example, said that they will not supply any retailers who have been caught selling counterfeit goods anywhere in the world.

“The millions that have been spent on building the brand is destroyed by bringing this garbage on the market,” says Gordon. “It causes total confusion in the mind of the consumer. Ethical and genuine distributors back their product — counterfeiters destroy the brand.”

Reasons for wearing mouthguards

p50 :: Sport

Mouthguards are often bought as an afterthought, but medical studies show why mouthguards are an essential item of equipment for contact sports, explains JOHANN DU TOIT

M

outhguards are used in impact sports where face and jaw injuries are a risk. Common sports where mouthguards are essential include rugby, hockey, boxing, wrestling and water polo. In many sports, like boxing, rugby and hockey, their use is compulsory, especially at school level.

Mouthguards are used to prevent injuries to the jaw, teeth and lips. Some experts believe that the use of a mouthguard can possibly even prevent concussion. However, even when mouthguards are used, prevention of injuries to the mouth are not guaranteed, due to poor product knowledge from wearers, resulting in the wrong mouthguards being used, or mouthguards not fitting properly.

Benefits According to a study by the dental clinic of North America*, more than 5 million teeth are lost a year due to sports injuries. Many of these injuries can be prevented by wearing properly fitted, good quality, mouthguards.

Some of the common medical functions of mouthguards are the following: 1. Preventing lacerations and bruising during impact by separating the teeth from the soft tissues of lips and cheeks.

2. Mouthguards distribute forces from direct impacts evenly across the jaw, thereby lessening the chances of fracturing teeth or dislocations.

3. Opposing upper and lower teeth are separated and protected by cushioning against impacts against each other.

4. Mouthguards can act as a shock absorber between the upper and lower jaws, thus reducing neurological injury.

5. When the user has braces or other

Sports Trader :: 2014 May

Many injuries can be prevented by wearing properly fitted, good quality, mouthguards. dental appliances, a mouthguard acts as a buffer between teeth and lips, preventing laceration and damage to the braces. Generally, mouthguards are only worn on the top teeth, but if an athlete has dental equipment on the bottom jaw, wearing a mouthguard for the bottom teeth is recommended.

6. Mouthguards are effective in preventing broken or chipped teeth when an impact to the mouth occurs.

7. Sports men and women often grind their teeth during matches. Wearing a mouthguard prevents this.

Concussion prevention Mouthguards preventing concussions is a very controversial topic in the sporting world. Even though there is currently no definitive scientific proof, there are some theories to the potential for mouthguards to prevent concussions.

Mouthguards are made of shock absorbing materials that lessen forces that can be transmitted form an impact to the jaw to the skull.

The thicker the mouthguard, the more protection it offers against impacts.

A thicker mouthguard is more uncomfortable though, so a balance should be struck between comfort and protection. Studies have shown that the force transmitted through the jaw to the skull can be lessened by up to 50% by wearing a mouthguard.

A properly fitted mouthguard causes the lower jawbone to move downward and forward in the resting position. This position could be beneficial in the case of a jaw impact, as the gap in the joint between the upper and lower jaw is increased. This increase in joint space could lessen the force traveling into the skull.

A prominent Canadian concussion researcher, Dr Karen Johnston, says that the force required to concuss a fixed head is almost twice that required to concuss a mobile head. A properly fitted mouthguard can activate the neck muscles as the user clenches

down on the mouthguard at the moment of impact. As muscles are activated, the head is stabilised, lessening the chance of a concussion.

Studies that support the claim of concussion preventions are, however, mostly anecdotal. A study by Stenger et al** claimed that there are benefits for preventing head and spine injuries by using mouthguards. This was based on their experience in a season of American football.

The researchers claimed that in five cases, the use of mouthguards stopped symptoms of various spine and neck injuries, including repeated concussion. It should be noted that there was insufficient data obtained in this report for any significant statistical proof of the protective effect of mouthguards.

While the only evidence supporting the protective effect of mouthguards in concussion injuries is anecdotal and speculative, the absence of proof does not mean that the claims are untrue, only that they have not yet been definitively proven.

What to look for when selling a mouthguard There are many mouthguards available in the market, from inexpensive stock mouthguards to highly customised mouthguards. In order to ensure that a mouthguard is offering your customer the required protection, there are some things he’ll need to keep in mind: • Ensure that the mouthguard fits properly.

It is very important to ensure that your mouthguard cannot become dislodged from your teeth. A dislodged mouthguard can obstruct the airways, which can be very dangerous, especially when the user is unconscious.

• A mouthguard must be thick enough to offer adequate protection, but not be uncomfortable.

• Make sure that the mouthguard does not impair speech or breathing. * Gutmann JL, Gutmann MS. Cause, incidence, and prevention of trauma to teeth.

Dent Clin North Am. 1995;39:1-13 ** Stenger J, Lawson E, Wright J, et al.

Mouthguards: protection against shock to the head, neck and teeth. J Am Dent Assoc.

1964;69:273–81.

p52 :: Sport

Selecting the wrong size of tennis, squash or badminton racket grip will not only affect a customer’s enjoyment of the sport, but can also result in injuries. YAMKELA MKEBE asked some experts for advice on how best to fit the right racket grip size to a customer

Fitting the right racket grip

B

y helping a customer to choose the correct racket grip for tennis, squash or badminton your customer will have a better chance of enjoying their game.

Just like an ill-fitting shoe will make it very uncomfortable for a runner to complete a race, a racket with a grip that is too big or small can cause great discomfort during a game. “Much like a cricket bat that’s too big, the wrong grip size can lead to bad habits creeping in,” says Patrick Franck of WET Sports Importers.

What is more, using a racket with the wrong grip size can lead to injuries. “The injuries I’ve seen the most from the wrong grip size are tennis elbow and wrist problems,” says Brad Summers from The Golf Racket, local distributor of Wilson and Tourna Grip. “The player must never feel like he is straining when holding a grip.”

When a grip is too small, a player needs to apply a lot of muscle strength in order to prevent the racket from twisting in his hand, and prolonged play with such a racket can contribute to problems like tennis elbow. A grip that's too large, also requires more muscle strength to control, and can therefore also contribute to tennis elbow. It also inhibits wrist snap on serves.

Measuring a tennis grip There are different ways to measure a ten-

Sports Trader :: 2014 May

nis racket grip for a customer. This could be done practically with demonstrations using

Many racket brands actually have grip measuring devices that can be put up in a store to help assist in choosing the grip size the racket grip, or by using measuring devices like a ruler.

Using the racket: Ask your customer to grip the racket as he would hold it during normal forehand play. There should be a gap between his thumb and ring finger.

“Your customer must be able to fit the index finger of his opposite hand between the thumb and fingers of the hand holding the grip,” says Roberto Vaglietti from Leisure Holdings, distributors of Prince.

If the index finger cannot fit in the gap, the grip is too small for your customer. If there is space between the finger and palm, the grip is too big.

“Ask the customer if the grip feels right,” adds Summers. “Your customer should never feel like he is straining to grip the racket, it must feel comfortable.”

Using a ruler: You can also measure your customer’s right grip size by using a ruler. Ask him to hold his hand open with the palm upright and fingers extended close together. Place the bottom of the ruler in the lateral crease of his palm, facing upwards, and measure the length to the tip of his ring finger. The length will give the circumference, which is indicated in inches on grip sizes.

Many racket brands actually have grip measuring devices that can be put up in a store to help assist in choosing the grip size, adds Summers.

When a customer’s measured grip size falls between two sizes, always go with the smaller grip size, as the customer can always put an over grip on to make it bigger. It is easier to work with a grip size that is too small for the player, than with one that is too big, which you cannot adjust.

Enlarging a grip There are different ways of finding a solution to a grip that is too small for a player’s hand.

A too small grip can always be fixed by building it up through adding material under the grip. Another option is to put on an over grip.

This normally solves the problem. It is also not recommended to go up two sizes — if that much adjustment is needed, rather recommend a racket with a larger grip.

Not all rackets with the small grip problem,

Sport :: p53 however, can be fixed in the same way. Retailers are advised to be careful as some rackets have technology that doesn’t allow the grips to be easily modified.

Tennis grip sizes “Lately there has been a big trend towards smaller grip sizes in tennis. Wilson has in fact dropped the 5/8 size altogether and have also dropped the 1/2 size from some commercial rackets,” says Summers. “The reason for this is the radical grip changes now employed in tennis. The smaller the grip, the easier it is to change grips quickly.”

Retailers are urged to educate their customers of this trend.

Most retailers offer two sizes for tennis racket grips. In the past few years there have been a huge switch to 3/8 and 1/4 grip sizes, says Summers. About 70% of consumers prefer to purchase the 3/8 size and this makes it the most common size used by players. With that being said, women on the other hand prefer to use the 1/4 size, he adds. “The 1/4 size makes it easier for the player to change their grip on the racket during play.”

Wilson is also adding a 1/8 size to many of their commercial rackets.

Badminton grips If a player is unable to hold the racket in the correct manner then it will be impossible to ensure quality badminton strokes. Using a suitable badminton grip has its advantages for the player as this can ensure a better and more comfortable performance.

Most brands offer four grip sizes, but they will differ from brand to brand. The grip size refers to the circumference of the handle with the original leather grip on. Yonex number

their grip (G) sizes from big to small, while other brands number from small to big.

which helps them to adjust strokes during play.

It can also affect the balance of the racket.

Other grips

Squash grips

G1 – 3 inches G2 – 3 ¼ inches G3 – 3 ½ inches G4 – 3 ¾ inches G5 – 4 inches

Yonex grips G2 – 4 inches G3 – 3 ¾ inches G4 – 3 ½ inches G5 – 3 ¼ inches

The correct badminton grip will feel comfortable when your customer holds the racket with a relaxed hand.

• If he has to clench the racket very tightly when he takes a practice swing, the grip is probably too small.

• If the grip completely fills his palm, he will not be able to tighten the grip effectively for more power and he will have less flexibility when executing a shot.

• If your customer likes to play power shots, the grip needs to be of a size that he can tighten his hold to generate more power.

• Players that like to play rally shots might want a thinner grip so that they can turn the racket more comfortably in their hands.

The size of the grip can be adjusted by adding, or replacing, an overgrip. The overgrip thickness varies between 0.5–0.77mm and each layer will therefore add about a quarter size to the original grip. Therefore a handle grip can be made smaller by removing the original grip and replacing it with an overgrip (or two).

If the grip is too small, an overgrip (or two) can be added over the original grip.

“Badminton players would opt for a less bulky grip than tennis players, because their rackets are smaller and lighter,” says Franck.

Some players therefore do not like adding too many overgrips, as this makes them lose the feel of the bevel — or sides — of the handle,

Squash rackets come in only one grip size, although the sizes of kids, junior and adult racket handles will differ. Handle sizes can be adjusted through the application of grips and overgrips.

Players with slightly larger hands will, for example, add a layer or two of overgrip. If your customer’s hands are very big, he might want to buy an additional grip to fit over the existing one, before applying overgrips.

To determine if your customer will need to buy another grip or overgrip to adjust his racket’s handle size, do the following quick size test: Let him shake hands with the racket, with the V of the thumb and forefinger aligned with the edge of the frame and the other fingers spread along and around the grip. The forefinger and thumb should not overlap “Squash players prefer grips with a ridge like a Rib grip, which allows them better use of the wrist,” says Franck.

Grip tape Tennis, badminton and squash suppliers agree that there is no specific type of grip tape that can be recommended over another, as all players will prefer different features.

“With the advent of new materials used in the grips it is more a case of what a player prefers.” says Franck.

The grip tapes are usually made of synthetic materials or leather. They come in different forms with different benefits and price tags. A durable rubber grip tape is the cheapest type that is not slippery and it is also available in different colours. A leather grip tape To p54

New rackets and grips

Dunlop Brand ID offers a comprehensive selection of grips and racket accessories in the Dunlop, Karakal and Ashaway ranges. “We cover your stringing, grips and accessory requirements, while offering you and your customers great products at great pricing not forgetting optimising your margin,” says distributor Steve Gallienne.

Dunlop has introduced a number of new products, including the Dunlop Gel Zorb comfort replacement grip. This uses a unique antivibration gel based layer that absorbs harsh vibrations on ball impact, which prevents being transferred to the hand and arm.

Their Dunlop Gecko Tac tacky replacement grip is a cutting edge concept inspired by the pads of the gecko. “It provides up to 50% more grip tack. It also offers surface perforations that assist in wicking away moisture for further comfort and control,” says Gallienne.

The Dunlop Osmo Dry absorbent replacement grip is inspired by the process of osmosis (movement of water through a membrane). It absorbs maximum moisture for the customers who have hands that perspire more than others. It is also available as an over grip for quick results and savings.

Accessories that are not to be missed include the Dunlop Black Widow vibration dampners that take the edge out of vibration from the string impact, offering ultimate racket feel.

“Karakal is the number one PU grip in the world,” says Gallienne.

“The Karakal range offers a comprehensive selection of grips covering tennis, squash and badminton.”

The PU super grip offers fantastic value for money and will meet most players’ requirements, he says. It is super tacky and super absorbent for an extra-long life.

“There are plenty more other offers including the Nano over grips, RippleWrap for the players preferring the extra edge for grip and comfort, to the Kumfy, Traction and many more.”

Rox The Rox racket brand, locally distributed by WET Sports Importers, has introduced a new badminton racket and a replacement grip into their 2014 range.

The Rox Skol Hyr badminton racket (left) is an attractive Swedishsounding composite badminton racket, which is ideal for the intermediate player.

The Tritec replacement racket grip “offers excellent value for money with good absorption,” says Patrick Franck. It is available in fashionable white, blue or black.

Wilson Wilson has introduced two new racket series in their 2014 range, which will be locally available from The Golf Racket.

To p54

2014 May :: Sports Trader

p54 :: Sport

Fitting a grip cont from p54 easily slips on the handles for tennis and badminton players and is made of durable leather.

A spiral grip tape has a built-in tape as it is wrapped around the handle. It is made of synthetic materials with a feel of nylon. If your customer wants a spiral grip, he should go with the one built in double sided tape, as it ensures a stronger and secure hold.

For a customer looking for durability, a retailer can recommend a leather grip tape. A rubber grip is not ideal as it can easily be damaged when used frequently.

Replacing grips It is recommended that a player regularly re-

places his grip. Customers are advised to get a retailer or another expert to help them with replacing the grip. Alternatively, you can advise your customer to replace, or add a new grip, as follows: • Make sure that the handle is clean with no material and dirt in the grip area. If he is replacing a grip, all traces of the old grip and staple must be removed.

• If your customer is using a grip with a collar, he should slide it on before wrapping and pushing the grip out of the way. This is recommended over sliding it over the wrapped grip.

• He should remove about 30cm of the tape

backing and attach the tapered end of the grip to the butt-cap — staple optional. Wrap the tape by holding the racket upside down and pulling it to the right for a right-hander and to the left for a left hander.

• He can steady the racket head against his hip or leg, while holding the grip firmly with one hand and rotating the racket slowly with the other hand. To prevent the tape curling and sticking unwrap the tape backing in small increments.

• Your customer can draw a straight line on the handle at the top of the old grip area and trim the tape on the line. It is recommended not to apply the new grip higher than the old one, as it will affect balance.

• A finishing tape will secure the tape end, before he slides the collar down.

“There are three different Juice and two different Pro Staff models, all with slightly differing specifications, so that there is a choice for everyone — depending on what weight you like, how much spin you need and what headsize you want,” says Brad Summers.

The Juice 100, which is the racket of choice of world #1, Victoria Azarenka, is taking power to new levels. It weighs 304gm unstrung and has a 100 head size.

The Juice 100S has a 16×15 string pattern and technology ensures maximum spin. “It’s

amplified for great feel, with maximum power and spin,” says Summers. It weighs 304gm unstrung and has a 100 head size.

Their Juice 100L is a lightweight option, weighing 262gm unstrung. It is a 100 head size.

The Pro staff 95 has an ultimate control frame. “It is amplified for great comfort and feel,” says Summers. The racket, with a 95 head size, weighs 313gm unstrung.

The Pro staff 100L is a lighter option, weighing 285gm, and with a more forgiving 100 head size.

The Wilson Sublime feel replacement grip

is the ultimate grip for feel, he says. It has added moisture absorption properties and amplified traction for a better grip. The Wilson Pro over grip, available in packs of 3 or 12, is the grip used by Wilson’s professional players like Roger Federer, Serena Williams and Juan Martin del Potro.

To p58

Wilson’s Juice 100

New range information cont from p54

Sh op Ta lk

- 56 -

How Action Sports grew over 25 years

Above left: Shoes dominate taking up a large display area with a portion of the corporate wear displays can be seen on the right. Above right: Action Sports shop

entrance strategically placed at the mall entrance.

Below: Theo and Helen Koutsoudis busy serving customers.

A Port Elizabeth store owner shares the reasons why he was able to grow his business over the past 25 years

T

heo Koutsoudis (right) founded Action Sports 25 years ago and despite the tough trading conditions for independent sport stores, he has grown his business, which is still operating from the same premises in Summerstrand, Port Elizabeth.

When he opened his doors in 1989, the shop was smaller, but seven years ago, when the opportunity arose, he extended the premises to its current size.

It seems that the interest in the business of sports runs in the family. His brother, Lambros, bought a sports shop, The Footballer & Sports, about twelve kilometres away in Newton Park a year before he opened Action Sports.

Theo and his brother were both interested and active in various sports at school. From his varsity days he chose rugby as his first love and continued playing first league rugby for the university until he was 36 years old. He represented Eastern Province at U20 and U23 level. His involvement in sports at the university, no doubt, assisted with attracting student customers to his shop.

Although his father was not involved in retailing, Theo says that the talk in his parents’ house often concerned business and trading — and that is probably where he picked up his own interest in business.

Because of Action Sports’ location an important sector of its market are the students of Nelson Mandela Metropolitan University, which is only about a kilometre up the road.

In his student days there were only about

Sports Trader :: 2014 May

Key success factors:

3 000 students, but that number has grown exponentially. Currently, there are more than 33 000 students. Being young and active, they frequently need sporting goods, clothing and footwear.

Theo’s customer base is more mid- to upmarket, with virtually no bottom end. He sells a lot of replica and also corporate wear. Team kits are also important to him, again mainly because of the dominance of the students from the university. The biggest portion of the floor space in his shop is taken up by footwear and it makes up the biggest portion of his sales.

Tourists also make up an important component of his customer base, but virtually only during the Christmas and New Year holiday season, and, to a lesser extent, the Easter holidays.

Events such as the Iron Man also generate important business during certain times of the year. The more advanced athletes will then visit his shop.

• A variety of products is essential. People are individuals and have their own preferences. If you do not cater for that you’ll lose sales. Theo says: “You must always have stock. A sale lost today often remains lost.”

• To retain customers, you must give them the best service possible. They can get the same products from competitors, but they can’t get the same service. If you do not have a product in stock, get it for them as quickly as possible.

• Get to know your customers personally. Make a point of getting to know and remembering their names and preferences. This is not always easy in a city environment, where you have a greater variety of people visiting your shop, but it is still worthwhile making the effort.

In many cases you actually want to do business with your customers’ children and grandchildren in the future.

• You must always be around for your customers. You can never anticipate when they will need something and therefore you should be in your shop all the time.

It is easier to do if you have a partner, like Theo’s wife Helen, who joined the business soon after they got married in 1991.

57

Equipment for softball Visit Sports Trader’s website for more product knowledge: www.sportstrader.co.za

W

hile most people probably know what basic equipment is needed to play softball — bat, ball, helmet, etc. —, informing your customers about exactly why they need one type of product over the other, can be a bit more tricky.

There are three types of softball. The main difference between the equipment used is the size of the ball.

• Slow pitch is the most common type. The ball is bigger than fast pitch: 30cm in circumference and weighs 178-198g. The size makes the ball slightly harder to throw and slows the game down, compared to the fast pitch game. o A flat seamed ball must have a minimum of 88 stitches in each cover that are sewn by the two-needle method.

• Fast pitch, as the name suggests, is played on a quicker pitch. The ball is 27.9cm in circumference and weighs 166.5-173.6g. o A flat seamed ball must have a minimum of 80 stitches in each cover that are sewn by the two-needle method.

• Modified-pitch (aka Chicago-style): players don’t use gloves. The ball is larger (about 41cm circumference) and softer than in the other forms of the game. The ball size limits the distance that the ball can travel.

Our cut-out-and-keep series to assist retailers with product knowledge Words: CARIN HARDISTY. Compiled with the help of www.isfsoftball.org, www. mizefastpitchdiamonds.com and hypertextbook.com

Ball construction Balls with a white cover and stitching are used in adult men’s and women’s fast pitch, junior men’s fast and slow pitch, and junior women’s fast pitch games.

Balls with the red stitching are used in adult men’s and women’s, junior girls’ and co-ed slow pitch games.

The ball must be smooth-seamed, concealedstitched or have a flat surface.

It may be hand- or machine-wound with a fine quality twisted yarn and covered with latex or rubber cement.

The core must be made of either long fibre kapok, a mixture of cork and rubber, a polyurethane mixture, or other ISF (International Softball Federation) approved materials.

The cover is made of chrome tanned horseor cowhide, synthetic material, or other ISF approved materials.

• It is attached by cement and sewn with waxed thread (cotton or linen), or have a molded cover bonded or molded integrally with the core, and have an authentic likeness of stitching.

Bat specifications Bats must be smooth and round. A bat may not exceed the following maximum dimensions: • Length: 86.4cm • Weight: 1 077g • Diameter (at largest part): 5.7cm Bats may not have any protrusions, which might present a hazard. These include exposed rivets, pins, rough or sharp edges, or any form of exterior fastener.

Bats must have a safety knob (minimum 0.6cm) protruding at a 90o angle from the handle. It may be molded, lathed, welded, or permanently fastened.

They must have a safety grip of cork, tape (not smooth, plastic tape) or composite material.

• Minimum length: 25.4cm • May not extend further than 38.1cm from the small end of the bat.

• Substances to enhance the grip (resin, pine

tar, sprays) may only be on the grip.

• Tape must be applied in a spiral. It does not have to be a solid layer, but may not exceed two layers.

Bat construction A bat may be made in one piece, may be assembled as a multi-piece, or as an interchangeable two-piece bat.

• If designed with interchangeable components, the components must have a unique locking key (to prevent uncertified combinations) and, when combined, all the component combinations must meet the same standards as a one-piece bat.

• May be made of metal, bamboo, plastic, graphite, carbon, magnesium, fiberglass, ceramic, or any other material approved by the ISF. o If laminated, it may contain only wood or adhesive.

Metal bats may be angular, may not have a wooden handle and may not have burrs or cracks.

• If it’s not made in one piece with the barrel end closed, the bat must have an approved insert (rubber, vinyl plastic, etc.) firmly secured at the large end of the bat. o The end cap must be firmly and permanently sealed, so that it cannot be removed without damaging the cap or barrel.

• The bat may not have rattles.

• There may be no signs of tampering. May only be altered (for example to mark it as someone’s property) on the knob end, and not on the barrel end. The ISF does not consider laser markings as altering the bat.

A warm-up bat must have an one-piece construction.The barrel end must be larger than 5.7cm and it must comply with the same safety grip and knob requirements as other bats.

Glove regulations Gloves may be worn by any person playing, but only the catcher and first baseman may use mitts.

• The main difference been a glove and mitt is that gloves have individual fingers, while mitts do not.

• The top lacing, webbing, etc. between the thumb and body of the glove or mitt may not be longer than 12.7cm.

• The catcher’s mitt usually has thicker padding in the finger areas and the first baseman’s mitt is bigger than the infielders’ gloves.

To p58

2014 May :: Sports Trader

p58 :: Apparel & Footwear

Softball equipment cont from p57 • There is a difference between in- and outfield gloves: infield gloves have a shallower pocket than their outfield counterparts (allows players to scoop the ball out quickly to the throwing hand) and outfield gloves have longer fingers than those of infield gloves.

• The glove and lacing may be any combination of colours, as long as none of the colours are the same as that of the ball.

• Gloves may not have circles on the outside that resemble a ball in colour or appearance.

Protective equipment It is important to convince your customers that they should invest in protective equipment.

Masks, throat protectors and helmets help to protect the player’s face and head.

• Fast pitch catchers (adult and youth) must wear masks, throat protectors and helmets.

• Slow pitch youth catchers must wear a mask with a helmet. o It is recommended that adult slow pitch catchers wear a mask.

• During warm-up pitches, catchers (adult and youth) and defensive players must wear masks, throat protectors and helmets.

Face masks and guards may not have cracks, be deformed or have missing padding.

• Any defensive or offensive player may wear

All fast-pitch catchers (adult and youth) must wear body protectors. Slow-pitch female catchers may wear body protectors.

or similar materials. Soles must be smooth, or have rubber (soft or hard) cleats.

• Players may not use detachable cleats that screw onto the shoe.

• Shoes may have a metal sole and heel plates, as long as the spikes on the plates do not extend more than 1.9cm from the sole or heel of the shoe.

• Rounded metal, hard plastic, nylon or polyurethane spikes may not be used.

Fast pitch catchers (adult and youth) must wear shin guards that protect the knee caps.

Caps

a plastic face mask or guard.

• Fast-pitch catchers may not wear plastic face masks or guards, apart from a regular one with throat protector.

Helmets A helmet must have an ear flap on each side.

The safety level must be the same — or better — than that provided by a full plastic cap with inside padding.

• Catchers and defensive players may wear helmets without earflaps.

• Defensive players may wear a cap, or approved helmet, in their team colours.

• Fast pitch offensive and on-deck batters, batter-runners and runners must wear helmets.

• Fast and slow pitch youth players who coach in the first and third base coach’s boxes and youth representatives that act as a bat boy or girl while on the field or in the dugout must wear a helmet.

Footwear Shoe uppers may be made of canvas, leather

All players on a team must wear the same colour caps. Caps are mandatory for male players, but for female players caps, visors and headbands are optional and may be mixed.

• Defensive players are allowed to wear helmets in the same colour as the team caps.

• Players are not allowed to wear plastic or hard visors.

Clothing Individual players may wear undershirts and sliding pants, even if the rest of the team does not.

• All undershirts and sliding pants worn in a team have to be the same style and colour.

• Numbers must be visible on the back of all uniform shirts and none may be indentical.

• Names may also be worn on the backs of the shirts, above the numbers.

New racket information cont from p54 Yonex Yonex, locally distributed by Shuttle Sports, is introducing new design technologies in their 2014 badminton range.

The Nanoray Z-Speed racket has a unique SBZ (Snab back zone) frame with explosive accelerating power that boosts the shuttle. The SBZ frame is thinner at the midway point at either side of the racket head. EX-HMG, a very elastic and strong material allows the frame to flex on impact and repel the shuttle with explosive acceleration and power. Extremely stiff Sonic metal in the lower part of the frame maximises the snap back effect and increases repulsion power to produce a crisp hitting sound. This increases swing speed by 10%. The new Yonex grommet pattern, Horizontal-A Concept, enabled them to create the smallest frame yet and to enlarge the sweet spot.

The new Arcsaber FB is the lightest racket in Yonex’s history. Nanometric technology combines innovative racket handling ability and deadly power. It is available in sonic blue and features a new grommet pattern design and a new built-in T-joint with control support cap.

The AC102EX, Yonex’s best-selling over grip since its launch in 1987, has sold enough to wrap three times around the world. It enhances the playability of a racket by absorbing shock and moisture to give a player outstanding levels of feel and control. It is made of polyurethane and has a width of 25mm and length of 1 200m.

Yonex has introduced two new footwear models to their range. The SHB-33EX is gentle on the feet and joints and has a good grip. Its upper is made of PU leather with polyster mesh and it is available in black/yellow.

The SHBSC2iEX is a low cut shoe with high power cushioning. It has a PU leather and polyester mesh upper and comes in navy blue.

Yonex’s SHB-33EX

Latest retail trends

Industry :: p59

Every three years suppliers of lighting, shopfitting, displays, point of sale and other equipment for retailers show the latest developments at the Euroshop trade show. YAMKELA MKEBE reports on the new trends seen at this year’s show. Photos: Messe Düsseldorf

T

he latest developments, designs, inventions, creations etc. in retail can be seen at the Euroshop trade show, attended by, retail executives interested in transforming their stores and putting effort into creating the best look to keep the interest of their customers.

Lighting, interior décor, technology, in-store

Lighting trends Lighting was identified as an important driving force in retail marketing by retailers attending the show. Proper in–store lighting plays a role in attracting new customers, creating a store brand image and convincing your customers to buy your products. This is a view shared by a number of exhibitors at this year’s EuroShop show.

Over 240 lighting exhibitors showed their lighting settings and different options of how to place their products in the right light’ to the visitors.

Due to their efficiency and low energy consumption, LED lighting technology emerged as the preferred lighting solution for retailers, a study done by EHI Retail Institute revealed.

This is mainly because LEDs are efficient and they are also friendly in energy consumption.

While a 60% share of total lighting in food retail uses LED technology, this lighting tech-

marketing, architecture and store design are some of the elements included in the four segments of the EuroShop 2014 show, which was held in Düsseldorf , Germany, in February.

The trade shows, which take place every third year, are used by retailers as a hub where they can get fresh ideas of how to improve their stores. A total of 109 000 trade visitors from 110 countries and 2 226 exhibitors

from 57 countries attended this year’s show — breaking the 2011 records of 107 000 visitors and 2 036 exhibitors from 53 countries. In 2005, the trade show experienced a decline in visitor numbers with about 90 000 visitors attending compared to about 92 000 at the previous show in 2002. However, starting from the 2008, 2011 and 2014 shows, the visitor numbers have been constantly increasing.

nology is still relatively new in clothing and fashion stores. In 2013 about 30% of non-food stores were using the LED lighting technology.

"Interactive lighting is an emerging topic,” says Lichtkompetenz’s lighting designer Joerg Krewinkel from Switzerland. “There will be active, dynamic solutions in shop windows, since today’s apps make handling easier. General handling of lighting is also meant to and will become easier.

“LED lighting has caught up with traditional lights. A lot is still going to happen in the coming years in this area,” adds Krewinkel.

One of the LED lighting options displayed at the show was a ceiling lighting design from Guttenberg. “We had a textile print design on an aluminum profile, which was attached to the ceiling and illuminated by LEDs behind it.

Under this ceiling, you simply feel more comfortable than under a regular white ceiling,” says Hendrik Lenfers.

The RGB lighting setting, however, which consists of different lighting colours and enhances a bright and colourful atmosphere is not yet To p60 popular, according to Lenfers.

2014 May :: Sports Trader

p60 :: Industry

Shopping becomes a fun activity with touch screens that provide information about products in the store (above) or allows a customer to see how they will look in a garment from all angles (right) or what a garment would look like in a different colour (see below).

Retail trends cont from p59 Use of technology Research done by the IGD ShopperVista, shows that consumers want retailers to use technology when interacting with them.

About 80% of retailers surveyed aim at maintaining or increasing their investment in technology. There are also about 70% of retailers who are working on upgrading their already existing software. This is according to a new study conducted by the National Retail Federation (NRF), Demandware and the University of Arizona.

More than 72% of shoppers would prefer having slips and vouchers sent straight to their mobile phones when doing food and grocery shopping. Mobile payment is one of the developments that experts anticipate will be in full operation in the near future — with smartphones used to make these payments.

“With all of us leading increasingly busy lifestyles, technology can help us budget and save time, as well as make more informed choices.

C-store shoppers are particularly keen to harness the power of their smartphones, from receiving coupons and information about new products, to comparing prices (69%) or finding products in-store (55%),” says IGD chief executive, Joanne Denney-Finch.

“The future of retail will envelop business platforms that enhance the endless opportunities that new technologies offer, such as systems that allow retailers to provide seamless, relevant and personalized interactions for all of their customers,” says Tom Litchford, NRF vice-President of Retail Technologies.

Due to the growth in the use of technology it is becoming increasingly accessible for retailers to improve communication with consumers. The digital platform is one of the tools retailers use to stay relevant and appealing to their customers. When executed well, digital usage is recommended over placards and

Sports Trader :: 2014 May

posters, says Marc Doderer, COO of Echion Corporate Communication in Augsburg, who also believes that it is no longer easy for static content to get through to the consumer.

“Movement is simply a requirement for emotional imagery these days,” he says. The use of digital display also plays a part in ensuring that products are visually appealing and easily remembered by customers.

Industry experts and retailers confirmed it.

“Digital signage allows for unusual marketing strategies,” says Klaus Lach, CEO and vicePresident of the European Visual Marketing Merchandising Association (VMM). “These new tools are a necessity in getting consumers’ attention. Nowadays the merchandiser should always check and see whether the deployment of digital design elements might be an option — keeping the needs of the target audience in mind.”

The use of digital is seen as a more engaging and interactive way of communicating and marketing between a retail store and its customers. Industry experts believe the in-store

digital approach might eventually include huge screens like the Ultra HD and the Full HD 3D. The affordability of LCD and plasma screens leaves retailers no excuse for not using the digital approach.

A major development is the use of smartphones as the remote control for interactive screens in the store. “Using QR codes on monitors, viewers can control and select displayed content based on their interests. For example, they could view presentations and submit requests to be contacted on monitors in shop windows, even on the weekend or after hours.

In addition such forms of individual control facilitate social media integration — another trend and a benefit offered by digital signage.

It’s the perfect interface between social media and POS,” says Patrick Schröder, from Dimedis.

Even with these technologies made available, consumers still want to physically visit the stores and have a tangible in-store experience. Therefore in-store design needs to be on point, attractive and convenient for the consumers.

Industry :: p61

The use of different materials create a completely different atmospheres: above rustic wood and painted cement floorts create a “man-friendly” store.

Right above: A modern take on the retro style.

Display designs The materials a retailer chooses for his store displays are just as important for creating an inviting shopping environment as other aspects like lighting, in-store marketing, architecture etc.

“What do you want to express? Materials should be used as language, underscoring the company philosophy,” explains Karl Schwitzke of German retail design company Schwitzke & Partner.

“We see two trends converging in the retail segment: one toward natural materials and another toward individualised designs,” says Klaus Monhoff, Director for Design and Décor Management at Egger Group in Austria.

“That’s why we expect an abundance of natural and substantial materials — rustic wood, for example, but also stone or concrete. Furthermore, the most convincing materials will be the ones that have some distinct feature enabling the creation of a customised appearance.”

Natural features such as waterfalls, wood, stone, etc. have been used internationally for quite some time and continue to be popular.

Raumprobe agency from Stuttgart last year made a list of the Top Ten materials most in demand for store designs.

Wood, plastics and textiles topped the list.

Coatings and metal sharing the next spot, followed by glass, concrete, stone, ceramics, sandwich structures and paper filling, in order of demand.

The carpet fibre brand Antron has identified four major trends for store carpet designs in 2014/15: • Sense of Touch consists of, optical illusions, materials with peaks and valleys, 3D effects, multi-layered and generally multifarious structures, as well as geometrical patterns and shapes. Modern black, grey and white with a shot of neon for contrast are the main colours.

• Recreate Century illustrates the revival of historical elements. Metallic surfaces and silver, high-gloss, copper hues and gold set the tone. Antiques are dominant, as is magnificence in the form of flamboyant patterns, for example.

Below right: Red and black plastic store dummies create a contemporay look.

Bottom: The clever use of wood creates a classic look for the Isobel Marant store in Hong Kong.

• Natural Minimalism consists of natural materials, clear, reduced forms, fine structures and surfaces, soft, powdery colours and the blue palette centred on indigo; • Global Patchwork displays the fusion of distinct cultural influences, including ethic, Native American and African styles, the modern understanding of tradition, the mixture of decors, materials, crafts and industrial manufacturing, as well as colourful, shiny nuances.

Retailers can also combine two or even more of these trends in their stores.

Retailers can use unrelated materials together, for example concrete, glass and natural materials such as wood. “It’s trendy to play with contrasts and allow combinations of contradictory styles,” says Nina Freund of Freund GmbH. “Viewing habits can also be broken, for example by, installing traditional floor coverings on the ceiling or by using the same parquet for floor, wall and ceiling,” adds Schwitzke.

Retailers should be aware of what connections, colours, textures, different materials etc. form, with each other, and the image they wish to express.

2014 May :: Sports Trader

p62 :: Industry

The China Syndrome SAFLIA executive director Jirka Vymetal dispels some myths about manufacturing in China and Trudi du Toit looks at alternative options to Made in China. Perhaps even closer to home?

W

orking in China for the past three years changed his whole perspective on footwear manufacturing, says new SA Footwear and Leather Industries Association (SAFLIA) executive director Jirka Vymetal.

Instead of the image most people have of Chinese factories — huge halls with thousands of workers busy behind rows of machines — the factories where most footwear for South African brands would be made are small, and the structures very informal, he found. Some of the smaller factories don’t have much machinery — save a few closing machines. “They cut by hand, they last by hand, they tack by hand, everything is done by hand.”

As GM Asia for Jordan & Co, Vymetal’s task was to ensure that the correct quality, correct style and correct colour merchandise was manufactured and shipped from the Chinese factories at the expected time. “China (manufacturing)

Many Chinese factories are small, and the structures very informal. Some of them don’t have much machinery — save a few closing machines. They cut by hand, they last by hand, they tack by hand was a huge challenge for us to keep right. If you don’t know what you’re doing, you can lose a lot of money,” he says. “Chinese factories are brilliant at cutting costs to the detrement of quality.”

There are numerous different footwear manufacturing areas in China, recounts Vymetal, each specialising in making a certain type of footwear — like PU or leather, men’s or ladies, etc. He

was based in Dongguan, a city with a population of about 8.5 million, almost in the center of southern China’s Guangdong Province. One of three main footwear exporting provinces, the other two being Fujian and Zhejiang. A lot of cities specialise in either mens or ladies footwear i.e. Huangbu and Jilong for ladies fashion PU, or Wenzhou for mens production.

“There are thousands of little factories in each area,” says Vymetal. “In Huangbu and Jilong alone there are a couple of thousand little enterprises.”

The huge factories mainly manufacture for global brands and European and American chain stores. Some of the big brands would have their own factories, employing thousands of people.

“We can’t afford to buy from the big factories, for two main reasons — the cost, as the infrastructure is better, the overheads are higher, and the workers are paid better, and secondly, the minimum order quantity, which could be about 5 000 pairs per style per colour.”

South African brands would therefore have to pay a big premium for our much smaller volumes. Instead, they would opt for the many smaller factories — some slightly bigger than a restaurant in a shopping mall — where about 30 workers would make about 500 pairs in two or three days.

“Most of the workers work on a piece rate — they would be told: here is a 500 pair order and you’ll each get RMBxyz for that order. They will then go off and make it and rush to finish as soon as possible.”

The Quality Assurer’s (QA) job is therefore of vital importance, because his/her responsibility is to make sure that the full batch meets the standards of the sample that was approved.

Especially, since the workers would sometimes work till 11-12 at night in order to finish an assignment, with little control over who helps to complete the work.

Anybody who believes manufacturing in China is easy money is naive, says Vymetal.

Trading houses Companies with some experience of manufacturing in China would all work through trading houses. “That is where you build your relation-

Sports Trader :: 2014 May

Industry :: p63

ship, not with the factory,” he explains. “You find a trading house that represents 10-15 factories that deliver the right product for you at the right price, and work through them.”

This not only saves you the difficult task of trying to find a factory that will be able to make the product you require, but it protects you from unscrupulous factory bosses that might disappear once the deposit has been paid.

But, even though there are some very good trading houses, the brand must still accept responsibility for the quality of the product through regular consignment inspections by QA’s. “In theory the trading house checks that the bulk order looks like the sample — but in reality that does not always happen. You have to check them yourself,” advises Vymetal.

He recommends a good read for anyone importing from China, or intending to do so, a book entitled Poorly Made in China, by Paul Midler. He says it helped him understand the Chinese way of doing business.

Move from China While Vymetal believes that it is currently not possible to compete with China when it comes to manufacturing PU footwear, “we are now reaching a point where we can seriously ask: when it comes to manufacturing good leather footwear, is it better to do it in China, or here in South Africa? The time is coming close when we will say it is better to make it here.”

That will be one of his tasks at SAFLIA — to promote local manufacturing — which will benefit from the high exchange rate, China becoming more expensive and other potential manufacturing countries not quite on stream yet.

Returning closer to shore manufacturing is a concept discussed across many industries.

In only a few years’ time labour costs in China will be equal to that in Portugal, or Eastern European countries, and closer to market production will become more important, Steve Evans, director of the new EPSCR Centre for Innovative Manufacturing and advisor to the UK government on trends in manufacturing, told the World Federation of Sporting Goods Industry (WFSGI) forum on The Future Of Manufacturing To p64 held in Taiwan last year.

Can SA meet

international needs?

Yes, we can, say South African textile and sportswear manufacturers. We have always been renowned for quality, durability and good infrastructure. We can meet the most stringent international requirements, they told TRUDI du TOIT

S

outh African clothing and textile manufacturers have no doubt that they are well prepared to meet the challenge should international brands and retailers become interested in manufacturing in South Africa ... after all, many international brands already have garments manufactured in South Africa, and several local manufacturers export.

For example, Cape Town factory Impahla Clothing has Puma as an exclusive customer.

Cape Union Mart’s K-Way factory manufactures highly technical, high value garments, that can compete with the best in the world.

The factory, which doubled in size, makes about 450 000 garments per year.

While South Africa is still their biggest market, Gelvenor Textiles have been supplying textiles to the rest of the world — especially aeronautical fabrics and medical fabrics to the US, Russia, Germany Switzerland ... and even China, says Sefton Fripp. Former Eastern block countries like Poland and the Czech Republic have also started to import their fabrics. They have supplied fashion, sport and outdoor fabrics to the world’s biggest sport retail chain, Dėcathlon, and later this year they hope to add more international outdoor customers when they exhibit at the OutDoor Show in Friedrichshafen.

These are but a few examples of South African expertise.

“In my opinion, we are well positioned to

take on the smaller and medium sized international runs right now,” says Tammy Rutherford of sportswear manufacturer Second Skins.

“The skills and infrastructure are available, and with some labour law reviews and a little attitude adjustment, we could become a real player internationally. With our weak currency we are having a sale right now.”

There are many benefits for international brands, local distributors or big South African retailers to manufacture locally.

“Speed to market is important and we have the capacity to manufacture an order from start to finish in two weeks,” says Fripp.

“Depending on volume, our average lead times for garments are four to six weeks,” says Ajit Valjee of JMV Textiles. “We are a fully vertical operation — we knit, dye, finish fabric and sew garments on our premises.”

While Second Skins works on approximately half the turnaround time required by Asian factories, their flexibility is even more of an advantage, says Rutherford.

The large volumes manufactured in the larger Asian factories is an advantage for them — as well as their Achilles heel, he says. “We thrive on the 500 to 5 000 unit orders, which they are reluctant to set up for.”

While Second Skins focus on custom made shorter run products, which is unique to their customers, productivity tests have shown that they could be very competitive To p64

2014 May :: Sports Trader

p64 :: Industry

Fruit of the Loom manufacture in Africa A major international brand, Fruit of the Loom, has been manufacturing in Africa since 1994. The brand, which is part of Warren Buffet’s Berkshire Hathaway Group, established a sewing plant in Morocco in 1994, and in 2005 invested $140-m in a stateof-the-art textile plant in Skhirat, Morocco.

They can now manufacture a product for the European market from receipt of raw cotton to finished product in four weeks.

The site, which is as big as 73 football pitches, includes a purpose built sub-station, water treatment facility and a water recycling plant. After coming on stream in 2008, they now export more than 100-m pieces of clothing per year and the 4 000 employees manufacture more than 2-m garments per week.

They operate four sewing plants in Morocco, producing t-shirts, sweatshirts and jog pants. They introduced an innovative team concept to sew garments. The sewing plant is made up of cells with 8-10 operators in each team, where each operator has a specific task to complete, including ensuring every product meets quality standards. This system improves efficiency, they found.

The Fruit of the Loom factory has its own fire station to improve safety in the plant that works with highly flammable cotton. All their garments also conform to the international Oeko-Tex Standard 100, certifying that they contain no substances that are harmful to either people or the environment.

Yes, we can! cont from p63 should they get the volume orders, and textile duties are reduced, adds Brett Trollip.

“The end user can proudly buy a quality made in South Africa product with little carbon impact, adds Valjee. We need to boost the local clothing and textile business, because the people who work in these factories support and purchase the popular brands.”

Savings on freight costs, exemption from the 22% textile and 40% clothing duties, as well as flexibility in terms of local market demands, are other benefits of manufacturing locally ... apart from helping to create jobs and stimulating the local economy.

Job creation It seems that the ailing garment and textile industry is on the mend. In 2013 job losses in the clothing and textile industry declined “by a whopping 66%” when compared to 2010, SA Clothing and Textile Workers Union (SACTWU) general secretary Andre Kriel told the union’s national executive meeting.

In 2011 the losses dropped almost 50% from 10 119 to 5 338 jobs lost, and in 2013 the number of jobs lost further dropped to 3 416.

SACTWU attributes the turnaround to more decisive government support for the garment industry and the union’s aggressive Save Jobs campaign, which includes a local procurement component.

Local industries have indeed benefitted from the local procurement legislation, says Fripp, who saw a surge in demand for local product — garments as well as fabric — after the act became law at the end of 2012.

But, Government can’t create jobs, he emphasises. “Government needs to create an environment where business can create jobs. That is the only way for the economy to grow and to

Sports Trader :: 2014 May

curb inflation.”

Competitiveness While South African manufacturers are unanimous that they will pass the quality and deliverability tests, they also agree that they do face big challenges when it comes to competing against cheaper imports.

South African quality is very good, often better than the imports from the East, but buyers are not always prepared to pay for it, says Fripp.

There are also many factors that add to the cost of local manufacturers, including 22% tax on raw materials.

One way government can create jobs is to stop all the illegal imports and the under-invocing, suggests Fripp.

Had the illegal importers been paying the taxes that were due, government would have had so much more money available to try and stimulate jobs.

In addition, it would level the playing fields for local manucaturers. By not paying taxes — or paying less than what is due — illegal importers can lower their prices by as much as 40%, so that they can bring in a finished article that is less expensive than the raw materials.

The fact that they don’t have to pay duties on exports to South Africa, also made neighbouring countries attractive manufacturing alternatives.

While local manufacturers are asked to quote for monthly drops delivered to a store and then have to recover garments that were returned to fix or replace them — or credit the retailer — none of this is required of the volume import supplier, says Trollip.

On top of that, overseas manufacturers get paid up front while local manufacturers often have to finance the retailer, he adds.

Minimum wages As in the rest of the world, a big bugbear for local manufacturers is the L-word: labour.

Several international analysts have pointed out the hypocrisy of international purchasing managers who profess to be concerned about issues like fair trade, free trade, social responsibility, environmental responsibility etc. — yet, are only interested in manufacturers who offer the lowest labour cost.

Rather than seeking the cheapest labour country, some of the more successful garment manufacturers have reduced overheads by increasing worker productivity by improving staff training and investing in cutting edge machinery, argues international clothing manufacturer David Birnbaum in his blog, Something to consider.

In a factory with the latest equipment and well-trained workers, productivity will increase even more, reducing overhead costs further, even though labour costs are higher, he argues.

Local manufacturers are skeptical.

If you comply with all South African legal requirements, keep to decent working hours, ensure safe working conditions, pay reasonable minimum wages, and comply with all tax requirements, you are at a disadvantage if you want to compete against Asian manufacturers on price, says Valjee.

South Africa used to be one of the cheapest labour bases, now it is one of the most expensive, adds Fripp. “It would be fine if productivity was linked to that — but it’s not. We’re getting the same level of productivity at a much higher price.”

Absenteeism and the number of paid public holidays further add to labour costs, says Brett Trollip of Second Skins.

Available raw materials The local availability of raw materials is a Catch 22 situation: high volume orders reduce costs, To p65 and make it viable

Advertorial :: p65

The company that has stood the test of South African manufacturing conditions.

E

stablished in 1965 as a weaver, dyer and finisher of synthetic and manmade continuous filament lining fabrics, Gelvenor Textiles is today a leading and environmentally responsible South African manufacturer of woven fabrics.

They are a 100% South African manufacturer that supports the economy by buying product locally and creating 250 jobs in their plant.

They offer clients a quick turnaround time, which is usually a handful of weeks instead of months. They can help their clients develop their own colour palette, which can be topped up quickly, as needed.

Their fabrics are equally in demand by international companies as by local clothing manufacturers and stores, who trust the quality of Gelvenor Textiles’ products.

They are constantly exploring new opportunities for product innovation and market growth.

Distinctly Blue is the new green Gelvenor Textiles are very proud of their green footprint and commitment to finding sustainable solutions. Distinctly Blue is a programme they developed to design fabrics that are not only innovative, but also environmentally sustainable.

Distinctly Blue is the new green.

They constantly assess the impact of their manufacturing practices, life cycle of products and supply chain, and devise ways to decrease them. This includes lowering emissions, paying zero effluent charges due to their recycling efforts, lower water and energy consumption and minimising all waste.

Their success lies in their “continual investment in research and technology, and in an on-going drive for the production of innovative fabrics to achieve total customer service and satisfaction”.

Textile ranges Gelvenor Textiles create woven fabrics for five different applications: • Technical apparel: ideal for a variety of garments for urban outdoor, school, fashion and corporate clothing, the range is durable, offers

long-term colour fastness, and features easyto-care-for properties, which suit today’s busy lifestyles. Gelvenor Textiles focused on comfort, innovation and long-term performance when developing the fabric.

• Outdoor lifestyle: ideal for sportswear, tents, life jackets, sleeping bags, backpacks, etc. these fabrics offer the highest performance.

Four technical finishes can be added to these performance textiles: UV or SPF, moisture management, Rucoguard (durable water repellent and fabric protector) and Vital Protection (insect repellent).

• Protective: the range includes fire retardant fabrics, which are not treated — instead the fibres and yarns are inherently flame retardant for the lifespan of the garment.

• Aeronautical: the company has spent 30 years researching and developing yarns and coatings that are used for world-class aeronautical equipment such as parachutes, paraglider fabrics (top skins, bottom skins and ribs), parasails, etc.

• Industrial: precision woven synthetic products feature in this range for the mining, manufacturing, transportation, geotechnical, reinforcing and leno woven fabrics industries.

It is possible to apply moisture management, anti-microbial, durable water repellent, insect repellent, wrinkle-free and soil release applications to most of their fabrics (Technical apparel, Outdoor lifestyle and Protective ranges).

Fabric brands Their fabrics are grouped under these brands: • Qantec (100% Polyamide 6.6) is suitable for all sport and outdoor activities, and is ideal for urban outdoor wear. The durable, breathable, comfortable, multipurpose activewear fabric is up to six times stronger than conventional fabric. The Nylon 6.6 parallel technology improves colour fastness, protects against light exposure degradation and offers improved tensile properties and abrasion resistance.

• Qantrel (microfiber) was developed specifically for sports-, workwear, medical, pharmaceutical and HACCP applications. Designed for performance and comfort, it is breathable, soft and does not irritate the skin, is easy to care for, lightweight, has superb colour fastness and has barrier properties on select fabrics. It is made with an eco-friendly dye process, and is fully recyclable.

• Team Puma (100% Polyester-Rip stop weave) is their wild cat range of tent fabric, designed to provide comfort in the demanding African climate. It features UV coating and has rot resistant, anti-fungal, waterproofing, colour fastness and soil resistant properties. It is also possible to apply Rucoguard

(durable water repellent and fabric protector), Vital Protection (insect repellent), thermal regulation and flame retardant to the fabric. It is available in three weights: Ingwe (550g/m2), Caracal (410g/m2) and Civet (300g/m2).

• APC (Africa Poly/Cotton) fabric,designed to suit the hot and humid African climate, is ideal for corporate and fashion wear in cotton/Polyamide and cotton/Polyester blends.It is multipurpose, durable, functional, lightweight, breathable and easy to care for. It also absorbs moisture (for comfort and antistatic effects), is versatile, easy to sew, has excellent wash stability (less shrinkage than 100% cotton), is tear resistant and fully recyclable.

• Granite (100% Polyester) is made into products for corporate, school, military, medical or hospitality wear. The robust, durable, hardwearing multipurpose fabric is designed to last a lifetime. It offers superb colour fastness, high strength-to-weight ratio, easy care (quick dry wash and wear functionality), excellent wash stability and is fully recyclable.

For more information contact Gelvenor Textiles on Tel: 031 736 8000 or email: customerinfo@gelvenor.co.za. Alternatively visit www.gelvenor.com.

2014 May :: Sports Trader

Millions

p66 :: Industry 30

T-shirt imports from SACU (Volume)

T-shirt imports SACU (R/unit)

25

40 35

20

15

10

SACU Imports

30

Namibia

25

Lesotho

20

Botswana

15

Swaziland

10 5

5

0 2009

0 2009

2010

2011

2012

Since 2011 t-shirt imports into South Africa from neighbouring manufacturing countries in the Southern African Customs Union (SACU) like Swaziland and Lesotho grew considerably — the number of units are in millions.

Africa to replace China? cont from p63 Nearly three-quarters of the chief purchasing officers in 29 European and US apparel companies were planning to decrease their sourcing from China, and shift production to countries with lower labour costs, according to a recent study by McKinsey & Company, quoted in the Sourcing Online Journal. Higher labour costs is seen as the main reason for increasing costs, followed by costs of raw materials and fabric and yarns.

The era of Chinese manufacturing dominance built on low wages is coming to an end because there are now other countries with even lower wages, says George Friedman in the Stratfor Global Intelligence report The PC16: Identifying China’s Successors.

After the Industrial Revolution there had been many countries that grew their economies on low wages paid to desperate and large workforces — from England, to America to Japan and Germany after WW11. But, eventually wages rise and the rate of growth slows down, as it is no longer profitable to produce simple products for the mass market — and other countries replace it as a production source. The same is happening in China, Friedman argues.

Clothing and footwear manufacturers historically lead this trend, because they provide work opportunities for a large number of people who are prepared to work for low wages.

China’s replacements Because of the existing infrastructure and availability of so many raw materials Vymetal believes that China will remain the main sourcing country for at least the next five years.

“While countries like Bangladesh, Vietnam, Camodia, India, etc have the skills to make the product at a good price, they lack the infrastucture,” he says.

They can therefore make shoes in basic colours, but don’t have access to the hundreds of colours available to Chinese manufacturers. And factories situated in rural areas — where labour costs are the lowest — can expect long delays in getting the products to a port to be shipped, because the infrastructure is lacking. Labourers in cities close to ports, on the other hand, are

Sports Trader :: 2014 May

2010

2011

2012

2013

2013

SACU countries do not pay the 40% duty on finished garment exports to South Africa.

Since 2011 the Rand rate per unit for t-shirts has been dropping exponentially as import volumes grew. Graphs compiled from statistics supplied by Statistics SA.

demanding higher wages.

Most global analysts agree on two things: it is time to seek an alternative to China as a manufactuing country — but no single country can replace China. They are therefore looking at several countries as possible successors.

Three-quarters of the respondents to a juststyle.com survey on the future of global manufacturing said they would move their garment manufacturing business to other Asian countries, from 2015 onwards. Respondents were especially interested in manufacturing in Bangladesh, followed by Vietnam and Cambodia, then India and Pakistan, supporting the trend to move manufacturing to low wage countries.

Protests, fires and collapses But, in the age of fast global communication, even deperately poor workers in low-wage countries are not unaware of issues like workers’ rights and minimum wages.

Brands that had moved production to Bangladesh were shocked last September by violent police retaliation against apparel workers demanding an increase of the monthly minimum

If you follow the money, the next logical places that we’re going to be looking at will be in Africa wage of $38 to $100, which forced 400 of the country’s 5 000 garment factories to shut down.

This followed the death of more than 1 100 people in April after a building housing several apparel factories collapsed and prior to that, the death of 120 people in a factory fire.

Recently, workers at a Nike factory in Phnom Penh, Cambodia, were injured and killed during violent clampdowns on demonstrators striking for a better wage, and last year two workers died and nine were injured when a small sportshoe factory outside Phnom Penh collapsed.

This has made global purchasing officers wary about the risk of moving manufacturing to low wage countries in Asia.

Africa’s time?

Africa with its low wages and relative proximity to

Europe and the US, has been named as the next sourcing destination for some of the respondents in the just-style survey, editor Leonie Barrie told a webinar on global manufacturing trends.

“If you follow the money, the next logical places that we’re going to be looking at will likely be in Africa,” Bob McKee, fashion industry strategy director of Infor, sponsor of the juststyle survey, told the webinar.

“The next apparel manufacturing country will have a large population moving from agriculture to apparel manufacturing, he says. Central Africa is the most logical next sourcing destination in the next few decades, as there has been a lot of Chinese investment in roads and infrastructure.”

The investment potential of Africa is starting to look more and more attractive — political conflicts have declined, stable economies are becoming the norm, the use of mobile and ecommerce is growing and there is a large dynamic, young population, states a report on Ethiopia — the emerging textile and clothing industry 2014, from Research and Markets.

Nigeria is among the emerging market countries with the fastest growing economies in the world, ranked by GDP, reports Sarah Boumphrey of Euromonitor (http://blog.euromonitor.com/ africa). Nigeria is second to China in terms of growth, and Euromonitor expects the Nigerian economy to grow by 6.6% in real terms in 2014.

China is still the growth leader, with the Phillipines in third place, followed by Bangladesh and India. Kenya, Ethiopia, Ghana, Tanzania and Cameroon have been identified by Euromonitor as the African countries with the highest growth over the next years.

When they selected the 16 countries most likely to succeed China (the PC16) they excluded countries that are growing because of energy or mineral extraction — like South Africa, says Friedman. His model is based on economic growth in undeveloped countries, purely driven by manufacturing, offering employment to desperately poor workers.

He believes the most likely successors are clustered around the Indian Ocean basin — especially in the eastern part of sub-Saharan Africa, namely Tanzania, Kenya, Uganda and Ethiopia.

Across the sea are Sri Lanka, Indonesia, Myanmar and Bangladesh. Other possible successors are in Latin America.

To p67

Industry :: p67

Sustainable survival Instead of seeking the factory with the lowest labour costs, brands and retailers should rather concentrate on other ways of reducing costs — for example, through more efficient manufacturing, reducing material waste and cutting down on the highest costs of all: markdowns, fashion analyst Bob McKee said in a webinar conducted by just-style.com.

“We’re throwing tons of money away, yet we’re travelling all over the world to try to figure out where we can save two cents an hour on labour.”

Many South African manufacturers have followed this advice.

“We had to make a conscious effort to reduce the cost of waste,” says Sefton Fripp of Gelvenor Textiles. For them it was more a case of survival than just going green and being eco-friendly. “If we didn’t make those changes, the cost of doing business would have been excorbitant.”

For example, they source all raw materials from blue sign European suppliers; they are one of the few South African companies with their own effluent treatment plant, and because the quality of their effluent is so good, they don’t pay the municipality for effluent. They use the large roof of their factory to harvest water; instead of relying on electricity, they generate their own power with superheated steam. They practice cradle to grave sourcing by ensuring that as much waste as possible is recycled — for example, fabric edges are used for stuffing.

Everything they dispose of come with certificate that it has been done in a safe, environmentallyfriendly, way.

JMV Textiles installed a water purification plant, which cuts costs, as well as being clean and it saves a scarce resource. They completed an Eskom rebate initiative to cut their electricity usage substantially, upgraded various machinery that are more cost effective for electricity usage, and introduced environment-friendly waste disposal.

South Africans were part of the task force drafting the ISO 26000 standard, which provides guidance on how businesses and organizations can operate in a socially responsible way, says Jonathon Hanks of Incite Sustainability.

The Impahla Clothing factory in Cape Town, received two sustainability awards in the 2013 Industrial Development Corporation Business Partner Awards. In 2007 Impahla participated in Puma’s international pilot project for small and medium suppliers to submit sustainability

reports that conform to global reporting standards. Since then, Impahla has produced four sustainability reports and in 2012 produced their first integrated report.

The reporting process and associated awareness activities on social responsibility have been valuable in highlighting key areas for improvement, a Cape Town MBA student found who studied the factory.

Massmart has implemented an Ethical Sourcing Programme to create better and safer working conditions in the factories that supply them, says Tan Gill, Walmart Senior Director, Ethical Sourcing. Apart from conducting ethical sourcing audits of suppliers, they are also investing in training initiatives.

“What people seem to have forgotten is that

Purchasing managers would fly all over the world to find a factory where they will save a few cents on labour, instead of finding other ways of reducing costs, like more efficient manufacturing, cutting down on waste, and stopping markdowns clothing is hand made by real people,” says Brett Trollip of Second Skins. “If their environment was lousy, productivity would drop; if they didn’t feel safe, productivity would drop; if they were dissatisfied, productivity would drop.”

Sustainable futures Gelvenor Textiles is introducing a project in the surrounding Hammarsdale community that offers seamstresses with the necessary skills sets the opportunity to form small CMT’s to produce basic, but much needed, items like school uniforms.

They sell these in the community, and use the proceeds to buy more fabric, for more garments.

Eventually there will be many such self-sufficient small enterprises, envisages Fripp. “This could well be the future of manufacturing, where you link productivity to income.”

Finding China’s replacement cont from p66 Southern Africa beckons French speaking countries like Mauritius and Madagascar have been attractive destinations for French companies like retail giant Dėcathlon, with their 600-odd warehouse-size sport stores.

This also benefitted South African textile manufacturers like Gelvenor Textiles, which is much closer to the factories on the islands than Asian suppliers.

Southern African Customs Union (SACU) countries, especially Lesotho and Swaziland, have attracted international brands seeking African manufacturers — especially since they can import textiles from South Africa and export finished garments to South Africa without paying

the 22% duty on textiles and 40% duty on finished products (see charts p66). In terms of the SACU agreement of 2004 these countries retain a revenue sharing arrangement with South Africa for customs and excise duties.

Although factories in these countries are not governed by the same minimum wage legislation as South African manufacturers, a number of factories work with compliance agencies like the Better Works Lesotho (BWL) programme to “improve compliance with labour standards and promoting competitiveness in factories,” says Kristina Kurths.

“For brands, particularly those that are US based, participation in the programme is im-

SA factories cont from p64

to produce a variety of ranges and colours. But, because demand dropped after manufacturers started importing, pricing is higher and ranges have become smaller.

This has already resulted in yarn spinners all but disappearing. “Clothing manufacturers need to be careful. If they destroy the local textile industry, they will be at the mercy of whatever is available form the East,”says Fripp.

Furthermore, regular customers with high volume orders will get a more competitive price than a once-off buyer of less than 1 000 metres, says Fripp. Some manufacturers, however, rather buy from a wholesaler because they believe they have to buy fabric in bulk from local manufacturers.

Which is not correct, says Fripp. “You can buy 1 000 meters from which you can make 2 000 pairs of shorts — which would be about an order for a big school.”

Price is the only challenge for South African manufacturers that want to source local fabrics, says Valjee. “We have the raw materials, the technologically advanced knitting machines, environmentally friendly dyeing machines and a strong garment manufacturing team.”

Being at the bottom of the supply chain, the fabric supplier is always at the losing end when it comes to price, says Fripp. “We get excited about making 10% margin.” Which is very small compared to margins higher up the supply chain — but, he is philosophical about the fact that a garment manufacturer who has to produce at a set price, must save costs wherever possible.

Importing fabric is also not challenge free.

Manufacturers who import specialised technical fabrics experience serious trust issues with Eastern manufacturers, as they often don’t have the capability to test imported fabrics against the claims made, says Trollip. “We therefore have to conduct tests in overseas laboratories, and that is very expensive.”

He maintains there are no local textile manufacturers that can supply the fabrics they need.

The quality fabrics are available here, counters Fripp — provided manufacturers are prepared to pay for the quality they require. Their returns are less than 1% of turnover, indicating customer satisfaction. It is all about relationships, he says. “As a relationship grows and we get more repeat business, it becomes a partnership, and that is when benefits start kicking in.” portant because it demonstrates a factory’s commitment to a process of continuous improvement,” says Kurth.

“In a factory client-satisfaction survey that we conducted in late 2012, six out of ten factories responded that their order situation did improve since they joined BWL,” she adds. “Several also mentioned that improvements made through BWL advisory services strengthened their relationships with existing and potential buyers.”

A 2012 survey of South African suppliers operating in Lesotho, however, showed that they were reluctant to join because they believed the BWL annual subscription fee was too high, she says. Factories were also concerned that they are getting inspected twice, as they are also inspected by the Lesotho Labour Department.

2014 May :: Sports Trader

Social media not for business p68 :: Industry

Retailers in the industry do not like to communicate or find business news on Facebook or Twitter — but they do use social media to communicate with their customers

S

outh African sport, outdoor and lifestyle clothing retailers are responding well to the growing consumer demand for communication via social media and mobiles — but they do not want to receive news or any other communications via social media or cell phones.

Nearly 60% of the 15 080 consumer respondents from 15 countries (including South Africa) that took part in the 2013 PwC Global Total retail Survey said they use social media as part of their shopping experience, e.g. to follow favourite brands or retailers, or research a brand (59%) or discover brands (58%).

Nearly half (48%) have used social media channels to buy products.

Clothing and footwear is researched and bought via social media by the second highest percentage of respondents to the PwC survey (54%), with 17% of respondents researching sport and outdoor equipment via social media.

Retailers not tweeters Sports Trader’s retail readers have taken note of these changes in consumer behaviour: • 63% Of the respondents to our ongoing reader survey (see box) have Facebook pages to promote their stores; • 35% Use Twitter to communicate with customers; Yet, not one (none) of the retailers want to be contacted via social media, SMS, Skype, messages on their websites or internet forums.

• Not one of them want to receive product news via SMS, while only 4% find new prod-

uct information on Facebook and 12% have read information on retail trends on Facebook.

• Most respondents (84%) prefer to communicate with email, compared to 24% who prefer the telephone as communication tool and 4% who like to receive faxes.

• Most (79%) Sports Trader respondents have websites to attract customers and 42% sell online via their websites, with an additional 42% who want to sell online in future.

Online shoppers growing This confirms the PwC survey finding that South African retailers increasingly want to sell online, but poor delivery and infrastructure and our slow and costly internet networks are barriers to online trading.

The number of South African consumers who shop online is growing rapidly — 25% South African respondents to the PwC survey bought online for the first time during the past year and 45% became online shoppers during the past two years.

Only 15% of the South African survey respondents have never shopped online.

This new conversion to online shopping could be a reason why South Africans (and Brazilians) are the most concerned about personal data security, suggests the PwC report, with 61% mentioning mistrust of the security as a reason for not shopping online.

Of the 1 234 PwC respondents who don’t shop online, 54% said they prefer to touch and try on a product in a store, 52% said they

Social media not yet for advertising Facebook and other social media platforms like Twitter and Linkedin are not effective advertising tools. In fact, one of the biggest social media campaigns in 2011 had cost Pepsi Cola about 5% of their market share, which they never recovered, says Bob Hoffman, advertising guru, The Ad Contrarian blogger and author of 101 Contrarian Ideas About Advertising.

He mentions an IBM study that showed that even in the US social media had little impact on sales on Black Friday — traditionally the biggest sales day for retailers as it kicks off the Christmas season — contributing only 0.34% of online sales in 2012.

What’s more, says Hoffman, a report by researchers McKinsey & Company say that email is 40x more effective to win customers than Facebook and Twitter combined.

Sports Trader :: 2014 May

What our readers want Sports Trader’s retail readers treat the magazine as a reference tool for business, rather than as a disposable good read that is discarded soon after it has been read. Our on-going retailer reader survey show: • Most (64%) of our respondents only want to read Sports Trader in a printed format – even though we encourage readers to sign up for our online Emag .

• Most Emag subscribers want to receive the (same) magazine in the printed format as well because they keep Sports Trader for reference (52%), for ordering products (40%) or use the magazine for staff training and presentations (28%).

• In Sports Trader, 80% of the respondents read all our Product Knowledge articles, 76% read news about new product launches, 68% read information about growth in market sectors and 68% read most of our articles.

• Most respondents (83%) regularly use our annual Sports Trader Retail Directory, in which we list all suppliers – 39% describe it as the essential reference tool for their businesses.

• Only 8% of our retail readers find information about new products in consumer publications, while another 8% read other trade publications for retail news.

• Most (83%) respondents want to receive information about new products from visiting sales agents, 58% get information from the websites of suppliers, 46% from newsletters sent by the brand, 38% from consumers looking for the product and 17% from internet reviews.

The Sports Trader Reader Survey is completely anonymous. Please take 5 minutes to complete it at https://www.surveymonkey. com/s/FRM96V5.

prefer the in-store experience, 43% are worried about security data and 35% do not trust online payments.

50 the new 30 Age is no longer a predictor of consumer preferences as the lifestyle attitudes of South African 50-year old consumers are becoming very similar to that of 30-year olds, Gfk South Africa researchers found.

They used AMPS data from 2007 to 2012 to compare attitudes of 30 and 50-year olds and found that in LSM 7-10 the 50 year olds’ attitudes were becoming similar to the 30 year olds’ in terms of the reason why they chose brands, attitude to going out, and keeping up with the latest fashion and style.

The research suggests that brands broaden their focus from the 18-35 market segment to include 18-59 year olds, more especially for brand innovation and brand development.

The 50-year olds are aware that buying certain brands will improve their self-image ... and they have the money to spend.

Trade shows

Trade shows :: IBC

From left to right: Evert Ferreira (middle) explains the benefits of Skins compression to a customer; consumers made use of the opportunity to inspect what top brands like Trek and adidas offer; discounts offered on the Cape Union Mart stand were popular.

Argus Expo still as popular THE CAPE Argus Momentum Lifecycle Expo — South Africa’s largest cycling, fitness and healthy lifestyle expo — was as popular as it was last year. Approximately 80 000 visitors attended the expo held 6-8 March, the three days leading up to the main event, the Cape Argus Cycle Race.

The event that last year attracted a similar amount of visitors was also the registration point for the 35 000 cycle race riders that entered the race.

This year there were approximately 170 exhibitors with 349 stands — 29 more than last year and the most they have ever had — showcasing new products and selling items to cycling fans at the Good Hope Centre in Cape Town Retailers such as Chris Willemse Cycles, Maillot Jaune, Coimbra Cycle House, Cape Union Mart, and Sportsmans Warehouse were among the stores with discounts, specials and variety to offer visitors that

BOFE THE BUSINESS and Opportunities and Franchise Expo (BOFE) will take place 11-14 September at the Coca-Cola Dome in Northriding, Johannesburg. Entrepreneur-relevant topics will be presented by industry leaders. Visitors will be able to engage with exhibitors regarding franchise opportunities with established brands, as well as new opportunities available.

GDS Winter Show THE GDS Winter show — held 12-14 March in Düsseldorf, Germany, with 800 exhibitors from over 30 countries — attracted just under 19 000 visitors (10% fewer than last year).

The Global Shoes sourcing trade

Advertisers index adidas 35 Adventure Inc. 33 Anton Fabi 5 Awesome Tools 47 Bertuzzi 9, 11 Black Diamond 32 Brand ID 23, 36, 42, 51, 55 Bronx 1 Brooks 34 Cutlery Distribution Group 45, 49 Climachill 35 Coleman 40 Crown Footwear 39

approached their stands.

Popular brands such as adidas, Trek (locally distributed by The Bicycle Company), GoPro (locally distributed by Omnico), Thule, Osprey and Buff (locally distributed by Adventure Inc.), Skins and Nathan (locally distributed by Brand-ID), Rapid Sports, Polar and Second Skins were among the many to give consumers the chance to view items on their stalls.

There was also plenty for non-shoppers who like to listen to lectures and talks, or find out more about the various charities and cycling organisations participating in the race. The expo offered activities such as a newly added lecture series where visitors could learn about various topics and the Mediclinic Medical Village where they could test their blood pressure, cholestoral, glucose, etc. There was also specified secure parking situated on the Grand Parade and visitors could get to the expo via a free shuttle service (sponsored by Avis).

show started a day earlier with 270 exhibitors. To combat the declining number of trade visitors, the July 2014 GDS trade show will have a new structure, a stronger focus on accessories, a press day under the heading 15 Minutes of Fame and a consumer festival on the third day of the trade fair. A private label show, tag it! By GDS, will be held at the same time and venue.

The show will be held earlier than usual (30 July-1 August) and tag it!

by GDS takes place one day before the show. Next year GDS Winter will move forward to 4-6 February.

date in February clashes with the Chinese new year celebrations.

This is a once-off date change, falling shortly after the Outdoor Winter Market and a few days before ISPO Munich (5-8 February).

close by 4 July, because all documents and floor plans have to be submitted to the City of Johannesburg to get approval for the show to take place. The show will take place 16-17 August at 2 Vinton Road, Ormonde, Johannesburg.

OutDoor Show

Source Africa

OUTDOOR 2014 (10-13 July) offers more travel services for visitors.

Lufthansa will be the official airline of the event, offering 10-15% discount on all flights to and from Friedrichshafen. Other airlines such as Turkish Airlines and Intersky are also offering flights from more destinations.

ISPO Beijing

SAFTAD registrations open

ISPO BEIJING 2015 will take place 28-31 January, because the usual

EXHIBITOR REGISTRATIONS for this year’s SAFTAD are open. Bookings will

VISITORS CAN pre-register for Source Africa, which takes place 18-20 June at the Cape Town International Convention Centre (CTICC), Cape Town. The expo will feature more than 180 African manufacturers, international suppliers and service providers, and offer various international business seminars and cocktail receptions.

The pan-African textile, apparel and footwear event will take place 19-20 June at the same venue.

De Wet Sports 41 Dunlop 55 Everest Sports 58 Footwear Trading OFC Fruit of the Loom 11 Gelvenor Textiles 65 GSI Outdoors 43 Hi-Tec 21 Inov-8 31 Jarden SA 40 Jeep OFC Jordan & Co 1, 3, 5, OBC Karrimor 42 Kershaw 45 Leatherman 47

LED Lenser 47 Medalist 41 Mille 7 Mizuno 36 Muna 17 New Balance 29 Nite-Ize 47 Olympic 3 Opinel 47 Opro 51 Orbit Sport 15, 27 Osprey 33 Powertraveller 40 Ram Mountaineering 32, 43 Rawlings 58

Rebel Elite Fitness 31 Renegade OBC Rescomp Handgun Technologies 42 Rocky 39 Russell Athletic 9 SBR Agencies 34 Shuttle Sports 54 Skins 23 Skye Distribution 7 Streamlight 42 Two Wheels Trading 17 Victorinox 49 Wintec Solutions 40 Yonex 54 XPro 27

2014 May :: Sports Trader

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