Sports Trader November 2015

Southern Africa’s business-to-business magazine for the sport, outdoor and leisure industries • Vol 36 No 6 • November 2015

Summer footwear trends Xmas stock that will have the tills ringing Running accessories keep customers safe

Vol 36 Nr 6 November 2015 www.sportstrader.co.za

Industry

On the cover Rocky, locally distributed by Crown Footwear, offers numerous mens and ladies sandal styles in both leather and synthetic material options. These sandals focus on comfort and durability, making Rocky the sandal of choice this summer, says Jeremy Nel from the local distributor.

The ladies’ Savannah sandal will have your customers lining up at the tills this summer. The sandal caters for a variety of feet shapes, from size three to eight, and is available in three colour styles: black, brown or beige.

For more information contact Crown Footwear on Tel: 031 700 1601.

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

by Rocklands Communications cc.

Reg. No: 1997/057165/23.

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

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.

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People on the move

News about people in the industry.

Brands on the move

Highlights: What to recommend for a diver or snorkeler’s feet.

News about brand activity in the industry.

How to recommend sunglasses.

Companies on the move

Development organisations are growing the cycling market.

News about companies in the industry.

Xmas stocking

Products that are bound to be on your bestseller list this holiday period.

Footwear manufacturing

The various initiatives that are working together to help South African footwear manufacturers.

De Wet Sports’ success

After almost 40 years, the De Wets know the industry inside out.

Retailing news

News relating to retailers and retailing.

Sport

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Rugby World Cup round-up

News relating to what brands were up to during the Rugby World Cup.

Running accessories

Suppliers tell us about the different running accessories they have on offer for retailers.

New markets help cycling grow

Organisations using cycling as a development tool are helping to create consumer demand.

Athletics on the right path

Recent performances on the international stage give hope that athletics is back on track.

Industry rallies to Masi

The offers of help from the industry was very humbling.

Selling tips: darts

Tips on how to sell darts.

Suppliers have all kinds of fun and interesting products that they are sure will make excellent gifts these holidays. p16

Clothing & footwear

24 26

Recommending sunglasses

What to look for when recommending performance and fashion sunglasses.

Footwear trends

Brands have introduced innovative designs and technologies to enhance the wearer’s comfort.

Judging from our recent performances, South Africa’s athletics future is looking bright. p48

Outdoor

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Product Knowledge: snorkelling and diving footwear

59 60

Equipping your underwater customers’ feet.

Outdoor news

News from outdoor companies and brands.

What tent customers want to know

Consumers often ask questions. We find out what tent consumers want to know about.

Trade shows and events What do consumers want to know when buying tents? p60 Photo: www.gigler.com

64

Trade show news

The latest trends shown at the various shows held recently.

p2 :: Industry Daniel Brink (left), marketing manager for Medicus Shoes — which distributes Caterpillar, Merrell, Sebago, Harley Davidson, Keds and Sperry footwear — has wide-ranging industry experience.

He was employed by Tekkie Town as a brand manager for international sport and outdoor brands AVIA and Nevados, and then joined BATA’s wholesale division as an international brand manager and product developer. In this position he was involved from production level all the way to the final presentation of ranges.

Brink, who joined Medicus Shoes in April this year, has a national diploma in marketing from Boland College in Stellenbosch.

He has also travelled extensively, and spent some time in China working in factories and sourcing products for BATA’s private label division.

People on

SBR Agencies, local distributor of Brooks, has appointed Tiaan Conradie (above left) as the Brooks technical and brand activation specialist in Gauteng and Alan Wrankmore (above right) as a Brooks sales agent for the Eastern Cape.

“These appointments are aligned to the growth of the Brooks brand in SA and aim to ensure that the brand is well supported in all regions,” says Michelle Chowles from SBR Agencies.

Conradie has more than ten years’ experience in the running industry and an even longer history of participating in running. He has a 22 year running pedigree and has completed 18 consecutive Comrades Marathons, with a marathon best time of 2:48.

With the Brooks SA team, he believes he has finally found a home where his passion for running can be expressed every day.

Wrankmore has been in the agency business for the past three years and his love for multi-sport started when he watched an Ironman event held in Port Elizabeth, where he will be based. “Working in an industry that is sports-related has always been a goal of mine,” says Alan, who is also an avid triathlete and enjoys all aspects of endurance sports.

PUMA has signed Jenna Prandini and Michelle Jenneke (above left and right respectively) as brand ambassadors, who add depth to their female portfolio.

Prandini, the 2015 US track and field national 200m and National Collegiate Athletic Association 100m champion, features in global marketing initiatives for running and training across all communication channels, and is a key ambassador for PUMA Women in multiple product categories including Sportstyle.

Prandini’s performance and athletic potential is balanced by a personality and unique style that befits the Forever Faster mantra of the brand.

Sprint hurdler Jenneke - who was a semi-finalist at the 2015 IAAF World Championship and recorded the second fastest time in history by an Australian woman in the sprint hurdles this year - features in cross category global marketing activations. The athlete’s pre-race warm up at the 2012 World Junior Championships made her an internet sensation and she became known as the Dancing Hurdler.

Jenna Prandini is now a key ambassador for PUMA Women and in multiple product categories including Sportstyle.

Rihanna features in PUMA's latest video in its Forever Faster What are you training for? campaign. In the video, the multi-platinum recording artist explains why she trains #NoMatterWhat. This instalment is the fifth from the campaign, which challenges individuals and teams to put more energy into training and more positivity back into sport. PUMA has also launched sneak peeks behind Argentinian soccer player Sergio Agüero and the Cuban national boxing team’s training regimens.

Sports Trader :: 2015 November

Photo: World Retail Congress.

Speedo SA swimmer Karin Prinsloo won 11 medals — six gold and five silver — at the recent All Africa Games held in Brazzaville, Congo, and is eager to improve her skills ahead of the 2016 Olympic Games, which takes place 5-21 August in Rio de Janeiro, Brazil.

Prinsloo took gold in the individual 200m- and 400m-freestyle, and her team won the 4×100 and 4x200m freestyle relay as well as the 4x100m and 4×100m mixed freestyle relay. She came second in the 50m- and 100m-freestyle, the 100m- and 200m-backstroke, and the 4x100m mixed medley relay.

Christo Wiese, chairman of Shoprite Holdings and Pepkor Holdings, received a special gift for his birthday this year: he was inducted into the World Retail Hall of Fame — the first African retailer to receive the honour.

The World Retail Hall of Fame, established in 2007, recognises lifetime achievements of leading retailers globally. He sees the award as recognition of the retailing sector in South Africa, “which is as sophisticated as in any First World country,” says Wiese.

“Using some of the best international examples as a point of departure, we created our own unique solutions, which enable us to trade today with great success across several continents.”

Wiese was honoured alongside four other retailers: Kip Tindell (chairman of The Container store chain in the US), Mohammed Alshaya (executive chairman of the Alshaya Group of Kuwait), and Juan and Reinaldo Solari (former chairmen of the Falabella group of Chile).

the move

Industry :: p3

On 1 November, Deidre Scodeller (right) took over as Speedo general manager from Stuart Hopwood.

Scodeller, who was Speedo marketing manager before, has been with the brand the longest of the team — over six years, says Wayne Bebb, CEO of Brand ID, local distributor of Speedo.

She has, without a doubt, the best knowledge of the brand, relationships with customers and a focused tenacity to take the brand to the next level of sales growth, he explains.

Hopwood, who is leaving the company at the end of October to pursue a role more focused on his marketing talents, “has been pivotal in positioning the Speedo brand in line with global brand marketing position and we wish him all the success into the future,” says Bebb.

Ram Mountaineering recently appointed Richard Turkington (right) as key accounts manager, the position previously held by Lehan Bornman who left the company earlier this year to pursue other interests.

In his new role, Turkington manages Ram Mountaineering’s chain stores and key accounts. He comes to the position seasoned, having held a number of management positions in wellknown retailers like Drifters in Sandton City where he worked for 16 years, Cape Union Mart and Trappers where he managed the franchisor’s five corporate stores for seven years, and even had a 50% share in the Wonderboom branch.

He previously worked as a freelance agent for Ram Mountaineering in 2008 and was drawn to working for the importer again because of their passion to provide market leading premium outdoor brands, their dedication to the outdoor market as a whole in SA, he also enjoys the companies lifestyle and work ethics.

Ram Mountaineering is based in Cape Town, which meant Turkington had to relocate from Johannesburg, but this was no problem as he had been wanting to make a move to the Cape for some time, but it was just never the right position or time. This time however, it was a win-win situation and welcomed the lifestyle change, he says.

Top runners attended the launch of the 2015 SPAR Women’s Joburg Challenge at the Buitengeluk restaurant in Broadacres North, Johannesburg, on the 8th of September. Amongst others, PUMA's Lebo and Lebogang Phalula, and adidas’ Rene Kalmer attended the launch of the race that took place on 11 October.

Photo: Reg Caldecott.

Father-and-son team Kingsley (right) and Ross Holgate are in search of Africa’s beating heart: the true centre of the African continent.

During the expedition, the team will carry out Cape Union Mart-supported humanitarian endeavours by distributing mosquito nets, water-purification LifeStraws and spectacles for the poor-sighted through their Rite to Sight campaign.

The geographical centre of Africa lies west of the Unbanji River and southeast of the Nouabalé-Ndoki National Park in northern Republic of Congo.

The centre, which National Geographic describes as “the last place on earth”,

Olympic International brand ambassador, fashionista and TV presenter Danine Naidoo (above and right) has shown that the brand’s new versatile Spring/Summer collection can be worn in a number of ways such as for keeping fit, or dressing up or down.

“Olympic International’s newly launched Spring/Summer 2015 active lifestyle footwear collection makes it easier to enjoy special moments,” says Naidoo. “Not only are their trainers super comfy and supportive, but they also have over 35 styles to choose from. From the gym to rocky trails, the city to the farm, retro to yoga style their new range has it covered.”

Olympic International is locally distributed by Jordan & Co.

is the location as distinct from the extreme East, West, North and South points of the continent.

“It’s going to be our toughest expedition yet," says Ross, the expedition’s operations leader who is in charge of mapping and navigation.

"Satellite images show the terrain is equatorial rainforest and to reach the geographic centre point of Africa we will use Land Rovers, mountain bikes, river boats, dugout canoe and finally on foot, and probably elbows and knees."

They set off from South Africa on the 23rd of August and their progress can be followed on their Facebook page.

Buff, locally distributed by Adventure Inc., brought Spanish athlete Emma Roca (right) to run the 2015 Otter African Trail Run, which took place in October, for the first time.

Roca not only took part, but won the race in the third fastest women’s time ever.

Roca has extensive experience as she has taken part in triathlons, duathlons, mountain marathons, ski mountaineering, and adventure raids. She came 5th in the Western States Endurance Run this year and is expected to leave her mark on this year’s 42km Otter women’s race.

Besides being a professional athlete Roca is also a professional biochemist, mother of three, and fire fighter.

She also shared her story, Otter preparation, and professional insight on the physiological and biochemical profile of an ultra-distance athlete as well as finding life balance at an event hosted by Buff at the Sports Science Institute of South Africa, Cape Town.

2015 November :: Sports Trader

Brands on the move

p4 :: Industry

Brooks’ running shoes win

Adidas sponsors Copa Coca Cola and players ADIDAS IS now the official kit sponsor of the South African U15 Copa Coca Cola soccer tournament. The brand has also announced the names of the local established and rising soccer stars they will be supporting this year.

“Adidas is particularly committed to encouraging young footballers to be the difference and to bring new excitement to the game of soccer in South Africa,” says Adrian de Souza Business Unit Head for Football at adidas South Africa.

The two year partnership with Copa Coca Cola, the global grassroots soccer tournament, is therefore the perfect platform for adidas to continue supporting grassroots soccer and nurture future stars, he says.

Adidas also believes that by partnering with some of the best established soccer players in the country, as well as the rising superstars, they will further help cultivate the South African form of the game.

Among them are (back row pictured above): Morgan Gould (Kaizer Chiefs), Michael Morton (Supersport United), Siyabonga Sangweni (Orlando Pirates), Thulani Hlatshwayo (Bafana Bafana and Bidvest Wits) and Rooi Mahamutsa (Orlando Pirates). Front row: Ronwen Williams (Supersport United), Daine Klate (Bidvest Wits), Menzi Masuku (Orlando Pirates) and Thandani Ntshumayelo (Orlando Pirates) and Phumlani Ntshangase (Bidvest Wits).

BROOKS’ GHOST 8 and Glycerin 13 won awards in the September issue of the US Runner’s World Fall Shoe Guide.

“Runner’s World reviewed close to 30 shoes this season, which makes these wins even more impressive!” says Annelies Soenen from Brooks Running, which is locally distributed by SBR Agencies.

The Ghost 8, which received the Editor’s Choice Award, was tested by 33 runners from around the country and scored 6.6 out of 7 — one of the highest ratings received to date in the Runner’s World magazine. It is the sixth update to win an award.

The running shoe is stable, cushioned and comfy. Testers noted improvement in their running distances. A newly engineered mesh in the upper offers support in some areas and softness in others such as the bunion window near the ball of the foot, writes Runner’s World. Wear testers were happy with the cushioning and support the Ghost 8 offered and felt they still had energy after long runs. The shoe offers stability and cushioning, and moulds to the foot while still offering enough room for the toes, says Runner’s World.

The neutral cushioning Glycerin 13, which received the Runner’s Award, features deepened World’s Best Update Award midsole grooves that increase its flexibility.

It tied with another shoe for being the easiest to bend. Wear testers were pleased with the balanced comfort and support the shoe offered, the upper’s ability to stretch Above: Ghost 8 Below: Glycerin 13 and mould to the foot, as well as the larger midfoot wrap, which provides support where necessary.

A 3-D scan of the Glycerin 13 also showed it has a wide heel and snug toe fit, but accommodates for different foot shapes with its stretchy fabric.

Adidas launches six European soccer kits IN A GLITTERING ceremony, adidas revealed the 2015/16 third kits to be worn by six of the top European football clubs: Manchester United (England), Real Madrid (Spain), FC Bayern Munich (Germany), Chelsea FC (England), Juventus and AC Milan (Italy).

The kit launch in Marseille coincided with the unveiling of the new adidas Finale 2015 UEFA Champions League Official Match Ball and the world final of the adidas #BETHEDIFFERENCE 2v2 series to find the world’s best playmakers and gamechangers. The final of this tournament, which started in June in Berlin and moved across 30 global cities, was judged by two players from each of the six clubs — who also introduced their new third kit to the crowd. The new kits incorporate unique references to the heritage, fans and cities of the clubs — between them, the clubs have won and impressive 28 UEFA Champions League trophies.

BLK SA's director William Hughes with EP Rugby chief executive Charl Crous.

BLK South Africa sponsors EP Kings

The new kits from Juventus, Bayern Munich, Manchester United, Real Madrid, Chelsea and AC Milan.

Sports Trader :: 2015 November

BLK SOUTH AFRICA, locally distributed by Impahla Clothing, has signed a three year clothing sponsorship agreement with the Eastern Province rugby EP Kings franchise, which will coincide with the Southern Kings' return to Super Rugby in 2016.

Nearly 90% of the kit will be locally manufactured in Impahla Clothing’s three carbon-neutral factories in Cape Town.

In addition to supplying the Southern Kings Super Rugby squad and the EP Kings professional teams’ kit, BLK South Africa will also roll out a wide range of replica apparel ahead of the Kings' return to Super Rugby.

Brands on the move

p6 :: Industry

PUMA launches Italy away kit

PUMA HAS launched Italy’s new national away kits for the mens, womens and youth teams, which was inspired by the long-standing tradition, evergrowing passion and steadfast pride of Italian soccer.

The shirt features PUMA’s performance enhancing ACTV Thermo-R technology, which places ACTV tape in strategic positions to help cool the wearer’s body down in hot conditions and heat it in cooler weather.

The brand’s dryCELL technology further improves comfort and keeps the wearer dry by wicking moisture away from the skin’s surface.

The white shirt features a tailored blue collar and blue mesh form stripe inserts along the top of the shoulders. On the front is a sublimation print stripe that runs from the collar to the hem and is inspired by the Italian flag.

“The new Italy away kit was created with a lot of attention to detail,” says Torsten Hochstetter, global creative director for PUMA. “Strong Italian cultural influences inspire the design, there is such richness in the heritage of Italian football and we had a lot to work with.”

Left to right: PUMA'S Creative Director Torsten Hochstetter, Marco Verratti, Gianluigi Buffon, Giorgio Chiellini, and FIGC (Federazione Italiana Giuoco Calcio) President Michele Uva at the FIGC and PUMA away kit launch.

CAPE TOWN is the star of a PUMA instalment of its Ignite Your City series, which showcases running teams pushing the boundaries of their runs while wearing PUMA’s Ignite running shoes. Six runners, including PUMA ambassadors twins Lebo and Lebogang Phalula, dash through the Mother City in the video, which also shows off well-known tourist attractions like Table Mountain, those sunglasses, Green Market Square, etc.

THE WILSON SPORTING GOODS CO. has launched the My Wilson campaign, which highlights the relationship athletes have with their equipment as well as the experiences they share over time. It is designed to start a conversation among young athletes and celebrate the role of equipment in their lives as sports people.

The brand has studied and understands the relationship a tennis player has with her racket, a quarterback with his football, a first basewoman with her glove, or a golfer with his driver, says Amy Weisenbach, vice-president of marketing at Wilson.

The marketing campaign features the Nothing Without It video, which features amateur and professional athletes like Roger Federer and Serena Williams, reporting on the experiences of their own journeys with their equipment. Athletes are encouraged to be a part of the conversation and video by sharing a short video clip of themselves with their Wilson equipment on the company’s social channels using #MyWilson.

Some of these clips will be selected for a remixed version of the video that will be shared via social and digital channels.

Wilson is locally distributed by The Golf Racket.

Wilson launches new campaign

Sports Trader :: 2015 November

adidas/kirmack/2558/e

SIYA ‘THE BEAR’ KOLISI - PRO RUGBY PLAYER

IT’S YOUR SPORT OWN IT © 2015 adidas AG

SIYA PERFORMS BEST WEARING ADIDAS CLIMACHILL TEE, TECHFIT COOL GRAPHIC SHORT TIGHTS, INFINITE SERIES 3-STRIPES SHORTS AND ULTRA BOOST. FIND OUT MORE AT ADIDAS.CO.ZA

p8 :: Industry

Fit new team for Canterbury SA The new Canterbury team members are Du Toit Botes (Performance Division general manager, Pierre Zeeman, Eloise Ridgway, Carika van Blerk, brand manager Evert Ferreira and Narriemah Lategan.

CAnterbury is now managed in South Africa by a super-fit new team employed by Brand ID in Cape Town. New brand manager Evert Ferreira, a former provincial cricket and rugby player, heads a young and active team that includes a Warrior Race champion, a Russian ballet instructor and a gun runner, who will be building on the 28% growth the brand achieved in the 2015 financial year.

This growth of the brand has been driven by their corporate and teamwear sales, which includes contracts with universities and top sporting schools across various other sporting codes like netball, soccer, cricket and, of course, rugby.

These sales are promoted by their sponsorships of the likes of SA Netball, Black Aces, now #2 in the PSL, Titans cricket and the Golden Lions, currently heading the Currie Cup log.

The Canterbury team has now been strengthened to support the growth of the brand, which seems to be on track to surpass the

growth of last year, says Brand ID Performance Division general manager Du Toit Botes. “Our focus will be on teamwear,” he says.

Former divisional sponsorship and marketing manager Evert Ferreira will be the new brand and marketing manager, focusing on retail and replica. Apart from being a member of the South African rugby team that won the Legends World Cup in 2007 and were runners up in 2009, he played rugby for the Bulls and Border and cricket for the Titans, Border and Boland.

Before joining Brand ID, he worked for the JAG Foundation.

Carika van Blerk, who recently relocated from Johannesburg, where she had been the Canterbury agent for the past four years, is the national sales manager for teamwear. She is one of the leading women in the Commando division of the Jeep Warrior obstacle race series. About 7 000 athletes participate in the different divisions of these tough obstacle races, contested in three divisions: Rookie,

Commando and the elite Black Ops. Narriemah Lategan, the national teamwear manager, gained exceptional experience in teamwear sales at Monviso knitwear, where she was part of the team that sold second tier Bafana supporters gear to the value of R60-m in the last six months of the 2010 World Cup. She will also be in action this weekend during the Cape Town Gun Run. Eloise Ridgway, who last month joined Brand ID from the formal wear division of the Platinum Group (Jenni Button and Hilton Wiener), will be responsible for planning. She is a Russian ballet teacher.

The Performance Division operations manager Pierre Zeeman has been working with Canterbury for several years, as he had been part of the licensing team before the brands became part of Brand ID. Botes, who heads the Performance Division at Brand ID, is a former Bulls and Griquas scrum half and captain.

Adidas SA again top employer AdidAs sA was again certified as a Top Employer in the retail category by the international Top Employer Institute, which certifies the best employers around the world, namely organisations that demonstrate the highest standards of employee offerings.

When certifying the local subsidiary of the brand as a top employer for 2016 the institute said: “Our comprehensive independent research revealed that adidas SA provides exceptional employee conditions, nurtures and develops talent throughout all levels of the organisation and has demonstrated its leadership status in the HR environment, always striving to optimise its employment practices and to develop its employees.”

Adidas was also certified as a top employer last year and the year before.

According to the institute they certify the best employers around the world based on what they offer employees in critical areas of Human Resources, certifying organisations that can demonstrate they are continuously optimising employee conditions and leading the way in the development of their people.

Sports Trader :: 2015 November

New Energy Running campaign to inspire AdidAs hAs introduced an Energy Running campaign, which invites runners to join in this trend captivating cities all over the world.

“Energy Running is more than lacing up and logging miles,” says Adrian Leek, General Manager of adidas Running. “It’s a sport-driven social movement that’s just as much about putting a smile on your face and earning a like on your feed, as it is about breaking a sweat and beating your best.”

A video features adidas athletes Tori Bowie and Warren Weir alongside female influencers from Rio de Janeiro, New York City, London, Moscow and Tokyo, who symbolise the diver-

sity of the Energy Running trend.

The runners were selected based on their passion for running and ability to help adidas connect with their online and in-person audiences, namely females using running as an important part of their fitness routines.

“The female athletes we focus on are inspired by socially relevant peers they can easily relate to. This is why influencers will play such a significant role in our marketing campaigns moving forward,” says Leek.

This Is Energy content will be launched on adidas’ social media platforms and Energy Running events will be hosted in a number of cities.

Advertorial :: p9

IT’S YOUR SPORT

OWN IT!

adidas is returning to its roots … SPORT: whatever your sport, adidas gear ensures that you have the tools to take your training to the next level. Your go-to gear.

T

he It’s your sport campaign features adidas’ gym bag essentials, with stylish and sleek designs and the signature technology behind some of their greatest training pieces like Climachill and Aeroknit.

To showcase their latest range, the sport apparel brand got some of their assets to sweat it out and test their strength at a cross functional training gym. The focus was on the physical, the blood sweat and tears — what you put in, you get out.

Images from the shoot appear in adidas’ all new It’s your sport online catalogue and photo shoot stars included the likes of Springbok and Stormers rugby player Siya Kolisi, TV presenter Lunga Shabalala, fitness models Trevor Lagerway and Nicolene Mostert, as well as South African swimming star, Jessica Ashleigh Cooper.

To view the online catalogue, please visit www.adidas3stripes.co.za/training/index.html.

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

p10 :: Industry

Single digit growth for Massmart

Massmart CEO, Guy Hayward.

DURING A period when the South African economy contracted by 1.3% — for the second quarter of 2015 — one of our biggest retail groups, Massmart, reported single-digit growth. Massmart sales grew 9.1% to R38.9-bn in the first six months for the period ending 28 June 2015. Comparable sales grew 6.9% with product inflation of 3.7%.

Game is on the turnaround and growing sales in their 134 stores in South Africa and 11 other African countries. Game SA grew sales 9.3%, and trading profit by 12.1%. Game Africa sales grew 9.7% (Rand sales) and 14.2% (local currencies), but profit was down due to expense inflation, operational challenges and currency devaluations.

During the period four new Game stores were opened in Africa and the new stores in Zambia and Kenya are performing well, says Massmart CEO, Guy Hayward.

The 19 Makro warehouse stores again performed well, growing total and comparable sales 11.4%, with 4.3% product inflation. Trading profit before interest and tax was 13.5%.

Makro online had 8.4-m unique visitors since launching in April 2014.

Companies on

“Analysis of online customer purchasing behaviour has indicated that click-and-collect customers typically make further purchases in-store when collecting their online purchases,” commented Hayward.

“The field test phase of Makro’s Pick-Up lockers at Sasol forecourts and McDonald’s restaurants in Gauteng has provided an additional delivery option for online shoppers,” the group says in a press release. In September this year they will launch a Commercial Customer online solution.

No new Makro stores were opened in the period, but they anticipate that a new store near Carnival Mall in the east of Johannesburg will be opened in April 2016.

“Despite the constrained consumer environment, Massmart sales remained resilient during the period,” Hayward commented. “We are pleased with the effective margin management and robust expense control which allowed us to keep expense growth below our sales growth, particularly in an environment where all participants are competing keenly for profitability and market share. The intense retail competition, however, is good news for consumers.”

According to Statistics SA the negative economic growth reported for the second quarter of 2015 can mainly be attributed to the worst drought since 1992 resulting in the agriculture industry contracting by 17.4% quarter-onquarter. Lower production in coal and iron ore also resulted in the mining industry contracting by 6.8% quarter-on-quarter. Electricity (down 2.9%) and trade industries (0.4%) were the other two industries that experienced quarter-on-quarter negative growth.

Lifestyle brand Airwalk in South Africa AIRWALK IS now in South Africa. The longterm partnership agreement between Authentic Brands Group, LLC (ABG), and Legacy Sport and Leisure to launch the global youth lifestyle brand in South Africa was signed at the end of August.

One of the first brands on the board sport scene, the Airwalk brand was founded in 1986 in Southern California, US. It started as a skate-specific brand, but today is a global youth lifestyle brand, which is distributed in over 100 countries worldwide.

As part of the agreement, Legacy Sport and Leisure is the exclusive distributor and wholesaler for Airwalk hard goods, footwear and apparel in South Africa.

“We are excited about our partnership with ABG and believe Airwalk to be a brand that will appeal to the mass

Sports Trader :: 2015 November

market in South Africa,” says Mark Powell of Legacy Sport and Leisure. “This partnership marks a key milestone in the global expansion strategy for the brand.”

Key retailers such as Sportsman’s Warehouse and Studio 88 will have Airwalk product in stores this year.

“We have worked really hard to get our first footwear and hard good orders in for Holiday 2015 and are looking forward to good growth in 2016,” adds Powell.

Locally, Airwalk is supported with a campaign that sees branding at two local skate parks during the last six months of 2015, and the brand was the official sponsor of the annual board sports festival, Skate and Ride Fest, that took place 18-20 September.

ABG owns a global portfolio of iconic fashion, sports, celebrity, and media brands, and Legacy Sport and Leisure distributes top sporting brands Mitre, Top-Flite, Softspikes, and Pride Golf Tee in South Africa.

Skechers among Fastest Growing Companies

SKECHERS US features among the top 25 companies on Fortune magazine’s latest list of Fastest Growing Companies. The brand is the only footwear or apparel brand within the top 25 of this list, which lists public companies with the best three-year profit, revenue, and stock growth.

“The popularity of athleisure wear has this sneaker and apparel maker running up our list with a 56% leap in international sales in 2015’s first half," reports Fortune.

Skechers is distributed in SA by Footwear Trading.

Quiksilver Inc files for bankruptcy THE US Bankruptcy Court for the District of Delaware has approved the full amount ($175-m) of Quiksilver’s debtor-in-possession (DIP) financing package, which is provided for by affiliates of Oaktree Capital Management, L.P. and Bank of America, N.A. This allows Quiksilver to continue to fund its ongoing operations, both in the US and internationally.

The court also approved an additional $10-m to honour pre-petition claims for critical vendors.

Earlier this year, Quiksilver Inc. filed for Chapter 11 voluntary bankruptcy in the US to facilitate the restructuring of their debt. The approval will result in Billabong International’s largest shareholder, Oaktree Capital, becoming Quiksilver’s new owner.

The company’s European and Asia-Pacific businesses — including Africa — are not part of this bankruptcy filing.

The $175-m restructuring is for voluntary relief proceedings for the company’s eleven US subsidiaries (including brands Roxy and DC Shoes, Quiksilver Optics, Quiksilver Entertainment, etc.) and will enable restructuring to restore the company to financial health.

The Plan Sponsor Agreement (PSA) with Oaktree includes a plan to reorganise the company: on exit, Oaktree will convert the debt holdings into a majority of the stock of the reorganised company.

In the filing petition, Quiksilver’s debts ($826-m) was estimated to be about three times its assets ($337-m) as of July 31.

Quiksilver intends to continue its existing store closing program in the US.

Billabong in the black BILLABONG IS once again trading in the black after experiencing financial problems for several years. The company recorded a loss of €148.3-m in 2013-14, but reported a profit of €2.7-m for the financial year ended 30 June.

The company experienced positive results in Europe, which can be attributed to their focus on wholesale trading after selling their SurfStitch online retailing business. Continued retail operations in Europe has also improved 2.9% on a comparable basis.

Industry :: p11

the move ASICS performs sustainably

ASICS CORPORATION is performing well in sustainability: it has been selected as a component company in the Dow Jones Sustainability Asia/ Pacific and the MSCI Global Sustainability Indexes (DJSI) for the first time, and has increased its revenue expectations for 2015.

The DJSI evaluates the sustainability of companies’ business practices based on economic, environmental, and social perspectives. Based on the assessment outcomes, only the leading companies are included in the indices. The DJSI Asia/Pacific Index only selected 145 companies from the Asia and Oceania region this year - 40 of which are from Japan.

“We are delighted for ASICS’ first ever listing in DJSI,” says Motoi Oyama, President and CEO of ASICS Corporation. “This honour recognises our commitment to include sustainability considerations in every aspect of our business, and our work with partners on sustainability actions in the spirit of continuous improvement.”

ASICS’ spirit of continuous improvement can be recognised in its strong emphasis to improve environmental performance, says Oyama.

The company uses ISO14001-certified environmental management systems, studies the environmental impact of its products through Life Cycle Assessment (LCA) - from the development throughout its lifetime - and has completed an initial project using LCA to revise social impacts such as factory- and country-level risk factors in the supply chain.

Revenue expectations for the year has grown beyond expectations from ¥423-bn to ¥429-bn, due to the decreasing value of the yen compared to foreign currencies. The new forecast is 21.2% more than 2014 sales of ¥354.1-m.

Because of currency instabilities and non-recurring charges, net income expectations are down from ¥21-bn to ¥13-bn.

The forecast amendment was due to reasons such as extra retirement payment associated with the company’s career change support program as well as one of the measures of its business structure reforms of the domestic business, announced on 1 July.

The company’s operating income expectations have also been lowered due to the impact of foreign exchange rate on a Brazilian subsidiary, which has caused an increase in the cost of sales ratio.

Under Armour aims for $7.5-bn revenue UNDER ARMOUR is aiming to generate $7.5-bn in revenue by 2018, which represents a 25% compounded annual growth rate from the $3.1bn in net revenues it generated in 2014.

The company highlighted a number of its strategies that will help meet its target: expanding its core businesses in apparel, North America, and global wholesale, as well as strengthening its focus on evolving its customer-centric sport category structure. These strategies are also aimed at driving stronger growth in newer areas such as international, footwear, global direct-to-consumer, and Connected Fitness.

Under Armour provided a long term operating income target of $800m, representing 23% compounded annual growth rate from $354-m in 2014 and inclusive of the company’s Connected Fitness acquisitions in early this year.

“Our vision to change the way athletes live requires that we also change the way we operate,” said Kevin Plank, Chairman and CEO. “With this visibility, we are moving decisively to take advantage of this moment in time and deploy resources that will drive near-term results, but more importantly, position us for success well beyond our 2018 targets."

Under Amour’s new campaign, Slay Your Next Giant, focuses’ on players’ laces — items that complete an athlete’s ritual before going into the game. UA will provide players with customised laces engraved with a personal goal, each pair presenting a new giant to slay. As players reach their goals, they will symbolically remove their laces and replace them with a new pair and share their journey on social media platforms.

The digital campaign features Manchester United’s player Memphis Depay, Cameron Carter Vickers of Tottenham Hotspur Academy as well as young up-and-coming players from Brazil, Chile, Mexico, and the UK.

The K-Way team celebrating their win. From left: Andre Labuschagne (CEO), Nadia Cohen, Safia Ameeroedien, Ryan Weideman, Beverley Williams, Charles Erickson, Philip Krawitz (Chairman), Henry Bester, Granville Du Preez, Fagmieda Jacobs, Belinda Wolffe, Jolyon Pike, Isaac Martin, Bobby Fairlamb. Photo: Simone Millward.

K-Way wins again K-WAY HAS done it again by winning Productivity SA’s 2015 National Corporate Sector Award, just weeks after winning the Western Cape Regional Award in the Corporate Sector category.

The company was honoured for excellence in optimising its resources to create products or services that offer customers value, and its efforts in increasing productivity through good management and improved allocation of resources.

“There is an important lesson to be learned from this,” says Philip Krawitz, executive chairman of Cape Union Mart. “If you put people before profit, the people will reward you and the profit will come!"

Despite running at a loss for many years, they did not retrench people and close the factory down as they felt they had a responsibility toward their employees. They appointed Bobby Fairlamb as K-way’s Manufacturing Team Leader, acquired the best capital equipment and invested heavily in training and up-skilling their people and the results have been spectacular, he explains.

K-Way is a star profit generator for the Cape Union Mart Group and produces 500 000 home-sewn garments for 90 stores in SA, Namibia and Botswana.

Productivity SA has declared October Productivity Month to showcase and share ideas and experiences on how companies can improve productivity. Since the 1970’s their Productivity Awards recognise and award the efforts of organisations to increase productivity through better management and improved allocation of resources.

Brand ID moves

1000 Mile partnership extended TERRA BRANDS has extended its partnership with 1000 Mile Sportswear and will now also be distributing Ultimate Performance accessories and sports medicine products.

Terra Brands has distributed the 1000 Mile brand in South Africa for a year now, which has been received well.

BRAND ID has grown out of their previous office space and has been trading from new offices since 1 September. They have moved to 3rd Floor Deneb House, corner Main and Browning Roads, Observatory, Cape Town. All their telephone and fax numbers remain the same, as well as their postal address.

Brands help further ladies’ squash SEVERAL brands including Hi-Tec, Dunlop (distributed by Brand ID) and Wilson (distributed by The Golf Racket) sponsored the Egolisquash parentdaughter (mother or father) squash half day training clinic at the Gazankulu Squash Courts in Soweto, Johannesburg, which took place in September.

“Girls are often afforded only a little, if any, leisure/sports time after their daily chores and caretaking responsibilities are over,” states Central Gauteng Squash in their press release. “Many cultures see leisure as an activity worthy of men or boys who work to support the family, whereas the work women and girls do in the home is not seen as work, and therefore women do not need to relax or have some time for leisure.”

Through this parent-daughter clinic the association aimed to chip away at the stereotype and help to create a familial culture of support for sport.

The training clinic, which catered for 25 parent-daughter teams, provided a hands-on experience for the girls to further hone their squash skills.

2015 November :: Sports Trader

p14 :: Industry

Brands play hard at the IRB World Cup Up to a week before the semi-final, Springbok fans were showing their support by searching for green jerseys, as retailers were fast running out of stock in the lead-up to what could be a wonderful surprise ending to one of the most unpredictable World Cup’s ever ... by now you know how it ended after we went to print. But, many other brands were also in play during this nailbiting tournament

A

s probably the most unpredictable IRB (International Rugby Board) World Cup ever was nearing the final, retailers were faced with the difficult choice: to be grateful that their Springbok World Cup jerseys had sold out, or should they scramble to find more stock ... just in case the ‘Bokke made it through to the final and the green and gold hysteria of 2007 is repeated.

Sports Trader unfortunately had to go to print in the week before the semi-final against New Zealand. It was therefore not possible to judge whether the same level of ‘Bokke fever erupted as in the week before the final in 2007, which culminated in a mad scramble to find jerseys with any kind of Springbok insignia as it dawned on supporters that our team could be the winners.

With so many upsets and surprises during this World Cup, it was simply impossible to predict any outcome in the semi- and final.

After all, who would have predicted that England wouldn’t make it past the Pool stages, that not one Northern hemisphere team would make it past the quarter-final, or that Japan would beat the Springboks?

We can, however, report that on the Monday after South Africa beat Wales in the quarter finals, fans were already having a hard time finding a RWC Springbok jersey ... unless they were extra large or a child. Supporters were clearly donning the green and gold — and even the white Away jersey.

Sports Trader’s Mystery Shopper contacted twenty big retail stores that normally stock replica ... and only one could supply the R599 top end green replica as well as R299 supporters’ jersey in a variety of sizes.

Most retailers only had limited stock in odd sizes left, and about half of them were completely sold out of the green replica —

Sports Trader :: 2015 November

The two-coloured PUMA boots was one of the talking points ... a talk show host thought they were from two sponsors: one from the team sponsor and one from the players’ boot sponsor. although a few had some of the white Away jerseys left in odd sizes.

A few retailers still had some ABSA non-World Cup Springbok jerseys left, but about half had no stock left.

It therefore looked as if retailers could be heading for a repeat of the 2007 final scramble as most of the additional stock ASICS had ready for re-orders had been sold by the week before the semi and only some broken size curves were left.

“But, there was still a mixture of RWC branded stock available,” says ASICS SA Operations Manager Craig White. Apart from kids sizes there was “plenty of other green and gold items to purchase across supporters and replica” a week before the semi.

You have the benefit of hindsight to know how this panned out ... and whether ASICS SA was able to print the special edition 2015 RWC Champions T-shirt they were planning.

out rugby boot range had been designed in collaboration with some All Black team members and feature four different styles that are ideal for specific positions.

The Predator Incurza (above) is aimed at fly-halves, full backs and other kickers; the lightweight Crazyquick Malice is for wingers, centres and other fast-moving players; FF80 is aimed at flankers and those who’ll appreciate the additional stud on the toe for extra grip in scrums; and the Kakari offers additional support and power to props and second-rows.

The adidas players in the Springbok final team — Bismarck du Plessis, Bryan Habana, Damian de Allende and JP Pietersen — took to the field in a much more colourful version.

In the Springbok team, Eben Etsebeth, Tendai Mtawarira and Frans Malherbe were playing in ASICS from head to toe. As did the Aussies Stephen Moore, James Slipper, Kane Douglas, Dean Mumm, Rob Simmons, Nick Philips, Bernard Foley, Kurtley Beale, Matt Toomua, Israel Folau, Rob Horne and Henry Speight.

The PUMA Duality boots in striking orange (one foot) and blue (other foot) was one of the

Contrasting boots But, on the field ASICS (South Africa and Australia) was facing a different competition in the semis: from adidas in the form of the All Blacks and Nike, in the form of Argentina.

The colourful boots worn by the Springboks were in sharp contrast to the All Blacks’ all black look — from head to toe. The new Black-

Springbok captain Fourie Du Preez’s personalised EvoSpeed PUMA boot.

Industry :: p15

‘Bok fans turned the ‘BokTown’ at Montecasino green during RWC matches ... although not everybody wore the RWC shirt.

talking points of the tournament and caused a bit of confusion ... a talk show host actually thought the boots were from two suppliers: one from ASICS as the technical team sponsor and one from PUMA as the players’ boot sponsor. For the players there was no doubt which boot belonged on whose foot as they had their names printed on their boots.

Apart from captain Fourie du Preez, Francois Louw, Schalk Burger, Duane Vermeulen, Jesse Kriel, Willie le Roux, Adriaan Strauss, Trevor Nyakane, Victor Matfield and Willem Alberts played in PUMA evoSPEED or evoPOWER boots.

Handré Pollard’s Mizuno boot was responsible for earning all his kicking points. Mizuno also kitted out the whole Namibian team in their bright yellow Morelia Neo Mix boots.

Other RWC products Apart from boot and team shirt suppliers, there were several other brands in play at the World Cup. As technical sponsor of the IRB, Canterbury was very visible on all the apparel worn by the referees and other officials. In addition, they sponsor the kit worn by Ireland, Namibia, surprise team Japan and hosts England.

They also partnered with other IRB sponsors in initiatives around the World Cup — for example, the South African team joined forces with Landrover and Heineken who donated 20 000 Canterbury rugby balls to communities on their way between South Africa and the World Cup in England. They also provided Landrover dealership staff with Canterbury World Cup gear and had been involved in their development clinics.

As the official 2015 IRB World Cup ball supplier, Gilbert not only supplied the official balls used during the tournament, but also provided

replica supporter balls in the flag colours of participating countries.

Following their shock defeat of South Africa, Gilbert promoted the Japan ball by inviting retailers to Get behind everyone’s new adopted team with a Japan flag ball! Sports Trader was rather surprised to receive an email urging us to Join the giant killers by ordering a Japan ball while we were still smarting from the defeat.

Gilbert marketing director Richard Gray did, however, apologise profusely for an overzealous sales person erroneously sending out the sales offer aimed at the UK public to their international database for information. “It in no way represents the position of Gilbert. It is unfortunate that this was released. As you know, Gilbert is a long established sponsor of SA Rugby and is very proud to be associated with the team.” They also sponsor Japan.

Mouthguard brand Opro, locally distributed

by Brand ID, protected the smiles of the teams from New Zealand, Australia, Argentina, England, Fiji, US and Romania, as well as some individual players at the World Cup. They also sold Flag Edition mouthguards (see Wales right) with specific country branding for die-hard fans who wanted to show their loyalty in unusual places.

Brand campaigns Brands also used the power of social media to generate excitement around the World Cup. ASICS SA launched the #BokNomination Challenge, urging South Africans to wear their

green and gold on BokFridays to show support for the national rugby squad.

Participants could either nominate a friend to accept the challenge, or accept a nomination, by uploading a short social media video.

They had to accept or issue the nomination while wearing their green and gold and also had to catch a rugby ball, which they had to pass on to at least three others by tagging their posts with @ASICS_ZA with #BokNomination and #BoksInASICS. Compression brand Skins, who had partnered with teams like Australia, Tonga, Samoa and USA Rugby (USAR) to supply active, recovery and travel compression garments, also launched a social media campaign, #myotherTEAM, complete with supporter badges.

They decided to urge fans to support an underdog team when their team was not playing.

The compression brand, locally distributed by Brand ID, decided to back the Pacific Island teams Fiji, Samoa and Tonga, which don’t have the same financial advantages as other teams, but make up for it with pride, passion and flair, says the Australian chairman Jamie Fuller. “Imagine rugby without the people of the Pacific Islands, it just wouldn’t be the same.”

Thirty percent of the players who participated in this year’s World Cup have a Pacific Island heritage, although they account for only 15% of teams, he says. “The combined population of Tonga, Samoa and Fiji is just 1.2 million people. In fact, the entire population of Tonga could fit inside Twickenham stadium!”

2015 November :: Sports Trader

Stock up for Xmas and the holiday rush

p16 :: Industry

December is traditionally the mega-shopping period when consumers spend their bonuses on Christmas gifts or new gear for the annual holiday, and companies treat their customers with corporate gifts. Sport and outdoor stores can join in the shopping bonanza by stocking up on interesting games and gadgets as well as innovative gifts that will delight and intrigue. We offer a few suggestions for gift items to stock in order to lure new customers to your store

W

hile general retailers eagerly look forward to the ringing of cash tills over the end of year holiday period, sports retailers have not always shared in this bonanza.

With schools and universities closing and most sports clubs winding down activities due to the holidays, December is traditionally not a bumper month for sports retailers.

This is supported by import statistics that show that over the past five years there had been little increase in the value of sporting goods imported in the fourth quarter when compared to the third quarter. The big growth in sports equipment imports is between the second and third quater when the value of sporting goods imports had grown 23-45% per year between 2009-2014.

But, sport retailers need not lose out on sharing in the Christmas spirit. By introducing interesting and fun gift items that will be popular during the holidays, they can keep attracting customers.

Outdoor retailers, on the other hand, have always benefited from all the consumers enjoying the warmer weather in the outdoors, whether at home or in the bush or at the coast.

Several suppliers are catering for the needs of gift-seeking holidaymaking customers.

Family games for training fun Brand ID provides, for example, the perfect solution for parents with restless children over the holidays with their Sticky Wicky and Swingball bat-and-ball games. They not only provide hours of fun, but also help improve the youngsters’ cricket and tennis skills.

Sports Trader :: 2015 November

Sticky Wicky is a fun, cricket game that is great for the beach or backyard during the holidays. The ball sticks to the wicket when they connect, and the Velcro stumps therefore become the ultimate umpire that players can’t argue against: if the ball sticks against the stumps, the batsman is out.

The backstop helps to capture inaccurate bowling, so no more broken windows or running into the road to retrieve balls.

The portable game is new in South Africa and promises hours of fun, while teaching children real cricket skills. It can also be used for physical education lessons by schools, as well as by after school care centres as an engaging and entertaining activity for groups of children.

It sets up in minutes and the full kit comes with a backstop, bat and Sticky Wicky ball, which all fit in a bag for easy storage (3-ball packs are also available).

It only requires two to play, or even by yourself as you can practice your accuracy throwing at the wicket.

Swingball is a great

way to introduce children to tennis, train their hand-eye-coordination, and to work on improving their hitting skills — all while they are having fun as well.

Developed in the 1960’s, Swingball has stood the test of time with several generations growing up with fond memories of playing with the product. It practically sells itself, says Steve Gallienne of Brand ID. Not only has the product been around for more than 50 years, it is also made locally.

Being an outdoor game, the South African climate suits it well. Parents will not only be happy to see their children playing outside during the holidays, but can also join in the fun — there is no age limit.

It’s also a robust product: the balls will take about 20 000-30 000 hits before deteriorating and the moulded bats, which are not too heavy and not too light, are made with high quality plastics that won’t be damaged by UV rays. The bats can also get wet, so they can be used for other bat-and-ball games as well, or used on the beach, for example.

If something does happen to the product, spares for the ball and trace are readily available. Even if you, the retailer, don’t stock Swingball itself, the spares themselves are also nice to stock options as people might be looking for them.

For indoor games For those days when the weather does not permit outside play, To p18

p18 :: Industry Cape Union Mart recently introduced all the corporate and consumer gift options they offer at a Media Day in Cape Town (see p64).

Ryan Weidemann was one of the many staff members on hand to tell the visitors more about their K-Way clothing range.

End of year company gift ideas THE END OF the year does not only ring in Christmas gifts for family members — it is also the time that companies select corporate gifts for their clients, or start planning their corporate clothing and event needs for the next year.

Cape Union Mart takes pleasure in introducing their newly expanded corporate order department. Their group now offers discounted prices based on order value to their customers and have assembled a cross section of carefully chosen best-seller K-Way garments, gifting items and outdoor accessories.

Delivered to your door nationally either unbranded or with company logos included as a service, their turnaround times are 2-3 weeks depending on the product and order quantities.

70% of their apparel is now produced locally at their K-Way factory that recently won the Productivity SA Gold award.

This gives them a tremendous opportunity to add your company, or client’s, logo to a proudly South African product, produced in their expanded state-of-the-art facility in Cape Town.

Their flexibility has allowed them to nurture working relationships with SME’s, resellers and replenishment lines for SA’s biggest Blue Chip companies.

Interacting with the procurement, marketing, events and incentive departments, they have implemented an incentive store card program, which will give corporate customers quick access to their 88 outlets in an easy three-step process.

They provide digital mock-ups of their apparel, with company logos included into a condensed and locally produced range of their best-seller styles.

Their distribution hub also offers logistical elements, where they collate products into designated packing lists, for example a corporate trip to Kilimanjaro, or a tropical island incentive tour.

This gives their clients access to listings where product stocked in their stores, or on their website, are packed into a cabin bag, thus covering luggage, apparel, optics, torches, footwear and headwear all the way to sunglasses and sunblock or mosquito spray.

Their strengths: • Men’s and ladies’ styles are available in all clothing products.

• Full custom branding and colouration elements available on request, based on a minimum order quantity.

• Branded digital mockups and corresponding detailed quotations on a 48-hour turnaround.

• Quick response corporate replenishment ranges possible on their top quality apparel and corporate gifting items, working off their retail success story.

They are hosting factory tours as well as corporate evenings and product tutorials at regional outlets. Here, company employees will be treated to light snacks and refreshments and taken through the various options and relevant sizing across their diverse range.

Alternatively, they can present product options at your offices nationally, presented by Guy Joubert their corporate department sales manager, who is assisted by his team and product specialists.

They will be attending Markex 2016 and invite you to visit them on their stand B13 at the Sandton Convention centre 6-7 July, 2016.

Gift stock suggestions cont. from p16 the Dunlop table tennis sets from Brand ID will provide indoor entertainment for the whole family.

Whether the requirement is control, power, or a combination of the two, Dunlop offers a range of table tennis bats to suit a variety of players, from elite to club level or families seeking home entertainment .

Although the entry level G-Force Oblivion is aimed at beginners and casual players, it has good spin capabilities. It features a flared handle and a 1.5mm cellular rubber as well as a pimpled outer rubber.

All the G-Force bats such as the Blaster, Pulsar, Predator and Oblivion feature a 5-ply construction and 6mm blade thickness.

The Blaster and Pulsar models offer a balance between power and control, and are suitable for club players. They feature Reverse outer rubber as well as 1.5mm cellular rubber.

The 78g Blaster also features

Sports Trader :: 2015 November

a flared handle.

The G-Force Predator has enhanced power specification that increases ball velocity, making it the ideal option for the offensive player who wants to deliver fast blows. It also has a 1.8mm rubber thickness.

The Blackstorm Nitro and Nemesis are the bats of choice for club players who demand combined power and control.

Venom Series, which includes the Control, Spin and Power, will appeal to the top end players. The 5-ply blades are 6mm thick.

The Control is best for defensive elite players who want a combination of control, touch and feel. It has a 1.2mm rubber thickness and weighs 82g.

The Spin is recommended for accomplished players and features an aerodynamically designed outer blade that enables faster swing speeds and enhanced power. It has a 4D braided construction that increases stiffness and stability for greater control over the ball, and power ports in its flared handle help increase swing weight.

The ITTF approved Power is engineered to

deliver maximum power capabilities and suitable for elite offensive players. It features reverse outer rubber, 2.0mm cellular rubber and a conical handle.

Local invention to please braaiers The Original Tonglite was the ultimate braai tool for many customers … but this year they can surprise the braaiers in the family with the gift of a braai tool in overdrive: the Tonglite 2 bbq multi-tool.

It is clear that South African designer Marc Ager of Ramrod has given a lot of thought to providing a solution to all the needs of the outdoor cook in one super multi-tool.

Many of the design features of the Original Tonglite that won it the 2015 Plus X award for Innovation, Functionality and Ergonomics, as well as Best Product at the recent spoga+gafa garden trade fair in Cologne, Germany, have been retained in the To p20

Did you know we do

CORPORATE ORDERS?

TECHNICAL CLOTHING

GADGETS

EQUIPMENT

LEISURE CLOTHING

10062 E & OE

OUR CLIENTS:

Call us on 021- 464 5800 or corporatesales@capeunionmart.co.za Call 0860-3333-29 or visit www.capeunionmart.co.za. Stores nationwide. Available online and at selected stores only. Products subject to availability.

All our products are covered by our famous 5-Way Guarantee, ensuring that you get the best price and advice along with the fairest exchange policy.

p20 :: Industry

More gifts to stock cont. from p18 Tonglite 2 — for example, the removable warm white LED that shows the natural colour of meat.

But, a spatula, knife, bottle opener and grid scraper have been added to create the first multi-tool for braaiers. The tool can be used as a spatula by retracting the tong — or the two can be used together as a tong. In addition, a clip-on attachable BBQ stainless steel cleaning brush and scouring pad brush are included in the packaging — which significantly reduces the number of trips the braaier needs to make to the kitchen to collect forgotten utensils.

Like the original Tonglite, the multi-tool is dishwasher friendly, has a comfortable ergonomic reinforced nylon handle and has a long reach to enable the braaier to keep a safe distance from the fire.

Waterproof foldable solar Another innovation from UltraTec that should appeal to your customers enjoying the outdoors during the holidays is their new Silicone

LED Solar (SLS) lantern: it is light enough to carry in a backpack (200g), waterproof —and can therefore be used while fishing — and because it is unbreakable, will withstand the hardiest camping conditions. What’s more, it can be folded for easy storage when not in use.

The lantern has a 12-hour run time on High mode and 5 hours on Turbo. The LED itself will last for over 50 000 hours. It can be recharged with solar light or through USB with the supplied cable, and goes from zero to full in 3-6 hours.

UltraTec is a brand developed locally by LiteOptec.

A sharp gift option Customers who are looking for a Christmas gift for the men in their lives who enjoy the outdoors will find much to like about the Ken Onion Edition Work Sharp knife and tool sharpener: it sharpens gut hooks, serrated edges, hunting, kitchen and pocket knives, scissors, tools … pretty much everything needing a cutting edge.

What’s more, with the name Ken Onion attached, its performance is assured. The award-winning American knife legend was

the top de- signer for Kershaw Knives and developed their SpeedSafe assisted opening mechanism. Now, he has collaborated with Work Sharp to create a home sharpener that uses the same technology as the professional sharpeners he uses.

His industrial design and Work Sharp’s engineering expertise have been combined to produce a sharpener that will be appreciated by all who need a sharp tool or knife … and that includes cooks. It is easy to use, produces consistent results in no time, and requires very little skill to use.

The fully adjustable sharpening guide produces precise edge bevels from 15° to 30°, while the top quality flexible abrasive belts deliver a long-lasting razor-sharp edge. It also has a variable speed motor that adjusts to every task.

Work Sharp is locally distributed by Cutlery Distributing Group.

launches on the world stage

Advertorial :: p21

Lite Optec’s own brands are being noticed — both at home and abroad

L

ite Optec was very happy with the reception of their Tonglite brand at the recent spoga+gafa garden trade fair in Cologne, Germany, where they launched their new Tonglite 2 bbq multi-tool. This is the first time that Tonglite has been exhibited internationally.

“The response was overwhelming,” says Kim Romanis of Lite Optec, which owns the brand and develops the products. “The majority of interest came from European and Australian distributors and retailers.”

Their Original Tonglite braai tong won the 2015 Plus X award for Innovation,

Functionality and Ergonomics, as well as Best Product, which means it received the most seals of approval in its category. The Plus X award is given to products with new and innovative technologies, extraordinary design and intelligent, easy-to-use operating systems.

Tonglite’s a handy braai tong with a removable LED flashlight. The important thing about the flashlight is that it features a warm white LED, which will show the user a more natural colour of the meat on the braai.

Following on the success and popularity of the first Tonglite, the Tonglite 2 should have consumers queuing up to get their hands on it.

Tonglite 2 features a tong, spatula, knife, bottle opener, and grid scraper — all in one compact portable tool. The tong retracts to leave just the spatula, or the two can be used as a tong. Like its predecessor, the tool also features the removable warm white LED flashlight.

What else could a braaier need?

Oh, but wait, there’s more. Packed with the tool comes with a clip-on attachable BBQ stainless steel cleaning brush and a scouring pad brush.

The fibre-reinforced, ergonomic nylon handle means a comfortable grip and effortless operation, while the tool’s long reach keeps hands at a safe distance from the fire.

Both the Tonglite and Tonglite 2 are dishwasher friendly — just advise your customers to remember to remove the flashlight first.

For trade enquiries contact Lite Optec on Tel: 011 462 6986 or sales@ liteoptec.co.za. Alternatively, visit www.liteoptec.co.za. Please call if you should wish to view their showroom at 9 Staal Street, Kya-Sand, Randburg, Johannesburg.

Unbreakable LED Solar Lantern Weighing only 200g, UltraTec’s SLS Lantern is lightweight, waterproof, foldable, and unbreakable!

U

ltraTec’s SLS (Silicone LED Solar) Lantern is ideal for travel, use on water, camping, hiking, general outdoor use, gardening, use on pathways, at a party, on tables, as a child’s night light, as a back-up light during power outages, as a hazard warning light in flashing mode, as a signalling device … you name it!

The lantern has a 12 hour run time on High mode and 5 hours on Turbo. The LED itself will last for over 50 000 hours.

It can be recharged with solar light or through USB with the supplied cable, and goes from zero

to full in 3-6 hours.

Please bear in mind that while the SLS Lantern is designed as a waterproof storage container and lantern, it is not designed to store liquids.

For trade enquiries contact Lite Optec on Tel: 011 462 6986 or sales@liteoptec.co.za. Alternatively, visit www.liteoptec.co.za. Please call if you should wish to view their showroom at 9 Staal Street, Kya-Sand, Randburg, Johannesburg.

p24 :: Apparel & Footwear These adidas sports sunglasses were exhibited at this year’s OutDoor show in Friedrichshafen, Germany. Photo: Felix Kästle for Messe Friedrichshafen.

Recommending sunglasses When it comes to recommending sunglasses, there are a number of key points to consider, writes CARIN HARDISTY

T

he time of day and the conditions in which your customer will wear the sunglasses, what activity he’ll be taking part in, the shape of his face — it should not only be practical, after all , it should also flatter him … are all points to take into account when deciding what sunglasses to recommend.

There are so many different face shapes that it can be confusing what frame style will suit your customer’s face.

As a guideline, the following face shapes suit the respective frame shapes: • Diamond: Oval and rimless frames will complement the pronounced cheekbones.

Frames should have soft curves and should not be wider than the cheekbones.

• Heart or triangle: Recommend light-coloured frames, thin temples, or frames with exaggerated bottoms. Cat eye frames, or ones with rounded edges, will also work for this customer. You can also recommend rimless or butterfly styles.

• Oblong or rectangular: This customer looks good in large or round oversized frames, or rectangular frames, and thick frames. He can also wear tall frames, or ones with sharp angles and bold lines, which will sharpen the face. Avoid small frames.

• Oval: This type of face can wear almost any shape or colour frame. The best frame styles will cover the face from the eyebrows to the cheekbones. Cat eye or butterfly frames, with their upward design, will compliment high cheekbones. This customer should not wear oversized glasses, though.

• Round: Eyewear should not be curved and should have angular lines, which help the face look thinner and sharper. Recommend big, square-rimmed, rectangular or wrap eyewear. People with round faces should

Sports Trader :: 2015 November

avoid round frames.

• Square: Circular or oval lenses suit this shape the best as the roundness will help loose some of the sharpness in the face and create a more balanced look. This customer can also wear a cat eye frame, a butterfly style, or a semi-rimless frame, which will balance the jaw. The temples should be in the centre, or set at the top of the frame.

This consumer should avoid square frames in bright colours.

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Frame shapes explained Butterfly? Cat eye? What? If you’re unfamiliar with the different frame shapes, here’s a quick explanation: • Butterfly: usually oversized, these frames are wider at the top than they are at the bottom, creating the impression of a butterfly’s open wings.

• Cat eye: a modern take on the vintage movie-star with an upswept style. It has a wider top than bottom and visually slims the face.

• Oval: a good basics style with oval lenses.

• Rectangle: a straightforward shape — the frame is wider than it is tall.

• Round: a classic look with round lenses, popularised by John Lennon.

• Semi-rimless: for a vintage look, the bulk of this frame sits over the top of the frames and the temple.

• Square: a geometric, square frame that is usually oversized.

• Wrap: the lenses cover most of the eyes and don’t allow UV rays in through the side.

How the lens affects the view The various lens colours aren’t just for looks.

Each comes with their own benefits.

• Amber: reduces glare, enhances depth perception, improves detail and prevents eye

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fatigue. Good for use early morning or late afternoon, or in low light conditions, e.g. on cloudy, hazy or foggy days. Also good for sport participants where they need to judge distance, or if much of the focus will be against greens or blues.

Blue or purple: reduces glare, helps to see contours, and improves colour perception.

Good for misty and foggy conditions and for use around snow.

Dark amber, copper or brown: enhances depth perception, blocks blue light to heighten contrast. Especially good for situations where the focus is on green against blue, for example grass against blue skies.

Good in party cloudy to sunny conditions.

Green: helps reduce eyestrain, adds a slight contrast (lowers glare while brightening shadows), and preserves colour balance.

Good for general purpose use in sunny, partly cloudy, cloudy, foggy or hazy, and low light conditions.

Grey: reduces brightness while preserving natural colour perception. These lenses are good for general use in sunny, partly cloudy, cloudy, foggy or hazy, and low light conditions, as well as for when the wearer has to view the scene in a natural colour state, for example hunting.

Pink, rose or red: enhances visual depth, reduces eye strain, good road visibility and increases contrast (partly cloudy and sunny conditions). Causes colour imbalance. Good for use in sunny, partly cloudy and cloudy conditions as well as around snow.

Yellow or orange: heightens contrast, good depth perception, and filters out blue light for a sharper focus. Provides clarity in overcast, hazy or in low-light conditions. Also good for use with indoor sports as well as during sunset or evening driving. Gives a col-

Apparel & Footwear :: p25 our distortion, adding a yellow hue.

• Mirrored or reflective lenses: if your customer is interested in a mirrored or reflective lens, he should note the colour and type of coating on the outer surface of the lens, as well as colour of the lens without the coating (the base colour). o Base colour: provides the colour’s benefits, as described above. o Mirrored: reduces glare and does not affect the contrast. Good for activities where there is a possibility of high glare, for example snow- or water sport, driving, etc.

By combining the colours with technologies, your customers will get more out of their eyewear: • Gradient: tinted from the top down, where the top is the darkest. This shields the eyes from overhead sunlight, while allowing light through the bottom half of the lens so that the wearer can see clearly. o Double gradient: tinted from the top down as well as from the bottom up, where the top and the bottom are darkest. This shields the eyes both from overhead light and light being reflected from below.

• Hydrophobic lens coating: repels water from the lens, as long as the lens is clean.

• Photochromic lenses automatically adjust to the changing light, for example turn darker when the light gets brighter. The change is activated by UVB rays.

• Polarized coating: blocks vertical (reflected) light to reduce glare.

Performance eyewear Cycling eyewear protects the wearer’s eyes from possible irritation caused by insects,

dust, grit, sun, and wind. If these get into the cyclist’s eyes, they’ll not only bother him, but could make him have an accident.

The lenses need to be impact resistant and are therefore made of highly resistant material such as polycarbonate, which will prevent them from shattering.

The lens colour choice should also be more about the practical advantages than their aesthetic appeal. The time of day your customer is most likely to cycle during will impact on the lens colour he needs. A pair of glasses that will take interchangeable lenses will be ideal for a cyclist who doesn’t cycle during a specific period during the day, and might need more than one colour lens.

Eyewear for watersports Surf sunglasses are developed specifically for people who spend long periods on, and around the water, like surfers, fishermen, yachtsmen, kayakers, etc.

The wearer requires protection from UVA and UVB rays, because of the large chance of developing irreversible long term eye damage from the sun.

Surf sunglasses have strong frames and the lenses can’t be pushed inwards. This provides protection against rough waves, rivers, board accidents, etc. The glasses should also have anti-impact protection, like shatterproof lenses.

A good pair of sunglasses should also have a hydrophobic lens coating and offer ventilation to prevent the lenses from fogging.

It’s important to note that sunglasses shouldn’t be worn during surfing if they rest entirely on the nose bridge. If the force of the

water, pushing against the glasses while duck diving, is entirely taken by the nose bridge it could lead to injury.

To prevent the sunglasses from falling off and being lost in the water, recommend a head strap or leash system to your customer.

Fishermen will also benefit from the eyewear with the above characteristics. They do not only need protection from the sun, however — they also want to be able to see through the surface of the water. Polarized sunglasses will work well for your fishing customer, as they reduce glare and therefore the light that gets reflected off the surface of the water, which allows him to look through the surface and see the fish.

Fashionably protected It is said that accessories complete the fashion outfit: few are as hard to miss as a good pair of sunglasses. The Spring 2016 colour palette for eyewear frames is a mix of soft pastels and natural hues in calming colours. For ladies, think frame colours in dusty blues, greys and pinks, taupe, and lavender. Bright pink will also be a big hit.

The cat eye is still a staple in women’s wardrobes. Now, it is exaggerated and features embellishments, modern touches and crisp colours.

Round sunglasses are combined with bold patterns, animal prints and fresh colours, for sophistication with an edge. Black-and-white combinations, marble, and the classic tortoiseshell reinterpreted are popular.

For men, the semi-rimless frame has been updated to include metal details, vibrant colours, and textures.

Keep your customers in style YOUR CUSTOMERS will love the VONZIPPER and Dot Dash eyewear brands for their fashion-forward styles with a healthy dose of personality and attitude.

Fifteen years ago, the VONZIPPER eyewear and accessories manufacturer started out in California as a group of friends who shared a mutual attraction to freedom and a do-it-yourself mentality. Today it features a range that features innovative design, supreme style and a strict attention to detail.

The brand is all about lifestyle and personality. Its mission is to “develop, design and deliver premium eyewear, goggles, soft goods and accessories to the alternative mindset through participation in the sideways subculture and a commitment to the individual”. No matter what the company does, everything is a reflection of relationships — among employees, team riders, retailers, consumers, you name it.

“We bring smiles to faces and touch people with positive declarations of rebellion,” states the company on their website.

You’ll find VONZIPPER eyewear on the faces of surfers Joel Parkinson, Taj Burrow, Jack Freestone, Donovan Frankenreiter, Malia Manuel, Tyler Warren, Tanner Rozunko, Greg Long, Ian Gentil, Griffin Paul Colapinto, and Josh Burke, as well as wake boarders Mike Ennen, Ben Horan, Kevin Henshaw, and Raphael Derome.

In the short time since it was founded in 2011, the Dot Dash eyewear brand has already found a following globally among young trendy individuals. Featuring sunglasses in classic, vintage, Above: VONZIPPER Dipstick sporty, designer and futuristic styles, the brand is Below: Dot Dash Poseur “a wink-wink to highbrow tomfoolery and a nudge-nudge to lowbrow trends,” states the company.

Both the VONZIPPER and Dot Dash brands are locally distributed by GSM Trading.

Michael Matthews of team Orica GreenEdge wears Bollé.

Bollé hits the mark in cycling PERFORMANCE EYEWEAR brand Bollé has a proud heritage. Not only has it been dominating the market for over a century, it has been associated with people and teams who dominate in their own fields.

The brand has been producing sunglass lenses and frames for more than 120 years. On the cycling scene, the brand has been worn by cyclists such as Miguel Indurain (five times winner of the Tour de France), Pedro Delgado, Alex Zülle, Laurent Jalabert, and Leontien von Moorsel (three times Olympic Champion).

Since 2013, the brand has also been a partner to Team Orica GreenEdge — South African Daryl Impey’s team, among others.

“Bollé is a proud sponsor for the Orica GreenEdge Team internationally and sponsors all their eyewear in France,” says Samantha White, eyewear manager for local distributor Ultimo.

2015 November :: Sports Trader

Footwear Trends

p26 :: Apparel & Footwear

Innovative designs and technologies to enhance comfort are the trends to be seen in the new summer footwear collections from leading local suppliers

W

earability and ease are the most important features of the latest spring/summer footwear collections, says Wayne Roos, men’s and ladies product manager of Jordan and Bronx Woman, distributed by Jordan & Co. For women “there are quite a few trends — ranging from western looks to lace ups, block heels to flatforms,” he says. “Flatforms are definitely a big trend. It’s been coming for a while, but it looks like South Africa is finally embracing it.”

The flatform is not to be confused with the wedge. “The flatform is very flat, even though the sole can be very high,” explains Roos.

“Wedges have an incline, tipping the foot at a slight angle, and the platform has an obvious thick sole i.e. the plateau has mostly a strength of three to ten centimeters.

“Flats are the biggest thing this summer and as always, very popular in South Africa — and they’ll come in all shapes and forms, with, and without embellishments,” he adds. “We also see lots of metallic, trims and bling, prints and points.” Gladiator sandals remain in fashion, but they will be slower sellers.

Athleisure is definitely coming in strong, confirms Roos. “More brands are commercialising their sneakers with fashion materials for everyday wear. This is definitely a big trend and I think it’s here to stay. South Africans are generally quite active and this trend suits us well.”

Roos reckons the only pair of shoes you need to get rid of, are the ones that fall apart. “Then it’s definitely time for new ones. As much as the trends are relevant out there, I tend to look at what works for the local market and adapt the looks so that Bronx can grow as a brand.”

Flatforms are a big trend ̶ not to be confused with the wedge. The flatform is very flat, even though the sole can be very high volumes last season.

Despite very challenging market conditions, their sales are up 80% for S15 compared to S14 and they are expecting to finish 25% over budget this summer, reports Henry.

“I must commend my agents who fought for ever pair and the retailers who backed our vision,” he says.

Their main objective was to get the tongues wagging again for the Jordan label and building brand confidence with the retailer was easier than expected, as it’s not how well you sell into stores, but how well the retailer sells out to the end consumer, he explains. “It’s fair to say we have achieved this, as currently the demand outweighs the supply.”

Retailers who backed them in April when they launched their summer range capitalised by securing multiple deliveries.

The Jordan brand is mainly driven by independent retailers and its growth is mainly due to new retail doors opening, which is very encouraging for them to see, says Henry.

Summer 2016 has paved the way for the pre-selling model of their winter 2016 range. “Gone are the days when Jordan was seen as a stock holding company. We were able to secure our orders by end October for 2016 deliveries. We will now only have a small percentage of surplus stock to see us through the remaining winter months,” adds Henry

Stylish new look for Olympic

Jordan listens to market In order to communicate well you have to be a good listener, and that is what set them apart from the competition, Jordan brand manager Jody Henry believes. Because they listened to retail feedback and consumer demand — and acted on it — they almost doubled their sales

Sports Trader :: 2015 November

The Olympic International stylish spring/summer 2015 active lifestyle footwear collection will ensure that no matter which discipline, your trainers will be comfy and supportive, secure across the instep and in the heel, but roomy enough to wiggle your toes, says Brian Pollock of the local distributor Jordan & Co. The range is vast, with over 35 styles to choose from: for the gym to rocky trails, the city to the outback, the soccer field to netball court, athletics stadium to the dock, the brand has it covered.

“Exciting and invigorating design is blended

with the best performance technologies that cross over between athletic and casual environments, seamless constructions, fashion-forward design, as well as advanced technologies and materials, says Pollock.

Trail High is a rugged trail boot with an upper made up of durable suede leather, breathable mesh and hard wearing nylon with a camo print.

The sole has an aggressive outsole with super grip cleats and a light-weight phylon midsole, boasting a camo print to match the upper. Both the collar and tongue are padded for extra comfort and the comfort inner sock is removable for easy replacement if needed. “This boot will help you enjoy your excursions more!” he says.

Transition is a lightweight men’s active shoe, boasting a breathable mesh upper with synthetic overlays. The midsole is super light phylon, with a speckled red trim to add to the sporty look, while the durable TPR outsole provides all day, long lasting wear. The comfort inner sock is removable for easy replacement if needed.

Megan (for ladies) is a lightweight sporty shoe with a breathable mesh and synthetic upper on an aggressive two–colour phylon sole. “The lace and side trim adds a pop of colour and excitement and the comfort inner sock is removable for easy replacement if needed,” he says. “A great shoe for all day wear and activity — definitely for busy, active girls!”

Blast is a colourful netball shoe with breathable mesh and synthetic overlays for comfort and lightness. The midsole is lightweight phylon and the hardwearing TPR outsole offers both grip and comfort on the court. The comfort inner sock is removable for easy replacement, if needed.

“Force is a bright and vibrant football boot, which screams action all the way!” according to Pollock. The synthetic upper is not only eye catching, but it is also flexible and water resistant. The sole is light and flexible with a colourful multi-stud design, offering great grip.

The memory foam in the inner sock offers great comfort.

Flash is a super lightweight sprinting spike with a light and flexible sole (see p51). It is is also available as distance running shoe with an EVA midsole for lightness and cushioning over long distances. “The upper is a breath- To p28

p28 :: Apparel & Footwear

New from shoe brands cont. from p26 able mesh, wrapped in a flashy, honeycomb design synthetic overlay.” A padded collar offers extra comfort around the ankle area, while the inner sock, made from a punched memory foam, enhances the comfort and breathability of the shoe.

Walk everywhere with Cat A lifestyle trendsetter in 150 countries, Caterpillar (Cat) footwear has a loyal following among men, women and children who appreciate the durability and strength of footwear from a brand with a heavy equipment heritage that feels light and comfortable on the foot — and looks good.

Due to its lightweight properties, the new Transcend men’s sneaker is ideal for walking, wherever the road may lead you.

It is available in a number of trendy colours and offers versatility for the fashion-conscious customer. The supple leather shoe has a Strobel construction — the upper and lining has been stitched to, and the outsole cemented to, the insole — and features a nubuck upper and nylon mesh lining.

Caterpillar footwear is locally distributed by Medicus Shoes.

Latest Skechers innovation The GO Flex Walk, the latest performance footwear innovation from Skechers, offers all-day comfort because the shoe is so flexible that it literally moves with the foot.

Part of the highly successful GOwalk range, the knitted upper and articulated, segmented, sole adapts to, and copies, the movement of the foot, whilst providing anatomically correct cushioning and comfort features.

Designed for athletic walking, it has a comfortable Goga mat insole, which works like a yoga mat that bounces back once weight has been removed. The lightweight, injection-moulded Resalyte sole with memory retention helps to absorb impact, and the flexible rubber in the sole provides durability and stability.

The shoe also features

memory foam padding around the heel for a custom-fit feeling. The upper is made of a soft, nearly seamless, knitted heathered fabric.

Skechers is distributed by Footwear Trading.

Hi-Tec style and performance With Hi-Tec’s range of sandals and water shoes, the walk on the beach just became so much better. They have combined fashion with performance features that will make your customers look good, while enjoying the outdoors.

Reef Strap (below), now available in new colour ways, offers the next step in ergonomic function and comfort: the stretch fit allows the closed sandal to adapt to the movement of the foot to main-

tain the best shape, fit and comfort.

It has a stylish suede upper and easily opens and closes with a clip on the top strap and a velcro closure on the medial side. The rubber outsole, a speed lacing system with lace dip, and a compression moulded EVA midsole offers comfort throughout a long summer day in the outdoors.

The Ula (above) is one of Hi-Tec’s best selling sandals for ladies because of the many comfort features it offers. It has a PU and neoprene upper with adjustable velcro straps and its rubber outsole has a compression moulded EVA midsole.

Savanna Strap looks like a fashion sandal, but it has plenty of comfort features to To p30

p30 :: Apparel & Footwear

Footwear news cont. from p28 enhance performance. The trendy thin straps are combined with synthetic web for a better fit.

Its multiple straps give the foot the needed support and guidance, and its midsole with sculpted EVA footbed offers underfoot comfort. The traction offered by the durable rubber sole improves performance over rocky ground.

The lightweight Wolf River watershoe offers an ergonomic fit for added comfort even during long days spent fishing or walking on the beach.

The high performance upper offers support, durability and breathability, and the easy-to-use toggle fastening creates a secure fit. The Stroballed EVA footbed provides excellent underfoot cushioning and the durable rubber outsole with drainage ports ensure better performance when walking in water. It is available in black for men and cool grey for women.

Superga partnerships Superga has partnered with retailer Liberty London and extended their partnership with club and 5FM DJ and TV presenter Poppy Ntshongwana to create exciting new sneaker ranges (right).

Now in the second year of the partnership, Ntshongwana will continue to be the face of Superga South Africa and has collaborated with the footwear brand to release a spring/summer range, which features six trendy and elegant styles for men and women.

“This collaboration differs significantly from the previous one,” says Ntshongwana. “Not only did I get to actually design each and every shoe, the range is also a lot more mature. This range is more unisex than my first one and I’m super excited to see how everyone will wear and interpret them by creating their own fashion looks.”

The Liberty of London collaboration (above) has created the ultimate summer shoe. The relaxed, feminine sneaker range features iconic floaral prints to reinvent the classic 2750 style.

The elegant 2750 sneaker features a low cut style, designed to complement the foot.

Back to the future with adidas The latest innovations from adidas could just as well come out of a science fiction novel: 3-D printed midsoles and using robots to manufacture items, like point of sale items, tailored to a customers’ needs. Adidas has created the Futurecraft 3D running shoe midsole, which can be tailored to athletes’ individual cushioning needs in partnership with 3D printing specialist Materialise.

The concept could one day change in-store fittings to a point where consumers only have to walk into a store, run on a treadmill to determine their specific needs, and walk out with a breathable, 3D-printed running shoe that replicates their footprint, foot contours and pressure points precisely.

In future certain iconic adidas products, like Messi’s boots, will never be thrown away, but in-

Sports Trader :: 2015 November

stead be recreated to last forever.

The adidas Sport Infinity research project aims to create a sporting goods collection using an inexhaustible 3-D recyclable material. These products will be remouldable to personal taste and specifications in a waste- and adhesive-free process.

A number of industry and academic experts will work on the European Commission funded project, which will use broken down sports products and excess materials to create soccer boots that will contain materials like the carbon used in aircraft manufacturing and fibres from boots used during the World Cup. The brand has also signed an agreement with German machinery manufacturer Manz to develop ways of manufacturing faster and they expect that by 2020 about half their products will be made ultra-fast by robots. With this level of automation, the brand could move manufacturing back to Germany.

Presently, the new adidas X 15+ Primeknit (see above) and ACE 15+ Primeknit soccer offer players more control and the ability to cause chaos on the pitch. They are now available with a new Primeknit construction, which has been recreated for the game. Both models have a 3D vacuum skin, which offers good grip and protects the upper from the elements, without impeding the boots’ comfort and fit.

The X 15+ has a tight knit upper, which gives it a good fit and locks the wearer’s foot down on a X-Claw traction plate. It also features a new stretchable single-piece Primeknit collar and tongue. The Ace 15+ Primeknit features a new 3D control upper that forms its forefoot.

New Faas model from PUMA Puma has introduced a new member to the Faas family: the 600 S V2 is the brand’s first shoe that has been engineered specifically for the overpronating runner.

The shoe is designed to prevent pronation in the long distance and over-pronating runner, and features a dual layer midsole that provides increased cushioning and resilience, as well as an 8 mm heel-to-toe drop.

The women’s version is known as Puma’s pinnacle women-specific running shoe and has additional features like a strategically placed air mesh that contours the shape of the female foot, less overlays near the forefoot to accommodate bunions and a lightweight women’s specific external heal counter.

p32 :: Apparel & Footwear

Part 2 in our manufacturing series:

Local shoe manufacturing

On the road to recovery

Various initiatives, including government subsidies, are working together to help South African footwear manufacturers regain a foothold in the local and international markets, reports TRUDI DU TOIT

O

ver the past five to six years local footwear manufacturers have been stepping out of the black hole that made companies and jobs disappear during the 1990’s and early part of the 2000’s. The 60-m pairs of footwear made locally in 2014 matches the volumes achieved in the good ole’ days of the 1980’s when on average 58-m pairs per year were manufactured in South Africa.

That was before the mid-1990’s when the massive volumes manufactured in China came marching in and the annual number of pairs manufactured locally dropped on average 22m; about a hundred factories closed; an average of 8% jobs were lost per year — some years as many as 17%, as statistics from the SA Footwear and Leather Industries Association (SAFLIA) show. More specifically: 63-m pairs of footwear were made in 1981 … in 1999 this dropped as low as 26-m.

Now, we’ve upped annual local manufacturing volumes by about 17-m pairs to an average of about 52-m per year. Since 2006 about 200 South African firms have been manufacturing footwear, a good increase from the 90 — 120 factories operating during the previous decade. Employment rates have also stabilised at around 11 000.

According to data supplied by Quantec, employment in the footwear industry grew 9% from 2004-2014, although this will include people working for importers and distributors as well. In manufacturing, however, the number of employees declined from 13 000 in 2004 to the current 11 000 in 2014.

What’s more, exports are growing: export volumes increased 20% between 2012 and 2013 — although volumes are still fairly low.

In the decade leading up to 2013, a total of 20.58-m pairs of footwear were exported from South Africa (an average of 2-m per year),

Sports Trader :: 2015 November

mainly to Zimbabwe, Zambia, Mozambique and other African countries. Export volumes have been steadily rising since 2008 to a high of 4-m pairs in 2014, reports SAFLEC (SA Footwear and Leather Export Council), which is cofunded by SAFLIA. “The production incentives from the Department of Trade and Industries (DTI) have made a massive difference,” says SAFLIA chair Noel Whitehead. The production incentive has two components, an Upgrade Grant Facility, which is meant to focus on upgrading equipment to improve competitiveness, and an Interest Subsidy to assist with working capital.

The Competitiveness Improvement Programme (CIP) assists manufacturers to improve their local and international competitiveness through various channels, including facilitating training, the formation of clusters and improving business practices.

Cluster concepts “The cluster concept (see box p34) and project is perhaps one of the most exciting initiatives that has come the way of this industry and it has the potential to transform the way industry does business and finds a solution to competing against low cost countries,” outgoing SAFLIA executive director Paul Theron said in his 2014 Director’s Report.

There are two types of clusters: an ordinary and a national cluster, supported by regional activities.

According to the DTI guidelines (see box p34) an ordinary cluster is a group of at least five manufacturing companies, or a combination of manufacturing and related organisations (e.g. retailers, design houses, component manufacturers) that are collaborating towards improving the competitiveness of each cluster member.

The aim of the cluster is to facilitate ver-

tical integration. For example: a big retailer will require a specific footwear product, and will then mobilise the material suppliers, designers and manufacturers in the cluster to supply what he needs, explains Whitehead.

“There could be several clusters operating in one area.”

There is currently a KwaZulu Natal cluster, a Southern Districts cluster (which includes companies like Watson shoes, Mossop Leather, etc. in the Mossel Bay area) and “then they are busy launching one in Western Cape with Mr Price,” says Whitehead.

A national custer is responsible for facilitating and managing national shared resources and projects, as well as overseeing regional cluster projects, where applicable, explain the CIP guidelines.

These include skills development, technology development and research, support for the development of SME’s and sharing resources and facilities.

It will be SAFLIA’s responsibility to identify the areas where there is a need for a national or regional cluster.

Not quite there But, while local footwear manufacturers can feel optimistic about the progress made the last few years, it is not quite yet time to buff the party shoes.

“Further analysis reveals that only a core of a few companies grew significantly, whereas many others showed a decline in volumes,” Theron wrote in his 2014 report.

It is also still very much an importers’ market: in the decade 2004-2013, 1.65-bn pairs of footwear were imported, while the 448.76-m pairs manufactured locally represented about 21% of the market. Although local manufacturers accounted for 25% of the total pairs of footwear in South Africa in 2008/9, the local

Apparel & Footwear :: p33

SAFLIA chair and Jordan & Co MD Noel Whitehead. Photo: Nicol du Toit

content percentage dropped thereafter.

Only 27% of the footwear companies active in South Africa are manufacturers, the bulk import or distribute.

Between 2012 and 2013 the value of imports grew 7% to R9.1-bn, Theron reported. “China is still the major source country for imports, accounting for 90% of imports in volume terms and with average prices rising 4%.” Vietnam and Indonesia are the next most significant countries with their average prices rising 19% and 20% respectively. “However, with average prices of R125 per pair these latter two countries cannot necessarily be considered as low cost alternatives to China,” he says.

The two biggest challenges the local footwear industry faces are ageing equipment and an ageing workforce, says Whitehead.

Ageing equipment The Production Incentive that has been running for about five years, makes a major difference in addressing the problem of ageing machines, he believes. “It gives the industry a massive injection for replacing ageing machines. If not for that, individual companies would have run out of machines and wouldn’t have been able to replace them.”

More and more manufacturers are now making use of the Production Incentive, which for the first time became over-subscribed this year. That does not imply that more manufacturers are opening local firms, but that more of them are accessing the incentive. “As a matter of fact, we’ve seen more manufacturers closing down or amalgamating in recent years,” says Whitehead.

When comparing employment and production figures from the 1960’s and ‘70’s to the present, it is clear that the number of firms manufacturing is not as significant as their production capacities. Fifty years ago nearly a quarter of the

The number of pairs manufactured locally dropped by an average of 22-m; about a hundred factories closed; an average of 8% jobs were lost per year 70-100 local footwear manufacturers were big, with a volume output of more than 1-m pairs per year per factory. Despite the firms numbering about half of the current number of manufacturers, employment numbers in the 1970’s were about double that of today.

Today, most (56%) of local shoe manufacturers are small, manufacturing less than 50 000 pairs per year, and only 6% of the local firms have an output of more than 1-m pairs per year. The 22 firms with an output volume of more than 500 000 pairs per year are, however, responsible for 47% of all shoes manufactured locally, even though they only represent 11% of the manufacturers.

Training staff Experienced staff members aged 45-55, especially machinists, who resign in order to gain access to their pension funds, has been a problem for the industry. The posts of the skilled machinists are then filled by inexperienced youngsters.

“We realised that if we didn’t train new designers, people who can work on CAD, in time we won’t have any staff left, plus an ageing workforce,” says Whitehead. “We might have new machines, but no staff to operate them.”

This is by no means a problem unique to the footwear industry. “Many manufacturers are failing to attract younger entrants into the industry and are left with an ageing workforce

threatening the sustainability of their business,” report the Fibre Processing and Manufacturing (FP&M) SETA in their Sector Skills Plan for 2015-2020.

“Once the existing employees retire the skills gaps will widen substantially. Rapid technological advancements have increased the need for high-level technical skills and machine mechanics. However, a shortage of overall technological expertise (e.g. mechanics and machinists) has meant that skills have had to be brought into the country from elsewhere to maintain and repair machinery and train employees on how to use them.”

Qualified machinist is the biggest scarce skill for members of the FP&M SETA, according to their Skills Plan. This especially affects the footwear sector, which employs the highest proportion of machinists of all 13 sub-sector members of the SETA. Workers with scarce skills are defined as “either impossible to replace or extremely difficult to replace should they exit the sector.”

Training workers therefore became a priority for the footwear industry, as well as the DTI. “We made a commitment to the Minister of Trade and Industry that we will grow the industry and grow exports as well,” Whitehead explains SAFLIA’s investment in training.

While many big companies have their own education and training schools, staff training is not always an option for smaller firms.

SAFLIA therefore supports the FP&M SETA, where the most popular course is the National Certificate: Clothing, Textiles, Footwear and Leather Manufacturing Process in which 2 665 learners enrolled during 2011/12 to 2013/14.

The footwear industry is also represented on the FP&M SETA by the National Footwear and Leather Cluster (NFLC)–VUT, established by the DTI at the Vaal University of Technology (VUT). In the beginning of the To p34

2015 November :: Sports Trader

p34 :: Apparel & Footwear

Local footwear recover cont. from p33 year a team of experts from the Indian Footwear Design Development Institute (FDDI) was seconded to the NFLC-VUT to help train South Africans in footwear design and manufacturing skills, assist with curriculum development for courses, research programmes and procurement amongst others, as well as train South African lecturers and students.

These programmes will be implemented regionally by local universities, like the University of the Western Cape, who’ll partner with the industry to train staff.

“The programme will support the development of a standardised curriculum compliant with the standards of the South African Qualification Authority (SAQA)," says the DTI minister Rob Davies, whose department approved a grant of R69.2-m for the establishment of NFLC-VUT as part of the Competitiveness Improvement Programme (CIP). Government has prioritised this cluster as it has the potential to create jobs, Davies added, pointing out that government also supports the industry by increasing local footwear procurement contracts from R99.4-m in 2014/15 to R 272.2-m in 2015/16.

Biggest challenges Not surprisingly, Whitehead identifies the current economic climate as the biggest challenge faced by the industry. “Most smaller companies struggle with cash flow, because you have to pay for your components up front.

Margins are under immense pressure, as input costs are rising above inflation. In addition, quite a few retail customers are going into liquidation or business rescue.”

In addition, retailers are coming under more pressure to keep costs down and “sometimes they will change to an imported product to save as little as R5 per item”.

While Whitehead believes there is not much more the footwear industry can ask from government, because “we’ve got 100% support from government behind us”, he would like to see more support from retailers for local manufacturers “because it is the right thing to do”.

“But, in most cases we still manufacture above the premium imported product price,” acknowledges Whitehead, who also points out that the high exchange rate (currently R13.30/$) brings local prices much closer to imported prices than when we were trading at R10/$, for example.

High import duty (20%) on raw materials presents another challenge for manufacturers.

“We need to develop more sustainable local suppliers of materials,” he stresses, because high duties on components like eyelets, insoles, etc. make it difficult to manufacture at prices that can compete with imports. “You must have downstream beneficiation and stable, sustainable, suppliers.”

Impact of labour Depending on the level of mechanisation – a

Sports Trader :: 2015 November

handmade leather shoe vs a machine made gumboot – labour comprises from 20-50% of the cost of a locally made shoe. A rise in labour costs can therefore be a major contributor to making shoes too expensive for local consumers, especially if it rises above inflation, concedes Whitehead. Over the past 15 years the average annual wage increase had been a reasonable 7%.

Following the difficult 1990’s when bosses and workers suffered from factory closures, labour legislation and unions do not currently count under the problems faced by the industry. “We’re part of a collective agreement, we’ve got a bargaining council, and our view is that collective agreements work,” says Whitehead, adding that SAFLIA has a good relationship with both unions active in the industry.

Local manufacturers who focus on categories like higher end leather shoes find the playing fields far more level.

Can be competitive But, it seems that some manufacturers are giving the Chinese imports a run for their money. Those who try to compete with entry level footwear will always be at a price disadvantage, but local manufacturers who focus on categories like higher end leather shoes find the playing fields far more level.

Most shoes made in South Africa (42%) do indeed feature leather uppers, followed by synthetic uppers (36%) and slippers and moulded footwear (20.5%). Footwear with fabric uppers and running shoes only represent 1.8% of the pairs made locally.

Most of the leather upper and slipper/ moulded footwear are made for men, while nearly half of the shoes with synthetic uppers are made for women and girls.

Not surprisingly, shoes with leather uppers comprise the lowest number of imports (about 8%). Cheaper shoes with fabric uppers constitute about 45% of all imports, followed by “other footwear, outsole and upper of rubber or plastic” (about 40%).

Of the manufacturing processes employed, more than half of the locally manufactured footwear are stuck on, just more than a quarter are made by injection moulding, about 10% slip lasted, about 5% stitched down and less than 1% welted.

Donning his other hat as MD of Jordan & Co, Whitehead can speak from experience that local factories manufacturing leather shoes can compete with imports.

What’s more, Jordan & Co are planning on replacing more and more imported products in their ranges with locally manufactured. “We’re going to increase our local manufacturing and we are keen to invest in the industry.”

Aims of the Competitiveness Improvement Programme (CIP) This programme for clusters in the clothing, textile, footwear and leather goods industries has the objective to improve the global competitiveness of South African-based manufacturers so that they can effectively supply their customers. Competitive interventions should include innovative activities related to people, products, processes and market development.

The interventions should aim to: • Reduce the cost structure of companies; • Increase the effectiveness, reliability and efficiency of supply and integrate the operations of manufacturing entities in the value chain; • Establish a business foundation for the long term sustainability of the sector and the development of functional relationships along the value chain. Establish best practice governance structures; • Develop skilled employees; • Develop a specific marketing strategy; • Establish a culture of continuous innovation by focusing on processes, products, markets and technology.

According to the programme guidelines published by the DTI, the CIP is based on the belief that competitiveness improvement is best achieved through value chain networking and partnerships. The CIP is thus based on cluster formation of either similar manufacturing entities or a value chain cluster, comprising e.g. manufacturers, suppliers and retailers in order to engage in collective improvement activities.

Clusters offer the following benefits: Companies tend to share many activities through cooperation and they can operate more efficiently, drawing on suppliers and buyers with short lead times.

Critical resources and capabilities that do not exist within a company can be accessible through networks inside the cluster.

Clusters further promote higher levels of knowledge-sharing and innovation, technical adaptation and learning among members as different resources can quickly be reshuffled and restructured allowing for new and better economic combinations of skills, capital and technology.

Funding subsidies: Clusters applying for government support and funding must submit a competitiveness improvement plan, outlining each member’s role, and an overall business plan for the cluster.

A subsidy is available to fund competitiveness improvement activities in companies that would otherwise not be able to finance these interventions.

Members of ordinary clusters can apply for a cost-sharing grant incentive of 75% of the qualifying project cost, with cluster participants supplying the other 25%. These incentives will not cover costs pertaining to machinery, equipment, commercial vehicles, land or buildings.

National clusters can apply for 100% funding of qualifying initiatives.

p36 :: Sport

The latest in running accessories

A

ccessories add more details to a runner’s look while also providing the necessary needs during the run. It takes more than just shorts, vests and shoes for a runner to have a complete running look. Accessories like watches, caps, visors, LED lights, socks, laces and arm bands are just a few items designed to make running more convenient. Such items ensure that a runner enjoys his run with ease as they either provide navigation, safety or comfort when on the run.

Adidas accessories There is a wide variety of running accessories available from adidas, such as caps, bottles, a waistbag, media arm pocket, and running light.

The two caps feature the climalite and climacool technologies that keep the wearer cool and dry by pulling sweat away from the body.

The climalite 3-stripes cap is designed to help keep the sweat out of the runner’s face. It’s made with moisture-wicking climalite fabric and features UPF 20 UV sun protection. Reflective details on the adidas logo at the back and on the three stripes on the front keep the adidas run bottle, media arm pocket wearer visible. and run bottle waistbag

Sports Trader :: 2015 November

The cap is made of 90% recycled polyester and 10% elastane dobby.

The ventilated climacool running cap helps to keep the wearer cool and dry. It features breathable mesh vents, UPF 20 UV sun protection and reflective details.

Both caps feature medium pre-curved brims and adjustable back straps.

For those times when your customer has to carry items with him, but he has no pockets, recommend he tries the run bottle waistbag, which allows him to keep essentials in one easy place. The product features a sleeve to hold a water bottle as well as two zip pockets for smaller items. The waistbag also has a handy adjustable strap and is made from 100% polyester.

A smartphone offers a runner several handy functions while on the run. Your customers can carry theirs in adidas’ media arm pocket, which is built with a secure hook and loop elastic strap to help attach a smartphone like the iPhone 6 and Samsung Galaxy S5. The reflective arm pocket is made of 100% silicon.

For low light runs, adidas recommends their running light. The light has three settings allowing a user to adjust the brightness. The interchangeable battery-operated light is designed with 100% polyester plain weave.

The dishwasher-safe and BPA-free water bottle is designed to help keep a runner hydrated during training. The 750ml bottle features a pop-up top and is made of 100% injection moulded polyethylene. This slim-design bottle fits in most bike bottle holders.

ASICS caters for women With its women-sized Mad Dash Visor, ergo-

nomic and lightweight 2PPK Pulse and 3PPK Lyte socks, and their handy duffle bag, ASICS has your customers’ running accessory needs covered from head to toe.

The Mad Dash visor, which has been sized smaller for a woman’s fit, is a worryfree lightweight performance visor that will keep your customers comfortable with its moisture management and ASICS’s Dry technology that removes sweat from the skin and cuts down on irritation. The 100% Polyester visor also features ASICS duffle handy design elements such as a reflective and easily adjustable back, and a black underbill.

The ergonomically designed 2PPK Pulse socks have been designed for comfort and to help the runner. They feature flat toe seams, which mean less skin irritations and a more comfortable run. The design also helps to absorb shock, which is especially useful for those running on hard surfaces. In addition, the moisture-wicking yarn keeps the feet cool and dry.

With the 3PPK Lyte socks your customers can hit their goals three times a week, says Dawid Visser of ASICS. The socks allow a wearer to give 100% during his training sessions. “It’s all about high performance, with a sock that adds almost nothing to the total weight of the wearer’s gear,” he adds.

The fabric releases sweat fast, making every step a little more comfortable. Each of the socks also has a training-friendly flat toe seam that helps with keeping away blisters.

Sport :: p37

Accessories are useful products to recommend to your customers who are preparing for races or want to add safety or comfort features to their training runs. YAMKELA MKEBE finds out what new and exciting running products suppliers have to offer

Left : Participants in the Ultra-Trail Cape Town in October made use of plenty of running accessories to counter the wet and cold at the start, and misty trails along the way. Photo by Sportograf.

They keep weight right down and are low-cut, therefore only peeking out slightly over the top of the shoe.

ASICS’ medium sized duffle bag allows a runner to store all of his training gear in one place.

It’s easy to transport with comfortable removable straps and padded handles, and is designed to store all the user’s training gear in a big and secure area. It also features a separate mesh pocket, which is useful to secure valuables.

Black Diamond gives light Black Diamond offers a number of lighting solutions that will prove useful to a user when running in low light. The Ember Power flashlight is one of the two new products in Black Diamond’s lighting range. Not only does it illuminate the trail ahead, it also charges handheld electronics through its USB port.

The sleek 150-lumen light “masters hand-held lighting while adding charging capabilities.

With an integrated USB port, keeping handheld electronics alive is possible even miles from the trailhead,” explains Deidre Pieters from local distributor Ram Mountaineering.

It features a swipe-activated TriplePower LED and a rechargeable lithium polymer battery with power meter and lock mode for increased shelf life to eliminate a user’s lighting worries.

With its double- and singlePower LEDs, the highly compact and powerful Ion headlamp (above) packs up to 80 lumens of power into a small package for those just-in-case light-

ing situations and ultralight missions. Its touch-control housing allows a user to switch between full power, dimmed, strobe, and red night vision mode at the swipe of a finger. Other settings include full strength in close and distance modes, and lock mode. The modern touch-control housing operates on two AAA lithium, standard alkaline, or rechargeable batteries that come with lithiums for lightweight cold-weather performance.

This is “the smallest, lightest and most fully functional headlamp that runs on AAA batteries,” says Pieters. “The Ion features powerful LED’s and touch-sensitive housing for ultralight outings and emergency use.” The headlamp has an IPX 8 water submersion rating, which means it can withstand half an hour of submersion up to 3m below water — great news for someone caught unexpectedly in rain.

The USB rechargeable Sprinter headlamp is designed for everyday use, including pre-dawn and post sunset runs. The lithium polymer battery recharges through a USB port in 5 hours.

“With a sleek rechargeable design and excellent fore-aft balance, the 130-lumen Black Diamond Sprinter headlamp is a versatile, allweather light that’s ideal for high-impact use on the trail or the skin track,” says Pieters.

A red taillight strobe in the rear, with on and off switch, adds visibility, the stormproof design keeps the lamp going strong in any weather, and the regulated design provides constant illumination through the battery life.

The lamp also features an IPX 4 rating — it can withstand splashing and sprayed water from any angle.

The Icon headlamp is their most powerful headlamp for people who demand high-output lighting, says Pieters. It features a powerful 320-lumen QuadPower LED, is waterproof up

to 1m, and has a balanced batteries-in-theback design. It’s prepared for everything a run might entail.

Icon features four modes: its red night vision mode can be accessed without cycling through the white mode first to protect a user’s night vison, while the dimming, strobe and lock modes offer different options for all conditions. It features one QuadPower LED spotlight, two SinglePower white LED’s and two SinglePower red LEDs. A handy feature, the power meter shows the remaining battery life for three seconds after switching on the headlamp.

Bridgedale socks Bridgedale socks, locally distributed by Adventure Inc, is made from a variety of technical yarns that offer softness next to the skin, while also providing thermal and moisture control properties.

The men’s Speed Demon and ladies’ Speed Diva socks are light and breathable. For impact protection, they feature mapped T2 antishock cushioning and targeted ventilation that keeps the feet cool.

For a barely-there experience, the Na-Kd sock offers cool comfort and a low cut. Its SlingShot heel fit and elasticated construction add up to stay-put comfort, while the highperformance microfibres combine into a cooling and fast-wicking overfoot mesh.

Elastic Lock Shoelaces SBR Agencies now distributes a new userfriendly brand of Elastic Lock Shoelaces laces under their own SBR name.

These easy-to-tie and —lock laces are durable, resistant and comfortable to use and are ideal for use with most fitness activities. They are 120cm long, repel water and the matching lock and laces are available in 11 vibrant colours.

With the new product comes a new packaging, which features a stylish design in the SBR colours.

Hickies responsive laces The Hickies responsive lacing system, locally distributed by Boardriders Asylum, is made from a memory-fit elastomer that moves with the wearer’s feet.

The wearer can customise the way this onesize-fits-all product, which is available in 18 colours and can be used on any adult’s or kid’s shoe, fits on his shoe by making use of different lacing patterns or mixing several patterns. Hickies eliminates the need for a wearer to tie his laces and offers a consistent fit throughout training.

Medalist offers wide range Medalist offers a wide range of running accessories to keep your running customer hydrated and visible in low light conditions.

For runners who prefer to use bottles for their hydration and nutrition needs, To p38

2015 November :: Sports Trader

p38 :: Sport

Running accessory trends cont from p37

NEW HEADLAMPS

SPOT - 200 Lumen|80m|200 hours

COSMO - 160 Lumen|60m|200 hours

GIZMO - 90 Lumen|30m|75 hours

view the full range at:

www.rammountain.co.za

fits on an arm or leg, a retailer needs look It takes more than just and is available in two no further than Medalhigh visibility modes. ist’s Hydro Grip, Hydro shorts, vests and shoes for • The Reflective Snap Flow, or the Hydro Gel a runner to have a comBands are easy and ef2 and Hydro Gel 4. plete running look. fective ways for your The Hydro Grip handcustomers to make held bottle holder is themselves visible in available with a 600ml low-light conditions. Each easily attaches bottle with handy finger grips. The holder feato a wrist, ankle or the strap of a pack and tures a zipped pocket for small essentials, a comes in packages of two bands. They are key clip, a padded, moisture-wicking, fullyavailable in yellow or pink. adjustable hand strap, and has a high visibility • The high visibility, safety elastic Reflective reflective trim.

Belt is fastened with a heavy duty clip, is The fully insulated Hydro Flow hip bottle fully adjustable and fits a 61-107cm waist. holster holds its 550ml hydration bottle at an angle for easy access. It also features a pad- • The Reflective Vest is designed with an anatomical shape that allows for a full range of ded moisture-wicking back. arm motion.

“Hydro Gel 2 is a nutrition belt with moulded holsters for simple and easy bottle access,” The Medalist Sport Band arm band is handy says Kevin de Wet of local distributor De Wet for the runner who wants to take his phone Sports. It features two 300ml water or gel bot- or music with him without the hassle of tles and a reflective trim for safety. The Hy- holding onto it. It is designed for use with dro Gel 4 is similar to the Gel 2, but is able to most touch screen MP3 players or phones carry four bottles instead of two. The Hydro and features a touch window, enabling full Flow, Gel 2 and Gel 4 will fit 66-107cm waists use while the device is in the arm band. It also has a handy earphone stash pocket and and feature handy zipped wicking back for added comfort. pockets that will hold Also new to Medalist’s running accessories small essentials. range are the Race Number Magnets and Race Being seen is an imNumber Belt. The Race Number Magnets magportant safety aspect netically position the race number on the runfor runners who train ner’s clothing, without causing damage. The early in the mornRace Number Belt can be attached with ing and late afternoon lace locks, and features elastic when visibility is low loops for gel packets, reflective and Medallist offers sevdetails, and is fully adjustable eral high-visibility products.

Medalist Air Vent Cap to universal sizing.

• The Lunar Glow is a reflecand Reflective Belt New in Medalist’s running tive wrist band with a wickheadwear are the Tailwind ing mesh back for comfort Visor, Fast Track Cap and the that features a zipped pocket Air Vent Cap, which are fully for small essentials. adjustable. The Tailwind Visor • The super-stretch mesh pockets on the Speed Lite runner pack are designed to hold features a moisture management inner sweat items securely. This pack has a comfortable band, reflective details for increased visibility, belt with clip and its reflective highlights and is available in four colours: black, blue, are designed for night safety. With its repink and red. flective elements, the Super Nova runner’s The Fast Track Cap is made entirely of moispack offers ultra-high visibility for night ture management fabric and has mesh inserts safety. Its super-stretch for optimum ventilation. The cap features a mesh pocket holds items securely and the reflective logo and is available in three colours pack is held securely with a comfortable (charcoal, blue and pink). belt with clip. Lunar Glow, Speed Lite and The Air Vent Cap is also made of the same Super Nova feature a handy ID card pocket, fabric as Fast Track Cap. In addition, it has which contains a pull-out card where the high visibility reflective details and is availrunner can include his vital information. able in black, blue and red.

• For increased visibility, the new LED runThe new Volt gloves are touch screen comner’s pack features an ultra-bright LED with patible and keep the runner’s hands warm two modes: continuous or flashing. The pack while running, walking or cycling. They have is ultra-lightweight and breathable, and fea- silicon palms for better grip and feature retures an easy-to-adjust elastic belt. flective details for visibility.

• The Shoe Pocket is a reflective pocket that easily and securely attaches to any laced New Balance headwear shoe. It can hold a sensor pod, cash, keys, etc. The technology used in New Balance’s headwear • The Flux LED arm band is comfortable and creates a more comfortable wearing experience: lightweight, designed for use when running, their Dry technology releases moisture away To p40 walking and cycling. It is fully adjustable, from the body and is fast drying.

Sports Trader :: 2015 November

p40 :: Sport

More running accessories cont from p38 Their three options in the Accelerate range (two caps and a visor) currently on offer for Accessories ensure that runners feature reflective details — ideal for a runner enjoys his run when your running customer might find himby providing navigation, self out in low light conditions — are made safety or comfort when on from a textured polyester weave, and feature an adjustable back. the run.

The two Accelerate caps also provide added ventilation with the help of laser cut holes The Impact visor is foldable — ideal for easy The SmellWell bag removes bad odour by abpocket storage. It is made of a textured polyes- sorbing moisture and neutralising the pH levels in ter knit that features screen printed polka problem areas — thereby destroying the endots, which will help your customer vironment bacteria requires to grow. stand out from the crowd. To help Just place the bag inside the afhim stand out in bad light, there fected item and let it work overare also reflective details. night. The bag can be reused.

These headwear options are The colourful bags are envipopular staple options for ronmentally friendly, last up New Balance. “They to three months and are ideal are a consistent part to use on any sport equipment that of our ranges, updatcomes into contact with sweat. ed with seasonal colours The SmellWell pockets are availand prints,” says Keri able in six colours and are sold in Sabatta, Apparel assorted boxes of 24 units.

Coordinator for Suunto trail watch New Balance Accelerate cap New Balance SA. (top) and Impact visor The Traverse wrist watch from Suunto, SmellWell locally distributed by Ultimo, allows trail runWith the SmellWell bag, locally distributed ners to go off the beaten track and explore,

by Boardriders Asylum, your customers’ odour filling them with that extra bit of confidence problems are a thing of the past. through its route planner (via Movescount.

com) that features topographic maps that can be uploaded to the watch, and keeps runners on course with GPS navigation.

With Traverse, your customer is able to follow his progress with statistics such as distance and altitude. He can also save points of interest while on the route, which will allow him to retrace his route if needed using the automatic breadcrumb trail. The digital compass will also quickly reorientate him in unknown terrain.

The altitude graph on Movescount allows a runner to identify the optimal ascent and descent already when Suunto Traverse planning the routes. A runner is immediately ready to go after uploading the route to the watch. The settings can be customised either on the Movescount website or with the Movescount app, which is available for iOS and Android.

The watch — designed, tested and hand built in Finland — is water resistant to 100m, has a stainless steel bezel that protects the recessed screen, and the GPS timing and automatic DST adjustment help a runner to be on time wherever he is. The watch also allows a runner to track his daily activity with steps and calories.

To p42

Sport :: p41 Grobler adding that they are launching new products in 2016. The cardio range allows a user to set and track heart rate zones to get the most from every run.

The GPS multisport watch, with built in heart rate monitor, allows a user to get accurate heart-rate information without the need for a separate chest strap. The user is exposed to real-time training information including distance, time, pace, speed and calories burnt at a glance and can analyse stats on training sites.

Thule baby jogger

Runners at the Ultra Trail Cape Town. Photo: Sportograf.

The watch also keeps a runner up to date with incoming calls, texts and push notifications from his smartphone to his watch.

Traverse uses both GPS and GLONASS (the Russian satellite navigation system) to calculate speed and location. FusedAlti measures altitude, vertical speed and total ascent, where barometric pressure information is combined with satellite altitude.

Traverse also won’t suddenly run out of battery. It features a powerful battery, with up to 100 hours of battery life, that will keep your running customers outside for hours.

Through the use of Barometric trends, Traverse predicts weather changes and the storm alarm alerts a runner when to find shelter.

Sunrise and sunset times keep a runner informed of the available daylight hours. The backlight in flashlight mode helps with finding essentials or check a map when it’s dark.

The watch is easy to use, with quick access to important features and it allows a runner to quickly cycle through relevant information on-the-go. The vibration alerts are noticeable

and keep the noise disturbance down.

After the run, the recorded information can be wirelessly transferred to Movescount through the app on a smartphone. The Movescount App allows a runner to turn his run into a Suunto Movie — a visualisation of the track on a 3D map with key metrics. A runner can also add pictures to the movie bringing the run to life. The recording can then be shared through the SuuntoMovie YouTube channel. Through the Activity Feed on Movescount, a runner can follow his friends’ activities and allow friends to keep track of his moves.

TomTom watch With TomTom’s accessories, your running customers will be able to stay trendy while tracking their performance.

With their new changeable straps, a runner can match his watch to his training gear, says Chantal Grobler of TomTom SA. Their current gear range is still dominated by the Runner Cardio and MultiSport Cardio, which has the built-in heart rate monitor, says

With its lightweight, aerodynamic design, the high performance Glide sports stroller from Thule allows a running parent to get the most out of his run, on any terrain, while taking the little one along.

The sports stroller features a fixed front wheel that provides increased stability when moving at a fast pace, an ergonomic handlebar that has a range of heights for the parent’s comfort. It can extend to ensure a generous kick stride, and has a rear suspension that allows for a smooth and comfortable ride, and a multi-position canopy with view-in roof port for added protection for the child while still allowing the parent to see inside.

“It has a padded seat with vented top that reclines to a near flat position for on-the-go naps,” Jamie Owen of local distributor Thule Sport & Cargo SA points out. “It can be folded with one hand and stores compactly, which also makes it easy to transport. Additionally, the hand-activated front brake increases braking control on steep terrain.”

Children younger than six months can be placed in Thule’s Car Seat Adapter inside the Glide stroller. Children 6 months and older (up to 34kg) can use Glide as is, but if your customer plans to run, or stroll off-road, the child should already be able to freely sit and hold his own head upright unaided.

2015 November :: Sports Trader

p42 :: Industry

Their loyal and dedicated staff members are one of the main reasons of their success.

Above are office workers Natasha Rossouw, Kevin de Wet, Amy Dorrington, Charl de Wet, Almarette de Wet, Hayden Smith, Leslie Krogmann and Francois Plaatjies.

Right: The warehouse staff members are (back) Kevin Gordon, Melville Vis, Willem Cloete, Edward Simon and Mitchell Fontein. Nathan Wagner, Denzel Swartz and Llewellyn Alexander are seated in front.

Reasons for the De Wets’ success After nearly forty years’ experience in family businesses and the sports industry, the De Wets from De Wet Sports know the industry inside out. That has contributed to the success of their current distributorship, reports NICOL DU TOIT

C

harl de Wet joined De Wet Brothers in Stellenbosch in the late sixties as a third generation de Wet. De Wet Brothers had a big department store in Stellenbosch and several sports stores who operated as De Wet Sports.

Charl enjoyed participating in a variety of sports and it seemed natural for him to join their sports division. His first assignment was to join Perry Sport in Holland to learn something about the sports industry.

When he returned he soon became involved in their wholesaling side, sourcing product and selling to retailers. It worked very much the same way a distributor worked and he developed good relationships with manufacturers overseas as well as local retailers.

This gave him valuable experience and contacts in distribution, which would later become his main business.

By the mid-eighties he decided to go his own way and he and his wife started CDW Agencies. They later changed the name to De Wet Sports. He represented Tatlow and Pledger, who in those days imported a number of sports

Sports Trader :: 2015 November

brands in addition to some fishing brands.

He started off being a representative of Tatlow and Pledger, but his intention has always been to trade for himself. He soon obtained the right to distribute Elkadarts who allowed him to import small quantities to build up the brand over time.

Tatlow and Pledger started moving out of the sports market to concentrate on fishing and Charl then decided to start importing sports products on his own and began to establish his own Medalist brand.

What made them successful is first and foremost their customer service.

Order turnaround time is crucial in their business.

Although Medalist was their main focus, they also handled other brands.

After spending a year working in London, Charl’s son Kevin, joined the family business soon after the turn of the century. He says the bug bit when his father invited him to an ISPO exhibition in Munich and he decided to come back and join the family business.

Kevin’s wife, Almarette, and sister, Amy, also joined soon afterwards and the fresh flow of ideas and energy enabled them to expand rapidly. Today they have grown to such an extent that they now do four of their own brands — Medalist sports equipment, Aqualine diving and swimming, Surge extreme sports and Tanga beach and surf products. They also have

three brands they do for overseas principals — Elkadarts, Bestway inflatables and Tramontina knives.

They have grown their ranges and volumes to such an extent that they are now in a good position to shop around for the best qualities and prices and can design their own packaging and products.

Previously, they were forced to take what the manufacturers offered, because their order volumes were not big enough. They make a conscious effort to keep on expanding the number of ranges of products they carry as well as to adding to the variety of products within a range. It not only enables them to offer a wider variety to their existing customers, but also to offer products to new customers who might be on the fringes of their target market.

When asked what made them successful there is no doubt that the first and foremost reason is customer service. Order turnaround time is crucial in their business.

They are also the first to acknowledge the importance of loyal, competent and dedicated staff. They never had the need to get rid of a staff member and no staff member ever resigned from the company. This allows people to really get to know the needs of all their customers and suppliers and make them committed to meet those needs.

The size of the range of products they carry is very important. “It is as important for a distributor to have a wide range of products and to have products in stock as it is for a retailer,” Charl says. “When you don’t have a product wanted by a retailer, it is a sale lost forever.”

p44 :: Sport

Cycling grows in new markets Local organisations introducing cycling as a development tool are helping to create consumer demand in new markets at grassroots level, reports RHIANAH RHODE

T

he good growth experienced in cycling over the past few years promises to continue for a long time, thanks to work being done to introduce grassroots communities to cycling. A number of NGO’s use cycling as a means of helping underprivileged communities and individuals gain access to educational, economic and healthcare opportunities.

By donating large numbers of bicycles to people at grassroots level, organisations like Bicycling Empowerment Network (BEN) SA, Qhubeka and Velokhaya are introducing individuals to the sport and helping to grow cycling consumer numbers.

Even though the bicycles are subsidised or donated, this could mean new potential customers for retailers because the recipients will require consumable accessories such as bearings, chains, tyres, etc. to maintain the upkeep of their bicycles. Maintenance is a prerequisite of many of the organisations for recipients to receive a bicycle.

Long-term impact Not only does the work done by organisations benefit the development and growth of the individuals and communities they work with, but they are inadvertently having an impact on the sport of cycling as well.

These organisations are helping to grow the interest and participation in cycling in places and among people who otherwise might not have had access to bicycles. Through their actions, they are making cycling participation more accessible as a sporting activity and also helping to break down barriers that keep disadvantaged people from participating in cycling activities. For example: • Over the past 10 years Qhubeka has distributed more than 58 000 locally manufactured bicycles to people in South Africa and its in-

Sports Trader :: 2015 November

ternational counterpart World Bicycle Relief has provided bicycles to more than 250 000 people in need.

• Since its creation in 2002, BEN SA has imported and distributed more than 19 500 bicycles to schools, workplaces, etc. in South Africa.

• Over the last two years alone, the Pedal Power Association (PPA) has spent some R9-m on cycling-related projects (excluding cycling events) by supporting various safe cycling, development, commuting, BMX and MTB initiatives.

The poor often have mobility problems. BEN SA uses cycling to address poverty and mobility issues that hamper people in low income areas, while the work BEN SA and the PPA are doing in terms of bike paths and lanes is helping to develop the sport’s infrastructure and systems.

Beyond riding and participating in cycling, individuals are developing other skills that are readying them for alternative careers in the cycling industry. BEN SA and Velokhaya for example, offer their members mechanics and management courses if they are unable to succeed as cyclists on the bike, which enables them to take up other careers within the industry.

Many of the organisations that run cycling projects that assist in promoting cycling at grass roots level require individuals to give back in some way to their communities to earn and keep their bicycles.

Qhubeka has global reach Having a bicycle can change someone’s life, states Qhubeka, which became a household name in world cycling through their association with the successful MTN Qhubeka African pro cycling team. “It can be used to increase the distance one can travel, what one can carry, where one can go and how fast you are able to get there.”

The Qhubeka charity uses locally manufactured

bicycles to reward individuals who have made an effort to improve their communities, environment or academic results — thereby investing in their future. Their Buffalo bicycles are robust and specifically engineered to handle African terrain and the loads users will put on them.

The non-profit Qhubeka organisation was founded in 2005 and is the World Bicycle Relief’s program in South Africa that helps people access education and economic opportunities through the use of bicycles. Its programmes are run through other established non-profits that select participants based on a selected set of criteria. In the year Qhubeka was created it distributed 110 bicycles. Ten years later, it has already distributed a total of 58 611 bicycles.

Their Enterprise and Sport projects revolve around growth: the enterprise projects promote bicycle-centred development in Africa by aiding individuals and communities in establishing their small businesses. Qhubeka Sport, on the other hand, focuses on African sport development.

The organisation provides bicycles, organises sports events and partners with sport organisations to help improve participation levels.

Qhubeka runs a number of school-related programmes, such as their Education and #BicyclesChangeLives campaigns, which aim to give children access to education — an essential component to help end the cycle of disease and poverty that is recurrent in Africa.

These school-related projects are designed to cut down on absenteeism and the exhaustion learners face who have to get to school on foot face every day. Qhubeka Education gives learners, teachers and school volunteers bicycles to shorten their travel time, which in turn improves their educational outcomes.

Their Bicycle Education Empowerment Programme (BEEP) requires learners and their guardians to sign contracts that the bicycle they receive will be used to improve school

Sport :: p45

International cyclists Songezo Jim (left), member of MTN Qhubeka, and Luthando Kaka, former captain of the Bonitas team, both started cycling with Velokhaya.

Image of Jim courtesy of Stiehl Photography.

attendance and will become their personal property after a two year period.

The #BicyclesChangeLives campaign, in collaboration with team MTN-Qhubeka p/b Samsung, got worldwide publicity during their very successful Tour de France debut. One of the MTN-Qhubeka team members, African continental road race champion Louis Meintjes, also became the first African rider to place in the top 10 of a grand tour when he finished 10th overall at the La Vuelta e Espana. And whenever the MTN-Qhubeka cyclists are interviewed, they heavily punt the work done by Qhubeka.

This enabled them to raise more than 4 000 bicycles for African learners — less than 900 short of their target of 5 000 bicycles. Their new title sponsor, Dimension Data, will continue to support the Qhubeka charity and has already sponsored bicycles for 293 learners from three high schools in Orlando, Soweto.

Qhubeka Eco and Health aims to improve the health of communities, the environment and individuals they donate bicycles to.

Qhubeka Eco donates bicycles to individuals in exchange for community or environmental improvements such as planting trees, waste recycling and food farming while Qhubeka Health gives healthcare workers bicycles to reduce the distances they have to travel to see patients, which make it possible for them to see more patients during a day.

Qhubeka’s Buffalo bicycles are designed by World Bicycle Relief in Chicago, US, and are not only manufactured for their own causes, but are also available for purchase. Bulk orders of 1 100 or above adds the option of putting customised branding or logos on the bike. The strong bicycles are made to handle African conditions in rural Qhubeka assembly facilities in South Africa.

Ryder Cycling, the owner of MTN-Qhubeka p/b Samsung, the team soon to be known as

By donating large numbers of bicycles to people at grassroots level, organisations are introducing individuals to the sport and helping to grow cycling consumer numbers.

Team Dimension Data, recently signed one of the world's best sprinters Mark Cavendish, as well as Mark Renshaw and Bernhard Eisel.

Velokhaya’s winners The Velokhaya Life Cycling Academy has not only been introducing the Khayelitsha community to cycling over the past twelve years, but have also helped to cultivate cycling champions.

The NGO offers cycle-based programmes as positive alternatives to bad social influences prevalent in marginalised communities.

Their programmes target school learners and, because education is a large part of its programmes, its members must attend school.

Velokhaya runs BMX and road cycling programmes, which incorporate cycle and road safety components, to help keep youth off the streets and develop them as cyclists or in other areas involving cycling.

In addition to helping community members become cyclists, the Velokhaya Life Cycling Academy annually teaches life skills and sportsmanship to approximately 130 active members.

When participating in cycling, children are learning about discipline, dedication, teamwork, winning and even losing, which Velokhaya believes are the skills they also need to learn in life. They also believe that cycling is a team sport that takes members away from their immediate surroundings and

shows them the world.

Velokhaya’s junior and elite level road racing teams have gained a lot of television exposure for the organisation. Elite athlete Zanele Tshoko was part of the South African team that won a silver medal in the time trial at the recent African Games in the Congo and Thulasizwe Patrick Mxenge was also selected to represent South Africa at the Games.

Young Nickolas Dlamini, a member of the MTN Qhubeka feeder squad, represented South Africa in the U23 World Cycling championship Sunday 27 September.

The academy was responsible for creating SA’s only all black professional cycling team in 2006 and has produced elite level riders like Velokhaya board member Luthando Kaka, who was the first black South African competing internationally and the first black captain of a national pro cycling team when he captained team Bonitas in 2013. Songezo Jim, who recently completed his first major tour riding in the Vuelta a Espana for Team MTN Qhubeka, is another former Velokhaya graduate that has represented SA internationally.

BEN makes mobile BEN SA is a NGO that aims to address poverty and mobility issues through cycling. Since 2002, it has been importing and distributing bicycles to school learners and adults who require a way of getting from point A to B, but are unable to do so due to the long distance it takes on foot or the expenses of travelling being too great.

The organisation operates in rural and urban areas in the Western Cape and has thus far trained nearly 5 000 people in safe cycling and 54 bicycle mechanics through its Bicycle Empowerment Centres.

At their twelve Bicycle Empowerment Centres teams of people from previously disadvantaged backgrounds train other To p46

2015 November :: Sports Trader

p46 :: Sport

Pedal Power Association supports a number of clubs like the Steenberg Development Club, pictured above.

Grassroots cycling cont from p45 individuals in bike safety and maintenance.

These teams also work with schools, NGO’s and healthcare groups to help address learners and teachers’ transport needs.

BEN and PPA also work on projects to improve paths and lanes for cycling. BEN has collaborated with the National Department of Transport and Cape Town, Johannesburg and Tshwane municipalities to implement bike lanes, paths and facilities.

PPA assists clubs and initiatives The Public Benefit Organisation, Pedal Power Association (PPA), was formed in 1976 to promote cycling and the interests of cyclists. It uses cycling as a development tool in communities and motivates youngsters to get involved in cycling.

The organisation has a paid-up membership of approximately 18 000 and is primarily based in the Western Cape. It came into existence after running the first Cycle Tour over 35 years ago, which later developed into the popular Cape Town Cycle Tour. It uses its share of profits from the Cape Town Cycle Tour Trust to fund various cycling initiatives as detailed above. PPA also supports the events accepted onto its annual calendar in various ways, ena-

bling the events to raise as much funds for their various charities as possible.

Between July 2014 and June 2015 the organisation spent over R4.6m on 45 cycling-related

About the organisations More information about the cycling development organisations can be found at: Bicycling Empowerment Network (BEN) SA: www.benbikes.org.za.

Giba Gorge MTB Park: www.gibagorge. co.za.

Pedal Power Association (PPA): www. pedalpower.org.za.

Qhubeka: See more at www.teammtnqhubeka.com and http://qhubeka.org.

Velokhaya: See http://velokhaya.com.

projects and initiatives. This included assisting twelve community projects, which gave bicycles and helmets to 100 newcomers to the sport.

PPA also supports 23 development clubs with funding for bicycle repairs and maintenance to help clubs keep their bicycles on the road. PPA also collects and distributes donated cycling

kit to dedicated cycling projects.

Other PPA funding includes building BMX tracks and donating BMX bicycles. The organisation believes that BMX tracks offer youngsters a safe, contained area in which to exercise and learn bike-handling skills, offering them an alternative after-school activity.

In the last funding year, the PPA supported various mountain-bike initiatives. This included funding two single tracks on Table Mountain, initiatives aimed at kids in the Greyton-Genadendal area, and cycling trails at Rhebokskloof near Paarl, Somerset West, Worcester, Bredasdorp and Bonnievale.

PPA is not a standalone organisation either.

It has provided funding for one of Qhubeka’s upcoming projects, for Velokhaya’s MTB initiative and various BEN initiatives. PPA is actually one of the original Velokhaya Life Cycling Academy sponsors and Songezo Jim started cycling in PPA’s fun rides.

Giba Gorge MTB Park Other than directly introducing people to cycling through donations some organisations like Giba Gorge MTB Park are training and helping individuals gain skills off the bike as well so that if they do not take the cycling route, they are able to take up other career paths within the cycling industry. They run a cycling development and transformation program that helps individuals from communities in the area develop their cycling and other skills.

The bike and lifestyle park opened in 2007 outside Pinetown in KwaZulu Natal. It features a picnic area, restaurant and BMX track that has single track trails running in a number of directions across 300 hectares of land.

Challenges for organisations The positive changes that organisations are making are not without their challenges. Many of the organisation are people funded, which means they rely on volunteers and the donations they receive from the general public in order to supply the bicycles they donate.

The bicycle component of manufacturing, assembly, delivery, etc. of Qhubeka’s bicycles, for example, cost up to R2 400 per bike.

Organisations like BEN SA and Velokhaya rely on donations in the form of used items or cash.

The effectiveness of their development efforts therefore depend on the generosity of others.

Family time on Surge bicycles for all ages SurGE BicyclES, locally distributed by De Wet Sports, cater for the whole family, no matter the age or gender.

The Trailblaze and Slingshot bicycles will make adult cycling enthusiasts happy. Both feature Surge Race Tech Alloy handle bars, stems, seat posts and rims, as well as Surge Race Tech saddles.

Trailblaze is available in 26” and 29” options, and have Surge V-brakes. Slingshot is available in 29” and features Shimano hydraulic disc brakes.

Sports Trader :: 2015 November

The Mojo and Spirit bicycles are targeted at the pre-teen consumer (6-12 year olds).

These two ranges feature Alloy frames, fork suspension with Aheadset Gears, and quick release seat clamps.

Mojo and Spirit 20 (for 6-8 year olds) come with a 12” frame, 20” wheel, Shimano SIS 6 speed cranks.

Mojo and Spirit 24 (for 9-12 year olds) feature a 14” frame, 24” wheel, Shimano SIS 16 speed cranks, and alloy brakes and V-brakes.

Nitro and Dream are fun options for girls and boys between the ages of 2-8 years who are learning to ride. Each comes in three sizes: 12” for ages 2-4, 16” for ages 4-6 and 20” for ages 6-8. The steel frames are designed low so that the rider can stand over the frame.

The girls’ Dream range features streamers, while the boys’ Nitro range has bells.

The 12” and 16” Dream bicycles also feature baskets, and the 20” Dream and Nitro bicycles each have a kickstand.

p48 :: Sport

Promising times for athletics in SA The performance of South African athletics has been going up and down over the last ten years. Recent performances on international stages have, however, shown that the future of South African athletics is heading in the right direction. YAMKELA MKEBE asks if this will translate into more athletic equipment sales

W

ith the promising emerging talent seen at recent international tournaments, there is hope for a brighter future for South African athletics.

The outstanding and record breaking performances from juniors like Kyle Appel and Tlotliso Gift Leotlela - to mention a few - at the continental and international youth championships gives hope that South African athletics is moving in the right direction.

There is a sense of optimism among coaches and stakeholders.

“If you look at athletes that performed this year we have a great future,” says Danie Cornelius, head of the TuksAthletics programme at the University of Pretoria. “Leotlela has a bright future.”

Seventeen-year-old Leotlela, who won gold in the 100m and 200m at the Commonwealth Youth Games this year, is the South African 200m age-group record holder and a student at the TuksSport High School. Another Tuks athlete, Renate van Tonder, won gold at this year’s Commonwealth Youth Games with the second best jump ever by a South African in the youth age group. Taylon Bieldt, also from Pretoria, broke her own Africa record in the 100m at the same event.

“So, I’m very excited about the future of athletics,” says Cornelius.

“South African track and field athletics (junior and senior) has never been this good,” believes Lee-Roy Newton, MD of Newton Agencies, a sports marketing agency that represents, among others, a rising star like Kyle Appel.

“It has been a rough ride for Athletics South Africa (ASA) the past couple of years, but judging by the athletes’s performances the past couple of weeks it seems the doom and gloom cloud is slowly lifting,” Annelize Jerling wrote in the Port Elizabeth sport newspaper ‘Hit the Road’ after the National Track and Field Championships in Stellenbosch earlier this year.

Sports Trader :: 2015 November

These comments are in stark contrast to a decade ago when South African athletes failed to win a single medal at the 2005 and 2007 IAAF World Championships respectively. Then, coaches and stakeholders were despondent about the future of athletics.

Several coaches and commentators lamented that talented athletes were abandoning the sport because they believed there was no future for them due to skewed selection policies, lack of support for athletics and athletes, when interviewed by Fanie Heyns for the article Can SA athletics win back athletes?( August/September 2010 issue). They also complained that there was hardly any media coverage of the sport.

On top of this, South Africa’s team to go to the 2010 Commonwealth Games in India was completely white - the first time since 1992 that the team was ‘lily white’, the new ASA chair, James Evans, said at the time. “There are no proper athletics infrastructures in place in South Africa right now,” he told ‘Beeld’.

“For example: there is no sprinting coach in Soweto. Neither is there a javelin coach in Soweto, or in any other black township.”

“This lack of representativeness in the SA team could have a negative impact on the levels of participation at school level, since there are no role models for aspiring black and coloured athletes,” Heyns concluded. “I do not know of any SA athletics icons my athletes emulate,” Marcel Otto, a top coach in the Western Province region was quoted as saying.

Inspiring performances Now, the impressive performance by exciting athletes like sprinter Anaso Jobodwana at this year’s IAAF World Championships should serve as an inspiration to aspiring athletes. Jobodwana won a bronze medal in 200m, but not only that, he also ran neck-to-neck with the world’s fastest man Usain Bolt and his rival Justin Gatlin from the US. Wayde van Niekerk is another exciting tal-

ent, who won the first gold medal for South Africa in 400m at this level in 95 years. His performance at the 2015 IAAF World Championships made him the fourth fastest person in the history and the fastest non-American.

There are also many other promising juniors besides the two sprinters. Werner Visser returned from this year’s IAAF World Youth Championships with a gold medal in discus, which broke boundaries as this was South Africa’s first gold medal in this event in the history of the championship. Paul Botha also won gold in javelin at the same event.

African record holder Sunette Viljoen, who has been excelling in javelin and winning medals for over ten years, should be excited to see that the future of javelin throwing is in good hands if Botha’s performance is anything to go by. Viljoen has been successful since she started competing and won her first gold medal at the Afro-Asian Games in 2003. She has since been a top contender in world athletics and has won medals at the IAAF World Championships (2011: bronze; 2015: bronze) and competed in the Olympics.

In the past, not many medal winning youth athletes carried the same momentum into the senior level. Looking at the performances of South African youths at past World Championships and Commonwealth Games, it is evident that many youth athletes with promising futures vanished into thin air. Viljoen, and Caster Semenya are among the few athletes who managed to move from youth to senior level and still perform well.

The current group of youth athletes has revived hope and excitement about the future of athletics. Management teams, agencies and coaches involved in the development of young athletes agree that the future looks bright.

The good news for the industry is that they believe this will help grow athletics participation. “Athletics is not growing as fast as other sports, but with the current crop of world class athletes, more junior athletes should

Photo courtesy of TuksAthletics

Sport :: p49

follow and continue being part of the code,” says Newton.

With such performances, up-and-coming South African athletes do not have to draw inspiration from outside the country in search of role models. For retailers, inspired new participants might very well translate into increasing sales of athletics equipment.

What changed?

One of the differences between now and ten years ago is that the government is injecting a lot of money into developing young athletes that are still at school. In the Winning Nation programme, the spending focus is on the financial and non-financial support given to athletes and coaches. Young talented athletes identified at the Annual National School Sport Championships can receive the ministerial bursary that enables them to study at high performance institutes, sport schools and academies.

SRSA has started with a programme to identify well-equipped schools in each province where these athletes could be nurtured. The cost of hosting the young athletes at these sport focus schools is annually covered by the Ministerial Sport Bursary, which includes both academic and sport support until they complete high school.

Selected athletes progress to the high performance programmes run

by SASCOC. These programmes are aimed at supporting talented athletes to be successful internationally. The department injected R41.6m in 2015/16 into these projects. Over the medium term, SRSA is to transfer R27.8-m to SASCOC for supporting 60 elite athletes.

Over the past few years the renewed focus on school sport has exposed more learners to athletics from a young age. The department of Sport and Recreation South Africa (SRSA) allocated R78.9-m for the National School Sport Championships, according to the department’s Annual Performance Plan 2015/2016. The number of school sport participants is expected to increase from 12 000 to 16 000, but this is linked to the growing number of sports codes included in each championship, not just growth in athletics.

School sport leagues have five competition levels, namely intra-school level, inter-school level, district level, provincial level and national level.

The department has made it clear that school sport remains a core deliverable for them in 2015/16. Athletics is amongst the federations identified as a priority for school sports by SRSA, and most schools participating in the leagues take part in athletics, SRSA told a briefing to the Parliamentary Committee on Sport and Recreation. The department’s aim is that every school in the country will eventually offer sport. Their target is that 6 400 schools will offer sport by 2018/19.

Part of SRSA’s plan is to annually support at least one national school sport championship until 2018/19. SRSA is expecting a 10% annual

2015 November :: Sports Trader

growth in the number of learners supported by the provincial sport academy system by 2018/19.

The Department of Basic Education (DBE) has engaged all its provincial and district offices in an effort to step up the implementation of sport in schools, according to a parliamentary briefing report.

While the school sport programme will in the long run encourage more learners to participate in athletics, the current To p50

p50 :: Sport

Growing athletics market cont. from p49 top performers are all products of high level programmes at universities. “About 99% of our athletic stars come from universities,” says Cornelius.

A combination of good coaches and great facilities has allows TuksSport to produce great athletes, he believes. The institution has the right tools, hence their athletes have been performing well.

Challenges Challenges facing athletics in the country are still there.

Despite the efforts to grow athletics participation as part of the school sport system, Cornelius is sceptical that this will nurture more elite athletes. “I don’t think there is much going on at school level, sports like rugby and soccer are still overtaking athletics,” he says.

“With the world class performances from SA’s athletes one would expect sponsors to be itching to fork out big cash, but that’s not the case.”

Stakeholders emphasise that they do not see as much growth as they would like to see at school level in developing athletics participation. In some instances the athletics’ clubs outside of school have contributed positively in helping “these kids to become good athletes,” says Cornelius. The more people outside the school that are willing to help

youngsters be better athletes the better the chances of producing more school level young talent, he says.

As much as clubs outside the school play a critical role in the development of young talent, they are also faced with their own challenges.

Throughout the school league period, the role of the sports club at each level will be to avail talent scouts to identify talented athletes and officials, as well as to mentor and support coaches. Athletes who do not progress to an elite level will have the chance of joining the club and continue to participate at a social level.

Losing athletes to other careers and more lucrative sporting codes seems to be a continuing trend. “Some of our athletes go on to get into other professions after their careers are done,” Cornelius agrees.

South Africa is also lacking behind in terms of financing coaches. “None of our (TuksSport) coaches get a salary that can sustain them.

The money they get is only able to sustain them for small things,” explains Cornelius. We are very far behind compared to other countries in terms of providing more money for coaches and athletes, he adds.

Lack of exposure to local competitions is another worrying factor to some. “The main challenge is that there is no local or national

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SA performance at IAAF Year

Total medals

Position Change of team in position

1997

2

#17

1999

2

#26

-9

2001

2

#12

+14

2003

4

#7

+5

2005

0

last

-36

2007

0

last

2009

3

#9

+39

2011

4

#17

-8

2013

1

#33

-16

2015

3

#13

+20

At the 2005 and 2007 IAAF World Championships South Africa failed to make the medal table. This was probably the lowest period for South African athletics, after we managed to reach the top ten in 2003. At the 2015 championship the gold and bronze medals our athletes won, propelled us to the 13th position.

circuit for the current world class athletes to compete in,” adds Newton.

Way forward Stakeholders agree that going forward the challenges in place should be addressed to ensure a stronger performance from our athletes. Appointing coaches on a full time basis and more financial support to the athletes is

CNR. NUFFILED AND SCHONLAND STREET VEREENIGING, TEL: 016 455 5685 E-MAIL: INFO@SEDGARSSPORT.CO.ZA

Sport :: p51 a call made by Cornelius. “The only way we can work together is to do a scientific research moving forward. We have the ability in our country and we need the support from other people. If we can do that we can be one of the best countries in the world in athletics,” he adds.

SRSA’s 2015-2020 Strategic Plan includes, amongst others, a plan to fast track the development of sport and recreation, particularly in the rural areas. The department is set to continue to look at the viability of developing 52 regional sports complexes in the 52 districts defined by the Demarcation Board.

SRSA’s plan is to develop young talented athletes by providing them with opportunities to excel. They will target emerging talents at sport focus schools, athletes not on Operation Excellence (OPEX) and world class athletes under 18 years of age. Promising young talent like Leotlela and Appel are a few examples of athletes to be expected to benefit from the department’s plan.

New talent will be identified during the national school sport competition and a minimum of 40 athletes will be supported each year if they achieve the set performance criteria.

The Ministerial Sports Bursary programme is potentially seen to benefit more athletes.

More young people are encouraged to take part in athletics regardless of the ailing support at the school level. “We must, however, address the lack of and limited female participation at the elite level,” concludes Newton.

Inspiring young athletes The fuTure of SA athletics is in the hands of a young group of high performers who are the products of good school sport programmes Wayde van niekerk won the first gold medal for South Africa in 95 years in the 400m at the IAAF World Championship and ran the fastest time by a non-American in history. The 23-year was born in Kraaifontein, Cape Town, but then enjoyed the sporting facilities and coaching at Grey College in Bloemfontein. While studying marketing at the University of the Free State, head coach Tannie Ans Botha pushed him to achieve a historic performance. anaso JobodWana not only ran third behind Usain Bolt at the IAAF World Championships, but also broke the South African 200m record. After attending Selborne College in the Eastern Cape, the 23-year old got a scholarship to study at Jackson State University in the US, but he returned home because the university system in the US does not allow athletes to compete on the European circuit.

GifT LeoTLeLa: the world class training facilities at Tuks Sport have ensured that the 17-year old performs well at local and international competitions. The sprinter received a bursary to study at HTS Louis Botha high school, where many top Free State sprinters were trained. A Ministerial Bursary enables him to study at Tuks Sport School, where he has access to world

class training facilities and coaching, which contributes to his success. “We have been lucky to receive talented kids with school bursaries,” says Danie Cornelius of Tuks Athletics. kyLe appeL: the 17-year old from Brackenfell High in the Western Cape had an impressive show at this year’s IAAF Youth World Championships and Commonwealth Youth Games.

“Appel has the potential to become one of the best sprinters to ever represent South Africa on the global stage,” says Lee-Roy Newton, MD of Newton Sports Agency, which represents him and ensures that he receives the best guidance and support to ensure that he can concentrate on achieving his best performance. renaTe van Tonder is another student from TuksAthletics who won gold in the girls long jump at this year’s Commonwealth Youth Games with the second best jump ever by a South African athlete in the Youth age group.

TayLon bieLdT from Montana High in Pretoria also trains at TuksAthletics. She won gold in the 100m hurdles at this year’s Commonwealth Youth Games and also broke one of the oldest South African records.

Werner visser won South Africa’s first discus gold medal in the history of the IAAF World Youth Championships this year. The 18-year old also won a silver medal at this year’s Commonwealth Youth Games.

p52 :: Sport

Industry members rallied to support the Masiphumelele teams with tracksuit donations: Kamlesh Chagan of American Clothing with coach Jonas Nceba; Carol Hanks of the Masicorp Trust with Wesley Tam of ASICS SA; Ricky Joseph and David Abramsohn of Kappa SA.

Industry rallies to support Masi

M

Sports Trader was humbled and very impressed with the offers of help from industry members when we told them how sport and educations was being used to bring hope to the youngsters in the impoverished Masiphumelele township

any companies in the sport and outdoor retail industry already invest substantially in CSI projects, but when we heard the inspiring story of the work being done by coach Nceba Jonas and the Masicorp Trust in the impoverished Masiphumelele community (between Kommetjie and Fish Hoek near Cape Town) we took the liberty of asking them to assist with much-needed tracksuits.

We were very grateful and impressed by the many, many offers of assistance we received — especially from Kappa SA, ASICS SA and retailer American Clothing, who were first off the mark to generously offer free donations of tracksuits for community netball teams and their coaches.

Springbok suppliers ASICS SA did not hesitate to respond to our request: “We will certainly see how we can assist and support,” said marketing manager Sarah Mundy. “We do already support other causes, however, given the nature of your request, we will see how we can assist.”

While they did not have complete tracksuits available, Wesley Tam, Core Performance Sports Marketing Executive, supplied hooded tops and tracksuit pants for the coaches.

“As a brand, Kappa SA believes in helping to grow the community of South Africa,” says Ricky Joseph, who donated 14 tracksuits for one netball team. “A project such as this is something that we feel extremely touched by. While kids may have the most amazing skills and attributes, sometimes to look and feel good is as important. We believe that by donating these tracksuits to these athletes we will give them an added ability on and off the field. We want to uplift as many disadvantaged communities as possible and enable even those less fortunate in our country to be able to look and feel the best while competing.”

Kamlesh Chagan, owner of the American Clothing stores in Cape Town, believes in supporting

Sports Trader :: 2015 November

Coach Nceba has a dream that all his teams will one day be able to meet their opponents in proper sport kit the Southern Peninsula communities that have been supporting his family’s business for the past 50 years, after his father opened their first store in Retreat. “I believe in giving back to organisations that support the communities in the areas where I grew up, who provided our family with an income,” he says.

They receive requests for donations on almost a daily basis and he has become wary of everybody knocking on their doors. But, he does support organisations that are empowering young adults surrounded by influences like drugs, etc. to rather follow a path powered by sport or education, says Chagan. He therefore gladly bought matching tracksuits from Kappa at a special price to donate to another Masiphumelele netball team.

After considering several initiatives, Sports Trader decided to support the Masicorp Trust, which has been providing educational and community-based support to the Masiphumelele township since 1999, where more than 38 000 people live disadvantaged and poor (see www. masicorp.org).

What appealed to us is the fact that the Masicorp Trust focuses on education as the way out of poverty, instead of hand-outs.

But, most of all, we were inspired by the enthusiastic sports organiser who, we believe, deserves as much support as possible. The Masicorp Trust pays the salary of community member coach Nceba Jonas, who chairs the community sports programme and also: • With the help of volunteers and in partnership with the NGO Goodsport, runs the physiCoach Nceba Jonas flanked by Carol Hanks and Fran Loudon of the Masicorp Trust.

cal education programme at Ukhanyo Primary School; • In the afternoons he also coaches the primary school teams in soccer, rugby, cricket and netball. They have been doing exceptionally well and often win their matches against sporting schools in this league and the principal’s office is filled with trophies won by the sports teams. Their netball team is the current holders of the Southern Peninsula League Championship title.

• In addition, coach Nceba is chairman of the Masi community sports council and coaches community teams (who required the tracksuits) at the Fish Hoek Pirates netball and soccer club. And if that is not enough, he also runs aerobics classes in the community hall in the evenings.

The Masiphumelele community is very poor and parents struggle to afford sports kit — the primary school teams have therefore been competing in generic white T-shirts and shorts against wellequipped opponents wearing proper kits.

Coach Nceba has a dream that all his teams will one day be able to meet their opponents wearing proper school team kit, which would give his young learners the confidence to meet other schools on equal footing.

Sport :: p53

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Charlton Levendal was nominatg tips f ed as a top salesman by Nigel Prout of Opal Sports, local distributor of Unicorn darts, 15 who believes that his extensive product knowledge, understanding of darts and what customers want, and the fact that he plays darts contribute to him being a great salesman. “He is very enthusiastic about darts and understands the game and it’s a pleasure dealing with him,” says Prout. He has found very few salesmen like Levendal, who sell and can play — and at a good level as well, he says. With anything he sells Levendal is 100% committed, his enthusiasm knows no bounds and customers will always find him smiling, being friendly and giving them what they need, adds Prout.

les m

We’re looking for top salespeople We’re asking successful sales people in the industry for tips on how they clinch that sale in this series on Sales tips from top salespeople. Send nominations to Trudi du Toit on Tel: 021 461 2544, Fax: 021 461 2549. Email: trudi@sportstrader.co.za.

Selling more … darts

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eople skills and knowledge, body language and product knowledge are important aspects of sales success, says Charlton Levendal of Sportscentre in George.

The way you approach a customer can determine your success and client satisfaction, he says. Over the years, he has learnt to assess his customers’ profile when they enter his store. With more mature ladies, he finds it is always a good thing to return their smiles, which will help make the approach easier, he says. With other customers who seem to want to be left alone, it is better to let them browse on their own — but be close enough for them to attract your attention when they need you to explain or help them find something.

A salesman should get to know his regular customers as it always makes a good impression if one knows their names and needs, explains Levendal. This type of relationship usually makes a customer happy and although he is not necessarily going to purchase goods from you today, he might be more likely to return to do so than if he had a bad experience.

Talking and interacting with customers also play a role in a salesman’s success and his first interaction with the client normally determines the way forward, says Levendal. Some-

one who is not a serious buyer would normally not want to interact too much, while a customer who is there to buy will require more interaction, he explains. One must however also balance the amount of interaction to avoid losing a sale, he cautions.

When approaching a customer determining his budget can help pinpoint the products to recommend, he advises. “If money is no object, you know you can offer him the best, but if it is, then start with entry level products.”

Meet a customer’s needs and budget and he will feel that you have met his criteria and respected him, says Levendal. He finds that the more he converses with his client, the easier it is to figure out the products he needs.

It is, however, impossible to do this without the product knowledge and salesmen need to have knowledge of the products they are selling, he believes.

Customers often depend on you for advice, says Levendal, who has seen many customers walk into his store to buy inappropriate products based on advice they received from other people who are not experts and have therefore given them the wrong information.

He then has to rectify the advice and recommend something else that will suit the customer’s requirements. When doing so, he

is ultimately vouching that the product will work for the customer, and in order to do so, a salesman must know the ins and outs of the products he is selling, he explains. Giving a customer the wrong information could result in him returning to your store with complaints, or leave such a bad impression that he just stays away, adds Levendal.

A salesman can gain knowledge, like Levendal does, by using the products he sells. When a new product comes in he reads the packaging to find out more about the product. He also plays darts every weekend, which helps him learn more about them and further improves his sales, he explains.

Training from suppliers is also an effective way of learning about the products you sell, he says.

Suppliers visit his store every second month and he uses these opportunities to ask questions about any new products he will purchase.

The suppliers’ knowledge regarding product specifications, manufacturing and experience with products is crucial to know and helps one market the products better, he believes.

In-store training is also helpful because staff can share their knowledge, customer questions, the right answers and receive useful advice on sales techniques they can employ in order to help them sell products better, he says.

2015 November :: Sports Trader

p54 :: Sport

More about Charlton Levendal FROM PRODUCE sales to sports product sales, Charlton Levendal from Sportscentre in George, has been involved in a whole spectrum of retailing for more than 20 years — 13 of which have been spent working in sporting goods retail stores.

Levendal was working as a fruit and vegetable seller when one of his regular customers, who owned a retail store, offered him a position as a salesman and he has “never regretted taking the opportunity as I love working with people,” he says.

He worked for the Sports City group for approximately ten years during which he gained experience in clothing sales.

Thereafter, he worked in the hotel industry as a barman, before joining Sports-

T

centre in 2009.

“I started as a salesman, but within a year I was promoted to floor manager,” says Levendal. This position has increased his knowledge about a number of products, because he has to know everything there is to know about every product on the floor, he explains.

Levendal not only sells darts, but has also been playing it for 18 years after he was introduced to the sport while assisting a friend at a local pub after hours. He is an avid supporter of local dart competitions and often participates in events sponsored

by Sportscentre and Unicorn. He has even won a prize, but due to time constraints is unable to participate in leagues, he explains.

Expert tips for selling darts

o succeed in selling darts, you must always have stock on your shelves, says Charlton Levendal of Sportscentre in George. It is important to have stock and different types of the same product because not every customer who walks into your store will be the same — customers who purchase darts have different abilities and you have to be able to cater to everyone’s needs, he says.

Because darts are constructed from a number of different parts, which tend to get damaged and need to be replaced over time, retailers should therefore remember to keep stock of accessories like spare barrels, shafts, flights and tips advises Levendal. The frequency of this happening will however be related to the level of the player’s skill and frequency of use, he says.

Sportscentre has a tester board where customers and staff can try out any new dart products that come in. This is a way of giving his salesman an opportunity to learn more about the products they are selling.

It is also practical for customers to test the darts he sells and the board has made a positive difference to sales, because 80% of the time the customers end up purchasing the products they have tried, he says.

If customers want to test more expensive darts Levendal makes them aware that if the product is spoilt they will then have to purchase it. But he has never had a problem where customers actually damage the products, he says.

Barrels Have stock of all barrel sizes and weights (1927g), because even if you tell the customer a certain weight is too heavy for him, he might tell you that is what he plays with and wants,

Sports Trader :: 2015 November

says Levendal. In that case you will be turning a customer away if you can’t provide what he wants. All league players come to buy from him because they know he will definitely have what they need, says Levendal.

In his store, medium weight dart barrels generally sell better than any other. He also finds that heavier darts are more likely to be purchased by experienced players who are specific about the product and weight they want.

Straight barrels are also more popular with social and competition players, whereas Torpedo barrels are suited to intermediate players, and bomb barrels more appropriate for beginners, he says.

“With darts it’s go big or go home! Because you never know what is going to sell,” says Levendal. December holidays are big sale days for him because people are more likely to buy darts to keep their kids busy. And because people are not buying for specific game use, it is also a good way of getting rid of older stock, he recommends.

Flights Although flights come in different textures, colours and logos, Levendal finds that smooth flights and long life flights are the most popular.

Customers also tend to go for flashy flights, regardless of shape or size, and how it will affect their game. “Country flags are always a good seller and lady players will take anything in pink,” he says.

Grips Beginners will benefit more from a rougher grip (or bigger knurling) as they throw harder, says Levendal. Smoother grips, on the other hand, do not offer much grip and are more appropriate for good players that know how to throw.

Shafts First time buyers often purchase aluminium shafts as opposed to plastic, which break even more easily if it falls, he says. Retailers should, however, advise their customers that although aluminium does not break easily, it bends quickly and it will have a negative impact on their game.

Shaft sizes are down to personal preference more than anything else, says Levendal, who plays with the medium variety for the simple fact that it is the standard size darts come in.

Dart boards Inform the customer about the specifications, benefits and negatives of the dart boards you are selling him, says Levendal. Dart boards are made from “bristle” material and come in wire or blade designs, which are more suited to competition rather than recreation playing.

He prefers dart boards with ultra thin wire as it increases the playing area by 11%, especially in doubles and trebles. These boards are also totally staple free, which helps minimise bounce outs. “These boards are, however, more costly due to the more expensive materials used in their manufacturing.”

Customers tend to purchase dart boards according to their budget and needs, says Levendal, therefore it is advisable to stock a variety of options.

A store should therefore have boards for league as well as entry level customers to cater for all pockets and needs.

Space to pack his dart boards is also not an issue as he uses a cabinet supplied by the company he purchases from, says Levendal. “If the cabinet is filled, I know I have enough stock,” he says.

KEEP YOUR CUSTOMERS SMILING THIS SUMMER WITH W.E.T. SPORTS

MM 105 S

3244 BS

3242 CS

Frameless Silicone

For all Water Related Activities.

Available in Black or Grey

Dual lens Silicone

M 2208 LKS

Extreme Low Volume Ideal for Spearfishing

M 2210 KS

Low Volume for Superior Visibility

Mask and snorkel sets available in Junior and Senior, in PVC or Silicone

1035 KS

1052 P

M 2251 P Junior

Available in Pink, Blue and Flourescent Yellow

AL-25 LED Diving Light Waterproof to 100m Burn time 8 hours Aluminium Housing 160 Lumens

G8200 PVC Goggle Available in 5 Colours Excellent Value

Available in Flourescent Yellow, Blue and Black

Spearfishing Foldable

AK 04 Power Inflator

AT 27 Magnetic Scuba Rattle

6349 S Senior

Available in Metallic Black, Metallic Blue and Metallic Pink

AR-0 Quick Release Coil Lanyard

AC 06 Magnetic Octopus Holder

EZ 6101 Anti-fog Speed Goggle

140g Frisbees

Saekodive Rubber Jet Fin

Pull Buoys

Available in Junior and Senior

SB 02 Survival Sausage and SB 06 Survival Tube High Visibility

Kickboards

Available in Junior and Senior

6001 Silicone Swim Caps Available in Junior and Senior

This is just a taste of our Summer Ranges. For a Full Colour Underwater or Swimming Catalogue contact W.E.T. Sports Tel: 021 948 8150 • Fax: 021 948 8084 • sales@wetsports.co.za • www.wetsports.co.za

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

Equipping snorkelers’ and divers’ feet

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nderwater footwear like booties, diving socks and fins work together to protect the feet from external factors such as water temperature, sharp terrain, etc. and also to move the wearer through the water with as little effort as possible.

There is a variety of designs that have been created to help the user enjoy his chosen activity to the maximum.

Diving booties A diving bootie is worn with an open-heeled fin. Before fitting the fin, your customer should first select his boot as, to accommodate for the boot, the fin’s foot area should be larger to accommodate the boot, than if he’d have been wearing the fins barefoot.

The thick, sock-like bootie, made of neoprene material, has two main purposes: to insulate the foot and to protect it.

Insulation works the same as with a wetsuit: the boot allows water to penetrate between the skin and the boot’s neoprene material.

The body heat then warms up this thin layer of trapped water, keeping the foot warm.

In order for the insulation to work, the boot needs to fit correctly.

• If too small: not only might the wearer eventually experience numbness in his toes, the seams may wear out and allow cold water into the boots. With the continual in-flow of cold water, the feet will continue to feel cold.

• If too big: water won’t get trapped between the foot and the boot, which means the water won’t get heated by the body warmth and it will stay cold — and the foot as well.

To find the right boot fit: • Size: start with the same size as the customer’s shoe. Diving boots only come in whole sizes, so if he wears a half size go one up. o Diving boots are in men’s sizes. For ladies, take their normal shoe size in UK size and recommend they try on a boot half a UK size smaller.

• The boot should fit snug: not too loose, not too tight.

Our cut-out-and-keep series to assist retailers with product knowledge Words: Carin Hardisty. Compiled with the help of Mike Ceruti of Big Blue, Dion Sarrimanolis of Rapala VMC SA, Grant Stringer of Reef Wetsuits, Monty Guest of Scuba Culture, Steve Rusznyak of Scubapro, and Patrick Franck of W.E.T. Sports, as well as websites www.scuba. com, www.leisurepro.com, www.tropicalsnorkeling.com, www.snorkelingonline.com, www.scubafinshq.com, www. scuba-diving-smiles.com and www.safetyandhealthmagazine.com.

• The toes shouldn’t be curled up in the front — this shows the boot is too small.

Other factors that affect how warm the boot keeps the foot: • Material thickness: the thicker the material, the more warmth. The required material thickness is dependent on the temperature of the water. As a guide, the boot’s material thickness should match that of your customer’s wetsuit. o For warm/tropical water, look at about 2-5mm. o For cold water, your customer will want 5mm or thicker.

• Fastenings: the type of fastening also makes a difference to the warmth provided. Factors include if there is a Velcro strap or tab to reduce the water transfer in and out of the boots, if there is a supplemental material such as titanium, and the number of seams (the fewer seams, the lower the chance of a leak). o A zip makes the putting on and taking off process easier, but zippers typically create leaks. An inside gusset underneath the zip will limit leaks and increase warmth.

Boots are not only meant to keep the feet warm, they are also there for protection: some have a flexible, reinforced sole. This sole also increases the life of the neoprene boot, which itself isn’t very strong, and makes the boot slip-resistant.

There are different types of soles: • Soft sole: for those who will be diving off a boat or entering and exiting the water on soft sandy beaches with no debris.

• Medium sole: for areas where the wearer will be using stairs to reach the water, or walking over smaller hazards that the feet will need some protection from.

• Hard, heavy duty sole: if the wearer will have to cross rocks to gain access to the water. This sole is similar to that of a sneaker’s.

There are also different boot cuts: • Low- to mid-top: for warm water diving.

These are worn to help reduce chafing • High top: cold water diving. A higher cut, which overlaps the wetsuit legs, can also help prevent foreign objects from entering.

Advise your customers to care for their diving boots: • Rinse in fresh water. Salt water can cause neoprene to lose its flexibility. Also, unrinsed neoprene will start to smell.

• Soak the boots for about 15 minutes. Your customer can also use a wet suit shampoo on the boots.

• The boots should not be dried in a dryer.

• Before the boots are stored, they should be inspected for damage.

• Storage: o Boots should be stored where To p58

2015 November :: Sports Trader

p58 :: Outdoor

Underwater footwear cont from p58 they won’t be creased, which will reduce their insulation effectiveness. o Store out of direct sunlight o Aerosol spray shouldn’t be used near the boots — it can degrade the neoprene.

Water socks Snorkelers wear footwear to protect their feet from sharp objects or chafing. Snorkelers who will be in warmer water won’t require the insulation that divers need.

Water socks reduce chafing from fins, which typically occurs near the ankle and around the heel where the fin’s foot pocket rubs against the foot. The rubbing can lead to blisters.

Water socks are worn with full-foot fins.

Fins Fins help to protect the feet, allow a snorkeler to tread water without using too much energy, and provides added propulsion for a diver.

Fins are available with two types of foot pockets: a full-foot style, which is enclosed at the back, and an open-heeled style that doesn’t enclose the foot, but has an adjustable strap around the heel.

• Open-heeled fins are usually worn with a boot, with the fin’s adjustable strap wrapped around the back of the boot. An open-heeled-fin-with-boot combo offers insulation and protection for the foot. If the wearer will be walking over rocky terrain or climbing a boat ladder, for example, he should wear an open-heeled fin. o Suggest to your customer that he carries a complete spare strap and a buckle with him, in case it breaks and he’s left in the lurch.

• Full-foot fins: As the name suggests, the foot is enclosed as if the wearer is wearing a pair of shoes. o Worn barefoot. If there is chafing, thin neoprene socks can be worn with the fins. o For use in warm water, where the wearer won’t require a boot for extra insulation. o It is easier to slip on a surface such as a boat, when wearing full-foot fins.

Fin style: the style and design of the fin depends on what the user requires from his fins.

• Paddle fins: o Each fin works as an extension of the foot while kicking, which offers more surface area to propel the wearer forward. o This style enables the wearer to create quick thrusts that equal to a fast accelerating speed, and offer good control as well as manoeuvrability. o Paddle fins use a number of different technologies. Some use rubber channels to scoop water. Others use articulated hinges or a pivot blade design to create the correct angle, increasing efficiency as well as propulsion. o Blade stiffness should be matched to the customer’s finning leg fitness. You

Sports Trader :: 2015 November

shouldn’t sell a stiff blade to a beginner or a soft blade to a more experienced diver.

• Split fin: a slit runs down the middle of the fin o As the wearer kicks downward, water channels through the split in the fin, which creates a spring-like action. This maximises each kick’s power and efficiency, while propelling the person forward. o A split fin is ideal for longer swims as the wearer needs to use less energy. o If your customer has current or past knee problems, recommend a split fin for him as it reduces resistance felt by the joints. o While moving forward is made easier, other movements are hindered by this style. It’s more difficult to back pedal or to move around in enclosed areas, and the style’s not good if the wearer uses a frog kick. o Split fins don’t provide a lot of feedback and are less precise for controlled movements and positioning. o It’s important to recommend quality split fins, because the usefulness of the design relies on getting the technology right.

• Jet fins are similar to the paddle style, but shorter. The rubber design is durable and although decades old, is still favoured by many technical, commercial and military divers.

Will your customer use his fins for diving or snorkelling?

Diving fins: divers need propulsion power from their fins. Channels on the fins and the split fin design (see above) help improve propulsion.

• With the help of channels, which guide water across or through the fin, the diver can move faster through the water, because there is then less surface area resistance in the water.

• Channels also offer extra fin flexibility, which enables the fin to bend further and to move more water with each kick.

• Split fins are the most efficient for a diver, as he doesn’t push the water behind him — instead he is propelled forward by the lift created by the water moving through the slit.

• Pivoting Blade fins look similar to paddle fins, but instead of using channels to thrust water off the blade, articulated hinges help to create the correct angle of attack to maximise both propulsion and efficiency.

Divers tend to require added insulation —this is true for their feet as well. They should therefore use open-heeled fins, which allow the diver to also wear dive socks or boots for added insulation.

If your customer will be diving in warm waters, he can wear a full-foot design. He shouldn’t use snorkel fins for diving, though.

Snorkel fins: A basic snorkeler’s fins are typically shorter and lighter than dive fins, because he doesn’t need all the extra propulsion that a diver needs. If your customer is someone who will be diving for crayfish, free diving, etc., he’ll need longer, more technical fins.

• For shorter snorkel trips: paddle fins.

• For longer snorkel trips: split fins or pivoting blade fins. Over a longer swim, older design paddle fins are considered to be less efficient.

• Full-foot fins: snorkelling tends to take place in warmer water and the foot therefore doesn’t require further insulation.

Fitting the fin: • Make sure your customer feels comfortable in the fins and doesn’t feel hard spots rubbing when he flexes his feet.

• The fins should feel snug, but not too tight.

As the feet cool down in the water, they will shrink slightly. o Men: start trying on fins of the same size as their shoes. Women: try one size smaller than their shoes. o If your customer’s feet start to tingle while wearing the fins, they are too small. o If a full-foot fin rubs against the ankle bone, it’s too big.

• Open-heeled fin: o Adjust the strap to the loosest position before having your customer try the fin on. Once on, adjust the strap to fit snugly, but not too tight. o The foot should extend past the back of the boot heel. The fin’s upper lip should line up with your customer’s instep. o If the foot goes too far forward in the pocket, the fin is too big.

• Full-foot fin: the fins should fit snugly, but your customer shouldn’t have to struggle to put the fins on. o A fin keeper, also known as a fin support, will help the fin from slipping off the foot if it is a bit too big.

Advise your customer about fin care: • Rinse in fresh water • Dry before storing • Store out of direct sunlight, in a cool, dry place. Heat can warp the fins.

• Fins shouldn’t be stored on the tips, which could distort • Keep out of contact of oil, aerosol, chemical solvents, etc. that could erode or degrade the fins.

Allergies Latex is found in rubber products and consumers who suffer should wear something between their fins and skin. Neoprene is usually recommended as an alternative for people who suffer from latex allergies and a neoprene bootie or sock would therefore help a customer allergic to latex.

While neoprene is a type of rubber, allergic reactions to neoprene are far less common than to latex. The allergic reaction is often to the type of glue used, which is less of a problem the higher quality the product.

Outdoor news

Outdoor :: p59

New from Saekodive!

SAEKODIVE, LOCALLY distributed by W.E.T. Sports, has added new diving products to the range. New items include masks, a LED diving light, a Signal Tube, a Survival Sausage and a Scuba Rattle.

The M2208 LKS black silicone mask (above right) is a highly low volume mask suitable for spear fisherman. It features push buckles for easy strap adjustment and a tempered lens.

Featuring single-lens, frameless masks that include a double sealed silicone skirt for superior fit and comfort, is the M-2210 KS Series. The push-button buckles are designed to prevent hair from tangling. These masks are very easy to clear because of the low internal volume and

the double sealed silicone skirt. They are ideal for divers who prefer a more circular round view.

The AL-25 LED diving light (below) is waterproof to 100m with aluminium housing. It offers up to eight hours of burn time and has a single chip LED. Made with 210 Denier nylon, the SB-02 Survival Sausage is easily inflatable and is the recommended essential emergency tool. It has a length of 144cm, is 13cm in diameter and is available in orange.

The SB-06 Signal Tube can be inflated in three ways: oral inflation, inflation with a BC hose, or by using a Duck-bill. Like the

Survival Sausage, it is also made with 210 Denier, with a length of 180cm and diameter of 15cm. When deflated it can easily be rolled up and fastened with the Velcro on the product, the tube has an over pressure release valve, and it is easily attachable to buoyancy control device with a swivel clip.

The product comes with a pouch.

The AT-27 Scuba Rattle is ideal for drawing other diver’s attention. It is made from aluminium, has an overall length of 17cm and diameter of 1.9cm, has a magnetic system, and includes a lanyard.

Tread multi-tool expected THE DELIVERY of the Leatherman Tread wearable multi-tool, which can be worn on one’s wrist, was delayed. It was expected in South Africa in October, says Georgina Connock of local distributor Awesome Tools.

The Tread bracelet is made of high strength, corrosion resistant 17-4 stainless steel links that each feature two to three functional tools, which equals to a total of 25 usable features

like box wrenches and screwdrivers.

Each complex link is metal injection moulded for strength and intensity, and the bracelet is fully customisable with slotted fasteners that allow the user to rearrange, add or remove links. Even its clasp features a bottle opener and #2 square drive.

Leatherman fans can also look forward to a Tread model with a timepiece, which will be released in the future.

Suunto Kailash: for those with the urge to explore THE SUUNTO KAILASH watch has been designed for travellers and adventurers — for people born with the urge to explore and the mindset of curiosity, entrepreneurship, and risk-taking that is driving world progress.

Kailash, the first in Suunto’s World Collection, is named after Mount Kailash — the holy 6 000m Tibetan peak, which has never been climbed. “Mount Kailash is forbidden to climb, yet it’s the mountain with probably the most energy around it and inspires in every alpinist the spirit of adventure,” says Kilian Jornet, the Spanish adventurer who was voted the People’s Choice Adventurer of the Year by National Geographic in 2014.

The watches in the World Collection fall under the Suunto 7R label, where 7R stands for the adventure gene, which scientists have identified in people with an adventurous mindset. The Elementum and Essential watches will also form part of the 7R series.

“The design of the Kailash watch aims for purity and modernity”, says Timo Yliluoma, lead designer for the Suunto Kailash. “Premium detailing, the hallmark of Suunto watches, complements a discreet, classic form.”

The lightweight watch features a bezel made of space-grade titanium, sapphire crystal glass, a special 7R button made of sapphire crystal, an outdoor-

proof composite casing and a soft and durable silicone strap. It also has handy features for adventure travellers such as an integrated GPS, global and automatic time and location updates, a 7R logbook with a summary of the user’s adventures (accessible via the 7R button), and an Adventure Timeline with information such as altitude, sunrise and –set times, daily step count, etc.

Kailash is available in four editions: copper, slate, carbon and silver.

“The launch of the Suunto Kailash marks an expansion of Suunto as a brand for those who wholeheartedly live their life as adventure and strive for progress,” says Peter Nortmann, Business Director of Lifestyle Watches at Suunto. “For many people, adventure isn’t something that can be reduced to a particular skill-set or outdoor discipline — first and foremost it’s a mindset. The Suunto Kailash was designed and handcrafted with these people in mind.”

Suunto is locally distributed by Ultimo.

Outdoor companies called to task OUTDOOR COMPANIES are being asked to take responsibility for what goes into their products … and ultimately into the environment.

Reduce use of lead EFTTA (European Fishing Tackle Trade Association) has called on the industry to voluntarily reduce the use of lead in weights and to find alternative materials by 2020. The association appreciates that currently sizes below 0.06g cannot be made without lead, and adds that small split shot and styl sizes could still be used.

Stop the use of PFCs Greenpeace has asked technical outdoor apparel brands to stop using poly-fluorinated chemicals (PFCs) by 2020 to make their garments waterproof and dirt-repellent. This is after their research showed that traces of these chemicals were found in snow and water samples in remote mountain locations worldwide. These chemicals remain in the environment for many years and some are believed to cause harm to reproduction, promote the growth of tumours and affect the hormone system.

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p60 :: Outdoor

What tent customers want to know What are consumers concerned about when purchasing tents? CARIN HARDISTY asked retailers what questions their customers have when buying tents and what elements in a tent are important to them

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onsumers are a curious lot who ask many questions when in-store — both informed and those with seemingly obvious answers. No matter the level though, these questions give a retailer insight into what his customer is concerned about and what interests him about the product he is considering buying.

To find out what goes through the minds of consumers when buying tents, Sports Trader asked outdoor retailers to complete an online survey* based on their experiences with customers when selling tents.

There are two main groups of customers who either look for camping tents for families or one or two people, and those looking for hiking tents.

Even though these retailers sell to different types of tent customers, the consumers unknowingly share common interests with regards to their needs when selecting a tent.

No matter the type of tent being bought, the size is the most important aspect for their customers. After all, if too small the consumer won’t be comfortable. After size, customers are concerned about the waterproofness, the weight and the price of the tent.

To a lesser degree, they also value the shape of the tent, the material of the fabric, frame and poles, and the ventilation.

Family camping Most of their tent sales fall in the family camping category, more than two thirds (69%) of our retail respondents indicated.

“But families doesn’t necessarily mean that they include kiddies as well,” says a buyer for Outdoor Warehouse. “Our family tents are particularly popular with couples as they like the more spacious tents with different com-

Sports Trader :: 2015 November

partments that keep the sleeping area, kitchen and packing space separate. Couples also see buying a family tent as an investment into future family planning.”

Customers shopping for tents at Dirt Road Trades are either families or couples seeking a one- to two-person tent, “it is a 50/50% ratio,” agrees Boysee Mhlongo.

Different rooms inside the tent, is one of the most important requests they receive from customers — the number of separate rooms inside the tent play a big role in its perceived value, the buyer adds. “Customers like to separate the bedroom from the kitchen and the packing area, so removable room dividers add value.”

Younger couples or groups of friends will

People always ask about the best possible price, but at the same time they want quality products generally choose a dome tent, because it pitches easier and is generally more compact, says Mhlongo. “Cabin style tents boast more head room and you can utilise more of the floor space due to the almost vertical walls.

These vertical walls come at a price though: their poles generally need to be made of steel due to the rigidness required, which makes the tent heavier and bigger when packed.”

But, family campers don’t necessarily want the biggest possible tent. Will the tent still fit on a normal camping stand? is a question George Thom of Outdoor Geek hears from his family camping customers.

The family camper tends to travel with a

vehicle to a campsite and is therefore less restricted by the packed weight and size than other types of campers. He does, however, still need to fit the packed tent into the vehicle.

“Customers concern themselves mostly with the packed size and weight relative to the pitched size, as this will affect the holiday packing ritual,” says the buyer. “Customers with a sedan tend to be more cautious.”

Family and 1-2 person campers also want to take some luxuries with when camping.

This includes items such as stretchers. Can a stretcher fit into this tent; not just a mattress? is not an uncommon question from customers, says Diane Jones of PackRat. Not only do stretchers take up more space than a mattress, they are also more hard wearing on the floor of the tent. Consumers want durable flooring that can handle wearand-tear, she adds.

Hiking tents Almost a quarter (23%) of respondents mostly sell tents for hiking.

Hikers are more inclined to be interested in the aerodynamics of the tent’s shape, says a retailer who wishes to remain anonymous.

A dome tent will be more aerodynamic than a cabin. Due to the shape, most hiking tents are lower in height than camping tents, Ricky Gericke and Rowan Sarakis of Trappers Cresta point out.

A hiker, biker or cycle traveller, for example, will also be concerned about size, but at the other spectrum: he wants to travel small and light. “If the rolled up tent is too long, it won't fit into the motorcycle pannier bags or in the backpack,” Pattenden points out.

Hikers want their tents as light and compact as possible, because they’ll have to carry it,

Photo courtesy of Messe Friedrichshafen. © anja köhler | andereart.de

Outdoor :: p61

says Gericke and Sarakis, but, “a hiking tent without space for a backpack is not ideal. Size all depends on how many people will need to share the tent. Our highest selling hiking tents range from 1-2 persons, while our leisure tents are usually big and heavy, as most people go for a 4-6 person tent.”

The weight plays a crucial role for a hiker.

“This determines the decision to buy or not,” says Duncan Pattenden of Orca Industries.

Space is comfort Consumers are interested in the space available for people and gear, how much space the tent will take up when it’s packed up for storage or transport, as well as the space it will take up when pitched.

“People always ask about the dimensions for travel and carry purposes,” says Mhlongo.

“Like most things in life, bigger is better,” says the buyer. “Customers tend to ask for a tent according to its man size rating.” The bigger the tent, the more space there is to be comfortable in, he explains.

“It’s important for our customers to be able to stand up inside the tent,” Jones points out.

All good things have to come to an end at some point and with camping that entails packing up the tent. To make the act of packing up and storage easier, customers want to know if the tent comes with a carry bag as well as the size of this bag, she adds. It’s important for consumers that the bag is a decent size. “Even family campers want to know if the tent is easy to lug around.”

Withstand the elements Waterproofness is one of the factors that play a role in determining if the tent is used a second time. But, when told about the water

column rating, not all consumers necessarily understand what this is, or how it works.

“After explanation, they will generally still ask OK, so is this tent’s water column good or bad?,” says the buyer.

This, however, doesn’t mean that they don’t want to know more. The vast majority, about 80%, of their customers ask what the tent’s rating is, says Mhlongo.

Most family campers just want to know if the tent is rainproof, says Roger Wood of Massdiscounters. But, the higher the water column rating, the better for family campers, says anonymous retailer one. “5 000ml should be the standard.”

Their 1-2 person campers want to know what their options are in the event that the tent does leak, and if it can be fixed, says the second anonymous retailer.

Hikers want a tent with a good water column rating, says Gericke and Sarakis. “For camping tents it doesn’t play as big a role, but the tent still needs to be able to withstand a good rain.”

“Factors like the tent’s shape play a large role in the water column rating,” The buyer points out. “A dome tent with a 1 000mm water column will be less likely to leak than a cabin tent with a 2 000mm water column, because the design does not allow the water to be in contact with the tent for a long time.”

The flooring has to tick several boxes with customers. For example, family campers want to know if the flooring is built-in, says Thom.

The flooring should also be able to keep water out. Her family camping customers want to know about the height of the bath, says Cindy Powell of Durban Campworld. “Is it high or low and will it prevent water from coming in over the entrance?” Also, is the flooring wa-

terproof? adds Mhlongo.

A footprint — a smaller, lighter version of a groundsheet — will protect the hiking tent’s thin bath, adds Pattenden.

Value for money Price is one of the most important considerations for consumers when buying a tent, and they will shop around to find the best deal.

The notion of getting value for their hardearned money is very important to consumers, explains Wood.

The price must fit the purchase and its perceived value. “People always ask about the best possible price, but at the same time they want quality products,” says Mhlongo. They will, however, pay for quality, adds a second anonymous respondent.

“As with any other product in any department, price is always a fair question with regards to the value received,” says the buyer.

“Qualities like zips, inner tent quality, ventilation gaps, warranty, spares availability (this is a big issue), etc. need to be taken into consideration when buying any tent.”

Consumers know that a tent with better quality fabric, for example, will cost more money, says Powell. They do, however, also take into consideration how often the tent will be used before making the monetary investment.

“If the customer feels they get a tent worthwhile for the amount spent, they are happy” says Gericke and Sarakis. “We inform the customer as far as possible about every detail on the tent.

Hiking tents, due to being as light and compact as possible with a high water column rating, are usually higher priced than camping tents.”

In the end, you get what you pay for, adds Pattenden. “Tents made under li- To p62

2015 November :: Sports Trader

p62 :: Outdoor

Answering tent questions cont. from p62

about the shape of the tent, they are actually also concerned about how many people it will take to set it up and how difficult it will be, says Powell. cense from the East are generally better than Outer cover They want to know if the tent is easy to most cheap imports from there. If in doubt, I “The outer cover is very important,” says the pitch, as well as how long it will take to pitch recommend tents from a well-known brand.” buyer. “It also impacts on what the price of it, adds Thom.

It should be safe to say that the fewer the a tent will be. Standard camping tents use a Keeping cool nylon threaded material — different brands people the tent sleeps, the fewer people When it comes to questions about ventilation, have different ratings on the thread count and there will be to set up the tent. It is therefamily campers want to know how many winthickness of the threads. Thicker and more fore understandable that Mhlongo’s 1-2 person dows or doors there are, says Powell. They threads mean better durability, but heavier camping customers would want to know how also want to know if there are doors on both many people the tents require to set up. weight and a bigger price tag.” the front and back of the tent, adds Jones.

“Pop-up is a huge advantage for campers Family campers also want to know if the outer Consumers even want to know if the tempercover can be replaced, if needs be, says Pow- when it comes to time taken pitching a tent,” ature can be self-regulated, says the second says the buyer. “Because of their unusual way anonymous retailer. It’s especially their 1-2 ell, who adds that her customers also enquire of folding back up again, however, frustrated about how the cover is attached: is it built in or person campers who ask this. campers tend to bend or break the poles.”

“Ventilation is generally only an issue with separate from the main tent structure?

But, in the end, the choice whether family camping tents,” Gericke and to buy a pop-up or traditional pole tent Sarakis found. Two, three and four comes down to personal preference as season tents are made with ventilawell as the ability to erect, and if you tion in mind, adds Pattenden. can stand up or can only crawl inside, The shade cover, which also helps to says Powell. keep things cool, is one of the least Their customers “prefer poles 90% of important features of the tent for the time,” says Mhlongo. their customers, the respondents inConsumers also want to know if the dicated. poles are easy to replace, should the It also only a factor for campers, says need arise, Powell adds. Is there a guarGericke and Sarakis. Typically, family antee on the tent? Are there spare parts campers want to know if the shade and how easily are they available? These cover is built-in or separate from the are all questions her customers have main tent, and if it is replaceable, when considering which tent to buy. says Jones. Her customers also want When it comes to the poles’ constructo know if they need additional poles tion, hikers generally prefer aluminium for the patio area. poles as this is the lightest option availHikers are more inclined to be inThe size of the stoep area is of interable, while still being durable, says Gerterested in the aerodynamics of est to 1-2 person campers, reports the icke and Sarakis. second anonymous retailer. the tent’s shape. A dome tent will Their 1-2 person tent buyers are interestMhlongo’s customers never ask about be more aerodynamic than a cabin. ed whether the poles are hollow or solid, ventilation. This is common among which will affect the overall weight, says family campers: they often only think Can the outer cover withstand the wind and the second anonymous retailer. about ventilation once they are suffering due to a lack of it … while already camping. This rain, and can it be tied down? Jones’ family Colour can potentially put them off a second camp- campers often ask of her. The outer cover is the part with the water column rating that acOverall, colour isn’t that important to the reing trip — a retailer should therefore also be tually matters, says Gericke and Sarakis. spondents’ customers. As long as it looks good ready for the questions that the customer is Is the cover heat resistant? is a question the secin the colour, says Wood. not asking. ond anonymous retailer’s 1-2 person campers ask.

The prettier the colour, the more attractive Tent fabrics Hikers want to know whether they should go the tent for the family camper, says the buyer, Campers also want to know if the fabric of the with a nylon or polyester outer cover, says the who recommends that colours should be totent is fungus resistant as well as if it’s durable first anonymous retailer. “Nylon is far more wards a darker shade, as they will keep the durable and breathable.” sunlight out longer than lighter tents. But, if and made of ripstop material.

“You also find canvas tents, which are the the tent is too dark, it will attract heat, cau“Ripstop is generally the choice of most tent manufacturers,” comments Pattenden, who old army material kind of tents,” he contin- tions Powell. “Green or olive colours are the adds to beware of “cheap manufacturers as ues. These materials can also be found in dif- best suited for use in the hot sun.”

Hikers tend to prefer natural colours, says the urethane coating suffers from short term ferent qualities: pure polyester or a polyester and cotton mix. The best way to measure the the second anonymous retailer. Mhlongo delamination”.

The materials used in the fabric, frame and quality of a canvas tent is in the weight p/ agrees, saying that “most people prefer colpole are equally as important to consumers as m2 of the material. Generally this info will be ours like brown or green. No bright colours”.

“Colour is not important if you are camping the shape of the tent. “Most of our customers provided by the store in grams.” in protected campsites, however bright colask about the type of material used, as well as Set up ours are not advisable when traveling through its weight,” says Mhlongo.

Family campers want to know if the tent will While it is common knowledge that tents re- Africa,” says Pattenden.

“If you are an adventure motor- or bicycle be able to withhold the wind and rain without quire assembly, the degree of difficulty of that assembly is a key factor for consumers. rider, however, colour is all important. You the seams ripping, adds Jones.

The fabric will also play a role in temperature “Campers want a tent that can be assembled seldom know where or when you are going to inside the tent. “Customers want to know if the as quick and as easily as possible, especially stop for the night in Africa, so you tend to find a secluded spot, pitch your unobtrusive green tent is cool in the summer,” says Powell. “They for kids,” says Gericke and Sarakis. also want to know how heavy the fabric is.”

When her family camping customers ask tent and hope that nobody sees you.”

Sports Trader :: 2015 November

Retailing news Specialized Bicycles’ new stores

Industry :: p63

Outdoor retailer receives award LOFTUS CARAVAN CITY & CAMPWORLD has won the gold award for After Sales Service and Workshop at the 2015 Campworld Dealer of the Year Awards.

“The Jurgens Ci Workshop Upgrading Programme has been hugely beneficial to our business, in that it has helped us to implement checks and systems to ensure that all workshop jobs go out properly,” says coowner Neil Loftus.

Since 2008, caravan manufacturer Jurgens Ci has been implementing a Workshop Grading Programme to help Campworld dealerships nationally continually improve the quality of their after sales service to customers through training and setting standards. Loftus Caravan City & Campworld, which has earned a five star rating on the programme, goes out of their way to help their customers.

Shopping in South African’s top 10 internet uses Cycletec Adventure Centre owners Frank Bombosch and Patrick de Goede cut the ribbon. Photo: Retroyspective.

SPECIALIZED BICYCLES AFRICA recently added three independently owned and managed stores to their list of bicycle shops. As part of the partnership, the owners of Cycletec Adventure Centre in Windhoek, Centurion Cyclery in Centurion, and Tailwind Cycles in Klerksdorp are trained and supported to provide expert services to ensure customers are fitted with the right bike, and received upgraded shop fitments from Specialized Bicycles South Africa.

The existing Cycletec store in Windhoek was refitted to become a Specialized Elite Shop. Customers are now assisted by an accredited Body Geometry Fitment expert to ensure they select the cycle components best suited to ensure them an injury-free and comfortable ride from the wide selection of products offered in the dedicated shop areas. They can also make use of their renowned workshop facilities, or even enjoy a coffee while their

bikes are properly fitted.

Tailwind Cycles is a brand new Specialized Elite Shop that will cater for Klerksdorp’s active and growing cycling community. Apart from offering dedicated sections for road, mountain- and ladiesspecific bikes, it features an impressive workshop, Body Geometry Fit Studio and a coffee shop where customers can relax and learn from manager and elite cyclist Dusty Day’s extensive cycling knowledge.

Centurion Cyclery is a new Concept Store opened by the Terlouw cycling family, owners of the popular Lynnwood Cyclery, also a Specialized Concept Store. As with all Specialized Concept Stores it offers a separate Body Geometry Fit Studio, where riders can be setup correctly away from the bustle of the shop floor, a workshop, dedicated sections for different categories of cycling, including ladies-specific, and a coffee shop.

Consumers happy with chains SOUTH AFRICAN customers are still satisfied with most of the major clothing retail chains, despite drops in some of their scores awarded in the SA Customer Satisfaction Index (SAcsi), which offers an independent national scale to indicate out of 100 how satisfied customers are with the quality of locally-available products and services.

The overall industry leaders and highest scorers were Woolworths (81.2), Ackermans (80.9) and Pep Stores (80.2). Truworths (78.1) was also above the industry average, but Mr Price (76.8), Jet (76.5), and Edgars (75.5) scored below par.

Compared to international communities, local customer satisfaction with clothing retailers is on par with UK scores (78% happy) and only one point below the US (79%).

More than two thousand (2 189) consumers took part in the survey.

MORE THAN 10% (14%) of South Africans use the internet to buy fashion clothes and accessories, while 6.11% use it to buy sport clothing and footwear, statistics by Effective Measure shows.

This result comes from 265 500 demographics surveys done on South African internet users, which Effective Measure, the official traffic measurer of IAB (formerly known as the Digital Media & Marketing Association), undertook during August.

The internet is predominantly used for email, banking and reading news. Shopping is the 6th most popular online activity, with tickets for shows and events and travel, as well as books and hotel reservations the top items purchased.

New store for PUMA

PUMA HAS been reinforcing its message of pushing the limits of sport with the launch of its first Forever Faster store in Africa.

The brand’s Forever Faster store in The Zone shopping mall in Rosebank, Johannesburg, follows its global retail blueprint and focuses on performance products for soccer and running.

“The new Forever Faster stores, first revealed in Herzogenaurach earlier in 2015, tell our product stories better,” says Brett Bellinger, marketing director for PUMA SA. It also reveals the technologies behind them and strengthens PUMA’s positioning as a sports brand.

The store design is part of their new retail strategy to communicate more clearly and effectively in retail, putting the product and their athletes at the heart of the message - establishing a meaningful connection with consumers and effectively telling brand and product stories, explains Bellinger.

The store has a modern look and feel, with inspirational elements that gives it a sporty and energetic personality. A Footwear Wall, which is the focal point of the store, highlights PUMA’s heritage as a footwear company and its sporting heritage is highlighted by a DNA Wall featuring quotes from athletes like Boris Becker, Usain Bolt, Rickie Fowler, etc. as well as images of iconic products.

Dynamic display windows featuring athletes and products highlighting the technical benefits of PUMA’s products also form part of the store’s design. It has been designed to create a sustainable global impact and the merchandise is staged using an LED lighting system that uses less energy than others.

2015 November :: Sports Trader

Trade show news

p64 :: Trade shows

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1) Runners leaving messages on ASICS’ Motivational Wall; 2) Visitors doing 360o scans at the Mizuno stand; 3) TomTom’s Dewildt Smith helping customers on their stand.

ASICS SA helped runners prep for CT Marathon AS TECHNICAL apparel sponsor of the 2015 Sanlam Cape Town Marathon, which took place 20 September, ASICS SA guided runners in preparing for the race via their social media, retail channels and during the expo.

To assist runners, the brand’s team of experts were available at the Sanlam Cape Town Marathon Expo, which took place 18 and 19 September at The Lookout in Waterfront.

ASICS SA’s demarcated area at the expo featured a selection of shoe types from their range and a number of representatives were available on the floor to answer any questions visitors had for them.

In another section of the stand, there was a magnetic apparel wall that demonstrated their clothing range along with information

indicating the technologies used in the manufacturing process of the particular garments.

The ASICS Foot ID scans were available for runners to assess their foot shape, gait and running style, which helped them select the optimum shoe for them.

The Motivational Wall on ASICS’s stand provided an area for visitors to write messages of encouragement, for other runners or themselves. Visitors were also encouraged to use the #ASICSGoRunIT handle on social media and post motivational messages there.

Runners waited eagerly at Mizuno’s stand for their turn to do a 360o foot scan, which helped them gain insight into which shoes would fit their running style best.

Mizuno is locally distributed by Brand ID.

What’s an expo without specials? Exhibitors competed with each other for visitors’ attention (and wallets) by offering discounts.

The Sweat Shop’s promotions included a combo deal where runners could purchase the ASICS 33DFA at a discounted rate and receive a free ASICS t-shirt.

Cape Union Mart’s stand prominently displayed show special banners, advertising shoes, watches, clothing, etc. at reduced rates.

Retailers weren’t the only ones offering specials. TomTom marked down their watches and Terra Brands got visitors interested with three-for-the-price-of-two offers.

The first day of the expo fell on BokFriday and saw many of the exhibitors including ASICS SA (Springbok sponsor), The Sweat Shop and TomTom proudly sporting their green and gold.

International success for Lite Optec’s Tonglite

The Lite Optec stand and new Tonglite 2 Ultimate LED BBQ multi-tool at the spoga+gafa garden trade fair

LITE OPTEC was very happy with the reception of their Tonglite brand at the recent spoga+gafa garden trade fair in Cologne, Germany. This is the first time that Tonglite has been exhibited internationally.

“The response was overwhelming,” says Kim Romanis of Lite Optec, which owns the

Sports Trader :: 2015 November

brand and develops the products. “The majority of interest came from European and Australian distributors and retailers.”

The show, which attracted 37 000 visitors from 108 countries and featured 2 024 exhibitors from 59 countries, was the perfect platform for launching their new Tonglite 2

Ultimate LED BBQ multi-tool and showcasing the original Tonglite LED BBQ tong, she adds.

“The spoga+gafa 2015 exhibition was very impressive,” Romanis continues. “It was extremely well organised and offered such a huge variety of products.

Trade shows :: IBC

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Cape Union Mart showcases gifts and gadgets CAPE UNION MART wants to be the number one corporate and personal gifting destination in South Africa and will have a gift for all ages, genders and activities right up to the day before Christmas.

This was the message the leading outdoor retailer conveyed during a recent Festive Season Media Day in Cape Town, where they showcased products from 15 leading outdoor brands and at least 17 brands exclusive to

them, which could serve as gifts and gadgets for the coming festive season.

Aside from showing off their exclusive brands, Cape Union Mart also showcased the variety of gifts and gadgets available from best-selling brands like Led Lenser and Leatherman (distributed by Awesome Tools), Victorinox (Cutlery Distributing Group), TomTom, Suunto (distributed by Ultimo), Thule. etc.

1) Watches, multi-tools and eyewear are always popular gifts; 2) Douwe Ganzevoort demonstrates the workings of a knife; 3) Cape Union Mart outdoor footwear buyer Shuaib Smith was on hand to give guests product information; 4) Cape Union Mart merchandiser Dylan Massey-Hicks demonstrates the weight of a K-Way pack.

day. Eurobike 2016 will feature changes such as a second public day for consumers and Demo Day being integrated as a permanent component of the show. The show will therefore take place in a five-day format from 31 August-4 September.

Running Shoe Conference

DESPITE A drop in visitor numbers for Eurobike 2015 from 46 300 last year to 45 870, the show received good reviews from industry experts.

It featured 1 350 exhibitors from 53 countries and attracted 20 730 bike fans on the public

THE THIRD Running Shoe Conference, which will highlight product and business trends, takes place during ISPO Munich on 25 January 2016.

The event, which attracted more than 180 guests this year, will feature industry experts and brand representatives who will discuss the latest gear, ideas, perspectives and more. These discussions are designed to create a debate between speakers and the audience, and event workshops will offer further opportunity for more in-depth exchanges. ISPO Munich will take place from 24-27 January in Germany.

Jeep Jordan Jordan & Co Kakiebos Legacy Sport & Leisure Lite Optec Medalist Medicus Shoes Mitre New Balance Olympic Opal Sport Quad Rocky Ram Mountaineering Rocky Saekodive SBR Agencies

Sedgars Sports Skechers SNT Sport Sticky Wicky Surge Suunto Swingball Tonglite Ultimo UltraTec Unicorn VONZIPPER W.E.T. Sports Importers Winner Work Sharp

Eurobike 2015. Image: Felix K채stle

ATF Trade Exhibition PRE-REGISTRATION IS open for the 17th International Apparel, Textile & Footwear (ATF) Import Trade Exhibition of Southern Africa to be held at the CTICC, Cape Town, on 24-26 November 2015. The exhibition, which expects more than 120 exhibitors from 10 countries, offers buyers from chain stores, independent retailers and other industry decision makers

the opportunity to meet with international manufacturers and local suppliers.

Eurobike

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2015 November :: Sports Trader