Addvantage 1989 June by RSPA

It's light, powerful, and aerodynamic. It's strong, aggressive, and controllable. It's called the CTS Thunderstick TM and it's the most powerful racquet made by Prince. Ever. Being the newest member of the Constant Taper System TM family of racquets, the CTS Thunderstick adds yet another dimension of power.and control to your game. The wide-body frame is the widest ever, measuring up to 1 inches (36mm) at the tip and tapers at a constant rate to 24mm at the handle. This CTS design, coupled with the Uf\ique Prince Cushion GripTM System , allows players to hit their most powerful shots

with maximum confidence, control, and comfort. And for you, the power continues with impactful marketing support including national ads, collateral pieces, point-of-sale material, and promotional programs. Plus margins will be good so you can expect healthy profits. For more information, simply calll-800-222-0416. The CTS Thunderstick. The racquet that's LET THE GAMES BEGIN bound to take the tennis industry Prince. The Excl usively Endorsed Tennis Shoe a nd Racquel by StOrm. of !he Unired Srares Professional Tennis Associarion .

â&#x20AC;˘

pr1nceÂˇ

. The Trade Magazine of Tennis Teaching ProfessionalsT"

Volume 13 - Issue 6

June 1989

The Voice Of The Tennis Teaching Profession

NATIONAL BOARD OF DIRECTORS President Rod Dulany First Vice President Jack Justice Vice President Gordon Collin~

On the Cover... The sun sets over Boca Raton , Fla., where the 62nd USPTA National Convention is scheduled to be held September 16-24, 1989. Photograph taken by Ed Ponikwia.

Vice President Dave Sivertson Treasurer Kathy Woods Secretary Allan Henry Past President Jim Reffkin CEO Tim Heckler LEGAL COUNSEL Paul Waldman NATIONAL HEADQUARTERS Assistant to the Executive Director Rich Fanning Communications Coordinator Bill Gordon Marketing Coordinator Dana Stull Public Relations and Magazine Coordinator Becky Senseney Financ)al Manager Renee Heckler Coordinator of Corporate Services Christi Neumann Computer Services and Club Relations Kathy Buchanan Membership Coordinator Laraine Reid Membership Processing Donna Woodstead Corporate Secretary Lori Garrett Membership Services Anne Lepkoske Merchandise Services and Accounting Stephanie Hulbert Director of Certification and Academies George Bacso Co-Director of Academies BiiiTym Advertising/ Marketing Information Phone(813)973-3777

ADDvantage is published monthly by the United States Professional Tennis Association. For information, write USPTA National Headquarters. at Saddlebrook, The Golf and Tennis Resort, P.O. Box 7077, Wesley Chapel, Florida 34249, or phone (813) 973-3777. Office Hours: 9:00-5:30 EDT Copyrighte United States Professional Tennis Association, Inc. 1989. All riQhts reserved. Reproduction of any portion of th1s magazine is not permitted Without written permission from the publisher.

CONTENTS

2 Announcements ...•.' ................................. .4 CEO Tim Heckler's Message ..........................

Letters . .................................................

Save Money with Penn's Quarterly Discount Program . .....................................

9 Discount Programs by Paul Christian ••••••••••••••••••••••••••••••••••••••••• I 0 Footwork That Works

by Jim Mclennan ........................................ •

USPTA National Championships Official Tournament Entry Forms ••••••••••••••••••••••••••• •

12 14

Beaches, Backhands & Boca

................ 16 Dates That Rate ...... ................................ 18 USPTA National Convention Registration Form

The Boca Raton Resort and Club

20 Improvement Starts with the Pro by Guy LaGuire ••••••• ·••••••••••••••••••••••••••••••••·•• •22 Industry Action ...................... ·................ 2 6 Upcoming· Events .................................... 30 Hotel Registration Form •••••••••••••••••••••••••••••••••• •

Division News Proposed Slate of Officers •••••••••••••••••••••••••••••••••

Vice President Dave Sivertson's Message ......... .

How Others See USPTA Our public image is greater than

ever - . and it'll get even better

by Tim Heckler, CEO

mage is not something which can be measured or imparted in a split second . It requires input from a multitude of directions, which takes time . Whether by the moment, day or even month, you cannot actually see, hear or feel image. However, you can see, hear and feel its effect over an extended period of time, as evidenced by the improved public standing of USPTA today. Indeed, public recognition of USPTA has risen perceptibly over the past decade, a period during which our membership has tripled to its current figure of more than 7,500. There are many reasons for this, some of which will be discussed later in this editorial. However, the effect is evident more than ever, tennis-teaching professionals feel a need to associate with our certification programs, with our benefits and services, and with the prestige of being a USPTA Professional. During its most recent meeting, the USPTA Executive Committee mandated an even greater public image for USPTA. This was intended to improve the- position of individual USPTA Professionals as well as the influence of USPTA within the industry. If tennis is to return to its once prosperous state of the 1970s, growth must emanate from the grassroots. Âˇ One of the most important vehicles for this growth will be the local teaching professional. Consistent with the above logic, we are only now beginning to realize the fruits of our labor as consumers recognize USPTA's capabilities and the true value of its mem.bers. Clearly, our public image is on the rise . Consider: 2

Our education and certification programs have been vastly expanded and improved over the past several years. As a result, we are certifying more teaching professionals than ever and offering more educational opportunities both on and off the court. These include divisional and national conventions, certification courses, coaches workshops, educational publications and a host of Specialty Courses. At the administrative level, our inhouse presentation and publishing capabilities have been markedly improved through the introduction of advanced computer programs and other modern means of graphic production. As a result, the entire look of USPTA has been upgraded and polished to further enhance our image as a totally professional and first-rate association. Whenever called upon, USPTA acts as a vehicle to reach the consumer through the grassroots. In fact, USPTA's network of teaching professionals is one of the few means available for accomplishing this task. Each year, USPTA is represented by its national officers and national staff at five industry trade shows. This maintains USPTA's high profile in the industry. This year, USPTA is supporting or sponsoring three major grassroots

events, further enhancing its corporate purpose and exposure with the consumer. Through endorsement agreements, the USPTA logo is currently associated with six major tennis entities (and has been incorporated into their national advertising programs): Prince, Penn, Tenex, Saddlebrook Golf & Tennis Resort, TENNIS magazine and Tennis Week. These associations not only enhance the credibility of the advertisers, but of USPTA as well. USPTA regularly advertises its institutional image as well as its educational and certification offerings in TENNIS magazine. This exposes these Association programs credibly to a vast readership. The USPTA National Headquarters are located at the prestigious Saddlebrook Golf & Tennis Resort in Tampa, Florida, home also to the Harry Hopman/Saddlebrook International Tennis camp and the USTA Regional Training Center.· The environmental association of these ~ntities has produced a catalytic effect on the image of each. USPTA is integrally involved in the national efforts of the Tennis Industry Council and Player Development committees to influence an increase in tennis activity among players of all levels.

USPTA has produced nine educational publications and plans to publish two more this year. These efforts help keep USPTA abreast- and in some cases ahead - of advancements in the industry and build upon USPTA's commitment to higher educational standards. The USPTA manual; How to Hire a Tennis Professional, has been distributed to all of the club managers and commercial club owners in the United States. It has also been distributed at each of the major trade shows in which USPTA has participated over the past several months. This excellent publication includes worksheets, guidelines, contract outlines and many other evaluation forms. Recently, USPTA enlarged its existing National Headquarters to accommodate its expanding business operations. This brings us to planned action by USPTA to further enhance its image: Within the next couple of years, USPTA will build a new National Headquarters, which will house the National Center for Continuing Tennis-Teacher Education•m. This facility will serve as both a showcase and focal point for USPTA's many national programs.

tiOW'rO

I'Rffi\RK l~lR l'SI'I"A CEitTlFICAnON

Just a few of the many educational publications produced by USPTA.

USPTA's Education Committee is developing a new education/certification program which will greatly impact the teaching profession. We will assume a larger tournament involvement, which will showcase the player element. We will expand the National Convention to make it an even more excellent event. We will expand our divisional conventions to include Coaches Clinics.

The environmental association of Saddlebrook, USPTA, Hopman International and the USTA Recreational Training Center has produced a catalytic effect on the image of each.

As you can see, USPTA is moving in many directions in order to improve the image of its membership. However, as the phrase goes, "A chain is only as strong as its weakest link." Likewise, USPTA is only as strong as its weakest member. Therefore, it is critical that as teaching professionals we be constantly aware of the need to personally uphold our self-image in the community and elsewhere. This includes maintaining a good credit standing, dealing fairly with clients, becoming involved in continuing education, presenting ourselves professionally, and maintaining the highest standards of moral and ethical behavior. Each of these aspects can be implemented by only one person- the teaching professional. Combined, the administrative and individual efforts of USPTA and its members will continue to move us toward a greater public image. It is perpetual process which perhaps some day will allow us to look back with satisfaction when we think of where we are, and where we were. ·

ANNOUNCEMENTS USPI'A NATIONAL SEMINAR CONTEST Following are the rules and information for the USPTA National Seminar Contest. Last · year we had fifteen of the seventeen Divisions participating and this year we again encourage all Divisions to get involved. • Eligibility: All USPTA members are eligible except: 1) current National Executive Committee members, 2) seminarians from a National USPTA Convention in the past five years. • Contents: Subject matter must be relevant to tennis and/or be useful to USPTA members. Also, subject matter must be presented in a classroom setting. • Scoring: The contest will be scored in the following manner: 1) 5 points for content, 2) 5 points for creativity and uniqueness, 3) 5 points for quality of presentation. • Length: The semtnar must be a minimum of 5 minutes long and a maximum of 10 minutes long. • Outline: A typed outline should be distributed to the judges before the presentation commences. Please bring three copies. • Judging: On the Division level, judges will be provlded by the National Headquarter Representative or by an individual appointed by the Divisional President. • Divisional Contest: A two hour time block should be allocated at the Divisional Convention or Semi-Annual Meeting. The event should be well publicized to the General Membership to assure success. Also, entry forms should be included in the

Divisional mailer and videotaping of . all seminars is highly recommended . • Entry Fee for the National Contest: Entry fee is $200 , payable to the National Headquarters of USPTA. This fee should be paid by the Divisional Treasury. For more information about participating in USPTA's annual Seminar Contest, please contact your Division President or call Gordon Collins at (408) 395-7116.

DRESS CODE FOR CONVENTION TOURNAMENTS Please be advised that all participants in the USPTA National Championships and the USPTA National Team Championships will be requ ired to be properly dressed for these events. A collared shirt is considered proper attire and players will not be permitted to compete in T-shirts.

DIAL 1·800·2-TENNIS

FOR PRINCE Prince Manufacturing announces a new state of the art multi-service phone system. The new telephone number is 1-800-2TENNIS (1 -800-283-664 7). Prince is pleased to now offer toll free access from any state, including Alaska, Hawaii, Canada and the Virgin Islands. As an additional service US PTA members may reach the USPTA Coordinators by simply dialing the above number and immediately pressing (6) to reach the Prince operator. Asking for USPTA Service will put you through to the USPTA Department. The new number is part of an overall telephone system upgrade that will allow Prince to expand its telephone service in the future , and offer better service to all of our customers.

BAT I WINNERS

DMSIONNEWS

FOR NATIONAL PARTICIPATION DAY

Did you or your club host a National Tenn is Month event, a National Participation Day event or a Plymouth Women 's Doubles Challenge event? ADDvantage wants to know! Help us promote your divisional activities by sharing them with the entire membership. Let your division be represented by submitting news-related items, photographs, upcoming events, etc., to the Public Relations Department, P.O. Box 7077 , Wesley Chapel , FL 34249.

Thanks to all USPTA professionals who made National Participation Day a success by holding grassroots activities on the weekend of April 2. Special congratulations go to the Pro Penn Ball winners who were randomly picked from those who partic ipated. The following people are winners: George H. Taylor of Walnut Creek, Calif.; David D. Porter of Virginia Beach; and Thomas Zeman of Lahaina, Hawaii.

Tennis Training System Develops Skills Faster. The Tennis Coach is a remarkable training and conditioning system. The concept behind its development is one of the most important elements of tennis . .. teaching players to keep their eye on the ball. Regular practice with the Tennis Coach will improve hand-eye coordination, reflexes and footwork, refine strokes, and develop ball control and ·directional skills. The Tennis Coach is available through Strok-Ez Corp. for $39.95 plus $4.00 shipping. Bases are priced separately and are not required for set-up on soft surfaces. A video featuring training techniques developed for this system by USPTA instructors is also available. For more information or to order contact:

9311 SE 3:6th St. #100

Mercer Island, WA 98040 (206) 236-2734

THE

Any wide-body can send a high powered bullet

across the net. That's the whole point of widebodies. But what about marksmanship? Now, Dunlop introduces the first wide-body racquets that don't sacrifice control: The Max Impact Plus, the Max Impact Pro and the Max Impact Mid. Unlike other wide-bodies, the Plus and Pro are widest and stiffest at the point of impact. This provides a powerful, more stable hitting surface. The frame tapers into the grip for more forgiving flex and greater control. The Plus and Pro also have ''Impact Modulators'' molded into the frame. These are made of © 1989 Dunlop Slazenger Corporation. ~ and Dunlop

are registered trademarks of DNA (Housemarks) Limited.

IDEA

Sorbothane® and Kevlar, ® materials with remarkable ability to absorb VIbration. The result is a solid, more comfortable feel. Greater shot accuracy. And less arm fatigue. In short, Max Impact racquets give your customers something unique: Powerful wide-bodies with great control. Contact your Dunlop representative .......to find out more about the Max Impact Plus, Max Impact Pro and our powerful mid-size wide-body, the Max Impact Mid. Or call Dunlop toll-free 1-800-476-5400. And give your sales a big shot in the arm. ~..-.-

£a/DUN~OP/ TENNIS

Sorbothane is a registered trademark of BTR PLC. Kevlar is a registered trademark of DuPont, Inc.

~egendary

CHarry

Wopman ... "The Greatest Coach Ever." Tennis Magazine, December 1986 Of the 21 Davis Cup teams captained by Harry Hopman. 16 of them won the trophy sought by every tennis playing nation. His proven training methods were the basis of his tennis camp which attracted players and coaches from over 95 countries. His tradition has continued at Harry Hopman!Saddlebrook International Tennis. His drills. techniques and strategies are all part of our on-going program which welcomes adults and juniors of all ability levels from beginners to touring professionals. The renowned Harry Hopman tennis program features year-round daily clinics. five hours of intensive instruction with never more than four players per court and instructor. Overseen by Mrs. Harry Hopman. Tommy Thompson (Head Professional) and Howard Moore (Camp Director) head the staff of experienced Harry Hopman instructors including Alvaro Betancur and Roland Jaeger. Dr. Jack Groppel directs high-tech physical and mental conditioning.

We hope to welcome you to the USPTA Headquarters, where the Home Court Advantages are yours: • • • •

37 tennis courts 10% Commission or discourtt on packages 10% OFF Hopman!Saddlebrook daily clinics Group Rates & Scholarship Awards for Hopman!Saddlebrook tennis • Complimentary accommodations, tennis and spa for members accompanying groups of four or more. • 60% or more OFF airfare on Eastern and Delta AND You earn 10 CHANCES to win a TRIP 1D WIMBLEDON

Call today ... and take advantage of us! Toll-Free: 1-800-237-7519; in Florida, 1-800-282-4654

Tampa Bay's Great Coif arui Tennis Resort 100 Saddlebrook Way. Wesley Chapel. FL 34249 Telephone (813) 973-1111. Telex 522621 SADDLEBROOK WSCL r--""':7.'-:----,

Letters Colorado a Success

Dear Tim:

I would like to thank you and the USPTA for the tremendous hospitality and assistance which you gave to me on my trip to Saddlebrook, USA The information which I have gained about the training and certification of the USPTA plus the overall administration will be of immense help to me in my quest to further develop the Training of Coaches Scheme in Great Britain. Thanks again for your kind hospitality and wonderful Florida sunshine.

It was nice to meet and speak with you during your recent visit to the USPTA Intermountain Convention at Copper Mountain. I found your talk about computers very enlighten ing. I can see where such a tool would be very helpful. I am currently looking into the purchase of a computer â&#x20AC;˘ and am wrestling with the dilemma of user -friendly. Reviewing your article in April's ADDvantage I was rem inded of a group discussion regarding the development of quality players in the U.S. Where will they come from? That discussion was also a valuable one for me. I will continue to increase my time spent with juniors. Gard Gardiner Intermountain Division

Visitors Dear Tim : I wanted to drop you a note to express my sincere appreciation for the time you spent with me during our recent convention at Saddlebrook. Thanks for coming into the American Tennis Industry Federat ion 's general membersh ip meeting and making a presentation. I heard numbers of good comments from my board members and some of the others there about your presentation. It was very effective and concise and the members took note of a couple of important items that the USPTA will be involved with this year. Thanks for the tour of the National Headquarters, you certainly have a well organized system and I learned more in that one afternoon about computers and the USPTA than I had ever in one session before. Brad Patterson ATIF Executive Director

Charles Applewhaite The Lawn Tennis Association

Upgrade Dear George (Bacso) : Thank you for your time and consideration at this year's Northern California USPTA Division Convention . Had you not allowed me to take my upgrade test on Sunday instead of Monday, I simply would not have been able to do so. I regret any inconvenience it may have caused . However, your help and patience were much appreciated. I learned a lot. Greg South N. California Division

Articles for 'l'ENNlS Dear USPTA Members: I would like to clear up some misunderstandings about getting published in TENNIS magazine. USPTA members are free to submit instructional and other tennis-related articles directly to TENNIS magazine. All article submissions will be judged entirely on their own merit and evaluated according to the magazine's current needs. In some cases, a well-

organized query letter detailing what will be discussed and how the material will be presented may suffice. Other cases may require a completed article to be considered for publication. USPTA members are also invited to continue sending us "Tennis Tips" for consideration. Only tips from certified teaching professionals will be published. Please send all submissions to: TENNIS magazine; 5520 Park Avenue, Box 395, Trumbull , CT 06611-0395. Thank you . Norman Zeitchick Senior Editor TENNIS magazine Editor's Note: You may have noticed that the system for getting published as outlined in the above letter differs from the one we recommended in April's ADDvantage. From the beginning, our intent was simply to assist members in presenting their articles for publication. However, after weighing both options, we agree with Mr. Zeitchick that the above system will work best. In addition, any articles turned down by TENNIS may be submitted to the USPTA National Headquarters for publication in ADDvantage. We fully support the editorial aims of TENNIS magazine as described in the above letter and hope that our members will use this opportunity to their advantage.

USPTA ADDvantage welcomes letters to the editor concerning issues of interest to the membership and the tennis industry, as well as commentary on ~rticles published. Please address correspondence to: Letters To The Editor, USPTA ADDvantage, PO Box 7077 , Wesley Chapel, FL 34249. If you are a USPTA member, please include your member number and daytime telephone number. Letters may be edited for clarity and length. Letters received, whether published or unpublished, cannot be returned.

A o e · e, special discount offer fro Penn. Purchase Long Play P!i Perin tennis balls in June at the s e iscounted price as Regular anM E a-Duty tennis balls.

send it to Penn's Customer service Department at: 306 S. 45th Avenue Phoenix, Arizona 85043 Or call toll-free 1-800-BUY-PE In addition to the discounted price, Penn will also make a donation of 10<!/dozen per order to your divisional USPTA office, and another 10¢/dozen to the USPTA National Headquarters. These funds will be used to help support programs for you. So don't delay, order now!

Stock Number

Ship Date

P85PRY P85PEDY P89PYHA P87LPY

Price List Stock Number

Current Price 6-114 120-1194 Dozen Dozen

P85PRY/ P85PEDY/ P89PYHA

$9.44 Dz.

P87LPY

$9.84 Dz. $9.76 Dz.

1200+ Dozen

$9.36 Dz. $9.24 Dz. $9.64 Dz.

Dozen $9.24 Dz. $9.16 Dz.

$9.04 Dz.

$9.24 Dz: $9.16 Dz.

$9.04 Dz.

Member Information Member Name _ _ _ _ _ _ _ _ _ _ __

USPTA# _ _ _ _ _ _ _ _ _ __ __

Company Name _ _ _ _ _ _ _ _ _ _ __

Phone#- - - - - - - - - - - - - -

Current Acct.#------=--- - - - - - - -

New Acct _ _ _ _ Yes _ _ _ _ No _ _ __

Terms: 4% 30 Days, 2% 60 Days, Net 90 Days \

Freight: Prepaid on 96 Dozen or more shipped at one time to one location.

Discount Programs Insure the health of your pro shop by Paul Christian

Today, major sporting goods dealers and even retailers - are carrying huge inventories of tennis equipment. .In many instances, these goods are advertised well below retail, bringing stiff competition for teaching professionals and their pro shops. What can be done to counter these huge inventories, low prices and heavy advertising? How can the club professional get more business from his or her members? The answer to these and other questions, such as the four to follow, will help the professional better understand his or her membership and, perhaps, his or her own business. 1. 2. 3. Paul Christian graduated from Texas Christian University with a Bachelor's degree in History and Education. Later he earned his Master's from Texas A & I. He is an accomplished tennis teacher who has produced six All -Americans and has organized several celebrity-charity events. He also has directed the Texas Jr. Davis Cup Program several times. Paul is presently a tennis-teaching professional at Westwood Country Club in Houston and is a USPTA National Tester.

From whom do the members buy their merchandise? What do they pay for these goods? Do they get good service from their supplier? How much equipment do they use?

tion program," a purchasing plan that might satisfy the needs of the professional and member alike. In exchange for a yearly fee, the member would receive a substantial discount on any purchase during that period . The psychology is that each purchase helps justify the initial expense. There are a number of things to consider:

Inventory It must expand as sales increase. However, the disadvantage will be minimized by noticeable volume increases.

Initiation Fee (annual)

The fee can be any reasonable figure, but $65 to $125 seems to be the acceptable

Thus. if a teaching professional offered .. . The best prices. or, at the very minimum, competitive prices. Larger selections of merchandise. Reliable, consistent member service (a priority job description item).

1. 2. 3.

USPTA

Then that professional could .. . 1. 2. 3.

Appeal to member loyalty without placing a big price tag on it. Create a steady and fairly predictable member clientele. Take greater advantage of his or her convenience location.

Remember one basic, unchanging fact: Tennis enthusiasts will require a certain amount of equipment and apparel, regardless of the source. So, back to the original question: How to get the members' business? A suggestion : Tie them into a "participa10

Tie members into a purchasing plan that might satisfy the needs of the professional and member alike.

range. Remember, the member will try to figure his or her break-even. If he or she pays $80 for the plan, the break-even will be approximately $15 per month in purchases. Conversely, a professional initiating such a program could use his or her prior year's net profit figure to predict his or her break-even. In other words, collect enough Âˇ front money (fees) to match last year's profit. Then, no matter what, you will do at least as well during the first year of the new program. It is important to begin the program only after their are enough persons enrolled to guarantee a sizeable increase in sales. Volume is the- key to success.

Discounts and Closeouts

Who Can Use the Discount Program?

Keep discounts for the business. They are bonuses for prompt businesslike payments. They will help the net profit and, at a minimum, sales. Closeouts really help the margin. Keeping them for the business will later allow for good markdowns.

It should be limited strictly to the member and the immediate family, with a clear stipulation to prevent use by non-participating members. Guest use can work to your advantage insomuch as this group will help turnover (they don't see the goods on a regular basis) . They will find the prices very attractive. Allow a guest to purchase only when accompanied by a cost-plus participant.

Special Orders Since you cannot carry everything, a special-order business is a must. Adopt the attitude: "If we don't carry it, we 'll find Âˇit. "

Who Will Join?

Gift Certificates

Again, a crucial item. Don't start the progra until the numbers work to your advantage. There should be four distinct phases of enrollment: 1.

1st Group - Regular customers who want to help you . When they join, they will cost you some "retail" profit, but this group will help sell the plan. 2nd Group - Moderate-to-frequent buyers who buy out of convenience or when prices are reasonably close. 3rd Group - Skeptical buyers who wait until the others "jump in." They will join when they see that loyalty won't cost extra. 4th Group- "Tough-sell" types who seek the lowest prices and intend to save. They're careful to the point of wanting to see it work first.

Determining Prices The plan works best at 1 0-20 percent above cost. Cost is defined as wholesale or catalog price plus any delivery or manufacturers' handling charges. An acceptable add-on would be a blanket 3V2 percent to cover shipping charges. Thus, a troe cost plus 15 percent would be cost plus 18V2 percent.

Tennis enthusiasts will require a certain amount of equipm ent and apparel, regardless of the source.

What Happens to Discount Sales? They will continue. Not everyone will join the discount program . And those discounts that didn't sell at retail or cost-plus can be marked well below cost and be disposed of.

What Will the Profit Margins Be? If the volume is there, expect 10-13 . percent. There is no real formula, other than staying on top of things. That is an absolute must. With initial fees figured in, the margin could reach 22-25 percent. That's not bad!

There is room for variation. Certificates from tournaments might be redeemed at retail only, or at cost-plus if the recipient uses the discount plan. The most acceptable seems to be "retail only." Certificates from one member to the next should be redeemed according to the recipient's status with the discount program.

Collecting Initiation Fees These can be billed on a calendar year, with a provision for pro-rated quarterly charges. The least expensive amount charged should be 60 percent of the full fee. The ideal amount comes from billing on a 12month basis, from the date of enrollment. It requires more bookkeeping, but it is much more foolproof.

What if the Professional Resigns? It might not happen, but a provision is necessary since funds have been paid/ collected for the entire year. Give pro-rated credits or certificates, allowing members to recoup part of their investment. In summary, a program of this type will most certainly cause inventory levels to rise. It will create an increased need for careful planning and management. The end product will be positive. o

Footwork That Works 'Gravity footwork' will allow you to reach shots quicker and easier by Jim McLennan

Jim Mclennan is the Head Professional for the Fremont Hills Country Club in Los Altos Hills, California. He is the third Vice-President of the Northern California Division of USPTA, coach of the NCTA Boys' 18 Intersectional Team, and has received a research grant from the USTA to study the effects of biomechanical feedback on the performance of tennis skills.

Here's a quick quiz. When positioned on the baseline or at the net, the best way to move in order to return a wide and difficult shot is: a. b.

Step out with your foot nearest the ball and quickly sidestep/shuffle to the ball. Crossover step with your foot' farthest from the ball, pivot sideways and quickly run to the ball.

Move your foot nearest the ball to beneath you, simultaneously turn parallel to the net and begin running with the crossover step. Use all of the above methods.

Before answering, however, consider that when using effective footwork, a player will move both quickly and with a minimum of Âˇ effort. Tennis requires constant movement and frequent changes of direction. Therefore, Answer Dis correct because in a match all three of these methods can be employed. However, Answer C - which describes the "gravity turn" - is unique in the quickness and economy of movement it allows. Moving the outside foot beneath the body will immediately displace your body weight in the direction of the ball. Simultaneously pivoting to the ball before making the crossover step enables gravity to pull you toward the ball with an effortless stride. Ideally, with each subsequent step, your foot should strike the ground slightly behind your center of gravity so that gravity continues to aid the movement. Gravity footwork can be clearly seen in the slow motion video replay of selected Grand Prix matches. You need only view the technique of players known for their incredible court coverage to be convinced . During last year's U.S. Open match between Jimmy Connors and ÂˇAndre Agassi , both players routinely used gravity footwork along the baseline in making their many remarkable "gets." Study the net coverage of Pat Cash and John McEnroe and again you will notice the outside foot being repositioned away from the ball, beneath or behind the player's center of gravity. And Stefan Edberg closes better than any other

serve-and-volleyer today. Like many players, Edberg leaves the ground when serving, landing on his left foot. But when he lands, his left foot is behind him rather than beneath his center of gravity - and he is immediately jolted toward the net. Gravity footwork is commonly used in badminton, known to require the quickest starts of any court game. In baseball, the third baseman uses this footwork in fielding balls hit sharply down the line, and the baserunner uses it to get a jump on the pitcher when stealing. In football , the split end uses a modified gravity step from the line of scrimmage. Many instructors suggest that gravity footwork is instinctive and therefore cannot be readily learned. To the contrary, I have found that when 10-minute practice sessions are regularly included in an overall training regimen, gravity footwork can be quickly incorporated in a player's game. Don Kerr, former Tulane University tennis coach and now director of the Institute for the Development of Human Resources, has been largely responsible for the training methods associated with this kind of footwork. He has shown that when a coach is persistent and develops a keen eye for detail there are truly no limits to what can be accomplished in a student-teacher relationship. Gravity footwork is not reserved only for professional athletes or tournament players. I have foundÂˇ it extremely useful in helping senior players reach balls they normally wouldn't even try for. The secret is to take the first step with the outside foot, and to take that step away from - not toward the ball. With a simultaneous shoulder turn, there will be an immediate surge of body weight and momentum toward the ball. .u

USPTA National Convention Don't Miss It!

USPTA National Convention Â· September 16 - 24 See Details Page 16 The Boca Raton Resort and Club Boca Ra.t on, Florida t

$20,000 USPTA National Championships Date: September 15-19 (in the event of rain delays, the tournament may conclude on Wednesday, September 20). Prize Money: $20,000 (prize money will be distributed based on the number of entries per event). Surface Type: Clay Courts General Information: The USPTA National Championships will include singles and doubles events for both men and women in a variety of age divisions. Matches: Matches will be conducted using two out of three tie-break sets with USTA rules governing play. A 15 minute default rule will be in effect. Players will be given a minimum of one hour rest between singles matches and one-half hour between singles and doubles or doubles and doubles. Balls:. Pro Penn Regular Play balls will be used throughout the tournament. Dress Code: Proper tennis attire is required. PLAYERS WILL NOT BE ALLOWED TO COMPETE IN T-SHIRTS. Player Eligibility: Only current USPTA members in good standing who have pre-registered for the National Convention will be eligible to enter. Due to an Executive Committee

ruling, members participating in the Presidents' Caucus or serving on the Executive Committee or National Board may not compete in this tournament. Event Limits: Players will be permitted to play in one singles, one doubles and one mixed event. (WARNING- PLAYING THREE EVENTS ON SLOW FLORIDA CLAY COULD BE HAZARDOUS TO YOUR HEALTH.) Events will take place if two players or two teams participate. Entry Fee: $50 for singles and $20 per person for doubles. (Make entry fee checks payable to: USPTA National Championships.) General Starting Times and Entry Deadline: All singles entries must be received postmarked no later than Friday, August 19, 1989. No entries will be accepted over the telephone or without entry fees. The Convention pre-registration form (see page 16) and registration fee must accompany the entry form . Do not combine the Convention registration fee with the tournament entry fee . Convention registration fees may be charged to your Mastercard or Visa, however, tournament fees must be paid by check or money order. Dates: Friday, September 15, 3:00 p.m. : Men's open singles qualifying begins. Saturday, September 16, 9:00a.m.: Men's open singles and men's 35 singles main draw begins.

Saturday, September 16, 12:00 noon: Entries close for men's open doubles and men's 35 doubles. Saturday, September 16, 3:00 p.m.: Play begins for men's open doubles and men 's 35 doubles. Sunday, September 17, 9:00 a.m.: Play begins for M40S, M45S, WOS, W35S. Sunday, September 17, 12:00 noon: Entries close for M40D, M45D, WOO, W35D and MXD. Sunday, September 17, 3:00 p.m.: Play begins for M400, M45D, WOO, W35D. Sunday, September 17, 5:00 p.m.: Play begins for MXD. Monday, September 18, 9:00 a.m.: Play begins for M50S, M55S .... . Play Begins for W40S, W45S ..... Monday, September 18, 12:00 noon: Entries close for M50D, M55D ..... Entries close for W40D, W45D .. ... Monday, September 18, 3:00 p.m.: Play' starts in doubles divisions above. Starting Time Cards: Starting time cards will be sent out to all singles entrants on September 1, 1989. Sanctions: USPTA and USTA. USPTA National Tournament Committee Chairman: Dave Sivertson - Tournament Director: Tom Krukiel Any comments on these events can be sent to Dave Sivertson, c/o USPTA National Headquarters, P.O. Box 7077, Wesley Chapel, Florida 34249.

IMPORTANT NOTICE: Absolutely no entries will be accepted unless BOTH convention registration fees and tournament entry fees are included. ~---------------~----------------------------

Name _ _ _ _ _ _ _ _ _ _ _ _ _ __ Date of Birth _______ Social Security** _ _ _ _ _ _ _ _ _ __ Street _ _ _ _ _ _ _ _ _ _ __ ____ City _ _ _ _ _ _ _ _ _ State _______ Zip _ _ _ _ _ __ Current USPTA ** _ _ _ _ _ _ _ _ _ _ Current USTA ** _ _ _ _ _ _ _ _ _ Telephone _ _ _ _ __ _ _ __ Mixed Doubles Partner's Name _ __ _ _ _ _ _ _ _ _ _ Date of Birth _ _ _ _ _ Social Security** _ _ _ _ _ __ Doubles Partner's Name _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Date of Birth _ _ _ _ _ Social Security ** _ _ _ _ _ __ Note: Players will be permitted to play in one singles, orie doubles and mixed doubles event. Men's D D D D D D D D

MOS M35S M40S M45S MSOS MSSS M60S M65S

D D D D D D D D

MOD M35D M40D M45D MSOD M55D M60D M65D

D D D D D D D D

Women's D W35S D W40S D W45S D WSOS D W55S D W60S D W65S D WOS

Current Playing Record WOD

ATP/WITA Ranking: _ _ _ _ __

W35D

USPTA Ranking: _ _ _ _ _ __

W40D

USTA Sectional Ranking: _ _ _ __

W45D WSOD

USTA National Ranking: _ _ _ __ State Ranking: _ _ _ _ _ _ __

W55D

Current Results: _

W60D

Note: Please include additional seeding information if needed.

W65D

_ _ _ _ __

Entry Fees: 1. Mandatory convention reg istration fee 2. Singles entry fee ($50.00) 3. Doubles entry fee ($20.00/ person) TOTAL

Mail Entries To: USPTA National Championships P.O. Box 7077 Wesley Chapel, FL 34249

$130.00

$10,000 USPTA National Team Championships Regular Team Championship: This event will be comprised of the following categories: 1. Two Men's Open Singles 2. Two Men's Open Doubles 3. One Men's 35 Singles 4. One Men 's 35 Doubles 5. One Women 's Singles 6. One Women's Doubles 7. One Mixed Doubles EACH TEAM MEMBER MAY PARTICIPATE IN ONE EVENT ONLY. Senior Team Championship: This event is comprised of the following categories: 1. Women 's Junior Vets - 35 and over (two singles and one doubles) 2. Men's Senior Vets - 45 and over (two singles and one doubles) 3. Men 's Masters - 55 and over (two singles and one doubles) 4. Men's Grand Masters - 65 and over (two singles and one doubles) Any USPTA member may enter the Senior Team Championships. ONLY THOSE INDIVIDUALS SELECTED TO REPRESENT THEIR DIVISION IN THE SENIOR TEAM COMPETITION MAY ACCUMULATE POINTS. Date: September 20-23, (in the event of rain delays, the tournament may conclude on Sunday ..September 24) .

Entry Deadline: All entries must be received by Friday, August 19, 1989. Entry forms must be accompanied by a check or money order for the appropriate fee and be made payable to: USPTA Team Championships. Entries should be forwarded to the National Headquarters- Attention: Team Championships. Division Presidents are responsible for notifying the National Headquarters of the number of teams they are entering and for sending the appropriate entry fee(s) for the regular team matches. Completed team line-ups including the names of all players and substitutes must be submitted to the Tournament Director by 12:00 noon on Tuesday, September 19, 1989. All team members must be registered for the National Convention (see page 16). Tournament Meeting: The seeding and draw will take place on Tuesday, September 19, at 6:00p.m. Team captains and/or Division Presidents are encouraged to attend as tournament rules and guidelines will be discussed at this time. US PTA National Tournament Committee Chairman: Dave Sivertson -Tournament Director: Tom Krukiel

Time: Play will begin at 1:00 p.m. daily. Prize Money: $10,000 Surface Type: Clay courts General Information: Matches will be conducted using two out of three tie break sets with USTA rules governing play. A 15 minute default rule will be in effect. Balls: Pro Penn Regular Play balls will be used throughout the tournament. Dress Code: Proper tennis attire is required. PLAYERS WILL NOT BE ALLOWED TO COMPETE IN T-SHIRTS. Player Eligibility: Only current USPTA members in good standing who have pre-registered for the National Convention will be eligible to represent the division in which they reside. Team members will be selected by their divisions. Each division may enter as many teams as they wish . Please contact your Division President for more information on how to become a participant in this event. Entry Fee: Regular Team Championships: $175 per team (paid by Division). Senior Team Championships: Singles events $20 - Doubles events $10 per person .

Any comments on these events oan be sent to Dave Sivertson, c/o USPTA National Headquarters, P.O. Box 7077, Wesley Chapel, Florida 34249.

IMPORTANT NOTICE: Absolutely no entries will be accepted unless BOTH convention registration fees and tournament entry fees are included.

r--------------------------------------------1 Mail Entries To:

USPTA National Team Championships P.O. Box 7077 Wesley Chapel, FL 34249 Entry Form For Senior Team Championships

Entry Deadline: August 19, 1989

Name _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Date of Birth _ _ _ _ _ _ _ Social Security# _ _ _ _ _ _ _ __ Street

City

State ______ Zip _ _ _ _ __

USPTA D i v i s i o n - - - - - - - - - - - - - - - - - - - - - - - - -

Telephone

Current USPTA # _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Current USTA # _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __

Events:

Fees:

Current Playing Record

DW35S

DW35D

Singles ($20.00) _ _ _ _ _ __

ATP/ WITA Ranking:

D M45S

D M45D

Doubles ($10.00/Person) _ _ __

USPTA Ranking: _ _ _ _ _ _ __

D M55S

D M55D

TOTAL _ _ _ _ _ _ _ _ ___

USTA Sectional Ranking: _ _ _ __

D M65S

D M65D

USTA National Ranking: ________

Doubles Partner's Name _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __

State Ranking: - - - Âˇ - - - - - -

Date of Birth

Current Results: _ _ _ _ _ _ _ __

Social Security #

(Partners must be from the same division .)

L-------------------------------------------~~ 15

Everything & Anything About . ..

'89 National You're going to love what's in store for you at the 62nd USPTA National Convention! There'll be sun and sand, innovative education, sizzling tournament action and great fun for everyone when the annual meeting of the USPTA membership visits the renowned Boca Raton Resort and Club September 16-24. " Beaches, Backhands & Boca" will put you in touch with more than 1,000 tennisteaching professionals and tennis dignitaries for what again promises to be one of the tennis industry's premier events of the year. As always, the Convention will revolve around continuing tennis-teacher education. As many as 40 seminars will be held, with leading industry spokespersons covering a wide range of relevant topics. Each day will bring new topics and new speakers, all structured to help the teaching professional meet today's growing challenges on-court as well as off. The Convention will also serve up firstrate tournament action with the USPTA National Championships and the USPTA National Team Championships. Widely recognized as being among the most prestigious of their kind, these tournaments attract top teaching professionals as well as former tour players. When the sun goes down, the Convention lights up with our "Party-A-Night" package! This means non-stop fun throughout Convention Week and a chance for attendees to relax and get acquainted with one another. It's the perfect answer to a full day of activity. So far, so good? Here are the details on the 1989 USPTA National Convention. About the Convention Site Set on the beach, the Boca Raton Resort and Club is an ideal setting for USPTA's annual showcase event. This spectacular Florida resort offers luxurious accommodations, 22 Har-Tru tennis courts, two championship 18-hole golf courses and one breathtaking view of the Atlantic Ocean.To the north, there's Palm Beach. To the south, Fort Lauderdale: Need we add more? 16

To Register Simply fill out the Convention Registration Form on page 17 and return it to the USPTA National Headquarters by August 18. Fees are: $130 per member, $145 per nonmember, $70 per spouse . Forms received after August 18 must be accompanied by an additional $20 late fee . Important: Children, relatives and guests other than spouses are considered non-members. Each registrant will receive a complimentary ticket for the Annual Awards Breakfast. To Reserve a Room Just fill out the Room Reservation Form on page 21 and send it directly to the Boca Raton Resort and Club. This form includes information on room rates and must be sent in to reserve a room-calls Âˇwill not be

serve rooms. For descriptions of available rooms, you may call the resort directly at 1-800-327-0101. To arrange for roomsharing , call the USPTA National Headquarters at 1-813-973-3777. A - deposit equal to one night's room fare is required with all room-share reservations and must be paid through the National Headquarters.

Getting to and from Boca Raton Special Convention discounts on airfare and car rentals are available ONLY through Great Escape Travel. Due to the limited number of available flights into and out of Palm Beach and Fort Lauderdale, Great Escape Travel has booked a block of seats on selected flights exclusively for USPTA members. For economy and convenience, contact Great Escape Travel at 1-800-525-3402, or 1-800-445-9855 in Colorado. The Seminars This year's slate of educational seminars is our most impressive ever. Topics include teaching/playing , stringing , programming activities , pro shop/retail, human resource management, management, sport science and career development, among others. All are vital in light of the increased roles assumed by today's teaching professional.

U~\TED

The National Tournaments For many a member, the highlight of Convention Week is competing in either or both of the USPTA national tournaments. And this year, the prize money has been expanded - to $20,000 for the USPTA National Championships and $10,000 for the USPTA National Team Championships. Both are open to men and women of all ages and include singles , doubles, and mixed-doubles categories. See the Tournament Registration Forms on pages 14-15.

Convention The Annual Awards Breakfast USPTA's Annual Awards Breakfast, complimentary to all Convention attendees, will be held Wednesday, September 20. Members, divisions, endorsees and supporters will be honored or recognized . Categories include: Professional of the Year, Coach of the Year, Player of the Year, Division of the Year, Newsletter of the Year. New Master Professionals in 1989 al~o will be honored. "Battle of the Divisions" Styled sim ilar to TV's " Battle of the Network Stars," this zany, multi -faceted competition brings members together for two days of fun and laughs. USPTA's fifth annual "Battle" takes contestants to the land , water and stage as they vie for the coveted Points Championship. Events ten-

tatively scheduled are: Dinghy Boat Race, Swim Race , Volleyball , Ping Pong , Golf Putt, Water Balloon Toss, Tricycle Race , 3mile Fun Run Participation and Lip Sync Contest. Let's Party! One of the most rewarding aspects of the "Convention Experience" is being able to mix and mingle with other members at any of the nightly social get-togethers scheduled. Our "Party-A-Night" package covers complimentary cocktail parties, cookouts and the climactic "Battle Bash Extravaganza." Our "Welcoming Party" will again be held in conjunction with the Open Singles finals of the USPTA National Championships, on Tuesday, September 19. There 'll also be parties hosted by

- .- - - - - - - - - - - - -

Prince and Penn as well as the " Battle Bash Extravaganza " on Saturday, September 23 , during which competing divisions will conclude the Battle of the Divisions with the hilarious Lip Sync Contest. All in all , it promises to be one fun-filled week! Other Activities of Interest Specialty Courses, Certification Training . Courses, spouse activities, our daily 3-mile Fun Run and our fourth annual Golf Tournament are just a few of the additional events scheduled. USPTA's Convention Week is an experience no teaching professional can afford to miss. Be a part of "Beaches, Backhands & Boca!" Register now to attend the 1989 USPTA National Convention in Boca Raton, Florida. ·

REGISTRATION FORM

"BEACHES, BACKHANDS & BOCA" SEPTEMBER 16-24, 1989 DEADLINES Convention Reservation Due: August 18, 1989 PARTICIPANT INFORMATION

Hotel Reservation Due: August 27 , 1989

Name __________________________________________________________

USPTAMember~-----------------

Address --------------------------------------- Division -------------------------------------City ------------------------------- State ------------------------------- Zip - - - - - - - - - Telephone------------------------------------ Spouse's Name-------------------------------------

HOUSING To reserve rooms for your stay please fill out the room reservation form on page 21 . Interested in sharing a room? Give us a call at the National Headquarters to make spec;;ial arrangements. (813) 973-3777.

REGISTRATION Please register me for the 1989 USPTA National Convention "Beaches, Backhands & Boca" (Check those which apply. All registrations received after August 18 will incur an additional $20.00 late fee!) _ _ Member Fee _ _ Non-Member Fee _ _ Spouse TOTAL

$130 $145 $70

(Spouses must register in order to receive a fantastic package of parties and products.)

PAYMENT OPTIONS Make check or money order payable to: USPTA Card Number

Please charge my: _ _ _ MasterCard

_ _ _ Visa

Exp. Date Signature-------------------------Return to: USPTA National Headquarters • P.O. Box 7077 • Wesley Chapel, FL 34249 .

- - - - - - ·- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

_j 17

Dates That Rate

Specialty Courses July 15-16 July 17-18 July 19-20 September 16-1 7 September 18-19 September 24-25 November 6-7 November 8-9 November 10-11

Tampa, FL Tampa, FL Tampa, FL Boca Raton, FL Boca Raton , FL Boca Raton , FL Los Gatos, CA Los Gatos, CA Los Gatos, CA

August 20-21 August 27-28 September 10 September 10-11 September 11 September 23-24 September 25-26

Montgomery, TX Houston, TX Vienna, VA Murrieta, CA Woodland Hills, CA Boca Raton , FL Chicago, IL

October 7-8 October 9 October 10 October 21 -22 October 22 October 30 November 3-4 November 5-6 November 12-13 November 13 November 14 November 17-1 8 November 18-19 November 18-19 November 19-20 December 1-2 December 2-3 December 10-11 December 12 December 16-1 7 December 18-19 December 27

Ft. Washington , PA San Francisco, CA Flushing, NY Tampa, FL Detroit, Ml La Jolla, CA Bellevue, WA Salt Lake City, UT Houston, TX Redlands, CA Flushing, NY Tampa, FL Columbus, OH Farmington, CT Los Gatos, CA Minneapolis, MN Columbia, MO . Las Vegas, NV Flushing, NY Tampa, FL Denver, CO Crystal River, FL

Exams and Upgrades June 2-3 June 4-5 June 13 June 17-18 June 17-18 June 23-24 June 24-25 July 9-10 July 10 July 15 July 14- 15 July 14-15 July 19 July 22-23 July 29-30 July 29-30 July 30-31 July 31 August 6-7 August 7-8 August 8 August 18-19 August 19-20 August 20-21

Portland, OR Denver, CO Flushing, NY New Braunfels, TX New Haven, CT Ponte Vedra, FL Nashville, TN Murrieta, CA Redlands, CA Atlanta, GA Minneapolis, MN Orlando, FL Carmichael , CA Monroeville, PA Flushing, NY Nashville, TN Vienna, VA Chicago, IL Denver, CO Cherry Hill, NJ Princeton, NJ Destin, FL Nashville, TN Atlanta, GA

Certification Training -courses June 17 June 17 June 23 June 24 July 9 July 15 July 22 July 29 July 29 July 30 August 6 August 18 August 19 August 20 August 27 September 10 September 23 September 25 October 21 November 17 November 18 November 19 December 16

New Braunfels, TX New Haven, CT Ponte Vedra, FL Nashville, TN Murrieta, CA Atlanta, GA Monroeville, PA Nashville, TN Flushing, NY Vienna, VA Denver, CO Âˇ Destin, FL Nashville, TN Atlanta, GA Houston, TX Murrieta, CA Boca Raton , FL Chicago, IL Tampa, FL Tampa, FL Columbus, OH Los Gatos, CA Tampa, FL

Tennis Teachers' -courses June 21-23 July 26-28 August 16-18 October 18-20 November 16-18 December 13-15

Nashville, TN Nashville, TN Nashville, TN Tampa, FL Los Gatos, CA Tampa, FL

The following dates and sites are the revised schedule of USPTA educational events to be held in 1989. These dates are slightly different from those that appeared in the last issue due to last minute additions. For further information, contact the Education Department at the USPTA National Headquarters, (813) 973-3777.

USPTA'S COURSES FOR CONTINUING EDUCATION CREDITS SPORTS PSYCHOLOGY July 15 -16, 1989 Dr. Jim Loehr, Course Director

STRATEGY AND TACTICS July 19 - 20, 1989 BiU Tym, Course Director

This course offers the fundamental philosophies and advanced techniques in sports medicine as it relates to the tennis-teaching professional. Areas to be covered:

This course will cover the progression of strategy and tactics from the intermediate level through the advanced level of play for both singles and doubles. Topics featured are:

• • • • • • • •

Sports Psychology as a Science Communication and Leadership Skills Building a Training Model Psychological Skills Training Self-Confidence Control Visualiza.tion and Imagery Training Psychological Skills Teaching Methodology Motivational Training

FITNESS AND STRENGTH TRAINING July 17- 18, 1989 Dr. Jack Groppel, Course Director This course guides tennis-teaching professionals into the world of sport-specific training. Topics are: .,.. • • • • •

Limits of Human Performance Muscle Structure and Function Tennis Fitness Testing Designing a Training Regimen Periodization Scheduling Aerobic vs. Anaerobic Training

• • • •

Theory- Mental and Physical Aspects Intermediate and Advanced Stroke Production Specific Drills for Habit Patterns Basic Game Plan for Singles and Doubles with Advanced Options • Progression Drlls for Intermediate and Advanced Techniques

TO REGISTER Please fill out and ret~ the registration form below. For room reservations, please contact Saddlebrook, The Golf and Tennis Resort at 1-800-282-4654 (in Florida) or 1-800-237-7519 (outside Florida). Details on accommodations and facilities for these courses are available by calling USPTA's Education Department at (813) 973-3777.

Registration Deadline July 10, 1989 (ABSOLUTELY NO REGISIRATIONS ACCEPTED WITHOUT REGISIRATION FEE)

USPTA SPECIALTY COURSE REGISTRATION FORM Please register me for the following:

D D D

Sports Psychology Fitness and Strength Training Strategy and Tactics

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Boca Raton Resort and Club Located on the sandy shores of Florida's Gold Coast just a short drive from Miami and Fort Lauderdale, the Boca Raton Resort and Club is the site for this year's USPTA National Convention, scheduled September 16-24. Attendees of USPTA'-s annual showcase event will share with Robert Redford, Gerald Ford, Bill Cosby and Elizabeth Taylor the distinction of having stayed at one of America's truly great resorts.

The Boca Raton Resort and Club recently underwent a $40 million refurbishment affecting practically all areas, including the tennis and golf facilities, which are rated among the finest in the country. The tennis boasts of an oceanside setting, 22 meticulously maintained Har-Tru courts and the presence of touring pro Tim Gullikson. And a second 18-hole championship golf course has been added. The Boca Raton Resort and Club is also unmatched for accommodations. Nearly half

of its 1,000 rooms have a water view and all come with an abundance of class, elegance and style ... at a price affordable to USPTA National Convention attendees. Equally impressive is the food, which caters to the discriminating taste . USPTA welcomes all of its members to the 1989 National Convention, whose theme is "Beaches, Backhands and Boca." Convention registration information is provided for your convenience on the opposite page . YOU MUST SEND IN THE REGISTRATION FORM TO RESERVE A ROOM (PHONE RESERVATIONS ARE NOT ACCEPTED). If you have any questions concerning room reservations please call the Boca Raton Resort directly at 1-800-327-0101 . As one of the tennis industry's highlight events of the year, the USPTA National Convention traditionally serves up a hardy menu of educational seminars, tennis and golf competition and social functions, at the premier resort. For 1989, it appears the menu will be bigger and better than ever!

,-------------------------------------------, I 1

Hotel Room Reservation

I Please complete this form and return it to the Hotel no later than August 27, 1989: I Send to: Boca Raton Resort and Club Conference: USPTA National Convention P.O. Box 225 Boca Raton, Florida 33429 Attn: Convention ReseNations

Conference Dates: September 16-24, 1989 Conference Code: USPT Arrival Date: _ _ _ _ _ _ _ _ _ __ Departure Date: _ _ _ _ _ _ _ _ __

Last Name (Print Legibly)

First Name

Middle Initial

Street Address City

State

Zip

Telephone

Please indicate ch.oice of accommodations. All rates are European Plan (no meals included). For a description of each room, please call toll free (800) 327-0101. Rates:

D $75- Single D $75- Double

Rooms:

D D D D

Cloister Tower Villa Beach Club

Third party in any room is $15 per day. Rollaways are available upon request. Number of rollaways ____ : Suites and Villa Apartments available upon request for conference dates only. Deposit:

D Check

Credit Card

0 AmEx

0 MC

0 VISA

0 DC/CB

CC# - - - - - - ' - - - - - - - - - - - - - - - - - - - - - - - - - Exp. Date _ _ _ __ Authorization S i g n a t u r e - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

General Information • All reseNation requests must be received by August 27, 1989. Requests received after this date or for dates other than the main conference period will be accepted on a space availability basis only. • Please include one night's room revenue plus 9% tax as a deposit (in the form of credit card number or check) which will hold your room until 2:00am of the morning following your scheduled arrival date. Upon arrival, the deposit will be applied to the last confirmed night of the reseNation. In the event of your early departure, the deposit is non-refundable unless the Hotel is notified prior to or at the time of check-in. Check-in time is after 3:00 pm. Check-out time is 12:00 noon. • Cancellation notice of 7 days is required fora refund. Early departure will result in forfeiture of deposit. When cancelling or changing your reseNation by telephone, be sure to obtain a cancellation or confirmation number. • A daily seNice charge of $4.00 will be added to your room account to cover housekeeping personnel, bellman for arrival and departure, front door and parking attendants. Room rates and seNice charges are plus any applicable Florida tax. • The Hotel will make every effort to honor requests _ for specific types and locations of rooms. However, on occasions when such requests cannot be met, the Hotel reseNes the right to provide alternate accommodations.

lmj)rovement Starts with the Pro by Guy LaGuire

A s tennis professionals we have an

Guy LaGuire is currently a tennis professional with Peter Burwash International and is working as Tennis Director at the Racquet Club at Mauna Lani on the big island of Hawaii. Prior to that he spent four years at the Tamagawaen Racquet Club in Tokyo where he became fluent in Japanese. Guy graduated from Central Michigan University with a degree in Public Relations and went on to coach their Men 's Team for the following two years. He is ari active USPTA and USRSA member.

expanding list of responsibilities that come with the growth and improvement of the entire game of tennis. One of those responsibilities is to support and speak respectfully of our fellow professionals. A recent incident keeps nagging at me because, although an isolated incident, I imagine it has happened in other places at other times. A woman (we'll call her Martha) was looking around in our pro shop and I struck up a conversation with her. She was staying at a nearby resort and went on to tell me that prior to her Hawaii vacation she had spent two weeks at a tennis camp working on her game. "And, how is your tennis coming along?" I asked her. "Well, she replied , with a rather perplexed look, "the pro at the resort I'm staying at now told me, in our first lesson , to forget everything they had told me at that tennis camp." Everything, I thought to myself. That means that this local pro is saying that this particular tennis camp has nothing of value to offer their students. Furthermore, Martha is now thinking she has wasted the money she spent on her two week tennis retreat. This is unfair, not only to Martha, but also to the tennis camp and the professionals who work at that camp. The deeper ramification , especially if this is not just an isolated incident, is that the teaching industry suffers because confused students don 't know who to believe. Let's analyze the situation more closely.

First of all, if I was lecturing a group of a 1000 teaching pros and I said ... " O.K., everyone in this room who has had 100% success with every student showing them exactly how to hit a shot and having them learn it with no difficulties please raise your hand ...?" 95% of the pros would not raise their hands. The other 5% would be liars. We are teachers. We don 't have all the answers. Our egos are too big if we think our " system" of teaching is flawless. Likewise, our egos are too big if we make a statement telling our students to forget everything they learned from every pro before us. Take a look at the way tennis is played today. Different styles, different grips, one handed shots, two handed shots, orthodox styles as well as unorthodox styles and players who fall into one or more of these categories who have succeeded at one level or another. You can't teach tennis one way to everyone just as one racquet isn't right for everyone. Many of the students we teach have had tennis lessons with other professionals. As tennis coaches we should find out what they have been practicing and learning and what they, the student, think about it. That's right... what the student thinks about it. After all it is their game. Yes, I know, I am the same as the rest of you, I hate to see someone hitting a backhand with a western forehand grip but, if it is a long term student, you'll make that grip change with practice. If it is a short term (one or two Âˇ lesson)

student, you have to show them good results in a short period of time and should be careful about taking their game completely apart. Some of the best advice I ever heard was from a coach who said "I never argue technique with students or coaches ... ! just say do what works for you ." It's good advice because if Joe Ambitious plays C level tennis and is happy there then the fact that he hits his backhand with a semi-western forehand grip may work at that level. If Joe Ambitious desires to play A level tennis he'll soon see that those harder balls to the backhand can't be handled too easily with a semi-western forehand grip. He'll see and understand the reason why he'll need to change that grip to reach his goal. Since this incident with Martha I have made it a point to ask s,tudents what they

have been working on in other, recent lessons. After I listen to the advice they've received I find a point to praise. "That is good advice you've been getting," I'll say, " How has it been working?" Now you're off to a good start. The student feels he's been learning good things and you have a good rapport with them. There may be other things the other coach has said that you don't agree with but be tactful, be professional. You can introduce your thoughts and ideas without even mentioning what the other coach has said. Though you may be in competition with other pros be respectful that they are in the same business as you and you would not want th.e next coach to tell the student "forget everything that guy said." The lesson here is in the ending to the story of confused Martha. I asked her what

was the best thing she learned at her two week tennis camp. "You know, " she said, "they really helped my backhand. I'm hitting it better than I ever have and now this guy down the road is trying to change it. Even though I have one more lesson with him I'm not going to change that backhand." Try to remember that like Martha, students will resist change especially if what they're doing is working . Finally, give respect to other professionals whether you know them personally or not and remember that you share a common goal; the improvement of the student. When others hear you speak well of other tennis professionals it will improve the overall image of the tennis profession and improve business for all of us. 4)

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United States Tennis Association

TENNIS TEACHERS CONFERENCE AUGUST 30, 31, SEPTEMBER 1, 1989

ROCKET INTO THE 90'5 WITH THE USTA The Sheraton Centre, 7th Avenue & 52nd Street, New York City • Full-size court • First-class accommodations • Luxurious meeting rooms • Easy access by subway to U.S. Open • Air travel discounts • Daily drawings for USTA sweatshirts

Advantages for Full Conference Registrants who Sign Up By August 1. • Discounted registration fees • Welcoming Reception Tuesday evening, August 29 • Supper on the grounds of the U.S. Open, plus tickets to the Wednesday evening, August 30, U.S. Open matches, courtesy of the USTA

• Faculty Includes: Billie Jean King Dennis Van der Meer Nick Bollettieri Tom Gorman Jim Loehr Jack Groppel

• Special Interest Modules Recreational Tennis Player Development Sport Science Fiscal Fitness Team Coaching

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INDUSTRY ACTION CMAA ANNOUNCES FINAL RESULTS OF ITS LEGISLATIVE POLL BETHESDA, Md. - ,The Governmental Affairs Department of Club Managers Association of America, in conjunction with Public Opinion Research, Inc., a Washington based firm , recently conducted a poll of Association members. The poll, primarily designed to learn the impact of several recent changes in the laws affecting the private club industry also revealed other pertinent data on the club industry. The results of the poll were obtained from a random suNey of CMAA members across

the continental United States, Alaska and Hawaii. This sample was designed to be geographically representative by region. The poll concentrated on the following legislative areas: the impact of tax reform, liability insurance, minimum wage, AIDS, plant closing notification, immigration laws, hazard communications and polygraph testing. Additionally, industry information on employee wages and benefit programs, food and beverage income, dues volume figures, fund raising, scholarship programs and club membership and size was also gathered. The following are insights from the poll: • Only nine percent of the managers report a considerable reduction in club usage as a result of the Tax Reform Act of 1986. Another 29 percent say they have noticed a slight reduction in usage. Managers project an overall loss of $26.6 million. Greatest losses were reported in the South. • Sixty percent of the sample reported increases in their insurance premiums; however, only 24 percent were able to give actual dollar amounts. The average increase reported was 39 percent a year. • Twenty-six percent said the new immigration laws have made hiring more difficult. This difficulty, however seems to be the only significant adverse economic effect of the law on the clubs. • Fourteen percent of the managers reported a case of AIDS either in the club's membership (four percent) or labor force (ten percent). • Fifty-six percent of the managers claim to have heard about the requirement to have a hazard communication program while 45 percent say they actually have such a program. • Total employment in the clubs seNed by CMAA members was reported as 265,957 up from 229,942 in.1986. • Currently, 18 percent of the club work force is being paid at the minimum wage . Club managers estimate that a $1 increase in the minimum wage will cost the average club approximately · $660 per week, or about $34,000 a year. • Club income for all CMAA membermanaged clubs stands at approximately 5 billion dollars. They report this as up from approximately $4.2 billion in 1986. • Overall membership in clubs seNed by CMAA managers stood at 3, 120,156. This number is up from 2,875,435 found in

1986. Corporate members account for 186,949, or approximately seven percent of the total. • Clubs seNed by CMAA managers raised $182,604,626.58 for charity in 1988 according to the suNey, this number was more than twice that found in 1986. The Club Managers Association of America, founded in 1927, represents over 4,000 executive and general managers of private golf and country clubs, yacht clubs, tennis clubs, university and faculty clubs, city clubs, athletic clubs, military clubs and fraternal ·clubs. CMAA has 53 national and 18 student chapters. It publishes textbooks on club operations in addition to its monthly magazine, Club Management, and monthly newsletter, "OUTLOOK." Other seNices provided by CMAA include Executive Career SeNices, educational workshops and seminars, book seNices, a certification program and more. For more information on CMAA or its Legislative Poll, contact the National Headquarters at (301) 229-3600.

1989USTA

TENNIS TEACHERS CONFERENCE PRINCETON - The future of tennis is unfolding at the 1989 United States Tennis Association (USTA) Tennis Teachers Conference to be held August 30 - September 1 at The Sheraton Centre in New York City. A galaxy of stars including Nick Bollettieri, Tom Gorman and Billie Jean King will present the latest tennis findings at this premier educational event for tennis teaching professionals around the world. Let the USTA guide your exploration into the uncharted territory of tomorrow's tennis. Join the mission of bringing the lifetime sport to everyone in the next decade; the young and young at heart, the competitive and recreational tennis player. The 1989 Conference will focus on the latest developments in recreational tennis, team coaching, fiscal fitness, sport science and the innovative USTA Player Development Program. Don 't miss this opportunity to be a part of the future of tennis. Send for a brochure and registration information by writing to Helen Keeler, USTA 707 Alexander Road, Princeton, NJ 08540 or call (609) 452-2580.

WHEELCHAIR TENNIS EXIDBMON HELD AT LIPTON TOURNAMENT SAN CLEMENTE, Calif. - Wheelchair tennis stars Brad Parks aÂˇnd Rick Slaughter were featured in a special exhibition match at the Lipton International Players Championships in Key Biscayne, Florida. The exhibition , held on Sunday, April 2, marked the first time that wheelchair tenn is has ever been included in the prestigious professional tournament. The eight game pro set match took place on Center Court immediately following the Women's Doubles final at the International Tennis Center of Key Biscayne. Park9 teamed with Czechoslovakian champion Jana Novotna and Slaughter was paired with American pro Brian Gottfried in what was billed as a One Up, One Down exhibition for a sell-out crowd . Parks and Slaughter represented Team E & J, the national wheelchair tennis team

sponsored by Everest & Jennings, the recognition of wheelchair tennis from an world's largest manufacturer of wheelchairs. international audience." Brad Parks, 32, is currently the number Since its inception in 1976, wheelchair one ranked wheelchair tenl)is player in the tennis has been the fastest growing of all world , a position he has held since 1980. wheelchair sports, with more than 6,000 He is a three-time winner of the Men's people actively participating in the sport Singles at the United States Open Wheel worldwide . The rules of tennis as set forth chair Tennis Championship and the 1987 by the United States Tennis Association Men 's Singles at the United States Olympic apply to wheelchair tennis, with one major Festival. The Southern California native is exception - the wheelchair player is also the President and Founder of the allowed two bounces. National Foundation of Wheelchair Tennis, Through the National Foundation of the non-profit organizing body for the sport. Wheelchair Tennis, the Everest & Jennings Slaughter, 27, of Nashville, currently holds Grand Prix circuit was established in 1981 . the number three ranking worldwide in The 1989 circuit is comprised of a series of wheelchair tennis. A former junior champion 18 tournaments sanctioned by the Wheel as an able-bodied teenager in the state of chair Tennis Players Association, six of Tennessee, Slaughter teamed with Parks to which are National Championships. win the 1988 Men 's Doubles Championship at the United States Open Wheelchair Tennis Championship and the 1987 Men 's Doubles at the United States Olympic r - - - - - - - - - - - - - - - - - , Festival . . "It was an honor to be a part of the Lipton :!""\! International Players Championships," said Parks. "It is a great opportunity to gain

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PRINCE MANUFACTURING SIGNS MIKAEL PERNFORS

PRINCETON - Prince Manufacturing, Inc., the world 's l~ad i ng tennis manufacturer, announced it has signed a multi-year con tract with professional tenn is player Mikael Pernfors to endorse the company's widebody ra9quets. Pernfors, who is currently ranked 19th in the world , will be playing with one of Prince's new wide-body racquets -the CTS Graduate 90. A native of Sweden who resides in Atlanta, the 25-year-old Pernfors attended the University of Georgia, and won the NCAA Singles Championships in 1984 and 1985. After graduation he turned pro, and reached the finals of the 1986 French Open, and is currently a player on Sweden 's Davis Cup Team . Pernfors won two professional titles in 1988, including the Volvo of Los Angeles over Andre Agassi and was named Comeback Player of 1988 by Tennis magazine. Prince Manufacturing is located at P.O. Box 2031 , Princeton, NJ 08543.

UPDATED PUBLICATIONS OFFERED BY USTA The USTA is now offering its updated publications for 1989. The following are available: Tennis Publication 1989 is a comprehensive selection of over 100 excellent tennis publications, providing quality educational materials which will contribute to

the development of the finest teaching programs, recreational activities, facilities and tournaments for every player. Tennis Films 1989 is an extensive, annotated list of tennis films and videos available for purchase, rental or on freeloan basis from commercial distributors. The National Film Library of the USTA contains nearly 100 films and videotapes, categorized as instructional, match highlights or motivational films. Tournament Draw Sheets enhances recreational tennis tournaments by providing poster and tablet size draw sheets. Reversible single elimination 64 draw/32 draw and single elimination 16 draw/round robin (24 draw) are available. Friend At Court is the revised 1989 guide which includes duties of officials, solo chair umpire procedures, officiating techniques and tactics, USTA tournament regulations (including making of a draw), The Official

Rules of Tennis and Cases and Decisions, and The Code. Rules of Tennis and Cases and Decisions for 1989 contains the offical rules of the International Tennis Foundation (ITF), of which the USTA is a member and comments by the USTA Tennis Rules Committee which amplify and facilitate the interpretation of the formal code. USTA Tennis Camp Directory 1989 is a worldwide directory of over 300 camps and resorts for adults and juniors. Camps are listed alphabetically by state or country. Listings include the location, number of courts, student/instructor ratio, age range for juniors, length and dates of sessions, cost and camp address for obtaining additional information. For further information on how to obtain any of these publications contact USTA Publications, 707 Alexander Road, Princeton, NJ 08540 or call 1-800-223-0456.

ANNOUNCING THE COMPLETE RACQUET STRINGING MANUAL! Presenting The 1989 Stringer's Digest, a 200 page, vinyl 3-ring stringer's workbook that gives you a wealth of infonnation including: • Easy-to-understand stringing info for over 1400 tennis, squash, racquetball and badminton frames. • A comprehensive step-by-step tutorial for beginning stringers. Even if you're a seasoned pro, the Digest offers useful technical hints and tips. Plus important marketing and customer service ideas. • Narres & nwnbers for hundreds of frame, string and machine suppliers.

You'll also receive a monthly 16-24 ]Xlge newsletter, free consultation, special supplier discounts and offers, low-cost insurance, and a discount on stringer certification. You '11 be an important part of a professional stringer's network 5200 strong! The Stringer's Digest is also available free with the purchase of the Ektelon Model Hstringing machine ------------------------0 I want to join! My $48 annual dues are enclosed. D Send me more info al:xx.rt the USRSA

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Upcoming Events Accounting and Financial Management - September 16-17, 1989 Boca Raton, FL.

onvention Dates USPTA Middle States Division Outing - August 11 , 1989 - Philadelphia, PA.

Sports Psychology - September 1819, 1989- Boca Raton, FL.

USTA Tennis Teachers ConferenceAugust 30-September 1, 1989 Sheraton Centre - New York City.

Human Resource Management September 24-25, 1989- Boca Raton, FL. 3 llfHftNATIONAt.

Club Managers Association of America (CMAA)- 63rd Annual Conference - January 29-February 2, 1990 -Marriott Orlando World Center - Orlando, FL. USPTA California Division Convention February 12, 1990 - UCLA USPTA Midwest Division Convention- March 2-3, 1990 - Detroit, MI. USPTA Southwest Division Convention April 27-29, 1990 - Janoan Country Club Albuquerque, NM.

Management Relations - November 6-7 , 1989 - Los Gatos, CA. USPTA Middle Atlantic Division Tournament -August 17-20, 1989 - Harbor Tower Apartments- Portsmouth, VA USPTA Missouri Valley Division Tournament - August 18-20, 1989 - Four Seasons Lodge and Country Club - Lake of the Ozarks, MO. USPTA Florida Grand Prix Circuit- August 19-21, 1989 - Gleneagles Country Club Delray Beach, FL. USPTA New England Division Tournament - September 810, 1989 - Point Judith Country Club - Narragansette, Rl. USPTA California Division Pro/Am Tournament- October 11-13, 1989 - Costa Mesa, CA. USPTA Southern Division Tournament -November 3-5, 1989 - Raleigh Racquet Club - Raleigh, NC. USPTA Florida Grand Prix Circuit - November 4-6, 1989 Âˇ - Bluewater Bay - Niceville, FL.

Sports Biomechanics - November 8-9 , 1989 - Los Gatos, CA. Retail Shop Management - November 1011 , 1989 - Los Gatos, CA.

ther Events

USPTA Florida Division- Northeast District Educational Workday - June 24, 1989 - ATP Headquarters, Ponte Vedra, FL. USTA Tune Up- August 23, 1989- Pepperdine University - Malibu, CA. USPTA International Division -. Antigua Tennis Classic - October 8-15, 1989 Curtain Bluff Resort - Antigua, West Indies. USTA Tune Up - November 5, 1989 Manhattan Beach - California Division. USPTA Florida Division Educational Forum - November 17-18, 1989 - City of Tampa Tennis Center- Tampa, FL.

ournaments USPTA New England Division Tournament- July 14-16, 1989 -Yale University- New Haven, CT. USPTA Middle States Division 35 and Over Grasscourts - July 18-21 , 1989 - Philadelphia, PA.

~ pecialty

~Courses Sports Psychology - July 15-16, 1989 Tampa, FL.

USPTA Eastern Division Tournament August 8, 1989 - National Tennis Center Flushing, NY.

Fitness and Weight TrainingJuly 17-18, 1989 - Tampa, FL.

USPTA Northern California Division- Stead Open - August 8-13, 1989 - Moraga Country Club - Moraga, CA.

Strategy and Tactics. - July 19 -20, 1989 -Tampa, FL.

These dates and sites are the revised schedule of important events. These dates are tentative and subject to change without notice to the USPTA National j-leadquarters. For more information on any of these events please contact the Division implied. If your division is hqlding an important event and would like to have it listed, please contact the National Headquarters at (813) 973-3777.

PETERSCOTr REACHES 400 WIN

TIM JOHNSON NAMED DIRECTOR OF TENNIS

FLORIDA DIVISION ....:. USPTA member Peter Scott has reached his 400 career win at Flagler College in St Augustine, Florida with a 5-1 win over a rival college in Georgia. Scott whose current team set a new school record of 19 wins in a row was pleased that the win came against a team which is currently ranked 15th in the NCAA II Division . In fifteen years, Scott's teams have won two team championships, two single championships, five National NAIA championships and has also won the National Rolex Indoor Doubles Championship. Scott has achieved many awards such as the Florida Professional Tennis Association 's Coach of the Year in 1981, NAIA Coach of the Year in 1978 and 1985 and Wilson/ITCA Coach of the Year in 1986.

MIDDLE ATLANTIC DIVISION - The Washington Area Tennis Patrons Foundation (WATPF) has appointed Tim Johnson of Silver Spring, Maryland as the Director of Tennis at the Washington Tennis Center. Tim is a certified member of the United States Professional Tennis Association (USPTA), graduate of University of the South in Tennessee and former Co-Director of Aspen Hill Junior Tennis Program which produced several nationally ranked area juniors. The Washington Area Tennis Patrons Foundation is a unique organization whose mission has been to expose as many youngsters as possible to the game of tennis at little or no cost WATPF will continue to profile broad-based programs at the community level and with the com-

pletion of the Washington Tennis Center complex, year-round junior development programs for all ability levels will be offered under the direction of Tim Johnson.

DNISION PUBLICITY NEEDED USPTA is always accepting news releases, publicity, upcoming activities or any other newsworthy items pertaining to USPTA Divisions for inclusion in the DIVISION NEWS section of ADDvantage magazine. We hope to build this section to accommodate one or two complete pages in each issue. But, we need your assistance . Let your division be represented by submitting news-related items, photographs, upcoming division activities etc., to the Public Relations Department at the National Office. We appreciate all your support

PROPOSED SLATE OF DIRECTORS FOR 1989·90 USPTA's National Nominating Committee has proposed the following slate of Directors to 1989-90 National Board of Directors·: President First Vice President Vice President Vice President Vice President Vice President Secretary/Treasurer

~erve

on the

Rod Dulany Jack Justice Gordon Collins Allan Henry Kathy Woods Dave Sivertson Will Hoag

The Nominating Committee, chaired by Texas Division's Past President Bob King, believes that these nominees will make the best qualified and most cohesive group to serve on the USPTA National Board of · Directors during the coming year. Additional nominations may be made by the general membership until July 21, 1989 and submitted to CEO Tim Heckler at the USPTA National Headquarters. In order for a new candidate to be added to the ballot, he or she must be nominated by at least 20 members. Only one nominee per office will be added to the slate. USPTA members wishing to nominate someone for the National Board must submit the nominee's names to the USPTA National Headquarters, P.O. 7077, Wesley Chapel, FL 34249. 31

Do the r.i~Hie Things Your club members will benefit and so will you by Dave Sivertson, USPTA Vice Presiden t

The professional's problems are very likely to fall into one of the following five categories: Facilities A large percentage of the problems occur in this area. Examples would be dirty courts, a malfunctioning ball machine, badsmelling towels. Facility problems are easily solved by hiring a quality maintenance crew, or by developing a solid maintenance plan , a timetable sheet that varies based on season or day of the week, and a system to evaluate performance. Keeping the facil ity clean and in working order goes a long way toward developing pride and a positive club image.

I t was my privilege to attend and speak at the Club Managers Association of America (CMAA) National Convention earlier this year in Hawaii. While there I spent much time exchanging ideas with some of the 2,000 managers in attendance. It is important to note that USPTA's ties with CMAA are stronger than ever; in fact, CMAA views USPTA as an essential part of the club industry. This was reaffirmed recently when I spoke before the Lone Star chapter of CMAA. I found these managers very interested in understanding the problems tennis professionals face and how they can help build a better Professional Management Team. The following information was shared with CMAA club managers: Tennis professionals can make their job easier by solving problems before they occur. The professional must adhere to the philosophy that "little things mean everything " because he or she does so many little things daily to make the member's visit to the club more enjoyable. 32

Staff Hiring a staff that reflects your club philosophy ranks near the top of the problem solvers. There is nothing worse than a staff member who is rude or unable to answer questions. That staff's ability to project a positive image starts with proper grooming and training. By being neat, clean, properly dressed and informed, the staff member can project the friendly and professional attitude the member wants. Think of the characteristics of a good parent and you 'll have the perfect staff member. A parent is accessible, credible and has a caring, loving attitude. Make every experience for your member a positive one. Programs I've never seen a successful club professional run a major event from a clipboard. I have several sugge.stions for eliminating problems. First, make a strong visual presentation. This may mean a theme, decorations, neat draw sheets, etc. Second, make sure that the event is well-organized. Make it easy for players to understand the format, times, etc. Third, promote the event well ahead of time . Make appropriate calls to active and new members - maybe a special call to the guy who always seems to

say, "I didn 't know about the tournament. " Fourth, do you know about the player in the wrong flight? It seems you can work hard figuring who should be where, but the best thing to do is ask where the player wants to be if you think there will be a problem . Fifth, although many players say they don 't care about awards, they will when they win one. Try to give awards that are a little nicer than what might be expected. Finally, reserve some prime club newsletter space for pictures of the winners - and don 't forget to have the staff congratulate each of them when they come through the pro shop. Recogn ition can solve many a problem. Member Service In his book In Search of Excellence, author Tom Peters states that close to 70 percent of all customers who switch buying allegiances do so because of lack of attention or service. Here are five quick steps to remember when encountering members: 1) greet each by name to leave a positive first impression; 2) determine the member's purpose; 3) process the member's request; 4) give the member added help; 5) insure the member has a positive experience and wants to return. In short, give the members more than they expect. Perceived Value Members constantly evaluate whether they are getting their money's worth from their club. The more positive feelings they have, the more comfortable they feel about their investment in the club. Keeping the members involved through use of the facil ity, activities, developing friendships goes a long way toward raising their perception of having gotten a value. The ability of the professional to handle problems such as these often will determine his or her success. USPTAand CMAA are committed to a relationship that brings positive information to both associations. By working together we can continue to develop excellence in the Professional Management Team. H

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