Addvantage 1994 January

Q The Voice Of The Tennis Teaching Profession NATIONAL BOARD OF DIRECTORS President Gordon Collins First Vice President Dave Sivertson Vice Presidents Kathy Woods Will Hoag Joe Thompson Kurt Kamperman Secretary!Treasurer Jim Davis Past President Jack Justice WORLD HEADQUARTERS CEO T-im Heckler Director of Operations Rich Fanning

The Trade Magazine of Men and Women Tennis-Teaching ProfessionalsTM

Volume 18- Issue 1

January 1994

On the cover A Wilson racquet gives new Davis Cup Captain Tom Gullikson a winning edge. Gullikson, a US PTA member, also is part of Wilson's senior advisory staff Photo by Russ Adams.

SPECIAL SECTION The match of the year begins in 1994, when US PTA teams up with Wilson Racquet Sports toexclusivelyendorseWilson'sracquets, string, mr. peeWee tennis, bags and racquet accessories. With this agreement, Wilson joins other great endorsee matches such as Asahi and Pro Penn. See the special insert in this magazine for all the details about the endorsement.

Executive Assistant Marty Bostrom Coordinator of Tennis Allan Henry Teacher Development Communications Shawna Riley Coordinator Communications Gayden Cooper Marketing/Business John Tamborello Operations Magazine Coordinator Donna Parke Sports Marketing Karen Unger Coordinator Public Relations Dan Seine Assistant Corporate Services Christl Call Manager

FEATURES 8 Diversification, enthusiasm may prevent burnout in tennis pros

by Deborah Bright, Ph. D.

11 Windows of opportunity Designing better pro shop displays may increase sales

by Shannon McKenzie

12 Survey clients to make customer service more effective

by Joe Dinoffer

Secretary Dale Henry Computer Services and Kathy Buchanan Club Relations Education Coordinator Susan A. Thompson Membership/Education Sharon Schmuck Assistant Membership/Education Karen Mahon Assistant Membership/Education Vicky Tristan Assistant Financial Manager Renee Heckler Accounting and Merchandise Services Michelle Williams Receptionist Cindy Sauer Director of Certification George Bacso and .Academies Co-Director of .Academies Bill Tym Advertising/Marketing Phone (713) 97-USPTA Information LEGAL COUNSEL Attorney-at-Law Paul Waldman

ADDvantage is published monthly by the United States Professional Tennis Association.

For information, write the World Headquarters US PTA One USPTA Centre 3535 Briarpark Drive Houston, TX 77042 Phone (713) 97-USPTA or fax (713) 978-7780 Office hours: 8:30a.m . - 5 p.m. Central time.

Copyright Š United States Professional Tennis Association, Inc. 1994. All rights reserved.

Reproduction of any portion of this magazine is not permitted without written permission from the publisher.

17 Across America Tennis Day USPTA plans for annual event on May 14

18 New tax laws take a swing at tennis profession

by Shawn Novak, Ph.D., CPA

DEPARTMENTS 2 Executive Committee 3 CEO's message People, products make Wilson the choice for new racquet endorsement

5 Vice president's message Will on-court pros and coaches survive? It's up to you

10 Off-court focus: Robert Ruzanic Diversity, Jove of tennis keeps professional on the court

16 Dates that rate 21 Ask the professor Tennis professionals must maximize performance to keep edge

25 Quiz: Sport science and sports medicine 26 The two R's

by Art Snow

27 Industry action ADDvantage January 1994

EXECUTIVE COMMITTEE NATIONAL BOARD OF DIRECTORS GORDON COLLINS President (408) 395-7111

KATHY WOODS Vice President (305) 361-9819

JOE THOMPSON Vice President (303) 278-1130

J M DAVIS Secretary-Treasurer (419) 865-1 141

DAVE SIVERTSON First Vice President (512) 453-7246

WILL HOAG Vice President (305) 564-1271

KURT KAMPERMAN Vice President (803) 671-9540

JACK JUSTICE Past President (803) 642-7171

DIVISION PRESIDENTS AND REGIONAL VICE PRESIDENTS

•

CALIFORNIA DIVISION MARK HIRTLER President (714) 979-7126 DON GOMSI Regional Vice P.resident (909) 792-4829

MIDDLE STATES DIVISION

PACIFIC NORTHWEST DIVISION

LARRY HAMPTON President (302) 571-9263 BECKY DESMOND Reg ional Vice President (215) 269-8037

TED WATSON President (206) 325-4641 SUSIE HUNT MORAN Regional Vice President (206) 256-1510

EASTERN DIVISION KAY KONOVE President (914) 762-7102 GORDON KENT Regional Vice President (718) 293-2386

MIDWEST DIVISION TOM GRAY President (313) 652-1500 MIKE OWENS Regional Vice President (517) 337-0002

ANGEL LOPEZ President (619) 275-3270 BILL BOND Regional Vice President (619) 454-7126

FLORIDA DIVISION HARRY GILBERT President (904) 437-2427 MARK McMAHON Regional Vice President (407) 488-6996

MISSOURI VALLEY DIVISION BRAD RICHISON President (913) 649-6272 JAIME VARGAS Regional Vice President (314) 445-6918

HAWAII DIVISION BERNARD J. GUSMAN President (808) 946-2951 DAVID PORTER Regional Vice President (808) 293-3755

NEW ENGLAND DIVISION DAVE FLEURY President (207) 846-3675 TOWNSEND GILBERT Regional Vice President (802) 479-3174

INTERMOUNTAIN DIVISION DOUG SCHOELZEL President (303) 790-7777 JOE EDLES Regional Vice President (303) 985-3240

NORTHERN CALIFORNIA DIVISION BILL RAPP President (415) 364-6272 JIM McLENNAN Regional Vice President (415) 948-1656

MIDDLE ATLANTIC DIVISION

NORTHWEST DIVISION BRUCE GULLIKSON President (612) 435-7125 TIM BURKE Regional Vice President (612) 926-4408

SAN DIEGO DIVISION

SOUTHERN DIVISION JOHN STONE President (919) 775-7666 GREG GROVER Regional Vice President (404) 392-7788 SOUTHWEST DIVISION

TED MEYER President (804) 320-3244 CHIP KING Regional Vice President (703) 273-2056

2

ADDvantage January 1H4

TOM BREECE President (602) 991-1414 MIKE MORSE Regional Vice President (602) 622-7310

TEXAS DIVISION RANDY MATIINGLEY President (817) 732-3303 RON WOODS Regional Vice President (512) 991-7561 ROD DULANY Past President (1990) (703) 524-3227 JIM REFFKIN Past President (1988) (602) 791 -4896 MIKE EIKENBERRY Past President (1986) (703) 893-4428

-

~------------------~-----

-- _ . -·-·· 1- - -

by Tim Heckler

Peopl~

products make Wilson the choice for new racquet endorsement I t may surprise you to learn that USPTA will endorse Wilson racquets, string bags, racquet accessories and mr. pee Wee tennis as of January 1 After an 11-year endorsement of Prince racquets and stringing machines, USPTA will end its affiliation with the company.

USPTA is grateful to Prince for all of the support it has given the Association and each of its members. We wish Prince continued success, and I am sure it will continue to produce quality products and remain an important force n our industry.

Wilson joins the ranks of USPTA's other endorsed products, the USPTA Pro Penn ball and Asahi tennis shoes. Our Association has enjoyed a 20-year relationship with Penn Racquet Sports, which produces USPTA's official ball. Both Penn and Asahi produce logo models of their respective products, which give tennis-teaching professionals and pro sbops a competitive edge in today 's market place.

As • we make this newest endorsement announcement, we also want to stress the mportance of member loyalty to all endorsees. The companies we endorse help us to sustain our quality of programs and services, and we must demonstrate strong support of their products.

As surprising as it may seem, the decision to switch our racquet endorsement should not be shocking news to those people who have closely monitored the evolution of our industry over the past several years. Wilson's competitive spirit, together with the develop-

Jim Baugh's enthusiasm in 1982 still is evident today.

Jim Baugh and Gordon Collins sign on the dotted line to make the endorsement official.

ment of the most technologically advanced products, make it one of the most successful companies in the tennis industry. In fact, the Wilson endorsement has some striking similarities to the agreement made more than a decade ago with Prince.

Maybe it's no coincidence that we negotiated the new Wilson endorsement with the same man who 12 years ago played a major role in the Prince negotiations. Jim Baugh, vice president/general manager of Wilson Racquet Sports, is as enthusiastic about our industry and the tennis-teaching profession in 1993 as he was in 1982. He has always said that the tennis teacher is vital to the success of tennis manufacturers.

The people at Wilson Racquet Sports, many of whom are members of USPTA, are dedicated to building an environment that breeds success. They know the products they sell are only as good as the people who produce and promote them.

Wilson's commitment to tennis teachers and the pro shop market will benefit USPTA

members and provides Wilson with a natural progression into a marketing plan that already stresses the teaching professional as a means of reaching and educating grassroots players. Its subsequent promotion of the new arrangement will generate greater benefits and publicity for USPTA and its members.

This issue of ADDvantage introduces USPTA's endorsement of Wilson , explains the reasons for the change and describes the technology and history behind its products.

It also includes information about the various benefits now available to USPTA members through Wilson.

USPTA has a long and proud history, and we are obligated to promote the highest standards for members, as well as for those with whom we associate. Our newest endorsee lives up to these high standards, and urge you to get to know Wilson and take advantage of the numerous opportunities that will be available to you as part of the USPTA/Wilson team . o ADDvantage January 1994

3

5

The 5 KEYS TO TENNIS M series offers two books, a videotape (VHS and PAL formats) and an on-court accessory package for tennis players and tennis teachers of all ages and ability levels. It is a common language approach that simplifies and greatly enhances the learning process in sports, while allowing instructors to utilize their indiv idual teaching styles.

The 5 KEYS TO TENNIS book introduces the reader to the 5 KEYSsM and the SYSTEM 5 learning concept. The 5 KEYS TO TENNIS video presents the 5 KEYS in a full-color format utilizing live action coupled with 2-D and 3-D animation.

The 5 KEYS TO TENNIS implementation manual is a "user's guide" companion to the book providing over 100 diagrams, illustrations , and implementations for the coach, teacher parent, or self-learners to effectively work with the 5 KEYS TO TENNIS. It is a "how to" approach compatible with any instructional program presented in an easy-to-use series of progressions. This is the ideal manual produced with the tennis teacher in mind!

The 5 KEYS TO TENNIS court package consists of 16 color-coded and numbered zone markers, 16 orange target markers, one adjustable and numbered height marker and one tar.get window.

..book,

vicleol:ape, ... anual and courl: package

Retail price

Item

Discount

Discount price

The 5 Keys to T ennis book

$ 29.95

15%

$ 24.45

The 5 Keys implementation manual

$ 19.95

15%

$ 16.95

The 5 Keys book & manual

$ 49.90

25%

$ 37.45

Th e 5 Keys to T ennis videotape (VHS)

$ 29.95

15%

$ 24.45

Th e 5 Keys to T ennis videotape (PAL)

$ 39.95

15%

$ 33.95

The 5 Keys book, manual and videotape (VHS)

$ 69.95 Best buy

$ 48.95

The 5 Keys book, manual and v ideotape (PAL)

$ 79.95 Best buy

$ 55.95

System 5 cou rt package

Qty

For quantity discounts call (713) 97-USPTA

Amount

SEND ORDER TO· USPTA Gift Shoppe, One USPTA Centre, 3535 Briarpark Dr., Houston, TX 77042 • TEL (713) 97-USPTA • FAX (713) 978-7780 PAYMENT METHOD:

0

VISA

0

M AS TERCARD

20%

CHECK

Name as it appears on credit card Credit card #

$ 180.00

0

Exp . date

$ 144.00 Subtotal

Hou ston (MTA) residen t s add 8.25% tax other T exas residents add 7 .2 5 % ta x

Signature

SHIPPING ADDRESS (No P.O boxes, please)

Shipping and handling (book, videotape or mam•al) Shipping and handling (court package)

Total order

Name Ad dress

I

City

Shipping and handling charges Continental U .S. , add

Books, tapes & manuals $ 4 .9 5

Court package $ 10.95

Alaska, Hawaii , Pu erto Ri co and Canada, add $10 .95 $ 42.50 FOR ~TERNATIONALORDERS , PLEASE A DD 40% OF TOTAL PURCHASE.

State

Zip

Ph one ( ___:___:___:___ ____:__ _ _ _ _ _ _ _ _---;--------'----"------~ _D_ay~ti_m_e~ph_o_ne__:__ ( _ _ _ _ __ _ _ _ _ _ _ _ __ _ _M _ e_m_b_ M_#_

_ _ _ _ _~

Will on-court pros and coaches survive?

It's up to you Kathy Woods, Vice President

You are a tennis professional in 1994.

Realizing that a career in tennis today requires diversified skills to supplement the basic knowledge of stroke technique, you are acquiring USPTA continuing education credits in business, teaching methodologies and sport science. You are motivated to stay current and maintain the prestige of USPTA certification .

Mem bers who primarily are on-court professionals or coaches must decide if they can , will , or want to continue developing players for the duration of their careers?

If teaching the game and shaping players is your passion, and you have the skill and talent required to do so, will you be able to avoid the following two-step career path?

Teach on court as an entry-level pro to the point of burnout.

2. Get off the court and leave all the teaching to a younger, fresher novice professional.

If an overwhelming number of professionals begin following this career pattern , who will inspire and mentor the teachers of tomorrow?

Where would be without the influence of Ed Faulkner, coach to many former tennis greats such as Bill Tilden, Charlie Pasarell Vic Seixas and more? It was my good fortune to be touched by Faulkner's teaching magic as a young player and teacher of tennis, and I always will treasure the skills I learned from

him. His great book, Tennis, How to Play It, How to Teach It, written with Fred Weymuller, served as a tennis bible for many young pros in the '70s and contributed greatly to the educational foundation of USPTA. Where would many tennis professionals be without the other teaching legends of the last 30 years, such as Jack Barnaby, Chet Murphy, Tom Stowe, Jim Leighton and others?

How can a tennis professional construct a realistic career plan for expert achievement as a teacher, coach or on-court player developer in the '90s and beyond? What barriers must he or she overcome?

The following tips may be helpful in answering this question.

• Avoid entry-level burnout- Young , assistant pros should not be abused by assigning them to excessive hours on the court. This is the time when special teaching and communication skills are recognized. Even the most talented teachers will opt for a less physically and mentally draining career path .

• Build variety within on-court experiences -The expert teachers of yesterday were consummate professionals who were skilled at teaching and coaching all ability levels, ages and genders. Do not specialize for life. Think of student tennis development in terms of shaping athletes both on and off the court to promote life skills which are physically and mentally challenging .

• Explore the sport sciences - The game has changed considerably in the last 10 years. Relay the latest sport science research to students in the areas of fitness training techniques, movement skills and coping with competitive pressures.

• Share with other teachers - Be a role model and mentor for someone else.

Attend educational forums, speak at seminars and write and read about the sport. Sponsor a young pro for certification . Networking within USPTA and the tennis industry is a constant source of motivation for career professionals and will help keep them updated.

• Reward time on court with financial benefits and prestige - If a professional has a talent for teaching and developing players, he or she should be rewarded through a system that pays higher premiums for expert teachers. Gaining prestige through teaching accomplishments will become a self-fulfilling prophecy if we generate it within our own trade.

There are other professions that struggle with similar barriers to reward special skills.

Have you known superior school teachers whose classroom skills led to promotions as principals or superintendents, where they achieved only mediocre results and job fulfillment? n higher education , very brilliant classroom professors are urged to do research (continued on page 26) ADDvantage January 1994

5

A

'

(w): ~

~

'

1948

The Wilson® Jack Kramer Autograph

The Jack Kramer utilized all Ash laminated construction ru1d became tl1e most popular racquet of the 50's.

1967

. .-"'t (•

1D

'=-:":=;:;o,.-''tt

The Wilson® T2000

The T2000 ushered in the era of metal racquets. It was perhaps best known as the racquet used by tennis professional Jimmy Connors.

1984

The Wilson® ProStaff®

The ProSta:ff was the first to utilize a unique braided graphite and Kevlru.® constTuction and has long been a favorite of touring professionals.

Amazingly it has helped a tennis professional win a grand slam event every year since its introduction.

The USPTA welcomes the improving people~s tenni~ Just as Wilson®has created mnovat:tve racquets to illlprove the game of tenms for over 80 years, the teachmg professionals of the Umted States Professwnal Tennis Association (USPTA)®have introduced millions of people to the game for almost as long. Now, these two forces have come together to brmg you the best tenms learnmg tools in the mdustry. The US PTA® IS pleased to announce our endorsement of Wilson tenms racquets, strmgs, bags, grips, mr. peeWee and accessones as our first chmce m tenms equipment.

I

Made to Wu1 and Sledge Hammer are trademarks and Dual Taper Beam. ProStaH. \V and Wilson are registered trademarks of Wilson Sporting Goods Co. Kevlar is a trademark of E. I. duPont de Nemours and Compru

m 1987

The Wilson® Profile®

The racquet that began the widebody revolution. The patented Dual T'aper Beam® construction created a stiffer racquet that produced incredible power and the largest sweet spot to date.

w 1990

The Wilson® Hammer

The Hammer revolutionized the tennis industry by introducing a pqtented weight distribution system that created the first lightweight racquet that maintained its mass in the racquet head.

The result--an even larger sweet spot.

1D 1993

The Wilson® Sledge Hammer™

The Sledge Hammer took the Hammer weighting system one step fmther This racquet is lighter than any previous racquet., weighing just 9.2 oz strung. The weight distribution, fan string pattern and head shape raises the sweet spot to the upper part of the frame where most balls are hit.

only organization that~s been game longer than we have.

This means that your local US PTA® cert:tfied tennis professiOnal that uses these Wilson products m ills tennis programs will be teachmg the game with the best equipment in the mdustry. With Wilson and the USPTA®together, we'll help to make your tenms game fun agam.

MADE TO Profile is a n·ademark of Hcnna n·s SportiJ1g Goods, illc. USPTAis a n-ademark of the United States Profe ional Tennis Association. Lnc.

WIN

Diversification~ enthusiasm may preven1

by Deborah Bright, Ph.D.

C

harlie, a tennis professronal at a wellknown Florida resort, glances at the clock.

It's 3 p.m. and he has four more lessons.

Already exhausted from morning lessons, Charlie cannot imagine how he will make it through the rest of the day. His lack of energy and drive today isn't an anomaly.

Charlie believes his lack of enthusiasm has been a problem for some time, and he recently told a friend that he hates his job.

One occasionally hears pros talking to one another about professional burnout. But is this feeling widespread among tennis professionals?

To answer this question, we surveyed attendees at the 1993 USTA Tennis Teachers Conference. After receiving nearly 100 responses, we discovered that contrary to popular belief a majority of pros (64 percent) said they do not believe they will experience burnout. To be more specific, we asked the 64 percent who answered no' to identify their reasons for not expecting to experience bt rnout. The most common reasons cited ncluded.

• • • • •

Diversification Love of tennis Takes vacations/breaks Continues to learn Decreased workload

The 36 percent of the respondents who believe they will experience burnout were asked what factors most commonly contribute to this condition . Their responses included: • • • • •

Overwork Boredom Health Financial reasons No diversification

The responses of those tennis professionals who identified boredom as a factor contributing to burnout are closely aligned with current medical findings. Recent studies are smashing the myth that too much stress A

J1DDvantaae Januarv 1994

is bad for you Workaholics, or those individuals who never slow down, seem to be no more prone to illness than anyone else, as long as they take care of themselves. The key distinction for the workaholic is that they find their work satisfying. Satisfaction seems to be related to working for a cause 'greater than themselves. The key is making your profession exciting , which begins with diversification

Today") however") tennis

well-educated, diversified professionals who are in the tennis business.

They are nto marketing handling merchandise and dealing with the legal aspects of their profession. For those tennis professionals who enjoy teaching, diversifying means adding new and different approaches to their lessons.

Boredom and eventual burnout arise from doing the same lessons and using the same format over and over again. Trying something new and exciting may involve surveying students on the ways they learn best. One tennis professional decided to ask his students what words created the best images and helped them most, with understanding the particular concept he was trying to convey.

Besides using the latest technologies, there are numerous ways to give an old lesson a fresh look. The key is ·to focus on customers or students, because their demands, needs and interests always vary.

professionals are no

Work at keeping yourself satisfied

Diversification While business and industry have been known for building clearly defined career paths for their employees, the tennis profe~­ sion has not. Thus, diversification for the tennis professional means creating his or her own career.

longer confining themselves to the court. They regularly are attending conferences") meetings and conventions.

Peter Burwash of Peter Burwash International pointed out that 20 years ago, a tennis professional's career simply consisted of showing up for work each day and giving lessons. He or she was described as a hardworking , really nice person who gave excellent tennis instruction .

Today, however, tennis professionals are no longer confining themselves to the court.

They regularly are attending conferences, meetings and conventions. While they still are hard-working and really nice, they also are

Tennis professionals typically enter the profession because they are passionate about the sport. However, this passion can dwindle when work becomes all-consuming.

Being unable to leave a job at the workplace leaves little energy for doing other important and enjoyable things with friends and loved ones.

When the tennis professionals in our survey were asked how effective they were at leaving work problems at their facility, 39 percent said they were very or extremely effective. If people find it difficult to get their minds off work, then their internal engine is running full time.

The problem arises when they want to turn off the internal engine, but cannot. Besides feeling drained, they begin to resent the very things they once enjoyed. Here's a 'quick charge' for leaving work problems at the facility when it is desirable.

A quick charge is a technique to enable people to instantly gain greater. control over

burnout in tennis pros

Enthusiasm also can wane when working long hours keeps you from taking care of everyday matters. themselves and a particular situation .

Besides being used instantly, no one can detect when it is being implemented and the effectiveness of the technique is not dependent upon the reaction of others.

There are a number of quick charges. The one used for leaving work problems at the club or facility is the 'anchor quick charge.

This is implemented easily by selecting some1hing that's done every single night befo e leaving the facility. Perhaps it is locking an office door or turning off the lights.

The important thing is to select something that's done daily, with the selected task symbolizing the end of the work day.

The anchor quick charge is closely linked to hearing a golden oldies tune on the radio.

As soon as you hear the song , it brings back many fond memories. n essence, the song becomes the symbol for something else.

Enthusiasm also can wane when working long hours keeps you from taking care of everyday matters. For instance, putting off a trip to the dentist, never picking up a new suit that has been altered , or delaying a desperately needed tuneup on a vehicle can result in a lack of enthusiasm.

To avoid resenting the very thing you enjoy, make it a point once a week to accomplish something in your personal life. Each week you will keep verifying that you are in control of work, and work is not controlling you .

Moreover, it will help to keep your life in better balance.

To generate enthusiasm, try building a special event into each week. For instance,

it could be as simple as planning to eat out at a favorite restaurant, or perhaps going to a movie. If you are married or have a family, this idea easily can include everyone.

Jerry, a tennis professional from Ohio, sets aside one night per week when the family goes out together. Each month someone in the family has the responsibility of coming up with a family event. It could be as simple as deciding to stay home and eat pizza together and watch a video, or going to play miniature golf Besides having an easier time getting a baby sitter, Jerry has found that everyone thinks of their night together as an occasion to celebrate and as one of the highlights of the week.

Keep in mind that human beings are not designed to burn out. Each day, we do things that detract from our enthusiasm and energy.

Just as you can lead yourself down an energy-draining path, you also can do the opposite and energize yourself The choice is up to you . {P

Deborah Bright , Ph.D. , is the president of Bright Enterprises Inc., a New York-based resource company specializing in improving the performance and enhancing the quality of management and professional and amateur athletes. Her clients include the FBI . MCI , Deborah Bright IBM, General Electric, Clairol , Corning, Citibank and Lockheed .

She has written several books, including her latest, Th e Official Criticism Ma[Jual: Perfecting the Art of Giving and Receiving Criticism (DB Publishing) , which has been selected for review by the American Library Association.

Bright has a doctorate in adult education from Ari zona State University and is a faculty member at New York University. She is a freelance writer for National Business Employment Weekly. an insert to The Wall Street Journal, and a columnist for Successful Meetings magazine.

Since turning pro in 1989, MaliVai Washington has risen from 199th to 13th in the ATP world rankings.

... .......

... ...

Fueled by

··6a···6a .-.,.... ., .,..... ~

.,.,~

•

j.il:i!jili# ij-161#.1.1.

~

"I believe that if you're fit, your body tells you what it needs. When I'm pushing it, my body tells me that nothing works like a Power Bar to raise and sustain my energy I use them for working out and before matches. Wild Berry is my favorite."

-Mal Washington Call for a free 12 page Nutrition Guide 800-444-5154.

Canada 604-929-6084

$1 .69 each Protein: 10 g.

Fat: less than 2 g.

Carbohydrate: 42 g.

In Malt-Nut, Chocolate, Wild Berry and new Apple-Cinnamon flavors.

C>1993 Powerfood Inc.

ADDvantaae Januarv 1994

9

Diversity~

love of tennis keeps professional on the court Rbert Ruzanic has been teaching tennis for 31 years and he's not slowing down or stopping anytime soon .

Ruzanic, the head professional and director of racquet sports at the Allegheny Country Club in Sewickley, Pa. is a USPTA professional that believes in diversification .

In addition to his duties at the club, he also is the general chairman of sanctions and schedules for the lJSTA, president and founder of the Tennis Patrons Foundation of Greater Pittsburgh and a USPTA tester. think it's good for professionals to have total involvement and diversity, then you don't get stale. If you just teach all of the time, you do experience burnout, Ruzanic said .

He became involved with tennis at a competitive level in high school and later went on to Georgetown University, where he played collegiate tennis.

He has managed to keep tennis a priority in his life for several reasons, but mainly because he loves the game, and believes it's a great "cradle to grave' game. n my early stages, people taught me a love of tennis, not a love of ranking, he said .

'My concept of teaching is to teach students to play tennis as a lifetime sport. If they become world-class players, that's something in addition to their great love of tennis.

Ruzanic has been a pro at the Allegheny Country Club for 26 years, and has

Robert Ruzanic

developed several philosophies over the years which he tries to emphasize to his students.

Most importantly, tell my students that they are never too old or too young for tennis, and the game is bigger than all of us, he said. also teach kids how to lose, more so than teaching them to win, because in tournaments there is only one winner, and the rest of the participants are losers.

As a tennis teacher, Ruzanic feels that students must walk away from a lesson with a combination of fun and knowledge, and if an instructor fails JoHb ad professional and director of racquet sports, • Allegheny e · kl Pa in that regard, then the value of the Country Club, Sewlc ey, . game is not conveyed. . ·dent USPTA Middle States • First v1ce pres1 • He also believes that most of the Division. · p t ns people wt10 play tennis are at the President and founder Tennis a ro bottom rung (in skill) of the Foundation of Greater Pittsburgh. . d pyramid, not the very top echelon .

• General chairman USTA sanctions an 'Tennis teachers always are schedules committee. trying to teach the kids at the top, • Wilson advisory staff but it's the people at the bottom, Honors and awards • .

I f those who buy the racquets and • USPTA Middle States Division Professlona o take tennis lessons, that we the Year 1988 and 1993. neglect, he said. 'We try to Annuonf"''""" .l,.nJJ"'rv 1QQ4

hang our hat on the lofty person that's going to take us somewhere, but it's the people at the bottom who will sustain our livelihood.

Tennis has been Ruzanic's livelihood for a long time, and he plans to continue teaching tennis, since he has a 14-year-old son that still needs to go to college. He also feels he should give a lot back to the game.

'The game has given me an opportunity to raise my family and pay for their education , he said . owe a lot to tennis.

Ruzanic started paying that debt with the formation of the Tennis Patrons Foundation of Greater Pittsburgh . The program , which began five years ago, provides tennis instruction to inner-city children . feel the program emphasizes a different lifestyle, he said . 'Those people who use tennis as a social vehicle have succeeded immensely in life. They aren't led by a group, since the game teaches individuality.'

Besides helping kids set goals for them selves, Ruzanic has set some professional goals for the future. My goals are to try and stay healthy and not become complacent, but to be motivated and use tennis to keep myself as young as possible, he said . o

Off-Court Focus, a bi-monthly column, concentrates on both the on- and offcourt activities of members who have been involved in the industry and the tennis-teaching profession. We welcome written nominations for yourself or another USPTA member. Please include the professional's name, member number, address, phone number, and a detailed description of the pro's offcourt involvement, along with other pertinent information. Send nominations to: ADDvantage magazine, USPTA World Headquarters, 3535 Briarpark Drive, Houston, Texas 77042.

Windows of opportunity Designing better pro shop displays may increase sales

by Shannon McKenzie

T.nnis clubs often spend a large amount of time, energy and money on advertising to help boost revenue and increase sales. However, one of the most valuable forms of advertising display space in a pro shop frequently is overlooked .

Imagine a store without windows. Would you be tempted to just walk in? If you were the manager of such a store, how could you attract customers and compete with other stores having windows?

Display space is an integral part of a pro shop's advertising and , if used wisely, can. be a window of opportunity to increased profits. Some ideas for effectively using display space are included here.

First, zero in on the target market of tennis players. Be even more specific by targeting a particular group of tennis players.

Disniay space is an integral part of a pro shop's advertising and, if

Consider the traffic flow within the shop when positioning displays.

used wisely, can be a window of opportunity to increased profits.

For instance, try to anticipate the buying moods of customers simply by looking at the club's calendar of events. If the club is having a tournament that draws out-of-town guests, you may wish to display T-shirts near the tournament draw sheets to encourage players, as well as spectq.tors, to buy a souvenir.

Consider displaying overgrips, sweatbands, socks and other items near the tournament check-in for players who may need to purchase these last-minute items.

Positioning of the shop's displays' also is important. Displays inside the pro shop should take into consideration the traffic flow

of the shop. Notice the volume of traffic through the shop's entrance, near the court reservation desk or even on the way to the restroom which are all good locations for inside displays.

If the pro shop has windows, display the most popular and attractive goods where they can be seen by the greatest number of players. Expensive items, such as warm-ups, should receive this preferred position .

It's also helpful to choose a theme or expression to give unity .to the displays. This can be as easy as displaying red and green items during Christmas, or simply combining similar items in one area. For example, putting grip tape, tennis balls, string and other essentials next to the racquet display lets the customer know there is a complete selection of tennis equipment and accessories available for purchase.

Give some attention to the manner in which the displays are arranged . Style is a subjective quality, but pattern design, texture and color can be used to create different moods in a display.

For a more dramatic, eye-catching display, use contrasting tones and colors of black and white. Use contrast in intervals to provide variation , to add interest and to lead the eye to the details of the design. Using color n intervals works well in the spring with brighter colors, and has the advantage of allowing one item to be displayed in all its available colors.

To create a more traditional feel use balance. Choose a do~inant' color or texture to create a monochromatic look. Also use a unity of pattern , sequence, size or shape to give order to a display.

Ultimately, customers judge the service of a pro shop by the quality of their interactions with the people providing the service. Use displays as a way to contact customers. Since the design is a connection between the shop and the customer, all displays should be userfriendly. If a customer walks over to a shoe display, offer some product information in place of the standard Hi may help you? '

If the pro shop has windows, display the most popular and attractive goods where they can be seen by the greatest number of players.

If possible, put the product in the customer's hand while avoiding the display booby trap. If a potential buyer cannot r.each (continued on page 22) ADDvantage January 1994

11

Survey clients to make customer • service more effective

by Joe Dinoffer

Pofessionals involved in the management of a tennis facility belong to an enormous service industry. Like all industries, a tennis professional's services are driven entirely by the needs and desires of customers; success depends on how well these needs are anticipated and filled .

A myriad of services are requested of tennis professionals each day, such as parents wanting their children to succeed in junior development programs; leagues and competition for adults of all levels; instructional programs for adults; pro shop merchandising; ball machine, racquet restringing and rentals. This is in addition to the overall smooth operation of the facil ity.

Let's assume the 'major areas of a facility are running smoothly, but the facility is competing with other clubs in the area for members, players, students and customers.

Implementing student and customer surveys can make a difference in giving your club or facility the competitive edge.

Although seldom publicized, surveys enter every day of our lives when companies service and market their products. The most successful companies and organizations

accurately take the pulse of their customers by using surveys, and therefore are able to cater to their needs.

With just a little effort, we also can learn to accurately anticipate and serve the needs of members and students. The result will be increased member participation, satisfaction , retention and referrals.

This article will examine six sample surveys. The first three apply specifically to teaching situations, and the final three apply to the general business operations of a tennis facility.

Clinic theme selection survey At the beginning of each four-week group lesson series, students select from a sheet of topics eight different ones on which they would like to work. The benefit of selecting eight topics is that each person in the group is satisfied when some of his/her areas are covered , since a group clinic can be designed to combine several topics into one session .

Besides the benefit of increased student satisfaction , another advantage of this survey

is easier lesson planning for the professional.

Session lesson plans become very easy to devise, and most of the themes can be adapted easily to different ability levels.

Verbal questionnaire for group lessons Find out how all of the students are feeling at the beginning of the lesson. Have them rate themselves on a scale from one to 10, with 10 being super-enthusiastic, so you will know how hard to work to energize the group.

Also use the verbal questions at the middle and end of the group lesson to gain additional feedback. This also can be used to judge students' level of concentration and their confidence in different situations.

• Was the student's level of enthusiasm increased or oniy maintained?

• Did fatigue cause them to lose their enthusiasm?

• Are the students most enthused about repetition practice during the first half of a session , or at the end after competitive play-situation drills?

Verbal questionnaire for private lessons At the beginning of a private lesson with a new student, try asking verbal questions to gain information about their skills, which will help professionals to design the most appropriate first lesson .

Professionals can best serve students who take regularly scheduled lessons, therefore the planning of the first lesson encounter is crucial.

• How long have you been playing tennis?

• What are your short- and long-term goals?

• How often will you be able to play to help you achieve these goals?

• Do you see yourself as someone who can be methodical in developing the needed skills to achieve these goals?

Question students at the beginning of a lesson to gain information about their skills.

12

ADDvantage January 1994

Of course, this type of survey can be expanded and prepared in a written format.

It also can be used in group lessons, either (continued on page 23)

,, Nets, · and Windscreens DOUGLAS INDUSTRIES, Inc. 800·553·8907 Fax 319·285·4163

..

~J

fr~

l} 1~

Contractors { MALOTT PETERSON RENNER, Inc. 303-744-3631 Fax 303-n7- 0706 'f AUSTRALIAN COURTWOAKS, Inc. 800-537-2613 Fax 601-825-6509

Project Coordinator XSPORTS, Inc. 516-767-9114 Fax 516-767-7548

very pleased with USPTA's new Tennis Centre. The design of the facility met all of our expectations. The courts and surrounding area offer low maintenance and excellent quality of play. And, the court system is valuable in that it allows us to change the playability of the surface."

GEORGE BACSO, USPTA Director of Certification and Academies

New embroidered

USPTA warm-up Fully lined cnnkle nylon warm-up w1th beautifully embroidered U 5 PTA anniversary logo on the left chest and "USPTA Tennts Professional" across the back.

USPTA WARM-UP

QTY.

SIZES XS, S, M, L, XL

PRICE

TOTAL

each

Black/purple/jade

$90

Royal/purple/jade

$90

Houston (MTA) residents add 8.25 % tax Other Texas residents add 7.25 % tax·

u

5. orders: Add $ 4.95 shipping and hand ing fee

International orders : Add 25 % of total order for shipping and hand ng fee TOTAL

PAYMENT must accompany al orders . Make check payable to USPTA. PAYMENT METHOD:

0

VISA

0

MASTERCARD

0

CHECK

N ame as it appears on credit card Credit card # Si gnature

SHIPPING ADDRESS (No P 0. Boxes, please): Nam e Street City State

Zip

Daytime Phon e (

M ember #

USPTA Gift Shoppe One USPTA Centre, 3535 Briarpark Drive, Houston, TX 77042 TEL (713) 97-USPT A • FAX (713) 978-7780

¡rhe match of the

year

USPTA and Wilson U

SPTA teams up with one of the most energetic companies in the tennis business as it begins a new endorsement relationship with Wilson Racquet Sports.

As of January 1 USPT A exclusively endorses Wilson's racquets, string, mr pee Wee tennis, bags and racquet accessories . This history-making partnership is sure to generate enthusiasm as Wilson and USPTA gear up to promote programs, products and tennis in an industry that's due a sho~ in the arm.

Some may ask why USPT A chose to. endorse Wilson. Perhaps the more appropriate question should be, "Why not?"

Wilson is a company that has been associated with quality sporting goods products since the beginning of the century Its products have appealed to consumers in every socioeconomic group. The company produces a variety

of equipment for sports, including footballs, basketballs, baseball gloves, golf clubs and golf balls.

The Wilson name is synonymous not with just tennis players, but with weekend football games , baseball diamonds, half-court basketball games, presents under the Christmas tree and backyards throughout America.

This USPT A endorsement is based on the company's commitment to both the newest product technology and tennis-teaching professionals in the grassroots. The company creates products that make tennis easier to play which we hope will encourage more people to stay with the game something for which the tennis industry continues to work.

The decision to switch the racquet endorsement represents much more than a written agreement between two companies Wilson s enthusiasm about the future of the tennis industry and the importance it places on the role of the tennis teacher were important factors in the final endorsement negotiations. After Wilson s initial presentation, it was evident to USPT A officials and staff that the Association s goals more closely matched Wilson s corporate objectives.

"Our organization is very fortunate to have Wilson as a partner in strengthening the tennis-teaching profession and the overall game of tennis," Gordon Collins, USPTA president, said. "We are looking forward to a long and prosperous relationship with this excellent company' The following pages provide details on all of the endorsed products and general information on Wilson, its history and specific product programs ofMark Fairchilds, a past USPTA national champion, selects his fered to USPT A members. newest Wilson frame.

The new Sledge Hammer is the lightest performance racquet on the market.

' ' In establishmg th1s relationship with the USPTA, Wilson 1s first and foremost geffmg the endorsement of an outstanding Jim Baugh Vice President mdustry Wilson Racquet Sports orgamzahon.

Technology vital in USPTA endorsement decision Some of Wilson's current racquet and string technology Hammer System This technology extends the sweet spot into the upper part of the racquet where most balls are hit.

Hammer technology takes weight out of the handle area , while maintaining it in the head. The result , an ultra-light frame with the largest and highest sweet spot in tennis.

Frames in the Hammer Series include the new Sledge Hammer the lightest pe1formance racquet on the market at 9.2 ounces.

Sweet Spot String The new Sweet Spot string is designed to directly increase the size of the sweet spot in all types of racquets. The string s unique taper construction incorporates various gauge sizes in different areas of the racquet head , thus improving the response area on the perimeter of the string bed. This is still another example of a commitment to technologically improved play Cushion-Aire Sponge Grip This new addition to the Cushion-Aire family features an increased thickness of the polyurethane outer layer which reduces shock every time a tennis ball is hit. Perspiration funnels through dimples, allowing for superior absorption. Look for this grip to be available in February

U

SPT A s endorsement decisions are not entered into lightly A high-priority consideration is a potential endorsee's commitment to technology Another consideration is a company's commitment to making the game easier to learn and play USPT A always has recognized the importance of introducing new players to the game , especially through effective tennis lessons .

Wilson racquet technology has done much to contribute to the success of these beginning and intermediate players . The company s commitment to players of all abilities especially at the recreational level was an important element in USPT A s decision to support Wilson. " High technology has been the No. 1 reason for Wilson s resurgence in the last six years," said Jim Baugh , vice president and general manager of Wilson Racquet Sports.

For years, manufacturers have aimed for technological breakthroughs . However few have had Wil son' s success and commitment in helping people improve their game.

Teaching professionals and players alike remember racquet breakthroughs , including the Wilson Profile in 1987 the Hammer in 1990 and the Sledge Hammer in 1993 If one remembers even further back, the Kramer Autograph and the T-2000 would be added to the list of legendary breakthroughs. " We knew about Wilson s strong attitudes toward high-technology before our initial endorsement meetings said Tim Heckler USPT A s CEO " However the meetings more fully demonstrated the company s approach to improving any tennis player's game."

'USPT A board and staff members were pleasantly surprised to witness the steps that Wilson takes to constantly improve its product construction and design. Teachers , students, players and many other segments of our industry will ultimately benefit from the energy excitement and forward thinking that Jim Baugh brings to this agreement."

While other companies regularly have changed racquet materials and designs , Wilson has tried to keep its product lines very consis-

Jim Baugh displays the unique string pattern in the Sledge Hammer tent. This extension of product life cycles has helped decrease consumer confusion about Wilson frames .

When asked about this consistency Baugh replied , " Our goal is to get it right the first time so we won't have to make many changes. While our competitors have struggled to find racquets that last more than one or two years, we have been very successful in stretching out the life cycles of our products many to three or four years."

USPT A, of course, is impressed with this philosophy due to its obvious concern for its members with specialty or pro shops .

An important issue facing these shops is the difficulty in selling surplus inventory due to frequent changes in product styles by some manufacturers Wil so n has made some constructive changes in recent years . In 1985 the majority of its sales were through mass merchants and bigger shops.

Local experts, who believe in and understand the product, are necessary to recommend high-technology frames to the consumer Wilson has restructured its marketing strategy based on this belief and its relationship with local teaching professionals .

Wilson s performance products are now pioneered through grassroots programs . The USPT A endorsement only further entrenches this key strategy

Grassroots programs expected to increase T he fa mily that plays together stays together The new W ilson/USPTA relationship will open the doors to extensive grassroots development and increased tenn is parti cipation through programs for the family "You can expect an evo lution in j uni or development and grassroots programming as a resul t of our j oint efforts with Wil son," T im Heckler USPTA s CEO said . " In fact, by mid-1994, we plan to introduce a junior development program that w ill be profitable for everyone in the tenn is industry including tennis teachers and manufacturers, and will help children develop a healthy lifesty le th rough tennis."

With a desi re to make the gam e of tennis fun and easier to play for the masses , W ilson has not only used technology to adapt its products to the play ing sty les and needs of recreational playe rs, it also has created programs for professionals to implement wi thin their communities.

J im Baugh , vice president of W ilson Racq uet Spo rts , said that the signing of the USPT A endorsement was an evolution of the position the co mpany took six years ago, when it froze i ts spending on pro endorsements and increased the numbe r of teaching profess ionals and floor personnel on its advisory staff "The re is no way Wi lso n will ever stray from its grassroots commitment to the tenn is industry " Baugh sa id .

One exampl e of Wil son s commitment to the grassroots and to bring ing fa mili es together on. the tenni s court is mr pee Wee tennis, a prominent children s learn ing too l with court products and lesson prog ress ions.

Unlike many other j un ior development tennis programs whi ch often overl ook the importance of parental involvement, mr pee Wee tenni s emphasizes the important ro le parents play in the development of their child ren both on and off the court.

Like soccer and baseball whe re parents cheer for their child ren s teams or serve as coaches, mr pee Wee tenn is encourages parents to attend lessons and to develop home practice sess ions to achieve spec ific goa ls.

T he USPTA acti vity prog rams being developed wi ll further identify these important goals. mr pee Wee tennis is des igned to introduce chi ldren ages 4 to 8 to the game of tennis in a fun and rewa rding way With court products and equ ipment tail ored to the size, needs and athl etic abilities of young children, the prog ram enab les the m to learn the ga me quickly whil e hav ing fun . Jun ior racquets, lightweight portable court equipment , foa m tenn is ball s and an instruction manual are incl uded in the mr pee Wee tenni s kit to give pros and parents everything they need .

As part of its endorsement with Wil son, USPT A w ill deve lop an extensive junior development program sponso red by W ilson and inco rporating short-court tennis with mr pee Wee tenni s products. T he program will introduce the game to youngsters as an avenue to increase tenni s participation and ensure growth .

"Through our endorsement of mr pee Wee tennis, USPTA sees an opportunity to promote tennis as a fa mily sport and to strengthen the tennis community by creating new pl ayers," Heckler said .

With enthusiasm and dedication to improv ing the game of tennis, Wil son and USPT A tennis profess ionals fo rm a winning team that will lead to a tenni s re na issa nce a t th e g rassroots leve l. mr pee Wee makes tennis fun and rewarding for children.

Growing up with Wilson 1914 Wil son was the Ashl and Manufacturing Co. a subsidi ary of the meat packing firm Schwartzchild and Sul zberge r and an outlet for meat packing byproducts such as violin strings, surg ica l sutures a nd tennis racquet strings . In the same yea r a New York bank took over the company and selected Thomas E. Wil son to run the business. T he new T homas E. Wil son company expanded by taking over seve ral small businesses and adding new sporting goods items to its line, such as baseba ll gloves, leathe r balls and golf bags.

1931

The name offi c ially was changed to Wil son Sporting Goods Co.

1944 Wil son continued to grow through acqui s.itions, including the purchase of the Walte r Hagen Co. 1945 By the end of Wo rld Wa r II , Wil so n was the largest sporting goods manufacture r in the United States.

1957 Wil son was bought by Ling-Te mco-Vought Inc . (LTV), a Dallas cong lome rate.

1970 Wil son was purchased by Peps iCo Inc .

1985 Wil son was so ld to Wesray Capital Corp 1989 Wil so n was acquired by Ame r Group Ltd . a F innish company holding contro lling inte rest in M acGregor Golf Company and headquartered in Hel sinki , F inland .

1991

Wil son decentralized its operation into three divi sions golf racquet sports and team sports.

1994 USPTA exclusively endorses Wil son racquets, string, bags, mr pee Wee te nni s and racquet accessories.

Membership in USPTA has its privileges U

SPTA has earned credibility in the tennis industry by promoting high standards for the tennis-teaching profession. As a result, tennis manufacturers have provided USPT A professionals with top quality merchandise free of charge and at significantly reduced rates (preferred player prices) This allows the manufacturer to introduce its products to tennis consumers through local experts.

Certified members who are in good standing and have satisfied the continuing education credit requirements are eligible to participate in these supplemental benefits.

LEVELS

As one of these benefits, Wilson Racquet Sports has developed an equipment program to provide additional incentives to USPTA professionals to advance their certification ratings and improve their knowledge of the profession. Naturally an important reason also is Wilson s desire for all top quality professionals to play with and recommend its equipment. The value of this benefit is worth considerably more to eligible members than the cost of the annual USPTA membership dues.

The table below outlines the basics of the program and the qualifications for enrollment. Watch for more details about the program in mailings from Wilson in January and throughout the year

FREE PRODUCT

PREFERRED PLAYER PRICE

0 2 free racquets of choice Master Pro or Professional 1

0 2 free bags 0 l 2 sets of free string 0 1 free T-shirt and l free hat 0 l free stencil and ink 0 2 free racquets of choice

Professional 2

0 All teaching categories of membership may purchase at preferred player prices three racquets and $200 of other Wilson tennis products.

0 1 free bag 0 1 free T-shirt and 1 free hat 0 1 free stencil and ink

Professional 3

0 1 free T-shirt and 1 hat

All members participating in this program must have a signed, current "EXCLUSIVE-USE AGREEMENT" on file at Wilson Racquet Sports; must be actively teaching tennis and/or earn their living as part of the tennis industry; must have a pro shop or retail store affiliation; and must be able and willing to assist in local and/or national Wilson clinics.

Positive public relations: It's in the bag P

ositive public relations is vital to any organization, and USPT A is no exception. As the world's oldest and largest association of tennis-teaching professionals , it reaches consumers with tennis instruction and programming.

USPTA soon will be reaching consumers in a new way

USPT A soon will be reaching consumers in a new way beginning with the endorsement of Wilson s bag line . The great looking bags will show up with a slightly <jlifferent look USPT A s logo will be incorporated into the bag s graphic design.

The decision to endorse Wilson bags was made because of a need to better communicate USPT A s accomplishments and goals within the industry and to consumers, stressing the importance of taking lessons from a certified USPT A professional.

By placing USPT A s logo on its products, Wilson re-enforces its commitment to use the USPT A endorsement in every way possible. The move also gives USPT A s public relations program a national and worldwide boost.

Since bags are made for traveling and transporting items, the USPT A logo will be seen in airports and other public places by millions of people throughout the world.

For qualifications for the preferred product program , see the table above.

USPTA bags a great public relations opportunity.

DecoTurf® Surface of Champions

Selected for Use At Prestigious Facilities and Homes Worldwide

U.S.T.A. National Tennis Center-The U.S. Open and thousands of other courts around the world. Including these facilities: The National Tennis Center Jarry Tennis Stadium Nick Bollettieri Tennis Academy Four Seasons Tennis Club York University, Toronto Montreal Charleroi, Belgium Everett, Washington Drake University Des Moines, Iowa

Qatar International Stadium Puma Tennis Centre Doha, Qatar Welwyn Garden City, England

Lopez-Maeso Tennis Center Madrid, Spain

DecoTurf- the "hardcourt" that isn't hard.

The Pro DecoTUJf surface is the ultimate cushioned surface in our full range of acrylic surfacing systems. This cushioned multi-layer tennis court surface provides ideal player comfort, less fatigue and increased ball control, all qualities most desired by players. Couple playability with outstanding durability and you have the reasons why more tennis facility management and private court owners have selected DecoTUJf as their Surlace of Champions.

Join the champions with DecoTurf Surfacing Systems Manufactured by:

International Distributor:

I - KOCH

KOCH MATERIALS COMPANY

BRINGING SPORTS TECHNOLOGY TO THE WORLD

1050 State Street Perth Amboy, New Jersey USA 08861 • 908 • 442 • 9010 Fax • 908 • 442 • 9242

P.O. Box 910, 13 S. Bayles Avenue Port Washington, New York 11050 •516•767•9114 Fax•516•767•7548

Exams., upgrades and Certification Training Courses Each date includes an exam, upgrade and CTC unless otherwise noted.

Jan. 15¡16 Boca Raton, Fla. (upgrade only) Jan. 21 Lancaster, Pa. Jan. 22-23 Miami, Fla. Jan. 28-29 Nashville, Tenn. (no CTC) Jan. 30 Bronx, N.Y. (upgrade only) Feb. 4-5 Mesa, Ariz.

Feb. 4-6 Leawood, Kan. Feb. 6-7 Duluth, Ga. Feb. 10 Freeport, NY (no CTC) Feb. 10-11 Vancouver, Wash.

Feb. 12-13 Boca Raton, Fla. Feb. 12-13 Indianapolis, Ind. Feb. 13-14 Grapevine, Texas Feb. 13-14 Pleasanton, Calif.

Feb. 18-19 Fountain Valley, Calif.

Feb. 19-20 Palm Beach, Fla. Feb. 20-21 New Orleans, La..

Feb. 26 Columbus, Ohio (no CTC) Feb. 26-27 Aiken, S.C. Feb. 26-27 Carrollton, Ga. Feb. 26-27 Lake Wylie, S.C. Feb. 26-27 Murrieta, Calif.

Feb. 26-27 Rochester, NY. (upgrade only) Feb. 27 Oahu, Hawaii March 3 Flushing, NY (no CTC) March 5-6 Malibu, Calif.

March 5-6 Cleveland, Ohio March 13-14 Mclean, Va. March 20-21 Hershey, Pa. March 26-27 Boca Raton, Fla. March 26-27 Salem, Ore. March 27-28 Murrieta, Calif.

April 1-2 Bloomington, Minn.

April 2-3 Houston, Texas April 6-7 Steamboat Springs, Colo.

April 10-11 Marietta, Ga. April 11-12 Santa Rosa, Calif.

April 14 Freeport, NY. (no CTC) April 15-16 Gastonia, N.C. April 16-17 Chicago, Ill. April 16-17 Kauai, Hawaii April 23-24 Bakersfield, Calif.

April 23-24 Boca Raton, Fla. April 24-25 Murrieta, Calif.

April 24-25 Tyler, Texas April 25-26 Bronx, NY. Exam reservations must be made at least 21 days prior to the dates listed. Exam cancellations must be received no later than 14 days before the exam, or a cancellation fee will be charged accordingly. Pending members: late cancellation fee - $75; failure to cancel- application fee is forfeited. Certified members: late cancellation fee - $25; failure to cancel- $25 plus the upgrade fee is forfeited.

Registration for another e1am will not be accepted until these cancellation fees are paid.

16

ADDvantage January 1994

Specialty Courses Four-hour courses are denoted by an asterisk (*). All others are eight hours.

Jan. 23 Stringing, Gripping and Equipment Consulting Lancaster, Pa. Jan. 23* Effective Communication Skills Charlotte, N.C. Jan. 27 How to Hire and Supervise Employees Homewood , Ill. (formerly Quality Management) Time Management Jan . 28* White Plains, N.Y. Jan. 28* Stress Management White Plains, N.Y. Feb. 5 Personal and Professional Development Mesa, Ariz.

Burnsville, Minn.

5 Keys to Tennis Feb. 5-6 Feb. 10 Club Activity Programming Grapevine, Texas Feb. 11 * Competitive Singles Patterns Vancouver, Wash .

Feb. 12 Mental Toughness Lake Buena Vista, Fla. Feb. 13* Competitive Doubles Patterns Vancouver, Wash .

Feb. 13 Time Management Indianapolis, Ind .

Advanced Stroke Production Feb. 19 Fountain Valley, Calif.

Columbus, Ohio Feb. 26 5 Keys to Tennis

Conventions Jan .

Jan .

Feb. Feb. Feb. Feb. Feb.

21 -23 29 1113 1113 19-21 25-27 27-28

Middle States Division Eastern Division Texas Division Pacific Northwest Division California/San Diego Division Hawaii Division Midwest Division

Lancaster, Pa White Plains, NY Grapevine, Texas Vancouver, Wash rvine, Calif Kahuku , Hawaii Columbus, Ohio

USPTA Schools of Teaching Feb. 2-3 Feb. 4-6

School of Club Operations Playing School

Atlanta, Ga. Stuart, Fla.

Division meetings/activities Jan. 24 Jan . 28-30 Jan. 29 Feb. 10-13 Feb. 12-20 Feb. 13 Feb. 21 Feb. 21 Feb. 27

Mid-Atlantic Division Missouri Valley Division Northern California Division Texas Division Northern California Division Midwest Division Mid-Atlantic Division Mid-Atlantic Division Mid-Atlantic Division

Virginia Beach , Va. St. Louis, Mo. Pleasanton, Calif Grapevine, Texas Sacramento, Calif ndianapolis, Ind. Richmond , Va. Virginia Beach, Va. Charleston , W.V.

Coaches Workshops Jan. Jan. Jan. Feb. Feb. Feb. Feb.

21 -22 21-23 22 4-5 11-12 19 27-28

Midwest Division Southern Division Middle States Division Midwest Division Midwest Division Southern Division Midwest Division

Tennis Teachers" Courses Feb. 23-25 March 3-5 May 18-20

Murrieta, Calif Boca Raton , Fla. Fountain Valley, Calif

Schaumburg, Ill. Charlotte, N.C. Lancaster, Pa. Troy, Mich .

Indianapolis, Ind. Lexington, Ky. Columbus, Ohio

This schedule is subject to change. For more information, call the USPTA Membership Department at (713) 97-USPTA.

.I

Across America Tennis Day 'USPTA plans for annual event on May 14

Across America Tennis Day, set for May 14, is an opportunity for tennis professionals to become involved in USPTA's nationwide effort to promote tennis as a healthy way to stay physically fit.

The three-phase program developed in 1990, promotes tennis through special multicultural clinics held in selected cities, nationwide free clinics hosted by volunteer professionals, and a follow-up program of lessons and league play designed to retain interest.

Last year's Across America Tennis Day had more than 2,300 tennis teaching professionals participating in the event, which introduced or reintroduced the game to 150,000 people in free clinics and social round robins.

The multicultural clinics, held in conjunction with the President's Council on Physical Fitness & Sports, tour the country from coast to coast bringing tennis to groups that other-

wise would not have the opportunity to play.

Last year, a multicultural clinic was held for Hispanic children on the White House tennis court, and was just one of 51 clinics held in 43 cities throughout the nation .

Some of the multicultural clinics held last year targeted inner-city youngsters, wheel chair athletes, mentally challenged children and older adults.

'The multicultural clinics of Across America Tennis Day encourage a new segment of the population to play tennis and reap the physical and mental rewards of the game, said Tim Heckler, USPTA CEO. 'They're also an effective vehicle for creating an awareness of tennis as a lifetime sport one which can be enjoyed by both young and old players.

In addition to the multicultural clinics, free tennis clinics are held throughout the United States by USPTA members and other volunteer professionals. These clinics reach a

Ron Holmberg assists this Special Olympian in hitting a forehand.

Tennis balls and balloons are flying high at this Across America Tennis Day clinic at the Boca Bath and Tennis Club in Boca Raton, Fla.

diverse segment of the population , including children , adults and senior players.

During the one-day event, professionals may offer either a basic 45-minute clinic or a more elaborate 90-minute clinic. Both are followed by a social round-robin mixer.

Suggested guidelines for the clinics are provided by the World Headquarters. Professionals also may develop formats of their own similar to those suggested.

Across America Tennis Day is supported by many tennis manufacturers and organizations, and various companies donate racquets and other equipment to help make the event possible.

For more information on Across America Tennis Day or the multicultural clinics, contact the Sports Marketing Department at USPTA's World Headquarters at (713) 97-USPTA. Registration forms and an Across America Tennis Day program guide will be featured n upcom ng issues of ADOvantage magazine. {P ADDvantage January 1994

17

â&#x20AC;˘

New tax laws take a swmg at ¡by Shawn Novak, Ph.D., CPA

~e

new year brings substantial changes in the federal income tax law that may be of concern to tennis professionals.

The Revenue Reconciliation Tax Act of 1993 was signed into law by President Clinton on Aug . 10, 1993, however, most of the new provisions will go into effect in 1994.

This legislation is designed to raise significant additional revenues from individual taxpayers.

at 36 percent and in some cases, 39.6 percent. A new 36 percent tax bracket was added that applies to taxable income in excess of $140,000* that is reported by a married taxpayer who tiles a joint return . n the case of a single taxpayer, the new 36 percent rate applies to taxable income reported in excess of $115,000.* Any taxable income reported by a taxpayer in excess of $250,000* is taxed at a 39.6 percent rate, regardless of that person's tiling status.

8~====~~~~~==~==~ 88~==~~~~~~==~==~ 1-----11 8 1----- -//

Employment taxes

~f----l\1'1

B f-------'i\r-Bf----~

B f-----+~""'~--=""'

B1 - - - - - - - - f - - + - - - l v Df----~--~-~

The tax legislation will impact high-income taxpayers (the wealthiest 5 percent of the population) in an immediate, direct and substantial manner. Those tennis professionals with moderate incomes may feel the impac t of the legislation indirectly (reduced business opportunities and possible reductions in employer provided pension benefits) rather than feeling it directly through noticeably higher tax liabilities.

Tennis professionals should examine their personal and business financial goals with the help of competent, professional tax advice to minimize possible adverse tax consequences. Advance planning is the key to minimizing the taxation of your income.

A summary of those provisions of the Revenue Reconcilation Tax Act of 1993 which are most likely to affect tennis professionals is ncluded here.

Tax rate increase Wealthy taxpayers already are paying higher income taxes under the new law because of an increase in tax rates that applies retroactively to the beginning of 1993.

Under the old law, an additional increment to a person's taxable income was taxed at a statutory rate of no higher than 31 percent.

Under the new law, additional increments to a person's taxable income can be taxed 18

ADDvantage January 1994

Employment taxes also were increased tor the more affluent under the 1993 tax legislation . Beginning in 1994, all of a person's combined employee compensation and selfemployment income is subject to the 2.9 percent Medicare tax.

Under the old law, only the first $135,000 of combined employee wages and selfemployment income was subject to this tax .

The 12.4 percent Social Security tax continues to apply only to the first $57,600* of a taxpayer 's combined employee compensation and self-employment income.

Employment taxes on employee compensation are split between the employer and the employee, with each paying halt of the tax.

When an employee who also is selfemployed determines his or her employment tax liability, consideration is given first to the employment taxes already paid through his or her employer. For example, a teaching professional employed as a physical education teacher who also is self-employed as a private coach . n this situation , a person should determine the amount of selfemployment tax liability based on the taxes already paid through his or her job as an employee.

Business meals take a bite Tennis professionals may be hurt by 1993 tax provisions which reduce the tax benefits associated with business entertainment expenditures and meals. Beginning in 1994, the club membership dues no longer are deductible in any context.

Athletic clubs and country clubs may experience decreased membership because business use of such facilities no longer will be subsidized through the tax system . This provision will have negative implications tor tennis professionals it a significant number

of club memberships are dropped in response to this change in the law.

Under the old law, a taxpayer could deduct club dues to the extent that total club use was associated with business entertainment.

Other expenditures tor business entertainment (including meals) are only 50 percent deductible, beginning in 1994. Under the old tax law, business entertainment (including meals) was 80 percent deductible. This change will decrease further the attractiveness of club memberships tor business use.

Tennis professionals who travel frequently on business should be aware that the costs of meals consumed while away from home are only 50 percent deductible. The 50 percent rule applies even when meals are not associated with business entertainment.

This limitation can be avoided by selecting that include some meals in the basic price of a room . Many hotel chains that cater to business travelers now nclude a complimentary full breakfast in the price of a room . Lodging , transportation, seminar tuition , and other related costs of business travel continue to be tully deductible under the new law.

Thus, hotel owners are helping business travelers to avoid the deduction limitation on meals by disguising the cost as part of the room charge. hotel~

Retirement plans The 1993 tax legislation includes new limitations on the maximum amount of compensation that may be taken into account when computing the maximum allowable contribution to a qualified retirement plan .

Tennis professionals who provide qualified retirement plans tor their employees may find that this provision substantially diminishes

tennis profession they have insufficient itemized deductions and claim the standard deduction amount.

Tennis professionals who provide qualified retirement plans for their employees may lmd that this provision substantially diminishes their abilities to adequately fund their own retirement plan contributions.

their abilities to adequately fund their own retirement plan contributions. Professional tax advice should be sought to modify qualified retirement plans and avoid the full brunt of these new limitations.

Tennis professionals who benefit from the qualified retirement plans provided by their employers may find these plans being droppecj or altered as their employers try to avoid tne new rules.

Moving expense deduction Tennis professionals should be aware of changes in the rules regarding the deduction of expenses assoc ated with employment-related moves after 1993. This area of the law was simplified in the recent legislation. Unfortunately, most of the tax simplification enacted during the past 10 years has consisted of denying deductions for expenditures that previously were allowed.

The new moving expense deduction is no exception to this trend . Under the 1993 tax legislation, only those costs associated with moving the taxpayer, family members and personal belongings are deductible.

Under the old law, taxpayers also could deduct (subject to certain limitations) costs of locating a new home and of temporary li~ing arrangements incurred in the process.

The good news on moving expenses is that they no longer are classified as an itemized deduction. Thus, taxpayers receive a tax benefit for such expenditures even if

Business owners Tennis professionals who own their own business have benefited from one important change regarding the tax treatment of property that is purchased for business use.

Beginning this year, a taxpayer can deduct the total cost of such property up to $17,500.

This is an increase from a maximum possible deduction of only $10,000 in 1993.

This allows a business owner to immediately write off the cost of property that he or she otherwise would be required to write off over a five- to seven-year period .

Property that qualifies for this provision includes items that have a useful economic life beyond the current tax year, such as computer equipment, office furniture and retail display fi xtures. Real estate and improvements to it do not qualify under this provision . n addition, limitations may apply that

reduce or eliminate the benefit of this provision to certain taxpayers. Finally, tennis professionals who are contemplating the sale or purchase of a business should consult their tax advisers, since there have been substantial changes in the tax treatment of such transactions. o *This amount is adjusted annually for the effects of inflation and accordingly, will increase from year to year. The amount listed corresponds to the 1993 tax year.

Shawn Novak, Ph. D. CPA, is an assistant professor of accounting at Lamar University in Beaumont, Texas, where his primary teaching interest is federal taxation.

He received degrees in accounting from Virginia Tech in Blacksburg, Va. The University of Texas at Austin and the University of Houston.

He has been a certified public accountant in Texas since 1985.

SPORTS TUTOR The Choice in Ball Machines Used by Pros at the ATP Training Center

Wireless remote control and two-line oscillator functions available

r------, 1USPTA USPTR 1 IL ______ DISCOUNTS .JI

TUTOR TENNIS TOWER TENNIS For Portable Use

Colll-800-448-8867 for FREE brochure

~SPORTS ~TUTOR 26 12 West Burbank Bl vd.

Burbank. Cali fo rnia 9 1505

ADDvantage January 1994

19

TENNis Magazine Comes to Life In ...

¡rune in every Wednesday evening at 7:30pm EST on SportsChannel America.

Check your local listing.

Your favorite magazine now comes to life on The New TENNIS Magazine Show - and you get to see it all! You '11 have the best seat in the house to the hottest matches where you'll meet the players you've been reading about. Plus you'll improve your game with tips from world-class teaching pros; explore the most incredible tennis vacation sites; and receive your own private tennis lesson when The New TENNIS Magazine Show comes right into your living room. Don't miss out on the hottest show in town!

Stay tuned to The New TENNIS Magazine Show and stay on top oftennis!

Brad Holbrook (Host)

Dennis Van der Meer

Stan Smith

Jack L.

Ph.D.

Tennis professionals must maximize performance to keep edge QUESTION: As a professional who wants to stay on the cutting edge, I constantly read books and listen to tapes on how to improve myself There almost seems to be a science to maximizing one's performance and the performances of those around us. Do you have any information or ideas in this regard?

ANSWER: Over the last several years, my business partner, Jim Loehr, and have traveled throughout the world conducting corporate training workshops. We began with the single premise of applying the principles of winning in sports to winning in business.

But, as you have observed , there is definitely a science to improving human performance in any competitive area, be it busin ~ss, life or sports.

Based on that fact , Loehr and have been gathering scientific resources to validate our Mentally Tough Corporate Training Program from the fields of medicine, immunology, psychology, physiology, biology, sociology, nutrition and combinations of all these fields.

The support materials which document how we can and must change our behavior for the rest of the '90s and the next century are astounding .

First, you should understand why they are astounding. In her 1991 book, The Overworked American, Harvard economist Juliet Schorr stated that today's average worker spends 164 more hours at the office per year than he or she did 20 years ago.

That's an extra month of work per year.

And the trend says that it's going to get worse, not better.

So, 110t only do we have to work harder, but because of budgetary demands, almost all of us must learn to do more with less. We actually must train to become more productive and more creative, and to do this we

must have more energy.

A 1992 Department of Labor survey found that the average worker is different than he or she used to be. Many people are working only to avoid being laid off or fired. n sports, we call this playing not to lose, and that 's a lot different than playing to win .

One analogy that Loehr and make is that people, as performers n business and life, are exactly like computers. Talent and skill are their software; they are born with tremendous innate talent, and they spend their entire life developing great skills. But, believe that not one of us maximizes our talent and skill and gets the most out of what we are capable of doing. Here's one reason why.

We actually must train to

already mentioned , we have developed training strategies and modules in areas of exercise, humor, mental toughness, nutrition, team building and leadership. The response to the program has been outstanding , but the points want to stress are : • Take your competitive nature as a tennis player to work every day.

• Attach belief systems and values that were developed in sports to daily activities.

• Remember, the greatest performers in business (and n sports) stay in control when everything around them seems to be out of control.

• Use visualization skills as a tennis player to see yourself as successful in business.

• Keep in mind that humor is serious business. It is crucial to breaking defensive barriers and to interacting successfully with those around you . ~

become more productive and more creative., and to do this we must have more energy.

The computer that uses all the great software is a person's physical and mental being.

How you develop yourself through exercise, nutrition, sleep, rest, attitude, humor, love, selfesteem and so on, will dictate how well your computer utilizes that software.

As everyone knows, people can have the greatest software in the world , but without a proper central processing unit (CPU) in their computers, they are not going to maximize the use of that software.

Based on our research in sport science, and the research of others in the fields

Jack Groppel , Ph .D., is the executive vice president of LGE /Saddlebrook Sport Science, Inc. He is an instruction editor for Tenn is magazine, and is the author of HighTe ch Tennis and co-author of The Science of Coaching Tennis. Groppel is a certified Master Jack L. Groppel, Ph.D. Professional of the US PTA and was named 1987 Professional of the Year by the USPTA. Groppel is an adjunct associate professor in the Department of Exercise and Sport Science at the University of Florida. He is chairman of the USPTA National Committee on Fitness and Health, and serves on the National Steering Committee of the USTA Player Development Program . He also is a member of the Prince and Penn advisory staffs.

ADDvantage January 1994

21

Windows of opportunity

(continued from page 11)

a racquet, or take one off the rack without making all the others come crashing down , he or she will not be inclined to buy. Avoid the use of complex hanging contraptions or perfectly stacked pyramids. No one wants to be the one who destroys a big display just to find the price of one small item Remember, the purpose of pro shop displays is to call attention to the merchandise, not the display. Your objective is to increase sales, and while a good display is aesthetically pleasing , it ultimately is a bridge to customer service.

Here are some quick tips to help create better displays.

• Keep displays simple. Draw attention to the clothing or equipment, not the display.

• Use displays to create unity or a mood, and use in place of. gaudy decorations.

•

• Display items at eye-level (museum height), which is approximately 54 inches from the floor.

• Display sale items separately, in baskets or on different rac ks. Sale shoppers like to hunt for bargains: • Display new arrivals prominently, and old favorites in lower traffic areas.

• Display several colors of one item to create interest and to show options.

• Display similar items together. Put string next to racquets, and place grip tape and other accessories nearby to help build the sale.

• Use small sizes of merchandise for display, such as a size 7 shoe instead of size 11 • Items will be handled, so plan accordingly.

Avoid stacking and complex hanging devices. Don't get caught in the display booby trap.

• Change displays frequently, at least monthly, or seasonally and for special events and holidays. Always have a good inventory of the items on display. o Shannon McKenzie is a senior staff tennis professional at Sea Pines Racquet Club on Hilton Head Island, S.C. She is a former touring professional and has vvorked as a writer and editor for a top-10 publishing house in New York City.

McKenzie is a Shannon McKenzie graduate of Carleton College in Northfield, Minn., and has worked in the tennis industry for more than 10 years.

You too can become. a Tennis week cover girl (or .boy) send a photo (and desired caption> and we will create a Tennis week cover.

$29.95 including postage

Tennis week cover 124 E. 40th street, Suite 1101 New York, NY 10016

22

ADDvantage January 1994

Survey clients

(continued from page 12)

customers, the quicker our facility will stand out as an example of excellence.

The result of excellence in sales and service is higher member retention and referrals, increased lesson and pro shop revenues, and an overall higher level of activity and participation in the facility's programs. <3

Conduct a survey for pro shop customers.

L___ _ _ _ _____..L...__

__J

Joe Dinotfer coordinates adult clinics at Fretz Tennis Center in Dallas. He has been a USPTA member since 1973.

Dinotfer has an extensive teaching career, includ ing program development for more than 50 clubs, camps and resorts around

the world . During his 10 years as vicepresident of operations and marketing for Peter Burwash International, he traveled to more than 55 countries conducting clinics and exhibitions, and trained more than 300 teaching professionals in all phases of the industry.

Joe Dinoffer

individually with each student, or to address the group as a whole.

The central point to convey to students i~ that they must be involved in their own goalsetting and strategic planning . The role of a teaching professional is to lead them through the planning process and help them develop the skills to achieve their goals.

Pro shop customer survey These points could be formatted into a survey :for customers.

• What is your annual budget for tennis equipment and clothing?

• What are your favorite equipment manufacturers for racquets, balls, clothing and shoes?

• What percentage of your equipment budget is spent at our pro shop?

• Where else do you shop?

• What steps could we take to obtain a greater share of your business?

As a follow-up to this type of survey, try contacting those surveyed with your plans to better serve their specific needs and desires. The results of the survey could be published in the club's newsletter, along with practical plans that respond clearly to the customer's needs. You may want to offer a discount coupon for merchandise or lessons as an ncentive for completing the survey.

Programming survey This survey can measure levels o~ activity desired by members and by your customers in general Some possible questions are:

• How frequently do you play?

• Which do you play most, singles or doubles?

• Are you interested in recreational or competitive play?

• Do you participate in leagues?

• What are your favorite tennis activities, and which club activities do you most enjoy?

• In what kinds of activities would you like to participate, but currently are not being offered?

Again , an effective follow-up to this survey is to publish the results in the club newsletter near the activity calendar page. This action demonstrates how the advice of the club's customers is being followed .

Comment card Another useful survey which can become an ongoing source of feedback for improvement is the general comment card A comment box should be displayed clearly, and a small bulletin board near the box can be used to share the comments and responses with members.

One way to respond to customers' comments is to post the answers on the bulletin board with the comment card itself Self-sticking note paper can be attached to the comment card , so people will get an opportunity to read both the comment and the response.

Customer surveys are conducted daily by successful service and sales organizations.

The tennis profession is a combination of both sales and service, and the more we can anticipate and prepare to meet the needs of

CLASSIFIED ADS FREE SAMPLE Bob Larson knows where the jobs are. His TEACHING PRO newsletter lists everything from entry level through Director of Tennis. For FREE SAMPLE; must send business card and 29c stamp to Bob Larson Free, Box 24379-H, Edina MN 55424 HITTING PARTNER/PERSONAL COACH Tour players and academies are looking for hitting partners and personal coaches.

For information on how to get these exciting assignments, write Bob Larson, HP /PC, Box 24379-H, Edina, MN 55424.

TENNIS DIRECTORS New association being formed to assist you in improving your professional image, help you find better jobs and improve your life in general. For details, send business card to TDA, Box 24379-H, Edina MN 55424 COLLEGE COACHING JOBS Bob Larson's TENNIS JOBS: COLLEGE COACH newsletter lists available college coaching jobs. 12 issues $37 Bob Larson CC, PO Box 24379-H, Edina MN 55424 FINDERS FEES We pay you $10 if you call first with information leading to new job listings.

Call Leslie Kauffmann 605-532-5470.

ADDvantage January 1994

23

..... .o ;:,

"We want to be able to look back and say to all concerned, that we did what we had to do, when we had to do it, and with all the resources required."

Arthur R Ashe Jr. World AIDS Day U N General Assembly December l 1992 I

If you would like to support the Foundation by selling logo merchandise organizing a special event on World AIDS Day,(December 1, 1993), or to make a donation, please write to I

The Arthur Ashe Foundation for the Defeat of AIDS, Inc. 100 Park Avenue, 1Oth Floor New York, N Y 10017 U.S.A. Phone (212) 922-0096

Checks should be made payable to: The Arthur Ashe Foundation for the Defeat of AIDS,Inc. The mission of The Arthur Ashe Foundation Is to educate the public about AIDS while raising funds to be distributed worldwide to established AIDS organizations Involved In research, clinical trials, patient support services and education.

• Topic: Sport science and sports medicine

•

The three primary ways of conveying technical information are:

6. In weight training, four concepts of proper movement are:

D A. Corrective, non-corrective and kinesthetic D B. Verbal , written and kinesthetic D C. Verbal , visual and kinesthetic D D. Written , visual and feedback

D A. Frequency, speed , volume and controlled stability D B. Speed , technique, intensity and controlled stability D C. Volume, speed , technique and range of motion D D. Speed, controlled stability, proper technique and range of motion

2. The faster the racquet head is t_raveling at impact, the greater the force applied to the ball (i.e. , force e quals mass times acceleration).

Which of Newton's laws applies to this statement?

D D D D

A. The Law of nertia B. The Law of Acceleration C. The Law of Action and Reaction D. The Law of Gravity

3. True or false. The primary injury areas in tennis are in the tendon , muscle and ligament.

•

4. True or false: An injured part of the body held above heart level increases th e gravitational (hydrostatic) pressure on th e blood vessel system in the injured area.

5. True or false: The acronym PRICEM stand s for protection , rest, ice, compression elevation and medication .

7

True or false. During training , coaches must be sure to consciously incorporate rest and recovery periods both in and between sessions.

8. True or false . Complex sugars are those sugars rapidly absorbed into the bloodstream leading to a rapid rise in blood sugar.

9. Which of the following is an important source of calories that also adds insulation and lubrication to the body?

D D D D

A. Protein B. Fat C. Carbohydrates D. Alcohol

10. This vitamin helps in the formation of bones and connective tissue, helps the body utilize calcium and iron and is necessary for healthy tissue .

D D D D

A. Vitamin A B. Vitamin K C. Vitamin E D. Vitamin C

11

Which mineral combines with calcium for bone and teeth hardness?

D D D D

A. Iodine B. Phosphorus C. ron D. Sodium

12. Which of the following are not good choices for a meal .high in carbohydrates?

D D D D

A. Pasta dishes B. Waffles and pancakes C. Fruits and vegetables D. Candy bars

13. What percentage of body weight is transmitted through the foot and onto the ground with each step?

D D D D

A. 100 B. 101 C. 102 D. 103

14. True or false : Drinking cold water rather than tepid water is preferable, since cold water leaves the stomach sooner and exerts a desirable cooling effect on th e body.

15. Which of the following is not a warning sign of heat stroke?

D D D D

A. Blurred vision B. Nausea C. Dizziness D. Normal rational behavior Answers on page 26.

ADDvantage January 1994

25

The two R's

by Art Snow

Does your success rely on the number of hours you teach? Are you not the busiest pro at your club? Are you not as busy as you used to be? Would you like to be more successful? If the answer to any of these questions is yes, the points included here may be helpful to you .

The two 'R's' is a philosophy which states th at success relies on two factors: repeats and referrals. The tennis-teaching profession is a highly competitive business, with the professional serving as the product, the promotions department and the CEO. My philosophy of the two R's' is simple: Every person who takes a lesson will leave with the genuine perception that they received value for their money. This will , in turn , mean repeat business for me. Each satisfied client will speak highly of my product

Vice president's message (continued from page 5) instead of teach students. However, the finest hospitals reward accomplished surgeons at financial levels exceeding those of hospital administrators.

Every profession needs to encourage achievement for skills acquired within the trade. Tennis should be no exception. The challenge to tennis professionals is to identify their own unique skills.

USPTA wants to assist members in this process. The Continuing Education Program helps to motivate pros to choose disciplines within the industry that are appealing and direct them toward career paths dedicated to achievement and excellence. Teaching and coaching tennis should not be seen merely as an entry into the tennis industry, but a serious lifetime career.

Unlike the playing professional , whose demand will dissipate in later years, there is no replacement for the seasoned, expert teacher whose value should increase with age and experience. What can you do to protect the value placed on these assets in the future?

Encourage young pros to consider coaching and teaching tennis as a profession. Plan 26

ADDvantage January 1994

and refer a minimum of two people. Each of these two new clients will become repeat customers and refer two clients.

This philosophy alsq works in the other direction. For example, if someone receives a bad meal or bad service at a restaurant, he or she will tell friends, who each tell two friends.

Every time professionals walk onto a court, they must use this philosophy in a positive way to build a client base. A large client base will result in an increased income from more on-court business.

Value will earn a professional repeat and referral business, so consider what you are doing to make clients feel their lessons have enough value to warrant another lesson or prevent them from going elsewhere.

Take the time to set goals with a student,

for it by collecting the wide array of tools and resources needed to be successful and structure jobs that prevent burnout. Build a working knowledge of applied sport science and use it to coach and develop players of all ages.

Tennis needs expert teachers to take care of our players and to motivate a new generation of young teachers and coaches. Will on-court pros and coaches survive? It's up to you! o

Answers to Quiz on page 25.

1

and follow up by discussing a practice plan . nitiate contact after lessons to check progress, and arrange challenging games for them . Emphasize that the service does not end when the hour lesson is over.

In troubled economic times, club members will spend money less freely. However, they will spend money on things with a perceived higher value. So, remember that every lesson can affect your income and business activity level o

Art Snow is the head tennis professional at Boca West Club in Boca Raton, Fla . and has been a USPTA member for eight years.

OSPTA's Across America Tennis Day

c

2. B True False True D True 8. False 9. B 10. D 11 B 12. D 13. B 14. True 15. D Source: The USPTA Sport Science and Sports Medicine Guide, Volume 3.

4.

5.

6.

7

May 14 (713) 97-USPTA

US PTA Board nominations • The National Nominating Committee is accepting applications from members who are interested and available to serve on the national USPTA Board of Directors for 1994-95. Applicants must submit a resume and a 250- to 500-word essay outlining their opinions on the goals and directions of USPTA. These materials should be postmarked no later than March 1 and sent to: Ted Meyer 10920 Ramshorn Road Midlothian , Va. 23113 • The 1994 Senior's Championship will be held May 23-29 in San Jose, Calif and surrounding communities, with the Courtside Tennis Club in Los Gatos, Calif serving as the host site.

'The nternational Tennis Federation tournament will attract nearly 450 players, with two-thirds of the players representing 30 countries from around the world , said Gordon Collins, tournament director, USPTA president and tennis director at Courtside Tennis ~ lub.

• Steve Krulevitz, a USPTA member, was inducted into the Mid-Atlantic Tennis Foundation Hall of Fame. He is a teaching pro at Greenspring Racquet Club in Lutherville, Md. the founder of the Steve Krulevitz Tennis Program and has coached Jaime Yzaga of Peru and Gilad Bloom of Israel • USPTA professional Bret Arrant is the head tennis coach of the Stephen F. Austin State University women's team in Nacogdoches, Texas. He also is the director of tennis at Live Well Athletic Club in Lufkin , Texas, and continues to teach in Nacogdoches at the Bret Arrant Tennis Academy.

• Randolph Hills Tennis Club n Mount Freedom N.J. has a new owner USPTA professional Stuart Gerechoff He worked as an assistant coach for Stuart Gerechoff

Carol Weyman (1-r), Joyce Tabor, Leigh Ann Taylor, Tiffany Gillingham, Shirley Silveria and John H. Ingram Ill.

the New Jersey Stars, is on the board of directors for the New Jersey Fitness and Sports Foundation , and helps coach junior players, Justin Gimelstob and Eric Taino.

• Michael C. Soule, USPTA professional , has been appointed the director of tennis at the Enchantment Resort in Sedona, Ariz.

He also is coordinating an extensive adult package program for resort guests in affiliation with Grand Slam Sports.

• USPTA professional Denise Komula is the new tennis director at the Doha Club, Qatar n the Middle East. She has been a Peter Burwash nternational professional for five years and has taught tennis in Denise Komula Austria, Canada, Poland, the Caribbean, Wisconsin and Maui.

• John H. Ingram, USPTA, was the tournament director for the USTA National Mother-Daughter Hardcourts, held at the

Prestonwood Country Club in Dallas.

Joyce Tabor and Leigh Ann Tabor of Orange Park, Fla. won the event by defeating Shirley Silveria and Tiffany Gillingham of Los Gatos, Calif The event was sponsored by the Maureen Connolly Brinker Tennis Foundation and the Tennis Competitors of Dallas.

• Punahou School in Honolulu and the Royal Waikoloan Resort in Kana, Hawaii , have been co-awarded the 1993 Member Organization of the Year by the USTA-Hawaii Pacific Tennis Association.

Founded in 1841 Punahou School is the largest independent school in the nation and the oldest U.S. school west of the Mississippi.

The director of tennis is Bernard Gusman, president of US PTA's Hawaii Division, and the head professional is Judy Weitz, secretary for the Hawaii Division.

The school also employs Rusty Komori, Kyle Kaneshiro, Leilani Magee, Lee Couillard, George Wong, Debbie Latta, Carolyn Katayama and Stacy Panui, all USPTA professionals.

USPTA professional Cheryl Shrum teaches at the Royal Waikoloan Resort, and (continued on page 28) ADOvan~~ Januery

1H4

27

Industry action

(continued from page 27)

received the USTA-HPTA Media of the Year Award as publisher of Hawaii Tennis News.

Other USTA award winners include the family of Richard Kagawa, chosen as the Family of the Year. Kagawa is a USPTA professional and the director of tennis at the Waiakea Racquet Club jn Hila, Hawaii .

• The Southern Division Convention and annual meeting, held in Little Rock, Ark. attracted approximately 130 attendees who participated in the Ultra Slim-Fast TeamTennis tournament and educational sem inars.

• The Houston Professional Tennis Association men's open singles championship, had several USPTA professionals participating , including Tommy Connell, Roger White, Friday Otabor, Steve Kennedy, Jim Parker and Tin Capulong, tournament director.

• Make plans to attend the following events in 1994, which all count for USPTA education credits: USTA Tennis Workshop, Feb. 3, Atlanta, Ga.

Southern Division membership meeting 28

ADDvantage January 1994

CMAA Annual Conference, Feb. 6-10, San Antonio, Texas USTA Area Training Center Workshop, Feb. 24-27 ndianapolis, Ind .

IRSA International Convention and Trade Show, March 23-27 Reno, Nev. USTA Tennis Teachers Conference, Aug 27-30, New York, NY ITA Coaches Convention and Championships, Dec. 15-20, Wesley Chapel , Fla.

USTA • The Atlanta Chapter has been named the 1993 USTA/National Junior Tennis League Chapter of the Year. The chapter served more than 2,500 young people through its year-round USTA/NJTL program· and held its third annual two-day USTA/NJTL Regional Rally, with more than 200 young tennis enthusiasts representing 14 chapters

from Alabama, Georgia, North Carolina, South Carolina, Mississippi and Tennessee.

Manufacturers • A Har-Tru fast-drying tennis court with the Aqua Grid underground irrigation system has been installed at The All England Lawn Tennis and Croquet Club at Wimbledon

by Har.:rru Corp. and En-tout-cas, its contractor-distributor in the United Kingdom.

• Win Sports introduces Mixer Doubles Software, which schedules all matches/ games for rotating partners round-robin doubles events. The program schedules from four to 32 players for any number of rounds. Mixer is menu-driven, runs on IBM PC compatible computers and is available for an introductory price of $99. For more information, call (714) -894-8161 or write Win Sports, 15892 Redlands St. Westminster, Calif 92683-7612.

We're not go1ng to waste your t1me Pro Penn. It's endorsed by the US PTA and just about everyone else who knows what they're do1ng.

For more information call -800-BUY-PENN.

1-900-860-91ll $ 99

per mrnute

Latest News on Tennis ••• 24 hours a day. Up-to-the-minute results from the week's major events. Information on th·e top seeds on both men's and women's tour. Updated hourly.

.

presented

by

-~~~~~~~.=, ,~~r l l.

1 J

• .......• ......

J

_ _

Nick Bollettieri Tennis Academy

.ti~ IHfJ ~~" UNITED STATES PROFESSIONAL TENNIS ASSOCIATION, INC. World Headquarters One USPTA Centre 3535 Briarpark Drive Houston , TX 77042-5235

BULK RATE U.S . POST AGE

PAID Permit No. 3887 Tampa , FL