Addvantage 2017 February

Inside this issue Playing Tennis Linked to Longer Life – 49 Five Foundation Blocks of Coaching – 52 The Key Principles to Operating a Profitable Tennis Program – 56 Departments: 42 CEO’s Message 52 Inside Coaching 44 Vice President’s Message 56 Master Pro Corner 46 USPTA News 58 Career Development 49 Beyond the Court 60 Member News Read more articles online at www.ADDvantageUSPTA.com On the cover: USPTA Past President Tom McGraw and President Chuck Gill oversee the construction of our new corporate headquarters in Lake Nona, Fla., adjacent to the new Home of American Tennis and the USTA National Campus.

CEO’s Message

Lake Nona update

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t has been some time since I have been able to share with you the status of our project to construct our new corporate headquarters in Lake Nona, Fla., adjacent to the new Home of American Tennis and the USTA National Campus outside of Orlando, Fla. I have received many phone calls and emails from industry people and USPTA members alike that have been under the assumption that we had already moved.

So, my intent with this writing is to set the record straight and provide a realistic timeline as to when we expect to take occupancy of our new building.

By John Embree not be able to move into our new digs until sometime in May or maybe even early June. That is a far cry from the late-March date that we had originally planned, but so it goes. Obviously, so much depends on the weather cooperating and not running into any major snafus along the way.

For any of you who have been involved with building a home or other large projects, I don’t have to tell you that unforseen things happen that can easily sidetrack the process.

However, since I have personally relocated to Lake Nona (arriving in early

Work began at the site of the new USPTA World Headquarters after Thanksgiving.

Up until this point, there was nothing really to report because we have been in a holding pattern until we were issued our building permit from the city. We had anticipated that we would be granted the permit back in September, but unfortunately, for reasons beyond our control, that did not happen.

After a three-month delay, we were finally issued approval for the permit just prior to Thanksgiving. Actual construction commenced the week thereafter.

In working with our general contractor, they forecasted the project to be completed five to six months from the date we got underway. If that is true, it would mean that we would

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­ ovember), it will be easier to manage N the project by being here locally rather than having to do so from long distance if I were still in Houston. To be able to stay on top of any development that will undoubtedly occur in order to minimize further delays is bound to help us meet or even exceed our projected timeline.

Being physically on site has its other advantages as well. Spending time at the new USTA complex on the National Campus brings perspective on how important this venue is going to be for our sport. On any given day, one can see a host of manufacturers, industry executives, representatives from allied

organizations, grassroots champions, media, USTA volunteers/staff, etc., coming through the facility. People not only want to see the incredible complex but to conduct meetings in order to be aligned with the opportunity that the Home of American Tennis will provide.

Who wants to visit us in an oil and gas commercial district of Houston?

The enthusiasm for this facility is overwhelming. Tennis is on everyone’s mind, whether it be to play or talk about it. Growing the game is not only our charge but the mission of everyone engaged in the sport. While we are all in the game because we love it, we also have a burning desire to get on the court for our own well-being and stoke the fire that burns in all of us to hit some balls. There is no excuse for any of us who are here to not get on the court and get some exercise and to do so on a regular basis. I can’t wait!

Meanwhile, the transition for our staff continues to be a major concern.

Since we will remain in our current domicile in Texas for the next four to five months with the existing team, we won’t be restructuring our group until April, at least. The good news about that is that we will get through the all-important dues season (which is going on now) with our current crew intact. And with the prospect of suspending close to 2,000 members who did not comply with the professional development requirement at the end of December, the continuity of our employees will be crucial as we work our way through these critical months in Q1.

I have said it many times previously and I will say it again: this is an incredibly exciting time to be part of the USPTA! As 2017 rolls in, it will be a new beginning in our rich, 90-year history.

There is so much to which we can look forward. I am eager to open our doors of our high-tech, eco-friendly operation to all of you. Come visit us at any time. Our new home is your home. See you soon! h

Vice President’s Message

Tennis Industry Takes Notice of USPTA Professional Development

By Alan Cutler

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ongratulations! Our organization has just made it through the first three-year period of professional development, and you are now part of the best educated tennis-teaching professionals in the world!

As we all know, this was more than just a gentle push to encourage our members to continue to improve their teaching skills and garner formalized educational credit. This project was an extremely successful effort at moving toward fulfilling the mission statement of USPTA: “The purpose of USPTA shall be to elevate the standards of tennis-teaching professionals and coaches.” With everyone’s effort, the members of USPTA have really stepped up and the industry has taken notice – something that each USPTA member can be proud of accomplishing. But this is just the start.

In order to continue the process, each of us can do a little bit more to continue further “elevating the standards.” Following are a few things you can consider doing to do so: You might want to consider printing out a copy of your education report card and sharing it with your employer. Submit it as something to be placed in your employee personnel file as proof of your credentials. This will go a long way in documenting your commitment to continually improving your skills, not just on the court but in all phases of the tennis industry. Keep in mind that continuing professional development helps you progress up through the career ladder and expands other career opportunities and options that might not yet be on the

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horizon. Of course, picking up new ideas, getting energized, and sharpening and focusing your current skills will make your lessons just that much better.

Many of you have already taken advantage of USPTA’s website, tennisresources.com. You may not be aware that new courses are being added all the time. It may be helpful to schedule a regular website visit to check out what’s new and exciting. Becoming a lifelong learner has been identified as one of the habits of effective people, and the minutes you spend on the website will certainly provide huge returns on your time investment.

Members of USPTA have really stepped up and the industry has taken notice.

One of the best things about this type of education is the delivery method. It is conveniently available whenever you want it. It is easy to use and the credits are recorded in your professional development report card as soon as you complete a course. Also, the monthly webinars are recorded and available through the website.

As we continue to be lifelong learners, remember that this is part of growing as a person as well as a professional.

The more knowledge you gain, the easier it will become to adapt to new and different situations. Take the time to learn something new every day. In the long run this makes you more valuable to your employer. We should also encourage our employees and students to value the learning experience. We teach students new skills all the time; it

is also important to make time to learn ourselves.

Don’t forget that USPTA World and division conferences, as well as educational offerings also earn you credits.

Aside from that, credits are also given for most conferences, educational courses and seminars you take outside of USPTA. This can be anything from a CPR/first aid class to a college class.

If you are uncertain if the course you are planning to attend will provide you credits, feel free to contact the Education Department at USPTA. Of course, submitting your activity for credit in a timely manner is also highly recommended, so make sure that if you attend an education event or conference, you submit your documentation soon after.

As the national Education Committee and division conferences continue to expand the professional development offerings, we are eager for suggestions and recommendations on ways to improve the options and other methods of delivery. Your Board of Directors is here to provide services to our members and we can’t always provide the services you need if we don’t know what they are. If you have the time to get more involved, please contact your division or national leadership. Your organization can always use the help, and if you have the willingness, we can use you.

We look forward to starting the next three-year professional development period, and USPTA is taking a few more steps toward becoming the organization of the most educated tennis professionals in the world. Join us in achieving this lofty goal so we can all stand proud and make the rest of the world take notice. h

USPTA News

USPTA to Offer USPA Certification

USPTA partners with USPA to provide additional certification options for members

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he USPTA has partnered with the United States Padel Association to provide additional certification opportunities for both USPTA-certified Professionals and padel professionals.

The USPA will be working with the USPTA to assist qualified USPTA members who are seeking to become certified as USPA professionals while giving USPA professionals affiliation under the USPTA umbrella. As part of this relationship, USPA members will have access to all USPTA member benefits.

“I am very pleased that the USPA and USPTA are joining forces and are working together to better the coaching experience for our teaching professionals in tennis and padel. As a longtime supporter and member

of the USPTA myself, I foresee great development for both organizations in helping further educate tennis and padel professionals,” said Mike May, USPA Executive Director. “ As with the Professional Platform Tennis Association last year, USA Padel viewed an affiliation with the USPTA as beneficial to its members ... it is evidence that other racquet sports coaching bodies value and respect the USPTA as a world-wide leader in education and certification.” ~ John Embree, USPTA CEO

Padel is a racquet sport that combines the elements of tennis, squash and badminton. Over the course of the past 10 years, padel has begun to spread rapidly throughout Europe as well as the United States. Since the creation of the USPA in 1993, the sport has continued to make great strides worldwide. Both youth and adults compete every two years in the Padel World ­Championships.

“As with the Professional Platform Tennis Association last year, USA Padel viewed an affiliation with the USPTA as beneficial to its members,” said John Embree, USPTA CEO. “It is evidence that other racquet sports coaching bodies value and respect the USPTA as a world-wide leader in education and certification.” h

USPTA News

2017 USPTA Annual Awards Program Open for Nominations

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SPTA is looking for deserving tennis professionals who are growing the game of tennis as it accepts nominations for the 2017 awards program.

The awards application deadline is April 10. Both online forms and downloadable applications are available at uspta. com/awards. Applications submitted via email must be sent by April 10 at 11:59 p.m., Eastern Time. The entire application and ALL supporting materials must be received on or before the deadline to be considered by the Awards Committee.

Applications will not accepted after the deadline. Only electronic applications will be accepted.

USPTA award categories include: • The George Bacso Lifetime Achievement Award recognizes a member who, over a career, has demonstrated exemplary achievement in areas including contributions to USPTA and USTA; as a teaching professional, player and coach; in education, research and publications; and with other organizations, achievements and contributions.

• The Alex Gordon Award for Professional of the Year recognizes a member who, over a year, has demonstrated exemplary achievement in areas including USPTA, allied organizations, club achievements, career development, volunteerism, coaching achievements and playing achievements.

• USPTA Stars are members who have dedicated many years to volunteering in grassroots tennis. Through initiatives incorporating multicultural and other aspects, they bring the sport and sportsmanship to the players they touch.

• The USPTA Industry Excellence Award is given to teaching professionals who take both an altruistic and entrepreneurial attitude toward their jobs. They build programs that bring tennis to more people and are

2016 USPTA Award Winners also successful in growing a tennis business. The recipient of this award will receive a $1,000 grant from the Tennis Industry Association and a Tennis T ­ utor ball machine from Sports Tutor.

• The Steve Wilkinson College Coach of the Year and the High School Coach of the Year awards recipients are usually selected based on their results as team coaches, however, individual coaches may be considered. The Tim Gullikson Touring Coach of the Year is selected on the basis of his or her work with a playing professional on the ATP World Tour or the WTA Tour and/or touring juniors.

• The George Bacso Tester of the Year award recognizes the USPTA tester who does the most to advance certification opportunities and the certification process.

• The USPTA Lessons for LifeTM Award recognizes USPTA members who have done the most to raise money for charities through tennis events.

While the award spotlights individuals who have raised large amounts of money, it also honors those hosting the most creative, original or unique tennis event to raise money for charities.

• The USPTA Diversity Award recognizes USPTA members who have demonstrated an outstanding ability to unite diverse populations within their community through tennis.

• The USPTA U30 Award recognizes a USPTA member under the age of 30 who, through their tennis-teaching and volunteer spirit, has increased opportunities for others to participate in tennis. This member exemplifies and emphasizes individual achievement and sportsmanship along with teaching the physical attributes of the sport.

• The only USPTA award available to nonmembers is for Manager of the Year, Large and Small Facility.

Applicants/nominees must be the general manager (in function, if not in title) of a club or tennis facility.

Nominations for the above awards may be submitted by a USPTA division or a certified USPTA member in good standing, as long as an official application form is used. Member self-nominations are accepted.

Recipients will be recognized during the USPTA World Conference, Oct. 10-15, at the Renaissance Orlando at SeaWorld®.

Since changes have been made to some individual categories, as well as Division of the Year criteria, please be sure to read the general rules and requirements for each award carefully. Also there are changes to the awards format and presentation at the conference, so please note that while all awards will be announced in writing at the conference, not all awards may be presented formally. For more information, contact pr@uspta.org. h

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Beyond the Court

Playing Tennis Linked to Longer Life

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s tennis the true fountain of youth? New research indicates that playing tennis could be associated with longer life.

The British Journal of Sports Medicine recently released a study that finds that in terms of exercise, swimming, racquet sports and aerobics seem to be associated with the best odds of staving off death from any cause, and from heart disease and stroke in particular.

In the study, researchers analyzed data from 11 national annual health surveys for England and Scotland from 1994 to 2008. The analysis included 80,306 adults with an average age of 52. In each of the surveys, participants were quizzed about what type and how much physical activity they had done in the preceding four weeks, and whether it had been enough to make them breathless and sweaty. Physical activity included heavy-duty domestic chores, gardening and do-it-yourself and maintenance activities; walking; and the six most popular sports and exercises: cycling, swimming, aerobics/gymnastics/dance, running/jogging, soccer/rugby and badminton/ tennis/squash. “ This article continues to reinforce the plethora of research supporting tennis as one of the most beneficial activities to maintain physiological and psychological health.” ~ Jack Groppel, Ph.D. Cofounder Johnson & Johnson Human Performance Institute The survival of each participant was tracked for an average of nine years.

Overall, compared with survey respondents who had not participated in any of the activities, the risk of death from any cause was 47 percent lower among those who played racquet sports, 28

Playing tennis may lower risk of death by heart disease and stroke.

percent lower among swimmers, 27 percent lower among aerobics fans and 15 percent lower among cyclists.

Surprisingly, no such associations were seen for runners and joggers or those who play soccer or rugby.

When researchers looked at risk of death from heart disease and stroke, they found that playing racquet sports was associated with a 56 percent lower risk, with equivalent figures of 41 percent for swimming and 36 percent for aerobics, compared with those who did not participate in these sports. Neither cycling, running/jogging, nor soccer/ rugby were associated with a significantly reduced risk of death from cardiovascular disease, the analysis showed.

“This article continues to reinforce the plethora of research supporting tennis as one of the most beneficial activities to maintain physiological

and psychological health,” said Jack ­Groppel, Ph.D., Cofounder, Johnson & Johnson Human Performance ­Institute.

Researchers caution that this is an observational study and no firm conclusions can be drawn about cause and effect. In addition, the relatively short recall period, the seasonality of certain sports, and the inability to track changes in levels of sports participation throughout the monitoring period may all have had some bearing on the results.

Nevertheless, they conclude that “these findings demonstrate that participation in specific sports may have significant benefits for public health.”

Armed with research such as this, tennis-teaching professionals can continue to make people aware of the health and fitness benefits of playing tennis on a regular basis. h

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Inside Coaching

Five Foundation Blocks of Coaching

By USPTA Professionals Jeremy Carl, Tim Bainton and Farley Youman

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ennis is one of the hardest sports to play and coach. However, it can be the most rewarding if we use five foundation blocks: Committed, Organized, Attentive, Creative, and Heartfelt (COACH).

Coaches can be at the top echelons of their profession by applying these principles to help players at all levels become lifelong lovers of the sport.

1. Committed – Being a tennis coach takes complete commitment, especially when we can see it as a “calling” more than a career. While any certified coach has to complete requirements for certification and ongoing continuing education, it is important that coaches take steps to show real commitment to their students’ growth as well as their own professional growth. Below are some simple and effective ways to do that: l Watch your students play in tourna-

ments. When you recognize improvement in their match play, let them know it as a way of reinforcing what you’ve taught them in lessons. In addition, use software like Dartfish or other similar programs to create and send videos to students and parents, highlighting places where they clearly show improvement.

l Use the knowledge gained from con-

tinuing education to submit articles, provide video tips for your members, and set up free high school coach workshops in your area where you can give presentations.

l Audit a college communication class,

read a book on communication or a book written by a great coach, either in tennis or another sport. This shows commitment to one of the most important aspects of your craft – communication.

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Coaches can be at the top echelons of their profession and help players at all levels become lifelong lovers of the sport by using these five principles: Committed, Organized, Attentive, Creative, and Heartfelt (COACH).

2. Organized – An organized coach in practice will translate into an organized player and problem solver in a match. This goes beyond having a lesson plan ready or showing up 10 minutes early to have everything set up. Below are some effective ways to show your organizational skills to students and parents at your club. l After each session has ended, provide

evaluation forms for parents on their child’s progress recommending what class or drill the player should do next.

l Provide tools for your students to

use when they play in tournaments.

For example, create a simple one- or two-word action plan for serve, return of serve, rallying, and both offensive and defensive situations. Players can look at this action plan during changeovers. Also provide your players a postmatch assessment form that has them evaluate their performance on major shots – forehand, backhand, serve, return of serve, volley and overhead – and talk about it with them later.

l Provide new ideas to grow your pro-

gram and bring new players. For example, to develop more tournament players, hold in-house tournaments to help players get used to the pressure

of tournament play. To help young players understand the fun of competition, hold a Games and Tournament Red Ball night with music, pizza and prizes. After the event, send a thank you email or letter that includes a picture of the group to all the parents.

3. Attentive – When we think of being attentive, we think of the legendary basketball coach John Wooden’s quote, “It’s the little details that are vital. Little things make big things happen.” Below are some examples of how being attentive can go a long way: l Parents like to see that you care

about their child as a person first and an athlete second. Most children play other sports and participate in other activities. If you know they had an event such as a dance recital or soccer match, ask them about it.

l Be attentive to tennis-specific items,

such as whether the child is left-handed or what grip the student uses in the ready position for returns of serve.

l If parents ask why you corrected

something, give them productive and purposeful reasoning for your suggestions and let them know ­specifically how it well help the child

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in the long run. This approach will help lead to more commitment from the student and parent. l In group lessons, remember to keep

your eyes focused on the court you are coaching. If you need to give specific advice to someone in the group lesson who is on the other side of the net, go to that person rather than yell across the court.

4. Creative – A coach’s ability to be creative in setting up a fun atmosphere is one of the most important foundations for coaching. Note the following statistic on kids dropping out of sports from this CNN article, “How to make your kids hate sports without really trying,” by Kelly Wallace on Jan. 21, 2016 (www.cnn.com/2016/01/21/ health/kids-youth-sports-parents).

“Seventy percent of children leave organized sports by the age 13, according to research by the National Alliance for Sports. Let’s put it this way: If your daughter or son plays on a soccer team, seven out of 10 of the members of that team won’t be playing soccer or any organized sport whatsoever by the time they enter their teenage years.”

The same statistic is highlighted in an article titled “Why Kids Quit Sports” published in Coaching, Problems in Youth Sports, Sports Parenting by John O’Sullivan on Tuesday, May 5, 2015 (changingthegameproject.com/why-kids-quitsports). “As I have stated here many times, 70% of children are dropping out of organized sports by age of 13.”

The O’Sullivan article goes on to mention the main reasons why kids walk away from sports – it’s no longer fun and they are afraid to make mistakes. Below are ways tennis coaches can help students overcome those barriers: l Frustration while learning to serve

prevents students from enjoying the game of tennis. The serve is the most psychologically challenging shot because you have a lot of time. Many negative or vague thoughts can come into a player’s mind when serving.

For example, many students think, “I just want to get the serve in.” A research study showed that a person using this thought process before a serve got 15 percent in less than the

same player who thinks before each serve, “I will serve to the person’s backhand and I will aim one foot from the service line and one foot from the sideline.” This is because the brain works best with a specific plan. Furthermore, with a plan of just getting the serve in, you will be going to the opponent’s strength too often. l The coach should stop players when

they use negative comments such as “I can’t get my first serve in.” Coaches should immediately say, “You will get your first serve in and here is how you are going to do it.” The advice should be positive and productive so the student can apply those comments when struggling in a match. One way to practice this is to play 12-point tiebreaks with your student. If during the 12-point tiebreak he misses first serve, have him verbally say the comments before he serves so you know that he is thinking about a positive and productive way to handle the situation.

l Some adults get frustrated with the

serve. If they have great forehands and backhands, they may not work on the serve because they figure they can win with just their groundstrokes. But that’s a bad idea. Explain that the serve sets up the forehand and backhand, and that eventually they will play a big server. They will also need a big serve.

For example, you could have your players play a 12-point tiebreak and if they successfully apply a specific serveplus-one-shot strategy – e.g., serve out wide on deuce side and forehand drive down the line – to win the point they get two points instead of one.

l Have serve games early in your prac-

tices that allow kids to compete from the beginning. Making a game of serving to a certain part of the box is a fun way for children to learn how to serve.

This approach also helps them understand that missing a serve is part of the game of tennis and does not mean they are no longer a tennis player.

l The same game approach can be done

with the return of serve. You can have two teams and call it “tag team return of serve.” Each team has multiple players taking turns one at a time serving and returning. Every time one team completes a successful serve and return, that team gets a point. The first team to seven points wins.

l Base all the other games you play on

problem solving. You can do a game called “wheel of fortune” using an app on an iPad, or create one that has different wheels based on spins, style of play, etc. There are two players. The coach spins and whatever spot it lands on one player has to play with that style of play against another player who also has to play based on how the wheel is spun for him or her.

5. Heartfelt – It is not until your students realize how much you care about tennis that they will begin to understand how much you know about the sport.

Below are heartfelt actions that will keep you motivated and show your true passion for the game as a coach: l Go to tournaments and provide spe-

cific feedback after matches.

l Spend 10 minutes after a lesson

giving parents specific feedback on their child’s progress.

l Hit with new members at the club

when you have downtime and then provide them with names of members as potential hitting partners.

l Encourage fellow coaches to go

above and beyond to help all the students they teach. Remember that your encouragement as a coach is what fuels a successful program with energy, creativity and continuity.

We hope these principles will encourage and guide you in a sport that can be very challenging at times, but the most rewarding sport you could ever coach! h

Jeremy Carl is Director of Junior Tennis for Blue Chip Sports Management and is a USTA High Performance Coach. He was former head pro at Burke Racquet and Swim Club in Burke, Va., and former tennis director at Mount Vernon Athletic Club in Alexandria, Va. Tim Bainton is the Founder and Executive Director of Blue Chip Sports Management and Blue Chip Tennis Academies. A multiple USTA, USPTA and PTR sectional Pro of the Year, he is an HPCE graduate and PTR Professional 5A. He received the 2016 IHRSA Rising Star Award for contributions to the Fitness Industry.

Farley Youman is a tennis professional with Blue Chip Tennis Academy. He is teaching full time at both the Worldgate Club (Herndon, Va.) and the Burke Club (Burke, Va.). He previously taught 250 students over the course of six months at Saddlebrook Tennis Resort (Wesley Chapel, Fla.), which is ranked third in the world by Tennis Resorts On Line.

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Congratulations to all USPTA members who completed the Professional Development requirements during the 2014-2016 period.

By expanding their knowledge of the sport, they have helped both themselves and their students improve their game. These members lead the way in growing tennis.

Thank you all for your commitment to elevating the standards of tennis-teaching professionals and coaches

Master Pro Corner

The Key Principles to Operating a Profitable Tennis Program

By Paul MacDonald, USPTA Master Professional

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he key principles to operating a profitable tennis program will vary based on what type of program and the type of club or facility that your tennis program is affiliated with. Most tennis teaching in our country is done at a memberowned club, commercial club with high monthly dues, commercial club with lower monthly or annual dues, or notfor-profit club, school, university or park facility. One may also be a freelance tennis professional teaching on park courts or school courts. The emphasis of your tennis program will vary based on the importance of membership. At a member-owned or commercial club, programs that involve more members will be a top priority. There is value in generating revenue balanced by the need to get and keep members. At a not-for-profit club or park facility, membership might be a non-issue and you might only look at generating the most revenue that you can per hour.

Only run programs that have a potential to be profitable. When you are running tennis programs, remember what Steven Covey wrote in his book “The Seven Habits of Highly Successful People,” “Begin with the end in mind.”

Start programs that you think will end up growing and being profitable.

Membership revenues are equally as important as program revenues. Increasing your club’s membership helps the club, the tennis programs and the other members. As a tennis professional, if you create programs that attract more members, you will become more valuable to your club. An increasing membership will help fill up your programs and give your current members more players to play with.

All clubs are interested in having new beginner tennis players, especially adults. New beginners are the lifeblood

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Group lessons make learning fun, create bonds of friendship, are a better value for the student, and generate more revenue per court hour. of a tennis club’s membership referral program, as they will refer more new members the first year than an advanced player will in five years.

4) A random private lesson 5) A member utilizing an open court

Special events and tournaments use a large number of courts, but they usually are not the most profitable programs per hour. These need to be weighed case by case to evaluate if they are good for the membership and the bottom line.

Offer a program for every member, age and level, and have a program where players can go from lower levels to higher levels. Why should a member join your club if you do not have the programs to serve their tennis needs? We know that the majority of tennis players are intermediate players. However if we give all players the opportunity to improve, they will appreciate the chance to upgrade their games. If you have a program that can take a player from the tots beginner level to the adult advanced level, you give yourself the potential to grow at all levels. Ambitious players will love the fact that they can stay and improve with you in your program.

Attrition is directly related to the ability of play. If you are a 5.0 player and move into a new city, you probably already have your next club picked out before you close on your home or condo. If you are a 3.0 player, you might delay getting involved back in tennis. People who label themselves as tennis players usually will never give up playing unless they have a medical condition. People who are not as hooked on tennis will find other activities to participate in.

Prioritize court usage by the programs that generate the most revenue, involve the most members and that go for the longest amount of time. For example, the priorities at an indoor club may be: 1) Season court time 2) Group lesson series of 10 weeks 3) A series of private lessons

Set aside your most popular time slots for your lower level students. The same phenomena of level of play and player commitment also carry over into your programming decisions. Eliminate all the excuses for lower level players to not sign up for your programs. For example, adult beginner lessons should be offered

at your best morning and evening times so that players can begin playing tennis without any obstacles. Your men’s 5.0 team practice can be from 8 to 10 p.m. and attendance will still be good.

Group lessons are a better use of club resources than private lessons.

1) Group tennis lessons generate more revenue per court hour. For example, a full group lesson with six players per court might generate $150 per hour (six players X $25 per player = $150). A private lesson generates between $66 and $95 per hour.

2) Groups create bonds of friendship and improve usage and retention. If a member only plays with a tennis professional, he just has a relationship with the pro. In a group, players will form bonds of friendship that will keep them in the club.

3) Groups make learning fun. Sure, you can make a private lesson fun. But a group lesson can be a blast with all of the different games you can play and honest competition with your peers.

4) Group lessons are a better value for the student. At many clubs, group lessons cost 25 percent of what a private lesson costs.

5) Group lessons can operate without a specific tennis professional being present. Group lessons can meet with a different tennis professional as a substitute.

6) Groups meet even if one of the players cannot make the group lesson.

And since they have paid, the program, club and tennis professional are guaranteed the money and the student has the opportunity to make up the class in a group that is not full.

7) Private lessons are canceled if the student cannot make the lesson.

The country’s largest club corporation analyzed their private lessons for a one-year period and had a 20 percent cancellation rate for private lesson bookings.

8) Private lessons are normally canceled if the tennis professional cannot teach the lessons. At our clubs we always offer the students the option to take a

private lesson with a substitute tennis professional. Very few of our students take advantage of this service.

9) Private lessons do not integrate people in the club as well as group lessons.

The private lesson taker will normally have a terrific relationship with their tennis professional but not necessarily have found the connections to play with other club members.

Despite the benefits of group lessons, private lessons are a big part of most tennis programs for the following r­ easons.

1) Private lessons are the fastest way to learn. In a private lesson you can better deal with the tactical, technical and strategic portions of the game. Also, the tennis professional can teach the student in the manner that the student learns best.

2) Private lessons can fill shoulder court times easier than any program.

All it takes is one tennis professional and one student.

3) Private lessons can fill some of your prime times during your slower seasons. In the indoor club business, the peak months are November through the end of March. During the fall and spring, many of the juniors will be playing high school tennis and the junior groups will not be full. These are the perfect times to utilize private lessons to keep your tennis professionals and your facility busy.

4) Private lessons can be the perfect fit for the student who can not make a regular weekly commitment.

5) Private lessons are essential to creating the coach-student bond that good players crave.

Fill shoulder time with programmed activities.

1) Private lessons are a way to fit in that member who cannot attend group lessons at normal times.

2) Leagues are a great way to have your students play an additional time every week without having to do any game arranging.

3) Parties are a way to make a club a club. The social component is a huge

factor in why people play tennis.

4) Tournaments are a great way to fill your facility when you do not have member play or lessons.

Hire tennis professionals who enthusiastically can and will teach all levels. At many clubs, a tennis professional will teach ladies team drills, women’s beginner and intermediate lessons, juniors, and one or more times per week they teach men’s team practice. In these clubs you need a tennis professional who does different types of teaching.

Agreements should be in writing. Tennis professionals should be provided with a written compensation agreement, employee standards and expectations.

Remember, “If it isn’t written, it isn’t so.”

Tennis professionals should know student’s purpose for coming (i.e., lose weight, socialize, learn to play, etc.).

One key skill of great tennis professionals is their ability to find out the reason why their students are taking a tennis lesson, and plan the lesson accordingly.

Tennis professionals need to be business people as well as teachers, athletes, coaches, salespeople, etc. The best tennis professionals understand that their job security is dependent on getting and keeping customers. Having students come back and/or having their students make referrals are the lifeblood of a tennis professional’s career longevity.

Purposes of the club and the tennis professional have to be aligned. Every club and program is different. At the East Bank Club in Chicago, the world’s largest multi-sport club, the tennis program relies on private lessons for the largest portion of their tennis revenue. This is because their tennis professionals are great at teaching private lessons. At Midtown Athletic Club Chicago, the world’s largest tennis club, group programs are their key revenue producer. Their tennis professionals teach group lessons from 7 a.m. to 11:30 p.m. h Paul MacDonald is the director of tennis at Schaumburg Tennis Plus in Schaumburg, Ill. He is the National Tennis Director of WTS International, a graduate of the USPTA High Performance Coaching Program and is a member of the USPTA Midwest Hall of Fame. He is the Council Chair of the USTA Midwest Junior Pathway and is a member of the USTA National Junior Competition Committee.

www.ADDvantageUSPTA.com 57

Career Development Exams, Upgrades Cardio Tennis & PTCA I

Conferences/ Activities

(4 credits for PTCA I segment)

(Division Conferences – 6 credits)

Feb. 3

Feb. 9-10 Feb. 11-12 Feb. 12 Feb. 13-14 Feb. 18-19 Feb. 18-19 Feb. 19-20 Feb. 20 Feb. 23 Feb. 25 March 4 March 4-5 March 6 March 11-12 March 17 March 17-18 March 18-19 March 19 March 19-20 March 23 March 25-26 March 31

Centennial, Colo.

Atlanta Hilton Head Island, S.C. Orlando, Fla. Edmonds, Wash.

Huntington Beach, Calif.

Palo Alto, Calif.

Vienna, Va. Prairie Village, Kan. Eau Claire, Wis. Haverhill, Mass.

Rome, Ga. La Jolla, Calif.

Boca Raton, Fla. Nichols Hills, Okla.

Houston* Charlotte, N.C. Columbus, Ohio Midlothian, Va. Minneapolis Phoenix Henderson, Nev.

Level 1 Training Course

St. Petersburg Tennis Club; St. Petersburg, Fla.

Feb. 11

Level 1 Training Course Griffin Club; Los Angeles

Feb. 19

Level 1 Training Course

Windyke Country Club; Memphis, Tenn.

Feb. 19-20

Level 1 & 2 Training Course

PTR Symposium; Hilton Head Island, S.C. March 10

Level 1 Training Course

March 17

Level 1 Training Course

ACAC; Midlothian, Va. Crooked Creek Country Club; Alpharetta, Ga. March 19

Level 1 Training Course Park Crossing; Charlotte, N.C.

March 26

Level 2 Training Course Rosen Shingle Creek; Orlando, Fla.

March 27

TRXCT Training Course Rosen Shingle Creek; Orlando, Fla.

April 2

Level 1 Training Course

Wayside Athletic Club; Marlboro, Mass.

Midwest Division Convention Troy, Mich.

Feb. 11 Intermountain Division Convention Centennial, Colo.

Feb. 17 Northern California Convention Stanford, Calif.

Feb. 23 Texas Division Convention Horseshoe Bay, Texas Feb. 24 Missouri Valley Convention Kansas City, Kan. March 2 Mid-Atlantic Convention Alexandria, Va. May 5 New England Convention Stowe, Vt. May 18 Southern Division Convention Lafayette, La.

Webinars (.5 credits)

* This course is held at the USPTA World Headquarters.

Exam reservations must be made at least 21 days prior to the dates listed. Each date includes an exam, upgrade and PTCA I unless noted. Exam cancellations must be received no later than 14 days before the exam, or a cancellation fee will be charged accordingly.

Feb. 3

Watch all recorded webinars at tennisresources.com.

For more information visit uspta.com/Education.

Please visit www.cardiotennistraining.com to register.

Applicant: late cancellation fee – $95; 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 exam will not be accepted until cancellation fees are paid.

Accredited Professional Coach Register your Accredited Professional Coach (APC) and specialty course credits earned with the USPTA SmartCode Education System. This uses your smartphone to instantly register your attendance to all seminars and specialty courses earning APC. To use the system at a seminar, general session or specialty course, you must scan two QR codes. One QR code is on your conference badge. The second QR code will be in your conference notebook and cannot be scanned until the end of the session or the beginning of the next session. If you do not have a smartphone, you may use someone else’s. Forms are available upon request.

58 www.ADDvantageUSPTA.com

Education requirements All USPTA-certified Professionals must earn 6 education credits in a three-year period to remain current. Go to USPTA.com/Education for a partial list of eligible activities. Please send verification (email, letter, certificate, receipt, etc.) that shows you attended the event/activity and submit it along with the date and agenda to education@uspta.org to receive your credit. (International members, Recreational Coaches and those over the age of 65 are exempt.) ­Questions? Write to education@uspta.org or call 800-877-8248, ext. 147.

Member News • Gardnar Mulloy, a member of the USPTA who won 129 U.S. national titles and played competitively into his 90s, has died at age 102 on Nov. 15, 2016. At 102 he was the oldest member of the USPTA. A Master Professional, he was a member for 53 years. The longtime Miami resident competed for 75 years. Mulloy, who served in the Navy during WWII, was 31 when the war ended, and his tennis career had barely begun. He went on to win five Grand Slam doubles titles, including a Wimbledon crown in 1957 at age 43. He was ranked No. 1 in the United States in 1952, started the University of Miami tennis program, and was honored in nine Halls of Fame, including the International Tennis Hall of Fame. Mulloy’s illustrious career lead to encounters with presidents, royalty, movie stars and some of the Photos courtesy of ITHF world’s best-known tennis players. He told the New York Times in 2005 that “the most impressive incident” of his life was on Center Court at Wimbledon in 1957 as Mulloy was receiving the cup for the men’s doubles title from Queen Elizabeth II. He was a strong advocate for expanding senior tennis from age 45 and up to age brackets extending to 90 and above. Mulloy donated a trophy to start a men’s 80 event between North America and Europe, which went on to become an official international senior’s competition in 1996. The Gardnar Mulloy Cup is awarded annually by the International Tennis Federation to the winner of a men’s 80-and-over international event. In his later years, aside from continuing to pursue senior tournament play, Mulloy was the director of tennis on Fisher Island in the Miami area.

• Jill Bachochin, USPTA, joins Five Seasons Sports Club in Northbrook, Ill. Since her debut at Five Seasons, Bachochin has taken on a key role in the club’s 10-and-under tennis development program. Other duties include working with the ladies’ teams, the adult beginner program, and fitness for adults and juniors. Bachochin’s prior roles included serving as a USTA Area Training Center Coach for the USTA Intermountain and Missouri Valley Sections. She was also the Director of Junior Competition and Youth Tennis Coordinator for the USTA Missouri Valley Section (19982000). Bachochin is a certified USPTA Elite and USPTR professional who taught at North Shore Racquet Club in Northbrook for 12 years and most recently, for six years, was Director of the QuickStart Program, Women’s 3.0 Team Director, and Personal Trainer at College Park Athletic Club in Deerfield. Bachochin is an ACE certified fitness professional and Cardio Tennis certified through the Tennis Industry Association, where she bridges fitness and tennis together.

• USPTA Tennis Professional and Head Tennis Coach Todd Rubinstein from Alonzo & Tracy Mourning Senior High in North Miami, Fla., is the winner of the 2016 Florida High School Tennis Coaches Association Wilson 3A Florida High School Tennis Coach of the Year Award. Rubinstein’s overall coaching record: 348-104-2. He has been the head coach for 15 years and has been a USPTA member since 1992. Rubinstein (left) with his player Tom Jaworski (right), who won the 2016 FHSAA 3A Individual State Overall Singles Tennis Championship at Sanlando Park in Altamonte Springs,

NATIONAL BOARD OF DIRECTORS President First Vice President

Chuck Gill Gary Trost

Vice Presidents

Past President CEO Legal Counsel

Alan Cutler Feisal Hassan Ken McAllister Jack Michalko Diane Selke

TM

2016 Mourning High Boys’ and Girls’ Teams.

ADDvantage magazine editorial offices USPTA World Headquarters 3535 Briarpark Drive, Suite 202 Houston, TX 77042 Phone – 713-978-7782 / 800-USPTA-4U Fax – 713-358-7794 email – magazine@uspta.org

60 www.ADDvantageUSPTA.com

Managing editor Circulation

Kimberly Forrester Kathy Buchanan

Office hours: 8:30 a.m. - 5 p.m. Central time ADDvantage is published monthly by the United States Professional Tennis Association.

Tom McGraw John Embree George Parnell

The opinions expressed in ADDvantage are those of the authors and not necessarily those of ADDvantage or the USPTA. Copyright© United States Professional Tennis Association, Inc. 2016. All rights reserved.

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

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Tommy Haas

ATP Tour Player since 1996 Former #2 Ranked Men’s Singles Tournament Director, BNP Paribas Open at Indian Wells

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