April 2005

Volume 33 Number 4 $5.00

10 WAYS TO
FIRE UP TENNIS!
Ideas that can reinvigorate
the pro game and increase
the sport’s popularity
Corporate Tennis Leagues
Can Help Your Business
Peter Burwash International:
Still Serving at 30 Years Old
Australian Open Player
Equipment Log
 Customer Relations
 Retail Signage
 String Playtest
 Ask the Experts
 Tips and Techniques
 Science
Contents R S I A P R I L 2 0 0 5

INDUSTRY NEWS
7 PTR Symposium honors
members, facilities
7 Tennis Channel buys Scottsdale
ATP stop
8 USRSA announces 3 new
certification testers
8 Tail collection shines with
Swarovski crystal
9 “Grommets Network” started
by USRSA
9 K-Swiss fortifies 7.0 footwear line
FEATURES 10 Wheelchair documentary to debut
in April
27 10 Ways to Fire Up Tennis
Award-winning tennis writer Paul Fein says that when enthralling rivalries and charismatic
characters are in short supply, the popularity of tennis doesn’t have to plummet. 11 New tennis collectibles on sale

30 Corporate Dividends 13 Vantage Sport offers custom-built

Starting company tennis leagues in your area can be lucrative for your business, fun for racquets
employees, and beneficial for the corporations.
13 Wilson adds five to Speaker’s
32 Customer Tennis Bureau
For 30 years, Peter Burwash and Peter Burwash International have been providing unrivaled
service to players, vacationers, facilities, and their own employees. 14 In•Tenn releases 2nd DVD

36 Get Down to Business! 14 Prince debuts new T10 shoe

These two racquet sports facilities take different paths, but both lead to increased profits.
14 Atlanta CTA honored by USTA
38 Australian Open 2005 14 Letter to the Editor: Bring tennis
Let your customers check out the equipment their favorite players were using Down Under.
to PGA Show

DEPARTMENTS 24 Retailing Success

4 Our Serve 40 String Playtest: Volkl V-Rex
16 Customer Relations 42 Ask the Experts
18 Industry People 44 Tips and Techniques
20 Your Finances 46 Science
22 Marketing Success 48 Your Serve, by Scott Hanover
April 2005 RACQUET SPORTS INDUSTRY 3
Our Serve
(Incorporating Racquet Tech and Tennis Industry)

What's on Your Business Publishers

David Bone Jeff Williams

Learning Calendar? Editor-in-Chief

Crawford Lindsey

W hat did you learn last week that will accelerate the con- Editorial Director
Peter Francesconi
tinuous reinvention of yourself and your business in
Associate Editor
order to survive, compete, and prosper in today's and Greg Raven

tomorrow's business environment? Approximately 800 PTR Design/Art Director

Kristine Thom
pros spent the last week in February at the annual PTR Inter-
Assistant to the Publisher
national Symposium attending on- and off-court seminars, Cari Feliciano

networking, comparing best practices, and intermingling Contributing Editors

Cynthia Cantrell
with the brightest minds in the tennis community. I was also Rod Cross
Kristen Daley
lucky enough to attend and got to sit in on these sessions: Joe Dinoffer

Q Five 3-hour USTA Sport Science Courses: Sports Psychology, Biomechanics, Sports
Liza Horan
Andrew Lavallee
Medicine, Motor Learning, Physiology
Q Keys to Mastering the Volley—Nick Saviano
James Martin

Q To Carb or Not to Carb?—Page Love

Mark Mason

Q Managing a Tennis Complex—Fernando Velasco

Chris Nicholson

Q Great Games for Teaching Strategy and Tactics—Ken DeHart

Mitch Rustad

Q Nutrition in Action—Dr. Sally Parsonage

Drew Sunderlin

Q Resistance Training for Racquet Speed and Court Speed—Dr. Jeff Chandler
Jonathan Whitbourne

Q How to Develop Young Kids into Champions—Robert Lansdorp

Q Physiology of the Older Player—Dr. Ben Kibler, Dr. Peter Jokl, John Powless
RACQUET SPORTS INDUSTRY

Q Recruiting and Hiring Tennis Pros—Greg Snow

Corporate Offices

Q Games Galore and More!—Lisa Duncan

330 Main St., Vista, CA 92084

Q From Tanking to Top Performance—Linda LeClaire

Phone: 760-536-1177 Fax: 760-536-1171

Q How to Grow Your Tennis Business—Doug Cash

Email: RSI@racquetTECH.com

Q Coaching Through Storytelling—Dr. Jim Loehr

Website: www.racquetTECH.com

Q Playing Smart: With Mind, Not Just Muscle—Dr. Allen Fox

Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time

Q Is Your Tennis Business Service Driven—Mark McMahon

Q CardioTennis Extravaganza—TIA
Advertising Director

Q Strategies for Winning On Court and Off—Dr. Allen Fox

John Hanna

Q Where on the Racquet to Hit for Maximum Power and Minimum Errors—Dr.
Howard Brody
Q Modern Tennis: Technical Solution for Tactical Problems—Brett Hobden
Q The Calorie Counting Game—Dr. Bonita Marks
And, I missed many, many others, not being able to be everywhere at once!
If I were a teaching pro, retailer, club owner, stringer, etc., you would have to
compete against me. Do you feel just an inkling of competitive disadvantage,
inadequacy, or insecurity? No? Well how do you feel up against all those who
have gone to every PTR Symposium, USPTA Conference, and many other edu-
cational conferences for the past 10 to 15 years? Have you ever wondered how
these folks can afford to take an entire week or more away from work every
year? Hmmm, do you think there is a connection?
Crawford Lindsey
Editor-in-Chief
770-650-1102, x.125
john@racquettech.com
Apparel Advertising
Cynthia Sherman
203-263-5243
cstennisindustry@earthlink.net
Racquet Sports Industry (USPS 347-8300. ISSN 0191-
5851) is published 10 times per year: monthly January
through August and combined issues in Septem-
ber/October and November/December by Tennis
Industry and USRSA, 330 Main St., Vista, CA 92084.
Periodicals postage paid at Hurley, NY 12443 and addi-
tional mailing offices. April 2005, Volume 33, Number
4 © 2005 by USRSA and Tennis Industry. All rights
reserved. Racquet Sports Industry, RSI and logo are
trademarks of USRSA. Printed in the U.S.A. Phone
advertising: 770-650-1102 x.125. Phone circulation and
editorial: 760-536-1177. Yearly subscriptions $25 in the
U.S., $40 elsewhere. POSTMASTER: Send address
changes to Racquet Sports Industry, 330 Main St.,
Vista, CA 92084.

4 RACQUET SPORTS INDUSTRY April 2005


INDUSTRY NEWS
INFORMATION TO HELP YOU
Tennis Channel
Buys Scottsdale
ATP Tour Stop
The Tennis Channel has bought the
ATP tennis tournament based in
Scottsdale, Ariz., for an undisclosed
amount. The tournament, which this
year was held Feb. 21 to 27, was
renamed the “Tennis Channel
Open.”
TTC purchased the event from
Scottsdale Tournament productions,
whose managing partner is IMG, the
world’s largest sports marketing and
management agency. IMG managed
and operated this year’s event for
the TTC, but starting with the 2006
tournament, the network will assume
all managerial and operational
responsibilities.
“Owning the tournament will permit
the network to continue its aggres-
sive promotion of the sport by pre-
senting it like no other,” says TTC
President and Founder Steve Bellamy.
The Tennis Channel has had pro-
gramming rights to the tournament
since 2002, and this year telecast
more than 40 hours of play, including
singles and doubles quarterfinals,
semifinals, and finals.
Founded in 1986, the Scottsdale ATP
tour stop takes place at the Fairmont
Scottsdale Princess hotel. The venue
has played host to a series of Grand
Slam champions and tennis house-
hold names during the past 18 years.
R S I A P R I L 2 0 0 5
RUN YOUR BUSINESS
PTR Presents Annual Honors at Symposium
T
he Professional Tennis Registry honored several of its members and two tennis facilities
during the annual Awards Banquet in February at the Crowne Plaza Resort on Hilton Head
Island, S.C. The banquet was part of the annual PTR International Tennis Symposium and
$25,000 Championships (see page 9). Honorees were recognized for service, commitment, and
dedication to the PTR, their communities, and the sport.
Q Professional of the Year—Angel Lopez, San Diego
Q Clinician of the Year—Daniel Leal, Pike Road, Ala.
Q Tester of the Year—Jose Luis Castillo, Cayey, Puerto Rico
Q Coach Verdieck Award–College Coach of the Year—Patty Fendick McCain, University of Wash-
ington, Seattle
Q Coach Verdieck Award–High School Coach of the Year—Susan Minchau, Johnstown, Pa.
Q Coach Verdieck Award–Touring Pro Coach of the Year—Tony Huber, Cypress, Texas
Q Humanitarian Award—Enrique Ninente, Hagatna, Guam
Q Volunteer of the Year—Diana Seggie, Bluffton, S.C.
Q Newcomer of the Year—Beverly Bourguet, Albuquerque, N.M.
Q Wheelchair Pro of the Year—John Johnston, Gainesville, Fla.
Q Male Player of the Year—Raj Bonifacius, Reykjavik, Iceland
Q Female Player of the Year—Patricia Rogulski, Rankweil, Austria
Q USTA Community Service Award—Lisa Duncan, Downingtown, Pa.
Q TIA Commitment to the Industry Award—Wayne St. Peter, Westbrook, Maine
Q Public Facility of the Year—Plaza Tennis Center, Kansas City, Mo.
Q Private Facility of the Year—Kiawah Island Resort, Charleston, S.C.
In addition, the following were honored as PTR state members of the year: Ken DeHart, Cal-
ifornia; Luis Maria Brest, Florida; Pete Collins, Georgia; Enrique R. Ninete, Hawaii Pacific; Doug
Lintala, Illinois; Ajay Pant, Kansas; Alicia von Lossberg, Maryland; Wayne St. Peter, Maine; Henry
Hostetler, North Carolina; Larry Dillon, New Jersey; Todd Miller, New York; Joey Eskridge, South
Carolina; Curtis Holland, Tennessee; Dan Bonfigli, Vermont; John Raker, Virginia.
Sports InterActive Forms Online Tennis Mall
S
ports InterActive LLC, a new venture headed by former Prince executive Herb Sweren, has
established an internet “Tennis Shopping Mall” that consumers can access through par-
ticipating tennis clubs, pro shops and specialty retailers.
“As part of the program, we will develop and implement a website for each club or retailer,”
says Sweren. “The sites will be tailored for each client so that members/customers can schedule
lessons, reserve court time, find matches, register for tennis camp and, of course, shop at the
tennis mall.” Fromuth Tennis will provide inventory for the online tennis mall.
According to Pat Shields, owner of Fromuth, shops must have an existing storefront and a
sales volume to justify the costs of going online. “An account needs to be actively marketing their
retail business and pushing product sales,” says Shields. “The website gives them a powerful new
tool to generate additional sales and profits and grow their business.”
Sweren says he saw the tennis site opportunity after years in the industry working with spe-
cialty retailers. “Members and customers want their pro shop or specialty store to be fully
stocked with the latest merchandise, but small shop owners can’t assume that inventory risk,”
says Sweren. “This takes care of both concerns. It also allows our clients to market through their
website and to compete with big merchandisers while offering members a level of personal serv-
ice the big boys can’t match.”
Launch is expected by April. For more information contact Herb Sweren at 410-484-3322 or
hsweren@sports-interactive.net.
April 2005 RACQUET SPORTS INDUSTRY 7
INDUSTRYNEWS A P R I L 2 0 0 5
USRSA Announces Three
New Certification Testers
T
he U.S. Racquet Stringers Associa-
tion has named three new certifica-
tion testers:
Q Glenster Flint of West Perth, Australia,
is a Master Coach USPTA,
Level 2 TCA, MRT-USRSA,
and Company Director of
Stringing International,
which services elite tour-
ing pros and attends all
Grand Slam and Master Series events.
Flint is also privately contracted by
players throughout the year at non-
scheduled events and holds a Hopman
Cup stringing contract, from 2004. He
also coaches elite players. Flint has a
retail shop in West Perth and a second
shop planned for Brisbane.
Q Al Klieber of Victoria, British Colum-
bia, is originally from Ger-
many, where he worked
as a tennis teaching pro.
Klieber played the highly
competitive regional team
tennis circuit in Germany
for 12 years. He began stringing tennis
racquets as a teenager and has over
28 years of racquet technical service
experience, with nearly 14 years as a
USRSA Certified Stringer/Master Rac-
quet Technician. He has also trained
five stringers to be Certified Stringers/
MRTs. He and his wife created Court-
side Sports Ltd. in 1989 in Victoria,
along with the online store www.court
sidesports.com.
Q Geoffrey Jones of G. Jones Racquet
Stringing in Rochester,
N.Y., received a masters
degree in computer sci-
ence in 1998, but he
always wanted to string
his own racquets. He
bought an inexpensive stringing
machine and learned to string by
watching and talking with a certified
USRSA stringer. Jones then joined the
USRSA, quit his job as software engi-
neer at Eastman Kodak, and went into
the stringing business. He has since
upgraded his stringing machine and
became a Master Racquet Technician
in 2003.
8 RACQUET SPORTS INDUSTRY April 2005
Tail Collection Shines With Swarovski Crystal
T
ail Inc. has developed a
collection of warm-ups
and tops beaded with
Swarovski crystals. The com-
pany is offering two warm-ups,
along with a tank top with
“Love 30” in crystals, to cele-
brate Tail’s 30th anniversary.
“The response to the
Swarovski crystal group has
been incredible,” says Bill
Evans, Tail’s vice president of sales and marketing. “Both golf and tennis shops are
interested in offering them to their customers. We are re-introducing the dressy
warm-up from the past with up-to-date fashion trends.”
For more information, contact Amy Bentley at 800-678-8245, ext 2309.
Prince Is Official Supplier At SAP; Plans New Ball Launch
P
rince Sports was named the official racquet, footwear, apparel, and ball sup-
plier to the SAP Open men’s pro tournament, which took place in Northern
California in February.
Prince originally had planned to launch its entry into the premium tennis ball
category at the SAP Open, but the company said that due to the development
efforts of Prince’s new O3 racquet technology, the ball launch will be slightly
delayed. Prince says that O3 technology increases a racquet’s sweetspot by 54
percent, enabling players to hit their best shots more often.
For the SAP Open, Prince collaborated with Wilson Sporting Goods to private-
label Wilson’s US Open Extra Duty ball for exclusive use at the California event.
Prince says it will launch its new premium Prince Tour ball later in 2005. For
more information, visit www.princetennis.com.
SGMA Has New President, Location
T
om Cove is the new president and CEO of SGMA International, which owns The
Super Show. Cove replaces retiring president John Riddle. The organization, which
also will be moving its headquarters from Florida to Washington, D.C., by June,
says Cove is expected to bring about a transformation of the 99-year old SGMA and
its role as the voice of the sporting goods industry.
“SGMA is committed to our core missions of helping our member companies
improve their business and promoting the interests of the sporting goods industry
to the trade, media, government, and consumers,” says Cove. “Whether it be
through a trade show, an education seminar, a research product or a lobbying event,
SGMA needs to facilitate the exchange of knowledge and ideas, with the goal of
improving our members’ ability to succeed.”
SGMA International is the global business trade association of manufacturers,
retailers, and marketers in the sports products industry.
Ferris State, Head/Penn Form Partnership
F
erris State University’s Professional Tennis Management program has formed
a three-year partnership with Head/Penn. Head will be the official racquet and
Penn the official ball of the PTM program.
Ferris State’s PTM program is the only four-year program that is fully accredited
by the USPTA. Graduates earn a bachelor’s degree in busi-
ness/marketing/professional tennis management and a USPTA professional certifi-

USRSA Starts “Grommet Network”
T
he U.S. Racquet Stringers Association has started a
“Grommets Networking Program” so that members can
find out-of-production grommets for older frames.
The free program is handled via email. Members looking
for a set of grommets send an email to grom-
mets@racquettech.com, then that email is forwarded to all
members on the “grommets list.” A USRSA member who has
that particular grommet contacts the member directly to
arrange payment and shipping.
“We will simply be trying to help put members who need
grommets together with members who have the grommets,”
writes USRSA Executive Director David Bone in an email to
the USRSA membership. The USRSA does not get involved in
the transactions nor does it receive any portion of the sales.
K-Swiss Fortifies 7.0 Line
K
-Swiss introduces the
new Defier RS and
the Mid version of the
Ultrascendor in its 7.0 Sys-
tem footwear line.
The company says the
Defier RS is engineered to
stand up to intense play,
with a TecTuff high-abra-
sion toe wrap to create a barrier between the court and the
foot, and abrasion-resistant DragGuard in the toe and heel
of the Aosta 7.0 rubber outsole.
The Ultrascendor Mid features Secure-Fit Lacing System
to provide ankle support, says K-Swiss. The padded
Achilles Support with Heel-Grip Lining grips the sock to
minimize heel slippage. For more information visit www.k-
swiss.com.
INDUSTRY NEWS
PTR $25K Championship Winners
M
irko Jovanovic of Hilton Head Island, S.C. won the
men’s open singles title at the 2005 PTR $25,000
Championships in February during the PTR Interna-
tional Tennis Symposium. He beat Carlos Bracho, also of
Hilton Head, 6-2, 6-1.
The women’s open singles event was won by Jolene
Watanabe of Bluffton, S.C., who beat Christine Damas of
Hilton Head, 6-0, 6-1. In men’s doubles play, Jovanovic and
Bracho teamed to take the open crown.
The 2005 PTR event featured play in 23 different divisions.
USTA Pro Circuit Hits 91 Locations
T
he 2005 USTA Pro Circuit will include 91 events and nearly $3
million in prize money comprising the world’s largest devel-
opmental tennis tour. The USTA Pro Circuit brings world-class
professional tennis to 26 different states in communities ranging
in size from Troy, Ala., to The Bronx, N.Y. Sixteen tournaments
will be held in the Top 10 markets across the country.
This is the fifth straight year that the USTA Pro Circuit calen-
dar will feature more than 90 tournaments. The USTA increased
the number of men’s Challengers and upgraded the prize money
of three women’s events in order to provide young American
players ranked in the No. 75 to 200 range the opportunity to
earn more ATP and WTA Tour Ranking points.
“One of our goals this year, along with that of our High Per-
formance group, is to increase the opportunities for players at
the Challenger level to earn more ranking points,” said Brian
Earley, Director, USTA Pro Circuit. “The USTA Pro Circuit also
remains one of our most effective means of creating excitement
for the sport. The local tennis communities rally around these
events and they are a great vehicle for generating new fans and
recreational players.”
April 2005 RACQUET SPORTS INDUSTRY 9
 INDUSTRYNEWS A P R I L 2 0 0 5
Wheelchair Tennis Documentary to Debut in April
“C hampions on Wheels,” the first doc-
umentary on wheelchair tennis, will
debut in April at the Palm Beach
International Film Festival. The film, from
director/producer/journalist Grace Shafir,
tells the stories of world-class wheelchair
tennis athletes and their determination,
athleticism, zest for life, and desire to be
seen for their abilities, not disabilities.
Shafir shot more than 130 hours of
video, following such athletes as Sharon
Clark, Beth Arnoult, Larry Quintero, Nick
Taylor, and Steve Welch. The story opens
SHORT SETS
> Pete Sampras and Maria Sharapova
headlined a roster of present and former
athletes at Legacy Villas Desert Smash Pre-
sented by Jaguar and Land Rover benefit-
ing the Tim & Tom Gullikson Foundation,
held March 9 to 10 at La Quinta Resort &
Club in California. The event launched the
10-year anniversary of the foundation,
which was founded by Tim & Tom Gullikson
and their families after Tim was diagnosed
with brain tumors in 1995.
Angles for Tennis” is a new train- >
>ing“Right
aid designed to keep hand and wrist in
Serena Williams defeated Lindsay Davenport
the correct position for various shots and to
develop “muscle memory.” The original
design is available for license or sale to
manufacturers or marketers. For more
information, write Dept. 03-CUT-255, ISC,
217 Ninth Street, Pittsburgh, PA 15222, or
call (412) 288-1300 ext. 1368, or visit
www.isc-online.com.
> The 8th edition of the SGMA Interna-
tional Activewear Color Card has been pro-
duced for Spring/Summer 2006 and
Fall/Winter 2006/2007. The Color Card
forecasts 24 directional colors for the
activewear market. It’s available to SGMA
members for $30; nonmembers for $50.
Visit www.sgma.com.
Munson Inc. of Glendale, Wis., will hold > Stanford beat Kentucky 4-0 to win its sec-
>a Tennis Court Seminar on April 5 at the ond straight and eighth overall title at the
Manchester Suites Hotel East in Milwau-
kee. Nine court construction professionals
will offer advice on how to build, maintain,
and reconstruct courts. Cost is $50 per per-
son and includes handouts, refreshments,
and lunch. Visit www.munsoninc.com or
call 414-351-0800.
10 RACQUET SPORTS INDUSTRY April 2005
at the Paralympic Games in Sydney and
ends four years later at the Paralympic
Games in Athens.
Footage also includes interviews and
comments by such stars as Andre Agassi,
Andy Roddick, Serena and Venus
Williams, Jennifer Capriati, Chanda Rubin,
and Bob and Mike Bryan. The film is nar-
rated by actor Daryl Mitchell of TV’s
“Veronica’s Closet” and “Ed.”
The documentary was made for PBS.
For screenings in your area, visit
www.wheelchairchampions.com.
>Entertainment
In February, The Tennis Channel and E!
Television aired the “Serving for
Tsunami Relief” player and celebrity tourna-
ment, which took place in Houston Feb. 1 and
raised over $500,000.
> The US Open Series, a six-week summer
tennis season leading up to the US Open, has
added the women’s Acura Classic in San Diego
to its roster, which will be played Aug. 1 to 7.
The Series now includes 11 tournaments.
The Australian Open women’s final in which
in three sets was ESPN2’s highest rated and
most-viewed tennis event ever, earning a 1.5
rating and viewed in an average 1.35 million
households.
> Andre Agassi joined the U.S. Davis Cup
team for the March 4 to 6 tie against Croatia
at the Home Depot Center in Carson, Calif. He
joined teammates Andy Roddick and Bob and
Mike Bryan.
>ticated
Auto-Ref Inc. of Canada, owner of sophis-
technology designed to provide
instant, animated video replay from various
angles to improve line-calling accuracy,
received a U.S. patent recently, which covers
technology relating to an optical line monitor
for tennis matches.
USTA/Intercollegiate Tennis Association
National Women's Team Indoor Champi-
onship at the University of Wisconsin's A.C.
Nielsen Tennis Stadium. At the National
Men’s Team Indoor held at the Mid-Town Ten-
nis Club in Chicago, top-seeded Baylor beat
Virginia 4-1.
 INDUSTRY NEWS

Gullikson Foundation
Unveils New Logo
The Tim & Tom Gullikson Foundation to help
brain tumor patients and their families deal with
the social, emotional, and physical challenges of
the disease has unveiled its 10-year anniversary
“Tenacious Teamwork” logo. The organization
was founded by former tennis pros Tim and Tom
Gullikson and their families after Tim was diag-
nosed with brain tumors.

New Tennis
Collectibles on Sale
A
ce Authentic, a new sports market-
ing company in Tampa, Fla., is pro-
ducing tennis trading cards, player
posters, and signed framed photos, as
well as selling game-worn apparel and
merchandise.
The 2005 Ace Trading Card Debut
Edition Set hit the market at the end of
last year with 99 cards, including the
first officially licensed rookie cards of
Maria Sharapova, Justine Henin-
Hardenne, Tim Henman, David Nalban-
dian, Nadia Petrova, Dinara Safina,
Tatiana Golovin and Marat Safin. The set
also included cards for Andy Roddick,
Andre Agassi, Juan Carlos Ferrero,
Paradorn Srichaphan and Anna
Kournikova.
“There is currently a great demand
for tennis trading cards as well as tennis
memorabilia,” says Ace President Todd
Goldman, who also is the publisher of
Tennis Life Magazine. “With the
increased interest in tennis and its per-
sonalities, these products will quickly
find a niche.”
To order, call 800-600-4364.

Corrections
 The suggested retail price for Pow-
erAngle racquets is $179, and the
website for more information is
www.PowerAngle.net. Both were
listed incorrectly on RSI’s Racquet
Selection Map in the March issue.
The toll-free number for PowerAn-
gle is 877-769-3721.

April 2005 RACQUET SPORTS INDUSTRY 11

 I N D US T RY NEW S A P R I L 2 0 0 5

PLE W AT C
E O H
P • Tom Russ is the new manager of sports
promotions for Prince Sports, responsible for all player and
event promotions in the U.S. including the recruitment and manage-
ment of touring pros, junior, collegiate, and senior sponsored players. For the
past four years, Russ was the competition team/promotions director at Babolat.

• Junior standout Donald Young, a Head Team Elite member, won the Australian
Open junior boy’s singles event and, at 15 years, 6 months, became the youngest boy
to win a Junior Grand Slam and the youngest to reach No. 1 in the history of the ITF
junior rankings. Also, Head Team Elite member Victoria Azarenka of Russia won the girl’s
title at the Aussie Open.

• Pro Guillermo Coria debuted Prince’s new O3-engineered racquets at the Australian Open.
Prince says O3 improves sweetspot and speed. For more info, visit www.princetennis.com.

• Billie Jean King is the chair of the USTA’s USA Tennis High Performance Committee,
which assists the High Performance professional staff in developing world-class American
champions. Also on the committee is pro Michael Chang, who will serve a two-year term,
and tennis legend Jack Kramer, who will serve as a special advisor.

• Rising tennis star Scott Oudsema has signed on with SFX Sports Group for marketing
and representation.

• Jennifer Capriati and Fila have parted company, unable to agree on terms of a new
contract. Capriati had been wearing Fila clothes since 1999.

• Bill Riddle, Cumberland University’s men’s and women’s head tennis coach, was named
the 2004 USPTA Tennessee Tennis Professional of the Year. Riddle is the president of the
USPTA Tennessee Chapter and director of tennis at the Bluegrass Yacht & Country Club.

• David Butterfield (at right) is the new director of tennis at Cheeca Lodge &
Spa on Islamorada in the Florida Keys.

• The USTA has named Kathy Francis to the newly created position of Man-
aging Director, Community Tennis Marketing and Development. Francis will
be responsible for the development and implementation of the USTA’s Com-
munity Tennis marketing initiatives, focusing on new advertising, promotion and pro-
gramming to grow participation and frequency of play on a national and grassroots level.

• Lindsay Davenport and Serena Williams will lead the U.S. Fed Cup team against Bel-
gium April 23-24 at the Delray Beach Tennis Center in Delray Beach, Fla.

• The International Tennis Hall of Fame promoted Linda M. Johnson, to the associate
director of development from director of the annual fund.

• University of Florida Senior Hamid Mirzadeh won the USTA Sportsmanship Award
recently at the USTA/ITA National Men’s Team Indoor Championship.

• Eiichi Kawatei of Tokyo, Japan, is the 2005 recipient of the Golden Achievement
Award, which is presented by the International Tennis Hall of Fame in recogni-
tion of contributions to tennis in the fields of administration, promotion,
or education.

• George Hovsepian of Acworth, Ga., is the 2004 Member

of the Year for the Georgia Professional
Tennis Association.

12 RACQUET SPORTS INDUSTRY April 2005

 I ND US T RY NEWS

Vantage Sport Offers Wilson Adds Five to Speaker’s Bureau

Custom-Built Racquets
P
atrick McEnroe, Mary Joe Fernandez, Brad Gilbert, Luke Jensen, and Murphy

V
antage Sport International of England Jensen have joined the Wilson Speaker’s Bureau program, sharing their pas-
has launched a custom-build racquet sion for the sport with the tennis community. The former touring pros cur-
brand. According to the company, play- rently use Wilson’s nCode racquet technology and are also part of Wilson’s
ers can order racquets built to their specifi- Advisory Staff.
cations at prices competitive with “The Wilson Speaker’s Bureau is focused on educating the community about
mass-market brands. the excitement, competitiveness, and history of tennis,” says Jon Muir, U.S. direc-
“Previously, if you wanted to have a rac- tor of sales and marketing for Wilson Racquet Sports. “We are honored to have
quet made to your requirements, you either such a distinguished group of ambassadors helping to share this important mes-
had to be a highly ranked professional ten- sage and shape future generations of leaders, players, and fans.”
nis player, or pay over $400 to a specialized Other members of the Speaker’s Bureau include Billie Jean King, Chris Evert,
racquet technician,” says Paul Angell, Vic Braden, Peter Burwash, and Wayne Bryan.
founder and CEO of Vantage Sports.
Through its website,
www.vantagetennis. com, Vantage allows
players to select options to define a racquet
that best suits their playing style and phys-
ical ability. The options include technical
specifications such as head size, string pat-
tern, stiffness, racquet length, and
weight/balance. Vantage also offers a selec-
tion of handle shapes, grip types, grip sizes
and two cosmetic options. Once they are
personally configured, the frames can be
ordered directly from Vantage online.
In addition to custom racquets, Vantage
also offers a range of “prebuilt” frames and
a line of accessories including bags, strings,
and grips. Purchasers also get their own
code that can earn credits and discounts.
For more information, or to find out how to
add Vantage to your existing racquet shop
offerings, visit the website or email list-
ings@vantagetennis.com.

PTR Names Anderson

Master Professional

K
irk Anderson of New Fairfield, Conn.,
was named a PTR Master Profession-
al at the annual awards banquet at
the PTR International Tennis Symposium
in February. Anderson joins an elite group
of 21 others in the 11,000-member PTR to
earn that designation. Also, Anderson, is
one of only five in the world to hold Mas-
ter Pro certifications from both the PTR
and the USPTA.
Anderson is the department director
for recreational coaches and programs
at the USTA, which provides services
and resources to coaches and tennis
leaders throughout the U.S. who are
involved with recruiting new players
and retaining them in local programs.

April 2005 RACQUET SPORTS INDUSTRY 13

INDUSTRYNEWS A P R I L 2 0 0 5
In•Tenn Releases 2nd DVD Issue
I
n•Tenn, the DVD tennis magazine, recently released its second
issue. This new edition contains more than two hours of tennis
action, with 65 percent of the video devoted to improving the
viewer’s tennis play.
The issue features Jim and Linda McIngvale and their tennis pro-
gram for the Houston Independent School District, a feature on
Andy Roddick’s Foundation, and a segment on two young players
and their tennis development.
The DVD also features Computerized Tennis Lessons, Drills,
Tips, Conditioning, guidance on when to restring your racquet, and
what kinds of strings to use to improve your play. Former Davis
Cup doctor George Fareed reports on preventing injuries, and
sports psychologist Allen Fox reports on how to prepare for a
match.
For more information about In-Tenn, visit ww.intennn.com.
L E T T E R S ity and gripping traction for quick starts and stops.”
Bring Tennis to the PGA Show?
To The Editor:
I'm writing to you with the hope that you will disseminate the
proposition outlined below. What prompts me to do this is the
current sad state of affairs of the tennis industry.
I walked the 2005 Super Show in Orlando in January, and for
the first time since the Super Show's Atlanta inception in 1985,
my company was not an exhibitor. There were only seven small
companies representing tennis at this year's Super Show.
The PGA has a golf show in Orlando, and this show likewise is
not doing well. Quite a few facilities across the U.S. are golf
and tennis. Wouldn't it make sense to collaborate with the PGA
and become part of their show? Maybe the USTA and the TIA
can be the combined tennis body to represent tennis manufac-
turers at the PGA show.
This can be a win-win for all. They have an experienced show
management group, a good Orlando location, and would prob-
ably welcome the infusion into their lackluster show atten-
dance.
Gene Niksich
President, Unique Sports Products
We welcome your letters and comments. Please email them to
rsi@racquetTECH.com or fax them to 760-536-1171.
14 RACQUET SPORTS INDUSTRY April 2005
BYU-Hawaii Breaks Its Record
T
he top-ranked Brigham Young University–Hawaii
women’s tennis team broke its own NCAA record in
February by winning its 104th consecutive dual
match, defeating University of Hawaii–Hilo, 8-1. The
Seasiders, who began NCAA Division II play in the fall of
1998 and won their first 103 matches, now have a 207-
1 record.
Prince Debuts New T10 Shoe
P
rince says its newest tennis shoe, the T10, is as aggres-
sive in appearance as it is in performance. The light
gray performance shoe is part of
Prince’s Agility Series, which the
company says is designed to pro-
vide a tailored, comfortable fit
by hugging the foot from heel to
toe and supplying support
and stability.
“The T10 provides
unsurpassed support and
comfort for serious players
who are looking for fast-moving
responsive foot-wear on a number of dif-
ferent playing surfaces,” says James Lin, Prince’s product
development manager. “This shoe gives them better stabil-
The T10 shoe will be featured on Competitive Edge, a
series running on ESPN2, Fox Sports Net, and The Tennis
Channel. In addition, in-store POP and regional advertising
will be a part of the launch campaign. For more informa-
tion, visit www.princetennis.com.
Atlanta CTA Honored by USTA
T
he Atlanta Community Tennis Association (ACTA)
has been selected as the 2004 National Community
Tennis Association of the Year. ACTA was honored
before more than 600 community tennis leaders at the
annual USTA Community Tennis Development Work-
shop held at Sandestin Resort in Destin, Fla., Feb. 4 to 7.
ACTA was founded in 1980 as a non-profit, volunteer-
run tennis league. Today it operates under the leadership
of a board of directors, an executive committee, Execu-
tive Director Matt Olson, and a full-time staff of five peo-
ple who facilitate a diverse breadth of tennis programs
and services that extend to over 35,000 adult members
and 45,000 participants.
“Through its exceptional tennis programs, dedicated
corps of volunteers, strategic community partnerships,
effective planning, and pervasive marketing and public
relations, the Atlanta Community Tennis Association has
become a thriving organization,” says Lee Hamilton, the
USTA’s executive director.

customer RELATIONS
Ten Easy Steps to a Customer-
Friendly Tennis Facility
T
op retailers spend a considerable amount
of time researching and analyzing what
motivates the consumer to make a buy-
ing decision. Much of this research reveals
that buying decisions are oftentimes emotion-
ally based. We first want something, and then
we rationalize the decision to buy it.
Successful retailers capitalize on this aspect
of buying by making their customers feel
comfortable and at home in their stores. And
this same concept can hold true for tennis
facilities looking to attract and keep new
customers.
By tradition, some tennis facilities and their
personnel can give off an intimidating appear-
ance for newcomers. Perhaps it's putting forth
the image that tennis is “stuffy” or for the
“elite.” Perhaps it is a facility that is “dated”
and just needs a renovation to keep pace with
the times. There could be a myriad of other
reasons, but the result is that many new cus-
tomers never get up enough courage to come
in. If they do, they feel uncomfortable and
leave quickly—empty-handed.
A large part of customer service is creating
a seamless experience. When customer expec-
tations are met or exceeded, the result is
exponential growth in both revenue and cus-
tomers. With the Tennis Welcome Center
campaign, the idea is for new and returning
players to have a fun, friendly, non-threaten-
ing first experience in tennis, so they’ll contin-
ue to play the game.
At right are some tips designed to make
your facility customer-friendly.
It's what happens after the customer
arrives that determines whether you'll keep
them. Welcome customers with great people,
great attitudes, and an inviting environment.
Get them involved with your programs and
staff. Get to know them, not only as cus-
tomers, but also as people.
They'll buy, they'll come again, and they'll
tell their friends and neighbors. Q
Glenn Arrington is the USTA’s product man-
ager for Tennis Welcome Center, and is a PTR
and USPTA pro.
16 RACQUET SPORTS INDUSTRY April 2005
BY GLENN ARRINGTON
Q Website: If you have a website, create and manage a dedicated area on
your home page for new players or former players looking to get into ten-
nis. Provide easy-to-follow information about programs, events, and ser-
vices for newcomers.
Q Telephone: This is generally where the “first impression” comes from.
Think pleasantry, sincerity, and brevity. Work to train phone staff on all
available programs and services. Remember, you are sending a visual
snapshot of your tennis operation through the telephone line.
Q Facility Entryway: By creating an exciting and visually appealing entry-
way, you can create a secondary “first impression” with the customer.
Consider window displays, creative landscaping, fresh flowers, and exteri-
or signage to direct newcomers and visitors to the appropriate area.
Q Greet Customers Warmly and Genuinely: We’ve all been in stores
where we feel like intruders. Make every effort to approach the new cus-
tomer as soon as possible and let them know you are there to help.
Q Set the Tone With Music: Soft jazz or mood music can create a warm
and relaxing environment for your facility and help put customers at ease.
Q Create a New Player Area: Develop a special area within your facility
to showcase information, photos, and special activities designed for new
players and new customers.
Q Create a New Player Guide: Have informative packets available for
inquiring customers and new players to acquaint them with your facility
and the policies and procedures. Also include discount coupons for new
equipment and programs.
Q Display Prices and Programs: Consumer radar (suspicion) goes up if
the customer has to inquire too much about the pricing structure. Have a
list of available programs and pricing clearly displayed and available.
Q Help Educate Your Customers: One of the most often overlooked
and best ways to gain customers is to be the information provider. Con-
sider providing complimentary information on health and wellness, nutri-
tional tips, tennis vacations, tennis instruction, how to choose a tennis
racquet, etc. Once you are perceived as the trusted expert, you have a
customer for life.
Q Get Personal: Let your customers get to know the people behind the
scenes. A simple biography and photo of staff members, including their
hobbies and personal interests, can prove helpful to relationship-building.
Also, work to arrange opportunities for staff to spend time on the tennis
court with the customers they serve.

INDUSTRY
people
In Chicago, a Courtless Tennis
Program for Countless Kids
S
ee that man in Chicagoland? The
one with no tennis court but with a
legion of children who owe their
love of the game to him? That’s Mark
Miller. He’s changed how tennis caters to
youngsters in the Chicago area, and he’s
aiming to expand his catering business
nationwide.
Miller’s passion and business grew
from an epiphany he had in the fall of
1996. He was watching his then-3-year-
old daughter participate in a tennis clinic
that used a shortened
court. “That’s when I
came up with an
idea,” Miller remem-
bers. “I said, ‘I’m going
to teach tennis to little kids,
and I’m not going to use a ten-
nis court.’ “
The tactic, Miller says, is that
by not limiting clinics to schools and
neighborhoods with tennis facilities, ten-
nis reaches a broader audience. “So I can
expose literally thousands and thousands
of kids to tennis because I don’t use a
tennis court,” he says. “I go to a gymnasi-
um, classroom or recreation room and use
that facility.”
Eight years later, Miller’s Munchkin
Program is a hit in Chicago. It has spread
to 70 locations in 45 Chicagoland dis-
tricts, and programs have opened in Indi-
ana and Wisconsin. Munchkin
Program—which also incorporates soccer,
Nerf football, T-ball and other sports—has
seen plenty
of press,
too, having
been cov-
ered by ABC
News, NBC,
CNN, the
Chicago Tri-
bune and
national
magazines.
“Mark is
18 RACQUET SPORTS INDUSTRY April 2005
a tennis entrepreneur—we need more
Marks out there,” says Jeff Giles, the
director of community tennis develop-
ment for the USTA’s Midwest section.
“He works out arrangements with
schools and, more importantly, day-care
centers, and sets up short-court tennis,
takes balls and little nets, and takes the
program right to the facility. And he’s
doing a great job. He’s energetic, he’s
passionate, and he understands the
social and psycho-
logical benefits
that tennis can
have to the youth
in a community.”
One of the
keys of Miller’s
success is that he
passes the respon-
sibility of market-
ing onto the
respective commu-
nities. This not
only allows him to
focus on teaching
the children, but
also reduces his
overhead.
“The beauty of
my business is I don’t have to continually
market it because the park districts do,”
Miller says. “I never touch registration, I
never advertise.”
Despite the success of the whole
Munchkin Program, there’s one aspect
that’s particularly close to Miller’s heart.
“I want to raise money to help under-
privileged kids—kids with diabetes, with
cancer, with any kind of disability what-
soever,” Miller says. “My big passion is
the Parents and Me program, where
these parents spend quality time with
their kids. I want to be in every park dis-
trict imaginable doing this. We’re trying
to fight kids’ obesity as well as promot-
ing family togetherness through the
game of tennis.”
BY CHRIS NICHOLSON
A future part of the program is a col-
oring book that will be handed out free
to participants. The book will cover not
only tennis, but also nutrition, exercise
and self-esteem and will be paid for by a
corporate sponsor.
With everything going so grand,
what’s next for the Munchin Program?
Expansion. Miller wants to see the pro-
gram eventually go nationwide, through
what he calls a “franchise with no fran-
chise fee.” (Interested parties can get
more information by visiting
www.munchkinprogram.com.)
“What I look for in my staff is they
just have to be great with kids and be
reliable, and I’ll teach them the rest,”
Miller says. “I’ll even take someone who
doesn’t know how to play tennis,
because I have a step-by-step manual
that tells them everything.”
The growth might take a while, but
if Miller’s success in Chicago is any indi-
cation, it will be steady and sure. “We’re
just going step by step,” Miller says.
“Go to one state, go into another state,
go into another state. We’re really trying
hard to grow the game of tennis
through this.” Q
$ YOUR finances
Choosing the Best Organization for
Your Business
W
hat is the best entity for operating
your tennis facility or shop? For tax
purposes, the predominant forms of
business enterprise are the regular, so-
called “C” corporation; its pass-through
small-business cousin, the “S” corporation;
a partnership; a limited-liability company
(LLC); or a sole proprietorship.
To choose among those entities is to
choose among significant differences in
federal income tax treatment. Although
many of the tax law’s provisions apply to
all entities, some areas of the law are
specifically targeted for each type of busi-
ness organization.
Unfortunately, there is more to choos-
ing the right structure for a tennis business
than just tax considerations. Not only will
the decision have an impact on how much
is paid in taxes, but also it will affect the
personal liability faced by the principals,
the operation’s ability to raise money, and
the amount of paperwork required.
THE TAX QUESTION
Of all business entities, the C or regular
corporation is subject to the toughest tax
bite. The earnings of an incorporated ten-
nis shop or facility are taxed twice. First a
corporate income tax is imposed on the
tennis operation’s net earnings and then,
after the earnings are distributed to share-
holders as dividends, each shareholder
must pay taxes separately on his or her
share of the dividends.
Naturally, a corporation can reduce, or
even eliminate, its federal income tax liabil-
ity by distributing its income as salary to
shareholder-employees who actually per-
form valuable services for the corporation.
Although this can reduce taxation at the
corporate level, those who receive profits
from a corporation in exchange for services
must pay tax on the amount received,
which is treated as salary. Fortunately,
there is some relief available to individual
shareholders who currently benefit from
the new, lower tax rate on dividends.
This scheme of taxation differs radically
20 RACQUET SPORTS INDUSTRY April 2005
from that applied to S corporations, part-
nerships, LLCs, and sole proprietorships.
These entities, often referred to as “pass-
through” entities, do not pay an entity-level
tax on their earnings. Only the owners of
these entities are taxed on their share of the
business’s earnings.
GOING IT ALONE
The easiest structure is the sole proprietor-
ship, which usually involves just one individ-
ual who owns and operates the retail
business or facility. The tax aspects of a sole
proprietorship are especially appealing
because income and expenses from the
business are included on the sole propri-
etor’s personal income tax return.
Of course, as a sole proprietor, a retail
shop or facility owner must also file Sched-
ule SE with Form 1040, which is used to
calculate how much self-employment tax is
owed. And don’t forget that quarterly pay-
ments of estimated taxes are due from self-
employed tennis professionals and business
owners.
Naturally, there are a few disadvantages.
Selecting the sole proprietorship structure
means that the owner or proprietor is solely
responsible for the operation’s liabilities. As
a result, a sole proprietor places his or her
own assets at risk, subject to seizure to sat-
isfy a business debt or legal claim.
PARTNERING UP
If the tennis business will be owned and
operated by several individuals, take a close
look at partnerships. Partnerships come in
two varieties: general and limited. In a gen-
eral partnership, the partners manage the
business and assume responsibility for the
partnership’s debts and other obligations. A
limited partnership has both general and
limited partners.
In a limited partnership, the general
partner owns and operates the business and
assumes liability for the partnership, while
the limited partners serve as investors only;
they have no control over the operation and
are not subject to the same liabilities as the
BY MARK E. BATTERSBY
general partners. Obviously, unless many
passive investors are involved, limited part-
nerships are not the best structure to use.
One of the major advantages of a
partnership is the tax treatment it enjoys.
A partnership does not pay tax on its
income but “passes through” all profits or
losses to the individual partners. Each
partner is required to report profits from
the partnership on his or her individual tax
return. Even though the partnership pays
no income tax, it must complete and file a
parternship informational return, Form
1065.
Personal liability is a major concern for
many facility owners, especially those
employing a general partnership. Similar
to a sole proprietorship, general partners
are personally liable for the partnership’s
obligations and debt. Partnerships are also
more expensive to establish than sole pro-
prietorships because they require more
extensive legal and accounting services.
INCORPORATING
THE BUSINESS
Using the corporate structure for a tennis
operation is, as mentioned, more complex
and expensive than for other types of
business entities. The resulting corpora-
tion, however, is an independent legal
entity, separate from its owners. As such,
the corporation must comply with more
regulations and tax requirements.
The biggest benefit for the owner of
an incorporated business is the liability
protection he or she receives. Although
the courts are increasingly “reaching
behind” the corporate structure, for the
most part, a corporation’s debt is not con-
sidered to be that of its owners.
Another plus is the ability of a corpo-
ration to raise money. A corporation can
sell stock, either common or preferred, to
raise funds. Corporations also continue
indefinitely, even if one of the sharehold-
ers dies, sells his or her shares, or
becomes disabled.
The corporate structure also comes
with a number of downsides. A major one
is higher costs. Corporations are formed
under the laws of each state with their
own set of regulations. A corporation
must also follow a more complex set of
rules and regulations than either a sole
proprietorship or a partnership. And, don’t
forget that other downside: the double
tax paid at both federal and state levels.

S CORPORATIONS
An S corporation is merely an incorporat-
ed business that has chosen to be treated
as a partnership for tax purposes. It offers
some appealing tax benefits while still pro-
viding its owners with the liability protec-
tion of a corporation. With an S
corporation, income and losses are passed
through to shareholders and included on
their individual tax returns. As a result
there is just one level of federal tax to pay.
On the downside, S corporations are
subject to many of the same requirements
corporations must follow resulting in high-
er legal and accounting fees. They must
also file articles of incorporation, hold
directors and shareholder meetings, keep
corporate minutes and allow shareholders
to vote on major corporate decisions.
Another major difference between a
regular corporation and an S corporation
is that S corporations can only issue one
class of stock despite the limit of having
up to 75 shareholders. Experts say this can
hamper the tennis operation’s ability to
raise capital.
To set up an LLC, articles of organiza- rate status on the annual tax returns. Thus,
NO LIMITS TO THE LLC tion must be filed with the secretary of an entity that is a partnership under state
While the S corporation remains the most- state where the facility, retail shop or laws may elect to be taxed as a C or S corp
used entity for small businesses, the limit- other tennis business will operate. Some for federal taxes by using Form 8832 (Entity
ed-liability company or LLC introduced in states also require the filing of an operat- Classification Election). Unfortunately, under
1997 is a fairly recent phenomenon. An ing agreement, which is similar to a part- those so-called “check-the-box” regula-
LLC is a hybrid entity, bringing together nership agreement. tions, entities formed under a corporation
some of the best features of partnerships Like partnerships, LLCs do not have statute are automatically classified as corpo-
and corporations. perpetual life. Some states stipulate that rations and may not elect to be treated as
LLCs were created to provide business the business must dissolve after 30 or 40 any other kind of entity.
owners with the liability protection that years. Technically, an LLC dissolves when Changing circumstances, changes in the
corporations enjoy without the double a member dies, quits or retires. tax laws and even the success of the tennis
taxation. Earnings and losses of an LLC Despite its popularity and the attrac- business might prompt a reassessment of
pass through to the owners and are tions, LLCs also have disadvantages. Since the form your retail shop or facility operates
included on their personal income tax an LLC is a relatively new entity, its tax under. It makes sense to ensure you are
returns. treatment varies by state. using the best entity to provide your busi-
Although it sounds similar to an S cor- ness—and you—with the most benefits and
poration, the LLC has no limit on the FINDING THE RIGHT ENTITY consistently lowest tax bill.Q
number of shareholders. In fact, any The annual tax return provides one incen-
member or shareholder of the LLC are tive to reconsider the options for your Mark E. Battersby is a tax and financial
allowed a full participatory role in the tennis business. Entities with more than advisor, lecturer, writer and author in
business’s operation. one member are allowed to elect corpo- Ardmore, Pa.

April 2005 RACQUET SPORTS INDUSTRY 21

& SUCCESS
marketing
Ideas That Can Help You Sell
More Racquets
W
hen I managed pro shops and play-
ers wanted me to recommend a
racquet, I usually walked them over
to the display area and asked them what
color they liked.
This overly simplistic advice underscores
something far more important. People play
tennis largely for fun and for the satisfac-
tion of improvement. Their racquet is as
important to them as the clothes they
wear, the car they drive, the cell phone
they use, and the house they live in. They
will select it largely because of an emotion-
al reaction. And, yes, color is important.
Each year racquet manufacturers come
up with higher performance, more sleek,
and more high-tech equipment. Even the
names of the frames are hot. For instance,
Head’s “Liquid Metal Series.” It sounds like
the nearly indestructible and ultra-cool she-
22 RACQUET SPORTS INDUSTRY April 2005
villain in Terminator 3. Or Babolat’s
“Pure Drive,” which Andy Roddick uses.
Who doesn’t want to hit their shots
“pure” like Roddick, whatever that
means? Or Prince’s “Shark,” reminding
us of that tenacious and sometimes
deadly fish.
The point is that the racquet compa-
nies are working for us. They conceive,
design, and promote new racquets each
year to tickle your players into trying
them out and ultimately purchasing
them. The question is, how can we take
advantage of the work that they are
investing in our business?
Here are a few ideas to help you cash
in on the investments the racquet manu-
facturers are making in the industry.
Someone will be selling racquets to play-
ers. It may as well be you.
BY JOE DINOFFER
DEMO RACQUET RACK
ON COURT
For under $50, you can purchase a profes-
sional-looking portable racquet center that
will hold a dozen or more racquets. Have
the pros at your facility bring it out on the
court when they teach drill sessions and
clinics, or simply keep it on the court for
back-to-back lessons. Players will be eager
to try new racquets, and you may just make
a few quick sales.
DEMO RACQUET
CENTER IN SHOP
Get a second racquet rack for the shop
and, if you buy into this marketing concept,
have a double set of demo racquets as well.
Then, train your desk staff to ask all players
going out to play if they would like to try a
demo racquet. They should already be ask-
ing the players if they need a can of balls,
so have them ask, “You’re on Court 6.
Have fun. Do you need a can of balls?
Would you like to try out a demo racquet
free of charge?”
PAY ATTENTION TO THE
DEMO DETAILS
Treat your demo racquets like you do your
car when you have it detailed. The racquets
should always look and feel perfect.
Strings, stencils, grips, etc., should all be in
excellent shape. If they don’t look and feel
terrific, who will want to buy them?
LIST THE TOP PROS’
EQUIPMENT
Everyone loves a celebrity. Look in Tennis
magazine or check on the internet for a
current list of the Top 10 ATP and WTA
players or check out the Australian Open
log on pages 38-39. Type up their names
along with the brand of racquet and frame
style that each player uses. Then, spend 30
minutes or so and take your computer
print-out of this list to a nearby copy center
and have it enlarged to poster size. Buy a
nice frame that makes it easy to slip the
poster in and out each month and hang
it in the middle of or next to your pro
shop’s racquet display area. You’ll be sur-
prised at how much attention it gets.
This idea is also a great icebreaker or
conversation starter for your staff mem-
bers who help customers with racquets.
But, remember, the key is to update the
list monthly. A little extra time each
month will definitely help sell at least one
extra racquet. With an average profit
margin of $75 to $100 per racquet, isn’t
it worth the effort?
PLAYER POSTERS OF
FRAMES
Take advantage of pro player posters that
the racquet companies distribute. But
don’t just use scotch tape or masking
tape to hang them—that looks tacky.
Frame them nicely. And ask your racquet
manufacturer for an autographed copy of
the poster. Tell them that you are framing
them in the shop, so it will last for years,
and that some of the other racquet mak-
ers are helping you with this project. You
may not get every player’s autographed
poster, but if you’re persistent, you’ll
most likely get a few. Q
Joe Dinoffer is Master Professional for
both the PTR and USPTA. He speaks
frequently at national and international
tennis teacher workshops as a member
of both the Head/Penn and Reebok
National Speaker's Bureaus. He is president of
Oncourt Offcourt Inc. and has written 16 books and
produced more than 30 instructional videos.
April 2005 RACQUET SPORTS INDUSTRY 23
G
retailing SUCCESS
Signs of the Times
Use captivating graphics to capture more sales.
A
s a retailer, do you know what
some of your best weapons are
when the economy is weak? Sig-
nage and graphics.
That’s according to Display and Design
Ideas magazine’s 2003 Signage and
Graphics Industry Survey. If sales flatten
out or decline and you have to cut retail
staff, point-of-purchase signage can help
pump up your business.
But graphics and signage can do much
more for you. Today, consumers are look-
ing for diverse, newer, more eclectic shop-
ping venues. Malls are losing consumer
traffic yearly, says Mike Tesler, president of
Retail Concepts in Norwell, Mass.
Research has shown that people aren’t
responding to the homogenized look—
stores that look like other stores, Tesler
says. “This is where the pro shop and the
sports specialty retailer has a real chance
to stand out.”
Graphic design gurus are pushing new
techniques that can make even small pro
shops and stand-alone tennis retailers
stand out, ensuring their graphics dollars
make the biggest impact. Here are some
timely tips from retail industry pros.
Signage needs
to communicate: Tesler sug-
gests using features and benefits, price
point, and short sentences in graphic
visuals throughout the store. A shop
needs to create its own interpretation of
why a consumer should buy a specific
product or brand of equipment or
apparel and be able to briefly communi-
cate that visually.
Signage needs
to coordinate: This is a good
place to establish a shop’s personality.
Store graphics need to be coordinated
so there’s a unity of branding and
image that a shopper associates with
that particular store. Don’t use signage
solely to push sale items, says Tesler.
Graphics and signage can do so much
more for your business.
24 RACQUET SPORTS INDUSTRY April 2005
Use technology as a means
of communication: Don’t just
rely on the traditional, brief print signs
and large-format graphics, says Tesler.
Consider using computer screens or
small kiosks to provide information from
the vendor directly to the shopper.
Ken Nisch, president of JGA Services in
Southfield, Mich., also emphasizes the
importance of digital imaging for in-store
graphic displays. “It’s all about creating an
environment and experience—not just a 3-
by-5 graphic,” he says. Pro shops and
smaller tennis retailers should consider
using computers and DVD players to
“leverage the content in their environ-
ment” and create high-energy, dynamic
graphics, Nisch says.
Try digital “slip covers”:
Another use for digital imaging is “slip
covering,” as Nisch calls it—creating
covers for tables or other fixtures
through digital imaging. Digitally
enlarging and enhancing an image of a
racquet, ball, or other tennis-related
element and using it as a slip cover for
a display “gives the store a new face
BY CYNTHIA SHERMAN
without changing the architecture,”
says Nisch. To make this economically
feasible, see what a Kinko’s-type of
store can do for you.
Put images on vinyl
and board stock: To capture
consumers’ attention, Dean Henkel,
creative director of Innovative Media in
Madison, Wis., suggests what he calls
“grand-format imaging”—putting
images on flat-board stock or more
flexible vinyl overlays. Adhesive-backed
vinyls—which can adhere to walls,
floors, fixtures, windows, etc.—can be
peeled off and changed frequently for
a new look, at a relatively low cost.
Incorporate graphics
into display space: Jeff Gill,
managing principal of design firm
MCG Architecture in Irvine, Calif., sug-
gests incorporating graphics into the
design of the display space. “You can
use a repetitive band that wraps
around the periphery of the space, typ-
ically above the merchandise,” Gill
says. “It serves to highlight product
and is very effective in small locations
where the graphics band acts as a
strong element due to its repetitive
nature.” This kind of graphic is more
stationary as it is generally silk-
screened or painted on other types of
surfaces.
In a larger store, larger-than-life
graphics boards can be used as a back-
drop, drawing attention to a particular
part of the store and highlighting the
product. This draws attention to the dis-
plays themselves and enhances the prod-
uct’s appeal.
Use your imagination: You
should be seeing the trend by now.
You need to capture the shopper’s
attention, and communicate your mes-
sage. Nowadays, there are so many
options available to customize your
look and brand your store.Q
THE PRO GAME
10 WAYS TO
FIRE UP TENNIS
Enthralling rivalries and charismatic characters make tennis
boom, but the sport doesn’t have to plummet in popularity
when they are in short supply. Here are 10 ways to fire up
tennis, from an award-winning tennis writer. BY PAUL FEIN
T IP #1: BRING BACK SERVING
AND VOLLEYING.
Shockingly, the most exciting and athletic playing style exem-
plified by McEnroe, Becker, Sampras, Gonzalez and Navratilo-
va and decades of Australian stars from Sedgman to Court to
Rafter—is almost extinct. Imagine football without the for-
ward pass or boxing without body punching and you get the
bleak picture. Tim Henman, now 30 and never a champion,
is the only Top 10 serve-volleyer, and less than a dozen top
100 players frequently do it. Among the women, only Aussie
Alicia Molik and American Lisa Raymond, 31, serve and volley
even occasionally. What’s the remedy? Gradually reduce the
allowable overall width of the racquet head from the current
12 1/2” (31.75 cm) to 10” (25.4 cm). That will significantly
decrease the tremendous power and vicious spin that today’s
high-tech racquets generate and help redress the imbalance
now favoring baseliners. Increase the importance of grass-
court play—where serving and volleying is most effective—by
scheduling Wimbledon a week later to add another week of
grass tournaments. And create some new grass-court events
during the year. Get rid of slow, abrasive hard courts that
unduly favor groundstrokers. Encourage talented youngsters
to improve their volleying skills so they can develop their serv-
ing-and-volleying as juniors. Contrasting styles create sensa-
tional match-ups, such as McEnroe-Borg, Sampras-Agassi and
Navratilova-Evert, that feature diving volleys, leaping smashes,
scintillating passing shots and cunning lobs. Otherwise, ten-
nis fans suffer baseline blahs from a menu limited almost
completely to forehands and backhands whacked by incom-
plete players.
IP #2: CREATE INFORMATIVE
T AND CLEAR STANDINGS.
For the past 30 years newspapers have published a confus-
ing array of tennis rankings and lists that turn off, rather
than enlighten, sports fans. Want to know who’s No. 1
and who’s in the Top 10? It’s no easy task! The men’s
game, for example, gives us the ATP Champions Race
which often conflicts with the ATP Entry Rankings (viz. the
“real” rankings), which are different from the US Open
Series rankings during the summer. We also are barraged
with not one but two doubles rankings: team and individ-
ual. To bewilder us further, we get weekly prize money
lists, which are meaningless because they combine singles,
doubles and mixed doubles earnings. Then, of course, the
ITF crowns its own annual men’s and women’s champi-
ons—such as No. 3-ranked Anastasia Myskina in 2004—
which don’t always coincide with the year-end ATP and
WTA No. 1 players. Enough already! Team sports, such as
the NBA, NFL, NHL, and MLB, clearly and simply tell us who
are the best teams and the order of the rest with standings.
No conflicts, debates, or confusion. Tennis, both an individ-
ual and team sport, can and must create easy-to-under-
stand and informative “standings,” too. These
ground-breaking, weekly Top 10 singles standings would
include the player’s last name, country, point average, most
recent results (such as round reached in last tournament)
and next scheduled tournament. Doubles standings would
include the Top 5-ranked teams with a similar format.
These Monday-morning standings would provide aficiona-
dos with all they need to know.
April 2005 RACQUET SPORTS INDUSTRY 27
 IP #3: IDENTIFY THE
T PLAYERS.
Big-time tennis is blessed with so much depth
that unknowns and lesser lights test and upset
favorites regularly. Hardly anyone outside their
countries, though, had heard of Tomas Berdych,
an 18-year-old Czech ranked No. 135, who
shocked world No. 1 Roger Federer at the
Athens Olympics, and No. 447 Chris Guccione,
an 18-year-old Aussie who ambushed No. 3
Juan Carlos Ferrero at the 2004 Sydney Interna-
tional. Who are these guys, and where do they
come from? Inquiring fans want to know.
Starting in 2005, doubles players, generally
much less known by spectators, should be
required to wear their full names and countries
on the back of their shirts, dresses and warm-up
suits. Singles players would follow suit in 2006.
Then there’d be no more “Come on, whatshis-
name!” cries from the crowd.
IP #4: REV UP TOUR-
T NAMENT FINALS.
Tennis is often compared with boxing, another
mano a mano fiercely competitive individual
sport. Dramatic entrances and colorful
announcements magnify the already ear-shatter-
ing noise and exciting anticipation at title fights.
Renowned ring announcer Michael Buffer’s
famous “Let’s get ready to rumble!” climaxes
his engaging introductions of the boxers and
whips fans into a frenzy. Boxing great Sugar
Ray Leonard once said, “When I heard [those
five words], it made me want to fight. I could-
n’t wait to get it on.” Tennis should copy that
format or create other dynamic pre-final formats
at non-Grand Slam tournaments. Playing the
national anthems of both finalists would height-
en patriotic fervor and also rev up partisan
onlookers.
IP #5: CONNECT PLAY-
T ERS AND FANS.
Sports like NASCAR are way ahead of the game
because devotees feel they “know” the stars of
their sport. Fans chat with Jeff Gordon, Dale
Earnhardt Jr. and other drivers minutes before
they risk their lives at breakneck speeds. “We
all know you follow someone’s career more
28 RACQUET SPORTS INDUSTRY April 2005
intently if you know them,” points out former doubles champion Pam Shriver,
now a TV analyst. “Tennis stars need to be accessible on game day before com-
petition as well as after.” To strengthen the player-fan connection, tennis should
copy golf and conduct Pro-Am events benefiting charities before Tennis Masters
Series and International Series tournaments. On the last weekend players could
also stage adult and junior camps and seminars when the courts have opened up.
TIP #6: NICKNAME PLAYERS.
Whatever happened to the colorful and fun nicknames of yester-
year? I remember when players got tagged with memorable
monikers such as “Muscles” (Ken Rosewall), “Snake” (Ross
Case), “Rocket” (Rod Laver), “Nails” (Bob
Carmichael), “Gentleman Jack” (Crawford),
“Hacker” (Fred Stolle), “The Wizard” (Nor-
man Brookes), and “Killer” (Darren Cahill).
And those are only Australian men, for
starters. Catchy sobriquets are rare today
with the best being “The Beast” (Max
Mirnyi), “The Mosquito” (Ferrero) and
“Scud” (Mark Philippoussis). No one
asked me, but how about “The Mad Russ-
ian” for Marat Safin and “Pocket Rocket”
for Justine Henin-Hardenne?
IP #7: DRESS LIKE
TCHUMPS.
CHAMPS, NOT
Sex sells and not just for tennis
babes whose outfits range from
attractively classy to seductively
skimpy. For the past 10 years, howev-
er, men’s attire has gone downhill fast
with baggy shorts that look more like crum-
pled underwear and shirts with sleeves down to the
elbow. Some dorks even wear baseball caps when
playing indoors. What are they trying to hide, any-
way? A survey a while back revealed men tour players
boasted an awesome 6.9 body fat percent average. The
best sartorial innovation this century is the sleeveless shirt
worn by German Tommy Haas, Spaniards Rafael Nadal
and Carlos Moya, and American James Blake. Hey, guys,
show those muscles. Chicks dig them!
IP #8: STOP THE STALLING.
T
Sports fans crave action. But the disturbing truth is
that men’s singles matches, in particular, provide much
too little “action time.” Typically, the ball is in play only
10 to 15 percent of the total match time, compared to a far more entertain-
ing 30 to 50 percent in other leading sports, such as football, basketball and
soccer. To reduce the “dead time,” tennis should put a 20-second clock on
court, like the shot clock in basketball, and when the buzzer goes off, the
player loses that point if he hasn’t served. The WTA Tour should get rid of
the ridiculous two “bathroom breaks” rule and limit on-court visits by train-
ers—that typically last three to five minutes—to once in best-of-three-set
matches and twice in best-of-five-set matches. And neither tour should
adopt a rule allowing players to challenge line calls. It’s yet
another boring and unnecessary time-waster.
events.” Here’s how doubles can reach its pro
potential.
Q Start doubles on Wednesday to encourage
first- and second-round singles losers to enter.
Q Televise all doubles finals after the singles.
Q Assign an ATP and WTA communications
director to doubles only, and publicize leading
teams with a major promotional campaign.
Q Immediately follow the 7 p.m. singles match
with a doubles match—or start the doubles at
6:30 p.m., followed by a singles at approxi-

TIPTATE#9:DOUBLES.
RESUSCI-
Back in 1991 former doubles star
Frew McMillan rightly observed:
“The way tournaments treat dou-
bles reminds me of a grocer who
has a good product but won’t
put it out on the shelf. The
people would buy the prod-
uct if they saw it, but most
of them aren’t even aware
it’s available because of
the way it’s hidden from
view.” Doubles is
the event that
recreational
players favor,
and as Aussie
great John
Newcombe
once said, “A
good doubles
match can be
one of the fastest
and most exciting
of all sports
mately 8 or 8:30 p.m.
Q Require matching shirts and shorts for doubles
teams.
Q Have doubles teams appear together in auto-
graph sessions.
Q Have doubles teams conduct “Kids Days” so
that doubles is explained and showcased.
Q Nearly double the measly 17 percent of
Tennis Master Series total prize money (and
20 percent overall) that doubles receives to 30
percent.
TIPSCHEDULE.
#10: FIX THE
To help reverse the epidemic of injuries, exhaus-
tion and burnout, shorten the grueling season so
that it ends in October with the Davis Cup and
Fed Cup finals. Reduce the Davis Cup World
Group from 16 to eight teams and from four to
three rounds and play the first round in April so
that the previous year’s champion will reign for
at least six months. This 10-week “off-sea-
son”—still small compared to other sports—will
benefit fans, too. We’ll actually start to miss the
sport and will eagerly look forward to its January
return in Australia. Q

Award-winning tennis writer Paul Fein’s book, Tennis Con-

fidential: Today’s Greatest Players, Matches, and Contro-
versies, published by Brassey’s, Inc., was listed No. 1
among tennis books by Amazon.com and BN.com. Informa-
tion about the book and how to order it can be found at:
www.tennisconfidential.com. His second book, You Can
Quote Me on That: Greatest Tennis Quips, Insights, and
Zingers, will be published by Potomac Books, Inc. (formerly
Brassey’s, Inc.) in March 2005. For more information, visit
www.tennisquotes.com.

April 2005 RACQUET SPORTS INDUSTRY 29

GROWING THE GAME
CORPORATE
DIVIDENDS
Starting company tennis
leagues in your area can be
lucrative for your business, fun
for employees, and beneficial
for the corporations. B Y K R I S T E N D A L E Y
A n increasing focus on the growth of corporate tennis pro-
grams not only stands to benefit companies across the
country, but also tennis teaching pros, facilities and retail shops.
And, in addition to promoting the healthful attributes of the
game, corporate tennis programs will bring new players into
the game.
At least 30 corporate tennis leagues currently exist in the
U.S.—both intercompany leagues where different corporations
play each other, and intracompany leagues made up of teams
within the same company. This year, the USTA and World
TeamTennis are joining forces to grow corporate tennis pro-
grams, with a goal of finding 10 metropolitan markets this year
to start leagues. The partnership has already proved fruitful—a
new league has begun in Atlanta, under the auspices of the
Georgia Tennis Association.
“World TeamTennis is fun, exciting, quick and co-ed,” says
Delaine Mast, WTT national program coordinator for the recre-
ational leagues. “The USTA has a desire to grow the game. So
it’s a very good partnership.”
As a teaching pro or facility manager, you should look for
companies in your area that are ripe to start corporate tennis. It
could be a lucrative venture for your business, and there are a
lot of advantages to everyone involved, including employees
themselves and the companies they work for.
G OOD FOR THE COMPANY
Corporations that offer employee-fitness programs benefit
in a number of ways. The Health Partners Research Foundation
has found that increasing physical activity to moderate levels can
lower health care charges by $2,000 per employee. In addition,
physically fit employees are known to demonstrate better job
performance. What’s more, adds Glenn Arrington, USTA prod-
30 RACQUET SPORTS INDUSTRY April 2005
uct manager for Adult Tennis, is that “these programs provide a really
nice platform for team-building within an organization.”
Meanwhile, facilities that host such programs also see substantial
benefits, most obviously in increased revenue from equipment and
retail sales, league fees and court fees. Tennisport Incorporated, a pri-
vate facility in Long Island City, N.Y., is the home of “Corporate
League Tennis,” a program that brings 26 New York City companies
together for tennis competition and camaraderie. According to manag-
er Doris Sterling, approximately 25 percent of league participants over
the past 10 years have become club members. In particular, the facili-
ty’s pro shop has noticed that the number of racquets they’ve restrung
has increased substantially as a result of the corporate program.
Another benefit of corporate tennis for a community and/or tennis
facility is the potential for sponsorship opportunities. “When a business
participates in the corporate tennis program, and sees the benefits to
its employees, it is more likely to support the cause of tennis,” says
Julie Pek, executive director of the USTA Kentucky district. Kentucky
Fried Chicken, headquartered in Louisville, has participated in a corpo-
rate tennis program for the last five years. “Because of this awareness
of tennis, and some very influential employees, KFC was a major spon-
sor of the USA League Southern Sectional Championships in 2001 and
2002,” says Pek.
FIND THE RIGHT FORMAT
Corporate tennis play formats are flexible. Arrington suggests
that facilities interested in hosting a corporate tennis program look into
what the company wants from the program, and use that as a guide
to achieve a balance between the league’s needs and those of other
members and visitors. According to Sterling, the corporate league
takes over the Tennisport courts between 8 and 10 p.m. on weekdays,
and 6 and 8 p.m. on weekends, a time convenient for other members.
There are several ways to market a tennis program to a company

Illustrations by Kristine Thom
and its employees. “We have 32 courts that
we need to fill, so we need to look at every
avenue,” says Michael Woody, managing
director at Midland Community Tennis Cen-
ter in Midland, Mich. To get companies
interested, he appeals to their human
resources or personnel representatives, pitch-
ing the center’s “Play Tennis Fast” program
as a healthy lifestyle program for employees.
Going straight to an existing tennis player
is another way to start or grow a corporate
league. One employee could bring in a
group of colleagues to participate in a
league, or approach his or her employer
about sponsoring a program or a team.
Woody has found offering corporate ten-
nis to be an effective tactic in growing the
game and his business—the program yields
about 200 new players and 100 new mem-
bers a year. He considers it an “important
piece” in a collaboration of programs that
help build the business’s bottom line. “If we
didn’t market to corporations, we’d lose
1,000 hours” of court time, he explains,
which equates to about $10,000 in revenue.
Arrington sees the promotion of corpo-
rate tennis as an efficient way to market to
a group quickly and get a substantial return.
“I think corporate tennis is an untapped
market at this point,” he says. “It has
enormous potential to reach the 25-to-45
age group.”Q
How to Start a Corporate
League In Your Area
Q Contact a company’s Human Resources
department: Tell them of the benefits a cor-
porate league can have to both the company
and its employees. Most companies, especial-
ly large firms, should find the health-care cost
savings and increased productivity of workers
quite appealing. See whether the company
can subsidize all or part of the cost of the
league for its employees.
Q Get the word out: Once you have the OK
from H.R., use every resource available to get
the word out to company employees. Try to
find a “point person” in the company who
can act as your liaison for the league; possibly
someone in the personnel department or
maybe a tennis player from that company
that you already teach or know from your
facility. Then have him or her send email
blasts to fellow employees and have notices
posted on bulletin boards and in company
newsletters and corporate-wide memos. Have
your point person manage the sign-up list for
the league.
Q Find out the best play format for the new
league: Contact your USTA section, district or
CTA or World TeamTennis to figure out which
format will work best for the league. Some
formats are better for beginner players and
may also include clinics and practices to help
them improve their games. Make sure you
can carve out court time that is compatible
with the employees’ schedules.
Q Hold a welcome party: Pick a date and open
up the facility, or at least a few courts, for a
party for the employees. Have snacks and
beverages (see if the company can help fund
this), organize round-robins, drills and clinics.
Make sure you address all the different levels
of play you may get, from rank beginners to
advanced players. And above all, keep it fun
and make sure that employees have a chance
to socialize with each other when not playing.
Q Work the league season: Be in constant
touch with league members, through emails
and notices on bulletin boards and in
company newsletters. List the league
standings each week.
Q Hold a season-ending party: Give awards, and
encourage current players to bring new peo-
ple into the league. Also take this opportunity
to have them sign up for the next season.
April 2005 RACQUET SPORTS INDUSTRY 31
INDUSTRY SUCCESS
CUSTOMER
TENNIS
For 30 years, Peter Burwash and
Peter Burwash International have
been providing unrivaled service
to players, vacationers, facilities,
and their own employees.
BY PETER FRANCESCONI
eter Burwash gave me my first formal tennis lesson.
It happened 17 years ago at Seabrook Island Resort in South Car-
olina. And I was intrigued—by Burwash himself, by his pros, by his
teaching methods, by his whole positive outlook toward life and tennis.
I think Burwash would be happy to know that now, after having
taken lessons from many different pros over the years, I still remember—
and more importantly, still use—at least two key Peter Burwash teaching
points: On the serve, “hit up, snap down” (I remember him sitting cross-
legged on the court at the baseline and “snapping” the ball over the net
and into the service court), and, in the ready position, hold the throat of
your racquet with your non-racquet hand, with your index finger on the
strings to help “set” the direction of the head for the next shot.
When everything else starts falling apart during a match, these two
simple tips help me regain my balance. Then I remember what a great
time I had that long weekend 17 years ago and how much I learned
about playing and enjoying the game. And I consider how lucky I was to
have my introduction to tennis be from someone who has such a huge
passion for the game.
SOLE SURVIVOR
It was 30 years ago this past February when Burwash started Peter
Burwash International, which manages the tennis operations at some of
the world’s most exclusive resorts and clubs. In 1975, Burwash, who
grew up in Canada and was living in Hawaii at the time, was fresh off
the pro tour, having played professionally since 1967, winning 19 singles
and doubles titles.
“When I was on the tour, playing at clubs and resorts around the
world, I saw how a lot of tennis operations were set up,” says Burwash,
“and three things struck me. First, in those days, there were a lot of
tourneys at resorts, and I’d interact with resort managers and they’d be
looking for a pro. So I thought, maybe there’s room for a management
company to supply pros to resorts.
32 RACQUET SPORTS INDUSTRY April 2005
“Second, living in Hawaii, I’d hear from people who said
they had visited three or four different islands and would get
different instruction from each pro, with no consistency from
one to the next.
“Third, I just had an incredible life on the tour and had a
chance to play in 74 countries. I thought, it would be nice if
people could have this travel experience even if they weren’t
able to play on the pro tour.
“I thought a tennis management company was a brilliant
idea. I didn’t realize that by 1975, there were 16 others doing
the same thing,” he says. “Right now, of those original 17,
we’re the survivors. We’re the one still standing. And it’s been
very gratifying.”
INTENSIVE TRAINING
Currently, PBI manages the tennis at 69 sites around the
world, and there are 101 tennis professionals in the company.
“I’ve personally interviewed 10,586 pros,” says Burwash.
“And these are long interviews—10 to 14 hours. I believe
that the president of the company should do most of the
interviews and take time with them, so you get it right. I’m
stymied today with how many people do one- or two-hour
interviews. You can’t really learn that much in that time.”
Pros who survive the interview process still have a long
way to go, however—450 hours of training, crammed into
one month of 15-hour days. Prospective PBI pros spend 130
of those training hours on court, learning about basic teach-
ing methods, how to give private and group lessons, and vari-
ous on-court programs. But, says Burwash, “We don’t teach
systems; we teach individuals. We teach a setup concept and
terminology that will allow customers to go from one PBI
facility to another. That consistency and continuity of commu-
nication is very important and leads to very loyal customers.”
The other 320 hours of training are off the court and in
the classroom, where PBI pros learn about the business. But
they don’t just learn about their little area of tennis; PBI pros
are schooled in all aspects of the resort and club business.
“We have courses about what a hotel manager does,
what convention bookers and meeting planners do, how each
department in a hotel fits into the whole scheme of things, class-
es in writing, understanding the media, how to put together a
press release, how to take photos, budgeting, court construction,
lighting, court maintenance, computers, and much more,” says
Burwash. “It’s very intensive.”
BECOMING PARTNERS
The idea behind the training is to make the PBI tennis pro a
partner with the host facility, with an understanding about what
these resorts and clubs deal with daily and how they can become
more profitable.
“We can put together a tournament to help generate room
business, and we help bring meetings to these facilities,” says
Burwash, adding that it was his suggestion that brought the
USTA Annual Meeting to the Westin Rio Mar Resort & Casino
last year, a PBI facility in Puerto Rico.
“We train our guys to be proactive,” says Burwash. “Original-
ly, we were just service people. Now we’re service/management
people to help the fiscal health of the property along. While our
pros are not employees at these resorts, they are department
heads. The resorts know that we’re in the business to help them
sell rooms.”
PBI pros also go through a 150-item checklist regularly on
how to take care of the tennis courts and equipment. “All these
details ensure that we remain fiscally responsible” to the resort
or club, says Burwash.
“But,” he adds, “no decision on our part is going to be
based on dollars; it’s going to be on, can we deliver the service.
The first day of training, we say to pros, ‘You’re coming into the
service business, not the tennis business.’”
D RESSING FOR SUCCESS
And that brings up another key distinction of PBI pros.
“We look at how we are being perceived,” says Burwash. “The
image of the average tennis pro is extremely poor. If a pro comes
out with his shirt hanging out, looking like a slob, I’m not going
to have a lot of faith that this guy knows what he’s talking
about.
“I was doing a conference last year and the general manager
at the resort said to me, ‘Why do tennis pros have to dress like
such slobs? Look at the golf pros—they’re all dressed well and
clean-shaven. What is it with you guys?’” says Burwash. “That’s
what I hear. Owners don’t want to put money into tennis
because it’s perceived like such a slobbish sport. They can’t get
past that perception to see that the purpose of the courts is to
generate room revenue.
“One of the major complaints is that pros either miss lessons
or show up late to them,” he adds. “Tennis has it over golf in
practically every segment, but what golf has over us is a much
higher degree of professionalism. This lack of professionalism in
tennis pros drives me crazy.
“To me, it’s just common sense on how you dress, how you
act, and how you present yourself,” says Burwash. “Most of
our properties, they’d throw us out if we presented ourselves
that way.”
C USTOMER SATISFACTION
While PBI is installed at 69 sites in 32 countries to date,
“We’ve turned down quite a few over the years,” says Burwash.
“The No. 1 reason is for a lack of service mentality—the owner or
manager doesn’t really see service as critical. No. 2 would be securi-
ty. We’ve had offers to go to different places that aren’t really safe.
No. 3 is that we’ve carved out a niche of being in five-star opera-
tions, so our customers have come to expect that. We generate
customers who trust us.”
And for 30 years, the customer is what PBI is all about. “We
have a strong corporate policy of never charging if the customer
doesn’t get it,” says Burwash. “I expect all of our pros, if they don’t
succeed in a lesson, to give the lesson for free. Also, if we are one
minute late, we give the lesson for free, and the pro pays a $50
fine to the [host] company. The customer is the winner. I wish
more service businesses would do that—if you don’t get the job
done, don’t charge.
“I would average 20 to 25 letters a week commending the
excellent service,” he adds. “I think we’ve had two negative letters
in the 30 years, and they were both our fault and we ended up
covering the cost.”
Communication within the PBI organization is also key, both for
serving the customer and serving the host facility. Burwash sends
out a message to all his pros two or three times a week, he says.
Also, every PBI pro must send out a newsletter at least four times a
year to all the other pros, sharing information about their successes
and failures.
“We’re very conscientious about sharing where we go wrong,”
says Burwash. “If you don’t communicate your mistakes, they con-
tinue to happen.”
EMPLOYEE SATISFACTION
With PBI pros, the rigorous interview process, the intensive
training, and the constant communication pay off big. Burwash
says he’s never laid off anyone in his company over the 30 years.
Ten of his pros have been with him since day one, and the most
junior person at PBI headquarters at The Woodlands in Texas has
been with him for 24 years.
Pro Dan Aubuchon joined PBI 26 years ago, when he graduated
from college, and now is the tennis director at the Bighorn Golf
Club in Palm Desert, Calif. “There are two things that Peter did
that really keep people in the company,” he says. “One is that the
challenge is always changing and moving. Whatever you want to
get into, Peter will help you. I’ve gotten into consulting and design
April 2005 RACQUET SPORTS INDUSTRY 33

work, coaching pro players, running clinics for new PBI coaches.
“The other thing is the people,” Aubuchon says. “The peo-
ple you spend time with are incredible. I’m as close to these
people as I am to my family.”
Adds Chris Dwyer, PBI’s executive vice president and COO,
“Peter’s enthusiasm is contagious. It keeps you going. He keeps
challenging and encouraging. He
gives you a lot of freedom to take the
initiative.” Dwyer, whose main job is
matching pros to resorts, has known
Burwash since his days living in Cana-
da.
Burwash’s respect for his pros also
runs deep. “I’ve never taken a penny
from another pro; I’ve never received
one cent from the company,” Bur-
wash says. “I have no salary. I make
my money on speaking engagements,
books, articles.
“For me, loyalty is a two-way
street,” he adds. “Today, employers
are not loyal to their employees, yet
they want their employees to be loyal
to them. I’ve always felt that if your
employees are happy, that’s going to
be truly reflected in how they treat
the customer.
“I speak to major corporations,
and I find that one of the reasons they’re struggling today is
that the president is so focused on the bottom line that they
spend all their time worrying about that instead of taking care
of the employees,” says Burwash. “You’d better make it a neat
environment to come to work in. Everyone has my direct line
and email and can contact me any time. I spend three to four
hours a day just talking to the pros individually.”
H OME AND AWAY
Burwash’s speaking engagements take him around the
34 RACQUET SPORTS INDUSTRY April 2005
world, addressing such companies as American Express, Four Seasons
Hotels and Resorts, Chemical Bank, the American Cancer Society,
Cornell University, Pacific Asia Travel Association, the USPTA, and the
USTA. His topics can range from leadership, to motivation, to health
and fitness, to service, to tennis, and more.
For nearly 25 years he spent more than 300 days a year on the
road, averaging about 264,000 air-travel miles annually. But, he says,
“I’m trying to get smarter.” For the last eight or nine years, he says
he’s averaged about 150 days on the road, packing more into each
trip so he’s able to spend less time away from his family—wife Lynn
and adopted daughters Kimberly, 14, and Skyler, 9.
Home for Burwash now is Carmel Valley, Calif., where the family
moved from Hawaii in 1999. “We came to buy the Gardiner Tennis
Ranch,” says Burwash. “When John Gardiner wanted to sell, he
called me and said I was the only one he trusted the property to. I
raised the money in 24 hours, then there was a zoning dispute and
my lead investor panicked, then prices rose and it didn’t happen.”
Now Burwash runs the 12-court (10 hard, two clay) Carmel Valley
Ranch. The director of tennis at Carmel Valley Ranch is Bruce Haase,
who has been a pillar of the PBI organization since its founding, says
Burwash.
Burwash also has written 10 books, including the still popular
“Tennis for Life.” But only two of his books are about tennis; the
others are on life and motivation. His latest book is “Dear Teenager,”
which deals with teen suicide and getting through the tough
teenage years.
Among his many successes on court,
Burwash started wheelchair tennis. “In
February 1975 we founded the nonprof-
it International Foundation of Wheelchair
Tennis,” he says. “We put down the first
rules and had the first tournaments.
When Brad Parks formed the National
Foundation of Wheelchair Tennis, we
felt he would be a better spokesman for
the sport.”
Burwash also started a tennis pro-
gram for prisoners at the Hawaii State
Prison. “In 18 years, of all the guys in
our program, only one returned to
prison after being let out,” says Bur-
wash. “They were absolutely my favorite
group to teach; they were truly the most
appreciative, and their deportment on
the court was impeccable. I still keep in
touch with some of them.” The program
ended in 1993 when the prison needed
the court space to build more cells.
But community service remains a key
for PBI today. “I ask all of our pros to give two to four hours a week
of community service on behalf of the sport,” says Burwash. “If they
can’t, then PBI isn’t for them.”
For Burwash, though, and for the three-decades-long success
story of PBI, it comes down to one very simple business philosophy.
“My No. 1 role is to take care of the employees,” he says. “The
employees’ No. 1 role is to take care of the customers. And, magical-
ly, the customer takes care of the bottom line.
“We’ve made money for 30 years with that philosophy.” Q
 PROMOTIONS
INDUSTRY SUCCESS
THAT WORK
WORK
These two racquet sports facilities may be taking different
paths, but both are leading to increased profits.
W
hat makes some racquet sports facili-
ties busier than beehives? That's the
question I put to some folks in the
industry.
“You've got to talk to Beth Beck at Club
Fit,” said Denise Jordan, executive director
of the USTA Eastern Section.
“You've got to talk to Richard Millman at
Westchester Squash,” said Simon Haysom, a
national-level amateur squash player.
Well, they were both right. I found out
that Beth Beck and Richard Millman may
have different ways of doing business, but
both are amazingly successful. You, too, can
T
learn some valuable lessons from what Beck
and Millman are doing at their facilities.
HE MULTIDIRECTIONAL
APPROACH
There are two Club Fits in upscale Westch-
ester County, a northern suburb of New
York City. I headed for the one in Briarcliff,
N.Y. (the other facility is in Jefferson Valley).
36 RACQUET SPORTS INDUSTRY April 2005
The place is immense, with acres of park-
ing, and on the Thursday morning I
stopped by, the lot was nearly full.
I met co-owner and President Beth Beck
in the lobby, which was buzzing with activi-
ty. “We're having a party tonight to cele-
brate our 30th birthday, so it's a bit more
hectic than usual,” she said. “We're expect-
ing over 800 people.” That, I later learned,
was only 10 percent of the membership!
Beck took me on a tour, starting at the
nursery where a dozen or so little kids were
noisily playing. We got a welcoming wave
from the room's supervisor, who kept right
on playing with the kids. (The secret: Hire
someone who loves playing with kids and
still has 360-degree vision.) Next door is the
playroom for the older kids, which was
empty since all the kids were in school. But
the room looked like heaven for 10-year-
olds: dozens of things to climb, balls to
throw, games to play—and no hard edges.
We visited the two indoor hard tennis
courts that are the survivors of the original
six. Later we
stopped by the
seven new, bub-
bled Har-Tru out-
door courts.
Quick count: two
empty, two play-
ing singles, five
with pros teach-
ing lessons. Not
bad for midday,
mid-week.
Next, it was
on to the gym
facilities that have
taken over from
BY MARTIN RINEHART
four of the original courts. That would be
about 24,000 square feet and, like the
parking lot, it was nearly full. After that, we
went out to the new pool area.
“We used to have just one pool,” Beck
said, as I looked at the three-pool facility.
“Some people wanted to swim laps, some
were there for water therapy, and the kids
wanted to play. It just didn't work.” When I
visited, there were lap swimmers in the lap
pool and a seniors class in the therapy pool.
The kids' pool will fill up after school.
I met Patty Irwin, the aquatics director,
who explained the different temperatures
they keep their pools: cooler for the lap
swimmers, warmer for therapy. I'm begin-
ning to see a pattern: attention to every
detail.
When we visited the seven bubbled
courts, I realized that they were turned 90
degrees from the summer layout shown on
the website. By switching from a north-
south layout in summer to an east-west lay-
out, Club Fit gained one extra court space
under the bubble. Again, they don't miss a
single detail.
The six racquetball courts were upstairs,
and they were empty. “Look . . .” Beck
said, with a note of real pain in her voice,
“they'll be full tonight with the leagues, but
still . . .” She takes the empty space person-
ally.
The club was built by a group of doctors
during the 1970s tennis boom. Beck was
asked to run a failing facility while the doc-
tors decided what they would do with it.
Eventually, Beck and a partner bought it.
“We turned the corner when we
stopped selling court time and started selling
monthly EFT [electronic funds transfer]
memberships,” she said. “That took a bit of
courage, but it's really the key to the club
because you don't get into the renewal
process.” With EFT, dues are automatically
deducted at the beginning of every month
from a member's checking or credit-card
account. That was in1982 when EFT was a
novel idea. Today, Club Fit in Jefferson Val-
ley is undergoing a $10 million renovation.
“You've got to keep investing; you can't
stand still,” said Beck.
In return for that investment, you can
ask your customers to pay. “We raise rates
about 4 percent every year, whatever the
economy's doing,” she said. Today's cus-
tomers pay $120 a month for a 12-month,
EFT commitment.
Finally, I asked about marketing. “We
do a little of everything: mail, newspapers,
www.clubfit.com. Our biggest advertising is
cable television during the US Open,” Beck
said. “But basically it's all word-of-mouth.
We offer $50 to anyone who brings in a
new member.” She added that members
prefer the money rather than getting, say, a
free month. “They really like to get that
check.”
Over the years the Club Fits have
become models of a modern racquet sports
and fitness facility. Tennis alone doesn't
work for them; tennis and a good variety of
other fitness activities work. Trying to sell
court time doesn't work; electronically paid
memberships work. Having one swimming
pool doesn't work for them; creating three
pools, while not realistic in most demo-
graphic areas, suits Club Fit members best.
A SINGULAR FOCUS
It's all about what the members want
and need.
Pat and Richard Millman, both squash
pros, created Westchester Squash in
Mamaroneck, N.Y., in 1998. It's a four-court
facility in a converted warehouse in an
industrial bit of southern Westchester Coun-
ty. It's not visible from any road likely to be
driven by a potential customer. On the other
hand, if you know where you're going, it's
convenient by highway and train.
Westchester Squash is nothing but
squash. You can play squash, get squash
lessons, buy a squash racquet, or have
yours restrung, but that's all. If you want
to lift a weight or swim a lap, you'll have
to go elsewhere.
Despite not having other activities to
draw in members, Westchester Squash
was a success from day one. Richard Mill-
man says it took three years for the word-
of-mouth to make it the place to play
squash. Today it's a Mecca for squash
enthusiasts—the facility hosts internation-
al-level tournaments. Millman began to
expand as other owners of squash facili-
ties (usually near-empty facilities) sought
out the Millman magic. Westchester
Squash now manages three four-court
locations, keeping a dozen professionals
busy.
“There are three things you need to
run a successful squash program,” Mill-
man told me. “First, you have to have a
clean facility. I've seen private clubs where
they wash their walls once a year. I used
to teach at a place where they washed the
walls every other day and you could tell
that the second day wasn't as good as the
first.” Millman's walls are washed every
morning.
“Second, you have to have good 'pro-
gram managers,'” he said. “Some people
call them teaching pros. Here, we have
program managers. They have to be good
with squash, they have to be good with
people, and they have to organize and
manage the squash businesses.
“Third, you have to have multiple prof-
it centers,” he continued. “We have initia-
tion fees and our EFT memberships.” It's
the same revenue model as the Club Fits.
But memberships are only a start.
“Then we have leagues. Lessons are a
major profit center. Our junior programs
are another. We have school programs
where we give away court time but
charge for the coaching. We have tourna-
ments here. We have coaches available to
go with players to tournaments such as
the nationals.” Millman, himself an interna-
tionally-ranked player, has coached many of
America's top squash players.
Listen to Millman for even a short time
and you can add a fourth item to his list: a
love of squash that is contagious.
He even entertains pure sales thoughts.
“Parents know that their kids have a better
chance of getting into an Ivy League school
if they're good squash players,” Millman
said. This sort of thinking works well in an
area like Westchester County.
Millman is just as excited about pro-
grams that bring squash to inner-city kids.
Today, Westchester Squash is a partner in
programs that bring squash into urban
areas in New York and three other cities. He
wants to make squash a sport for everyone.
Like Beth Beck, Millman says word-of-
mouth is his big seller. There's even a con-
ductor on the commuter rail line who
announces, “Mamaroneck Station, where
the world-class squash players play.” Mill-
man advertises in a squash magazine, at
www.WestchesterSquash.com and in the
Yellow Pages. Also, he credits the tourna-
ments they host as promotional opportunities.
THE COMMON THREAD
For Millman, it's all about providing the
best squash experience possible.
Look closely and you can see that what
Beck and Millman have in common is a pas-
sion for what they are doing. And that
translates into an attention to details that
make the Club Fits and Westchester Squash
facilities some of the best in the business.
Each of Beck's pools is at the right tempera-
ture. Millman's walls are washed every
morning.
But also, their passion is contagious. It
shows in the way Patty Irwin takes care of
the pools. It's reflected in the way Millman's
program managers work. And you can bet
that all the members of Club Fit and
Westchester Squash feel that passion, too.
That's why they keep coming back, and
bringing their friends. Q
April 2005 RACQUET SPORTS INDUSTRY 37
 PLAYER EQUIPMENT LOG The U.S.’s Serena Wil
with title wins at the
using natural gut stri
ful of male pros in th
chart in your store, s

MEN
Round Racquet Racquet String

1 S Roger Federer SUI Wilson N Six One Tour 90 Luxilon/Wilson

Rank Reached Player Name Country Brand Racquet Model Headsize Brand

2 F Lleyton Hewitt AUS Yonex RDX-500 90 Babolat/Luxilon

3 S Andy Roddick USA Babolat Pure Drive + 100 Babolat
4 W Marat Safin RUS Head Liquidmetal Prestige Mid 93 Luxilon/Babolat
5 4 Guillermo Coria ARG Prince O3 Tour 100 Luxilon
6 1 Carlos Moya ESP Babolat Pure Drive 100 Luxilon
7 3 Tim Henman GBR Slazenger Pro X-1 95 Babolat/Luxilon
8 3 Gaston Gaudio ARG Wilson N PRO 95 Toalson
9 Q David Nalbandian ARG Yonex RDX-500 98 Luxilon
10 Q Andre Agassi USA Head New Coming Soon 107 Luxilon
11 4 Joachim Johansson SWE Yonex RDX 500 90 Luxilon/Babolat
12 4 Guillermo Canas ARG Wilson Hyper Pro Staff 6.1 95 Kirschbaum
13 4 Tommy Robredo ESP Dunlop 300G 98 Luxilon
14 3 Fernando Gonzalez CHI Babolat Pure Storm Plus 98 Luxilon
15 Q Nikolay Davydendo RUS Head LM Radical MP 98 Luxilon
16 2 Mikhail Youzhny RUS Head Liquidmetal Instinct 100 Pacific
17 2 Tommy Haas GER Dunlop 200g 95 Babolat
18 2 Nicolas Massu CHI Babolat Pure Storm Plus 98 Luxilon
19 Q Dominik Hrbaty SVK Fischer Pro Extreme FT 95 Kirschbaum
20 3 Feliciano Lopez ESP Babolat Pure Drive plus 98 Luxilon

WOMEN
Round Racquet Racquet String

1 F Lindsay Davenport USA Wilson N Tour 95 Babolat

Rank Reached Player Name Country Brand Racquet Model Headsize Brand

2 W Serena Williams USA Wilson N3 110 Wilson

3 Q Amelie Mauresmo FRA Dunlop 300G 98 Babolat
4 S Maria Sharapova RUS Prince Turbo Shark MP 100 Babolat
5 4 Anastasia Myskina RUS Head Liquidmetal Instinct 100 Luxilon
6 Q Svetlana Kuznetsova RUS Head Liquidmetal Instinct 100 Luxilon
7 4 Elena Dementieva RUS Yonex RDX-500 MP 98 Luxilon
8 4 Venus Williams USA Wilson New Racquet coming soon 110 Wilson
9 DNP Jennifer Capriati USA Prince Tour Diablo 95 Babolat/Luxilon
10 Q Alicia Molik AUS Dunlop 300G 98 Luxilon
11 2 Vera Zvonareva RUS Fischer Pro No One FT 98 Luxilon
12 4 Nadia Petrova RUS Babolat Pure Drive Team 98 Luxilon
13 S Nathalie Dechy FRA Head Liquidmetal Prestige MP 98 Babolat
14 Q Patty Schnyder SUI Head Liquidmetal Prestige MP 98 Kirschbaum
15 DNP Justine Henin-Hardenne BEL Wilson N Tour 95 BDE
16 DNP Elena Bovina RUS Head Liquidmetal Instinct 100 Luxilon
17 4 Karolina Sprem CRO Fischer Pro Tour FT 98 Tecnifibre
18 4 Silvia Farina Elia ITA Prince Triple Threat Graphite OS 110 Luxilon
19 3 Francesca Schiavone ITA Fischer Pro No. One 98 Luxilon
20 DNP Paola Suarez ARG Prince NXG Graphite 100 Prince

38 RACQUET SPORTS INDUSTRY April 2005

lliams and Russia’s Marat Safin kicked off the 2005 Grand Slam season in style in January
Australian Open. As the chart below shows, Williams is one of the few women pros still
ings in her racquet. To further illustrate this march toward polyester strings, only a hand-
e Top 20 are using natural gut, and all of them use it as part of a hybrid system. Post this
so your customers can check out what their favorite players are using.

String String Footwear Clothing

Big Banger Alu Power Rough/Natural Gut 16L 25/23.5 Nike VAPOR S2 Nike
String Model Gauge Tension Brand Footwear Model Brand

VS Team/Big Banger Alu Power 16L 56 Nike MAX Breathe FREE Nike
Pro Hurricane/VS Team 16 16 73 Reebok Figjam DMX Reebok
Big Banger Alu Power Rough/VS Touch 16 - Adidas Barricade III Adidas
Big Banger Original 16 52 Adidas a3 Accelerate Adidas
Big Banger Original 16 60 Nike MAX Breathe FREE Nike
Big Banger Timo 18/ VS Team Natural Gut 18 51.6 Adidas Barricade III Adidas
Cyber Blade Tour Thermaxe 127 1.27mm 59.5 Diadora Protech DA2 Diadora
Big Banger Original 16 64 Yonex SHT-304 Yonex
Big Banger Alu Power 16L 66 Nike MAX Breathe FREE Nike
Big Banger Alu Power/VS Team Natural Gut 17 - Yonex SHT-304 Yonex
Super Smash Honey 1.2 - - - KDY
Big Banger Original 16L 23.5kg Sergio Tacchini - Sergio Tacchini
Big Banger Alu Power 16L 25/27kg Adidas Barricade III Adidas
Big Bangert Alu Power 16L - - - -
Polygut Blend 17 17 26kg Fila X-Point Fila
VS Touch - Asics - Asics
Big Banger Alu Power 16 53 Adidas Barricade III Adidas
Super Smash 17 17 - Lotto ATP Machine speed Lotto
Big Banger Original 16 - Nike - Nike

String String Footwear Clothing

VS Touch 15L 63/64 Nike Air Zoom Thrive Nike

String Model Gauge Tension Brand Footwear Model Brand

Natural 16 67 Nike - Nike

VS Touch 16 57.2 Nike MAX Breathe FREE Nike
Pro Hurricane 17/VS Touch 17 17 - Nike VAPOR S2 Nike
Big Banger Timo 18 18 56/52 Nike - Nike
Big Banger Alu Touch 16L - Fila X-Point Fila
Big Banger Alu Power 16L 51/48.5 Yonex SHT-304 Yonex
Natural 16 65 Reebok VESW DMX Reebok
VS Touch 16/Big Banger Alu Power 16L - Fila X-Point Fila
Big Banger Alu Power 16L - Adidas Barricade III W Adidas
Big Banger Alu Power 16L - Adidas Barricade II W Adidas
Monotec Supersense 16L 28 Adidas Barricade III W Adidas
VS Touch Natural Gut 16 - ASICS Gel Enqvist ASICS
Super Smash Spikey 17 - Adidas Barricade III W Adidas
BDE Performance 16 - Adidas Barricade III W Adidas
Big Banger Timo 17 - - - -
X-Tra Dynamic 1.33 16 57.3/55.1 - - -
Big Banger Original 16 52/50 Sergio Tacchini - Sergio Tacchini
Big Banger Alu Power 18 - Diadora Kynetech W DA2 Diadora
Tournament Nylon 15L - Lotto ATP Supreme Lite Lotto

April 2005 RACQUET SPORTS INDUSTRY 39

 string PLAYTEST

Völkl V-REX
V-Rex is a new monofilament polyester ry is about what you would
string from Völkl. According to Völkl, V- expect, but blocked holes are no
problem. The string has enough
Rex is a unique co-polyester developed
texture to it so that it doesn’t
specifically for today's serious aggres- slip through your fingers when
sive player who demands precise control weaving the crosses. Thirteen
of our playtesters rated it
and reliable durability. Due to a patent-
about the same or easier to
ed manufacturing process, Völkl says install than their favorite
that V-Rex maintains tension exception- string, while 18 rated it not
as easy to install.
ally well, which ensures its unique per-
No playtester broke a sample during
formance longer than conventional stringing, 13 reported problems with coil there, Völkl V-Rex might be just the string
polyester strings. And where conven- memory, 5 reported problems tying knots, they need.
tional polyester strings can feel harsh,
and 3 reported friction burn. —Greg Raven Q
Völkl tells us that V-Rex offers a soft yet ON THE COURT EASE OF STRINGING
elastic feel. According to our playtesters, Völkl V-Rex (compared to other strings)
V-Rex is available in 16L in yellow only. really stands out in our Control, Resis- Number of testers who said it was:
It is priced from $8 per set, and $120 for tance to Movement, and Durability cate- much easier 0
reels of 770 feet. For more information or gories. In the Control category, our somewhat easier 4
playtesters gave V-Rex second place of all about as easy 9
to order, contact Völkl at 800-264-4579,
the strings we’ve tested to date. In Resis- not quite as easy 18
or visit www.völkl.com.
not nearly as easy 0
tance to Movement, they gave V-Rex third
IN THE LAB place of all the strings we’ve ever tested. OVERALL PLAYABILITY
We tested the 16L (1.27 mm) gauge V- And for Durability, they gave V-Rex fourth (compared to string played most often)
Rex. The coil measured 41’11”. The diam- place of all the strings we’ve ever tested, Number of testers who said it was:
eter measured 1.27 mm prior to stringing, with 25 of our playtesters also saying that much better 0
V-Rex has better or much better durability somewhat better 4
and 1.23 mm after stringing. We recorded
than other strings of similar gauge. about as playable 7
a stringbed stiffness of 71 RDC units
not quite as playable 17
immediately after stringing at 60 pounds What’s more, our playtesters think V-Rex
not nearly as playable 3
in a Wilson Pro Staff 6.1 95 (16 x 18 pat- is well above average in Spin Potential,
tern) on a constant-pull machine. and Holding Tension, and above average OVERALL DURABILITY
After 24 hours (no playing), stringbed in Power. These ratings were good (compared to other strings
stiffness measured 66 RDC units, repre- enough to give Völkl V-Rex an overall of similar gauge)
above average score. Number of testers who said it was:
senting a 7 percent tension loss. Our con-
Only two playtesters broke the test much better 8
trol string, Prince Synthetic Gut Original
somewhat better 17
Gold 16, measured 78 RDC units immedi- sample, one at 18 hours, and one at 70
about as durable 6
ately after stringing and 71 RDC units hours.
not quite as durable 0
after 24 hours, representing a 9 percent not nearly as durable 0
tension loss. V-Rex added 15 grams to the CONCLUSION
weight of our unstrung frame. Völkl V-Rex is yet another solid option for RATING AVERAGES
players seeking the durability that comes From 1 to 5 (best)
The string was tested for five weeks by
from using a polyester string, as along Playability 3.2
31 USRSA playtesters, with NTRP ratings
Durability 4.5
from 3.0 to 6.0. These are blind tests, with that durability comes control, resis-
Power 3.3
with playtesters receiving unmarked tance to movement, spin potential, and
Control 3.9
strings in unmarked packages. The aver- power. This is a great combination for any
Comfort 2.7
age number of hours playtested was 23.8. string, and more than a third even found Touch/Feel 2.8
Out of the package, V-Rex feels and the playability better than average. If you Spin Potential 3.5
strings up like other polyesters, with low have customers who take a full swing at Holding Tension 3.5
elongation during tensioning. Coil memo- the ball and need a string that can hang in Resistance to Movement 4.0

40 RACQUET SPORTS INDUSTRY April 2005

 TESTERS TALK

“ I love this string. Coil memory is not a minus, for it strings up quick
and clean. Tension is still near where I strung it, 25 hours of play and a
“ This string plays more like a synthetic gut than a poly. I am sur-
prised at the playability and power it has. It maintains tension very
month later. Lots of pop, great power, but under control, even with my well and does not move at all in a 16x18 pattern. Depending on
oversize frame. Still feels great.
“
3.0 male all-court player using Völkl Catapult VI OS strung at 58
price, I would consider using this string.
“
5.0 male baseliner with heavy spin using Wilson Pro Staff ROK
pounds LO (Gamma XP Pro 17) strung at 68 pounds LO (Luxilon Ace / Babolat VS Tonic 18)

“ I like this string. It hits great. I will use it when I find out the
“This monofilament feels very stiff out of the package, but is both
name.
”
4.0 male all-court player using Wilson H5 strung at 55 pounds CP
fast and easy to string, with little to no coil memory and very short
pulls on the tension head. My first reaction on court was that it has
(Wilson NXT Max 16) less “pop” than my current string, but I’d adjust the tension to com-
pensate if I tried it again. It has significantly better ball grab than my

“ This is a string I love to play with. Stiff stringbed, string doesn’t

move. Great control. Lets me supply the
current string. I’m hitting my best slices and topspins ever—even
better than with hybrids I’ve tried. There is
power I need. Solid feel. Great. Let me absolutely no string movement for quite a
know what it is!
” “Much better than while, and amazingly, the string has an
4.5 male all-court player using Wilson H
Blaze strung at 70 pounds CP (Luxilon
most other polys. unexpectedly soft feel at impact. This
string should sell well to young power hit-
Alu Power 16L) Very responsive for a poly. I would ters who want a soft feel, great grab, spin,

even recommend it over the present

“ Overall pleased with the string. Really
had good “pop” on flat serves and still
had plenty of kick on spin serves.
”
3.5 male serve-and-volleyer using Wilson
Pro Staff 6.5 strung at 62 pounds CP (Wil-
son Sensation 16)
“ I like this string right from the start. I
feel I can do anything. The only setback was tension loss after a while.
leading poly strings.”
5.0 male all-court player using Babolat
Pure Drive Zylon strung at 50 pounds CP
(Forten Kevlar / Gosen Polylon 17/16)
After stringing, I was expecting it would be hard on my arm, but I’m
and durability.
”
3.5 male all-court player using Gamma
Diamond Fibre F-9.0 strung at 65 pounds
LO (Gamma Live Wire XP 17)
“ This string has a great combination of
durability (its strongest feature) with com-
fort and control. After 20 hours of play, the
strings have yet to end up out of place.

Some members used my racquet as well, and they liked it very much.
pleasantly surprised.
”
3.5 male all-court player using Head Liquidmetal Radical OS strung
This is a good string. No pain in the elbow as with many poly strings.
5.5 male all-court player using Head Liquidmetal Rave strung at 54
” at 60 pounds CP (Babolat VS Touch 16)

pounds CP (Head IntelliTour 17)

“I found nothing special about this string—a standard poly with
good durability and control, but no feel. There are plenty of other
“ This string plays slightly better than most polyester strings I’ve tried
in the past, but still maintains most of the qualities of a poly. Excellent
polys I like more. Stringing was easy, no problems.
”
4.0 male all-court player using Wilson Hyper Pro Staff 6.0 strung at
control, durability, and resistance to movement, but comfort and feel
60 pounds LO (Wilson Natural Gut 17)
are below average. I would like to try this string in a hybrid with a soft-
er synthetic gut in the crosses. Could be a winner in that setup.
”
4.0 male all-court player using Völkl V1 Classic strung at 58 pounds “Relatively difficult to string, but this is a good choice for players
LO (Babolat Tonic 16) who use huge amounts of spin, and for those who use control and
feel. This string is not for recreational players, as power must be gen-
erated by the player’s technique. This string could be reliably recom-
“ This string has a very comfortable feel from the first hit. Tension
holds up nicely. Nice combination of power and feel. Stringing was
mended to frequent string breakers.
”
4.5 male serve-and-volleyer using Wilson Hyper Hammer 2.3 strung
slightly more problematic. It was stiff enough to make knots more diffi-
at 66 pounds LO (Wilson Sensation 16)
”
cult. Not a flexible string during installation.
5.0 male all-court player using Prince More Control DB 800 strung at
63 pounds LO (Prince 16) For the rest of the tester comments, USRSA members can visit RacquetTECH.com.

(Strings normally used by testers are indicated in parentheses.)

April 2005 RACQUET SPORTS INDUSTRY 41

 ask the EXPERTS
Your Equipment Hotline
RACQUET SPECS
Q IS THERE A GENERAL GRIP SIZE
used for stating specs on new rac-
quets? I'm starting to receive some
new frames from Wilson and it appears as
though the specs quoted for unstrung rac-
quets were done for a 4-3/8” grip. My
new nPro Surge was right on the money
and it has a 4-3/8” grip. However, the
nTour is a 4-1/2” grip and it differs. Are
the specs posted on your site taken direct-
ly from the manufacturer? When manu-
facturers are giving swingweight
measurements is each using the same
apparatus (such as the Babolat Racquet
Diagnostic Center) for the measurement?
What do they use for measuring stiffness?
There's a lot of confusion out here as
to the consistency of information from var-
ious manufacturers. For instance, I'd like to
be able to access the database at Racquet-
TECH.com and use comparison figures for
42 RACQUET SPORTS INDUSTRY April 2005
racquets. If I know that the manufacturers
are using a specific piece of equipment for
measuring swingweight then I can re-cali-
brate my Rossignol Swingtest to match that
piece of equipment. That way, when I have
a customer come in with an older model
frame that's not in your database, I can do
my own swingweight test and get a
numeric figure to plug into the search fea-
ture when I'm trying to find my customer a swingweight from our Babolat RDC. From
close match to their current racquet. what we can gather, some manufacturers
do use the Babolat RDC, but others have
A ALL SPECS ARE TAKEN from actual
racquets, which are represented to
us as being samples of production rac-
made their own equipment, and typically
these custom measuring devices are signifi-
cantly different from the Babolat RDC.
quets. They are typically size 3 grips (4- Although superficially similar to the
3/8”), and each racquet is measured swingweight portion of the Babolat RDC,
strung. We virtually never publish manufac- the Rossignol swingweight tester produces
turer specs. results that cannot easily be correlated to
We weigh each racquet on a calibrated those of the Babolat RDC because one
scale, measure the balance on an Alpha reads low on the low end and high on the
Viper Balance Beam, and get the flex and high end, compared to the other. We have
tested swingweight using the pendulum
method, however, and the data points corre-
late well with the RDC. (See our on-line tool
at http://www.racquettech.com/members/
tools/swing_weight.html for all the details.) It
is also worth noting that we sporadically
check the calibration of the swingweight
portion of our RDC using a special set of rac-
quets having known measurements.
SAFE TENSION RANGE
I NOTICED IN YOUR PRO equipment
Q logs (http://www.racquettech.com
/members/prologs/pro_logs_toc.html)
that the string tension indicated for several
players is higher than the racquet manufac-
turer's tension range on their racquets. Are
the pros playing with special made versions
of these racquets to handle higher string ten-
sions? Is there a "safe" range over the man-
ufacturer's tension range that a racquet can
be strung?
A SOME PROS DO PLAY SPECIAL frames
that are not available to the public,
even though the graphics on the pro's rac-
quet are similar to those appearing on rac-
quets that are available to the retail
customer. In those cases where a pro is play-
ing with a frame that is available to retail
customers, the primary concern is to get
the racquet to perform a certain way,
regardless of any reduction in frame
longevity, because the sponsoring manu-
facturer provides free or low-cost rac-
quets to the player.
The published tension range is the
safe range. Increasing tension beyond
the maximum listed tension will void the
warranty.
RACQUET MOUNTING
I HAVE A GAMMA PROGRESSION
Q ST II stringer, and I have upgraded
from the standard Gamma quick-mount
system to their top-of-the-line suspen-
sion-mount system, where one knob
moves two shoulder-support arms at the
same time. When I mount a racquet, the
shoulder-support arms do not contact
the frame at the same time. When the
first one contacts the frame, the other
one is still 1/8 inch away. By the time
each arm is in contact with the frame,
the racquet is pushed to one side. I have
tried mounting different racquets, and I
always get that same result. Is this some-
thing I should worry about?
A THERE ARE TWO THINGS YOU can
do before contacting Gamma.
First, check that the centerline of the
tower is aligned with the centerline of
the table (that is, not twisted 1/16 inch
to one side). If the tower is aligned prop-
erly, check that the shoulder support
assembly is also properly aligned with the
tower.
—Greg Raven Q
We welcome your questions. Please send them
to Racquet Sports Industry, 330 Main St., Vista,
CA, 92084; fax: 760-536-1171; email:
greg@racquettech.com.
April 2005 RACQUET SPORTS INDUSTRY 43
 tips and TECHNIQUES
Readers’ Know-How in Action
TIGHTER TIE-OFFS
In order to get as much slack out of the
tie-off knot as possible, I insert the end my
awl through the loop of the knot, and
while pulling on the end of the string with
a pair of pliers, slowly ease the awl out.
This gets as much slack out of the string as
possible before the knot tightens on itself.
5 sets of Gamma Zo Power & a Gamma
T-Shirt & Hat to:
Don Stull, Tucson, AZ
SEALING NATURAL GUT
KNOT ENDS
The free end of knots tied in natural gut
will unravel over time. This is unsightly and
44 RACQUET SPORTS INDUSTRY April 2005
can be prevented by putting a small
amount of clear fingernail polish on the
end of the trimmed string end to seal the
strands together before they can separate.
5 sets of Prince Polygut 16 to:
Bill Thompson, MRT, Farmville, VA
BEGINNERS
ALPHA MOUNTING
ADJUSTMENTS
I have an Alpha Blu-DC Plus stringing
machine that has individual tightening
knobs for each side of the mounting arms.
I find it clumsy to tighten each knob inde-
pendently, and have found a way to tight-
en both at once.
I first lightly mount the racquet with the
6 o'clock and 12 o'clock mounts. Then I
stand opposite the arms I am about to
tighten and use my forearms to squeeze
both mounting arms up to the hoop. This
puts my hands in position to tighten both
mounting arm knobs simultaneously. I then
repeat the procedure on the other side.
5 sets of Gosen Polylon Comfort 16
& a Gosen T-Shirt to:
Peter Underwood, Whitewater, WI
MARKETING
SELLING ATW STRINGING
I include a sheet with each around-the-
world (ATW) string job I do. This calls
attention to something the customer may
never have noticed, and helps establish me
as a stringing expert.
5 sets Silent Partner Original Syn
Gut to:
Justin Figel, MRT, Laurel, MD

Editor’s note: Members who are interested
in obtaining a copy of Justin’s sheet can
find it on-line at: http://www.racquettech.
com/members/reference/Figel_ATW.zip.
However, while the sheet states explicitly
that stringing a racquet ATW will not void
the manufacturer’s warranty, this is not the
case with Head racquets that are specified
for two-piece stringing. For these racquets,
any one-piece stringing will void the warranty.
COMPUTERIZED
STRINGING RECORDS
I have created a Microsoft Excel workbook
containing different spreadsheets to keep
track of various aspects of my stringing
business. It features:
Q An invoice template to generate and print
a final invoice.
Q An order form. This is set to print “two
up” on a letter-size piece of paper. After
printing, I cut each sheet down the middle
lengthwise, producing two order forms.
Each customer fills out a form when drop-
ping off a racquet, which I attach around
the grip of the racquet with a rubber band.
Q An invoice record log.
Q A logbook to record stringing information.
This worksheet is set up so I can easily gen-
erate reports on any column. For example, I I keep some simple notes about mainte-
can quickly look at all jobs for a particular nance and adjustments to my stringing
customer, jobs for a single racquet frame, machine.
jobs by string type, etc. 5 sets of Wilson Reaction 16 & a Wilson
Q Racquet IDs. I give each frame a number, Tournament Bag to:
which I track. In the logbook I can pull up Dan McManus, Auburn, WA
any ID and know how many times I have
strung the corresponding racquet, when I Editor’s Note: Members who are interested
have strung it, and with what string. in obtaining a copy of Dan’s spreadsheet can
Q String Inventory. I keep track of my string find it on-line at: http://www.racquettech.
inventory to make certain I have sufficient com/members/reference/McManus_Logbook.
supplies of the strings I list on my order zip. —Greg Raven Q
form. And by keeping costs up to date, I
Tips and Techniques submitted since 2000 by USRSA mem-
also know how much money I have tied up bers, and appearing in this column, have all been gathered
in working capital. I do about 350 racquets into a single volume of the Stringer’s Digest—Racquet Ser-
a year, and try to keep my string inventory vice Techniques which is a benefit of USRSA membership.
below $2,000. Submit tips to: Greg Raven, USRSA, 330 Main St., Vista, CA
Q Maintenance and calibration. This is where
92804; or email greg@racquettech.com.
April 2005 RACQUET SPORTS INDUSTRY 45
 science
Racquet Acrobatics
Amaze your friends with racquet tricks and the
explanations behind them.
SOMERSAULTING AND
FLIPPING RACQUETS
There are some things in life that are almost
totally useless, like rock music, but which
some people find important. The "Tennis
Racquet Theorem" is another good exam-
ple. The theorem says that if you toss a ten-
nis racquet (starting with strings parallel to
the ground) into the air to perform a som-
ersault before you catch it, it usually also
flips over in a half-twist and lands upside
down in your hand. This can be good or bad
depending on circumstances.
If the racquet happens to be a cat falling
several floors out a window, this flipping
over effect is good for the cat. If the racquet
happens to be a fresh piece of buttered
toast with jam on top, then the flipping over
effect is bad, especially for the carpet. If you
are an Olympic diver or gymnast, flipping
over several times while doing a few somer-
saults can earn you extra points, perhaps
leading to fame and fortune.
As far as tennis players are concerned,
the Tennis Racquet Theorem is similar in sig-
nificance to whether bath water rotates
clockwise or counter-clockwise in the
46 RACQUET SPORTS INDUSTRY April 2005
Southern Hemisphere when the bath plug is
pulled out. But it is a fascinating occurrence,
fun to watch, and apparently fun to do,
since so many players are constantly flipping
and spinning their racquets between and
after points or during simple idle moments
about the club. It is doubly fascinating since
the flip does not occur when you toss the
racquet to rotate in any other way. If you
begin the somersault by holding the racquet
face perpendicular to the ground, no twist
occurs. If you spin it about the long axis, it
doesn't also do a somersault, but if you toss
it in a somersault, it will also spin.
HOW IT FLIPS
A tennis racquet, like any other solid object,
has three different axes all at right angles to
each other. A racquet can be made to rotate
about any of the three axes separately or it
can rotate about all three axes simultane-
ously, which is the usual situation in any ten-
nis stroke. One can even measure the ease
or difficulty of rotation about each axis, and
it can be given a number specified by the
swingweight (moment of inertia) about that
axis. The three swingweights for a tennis
BY ROD CROSS
racquet are typically about 15, 120 and
135 kg•cm2, when each of the three axes
passes through the balance point of the
racquet. More commonly, the middle
swingweight most associated with a tennis
stroke is measured about an axis near the
end of the handle, in which case the typi-
cal value that is quoted is around 330
kg•cm2.
The easy axis of rotation is the one pass-
ing along the handle up to the tip of the
racquet. It is easy to spin a racquet about
this axis, and many players do just that
between points either as a nervous habit or
to distract their opponent. They can even
get the racquet rotating up to about 10
revolutions per second or 600 rpm. Inter-
estingly, the racquet doesn't flip around
and whack them in the back of their hand
when they do this, even though it is a sim-
ple spin around an axis just like the somer-
saulting racquet above.
Similarly, players sometimes stick their
finger in the hole in the throat section and
twirl (cartwheel) the racquet around the
index finger. Again the racquet only rotates
about one axis without any flips about the
others. This cartwheel axis has the largest
swingweight, and we can call it the "hard"
axis since it is hardest to rotate at high
speed around this axis. Andy Roddick espe-
cially loves doing this. It is just as easy to toss
the racquet in the air and spin it around the
"hard" axis, and the racquet doesn't flip
over. It is only when a racquet is rotated
(somersaulted) about the third axis that it
tends to flip over. It is the same with a book
or a box of cereal. Only one of the three
axes causes flipping, and it is not the one
with the smallest or the largest swing-
weight, but the one with the medium size
swingweight.
Suppose you toss a racquet with the
strings starting in a horizontal plane, paral-
lel to the ground, as shown in Figure 1. Toss
it fast enough so that it rotates through a
complete circle and then catch the handle.
Most times, the racquet lands upside down
as shown in Figure 2, having completed half
a twist around the easy spin axis. It doesn't
always do that. If you are really careful to
make sure the racquet has no twist when
you toss it, then you might get it to rotate
without flipping over. But any slight twist at
the start will grow rapidly and cause the
racquet to flip around the easy axis. Some-
times it appears that there is no twist at all,
and then it suddenly appears "all at once"
at the very end of the somersault.
It might seem that the racquet flips only
around the easy axis. However it also flips
around the hard axis just as rapidly. Sup-
pose the racquet has reached its halfway
point in mid-air, having completed 90
degrees of its 180-degree twist or flip. The
racquet is still rotating in somersault fashion
in the direction it was tossed, so it arrives at
a point where the racquet is rotating edge-
on, as shown in Figure 3. At this point the
racquet is rotating in cartwheel mode, as
opposed to a somersault, and it is also in
the middle of its twist and is still twisting
around the easy axis. In between these two
modes, the rotation is part somersault, part
cartwheel, and part twist.
The tricky part of all this is to visualize
which axis is which. There are three axes at
right angles that we can visualize as being
attached to the racquet. The problem is the
racquet is rotating so the axes are also
rotating while the racquet itself rotates
about each of the three axes.
To prevent our heads spinning as well, it
is common to imagine that the three axes
are attached to the ground rather than the
racquet. In that case the racquet rotates
only about two of the ground-based axes,
doing a 360-degree somersault about one
axis, a 180-degree twist about another
axis and no rotation at all about the third
axis. But the racquet really does rotate
edge-on during part of its journey, so it
really does rotate about the hard axis just
as fast as it does about the easy axis.
WHY IT FLIPS
It is possible to toss the racquet in a som-
ersault without it flipping, but very diffi-
cult. More likely is that the racquet makes
it about 180 degrees without any visible
twist, and then it does its flip all in the last
180 degrees. That's because the influence
of the initial twisting force of your hand
grows exponentially with time. For that
reason, if you try to do a double somer-
sault, the racquet will flip several times,
not just two half flips, one on each som-
ersault. The time to flip will depend on the
initial twist rate and the three swing-
weights. During the entire acrobatic act,
the energy gets channeled from one axis
(about the medium somersault axis) into
the other two axes. The rotation speed
about these axes increases exponentially
with time. But, as noted before, this only
happens when the rotation begins around
the medium somersault axis.
APPLICATION
So there you have it—interesting, odd,
probably not the focus of your next tennis
lesson, but, nonetheless, not totally frivo-
lous or irrelevant. You see, it helps to
explain how a player can twist a racquet
around the long axis while it is simultane-
ously rotating rapidly about the usual
swing axis, especially during a kick serve.
Biomechanists like to use the word
“pronation” to describe twisting of the
forearm. Obviously, arm muscles are
needed to twist the arm, but a racquet
can twist around all by itself, even though
it doesn’t have any muscles of its own.
Just toss it in the air, and it will happily flip
over in front of your very eyes. So the arm
doesn’t have to do very much pronation
work at all. The arm just needs to exert
some control over the process so the rac-
quet doesn’t twist in the wrong direction
or at the wrong rate. Even if you threw a
racquet at a ball, it would probably deliver
a pretty good kick serve with about the
right amount of slice and topspin.Q
April 2005 RACQUET SPORTS INDUSTRY 47
 Your Serve
Community Tennis Action!
Unsure how a CTA can help your business? The head of the CTA Develop-
ment Committee says you have a lot to gain by getting involved.
I
s “CTA” in your vocabulary? Better yet, are
you doing all you can for community tennis?
It’s a tough question to ask yourself.
As chair of the national USTA Com-
munity Tennis Association Development
Committee, I am dedicated to this cause.
It is our charge to advise and support
staff and volunteers at all levels in creat-
ing, developing, and strengthening a
nationwide network of self-sufficient
Community Tennis Associations to
increase tennis participation at the local
level.
As a PTR certified pro, I see being
involved in community tennis as a part of
my professional obligation to help pro-
mote and develop the growth of tennis.
A CTA-based program, along with a
strong park partnership, started my ten-
nis-playing career. The good folks at the
Greater Des Moines Tennis Association
sponsored the local USA Tennis NJTL pro-
gram, where I learned the basics. If not
for this great introduction to tennis, who
knows what I would be doing now?
What is a CTA? It is defined as “any
incorporated, geographically defined, not-
for-profit, volunteer-based tennis organi-
zation that supports or provides programs
which promote and develop the growth
of tennis.” CTAs fall into four categories:
Q A Single-Purpose CTA is organized with
a single, narrow purpose that addresses
a specific community need, such as a
group of senior citizens interested in
starting a senior division of USA League
Tennis.
Q A Multi-Purpose CTA is similar to a sin-
gle-purpose CTA, except that the asso-
ciation offers more than one program
or service. An example is a community
committed to offering a variety of USA
Tennis programs for youth, but not for
adults.
Q An Umbrella CTA represents the most
comprehensive type, delivering a full
menu of programs and services to the
entire community, regardless of age,
48 RACQUET SPORTS INDUSTRY April 2005
gender, cultural or socioeconomic back-
ground, physical ability or skill level.
Q A Coalition CTA represents the alliance of
diverse community organizations whose
purpose is to facilitate the delivery of ten-
nis programs and services.
Don’t be threatened by a CTA—embrace
it. It will surely enhance you and your opera-
tion. It’s everybody’s tennis future.
So what’s in it for you to get involved
with one of these organizations? Plenty.
You’ll be able to:
“A CTA will surely
enhance you and your
operation. It’s every-
body’s tennis future.”
1. Gain additional experience by offering
a program outside of your normal com-
fort level, perhaps an inner-city or wheel-
chair program.
2. Build potential future customers who
might decide to take up the game and
join your facility.
3. Work with your CTA to share revenue
of select events.
4. Gain additional exposure for you and/or
your club or facility.
5. Feel good about what you’re doing in
the professional realm to give back to
the sport.
6. Take a leadership role in the CTA, such
as being an officer, and gain prestige
and further your education and knowl-
edge.
7. Offer CTA-based events that can lead to
great networking opportunities with
connected folks in your community.
You can also bring a wealth of people to
the CTA with your current club clients that
are attorneys, bankers, media, or non-profit
experts. Any and all would be great to have
on the board.
Plenty of free and low-cost resources are
available for you to begin or expand your
BY SCOTT HANOVER
CTA, including: CTA start-up and expan-
sion grants; CTA manuals for forming a
CTA and for fund raising; USTA adjunct
faculty from the USTA/SERV Department
able to conduct local training sessions;
website advice and development; USTA
section and district staff liaisons; CTA
insurance; on-line registration; and
much more. To learn more, call your
USTA section office or go to
www.usta.com.
Additionally, over the next several
months, the USTA staff and volunteers
will unroll an initiative to grow tennis
through the park and recreation system.
It truly does start in parks. With our
partner—the National Recreation and
Park Association—the $1 million Tennis
in the Park initiative will look at grants,
advocacy, infrastructure, technical assis-
tance, facility enhancement, and more.
And with continued promotion of
Tennis Welcome Centers and Cardio
Tennis, the opportunity to grow our
sport is endless.
The USTA’s CTA Development Com-
mittee is dedicated to its priorities:
Q The Community Funding Program
(formerly called Funded Markets).
Q Expanding benefits and education.
Q National and regional workshops.
Q Awards and volunteer recognition.
Q Communication flow to our section
representatives and other section
community development committees.
CTA …You’ve got the definition, the
big picture, how we can help, how it
helps you. Now it’s your turn to serve.Q
Teaching pro and longtime USTA
volunteer Scott Hanover is the
general manager of the Plaza
Tennis Center in Kansas City,
Mo.
We welcome your opinions. Please email
comments to rsi@racquetTECH.com or fax
them to 760-536-1171.