Tennis Industry Magazine

Tennis Business
Product Management
Key INDUSTRY Select the right

CONFERENCES inventory to stay
set for California COMPETITIVE
The Sport
USTA President
KATRINA ADAMS
talks priorities
MARCH 2015 / VOLUME 43/ NUMBER 3 / $5.00
COURT
CONSTRUCTION
& MAINTENANCE
GUIDE
Hard Facts About PostTensioned Concrete

How to Evaluate CourtBuilder Proposals
California Sports Surfaces
Expands Its Brands
TA
SP
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a
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TennisIndustry
www.tennisindustrymag.com
MARCH 2015
FEATURES
18 S
elect the Right Inventory
DEPARTMENTS
4
Our Serve
Industry News
Consumers have high demands and unlimited

shopping opportunities, so choosing the correct
inventory is essential to success.
12 Letters
14 TIA News
p.18
20 Q&A With Katrina Adams
16 Racquet Tech
34 Ask the Experts
The new USTA president talks about her goals

and priorities for the next two years.
36
String Playtest: Yonex
PolyTour Spin G 125
INDUSTRY NEWS
p.20
22 Shoes: In-Store Advantage
7
Key industry conferences
set for Indian Wells
7
For players, buying shoes in a brick-and-mortar

shop provides advantages over internet and bigbox retailers.
Arthur Ashe inducted into

PTR Hall of Fame
7
USTA adds same-gender
doubles events
8
LSI installs LED lighting

on indoor courts
Nishikori makes cover of

Time magazine
USTA awards $86K in

Wheelchair Tennis
COURT CONSTRUCTION & MAINTENANCE GUIDE
24 T
he Hard Facts
p.22
With its resistance to cracking, post-tensioned

concrete is becoming the go-to choice.
9
David Benjamin to
retire from ITA
9
Host a Tennis Play Event to

promote your programming
28 S
erious Propositions
When youre ready to resurface your courts, how
can you best evaluate the proposals?
p.24
9
Cardio Tennis offers training
in U.S. and globally
10
Peoplewatch
30 S
olid Construction
10 U
STA Insurance for CTAs
and NJTLs
California Sports Surfaces expands its product

offerings and continues to help pave the way for
growth in the sport.
11 Short Sets
11 Sign up now for Try Tennis Free
p.28
PLUS
40
CEOs Message
p.39
41
USPTA News
42 Vice Presidents Message
44 P
rince Gives Players
TeXtreme Advantage
53 I nfluential Women of the

USPTA
44
Endorsee News
46 Leadership and Coaching
54 R
echarge Your Batteries With
the 5L Formula for Success
52
USPTA News
46
Inside Coaching
50
Growing Your Business
54
Master Pro Corner
56
Career Development
Read more articles online at www.ADDvantageUSPTA.com
57
U30s Serve
56 Member News
2 TennisIndustry
March 2015
Our Serve
Publishers
David Bone Jeff Williams

Editorial Director
Peter Francesconi
peter@tennisindustrymag.com
Associate Editor
Greg Raven
Design/Art Director
Kristine Thom
Special Projects Manager
Bob Patterson
Mainstream
Marketing
Contributing Editors
Robin Bateman
Cynthia Cantrell
Kent Oswald
Cynthia Sherman
Mary Helen Sprecher
Tim Strawn
was messaging recently with a

colleague who left the tennis industry last fall after being heavily
involved in this sport for about five
years. He mentioned something to
me that I really hadnt stopped to
think much about before, but now I
find hard not to notice.
My colleague said now that hes no
longer immersed in tennis, he hears
very little about this sport. His new
job has nothing to do with tennis or
sports, and he just doesnt see or hear
much about this sport that he was so
much a part of.
On the one hand, I know he has
other things to do in his new responsibilities and doesnt spend his time
searching for tennis online or on TV
or even at his local courts. But on the
other hand, it was disappointing to
hear that tennis just isnt out there
in the mainstream like it needs to be.
Tennis was not finding him. If youre
not involved in tennis, you dont really hear much about it.
Think about this for a second.
Were all so immersed in tennis that
we probably dont see where this
sport really fits into todays society.
With my own role in this industry,
tennis is on my mind constantly, so
in my world, I tend to think most
people are aware of this sport to
some degree. But the reality is, most
people arent.
On a practical level, this means we
Contributing Photographers
Bob Kenas
David Kenas
need to better market this sport to

the mainstream and drive awareness
of tennis and all its benefits. People
today have a lot of choices when it
comes to keeping active. We need to
make sure tennis stands out from
this crowd.
How do we do this? Well, if youve
read this column before, you know
my thoughts on how we need to better market the health, fitness and social aspects of this game, along with
all the other benefits tennis can bring
to players of all ages and skill levels.
We need to tell people why they
should be playing this sport, then offering easy, social and fun ways to get
them out on the courts. In a society
that is getting more concerned about
remaining active, both for body and
mind, tennis is the perfect solution.
We need to do a better job of getting
that message through.
This isnt an issue just for the
USTA, or the TIA, or the teaching
organizations. This is something all
of us involved in this sport need to
work on. Whether youre a teaching
pro, tennis volunteer, retailer, facility
owner, manufacturer, avid player
whatever your connection to tennis,
and whatever the reason youre now
reading this magazineyou need
to be an advocate for this sport and
help get the word out to mainstream
consumers. We cant rely on people
simply finding tennis.
Peter Francesconi, Editorial Director

peter@tennisindustrymag.com
4 TennisIndustry
March 2015
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IndustryNews
Information to help you run your business
Key Industry Conferences

Set for Indian Wells, CA
wo key tennis industry conferences are set for March in Indian Wells, Calif., bringing together tennis industry executives, legends, pros, coaches and other sports
and business personalities. The events are the 2015 TIA Tennis Summit March
17-18, followed by the Tennis Owners and Managers (T.O.M.) Conference March 18-19. Both will be
at the Westin Mission Hills Golf Resort & Spa and
will take place during the BNP Paribas Open.
The TIA Tennis Summit (TennisSummit.com)
will examine the state of the tennis industry and
the sport and discuss how tennis and the business
of tennis will grow in the future. Top executives
and personalities in tennis and the sports industry, along with business and management experts,
will share their views and insights.
Katrina Adams
Bahram Akradi
Speakers to date include Life Time Fitness
Founder and CEO Bahram Akradi, Dr. Jim Loehr
of the Human Performance Institute, coaching
legend and tennis Hall-of-Famer Nick Bollettieri,
coach and tennis management expert Peter Burwash, internationally known management consultant Dr. Gerald Faust, USTA President Katrina
Adams, Tom Cove of the Sports & Fitness Industry Association, media executives, tennis industry
and organization leaders, and many more.
Immediately following the Summit will be the
Dr. Jim Loehr
Nick Bollettieri
Tennis Owners and Managers (T.O.M.) Conference (TheTOMConference.com), for club and
facility owners and managers. This second annual
conference will bring
together leading
experts in facility
management, programming and other
vital areas to provide
practical information to grow tennis
Peter Burwash
Tom Cove
businesses and bring in
more tennis players. Key
speakers from the Tennis Summit will also present at the TOM Conference, along with
management and business consultants, facility/club operators, executives from the PTR,
USPTA and USTA, sports facility legal experts, and many more.
Helping to assemble the T.O.M. Conference speakers and topics is an experienced
tennis and sports industry advisory team made up of consultants Doug Cash, founder of
CashFlow Tennis; Rod Heckelman, general manager of Mt. Tam Racquet Club; Greg Lappin, former national tennis director for Life Time Fitness; and Mark McMahon, tennis
consultant and principal of McMahon & Associates.
For more information or to register for either conference, visit TennisSummit.com or
TheTOMConference.com.
Evolve9 Launches Girls

Tennis Network
In January, evolve9 launched the
Girls Tennis Network (GTN), designed to both recruit girls under
age 12 to tennis and, importantly,
to retain them in tennis. GTN looks
to help and support coaches and
facilities in retaining and developing more girls in their programs.
Part of our mission, according
to the evolve9.com website, is to
encourage and develop respect for
more female coaches, but also to
help all coaches develop a greater
understanding of working with
young girls.
For more information, visit
evolve9.com or girlstennisnetwork.com.
Arthur Ashe Inducted

Into PTR Hall of Fame
Arthur Ashe was inducted posthumously to the PTR Hall of Fame at the
PTR Award Banquet on February 19.
The tennis legend and humanitarian,
who died in 1993, was inducted into
the International Tennis Hall of Fame
in 1985 and posthumously received
the Presidential Medal of Freedom in
1993 from President Bill Clinton. In his
playing career, Ashe won three Grand
Slam singles titles.
Ashe spoke twice at the PTR
Symposium and played a key role in
PTRs quest to increase diversity. In
his honor, PTR has restarted the ACE
Program in 2015, to help educate and
develop the next generation of tennis
coaches. Ashe joins Dennis Van der
Meer, Jim Verdieck and Dr. Jim Loehr in
the PTR Hall of Fame.
USTA Adds Same-Gender

Doubles Events
The USTA is adding same-gender
couples doubles tournaments to
its 2015 adult competition tennis
calendar. The groundbreaking
move opens the door to new play
opportunities for same-sex spouses, those in civil unions, domestic
March 2015
TennisIndustry 7
IndustryNews
partners, and spousal equivalents, making the USTAs popular adult competition
more diverse and inclusive.
The Plaza Racquet Club in Palm
Springs, Calif., will host the inaugural
event, March 7-8. Other sanctioned samegender events will be scheduled by the
USTA throughout the 2015 calendar year.
The new divisions can be found in the
Family Divisions categories on
Tennislink.
The USTA could not be more excited
to offer the opportunity for same-gender
couples to play in sanctioned tennis
tournaments, said Katrina Adams, USTA
Chairman of the Board, CEO and President. Tennis once again has stepped to
the front to break down barriers.
and use the sport to build stronger, healthier

communities.
Since the inaugural grants in 2008, the
total pool of USTA wheelchair tennis grant
money has increased each year. Grant
amounts were based on each program's
existing budget and future programming
needs. Recipients can use the award to meet
the USTAs grant initiatives including coaching, court time, equipment, recruitment and
events.
The USTA is delighted to award a record
amount of wheelchair tennis grassroots
grants to deserving wheelchair tennis organizations for their commitment in promoting
and growing the sport, said Dan James,
USTA national manager of Wheelchair
Tennis.
USTA Awards $86,000 in

Wheelchair Tennis Grants
USRSA Adds New Tester
The USTA is awarding a record $86,000 in

Wheelchair Tennis Grassroots Grants to 20
programs nationwide. Grants were awarded
to local organizations that promote and
develop the growth of wheelchair tennis
Larry Haugness, the manager of the

Cooper Tennis Complex in Springfield,
Mo., is the newest USRSA tester.
Haugness has been stringing racquets
for 43 years and customizing frames
for the last 21 years. Hes the first vice
LSI Installs LED Lighting

on Three Indoor Courts
he Fort Collins Country Clubs three new indoor tennis courts are lighted
with the new SxS LED indirect lighting system from LSI. Average light levels
as designed for this facility are over 100 foot-candles, with exceptional uniformity, says LSI.
The SxS LED system requires virtually no maintenance over its 60,000 to
100,000 hour life, and the company says the system will require 50 percent less
energy cost than conventional HID lighting systems.
Fort Collins Country Club Director of Tennis Scott Langs says, I've been a tennis
pro for over 30 years and have been in many indoor clubs. The new LED lighting
system LSI provided is the best I've seen.
8 TennisIndustry
March 2015
president of the USTA

Missouri Valley Section, a National Tester
and Clinician for the
PTR, and a USA High
Performance Coach.
Haugness, who played
college tennis at Boise
State, also is a former
WTT coach and WTT general manager,
and a winner of the USTA/PTR Community Service Award.
Nishikori Makes Cover of Time

World No. 5 Kei Nishikori was featured on
the January cover of Time Magazine Asia.
The 25-year-old Japanese star was profiled
by Hannah Beech, who talked to him about
his early move to train in Florida and quotes
Andre Agassi as saying, Kei is one of the few
players that Id pay money to see play. Hes
the second Asian tennis player, after Li Na of
China in 2014, to be on Times cover.
Ashaway Adds New ZyMax

Fire Badminton Strings
Ashaway has introduced a new line of
badminton strings that incorporates a
new polymer as a raw material. The new
ZyMax Fire line includes four strings,
each
designed
to optimize
the various
characteristics of
Ashaway's
proprietary
BETA polymer fibers, and constructed using the
company's special ZyWeaVe string core
technology. This allows players to select
a string tailored to their games.
The company says ZyMax benefits
include excellent elasticity and dynamic
stiffness for feel and repulsion; optimum
power and durability, including excellent
knot and loop strength; and exceptional
tension-holding ability for consistent,
reliable performance.
Federer, Hewitt Launch

New, Fast Format
FAST4 TENNIS, an innovative, new format
for tennis developed by Tennis Australia, re-
IndustryNews
Benjamin to Retire from ITA
avid A Benjamin, executive director and CEO of

the Intercollegiate Tennis Association (ITA), has
announced his retirement effective in July.
Benjamin's tenure at the ITA began in 1979, when
he was elected president of the ITA while serving as
the director of tennis and head men's tennis coach
at Princeton University (and also chairing the NCAA
Tennis Committee). In his 26-year coaching career at
Princeton, Benjamin guided seven Princeton teams to
Eastern College Athletic Conference titles, and finished
with an overall coaching record of 339-150, with an Ivy
League record of 178-44.
In 2001 he received the Educational Merit Award
from the USTA. In 2006 he was inducted into the USTA
Middle States Tennis Hall of Fame alongside Billie
Jean King, and in 2011, Benjamin was honored with the
USTA's President's Award.
ceived a world-class global launch in January when Roger Federer challenged Lleyton
Hewitt to a high-impact match at the iconic
Sydney Opera House. Designed to offer a
faster game, FAST4TENNIS has four rule
variations from traditional tennis: no-ad
scoring, no lets, a tiebreaker to be played at
three games all, with the first player to win
four games winning the set.
Nainkin, Diaz Join USTA

The USTA announced that David
Nainkin has rejoined USTA Player Development full-time as National Coach,
Mens Tennis, and that Maureen Diaz has
been hired as a full-time National Coach
based out of the USTA Training Center
East in Flushing, N.Y.
Nainkin, who was part of the USTA
coaching staff from 2004-2013, returns
to the USTA after spending a year coaching Sam Querrey. Hell be based out of
the USTA Training CenterWest in Carson, Calif. Several top pro players have
achieved career-high rankings under
Nainkins guidance, including Mardy
Fish (No. 7), Sloane Stephens (No. 11)
and Querrey (No. 17).
Diaz joins the USTA Training CenterEast coaching staff after working
as both a part-time coach and teaching
pro at the USTA Billie Jean King National
Tennis Center since early 2013.
USRSA Announces
New MRTs, CS
Master Racquet Technicians
Rich Bender - Myrtle Beach, SC

Jiri Cechak - Greenwood, CO
Matthew Collura - Richmond Hill, ON
CANADA
Will Coston - South Paramus, NJ
Patrick Lustado - Lakewood, CA
Igor Maas - Naples, FL
Mark MacDonald - Schaumburg, IL
Scott Macias - Plano, TX
Kyle Rogers - Kennesaw, GA
Andrew Rohlfs - Austin, TX
Scott Rutknowski - Paramus, NJ
Scott Russell - Plano, TX

Jeffrey Stanford - Palm Desert, CA
Certified Stringer
Scott Prakken - Matawan, NJ
Cardio Tennis Training

In U.S. and Globally
As Cardio Tennis comes up on its 10th
year in 2015, training courses continue to
be added to the schedule both in the U.S.
and around the world.
TIA Cardio Tennis Manager Michele
Krause recently held training sessions in
South Africa and Florida, and currently
on the schedule are courses in Belgium
and Poland on March 8 and Denmark on
March 28-29.
Also scheduled
for March 2829 is a training
course in New York at the USTA Billie Jean
King National Tennis Center that will include both Cardio Tennis and TRX Cardio
Tennis training courses.
Other training course are still being finalized for locations that include
Colorado, California and Florida. If youd
like to host a training session for tennis
providers, contact Krause at Michele@
CardioTennis.com. For more information
and to register, visit CardioTennis.com.
Host a Tennis Play Event to

Promote Programming
he USTA is looking to launch thousands of Tennis Play Events throughout

the country in the month of March. For tennis providersincluding teaching pros, facilities, parks and municipalitieshosting a Tennis Play Event is a
great way to introduce tennis to kids, get new players
into the game and provide a platform to register
children for spring programs. As an added incentive,
the first 2,000 providers to register to host an event
will receive a $50 Amazon.com gift card.
Events can be for kids and families of all ages
and skill levels, or providers can host a Play Day to
introduce kids to competition. Registration ends on
March 30 and events can be held at any time in the
month. To register to host a Tennis Play Event, visit YouthTennis.com/host or call
800-990-8782.
March is the No. 1 time nationally when parents begin registering their children
for spring programs. By hosting a Tennis Play Event, organizers can showcase their
junior programs and attract new players. The push for Tennis Play Events in March
also is in conjunction with World Tennis Day, which takes place on March 10.
March 2015
TennisIndustry 9
IndustryNews
People
Watch
Steve Wilkinson, longtime
mens tennis coach at Gustavus
Adolphus College in Minnesota
and founder of Tennis and Life
Camps, passed away Jan. 21 at
the age of 73 after a seven-year
battle with cancer. Wilkinson
spent 39 years (1971-2009) at
the helm of the Gustavus mens
tennis program. His teams
compiled 929 wins overall, the
most victories in the history of
collegiate mens tennis.
Novak Djokovic, playing with
a Head Graphene XT Speed racquet, beat fellow Head player
Andy Murray (Head Graphene
Radical) to win the title at the
Australian Open in January.
Former ATP player and
current WTA coach and Davis
Cup captain Mauricio Hadad
has joined Gamma and will
represent the brand on court
and at ATP/WTA Tour events.
Currently, Hadad is the coach
of British tennis player Laura
Robson, who is playing with a
Gamma RZR Advanced Aerodynamics racquet.
Rafael Nadal is now playing
with the new Babolat Play Aero-
pro Drive connected racquet.

Tecnifibre has signed pro
players Donald Young to
a three-year contract and
Jeremy Chardy to a four-year
term. Young plays with the
Tecnifibre TFight 315 racquet
and Chardy plays with the
TFight 305.
The International Tennis
Hall of Fame & Museum has
named Stu Upson to the new
position of Chief Operating
Officer. He comes to the HoF
with more than 20 years of
experience in managing
sports and entertainment
properties, most recently
as executive director of the
U.S. Bowling Congress, the
national governing body of
bowling. He will report to Hall
of Fame CEO Todd Martin.
Pros who recently obtained
PTR Masters of Tennis certification include Ogidi Obi of
San Jose (Performance), Jason
Jospeh of Buffalo, N.Y. (Junior
Development), Bo Gard of
Laurel, Miss., (Performance),
Ben Hestley of Atlanta (Performance), and Noah Suss-
man of Boulder, Colo. (Junior

Development).
World renowned dermatologist Dr. Ashfaq A. Marghoob
joins Drs. Mark Kovacs, Jeff
Chandler, Ben Kibler and Jim
Loehr, and nutritionist Page
Love Bombac on the PTRs
Sport Science Committee.
The director of Memorial
Sloan Ketterings regional
skin cancer clinic in Long
Island, N.Y., Dr. Marghoob is a
board-certified dermatologist
specializing in treatment of
cancers of the skin.
Ashaway Racket Strings has
signed Cliff Swain protg and
rising racquetball star Maria
Jose Vargas of Bolivia to its
roster of sponsored players.
Vargas was named Rookie of
the Year by the Ladies Professional Racquetball Tour
(LPRT) in 2013,
and finished
the 201314 season
ranked No. 3
in the world.
She uses Ashaway's PowerKill
17 string.
Lacoste Produces Limited

Edition Wood-Graphite Frame
acoste has introduced the

limited edition LT12 racquet,
a hybrid that combines wood
and graphite. The LT 12 is 70 percent
wood and 30 percent high modulus
graphite. The racquet uses three types
of wood: walnut for rigidity inside the
racquet, balsa at the core and lime
tree wood for the inner part of the
frame.
Lacoste says each handmade frame takes
five hours
10 TennisIndustry
March 2015
to make by a French craftsman. Each

frame is unique, due to the natural
grain, hues and streaks of the wood.
The LT12 will be limited to 650 numbered frames and available in
April. Price is about
$600.
American
Timmy
Brownell
won the
U.S. Junior
Open
Squash
Championships held at Yale
University Brady Squash
Center in Connecticut.
William Genesen (17, Tulsa,
Okla.) and Kelly Chen (15,
Cerritos, Calif.) won the USTA
Winter National Championships Boys and Girls 18s
singles titles in January
in Scottsdale, Ariz., each
earning wild card entries
into future USTA Pro Circuit
events.
Andrew Walker, formerly
chief marketing officer of
the WTA, is the new ITF commercial director, replacing
Kenny MacLeod, who left
the organization.
Sea Colony Tennis
Director Thomas Johnston, USPTA, PTR, MS is
the USTA Delaware District
Pro of the Year.
Is Your CTA or NJTL Insured?

Leaders of local USTA Community Tennis
Associations and NJTL Chapters and Programs, make sure to check out the insurance
programs offered to eligible organizations
through the USTA.
The Master Liability Insurance Program
offers up to $2 million in coverage, and the
Directors and Officers and Employment
Practices Insurance Programs offers coverage through an A-rated carrier. Hundreds
of CTAs and NJTLs across the country have
enrolled in the programs.
For additional information on eligibility or
further information on the insurance, contact
the USTAs insurance consultant, Eagle Risk
Management, at 888-654-USTA (8782) or visit
www.usta.com/cta.
IndustryNews
Short
Sets
Sign Up Now For Try Tennis Free

Dont miss this chance to boost your business and bring more people into tennis with
the industry-supported Try Tennis Free
(TTF) campaign, which will run throughout
the month of
May.
Tennis
providers who
participated in
the inaugural
TTF campaign
last May reported that on average, facilities
saw 30 new and returning players hitting
their courts, says TIA Executive Director
Jolyn de Boer.
The free sessions can vary depending
on the location, as each facility or certified
tennis professional can choose the best
introductory session or program they feel
will encourage new and returning players to
step onto the court. Free offers can include
lessons, clinics, Cardio Tennis, Play Days,
and more.
Providers can easily sign up at PlayTennis.com to participate in TTF and receive
free customizable marketing material to
download to promote the campaign locally.
SFIAs National Health

Through Fitness Day
(NHTF Day) will be March
3-4 in Washington, D.C.
About 150 leaders from
the sports, fitness, and
PE industries will lobby
Congress to pass key
legislation to help the
U.S. overcome a major
epidemic, obesity and
sedentary lifestyles.
Visit sfia.org/nhtf.
The Junior Tennis
Champions Center in
College Park, Md., has
announced a threeyear partnership with
Wilson to be the JTCCs
official ball and racquet
sponsor. As part of the
agreement, Wilson also
will test new equipment
at JTCC.
Poland won its first

Hopman Cup title in
January, beating the
U.S. 2-1.
Memphis-based
ServiceMaster signed
on as presenting sponsor of the Memphis
Open through 2017.
The 2015 tournament
was played Feb. 7-15
at The Racquet Club of
Memphis
Green Solutions Can Save

You Money
The Tennis Legacy Fund is a non-profit
committed to increasing the awareness of
sustainability within the tennis industry and
community. To help tennis providers operate
a more profitable and sustainable business, TI
magazine will run occasional tips by the Tennis
Legacy Fund in partnership with Greenlight
Solutions and a sustainability initiative by
students at Arizona State University
Cool Roofs: Did you know that standard
or dark colored roofs can reach up to 150
degrees F. in the hot summer sun? Roofs
painted with a white, highly reflective coating deflect UV rays and heat, thus making it
50 degrees cooler. This will extend the life of
the roof and reduce your usage of air conditioning, resulting in 10 percent to 30 percent
savings. This roof painting project provides a
unique community service opportunity; contact local organizations to gauge interest in
making positive change in both your facility
and the environment. Ashley Guelian
March 2015
TennisIndustry 11
IndustryNews
Letters
I enjoyed Our Guiding Lights
in the January 2015 issue (Our
Serve). It made me think about
the numerous people who have had
an influence on my life and career.
I can only hope that I can have
some positive impact on some of
the younger pros and students in
this great game of ours.
Jerry OHara, USPTA
Mount Lebanon, Pa.
was my dad in the Delta Sigma

Phi fraternity. In those days, I don't
think we knew a tennis ball from a
baseball.
We fell into the sport as adults,
myself while being a sports writer
and editor for the Miami Herald,
and I believe Shima and Joe through
their kids taking up the sport in
Midland, Mich. A few years ago,
when Joe was on the USTA Board of
Directors, I spend a wonderful day
with him at the US Open.
Jim Martz
Editor, Florida Tennis
with the USPTA for over 20 years, and

I miss teaching and coaching. Marks
article reminded me of what I truly
love to do and my 2015 goal will be
to fight my way back into the tennis
industry.
Grace Mehrizi
Easton, Md.
Well-Deserved Award
Moving On
Dunlop is marketing its new iDapt

frame as "the first tennis racquet with
interchangeable parts. Those of us
old enough can remember that in 1973
Tretorn, in Sweden, came out with a
steel racquet with a replaceable head
and grip pallet. This was, arguably, the
heaviest and worst-playing racquet
ever produced.
Philip Blackwelder
USPTA Professional
Positive Impact
I read with great interest your article about Shima and Joe Grover
winning Tennis Industrys Tennis
Advocate of the Year award (January). I know it's well deserved.
I have known Shima and Joe
since 1962, when they were
sophomores and I was a freshman
at Alma College in Michigan. In
the small-world department, Joe
12 TennisIndustry
March 2015
I appreciate Mark Rearden's honesty

and words of encouragement (Your
Serve, Fifty and Fired, January).
I too received the shock of a midday
firing and was extremely hurt by the
people in the small town that I had
dedicated my time and passion to for
five years. I am still jaded and have
left the industry that I love. I am an
Elite Professional and have been
Great article and insight. A great

reminder for all of us teaching professionalsboth young and older
Nigel ORourke
Director of Tennis, Toscana Country Club
Indian Wells, Calif.
Racquet Blast from the Past
March 2015
TennisIndustry 13
Empowering Tennis Businesses &

Two key conferences at the Westin Mission Hills Golf Resort & Spa in Indian Wells, Calif., March 17-19
Join industry and business leaders, executives and

professionals, including...
Katrina Adams Chairman of the Board, CEO and PresidentUSTA
Katrina Adams began a two-year term as USTA chairman of the board,
CEO and president in Januarythe first African-American and first former
pro tennis player to serve in that role. Shes also on the board of the USTA
Foundation and International Tennis Hall of Fame. Adams is a contributor on
CBS Sports Networks first all-female sports show, We Need to Talk, is an
analyst for Tennis Channel, is a contributor to Tennis magazine and tennis.com,
and is executive director of the Harlem Junior Tennis and Education Program.
All segments of tennis come

together for the second annual TIA
Tennis Summit to discuss how we
can continue to collaboratively move
the industry and the sport forward. A
key focus will be how we can grow
and retain the core group of tennis
participants (those who play tennis
10 or more times a year).
Bahram Akradi Chairman, President, CEO and FounderLife Time

Bahram Akradi founded Life Time in 1992 with the mission to provide an
entertaining, educational, friendly, functional and innovative experience for
members. A native of Tehran, Iran, Akradi relocated to Colorado Springs
at age 17 and began his health club career in sales at Nautilus Fitness
while attending the University of Colorado and receiving a B.S. in electrical
engineering. In January, he was named Tennis Industry magazines Person
of the Year for his support of tennis at his clubs.
Important and Dynamic Topics:

The State of the Tennis Industry
The Sports Marketplace: I
ndustry Trends to Watch
The Sports Marketplace and
Tennis: Consumer Habits & Trends
USTAs Vision for the Future
Lake NonaThe New Home of
American Tennis
Staying Relevant and Ensuring Our
Future
How the Pro Tours Connect to
Grassroots Tennis
Collaborative Leadership
Challenges and Opportunities
Facing Tennis
Tennis as a Healthy Commodity
Capturing the Youth Market, and
Beyond
Moving the Needle on Core
Players
New Approaches for Future
Growth
Jorge
Andrew
Jim Bates
14 TennisIndustry
Doug Cash
March 2015
Virgil
Christian
Nick Bollettieri President, Bollettieri Tennis ProgramIMG Academy

In 1978, Nick Bollettieri founded the Nick Bollettieri Tennis Academy in
Florida, the first full-time tennis boarding school to combine intense training
on the court with a custom-designed academic curriculum. Bollettieri, who
has coached 10 No. 1 players, joined with IMG in 1987 and now trains
over 13,000 junior, collegiate, adult & professional athletes annually. At 83
years old, Bollettieri is still going strong, coaching and teaching, traveling
internationally conducting clinics, and giving motivational speeches.
Peter Burwash Entrepreneur, Author, Founder & President
Peter Burwash International
Former ATP pro player and Canadian No. 1 Peter Burwash founded Peter
Burwash International in 1975, and its become the worlds largest tennis
management company, operating in 32 countries. Burwash, who wrote the
popular book Tennis for Life, with over 1 million copies sold, was awarded
the International Tennis Hall of Fames Educational Merit Award in 1995. He
is a certified sports physiologist and nutritionist and a sought-after speaker for
Fortune 500 companies.
Tom Cove President & CEOSports & Fitness Industry Association
Tom Cove represents the interests of the nations sports & fitness industry by
directing SFIAs overall strategy and positioning among legislative, industry,
and media influences. As head of SFIA, Cove is responsible for fulfilling the
associations mission of promoting sports & fitness participation and industry
vitality. He also oversees the industrys premier research facility. Prior to
joining SFIA, he served on staff in the U.S. Drug Enforcement Administration
and the United States Senate.
David
Egdes
John
Embree
Simon
Gale
Jeff Gocke
Larry
Haugness
Rod
Kurt
Heckelman Kamperman
Speakers and panelists are listed to date.
Leaders for a Stronger Industry!

will bring together exciting speakers both from within the tennis business and outside of this industry.
March 18-19
Dr. Gerry Faust Founder & PresidentFaust Management Corp.
Dr. Gerry Faust founded Faust Management Corp. in 1983, specializing
in providing methods and tools to help create the insights and
environments that allow businesses and their leaders to succeed.
Currently on the adjunct faculty at UCLAs Graduate School of
Management, he started his career as a professor and research scientist
in the field of human learning, problem solving/decision making and
technology-based training. A dynamic speaker, his work has included
executive coaching and strategic planning with companies of all sizes.
Charlie Hoeveler CEOUS Sports Camps
Charlie Hoeveler was a New England junior champion at age 18, then
graduated from Dartmouth, where he was an Ivy League singles and
doubles champion. He received an MBA from Stanford, majoring
in finance. In 1975, Hoeveler founded US Sports Camps, which is
the worlds largest sports camp organization with 75,000 camper/
participants, offering 17 different sports, at 750 camp locations (80
tennis camps). In 1998, he was inducted into the Northern California
Tennis Hall of Fame.
Ilana Kloss CEO/CommissionerMylan World TeamTennis
Ilana Kloss leads Mylan World TeamTennis, which showcases the best
in professional team tennis competing for the King Trophy, named after
co-founder Billie Jean King. A former world No. 1 doubles player and
US Open doubles champion, Kloss oversees Mylan WTT and also the
nationwide grassroots Mylan WTT Recreational League programs. She
also is actively involved in the Womens Sports Foundation as a member
of the executive board and past board chair.
Dr. Jim Loehr Co-FounderHuman Performance Institute / V.P. of
Applied Science & Performance PsychologyWellness & Prevention Inc.
Dr. Jim Loehr is a world-renowned performance psychologist and author
of 16 books including his most recent, The Only Way to Win. He also
co-authored the national bestseller The Power of Full Engagement.
Dr. Loehrs ground-breaking, science-based energy management training
system has been chronicled in leading national publications, and he
has appeared on numerous TV shows. He has worked with hundreds
of world-class performers in sports, business, medicine and law
enforcement.
Alan G. Schwartz Chairman of the BoardTCA Holdings
Alan Schwartz founded Midtown Tennis Club, the worlds largest indoor
tennis club, in 1969. An accomplished player, winning eight National
Public Parks Tennis Championships and seven Illinois State Tennis
Championships, he has a passion for tennis and has worked tirelessly
to grow the game. He served as president of the USTA and president
of the National Indoor Tennis Association, and has served on the boards
of the TIA, Tennis Channel and ITF. He also co-developed the National
Tennis Rating Program.
Greg
Lappin
David
LaSota
Jeffery
Long
Paul
Lubbers
Mark
McMahon
Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org
J. Wayne
Richmond
Dan
Santorum
Join this industrys leading experts

in club and facility management and
programming for practical information
and key takeaways that you can
implement to become more competitive
and profitable. The T.O.M. Conference
will be full of fresh ideas to help you
improve your operations, streamline your
business, and increase your bottom line.
Important and Dynamic Topics:

Member Acquisition and Retention
Strategies
Staff CompensationManaging Your
Biggest Expense
Idea FairProgramming That Works
Facility and Surfacing Technology
and Trends
USTA Plans to Bring More Players to
the Game
Evaluate Personnel Before, During and
After Hiring
2015 Legal Alerts You Need to Know
About
Making Big money in the Youth
Tennis Market
Social Media Game-Changers
Evaluating and Managing Tennis as a
Profit Center
The Latest Technology for Todays
Facilities
Moving the Needle on Adult Core Play
Manage and Improve Your
Clubs Culture
How to Use Industry Research to Help
Your Business Grow
Academies and Camps that Make
a Difference
Adapting your Facility for the Future
P.J.
Simmons
Gordon
Smith
Matthew
Stevens
March 2015
Jeff
Williams
TennisIndustry 15
Racquet Tech
Two-Piece Stringing
Without a Starting Knot
By Bob Patterson
hile using a starting knot is a

perfectly acceptable method for
installing cross strings on a twopiece string job, they do sometimes present
problems. With stiffer poly strings, starting
knots can be hard to cinch up and the larger
knot can be a bit unruly and not aesthetically
pleasing.
Using a starting clamp instead of a starting knot makes things easier and ensures all
your knots are uniform. This is the method
used by most of the top stringers on the pro
tour. If you dont currently use this method,
you should give it a try. Even if you dont use
it all the time, it can come in handy in certain
situations, such as when the tie-off is close to
other strings and there is not enough room to
accommodate a larger starting knot.
First, you will need a quality starting
clamp. This is a vital tool that every professional stringer should have. Remember that
the starting clamp is holding a lot of pressure,
so make sure you get a good one! It should
have strong holding power but not crush the
string. A starting clamp has many uses; here
is how it is used for starting the crosses:
Feed your cross string through as normal,
but instead of tying the starting knot, make
sure you leave enough string outside the
frame to reach your tensioner. Place the
starting clamp on the string so that it rests
against the frame. Now you can apply tension
and clamp, as you would normally do. You can
either leave the starting clamp in place until
you have all the strings in place or you can
remove it once you have a couple of crosses
installed. Either way, you will need to make
sure that your machine clamp is available to
use on the same side that the starting clamp
is placed.
To remove the clamp, you will need to
re-tension the top string by applying tension
to the string you left outside the frame and
clamp the string with the machine clamp.
Once you have clamped and while the string
is still tensioned and the starting clamp is
away from the frame, simply remove it. Now
you can tie your normal knot to secure the
string.
16 TennisIndustry
March 2015
1. Make sure you leave enough string to reach your tensioner. Place the clamp on
the string so that the clamp rests against the frame.
2. Tension and clamp the first cross string as you normally would and continue
as you normally would.
3. When you are ready to remove the clamp, re-tension the top cross and clamp
with the machine clamp.
4. With the top cross now securely clamped with the machine clamp, remove the
starting clamp.
Inventory Management
Select the Right

Gear to Stay
Competitive
Consumers have
high demands and
unlimited shopping
opportunities, so
choosing the correct
inventory is essential
to success.
By Bob Patterson
ow can a small pro shop or specialty

retailer compete with online retail giants
that have massive inventories?
First, dont try to be something you are
not. While large online retailers can carry
everything, it would be disastrous for most retailers to attempt the same. While online retailers may do an admirable
job of marketing, they cant really compete with hands-on
service that you can provide, so take advantage of that.
Impeccable service is vital to the success of smaller shops,
but your inventory also is a key component. If you offer the
best service in the world but dont have the products that your
customers are looking for, you wont be successful.
Selective Buying
Since you cant stock everything, selective buying is vital for

the smaller shop. Having the right merchandise will ensure
that your customers can get what they need, and you can provide it with friendly, helpful service that your online competition cannot provide.
A key component to smart buying is having a plan. Know
18 TennisIndustry
March 2015
how many SKUs you need (and can afford) to carry to meet
your sales goals. Without a plan, it is easy to buy too much.
Try not to get caught up in sales promotions from your
vendors. While quantity discounts are appealing, make sure
the deal will work with your plan. Remember, you are the
customer here and you make the final decision of what you
need and what will work best for you.
Be methodical in your buying and know your customers.
With a limited inventory, knowing your customer is a crucial
component to making sales and not having dead inventory
hanging on the wall.
A large part of knowing your customers is having a
method to track sales, such as a good point of sale program
that allows you to easily see what is selling and what is not.
Knowledge will help you make better buying decisions. If
you find youre selling more oversize racquets, then youll
want to skew your inventory in that direction. What grip
sizes are your best sellers? Make sure your buying reflects
that knowledge.
This applies across the board to all departments. In apparel, it is vital to know what sizes and silhouettes are your
best sellers. Knowing what styles, sizes and price points are
your best sellers will make your apparel and shoe inventories turn faster and ensure that your customers are finding
exactly what they need.
Stay Current
Pay attention to trends and to what your customers are

seeking. If your customers are asking for a certain item or
brand that you dont carry, you may want to consider adding
it your inventorybut be cautious. Remember, you cant
carry everything, so make sure there is adequate demand
and that it fits into your plan before jumping in.
Also look for trends on the court. Are you seeing a certain
brand that you dont carry or an item that seems to be
popular? If so, they are buying it somewhere, so you probably should be stocking it.
Your inventory selection should always be evolving.
Dont get stuck in the rut of selling the same things the
same ways. There are constant innovations in the products
you sell, and your customers are changing too. So keep up
to keep your business relevant and successful.
Dont Compound Mistakes
No matter how meticulous you plan and how careful you

buy, you will make mistakes. An item that you thought was
a sure winner is still hanging on the wall. Dont compound
the mistake by just watching it hang there. Why is it not
selling? Does it need marketing? It may be as simple as
moving it to a different location in the store to bring more
attention to it, or having your staff explain the benefits.
It is inevitable that you will have something that just
does not sell regardless of your best efforts. In those cases
get rid of it. Even if you have to sell it for less than you paid
or donate it to charity, dont allow it to hang there gathering dust. Move on and learn from it.
With a good buying plan and inventory management,
you can compete with anyone while providing your
customers with the best customer service they could ask
for and in doing so you will ensure that your business
continues to grow.
Tips to Keep Your Gear Moving

Racquets
String
Make sure you have a selection of frames for all

player types, but skew the selection to fit your
customer base.
Stock the grip sizes of the models to fit the likely
customers. Dont buy larger sizes for racquets
that you know will primarily be bought by
women.
Make sure you have a good selection of all

types and gauges to fit different playing
styles.
Try new strings as they are introduced and
add them to the inventory if they fill a need.
Dont hold onto an old faithful once sales
have declined significantly. Replace it with
something new and relevant.
Apparel
Shoes
Schedule deliveries so that you consistently

have new merchandise coming in.
Have a mark-down schedule to start
discounting items as the group gets picked
over or has been on the floor for a while.
Continue marking down until it moves or
donate it and make room for merchandise
that will make a return on the investment.
Make sure you have a good selection of styles

and price points.
Keep sizes in stock for top sellers so that you
dont miss sales.
Make frequent reorders to ensure that size
runs are adequate and special orders are
prompt.
March 2015
TennisIndustry 19
USTA
Catching Up
With New
USTA President
Katrina Adams
atrina Adams took on the role of chairman,

CEO and president of the U.S. Tennis Association in January. With her ascendancy,
she becomes the fourth woman to head the
organization, but she is first in a number of
other important categories. Adams is the first African-American to lead the USTA in the organizations 134-year history.
Shes also the first former professional athlete to have the job.
And, at age 46, shes the youngest person in the role.
Adams played on the pro tour from 1984 to 1999, reaching
No. 8 in the world in doubles and No. 67 in singles, and winning 21 WTA doubles titles. She has also served on the WTA
board of directors as a player representative and won the
WTAs Player Service Award twice.
For the past nine years, Adams has been the executive
director of the Harlem Junior Tennis and Education Program
in New York City, which each year serves more than 1,000
inner-city kids, who are taught tennis and receive tutoring
for school, along with life skills. Shes also been an analyst for
the Tennis Channel since 2003, and is a contributor on CBS
Sports Networks first all-female sports show, We Need to
Talk. In addition, Adams, who lives in White Plains, N.Y., and
Lakewood Ranch, Fla., has contributed to Tennis magazine
and tennis.com. This month, she is scheduled to speak at the
TIA Tennis Summit March 17-18 in Indian Wells, Calif.
We recently caught up with Adams as she was preparing to
address the USTA Leadership Meeting in California in Januaryher first gathering as president and where she reveals
to staff and USTA section leadership her priorities for her
two-year term.
TI: What are your top goals as USTA president?
20 TennisIndustry
March 2015
Adams: My No. 1 goal is to execute the mission of the USTA,

which is to promote and develop the growth of tennis in
America. With that, of course, comes continuing to lead the
charge with the Youth Imperative and getting more kids on
the courts. Well continue to focus on that.
In addition, one of my main goals to add to those numbers
is to be more inclusive of the Hispanic community, a population we havent penetrated well. There are a lot of opportunities thereto attract entire families to the sport, to be
all-inclusive, to try to get the community more active and
involved in tennis, like they are in other sports.
We also want to go after the recreational high school player.
We have a lot of no-cut teams in the U.S., and its great to have
all these youngsters involved in tennis for the high school season. But after that, theyre probably playing other sports, or
no sports at all. We need to find a way to better engage them
in playing tennis beyond the high school seasonwe want to
drive them to programs in nearby parks, CTAs and facilities
and make it a fun experience for them. Its not necessarily to
get them on a competitive play track, but on a recreational
play trackto make them year-round frequent players.
TI: What are some of the top challenges you feel youll face in
your term?
Adams: Its about making sure we have buy-in from all
constituents in this industry. Its also about communication,
and really believing theres an opportunity for growth and
making sure there are ways for that to happen.
We need to make sure all constituents understand that we
as the USTA are here to help them, and not to hurt them. For
me, its about having a positive attitude and trying to have a
unified voice within the sport.
TI: How can the tennis industry help you achieve your goals?
Adams: Marketing is a huge key. Any time were trying to
attract a new group, or just players in general, its how we as a
team can market the sport as a whole. We need to do a much
better job of marketing the sport overall, the value of the
sport, telling the full story of the sport, how beneficial tennis
is for people, how it leads to healthy lifestyles for all ages, the
camaraderie and social aspects of tennis.
Its also about collaboration and partnerships, and about
listening. Its about embracing what the needs are of people,
not just of tennis.
TI: What do you feel are your strengths?
Adams: I think I walk around with a positive attitude at all
times and theres nothing that I cant succeed at. Its all about
preparation, being alert, communicating, and
being a good listener. If I can embrace the
good, bad and ugly of what people experience
and be able to articulate that, I think thats a
great strength of mine.
TI: And how about weaknesses?
Adams: I would say my weakness is my patience. Im a competitor. I dont like losing. I
dont take no very easily. I always feel theres a
way to turn a negative into a positive, recognizing and realizing that Im not going to be
able to turn everything around that I want,
but as long as we can start going in the right
direction, thats all that I ask for. I have to realize there are differences in our approaches.
As a player, Im a serve-and-volleyer, and
thats my personality, and theres a reason why
Im a serve-and-volleyer: I like to get in there and get things
done.
TI: How important is the Lake Nona project?
Adams: What a huge opportunity. These are very exciting
times. Were able to build a home for American tennis. Its not
about player development; its a home to bring thousands of
all ages together. Its truly inclusive and embraces who we are.
Its a huge asset as to how were pushing the mission forward.
There are always going to be people who will gripe, but its
hard to see how people dont see this as a positive. There are
a lot of good things that will come out of this project that can
only be good in the long run.
TI: Talk about the significance of being the first AfricanAmerican USTA president.
Adams: I came up through the ranks because of my passion,
leadership abilities and belief that I could make a difference.
I was fortunate to be appointed USTA first vice president and
now president. And thats because of my skills and talents and
how I relate to people. Im here in spite of my differences.
But its helping us embrace those differences. We embrace
diversity and have done a really good job with that. But we
have to do the same with our own volunteer community with
people getting involved and feeling they can make a difference. Hopefully we can open the door for others of color
within this organization.
TI: As a former pro player, how can we get the pro tours and
pro players to help promote tennis at the grassroots?
Adams: Its a goal of mine to get them more involved. But
when youre in the pros, youre thinking about going out and
doing the best you can in your game, not in the organization
of the game. But now, I can see, the USTA really helped me.
You start to understand the importance of the organization.
Id like to communicate with my peers and colleagues, and
pay it forward and help assist the next generation of players.
In all fairness to [pro players], I think they do a really good
job of [reaching the grassroots], based on the time that they
have. Theyre doing clinics all the time;
theres always some kind of community
activity theyre involved in. And many have
their own foundations.
Going back to how this industry can help
grow tennis, within pro players contracts
with manufacturers, theres a way to help
the recreational game and getting more
players into the game. Its about getting everyone involved and finding opportunities
to promote the game at every level. We need
to rely on our partners.
TI: From a USTA perspective, talk about the
role of teaching pros in growing the game,
and how the USTA is working with teaching
pros.
Adams: We partner with both the USPTA
and PTR, and do a lot with their conventions. We need to
continue to focus on educating our coaches. And we need to
embrace our teaching professionals as being professionals.
Then we can have a huge impact on the growth of tennis.
TI: Whats going on with competitive junior tennis?
Adams: Weve made some major changes to the structure.
Well continue to monitor it as it evolves. Dealing with our
national players is no easy task. You need to be patient, otherwise mistakes may become irreparable.
The structure of the USTA, the system, doesnt allow us to
make changes quickly. Theres a whole process that we have
to go through within our bylaws and we cant change that
overnight. We do it at the pace that were capable of, and we
have to do our due diligence to find out what people think
will work.
TI: How do you get more adults into the game?
Adams: One of the things that concerns me is there are a lot
of older players leaving the game because they cant cover the
court like they used to. Im hoping they realize that shorter
courts and red, orange and green balls are for them, too. Im
hoping we can get that message out, because it will help this
industry.
March 2015
TennisIndustry 21
Footwear
The In-Store
Advantage
For players, buying shoes in
a brick-and-mortar shop will
provide advantages over internet
and big-box retailers.
By Kent Oswald
ith the possible exception of restringing, shoe sales are the greatest
opportunity for tennis specialists to
outmaneuver both the internet and
big-box retailers.
The easy part of the transaction, according to Steve
Vorhaus, owner of Rocky Mountain Racquet Specialists in
Boulder, Colo., is that, People shop for shoes when they need
them, and most dont do it soon enough. The benefit of that
consumer behavior is that players do not want to wait on
shoes by mail that may not even fit, particularly when price
differences are minimized.
Additionally, and contrary to situations involving other
merchandise, internet surfing may even be helpful to the
brick-and-mortar retailer by priming the sale with scads of
online information and opinion on a line or particular shoes
features and benefits.
More complex for the sales equation is matching highly
individual tastes with the right features, style and fitparticularly the sometimes impossibly hard to delineate feel a
customer wants. The player who arrives at a store looking for
new shoes is not window-shopping; he or she is a sale waiting
to be made. At this point, according to Kay Barney, Head Penn
Racquet Sports district sales manager, The most important
thing in-store is really having the right selection of shoes, and
then having [and sharing] the knowledge about those shoes.
Data Driven
A key component to smart buying is having a plan. To get the

selection right, Barney recommends a [mostly] data-driven
approach. Nobody can afford to be over-inventoried in sizes
22 TennisIndustry
March 2015
or models. Take advantage of the manufacturers information, but rely on the stores own sell-through data and
historical trends. Upon that foundation gain knowledge and
feed the gut instinct you sometimes have to follow by listening to the most trusted floor staff for customer feedback,
and constantly keeping abreast throughout the industry and
within your own sales niche of what is turning in terms of
sizes and styles.
With the shoes and customer in the store, it then comes
down to execution. Sales staff have to be attentive and
knowledgeable and the store as a whole has to offer a good
shopping experience, so tend to the basics. Even if it is the
middle of a swamped Saturday, says Barney, If the shoe wall
looks discombobulated from customers, make sure to clear
it up!
Even looking their most attractive, shoes do not sell themselves. Sales are closed and customers satisfied when specialists apply their essential attributes of knowledge, time
and care. For Vorhaus, a trained staff tries on the different
shoes themselves and discusses the differences in features
and fit before attempting to sell customers.
Having employees who play the game in the shoes they
are selling is important, as is teaching them how to interview customers to be able to understand what is wanted in
terms of brand, looks, durability and weight, and also how to
explain the differences in technology and features among a
final round of carefully considered options.
Long-Term Relationships
Regrettably, part of the cost of doing business this way is that

sometimes all that energy and attention is something a store
owner has to amortize into the cost of building long-term

relationships rather than an immediate sale. People
dont wait for the shoe once youve sold them on it, says
Vorhaus. It is frustrating to put in the work and then not
have the right shoe in inventory, because, If you dont
have it you [could] see it on their feet the next time they
come in the store. Youll have made the sale for someone
else.
While the majority of the sale depends on both inventory and the effectiveness of the sales associate, there are
tactics to employ that will encourage customers to think
about shoes more often and open them up to possibilities
once they get in the store. Sales associates can cultivate
relationships with current customers by giving them a
heads-up when the newest model of their shoes arrive;
the stores social media accounts should always feature
images or videos when announcing shoe information
Tennis industry veteran Wally Craig, national sales
manager for SP Tennis LLC representing Asics Tennis,
suggests that even as every square foot of selling and
display space has to be used efficiently, there are still ways
to get some pop from in-store displays. Use mannequins
for cross-merchandising; display single shoes on top of
clothing rounders; highlight a particular shoe away from
the shoe wall to enhance its story; and experiment with
displays and then keep an eye out to see how to influence
store traffic to the shoe sales area.
Rotating Merchandise
The advice about using in-store space efficiently is echoed

by Karen Moriarty, co-owner of The Tennis Professionals
and Sportech in Westchester County, N.Y. A rotation strategy
has been developed whereby new models go on the slat-wall
shelves, sometimes in multiple colors at different angles, and
then as inventory dwindles the shoes are moved closer at
hand to the floor, which makes them easier to grab and works
as a reminder to bring them to customers attention while
the window of interest in that style is still open.
To get prospects into the store when new models arrive,
Moriartys sales staff will call certain customers, while others
are notified through email blasts. To keep customers coming
back, the stores offer flexibility for those players who want to
take two pairs home and demo them (in the house, not on
the court) before returning the one they dont like quite as
much for a full refund.
Retailers and reps alike say there is no secret to selling
tennis shoes, but it turns out there is. The secret is that by
the very nature of a transaction that often relies on so many
intangibles, a small store has the advantage over the Goliaths. As Barney puts it, You can try to display in different
ways to see what is best for your shop, but it all comes down
to earning business from consumers by ensuring a fair price
and that they will get the size, model, expertise and time that
they want.
And that, of course, is where the specialists excel.
March 2015
TennisIndustry 23
The Hard Facts
With its resistance to cracking,

post-tensioned concrete is
becoming the go-to choice for
tennis courts.
By Mary Helen Sprecher
24 TennisIndustry
March 2015
Court Construction & Maintenance Guide
he tennis industry has changed and evolved, and

nowhere is this more evident than on the court
itself. New lines and new technologies have certainly
grabbed their share of headlines, but the real news
may be whats going on below the surface.
Times were, when it came to hard surfaces, asphalt courts were
the standard and could be found in parks, homes, clubs, even in
championship arenas. However, as times have changed and oil
prices have fluctuated, post-tensioned concrete has been quietly
making its move to become the go-to choice. There are many reasons PT concrete courts have been successful, but ask any specialty
court contractor and youll consistently hear one answer: Properly
installed, they wont crack.
To back up, post-tensioned concrete courts are those that are reinforced by sheathed steel cables within the concrete slab. After the
concrete has begun to set and has reached sufficient strength, the
cables are tightened and held permanently under stress. The cables
exert a tremendous compressive force, holding the pavement at the
same tension and guarding against cracking.
Consider the alternative: Asphalt, as a bituminous pavement, is
poured and smoothed into a tennis court surface before it is coated.
Beneath the coating, the asphalt dries and shrinks as it ages (this is
not a flaw in the mix; it is the nature of asphalt). The brittle pavement becomes less resistant to damage and more prone to cracking
and crumbling, and areas where freeze-thaw cycles are the norm
will see even more of this. As a result, a court that once looked
smooth and unblemished might look surprisingly cracked and aged
within a comparatively short time.
A Standard Technique
Post-tensioned concrete, meanwhile, does not respond to freezethaw cycles and will not get brittle in a few years. Even in warmer
areas, tennis court contractors are leaning toward this method of
construction over other concrete uses.
Post-tensioned concrete has been a standard tennis-court construction technique in the USTA Southern California section for
many years, says Richard Zaino of Zaino Tennis Courts in Orange,
Calif. We discovered in our earliest experience with engineered
post-tension courts that were designed and built due to poor soils
conditions, the post-tensioned concrete courts were performing
much better than steel rebar-reinforced slabs on good soil conditions. So we took what was given to us by the post-tensioned
concrete engineers for specific sites and made this a standard in all
our court building.
Those who have been thinking of replacing their current courts
or adding new oneslikely have plenty of questions. Before you
make a decision, though, its best to consult with a court contractor.
Here is some information to bring with you to the table:
How many courts youre talking about.
Any budget you have in mind.
The window of time you are seeking to have work done.
March 2015
TennisIndustry 25
Whether the courts are (or will be) lighted for night play
(if lighting already exists, make a note as to where the
posts are set).
Whether the courts are currently fenced.
Other factors will influence the design and cost of the
project, and the court contractor can help you decide what
is important. In addition, court owners and facility managers should be prepared to do their homework in order to
make the best decision and get the most out of the project.
Checklist for PT Concrete

David LaSota of D.W. LaSota Engineering of Patton, Pa., offers some advice regarding some items for an owners checklist (or perhaps one that should be given to a consultant on
the project):
Hire a professional engineer who is familiar with posttensioned slab design and construction. Some clients (and
professionals) leave it up to the contractor to design the
PT slab; however, not all contractors have the engineering
expertise to perform such services. Check references and
ensure your chosen professional is the right person for
the job.
Most tennis courts include net posts, nets, center strap
anchors, center straps and fencing as part of the job. The
professional should ascertain these elements are incorporated safely into the post-tensioned project.
Installation of a vapor barrier under the slab can
minimize the transmission of water vapor through the
concrete slab that can cause delamination of the acrylic
surfacing. The vapor barrier also reduces the under-slab
coefficient of friction, which minimizes the number of
cables required to achieve the required compressive
26 TennisIndustry
March 2015
forces. The owner and/or consultant should make sure

this element is not left out of the design/construction
process.
A few other items for the owners or consultants checklist
include:
Use stone screenings in lieu of sand for the cushion layer
under the vapor barrier and concrete slab. The stone
screenings will bind together and not displace as easily as
sand.
Construct a thickened edge around the perimeter of the
slab to provide for increased concrete coverage around
the end anchors.
Provide the proper level of pre-stressing to overcome the
slab to subgrade friction, which will minimize restraintto-shortening cracking.
Insist on proper recording of cable elongations to ensure
the proper stressing of cables.
Ensure the slab is adequately moisture-cured to minimize
the amount of shrinkage cracking that may occur.
Ensure the field personnel have adequate training in the
cable stressing operations because this process involves
extremely high forces and can be dangerous if not done
properly.
Do not let unauthorized personnel (visitors, vendors or
others) into the area while cables are being stressed.
If it sounds like a lot, well, its because post-tensioned
concrete construction is a specialized art form. It is not the
same as pouring a driveway or a sidewalk, and should not
be mistaken as such. It will require specific equipment and
expertise.
The reward, however, can be a long-lasting surface that
provides enjoyable play with minimal upkeepfor years to
come.
Serious
Propositions
When youre ready to resurface your
courts, how can you best evaluate the
court-builder proposals?
By David LaSota and Mary Helen Sprecher
ts in the budget. Youre planning to

resurface your courts this spring.
And youve already taken the first
steps by having specialty contractors come in and review the scope of
work to be done.
Now, youre sitting at your desk,
studying the proposals that have come
in as a result of those visits. And youre a
bit confused. The prices vary, but how do
you know which one is the best? Do you
really want to pick just the lowest bid
only to find out youve made a mistake
in evaluating the proposal? How do you
know what youre looking at?
In this case, you get a little help from
a consultant. Longtime tennis facility
design professional David LaSota from
28 TennisIndustry
March 2015
D.W. Engineering has provided a checklist for tennis court owners and managers to use as they review the proposals
in front of them.
Oh, and if youre not sure whether a
proposal includes something, dont be
afraid to call and ask. Most contractors
are glad to explain a proposal if doing so
makes it easier for the customer.
1. Be sure to have court builders provide comparable scopes of work so that
an apples-to-apples comparison can be
made between the proposals submitted.
(In other words, check the wording to
make sure all proposals are addressing
the same type of job; again, if you have
any questions about what is included,
call and ask).
2. The builder should include cleaning

of the court surface as part of the scope
of work to ensure a good, solid substrate
onto which the acrylics can adhere. This
could include pressure-washing, scraping and grinding to remove any debris
or impurity that could prevent proper
adhesion of the acrylics.
3. Proposals should state that the
courts will be flooded to identify any
birdbaths, defined as depressions that
will hold water deeper than the thickness of a nickel. Any depressions should
be marked and patched prior to the
application of the acrylics. The builder
should include this in the proposal.
4. Cracks in the court pavement should
be thoroughly cleaned and filled prior to
the application of the acrylics. Various
methods for addressing pavement cracks
are available. The builder should clearly
describe how they plan to repair cracks
in the court surface. (Note: The use of
a proprietary system may drive up the
cost, so make sure which methods are
being used so that you can fairly evaluate all proposals). The proposal scope
of work should quantify the amount
of crack repair to be completed by the
builder.
5. On courts where staining is present,
stain blockers are available to reduce the
chance these stains may bleed through
the new acrylic coatings. The builder and
surface manufacturer should be consulted for guidance on treating stains.
6. Depending on the condition of the
Redoing the Courts:

How to Define the Scope of Work
court surface, the application of a resurfacer may be required prior

to the acrylic color coats. The acrylic resurfacer provided a good base
from which the acrylics can be applied. Asphalt-based resurfacer
materials should be avoided due to their history of failures and surface
delaminations.
7. As a general rule, it is best to provide a slow to medium-fast court
surface pace to provide the average tennis player more time to react to
a shot from the opposing player. The acrylic manufacturer and court
builder can customize the surfacing acrylics to achieve the surface
pace desired by the facility owner.
8. The builders should specify in their proposal the application rates
for the acrylic materials they will be applying to the courts. This will
allow the consumer to ensure adequate material will be used on the
resurfacing. For example, if the builder proposes to install two coats
of acrylic color to your tennis court at 0.05 gallons per square yard
per application, assuming your court is 7,200 square feet (800 square
yards) in size, they will need to provide: 800 square yards x 0.05 gallons/square yard/application x 2 applications = 80 gallons of acrylic
Acrylic coatings are generally provided in 55-gallon drums; therefore, the builder should have two drums of material on site to resurface your court.
9. The playing lines should use textured line paint to match the pace
of the adjacent playing surface. Non-textured lines are available and
cause the ball to bounce differently than the court surface.
10. If you have asked for 36- and/or 60-foot court lines for youth and
beginner play, make sure these appear on the proposals as well.
11. Seriously consider hiring a court builder who is a member of the
American Sports Builders Association. In addition, ASBA offers a Certified Tennis Court Builder program, which is voluntary. CTCBs have
accumulated activity points and passed a comprehensive exam that
asks them to display their knowledge of tennis court construction.
Evaluating proposals is nerve-wracking, particularly the first time
around. Just remember to pay attention to details and to ask questions, rather than make guesses, whenever youre uncertain.
In the end, you may be able to form a lasting relationship with a contractor you can trust and turn to for future projects.
Inevitably, someones going to say, We should

redo the courts. Unfortunately, that can mean a
broad spectrum of work, which comes at an even
broader spectrum of price points. Here are a few
options:
Crack Repair: This generally pertains to an
asphalt court, and is a process of filling, patching
or repairing cracks. This may be a spot treatment,
pertaining to one area only, or it may be a more
widespread repair using a proprietary system.
It is performed when the cracking is the courts
only problem, and when it is generally a matter
of aesthetics.
Resurfacing: Resurfacing is defined as putting a
new surface on the court. The simplest way is by
filling the cracks and low spots and then putting
a new acrylic coating on top of the court in order
to create a smooth, unblemished surface. Other
types of surfaces can be laid over an existing
court as well. (Note that the court is only as good
as its base, however, and a court with underlying
problems will have recurrent trouble.)
Overlays: A court might have underlying issues
but still have appropriate slope and drainage.
In these cases, contractors often suggest that
repair be made using an overlay, or slipsheet
overlay, in which a thin layer of stone or stone
dust is placed directly over an old court surface
prior to a new asphalt surface being laid. The
stone acts as a slipsheet and absorbs any
movement from the old, cracked court below
before it reflects up to the new surface. (In a
post-tensioned concrete overlay, an entirely
new concrete slab is installed over the problem
court.)
Reconstruction: If the court has severe
problems, a contractor may recommend a total
court reconstruction. Options include excavation
followed by reconstruction of the court, and
pulverization followed by reconstruction.
Court Conversion: Some court owners may
decide to explore the option of converting their
hard court to one with a fast-dry or synthetic turf
surfaceor going in the other direction, for that
matter.
What you choose to do with a court will
ultimately rest on its current condition, as well as
the site, the location, the budget, the wishes of the
owner, the needs of the players and more. Knowing
your parameters when you meet with your court
contractor will make it easier to arrive at the right
decision for you and your facility.
March 2015
TennisIndustry 29
Solid
Construction
California Sports Surfaces, the makers of DecoTurf and
Plexipave, expands its product offerings and continues to help
pave the way for growth in the sport.
By Peter Francesconi
ne of the first questions tennis fans often ask about

the California Products Corp., the maker of two
Grand Slam tournament surfaces, is whyfor a
company that has called Massachusetts home for
nearly 90 yearsis California in the name.
It started in 1926, when Napoleon N. Bernier came east
with a license agreement from a Los Angeles company to
make stucco products, which had become very popular in the
West. The company Bernier founded in Cambridge, Mass.,
was called California Stucco Products Corp. of New England,
which eventually expanded its product line beyond stucco.
Today, California Products Corp. is headquartered outside
of Boston in Andover, Mass., and consists of three divisions:
California Paints, California Sports Surfaces (CSS) and
Fiberlock Technologies. California Paints produces some of
the most well-respected interior and exterior paint brands.
Fiberlock specializes in products that address environmental,
safety and health hazards. And CSS brands now include Plexipave, DecoTurf, Plexitrac, Rebound Ace and three new additions: Latex-ite, Premier Court and Guardian Crack Repair.
30 TennisIndustry
March 2015
Revolutionizing Court Surfaces

In 1953, the company, now called California Products and led
by industry pioneer Bob Caldwell, originated the water-based
acrylic color-coat concept and developed what came to be
called Plexipave, and likely changed the game of tennis. The
first court to use this acrylic system was at a private residence
in Ipswich, Mass., and now, Plexipave has been the surface of
the Australian Open since 2008.
Other notable developments that have come out of California Products research and development lab include a
squeegee-applied acrylic, cushion-type surface using a
multi-coat application, which was introduced in 1969. Called
Plexicushion, it is designed to reduce player fatigue without
affecting the speed of the game.
In 1977, with the introduction of the first unpigmented
acrylic filler coat, contractors were able to add color in the
field, giving court builders greater flexibility and saving on
inventory.
The Plexicourt system was developed in 1980, which was
the first non-asphalt, non-concrete overlayment system, utilizing a Kraft paper honeycomb material, upon which Plexipave is
installed. The first all-acrylic tennis court
resurfacer was introduced in 1982, creating the first 100 percent all-acrylic tennis
court surfacing system. In 2009, California
Products formulated the first cold-weather
acrylic suitable for installation in temperatures down to 35 degrees F.
All of the R&D is done at Andover, says
Randy Futty, vice president of business development for CSS. We have a stable of chemists who have been there on average 30 years.
Their knowledge is amazing. Theyre always
playing with things, tweaking stuff, changing
resins, suspension agentstheyre always
looking for ways to improve our products.
Grand Slam Success

CSS holds a unique place in the pro game
as the maker of the surface for two Grand
Slamsthe Aussie Open with its Plexicushion
courts, and the US Open with its DecoTurf
surface on the courts at the USTA Billie
Jean King National Tennis Center. In 1997,
California Products acquired the DecoTurf
line of acrylic surfacing products from Koch
Industries. DecoTurf has been the Official
Surface of the US Open since 1978.
The US Open conversion to DecoTurf in
1978 had an impact that I dont think most
of us truly understood at the time, says Art
Tucker, vice president of the Recreational
Products Division for California Products
Corp., who has been with the company since
1983 and in the court-building industry since
1973. And it has continued to reap benefits.
The Emirates Airline US Open Series of
summer tournaments leading up to the US
Open also uses DecoTurf, and thousands of
facilities around the world are able to say they
offer the same surface as the US Open.
Another major development happened in
2002, when the USTA decided to change the
court colors at the US Open to blue inside
the lines and green outside. USTA officials
worked extensively with CSS scientists and
engineers to come up with just the right
shade.
While the USTA owns the name US Open
Blue, were the only company that can make a
product called that, Tucker says. That color
has been a huge game-changer for us. At the
time, less than 5 percent of our courts were
colored blue. Now, its nearly 20 percent of
the colors we do.
In 2013, California Products branched
out into the prefabricated polyurethane mat
March 2015
TennisIndustry 31
Recent Acquisitions
The acquisition of Premier Concepts at the end of 2014 was
part of a bigger move that included buying Latexite International and Guardian Crack Repair. Premier Concepts produces Premier Court, a polyurethane foam composite that
provides impact-absorbing
cushion and has been used
for many international
events, including Davis Cup
and Fed Cup.
Latexite International
makes Latex-ite, a sports
surface coating system
used for tennis, basketball,
volleyball, badminton, and
other multi-sport systems.
Guardian Crack Repair,
originated in 2003, is
designed to repair cracked
tennis court and sport surfaces. Innovators of peel
and seal crack-repair technology, Guardian is used on asphalt and concrete surfaces.
These latest acquisitions give us more opportunities in
the marketplace, Futty says. Guardian Crack Repair allows
for a longer term solution to major cracks in asphalt and
concrete courts. This technology adds value to owners while
making the surfaces safer for players to enjoy the game.
Crack repair, in particular, is an interesting evolution for
CSS, and answers a need expressed by contractors. Weve
never been negative toward crack-repair systems, Futty
says. As an acrylics manufacturer, we want facilities to
maintain their courts regularly in order to keep them in
the best playing, and safest, condition possible. The use of
systems like Guardian Crack Repair is a growing segment of
the industry, and now, with the largest acrylics manufacturer
promoting these crack-repair solutions, that whole genre
32 TennisIndustry
March 2015
has an opportunity to grow three- or

fourfold.
With the purchase of Rebound Ace, CSS
also acknowledges a major trend toward
softer, more cushioned court surfaces and
a tennis population that is aging. In fact,
you most likely wont hear CSS employees
using the term hard court, but instead
saying cushioned acrylic court.
Our chemists have developed highly
flexible acrylics that really lend themselves to softer, cushioned surfaces, Futty
adds. These acrylics are made to move
with the surfacing systems. As surfaces look to get softer, the
need for more flexible acrylics will grow.
Like other CSS products, the plan is for the new products to
be manufactured at the 160,000-square-foot, state-of-the-art
facility in Andover, which currently has about 150 employees.
Stimulating the Industry

Early on, California Products recognized that it needed to be
a key player in the tennis business. In fact, in 1964, a California Products-sponsored demonstration of sand-filled acrylic
tennis coatings in Baltimore for about 18 top tennis court
contractors led to the formation of the U.S. Tennis Court &
Track Builders Association, which later changed its name
to the American Sports
Builders Association.
Over cocktails, Sheldon
Westervelt suggested he
and his fellow builders
form an organization, and
California Products put
up the money to write the
bylaws.
Within the industry, CSS
continues to take a leadership role. For example, the
company is a Foundation
Member of the ITF; its
the official surface for the
Intercollegiate Tennis
Association and presents
annually at the ITA Coaches Convention; its the official allweather surface of the PTR and regularly presents at the PTR
Symposium; it donates surfacing products to renovate courts
in U.S. cities; its been a leader in helping the ITF and USTA
develop blended line colors for 36- and 60-foot courts; CSS
leaders have been on the ASBA board of directors for 30 years
and on many USTA committees; its the title sponsor of the
National High School Tennis Team Championships; and its
the official surface of World TeamTennis.
California Sports Surfaces has built its reputation by
manufacturing the highest quality products and providing
the best customer service and sales support in the industry,
Graham says. Ultimately, the success of our company is tied
to the partnerships we have with our excellent network of
tennis court builders around the world.
C O U RT E S Y T E N N I S A U S T R A L I A
systems by acquiring Rebound Ace of

Australia. Rebound Ace (diagram, right)
had been the surface of the Australian
Open for 20 years and was the surface of
the 2000 Sydney Olympics.
A series of key acquisitions at the end
of 2014 added Premier Concepts to the
stable and has further extended the reach
of CSS.
Since the purchase in 1997 of DecoTurf, says John Graham, managing
director of California Sports Surfaces,
volume has increased significantly.
Forty-five percent of DecoTurf sales are international with
Asia leading the way as a result of DecoTurf being selected
for the Beijing Olympics, the China Open, and the Shanghai
Masters. With Plexicushion Prestige as the official surface
of the Australian Open, Rebound Ace at the Asian Games,
and Premier Court recently selected for the International
Premier Tennis League, we are truly a global company.
Ask the Experts

Your Equipment Hotline
Higher mass, same

swing weight
Ive been customizing a longbody racquet by putting weight in the

handle. The weight is real high (about
390 strung), yet my swing-weight
measurements are super low (226 to
236). It hits great. Two questions:
1. Is this even mathematically
possible?
2. Have you ever heard of a top
player using anything like this?
If your final swing-weight

measurements are super low,
then they were super low
to begin with. There is no way to add
mass to a racquet and reduce the swing
weight.
However, it is mathematically possible to add mass to a racquet and have
little to no effect on the swing weight.
Swing weight is measured by rotating
the racquet back and forth around a

pivot point 10 cm (roughly 4 inches) up
from the end of the butt cap. If you add
mass at the pivot point, it adds nothing
to the swing weight. If you add mass
near the pivot point, the effect on swing
weight is minimal, which is another way
of saying that the farther away from the
pivot point you add mass, the greater
will be the effect of that new mass on
swing weight.
You dont specify the starting measurements of your racquet, but using
the arbitrary measurements of 300
grams total mass, 30 cm balance, and
230 kgcm2 swing weight as starting
measurements, the online Racquet
Optimizer shows that adding 90 grams
at 10 cm leaves your final swing weight
the same as when you started.
Going one step further, the table
shows the effect of adding 90 grams at
each location from 1 cm to 18 cm. Obvi-
ously, this is a lot of mass to add at any

one location. If you have 10 grams at
10 cm, and then 10 grams at 9 and 11
cm, 10 grams at 8 and 12 cm, etc., up
to the total mass you added, the final
swing weight will be different from
that shown in the table.
Location
New Swing Weight
239.00
237.29
235.76
234.41
233.24
232.25
231.44
230.81
230.36
230.09
10 (pivot)
230.00
We welcome your questions. Please send them to Tennis Industry, PO Box 3392, Duluth, GA 30096; fax: 760-536-1171; email: greg@racquettech.com.
34 TennisIndustry
March 2015
11
230.09
12
230.36
13
230.81
14
231.44
15
232.25
16
233.24
17
234.41
18
235.76
19
237.29
20
239.00
This tail weightingincluding a

more extreme version that allows you
to add additional mass beyond the end
of the butt capis advocated by Wilmot
McCutchen at Racquet- Research.com.
His website has all the formulae youll
likely need regarding the physics of tail
weighting.
As for your final question, no, weve
neither seen nor heard of a pro racquet
set up like this.
additional time. You then cinch up the

loop first, and then pull the loose end
through.
What youre actually doing is tying an overhand knot on the anchor
string, but instead of simply pulling
the loose end to tighten the knot,
you snug down the first loop you
make (which goes around the anchor
string), before pulling through the
loose end to finalize the knot.
This knot is only slightly more bulky
than a single half-hitch, which makes
it very compact for use in tight quarters, such as when the grommet barrel
for the tie-off hole is almost touching
the nearest perpendicular string.
When done correctly, the loose end
of the string will be lying flat against
the frame.
The Tight-Quarters knot can be
used with any type of string, although
there are stringers who use it only on
synthetic strings, preferring to use
the double half-hitch on natural gut.
For more information, see TightQuarters knot by Master Racquet
Technician Ted Geary in the Tips and
Techniques section of the June 2003
Racquet Tech magazine.
Greg Raven
What is the Wilson team

knot?
In May 2011, you ran an

article by Wilsons Global Tour Equipment Manager, Ron Rocchi, your
2009 Stringer of the Year, and the
person behind the Wilson/Luxilon
tournament stringing team. In it, he
wrote: The Wilson team uses our
own version of the tournament knot,
but it is similar to tournament knots
you can look up online.
Ive found a bunch of knots online.
Which one does the Wilson stringing
team use?
Our understanding is that

Wilson uses what has also been
called the Tight-Quarters
knot. You start with the USRSA O.U.T.
knot, but before cinching it up, you
pass the loose end through the loop an
March 2015
TennisIndustry 35
String Playtest
By Greg Raven
In the Lab
The coil measured 42 feet, 3 inches. The

diameter measured 1.26 mm prior to
stringing, and 1.25 mm after stringing.
We recorded a string-bed stiffness of 74
RDC units immediately after stringing
at 60 pounds in a Wilson Pro Staff 6.1
95 (16 x 18 pattern) on a constant-pull
machine.
After 24 hours (no playing), stringbed stiffness measured 69 RDC units,
representing a 7 percent tension loss.
Our control string, Prince Synthetic
Gut Original Gold 16, measured 78 RDC
units immediately after stringing and
71 RDC units after 24 hours, representing a 9 percent tension loss. In lab
testing, Prince Synthetic Gut Original
has a stiffness of 217 and a tension loss
of 11.67 pounds, while Yonex PolyTour
Spin G has a stiffness of 212 and a tension loss of 15.41 pounds. PolyTour Spin
G added 16.3 grams to the weight of our
unstrung frame.
Yonex PolyTour
Spin G 125
Yonex PolyTour Spin G is a durability-oriented high polymer polyester monofilament. Yonex refers to PolyTour Spin Gs five-sided
cross-section as its Giga Spin structure. The material is treated
using Yonexs Silicone oil Infused Filament (SIF) process, which is
said to increase the strings snapback after deflection.
According to Yonex, PolyTour Spin G is designed to be stiff to
allow players to hit out, while putting less stress on the elbow and
wrist. The pentagonal shape enables heavy spin. In conjunction
with the SIF, Yonexs research shows improvements in both the
amount of snapback and the speed of snapback.
Yonex designed PolyTour Spin G to give hard-hitting intermediate and advanced male players the heavy spin they want.
PolyTour Spin G is available in 1.25mm (16L gauge) in dark red
only. It is priced from $15 for 12-meter (39-foot) sets, and $195
for 200-meter (656-foot) reels. For more information or to order,
contact Yonex at 800-44-YONEX, or visit yonexusa.com. Be sure
to read the conclusion for more information about getting a free
set to try for yourself.
36 TennisIndustry
March 2015
Playtester Ratings
Ease of Stringing
(compared to other strings)
much easier
somewhat easier
about as easy
not quite as easy
not nearly as easy
0
3
18
15
2
Overall Playability
(compared to the string played most often)
much better
somewhat better
about as playable
not quite as playable
not nearly as playable
1
7
9
16
3
Overall Durability
(compared to other strings of similar gauge)
much better
somewhat better
about as durable
not quite as durable
not nearly as durable
6
10
17
3
0
Rating Averages
From 1 to 5 (best)
Playability
Durability
Power
Control
Comfort
Touch/Feel
Spin Potential
Holding Tension
Resistance to Movement
3.5
4.0
3.4
3.5
3.2
3.1
3.6
3.4
3.7
The string was tested for five weeks

by 38 USRSA playtesters, with NTRP
ratings from 3.5 to 6.0. These are blind
tests, with playtesters receiving unmarked strings in unmarked packages.
Average number of hours playtested
was 27.7.
You can tell as soon as you take PolyTour Spin G out of the package that its
a geometric, both by the feel and by the
way the light reflects off of it. PolyTour
Spin G is a bit unruly during stringing, and feels stiff, even to the point of
having to pay attention when pulling
the loops closed on knots. The corners
of the string seem to be somewhat
rounded, as the mains and crosses do
not shave each other when installing the
crosses. Some of our playtesters noted
how nice the deep red of the string looks
on red racquets.
One playtester broke the sample
during stringing, six reported problems with coil memory, seven reported
problems tying knots, none reported
friction burn, and eight reported other
problems.
On the Court
Living up to its promise, PolyTour Spin

G received its best score in the Spin
Potential category, where our playtesters awarded it excellent ratings. Our
team also rated PolyTour Spin G well
above average in Durability, Resistance
to Movement, Playability, and Tension
Retention. Overall, Yonex PolyTour
Spin G came in well above average of
the 184 strings that weve playtested for
publication to date.
No playtesters reported premature
fraying or peeling, one reported buzzing, and six reported notching. Four
playtesters broke the sample during the
playtest period, one at two hours, two at
20 hours, and one at 45 hours.
Playtester
Comments
Overall, a really good
string. Excellent for 4.0
players and above. Comfortable right from the
start. Responsive to spin
and good control.
3.5 female all-court player
using Prince Premiere ESP
strung at 58 pounds CP
(Prince Tour XP 15L)
Overall a good playing
string. Like the response
and comfort. Still had
control on off-center hits
but lost some power.
Would use it to play with
in competition.
5.0 male all-court player
using Head Graphene Prestige strung at 60 pounds LO
(Head Sonic Pro 16)

Easy to string. It lasted
the entire test period.
The feel of the string was
one of my favorite of all
my testing. I used it as
my major teaching and
playing racquet.
using Wilson Steam S strung
at 56 pounds CP (Wilson
Spin Cycle 16)
Comparable to other
poly strings. Enjoyed the
chance to play with it.
using Head Prestige strung
at 55 pounds LO (Prince
Synthetic Gut 16)
Nice poly. I am impressed with the touch.
Not wild about the ma-
roon color, but it ended up

looking good and feeling
good.
5.0 male all-court player using Yonex V Tour G 330 strung
at 53 pounds CP (Natural
Gut/Polyester 16/17)
Pretty nice string. Had
a softer feel for what I assume was a co-poly string.
Unique color, too. Not too
many strings in that color.
using Boris Becker Delta
Core London MP strung at 46
pounds CP (Ytex Octotwist
16L)
(Strings normally used by
testers are indicated in parentheses. For the rest of the
tester comments, visit www.
tennisindustrymag.com.)
FREE PLAYTEST STRING PROGRAM

Yonex will send a free set of PolyTour Spin G to the USRSA members who cut out
(or copy) this coupon and send it to:USRSA, Attn: Yonex String Offer
PO Box 3392, Duluth, GA 30096
or fax to 760-536-1171, or email the info below to stringsample@racquettech.com
Offer expires 15 March 2015 Offer only available to USRSA members in the US.
Name: __________________________ USRSA Member number: _________________
Phone: __________________________ Email: _______________________________
If you print your email clearly, we will notify you when your sample will be sent.
Conclusion
Yonex hit its marks with PolyTour Spin

G in the spin, snapback, and durability
categories. As a bonus, although it feels
stiff during installation, it has a soft feeling in play, as noted by several members
of our playtest team. This is backed up
by our lab test results, which show that
PolyTour Spin Gs stiffness is on par with
a typical nylon string.
If you think that Yonex PolyTour Spin
G 125 might be for you, fill out the coupon to get a free set to try.
March 2015
TennisIndustry 37
Inside this issue

Prince Gives Players
TeXtreme Advantage 44
Leadership and Coaching
46
Influential Women
of the USPTA 53
Departments:
40 CEOs Message
41 USPTA News
42 Vice Presidents Message
44 Endorsee News
46 Inside Coaching
50 Growing Your Business
52 USPTA News
54 Master Pro Corner
56 Career Development
57 U30's Serve
60 Member News
Read more articles online at www.ADDvantageUSPTA.com
On the cover: USTA to Launch Thousands of Tennis
Play Events. Host a Tennis Play Event to Promote Your
Upcoming Programming. See Page 50.
CEOs Message
Enhancing value
ver the past 12 months, we

have worked hard to create
quantifiable and tangible
benefits for our membership. It just is not good enough to have
product discounts for goods and services. Having liability insurance is a
necessity, but there has to be more to
being a member of the USPTA that will
not only impact your pocket book positively but prolong your professional
career.
Two of the watershed benefits that
materialized in 2014 were the establishment of the Retirement Gold+ program and the ability of our members to
get health care coverage for themselves
and their families. While many professionals already have a qualified retirement plan and/or medical insurance
set up through their employer, so many
of our independent professionals have
neither. Yet, we all know how vital it
is to have both. Having family health
care, even for those professionals with
pre-existing conditions, is now more
accessible than ever before through
our partnership with Digital Insurance
and Woodruff-Sawyer.
Planning for your long-term future
has to begin early. Just a small monthly
contribution to an investment savings
account in a non-qualified plan (after
tax) through our third party provider
(Paloma Financial) over 20 to 30 years
will give our young members a start to
having financial security. So when their
bodies can no longer take the pounding
of being on court and it is time to hang
up their sneakers, they wont have to
worry about how they will live.
A unique element of the Retirement
Gold+ program is the vendor contribution that so many of our endorsees
are making to support those pros who
purchase their products for their pro
shops. Why leave money on the table
when you can promote the products
of our endorsees and benefit from the
contributions that they will make to
your future?
40 www.ADDvantageUSPTA.com
by John Embree
I am delighted to report that there
are currently six companies that have
readily embraced this aspect of their
endorsement relationship with the
USPTA. Topping the list is Prince,
which was the first to commit to a
percentage of their sales on tennis
racquets, balls, accessories and Play
and Stay products. Since that time,
Fromuth has stepped up to offer the
same level of contributions based on
the purchases of Nike footwear and
apparel for retail. NetKnacks and HopA-Razzi followed suit, but in their case
you dont have to have a pro shop to
benefit. Just by purchasing NetKnacks
promotional items and trophies and
Hop-a-Razzis ball hoppers, you will get
something back from each.
Toward the end of 2014, we added
two new endorsees that also recognize
the opportunity to grow their business
within the tennis marketplace. 2XU is
an Australian company that is a leader
in compression apparel. They launched
their brand through running, cycling,
triathlons, etc., but saw the potential in
tennis. Through our new endorsement,
they too will contribute to individual
Retirement Gold+ accounts based on
purchases.
Power Plate is whole body vibration
technology that has helped professional athletes in all sports with recuperation, muscle stimulation, flexibility and
strength. They specialize in machines
for commercial use at health clubs and
fitness facilities but also offer options
for consumers at home. If a USPTA
Professional can influence his or her
club to bring in a machine or encourage
any client to purchase a home model,
that professional will receive a generous contribution to his or her Retirement Gold+ account.
I would be remiss if I did not also
mention our prescription drug card
and our affiliated partnership with
TrueCar.com. At some point, everyone
needs to buy or lease a new or preowned vehicle. I myself have done it
and TrueCar.com made the experience

of getting a new car so much more hassle free and pleasant. I knew the savings that I would be receiving and there
was no haggling with the dealership.
The savings that members are receiving from using the prescription
card range from 40 to 80 percent, and
with every transaction, the USPTA
Foundation receives a $1 donation and
the Breast Cancer Research Foundation gets $.50. Those savings are real.
I am delighted to report that several
other companies recognize the value of
being associated with the USPTA and
have been approved by our board. Announcements of those endorsements
will be forthcoming in the weeks and
months ahead. But in each instance, it
is up to us to get behind these brands,
not just in words but in action. Buying
their products or encouraging your
customer base to buy their products
is what makes these new agreements
win-win for everyone.
The common theme with all of our
endorsees or affiliations is that we, as
an association, have to perform. Only
when products are purchased by our
members do the individual members
benefit and therefore, the USPTA benefits. In todays economy, companies
seek those affiliations that will grow
their business. The days of people paying large guarantees just for the sake of
having visibility and exposure are long
gone. We have to prove our worth and
deliver on the premise that our members can influence business and drive
sales for the brands that have put their
trust in us.
I realize that it takes time for our
members to recognize new opportunities that exist with our endorsees. Each
agreement that is constructed brings
value to our membership. By taking
advantage of the products and services
being offered by our endorsees and
affiliated partners, there should be no
hesitation about writing your check
each year for your dues. h
USPTA News
Proposed Slate of 2016-2017

National Board
he national Nominating Committee has completed its task

and proudly submits the following slate for the 2016-2017
USPTA national Board of Directors.
Additional nominations may be
made by the general membership in
accordance with the USPTA Bylaws,
Article VII, Section 3. Procedures
and information for running for a
board position may be obtained from
the national office after April 1, 2015.
In order for a new candidate to be
added to the ballot, he or she must be
nominated by at least 120 members.
Only one nominee per office will be
added to the slate. h
President
Chuck Gill
First vice president
Gary Trost
Vice presidents
Alan Cutler
Feisal Hassan
Jack Michalko
Diane Selke
TM
R.J. Tessier
Immediate past
president
Tom McGraw
As submitted by Molly Card Beckman, USPTA Nominating Committee Chair.
GAME, SET,
NEVER MATCHED!
Call 800-247-3907 Or Order Online Anytime at 10-S.com
Official Court Equipment Supplier of the
www.ADDvantageUSPTA.com 41
Vice Presidents Message

Professional Tennis Management
Programs Build the Next Generation
of Tennis Professionals
by Dan Moster
An Interview with Derek Ameel, Ferris State University Professional Tennis Management Director
1. If you had time to give a quick elevator pitch about USPTAs Professional
Tennis Management program, what
would you say? In 1986, the USPTA and
Ferris State University worked to create
the country's first four-year bachelor of
business degree in Professional Tennis
Management. It combined an emphasis
on teaching tennis skills and the management of tennis as a business, which
uniquely prepares its students for tremendous careers in the tennis industry.
2. In a more in-depth conversation,
what additional information would
you share? The PTM program was developed to meet the increasing demand
for well-trained tennis professionals.
USPTA recommends and accredits the
Ferris program and uses it as an industry model for other such programs.*
The Ferris program provides a solid,
well-rounded business foundation in
addition to the marketing or resort
management emphasis. Additionally, all
PTM students become USPTA-certified
tennis professionals upon graduation.
Courses include management, marketing, accounting, sales, retail merchandising, computer information, law and
other business courses. Classes and
hands-on workshops in racquet repair,
clay court maintenance, tournament
administration and teaching techniques
are presented by USPTA experts.
Ferris PTM students receive onthe-job training by completing two paid
outside internships at clubs, resorts and
facilities all over the United States. This
is a great way for USPTA pros to hire
interns for a summer to round out their
teaching staffs.
3. You are in a very unique position, not
only as a graduate of a PTM program,
but you are now a director of Ferris
PTM program. Briefly tell your story.
I started teaching tennis in 1983, the
summer before my senior year of high

school. It was mainly to help the other
players on my high school team. I really enjoyed it and it was very rewarding because I saw their improvement;
I felt like I had a knack for teaching.
After graduation, I ran a small summer
tennis camp for the local park and rec
program. Later I became the assistant
tennis coach for my high school.
I read everything I could find on
teaching tennis and really wanted to
be the best teacher possible, but had
no real mentors at the time. I was selftaught as both a player and teacher. In
1986, I became aware of a new program
at Ferris State University in professional tennis management. I was convinced
this was the opportunity I was looking
for, but unfortunately I lacked the financial resources. In 1987, I enrolled in
a community college and by 1991, I was
finally able to save and borrow enough
to transfer to Ferris.
I was the first person in my family
to attend and graduate from college,
so it was a pretty big accomplishment
and confidence booster in what I could
achieve if I put my mind to something.
Immersing myself in the Ferris PTM program allowed me to not only expand my
network in tennis but really understand
the industry and business. I learned so
many things that became the foundation
for my career as a tennis professional.
4. Do all PTM students have to become
teaching professionals? Is that the only
job they prepare for? No, however most
of the entry-level jobs in the tennis industry are on-court teaching positions.
This is where the demand is, and in my
opinion, the best way to start in the industry. I believe this allows you to have
a better understanding of what is happening in our industry, starts developing your network, and best prepares you
for the transition into other positions
within our industry. The program prepares you for the workforce and many
graduates make a seamless transition
down the road if they choose.
5. What kinds of jobs and involvement in
the tennis industry do graduates have?
Traditional jobs can range from on-court
teaching professionals, directors of tennis, general managers, and even business
owners. Others have moved toward manufacturing, sales and advertising to name
a few. Many have become involved with
their USTA and USPTA sections from
paid staff to executive directors.
6. How have graduates of USPTAs
Professional Tennis Management
programs made their mark in the tennis industry? Many have been USPTA
award winners, sit on national boards
and sectional committees, own tennis
businesses, and even publish national
tennis-related magazines.
7. What can USPTA members do to
spread the word about PTM programs
and make an impact on growing our
PTM programs? Education is critical
for any industry to be successful and
the best education in tennis is through
PTM programs. We must build the next
generation of tennis professionals, and
the PTM programs need the full support
of our membership. The industry has
made some great improvements, but
unless we continue to increase the skills,
ability, and knowledge of our entry-level
tennis professionals, we will be shy of
our full potential as an industry. h
*USPTA pros can encourage students interested in pursuing a career in the tennis industry to look at any of the unique
PTM programs. Go to uspta.com/education and click on Professional Tennis
Management in the menu for links to all
of the accredited PTM programs.
800-931-1561
www.hoparazzi.com
Endorsee News
Prince Gives Players TeXtreme

Advantage
his spring, Prince Global

Sports is launching a new
line of racquets featuring
TeXtreme technology. As the
Official Racquet of the USPTA, Prince
sees this new line as a game-changing
opportunity to solve the technical and
performance contradictions of todays
racquets.
By using a material designed to
be thinner, lighter and more durable
than traditional woven fibers, Princes
TeXtreme line provides a unique and
highly beneficial set of advantages.
Using Spread Tows instead of yarns,
TeXtreme Spread Tow woven laminates
are created with a thinner structure
and straighter carbon fibers to create
a composite material that is 20 percent lighter in weight with improved
stiffness. Applying this material in the
shaft and lower hoop with a 45-degree
orientation, Prince has reduced racquet
twisting by 25 percent without increasing overall frame stiffness or weight.
As we looked at the game of tennis,
it was alarming to see how racquets
were getting stiffer and stiffer in order
to keep up with the demands of the
modern game, said Tim Puttock, Manager Hardgoods Design and Development, Prince Global Sports. A stiffer
racquet will give more stability when
taking aggressive swings, however this
increase in stability comes with a significant loss in touch and feel. Princes
TeXtreme line solves that technical and
performance contradiction.
By adding TeXtreme to the frame,
we are able to provide superior torsional stability, which results in increased
power and control. The structure of
the TeXtreme material has a mechanical benefit without losing the material
characteristics of the fiber for optimal
performance. The orientation isolates
the resistance to twisting while allowing the frame to bend delivering all of
the playability benefits while reducing
potential damage to the players arm.
The new TeXtreme racquet

models will be available in
Spring 2015.
There are four frames in the new
TeXtreme line. The Tour line offers
the Tour 95, perfect for players who
want precision but dont want to give
up the classic feel; and the Tour 100T,
the perfect blend of performance,
allowing easy head speed while still
delivering explosive power. In the
Warrior line there is the Warrior 107,
which offers greater power and a more
responsive feel than current Tweener
frames, allowing the player to hit with
more penetration from the baseline;
and the Warrior 107T, which is the
most versatile racquet of the line. A
true baseline weapon, it delivers increased maneuverability designed to
elevate the game of those players who
are looking to play aggressively from
the baseline but still need a more maneuverable frame.
TeXtreme provides an increase
in power and control. As a player hits
the ball there is less racquet twist and
more power is transferred to the ball,
said Puttock. This also reduces the
outbound angle, producing a more consistent ball trajectory. With a smaller
range of angles, the player will have

more consistency with each shot.
If youre wondering how all this
new technology looks, the entire
Prince TeXtreme line has a distinctive look that is certain to be the talk
of the tennis community in 2015. And
true to Prince Tennis history, this is
definitely a technology that can be felt
and seen.
Prince has always prided itself
on having visible technology, said
Puttock. When we apply the TeXtreme
to the frames, it is clearly visible from
the shaft up to the bottom of the hoop.
This is not smoke and mirrors; its real,
its visible and players will feel the difference when they play.
Developed and play tested at the
Prince Innovation Center located at
the IMG Academy in Bradenton, Fla.,
the TeXtreme line will be soft launched
at the BNP Paribas Challenge, March
9-22 in Indian Wells, Calif. The new
TeXtreme racquet models will be available in Spring 2015. For more information, contact your local Prince Brand
Manager or visit teamprince.com. h
Inside Coaching
Leadership and Coaching
By Alan Cutler, USPTA Master Professional, and Bruce Levine, USPTA
hat makes a great leader,

and how does that relate
to being a great coach?
Great coaches tend to
be great leaders, but are you born with
those skills or can they be developed?
Much money has been made in attempting to define leadership. And while
an accurate definition of a leader still
alludes us, we all know a leader when we
see one. Theres the neighborhood kid
that the other kids follow, or the athlete
who can turn the team spirit around
with a gesture or remark.
Some people are born with natural
leadership ability. For others, it takes a
little more to develop these leadership
skills.
What is a leader, someone who gets
people to follow and listen, to buy into
their goals and objectives, and gets them
done? And isnt that what great coaches do
also? But just as not all leaders are directors or supervisors, and not all directors
are leaders, the same is true for coaches.
Leaders are big picture thinkers,
who look down the road at the desired
results. They do the right thing and not
just do things right, according to Warren
Bennis, author and internationally recognized authority on leadership. Leaders
take educated risks, learn quickly from
failures and errors, and have a sense of
humility. Leaders tend to be great communicators. They are lifelong learners
with their own area of expertise, yet they
surround themselves with highly skilled
people. They have multiple advisers they
consult with and take advice from. Great
leaders continue to learn and develop
their skills on a regular basis.
A good coach does all these things
on a regular basis. After all, isnt a coach
someone who motivates athletes to push
themselves harder than they would push
themselves without a coach? Coaches
and leaders share many qualities, among
them, the following:
They are passionate. The dictionarys
definition of passion is strong and barely
controllable emotion. It is the desire to be
A good coach is someone who motivates

athletes to push themselves harder
than they would push themselves
without a coach.
the best you can be by going the extra step,

doing an extra rep for fitness, another run
through of a drill. It is getting excited about
what you are doing, and following though
to make sure its done well. Passion for
what you are doing is a requirement. Without this, you should find something else
to do. It can't be faked or acted out as your
athletes will know and then its over. Your
effectiveness will have been diminished.
They show respect and are respected.

As a leader you need respect from your
athletes, but if you dont show them respect, you will most definitely not get any.
You have to show you are in charge but
have enough self-confidence to show respect for others. Let them provide input,
make suggestions and then explain yourself and your actions. This will show you
care about their thoughts and you are
confident enough to hear their points of

view. Insist that everyone acts respectfully toward others. This should hold true
for your own players as well as toward
other players and coaches, and you must
be the best example of this principle. You
don't get respect without giving respect.
They communicate. Communication
is not just stating what you want, but being honest and fair. It is a critical tool for
achieving success in any size, shape or
form. Your players must know what you
expect of them, otherwise they, and most
likely you, will have no direction. A clear
understanding of the goal, the path required to achieve the goal, and the expectations from all involved must be clearly
communicated. Done poorly, it will leave
all wondering what happened and who
was supposed to do what job. Take time to
PREPARE your communications, know
the goal and how the steps toward the
goal are laid out, and make sure the communications get you there, CLEARLY!
They have knowledge. Youve got to
know what youre talking about, and that
the information is current. It doesnt
matter whether you learn from a book,
a course, other coaches or from your experience growing up playing or not. And
while you need not be the all-encompassing expert, you have to continue
learning your trade.
They exhibit confidence. We define
confidence as sensible fearlessness; having the guts to take the needed steps forward and letting your athletes know you
have done so and why. We also like to call
it controlled aggression, which means: go
for it, but do it sensibly. We understand
that sometimes being reckless may seem
like fun, but as a leader you have responsibility not to be reckless, just aggressive
and gutsy. Confidence will also show in
your stride, body language and demeanor; unfortunately so will the lack of it!
They focus on the goal. A good leader
sees the end result and then works back
to set the steps to reach the desired
result or goal. As Yogi Berra said, You
cant get where you're going if you don't
know where it is. A good leader will
clearly explain the goals and objectives
to the athletes and show them the steps
needed to get to the goal. A good leader
will also share the difficulties involved
in reaching the goal.
Good leaders tend to make great

coaches. They know how to gain
respect from their athletes ...
are compassionate, and
are open to new ideas.
They have compassion. A strong leader

understands what an athlete is going
through during stressful and trying performance conditions. Because of this, the
best leaders dont place blame; instead
they take responsibility for a situation
and look for solutions (aka coaching). If
the leader is not part of the solution, he or
she becomes part of the problem. Great
leaders learn from failures and come up
with positive solutions to issues. As an
aside, when a good leader has a team or
athlete that loses, you will often find them
working on the problem-solving area
almost immediately; not in a punitive
manner, but in a productive way. Go to the
practice courts and see who is there an
hour or two after a loss; dont be surprised
to see players and coaches who had tough
matches working through things!
They encourage new ideas. They listen to everyone's ideas and then make
decisions. Aside from listening, some
leaders take the extra step of doing additional research and take their findings
into consideration. Leaders dont make
decisions without advice and input,
and they give credit where credit is due.
When the ideas come from within, there
is buy-in from your athletes or teams. An
example of when the ideas come from
outside is when a player works with several coaches and the coaches give each
other credit for the mutual effort of improving the players performance.
Coaching teams and individuals
While the leadership and coaching
skills are the same, there are differences in coaching individuals and teams.
Coaches of an individual athlete seem to

work more as part of the team, whereas
coaches for team sports motivate the
group to a common goal. The differences
are subtle. As we mainly work in the field
of tennis, it is important to understand
that tennis can be both an individual or
team sport, and as a coach you must be
equipped to handle both scenarios. Being
aware of the subtle difference can help
you be a better leader in both instances.
So in a nutshell, understand that
leadership and coaching are closely related skills to each other. Being a good
coach does not make you a natural leader, but generally speaking, good leaders
tend to make great coaches. They know
how to gain respect from their athletes,
have confidence, keep the end result in
their sights, are compassionate, and are
open to new ideas.
The next time you walk on the court,
take stock of your skills; do you have
these traits? Its great if you do but also
important to keep improving them. We
know you have great leadership in you,
just let it out and keep improving it. If
you need some ideas or help on this, the
USPTA has many great opportunities to
allow you to do this. Join in committees,
divisional leadership and contribute as
well as learn. h
Alan Cutler (left) has more than 25 years
of teaching, coaching, and programming
experience and is the founder of Playtennisforlife.info. Bruce Levine (below) is
founder and CEO of Tennis 2 Tennis LLC,
a consulting group that advises tennis
clubs as well as works in the tennis industry on various tennis-related projects.
30% off retail
for USPTA Members

uspta.fromuthtennis.com
ZOOM CAGE 2
Spring Tennis Essentials
featuring collections from the top players
The Official Distributor of Nike Footwear and Apparel to the USPTA.
Growing Your Business
USTA to Launch Thousands

of Tennis Play Events
Host a Tennis Play Event to Promote Your
Upcoming Programming
tudies have shown that an

early, positive experience in
sports is vital and creates a lifelong commitment to an active
lifestyle. During the month of March,
the USTA will launch thousands of Tennis Play Events throughout the country
in celebration of World Tennis Day
taking place on March 10. USTA Tennis Play Events invite families and kids
of all ages and skill levels to try tennis
at local events and facilities across the
country. These Tennis Play Events are
a great way for tennis facilities, parks,
and municipalities to introduce tennis
to kids and provide a platform to register children for spring programs.
March is the No. 1 time nationally
when parents begin registering their
children for spring programs. By hosting
a Tennis Play Event, tennis organizers
have the opportunity to showcase their
junior tennis programs and attract new
players to the sport.
The USTA is making it easier and
more fun for kids to get into the game
and stay in the game. Kids are learning
to play faster than ever before through
USTAs youth initiative, which is geared
toward getting more kids to participate
in tennis using modified equipment and
courts tailored to a childs size.
By hosting a Tennis Play Event, tennis organizers
To host an event, please visit Youthhave the opportunity to showcase their junior tennis
Tennis.com.
programs and attract new players to the sport.
Host a Play Event This March Get a $50 Gift Card!
Kick off your spring programming

and host an event in March to get new
players on the court and in the game.
Events can be for kids and families of
all ages and skill levels, or host a Play
Day to introduce kids to the thrill of
competition. Visit YouthTennis.com/
host or call 800-990-8782 to sign up
and the first 2,000 event hosts will receive a $50 Amazon.com* Gift Card.**
Don't miss out on this opportunity to
connect more families to your programs! Registration is open now and
ends on March 30; events can be held
any date in March. h
* Amazon.com is not a sponsor of this promotion. Except as required by law, Amazon.com Gift Cards (GCs) cannot be transferred for
value or redeemed for cash. GCs may be used only for purchases of eligible goods at Amazon.com or certain of its affiliated websites.
For complete terms and conditions, see www.amazon.com/gc-legal. GCs are issued by ACI Gift Cards, Inc., a Washington corporation.
All Amazon, & are IP of Amazon.com, Inc. or its affiliates. No expiration date or service fees.**No purchase necessary. Registration on YouthTennis.com starts at 12:01 on January 15, 2015 and ends at 12:01 on March 30, 2015. United States Tennis Association
Incorporated reserves the right to substitute in its soled discretion, limit of 1 GC available to the first 2,000 registered events. USTA
is not responsible for delivery or redemption. 2015 United States Tennis Association Incorporated. All rights reserved.
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USPTA News
USPTA Indoor Championships Begin

2015 Surface Tournament Season
he 2015 USPTA Surface Championship season begins this

month in Memphis, Tenn., with
the USPTA Indoor Championships. This three-day tournament takes
place March 27-29 at the Racquet Club
of Memphis and is open for registration to USPTA-certified Professionals
through March 15.
The Racquet Club of Memphis is
hosting the Indoor Championships for
the first time this year. It is home to 10
indoor courts and 16 outdoor courts,
and is the only private club in the world
to host a professional ATP men's indoor
tennis event the Memphis Open in
February.
Total prize money for the tournament is $5,000 and will feature events
in the following categories: men's and
women's open singles and doubles
competition, mens and womens 35
singles, men's and women's 45 singles,
men's and womens 45 doubles, mens
55 singles and doubles, and mens 65
singles and doubles.

Participating players are eligible

to receive tournament favors such as
bags, badges, T-shirts and towels. On
Saturday night, March 28, players will
be treated to a catered player party in
the ballroom of the facility beginning at
7 p.m.
As an added convenience for tournament players and guests, the official
tournament hotel the Doubletree by
Hilton on Sanderlin Avenue in Memphis is located 50 yards from the tournament site.
As a benefit to certified members,
the surface championships provide
an opportunity to play against other
USPTA Professionals, showcase skills,
and win prize money. Members who
play in the surface championships have
the opportunity to play their way into
the USPTA Masters Invitational. The
brand new event will be held at the 2015
USPTA World Conference in New Orleans. This tournament, which replaces
the International Championships,
gives USPTA-certified Professionals an
added opportunity to compete and earn

a portion of the $15,000 prize money,
which is the largest amount awarded of
all the USPTA tournaments.
Players receive points in both the
main draw (if they win at least one
match) and in consolation play (if it
is offered). In consolation matches, a
player or team advancing by default will
receive credit for a win as long as that
player or team does not default the next
match. Doubles players will receive individual rankings.
Entry deadline for the 2015 USPTA
Indoor Championships is March 15.
Register online at www.usptaplayer.
com/tournaments/813.
The USPTA Surface Championships are open to all USPTA-certified
Professionals in good standing. To see
the current rankings or learn more
about ranking rules, sanctioned tournaments, and tournament regulations
and requirements, go to uspta.com/
tournaments. All tournaments are run
through usptaplayer.com. h
USPTA Indoor Championships

March 27-29, 2015
Racquet Club of Memphis
Memphis, TN
USPTA Clay Court Championships

April 30-May 3, 2015
Landings Yacht, Golf and Tennis Club
Fort Myers, FL
USPTA Grass Court Championships

May 29-31, 2015
Desert Highlands
Scottsdale, AZ
USPTA Master's Invitational

Sept. 21-23, 2015
Hilton New Orleans Riverside
New Orleans, LA
USPTA Hard Court Championships

Nov. 6-8, 2015
Hollytree Country Club
Tyler, TX
Influential Women in the USPTA

In celebration of Womens History Month, USPTA recognizes some of the women who have made a difference
in the association and in the tennis industry. They have
served as leaders and educators, both on and off the court.
Do you know any USPTA members, male or female, who

have had an impact on their community? Send his or
her name to magazine@uspta.org and tell us how these
leaders have made a difference.
Katrina Adams, Elite Professional

Member 15 years
Chairman of the Board, CEO &
President, USTA
Executive Director, Harlem Junior
Tennis and Education Program (NY)
Michele Krause, Elite Professional

Member 23 years
TIA Cardio Tennis Manager
Rosie Bareis, Master Professional

Member 29 years
Past President, Northern California
Tennis Director, Claremont Hotel,
Club and Spa (Calif.)
Avis Murray, Master Professional

Member 44 years
Past President, New England
2013 Alex Gordon USPTA
Professional of the Year
Master Professional, Manchester
Athletic Club (Mass.)
Bunny Bruning, Master Professional

Member 28 years
USPTA Head Tester
USPTA National Board of Directors,
2009-2011
Past President, Missouri Valley
Tennis Director, Wakonda Club (Iowa)
Paula Scheb, Master Professional

Member 32 years
USPTA Tester
National Board of Directors,
2007-2009
Past President, Florida
Director of Tennis, Bonita Bay Club
(Fla.)
Cari Buck, Elite Professional

Member 19 years
President, California Division
Manager of Client Services, Tennis
Channel
Diane Selke, Master Professional

Member 31 years
Vice President, National Board
Past President, Intermountain
Head Tennis Professional,
Valley Country Club (Colo.)
Trish Faulkner, Elite Professional

Member 47 years
First Vice President, Florida
Tournament Chairwoman, 2014 ITF
Senior World Championships
Director of Tennis and Fitness,
BallenIsles Country Club (Fla.)
Kathy Woods, Elite Professional

Member 37 years
USPTA President, 1994-1996
Past President, Middle States
Director of Tennis, Racquet Club of St.
Petersburg (Fla.)
Master Pro Corner
Recharge Your Batteries With

the 5L Formula for Success
By Skip Johnson, USPTA Master Professional
or many, teaching tennis is a

dream job sharing your passion with eager students, being outside all day, seeing your
coaching make a difference in other
peoples lives. But sometimes, it doesnt
always go your way. Maybe you have
some students who just dont care. Or a
general manager who keeps demanding
more when your schedule is already full.
Frustration is a common denominator
in any job, but learning how to cope with
it makes the difference between giving
up and rediscovering your first love.
One day, I came home from the
courts and finally realized there was just
nothing I could do to change the people
who seemed to be causing me so much
frustration. So, I decided instead to
change what I could change me and
Frustration is a common
denominator in any job,
but learning how to cope
with it makes the difference
between giving up and
rediscovering your
first love.
incredibly, it worked! I discovered a formula that just might take things back to
the way they were when you first started
when you loved every day. I call it the
5L formula for success.
The first L stands for Looking for
the Good. This means finding what's
working in ourselves, others, and life in
general. When we hit a rough patch, it
becomes easy to start looking for what's
wrong and we start finding it everywhere. I know I sure did. So well want to
change that perspective first.
The second L" is for Laughter. I
realized very quickly I had lost all the
fun in what I was doing. So I looked each
day for chances to laugh and enjoy whatever I was involved in, and miraculously
I found opportunities all around me.
The next L is for Live for Today.
I noticed I was worrying about life and

about my future so much that I couldn't
focus on what I was trying to accomplish
at the moment. This obviously affected
my attitude and the people around me.
So I set my goals, and then started concentrating on living in the present.
The fourth L is for Listening. I
really didn't realize how poor my listening skills had become. I was so caught up
in my own discontentment that I wasn't
paying close attention to other people
and their needs. When I reenergized my
listening skills, I noticed all of a sudden
that people loved being around me and
they felt valued and appreciated. And
that made me feel better, too.
The final L is probably the most
impacting one. It stands for Love the
Challenge. It kind of took me back to
my competitive playing roots. I began to
embrace the difficulties I faced, instead
of hoping they would disappear which
they never did, by the way. I began to try
and relish challenging situations and the
chance to rise above them. Each time I
did that I felt empowered and I felt more
confident to handle the different issues
that came to me.
The 5L formula is not only a great
way to re-energize our own lives and
careers, but in the tennis business we
have the opportunity to share this message and impact the lives of hundreds
and thousands of people. Give it a try
today and you may just be amazed at the
results. h
Skip Johnson is an inspirational speaker and author of

the new book Grateful for
Everything: Learning, Living
and Loving the Great Game of
Life. He is the Vice President of Operations at the award-winning Golds Gyms
of West Georgia and he may be reached
at skipperjo@aol.com.
Career Development
Exams,
Upgrades
& PTCA I
(5 credits)
(2 credits)
March 8

May 26-31
(4 credits for PTCA I segment)

March 9
Specialty
courses
Conventions
La Jolla, Calif.
San Diego Division Convention

La Jolla, Calif.
Florida Division Convention
Naples, Fla.
March 12 Minneapolis
March 13
Rochester, N.Y.
March 13
Nichols Hills, Okla.
March 14-15
March 22
March 2
Video analysis Biomechanics

& techniques
Fairfield, Ct.; Doug Eng. Ed.D., Ph.D.
March 21
Creative programming
Brunswick, Maine; Hans Romer
Rye, N.H.
Columbus, Ohio
March 27-28 Houston

March 28-29
Paradise Valley, Ariz.
* This course is held at the USPTA World Headquarters.

Exam reservations must be made at least 21 days
prior to the dates listed. Each date includes an exam,
upgrade and PTCA I unless noted. Exam cancellations
must be received no later than 14 days before the
exam, or a cancellation fee will be charged accordingly.
Applicant: late cancellation fee $95; failure to cancel
application fee is forfeited. Certified members: late
cancellation fee $25; failure to cancel $25 plus the
upgrade fee is forfeited. Registration for another exam
will not be accepted until cancellation fees are paid.
Accredited
Professional
Coach
Register your Accredited Professional Coach
(APC) and specialty
course credits earned with
the USPTA SmartCode
Education System. This
uses your smartphone
to instantly register your
attendance to all seminars
and specialty courses earning APC.
To use the system at a seminar, general
session or specialty course, you must scan
two QR codes. One QR code is on your
conference badge. The second QR code will
be in your conference notebook and cannot
be scanned until the end of the session or the
beginning of the next session.
If you do not have a smartphone, you may
use someone elses. Forms are available upon
request.
Free Webinars
(.5 APC credits)
March 18
Club programming, Chuck Gill

2 p.m. EST
More information will be available in the e-news and

education calendar on uspta.com.
April 23
USPTAPlayer.com
TAUT
Workshops
(2 credits)
March 7
Memphis, Tenn.
March 29
San Antonio
March 21
Tuscaloosa, Ala.
March 31
Chicago
Tournament Module
2 p.m. EST
To register, contact Randy Jenks at randy.jenks@uspta.org.
Go to www.coachyouthtennis.com for more workshops

or to register.
Education requirements
All USPTA-certified Professionals must earn 6 education credits in a three-year
period to remain current. Go to USPTA.com/Education for a list of eligible
activities. Please send verification (email, letter, certificate, receipt, etc.) that
shows you attended the event/activity and submit it along with the date
and agenda to education@uspta.org to receive your credit. (International
members, Recreational Coaches and those over the age of 65 are exempt.)
Questions? Write to education@uspta.org or call 800-877-8248, ext. 147.
U30s Serve
USPTA Changes Benefit Young Pros
By Jimmy Roesch, USPTA
any changes have been

made lately, and all of them
have our organization going in the right direction.
First, the reform to the certification process as well as the required
educational credits are a big step in
making our association more reputable. Furthermore, by adding regional
educational days, the monetary and
travel demands are minimal for tennis
professionals to meet the educational
credit requirements. The new certification process gives USPTA Elite Professionals a step up on their competition
and allows motivated individuals to
distinguish themselves more easily. The
continuing education requirements
raise the standard for even the average
USPTA Professional. This will encourage country clubs and other tennis
facilities to hire only USPTA-certified

Professionals, not based on the on-court
liability insurance but on the guaranteed
quality of the USPTA Professional.
Second, as a young USPTA Professional, the U30 program has had an
enormous impact on my career. In
USPTA Florida, Jason Gilbert has done
an incredible job incentivizing young
professionals to participate in USPTA
and USTA educational sessions. Seeing
all of the hungry young professionals
attending these sessions has kept me
motivated. I have also gained knowledge of cutting-edge teaching skills and
of the managerial aspects needed to be
a director while attaining a network of
professionals wiser than myself to go to
for help at any time.
Finally, I want to make sure our U30
group recognizes the responsibilities we
have. Higher expectations come with

new job opportunities. We have been
given these opportunities due to our
hard work, and we must continue to impress. Our original U30s are maturing,
and our success or lack thereof will affect the fate of those coming next. With
success at high-level positions, we can
build the U30 group into a prestigious
fraternity that presents more opportunities for the next members. It is important for us to remember that we will be
hiring from this group in the near future.
So lets get out there and be successful, taking full advantage of the opportunities given. Lets continue to build
the USPTA and USPTA U30 brand! h
Jimmy Roesch is Director of

Womens Tennis at Royal Oaks
Country Club in Dallas.
Member News
USPTA Hall of Fame inductee Steve Wilkinson
passed away on January 21 at the age of 73
after courageously living
with cancer for nearly seven
years. Wilkinson coached the
Gustavus Adolphus Colleges
mens tennis program in St.
Peter, Minn., for 29 years
from 1971-2009 and retired
from the school as the winningest coach in
the history of mens collegiate tennis with 923
victories. Wilkinson was involved in numerous
national tennis organizations, having served
on the executive committees of the USPTA,
the Intercollegiate Tennis Association and
the USTA. He was inducted into USPTA Hall of
Fame in September 2013 at the USPTA World
Conference in Orlando, the Iowa Tennis Hall of
Fame in 1974, the Northern Tennis Association
Hall of Fame in 1983, and the USTA Missouri
Valley Hall of Fame in 1999. He also received
the International Tennis Hall of Fames Tennis
Educational Merit Award and The Lifetime
Achievement Award from the University of
Iowa. Wilkinson, along with his wife, Barbara,
founded the Tennis and Life Camps, considered to be among the finest tennis camps
in the country. For more than 35 years, the
couple dedicated their time and effort to
improving tennis performance of youth and
adults while teaching life lessons that can be
used off the court. Wilkinson is survived by

his wife of 48 years, two daughters, Stephanie
and Deborah, sons-in-law Scott and Jon, four
grandchildren, Caroline, Eloise, Stephen, and
Audrey, and many relatives and friends.
Riverhill Country Club (Kerrville, Texas) tennis
director Garry
Nadebaum and
his wife Kimberly
returned from playing the International
Tennis Federation 50
Toreno Internacioneal De Veteranos
held in Acapulco,
Mexico. The Nadebaums were the 45's
mixed doubles champions, defeating Veronica
Villlar and Antonio Acosta in the finals 6/4, 6/7,
10-8. Garry then won the Men's 45 singles title
and was runner up with his singles opponent in
the Men's 45 doubles. Garry is ranked No. 1 in
USTA National Men's 45 singles and doubles for
a second straight year.
USPTA Elite Professional David Benjamin
has announced his retirement as Executive
Director and CEO of the Intercollegiate Tennis
Association. He began his tenure at the ITA
in 1979 when he was elected president of the
association while serving as

the director of tennis and head
mens tennis coach at Princeton
University. He was appointed
as the ITAs executive director
in 1981. He was inducted into
the ITA Mens Collegiate Hall of
Fame in 2000 and the USTA Middle States Tennis Hall of Fame in 2006. In 2001, he received
the USTAs Educational Merit Award and in 2011
he was honored with the USTAs Presidents
Award. Benjamin has been a USPTA member for
45 years.
Several USPTA members were honored in the

January 2015 issue of Tennis Industry magazine in its 14th annual Champions of Tennis
Awards. The awards feature people, businesses
and organizations dedicated to improving the
sport and business of tennis in 2014. The 10
USPTA members featured were either recognized for individual awards or their facility or
organization received recognition. USPTA members honored in Tennis Industrys Champions of
Tennis issue:

Sales Rep of the Year, Allan Iverson
Youth Tennis Provider of the Year, Simon Gale
Junior Tennis Champion of the Year, Jack Newman
High School Coach of the Year, Laurie Martin
PTR Member of the Year, Nigel Pugh
USPTA Member of the Year, Randy Mattingley
USTA Section of the Year, USTA Intermountain
(Rob Scott, Executive Director)
For a full list of the 2014 honorees, visit
www.tennisindustrymag.com.
NATIONAL BOARD OF DIRECTORS

President
First Vice
President
Tom McGraw
Chuck Gill
Vice Presidents

Past President
CEO
Legal Counsel
Alan Cutler
Jack Michalko
Dan Moster
Diane Selke
Gary Trost
TM
The South Texas Professional Tennis Association hosted the CCISD Middle School Tennis Coaches
Clinic (in-service). The coaches from Kaffie, Hamlin, Metro, Haas, Driscoll, Cunningham, Grant,
Browne, Baker, and South Park were in attendance. The presenters were: Ken de Koning, Alex
Johansson, Clay Reuter, Todd Norton and Gerry Maingot all USPTA Members. The theme for
the clinic was Stroke Techniques for Large Groups.
ADDvantage magazine editorial offices
USPTA World Headquarters
3535 Briarpark Drive, Suite One
Houston, TX 77042
Phone 713-978-7782 / 800-USPTA-4U
Fax 713-358-7794
email magazine@uspta.org
Managing editor
Circulation
Kimberly Forrester
Kathy Buchanan
Office hours: 8:30 a.m. - 5 p.m. Central time

ADDvantage is published monthly by the
United States Professional Tennis Association.
Tom Daglis
John Embree
George Parnell
The opinions expressed in ADDvantage are those of the

authors and not necessarily those of ADDvantage or the
USPTA.
Copyright United States Professional Tennis
Association, Inc. 2015. All rights reserved.
Reproduction of any portion of the magazine is not
permitted without written permission from USPTA.

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Tennis Business

Key INDUSTRY Select the right

MARCH 2015 / VOLUME 43/ NUMBER 3 / $5.00

Hard Facts About PostTensioned Concrete

Consumers have high demands and unlimited

20 Q&A With Katrina Adams

The new USTA president talks about her goals

22 Shoes: In-Store Advantage

For players, buying shoes in a brick-and-mortar

Arthur Ashe inducted into

LSI installs LED lighting

Nishikori makes cover of

USTA awards $86K in

COURT CONSTRUCTION & MAINTENANCE GUIDE

With its resistance to cracking, post-tensioned

Host a Tennis Play Event to

California Sports Surfaces expands its product

53 I nfluential Women of the

46 Leadership and Coaching

Read more articles online at www.ADDvantageUSPTA.com

David Bone Jeff Williams

was messaging recently with a

need to better market this sport to

Peter Francesconi, Editorial Director

Key Industry Conferences

Evolve9 Launches Girls

Arthur Ashe Inducted

USTA Adds Same-Gender

and use the sport to build stronger, healthier

USTA Awards $86,000 in

USRSA Adds New Tester

The USTA is awarding a record $86,000 in

Larry Haugness, the manager of the

LSI Installs LED Lighting

president of the USTA

Nishikori Makes Cover of Time

Ashaway Adds New ZyMax

Federer, Hewitt Launch

avid A Benjamin, executive director and CEO of

Nainkin, Diaz Join USTA

Rich Bender - Myrtle Beach, SC

Scott Russell - Plano, TX

Cardio Tennis Training

Host a Tennis Play Event to

he USTA is looking to launch thousands of Tennis Play Events throughout

pro Drive connected racquet.

man of Boulder, Colo. (Junior

Lacoste Produces Limited

acoste has introduced the

to make by a French craftsman. Each

Is Your CTA or NJTL Insured?

Sign Up Now For Try Tennis Free

SFIAs National Health

Poland won its first

Green Solutions Can Save

was my dad in the Delta Sigma

with the USPTA for over 20 years, and

Dunlop is marketing its new iDapt

I appreciate Mark Rearden's honesty

Great article and insight. A great

Racquet Blast from the Past

Empowering Tennis Businesses &

Join industry and business leaders, executives and

20 Q&A With Katrina Adams

LSI installs LED lighting

Nishikori makes cover of

USTA awards $86K in

Host a Tennis Play Event to

53 I nfluential Women of the

46 Leadership and Coaching