April '21 Racquet Sports Industry Magazine

HEALTH & FITNESS APPAREL RACQUET SPORTS FOOTWEAR
PHIT America is Summer outfits Could outdoor Treat your feet with
helping to get kids that will heat up squash courts be the performance socks
moving and in shape the courts future of the game? and insoles
THE TALES
April 2021 / Volume 49 / Number 4 / $5.00
OF RETAIL
Tennis specialty retailers discuss the
ups and downs of their vendor relationships,
and how to strengthen these crucial bonds.
1
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Contents April 2021

DEPARTMENTS ROUNDTABLE
4 Our Serve Retailers & Vendors

7 Industry News
13 Letters Retailers discuss the ups and downs of vendor relationships,
14 Grassroots Tennis and what can be done to strengthen these critical bonds.
P. 16
24 String Selector, Part 2
28 Apparel
36 Racquet Sports: Squash
38 Ask the Experts
40 Your Serve, with
Mickey Maule
INDUSTRY NEWS
7 U.S. tennis participation
surges in 2020, up 44%
7 Tennis Channel seeks
'America's Top Coach'
C OV E R P H O T O O F T R U E T E N S I O N R A C Q U ET S P O RT S, W E S T P O RT, C T, BY M I C H A E L M O R A N ; T H I S PA G E S H U T T E R S T O C K , M I C H A E L M O R A N
8 Short Sets
8 USTA to provide $100,000
in PTM scholarships
9 Dennis Van der Meer to be
inducted into ITHOF
9 Babolat creates lab to study
'human racquet sports player'
10 Intercollegiate Tennis Assoc.,
PlaySight extend partnership
10 Tennis gear performance
at specialty stores
11 Paul Annacone joins
USTA Southern Cal team
11 PBI announces 2021
adult tennis camps HEALTH & FITNESS GRASSROOTS GROWTH APPAREL FOOTWEAR
11 Tennis loses champion Amping Up Courts Mood Treat

Tony Trabert Tennis in Cuba Swings Your Feet
12 Wilson introduces
Britto racquet collection For Jim Baugh, With the Eco Tennis As tennis moves Performance socks
12 People Watch getting kids healthy Cuba program, into summer, and and insoles will make
has been a lifelong coach Carlos Lopez hopefully farther from your feet feel better,
12 PTR announces two new passion, and Toledo looks to the pandemic, can impact your
board members PHIT America is expand the sport in these outfits can overall health—and
12 Tecnifibre is official ball of making it happen. his homeland. heat up the courts. may help your game.
SoCal's Signature Series P. 20 P. 26 P. 28 P. 30
PLUS
p.41 43 From the CEO
49 Vice President's Message
49 50 52 55 50 Master Professional
USPTA Launches Filling the The Future of Kristie Gipe: Corner
New Initiative Shoes of Tennis Teaching Not All Heroes 52 NetWork USPTA
to Foster Retiring Tennis is Bright Wear Capes 55 Member Feature
Innovation Directors
57 Financial Update
Read more articles online at www.ADDvantageUSPTA.com 59 The Boardroom
2 RACQUET SPORTS INDUSTRY April 2021 www.tennisindustrymag.com

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OurServe
PUBLISHER
EDITOR'S NOTE JEFF WILLIAMS
Silver Linings EDITOR

PETER FRANCESCONI
As tragic as this pandemic has been, MANAGING EDITOR

SCOTT GRAMLING
tennis participation is reaching CREATIVE DIRECTOR

IAN KNOWLES
unprecedented heights. SENIOR EDITOR

ED McGROGAN
ART DIRECTOR
CRHISTIAN RODRIGUEZ
A

PRODUCTION EDITOR
ANDREA WOO
s we begin our second year along with recommendations and guide- SPECIAL CONTRIBUTOR
dealing with the coronavi- lines for playing safely. BOB PATTERSON
rus and its impact on our A year ago, many of us in the industry CONTRIBUTING EDITORS
lives and on our businesses, were thinking the pandemic also would be CYNTHIA CANTRELL, PEG CONNOR,
there's good news about the devastating for tennis equipment sales. DAVID LASOTA, JUDY LEAND, KENT OSWALD,
CYNTHIA SHERMAN, MARY HELEN SPRECHER
state of our sport. It seems that in 2020, (In fact, 2020 second-quarter racquet
while Americans have been locked down, shipments from manufacturers to retailers CONTRIBUTING PHOTOGRAPHERS
forced to curtail most activities and told to were down by more than 100,000 units BOB KENAS, DAVID KENAS
keep a tight circle of family and friends, the from Q2 2019.) Well, equipment sales, too, ASSOCIATE EDITOR
sport of tennis has actually been growing. have rebounded, with a fourth-quarter TIM McARTHUR
The USTA released the news in mid- sales surge that, according to Sports
February, under the headline “U.S. Tennis Marketing Surveys, has offset coronavirus EDITORIAL DIRECTION
10TEN MEDIA
Participation Surges in 2020.” And it truly losses earlier in 2020, resulting in annual
did surge—an unprecedented 22 percent increases in U.S. tennis racquet and ball RACQUET SPORTS INDUSTRY
increase in overall participation from a sales. In total, for the year that just ended, 250 Park Avenue, Ste 825, NY NY 10017
year earlier, which translates into about racquets enjoyed a 21 percent boost in ship- 646-381-8735
info@tennisindustrymag.com
4 million more players—bringing total ment units to retailers vs. 2019, while ball
tennis participation for 2020 to 21.64 shipments achieved single-digit growth. ADVERTISING DIRECTOR
million players. All of this is great news for the sport, of JOHN HANNA
Significantly, 6.78 million of the total course. But I can’t help but think it’s tinged 770-650-1102, x125
tennis participants last year are consid- with sadness. Would these increases have hanna@knowatlanta.com
ered new and returning players—the 2.96 been possible had it not been for the pan-
APPAREL ADVERTISING
million new players in 2020 is a 44 percent demic? The reality is, probably not. We’ve CYNTHIA SHERMAN
increase over new players in 2019; while been trying to grow tennis participation 203-558-5911
the 3.82 million Americans who returned for decades, with mixed results—certainly cstennisindustry@gmail.com
to the sport is a 40 percent increase. nothing near a 4-million-person increase
These great numbers come to us from in participation in one year, which we’ve Racquet Sports Industry is published 10 times per
the Physical Activity Council (PAC), managed to achieve during this pandemic. year: monthly, January through August with combined
issues in September/October and November/
which monitors more than 120 sports and We need to capitalize on this momen- December, by Tennis Channel, Inc., 250 Park Avenue,
activities in the U.S. for its annual Partici- tum surrounding participation with ef- Suite 825, New York NY 10017. Periodical postage paid
in Duluth, GA and at additional mailing offices (USPS
pation Study. fective programs, initiatives and advocacy #004-354). April 2021, Volume 49, Number 4 © 2021
But the numbers also come to us as a that capture the local, grassroots nature by Tennis Channel, Inc. All rights reserved. Racquet
result of this tragic and challenging pan- of this sport. We owe it to tennis, we owe
Sports Industry, RSI and logo are trademarks of Tennis
Channel, Inc. Printed in the U.S.A. Phone advertising:
demic. We all know that tennis has incred- it to our businesses—and we owe it to 770-650-1102 x 125. Phone circulation and editorial:
ible health benefits, but the very nature of all who have been suffering through this 646-381-8735. Yearly subscriptions $25 in the U.S.,
$40+ elsewhere. POSTMASTER: Send address changes
the sport means it’s the perfect social- pandemic. to Racquet Sports Industry, 250 Park Avenue, Suite
distancing activity. Americans, cooped up 825, New York NY 10017. Racquet Sports Industry is
the official magazine of the USRSA, TIA and ASBA.
in their homes for months, have realized Peter Francesconi
Looking for back issues of Tennis Industry/Racquet
this, and despite the pandemic, they’ve Editor Sports Industry? Visit the archives at our website
been flocking to tennis courts across the Peter@TennisIndustryMag.com at TennisIndustryMag.com for free digital versions.
country for health, fitness and fun. It
helped, of course, that the USTA was able
to offer financial assistance to facilities

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RESEARCH
sport,” notes Craig Morris, the USTA’s
U.S. Tennis Participation chief executive of Community Tennis.
“We are energized to continue putting
Surges in 2020, Up 44% forward key industry partnerships and

quality programming to ensure new and
existing players of all ages and abilities
have the best experience playing the
sport for a lifetime.”
To capitalize on the momentum
surrounding participation, the USTA
collaborated with leading manufacturers
and mass retailers to include a “Net Gen-
eration” hangtag on over 400,000 youth
racquets sold by various sporting goods,
tennis and mass retailers across the U.S.
Beginning in early Q2, the hangtags will
include information about Net Genera-
tion, the official youth tennis brand of
the USTA, aimed at making it easier for
kids to get into the game.
The USTA says it will continue to
provide resources to certified provid-
Of the more than 21 million
Americans saying they
ers and facilities across the country to
played tennis last year, ensure new and existing tennis players
6.78 million were new and have access to programming that is safe
T
returning players.
and fun.
ennis participation and existing players came back to the Tennis Channel Seeks
increased by 22 percent in sport—especially in what was such a ‘America’s Top Coach’
2020, with 21.64 million challenging year for so many people,”
people saying they hit the says USTA CEO and Executive Director
NIS PARTICIPATION GROWTH IN 2020 courts last year, accord-
ing to data from the Physical Activity
Mike Dowse. “These new participation
numbers are a testament to the hard
Council (PAC). work, passion and commit-
Of the total number of ment of a united industry.
players, 2.96 million were Even though we continue to
new to the game—a 44 face challenges, it’s evident
percent increase over new that many people recognize Tennis Channel is searching for
players in 2019. Additionally, tennis as the ideal social- “America’s Top Coaches,” in a contest
the 3.82 million Americans distancing sport.”
4 MILLION
that celebrates TC’s new Topspin newslet-
NEAR 3 MILLION
NNIS who returned to the sport
NEW PLAYERS PICKED UP
a 40 percent increase
A RACQUET IN 2020over
is
MORE PEOPLE in participation, the Ten-
In addition to the increase ter. Coaches were nominated through
mid-March, then narrowed to the top 50.
CIPATION AN INCREASE OF 44% PLAYED TENNIS
D 22% IN 2020 thoseOVER
whoNEW
returned to2019
PLAYERS IN the IN 2020 THAN IN 2019 nis Industry Association Fan voting takes place through April 11
sport in 2019. The PAC’s reported that racquet sales in to determine the Top 10 finalists (5 men,
annual sports participation the entry-level category have 5 women).
C O U RT E S Y U S TA
report, produced by Sports Marketing seen nearly 40 percent growth in 2020,

Source: 2020 Physical Activity Council’s Participation (PAC) Report.
The final round of fan voting will take
Surveys, monitors more than 120 sports vs. 2019. place April 19 to May 2 to determine the
and activities in the U.S. “We are excited to see these positive grand prize winners for America’s Top
“We are thrilled that so many new trends and such significant growth in our Coach, for both men and women. The
www.tennisindustrymag.com April 2021 RACQUET SPORTS INDUSTRY 7

IndustryNews
Grand Prize winners will be featured on

Short Tennis Channel, TENNIS.com, in TENNIS
Magazine and in the Topspin newsletter,
Sets in addition to receiving $500. Other final-
ists, and those who nominate coaches,
can win prizes as well.
In a multi-year deal, Head has become The National Federation of State
Visit Tennis.com to find out more about
the official ball, racquet and string for High School Associations (NFHS) has
the contest, and to sign up for the new
the Laver Cup. This year’s edition is partnered with Universal Tennis, a global
Topspin newsletter.
scheduled to be held at the TD Garden online platform for connecting players,
in Boston from Sept. 24 to 26. Head will coaches, clubs and federations to grow USTA to Provide $100,000
work with the Laver Cup team to design the sport. Through the partnership, the in PTM Scholarships
a special edition Laver Cup-branded NFHS hopes to use UTR to significantly The USTA will partner with the USPTA and
racquet and bag that will be sold in the reduce "stacking" in high school tennis, PTR to grant up to $100,000 in scholarships
lead-up to and during the event. a tactic employed by coaches to place to current or incoming college students
higher caliber players against lower cali- enrolled in Professional Tennis Management
The International Tennis Federation and ber players to create favorable scoring programs, to support students looking to
the Hungarian National Sports Agency matchups. pursue careers in the tennis industry.
have announced that the Billie Jean King A total of 50 students can receive up to
Cup by BNP Paribas Finals, originally US Open champion Sloane Stephens is $2,000 in scholarship money for tuition,
slated to take place April 13-18, will be a strategic investor and ambassador for provided they are enrolled in a PTM program
rescheduled to later dates in 2021, due to Quantum Energy Squares, a plant-based during the 2021-22 academic year. Ten
COVID-19 restrictions. energy bar. universities and colleges in America have de-
signed PTM programs for students who want
to learn the coaching and business skills to

IndustryNews
be successful in the tennis industry. Babolat Creates Lab to Study nies will scientifically explore and improve
“With 4 million new tennis players ‘Human Racquet Sports Player’ knowledge of players through the applica-
in 2020, we have a unique opportunity Two French companies, Babolat, a leader in tion of biomechanics to racquet sports. A
to make sure we retain and engage our racquet sports equipment, and HumanFab, racquet sports laboratory will focus on the
new players with the best experience sports science expert in human engineer- human factor to advance knowledge so that
possible,” says Martin Blackman, general ing, announced a joint collaboration to cre- product innovation will suit players’ needs,
manager of USTA Player and Coach De- ate and develop a one-of-kind laboratory helping them discover their potential and
velopment. “That means great coaches focused on the study of “the human racquet optimize performance.
delivering the sport at every level, and sports player.” The first phase of the collaboration begins
PTM programs are a perfect launch pad Merging their expertise, the two compa- this year with the construction of the nearly
for our next generation of coaches.”
For more information and to apply,
visit usta.com/ptm and click on “Schol-
arships.” The application deadline is
April 24.
Van der Meer to be Inducted

into International Tennis HOF
Teaching legend Dennis Van der

Meer, former world No. 1 and two-time
major champion Lleyton Hewitt, and
the trailblazing Original 9 of women’s
professional tennis will be the recipi-
ents of the sport's ultimate honor this
year: induction into the International
Tennis Hall of Fame.
“It’s a pleasure to welcome these
tennis greats into the International
Tennis Hall of Fame,” says ITHOF
President Stan Smith. “Dennis Van
der Meer … was a tremendous coach,
teacher and real visionary for the
future of the sport.”
The Induction Ceremony for the
Class of 2021 is scheduled to be held
at the International Tennis Hall of
Fame in Newport, R.I. on Saturday,
July 17, 2021. The 2020 ceremony was
C O U RT E S Y P T R
cancelled due to COVID-19, and there-

fore the induction ceremony will also
honor Class of 2020 inductees Goran
Ivanisevic and Conchita Martinez.

IndustryNews
27,000-square-foot Racquet Sports Players PlaySight installed on their campuses, Tennis Racquet Performance
Laboratory in Aix en Provence, France, with teams using the live-streaming at Specialty Stores
which includes a tennis court. technology to provide a viewing platform
for parents, fans and alumni, as well as Jan.-Dec., 2020 vs. 2019
ITA, Playsight Extend Partnership leveraging the system’s analytics and
The Intercollegiate Tennis Association performance video capabilities for player Units 2020 588,538
and PlaySight have extended their part- development and coaching. Eight of the 2019 602,680
nership in which PlaySight is an Official 14 ITA Kickoff Weekend events were % change vs. ’19 -2%
Live Streaming Partner of the ITA. live-streamed using PlaySight. Dollars 2020 $93,334,000
Close to 100 college tennis pro- For more information, go to playsight. 2019 $101,988,000
grams across all divisions of play have com and wearecollegetennis.com. % change vs. ’19 -8%
Price 2020 $158.59
2019 $169.22
LOVE LOVE
% change vs. ’19 -6%
Top-Selling Racquets
Club members and students will LOVE facing
at Specialty Stores
By year-to-date dollars,
off against the phenom. You will LOVE Jan.-Dec. 2020
offering the added advantage.
Best Sellers
®
1. Wilson Clash 100 2019 (MP)
2. Babolat Pure Aero 2019 (MP)
follow lobste
t rsports on
te play more. win more.
®
3. Babolat Pure Drive 2018 (MP)
For more information, please call 888.380.9460 or visit www.lobstersports.com 4. Wilson Blade 98 16x19 V7’20 (MP)
“Hot New Racquets”

(introduced in the past 12 months)
2. Wilson Ultra 100 V3 2020
3. Head Graphene 360+ Speed MP
4. Wilson Pro Staff 97 V13 2021 (MP)
5. Wilson Ultra 108 V3 2020
Top-Selling Tennis Shoes

at Specialty Stores
By year-to-date dollars,
Jan.-Dec. 2020
1. K-Swiss Hypercourt Express 2

2. Nike Zoom Vapor X 2020
3. Asics Gel Resolution 8’20
4. K-Swiss Hypercourt Express
5. Nike Zoom Cage 4 2020
Top-Selling Strings
at Specialty Stores
By year-to-date units,
Jan.-Dec. 2020
1. Babolat RPM Blast

2. Wilson NXT
3. Wilson Sensation
4. Head Velocity
5. Solinco Hyper G
(Source: Tennis Industry Association)

IndustryNews
Paul Annacone Joins offering periodic camps, a college com- • Bio-Hotel Stanglwirt (Going/Tirol, Austria)
USTA SoCal Team bine and other resources for SoCal juniors June 20-25 and Sept. 12-17
interested in playing college or profes- • Silverado Resort & Spa (Napa, CA) Aug.
sional tennis. 5-8
Annacone, who reached a career-high • Park Hyatt Dubai (Dubai, UAE) Nov. 31-
No. 12 ATP singles ranking and No. 3 in Dec. 4
doubles, coached Grand Slam champions • One & Only Desaru Coast (Malaysia) TBA.
Pete Sampras, Roger Federer, Sloane
Stephens and Stan Wawrinka. Tennis Loses Champion
Tony Trabert in February
PBI Announces 2021 Tony Trabert, one of American tennis’
Adult Tennis Camps greatest players in the 1950s, and who
Peter Burwash International (PBI) has an- later served as U.S. Davis Cup captain and
nounced its 2021 World Tennis Camp Series. commentated on the US Open from the
The four- to five-day intensive camps are CBS broadcast booth, passed away on
featured at some of the most beautiful and Feb. 3 at age 90.
highly rated tennis destinations in the world. Trabert owned 10 major titles in singles
(More dates will be announced as stay-at- and doubles, winning Forest Hills for the
Tennis Channel broadcaster and home orders are lifted.) first time in 1953. He was the best player
coach Paul Annacone has joined the • JW Marriott Desert Springs Resort & Spa in the sport in 1955, winning three of the
USTA Southern California Player (Palm Desert, CA) March 17-21 four Grand Slams—including a second
Development effort. Annacone, along • Naples Grande Beach Resort (Naples, FL) Forest Hills crown—while gaining the
with Director of Player Development April 22-25 world No. 1 ranking.
Scott Lipsky and Director of Junior • Carmel Valley Ranch (Carmel, CA) April After retiring as a player, he started a
Tennis Trevor Kronemann, will be 29- May 2 popular tennis camp in Ojai, Calif., and
C O U RT E S Y T E N N I S C H A N N E L

IndustryNews
two years later, he began his career as

an analyst with CBS. He was a fixture in
US Open on-court champions’ trophy
presentations until his retirement in
2004. Trabert also served as president
of the International Tennis Hall of Fame
from 2001 to 2011.
PTR Announces Two New

Directors for Its Board
EQUIPMENT
Wilson Introduces Colorful

Britto Racquet Collection
W
Two new members of the PTR Board
of Directors were elected at the organi-
zation’s Annual General Membership
ilson and re- additional products, including apparel Meeting in February. The new board
nowned artist and accessories. members, who will serve three-year
Romero Britto The boldly designed Britto Clash terms, are John Borden as Secretary and
announced the racquets include the Clash 100 ($299), Tito Perez as Director-at-Large. Delaine
release of the Clash 100L ($279), and Clash 26 Mast was re-elected to another three-
W | Britto Collection, which features ($159) pre-strung models and include year term as Vice President.
Britto’s signature style—inspired by a Britto-designed head cover. The Borden, a 20-year PTR pro, was re-
cubism, pop art and a warm, vibrant Britto Ultra 100 v3 ($269) upgrades cently promoted to president and CEO
color palette, designed to inspire joy, power and stability for players with of the Washington Tennis & Education
love and acceptance around the game more of a classic, horizontal swing. Foundation. Prior to joining WTEF, he
of tennis. The first product collection The racquet comes strung and in- was general manager of the Junior Tennis
includes select hardgoods and is cludes an exclusive Britto-designed Champions Center in College Park, Md.
part of a multi-year partnership with head cover. Visit Wilson.com for more. Bolivian native Pérez has worked in
the tennis industry for more than 25
years and is both a PTR and USTA clini-
cian. He’s a Level II Certified Pro with the
PTR and is the PTR regional director from
People New York. He currently serves as direc-
Watch tor of tennis and sports manager at Long

Island Health & Racquet in New York.
Former USTA President Katrina Adams Rich Benson has joined Har-Tru LLC as Tecnifibre is Official Ball
has published her first book, Own the Outside Sales Representative. Har-Tru of SoCal’s Signature Series
Arena: Getting Ahead, Making a Difference has been focusing on the growth of its Tecnifibre will be the Official Ball of
and Succeeding as the Only One. The book acrylic Sports Coatings line, and Benson the USTA Southern California Signa-
provides a behind-the-scenes look at will help lead and develop this segment. ture Series, a collection of elite major
managing the USTA and the US Open, tournaments on the SoCal competitive
schedule.
the impact of the controversial Williams Tennis Channel and on-air personality
“Tecnifibre balls have been chosen
vs. Osaka women’s final, and Adams’ Prakash Amritraj have extended their
by some of the most prestigious tour-
journey as a competitive junior player to contract through 2023.
naments and clubs in the world,” says
her time on the WTA Tour.
USTA SoCal CEO Marla Messing.
Doug Chapman, head tennis coach at As the Official Ball of the Signature
Chuck Gill is the new tennis director for Somerset Berkley Regional High School Series, Tecnifibre will be a prominent
C O U RT E S Y W I L S O N
the Wellington Tennis Center in Welling- in Massachusetts for the last 43 years, presence at the most significant tour-
ton, Fla. Gill had been director at The Club has been named the National Federation naments within the section, includ-
at Ibis for the past 24 years. Jay Berger of State High School Associations (NFHS) ing the 2021 Open Sectionals, Super
will be the new tennis director at Ibis. National Boys Tennis Coach of the Year. Sectionals and the 119th SoCal Junior
Sectional Championships.
12 RACQUET SPORTS INDUSTRY April 2021

Letters to the Editor
Tennis photographer Luigi
Serra had been involved in the
grassroots-tennis TOP program
(toptennischicago.com).
a friend of mine since the early 1970s,

when I ran Mid Town Tennis Club for
Alan Schwartz. He was truly a “tennis
nut.” Luigi either had a racquet in his
hand or his camera. He loved the game
and shared it with his entire family, and
was such a shining light to be around.
His wife, Bonnie, eventually worked
for Alan at Mid Town for probably
more than 25 years. His kids, too, loved
the game. He will be sorely missed in
the tennis community.
Steve Zalinski
Durham, N.C.
Remembering Luigi enough to win the city-wide Parks MRT Instructors

Championships a few years earlier?
I rushed to my photo album, and yes,
My RSI magazine subscription fol- it was him! It was such fun to repre- Back in 2000, The U.S. Racquet
lowed me from San Diego to St. George, sent Chicago in the National Public Stringers Association launched an
Utah, recently, and my eye caught the Parks Tournament when the Windy MRT Private Stringing Lesson pro-
name of Luigi Serra in the “Our Serve” City hosted it at Diversey clay courts gram, designed to take advantage of
article in the February issue. I asked in 1976, and then in St. Louis and Los the growing numbers of certified Mas-
myself, “How do I know that name?” Angeles. It sounds as if I may have been ter Racquet Technicians. Instead of
Could he have been that unassuming, one of his earlier tennis photographic conducting group workshops around
quick-moving photographer around subjects; he was in his early 30s at the the world, our MRTs offer private
1976, who was so kind to find me at time, and I was around 26. stringing lessons. These MRT instruc-
Chicago’s Waveland tennis courts and I was a flight attendant for Ameri- tors set their own rates and operate
present me with large black-and-white can Airlines, and between the Chicago like private tennis instructors—except
photos he had taken when I was lucky Parks summer championships and the that they teach stringing and racquet
International Tennis “Stewardess” service.
Tournaments, I was very busy playing Through this system, lessons are
tennis for a few years. Having grown geared to the desires of the student,
up in Los Angeles County, I returned and MRT instructors can adjust their
to Southern California in 1983 and en- lesson to the level of the student. Also,
joyed part-time tennis teaching in San students attend only as long as they
Diego, eventually becoming a USPTA want—they may learn as much in a
teaching pro and competing as a senior. few hours as would be possible in an
Your well-written article was a all-day group workshop.
lovely tribute to Luigi. Thank you very If you would like to be an MRT
much for it, so I could reminisce and instructor, please email
fully appreciate Luigi, the engineer Dave@RacquetTech.com,
and champion tennis photographer! I with “instructor” in the subject line.
will contact TOP and donate to Luigi’s
Scholarship Fund with great delight. David Bone
USRSA President
Taffy Lewis
SHUTTERSTOCK
St. George, Utah

We welcome your opinions and
comments.Please email them to
What a great editorial! Luigi Serra was info@tennisindustrymag.com

GrassrootsTennis
BUILDING COMMUNITY
Play It Forward!
CTAs, along with NJTLs, public
parks and schools, are on the
front lines when it comes to
growing our sport.
MIDWEST
Improving Lives
Through Tennis
K
in Indiana
indness and compassion
are the twin themes of the
Hamilton County Com-
munity Tennis Association
in central Indiana, just north of In-
dianapolis. Founded in 1990 by Helen
Moser Petersen, a USTA volunteer who
accepted as a personal responsibility
the association’s burgeoning interest in
community tennis, the HCCTA has out-
door and indoor seasons that currently
engage 2,000 to 2,500 individuals.
NORTHERN CALIFORNIA Play and instruction is at the Carmel
A
Fostering Tennis in Foster City Racquet Club (membership is not
mandatory for HCCTA participants)
P H O T O S C O U RT E S Y FO S T E R C I T Y T E N N I S C LU B, H A M I LT O N C O U N T Y C TA
s 2020 began, the Foster aspect that tied together club members and at schools in four local districts.
City Tennis Club, a key civic and families, while focusing on the Programs range from introduction to
contributor in this 34,000- tennis that bound them with organized tennis for 4-year-olds, to clinics for 2.0
person community on the play through multiple, intra-club to 4.5 players, to point-play instruction,
Bay south of San Francisco, was poised leagues designed for different levels of to Cardio Tennis for all. Of special note
to reach out to surrounding towns. competitors. are before- and after-school offerings at
FCTC, a USTA Community Tennis FCTC began 2021 by renewing its local elementary schools that combine
Association, was ready to explore ju- aspirations as well as continuing its tennis instruction and a Champion
nior development programs, bring the commitment to health and well-being Reads curriculum, and an eight-week
game to underserved communities and (and maybe some competitive edge) summer Special Olympics campaign for
expand opportunities for social and by focusing on what they do best: junior high through adult athletes.
competitive play for its 350 members responding to the community. Accord- Heading up the paid staff of two full-
(up from the six players who started the ing to Board Member Patrick Merrill, timers and two part-timers is Executive
club in 1973). Dozens of competitive “We’ve been able to play tennis on pub- Director Maggie Petersen, lawyer turned
teams also were set to add to FCTC’s lic courts since last summer. By intro- community tennis impresario, whose
legacy in USTA League play, which in- ducing these new leagues, and keeping working principle is: “Life is always bet-
cludes past wins in districts, sectionals our annual dues low, we’ve been able ter (mentally and physically healthier)
and nationals. Then the pandemic hit. to keep a majority of our members. In with a passion. Our ultimate goal is to
The tightly knit community respond- many ways, tennis has become the only improve the lives of those in our com-
ed by setting aside the in-person social game in town.” —Kent Oswald munity through tennis.” —Kent Oswald

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RETAILERS &
VENDORS
2021
SPECIALTY RETAILERS the detriment of tennis specialty stores.
Significant
The direct-to-consumer (DTC) issue
has been percolating for a while, but
now appears to be at full boil. During
the COVID-19 siege, now entering
Others
its second year, consumers’ fears of
contagion and their accompanying
avoidance of in-store shopping have
fueled a seemingly unquenchable thirst
for online commerce. In fact, consum-
ers spent $861.12 billion online with
U.S. merchants in 2020, up 44 percent
Retailers discuss the ups and year over year, according to estimates
downs of vendor relationships, from media and research firm Digital

Commerce 360. If not for the bump in
and what can be done to sales due to the pandemic, that figure
wouldn’t have been reached until 2022.
strengthen these crucial bonds. This, combined with local and state
government-mandated business shut-
downs, has put traditional retailers in a
By Judy Leand particularly precarious position, forc-
ing them to wrestle with market forces
beyond their control as well as grapple
Over the past few years, there has been a shifting dynamic in the relationship over product pricing, availability and
between tennis specialty retailers and their vendor partners, and it hasn’t all been sales with their own vendors.
for the better. As consolidation across the sporting goods industry has increased, Post-pandemic, nobody knows the
major brands—many of which are publicly owned—have gained power and lever- extent to which the online shopping
age. In the interest of bolstering their bottom lines and mollifying investors, some frenzy will become permanent, but it’s
of these companies have opted to sell directly to consumers online, oftentimes to a sure bet some of these newly formed
consumer shopping habits are here to
stay. E-commerce is poised to represent
a growing piece of the tennis business
going forward, and now the question is:
What can retailers do to keep their own
shops healthy while also trying to nego-
tiate a new path with their key vendors?
Here, we present the first of a two-part
series that focuses on the increasingly
fraught relationship between retailers
SHUTTERSTOCK; COURTESY MASON'S TENNIS
and vendors. Part I examines the retail-

ers’ perspective, and Part II in a later
issue will focus on the vendors’ views.
It is our hope that this conversation
can spark productive dialogue between
the two parties for the betterment of
everyone’s business, for the racquet
sports industry at large and for the mil-
lions of players it serves.
Retailers are struggling with

supply chain issues, says van
Asselt, and vendors are trying
to help as best as they can.

We need to work hand-in-hand to revive tennis as a business. Retailers are
necessary—we’re the first place that consumers go to see and try new things.
On the downside, we’re being forced to compete against vendors.
The retailer panel: out of the business who understand the Some of the smaller and privately
• Brad Blume, Managing Partner, sport and the players. owned vendors are a pleasure to deal
Tennis Express, Houston with. Most of the problems come from
• Adam Burbary, Owner, Game-Set- Moriarty: It’s a very important rela- conglomerates and publicly owned
Match, Denver, Colo. tionship, especially in light of the short- companies. They’re more concerned
• Mark Mason, Owner, Mason’s Ten- age of hardgoods lately. Relationships with the bottom line.
nis, New York City are weakening. Vendor upper manage-
• Karen Moriarty, Owner/Manager, ment is always threatening to eliminate Van Asselt: On the positive side, every-
The Tennis Professionals, Harrison, N.Y. sales reps and just go to B2B relation- one is struggling with supply chain
• Philip van Asselt, Owner, Tennis ships, but ordering from a computer issues and vendors are trying to help as
Junction, Bryn Mawr, Pa. isn’t as effective or helpful for retailers. best as they can. Our relationships are
decent but we’d like them to be stron-
RSI: How would you characterize Van Asselt: Manufacturers are work- ger. We need to work hand-in-hand to
the relationship between specialty ing with us but they don’t have our best revive tennis as a business. Retailers
retailers and vendors across the interests at heart. They’re competing are necessary—we’re the first place that
racquet sports industry? against us. Manufacturers need to give consumers go to see and try new things.
retailers products to sell. On the downside, we’re being forced to
Blume: The industry is very personal compete against vendors. Some manu-
and connected, but vendors are being RSI: How are your current relation- facturers don’t value their own product.
squeezed by a rise in manufactur- ships with your own vendors? Sometimes price point frames bite into
ing costs. But it’s also tougher to be a sales of new higher-end product and
retailer. Manufacturers produce too Burbary: Key people are leaving and this devalues the brand.
many racquets and other products, reps are being phased out, so personal
which makes it harder for retailers to relationships—which are so important RSI: Has the pandemic improved
stock everything. in this business—are dwindling. But on or worsened your vendor relation-
a positive note, the vendor relationships ships?
Burbary: Relationships are strained. that are left are getting stronger.
Sales departments aren’t working Blume: The pandemic has had a
with credit departments, which makes Mason: It depends on the vendor. positive impact on tennis, but many
transactions difficult. Vendors are
squeezing every dime they can and are
cutting customer service. Some are try-
ing to appease new [corporate] owners.
Mason: [One vendor in particular] has

caused so much bad blood—there’s no
inventory for retailers, yet this manu-
facturer is keeping product to sell on-
line at 25 percent off. How do you have
a launch and then not have racquets?
The whole thing is mind-boggling. It’s
incredibly damaging, like a partner that
opens a store next to yours, sells at a
discount and puts you out of business.
Some vendors don’t understand what
retailers do, such as demos and pioneer
work, to help make a racquet success-
ful. There’s also the issue of respecting
MAP (minimum advertised price) poli-
cies; it’s the glue that holds everything
together. MAP gives everyone an equal
playing field, and going off MAP will
ruin the industry by taking retailers

I’m positive about new products and sticking to MAP so the retailer
can make money—I applaud vendors that institute MAP policy. However,
it’s disappointing to see brands go DTC, particularly on Amazon.
manufacturers cut future orders signifi- tion and they can’t get that online. Ven- We’re becoming more selective about
cantly when demand hit. Nobody fore- dors’ online retail is very limited. Also, our vendor partners. For example,
saw a surge in participation, especially our customers generate lots of add-on there is a racquet customization pro-
demand for entry-level items. Everyone sales, which can’t be done online—you gram from one manufacturer that was
is now fighting for product, which need a strong sales staff on the floor. supposed to go to top dealers, but in ac-
creates problems in relationships with tuality went DTC on that vendor’s web-
vendors. By late February, retailers still RSI: How have vendors’ DTC online site—it’s a money grab. When vendors
didn’t have January spring product in sales impacted your business, and sell direct, they put dealers second.
stock from many brands. After the pan- is there anything that you can do, or
demic started, manufacturers discount- are planning to do, about it? Mason: I’m planning to support the
ed their products 25 percent, meaning vendors that support me—the ones that
that retailers lost 25 percent of their Blume: I’m positive about new prod- have integrity for their brand and don’t
margin after having bought the product ucts and sticking to MAP so the retailer go off MAP. People have long memories
at full price pre-pandemic. Now, there’s can make money—I applaud vendors in this business and will go with compa-
no new product to fill the gap. that institute MAP policy. However, it’s nies that will help retailers. Companies
disappointing to see brands go DTC, are chipping away at MAP in the U.S.
Burbary: Both, but more toward wors- particularly on Amazon. Manufactur- There’s no MAP in Europe. When you
ened. The ongoing excuse is COVID-19. ers are just feeding Amazon revenue start chipping away at the foundations
It’s harder to get freight and new prod- that should be going to retailers, and of the industry, you’ll eliminate an im-
ucts. It seems that when some vendors in turn to the local communities and portant segment of the business.
do get new products, they have enough tennis programs that retailers help to
to put on their own websites but not support. When vendors sell to Amazon, Moriarty: Links to Amazon from ven-
enough for retailers. Vendors do control they’re hurting the industry and are do- dor sites are the scariest thing for us.
when and how they launch product. ing a huge disservice—even worse than We’re seeing lots of seconds in racquets
selling DTC on their own websites. coming through our doors. You don’t
Moriarty: It’s probably improved my always know where the Amazon stuff
relationships. Vendors are beginning Burbary: We’re picking our relation- comes from.
to understand that they need retailers. ships. The more vendors go online, the
Consumers want personalized atten- less we’re willing to deal with them. Van Asselt: It would be nice to be part
of the custom racquet programs. Most
of the time we carry most of what’s
offered online. But customer service is
key—it makes up the difference.
RSI: What actions can vendors take

to be better partners?
Blume: Stop selling DTC! Stop with-

holding product from retailers, do
better forecasting and have inventory
in stock, and protect and police MAP
policies. Also, communicate challenges
and issues—keep retailers in the know
as early as possible. Retailers’ mar-
gins are slipping on product because
we have to add stringing, online price
matching, tax-free sales and the cost of
carrying demo racquets. Plus, there’s
SHUTTERSTOCK
a lack of inventory from the manufac-

turers. Strong communication, early
planning, a focused product line and
grassroots support for retailers would
be very helpful.

You can’t just chase customers
like a commodity, says Burbary.
There has to be trust as well as an
acknowledgement that the retailer
is the activator in the community.
Burbary: Vendors need to be more Moriarty: There needs to be a more ers like a commodity. There has to be
honest about their intentions and clear-cut set of selling rules. Also, we trust as well as an acknowledgement
adhere to MAP policy in order to need more specific programming for that the retailer is the activator in the
strengthen relationships. The inter- brick-and-mortar and more specific community. There’s a huge opportunity
net used to dictate pricing and policy digital support. of upside in this marketplace—it’s a
for everyone in the industry, but now matter of how you approach it.
vendors are holding product back from Van Asselt: We all get competitive and
retailers. stingy with our ideas, but it would be Mason: By being partners! Help each
better to work together. Everyone wants other out. Stick to MAP—it’s the life
Mason: Special programs are fine, but to feel needed, and it’s up to the vendors force of the industry. Don’t resort to
vendors have to have the merchandise. and reps to not take retailers for granted. short-term benefits; look at what will
Don’t compete against us. Is it really When I have a good relationship with a help the industry long-term.
worth it in the long run to alienate your rep, I buy more from that brand.
entire dealer base just to make a little Moriarty: The big thing is that there
more money? It devalues the brand and RSI: How can racquet sports retail- needs to be a positive message about
it’s very short-sighted. Retailers are or- ers and vendors better work togeth- the game in general, and that it’s good
dering less volume from all the brands er for the betterment of each other’s for the mind and body. We can’t just
that are competing against them. By businesses, as well as for consumers focus on particular products. We
crippling and ultimately destroying and the industry at large? should all be more public service-
their base of specialty retailers, vendors focused rather than purely retail and
are losing a great asset to the business. Burbary: You can’t just chase custom- sales-focused.
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HEALTH &
FITNESS
2021
Amping Up
PHIT AMERICA
Tennis
& Fitness
For sports industry veteran Jim Baugh, getting
kids healthy has been a lifelong passion, and PHIT
America is helping make it happen.
By Cindy Cantrell
As he approaches the half-century Sports and a board member of the “further driven” by data such as the
mark in the tennis business, Jim USTA and Sports & Fitness Industry UNICEF 2020 Report Card ranking
Baugh has earned the right to reflect Association. U.S. children last in physical health
and appreciate his numerous contri- Baugh’s current passion is “getting among 38 countries and 32nd in skills
butions that have helped revolution- kids healthier and smarter” through and mental wellbeing.
ize the industry. But instead, he deter- PHIT America, a nonprofit organiza- “Our kids are in trouble because
minedly deflects attention and praise tion he founded in 2013 to help spot- people don’t give the proper respect
from the awards adorning his office. light PHIT Act legislation pending in for what physical activity does for the
“It’s plain and simple,” says Baugh, Congress, which will allow Americans body, mind and spirit,” he adds. “We
an inductee of the Sports Industry to use pre-tax medical accounts to pay have to get more Americans active and
Hall of Fame and Tennis Industry for physical activity expenses, such as playing sports. And it starts with P.E.
Hall of Fame, and who was named The tennis and fitness clubs, programs and for schoolchildren.”
Sporting Life’s Most Powerful Person equipment.
in Tennis in the Last 25 Years in 1996, By 2030, he aims to reach the 50 Promoting Health & Fitness
and RSI’s Person of the Year in 2003. million schoolchildren—or 93 percent In a way, Baugh’s involvement with
“None of it means squat unless I make of students nationwide—who do PHIT America is a return to his roots.
a difference in this world.” not meet healthy standards set by While in graduate school in the 1970s,
Make no mistake, Baugh has al- the Centers for Disease Control and he established a new physical educa-
ready left an indelible mark through Prevention of participating in physical tion program that he then taught
his past tenures as president of Wil- activity at least three days a week. to students in grades 1 to 8 for two
son Sporting Goods and the Tennis “This inactivity pandemic will years. Since that time, Baugh founded
Industry Association, vice president not turn around unless we turn it Cardio Tennis and PE4Life, as well as
of sales and marketing at Prince around,” says Baugh, noting he is co-authored and helped pass the 2000

An estimated 75,000 kids
participate in AMPED, a before-
school running and walking
fitness program that may be
paired with an after-school sport.
PEP (Physical Education for Prog- school, incentivized running and “AMPED overcomes two of the
ress) Act appropriating $900 million walking fitness program that may biggest issues kids face through
toward high school phys ed programs. be paired with an after-school sport inactivity: health issues and learning
In a continuation of that theme, component using specially designed limitations,” Baugh says, noting that
PHIT America (phitamerica.org) equipment for beginners. sedentary kids have been shown to
offers fun beginner programs for While AMPED+ Tennis will receive less blood flow to the brain.
lifetime sports in order to improve be launched with USTA support, “AMPED is low-cost and proven to get
children’s physical and mental health AMPED+ Golf will be offered through kids moving and having fun.”
for lifelong happiness. To date, the the Payne Stewart Kids Golf Founda-
organization has introduced more tion. PHIT America is also looking to Commitments for Programs
than 600,000 kids to physical activity work closely with SPEEDO so kids In September 2019, PHIT America
at over 1,000 schools. learn swim safety and basic skills in received a multi-million-dollar
PHOTO COURTESY PHIT AMERICA
Of those, an estimated 75,000 kids AMPED+ Swimming, and AMPED+ commitment from the Seattle-based
in more than 120 elementary schools Play Fit is being developed using Julia Love Pritt Private Foundation,
participate in AMPED, a before- games with a focus on fitness. which accelerates PHIT's fundraising
When you consider the huge benefits that exercise at school has on academic,
physical and emotional health—but that P.E. is currently offered in just 48 percent
of American schools—you realize that we are failing.

The $10,000 Britto Coloring
Contest includes Britto-
HEALTH & designed templates for different
FITNESS sports, including tennis (below),
2021 that kids can color for prizes.
too sedentary and unhealthy, so we

are promoting the Let’s Get Kids to
Play Campaign For Happy Healthy
Kids artwork through my network.
The coloring contest will engage kids
while we promote the importance of
physical activity and sports for im-
proved health. I hope everyone can get
involved with this important mission
and support PHIT America.”
Baugh said he is proud that PHIT
timetable to help establish more fit- Britto Coloring Contest. Children may America is playing a role in getting more
ness programs in American schools. download any of 10 coloring pages, schoolchildren physically active and
To raise awareness of its nation- including a tennis coloring page, at playing sports during the school day.
wide commitment and mission, PHIT https://phitamerica.org/key-pro- “When you stop and consider
America has also teamed with more grams/play/10-000-romero-britto- the huge benefits that exercise at
than 1,000 local Ambassadors and Fan coloring-contest or create their own school has on academic, physical and
Club members, presenting sponsor entry to be submitted through April emotional health—but that P.E. is
Julia Love Pritt Private Foundation 15. Individual prizes will be awarded, currently offered in just 48 percent of
and dozens of partners, including Wil- as well as a grand prize for the winning American schools—you realize that we
son, Life Fitness and Athletic DNA. student’s school. are failing,” Baugh says.
Most recently, PHIT America “Ever since I learned about PHIT “I believe that all my experiences in
and internationally renowned artist America, I saw the need to dedicate the industry have led me to this mo-
Romero Britto launched the Let’s Get myself to getting kids healthier and ment in time to change children’s lives
Kids to Play Campaign For Happy happier through increased physical through PHIT America. I’m excited
Healthy Kids featuring the $10,000 activity,” Britto says. “Kids are way and committed to getting it done.”
Ever since I learned about PHIT America, says Britto, I saw the need to dedicate myself
to getting kids healthier and happier through increased physical activity.
So we are promoting the Let’s Get Kids to Play Campaign For Happy Healthy Kids.

PHITAMERICA.ORG:
FIND OUT WHAT
YOU CAN DO
1 / JOIN THE MOVEMENT AT

PHITAMERICA.ORG.
Go to the “About” tab to find out how
to become a sponsor, Ambassador, Fan
Club member and more.
2 / PHIT AMERICA PROGRAMS.

Check out the “Key Programs” tab
on the website for more about PHIT
America’s core AMPED program for
schoolchildren, including how tennis
and other sports can fit into it. The
AMPED+Tennis program includes
six sessions per child, uses equipment
designed for beginners and is imple-
mented by trained staff.
3 / JOIN THE PLAY CAMPAIGN.

The PLAY Campaign tab includes how
to get involved in the Romero Britto
social media campaign “Let’s Get Kids
to Play,” and also links to the $10,000
Britto Coloring Contest, where you
can download a Britto-inspired tem-
plate, including one for tennis.
4 / CHECK OUT DATA ON THE

INACTIVITY PANDEMIC.
Visit IP.PHITAmerica.org for key
trends, facts and research on the dan-
gers facing our kids today.
IMAGES COURTESY PHIT AMERICA, ROMERO BRITTO
5 / DONATE AND MAKE A

DIFFERENCE IN KIDS’ LIVES.
All amounts are welcome, but a $100
donation, which gets 10 kids healthy,
includes two free Britto-designed face
masks, and a $4,400 donation will get
a whole school active and healthy for
three years. PHIT welcomes private
and corporate donations.
6 / SIGN THE PETITION.

Under the “Key Programs” tab, sign
the Petition for Healthy Kids and
support providing kids with at least
30 minutes of physical activity at least
three days a week in school.

STRING
SELECTOR
2021 GUIDE
EQUIPMENT
String Selector,
Part 2
With COVID-19 challenges, we add some late arrivals to the
USRSA database of currently available strings.
By Bob Patterson
Chart Compiled by David Bone
When we published our annual String late strings in later editions of RSI. The short chart below, combined
Selector Guide in the March issue, we As a reminder, the lab test numbers with the larger chart that appeared
addressed some of the obstacles and for each string in our String Selector in the March issue, represent strings
changes that COVID-19 has brought to will give you and your customer a good that are either new to the market or
our industry. One of those challenges is indication of what a new string may new to our database. (Note: Pacific has
logistics, and as such, some of the new have to offer and will help to eliminate made us aware of the five new strings
strings for this year failed to reach us in having several strings in your inventory in the chart below, but as of press time,
time to be included in our chart in the that may be too similar to each other. we were unable to lab test them.) The
last issue. We present these latecomers Whether you carry a hundred different complete database of more than 1,000
here, with the caveat that we remain strings or just 10, you want to be sure strings is available to USRSA members
flexible in case we need to add other that your string inventory has variety. at RacquetTech.com.
2 0 2 1 S T R I N G S E L E C TO R — N E W E S T S T R I N G S I N T H E U S R S A DATA B A S E
Brand String Sport String Name/Gauge Material Nominal Diameter (mm) Stiffness (lbs.) Tension Loss (lbs.)
Dunlop Tennis Iconic All 16 Nylon 1.30 208 11.77

Dunlop Tennis Iconic All 17 Nylon 1.25 194 12.79
Dunlop Squash Iconic Pro AF 17 Nylon 1.22 211 10.03
Dunlop Squash Iconic Pro AF 18 Nylon 1.18 179 12.76
Gamma Tennis TNT2 React Pro 16 Nylon 1.32 227 12.26
Gamma Tennis TNT2 React Pro 17 Nylon 1.27 231 9.50
Laserfibre Tennis JB Tour 100 16 Co-Polyester 1.30 269 17.89
Luxilon Tennis Alu Power Rough 130 16 Polyester 1.30 301 18.81
Luxilon Tennis Element 130 Rough 16 Polyester 1.30 299 19.14
Luxilon Tennis LXN Smart 125 16L Polyester 1.25 288 18.48
Luxilon Tennis LXN Smart 130 16 Polyester 1.30 304 19.91
Pacific Tennis Black Thunder 1.25 16L Polyester NA NA NA
Pacific Tennis ChampOne 1.25 16L Polyester NA NA NA
Pacific Tennis ChampOne 1.30 16 Polyester NA NA NA
Pacific Tennis DuraTech X 1.30 16 Polyester NA NA NA
Pacific Tennis DuraTech X 1.35 15L Polyester NA NA NA

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TENNIS
PERSPECTIVES
2021
GRASSROOTS GROWTH
Courts
To help grow the sport in Cuba and
bring kids into the game, Lopez Toledo
has been offering free tennis on the
streets and in the parks of Havana.
many children and adults as possible—
of Cuba
for free. Excited at the prospect of new
players holding a racquet and hitting
a ball, Lopez Toledo utilizes low-pres-
sure balls and smaller-size courts.
International Help
To help grow his program, Lopez
With the Eco Tennis Cuba program, Toledo has had to rely on the kindness
of others.
coach Carlos Lopez Toledo looks to “I’ve obtained tennis racquets and
equipment from coaches from other
expand the sport in his homeland. countries who visit our program,” he
says. “They support us in our devel-
opment with their visits to clinics,
By Emmy Caporale workshops, training sessions and
exhibition games in parks, traffic-
free streets, schoolyards and old
tennis clubs.”
PHOTOS COURTESY CARLOS LOPEZ TOLEDO
For many people, 2020 will be a year position to coach in the Dominican Passion for the game has quickly
to forget—a year in which we were Republic, so Lopez Toledo assumed spread, as friends and family watched
kept afloat by hopes and dreams. But responsibility for his father’s teams, others playing in the streets, parks
not for Carlos Lopez Toledo, who had the members of which became the and schools. The immediate interest
a dream for his homeland of Cuba, and young coach’s first students. Today, in learning the game was phenom-
despite overwhelming odds, is making Lopez Toledo, certified as a Level II enal, says Lopez Toledo, but he also is
it a reality. tennis coach by the Cuban Tennis looking to the long game—nurturing
Lopez Toledo began playing tennis Federation, is one of the primary players to become coaches for a future
at age 6 at the Ferroviario Club in coaches at the Ferroviario Club, which academy.
Havana, which was founded a century is about 150 feet from his home. Networking has been important,
ago. He excelled as a junior player, Importantly, the club also is and Lopez Toledo has cultivated new
competing in many prestigious tour- headquarters for Eco Tennis Cuba, relationships and potential partner-
naments. In 2014, his father, a tennis a program Lopez Toledo established ships with groups based in the U.S.,
coach at the club, accepted a two-year with the mission to teach tennis to as including the non-profit Sarah Vande

I’ve obtained tennis racquets and equipment from coaches from other countries
who visit our program. They support us in our development with their visits to clinics,
workshops, training sessions and exhibition games.
provide children access to world-class to access real tennis courts.”

experts in teaching and training, pos- Unfortunately, says Lopez Toledo,
sibly through scholarships to the SVB “We have not been able to organize
center and the opportunity to train any UTR tournaments in Cuba
on site. because the internet is very expen-
sive. We hope to do tournaments in
Looking to UTR the future and use the internet from
Eco Tennis Cuba also is looking to another country.”
utilize the Universal Tennis Rating The tennis industry in Cuba is in
(UTR) system, and recently connected its infancy, says Lopez Toledo, but
with Adhemar Rodriguez, who works he’d like to increase awareness and
for UTR and is responsible for culti- participation in the sport by launching
vating its growth in the Caribbean, a tennis channel, magazine and travel
Central America and Mexico. agency. He also hopes tennis enthu-
“Carlos expressed his interest in the siasts from other countries, including
Berg (SVB) Tennis Foundation, based UTR system as part of his plan to help the U.S., will visit and help support the
in Zephyrhills, Fla. Pascal Collard, in the growth of the game in Cuba,” expansion of the sport in Cuba.
the CEO of the Sarah Vande Berg Rodriguez says. “As you can see on
Tennis & Wellness Center, says he his social-media channels, he is doing Emmy Caporale has been a contribut-
and Lopez Toledo are working on a an amazing job with the kids on the ing writer for Tennis View Magazine
plan to work together. The goal is to streets without the opportunity since 2016.
WWW.GAMMASPORTS.COM

APPAREL
2021
2021
2
1
TENNISWEAR
Mood
Swings
As tennis moves
toward summer,
these outfits can
heat up the court.
By Cynthia
Sherman
P H O T O S C O U RT E S Y LU C KY I N L OV E , F I L A , E L E V E N, S O F I B E L L A , TA I L
Dealing with the pandemic in the 1 /Lucky in Love 2 /Fila
wintertime has been a challenge for shopluckyinlove.com fila.com
tennis players, especially in locations 305-638-5484 410-773-3000
where masks are mandated on indoor
courts. So gearing up for outdoor play
in the spring and summer—mask- • Lucky in Love kicks things off with •Former Australian Open champion
free—is a big deal. These outfits can its Kinetic Energy line, featuring an Sofia Kenin is slated to debut Fila’s
pave the way for some much-needed art-deco inspired Flip 12-inch skirt Tie-Breaker collection in Miami, and
mood-elevation as the weather warms in a poly jersey/Lycra blend, in cobalt it’s perfect for summer sizzle. This
up. (Prices are suggested retail.) blue ($74), topped with a matching bright tie-dye ensemble showcases
bra-in tank ($64). For cooler days, a double-layer printed racer-back
add the complementary Reflect long- tank ($70) with accompanying Skater
sleeve top in Orange Glow ($70). Skort ($70) in a light, breathable
fabrication.

These outfits can
pave the way for
some much-needed
mood-elevation as the
weather warms up.
3 4 5
3 /EleVen 4 /Sofibella 5 /Tail

elevenbyvenuswilliams.com sofibellawear.com tailactivewear.com
855-880-7777 877-696-0424 888-906-1341
• EleVen’s warm-weather Queen • Sofibella’s Euphoria collection pairs • This summery outfit features the
Skater Dress ($90) in a sustainable complementary shades of Grigio Grey Odessa Top in Sporty Dash Jacquard
poly/Spandex blend is just the ticket and Macrame Rose. Details of rose Lite and Impact T Jersey fabrica-
to brighten up the court. In mint zebra sporty mesh and embossed rose high- tion, in a Watercress print. With the
print, the dress features a cut-in high light the look. Composed of Stay-Dry, high-low hem, it can be worn tied or
neck and razor-back for tremendous Memory Stretch design and skin- untied ($76). The Belen Skirt ($76) is
mobility. The A-line bottom is a flat- friendly materials, the line also features made of similar poly/Spandex mate-
tering way to sail through late spring a UPF 50 rating. The overlay tank is rial and highlights box pleats, a smooth
and summer in a UPF 50+ rating. $68; the 12-inch skort retails for $70. front and a 13.5-inch length. In dreamy
Moonstone Blue, it’s a flattering
complement to the Odessa top.

FOOTWEAR
2021 2021
SOCKS & INSOLES Go beyond shoes
Treat Your Feet

with footwear
that can help your
players feel better.
Performance socks and insoles are

parts fashion and function—but more
importantly, they can keep you healthy.
By Kent Oswald
T
hinking only of shoes 1
when contemplating
footwear shortchanges
your feet. Performance
socks and insoles may
not necessarily be keys
to better play, but they do contribute
to keeping you healthy.
With proper fit, socks protect feet
from blisters and germs. Quality
workmanship and extra padding helps
reduce stress; higher end materials
manage moisture and keep feet from
overheating inside the shoe.
As for insoles, they offer what
nature may have failed to provide.
They reshape and align the foot for
a more anatomically supportive
foundation, which is of benefit to the
lower body’s skeletal system, and they
add extra protection for existing foot
problems and insulation against the
pounding of the court below.
The advice on when to replace
socks and insoles is similar to that for
shoes. Socks wear through their most
beneficial attributes within about
a year if used once a week; insoles 1 /ADIDAS
provide reduced utility after approxi- adidas.com
mately six months if worn every day. 800-982-9337
When it’s time to shop for new tennis
shoes, it’s also the time to pick up new
C O U RT E S Y A D I DA S
high-performance socks, and possibly • Supporting adaptation to the different pressures on feet, the Creator 365 ($16)
a replacement insole that conforms to crew has an anatomically shaped left/right footbed, arch compression and com-
the reality of your feet—perhaps from plete ankle cushioning. Additional comfort and security is provided through su-
among those highlighted here. (Prices perior wicking ability, and built-in tractioning for the footbed. Socks are available
are suggested retail.) with different black/white options.

THE PROS
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2021
2 3
2 /Babolat 3 /Thorlos 4 /Fila

babolat.com thorlo.com fila.com
877-316-9435 888-846-7567 800-845-FILA
• Light, comfortable and • Known for its sport- • Available in crew, quarter crew, no-show and low-cut
available in fashion-for- specific sock tradition, options, the unisex performance sock ($11) supplies excep-
ward colorways, the PRO exclusive fiber blends and tional comfort with the inclusion of breathable mesh at the
360 ($15) crew for both long-lasting cushioning, the top of the forefoot and instep. Additional advantages come
men and women features North Carolina manufac- from the heel vent, protective toe cover and dual-layer
supportive zoned cushion- turer offers multiple options design, enhancing the wicking process and reducing oppor-
ing, with particular atten- for tennis and pickleball tunities for blister development.
tion paid to extra ankle players. The no-show Tennis
support and malleolus Rolltop ($13.99), low-cut
protection (the malleolus TMM Tennis ($13.99), TMX
is the bony protuberance Tennis Ankle ($13.99)—also
on either side of the ankle). available in a crew ($14.99)
C O U RT E S Y B A B O L AT, T H O R L O S, F I L A
These socks offer right/left option—and Pickleball

anatomical fit; antibacte- Ankle ($14.99) all feature
rial and advanced wicking ample wicking, robust pad-
properties through the ding in high-impact zones
insole; and anti-wear areas and throughout the toebox,
on the toes, first metatarsal extra support around the
and heel. ankle and elastic panels to
enhance and secure fit.

Adding insoles can
help reshape and align
the foot for a more
anatomically sup-
2021 portive foundation.
5 6
5 /Aetrex 6 /Road to Pro 7 /Sorbothane 8 /Superfeet

aetrex.com rtptennis.com sorbothane.com superfeet.com
888-526-2739 800-838-3906 800-634-6618
• Available in men’s and • After four years of testing • From the company that • New Balance Insoles
women’s sizes, the L400 with Sorbothane engineers, has been manufacturing Shaped by Superfeet are a
Compete ($59.95) is de- the RTP Heel Pad XC ($16) insoles for nearly 40 years line combining the podiatric
signed to biomechanically debuted last summer. The comes the lightweight expertise of the Washington
align the body and prevent ultrathin shock absorber, SorboAir ($22.95), built with replacement insole maker
C O U RT E S Y A ET R E X , R OA D T O P R O, S O R B O T H A N E , S U P E R F E ET
plantar fasciitis, arch pain available in small, medium proprietary air-infused foam with the expertise of the
and metatarsalgia. Created and large, is naturally sticky for cushioning and shock Massachusetts-based shoe
for high-impact activities, to maintain stability while absorption. An antimicro- and athletic apparel special-
the rearfoot cupped and comforting through the bial top layer wicks moisture ists. Each product has a con-
forefoot neutral, lightweight pounding of upwards of and controls odor, while the toured silhouette to cradle
insoles are recommended 1 million steps. bottom layer has carved air heels, hug arches and utilize
for medium- and high-arch channels for extra cooling an energizing foundation for
feet, and have a top cover to comfort, a cupped heel for shock absorption. Likely to
help prevent bacteria, fungi support, and an inlay for attract the most attention
and odor. heel-strike protection. from tennis and pickleball
players are the Sport High
Impact Insole ($59.95) for
men, the Sport Women’s
High Impact Insole ($59.95)
and the Sport Slim-Fit
Arch Support CFX Insole
($59.95).

THE OFFICIAL PLAYING SURFACE
OF WORLD TEAMTENNIS
Photo: Ryan Loco
Some of the greatest moments in tennis

are played on a Har-Tru court.
WhenWorldTeamTennisheldits45thannualchampionship,playerscompeted
onahardcourtsurfacemadebyHar-Tru.Theacryliccoatingsweremadewith
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Har-Tru Sports Coatings is the official playing surface of World TeamTennis.

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877-4-HAR-TRU (877-442-7878) Charlottesville,Virginia

Racquet Sports
SQUASH Charlene Neo and
Outside the Box

Campbell Grayson,
who recently retired
from the PSA tour,
test the outdoor steel-
An outdoor squash court in New York walled squash court
with a glass back wall
is drawing interest from players, and may

at Maspeth Welding in
Queens, N.Y.
be the future of the sport.

By Georgetta L. Morque
E
ven before the COVID-19
pandemic forced the shut-
down of indoor racquet
facilities, squash visionar-
ies, in their quest to grow
the sport, were already bringing a revo-
lutionary concept to fruition: open-air,
outdoor squash courts. Could outdoor
play pivot squash to a new future?
In the long term, Robert Gibralter
doesn’t see how squash can live without
outdoor courts. Gibralter, an artist-
in-residence at Maspeth Welding in
Queens, N.Y., and his longtime squash
partner, Jeffrey Anschlowar, president
of Maspeth Welding, fulfilled their
dream and opened an outdoor steel-
walled squash court last spring at the
company’s 45,000-square-foot facility.
The court, conceptualized and
designed months earlier, has become a
showroom for pros to test out.
“It was a hunch that it would be a
good business,” Gibralter says. “It’s
quite inspiring for a lot of people.”
More than 80 top pros, along with
college players, who were thrilled to
wield their racquets in the sunshine,
provided overwhelming positive
reviews of the court’s playability and
design. The innovative court prompted
P H O T O C O U RT E S Y M A S P ET H W E L D I N G
lively conversations and insightful

posts on social media and squash blogs,
and Maspeth Welding has received to increasing the sport’s visibility and 2018. The court is free to use, and there
a stream of inquiries about building bringing more players to the game. have been free youth clinics.
courts from schools, clubs and indi- With the help of supporters, Public “You can’t grow the sport in a base-
viduals from all over the world. Squash worked with the New York City ment,” says Wall, who finds club fees
“Outdoor courts have always been Department of Parks to open the city’s prohibitive for many potential new
of interest, but now that’s become an first outdoor public squash court, a spe- players. Currently, the court needs
essential, rather than a ‘nice to have,’” cialty glass-walled court manufactured some repairs, which are expected to be
says Ryan Wall, one of four directors of by ASB Squash Courts, at Hamilton completed by spring of this year.
Public Squash, a nonprofit dedicated Fish Park on the Lower East Side, in Wall and his team are passionate

players with full-time jobs. Their
next project is to bring an outdoor
court to Brooklyn Bridge Park. PICKLEBALL
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PICKLEBALL
Both Wall and Gibralter attest to
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says Wall, who finds club from $699 sportstutorinc.com for beginner players
fees prohibitive (800)448-8867 $299
for many potential
new players.
courts they’ve helped put into place

as works of art well-suited to school
campuses and club grounds. Gibral-
#1
ter visualizes embellishments, such in Crack
as heat lamps, retractable roofs and Repair!
landscaping in collaborations with
architects and developers. Cooler
temperatures shouldn’t be an issue.
“Bundle up, take off a layer and see
the steam,” Gibralter says.
Recently a new seven-court out-
door squash complex broke ground
in El Salvador that will accommo-
date a low-cost private training acad- NO Dead Spots
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AskTheExperts
Keep your players' frames
in shape by locating the
correct grommet and
bumper strips.
lefties may be so used to the right-hand

wrap that they prefer it, so don’t assume
they want a lefty wrap.
But most lefties probably will appreci-
ate the accommodation and love the feel
of the correct wrap. The specific direc-
tion will allow the wrap joints to align
with the player’s fingers on the handle;
a lefty playing with a right-handed wrap
will have their fingers crossing over the
joints, instead of aligning with them.
Replacement grips are precut with
the bottom taper for right-hand installa-
Finding Grommet If the grommet system or bumper on
a frame is damaged severely, then it will
& Bumper Strips need to be replaced—but more likely,
you’ll probably have only one or two
Q: It seems that getting replacement grommet barrels that are bad. If that’s
grommets and bumpers is harder the case, you can replace those individ-
than ever now, even for racquets that ual barrels using the Grommet Grinder
are only a couple of years old. Do you tool and replacement grommets from
have any suggestions? RAB. This will postpone replacing the
entire system, or perhaps buy you some
A: We hear this question more fre- time to locate the needed parts.
quently these days. I’m not sure why You can also look at similar models
manufacturers are not keeping extra from that racquet brand. In some cases,
inventory, but it may be a simple issue the grommet strips may be interchange-
of supply and demand. I remember able. If none of these measures work,
when I started out, bumpers and grom- you’ll need to inform your client that
mets were a new technology, and many parts are no longer available.
racquets were shipped with an extra set
or two to ensure a long service life.
My first suggestion would be to use
Right-Handed or
the USRSA Grommet Network. USRSA Left-Handed Grips?
members can sign up for this network
by emailing grommets@racquettech. Q: I had a client who requested a left-
com. Members who are part of the handed grip for his racquet. Is there tion (bottom photo), but you can reverse
Grommet Network receive regular such a thing, or is he messing with me? the direction to achieve a lefty wrap
emails that list information from other (top photo). Instead of the tapered side
members looking for a specific grom- A: There is no “left-handed grip,” per se, aligning with the butt edge, just align the
met. So if the manufacturer no longer but you can install a grip that benefits straight side. The taper is covered with
has the part you need, you may be able either a righty or lefty. It is all about the the first overlay, so it won’t show.
SHUTTERSTOCK; USRSA
to purchase it from another mem- direction in which the grip (and overgrip) If you have never wrapped a lefty, it
ber. (The USRSA Grommet Network is wrapped. Racquets all come with a can be a bit awkward at first, but with a
connects members who are looking right-hand wrap, as the world is predom- bit of practice you’ll become proficient.
for grommets/bumpers or have them inantly right-handed; many left-handed
to share; we don’t get involved in the players are accustomed to this and are We welcome your questions. Email them
transactions themselves.) not aware of a lefty installation. Some to bob@racquettech.com.

FOR THE GOOD OF THE GAME
The Tennis Industry has come together as Tennis Industry United to help drive the growth
of tennis. Working together, we are now better equipped than ever before to advise and
assist those who are on the front lines and baselines, bringing the sport of tennis to
players of every age and ability. TIU provides the resources and information
necessary to promote the benefits of tennis, attract new players
and re-engage past players, as well as promote greater
diversity and inclusion in participation.
To learn more and access helpful articles, videos, blogs and more
TENNISINDUSTRYUNITED.COM
TOGETHER, FOR TENNIS © 2021 USTA. All rights reserved.
YourServe
“demo racquet” assortments and
product reviews for consumers, which
will push pro/specialty retailers to raise
their game.
Over the past five years, there has
been a consolidation of sales territories
from core racquet brands. There are now
fewer sales reps in the market servicing
retailers and a different service model.
COVID-19 accelerated virtual appoint-
ments and resulted in fewer in-person
visits. Up until a few years ago, too many
part-time tennis retailers were left over
from the tennis boom, but now there are
fewer dedicated retailers. The balance
is shifting—retailers are now in a great
SPECIALTY RETAIL position to engage consumers if they in-
vest in the right retail strategy. If you are
Altered States buying a $200 to $300 racquet, you need
to demo/playtest and for this, tennis
With businesses on edge, the USTA’s specialty/pro shops are crucial. Tennis
is a touch-and-feel sport, and it relies on
managing director of engagement & word-of-mouth and recommendations

from local key influencers.
services offers insights on specialty retail. RSI: How are DTC sales affecting the
racquet sports industry?
Editor’s Note: While tennis specialty retailers and vendors have their own opinions Maule: At this point the reach is not that
about the status of their relationships (see page 16), Mickey Maule, who joined the impactful, as most brands do not offer
USTA this past October as managing director of engagement & services, provides a direct-to-consumer. Most vendors are
different point of view. He is in the unique position of having served as the Commercial still dependent on brick-and-mortar to
Director, North America-Racquet Sports at Wilson Sporting Goods, and prior to that as drive the majority of sales in the pro/
National Sales Manager at Babolat. Here, Maule discusses the current retailer-vendor specialty channel. Right now, the impact
situation with RSI Contributing Editor Judy Leand. comes mostly from perception and from
future business expectations.
RSI: What’s happening with retailer- don’t break (but they do lose tension If brands and retailers can work
vendor relationships? rapidly, and this impacts performance). together, DTC can be helpful, especially
Maule: It’s a cautious approach on the Since most players don’t restring until a as an information source for consum-
retailers’ side. Some of the big vendors string breaks, this means fewer trips to ers. Retailers are focused on service and
such as Nike and Adidas continue to con- pro shops to restring or to “demo” new vendors are focused on product.
solidate their retail base, and there’s not racquets—and restringing is a leading
a lot of optimism in light of the distribu- reason why consumers go into a tennis RSI: How can retailers and vendors
tion strategies of the big manufacturers. specialty shop. become better partners?
Retailers have to go the extra mile. Maule: I think transparency is the best
Also, the cadence of manufacturer RSI: How has the pandemic altered pathway; there are ways both parties
product lifecycles is at times faster than retailer-vendor relationships? can move forward if they collaborate
the speed of retailers’ and consumers’ Maule: I would say the pandemic has strategically on specific initiatives and
purchasing habits. For example, brands everyone on edge due to delayed product inform each other of plans, especially
with longer product lifecycles for per- shipments and the change in some con- regarding product lifecycles and launch
formance racquets give retailers a larger sumer behaviors, such as more online dates. Manufacturers need to give retail-
sell-through window. A lot of problems purchasing. Currently, retailers are ers enough information to plan business
come from pressure to increase sales in a “pre-booking” products now more than ahead of time, and they also need to pro-
market that hasn’t really grown prior to ever to ensure future delivery as many vide compelling offerings for retailers to
SHUTTERSTOCK
the COVID-19 impact. categories suffered back-orders and sustain the retail business. •
Even the trend of polyester strings shortages due to COVID followed
can have a broad impact on business. For by the surge in consumer demand. Also, We welcome your opinions and comments.
the average consumer, polyester strings top online retailers offer compelling Email info@tennisindustrymag.com.

April 2021
What
Worries
Me?
From the CEO
Innovation
Initiative
Vice President’s Message
Filling their
Shoes
Master Professional Corner
Not All Heroes

Wear Capes
Member Feature
The Future of
Tennis-Teaching
is Bright
Member Feature
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From the CEO USPTA
What Worries Me?

John R. Embree, USPTA CEO
I often get asked, “what keeps me up at

night?” That is an easy answer. I worry
what will happen when many USPTA
of putting together a PTM certificate
program, which bodes well for the health
of our sport long term. I encourage our
members, who came into our industry members to make high school and junior
during the boom years of the ’70s and players aware of the PTMs so that we will
’80s, begin to retire. Our professionals’ see a new generation of highly trained and
average age is north of 50, and we have competent tennis teachers coming into
more professionals between 70-75 years our profession.
than we have ever had in our association’s In addition to encouraging more high
history, who are still actively teaching. school players to consider enrolling
Over the next five to 10 years, there will in a PTM, the USTA has announced a
be a mass exodus of tennis professionals, scholarship program beginning this
many of whom hold the most coveted jobs spring. Over the next five years, up to
in our industry. There will also be a “brain 50 students per year who are enrolled
drain” of our most reputable leaders who in a PTM program could be granted
occupy the highest positions throughout scholarship dollars to help defray their
our sport. Who is going to take their collegiate education costs.
respective places? From where is the next Not only will junior players who have
wave of talented professionals going to a passion for tennis and want to pursue a
come? career in our sport be incentivized under
I have made mention of the this new program, USPTA professionals,
predicament in this space on a previous who recommend a student to attend a
occasion. But I am circling back on this PTM program, will be recognized for
topic because there is some encouraging those referrals. Pros regularly enlist
news to report that could help stem this some of their top junior players to assist
tide. with summer camps or teach younger
As I am sure that you are aware, the clients on weekends. If a junior shows
USTA has put a considerable effort over a propensity for customer service
the past two years into expanding PTM and a desire to help others, they are
(Professional Tennis Management) suitable candidates for our industry
programs across the country. At the and specifically for teaching tennis. The
moment, there are seven institutions passion they exhibit while on the court
of higher learning offering a bachelor’s makes them an obvious choice to enroll in
degree in tennis management, up from a PTM program.
just two, four-year programs and one, Along a similar vein, the USPTA
two-year program a couple of years ago. recently announced a partnership with the
Additionally, there are two master’s University of Florida for a new Director of
degree programs and one certificate Racquet Sports Certification. The USPTA
program available online for students who Director of Racquet Sports Certification
wish to elevate their education further. Program has been created under the
Other schools are at various stages auspices of the USPTA and USTA to provide
April 2021 ADDvantage Magazine - 43

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OF THE USPTA
From the CEO USPTA
tennis professionals with an educational

curriculum focused on developing the
Coincidentally, Past National President,
Will Hoag, talks about the same concern
FOR MORE
business and leadership competencies of finding new Directors of Tennis in his INFORMATION:
required to manage a tennis operation Master Pro Corner article in this issue.
successfully — whether in a private club, As the saying goes, “like-minded people Professional Tennis
commercial setting, or public recreation think alike.” No, we did not coordinate Management
setting. The University of Florida will our messages in advance. But we both tinyurl.com/ProfessionalTennisManagement
be delivering the curriculum through its realize how critical this topic is for our
master’s degree in Sport Management association’s long-term prospects and our
Professional Tennis
and as a self-paced, non-credit continuing game that we love so much. You can help
Management Scholarship
education curriculum. Both methods will by identifying talented junior players, not
Opportunities
tinyurl.com/PTMScholarship
offer pros a significant education: learning just for their playing skills but also for
the skills needed to run programming and their desire to be teachers and put smiles University of Florida Director of
operations and successfully fulfill the role on people’s faces through tennis. They Tennis Master’s Program
of Director of Racquet Sports. should be encouraged to join our noble uspta.com/ufdors
The UF master’s program is currently profession, so I do not have to worry any or email Kim Bastable – kimbastable@ufl.edu
enrolling prospective students, and the longer. When it is time to ride off into the
continuing education certificate option will sunset, don’t we want the game to be in
start on June 1, 2021. better shape than when we started? *

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Vice President’s Message USPTA
USPTA Launches New National

Initiative to Foster Innovation
Jason Gilbert, USPTA Vice President
A s an industry leader, the USPTA

has always been at the forefront
of embracing change. In a time
amid the global pandemic. Four million
more people played the sport in 2020
than in 2019. What’s even more exciting Rise Up
and
where our industry is going through is that nearly 3 million new players
unprecedented evolution, the USPTA’s picked up a racquet in ‘20 over new
National Innovation Committee (NIC) players in ‘19. Our goal is to keep this
was launched in 2020 to support that
core value.
The NIC’s creation is a new long-term
tremendous momentum going forward
by engaging and retaining all these
current players while attracting a new
Innovate!
strategic priority to engage, empower, generation of players.
and provide a platform to the racquet Any member in good standing can
sports community to be creative participate in the innovation contest,
and share ideas for our diverse and and they will be able to submit an
innovative membership base. idea that can be implemented across
This year, the NIC will unveil an any of the following three categories:
extremely exciting innovation contest to Technology, Facility Operations, and
engage our members to develop viable Growing the Game.
innovative solutions to better serve Submissions opened on March 16,
our membership and racquet sports 2021, and will close on August 8, 2021.
community at large. The individual winners and divisions
According to the Physical Activity represented will be announced,
Council’s (PAC) Participation Report, recognized, and rewarded at the 2021
tennis experienced tremendous growth USPTA World Conference. *

USPTA Master Professional Corner
Filling the Shoes of Retiring

Tennis Directors
Will Hoag, USPTA Master Professional and Former National President
W hat a great time to be in the tennis-

teaching business. I reason that
many Baby Boomers like myself will soon
their living on the court. While this is an
important segment of a tennis-teaching
pro’s learning experience, it takes away
the industry and what helped you move
up the chain of command. Mentoring
and coaching your staff takes a lot of
be retiring, and significant positions will from studying other critical components time and energy, but that’s what must be
become available to qualified applicants. of the profession that occur off the court. done to help those who aspire to become
However, the keyword is qualified. By providing a fair salary with benefits — a director. Each week, current directors
Competent candidates have been a pressure is taken off the pro to make a living should spend time with their staff to instill
concern of mine for quite some time but solely from giving instruction. It helps this better understanding of how procedures
that does not need to be if today’s tennis person become a more valuable employee of work daily, monthly, and yearly. Some of
directors and the USPTA address it head- the facility. The more this individual knows the off-court competencies that should
on. We need to prepare the next wave of about operations, the better the club will be addressed include running events,
potential directors with the skills necessary run daily. The best tennis-related facilities court maintenance, budgeting, managing
to succeed. today are led by a team. To act as a well-oiled staff, working with other departments,
When I landed my director’s job, I was machine, everyone must understand the programming, pro shop operations,
in the right place at the right time. Looking operation and needs of the club. communication and member relations, and
back, I now see that I was not qualified to The second group who can help customer service.
take this position, but the demands in the mold skilled directors are those that Tennis is much different and more
1970s were nothing like those of today. I was currently hold director positions. It is demanding today than it was when I
fortunate to have had one year’s experience our responsibility to assist our staff in became a director. Nowadays, it is a
at my facility, so I knew the members, succeeding in this wonderful profession. business. I was fortunate to serve on the
their needs, and what was expected of the Directors, think back to your early days in Executive Committee of the USPTA. I
director from the owners and management.
To this day, I give credit and will always
be grateful to the USPTA and the Florida
Division professionals who helped me learn
this business. I was also blessed with having
Spike Gurney as my mentor. Without him
and numerous USPTA pros, I would never
have succeeded.
So, what can we do to help the incoming
group of directors? Three groups will
make an impact: management, current
directors, and the USPTA. Let us begin
with management. Those in charge of a
facility need to offer a respectable salary
and benefits to their tennis-teaching
staffs. We know that most tennis-teaching
professionals, except for directors, make
50 - ADDvantage Magazine April 2021

Master Professional Corner USPTA
fondly remember my friend, Jim Davis,

president of the Midwest Division and
part-owner of a tennis club in Toledo, Ohio,
hammering home the fact that if we did not
look at tennis as a business, we could see our
jobs and facilities disappear.
I recall the May 1994 cover article of
Sports Illustrated, in which the headline
read, “Is Tennis Dying?” The sport took a
significant drop in the 90s due to tennis-
teaching professionals being more focused
on their lesson books rather than growing the
membership at their facilities. Many clubs
closed because of this extensive oversight.
Jim Davis changed my outlook and made me a
better director because of his sage wisdom.
Last but not least, the USPTA needs to be
engaged in bettering future candidates, both
nationally and divisionally. The association
needs to work more closely with the clubs
that do hiring and encourage them to provide
more competitive salaries and benefits to their
staff’s tennis-teaching pros. Providing more
education for those professionals who wish
to advance in their careers is essential. There
should be different “tracks” at national and
divisional conventions — and online offerings
that provide content targeted to future tennis
directors. Each division has great tennis
directors — and so, they need to be called upon
to speak, write, and mentor those who plan to
make tennis their career. One of our members,
Mark McMahon, offers a course that deals with
specific management competencies.
We are so fortunate to be part of this
great sport and business. Looking back, I am
thrilled with my decision to become a tennis-
teaching professional. I have no regrets.
But the last thing that I want to see is tennis
departments being managed by another
department within the club because of a lack
of proficiency or expertise. During my first
few years on the USPTA National Executive
Committee, I remember Joe Thompson,
USPTA National Past President, and CEO
Tim Heckler, emphasizing the importance of
getting our professionals off the court so they
could learn how to run our businesses better.
They were right then — and even more so now.
Tennis directors, it’s your serve! *

The Future of
Tennis-Teaching
is Bright
Dillon Chustz, USPTA Director of Membership
W hat were your hobbies as a 16-year-old? Most of us would recall watching

television, playing video games, or rocking out in our garage band — things
you would typically associate with a teenager. Well, Jacob Eusebio and his friends in
Southern California must have missed the memo. Instead, you will find them running
“Serving Advantage,” their own tennis-teaching non-profit for kids with cognitive and
developmental challenges.
NetWork USPTA
hard to connect with Evan insight into an already established program.

Photo courtesy of Serving Advantage
in the same way that other Like many programs of this nature, Serving
brothers can. It was not Advantage began with few participants —
until Jacob noticed a severe relying on word-of-mouth advertising to
lack of adaptive tennis help publicize the program and fill their
programs in his area that he clinics. Fast-forward a full year, they now
finally found an opportunity find themselves creating additional clinics
for that connection by to accommodate everyone interested in
creating Serving Advantage participating!
alongside Natalie One of my favorite aspects of Serving
and Andrew. Serving Advantage is its use of volunteers, known
Advantage’s creation as “Peer Buddies,” to help run its lessons
allowed Evan to learn to and clinics. These volunteers are members
play tennis in a familiar of Jacob’s high school tennis team and
environment, alongside his other neighboring groups throughout
big brother and friends. Orange County. One of Serving Advantage’s
I was curious how philosophies is serving those diagnosed
three teenagers could with developmental challenges and
get a program started so providing perspective to those who work
I was introduced to these three efficiently, especially amid a pandemic. with them. According to Jacob, this allows
advantageous teenagers when I came “It wasn’t easy,” Jacob said. “We went everyone involved to make a difference for
across their applications to become USPTA to different companies around town people on both ends of the spectrum.
Certified Professionals. Jacob Eusebio, asking for support. Many of them didn’t

Natalie Rodriguez, and Andrew Loughran take us seriously because of our age.”
decided that it was time to begin their Jacob’s mom, Wendi, oversees much of
professional tennis journey by taking the correspondence for the program. She
advantage of the many USPTA membership says that it was not until the program
benefits, especially the on-court liability gained some traction that businesses
insurance needed for lessons and clinics started to offer their support. Wendi made
hosted by Serving Advantage. it clear that Jacob and his friends are
The first thing that I noticed was their fully autonomous of Serving Advantage
age. Being under 18 meant they were operations. She provides her parental
technically not allowed to apply for perspective, but only when solicited. And
certification with the USPTA. It was not so, Serving Advantage was eventually able
until I reached out to them that I found out to apply for and receive a grant of $1,200 You can imagine how encouraged I was
about the incredible work these teens are from the Dragon Kim Foundation, which to hear all of this from someone so young.
doing for our industry. offers grant monies to charitable programs Prospective members like the ones at
Jacob’s younger brother, Evan, is on the started by young philanthropists. Serving Advantage are precisely what I hope
autism spectrum and so Jacob found it The three teenagers reached out to local for when I ponder the future of the USPTA.
therapy centers, regional These young people are perfectly aligned
medical centers, and special with our mission — to continually elevate

needs families they knew of the standards of tennis-teaching. Should our
in Orange County to help industry’s future include driven, resourceful,
recruit participants. They passionate pros like these three, then we
also connected with Love have a lot to look forward to! I encourage
Serving Autism, another you to visit serving-advantage.com to learn
non-profit organization in more about the incredible work these
South Florida dedicated teenagers are doing in Southern California.
to adaptive tennis. This I, for one, cannot wait to see what they
connection gave them accomplish next! *

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Member Feature USPTA
Not All Heroes Wear Capes

Mike Calendrillo, USPTA Public Relations
I n an hour of need, exceptional

individuals step up to answer the call
of duty. One such person is Kristie Gipe,
Even with the national rollout of
the COVID vaccine, a date of return to
normalcy is still up in the air. However,
draw parallels between being both an RN
and a tennis pro. “I think that playing
tennis requires a certain amount of
a USPTA Elite Pro from Menifee, CA. most recently Kristie has been able to find discipline to achieve goals,” says Gipe.
While Kristie has been a member of the time to return to tennis. Connecting with “The goal for a tennis pro is to help those
association since 2010, over the past year, a surgeon that also loves the sport, the two who come to them to reach their potential
she’s spent less time on the court than have been able to decompress. “It is a huge at whatever level that may be. I believe this
usual because, as a Registered Nurse, she’s stress releaser and helps reinforce me for adds a great deal of enjoyment to their life.
on the frontlines fighting against the global the next shift. It is also a way to spend time Being a nurse is similar. We desire to see
pandemic. with my family safely,” says Gipe. everyone live as healthy a life as possible —
Waking up each day at 4:30 a.m. and As most tennis-teaching professionals and to live life to the fullest.”
arriving for work just 90 minutes later, know, working with students on court can One thing that has become abundantly
Kristie’s 10-12 hour shifts traditionally quickly fill an open calendar, yet despite clear for Kristie is that the time people
kept her in the OR as a circulating nurse. her busy nursing schedule, Kristie’s goal spend on the court learning and playing
However, COVID-19 changed everything. is to do both effectively. “I would love to tennis brings about a level of mental
“We had to shut down elective surgeries be able to blend both nursing and tennis health that is much needed and perhaps
— and as a trauma center, keep a skeleton as I am passionate about both,” says Gipe. overlooked. “I think these COVID times
staff for emergency cases only,” Gipe “I love it [being on court] so much and have taught us how important it is to have a
said. “I have been reassigned to the ICU am sure I will have tennis and nursing in release and place of enjoyment to maintain
where I am on a team supporting the my future, but I have yet to figure out just good mental health,” says Gipe. “What
primary nurse who is now having to take what that looks like.” tennis pros do is so very meaningful. I am
on more patients. I do anything that will A former collegiate tennis player, Kristie proud to be a part of both worlds of healing
give the primary nurse more time, which, was the No. 1 singles player at her NAIA and health — one is not more important
unfortunately, has included (almost daily) school and No. 2 in doubles in the nation. than the other. The nursing world is
prepping the bodies of those deceased and After playing on the tour for a few years, highlighted at this time because of these
taking them to the morgue.” she transitioned to tennis teaching — unprecedented times.” *
Installed as a charge nurse for the joining the USPTA a few years later. “The
Photo courtesy of Kristie Gipe

Emergency Convalescent Unit in April USPTA has given me the motivation to
2020, Kristie’s job was to assist COVID- never be stagnant but to remain excited
positive patients abandoned by their about teaching tennis,” says Gipe. “It has
medical facilities. “That first wave slowed allowed me to network with other teaching
down around June when I was able to professionals, which broadened my
return to the OR,” says Gipe. “This new perspective on teaching the same material
wave has been rapidly increasing since to various ages and levels of players.” On
early November.” To stay as physically safe achieving the status of Elite Pro, Kristie
as possible, Gipe continues to take all the says it is very important to her. “I worked
necessary precautions possible. “I wear hard to gain this level when there were
PPE, which includes two masks, one being fewer women in the ranks. Because the
an N95 face shield, gown and gloves,” says USPTA is such a large organization, if I am
Gipe. “I get my scrubs at the hospital, so collaborating with other pros, there is an
none of my clothing comes home with understanding of my abilities before we
me. The things I do wear home stay in the even walk on the court.”
garage. I have had to remain more isolated With love for the sport of tennis that
to ensure that I do not put my patients is highlighted by hitting with her sons,
at risk and have remained secluded from making new friends, and maintaining
family for their safety.” mobility as life marches on, Kristie can

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Financial Update USPTA
2020 USPTA Financials

John R. Embree, USPTA CEO
I n our effort to be fully transparent about the financial performance of the USPTA, please see the charts below which compare what
was budgeted for 2020 versus our actuals. As you will learn, we had budgeted a slight loss for the year of $60,000. Because of COVID 19
and the impact that it had on our association, we were forced to pivot and manage our expenses against a significant decline in revenue.
The positive result is that we were able to produce a surplus of $100,000, which is an outstanding accomplishment against the most
challenging economic time in recent memory. Twenty-twenty is now the eighth consecutive year where we have delivered an operating
surplus of revenue over expenses. *
Revenue Budgeted Revenue as of December 31, 2020

$5,080,850
Actual Revenue as of December 31, 2020
$4,271,942
27% 25%
51% 5%
55%
8%
8%
8%
5% 6%
Expenses Budgeted Expenses as of December 31, 2020

$5,143,259
Actual Expenses as of December 31, 2020
$4,171,869
4% 4%
24% 19%
4%
58%
6% 67%
4%
5%
3%
2%

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The Boardroom USPTA
and leagues year-round in the Windy

City. Specifically, Davis operates platform
tennis programming in Chicago on
Wednesday nights through the summer.
It is always a social event and creates
Career Tennis Pros different streams of revenue.

It is also worth noting, as Davis
Should Get Certified for

commented, that “travel platform is
really common among the country clubs
on the North Shore.” Simultaneously,
Platform Tennis there are, perhaps surprisingly, fewer

men’s and women’s tennis teams that
enter interclub competitions. There are
Bill Mountford, USPTA Vice President regular practices and drills for nearly all
F or practical reasons, such as assuring

that the best opportunities exist for
the most secure and lucrative jobs, USPTA
committed to their profession; someone
who has worked to stand out among
their peers, in much the same way the
of these teams, so it is a virtuous cycle for
entrepreneurial organizers.
Based on his personal experiences,
members should consider becoming employer wants their program to stand Davis advises fellow USPTA members to
certified in platform tennis. out among other programs.” “get your certification for other racquet
Increasingly in the Northeast U.S., and McMahon and his associates often sports, especially after COVID, because
especially around the greater Midwest, gather dozens of highly qualified you will not obtain consideration for top
the coveted year-round director of applicants for an attractive job opening. jobs without these designations.”
racquets positions are going to applicants But the question he asks many times is, Our business continues to evolve,
prepared to coach and manage platform “Why wouldn’t you do everything possible and both club managers and search
tennis during the cold weather months to separate yourself from the group?” committees are demanding more
as well as the traditional summer-time Often these roles become a matter of qualifications from their racquet sports
tennis programming and management. elimination. The search committees professionals. In these “hotbed” areas
In the “old days,” this was surely not the are looking at resumes to assess which for platform tennis, it will become
case. Platform tennis would have been an applicants do not measure up to all aspects increasingly difficult to get an interview
“add-on” responsibility. of the prospective job. If you are short for the most coveted positions without
The management of drills and clinics, in one area but outstanding in most, you appropriate certification and knowledge
and the organization of teams and events, might get eliminated before even receiving to deliver this growing activity.
has striking similarities to the traditional the opportunity to present yourself. Becoming certified as a USPTA
director of tennis roles. It is a skill set From a financial standpoint, an Platform Professional or Elite
that USPTA Elite Professionals will have increasing number of USPTA members Professional is worth persuing. Please
acquired over time. It is worth noting can significantly enhance their income visit uspta.com for more information.
that search committees at prestigious when coaching and directing platform While in-person certifications were
clubs are looking for more these days. The tennis as they have traditionally done practically eliminated during the
“qualification” of this certification can with “just” tennis. In northern climates, pandemic, they will soon be ramped up,
differentiate USPTA members from other where platform tennis is concentrated, and we encourage all interested members
applicants, or in extreme cases, assure that tennis has a shorter outdoor season. to get platform tennis certified for the
an applicant will receive consideration. Increasingly, the “best jobs” are going to 2021/22 season. *
Mark McMahon, the founder and those applicants who are as adept with
Photo courtesy of Rj Lerich
president of McMahon 10s — who organizing and instructing platform

leads searches for some of the most as they are with conventional tennis
prestigious director positions in the programming and responsibilities.
U.S., feels strongly about this topic. He Matt Davis of Park Ridge Country Club
believes that it relates to perception with in the suburbs of Chicago — who also
those doing the hiring. McMahon says, co-chairs the USPTA Platform Tennis
“Employers want to hire a person who is committee, is case in point. He runs clinics

USPTA What’s the Dill?
Linda Paulding: A Champion for

Diversity and Inclusion
Dillon Chustz, USPTA Director of Membership
T he USPTA is made up of members

serving our sport in a multitude
of ways. Aside from those laying the
Originally from Alabama, Linda played
collegiate tennis at Tuskegee University.
After graduation, she found herself in
Serena Williams, Roger Federer, and
Maria Sharapova at the US Open and
Indian Wells. Beneath all these career
foundation on court, the USPTA is Atlanta, GA, transitioning from player to milestones, Linda’s work on the court,
represented by officials, administrators, coach. In 1991, a series of opportunities including acting as an early confidant to
writers, and philanthropists, proving that landed Linda in the role of Minority Richard Williams and his two future stars,
a tennis professional’s role truly is what Participation Coordinator (now known as has remained the bedrock of her service to
you make of it. One such member is Linda Diversity and Inclusion Coordinator) for our sport. Linda continues to teach in and
Paulding of Palm Springs, CA. When I the USTA! In this position, Linda helped around the Palm Springs area, even amid
encounter members with as infectious establish inclusivity for African American the pandemic.
a personality as Linda’s, it leads me to tennis players — and as a correspondent I am always amazed by the
learn more about their history with the and volunteer, she helped organize the extraordinary ways in which you all
sport and the USPTA. Linda has not only tennis portion of the 1996 Olympic are influencing our industry. USPTA
served the tennis industry as a coach and Summer Games. As if these contributions members are continually reshaping the
journalist but also as an ambassador, were not enough, Linda’s responsibilities role of “coach” into an incredibly complex
volunteer, and perhaps in her most functioned as a perfect segue into her and versatile one, perfectly pointed in the
esteemed role as the USTA’s first Minority work as a journalist for “Black Tennis direction of our association’s future. It
Participation Coordinator. Needless to Magazine.” Linda regaled me with stories serves the USPTA in more ways than I can
say, Linda has been busy! of press conference interviews with express. Keep doing great work, folks! *
NATIONAL BOARD OF DIRECTORS ADDVANTAGE MAGAZINE

President................................................................. Feisal Hassan Editor...................................................................................... Jim Burke ADDvantage is published monthly by the
Managing Editor......................................................... Mike Calendrillo United States Professional Tennis Association.
First Vice President.............................................Richard Slivocka
Layout/Design.............................................................Kevin Karczewski The opinions expressed in ADDvantage are
Vice Presidents...............Lane Evans, Mark Faber, Trish Faulkner, Editorial Assistance .............................Alegna Hollis, Ramona Husaru, those of the authors and not necessarily those
Jason Gilbert, Bill Mountford Sid Newcomb, Fred Viancos, Ellen Weatherford of ADDvantage or the United States
Professional Tennis Association.
Immediate Past President............................................ Gary Trost Circulation..................................................................... Trevor Trudelle
USPTA World Headquarters Copyright© United States Professional Tennis
CEO...........................................................................John Embree Association, Inc. 2021. All rights reserved.
11961 Performance Dr. Reproduction of any portion of the magazine
Legal Counsel........................................................George Parnell Orlando, FL 32827 is not permitted without written permission
407-634-3050 – www.uspta.com from the USPTA.
60 - ADDvantage Magazine April 2021

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HEALTH & FITNESS APPAREL RACQUET SPORTS FOOTWEAR

Ripp Park, Waunakee, Wisconsin

Contents April 2021

4 Our Serve Retailers & Vendors

11 Tennis loses champion Amping Up Courts Mood Treat

49 Vice President's Message

Read more articles online at www.ADDvantageUSPTA.com 59 The Boardroom

2 RACQUET SPORTS INDUSTRY April 2021 www.tennisindustrymag.com

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Silver Linings EDITOR

As tragic as this pandemic has been, MANAGING EDITOR

tennis participation is reaching CREATIVE DIRECTOR

unprecedented heights. SENIOR EDITOR

4 RACQUET SPORTS INDUSTRY April 2021 www.tennisindustrymag.com

PERIOR INDUSTRY-LEADING WARRANTIES

IndustryNews Information to help you run your business

Surges in 2020, Up 44% forward key industry partnerships and

report, produced by Sports Marketing seen nearly 40 percent growth in 2020,

www.tennisindustrymag.com April 2021 RACQUET SPORTS INDUSTRY 7

Grand Prize winners will be featured on

8 RACQUET SPORTS INDUSTRY April 2021 www.tennisindustrymag.com

Van der Meer to be Inducted

Teaching legend Dennis Van der

cancelled due to COVID-19, and there-

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“Hot New Racquets”

Top-Selling Tennis Shoes

1. K-Swiss Hypercourt Express 2

1. Babolat RPM Blast

(Source: Tennis Industry Association)

10 RACQUET SPORTS INDUSTRY April 2021 www.tennisindustrymag.com

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two years later, he began his career as

PTR Announces Two New

Wilson Introduces Colorful

Watch tor of tennis and sports manager at Long

12 RACQUET SPORTS INDUSTRY April 2021

a friend of mine since the early 1970s,

Remembering Luigi enough to win the city-wide Parks MRT Instructors

St. George, Utah

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14 RACQUET SPORTS INDUSTRY April 2021 www.tennisindustrymag.com

FLEX BOOSTER lets

* Game-winning control included. Game-controlling remote, not included. Or invented.

SPECIALTY RETAILERS the detriment of tennis specialty stores.

downs of vendor relationships, from media and research firm Digital

and vendors. Part I examines the retail-

Retailers are struggling with

16 RACQUET SPORTS INDUSTRY April 2021 www.tennisindustrymag.com

Mason: [One vendor in particular] has

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RSI: What actions can vendors take

Blume: Stop selling DTC! Stop with-

a lack of inventory from the manufac-

18 RACQUET SPORTS INDUSTRY April 2021 www.tennisindustrymag.com

iGENIE Ball Machine

HalfPage-InsideTennis.indd 1 11/17/19 2:19 PM

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too sedentary and unhealthy, so we

22 RACQUET SPORTS INDUSTRY April 2021 www.tennisindustrymag.com

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