April 2007

Volume 35 Number 4 $5.00

SERVING UP SATISFACTION!
Customer Service Tips
for Winning Facilities

Are You Safe

From Accidents
and Lawsuits?
Contents R S I A P R I L

INDUSTRY NEWS
2 0 0 7

7 Wilson launches [K]Factor in

Las Vegas Gala
7 TTC, ESPN team up for Grand Slam
coverage
9 PTR presents annual awards
at Symposium
10 Lee Tennis partners with
Jose Higueras
10 Babolat introduces new Aeropro
Drive with Cortex
11 USTA to celebrate African-
Amercan contributions
11 Barth, Rossi named PTR Master
FEATURES Professionals
12 Deco named all-weather surface
26 Satisfaction Guaranteed! of the PTR
Your customers are the most important people in the world. You need to
do everything you can to keep them wanting more. 14 Head brings out four new Metallix
30 Smart Tennis squash frames
The USTA’s Tennis & Education Foundation is focused on growing the
game and helping its youngest players.
15 Dunlop sponsors junior “Points
Race”
32 Safe & Sound 15 USPTA kicks off 2007 Tournament
Accidents, injuries, and lawsuits can devastate your business. Here’s how
you can help reduce problems that might crop up at your facility. Series
38 Fine Point 18 Head extends partnership with
For the seven residential court winners in the Distinguished Facility-of-the- Beach Tennis USA
Year Awards, construction excellence is all in the details.
18 Calif. stringer sets record at TTC
Open competition

DEPARTMENTS
4 Our Serve 42 String Playtest: Pro Supex Big Ace
20 Marketing Success 44 Ask the Experts
22 Your Finances 46 Tips and Techniques
24 The Master Pros 48 Your Serve, by Liza Horan

April 2007 RACQUET SPORTS INDUSTRY 3

Our Serve
(Incorporating Racquet Tech and Tennis Industry)

Recognizing the Best Publishers

David Bone Jeff Williams

E very year, the International Tennis Hall of Fame inducts

three or four people who have had a major impact on
tennis, whether as a pro player or as a “contributor” to the
Editor-in-Chief
Crawford Lindsey

Editorial Director
Peter Francesconi
game, such as a media member, coach, administrator, or
Associate Editor
official. Those chosen to be in the Hall by the international Greg Raven
panel that selects them are certainly all more than worthy to Design/Art Director
Kristine Thom
receive this honor.
There is, though, one person who has yet to make it into the Hall, and we Contributing Editors
Cynthia Cantrell
think he deserves to be there. It’s time to induct Dennis Van der Meer.
Rod Cross
No one has had such a direct impact on thousands, maybe hundreds of thou- Kristen Daley
sands, of recreational players throughout the world than has Van der Meer. He Joe Dinoffer
has taught more people to play and teach tennis than anyone in the history of Liza Horan
Andrew Lavallee
the game. He’s a coach, innovator, advocate, and tireless promoter for the sport,
James Martin
as he has been for decades. Chris Nicholson
Van der Meer has personally taught thousands to play this game. And through Bob Patterson
the thousands of coaches he has influenced through the Professional Tennis Reg- Cynthia Sherman
istry, which he founded in 1976, his influence in tennis probably extends to mil-
RACQUET SPORTS INDUSTRY
lions of recreational players. And it’s not just in this country, it’s worldwide—the Corporate Offices
PTR currently has more than 12,700 members in 126 countries. 330 Main St., Vista, CA 92084
Earlier in his career, Van der Meer coached both Margaret Court and Billie Phone: 760-536-1177 Fax: 760-536-1171
Email: RSI@racquetTECH.com
Jean King. He was in King’s corner during the famous Battle of the Sexes with
Website: www.racquetTECH.com
Bobby Riggs. In 1972, the U.S. State Department cited him for Exceptional Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time
Coaching Performance in the Middle East, and in 1989, he received the Healthy
American Fitness Award. He was named Developmental Coach of the Year by Advertising Director
John Hanna
the U.S. Olympic Committee in 1997.
770-650-1102, x.125
Over the course of his career, in addition to helping recreational players learn hanna@knowatlanta.com
and excel at tennis, he’s also coached men and women pro tour players. And he
and the PTR also are leaders—not just in the U.S., but internationally—in spread- Apparel Advertising
Cynthia Sherman
ing tennis to wheelchair players and physically and mentally challenged players,
203-263-5243
too. cstennisindustry@earthlink.net
Nominations for the 2008 Hall of Fame induction close April 1 (visit Racquet Sports Industry (USPS 347-8300. ISSN 0191-
www.tennisfame.com to submit nominations), and I know there are plenty of 5851) is published 10 times per year: monthly Janu-
ary through August and combined issues in
worthy contributors to the sport who deserve—one day—to be in the Interna-
September/October and November/December by
tional Tennis Hall of Fame. But now, it’s time we recognize the one person who Tennis Industry and USRSA, 330 Main St., Vista, CA
simply far and away has had such a major, positive impact on this worldwide 92084. Periodicals postage paid at Hurley, NY 12443
and additional mailing offices. April 2007, Volume
sport. 35, Number 4 © 2007 by USRSA and Tennis Industry.
Induction into the Hall of Fame in the “Contributor” category is based on All rights reserved. Racquet Sports Industry, RSI and
logo are trademarks of USRSA. Printed in the U.S.A.
“exceptional contributions that have furthered the growth, reputation, and char-
Phone advertising: 770-650-1102 x 125. Phone circu-
acter of the sport.” That, in a nutshell, is exactly what Dennis Van der Meer has lation and editorial: 760-536-1177. Yearly subscrip-
been doing for more than 50 years—better than anyone else in the history of tions $25 in the U.S., $40 elsewhere. POSTMASTER:
Send address changes to Racquet Sports Industry,
this sport.
330 Main St., Vista, CA 92084.

Peter Francesconi
Editorial Director RSI is the official magazine of the USRSA, TIA,and ASBA

4 RACQUET SPORTS INDUSTRY April 2007

 R S I A P R I L 2 0 0 7

INDUSTRY NEWS
INFORMATION TO HELP YOU RUN YOUR BUSINESS

Wilson Launches “[K]Factor” Racquets in Vegas Gala

n what may well have graphed racquet bags used by

I been the largest global

product launch ever in
tennis, Wilson Racquet
Federer at the Australian Open,
each of which had a different
[K]Factor teaser message.
Sports brought nearly 600 The Vegas event started with
people to Las Vegas at the a short video showing the histo-
end of February to formally ry of tennis and Wilson. The
debut 10 new “[K]Factor” opening night also included a
racquets. The gala event, magician who did a show incor-
which took place at Cae- porating the new racquets and
sar’s Palace (with a playtest various Wilson personnel. On
of the new frames at a local the second day, there were ses-
facility) from Feb. 27 to sions on the new technologies,
March 2, included key Wil- marketing, and accessories
son dealers from the U.S. (there also are new strings and
and hundreds from about grips to go along with the new
50 other countries. frames, and an
Some of the new rac- extensive
quets have been out since and inno-
January, timed to Wilson-endorsed pro Roger Federer’s play in vative bag line).
the Australian Open. However, the technology behind the Pro players Mardy Fish (No. 22)
frames was not publicly released until the Vegas event. and Dmitry Tursunov (No. 21) also
“This week is about our customers and our people,” Wilson were on hand in Vegas. The rac-
Racquet Sports General Manager Jon Muir told the crowd. quet, says Fish, “has great control
“You’re really the ones who get it done for us; you ultimately and great feel, and that’s a big
drive our brand. We want you to feel the personal level of the part of my game.” In developing
brand.” the [K]Factor line, Wilson used
Wilson says [K]Factor is actually “four exclusive technology input from pro players, including
innovations” that work together as a “true technology system,” Federer.
all designed to give every player—from beginners to world No. Wilson announced it will build an
1 Federer—more control, or as Wilson puts it, more “innovation center” at its Chicago
“[K]ontrol.” (See page 8 for more details on [K]Factor and the headquarters. “The lifeblood of this
new racquets.) company is product,” said Wilson Presi-
“[K]Factor itself is not one thing,” said Muir. “It’s multiple dent Chris Considine. “We’ll give our
technologies that work together differently in each frame to research and development team a place
maximize that frame.” to tinker.” He also invited dealers to visit
The four new technologies are not found in every [K]Factor their new headquarters any time.
frame. “We’ve narrowed it down to which ones apply the best Considine said Wilson did more than
to each player type,” says Muir. Ultimately, he says, [K]Factor $500 million in racquet sports sales last
racquets will add 64 percent more control to a player’s game. year, and is positioned to reach $750
One Wilson source said that for the Vegas event, the com- million. “We are hell-bent on growing
pany brought in more than 7 tons of product and materials on our business at least 25 percent in the
120 pallets. Wilson also created a “[K]oncept Lounge,” where next few years,” he said. “We want to
they displayed much of their product line, but also had on dis- make sure we’re catering to all con-
play the actual Davis Cup trophy, along with seven auto- sumer types.”

7 RACQUET SPORTS INDUSTRY April 2007

 A P R I L 2 0 0 7
INDUSTRYNEWS
Wilson Debuts 10 New [K]One
Technologies: [K]arophite
[K]Factor Frames Black, [K]onnector, [K]ompact
Center, [K]ontour Yoke
W
ilson says its new [K]Factor line of racquets Swing: Slow and compact
uses four technologies to create three key Power: High
Headsize: 122 sq. in.
benefits—increased feel, more strength Strung Weight: 9.4 oz.
and stability, and a bigger sweetspot—all adding Length: 27.5 in.
String Pattern: 16 x 19
up to 64 percent more control. Balance: 11 points head-heavy
The four technologies are: Cross Section: 30 mm
Q [K]arophite Black: a struc-
List Price: $350
ture that Wilson says
strengthens the integrity of
the frame by using Carbon [K]Three
Black nano fiber to Technologies: [K]arophite
Black, [K]ompact Center,
“bridge” graphite fibers [K]ontour Yoke,Triad Technology
and SiO2 molecules to Swing: Slow and compact
Power: High
create a stronger, denser frame Headsize: 115 sq. in.
material. Strung Weight: 9.5 oz.
Q [K]onnector: Two external “wings” molded into Length: 27.5 in.
String Pattern: 16 x 19
each side of the hoop that contract and expand Balance: 8 points head-heavy
like a trampoline when the ball impacts the Cross Section: 30 mm
List Price: $300
string bed, increasing dwell time of the ball
while providing greater control and comfort
with a larger sweetspot, says Wilson.
Q [K]ontour Yoke: A new shape for the frame that [K]Four 112
Technologies: [K]arophite
Wilson says enhances stiffness at key stress
Black, [K]onnector, [K]ompact
points, for improved torsional stability.
Q [K]ompact Center: A new design innovation
Center, [K]ontour Yoke
Swing: Medium
Power: Medium
that Wilson says improves handling and maneu- Headsize: 112 sq. in.
verability and provides additional feel, and is a Strung Weight: 9.7 oz.
Length: 27.5 in.
direct result of input from world No. 1 player
String Pattern: 16 x 20
Roger Federer. Balance: 6 points head-heavy
Cross Section: 29.5 mm
Not all [K]Factor racquets have all four of the
List Price: $260
technologies, says Jon Muir, Wilson’s general
manager. Suggested retail prices for the frames
range from $190 to $350.
In addition to the [K]Factor frames, Wilson [K]Four 105
Technologies: [K]arophite
also introduced new bags, strings, and grips. The Black, [K]ompact Center,
[K] Pro Tour bag collection is the same rugged [K]ontour Yoke
Swing: Medium
pieces that the top pros, such as Federer and Jus- Power: Medium
tine Henin-Hardenne, use on the tour. At a slight- Headsize: 105 sq. in.
Strung Weight: 9.9 oz.
ly lower price is the [K] Tour line. Both lines have
Length: 27.25 in.
identical pieces and features. String Pattern: 16 x 19
New string for the [K]Factor Balance: 1 point head-heavy
Cross Section: 28.7 mm
racquets include [K]Gut and List Price: $230
[K]Gut Pro. Also new to
the line is [K]Grip. And
there’s a 26-inch-long
[K]Six.One Tour
junior racquet, the Jun- Technologies: [K]arophite
ior [K]Six.One 26, with Black, [K]ompact Center
Swing: Fast and long
a strung weight of 8.8
Power: Low
ounces and list price of Headsize: 90 sq. in.
$100. Strung Weight: 12.5 oz.
Length: 27 in.
For more informa- String Pattern: 16 x 19
tion, visit Balance: 9 points head-light
Cross Section: 17 mm flat beam
www.wilson.com or List Price: $220
call 800-WIN-6060.
8 RACQUET SPORTS INDUSTRY April 2007
[K]Six.One
Technologies: [K]arophite Black
Swing: Fast and long
Power: Low
Headsize: 95 sq. in.
Strung Weight: 12.3 oz.
Length: 27 in./27 in./27.5 in.
String Pattern:16 x 18/18 x
20/16 x 18
Balance: 9 points head-light
Cross Section: 22 mm flat beam
List Price: $210
[K]Six.One Team
Technologies: [K]arophite Black
Swing: Fast and long
Power: Low
Headsize: 95 sq. in.
Strung Weight: 10.8 oz.
Length: 27 in.
String Pattern: 18 x 20
Balance: 1 point head-light
Cross Section: 21 mm
List Price: $210
[K]Surge
Technologies: [K]arophite Black
Swing: Medium
Power: Medium
Headsize: 100 sq. in.
Strung Weight: 10.5 oz.
Length: 27 in.
String Pattern: 16 x 19
Balance: 1 point head-light
Cross Section: 26 mm
List Price: $200
[K]Zen
Technologies: [K]arophite
Black, [K]ompact Center,
[K]ontour Yoke
Swing: Fast and long
Power: Low
Headsize: 103 sq. in.
Strung Weight: 11.1 oz.
Length: 27.25 in.
String Pattern: 16 x 19
Balance: 5 points head-light
Cross Section: 26 mm
List Price: $190
[K]Zen Team
Technologies: [K]arophite
Black, [K]ompact Center,
[K]ontour Yoke
Swing: Fast and long
Power: Low
Headsize: 103 sq. in.
Strung Weight: 10.1 oz.
Length: 27.25 in.
String Pattern: 16 x 19
Balance: Even
Cross Section: 26 mm
List Price: $190
 INDUSTRY NEWS

PTR Presents Annual

Awards at Symposium

T
he Professional Tennis Registry
presented its annual awards dur-
ing the 2007 PTR International
Tennis Symposium.
The event, which included more
than 50 seminars and presentations,
a tennis trade show, and the $25,000
Championships, was held Feb. 17 to
24 at the Van der Meer Shipyard Rac-
quet Club on Hilton Head Island, S.C.
Former New
York City Mayor and PTR board
member David Dinkins presented the
PTR awards at the annual banquet.
Q Professional of the Year: Mike Barrell, Eng-
land
Q Wheelchair Pro of the Year: Harlon Matthews,
McDonough, Ga.
Q Clinician of the Year: Andy Dowsett, England
Q Tester of the Year: Dani Leal, Montgomery, Ala.
Q Humanitarian Award: Philip Betancourt,
Pueblo, Colo.
Q Volunteer of the Year: Emma Shekerdemian,
England
Q Coach Verdieck Touring Pro Coach of the
Year: Paul Annacone, Tonpanga, Calif.
Q Coach Verdieck College Coach of the Year:
Adam Steinberg, Malibu, Calif.
Q Coach Verdieck High School Coach of the
Year: Paul Fisher, Fairfax, Va.
Q Male Player of the Year: Julien Heine, Laguna
Niguel, Calif.
Q Female Player of the Year: Ashley Mitchell,
Charlotte, N.C.
Q Public Facility of the Year: Arthur Ashe Youth
Tennis & Education, Philadelphia
Q Private Facility of the Year: Cherry Hill Health
& Racquet Club, Cherry Hill, N.J.
Q Media Excellence Award: Net News, John
Hanna, publisher, Atlanta
Q PTR-USTA Community Service Award: Greg
Mahosky, Lake Ozark, Mo.
Q PTR-TIA Commitment to the Industry: Leonie
Turack, Columbus, Ohio
In addition, the PTR recognized
several State Members of the Year.
They are: Jeff Gray, Alabama; Jake
Shoemake, Arkansas; Steve Riggs,
California; Frank Adams, Colorado;
Raj Lama, Florida; Tony Niland,
Georgia; Butch Staple, Illinois; Adam
Jasick, Michigan; Patrick Tibbs, Mis-
sissippi; Mark Platt, Missouri; Bill
Mountford, New York; Paul Tollefson,
North Carolina; Lance Lee, Pennsyl-
vania; Sam Kiser, South Carolina;
Murtala Bala Habu, Tennessee; Jack
Thompson, Virginia; Kermit Escame,
Washington.

April 2007 RACQUET SPORTS INDUSTRY 9

 INDUSTRYNEWS A P R I L 2 0 0 7

Lee Tennis Partners With Jose Higueras

L
ee Tennis, the maker of Har-Tru, has formed an official year-long partnership
with Jose Higueras, an international tennis icon and a veteran coach, to pro-
mote the benefits of playing tennis on clay courts. Through Lee Tennis’s sem-
inars, conferences, advertising, and promotional materials, Higueras will reach
out to tennis players and pros about the clay-court playing experience.
“We are thrilled about Higueras’s willingness to transfer his knowledge and
passion about the health of the game to our players and pros alike,” says John
Welborn, director of business development for Lee Tennis. “Jose shares our phi-
losophy of playing the game on clay courts and he’s an advocate of clay tennis
courts, as they are integral to the success of developing new players while retain-
ing existing ones.”
“Being committed to advancing the clay-court experience among tennis play-
ers and pros is my top priority,” says Higueras, founder of Jose Higueras Tennis
of Palm Springs, Calif. “Partnering with Lee Tennis was a natural choice as the
company embodies the same beliefs about taking the game to the next level.
“Playing on clay courts affords my students slide comfort, minimizing the risk
for injuries while maximizing health benefits,” he adds. Higueras won 15 pro tour
tournament titles and ranked in the world Top 10.

Babolat Introduces “Aeropro Drive with Cortex”

C
redit Babolat with helping to jump-start the trend of aerodynamic racquets
when it got Rafael Nadal to hit the court with the Aeropro Drive. But what’s new
for the company? It’s introducing an alternative model of
Nadal’s AeroPro Drive, with the dampening technology
Cortex at the top of the handle. It’s exactly what
Babolat did with Andy Roddick’s racquet (see the
Pure Drive with Cortex). The AeroPro Drive
with Cortex, due out in May, will have a
100-square-inch head, weigh 11.1
ounces, and measure in at 27 inch-
es. It’s designed for 4.5 NTRP
and above players. Visit
www.babolat.com
or call 877-
316-9435.

Wimbledon Levels 3 Honored by USOC

Prize Money
T
hree members of the tennis communi-
ty were honored recently with national

W
imbledon has finally
bowed to public pressure
and agreed to pay
women players as much as the
men, it was announced in Feb-
ruary. It is the first time the All
England Club will offer equal
pay through all rounds of the
tournament. Last year, men's
champion Roger Federer
received $1.170 million and
women's winner Amelie Mau-
resmo got $1.117 million.
awards as part of the USOC Coaching
Recognition Program.
Andy Brandi of Boca Raton, Fla., was
named National Coach of the Year and Nick
Saviano of Davie, Fla., director of Saviano
High Performance Tennis Academy at Sun-
rise Tennis Club Park, was named Develop-
mental Coach of the Year.
In addition, the USOC honored Emilie
Foster of Boerne, Texas, with the “Doc”
Counsilman Science Award for her contribu-
tions in the areas of performance analysis
and injury prevention.

10 RACQUET SPORTS INDUSTRY April 2007

 INDUSTRY NEWS

USTA to Celebrate Top-Selling Racquets Barth, Rossi Named

African-American at Specialty Stores PTR Master Professionals
By year-to-date dollars, January-December 2006
Contributions
R
oy Barth (right),
director of tennis

T
he USTA announced three major Best-Sellers
at Kiawah Island
initiatives to celebrate the contribu- 1. Prince O3 White (MP) $187
Resort in Kiawah, S.C.,
tions of black and African-Ameri- 2. Babolat Pure Drive Team (MP) $161
and Alex Rossi (bottom
can players to the game of tennis. 3. Wilson N Six-One (16x18) (MS) $161
right), director of ten-
4. Prince O3 Blue (OS) $218

Ken Mak
In July, the American Tennis Associa- nis at Club Los Leones
tion (ATA), the oldest African-American 5. Prince O3 Silver (OS) $235
in Santiago, Chile, are
sports organization, will conduct its “Hot New Racquets”
the newest Master Pros
annual national championship in New (Introduced in the past 12 months)
for the Professional
York City and for the first time, plans to 1. Prince O3 Hybrid Hornet (OS) $162
Tennis Registry. The
play final matches at the USTA Billie 2. Prince O3 Hybrid Hornet (MP) $161
two were honored at
Jean King National Tennis Center. The 3. Wilson NPro Open (MP) $166
the PTR’s annual
ATA was founded in 1916 by a group of 4. Babolat Pure Drive Roddick (MP) $171
Awards Banquet on
African-American leaders to promote 5. Prince O3 Hybrid Shark (OS) $172

Ken Mak
Feb. 19 during the
the sport throughout a community that (Source: TIA/Sports Marketing Surveys)
2007 PTR Internation-
had been denied access to facilities and al Tennis Symposium
tournaments. A number of well-known Tennis Racquet Performance on Hilton Head Island, S.C. Barth and
black tennis stars were developed by Specialty Stores, Jan.-Dec. 2006 vs. 2005 Rossi join 25 others who have earned
ATA coaches, notably Althea Gibson and the PTR Master Pro designation. The
Arthur Ashe as well as more contempo- Units 2006 793,836 PTR Master Pro level recognizes those
rary players such as Zina Garrison, Kat- 2005 724,616 who have made significant contribu-
rina Adams, and MaliVai Washington. % Change vs. ’05 10% tions to and broad involvement with
The USTA and the International Ten- Dollars 2006 $105,225,000 tennis over many years.
nis Hall of Fame will showcase a special 2005 $100,249,000
exhibition at the US Open Gallery dur- % Change vs. ’05 5%
ing the 2007 US Open. The exhibition Price 2006 $132.55
will evolve from the year-long exhibit at 2005 $138.35
the Hall of Fame Museum, “Breaking % Change vs. ’05 -4%
the Barriers,” into an expanded presen- (Source: TIA/Sports Marketing Surveys)
tation yet to be named.
In addition to the exhibit at the US
Open, the 50th anniversary of Gibson’s Top-Selling Tennis Shoes
1957 U.S. Nationals title will also be cel- at Specialty Stores
ebrated. Gibson was the first African- By year-to-date dollars, January-December 2006
American woman to win a Grand Slam,
11 years before Arthur Ashe. 1. Adidas Barricade IV $101
2. Nike Air Max Breathe 2 $94
3. Adidas Barricade II $82
LSI Brings Out 4. Prince T10 $81

New Optical System 5. Nike Air Max Breathe 3

(Source: TIA/Sports Marketing Surveys)
$97

L
SI Courtsider Sports Lighting has
a new optical system—ART
(Advanced Reflector Technology)— Top-Selling Tennis Strings
that utilizes a 1000-watt Metal Halide at Specialty Stores
reduced envelope lamp. LSI says ART By year-to-date dollars, Jan.-Dec. 2006
delivers more than 10 percent addi-
tional light to the court area, while 1. Prince Synthetic Gut Duraflex
reducing stray illumination. ART is 2. Wilson NXT
now featured in all Courtsider XL fix- 3. Wilson Sensation
4. Prince Lightning XX
tures. For more information, contact
5. Luxilon Alu Power
513-793-3200.
(Source: TIA/Sports Marketing Surveys)

April 2007 RACQUET SPORTS INDUSTRY 11

 INDUSTRYNEWS A P R I L 2 0 0 7

Deco Named
All-Weather Surface of PTR

T
he PTR has announced a five-year agree-
ment that names DecoTurf as the official
all-weather tennis surface of the PTR.
“PTR is thrilled to be associated with the
court surface provider of the US Open and the Olympics,” says Dan Santorum, CEO
of the PTR. “Our partnership will provide an excellent opportunity for both PTR and
DecoTurf to cross promote businesses.”
“Partnering with PTR and its tennis teaching professionals is a tremendous
opportunity to work closely together and coordinate our efforts to benefit tennis
overall,” says John Graham, managing director of DecoTurf. “Over 40 percent of
DecoTurf’s sales are international, and we look forward to teaming with PTR mem-
bers in 126 countries.”
DecoTurf, headquartered in Andover, Mass., has authorized applicators around
the world. Visit www.decoturf.com or call 800-332-6178 in the U.S, or 978-623-
9980 internationally.

SHORT SETS director for the facility. For information

>CupTickets are on sale for the 2007 Davis
by BNP Paribas Quarterfinal tie
between the U.S. and Spain at the Joel
Coliseum in Winston-Salem, N.C., April 6-
8. Tickets are sold as a three-day series
with prices ranging from $90 to $390,
with VIP packages available. Call 888-484-
USTA (8782).
>theVenus and Serena Williams will play on
U.S. Fed Cup team that will face Bel-
gium in the World Group Quarterfinal at
the Delray Beach Stadium & Tennis Center
in Delray Beach, Fla., on April 21-22. Tick-
ets for the two-day, best-of-five match
series can be purchased by calling 888-
334-USTA (8782). Tickets will be sold as a
two-day series with prices ranging from
$35 to $225, with VIP packages available.
>2007TheWorld
regular season schedule for the
TeamTennis Pro League pre-
sented by Advanta features appearances
by Venus Williams, Pete Sampras, John
McEnroe, Anna Kournikova, Nicole Vaidis-
ova and the Bryan Brothers. The 2007
WTT pro season runs from July 5 to 25.
The top two teams in both the Eastern
and Western Conferences advance to the
WTT Championship Weekend, July 27 to
29, in Roseville, Calif. Visit www.WTT.com.
> Peter Burwash International is now
directing the tennis program at the Four
Seasons Hotel Doha in Doha, Qatar. PBI
has appointed Lukasz Smola as the tennis
about PBI, visit www.pbitennis.com.
>hasZIMpartnered
Corp., an Internet TV broadcaster,
with the International Table
Tennis Federation, the governing body of
international table tennis, to broadcast live
matches on www.zimtv.biz and
www.ittf.com. The strategic partnership
will enable viewers to watch on-line live
matches from the Pro Tour and the World
Junior Tour as well as access more than 100
archived matches.
>("USTheSquash")
U.S. Squash Racquets Association
announced that Cher-
ryPharm All-Natural Tart Cherry Juice will be
the title sponsor of the Team USA Squash
Tour, as well as an Official Supplier of Team
USA Squash and Official Sponsor of US
Squash.
>makeFormer World No. 1 Pete Sampras will
his debut on the Outback Champions
Series at the Champions Cup Boston, May
2-6 at the Agganis Arena at Boston Univer-
sity. Sampras, who won seven Wimbledon
titles en route to his record 14 Grand Slam
singles titles, will compete in additional
Outback Champions Series events later in
the year.
>distribution
Tennis Life magazine has entered into a
agreement with The Sports
Authority in which the publication will be
available at the sports retailer’s 350-plus
stores.

12 RACQUET SPORTS INDUSTRY April 2007

 INDUSTRY NEWS

EWA Duddy Is Newest USRSA Tester

PL T Jim Duddy of the Overland Park (Kan.) Racquet Club is the
O • Wilson players newest USRSA certification tester. He’s been a USRSA Master

C
PE

Roger Federer and Serena Racquet Technician for more than 10 years and has strung for all

H
Williams both won the 2007 Aus- types of players, from beginners to pro tour players. Duddy, a
tralian Open playing with the compa- PTR-certified pro, also has taught tennis for more than 13 years,
ny’s new [K]Factor frames. Federer working with all levels of students, including tour players. A former women's
played with the [K] Six.One, while tennis coach at Rockhurst University in Kansas City, Mo., Duddy currently
Williams played with a prototype frame. teaches tennis at the Overland Park Racquet Club, where he is on staff with
both the Futures Program and the Mike Wolf Tennis Academy.
• Head has signed an agreement with
world No. 1 Amelie Mauresmo of France
that will continue through 2010. Maures-
mo, who won the 2006 Australian Open
and 2006 Wimbledon, will play with
Head’s Flexpoint Radical MP racquet.

• Bill Mountford, the director of tennis at

the USTA Billie Jean King National Tennis
Center in Flushing Meadows, N.Y., will
leave the USTA in April to become the
head of coach relations and competition
at the soon to open National Tennis Cen-
ter in Roehampton, West London.

• Peter Burwash, president of tennis

management firm Peter Burwash Interna-
tional, was named Tennis News 2006 Per-
son of the Year by Bob Larson, publisher
of Daily Tennis News (www.tennisnews.com).

• John McEnroe and Martina Navratilova

will be the lead on-air analysts for The
Tennis Channel during the network’s cov-
erage of the French Open, from May 27
to June 8.

• Charles “Charlie” Grimes, husband of

USTA Chairman and President Jane
Brown Grimes, died on Feb. 5, of pancre-
atic cancer in New York City. He was 71
years old. He was a 1957 graduate of
Yale University, and a member of the
1956 Yale Varsity Crew that won a gold
medal in the 1956 Melbourne Olympics.
Donations can be made to: National Row-
ing Foundation, 67 Mystic Road, Stoning-
ton, CT 06359.

• Dunlop player Tommy Haas won the

Regions Morgan Keegan Championships
in Memphis without losing a set or facing
a single break point all week. Haas, cur-
rently ranked No. 9, defeated Andy Rod-
dick in the final. It was Haas’s first
tournament with the new Dunlop
Aerogel 3Hundred racquet.

April 2007 RACQUET SPORTS INDUSTRY 13

 INDUSTRYNEWS A P R I L 2 0 0 7

18 Courts in Conn. Receive Classic Turf Surface

Classic Turf Co. of Woodbury, Conn.,
recently started work resurfacing the 18
asphalt courts overseen by the Trumbull
(Conn.) Park and Recreation. “All of the
courts were cracked, and 12 were closed
down completely because they were
dangerous to players,” says Tumer Eren,
president of Classic Turf, which manufac-
tures and installs a cushioned sheet-
goods surface system. “They kept
repairing the same problems over and
over, and decided to finally go with a
soft, comfortable surface that won’t
crack.” The project is expected to be completed in the summer. For more
information, contact 800-246-7951 or visit www.Classicturf.org.

Head to Introduce Metallix Squash Frames

H
ead will introduce four racquets this summer as part of its Metallix
series: The Metallix 160 (used by world No. 2 David Palmer), the
Metallix 140 (used by sisters Natalie and Rachel Grinham),
the Metallix 130 and the Metallix 150
Head says its Metallix is one of the lightest and
strongest new materials made today, giving players a
lighter, stronger, and more powerful racquet. It con-
sists of a specially-designed matrix of carbon
fibers and a crystalline metal alloy that has a grain
size 1,000 times smaller than that of a typical
metal. The decreased grain size translates to an
increase in strength, says the company. Visit
www.head.com.

Babolat Introduces Propulse Shoe

T
op American player Andy Roddick is playing with the new Babolat Propulse ten-
nis shoe, which he started wearing at the 2007 Australian Open. The newest
model in the Babolat footwear range, the Propulse has Roddick’s signature.
“During a match, shoes are subjected to extreme conditions,” says Roddick. “I
particularly appreciate the traction and quick acceleration I get with the Propulse.”
Roddick has been playing with Babolat racquets and strings since 1999 and wearing
Babolat shoes since August 2005.
Babolat says the shoe features three groundbreaking innovations:
Q Michelin rubber outsole compound, developed by the engineers at Michelin to
provide durability;
Q Exclusive Michelin outsole sculpture, to help max-
imize grip on all court surfaces through Michelin’s
Optimized Cell System (OCS), a technology
used in auto racing;
Q Exact Pro Propulsion system
in the forefoot that works
like a booster to recover
faster in lateral move-
ments. For information,
visit www.babolat.com.

14 RACQUET SPORTS INDUSTRY Arpil 2007


Balle de Match Adds
Reps, Expands in Canada
A
pparel maker Balle de Match has added new sales reps
in the U.S., and the company has become a partner
with the Tennis Professionals Association (TPA), part
of Tennis Canada, the governing body of tennis in Canada.
Kit Rohm and Vicky Franz, former sub reps for Ellesse
and Lotto in Orange County, are now managing the South-
ern California region for Balle de Match exclusively. In
Florida, the company added Mari Workman and Lisa
Durkin. Also, Terry Gratz and Laurie Bouch will manage
sales in the Northeast and Southeast regions.
The two-year agreement with the tennis pro association
in Canada will give the 1,600 TPA members the opportu-
nity to purchase Balle de Match apparel on a “preferred”
basis. The company will offer special packages to mem-
bers, including a warm-up designed specifically for the
TPA.
“Having TPA members wear our product will enhance
our brand awareness with consumers, which will help
drive sales at retail,” says Balle de Match co-owner John
Embree.
Dunlop Sponsors
Junior “Points Race”
D
unlop Sports Group Americas and the USTA South-
ern Section announced Dunlop’s sponsorship of
the D-Squad Points Race competition in the South-
ern Regional Bullfrog Junior Tennis Circuit, which
kicked off in early February in Jackson, Miss.
Players who compete in at least four of the eight
Bullfrog Tennis Tournaments held throughout the South
will garner points as they advance into and beyond the
quarterfinal rounds—ranging from 3 points for reaching
the quarters to 10 points for the winner. The overall
winners in the boys and girls categories will have their
names engraved on the Dunlop Cup Legacy Trophy,
which will be on permanent display at the USTA South-
ern Section office in Atlanta. Each winner will also be
presented with a personal Dunlop Cup trophy.
The top three total point finishers in each age group
(12s, 14s, 16s, and 18s) of boys and girls will receive a
variety of premium Dunlop tennis products based on
their performance in the D-Squad Points Race. These
awards will include Dunlop’s Aerogel racquets, clothing,
and a variety of Dunlop bags, grips, and other acces-
sories from its 2007 line.
“Dunlop is excited about its renewed commitment
to junior tennis,” says Kai Nitsche, general manager of
racquet sports. “We are extremely proud of our D-
Squad team of sponsored players and see the Dunlop
Cup as a way of further expanding our efforts to junior
tennis overall.”
INDUSTRY NEWS
Georgia, Georgia Tech
Win Team Indoor Titles
T
op-seeded Georgia beat No. 2 Ohio State 4-0 in the final at the
USTA/Intercollegiate Tennis Association National Men's Team
Indoor Championships at Midtown Tennis Club in Chicago.
It’s Georgia's second straight team Indoor title. The Bulldogs have
now won 38 of their last 39 matches over the past two seasons.
This event, which features 16 of the nation's top programs,
has crowned a national indoor champion every year since 1973.
This is the second time in three years Midtown Tennis Club and
the University of Illinois have served as hosts.
For the women, fourth-seeded Georgia Tech beat Notre Dame
4-2 in the final at the USTA/ITA National Women's Team Indoor
Championships at the University of Wisconsin's A.C. Nielsen Ten-
nis Stadium in Madison. Earlier, in the semifinals, Georgia Tech
handed No. 1 Stanford its first loss since May 18, 2003. Stanford
had won its last 89 matches, an NCAA Division I women's tennis
record, before falling 4-3 to Tech.
"We keep telling our players it's all about taking things day by
day and just try to keep getting better, that good things will
come," Georgia Tech coach Bryan Shelton said. "We'll be able to
really appreciate this win down the road, but right now we just
want to hold on to the mentality of looking to improve every day.
I think we're heading in the right direction."
In Division 3, the University of California-Santa Cruz beat
Claremont-Mudd-Scripps to claim the ITA Men’s National Team
Indoor Title.
USPTA Kicks Off 2007 Tournament Series
I
n 2007 the USPTA will once again offer its members the chance
to earn prize money and ranking points through
its USPTA National Surface Championship Series.
USPTA members will test their playing skills
beginning with the USPTA Clay Court Championships
set for May 4-7. The event is presented by the USPTA
Florida Division and the Ibis Golf and Country Club in
West Palm Beach, Fla. Total prize money for this tournament is
$8,000. The tournament will feature events in men’s and women’s
35s, 45s, 55s, and Open divisions in singles and doubles.
The series will give USPTA members the flexibility and opportu-
nity to compete on various surfaces. The national tournaments are
open to Professional-Level members in good standing.
For additional information, contact 800-USPTA-4U. USPTA Pro-
fessionals may log in to the “members only” section of
www.uspta.com for an application.
2007 USPTA National Surface Championship Series schedule:
Q USPTA Clay Court Championships, May 4-7, Ibis Golf and Country Club, West Palm
Beach, Fla. Tournament director: Chuck Gill, 561-624-8900; USPTA contact: Todd Rue-
disili
Q USPTA Grass Court Championships, Aug. 24-26, Philadelphia Cricket Club, Philadel-
phia. Tournament director: Ian Crookenden, 215-247-6290.
Q USPTA International Championships, Sept. 17-21, Saddlebrook Resort, Wesley Chapel,
Fla. Tournament director & USPTA contact: Frank Kelly, 512-453-7249.
Q USPTA Hard Court Championships, Oct. 27-29, Hollytree County Club and Tyler Ten-
nis & Swim Club, Tyler, Texas. Tournament directors: Jim Sciarro, 903-581-7788 &
Guillaume Gauthier, 903-561-3014; USPTA contact: Frank Kelly, 512-453-7249.
April 2007 RACQUET SPORTS INDUSTRY 15
2007
Q : WHAT IS THE DIFFERENCE
BETWEEN WINNING AND LOSING?

A: [K]ONTROL
IS THE DIFFERENCE

IN 2006
FACT

THE PLAYERS WHO HAD THE FEWEST UNFORCED ERRORS

WON A COMBINED 74% OF THE TIME
*
*on average of all 4 grand slams®

POWER IS NOTHING
RESULT

WITHOUT [K]ONTROL
[k]ontrol your shots [k]ontrol your results
[k]ontrol your game [k]ontrol your destiny

D E F I N I N G [ K ] F A C T O R

what is [k]? what is factor?

the [k] represents the four new by definition, "factor" represents
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which result in enhanced [k]ontrol to the production of a result

wilson [k]factor combines the next generation in

nanotechnology™ and unique frame engineering
innovations, that result in the ultimate line of
[k]ontrol rackets for all player types
 [K]EY FEATURES

[1] [k]arophite black™

a proprietary next generation structure created through a unique process at the
nanoscopic level resulting in more feel and a stronger and more stable racket.

ordinary racket ncode® racket [k]factor™ racket

[k]factor racket
nanoscopic view

[k]arophite black™
new structure

[2] [k]onnector™
2 external wings molded into
each side of the hoop to increase the
dwell time of the ball upon impact.
this provides greater control and
comfort with a larger sweet spot.

[3] [k]ontour yoke™

new frame engineering technology
that enhances stiffness at key
new
shaped
stress points on the racket for yoke
improved torsional stability.

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new industrial design innovation
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by #1 in the world roger federer.

4 [k]ey technologies: [k]arophite black [k]onnector [k]ontour yoke [k]ompact center

3 [k]ey benefits: increased feel + more strength & stability + bigger sweet spot
[k]factor = 4 [k]ubed = 64% more [k]ontrol*
*41% stronger compared to a regular graphite racket + 23% more torsional stability based on off-center testing compared to a volcanic cross section = 64% more [K]ontrol
 [K] ONE™
Swing Index 1 / Slow & Compact
Headsize 122"
Strung Weight 9.4 oz
Balance 11 pts HH
List $350

[k]arophite black™ [k]onnector™ [k]ompact center™ [k]ontour yoke™ double hole™

the flagship of the [k]factor line loaded with all the latest technological features including
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explosive shots with unmatched [k]ontrol, the [k] one is an almost unfair advantage on court.

[K] THREE™
Swing Index 3 / Slow & Compact
Headsize 115"
Strung Weight 9.5 oz
Balance 8 pts HH
List $300

[k]arophite black™ [k]ompact center™ [k]ontour yoke™ triad® technology double hole™

a winning combination of power, [k]ontrol and [k]omfort in a lightweight and forgiving racket
for players who refuse to [k]ompromise with their equipment. [k]factor technology combined
with the proven triad system makes this lightweight frame an all court classic.
 [K] FOUR™ 112
Swing Index 4 / Medium
Headsize 112"
Strung Weight 9.7 oz
Balance 6 pts HH
List $260

[k]arophite black™ [k]onnector™ [k]ompact center™ [k]ontour yoke™ double hole™

the [k] four 112 delivers the ultimate in power and [k]ontrol thanks to [k]factor™ technology.
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[K] FOUR™ 105

Swing Index 4 / Medium
Headsize 105"
Strung Weight 9.9 oz
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List $230

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a new pinnacle of balance has been achieved with this midplus racket which blends power,
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 [K] SIX.ONE™
TOUR

Swing Index 6 / Fast & Long

Headsize 90"
Strung Weight 12.5 oz
Balance 9 pts HL
List $220

[k]arophite black™ [k]ompact center™

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List $210 $210

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Headsize 100"
Strung Weight 10.5 oz
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Swing Index 6 / Fast & Long 6 / Fast & Long
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Balance 5 pts HL Even
List $190 $190

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an excellent frame for all court players of all skill levels, the [k] zen team features many
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 [k] pro tour
The authentic bag collection carried by the
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Racket bags have Thermoguard® and
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with Fluorofibre / Superior Double PU process for a soft feel
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w, wilson, iso-zorb and triad are registered trademarks of wilson sporting goods co.
[k]factor, [k] four, [k] grip, [k] one, [k] six.one, [k] surge, [k] three, [k] zen, [k]arophite
black, [k]ompact, [k]onnector, [k]ontour yoke, nano technology, nanofoam, ntour,
nxt and nzone are trademarks of wilson sporting goods co.

breast cancer research foundation is a trademark of and prevention and a cure in

our lifetime is a registered trademark of the breast cancer research foundation
grand slams is a registered trademark of grand slam tennis tours, inc.
trademarks advertised other than those of wilson sporting goods co.
are properties of their respective companies / ©2007 lorenzo agius photography

wilson sporting goods co. ©2007 wilson sporting goods co.

8700 w. bryn mawr avenue all rights reserved / printed in usa
chicago il 60631 07-0206 / 01.07
1 800 win 6060
INDUSTRYNEWS A P R I L 2 0 0 7

USRSA MEMBER CLASSIFIEDS Head Continues Partnership with Beach Tennis

NOW HIRING TENNIS RACQUET
STRINGER WITH PRIOR STRINGING
EXPERIENCE. Must be reliable,
detail oriented and able to work in
a high-volume and fast-paced
environment. USRSA certification
preferred. Chicago Tennis and Golf
Company has been serving the
tennis community for the last 18
years. Email corinne@ctgc.comor
or call Corinne at 773-588-8884.
HELP WANTED: Racquet
Stringer/Manager wanted, Beverly
Hills, South Bay. Please call Pete
at 310-600-2009.
FOR SALE: Established Tennis &
Health Club in Bristol, Tennessee.
Four Indoor hard courts with com-
plete Nautilus and Free weight
room, three racquetball courts,
basketball, and pro shop. Outdoor
court complex with four clay hydro
courts and two hard courts, club-
house and garage. Our website is
www.toddsmith.usptapro.com or
email toddsbrfc@btes.tv phone
423-341-3484.
H
ead/Penn Racquet Sports has renewed its agreement with Beach Tennis USA to be
the official racquet and ball supplier for its 2007 national tour. Beach Tennis USA,
which launched the new hybrid sport in 2005, kicked off its nine-city pro tour in
Delray Beach, Fla., in mid-March.
"We are excited to have extended our partnership with Beach Tennis USA. This is
just one more outlet for Head to be involved in growing the game of tennis,” says Amy
Wishingrad, promotions manager for Head/Penn Racquet Sports.
Beach tennis is played on a regulation beach volleyball court. Using regulation ten-
nis racquets, two players on each team try to hit a tennis ball back and forth, directly
over the net, without letting it hit the sand. Only one hit per team is allowed on each
volley and scoring is the same as in tennis, with no-ad at deuce. If a player's serve hits
the net and goes over, it counts—just as in beach volleyball.
In related news, Beach Ten-
nis USA announced that its
Charleston, S.C., licensee, Car-
olina Beach Tennis, will hold a
series of beach tennis exhibi-
tions at the Family Circle Cup
in April. Instructional clinics as
well as professional demon-
strations of beach tennis play-
ing techniques will take place
April 10-13 on-site at the Fami-
ly Circle Cup, which will be
held in Charleston.
To learn more, call (917) 305-
0975 or visit www.beachtennis
usa.net.

California Stringer Sets L E T T E R S

Record At Tennis Channel Pro Says Limit Foreign Players at U.S. Colleges
To the Editor:
Open Competition Colette Lewis may be “a longtime observer,” but she
hasn’t been observing long enough or observing close

A
new stringing champion was crowned at the 2nd
Annual Wilson World Stringing Championships held at
the Tennis Channel Open in Las Vegas in early March.
Stringing his Wilson [K]Factor racquet with an impressive
time of 8 minutes and 46 seconds, Bryan Richter of Irvine,
Calif., set a new competition record, earning the 2007
Championship title and a prize package worth $10,000.
This year’s Wilson World Stringing Championships was
hosted by Wayne Bryan, father of world No. 1 doubles
team Bob and Mike Bryan, and refereed by Dave Bone,
executive director of the U.S. Racquet Stringers Association
(and the co-publisher of Racquet Sports Industry magazine).
Each competitor’s clocked time included unwrapping
the packet of Wilson Reaction string, mounting the rac-
quet, and stringing a 16-main, 18-cross pattern. The six
finalists had each cleared several heats to make it through
to the final round. Besides Richter, who works at the Irvine
Tennis Shop, the finalists were Gilbert Gan of Northridge,
Calif.; Rob Cortney of Voorhees, N.J.; Jim Downes of Balti-
enough. Her opinions concerning limits on foreign tennis
players in U.S. colleges and universities (Your Serve: An
International Flavor, February 2007) are "bad ideas" and
"all wet.”
Older, more experience foreign tennis players who
have been unable to make it in professional tennis are
taking scholarship money from deserving American kids.
Most of this money is U.S. taxpayer dollars.
If a similar thing was happening in football and bas-
ketball, there would be a national uproar. In addition, this
practice is hurting the grassroots efforts of the USPTA
teaching professional to "grow the game." Talk to some
U.S. USPTA pros and get their perspective on U.S. college
tennis and how it impacts "growing the game." Only the
presidents of Division 1 universities can direct the NCAA
to change the rule. Let's hope they take action soon.
John R. Williams
USPTA Professional 1
We welcome your letters and comments. Please email them to rsi@racquetTECH.com or fax
them to 760-536-1171.

more; Paul Neely of Phoenix; and Joseph Heydt of Omaha.

18 RACQUET SPORTS INDUSTRY April 2007

& SUCCESS
marketing
Areas of Influence
Allocating merchandise space based on
sales by square foot can greatly expand
your revenue centers. BY JOE DINOFFER
S
uccessful retailing is more system-
atic and analytical than ever. For
those of us in the tennis industry,
it only makes sense to learn valuable
lessons from the large and financially
robust retailers.
One of the concepts these retailers
employ is to allocate merchandise space
and analyze the subsequent profits by
the square foot. They calculate available
shelf space and painstakingly set up
software systems that measure sales on
each shelf and on each portion of each
of those shelves.
In a tennis pro shop or specialty
store, we can apply this same scientific
approach without that same level of
painstaking detail that some of the larg-
er chain stores utilize. However, even
this more simple approach can have the
same profound effects. Here’s an exam-
ple:
Your pro shop floor space measures
28 by 38 feet, so you have 1,064 square
feet in available floor space. Your
counter area is 8 feet long and 8 feet
deep, totaling 64 square feet. This
leaves 1,000 square feet for retail dis-
play that can generate sales income and
profit.
After measuring your shop, you need
20 RACQUET SPORTS INDUSTRY April 2007
to make a list of your general categories
of merchandise and space utilization.
Here’s an example to get you started:
1. Racquet stringing
2. Racquet displays
3. Men’s clothing
4. Women’s clothing
5. Tennis shoes
6. Tennis strings and grips
7. Accessories including hats,
wristbands, etc.
8. Gifts including everything from
jewelry and racquet bags
and not so much in racquet stringing.
You’ll want to expand the women’s cloth-
Next, make a rough drawing of your
ing category into two-and-a-half squares
pro shop and convert the 1,000-square-
and shrink your strings and grips to half a
foot shop into 10 100-square-foot rec-
section. Then, maybe you allocate one-
tangles. Now, simply write-in each of the
and-a-half squares for your racquets and
above categories.
the same for your men’s clothing section.
By now you’ve noticed that in this
For this example, the space allocation for
example, we have 10 space areas and
your shop might look something like the
eight categories. This is where you
diagram at left.
expand the space for the more profitable
The main point is to carefully catego-
categories and shrink the space for the
rize your sales by the product groups such
products with lower sales volume and
as those we have listed. Then, evaluate
profitability.
the percentage of your total sales that
In this simple example, let’s say you
each of those categories generates. For
do a big business in women’s tenniswear,
instance, you may do a huge stringing
and customizing business, so you’ll then
want to give that area much more space.
Now, you’ll have a much clearer pic-
ture of how much floor space to allocate
for each category. Q
Joe Dinoffer is a Master Professional for
both the PTR and USPTA. He speaks fre-
quently at national and international
tennis teacher workshops as a member
of both the Head/Penn and Reebok
National Speaker’s Bureaus. He is president of
Oncourt Offcourt Inc. and has written 16 books and
produced more than 30 instructional videos.
$ YOUR finances
That Can Save You Money
M
any tennis shop and facility owners
may be overlooking a number of
tax breaks under the false impres-
sions that they had expired. Still other tax
breaks, that may have been considered
too complex in the past, have now been
clarified thanks to the last-minute passage
of a tax law.
The Tax Relief and Health Care Act of
2006, passed late in December, extended
a number of expired or expiring tax
breaks. Covered were provisions such as
sales tax deductions for people in states
without income taxes, the tax deduction
for college tuition, a tax credit for hiring
welfare recipients and others facing diffi-
culties finding jobs, tax credits for alterna-
tive energy producers, and purchases of
solar energy equipment by homeowners
and businesses. All told, the extension of
expiring and expired tax breaks, along
with several new tax provisions, are
expected to save taxpayers $38 billion
over the next five years.
Regardless of whether you’ve already
22 RACQUET SPORTS INDUSTRY April 2007
Last-Minute Tax Breaks
filed your annual tax returns, have taken
advantage of the automatic extension
of time to file those returns, or are in
the process of preparing income tax
returns, you and your tax adviser should
review these tax breaks.
HOW YOU CAN SAVE
Among the tax breaks likely to be of
most interest to your business are:
Q Improving Leased Property: Those
owners or operators who lease proper-
ty—any business property—will find
that the new law extends the 15-year
recovery/write-off period for certain
leasehold improvements through 2007.
Generally, qualified leasehold improve-
ment property is any improvement to an
interior portion of a non-residential
building.
Remember, however, unless a lease-
hold improvement qualifies as “15-year
leasehold improvement property,” the
cost of an addition or improvement
made to property that is a structural
component of the building must be
depreciated. For example, the cost of
installing permanent walls in a commer-
cial building (structural components)
would be separately depreciated over a
39-year period.
Q Energy-Efficient Buildings: Today, the
pro shop and other buildings utilized by
tennis facilities have one thing in com-
mon: high energy bills. But there’s a
unique write-off for the owners of com-
mercial buildings. The new law extends
that benefit until Jan. 1, 2008.
Under the energy tax write-off,
qualifying taxpayers may deduct costs
associated with energy-efficient com-
mercial building property. The new law
extends for one year a deduction for
expenditures by owners to help their
commercial buildings reduce annual
energy and power consumption by 50
percent compared to the American Soci-
ety of Heating, Refrigerating and Air
BY MARK E. BATTERSBY
Conditioning Engineers standard.
The deduction equals the cost of ener-
gy-efficient property installed during con-
struction, with a maximum deduction of
$1.80 per square foot of the building. In
addition, a partial deduction of 60 cents
per square foot is available to offset the
cost of the building’s subsystems.
In order to qualify for this write-off,
the “property” acquired to help make the
building more energy efficient must have
been placed in service between Dec. 31,
2005, and Jan. 1, 2008. The next law
extends the write-off for equipment or
“property” acquired to make commercial
buildings more energy-efficient to expendi-
tures made before Jan. 1, 2009.
Q Work Opportunity and Welfare-to-Work
Credits: The Work Opportunity (WO) and
Welfare-to-Work (WTW) tax credits were
originally created to provide incentives for
employers to hire economically disadvan-
taged individuals. The new law retroactive-
ly renews both the WO and the WTW
credits for 2006, combining them, with
enhancements, into one credit for 2007.
The credits continue to target nine
specific groups of economically challenged
individuals. The combined credit in 2007
will simplify the necessary computations
and, therefore, enhance its use, especially
among smaller retail shops and businesses.
For most of the targeted groups, the credit
is equal to 40 percent of qualified first-
year wages (25 percent if employment is
more than 120 hours but less than 400
hours). Qualified first-year wages cannot
exceed $6,000. That means a tax credit, a
direct reduction in the tennis operation’s
tax bill, of as much as $2,400 per qualified
individual in the first year of employment.
Q Health Savings Accounts: Many business
owners have, in recent years, discovered
the cost-effectiveness of health savings
accounts, or HSAs. Similar to an Individual
Retirement Account (IRA), but earmarked
for health-related expenses, the HSA has
caught on among small business owners
as an excellent, tax-favored fringe ON A PERSONAL NOTE printed tax forms, it plans a “media blitz”
benefit for themselves as well as The new tax legislation is not all business. to alert taxpayers that the extenders are
employees. In fact, only a few of its provisions bene- back and should not be overlooked in
Contributions to HSAs are tax fit the average tennis facility and business preparing 2006 returns (visit www.irs.gov
deductible, whether made by the or are related to business. By far, the for more details) and to claim the retroac-
individual or a business, HSAs enable majority of the extended or resurrected tively resuscitated tax breaks. Publication
anyone with high-deductible health provisions in this bill apply to individuals. 553 (Highlights of 2006 Tax Changes) is
insurance to make pre-tax contribu- Those provisions cover such things as: expected sometime in the first quarter of
tions. Contributions equal to the less- Q An “above-the-line” deduction for 2007.
er of the annual deductible or $2,700 higher education expenses. Fortunately, tax laws now permit auto-
for self-coverage ($5,460 for families) Q Deduction of state and local sales taxes. matic extensions of time in which to file
in 2006 to cover health care costs Q Above-the-line deduction for expenses income tax returns—but not the taxes
qualify. Unlike an IRA, any amount of elementary and secondary school- due. If the tax returns have been filed, you
paid or distributed from an HSA, used teachers. can also correct errors and omissions on
exclusively to pay qualified medical Q Extension of energy-efficient new that already-filed return—including previ-
expenses, are not included in gross homes credit. ously overlooked or neglected deductions
income. Q Extension of credit for residential ener- and tax credits and to claim a refund—by
As part of the new law, Title III, gy-efficient property. filing Form 1040X for individuals or Form
the Health Opportunity Patient Q Alternative minimum tax credit relief for 1120X for corporations that filed Form
Empowerment Act of 2006, HSAs are individuals. 1120. Generally, you can file a claim for
now more attractive then ever. Unlike refund within three years from the time
many of the extended provisions, the AFTER THE FACT the return was filed. Q
HSA enhancements have been made The extenders bill passed after the IRS
permanent, with most taking effect printed the 2006 tax year materials. Mark E. Battersby is a tax advisor and author
for tax years beginning after 2006. Although the IRS will not be revising the in Ardmore, Pa.
Employees, even employees of
their own tennis facility or business,
with a health flexible spending
account (FSA) or a health reimburse-
ment account (HRA) will be allowed
to make a one-time transfer of the
balance of their FSA or HRA to an
HSA. The maximum amount that may
be transferred, tax-free, is the lesser
of the balance on the date of transfer
or on Sept. 21, 2006. The transfer
must be made before Jan. 1, 2012.
What’s more, those shop owners
and facility operators with tax-favored
IRAs are allowed a one-time, once-in-
a-lifetime, rollover of funds from their
IRAs into an HSA. The change is
designed to give those with IRAs
quicker access to their funds for med-
ical expenses, but it is also expected
to spur interest in HSAs. The election
to make the rollover is irrevocable and
the new rules apply to tax years
beginning after Dec. 31, 2006.
So-called Medical Savings
Accounts (or Archer MSAs) also allow
favorable tax treatment of money
saved for medical expenses by certain
taxpayers covered by high-deductible
plans. Another provision in the tax
law allows new contributions to this
type of plan through Dec. 31, 2007.

April 2007 RACQUET SPORTS INDUSTRY 23

 THE master pros
Philosophy Major
For Nick Saviano, teaching excellence to youngsters
comes naturally.
N
ick Saviano lived a dream shared by
countless young tennis players: He
got to play on the pro tour for nine
years, ranking in the Top 100 in singles
and doubles, and won four titles. But if
you ask him to name the best time of his
career, he says it’s right now—teaching
kids.
This is the sixth of nine installments
on the teaching pros who hold Mas-
ter Pro certifications from both the
PTR and the USPTA.
“I enjoy what I
do immensely every
day,” says Saviano,
designated a master
pro by the PTR and
the USPTA. “The best
time of my tennis
career will always be
today.”
After retiring from
the ATP Tour in
1984, Saviano briefly worked as a private
coach and pursued some non-tennis ven-
tures. But the allure of the tennis life was
too strong to resist, and he soon joined
the USTA as a part-time coach. He then
became a full-time USTA national coach,
followed by the high-profile job of direc-
tor of coaching education for USA Tennis
High Performance.
In between, Saviano has also been an
oft-read writer. His instruction articles
have appeared in Tennis magazine and
Tennis Life, and he authored the 2002
book Maximum Tennis: 10 Keys to
Unleashing Your On-Court Potential.
After leaving the USTA in 2003, he
established Saviano High Performance
Tennis, based at Tennis Park Club in Sun-
rise, Fla. The program is his station for not
only developing elite juniors, but for also
helping those same kids develop into well-
rounded adults.
“You use athletics as a way to teach
24 RACQUET SPORTS INDUSTRY April 2007
BY CHRIS NICHOLSON
excellence and life skills,” Saviano says.
“Athletics becomes a wonderful tool, and
the competition becomes a metaphor of
life: preparation, self-discipline, dealing
with success, dealing with perceived fail-
ure, learning to focus on the things you
can control, learning to master skills. One
of the secrets of competition is that it’s
not really about the other person or the
other team—it’s about mastery of oneself
and always doing the best that you can
do, and always pushing yourself for more.
Success is not predicated on not losing.”
If that sounds overtly philosophical,
know that it’s supposed to. “It’s critical
that any coach have a clear philosophy on
life, on athletics, and specifically on teach-
ing tennis,” Saviano says, “because it’s
the compass by which you make decisions
throughout your career.”
Saviano’s clear philosophy clearly
works well. His pupils have won nearly
every major junior tennis event in the
world, along with titles on the USTA Pro
Circuit and the ATP Tour.
His success is widely noted and
respected—not only by the players, but
also by his peers. “Nick is certainly one of
the masters of tennis teaching,” says Tim
Heckler, CEO of the USPTA. “He has
studied, learned, and written about the
modern game, and his work is applauded
by all who know it.”
“What makes Nick such a great
coach is his honesty, integrity, and knowl-
edge,” says Johnny Angel, a WTA Tour
coach and former director of the PTR
Florida Section. “He’s always got ideas,
he shares information, he maintains an
energetic environment. And he has a
knack for being able to look at problems
and find new solutions.”
Despite the praise for his accomplish-
ments, Saviano remains grounded by his
philosophy—the fruit of his craft is not
for him, but for the youngsters he
coaches.
“The most fulfilling part” Saviano
says, “is feeling like you are having a pos-
itive impact on young people. You’re
helping them strive for excellence and
achieve their goals, and you are using
tennis as one of the vehicles for which to
accomplish that.” Q
Coaching Tips
from Nick Saviano
Q Always strive for excellence in your pro-
fession, which means constantly looking
to learn, looking to grow, and looking to
improve.
Q It is a sacred trust working with young
people. You have a moral and profession-
al obligation to watch over them, and to
try to provide a safe, healthy, wholesome
environment for them to grow and learn.
Q Watch and observe modern tennis—stay
current with what you teach and how you
teach it.
Q If you genuinely put the player first, in
terms of what you think is good for them,
ultimately it will be good for you as a
coach.
 CUSTOMER SERVICE

SATISFACTION
GUARANTEED!
Your customers are the most important people in
the world. You need to do everything you can to
keep them wanting more. BY GREG MORAN
here’s an old saying that tells us “a satisfied customer is a all know, word of mouth is the strongest and most effective

T happy customer.” Well, in these competitive times, satis-

fied just doesn’t cut it. If you want people to spend their
hard-earned dollars at your club, you must do more.
form of advertising—both positive and negative.”
“Four Seasons is one club that truly gets it,” says Geoff
Norton, who has visited hundreds of clubs while working for
When a person leaves your facility, you don’t want them both the PTR and USTA. “From the person answering the
to be merely satisfied with the experience. You want them to phone to the pro and maintenance staffs, each and every per-
be excited, even exhilarated. “Satisfied” they can get any- son at Four Seasons is dedicated to making their customers
where. “Exhilarated” is special, it makes them want more. not only feel welcome, but
I’m fortunate to work at a club that takes “exhilarated” to special.”
a new level. The Four Seasons Racquet Club in Wilton, Conn., The key to building a In regards to customer service,
is owned and operated by former Great Britain Davis Cup star successful business is to always remember that your
Stanley Matthews, and the club has been keeping customers turn your customers into customer is your paycheck.
“exhilarated” for more than clients, and in order to do
Studies have shown that a 30 years. so you must give them a mem-
happy customer tells four to What’s the secret? orable experience each and every time they see you. Here are
Matthews says it lies in first a few of Matthews’ top customer-service secrets.
five of their friends how won-
understanding what your
derful you are while unhappy customers want and then, 1. Treat Customers Like Royalty
customers will tell nine to 12 of not merely giving it to them, People come to tennis/fitness clubs for a variety of reasons. It
their buddies how bad their but exceeding their expecta- could be for a lesson or to play in a league. Maybe it’s a week-
experience with you was. tions. ly social game or perhaps they simply come in once a week
“A person, who is exhila- to check out your pro shop’s latest fashions.
rated by their experience at “It doesn’t matter why they’re there,” says Matthews.
your club, will not only become a loyal customer, they’ll “They are your customer and should be treated as if they are
spread the word to their friends,” says Matthews. “And, as we the most important person in your business world because,

26 RACQUET SPORTS INDUSTRY April 2007

quite simply they are. Without them you have no business!” For those of us in the racquet/fitness business, a “hug”
The entire atmosphere surrounding your business should might be asking a customer how they
radiate a “customer first” attitude. It begins the moment they played in their latest match or
drive into your parking lot and are greeted with a sign wel- how their new fitness program Abide by the three-ring
coming them to the club (of course, there is another sign at was coming along. It could also be rule: No one likes to be
the exit, thanking them as they leave). asking them how their child's soc-
kept waiting, so be certain
Everyone who walks through your door is a customer or cer game went or congratulating
potential customer, and they should receive a friendly greet- them on their recent promotion.
that your staff answers
ing from a member of your staff within 30 seconds of their In simple terms, a hug is your phone within three
arrival. People do not like to be kept waiting, so no matter something that makes them feel rings. Have them greet the
how busy you may be, greet them with an immediate “Hello, that you care about them. “The caller by thanking them
how can I help you?” key,” says Matthews, “is to devel- for calling, identifying
If the customer is a regular, greet them by their first name, op not only a professional rela-
themselves, and asking
which, of course, you should know. Some may prefer Mr. or tionship but a personal one as
Mrs. or Doctor so and so. Find out how they like to be well. People will always do busi-
what they can do for
addressed and greet them that way each time you see them. ness with those they feel comfort- them. For example:
When you, or a member of your staff, come in contact able with and like.” “Thank you for calling the
with a customer, whether it's by email, phone, letter, or a Four Seasons Racquet
face-to-face meeting, you leave an impression. Make certain 3. Be Accessible Club. This is Andrea, how
that people are always treated with courtesy, respect, and As the owner, director of tennis,
can I help you?”
enthusiasm. or head trainer, make certain that
“I enjoy the club because of the environment on and off you are visible throughout the club
the court,” says Kathy Morrissey, a longtime member at Four and easily available to your clients. Keep your office door
Seasons. “Stanley and his staff always greet us with smiling open (unless you’re in a meeting), and be sure to walk through
faces and go out of their way to create a very relaxed and the club, greeting customers, as often as you can.
friendly atmosphere. This allows us to have a fun, competitive You represent the image of your business, so always pro-
game of tennis, visit with friends, and make new friends all at ject a persona that is enthusiastic and eager to please.
the same time. I don't believe it gets any better than that!"
4. Don't Leave Customers Hanging
2. Know Your Customers A common complaint among dissatisfied customers is that
Names are certainly important but, if you’re truly dedicated to they’ve left a message for a member of the staff and never
building long-term relationships, you need to do more than heard back from them. “This is inexcusable,” says Matthews.
simply place a name with a face. “When a person is calling to offer you their business, they’re
Learn about their families, other interests, anniversaries giving you a tremendous opportunity. To ignore that opportu-
and birthdays. Of course, you must never be intrusive, but nity is not only rude, it’s business suicide.”
you’ll be amazed at how much you can learn about a person A key ingredient of exceptional customer service is a
through casual conversation as you conduct your business. prompt response. Even if you don’t have an immediate
Just pay attention! answer to their question, start the communication. This
This information Did you know that nearly 70 percent lets them know that they, and their issue, are important
can then be used to to you.
of customers leave because of a
make that person feel If you’re unable to take a phone call or respond to
more welcome when
poor attitude from an employee? an email at the time it’s received, promise to respond
they come to your by the end of the day and no later than 24 hours after
club. For example: If you notice someone carrying a book, the the time of their message. Then do so: the sooner the better!
next time you see them, ask if they enjoyed it or suggest one Also, if you’ll be out of the office for an extended period of
that you think they might like. time, be sure to change your voice mail and email messages
Better yet, have a book waiting for them the next time they so that they tell the customer when you will or will not be
come to the club. Tell them it’s a book you thought they might there.
enjoy. How would you feel if the next time you walked into
your tennis club one of the pros brought you an article that he 5. Dealing With Emergencies
thought “you might find interesting.” You’d feel great! “Believe it or not, people do have tennis emergencies,” says
Jack Mitchell calls this "hugging" your customers. Mitchell, Matthews. “Though they’re certainly not life-threatening, they
a long-time Four Seasons member and author of the popular are important to your customer, which means they must be
book “Hug Your Customers,” defines a hug as anything that important to you.
exceeds a customer's expectations. "It's a mindset, a way of Here’s an example: Recently, one of our junior players
getting to your customers and truly understanding them," came running into the club at 7:30 in the evening with a true
says Mitchell. "Hugs can come in a variety of forms. It could tennis emergency: all of his racquets had broken and he had
be as commonplace as a smile or eye contact. It could be a a tournament the next day.
firm handshake." Our stringer had gone home for the day, but we called him

April 2007 RACQUET SPORTS INDUSTRY 27

 up and he came back to the club, strung the racquets and then “The key,” says Matthews, “is to always be alert to ways in
personally drove them over to the boy’s house. You should which you can help your customer and make their experience
have seen the look on the boy’s parent’s face when he refused the with you more enjoyable.”
tip they offered him for making the house call. Of course, he also
called the boy the next day to see how his tournament went. 6. Satisfying Dissatisfied Customers
Tennis emergencies can come in all forms. We’ve all had People come in all shapes, sizes, and attitudes. You’ll find
players show up at the club having forgotten their racqets. some customers easy to please, while you could move heav-
That’s an easy one to fix—give them a demo from the pro en and earth and still not satisfy others. Every facility has the
shop—at no charge, of course. customer who forever has an “issue” with something about
We’ve also seen players arrive to play having forgotten the way the club is run. There is also the customer you have
their tennis shoes. I’ve seen many a pro solve this emergency to chase down every month for payment.
by taking the shoes off their own feet and loaning them to the Let’s not forget the parent who feels that their child should
player. One club in the be in a much stronger group for their clin-
Northeast even has a Research shows that 95 percent of dissatisfied ic or the angry team member who feels
spare set of men’s and she should be playing No. 2 instead of 6.
customers will do business with a company
women’s shoes in virtu- Plus, we’re all human, and that means
ally every size, available again if their complaint is resolved on the spot. we make mistakes. Maybe you forgot
to their forgetful cus- about a lesson and left your customer
tomers. hanging. Perhaps you remembered the lesson but neglected
A player’s partner fails to show up? Grab your racqet and to book the court. Maybe you didn’t return a call when you
fill in. Someone forgets their tennis shirt and doesn’t want to said you would or failed to leave a racquet for someone at the
buy one from the pro shop? Give them one of your club’s logo front desk. The list is endless. Even professionals make mis-
T-shirts. Believe me, they’ll appreciate your generosity and it takes. The best, however, learn from them and never make
will be great advertising for your club when he or she wears the same mistake twice.
the shirt around town. Customers want immediate resolutions, so regardless of
“One of my pros always makes it a point when teaching whether it’s your fault, the club’s fault, or nobody’s fault, an
outside to bring bug spray, sunscreen, tissues, and even extra unhappy customer is a business emergency, and how you
visors for her students who may have forgotten something,” handle it will go a long way toward building your reputation
says Matthews (below). Of course you must always have the as a professional who is known for his customer service.
“injury essentials” on hand: ice, bandages, and Advil, as well The customer is always right!
as a fully stocked first aid kit. We’ve all heard this phrase as the cardinal rule of customer
service. Well, guess what? The customer is
not always right, but it doesn’t matter. They
think they’re right, and as far as they’re
concerned, perception is reality. The cus-
tomer is the customer, and it is your job to
satisfy them so that they will continue to do
business with you.
Customers get upset for two main rea-
sons:
1. They feel as if they didn’t get
what they paid for. Perhaps they didn’t
enjoy their lesson with a particular pro or
their racquet doesn’t feel as if it was strung
at the requested 58 pounds. Maybe they
feel they’re too strong for the clinic they’ve
been placed in or the new outfit they
bought makes them look fat. It doesn’t mat-
ter. They don’t feel they’ve gotten their
money’s worth and they are not happy.
2. They feel as if they’ve been
treated poorly. Nothing can get a cus-
tomer angrier than poor treatment. Maybe
they feel the pro didn’t pay them enough
attention during their group lesson, or that
the person at the desk was rude or, even
worse, didn’t pay attention to them.
Regardless, their feelings have been hurt
and they’re angry.

28 RACQUET SPORTS INDUSTRY April 2007

 Sometimes an angry customer is upset about something
else and is just taking it out on you. Maybe they had a fight
with their spouse before they came to the club or one of their
kids broke the television. They’re upset and you’re the closest
target. Whether their complaint is legitimate or simply the cul-
mination of a bad day, your job is to make them feel better.
So what do you do when you see an irate customer charg-
ing your way? Here’s the Four Seasons approach:
 Stay calm. Take a deep breath and prepare for the
onslaught. Remind yourself to keep your cool.
 Let them get it out. Once your customer tells you
they have a problem, invite them to sit down with you
and talk. The front desk or club lobby is not an appro-
priate place for this discussion, so move to a private
area and let them vent. As they’re speaking, let them
know you’re paying attention and are interested in what
they have to say. This can be done by looking in their
eyes, nodding your head and occasionally saying things
like, “Yes” or “Okay” or “I see.” Above all, do not inter-
rupt.
 Acknowledge their complaint. Whether you agree
or disagree with their issue, you must acknowledge it as
an issue. Don’t disagree with them and above all, don’t
argue. It’s a battle you can’t win. You may be able to
prove them wrong, but that will only make them angrier,
at which point they’ll take their business elsewhere.
 Apologize. Regardless of what they have just said to
you, something has made them unhappy and for that
you must apologize. “I’m so sorry this happened, Mr.
Smith. I realize this was an inconvenience for you. Now
let’s see what we can do…”
 Fix it. You’ve listened and consoled your customer.
That’s very nice, but what they’re really interested in is
what you’re going to do about it. They want a solution
and they want it quickly. Involve them in solving the
problem and as you work toward a solution, use phrases
like: “I understand why you …” or “I think we should …”
or “Would it work for you if …?” Avoid words and phras-
es like: “Can’t,” “But,” “You should have …” “The only
thing we can do …”
Keep in mind that your job is not done when you’ve fixed
your customer’s problem. Exceptional businesses take the
next step and do something to:
 Astound. You may have fixed the problem to every-
one’s satisfaction, but that is not enough. It’s been a has-
sle for your customer to have to come to you, and you
must now do something to make up for their inconve-
nience. It could be a gift certificate to the pro shop, a
complimentary lesson or a V.I.P. pass for court time. It’s
little things such as this that tell your customer you care
about them and will keep them coming back.
7. Don’t Hold Grudges
From time to time, you will have conflicts with your cus-
tomers. After fixing the problem, forget about it. The next
time you see the person, make them feel welcome and as if
nothing had happened.
8. Follow-Up
Customer service doesn’t end when your clients walk out your
door. Follow up to make certain that their experience at your
club was everything they were looking for. A phone call or let-
ter is a great follow-up. Plus, always end your conversation
with your customers by asking if there’s anything else you can
do for them?
And the final rule of
exceptional customer service……..
9. Say Thank You!
Say it everywhere and say it often. Say it verbally and say it
in all of your correspondence. Never end a conversation with
a customer without saying “thank you.”
Remember, without them, you’d be out of a job. 
Greg Moran is the director of tennis at the Four
Seasons Racquet Club in Wilton, Conn., and the
author of the recently released book, “Tennis
Beyond Big Shots” (TennisBeyondBigShots.com
or 408-404-7277).
April 2007 RACQUET SPORTS INDUSTRY 29
 SMART
GROWING THE GAME
TENNIS
The USTA’s Tennis & Education
Foundation is focused on growing the
game and helping its youngest players.
mong the resources available to grow the game of tennis,
A none may have a more lasting impact than those of the
USTA’s philanthropic entity, the USTA Tennis & Education
Foundation. By starting at the grassroots and focusing on com-
munities in which the sport hasn’t been readily available, the
USTA T&EF is creating a strong foundation upon which to
improve the well-being of the game, its newest players, and
the people and programs that will encourage the growth of
both in the coming years.
“The Foundation’s mission is to enhance the lives of people
through tennis and education,” says Judy Levering, Foundation
board member and USTA past president. Since 2001, the USTA
T&EF has supported programs that are geared toward providing
at-risk youth with positive role models, academic assistance and
life skills that help prevent substance abuse, violence, and school
dropouts through structured community tennis programs. It also
awards scholarships and other incentives to keep youngsters play-
ing the game recreationally into their college career and beyond.
“Through the Foundation, we’re reaching communities and
kids that otherwise might not be exposed to tennis,” says Karen
Martin-Eliezer, executive director of the Foundation. “We’re hop-
ing that these young people will continue to play the game and to
act as role models.”
In 2006, the Foundation presented $1,347,272 in grants
through its Aces for Kids and DEUCE initiatives to 100 programs
that combine tennis and education to help children pursue their
goals, succeed in school, and become responsible citizens. In the
last five years, the Foundation has awarded grants to more than
125 programs in 38 states, plus the District of Columbia and Puer-
to Rico.
Aces for Kids is a national initiative of the USTA that is over-
seen by the USTA T&EF in conjunction with the USTA Public
Affairs Committee. It strives to promote healthy lifestyles by com-
bating childhood and adult obesity by providing disadvantaged,
at-risk children the opportunity to learn to play tennis and
improve their academic skills in a structured format; develop
computer literacy; interact with a mentor and other students; and
attend college prep sessions.
30 RACQUET SPORTS INDUSTRY April 2007
BY KRISTEN DALEY
Tennis and Education
When choosing grant recipients, the Foundation looks closely at
factors including a program’s educational component and budget,
as well as how well its board represents the local community. Pro-
grams selected to receive USTA T&EF grants then report on their
progress twice a year.
Some programs have been able to gain credibility and leverage
the funds that they have received, says Foundation proposal review
committee chair Lawrence Rand. “That helps further the program’s
sustainability,” he says. “We’ve had some wonderful success sto-
ries.”
Among them are the experiences of the Rodney Street Tennis
and Tutoring Association (RSTTA), serving at-risk youth in Castle
County, Del. In addition to a year-round tennis and education pro-
gram that serves more than 350 participants from first grade
through college, the organization also offers many other programs,
including an eight-week summer tennis session for more than 850
children.
In 2005, the Rodney Street program received an $18,000 grant
from the USTA T&EF. Now in its 28th year, RSTTA is using the
funds to maintain and grow its current offerings, which have
already proven successful. “Last year, we had nine ranked
Delaware tennis players that are minorities,” says Harry Shur,
RSTTA executive director. What’s more, adds Shur, the associa-
tion’s ambassador program, which sends instructors to centers
serving underprivileged youth, is rapidly growing in popularity.
“The (USTA T&EF) has been very, very kind to us, and has fund-
ed us throughout the years,” says Shur. “We’re still very much a
grassroots program. But without (the Foundation’s) assistance, we
would not be able to do all of these quality, year-round programs.”
In addition to its own funding of grassroots programs, this
spring the Foundation also partnered with the USTA Office of Diver-
sity and the USTA Public Affairs Committee in awarding DEUCE
(Diversity Elimination Using Care and Exercise) and Aces for Kids
grants, respectively, both initiatives focusing on the well-being of at-
risk youth through tennis, fitness, and education.
In 2007, the Foundation will encourage programs to offer nutri-

tion education components as well, geared toward both children
and their parents or caregivers. “We grow the game, we have
healthier and happier kids,” says Martin-Eliezer. “Everybody wins.”
Scholarships and Incentive Awards
The Foundation also awards scholarships and other incentives to
keep young adults playing the game recreationally into their col-
lege years and beyond. The program supports college-bound high
school seniors who have participated in USTA and other organized
tennis programs. Students are eligible for a number of scholar-
ships awarded by the Foundation if they demonstrate academic
excellence, community service involvement,
and financial need. More than 300 scholarships
have been awarded since 2001.
Martin-Eliezer says that rewarding scholar-
ships to players who will not likely receive a ten-
nis scholarship from a college or university
should contribute to the long-term goal of grow-
ing the game. “We hope they’ll remember that
tennis was one of the vehicles that got them the
scholarship and they will continue to play,” she
says.
Additionally, the Foundation distributes Play-
er Incentive Awards to students in grades 6
through 11. These $500 grants help young play-
ers in USTA and school programs pay for lessons
and tournament and program fees. Recipients
must also demonstrate a commitment to acade-
mic excellence. “We’re investing in the future,” says Martin-Eliez-
er. “It’s not just a game. We’re investing in young children who
will hopefully be leaders in their communities.”
To realize their goals, the Foundation, working in conjunction
with USTA Outreach and NJTL (National Junior Tennis League),
reaches out to other foundations that offer grants, as well as a ded-
icated group of financial supporters. The Foundation received a
$400,000 grant from The Ford Foundation for a pilot project that
will use tennis to bring people together from diverse backgrounds
in changing neighborhoods in ways that will enhance education,
communication, economic opportunity, and neighborhood stabil-
ity. The Foundation also presents special events throughout the
year, including the often star-studded OPENing Night Gala and
Pro-Am during the US Open to support its initiatives.
The “Avenue of Aces” at the USTA Billie Jean King National
Tennis Center is another major fundraiser, where donors can
leave their mark on the home of the US Open by purchasing a
paver emblazoned with their names.
“We make sure that everything we get goes directly back out
to programs and students across the U.S.,” says Martin-Eliezer.
The Foundation’s Board of Directors determines grant awards,
scholarships and other financial support. Board members repre-
sent a variety of professions and different levels of tennis involve-
ment. Among them are USTA Chairman of the Board and
President Jane Brown Grimes; former USTA Chairman of the
Board and President Alan Schwartz, who is also founder, co-
owner and chairman of Tennis Corporation of America; Bahar
Uttam, CEO of the Boston Lobsters, a World Team Tennis fran-
chise; and International Tennis Hall of Fame inductee Pam Shriver.
Succeeding Shriver in the position of Foundation president last
year was Patrick McEnroe. “The mission of supporting programs
that enhance the lives of people—primarily youngsters—hits
home,” says McEnroe. “I am proud to take on this responsibility.
I have been extremely lucky to have tennis be such a big part of
my life. It is part of the McEnroe DNA, along with the desire to
help children. Tennis has taught me so much about life and when
it’s combined with education, particularly for underserved young-
sters, it is a winning combination.”
Growing the Grassroots
Teaching pros, CTAs, and others in the tennis business stand to
benefit from the Foundation’s work. “We’re helping to grow the
game by expanding the grassroots programs
across the country,” says McEnroe. “There are a
lot of programs out there that we’d like to help.”
Teaching pros and club owners who offer non-
profit tennis and education programs for at-risk
youth are encouraged to apply to the USTA T&EF
for support. They can also contribute to the Foun-
dation’s efforts, Levering says, by getting involved
with the community groups that run such pro-
grams in their area. As ambassadors for the game,
they can also lobby to get courts built or renovat-
ed in nearby public parks. Also, Levering adds,
“We want more kids to apply for scholarships, and
we want more programs to come to us, so we’re
looking for people to send them in our direction.”
“I know the Foundation will continue to grow
and help to improve the quality of life for children by providing
worthwhile opportunities through community tennis programs
and our sensational scholarship program,” says McEnroe. “We
want kids to reach beyond the moon and stars using tennis as the
vehicle, while at the same time keeping their eye on the ball to
ensure their future and education.”
For more information on the USTA Tennis & Education Foundation,
visit USTA.com. There, you’ll also find the requirements and
applications for grants and scholarships.
April 2007 RACQUET SPORTS INDUSTRY 31
FACILITY MANAGEMENT
SAFE &
SOUND
Accidents, injuries, and lawsuits can devastate your
business. Here’s how you can help reduce problems
that might crop up at your facility.
s your tennis facility safe? No, that’s not a trick question.
I Unfortunately, it’s not easy to answer, either. And it’s get-
ting more complex all the time.
Accidents can happen. Injuries can occur. Problems can
crop up. And let’s face it, unlike swimming pools, tennis
courts don’t have lifeguards who can keep an eye on players.
We live in a litigious society, and simple problems don’t
always have simple outcomes.
It’s easy to fall back on the old “we haven’t had any prob-
lems yet” response. But “yet” is the operative word. Your ten-
nis courts are part of a facility into which a lot of money and
time has been invested. Do you really want to leave them to
chance?
So what’s a manager to do? Well, to rephrase a popular
notion, the best defense is a good….defense. What does that
mean? Simply put, being proactive can pay off for you, your
users, and your facility. There are plenty of common-sense
steps that can be taken to help lower risks and decrease the
32 RACQUET SPORTS INDUSTRY April 2007
BY MARY HELEN SPRECHER
possibility of problems. Some you may have considered, and
some might be new to you, but all deserve some thought.
The American Sports Builders Association, the trade asso-
ciation for those who design, build, and supply materials and
equipment for athletic facilities, advises a proactive approach
to the matter. Think for a minute about your risk factors, the
potential threats to your facility and your players. There are
two kinds: internal (those which exist, or which potentially
can exist, within the facility), and external (those caused by
outside forces). Now, let’s examine them and discuss how to
lower the risks.
Internal Hazards
The best way to check for internal hazards is to make a regu-
larly scheduled walk-through of your facility. Bring a notepad
and a pen, and keep your eyes open. If possible, carry a
schematic showing each court by number, so that if you see
problems, you can note the court number and the location.
Q Fencing: First, check the perimeter of your courts. How
is your fencing holding up? Do you see snags, rusted areas
or sharp edges? Have any areas near the bottom of the
fence been bent in such a way that they could cause injury
to an unsuspecting player who is chasing a ball? Are there
places where your fence is heaving or buckling? Make sure
you check fence footings as well, and pay attention to
gates to see if latches are functioning properly.
Check the area where the court surface meets the
fence, and under the fence, for potential problems, as well.
In some cases, the concern may be as simple as a buildup
of leaves or debris that slows or stops water from running
off the court during a rainstorm. Wet leaves can cause slip-
pery footing.
Q Lighting: Spend some time examining the light poles on
each court, advises Bruce Frasure of LSI Courtsider Sports
Lighting in Cincinnati. You may be surprised by what you
find.
“We’ve found that the most common safety issue is
with light poles that have corroded over time,” says Fra-
sure. “The corrosion reaches a point where the poles
become structurally unstable; the possibility then exists
that the lighting assembly might collapse. Corrosion issues
are most common at facilities in coastal areas where the
salt air environment is especially harsh. Corrosion also
commonly occurs at clay-court facilities with above-ground
irrigation. We recommend a yearly
inspection of a facility’s light poles to
check for corrosion. Poles that show
minor corrosion should be sanded and re-
coated to prevent further damage. Poles
that show severe corrosion should be
replaced immediately.”
Q Net Posts: Check each net post careful-
ly. Posts are equipped with screw-type,
worm-gear, or ratchet-type internal or
external winding mechanisms to tighten
the net. Internal-wind posts cost more
than external wind posts, but are both
safer and more attractive. Some older
courts are still equipped with net posts
featuring lever action tightening mecha-
nisms. These posts are considered a dan-
ger to players and should be replaced.
To prevent a potential hazard, all net
posts with external winding mechanisms should be limited
in the amount of force applied to the net post, not to
exceed one-half of the post’s yield strength. In the
extreme, over-tensioning the net can cause the post to
shift or bend or the net cable to snap.
In addition, the winding mechanisms on all net posts
should have handles which can be removed or secured or
which are set parallel to the post. Where courts are
staffed, the pro or maintenance staff should set the net
tension and remove the handle. Where handles cannot
realistically be removed, safety over-caps provide protec-
tion against injury
Q Nets: Take a moment to examine the net itself, and to
look for fraying, unraveling or other signs of breakdown. It
might not be a safety hazard, but an old net detracts from
the aesthetic value of your court and should be replaced. If
your nets have center straps, make sure the anchor pins
are firmly fixed in the court.
Q Surface: There are many tennis court surfaces, and all
manufacturers have specific directions for taking care of
their own. It is not the purpose of this checklist to provide
those directions; consult your manufacturer or your court
contractor for their instructions. As a matter of course,
however, it is easy to keep potential problems to a mini-
mum by following a few simple steps, depending on the
type of court you have.
Q Acrylic Courts—uncushioned (asphalt or con-
crete with an acrylic color coating): During the
walk-through, remove any debris or litter on the court. Fall-
en leaves should be removed before they rot and cause
slippery spots. If you see cracks on the court during your
inspection, call a contractor.
Q Cushioned Courts—hard (concrete or asphalt
courts with a layer of cushioned material):
Check for dust, dirt, and debris. Look for dents, dings, cuts,
tears, or blisters in the surface. Remember that small spot
may worsen, becoming a potential tripping haz-
ard. If damage is evident, contact your contractor
immediately to discuss repair options.
Q Modular Surfaces (interlocking tiles
composed of polypropylene and rub-
ber): Check for damp spots, since these can
mean a slippery surface for players. Damaged
tiles should be pried up and replaced.
Q Fast Dry Courts (granular, fast-dry
material): Courts with this type of surface
should have their own maintenance schedule
for daily, weekly, monthly, and seasonal work.
Check with your contractor or surface manufac-
turer for their recommendations. Conditions
which may trap surface water should be elimi-
nated so the courts drain and dry properly—
standing water can lead to a slippery spot on
the court.
Q Synthetic Turf: Keep an eye out for standing water,
which can translate into slippery spots of algae. If you see
any wrinkling or splitting of the surface, notify your con-
tractor, since these problems can constitute a tripping haz-
ard and, if left alone, will worsen.
If you feel uncertain checking your court surface, give
your court contractor a call and ask him or her to do a
walk-though for you. A professional may be more adept at
spotting potential trouble spots than you.
Q Court Equipment: If your court enclosure includes
April 2007 RACQUET SPORTS INDUSTRY 33
 maintenance equipment that is provided for the conve-
nience of players, take each piece down and check it thor-
oughly. Make sure items such as brooms or squeegees for
uncushioned courts, and line sweepers and drag brooms
for granular courts, are not only still useful, but safe for
players to use. Tools with loose handles, rust, peeling
paint, splinters, or other signs of aging should be repaired
or replaced immediately.
Q General Safety: Much has been written about players
who, in running after a ball, collide with fences, backstops,
light poles, equipment, and other players. In its book, Ten-
nis Courts: A Construction and Maintenance Manual, the
American Sports Builders
Association recommends that
as part of general design prin-
ciples, courts be built accord-
ing to its Construction
Guidelines. According to ASBA,
overall recommended court
area is 60 x 120 feet, which
allows for a total playing area
of 36 x 78 feet for doubles.
(This provides a standard court
size, plus a safe overrun area.)
The book goes on to recom-
mend that in terms of design:
A minimum clearance
of 12 feet (3.658m) from
the sideline to a fixed
obstruction (e.g., light pole,
wall or fence) is recom-
mended. Fences should be
centered on the court
boundary. Light poles
should be centered on or
immediately adjacent to
the court boundary, or
located at the net line. If
the court dimensions are
reduced by the owner so
that the recommended clearance cannot be
achieved, fixed obstructions should be located at
the court boundary. Shade structures and
portable equipment such as cooler stands,
benches, and umpire chairs, commonly placed
within the recommended clearance, should be
located within 12 feet (3.658m) of the net line;
within this area, the minimum recommended
clearance for such items can be reduced to 10
feet (3.048m). Existing facilities which have
fixed obstructions not meeting these recommen-
dations should consider the use of appropriate
padding.
For a battery of courts within a common
enclosure, a 24-foot (7.315m) separation
between sidelines is recommended, while 12
feet (3.658m) is considered the minimum,
34 RACQUET SPORTS INDUSTRY April 2007
although some older courts were constructed
with less. A 24-foot (7.315m) separation pro-
vides sufficient space for a shade structure or
player seating between courts, as well as for a
safe overrun area for the players. A 24-foot sep-
aration between sidelines in a battery also per-
mits installation of divider fences to prevent balls
from rolling onto adjacent courts. Since divider
fences are considered fixed obstructions, they
should be 12-feet (3.658m) from the sidelines of
each court and, therefore, a 24-foot (7.315m)
separation is recommended for their installation.
For courts where movable netting is used
between courts, a mini-
mum of 18 feet (5.486m)
between sidelines is rec-
ommended. Divider net-
ting is not considered a
fixed obstruction.
For indoor courts, the ASBA
recommends any support columns
and other fixed obstructions in
indoor court buildings, as well as
any structural member or mason-
ry wall within 12 inches (305mm)
of a permanent opaque curtain,
should be padded with shock-
absorbing material (foam rubber
that is at least 2 inches thick is rec-
ommended). The padding should
begin at the court surface and
extend up to at least 7 feet
(2.133m) above the court surface.
Beware of the tendency to store
equipment behind an opaque cur-
tain, which can create a hidden
hazard.
According to David H. Pettit of
Feil, Pettit & Williams in Char-
lottesville, Va., legal counsel to the
ASBA, it’s not enough to assume
that athletes will accept the blame for any injuries they might
incur while using the facility.
“While participants in athletic activities are generally
expected to understand and accept the risks inherent in the
sport, the facility owner or operator may well be held respon-
sible for risks that are not generally foreseeable and are not
inherent in the sport, such as those resulting from improper
maintenance, improper design, or hidden hazards,” notes
Pettit.
“Judges and juries are very unpredictable, and in cases
involving serious injuries, juries are particularly sympathetic
to injured parties. For additional protection, operators should
consider posting signs requiring appropriate footwear, advis-
ing that the courts are slippery when wet, and stating that par-
ticipants play at their own risk. Having participants sign a
release in advance of play may be helpful, although it may not
be practical. While measures such as warnings and releases
are not guaranteed to be effective, they can be a useful part
of the risk-management effort.”
Q First Aid and Player Safety: Try to keep players’
safety in mind by adding a few amenities to courts:
Q Telephones: Make sure that each battery of courts has
at least one phone located in a convenient place, so as to
allow players to call for help in case of accident or emer-
gency. If necessary, post signs stating that the phones
are for emergency use only. Make sure to post the phone
numbers of the club’s pro, the office, and other impor-
tant contacts, and have the address of the club and
courts printed on the signs.
Q Shade Shelters: A place for players to rest, and to get
out of the sun, can head off problems. Add plenty of
comfortable benches and chairs.
Q Water Fountains: A source of drinking water should
be located adjacent to tennis courts to help players keep
hydrated and avoid overheating during or after play. If it
isn’t possible to install a permanent water connection,
consider a power hookup for a small refrigerator, or use
a portable water cooler stand.
Q First Aid Kits: No court enclosure should be without
a first aid kit. Your local chapter of the American Red
Cross can advise you on what such kits should contain.
Q Staff Training and Accident Procedure: Staff
training can help minimize the risk of work-related
injuries and prepare your staff to deal properly with play-
er and guest accidents.
Q Working Smart: Teach your staff how to use all
equipment (especially power equipment) safely and in
accordance with the manufacturer’s recommendations.
Since back injuries are especially common among
employees who do physical work, make certain all
employees learn proper techniques for lifting, moving,
bending, and so forth. Provide staffers with lift-support
belts, gloves, safety glasses, and other safety equipment
as appropriate.
Encourage your staff to work in pairs, especially when
doing difficult work or long, complicated, and challenging
tasks. When such jobs are planned, conduct a safety meeting
to review the potential hazards and to discuss necessary pre-
cautions.
Keep water available during long work periods and encour-
age the staff to take reasonable breaks in the shade, especial-
ly when it is hot. Within the limits of the law, ask your staff
members to disclose any medical issues that may affect their
health and safety on the job and assign their work appropri-
ately. Request emergency contact information from all staff
members and keep readily accessible.
Develop a proactive safety program using a safety hand-
book, job site safety posters, precautionary stickers and/or
warning signs to identify hazards, including such simple
things as flying balls in or near the courts.
In Case of Emergency
Despite all your precautions, an accident may occur. Devel-
op an accident procedure and regularly review it with your
staff. Train employees to respond appropriately to any acci-
dent—whether to an employee, a player, or guest.
Provide staff training on basic first aid (don’t move an
injured person unless a danger exists, use pressure to stop
bleeding) and Cardiac Life Support. Have them update their
training on a regular schedule during the off season. The Red
Cross and similar community organizations provide such
training at very low cost.
When in doubt, assume the injury is serious and call for
help. Make certain there is a telephone—land line or cellular—
available at all times. Once you have called 911, position staff
members to direct the ambulance to the injured person.
Unlock and open your widest gate to allow immediate access
to the emergency vehicle, with no obstructions in its path, if
it must reach the injured person on the court.
Keep your facility’s insurance policies and forms up to date
and, if appropriate, send a copy of the policy information with
the injured person to the emergency room. Request contact
information from the injured person and call the family; be
certain to mention what actions you already have taken.
Document everything—the accident scene, the nature of
the injury, date, time, weather, what actions were taken, how
long it took the emergency vehicle to arrive, what actions
were taken by emergency personnel on site, etc. Have a cam-
April 2007 RACQUET SPORTS INDUSTRY 35
 era at hand and
take pictures if
possible. Have
any witnesses
complete a hours when there is a high traffic volume. In some cases, the
statement as to
what they saw,
where they
were, what hap-
pened and how,
in as much detail
as they can recall.
Get complete con-
tact information
from witnesses and
emergency personnel
in case you need to call
back for more informa-
tion.
Despite all your attempts
to avoid accidents and injuries,
such things do happen, so make a plan in advance and review
it regularly. When someone has been injured, time is of the
essence, but so is risk management.
External Factors
External factors are those forces that don’t come from within
your facility, and which have the potential to cause harm.
Your facility hours are important. Whether the facility is
open 24/7, open dawn to dusk, or open only during specific
periods of the day is a matter of preference, and something
your organization needs to decide for itself. There are many
arguments—all valid—for each option. Just remember, if you
do decide to close your facility at certain times, use gates that
lock. It will cut down on the possibility of unsupervised use of,
and possibly damage to, your facility.
Lighting is another way to increase the safety and securi-
ty of your facility. If you will be hosting athletic events at
night, lighting of your courts and the surrounding area is, of
course, a must. Even if you don’t have night events, lighting
can increase a sense of security among facility users. And
generally speaking, a well-lit area of any kind is less likely to
be a magnet for those who want to loiter or cause trouble
after hours.
In facilities open all night, lights can be set to operate on a
timer, or they can be operated by a push-button system that
the person entering the facility can manipulate. Generally
speaking, it is also good to have some motion-activated lights
in and around the facility, to allow for safe entry and exit.
These lights are smaller than the big lamps that illuminate the
court itself, yet still allow for increased visibility. They are also
an excellent way to tell if someone is near the facility.
Does your club or facility have a security force? If so, can
an officer be detailed to be in the area of, or near, the tennis
courts? Particularly if the facility will be used at night, the
presence of a security officer can be reassuring. If that isn’t
possible, make sure phones are readily available in the event
a user suddenly feels threatened or unsafe. Many campuses,
parks and other areas are installing “panic buttons” that allow
36 RACQUET SPORTS INDUSTRY April 2007
individuals to call for an escort, should the situation present itself.
If your facility has its own rest rooms, consider locking
these at night. Regardless of whether users complain, it’s safer
for everyone involved if those facilities are only open during
“safety in numbers” rule should always be followed.
If your facility can be used unsupervised after hours,
remember to safely lock away all athletic equipment, such as
ball machines, squeegees, etc.
Q Insurance: According to ASBA legal counsel David Pet-
tit, facility insurance is a must. “Every tennis facility
owner and operator should carry comprehensive general
liability insurance to cover claims for bodily injury,” says
Pettit. “In my opinion, limits of $2 million per claim, plus
defense costs, are the minimum required to provide ade-
quate protection for the owner and operator. In cases
involving particularly serious injuries, the potential liabil-
ity may exceed this amount, so it may be prudent to
carry greater coverage limits.”
If the facility owner is not the operator, adds Pettit, “The
parties should enter into a written lease or management
agreement that clearly allocates responsibility for mainte-
nance and repairs, with special attention to those that affect
health and safety issues, and identifies the party responsible
for carrying liability insurance.”
If your tennis facility includes a youth program, or if play-
ers often bring their children, Pettit advises facility owners
and managers to exercise extra caution, since “claims for
injuries to children are generally governed by different rules
relating to understanding and accepting risk of injury.” The
facility operator, he notes, should be particularly vigilant to
supervise the activities of minors in order to maintain a safe
environment for them.
Remember that your facility represents a huge investment
of time. You want to keep it as safe as possible. Do a night
walk-though every week or so. Look for lights that might be
out, dark, shadowy areas where players might feel unsafe—
anything that needs fixing—and have it addressed immedi-
ately.
Keeping it a safe facility—and therefore, an even more
attractive one—will pay dividends in years to come. Q
Thanks to SportsField Management magazine, which gra-
ciously authorized the use of material from its publication
dealing with work-site safety and emergency planning. For
information on SportsField Management magazine, includ-
ing advertising information or a free subscription, visit
www.sportsfieldmanagementmagazine.com.
The American Sports Builders Association is a non-profit
association helping designers, builders, owners, operators,
and users understand quality sports facility construction. The
ASBA offers meetings and publications on running tracks, ten-
nis courts, and indoor sports facilities. Available at no charge
is a listing of all publications offered by the Association, as
well as the ASBA’s Membership Directory. For information,
call 866-501-ASBA (2722) or visit www.sportsbuilders.org.
 FINE
POINT
DISTINGUISHED FACILITY-OF-THE-YEAR AWARDS

For these seven residential

court winners, construction
excellence is all in the details.
othing can better show off the creativity and

N workmanship of a court builder than the care

and detail they give to their private court pro-
jects. And the 2006 residential court winners of the
Racquet Sports Industry/American Sports Builders
Association Distinguished Facility-of-the-Year Awards
clearly demonstrate that excellence.
All seven of these winners are new construction,
although one of these projects, the Powell Residence
in Gladwyne, Pa., involved completely removing an
existing court once the new home was constructed
on the property, then lowering the sub-grade by 3
feet and building a totally new hard court. Six of
these winners are hard courts, with two—the Fleck-
enstein Residence in Mukwonago, Wis., and the
Gooch Residence Robinson Residence in Radnor, Pa.—listing a “cush-
ioned” surface. One court, the Wilson Residence in
Rumson, N.J. Rixeyville, Va., is a natural grass court.
(Nominated by The Racquet Shop Inc., Colts Neck, N.J.) Drainage was a key challenge for many builders,
Surface: California Products
who worked with owners to design drainage systems
Net Posts: Edwards (wood)
Net, Center Strap: J.A. Cissel or swales to channel rainwater. Also, as in many pri-
vate residence projects, visually appealing retaining
walls were an important part of most of these courts.
At least one court, the Gooch Residence in Rum-
son, N.J., installed wood fencing, and four of the
seven courts installed lighting for night play. Seating
and shade for players were important for most of
these winners, and one project, the Seiderman Resi-
dence in Parkland, Fla., included a backboard.
They say “the devil is in the details,” but clearly
these builders found creative ways to overcome chal-
For details on the 2007 Distinguished Facility-of-the-Year Awards,
lenges to give court owners and their families their
contact the ASBA at 866-501-ASBA or info@sportsbuilders.org.
own little piece of heaven. —Peter Francesconi

38 RACQUET SPORTS INDUSTRY April 2007

Fleckenstein Residence
Mukwonago, Wis.
(Nominated by Munson Inc., Glendale, Wis.)
Architect/Engineer/Contractor: Munson Inc.
Surface: California Products
Fencing: Munson Fence Division, Munson Inc.
Post-Tension Cables: Tech Con Systems
Lights: Lee Tennis
Net Posts: Douglas Industries

Clayton Residence
Carmel, Ind.
(Nominated by Leslie Coatings Inc., Indianapolis, Ind.)
Specialty Contractor: Leslie Coatings
Court Coatings: California Products
Lights: LSI Lighting
Net, Net Posts: Douglas Industries

Powell Residence
Gladwyne, Pa.
(Nominated by Pro-Sport Construction Inc., Devon, Pa.)
General Contractor: Pro-Sport Construction
Surface: Nova Sports
Net, Net Posts, Windscreens: J.A. Cissel

April 2007 RACQUET SPORTS INDUSTRY 39

 Robinson Residence
Radnor, Pa.
(Nominated by Pro-Sport Construction Inc., Devon, Pa.)
General Contractor: Pro-Sport Construction
Surface: Nova Sports, Classic Turf
Lights: LSI Lighting
Net, Net Posts, Windscreens: J.A. Cissel

Seiderman Residence
Parkland, Fla.
(Nominated by Fast-Dry Courts, Pompano Beach, Fla.)
Architect/Engineer/Contractor: Fast Dry Courts
Surface: Nova Sports Combination
Lights: RLS
Net, Center Strap, Anchor: BP International
Backboard: Bakko
Net Posts: Lee Tennis
Basketball Standard: Douglas Industries

Wilson Residence
Rixeyville, Va.
(Nominated by Lawn Tennis and Supply Co., Medford, N.J.)
General and Specialty Contractor: Lawn Tennis and Supply Co.
Surface: Lawn Tennis and Supply Co. (Bentgrass Sod)
Fencing: Tennis Courts Inc.

40 RACQUET SPORTS INDUSTRY April 2007

 string PLAYTEST
Pro Supex Big Ace
Big Ace is a monofilament co-polymer,
which according to Pro Supex is made
of high-grade polymers and special
monomix-reinforced chemical addi-
tives. Pro Supex claims that Big Ace
offers power, spin potential, control,
comfort, durability, resistance to move-
ment, and tension maintenance.
Pro Supex says the target player for
this string is 4.5 players and better,
including pros and top junior players. Big
Ace string is currently used by ATP tour
players Chris Wettengel, Tyler Cleveland,
and Chris Lam.
Big Ace is available in 1.17 mm, 1.22
mm, 1.25 mm, and 1.28 mm in red,
pearl white, and lime yellow. It is priced
from $5.49 for sets of 40 feet, or $55
for 660-foot reels. For more information
or to order, contact Pro Supex at 866-
787-4644, or visit www.prosupexusa.
com. Be sure to read the conclusion for
more information about getting a free
set to try for yourself.
IN THE LAB
We tested the 1.22 mm Big Ace in lime
yellow. The coil measured 43’6”. The
diameter measured 1.23 mm prior to
stringing, and 1.21 mm after stringing.
Pro Supex recommends dropping the
tension 5 percent compared to normal
synthetic string, so that’s what we rec-
ommended our playtesters do as well.
We recorded a stringbed stiffness of 74
RDC units immediately after stringing at
60 pounds in a Wilson Pro Staff 6.1 95
(16 x 18 pattern) on a constant-pull
machine.
After 24 hours (no playing),
stringbed stiffness measured 67 RDC
units, representing a 9 percent tension
loss. Our control string, Prince Synthetic
Gut Original Gold 16, measured 78 RDC
units immediately after stringing and 71
RDC units after 24 hours, representing a
9 percent tension loss. Big Ace added 16
grams to the weight of our unstrung
frame.
The string was tested for five weeks
42 RACQUET SPORTS INDUSTRY April 2007
by 37 USRSA playtesters,
with NTRP ratings from 3.5
to 6.0. These are blind tests,
with playtesters receiving
unmarked strings in
unmarked packages. Average
number of hours playtested was
30.2.
None of our playtesters thought
Big Ace was easy to string. Part of this
is the nature of polys, but Big Ace did
seem a bit more ornery than other polys
we’ve experienced.
No playtester broke his sample during
stringing, 18 reported problems with
coil memory, three reported problems
tying knots, and one reported friction
EASE OF STRINGING
burn.
(compared to other strings)
Number of testers who said it was:
much easier 0 ON THE COURT
somewhat easier 1 Our playtest team backed up Pro
about as easy 20 Supex’s claims about Big Ace. Of the
not quite as easy 11 109 strings we’ve playtested to date,
not nearly as easy 6 Big Ace came in at number five in two
categories: Durability and Resistance to
OVERALL PLAYABILITY
Movement. For good measure, it came
(compared to string played most often)
Number of testers who said it was: in number seven of all strings tested to
much better 1 date for Holding Tension. Combined
somewhat better 6 with Big Ace’s well-above-average
about as playable 8 score in the Power category, these
not quite as playable 16 gave Big Ace a well-above-average
not nearly as playable 6 overall score.
OVERALL DURABILITY
(compared to other strings CONCLUSION
of similar gauge) The comments by our playtesters
Number of testers who said it was: on Pro Supex Big Ace are so uniformly
much better 8 positive that if we didn’t know better,
somewhat better 18 we’d suspect that some playtesters
about as durable 11 copied the responses of others. First,
not quite as durable 0
it’s rare for nearly two-thirds of a
not nearly as durable 0
playtest team to have such nice things
RATING AVERAGES to say about a poly, and second, over
From 1 to 5 (best) half of the team members specifically
Playability 3.2 mentioned the control afforded by Big
Durability (#5 overall to date) 4.4 Ace. For what seems to all outward
Power 3.4 appearances to be a “love it or leave
Control 3.4
it” string, our playtest team members
Comfort 2.6
seemed to love it.
Touch/Feel 2.6
Spin Potential 3.3
If you think that Pro Supex Big Ace
Holding Tension(#7 overall to date) 3.7 might be for you, fill out the coupon
Resistance to Movement (#5 overall to date) 4.0 to get a free set to try.
—Greg Raven Q
 TESTERS TALK
“ This is one of the best polyesters I
have ever used. The power on serves is
FREE PLAYTEST STRING PROGRAM
Pro Supex has generously offered to send A free set of the Big Ace 1.25mm lime
exceptional and the spin is spot-on. This
yellow to each of the first 500 USRSA members who respond.
is a great control string with more than
Just cut out (or copy) this coupon and mail it to:
enough power. Plays well from all areas USRSA, Attn: Pro Supex Big Ace String Offer, 330 Main Street, Vista, CA 92084
”
of the court. 4.5 male all-court player
using Wilson n5 Force strung at 63 pounds CP
or fax to 760-536-1171, or email the info below to jonathan@racquettech.com
Offer expires 20 April 07 Offer only available to USRSA members in the US.
(Wilson NXT 16) Name:
USRSA Member number:
“ This string has no notching or move-
ment, making it a very durable control
Phone:
Email:
string. Even after hours of hard hitting, it If you print your email clearly, we will notify you when your sample will be sent.
stays remarkably fresh. The most out-
standing feature is the consistency of feel
and playability, despite many hours of
hard hitting.
” 4.5 female all-court player
using Head Metallix 10 strung at 57 pounds
CP (Wilson Sensation 17)

“ This string plays with a soft and boun-

cy resilience. I had to keep reminding
myself that it was a polyester. It is recom-
mended for those who are searching for
control and spin in a comfortable pack-
age. After 24 hours on the dirt, this string
looked and played like it was new. A rare
treat.
” 5.0 male all-court player using
Head Liquidmetal Prestige Mid strung at 58
pounds LO (Babolat Superfine Play 17)

“ This polyester provides a luxurious

sweetspot and loads of controllable pop!
I expected the string to go “dead” after
35 hours, but it holds up surprisingly well.
The combination of playability and power
ranks with high-end multifilaments. The
spin from the backcourt is impressive, and
volleys come off with crisp precision. I'm
considering a switch.
”
5.0 female serve-and-volleyer using Prince O3
Spectrum Hybrid Midplus strung at 53 pounds
CP (Head RIP Ti. Fiber 17)

“ This is definitely a high-end polyester.

Not only does it offer incredible durability
and resistance to movement, the playabil-
ity and comfort are on par with the best
strings on the market.
” 4.5 male all-court
player using Yonex MP Tour 1 strung at 61
pounds CP (Luxilon Big Banger Alu Power
Rough 16L)

For the rest of the tester comments, USRSA mem-

bers can visit RacquetTECH.com.

April 2007 RACQUET SPORTS INDUSTRY 43

 ask the EXPERTS
Your Equipment Hotline
ALTERNATING MAINS
A FRIEND BEGINS THE MAINS AT
Q the center as recommended by
USRSA, installing three mains on
the right, three more mains on the left,
and then three more on the left, before
going back to the right side. In other
words, he is tensioning six mains in a row.
Is this just a matter of personal prefer-
ence? Is it safe, or does it inflict more
stress to the frame?
A THE WHOLE REASON BEHIND alter-
nating mains is to balance the not-
inconsiderable stresses on the frame at its
most vulnerable time. Installing six mains
in a row means there are that many fresh-
ly-tensioned mains on one side of the
frame, while the three mains on the other
side of the frame have lost tension and are
therefore exerting less force. Modern
frames are pretty strong, and your friend
44 RACQUET SPORTS INDUSTRY April 2007
may never run into a problem doing the the frame, and better longevity. As with
mains this way, but the stresses could be other forms of aging, softening due to
better balanced, which may enhance frame
longevity, as well as produce a more consis-
tent stringbed response.
restringing is difficult to measure, but
under ideal conditions, racquets should
last years without losing significant stiff-
ness.
RACQUET FATIGUE
HOW MANY TIMES CAN A racquet LEAD TAPE BENEATH
Q be restrung before the frame begins
to lose its original stiffness?
THE BUMPERGUARD
I HAVE BEEN READING ON some
A THE NUMBER OF TIMES A RACQUET
Q on-line tennis message boards
that top players add lead tape
can be restrung without softening
depends on many factors. Among these fac-
tors are the machine mounting system,
under the bumperguard or grommet
strip so that it can’t be seen. How is this
done?
stringing technique, string tension, frame
construction, amount of time (and use)
between stringings, and how hard the play-
er hits the ball. Better mounting, better
A ADDING LEAD TAPE BENEATH the
bumperguard or grommet strip is
an advanced technique. You have to
technique, lower tension, better frame con- strip the frame to do the modifications,
struction, more time between stringings, which means either that you must have
and softer hitting will result in less stress on replacement grommet kits on hand, or
the racquets must be brand new so polyester harder than necessary, you can have problems, you might try tensioning
the existing bumperguard and grom- run into trouble when stringing nylon or the last string (before tying-off) a couple
mets can be lifted to allow installation gut. If you are having difficulty getting tight pounds higher than the others, to com-
of the lead tape, and then reinstalled. knots with no slack in polyester, try making pensate for the small tension loss you
Some new grommet kits are flared your first light pull away from the grommet. sometimes get when releasing the clamp.
from the factory, which means that This pulls most of the slack out of the
even when working with new rac- string. Then pull back toward the grommet, —Greg Raven Q
quets, you will need to replace the and maintain tension as the knot tightens
bumperguard and grommet kit. Also, and removes the remaining slack from the We welcome your questions. Please send them to
not every bumperguard is going to string. Keep holding the end of the string Racquet Sports Industry, 330 Main St., Vista, CA,
have much space underneath it for until after you release the clamp to ensure 92084; fax: 760-536-1171; email:
lead tape, or anything else except that the knot will stay locked. If you still greg@racquettech.com.
some clay dust. Finally, making alter-
ations means you have to strip the
racquet again of the bumperguard
and grommet strip, if you wish to
remove lead tape or conceal addition-
al tape.
To start, strip each frame piece by
piece, measuring weight, balance, and
swingweight every step of the way.
Then calculate how much lead tape
you need to add beneath the bumper-
guard and/or grommet strip (USRSA
members can use the on-line tools at
RacquetTECH.com), and see if there is
even room for that much tape. Cut
the tape into pieces (or strips) small
enough to be hidden by the grom-
mets or bumperguard. Once you have
each of your bare frames the same,
reassemble them and recheck the
specs.
This type of modification is a lot of
work, but it is rarely called for except
when you’re dealing with top touring
pros. If you’re going to attempt it, we
recommend that you first make cer-
tain that each racquet to be matched
has the same flex.

TYING KNOTS
IN POLYESTER
DO YOU HAPPEN TO HAVE any

Q video of a good stringer tying

knots in polyester? I’m trying to
get an idea of the amount of forearm
strength required.

A VERY LITTLE FOREARM strength

is needed to tie knots, even in
polyester. Even though you can pull
on polyester pretty hard without
breaking it, it is not good practice to
do so. Over-pulling knots is a major
cause of knot breakage in general,
and if you get in the habit of pulling

April 2007 RACQUET SPORTS INDUSTRY 45

 tips and TECHNIQUES
Readers’ Know-How in Action
NON-SLIP GRIPPER
I had a problem with my string gripper slip-
ping even after it was cleaned. I took the
two halves of the gripper to an auto repair
shop that had a glass bead blaster to lightly
treat the surface. It took all of 10 seconds so
there was no charge. Now they are better
than when they were new. The grips have
now been in service for dozens of string jobs
and have not even needed a chemical clean-
ing yet. This process can be applied to any
diamond dusted clamp surface. The beading
causes the base material to erode away a
small amount, which will expose more of the
46 RACQUET SPORTS INDUSTRY April 2007
diamond dust to grab the string. The bead
blasting removes paint and other finishes,
too, so make certain to apply a double layer
of masking tape to all surrounding surfaces
as a protective measure.
5 sets of Gamma Flex Core Control 16
and a Gamma Hat & T-Shirt to:
Dr. Carl Love, Albany, OR
PATHFINDING NEEDLE
An inexpensive sports ball-inflating needle As with a pathfinder awl you need to be care-
can be modified to perform many of the ful not to nick any string. For this, lubricating
tasks of an expensive pathfinder awl. Simply the needle tip can be useful.
saw off the tip of the needle with a hack saw 5 sets of Forten Dynamix 16 to:
and smooth the tip with emery cloth. The Michael Shaughnessy, Kingston, RI
modified needle has a shaft that is one inch
long and a channel that can accommodate a TANGLE-FREE UNCOILING
16g string. The outside diameter of the shaft To keep string from becoming tangled as you
is about the same as a pathfinder awl. unwind it from the coil, try looping the coil
I find this needle convenient for threading over a smooth door handle. This also makes it
string through grommets that are hidden by easier to divide the string for two-piece string-
racquet clamps. I also use this needle with a ing: After uncoiling, I loop the string over the
standard awl to create a channel for thread- handle as I pull the ends toward me. Voila! No
ing pliant string through blocked skip holes. tangles!
 stringing. I estimate that nearly 50 per-
cent of all my stringing involves hybrid
stringing now. It seems as if every single
person who has asked me about my
strings has said, "I think I may give that a
try for my next string job." If you know
how to respond to questions about
hybrids, and you'll be making your cus-
tomer—often a new customer—feel
smarter than ever.
5 sets of Gosen OG Sheep Micro Super etc. in my racquets, and almost always 5 sets of Klip Scorcher 16 & a set of
17 & a Gosen T-Shirt to: someone will approach me to ask about why grips to:
Terry Boyle, Columbine Valley, CO my strings are that way. This gives me the Steve Huff, Mechanicsville, VA
opening to explain the advantages of hybrid —Greg Raven Q
RACQUET MAILING
One way I get my customers to restring is to
send out humorous reminder postcards.
To make them, I print the front and back
of Avery 8387 white postcard stock in my
inkjet printer. On the front, I address each
postcard to “Mr/Mrs Tennis Frame, c/o [Cus-
tomer Name].
On the back, I print the following text:
Dear Tennis Racquet(s): Tips and Techniques submitted since 2000 by
You haven't been restrung in over 6 USRSA members, and appearing in this column,
months. You must be feeling loose have all been gathered into a single volume of
and less resilient than ever. As a the Stringer’s Digest—Racquet Service Tech-
result, your owner might be getting niques which is a benefit of USRSA membership.
a little frustrated with you because Submit tips to: Greg Raven, USRSA, 330 Main St.,
your playability is rapidly declining. Vista, CA 92804; or email greg@racquettech.com.
The string in your frame is drying
out because the oil (which is one of
the ingredients in string) is drying
up. There is also a chance that your
grip is worn & torn. Please tell your
owner to call Myron for a complete
facelift. More tension and resiliency
in your strings are good for you
because they increase your playabili-
ty and your owner will love you
more than ever. Remember, Myron
will give you a complete makeover
in one day. In addition, keep in
mind that Tennis magazine recom-
mends that your strings be changed
as many times in a year as you play
each week but a minimum of twice
a year.
They really make an impression, and I’ve
been getting a lot of positive feedback.
5 sets of Ashaway Crossfire 17 to:
Myron Weintraub, MRT, Rockland, NY

GETTING MORE
MILEAGE FROM HYBRIDS
Whenever you string a hybrid for your own
racquet, use different colors. I've used
red/orange, orange/white, light blue/white,

April 2007 RACQUET SPORTS INDUSTRY 47

 Your Serve
Teaching Assistance
Tennis participation has been climbing since the
spotlight turned to growing the game, but are
teachers being left in the dark? BY LIZA HORAN
I
t's been said that tennis is a game of emer-
gencies. It requires a player to be a fleet-
footed quick-thinker with soft hands and
honed technique.
Yet in the 1990s the sport faced its
own emergency, best remembered by the
May 1994 Sports Illustrated cover that
quivered, "Is Tennis Dying?"
That statement-turned-mantra added
dynamite to smoldering, disjointed efforts
to increase participation in the game. It
took a decade of industry leaders setting
aside party lines, literally shaking hands,
and figuratively holding hands, to emerge
with the cooperative effort called "Tennis
Welcome Centers." This unprecedented
cooperation has begun to stem the leak of
those who try the game once and walk
away, and certainly has gotten more play-
ers to hit the courts more frequently.
But there is cause for concern—this
time for those who would teach the 1.1
million new players gained in 2005, and
more to come. The inability of salaries to
keep pace with inflation has put “career
teaching pro” on track for the endangered
species list.
CERTIFIED TEACHING
PROS
At the top of the scale are career instruc-
tors certified by PTR and USPTA, or trained
by Peter Burwash International and others.
Many say there are too few career pros
because what was a glamorous, well-pay-
ing position back in the 1970s now offers
an anorexic pay scale that makes support-
ing a family difficult.
Inflation grew 246 percent between
January 1977 and January 2007. Salaries of
teaching professionals generally grew 0
percent. And while there still are some very
well-compensated positions, they are the
exception, not the rule.
"We're still looking at wages that were
being paid in the '70s and '80s, and [pros]
are going to other industries," says USPTA
48 RACQUET SPORTS INDUSTRY April 2007
President Ron Woods.
PTR Executive Director and CEO Dan
Santorum agrees: "Being a teaching pro
used to mean making a lot of money. It
was equal—if not better—than a job out
of college. The pay scale is not commensu-
rate with what they can get elsewhere. It
has not kept up with salaries in other
industries."
Tennis is attracting new
players and engaging
current ones, but now it
needs to ensure that a
quality infrastructure can
deliver the goods.
Pro-active step: Let's begin with a
nationwide salary survey—conducted by
an independent party—that identifies posi-
tion titles, responsibilities, and compensa-
tion. If teachers and employers are invited
to participate, the needs and challenges of
both will be discovered. Taking stock of
the situation is the first step to curing it.
ENTRY-LEVEL PROVIDERS
Many say that the game will grow if it
becomes more accessible in every commu-
nity, and that requires more troops on the
ground that know how to create a positive
first experience on court. According to the
"2005 U.S. Tennis Participation Study,"
undertaken by the USTA and TIA, 74 mil-
lion people have tried tennis but not con-
tinued due to a "poor introductory
experience."
To provide the masses with a fun first
outing, the USTA is training entry-level
providers through Recreational Coach
Workshops. Participants are parents and
other volunteers who want to introduce
children to the game. "In 2006 we had
226 workshops," says Kirk Anderson, who is
USTA director of Recreational Coaches and
Programs, as well as a certified Master Pro
with both the PTR and USPTA.
"Since the program started six years ago,
23,000 people have attended the six-hour
workshops," says Anderson. "Nine percent
of them don't play tennis, yet 5.8 percent go
on to seek certification. We need a whole lot
more people."
The corps of 400,000 parents and volun-
teers who run youth soccer leagues serves as
an example of what could be achieved.
Once kids are hooked on tennis, they can
pursue instruction with certified pros.
Pro-active step: The USTA is busy training
entry-level providers, while the teaching
associations are continuing to attract and
develop members, but there's another
source: College graduates. There are a few
rich undergraduate and graduate programs
specifically designed to prepare young adults
for a career in tennis, and an image cam-
paign about how wonderful a profession
tennis is (backed up with great salaries and
benefits) will boost admissions applications.
CONCLUSION
Through its many programs, the USTA is all
over community tennis. And while the USTA
continues to build and enhance the local
infrastructure to pave the way for beginner
players, the rest of the industry can focus on
making “certified tennis professional” a
great career choice. Q
Liza Horan recently brought the issue
of teaching pros' compensation to
light in her column on Tenniswire.org.
We welcome your opinions. Please email
comments to rsi@racquetTECH.com or fax
them to 760-536-1171.