NSGA NOW - January/February 2025

VOLUME 14 | NO. 1

JANUARY/ FEBRUARY 2025

NSGA MEMBERS

STEP UP TO THE PLATE

RETAILERS, DEALERS MAKING A DIFFERENCE PROLOOK’S BASEBALL TOURNAMENT GOES “ALL-IN”

A PUBLICATION OF THE NATIONAL SPORTING GOODS ASSOCIATION

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TABLE OF CONTENTS

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CEO NOW

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ASSOCIATION NOW

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ADVOCACY NOW

Our Industry Continues to Make a Difference Remembering Hall of Famers Bill Battle and Rusty Saunders; Board Chairman Craig W. Koenig Updates on Overtime Rule, Corporate Transparency Act

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CONFERENCE NOW Reasons You Should Attend the NSGA 2025 Leadership Conference

OPERATIONS NOW Manufacturing Employment Summit Offers Solutions

RETAIL NOW Less Satisfaction From Always Wanting More

PHILANTHROPY NOW NSGA shares stories of retailer and dealer members

who have stepped up to the plate to help others.

PROLOOK is making a difference with its “All-In” baseball tournament (pictured above) it started in 2020 to help the fight against Autism.

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NEWS NOW 2025 National Organization Rule Updates; Xenith Pauses Operations, Richmond Basketball Honors Greg Beckwith

MEMBER SPOTLIGHT NOW Give Me Five With Katie Bowes, Vern & Sonny’s Bike & Snow

Huntley of CHAMPRO >> Sinammy a discussion at the NSGA 2024 Leadership Conference.

JANUARY/FEBRUARY 2025

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CEO NOW

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NSGA OFFICERS CHAIRMAN OF THE BOARD

he biggest season for gift giving has just wrapped up and NSGA hopes it was a good one for your families and businesses.

a big hit with its annual All-In Baseball Tournament that helps raise funds for those affected

by Autism.

The opportunity to give to others never takes a holiday, though.

Those gifts can include time, treasure, or talents.

This fall, we also saw Florida and other parts of the southeastern United States hit hard by hurricanes. One of them caused significant flooding and devastation in rural and mountainous areas of North Carolina that are not easily accessible under normal conditions. Residents needed apparel and other items to prepare for cold weather and parents were looking for help to make sure their children received holiday gifts.

This first NSGA NOW issue of 2025 looks at some of the members in our industry who are “stepping up to the plate” and helping others.

All of the stories are compelling but a couple of these efforts are poignant because of the deep personal and direct family connections to those involved such as Glen Jusczyk of AMgC Sports and Kirk Anderson of Al Anderson’s Source for Sports.

Jusczyk’s daughter Malia passed away about 18 months ago at age 14 from cancer and was the inspiration for the formation of the For Kids’ Sake foundation. Anderson’s brother, Doug, was born in 1960 with cerebral palsy and their father Al, the former NSGA Board Chairman who passed away last summer, helped create multiple organizations to help those with mental and physical disabilities.

Paul Stanton of Bostonarea based Hockey Dealers Association retailer Sports Etc., supports NAVY SEALs and the Glen Doherty Foundation by donating proceeds from services in his store and sales of special sweatshirts every November. And the PROLOOK team led by Dusty and Jane Rhodes has produced

NSGA members in North Carolina such as Johnson-Lambe Co., and Cook’s Sporting Goods and National Ski & Snowboard Retailers Association member Ski Country Sports stepped up in these challenging times. They turned their stores into “donation centers” for people in the industry to send items.

All of these stories, and the many others not included in this issue, are reminders of the great people in this industry and country who are willing to help those in need.

Great work, NSGA members, stepping up to the plate delivering in the clutch when it matters most!

TREASURER/CHAIRMAN-ELECT

BOB FAWLEY Capitol Varsity Sports, Oxford, OH PAST CHAIRMAN PAT DONNELLEY Twin Falls, ID BOARD OF DIRECTORS KEVIN BEZANSON Cleve’s Source for Sports, Halifax, Nova Scotia, Canada TROY FREEMAN Play It Again Sports, Minneapolis, MN

COLE JOHNSON Johnson-Lambe Sporting Goods Raleigh, NC JUSTIN MILLER Scholastic Sports Sales, Manlius, NY MICK MONTGOMERY Denver Athletic Supply, Englewood, CO

RON RUGAL B&R Sporting Goods, Shelby Charter Township, MI JOHN SCIPIO SV Sports, Pottstown, PA

NSGA TEAM LEADERS MATT CARLSON President & CEO

HAYLEY FANSLER Director, Business Development MARTY MACIASZEK Director, Team Dealer Division, Communications JULIE PITTS Director, Public Affairs and President, NSSRA

NICK RIGITANO Director, Insights and Analysis JENNIFER SHAFFER Chief Financial Officer

Best regards, MATT CARLSON PRESIDENT & CEO

NSGA NOW (ISSN 1045-2087) is published bi-monthly for members of the National Sporting Goods Association, 3041 Woodcreek Drive, Suite 210, Downers Grove, IL 60515. Phone: (847) 296-NSGA (6742).

Subscription price of $50 per year is included in membership fee. Non-member subscription information available from publisher. Periodical postage paid at Downers Grove, IL 60515 and additional mailing offices. POSTMASTER: Send address changes to NSGA NOW,® 3041 Woodcreek Drive, Suite 210, Downers Grove, IL 60515. © NSGA 2025 all rights reserved. Printed in the USA.

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GORDON GEIGER Geiger’s, Lakewood, OH

NSGA is a member of the Merchants Payments Coalition, which is pushing to get the Credit Card Competition Act passed.

2026

CALL FOR

NOMINATIONS Submissions accepted until March 31, 2025

Nominate a deserving individual for the 2026 Class of the Sporting Goods Industry Hall of Fame Learn more and nominate at nsga.org/hall-of-fame The Sporting Goods Industry Hall of Fame was created in 1955 by the NSGA Board of Directors to honor the pioneers, innovators and leaders who built the sporting goods industry and to help recognize and encourage excellence within the industry.

ASSOCIATION NOW

NSGA REMEMBERS HALL OF FAMERS BILL BATTLE and RUSTY SAUNDERS

BILL BATTLE CLASS OF 2016 Bill Battle translated his success on the football field as a player and coach into a game-changing impact in the licensing of collegiate products. Battle’s legacy led to his induction into the Sporting Goods Industry Hall of Fame in 2016 and NSGA was saddened to hear about Battle’s passing on November 27 after a battle with cancer. Battle was 82.

In 1981, Battle signed his former coach, the legendary Paul “Bear” Bryant of Alabama to a licensing agreement. Battle also had to help Alabama create a licensing department, which led to his founding of Collegiate Licensing Company (CLC) and what became a multi-billion dollar industry for collegiate licensing.

“Mr. Battle had a remarkable life where he impacted so many people as an athlete, coach, athletic director and businessman,” said Matt Carlson, NSGA President & CEO. “He was a visionary in the sporting goods industry in the way he successfully brought schools, retailers and licensees together for everyone’s benefit. We extend our deepest condolences to Mr. Battle’s family, friends and colleagues.”

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Battle used a model similar to the NFL and went door-to-door convincing administrators of a vision where all trademarks were regulated and available in one place. Battle developed the first label that signified “officially licensed collegiate products” and under his leadership the CLC grew to represent more than 200 schools, conferences and bowl games, and NASCAR and the PGA Tour. He served as President and CEO of CLC until 2002 and it was acquired by IMG (International Management Group) in 2007.

Battle, a native of Birmingham, Alabama, was a three-year starter at tight end and defensive end for the Crimson Tide from 1960–62. The 1961 team won the first of six national titles during Bear Bryant’s leadership.

Battle started his coaching career as a graduate assistant at Oklahoma and became the youngest college football head coach in the country in 1970 at 29 when he took over the program at Tennessee. The Volunteers went 5922–2 with four bowl-game victories in his seven-year tenure.

Battle returned to Alabama in 2013 to serve as athletic director for four years.

He was also inducted into six other halls of fame.Battle is survived by his wife Mary, his sister Jean, his children Pat, Mike, Shannon and Kayla, 8 grandchildren and 3 great-grandchildren. A memorial service was held December 5, 2024 in Mountain Brook, Alabama.

RUSTY SAUNDERS CLASS OF 2013 Working for people active in sports was more appealing to Robert “Rusty” Saunders than the action of working on Wall Street. Saunders, who spent 60-plus years in the industry and was inducted into the Sporting Goods Industry Hall of Fame in 2013, passed away on December 8. He was 88.

Saunders played basketball at the University of Dayton in the 1950s and the New York City native returned home to start his career as a pension administrator at a large bank. Three years later he entered the sporting goods industry and became a prominent figure who was connected to some of the biggest names in sports. He also was the moderator of the NSGA Management Conference & Team Dealer Summit (now the NSGA Leadership Conference) from 2000–13 and a 12-year member of the Sporting Goods Industry Hall of Fame Committee.

“Rusty was truly a larger-than-life figure with a tremendous passion for our industry,” Carlson said. “He had such an impact in so many areas and I greatly appreciated his work and support of NSGA over the years. We know many

people in the industry are saddened by the news of Rusty’s passing and we extend our deepest condolences to his family, friends and colleagues.”

Saunders spent his first 13 years in the sporting goods industry with the MacGregor-Brunswick Corporation. He directed the advisory staff for product development, promotions and personal appearances for legendary athletes such as Henry Aaron, Pete Rose, Frank Robinson and Joe Morgan in baseball, Johnny Unitas, Joe Namath, Don Shula and Mike Ditka in football and Jack Nicklaus, Tom Watson, Johnny Miller and Tom Weiskopf in golf.

Saunders also served as MacGregor’s east coast regional sales manager of its team division, pro golf and retail areas and as the national accounts and premium manager. As the Vice President of Merchandising, he was responsible for research and development, product managers, advertising and promotions.

While Saunders was with MacGregor the company introduced the industry-changing Nicklaus Golden Bear 3 through 8 iron-and-bag golf set, premium leather baseball gloves in red, blue and green colors and the MacGregor 100MH polycarb-padded football helmet, which became the No. 2 seller in a market dominated by a non-padded helmet. He was recognized four times as MacGregor’s leading sales producer and product developer.

Saunders then became an Executive Vice President and COO of two regional retail chains with long heritages owned by Washington, D.C.-based Recreation Products Retailing. He took Brendamour’s in Cincinnati, Ohio and Hollywood Sports Plaza in California out of financial trouble to profitability and positioned Brendamour’s for a successful sale.

He also started and ran the Saunders & Associates Sales Agency for 19 years before selling it in 1999. His agency

covered five Midwest states and was twice named the Sales Agency of the Year for Brooks. Saunders also was Brooks’ Salesman of the Year three times and he received the Lifetime Achievement Award from the Sporting Goods Agents Association (SGAA).

Saunders remained active in the industry after he retired and was the principal of Saunders Consulting. He was a founding partner of SportsOneSource and a moderator of Coach and Connect to mentor and educate agents, served on the boards of Implus Corporation and PHIT America and founded the Get in the Game Careers program.

Saunders and his wife Christine (McNally) Saunders were married for 64 years and had five children, Laura, Bob, Steve, Sue and Ken, 13 grandchildren and two great-grandchildren. A funeral mass to celebrate his life was held January 4 in Cincinnati, Ohio.

CRAIG W. KOENIG RETAIL ICON and FORMER BOARD CHAIRMAN

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raig W. Koenig, who served the National Sporting Goods Association (NSGA) as Board Chairman, passed away on November 16, 2024. Koenig was 81.

Koenig oversaw the growth of the Cleveland, Ohio-based family business, Koenig Sporting Goods, as its chairman and chief executive officer from two stores in the late 1960s into an independent retail chain of 40 stores in the 1990s. He served on the NSGA Board of Directors from 1985–92 and was Chairman in 1990–91.

His father Walter was inducted into the Sporting Goods Industry Hall of Fame in 1988 and his younger brother Brian became president and chief operating officer of Koenig Sporting Goods. Craig Koenig grew up in East Cleveland, received his undergraduate and Master’s degrees from Indiana University and joined the family business in 1968.

“We are very saddened to learn of the passing of Mr. Koenig, and extend our condolences to his family, friends and colleagues,” said Matt Carlson, NSGA President & CEO. “Mr. Koenig was a very astute businessman who was willing to share his passion and expertise with the rest of the sporting goods industry. Mr. Koenig and his family were incredibly supportive of NSGA’s mission to empower sporting goods retailers and team dealers with the tools they needed for success.”

The family business started in 1914 as Koenig Hardware Company by Clarence W. Koenig. His son Walter entered the business in 1933 and expanded the sporting goods section into

a full-line department that covered 50 percent of the store, which became known as the C.W. Koenig Company.

When Craig and Brian Koenig entered the family business in the late 1960s, one of its two stores was still split between hardware and sporting goods sales. The other location was recognized as the first sporting goods retailer in an enclosed shopping mall in 1967 and that led to a decision to focus solely on sporting goods.

Continued on page 42

JANUARY/FEBRUARY 2025

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ADVOCACY NOW

COURT RULINGS PUT CORPORATE TRANSPARENCY ACT (CTA) ON HOLD

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here was significant upheaval in the courts in December 2024 regarding the Corporate Transparency Act (CTA). The latest move on December 26 saw an appeals court file an injunction that put enforcement of the CTA on hold.

This reversed another appeals court ruling from December 23 that required small business owners to register with the Financial Crimes Enforcement Network (FinCEN) by January 13 or potentially pay fines up to $10,000. That is no longer in effect.

One legal expert predicted the latest injunction putting the CTA on hold will be in place through March, according to a report by CNBC. A preliminary nationwide injunction had been placed on the CTA by a Texas Federal District Court on December 3.

For the latest on the CTA and other issues monitored by NSGA go to the NSGA Advocacy webpage at www.nsga.org/advocacy/

OVERTIME PAY RULE REVERSED A Texas federal judge in mid-November permanently blocked a Biden

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administration rule that would have made about 4 million more salaried U.S. workers eligible for overtime pay.

U.S. District Judge Sean Jordan in Sherman, Texas, said the U.S. Department of Labor rule that took effect in July improperly bases eligibility for overtime pay on workers’ wages rather than their job duties.

The state of Texas and business groups representing a range of industries had filed lawsuits challenging the rule, which had been consolidated.

Jordan, who was appointed by Republican President-elect Donald Trump in his first term, struck down the rule after saying in June that it was likely invalid and temporarily blocking it from being applied to Texas state employees.

The rule would have required employers to pay overtime premiums to salaried workers who earn less than $1,128

per week, or about $58,600 per year, when they work more than 40 hours in a week, beginning Jan. 1, 2025, and it had temporarily raised the threshold to about $44,000 per year on July 1.

The previous threshold of about $35,500, which was set in 2019, will now be back in effect.

Federal law exempts workers with “executive, administrative, and professional” (EAP) duties from receiving overtime pay, and the Labor Department has for decades used salary as one factor in deciding when that applies.

The Labor Department, in adopting the rule, said that lower-paid salaried workers often do the same jobs as hourly employees but work more hours for no additional pay. The rule also established automatic increases in the salary threshold every three years to reflect wage growth.

Jordan agreed with Texas and the business groups that by substantially raising the salary level, the rule improperly jettisoned the duties requirement written into federal law.

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CONFERENCE NOW

WHY YOUR COMPANY SHOULD ATTEND

THE NSGA 2025 LEADERSHIP CONFERENCE

BY MARTY MACIASZEK NSGA DIRECTOR OF COMMUNICATIONS

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uman nature often has us finding reasons we shouldn’t or can’t do something instead of focusing on the reasons we should or can. The NSGA 2025 Leadership Conference on May 18-20 in Palm Beach Gardens, Florida, is a perfect example.

We have heard many fair points from people in the sporting goods industry about why they can’t attend the conference. We’re going to present some counterpoints for why you — or a member of your team — should be at this great event in Florida in May.

POINT-COUNTERPOINT Point No. 1: We’re short-staffed and I can’t get away from the store or facility.

Counterpoint: Plan ahead and delegate to cover your duties. It’s also a great way to build confidence in your staff to give them more responsibilities.

Point No. 2: We have a family graduation. It’s too close to the Memorial Day holiday and we have family plans.

Counterpoint: Family matters absolutely should take priority. Have someone else on your team attend so they can experience what the Leadership Conference is all about. It’s a great way for someone newer to learn more about why they are working in such a great and dynamic industry.

Point No. 3: Our business is coming off a tough year.

Counterpoint: This is a perfect way to help you bounce back. You’ll probably find others in the same situation and you can help each other.

Point No. 4: We went last year or in recent years.

Counterpoint: There is something new every year at the NSGA Leadership Conference. Speakers like basketball coaching legends Mike Krzyzewski and Tom Izzo, baseball Hall of Famer Cal Ripken Jr., football star Joe Theismann and Olympic Gold Medal swimmer Missy Franklin share inspirational stories of what they’ve overcome to succeed along with important tips for success. Education sessions keep you in front of the constant changes affecting the industry and business world. And there are always new attendees to connect with.

Point No. 5: I’m worried about losing someone to a competitor at the conference.

at the NSGA 2024 Leadership Conference listen during >> A a ttendees session by Chipply’s Grace Schettler and Lynn Burghardt.

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Counterpoint: It’s something we hear from time to time. The reality is if someone wants to jump to a different business, it can happen anywhere at any time with our ability to electronically connect with others quickly and easily.

Point No. 6: I’m not sure I’ll get to talk with the people I need to see.

Counterpoint: If you are a retailer, team dealer or manufacturer, Monday’s Speed Networking is a great avenue to ensure you get to make important connections. And even if you aren’t paired with someone you want to see, there are plenty of other opportunities at networking breakfasts, lunches, breaks or events.

Point No. 7: I see a lot of these people at other industry shows and events.

Counterpoint: The emphasis on education, inspiration and networking of the NSGA Leadership Conference provides a great atmosphere to enhance connections. It’s a great way to continue building relationships in person.

Point No. 8: I don’t really know anybody attending.

Counterpoint: One of the great aspects of the NSGA Leadership Conference is the size is not so overwhelming and it’s truly a relaxed atmosphere. That makes it easy to meet people, build connections and make new friendships in the industry.

Registration is now open for the NSGA 2025 Leadership Conference nsga.org/conference2025. You still have four months to make your plans.

If you’re still unsure, reach out to one of your friends or colleagues in the industry and ask them about their experience. We hope to see you there and know you won’t be disappointed.

Registration Now Open!

nsga.org/conference2025

OPERATIONS NOW

WORKFORCE PROVIDES IDEAS FOR SUMMIT HIRING, RETAINING TALENT

BY MARTY MACIASZEK NSGA DIRECTOR OF COMMUNICATIONS

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he struggles to find qualified candidates for employment and keeping them on board are common refrains from NSGA membership.

NSGA wanted to see if it could find some solutions by attending The Manufacturing Institute’s annual Workforce Summit, “Solving the Talent Equation,” in early October in Minneapolis.

One of the best statements for any industry, including sporting goods, came from Carolyn Lee, the President and Executive Director of The Manufacturing Institute.

“We don’t do a good enough job selling what we’re doing,” Lee said. “We need to sell, ‘We make these things.’”

Here are some key takeaways from the two-day event.

CULTURE MATTERS “Culture really is everything,” said Mark Rayfield, CEO of Saint Gobain North America and Certain Teed. “All employees want to work for a place where they are represented and empowered.”

Rayfield said it’s important to listen to employees, build programs for them and recognize milestones.

“You want to show the pride people have for what they’re doing,” Rayfield said.

Details that might seem small like clean bathrooms and breakrooms and good air quality in a warehouse can make a big difference, according to Jill Wyant, the President and CEO of Madison Air. “A better place to work builds a better business,” Wyant said. “Make the experience better for your employees.

Everything people in our office got, our employees got.”

THINKING OUTSIDE THE BOX A panel from Minnesota-based Land O’Lakes, best known for manufacturing butter, said they looked at the entire employee lifecycle. For example, they asked why shifts started at 7, 11 and 3 and discovered nobody knew why.

Developing partnerships in looking for employees is important because they found you can’t “post it and pray” when it comes to jobs. Land O’Lakes found success with retirees who wanted to work part-time because they wanted to get out of the house and didn’t want to play golf all day.

The company got help with local organizations and marketed openings through AARP.

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Offering some part-time benefits can help. Land O’Lakes said its goal is to have 15% of flex workers go full-time when appropriate.

BACK TO SCHOOL Ketchie is a small machine manufacturer just northeast of Charlotte, North Carolina. It has found success with high school students to work as interns or do job shadowing with mentors in its “Opportunity Knocks” program, according to sales and marketing director Andy Silver.

Silver said two full-time team members at Ketchie have come out of “Opportunity Knocks,” which started two years ago. The students aren’t doing actual work, but they watch and learn and stay engaged when they move around to interact with different employees in different departments.

The schools cover any insurance for the students and they get school credit.

Silver said the program is built into their school schedule and works best during the spring semester of senior year.

“The mentors get really excited to share what they do,” Silver said. “Initially it was harder to get buy-in from the shop floor but those feelings flipped to excitement.

You have to keep students engaged.

You can’t keep them all with interest long-term in manufacturing but we have had some success with those who stayed with it.”

Novelis is the world’s largest producer of rolled sheet aluminum in the upstate New York community of Oswego.

Andrew Quinn, the senior director of human resources, said Novelis provides flexibility with employment for college students and works with education partners on potential opportunities.

“You have to look at different pipelines to get people into your organization,” Quinn said. “Internships, co-ops, fulltime programs.”

Their program at Toyota helped open the job promotion process to make it more diverse. More women who were highly qualified for higher positions started applying for them. Creech said concerns of promoting only females or minorities were unfounded. He made a list of everyone in his facility who was promoted and 82 percent were white males.

Creating Employee Resource Groups is also an excellent way to keep members of your team engaged and invested.

SECOND CHANCE EMPLOYMENT

GET IN THE COMMUNITY Armstrong World Industries is a wellknown designer of ceiling and wall solutions for commercial and residential buildings.

But in Armstrong’s headquarters of Lancaster, Pennsylvania, it was “the business behind the gate,” according to Salena Coachman, the company’s Vice President for Talent Sustainability and Talent Acquisition. Coachman developed a career pathways partnership with the Lancaster County Workforce Development Board five years ago.

The partnership developed apprentice and internship programs and educational workshops. They partner with teachers on summer programs to make the educators feel invested.

The two groups meet every three months to determine what initiatives are moving the needle. Outreach to the community that is appealing to professionals and potential employees has been vital to the partnership’s success.

Novozymes, which is part of the global bio-tech company Novonesis, began operations in 2012 at a new facility in Blair, Nebraska, a community of about 8,000 people. In 2022, Vanessa Rising was named General Manager and Director

of Manufacturing of the Blair plant, which has more than 1,000 employees.

Rising said the traditional method of posting job opportunities on its website wasn’t working. The company started advertising on TV, radio and billboards, partnered with local Chambers of Commerce and attended festivals in their area.

“We were able to hire who we needed,” Rising said.

Posting openings with language that was more female friendly made a difference as Rising said within a few months Novozymes had seven female operators out of 70 hires.

“We have a much more diverse workforce by rethinking how we were recruiting,” she said.

Focusing on better leadership and doing good interviews and good screenings also reduced Novozymes turnover rate from 51% to 14%, according to Rising.

EMPOWERING WOMEN Toyota North America started an allyship and mentorship program for women.

Senior Vice President Susan Elkington and Kentucky plant President Kerry Creech said company executives assumed women were mentoring each other but it wasn’t at the level they thought.

The Redemption Project, based out of St. Paul, Minnesota, helps people who were released from prison find meaningful employment. David Snider, The Redemption Project’s Employment Services Director, is one of the success stories after serving 14½ years in prison related to drug problems.

“They are typically really reliable and there is a loyalty that comes with that,” Snider said of those who get a second chance. “The investment has a positive family effect and there is a very good pool of candidates.”

Snider said the program helps reduce the recidivism rate to 10–12% from the typical 70%.

OTHER OPTIONS • The military is an excellent resource with those who are finishing up their service and looking to enter the workforce. There are hundreds of thousands of candidates every year and often they are underemployed.

• Parent shifts of around six hours starting after the school day begins and ending before the school day ends.

• Refugee programs are a possibility, but it is important to make sure your community is ready for it.

• Google “Workforce Development” in your local area for additional suggestions.

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RETAIL NOW

HOW MUCH IS ENOUGH?

BY RITCHIE SAYNER ADVANCED RETAIL STRATEGIES

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ccording to author and speaker Joshua Becker, “The very nature of ‘more,’ and our desire for it, makes it unattainable.”

When more becomes the goal, you’ll never get there because the finish line is constantly moving. When was the last time you asked yourself how much you needed to be happy? How much money, how big of a house, how many cars, how big of a store, how many stores?

Becker contends it is our desire for more that leaves us wanting. The constant pursuit of “more” cultivates a sense of lacking and a feeling of insufficiency.

My feeling is that always chasing the proverbial “more” is not unlike any other addiction if the underlying reason is not clearly understood.

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Stores often claim they need to sell more to cover increased operating expenses such as rent, payroll and various administrative costs.

Sometimes the need for sales increases is to cover indebtedness stemming from business loans for new store openings, remodeling projects or covering vendor invoices.

Other times an increase in sales is wanted simply to surpass last year or keep up with inflation.

What is the number one goal of your business? I often ask this question when speaking with independent

retailers. More often than not, the answer is to sell more.

When asked if there is a specific number in mind, the answer is generally more than last year or 10% more than the previous year. The follow-up question always garners an interesting reaction.

The question is simply, why? Why do you want to sell more?

Retailers are conditioned to think they always need more sales to be viewed as successful. Some believe if sales are not continually growing then something must be wrong with the business. This usually results in a review of vendors carried, styles purchased, price points, sales training, marketing, buyer’s ability, etc.

Increasing sales volume certainly isn’t a bad thing assuming everything else in the business is in balance. What would be the point of settling for less if not striving to maximize one’s true potential? In other instances, the focus should be redirected toward better efficiency of what we already have. Consider for a moment that sales volume may not be the problem at all. The real issue might be better control of what you are buying or spending.

Let’s deal with the expenses first.

Make sure your operating expenses are in line with other sporting goods stores of your size and type. Rent and payroll make up the lion’s share of expenses so tackle those first. Be cognizant of interest paid on bank loans used to pay for inventory. This would be a huge red flag if excessive.

Operating expenses that are constantly spiraling out of control will always require more sales.

The next area to review would be the merchandising of the store. By that I

mean the merchandise planning and buying. If you are buying simply to fill a store or continually driving sales with markdowns, you will always need to generate more sales volume to pay vendor invoices. Effective merchandise management begins with a sound merchandise plan that is developed by store and classification considering current trends, planned markdowns, turnover and margin requirements.

The ultimate goal of the merchandise plan is maximizing the profitability of your inventory investment. Said another way, when properly constructed, a solid plan should be able to exploit any upside opportunities while minimizing areas of downside risk. Reviewing and modifying regularly during the season as needed is a must do.

To quote Joshua Becker once again, “Enough is a reachable destination.

More is a journey with no end.” Focus on doing better and you WILL have more more happiness, more job satisfaction and yes, even more sales.

RITCHIE SAYNER Sayner has spent the past four decades helping independent retailers improve profitability. In addition to speaking to retail groups nationwide, Sayner is a regular contributor to retail industry publications. Prior to embarking on his retail consulting career, he was the general merchandise manager for an independent department store in the Midwest. Ritchie is a graduate of the University of WisconsinLaCrosse. He is also the author of the book, “Retail RevelationsStrategies for Improving Sales, Margins, and Turnover.” He can be reached though his website at www.advancedretailstrategies.com. @RitchieSayner

JANUARY/FEBRUARY 2025

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PHILANTHROPY NOW

alia Jusczyk gets a hug from U.S. National Team goalkeeper Matt >> M Turner at a New England Revolution Major League Soccer Game.

It’s not all about the balls and bats. Or the gloves and sticks.

National Sporting Goods Association retail and team dealer members don’t just sell equipment, although that is among their main endeavors. Many also contribute to their communities and higher causes in substantial ways.

Some of it is because of tragic, personal experience. Some of it derives from the inspiration of others. All of it appears to have made a difference — not just to the beneficiaries, but also to the benefactors.

BY NICK VLAHOS Here’s a look at three NGSA-member proprietors who have gone above and beyond simply making the sale.

FOR KIDS’ SAKE FOUNDATION Malia Jusczyk died in June 2023, at 14.

She fought neuroblastoma, a common childhood cancer, for most of her life.

Her parents, Glen and Megan Jusczyk, plan to fight for children like Malia for the rest of their lives.

alia Jusczyk’s brave battle with cancer >> M inspired the For Kids’ Sake Foundation.

Photos provided by Glen Jusczyk

22>> NSGA NOW®

Glen Jusczyk resides in Plainville, Massachusetts, located between Boston and Providence, Rhode Island.

His primary job is as a partner in AMgC Sports, a firm that specializes in baseball, basketball and soccer equipment.

But his other job is helping to perpetuate the memory of his daughter.

Megan Jusczyk is the volunteer CEO of the For Kids’ Sake Foundation, a not-for-profit group she and her

A Legacy of

ACHIEVEMENT THROUGH ADVERSITY

Get Inspired!

Malia Jusczyk fit the relapsed-neuroblastoma profile. Her cancer returned in 2021 after she was free from it for about nine years. The Jusczyks traveled to places near (Boston) and far (Houston) in attempts to find treatment that could help their daughter stave off the disease.

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the science to eradicate them as well,” Glen Jusczyk said. “It’ll be bittersweet, because why couldn’t the science have caught up and helped Malia? But that’s the carrot that we’re chasing.”

Let’s connect. Email us at:

Maliaslegacy@forkidssakefoundation.org

husband founded. The foundation stages golf tournaments, road races and other events to raise money for pediatric-cancer research. Millions of dollars have been raised, according to Glen Jusczyk.

“My personal goal is to have some permanent structures, events, anything so her name and her legacy will be here well past when I’m gone,” he said.

“A lot of people had donated to Malia, so we started this to help other families.

Now that she’s passed, we’re torn. Our daughter was ripped away from us, but we’re still in the fight.”

That fight includes fundraising for grants to Boston Children’s Hospital for cancer-treatment trials. Another grant is planned for Memorial Sloan Kettering Cancer Center in New York. The focus there is on treatment for children who have relapsed neuroblastoma.

“We really feel that these extreme cases, if we can figure those out, the other, lesser-staged cancers will be aided in

“Malia never gave up. Through the awful suffering she went through on a regular basis during these treatments, she never gave up. So why should we?”

Glen Jusczyk said. “We’re hoping to find treatments that would have hopefully helped Malia. That’s our motivation.”

It probably isn’t a surprise that sports has played a role. Malia Jusczyk was a soccer fan, and her favorite player was U.S. men’s national team goalkeeper Matt Turner. Now with Crystal Palace of the English Premier League, Turner also played for the MLS’ New England Revolution.

Malia and Turner became friends after she was selected as an honorary captain for a Revolution match.

A month after Malia died, Turner led the U.S. to a dramatic victory over Canada in the CONCACAF Gold Cup quarterfinals in Cincinnati.

“I saw my daughter suffer, and I saw her prosper through the worst times.

That’s what gets me up every day,” Glen Jusczyk said. “I have a pity party for myself every day, because the most important thing in my life is gone. But she taught me a lesson.”

GLEN DOHERTY MEMORIAL FOUNDATION Located just outside Boston, in Arlington, Massachusetts, Sports Etc. is a store that emphasizes hockey. But the avocation for owner Paul Stanton and his employees might involve a different form of water. Not to mention deserts, mountains and jungles.

The major focus of Sports Etc. philanthropy is The Glen Doherty Memorial Foundation. It’s named in memory of a Navy SEAL who was among four Americans killed Sept. 11, 2012, in the terror attack on the U.S. consulate in Benghazi, Libya. Doherty was from the Boston area.

A special-operations force, the SEALs are trained to conduct direct raids on enemy targets, capture and/or kill high-level individual targets and gather intelligence behind enemy lines. Only about 20 to 25% of SEAL candidates complete training successfully.

Continued on page 24

After his penalty-kick saves helped the U.S. secure advancement, Turner took off his jersey to reveal a T-shirt on which he had written “RIP Malia.” He also tweeted a photograph of the two of them, captioned “Rest in peace (Malia).

Thank you for smiling down on us all.”

“They just had a special bond,” Glen Jusczyk said.

So did father and daughter. Life has not been easy without Malia, Glen Jusczyk admits as freely as his tears flowed during a recent interview. But the foundation helps give purpose to his life. And perhaps to Malia’s death, too.

weatshirts supporting the >> SGlen Doherty Memorial Foundation are on display at the Sports Etc., store in Arlington, Massachusetts.

Photos provided by Paul Stanton of Sports Etc.

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PHILANTHROPY NOW information security and police and firefighting, among other things.

“What they go through and the amount of training they get is really incredible,” Stanton said. “I’m very proud of our military, especially this group of guys.”

COSMOPOLITAN INDUSTRIES/ TOP OF THE ROCK Etc., staff members showcase the special sweatshirts used >> S toports raise funds for the Glen Doherty Memorial Foundation. Pictured

from left, Chris Jones, Paul Stanton Jr., Rich O’Rourke, Paul Stanton Sr., Will Spang and Dan Fitzgerald.

Continued from page 23 One of those who did complete SEAL training is a former Sports Etc. employee.

That’s how the company became a Doherty-foundation benefactor, according to Stanton. The foundation helps SEALs who transition from military to civilian work, through academic scholarships and vocational training.

“I just feel like we’re in the community and I want to give back,” Stanton said.

“I have someone here who’s a firefighter and works in the store part-time.

Anyone who’s serving in the military or is a first responder… I think it’s important to help those people as best we can.

“It’s all about commitment and service to your country. I think that’s really admirable.”

Sports Etc. has raised about $25,000 over the six years it’s been involved with the Doherty foundation. The firm donates a percentage of what it earns from its skate -and stick-sharpening income each November.

Another November fundraiser involves a sweatshirt sale. The front of the sweatshirt is emblazoned with a logo that incorporates those of Sports Etc. and the SEALs. The style changes each year. All the proceeds from that effort go to the foundation.

Invariably, the limited sweatshirt run sells out, according to Stanton.

24>> NSGA NOW®

“I think people feel a lot of pride in wearing the sweatshirt,” he said. “When they wear it out and about, it always draws interest. People always ask what it’s about. They love to share the story about Glen and what happened to him.”

Since these fundraisers began, Stanton has learned a lot about the SEALs and what they do. He said he didn’t realize how difficult and challenging it is for someone to become a SEAL. He also didn’t realize the diverse career paths former SEALs can take. Continued military service is an option. So are civilian careers in commercial diving,

Another dealer with a hockey emphasis is Al Anderson’s Source for Sports. Not a surprise, perhaps, considering it’s located in Saskatoon, Saskatchewan.

But like the store he founded, Al Anderson, the former NSGA Board Chairman who died at 92 last summer, had other interests. Among them was helping local residents with intellectual disabilities have a better quality of life.

Part of the inspiration was his son Doug, who in 1960 was born with cerebral palsy. He died in the mid-2000s.

“He couldn’t walk. He couldn’t talk. He couldn’t eat or drink on his own,” Kirk Anderson, the Source for Sports controller, said about his brother.

“My dad would always say that although he couldn’t communicate, he could communicate with a smile. When he was happy, you knew it, and when he wasn’t happy, you also knew it.”

Al Anderson and friend Howard Stensrud founded two Saskatoon organizations focused on adults with mental and multiple disabilities. Cosmopolitan Industries Ltd. is a day program that provides activities for its 400 or so clients. Elmwood Residences Ltd. is the residential complement.

In 1989, a third component was added – the Top of the Rock Fund. It was named in honor of Howard Stensrud’s brother Brian Stensrud. A rock collector, Brian Stensrud and his wife, Evelyn, were killed in a traffic accident in Montana.

Part of their estate helped establish the fund.

Top of the Rock is kind of a western-Canadian version of the Make-A-Wish Foundation, as Kirk Anderson tells it.

Those with special needs submit funding requests with Top of the Rock trustees.

The recipients have moderate to severe intellectual and physical disabilities.

Sometimes the requests are not out of the ordinary — a motorized wheelchair, or a stairwell lift. Sometimes the requests are for once-in-a-lifetime experiences. Among those Top of the Rock has granted are trips to Disney theme parks, Las Vegas or Saskatchewan Roughriders Canadian Football League games.

“Maybe this individual is a big Edmonton Oilers hockey fan who’s always wanted to go to a game,” Anderson said. “The applicant may say we want to take this person to an Oilers game, give details of the trip, how long, how much it would cost, a chaperone.

“Enhancing their lives is really the key component there. Whatever that may be a trip, whether it’s a wheelchair, whether it’s a winter coat. Is this going to enhance the life of this individual?”

Top of the Rock receives about 100 requests a year, according to Anderson.

The fund is in the $400,000–500,000 range, in Canadian dollars. It relies on donations and occasional fundraisers.

Anderson served 27 years on the Cosmopolitan board. It sounds like that time was well spent.

“It gives you great satisfaction to know some of the things you’re doing with the organization are truly helping people,” he said. “Whether it’s the programming every day or accommodations (or) Top of the Rock, seeing that you’re doing something that is enhancing the quality of their life is really rewarding.

“It wasn’t my quote, but a lot of us who have been on that Cosmo board for years, the way a lot of us think is society will be judged on how it takes care of the least fortunate. And that’s kind of how we think.”

Have a story about philanthropy you would like to share? Contact Marty Maciaszek, NSGA Director of Communications, at mmaciaszek@ nsga.org or (847) 296-6742, ext. 1260.

NICK VLAHOS Nick Vlahos has spent most of the last 40-plus years covering sports for newspapers in Illinois, Missouri and North Dakota.

He was a columnist and high school sports editor at the Peoria (Illinois) Journal Star, where he worked for more than 34 years. Vlahos is a graduate of Bradley University and the University of Missouri. He also is a hopeless Chicago Cubs fan, as if there is any other kind.

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PHILANTHROPY NOW

PROLOOK TO SUPPORT THOSE WITH AUTISM

GOES “ALL-IN”

BY BRUCE MILES

F

or Jane and Dusty Rhodes, giving back to the community is as much a way of life as is producing and delivering custom apparel.

Like many NSGA members, the leaders of PROLOOK in Orem, Utah, are involved in charitable and philanthropic activities that benefit others and involve their entire team of employees.

“We are both passionate behind a few things,” Jane Rhodes said. “First of all, everyone needs a sense of belonging.

Being that we’re in the sports industry, we get to promote that side of it all the time. Sports offer such a place for people to make connections and have friendships and learn discipline and have a place to really guide you through hard times if you need it.

“The autistic youths need that. So it’s just awesome to see that all come together.

Any chance we get to promote that side of it.”

The Rhodes family and PROLOOK have immersed themselves into two major endeavors: conducting what they call the All-In Baseball Tournament to raise funds for Autism Council of Utah and the Melisa Nellesen Center for Autism.

These organizations work to provide vital resources and reliable information to individuals of all ages affected by autism or related conditions.

PROLOOK and the Rhodes family also provide 10 half-scholarships to Utah Valley University and fund advanced degrees, certificates and ongoing education for many of their employees.

For Jane and Dusty, it’s personal, especially with the baseball tournament, which draws some 70 teams from places as Nevada, California and Oregon in addition to Utah.

“My husband has a cousin who has a son with autism, and he’s the same age as our son,” Jane said. “We have a handful of friends with kids with autism.

We just started to see how that was on the rise and how it aggressively affected people immediately around us.

“We started to hear the data on how quickly that was going to increase. I don’t know the current stats right now.

Eight to 10 years ago, we were already hearing, ‘Oh, in 15 years, like one in five kids are going to be affected with autism. We were like, ‘Oh, my gosh, what can we do in our space?’

“At the time, our cousin with the son lived in southern California. Their son had a baseball league that he was able to

26>> NSGA NOW®

go to, and being autistic, he could still have the opportunity to be involved in sports in the community.”

Seed planted, Jane and Dusty wanted to see if something similar existed in their Utah community.

“At that time we came back with the idea of, ‘OK, this is what we want to do. We want to find out if this league is happening in our community, and if it’s not, we want to start one,’” Jane said.

“There was nothing like it in all of Utah.

So we started – actually my son at the time, he’s 21 now. But when he was 1012 years old, he was playing baseball, and he really wanted to spearhead this here. So we were looking into it with him and trying to find out what we would have to do and what fields we could use and who would support us.”

Like many noble ideas, the All-In Tournament met its share of roadblocks.

But that didn’t deter the Rhodes family.

“We constantly ran into dead ends with, ‘No, our city doesn’t want to carry the insurance that’s extra to protect these kids because it’s bigger if something happens, and we don’t want to be liable for it,’” Jane said. “And, ‘No, we don’t want to give you fields because we have too many kids who don’t get the opportunity to play already before we think about autistic kids.’

“We just ran into dead ends everywhere.

So then we decided after like a year of trying to figure that out, more or less our city and state came to the conclusion that we wouldn’t be able to do it anywhere. We decided we would start a baseball tournament that would raise money for autism, and we

would bring in the autism community to throw out the first pitches and to be at these games and to be included in any way that they could with these teams, but that we would use all of the profits from the tournament to give back to the chapters and councils for autism in our community that can do stuff.”

it brings massive awareness to the lack of resources and the funding that’s needed,” Jane said. “It also brings awareness to what they have to offer because sometimes on the baseball tournament side of it, you have coaches and parents and families that are showing up who maybe just had their first child with autism.

The persistence has paid off. The All-In Tournament has been a tremendous success, raising $10,000-$20,000 a year, according to Jane.

“So it also is an introduction for them to these two really incredible organizations that are offering resources. A lot of times during the event we get to overhear that connection of families meeting the people who they needed to know to learn more to do for their children, which is awesome.”

“There’s a lot more that goes on top that gets donated — hundreds of hours of time and product and raffle giveaways,” she said. “All types of things go into it.”

On top of that, there are other residual benefits.

“I think that even besides the fact that they get the funds to help their programs,

With all of that, not to mention running a successful business, it’s hard to imagine the Rhodes family having time for much more. But they have found the

time, ways and means to help UVU by the awarding of the half-scholarships.

“That’s another thing that’s really important to us, promoting education,” Jane said. “We do that in-house at our company and through UVU. At UVU, they have a couple programs that are really important to us. One is that they have a women’s success center.

Women who need extra help or mentorship or childcare, they offer all types of resources.

“Also, regardless of Title IX, we still have a lot of female athletes on campuses who aren’t receiving enough funding to be in college. So our half-scholarships through UVU focus on those two things: women and female athletes who need extra help. And we do the 10 half-scholarships because the university has all the data of how if students have a little more skin in the game, they’re more likely to stay in school. They help us find those students who need that extra help every year. Being in the sporting industry, we’re looking for those athletes we can keep in college and help them finish.”

As for how these half-scholarships are received by families getting them, Jane says, simply: “It’s insane. Every once in awhile we also get to help mentor some of them, and they’re really cool stories.

They absolutely find the right students to aid. It’s super-engaging and fun to be a part of that. Really powerful.”

PROLOOK is a member and supporter of the National Sporting Goods Association (NSGA).

BRUCE MILES Bruce Miles has covered sports in the Chicago area since 1979.

For 22 years, he covered the Chicago Cubs for the Daily Herald. This is his seventh piece for NSGA NOW.

JANUARY/FEBRUARY 2025

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PHILANTHROPY NOW

NSGA MEMBERS and INDUSTRY VETERANS

STEP UP TO THE PLATE

C

oming through with big hits in critical situations in the game of life. There is no better feeling and in this issue we highlight members Al Anderson’s Source for Sports, AMgC Sports, PROLOOK and Sports Etc., and how they are making a difference to help others.

If you check out our Hurricane Relief Resources page you’ll see how Johnson-Lambe Co., Cook’s Sporting Goods and Ski Country Sports helped

with relief efforts for the devastating flooding that occurred in North Carolina. https://nsga.org/ resources-hurricane-relief-resources/

Here are a few other examples of the industry stepping up to the plate: CHAMPRO Founded a school in Ethiopia in 2002 and supports Boys and Girls Clubs of Chicago. https://shop.champrosports.com/ topic/philanthropy MUELLER SPORTS MEDICINE Supports Special Olympics and children who lost a parent or sibling in the military. https://www.muellersportsmed.com/ b2c-us/en/ DICK’S SPORTS MATTER PROGRAM Focuses on providing youth sports opportunities in underserved communities. https://www.sportsmatter.org/ NIKE COMMUNITY IMPACT FUND Supports local communities around the world to make play possible for kids.

28>> NSGA NOW®

https://about.nike.com/en/impact/ initiatives/championing-our-nikecommunity-impact-fund

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NEWS NOW RICHMOND BASKETBALL HONORS GREG BECKWITH

XENITH PLANS TO “PAUSE OPERATIONS” IN JANUARY 2025

BY MARTY MACIASZEK NSGA DIRECTOR OF COMMUNICATIONS

F

ootball helmet and equipment manufacturer Xenith announced it plans to “pause operations” effective January 10, 2025, according to a letter addressed to its “valued customers.”

The letter said more information on the future of Xenith will be provided at a later date. The last post on the company’s Twitter/X account was November 29 and its last post on its blog was November 5.

Detroit-based Xenith was founded in 2004 by former Harvard University quarterback and doctor Vin Ferrara, according to a 2010 story in Harvard Magazine.

“Since our inception, we’ve worked to revolutionize football safety and innovation, and we are proud of the impact we’ve made together,” the letter stated. “Your loyalty has been invaluable, and it’s been an honor to support your football journey. Thank you for being part of our mission to create meaningful change in the football industry.”

Customers seeking reconditioning services were advised to find an authorized reconditioner by visiting the National Athletic Equipment Reconditioners Association (NAERA) website at www.naera.net.

New orders will be evaluated on a case-by-case basis and in-stock inventory can be purchased on its website at www.xenith.com. Customer service requests should be submitted via email to Xenith’s customer service team at cs@xenith.com.

30>> NSGA NOW®

The Xenith Orbit Pro model, which was launched earlier in 2024, tested as one of the top-rated helmets for safety. Laboratory testing in April by the NFL, in conjunction with the NFL Players Association (NFL), rated the helmet No. 2 overall for its players behind only Riddell Axiom 3D, No. 1 for offensive and defensive linemen and No. 2 for quarterbacks behind the Vicis Zero2 Matrix ID QB. The Virginia Tech Varsity Football Helmet Ratings had the Xenith Orbit Pro at No. 3 of 34 helmets tested.

Xenith also had the Nos. 2, 5 and 6 rated youth helmets (10-to-14 years old) and the Guardian/Xenith Loop was rated No. 3 of 38 products in the flag football/7-on-7 headgear category by Virginia Tech.

Ferrara believed there was a better way to make football helmets after suffering several head injuries during his football career, according to the Xenith website. The company launched its first helmet in 2009 and originally sold through team dealers and retailers, switched to a direct-to-consumer model and then returned to working through dealers and retailers again a few years ago.

Xenith also manufactured and sold shoulder pads, back plates, facemasks and other helmet and equipment accessories.

The Richmond University basketball program is paying tribute to Greg Beckwith, the sporting goods industry veteran who passed away May 24 at age 60.

Beckwith is a member of the school’s athletic hall of fame for his playing career and he spent 21 seasons as an analyst on radio and TV broadcasts.

At Richmond’s season opener on November 6, there was a moment of silence before the game and the men’s basketball team debuted special shooting shirts to honor Beckwith and a patch the players will wear on their uniforms all season. Beckwith’s wife Julie and daugther Brittany joined the team on the court for the pregame ceremony.

The TV and radio broadcasts of the November 9 game vs. Marist left the analyst role unfilled to honor Beckwith.

He will also be honored during the January 25 home game against Davidson during what has been renamed Greg Beckwith Alumni Weekend.

Beckwith was the starting point guard on Richmond’s 1983–84 team that made its first NCAA tournament appearance and upset Auburn and Charles Barkley in the first round. He led the team to the NCAA tournament again two years later.

After a stint in coaching, Beckwith entered the sporting goods industry. He worked 23 years for adidas and had been with S&S Activewear since 2022.

Continued on page 32

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NEWS NOW Continued from page 30

S&S APPOINTS LEVIN AS GM S&S Activewear appointed industry veteran Eric Levin as general manager of its newly designated Prime Line Hard Goods division. In his role, Levin will be responsible for leading a dedicated division focused specifically on hard goods, leveraging his extensive experience in the promotional products industry. A specialized sales team devoted to hard goods will report directly to Levin as he works closely with the executive team at S&S and alphabroder to shape the division’s strategic and organizational design.

Levin brings more than 33 years of industry leadership to this role, having previously founded Jetline, a successful promotional products business that merged with Prime Line in 2015. Two years later, Prime Line was acquired by alphabroder and became the supplier’s hard goods division, where Levin served as executive vice president of strategy and growth.

products industry, McFarland brings an extensive background in marketing, sales and customer service.

McFarland will lead Chipply’s marketing initiatives alongside Chris Lynch, focusing on deepening customer engagement, enhancing brand visibility and supporting Chipply’s continued growth and innovation in the e-commerce team store space.

As Marketing Manager, McFarland will work closely with Lynch and the Chipply leadership team to implement a customer-focused marketing strategy that builds on Chipply’s strong reputation for customer service and productivity-boosting tools. Her role will include developing brand messaging, executing digital and social media campaigns and enhancing customer outreach initiatives to drive engagement and satisfaction.

MOMENTEC EXPANDS BRAND AMBASSADOR ROSTER

Momentec Brands added seven athletes to its 2025 Team Momentec Brand Ambassador roster and plans to build on the momentum created by Tiare Jennings, an All-American softball player and four-time NCAA champion at the University of Oklahoma.

Team Momentec Collegiate Athlete Roster: •M ason Gillis, Duke basketball •C olby Shelton, University of Florida baseball • Maybn Thomas, USC beach volleyball

Chipply added Rhyen McFarland as its new Marketing Manager. With seven years of experience in the promotional

32>> NSGA NOW®

• Abby Bauleke, Team USA wheelchair basketball team • Derek Loccident, Team USA men’s high jump Silver medalist The Team Momentec Athletes will be featured in upcoming campaigns for all the active apparel brands under the Momentec umbrella such as Alleson Athletic, Augusta Sportwear, Badger Sport, C2, High Five, Holloway, Pacific Headwear and Russell Athletic.

Momentec Brands is a member and supporter of the National Sporting Goods Association.

TAYLORMADE GOLF ADDS PUTTER TO PORTFOLIO

Chipply is a member and supporter of the National Sporting Goods Association (NSGA).

S&S Activewear is a supporter of the National Sporting Goods Association.

CHIPPLY ADDS MCFARLAND TO MARKETING TEAM

Team Momentec Olympic Athlete Roster:

• Isabella Avila, LSU cheer & dance Team • Sarah Greiner, University of Tennessee women’s soccer

TaylorMade Golf acquired Logan Olson to its portfolio of golf and experiential brands. Olson designs and manufactures bespoke and small batch putters and TaylorMade Golf expands its presence in the putter market.

TaylorMade views the 27-year-old Olson as a generational talent when it comes to putter craftsmanship.

Backed by TaylorMade’s operational and manufacturing capabilities, he will continue to be the Principal Designer of all Olson products.

In addition, Olson’s work on professional tours will expand with a Tour Matrix of blade and mid-mallet putter heads.

This will enable TaylorMade’s Tour Representatives to fit the best players in the world and make the overall fitting and design process more efficient.

Feedback received from Tour athletes such as Nelly Korda, Scottie Scheffler, Tommy Fleetwood and Collin Morikawa will continue to inspire future Craft Batch putter designs.

Continued on page 34

NEWS NOW Continued from page 32

AMER SPORTS MAKES LEADERSHIP CHANGES

Amer Sports appointed Guillaume Meyzenq as President and CEO for Salomon and Michael Hauge Sorenson stepped down as Amer Sports Group COO and Executive Officer to return to his role as Advisor to the Board of Directors. Both moves took effect January 1.

of sports participation and sports lifestyles over the centuries. The analysis will continue in Volume Two, due to come out in March 2025.

Di Maria is a well-known international business reporter who has covered the sporting goods and outdoor sector for over 40 years, notably as the founder, publisher and former editor of Sporting Goods Intelligence Europe and The Outdoor Industry Compass, which changed ownership five years ago. He worked previously for SportStyle.

For more information go to https:// www.sportsgoods-dynamics.com/.

ADIDAS PICKS FIRST HIGH SCHOOL WOMEN’S BASKETBALL NIL PARTNER

Meyzenq had been the Chief Product Officer for Salomon.

Amer Sports is a member of the National Sporting Goods Association.

NEW BOOK ABOUT HISTORY OF INDUSTRY Sporting Goods Industry Dynamics is a new two-volume book about the history and transformation of the global sporting goods industry and market written by the founder of Sporting Goods Intelligence Europe, Eugenio Di Maria.

The first volume was released on December 3, 2024. Endorsed by Sporting Goods Intelligence, the World Federation of the Sporting Goods Industry, FESI, ISPO, EDM Publications and Huginbiz, this print-only book is designed to be a reference and a guide for investors and decision-makers to help navigate through an evolving market. It shows the main drivers of growth and competitiveness that allowed brands and retailers to outperform.

The first volume of this book (230 pages) traces the origins and development

34>> NSGA NOW®

Kaleena Smith, a basketball star from California who is considered the top prospect in the Class of 2027, became the first high school women’s basketball NIL partner of adidas. Smith is the first signing in the tenure of Candace Parker as President of adidas women’s basketball.

Smith is also a member of the 2024 USA Women’s U17 National Team and was named the 2023–2024 Girls Basketball MaxPreps National Freshman of the Year after her dominant freshman season at Ontario Christian High School in Ontario, California.

Smith will represent adidas on the court during all her games, including those with Ontario Christian High School. This season, adidas is also sponsoring her high school team, and Smith’s AAU team that will join the 3SSB Circuit as part of this partnership.

Smith is the first women’s basketball high school NIL athlete, joining a roster of adidas women’s basketball partners: Chelsea Gray, Kahleah Copper, Aliyah Boston, Aaliyah Edwards, Nneka Ogwumike, Betnijah Laney, Layshia Clarendon, Sophie Cunningham, Erica Wheeler, Zia Cooke, Alysha Clark, Janiah Barker among others.

ORTHOLITE CHINA RECOGNIZED AS TOP 500 MANUFACTURING ENTERPRISE IN 2024 OrthoLite®, the global leader of branded, high-performance, comfort footwear solutions, is incredibly proud to announce that OrthoLite China (OCN) has been recognized among Guangdong’s Top 500 Manufacturing Enterprises for 2024.

This list is released by the Guangdong Provincial Enterprise Confederation and Provincial Entrepreneurs Association in the Guangdong province of China.

According to the data, the total revenue of the listed enterprises reached 18.73 trillion yuan, a slight increase of 0.37% compared to last year. Glenn Barrett, the founder of OrthoLite, was inducted into the Sporting Goods Industry Hall of Fame in 2024.

“Guangdong, the birthplace of OrthoLite Asia, is a testament to the vision the Barrett family began 25 years ago,” said Michael Hsu, OrthoLite Country Manager of China. “Today, OrthoLite China proudly carries forward this legacy through innovation and forward-thinking, establishing itself as a center of excellence. As a recognized member of Guangdong’s Top 500 Manufacturing Enterprises, we continue to honor our roots while driving progress and shaping the future of the industry.”

A leader in manufacturing, OrthoLite China has over 950 employees in a state of the art facility with automation, a recycling center, and a 91% verified HIGG FEM score in 2023.

Continued on page 36

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NEWS NOW Continued from page 34 OCN also has achieved International Organization for Standardization (ISO) certifications for Occupational health and safety management systems, Quality management, Environmental management systems, and information security management systems.

Like all six of OrthoLite’s vertically-integrated, global manufacturing facilities, OrthoLite China has a strong reputation for bringing consistency, capacity and delivers on the company-wide values of quality, sustainability, and continuous improvement.

Since 1997, OrthoLite continues to drive innovation and continual improvement to build excellence in foam footwear products and materials consistently, at scale and with on-time delivery to more than 550 footwear brand partners.

OrthoLite is a member of the National Sporting Goods Association (NSGA).

RUSSIAN-MANUFACTURED HOCKEY HELMET NOT HECC CERTIFIED

The Hockey Equipment Certification Council (HECC) said a Russian manufacturer offering products under the brand name “Prime” is selling helmets affixed with the HECC certification label bearing manufacturer designation “SM-15” that are not HECC certified.

Any consumer who purchased a “Prime” helmet affixed with a HECC label is encouraged to contact HECC General Counsel Ryan W. Miosek, Esq., at rmiosek@mioseklaw.com or (802) 362-2240.

36>> NSGA NOW®

CELERANT PROMOTES MICHELE SALERNO TO CHIEF GROWTH OFFICER Celerant Technology promoted Michele Salerno to Chief Growth Officer and she will lead the company’s expansion initiatives in this newly created position.

The Chief Growth Officer role combines strategic partnership development, market expansion, and revenue acceleration to drive sustainable business growth. Salerno’s focus will be on forging new retail relationships and continuously building on client retention while strengthening Celerant’s existing partner network. She will also oversee the company’s overall marketing strategy to reinforce Celerant’s position as an innovative leader in retail point of sale and technology solutions.

Salerno brings nearly two decades of leadership to this role. Her relationship-focused approach drives success across all aspects of the business, from energizing sales and marketing teams to expanding the company’s retail footprint and forging strategic partnerships. A Cum Laude graduate of the City University of New York with dual concentrations in marketing and management, Salerno continues to leverage her expertise to grow Celerant’s market presence and foster meaningful industry connections.

“This transition feels like it naturally evolves from my work over the years.

While my foundation lies in sales-driven marketing strategy, I’ve expanded my focus to building strategic partnerships that fuel our expansion,” Salerno said in a company release. “Growth means conquering new markets and deepening our existing client relationships.

Having started at Celerant fresh out of college nearly two decades ago, I’ve grown alongside the company. I’m thrilled to take on this new challenge and lead our next chapter of growth.”

Said Ian Goldman, President and CEO of Celerant: “I have worked with Michele for 20 years and few people have her

experience in this industry. Her boundless energy and ability to forge longterm relationships make her a perfect fit for the new role of Chief Growth Officer. With growth so tightly coupled with many of our partners, Michele is poised to spur tremendous growth in our company.”

Celerant offers two point of sale retail platforms that provide a range of functionalities and benefits for retailers across a wide array of industries — Cumulus Retail, a cost-effective SaaS solution for small-to-medium retailers, and Stratus Enterprise, a comprehensive solution with advanced and custom functionality. Retailers can take their 2-minute quiz to determine which system is right for you here: www.celerant.com/WhichSystem.

Celerant is a member of the National Sporting Goods Association.

ICONIC STARTER LAUNCHES NEW CUSTOM UNIFORM BUSINESS

Starter announced its launch of a new custom uniform business: Team Starter. This innovative service provides high-quality, custom sports uniforms for teams, offering a seamless design and ordering experience tailored to athletes, coaches, and organizations.

Team Starter will initially cater to a range of sports, including men’s and women’s basketball, baseball, softball, men’s lacrosse, women’s volleyball and women’s utility (field hockey/lacrosse).

Additional sports will be introduced in early 2025, including youth uniforms for boys and girls.

Continued on page 38

NEWS NOW Continued from page 36 With premium materials and the latest fabric technology, customers can easily create their own team’s apparel through an intuitive online uniform builder. The platform allows users to customize uniforms with a variety of color schemes, logos, and designs, empowering teams to stand out with a unique look.

Team Starter is available at https:// link.edgepilot.com/s/e2327c0f/0ImrnvIxUi-i-DBX9YHzQ?u=http:// www.starteruniforms.com/.

Starter is a NSGA supporter.

LIGHT HELMETS PARTNER WITH RETIRED PRO FOOTBALL PLAYERS

The Pro Football Retired Players Association (PFRPA) has named LIGHT Helmets as the “Official Helmet of PFRPA.” Through this corporate sponsorship, their goal is to build a safer sport for players at all levels — past, present, and future.

PFRPA members will act as ambassadors of LIGHT Helmets and be the engine of the relationship between LIGHT, the PFRPA, and the wider football community. This collaboration underscores the belief that empowering those who came before is key to the future of football.

LIGHT Helmets designs, manufactures and sells helmets for all levels of play, from the NFL down to the youth level, by leveraging military and auto racing technology. The reduction in weight is a performance advantage and all plays a critical role in terms of safety, according to LIGHT Helmets.

Former NFL players, who are currently involved in promoting LIGHT Helmets, include Tony Romo, Mark Sanchez and Drew Stanton.

38>> NSGA NOW®

RULES NOW NATIONAL ORGANIZATION RULE CHANGES FOR 2025 The National Sporting Goods Association (NSGA) conducted its annual check of rule changes for 2025 with sports organizations across the country in November and December 2024.

Here are some of the important rule changes reported to NSGA, which focus primarily on equipment and uniforms, and this will be updated on the NSGA website at as more information becomes available. If you have any questions please contact Marty Maciaszek, NSGA Team Dealer Director, at mmaciaszek@nsga.org.

• One-Way Electronic Devices to the Catcher: Little League has adjusted its Rule 3.17 in both baseball and softball to add an exception that permits a coach or manager to use one-way communication to the catcher while the team is on defense for calling pitches. However, a manager or coach is prohibited from using the device to communicate with any other team member while on defense or any team member (including a manager or coach) while on offense. A manager or coach shall not use the device outside the dugout/bench area.

• Updates to Pregame Equipment Inspections: With adjustments made to both Rule 3.01 and Tournament Rule 3, the requirement for umpires to check equipment prior to the start of the game has been removed, placing responsibility for legal and proper equipment on the manager.

• B at Modifications/Alterations: Clarifies that products, such as, but not limited to, choke-knobs, choke-up assists, or thumb protectors are considered alterations to the bat and are not permitted.

• Pitcher’s Undershirt (Softball Only): Clarifies that any part of the pitcher’s undershirt or T-Shirt exposed to view

cannot be the same color of the ball being used in the game.

• Neoprene Sleeves (Baseball Only): Permits neoprene sleeves to be worn without being covered by an undershirt, provided the neoprene sleeve is a solid color and not white or gray.

• Jewelry: Removes Rule 1.11(j) to remove the requirement that jewelry, other than medical alert, should be removed, permitting jewelry to be worn.

• Items Worn on Hands/Wrists: Clarifies that a pitcher may wear items on the glove hand, wrist, or arm (non-pitching arm) of a solid single color, provided it is not the same color as the ball being used in the game.

• Helmet Stickers: Permits the use of helmet stickers or decals, provided that such usage is not excessive, is not offensive, and does not make inappropriate references, such as that to drugs or alcohol.

• Approved Substances on Pitching Hand/Fingers (Softball Only): Clarifies non-approved substances on the pitching hand or fingers versus the use of approved substances under the judgement of the umpire.

Dixie Youth Softball • Choke-up rings on bats are allowed for use in 6U, 8U, 10U and 12U age divisions.

• No metal cleats are allowed in any age group (molded or plastic cleats only).

Dixie Softball • Pressurized batting/base running helmets are approved for use. However, the pressurized helmet must fit properly and if the helmet has snaps for chin straps, the chin straps must be used. If the pressurized helmet does not fit properly, the player must use the common helmet with a chin strap. Face guards are required on the pressurized helmets.

NOTE: Dixie Youth Softball and Dixie Softball are two separate organizations.

Continued on page 41

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NEWS NOW Continued from page 38 PONY Softball • Electronic devices are allowed for the manager and coaches in regular-season play.

National Amateur Baseball Federation (NABF) • Wood bats are no longer required for the 15U, 16U, 17U and 18U divisions.

NABF has transitioned back to using metal bats.

USA Softball • The offense and defense can use communication devices during games.

USA Swimming • The rules surrounding the wearing of wetsuits were amended to give more flexibility to Meet Directors to allow the use of wetsuits in Open Water competition.

USA Lacrosse • C ompliance with the National Federation of State High School Associations (NFHS) jersey rules with numbers clearly contrasting from the color of the body of jersey goes into effect in 2027.

Organizations Reporting No Changes • AAU Baseball • AAU Track and Field • American Amateur Baseball Congress • Pop Warner Football • USA Gymnastics

USA LACROSSE TO ESTABLISH LACROSSE EQUIPMENT COUNCIL USA Lacrosse, a recognized sports organization by the United States Olympic and Paralympic Committee (USOPC) and the U.S. representative to the sport’s international federation (World Lacrosse), is leading the effort to establish a Lacrosse Equipment Council (LEC). The LEC will provide a more formalized structure for stakeholders to discuss equipment needs and establish a framework for objective review of all equipment.

“We’ve had many discussions about the Lacrosse Equipment Council and we’re getting tremendous support,” said Marc Riccio, CEO of USA Lacrosse.

“This is an opportunity for those involved in the game to work collaboratively on an important topic that directly impacts play on the field. We’re thankful for the enthusiasm and look forward to leading the effort that will improve the experience for participants and everyone associated with the game.”

In its capacity as the governing body for men’s and women’s lacrosse in the United States, USA Lacrosse has long been the trusted and unbiased source for parents, athletes and coaches in matters of equipment and safety. The LEC will provide a structure for stakeholders to discuss equipment needs and expert review on performance and safety as related to equipment.

The Lacrosse Equipment Council will serve as an independent forum for these discussions. The LEC will include representation from the sport’s rule making bodies, national lacrosse organizations, manufacturers, retail, sport research, medical, and standard setting communities.

Mission The Lacrosse Equipment Council (LEC) is committed to supporting the sport of lacrosse. This support will focus on the development, evaluation and selection of standards and testing protocols to certify lacrosse equipment that is not currently governed by a standard.

The LEC believes consistent, objective and transparent review of equipment needs will foster growth, enhance the athlete’s experience, and maintain integrity of the game. The Council will work with external standards organizations and certifying bodies to promote and support the development of standards and certification procedures for equipment not currently tested or certified.

The LEC will monitor and assess the impact of equipment on player performance and safety while promoting

lacrosse-specific research. The Council will foster collaboration among all stakeholders to ensure the fulfillment of its mission.

Key LEC objectives include but are not limited to: • Provide a standing formal structure for the review of lacrosse equipment with lacrosse stakeholders, industry representatives, and technical experts.

• Work with standard making organizations to develop testing procedures or standards for lacrosse equipment not currently tested.

• Develop standards for certifying by an independent body as needed; to ensure that lacrosse equipment is meeting standards and recertification requirements.

• Promote awareness around sports safety and the proper use of certified products.

• Provide a forum for stakeholders to share research on safety, performance and equipment in the sport of lacrosse.

• Promote research aimed at reducing injuries in lacrosse.

Who Will Be Part of the LEC Through the independent LEC, USA Lacrosse will bring together industry stakeholders with the collaborative interest of ensuring the continued responsible growth of the game.

Members will be volunteers representing the sport’s rule making bodies, national organizations, industry, retail, research, medical and standard setting communities.

The Council will be led by an Executive Committee with representatives from: • Rulemaking bodies: NCAA, NFHS, USA Lacrosse • Manufacturers • Retail • Technical experts — testing lab and certification specialists • Medical and bio-engineering experts Continued on page 42

JANUARY/FEBRUARY 2025

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NEWS NOW Continued from page 41 Timeline

REMEMBERING JEFF MILLER, FORMER NSGA BOARD MEMBER

USA Lacrosse began pursuing the LEC concept in 2016 in consultation with key industry stakeholders. In recent years, questions surrounding the impact of design changes in legal equipment have risen. USA Lacrosse recognizes equipment design changes occur in sport and must be accompanied by review and analysis from technical experts to ensure those design changes don’t compromise the health and safety of participants. The council is expected to be in place early 2025.

For more information on the USA Lacrosse Equipment Council go to https://nsga.org/news/usa-lacrosseestablishing-lacrosse-equipmentcouncil/.

NSGA ASSISTS AS NFHS AMP FEE GOES INTO EFFECT You may be getting questions from your high school customers about the significant increase of the National Federation of State High School Associations (NFHS) Authenticating Mark Program (AMP) fees that started January 1, 2025 and the increased prices of ball purchases. The NFHS increased its AMP fee to manufacturers from a minimum royalty rate of 50 cents to a standard royalty rate of 5% for sales of NFHS stamped inflatable balls or for a dozen baseballs, softballs, lacrosse and field hockey balls and pucks.

NSGA has produced a document of questions you may receive so you have some of the answers you need to share with your customers. We want to be clear in the marketplace that these cost increases come directly from NFHS, not our retailer/team dealer network. If you need more information please contact Marty Maciaszek, NSGA Team Dealer Director, at mmaciaszek@nsga.org https://nsga.org/news/nsga-qa-to -help-you-explain-nfhs-authenticating -mark-program-fee-increase-in-2025/

42>> NSGA NOW®

Jeff Miller, who was instrumental in the growth of family-owned team dealer Scholastic Sports Sales in Manlius, New York and served on the NSGA Board of Directors, unexpectedly passed away on December 19, 2024. Miller was 69.

Miller owned Scholastic Sports Sales, which celebrated its 50th anniversary in April and is in its third generation of family ownership. Miller was a member of the NSGA Board for two terms from 2015-21 and his son Justin, who is the president of Scholastic, joined the board in June.

“Receiving the news of Jeff’s passing was a terrible shock,” said Matt Carlson, President & CEO of NSGA. “He was such a wonderful man who was tremendously dedicated to his family, their business, the community and our industry. He was a tremendous asset to the NSGA Board with his expertise, ideas and sense of humor.

“Jeff’s family has been such a big part of our industry and my heartfelt condolences go out to his wife Wendy, their children Justin, Josh and Matt, and their many friends. He will be greatly missed.”

Jeff Miller’s parents Harvey and Nancy started Scholastic Sports Sales in the family’s garage in Cazenovia, New York in 1974. The business grew quickly into one of the country’s most

respected team dealers and moved into a 25,000-square foot facility in Manlius but it remained a family affair with Jeff’s wife Wendy (accounts payable) and their sons Justin, Josh (Vice President of Sales) and Matt (Numbering Department Manager) in significant roles.

Jeff Miller graduated from Cazenovia High School in 1973 and SUNY Cortland in 1979 and played hockey from age 7 through college. He took over as the owner of Scholastic Sports Sales in 1979. He was an avid fly fisherman, bow hunter and turkey hunter, a lifetime member of Trout Unlimited and he traveled each year to Montana and Wyoming with Wendy during their 48year marriage to fly fish.

Miller was a volunteer in the Big Brothers Big Sisters of America Program and was the Big Brother of the Year in 2015. He also volunteered for the American Red Cross, Syracuse Rescue Mission and American Cancer Society and was a youth sports league coach for his sons.

Jeff Miller is survived by Wendy, his sons Joshua (Kate Rayburn), Matthew (Amy Hyatt) and Justin; his father Harvey; siblings Tom, Karol Toole and Dave and four grandchildren. A celebration of life service will be held in the spring.

Continued from page 7 Koenig Sporting Goods expanded its retail footprint to Akron, Ohio, Pittsburgh and western Pennsylvania, Buffalo and upstate New York, Virginia and West Virginia. It also increased the presence of its team division in those markets. In August 1997, the Woolworth Corporation bought 27 of the Koenig Sporting Goods Stores and converted them into Champs Sports stores.

Koenig is survived by his wife Pattie, their children Jessica and Bridget, granddaughter Colette Palmer, his brother Brian and sister Debbie. A visitation was held November 20, 2024.

MEMBER SPOTLIGHT NOW

GIVE

ME

5

WITH

KATIE BOWES

Co-Owner, VERN & SONNY’S BIKE & SNOW | Chicago, Illinois

1

A SUCCESSFUL LEAP AND EXPANSION

Eric Stuck (co-owner) and I worked together previously and heard this shop, which was previously only a bike shop, was going to be for sale as the owner was retiring. We took a giant leap and have been in business for about a year! It has been great. We have a good customer base from the surrounding neighborhood in Chicago. We still service bikes and have lots of kids come in off the 606 (an abandoned rail line that has been repurposed as a recreational trail in Chicago) and many commuters.

3

NEW PRODUCT SUCCESS WITH SHAGGY’S SKIS

We sell Shaggy’s Skis, which are hand-made in northern Michigan. We are still a small shop and Shaggy’s has a lower buy-in. They are a great product and can 100% customize!

2

HOW’S THE SKI BUSINESS?

Good — we service skis and bindings and offer waxing. We need some snow! Most of our customers last year were traveling out west because the Midwest ski areas did not have much of a winter last year. Most of our snow customers were headed to Colorado and Utah. We did a wax service for a customer in June since he was going to Argentina to ski during the winter there!

People here are ready to get outside and ski nearby!

4

NEIGHBORHOOD FEEL IN THE BIG CITY

We are small and very mighty. Not every interaction has to be a transaction — we spend a lot of time with our customers and these relationships are great. Sometimes we spend time talking about being outdoors and where to go.

A lot of the kids who come in to have their bikes serviced want to learn how to do it. If time permits, we work with them to show them how to repair and maintain their bikes. If a customer makes a purchase or buys a service — that’s great. If not, that’s OK, too. We have designed our business to be diversified — much like last winter — we had no snow, but everyone was still riding their bikes!

5

THE BENEFITS OF NSSRA MEMBERSHIP

The Combined Indemnified Bindings List! We also like the industry information.

JANUARY/FEBRUARY 2025

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