Volume 8 | No. 2 | March / April 2020
A PUBLICATION OF THE NATIONAL SPORTING GOODS ASSOCIATION
Inside the Retail Experience Importance of Inventory Management Responding to Social Media Guide to Better Retailing Dealing With Adversity
MEET THE
NEW FACES OF TECH Matt Kaplan, Dave Dutch, Wade Williams, Dustin Downing
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TABLE OF CONTENTS
Guide to a Better Retailing Experience
Published September 2019
RETAIL NOW NSGA’s In-Depth Look at the Retail Experience 5 Keys to Store Maintenance Planning 6 Dealing with Unexpected Adversity 9 Responding to Social Media 10 Importance of Inventory Management 12 NSGA “Guide to a Better Retailing Experience” Provides Important Insights
CEO NOW 4 Stay Relevant by Being Reliable ONFERENCE NOW 24 CFootball Legend Herm Edwards, Golf
28 30 31
Celebrity Gary McCord Keynote Speakers for 2020 Management Conference
I NDUSTRY NOW
TRUE Sports Names New President & CEO; Superfeet Partners with New Balance
LOCKER ROOM NOW
NFHS, NCAA Volleyball Rule Changes
MEMBER SPOTLIGHT NOW
Give Me Five With Bruce Bohan, FishHawk Sporting Goods
>> P ictured above, Doug Morgan of Athletic House in Southaven, Mississippi, talks with a client in a newly renovated meeting area in his store. NSGA NOW ®
>> March / April 2020 | 3
INow· NSGA OFFICERS Chair of the Board NSGA OFFICERS Cathy Pryor Chairman of the Board AL Hibbett Sports, Birmingham, David Labbe Treasurer/Chairman-Elect Kittery Trading Post, Kittery, ME Pat Donnelley Treasurer/Chairman-Elect Donnelley Sports, Twin Falls, ID Cathy Pryor
Hibbett Sports, Birmingham, AL Past Chairman David Labbe Past Chairman Kittery Trading Post, Kittery, ME Randy Nill Nill Bros.OF Sporting Goods, Kansas City, KS BOARD DIRECTORS Kevin Bezanson Cleve's Source for Sports, BOARD OF DIRECTORS Halifax, Scotia, Canada Kevin Nova Bezanson Cleve's Source for Sports, Rhett Johnson Halifax, Nova Scotia, Canada Johnson-Lambe Co., Raleigh, NC
Pat Donnelley
David LynnSports, Twin Falls, ID Donnelley
Dunham’s Sports, Troy, MI Rhett Johnson Greg Miller Johnson-Lambe Co., Raleigh, NC Universal Athletic, Bozeman, MT Greg Miller Jeff MillerAthletic, Bozeman, MT Universal Scholastic Sports Sales, Ltd., Manlius, NY Jeff Miller Mick Montgomery Scholastic Sports Sales, Ltd., Manlius, NY Denver Athletic Supply, Englewood, CO John Oehler Jerry Williams Dunham's Sports, Troy, Ml Schuylkill Valley Sports, Pottstown, PA Jerry NSGA Williams TEAM LEADERS Schuylkill Valley Sports, Pottstown, PA Matt Carlson President & CEO NSGA TEAM LEADERS Marty Maciaszek MattDealer Carlson Team Division, President & CEO Communications and HDA Marty Maciaszek Julie Pitts Director, TeamAffairs Dealer Division and HDA Director, Public and President, NSSRA Julie Pitts Director, Business Development and Research Nick Rigitano Director, Insights and Analysis Larry Weindruch Director, Public Affairs Jennifer Shaffer Comptroller Dan Wiersma Chief Financial Officer
CEO NOW Forthat decades the retail store owned was thesporting path to purchase It is not a secret many independently goods retailersfor and dealers have been under siege over consumers. There was no internet forthe immediate last several years. shopping from a phone or computer. Shipping might take or weeks depending the option product and its Consumers turn to days the internet, thinking it's a on better for their purchases. The labor market is increasingly tight. availability. Manufacturers try to go directly to the consumer and narrow Today’s world is dramatically different for retailers. their distribution of products. Consumers expect to get what they want, when they want Those are a few of theabout biggest challenges independent it (how same day) and where they retailers want it (drop it and dealers face. The effects are evident throughout the industry as struggling on my doorstep). They have excellent resources at their businesses consolidate or close their doors entirely. Our colleagues at NSGA's benchmark fingertips to comparison shop and make associations, the American Booksellers Association and the North American Retailpurchases Hardware Association, echo those concerns, nonetheir of us is throwing in the towel! without but leaving chair. Retailers in sporting goods and other must We always search for ways to help our core members in their ongoing battleindustries to succeed. Our new 'Verified Independent Dealer Program" hits the bullseye. The ideapast for to thebecome a operate differently than they did in the program was sparked by aIngroup team dealers whothan wanted destination for consumers. order of to NSGA-member stay relevant, it is more important evertofor retailers emphasize how their experience, knowledge and service differentiates them from to be a reliable business partner with suppliers. their competition. NSGA is always looking for ways to support the retailers and team dealers in our industry. This Getting the public to understand the importance of working with a quality independent issue of is NSGA on the retail experience and examines some topics that may not dealer one NOW of thefocuses critical components to the NSGA Verified Independent Dealer be flashy but are will partassist of a fundamental basebyfor success. Program. NSGA Verified Dealers sharing and explaining what it means to be part of this program with their current and potential customers. A combination of experts in their fields and members have shared some of their knowledge. Inventory management and store planning may not be the most enjoyable part The details about the criteria for maintenance the MVP and All-Star of thebut NSGA Independent Dealer Program, ofcategories your business it is Verified vital. along with applications and other important information, How social media commentsYou about – negative and positive – is can to berespond found atto www.nsga.org/verified. canyour also business read
moreimportant about it on 22 of this of NSGA We more as page consumers useedition that feedback inNOW. their decision-making. Being prepared for encourage team dealers, full-line retailers and specialty retailers a major adversity could be the difference between staying in or going out of business. involved in hockey, skiing, running and other sports to apply. We’re also sharing our “Guide to a Better Retailing Experience” that we completed for NSGA of the NSGA Dealer Program will bea programming Another benefit members in September 2019.Verified It offersIndependent excellent strategies on providing better shopping for the group at the 55th Annual Management Conference & 21 st Annual Team Dealer environment to attract and retain more customers, and in turn, show suppliers you are Summit. This will be an excellent opportunity for verified dealers to get together and committed toand be aconcerns reliable retail partner for the long haul. share ideas with their peers. Many of these ideas evolved from sessions orSummit discussions NSGA’s Management The Management Conference & Team Dealer held at May 19-21 annual in Braselton, Conference & Team Dealer Summit. Once again, for this year’s event May 17–19 in Phoenix, Georgia, is right around the corner. Some of the best aspects of the sporting goods industry's premier event are illustrated on page 11 of this issue. Register now by NSGA presents educational sessions and speakers dedicated to distributing information and completing in the magazine, or, onlinethe at Management www.nsga.org/events. inspiration tothe stayform ahead of the curve. Attending Conference & Team Dealer Summit is another way fora retailers and team dealers showand their reliability suppliers We hope everyone had happy holiday season withto family friends andto that you and their commitment toathe industry. The forget event that is part of NSGA’s to helpyou facilitate those closed out 2018 on high note. Don't NSGA is here goal to support in making 2019 even better! Fight the good fightl relationships and make our industry smarter and stronger. Best regards, Best Mattregards, Carlson I President & CEO Matt Carlson | President & CEO
NSGA is an original supporter of the PHIT Bill. Contact your Federal legislator today!
NSGA NOW® (ISSN 1045-2087) is published bi-monthly for members of the National Sporting Goods Association, 1601 Feehanville Dr., Suite 300, Mount Prospect, IL 60056-6035; Phone: (847) 296-NSGA (6742); Fax: (847) 391-9827. Subscription price of $50 per year is included in membership fee. Non-member subscription information available from publisher. Periodical postage paid at Mount Prospect, IL 60056 and additional mailing offices. POSTMASTER: Send address changes to NSGA NOW,® 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 1601 Feehanville Dr., Suite 300, Mount Prospect, IL 60056-6035. © by NSGA 2019. Printed in the USA. 60515. Phone: (847) 296-NSGA (6742); Fax: (847) 391-9827. 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 2020 all rights reserved. Printed in the USA.
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RETAIL NOW Store Maintenance Important Part of Sporting Goods Retail By Marty Maciaszek NSGA Director of Communications Those who get into sporting goods retail usually want to provide something the public needs. Store owners have plenty of expertise to share about baseball helmets, softball gloves, hockey skates, skis or running shoes. But what about the store housing those items? Is there a checklist for ensuring the store is clean? When was the last time the heating and air conditioning unit was changed? Who handles snow removal to ensure a customer doesn’t slip and fall in front of the store? They may not seem to be exciting issues but they are important to be prepared for and addressed. “I have a unique perspective because I’m a renter, owner and a landlord,” said Greg Miller, President of Universal Athletic and a member of the NSGA Board of Directors. “Often it’s the last thing on the pile as I’m trying to run a sporting goods company and not so much a real estate company.” However, Miller has to be on top of the latter since Universal, based in Bozeman, Montana, has locations in a dozen communities, including Wyoming, Utah, Arizona, Minnesota and North Dakota. That makes it crucial to have checklists and schedules for when certain maintenance projects need to be completed. “A lot of what we are responsible for is rental property in our stores,” Miller said. “Every lease is a little bit different. Maintaining HVAC equipment and filters can be a case-by-case thing. Some
>> F rom left, Universal Athletic founder and Hall of Famer Larry Aasheim, Universal Athletic President Greg Miller and 2019 Hall of Fame Inductee Ronny Flowers of Athletic Supply.
end up with liability on slip-in-fall kind of thing.” Miller said fire suppression, water testing and backflow testing are important as a property owner. Backflow testing will determine that wastewater isn’t getting into areas it shouldn’t, but that situation underscores the importance of preparation. Because commercial and residential construction is “off the charts” in Bozeman, according to Miller, it’s taking six months to get a backflow test run.
things are check-listed, like carpet cleaning, so stores are on a
“It’s good to have a good relationship with providers,” Miller said.
regular schedule.”
“Relationships mean a lot in anything really important. Subcontractors
Being proactive, particularly for those who don’t own their retail space, can make a difference in making sure problems are addressed quickly. “A lot of people get a lease, spend a lot of time at the beginning
are lifelines to repairs and maintenance in a lot of cases. “We had a landscape project we wanted done and it took a year. With permits and new construction, the big key to all of this is planning ahead.”
when they are negotiating with an owner or broker, put it in the file
And every area is different. Locations in the southern United States
and don’t look at it again until they have an HVAC or door problem,”
have more concerns about rodent and pest control. Northern
Miller said, “One of the biggest things you have to do is know what is
locations have more concerns about snow removal and winter
your responsibility and some of that can be negotiated. The interior,
weather-related issues.
you can do yourself, but the exterior is largely landlord issue.
“We have a little incident report and we have video surveillance at
“Have a relationship with the landlord if you are renting. As a landlord
all our locations,” Miller said. “If there is an incident we can go back
myself, I’ll schedule periodic calls with tenants to see what’s going
and we’ve got visibility to what actually happened. Knowing your
on. If you do that up front, they feel better about reaching out to
responsibilities as a tenant is pretty important.”
you and vice versa. And know who has responsibilities so you don’t NSGA NOW ®
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RETAIL NOW Overcoming Adversity: British Columbia Hockey Retailer Recovers from Devastating Fire By Marty Maciaszek Director, Hockey Dealers Association the next steps. Purdy said annual checkups with your insurance company are important and good advice from his broker ensured he was not overpaying or ending up underinsured. It was crucial to making sure all of his key employees didn’t miss a paycheck. Purdy also said it won’t take insurance companies long to determine if someone is trying to take them for a ride financially. “They were actually a guiding light in the early days,” Purdy said. “We wouldn’t have made it through without proper insurance in place. Without it, it’s game over.” Purdy said everything in the shop was deemed compromised to Chad Purdy was nearly finished packing his car for a quick family vacation in late September of 2017 when his phone started ringing.
some extent because of smoke and water damage. They were able to start fulfilling team orders the day of the fire out of his business partner’s basement, but it took a month before they could start
Any rest and relaxation would be gone for the foreseeable future.
communicating with their retail customers again.
An arsonist had set a five-alarm fire in his store, The Hockey
Purdy did push back at the insurance company’s initial proposal
Shop Source For Sports, in Surrey, British Columbia. As Purdy watched, he also wondered if his days in the sporting goods industry were numbered. “A thousand things are running through your mind,” Purdy said. “My partner looked at me and says, ‘A couple of weeks?’ I said, ‘To be honest, I think we just broke our neck.’” Fortunately for Purdy and his customers in the southeast suburb of Vancouver, Canada, he was prepared to rebound from such a major disaster. Despite being out of commission for two months and spending nearly a year in a temporary location, The Hockey Shop returned to a rebuilt store in the same location. The partnership with Sports Distributors of Canada, the buying group for the Source For Sports stores, was invaluable. SDC President Brad Hause heard about the fire and called that day to lend more than just moral support. “Very wisely, I took some time to talk to Brad, because it happened to somebody in our group, so we had a resource to guide us through on day one,” Purdy said. “With the (SDC) group, there is value in the programs and all the rest, but the true value is in your peer group. I knew what to expect and what to go through. I was fortunate to have a bit of a road map and I wasn’t shell-shocked and flying blind.” Next was the first of many discussions with his insurance company. Purdy got his store’s financials to his carrier and talked about 6 | NSGA NOW
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for a temporary location because he knew it was too small and wouldn’t draw enough traffic. They found a spot in an old Best Buy store a few blocks away. “We had a legitimate fire sale,” Purdy said with a laugh. “It wasn’t a buzzword.” Purdy said it took three months longer than planned to get their location rebuilt. Having the right amount of inventory for the customers who remained loyal was a challenge while they were in the temporary location. But communicating with customers and suppliers and taking care of business the right way made a big difference. “In hindsight we were set up to sustain something like this by being a good payer,” Purdy said. “A big key is to run a good business and have a strong relationship with your bank. That allowed for some breathing room and standing and support to weather any gaps.” There are still challenges and a bit of an operational hangover because of all the time spent on recovering from the fire. But Purdy heard from people they would be missed and estimated about 90 percent of his business came back. “We made it clear from the get-go we wanted to be made whole and be fair about the process,” Purdy said. “If we got out without a broken neck, with maybe a couple of black eyes and a bloody nose, that’s OK. We just wanted to know if we could survive this.”
Overcoming Adversity: New Opportunity Found After New York City Hockey Shop Loses Lease By Marty Maciaszek Director, Hockey Dealers Association Westside Skate & Stick built a successful hockey and figure
But the new lease on
skating retail business under unique circumstances in 15 years.
his business’ existence
The store’s location on the fifth floor of a building on New York
also brought concerns.
City’s famed Fifth Avenue in Manhattan presented challenges
Could Healy bring his
that owner David Healy and his staff overcame.
staff and run it the way
Then a letter came and Healy wondered if his time in sporting goods retail was over. His landlord was ending Westside’s lease and Healy had three months to vacate the premises. Healy explored other options in Manhattan but they didn’t fit logistically or financially. He considered scaling back to just figure skating, but as one of the original members of the U.S. buying collaboration between NSGA, the Hockey Dealers Association and the Sports Distributors of Canada, he was committed to sticking with hockey. He knew the owner of City Ice Pavilion, about four miles away on Long Island, and contacted him. “The big question was, ‘how do I quickly do this,’” Healy said. “It didn’t take long to figure out the math wasn’t going to work for me in Manhattan. It’s not like time was on our side and I could find the perfect, utopian landlord and space. “If it doesn’t work, that’s it, it’s the end of the road. It was a Hail
he was accustomed to? He needed storage space and the ability to receive deliveries. He had to put together a floor plan that he believed would work. “It was a typical oneperson pro shop with portable sharpener that looked like it had gone through World War I,” Healy said with a laugh. And while the distance of the move wasn’t great, there was some significance
when
Mary because time was running out.”
accounting for New York City traffic. Healy said Manhattan
It turned out to be a blessing for both sides since City Ice’s owner
residents can also have an emotional difficulty going to another
was looking for someone to take over its pro shop. The move
borough.
took place over three days last March 2019.
Healy said his figure skating business hasn’t changed much, but
In some respects, Westside was a victim of its own success. After struggling to find quality sharpening for his skates, Healy started filling a void for others by doing it in his apartment. That eventually led to the creation of Westside and the move into his
he has to buy differently on the hockey side since the rink has more of a “blue collar” clientele. Another change is opening at 8 a.m. on weekends so Westside can cater to early morning youth hockey programs.
Fifth Avenue location.
But making adjustments is nothing new considering Healy’s
He was able to expand floor space to accommodate a growing
original career path had him going to art school.
customer base. But a tenant who moved in below Westside a
“I’m also a guy who worked in the corporate world and re-invented
few years ago complained about the noise and ultimately Healy
myself,” Healy said. “In New York you can reinvent yourself and
was forced to change directions.
there aren’t a lot of towns where you can do that.”
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10:00
RETAIL NOW To Respond or Not to Respond on Social Media - That is the Question By Eve Mayer EveMayerMedia.com Well, here is the answer, my friend, to the age-old question - OK, maybe not that old - of whether or not to respond to your happy and not-so-happy customers on social media. The answer is yes! You should absolutely respond. Social media is simply a method of communication and it’s a way that a growing number of humans prefer to communicate. You must respond with a cohesive brand voice, and within a consistent amount of time from when the communication is originally posted. Let’s imagine a customer walks into your store and asks for the manager. Then that customer does something unexpected; they speak joyfully and wonderfully about your products and the service they received. They loved their experience so much! Do you expect the manager to stare past them unresponsively and then walk away
be a bit of a jerk, with outrageous expectations. When customers
as they continue speaking? No! That would be rude and absurd, and
post repetitive negative comments and remain unsatisfied with
that is exactly what is happening when customers post compliments
all your efforts to address the situation, it is OK to end the online
and love for your brand, on social media, and receive no response.
conversation. Also, your brand should remove social media posts or
Each of these compliments should be personally valued, thanked
comments as soon as possible when they contain nudity, profanity
and followed up on whenever possible.
or hate language. Those comments do not deserve a response and
Now let’s imagine the same scenario, but this time an angry client
the person who originated them should be blocked.
berates the manager for the poor product and/or service the client
Communicating as your brand on social media takes time, dedication
received. Once again, it would be unimaginable for the manager
and consistency. The rules are the same as those that apply to in-
to walk away without responding. Online, just as in person, the
person customer service and, just as when sincerely engaging with
manager should listen, understand, validate, resolve and follow
your valued customers face to face, If your brand uses honesty and
up. All of this can be done publicly on social media until personal
kindness when responding to customer communications on social
or particular information needs to be relayed. At that point you
media, most of your interactions will end in delight!
should ask to use a message box to take the conversation private. When social media observers see a brand actively solving problems online in a respectful way, they trust that brand more. When they see a brand remove negative comments in an effort to hide their imperfections, they lose trust in that brand. We are all imperfect. Therefore, all brands are imperfect. Our humanity and our brand trust lie in our ability to apologize and to resolve issues arising from our imperfections. We should also strive to learn from each situation and make lasting improvements, when called for, to our products and/or services.
Eve Mayer Eve, of EveMayerMedia.com is an author, speaker, and consultant on marketing and company culture. She gave presentations on social media at the NSGA Management Conference
Of course, some customer interactions are not appropriate on
& Team Dealer Summit in
social media. These can and should be removed. Sometimes a
2015 and 2016.
customer is just having a bad day or - let’s face it - turns out to NSGA NOW ®
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RETAIL NOW
Are You Ready to Roll With the Inventory Punches? By Ritchie Sayner Advanced Retail Strategies “Everyone Has a Plan Until They Get Punched in the Mouth” I am guessing that heavyweight boxer Mike Tyson never saw himself as a business philosopher, but he certainly didn’t pull any punches with this quote. The analogy between his quote and the trials and tribulations of the retail business is about as good as it gets. Most retailers approach planning for the upcoming year by reviewing what happened the previous year, good or bad. Modifications are made, taking into account the weather, the economy, the political landscape, merchandise trends and current vendor relationships, among other factors. Depending on the size and sophistication of the operation, the planning process can be as basic as an owner preparing a plan by himself, or as complex as soliciting input from a variety of sources including buyers, financial control folks, merchandise managers and even store operations staff. 10 | NSGA NOW ®
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Planning is most often done in the privacy of an office, surrounded by supporting spreadsheets and reports intended to back up or reinforce the outcome. Well and good to this point. Assuming the plan is constructed accurately, taking into account trends in classification sales, margins, turnover rates, proper timing of deliveries, reasonable results could be expected. However, much like a boxing match, the retail environment stands ready to deliver “punches to the mouth” sufficient enough to knock even the strongest of merchants down for the count if not prepared to go the distance. Getting punched in the mouth is analogous to the unanticipated events that can have dramatic effects on a business plan. Weather, like a boxing opponent, is unpredictable and capable of delivering a sucker punch to the best of plans. Warm, dry winters can bruise
an outerwear or glove season just like cold, wet springs can cut into softball/baseball sales. If these two seasons occur back-toback, you have a right, left combination that can land a retailer on the ropes. Other “punches” retailers endure might include, late shipments for any variety of reasons, road construction in front of the store, your best salesperson leaves, the landlord raises the rent, the air conditioner goes out on the first hot day, fit issues, shoplifting, the POS system is obsolete, an on an on. Any of which can be a huge body blow to the business. How you recover from the many varied body blows you are bound to receive during the course of a year speaks volumes to how well you have planned. If the sales forecast is not trended properly, you run the risk of having either too much or too little inventory as this is the crucial starting point for any merchandise
place, the chances of success are greatly diminished. Creating a plan
plan. If the turnover rate for the particular classification being
that relies on optimal business conditions or best-case scenarios
planned is incorrect, the result could be missed sales opportunities
is risky at best and potentially disastrous at worst.
or too much stock. Seasonal adjustments must be made to the planned inventory
Remember, it’s not IF you are going to get punched in the mouth this year, it’s when, how many times, and how hard. With a solid
levels so as to have enough to meet customer demand, but not
plan, your business will be better prepared to go the distance.
so much as to create a markdown problem. Exit strategies must
Those that chose not to plan might just be the ones that end up
be planned for clearance of seasonal products to avoid excessive
throwing in the towel.
carryover. Not having such a strategy can result in a blow below the belt, causing cash flow to be tight and in severe cases credit issues with vendors. This in turn can force a retailer to resort to alternative funding sources such as credit cards or tapping bank credit lines. Since markdowns affect sales as well as ending inventory levels,
Ritchie Sayner
they should be built into the plan profitably at this time. Planned
Sayner has spent the past four
markdowns add to needed inventory. If sales and inventory
decades helping independent
projections are not met or were planned incorrectly, the business
retailers improve profitability.
will experience yet another jab.
In addition to speaking to retail
Next is to plan the receiving flow at cost and retail. For this to be
groups nationwide, Sayner is
accurate, you will need to know the initial markup for each class. Finally, the merchandise-on-order expected is added for each store and class and you have your merchandise plan. One last kidney punch is possible, however. If all of the orders are not entered into the POS system, the open-to-buy will be wrong and you could end up buying too much.
a regular contributor to retail industry publications. He is also the author of the book, Retail Revelations-Strategies for Improving Sales, Margins, and Turnover. He can be reached though his website at advancedretailstrategies.com
Successful planning both on the merchandise side as well as the expense side is vital to any retail operation. Without a solid plan in NSGA NOW ®
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RETAIL NOW
>> Matt Nurre of Retail Design Source, Inc., and Mike Cosentino of Big Peach Running Co., share their insights during a session at the 2019 Management Conference & Team Dealer Summit.
A Blueprint for Retail Success NSGA’s research illustrates that store design is a critical component of success. In an effort to better educate our members on successful store designs, NSGA contracted retail design expert Matt Nurre of Retail Design Source, Inc., to present, “The Wow! Factor: Create the Right Shopping Environment” at the 2018 NSGA Management Conference & Team Dealer Summit in Bonita Springs, Florida. In addition, NSGA agreed to fund three retail audits to benefit our interested members. As a result of significant interest and recognition of perceived value, NSGA funded a total of 14 retail audits conducted for members between August and October of 2018.
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The “Guide to a Better Retailing Experience” is a collection of the helpful hints and expert tips that were found throughout the retail audits. What you will see on the next 10 pages is meant to take you on a step-by-step journey through each section of the store, from the entrance to the fitting rooms, providing ideas for merchandising and store design improvements. Many of these ideas are affordable and Do It Yourself (DIY) friendly. Also, be sure to check out the “Retail Audit Insights” report in the membership section of the NSGA website for additional insights on the findings of Matt Nurre’s audits. It includes ways retailers can complement their sporting goods product knowledge with a more functional store design and purpose-driven merchandising.
Guide to a Better Retailing Experience
Published September 2019
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RETAIL NOW
Guide to a Better Retailing Experience Table of Contents Storefront, Outside Signage & Display Windows
Page 3
Entrance
Page 4
Cash Wrap
Page 4
Interior Overview Floor Fixtures & Layout
Page 5
Graphic Strategy
Page 6
Wall Fixtures
Page 6
Fitting Rooms & Casual Seating Areas
Page 7
Floors, Ceiling & Lights
Page 8
DIY Merchandising
Page 9
What Our NSGA Members Said About Their Audit Experience Page 9
© by NSGA 2019
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page 1
Guide to a Better Retailing Experience Each customer’s in-store and buying experience should reflect the quality of the products and staff service they receive at the store. Information and recommendations from the NSGA Retail Audits conducted by Retail Design Source, Inc.
page 2
© by NSGA 2019
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RETAIL NOW
Guide to a Better Retailing Experience Storefront, Outside Signage & Display Windows • This is the customer’s first impression of the store. • Signage should be legible. Consider a color scheme such as a darker background and bold white letters to make it POP. • Outward facing storefront windows of any store is a storytelling opportunity, where you need to captivate potential customers before they enter the store and should make them WANT to enter. • Online shopping will destroy the brick-and-mortar business if it’s just “stuff on a rack” or a boring graphic. • Consider window concepts that are for a seasonal sports category, family outing, team camaraderie, or purely lifestyle to present the store as being more inclusive to all guests. • What is your store’s outward point of view to the world? Is this a fun store, irreverent, experiential or focused on a specialty area? • Consider a mission statement, brands carried or markets served in a graphically designed manner. • Consider movement like flags with your logo on them on the roofline or in front. People love movement and this is another analog trick to get impressions of the storefront. • Storefront architecture should reflect commitment to town, community and country.
© by NSGA 2019
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page 3
Guide to a Better Retailing Experience Entrance • First landing area should be considered an extended first impression of the store. • Area should be used for NEW mixed merchandise and seasonal products to keep the store fresh. • People want to see what’s new, not what’s always there because it creates no urgency. • NOT a place to dump closeout shoe boxes or clutter with brand displays. The idea is to prepare the customer for the journey and reinforce destination. • Entry area should not be overcrowded. Strategically placed table displays with risers, bust forms, etc., will create a textured presentation along with platforms, pedestals, mannequins and SOME front-hang racks for a visually interesting presentation.
Cash Wrap • This area should be the focal point of the store and is an opportunity to get your brand across. • The cash wrap is also the place where the customer will start to plan his/her next visit. Therefore reinforcing the core values of your brand is very important. • Last impulse items can create the final percentages of lift in customer sales. Think of the cash wrap as an impulse zone where smaller items can be sold in the queuing area; this is also a good area for eyewear and other high-ticket items. • Consider well laid out and merchandised items such as branded team lanyards, sun screen, beverages, small gifts, etc. Be careful and be selective so it does not resemble a flea market.
page 4
© by NSGA 2019
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RETAIL NOW
Guide to a Better Retailing Experience Interior Overview
Floor Fixtures & Layout
• RDS recommends the following fixture and display vendors: • Shop Design, Inc., Grand & Benedicts, Madix/Lozier, Newood, Vitra/ALU, B+N Industries, Walls+Forms, Cubic, Octanorm, Cleveland Art. • Do not place high-ticket items or premium merchandise on “closeout”-looking fixtures or tired brand displays. • Floor fixture layout should create a better flow and “shopability.” • Use key brands in store to define and feature a shop-in-shop area/brand salons with structural accents and compelling and relevant graphics.
© by NSGA 2019
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Guide to a Better Retailing Experience Graphics Strategy • Graphics defining departments and wayfinding (process of navigating one’s way around the store) should be updated and made more genuine and localized; this helps to connect with the brand-tobrand experience and enhances the shopping journey. • Your store is the local source for sporting goods, so it should appear authentic, genuine, and original all the way down to the price tags. • Key focal points and key feature elements along the shopper journey should frame the customer journey and help to facilitate an easy to shop environment. • Consider Silicon Edge Graphics (SEG) to be wall, ceiling and freestanding opportunities throughout the store. This is an easy way to build a higher level of brand recognition, reinforce market segment commitment, and build a profit center for quarterly marketing share with your brand partners. • Remember, the customer is buying product for an “anticipated experience.” The store’s job is to build the connection to this sporting experience through an enhanced in-store experience.
Wall Fixtures • Slat-wall everywhere is NOT A STORE DESIGN. Slat-wall must be used in the proper fashion. • Dated fixtures cheapen the whole shopping experience and are not the best way to bring a strong visual merchandising strategy to your brand. Dated displays and fixtures exude discount/dollar store. • In areas where slat-wall would be appropriate (if absolutely required), use this product sparingly and consider it with a texture like brick/weathered wood/metal and spacing larger than 3 inches to make it less visually obtrusive but still functional. • Managing slat-wall: Based on budget constraints, slat-wall can be used in areas effectively but should be managed or framed in a way that it is merchandising efficiently. Appropriate use of slat wall will frame the merchandising areas and categories so that it will cohesively tell the story and make shopping at the store a storytelling journey. • While being sensitive to budgets, store owners can utilize a customizable off-the-shelf system with maximum accessory flexibility. Pair this system with accent furnishings to break up the monotony and add texture/dimension.
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RETAIL NOW
Guide to a Better Retailing Experience Fitting Rooms & Casual Seating Areas • Fitting rooms and casual seating areas are a great bridge between the men’s and women’s departments and can include relaxed, comfortable seating. This area can become another focal point in the store with some decorative accent lighting or graphic feature above. • This space is also a good opportunity for team business for a large seasonal fitting. Positioning this casual seating area in front of the fitting rooms is the perfect location incorporating a lounge. • Creating “comfort spaces” enhances the overall customer experience and can extend the dwell time for giving those all-important critiques to friends and family members trying on apparel. This can also give a VIP type of feel to this area of the store. • Fitting rooms are another great place to show off some store personality on the inside or outside. Think of a bar or restaurant when the restrooms are unexpectedly vibrant; it always becomes a topic of conversation. Your fitting rooms should be “Instagramable” as customers take selfies of what they are trying on and ask them to identify that they are at your store. The background should be worthy of a photo-op. Utilize the outer walls for merchandising, visual backdrops and smaller casual seating vignettes.
© by NSGA 2019
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Guide to a Better Retailing Experience Floors, Ceiling & Lights • Consider area rugs or floor coverings to break the space into departments and drive aisles (bins or mini-aisles often seen in the middle of a major lane through the store). Underfoot comfort also adds to dwell time in-store. New paint colors, wall coverings, cladding, etc. should be added as necessary to provide texture and give some loose definition to the “departments” in collaboration with the new fixturing, flooring accents, and lighting. • For specific areas that need to be defined in-store, consider adding a sparkle of modern lighting to define these areas. This can help to better define the ladies’ or fashion side of the business from the pure sports sections. • Adding more natural light can be achieved elegantly with LED can lights on track as a modern update to a space. The purpose of track lights should be to accent the merchandise above and beyond the overall ambient light. The track heads should be considered in a smaller low-profile track head or recessed track housing for a clean, contemporary ceiling profile. Remove old light fixtures, add track lighting, and add pendant or chandelier light fixtures as decorative accents. • Areas that need to be defined could have a decorative truss or architectural feature to anchor the space from the ceiling down to the floor and provide focal points. Consider painting out the retail center section of the store ceiling in black which will make the ceiling “disappear.” The implementation of SEG graphics adds interesting visual elements and can bring focus on the merchandise.
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Guide to a Better Retailing Experience DIY Merchandising • Use modern DIY products from craft stores, discount stores and home furnishing stores to create a comfortable, organized shopping experience which reflects your store’s brand. While the chandelier-like tubes in the example image below may appear high-end, they are nothing more than painted cardboard wrapping paper tubes hanging in an eye-catching pattern. You could also use track relay batons if you sell running apparel and footwear.
What Our NSGA Members Said About Their Audit Experience ... “I have read through the audit and have many great takeaways. There are suggestions we can react to immediately, some will take time and others will take time and money. I will get our Retail Team engaged and take advantage of your findings the best we can.” “I reviewed your thoughts and ideas! It is exciting to think we could move forward with some of your designs.” “Thanks for your input. We applied some of your ideas and the customers seem to love it ... we do too.”
For any questions regarding the insights found in this guide, please contact Nick Rigitano, Director of Insights and Analysis at nrigitano@nsga.org or (847) 296-6742, ext. 1080.
© by NSGA 2019
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CONFERENCE NOW Football Legend Herm Edwards, Golf Celebrity Gary McCord Headline Management Conference & Team Dealer Summit NSGA has a tradition with the Management Conference & Team Dealer Summit of bringing in speakers unlike any event in the sporting goods industry. This year’s event on May 17–19 at the Sheraton Grand at Wild Horse Pass in Phoenix, Arizona is no different. Football legend and current Arizona State coach Herm Edwards and renowned golf analyst Gary McCord are the latest additions to a group of past speakers that includes basketball Hall of Famers Bill Walton and coaches Mike Krzyzewski of Duke and Tom Izzo of Michigan State, legendary baseball iron man Cal Ripken, Jr., world champion boxer Sugar Ray Leonard and outspoken golf analyst David Feherty.
Herm Edwards Herm Edwards has been linked with one of sports’ famous phrases for nearly 20 years. “You play to win the game” was born out of a challenging stretch of Edwards’ coaching stint with the New York Jets in 2002. That phrase became the inspiration not only for his team’s amazing comeback to make the playoffs that season but for many others fortunate to be influenced by Edwards’ message. Playing to win the game has personified Edwards’ life as a successful NFL player, NFL and college coach and national television analyst. It is an approach that will hit home when Edwards serves as the kickoff keynote speaker of the event on Monday, May 18. “Herm Edwards is a winner in every sense of the word and NSGA is excited to have a speaker of his caliber to share his inspirational message with our Management Conference attendees,” said Matt Carlson, NSGA President & CEO. “Herm has responded to some monumental challenges throughout his life with tremendous success and that will resonate well with those in the sporting goods industry facing their own challenges.”
moments in NFL history in 1978 when he returned a fumble in the final seconds for a touchdown to beat the New York Giants in a game known as “The Miracle at the Meadowlands.”
Gary McCord Gary McCord became one of the most recognizable names in golf even though he never won a tournament in 23 years as a player on the PGA Tour. McCord’s quick wit and honest insights led to success as a golf television analyst, author and speaker. Attendees will have the opportunity to experience McCord’s humor and golf knowledge first-hand when he provides the Tuesday keynote speech on May 19. “Gary’s optimism for life, no matter what challenges come your way, will be a great message for all of our attendees to take back to their businesses,” said Matt Carlson, NSGA President & CEO. “He brings a unique perspective on the world of golf.” McCord has said “life is full of ups and downs, good and bad, but it wouldn’t be fun any other way.” He poked fun at his PGA Tour career, where two runner-up finishes were his best in 422 tournaments, by having the license plate “NO WINS” on his car for years.
Edwards just completed his second season as head coach at Arizona State and led the team to a Sun Bowl victory and an 8-5 record that included an upset of Rose Bowl champion Oregon. He defied skeptics who wondered if he could be successful on the sideline again by leading the Sun Devils to a bowl game in his first season after nine successful years as an NFL analyst for ESPN television and radio.
As McCord put it, he was “trapped in the headlights of bankruptcy” when he suddenly found himself in broadcasting. He only had 15 minutes to prepare for his first TV assignment, but his ability to combine humor and outspokenness established him as one of the best-known golf analysts for more than 30 years.
The ability to defy the odds was evident early in Edwards’ life as he played collegiately at the University of California and San Jose State but was not selected in the NFL draft. Edwards made the Philadelphia Eagles and started a 10-year career as a cornerback. That included a Super Bowl trip in 1980 and one of the most iconic
McCord also showcased his talents as an author. The fourth edition of his best-selling instructional manual Golf for Dummies was released in 2011 and he delighted his fans with his autobiographical collection, Just a Range Ball in a Box of Titleists. He also appeared in the Kevin Costner movie Tin Cup.
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Bernstein, Butler Bring Successful Business Insights to Management Conference By Lizz McCrindle NSGA Marketing Coordinator NSGA is pleased to announce Ross Bernstein and Jeff Butler as
generations (Baby Boomers,
two of its main speakers for this year’s Management Conference
Generation Xers, Millennials, and
& Team Dealer Summit on May 17–19 in Phoenix, Arizona.
Generation Z) in the workplace. He will provide actionable strategies
Bernstein, a Hall of Fame peak
to manage cross-generational
performance business speaker and
challenges and will help turn a
author of more than 50 sports books,
multigenerational workforce into
specializes in identifying the DNA of
a competitive advantage.
champions in sports and translating that to the business world. On Tuesday morning, Bernstein will talk
industry are trying to find ways to
about “The Champions Code,” the
successfully mesh people from
culmination of nearly six years of
a variety of generations who
research. As a member of the media >> R oss Bernstein
“Businesses in the sporting goods
in his home state of Minnesota,
>> J eff Butler
have different beliefs, ideas and experiences,” Carlson said. “Jeff
Bernstein has access to locker rooms,
Butler understands this challenge as well as anyone and we are
clubhouses and press boxes, allowing him to interview thousands
excited to have him share his expertise on successful organizations
of athletes over the years.
turning a multigenerational workforce into a competitive advantage.”
“We are excited that our attendees will have the opportunity to
Check out the NSGA Scoreboard newsletter, the NSGA website
hear an inspirational and poignant message from a Hall of Fame
(nsga.org) or NSGA’s social media platforms for the latest updates
speaker in Ross Bernstein,” said Matt Carlson, NSGA President &
on speakers and educational sessions for this year’s Management
CEO. “His ability to mesh sports and business into a message on
Conference & Team Dealer Summit.
how to build great teams and succeed the right way will be a great one for all the leaders in our industry.” In Bernstein’s effort to explain why certain teams or organizations consistently win, he falls back on the “Good to Great” concept, which states that the best companies are able to distinguish themselves from other businesses by adopting the principles of servant leadership, fostering a culture of excellence, developing deeper relationships and by giving exceptional customer service. Butler, the author of The Authentic Workplace and The Key To The New You, helps to create workplaces where people thrive. As a former software engineer in Silicon Valley, Butler developed an interest in organizational psychology, leading him to start his own workplace consulting company. Since then, Butler has become a workplace generation expert and technology speaker, writing more than 100 articles on workplace dynamics and addressing more than 100 organizations internationally on workplace dynamics issues. In his Monday session “Building an Effective Multi-Generational Workplace,” Butler will explain how to manage four different
NSGA would like to thank the team at The Graphic Edge, John Reglein and John Steichen, for recommending Ross as a speaker. NSGA NOW ®
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CONFERENCE NOW Popular Speed Networking Returns at Conference & Summit
>> A full house of retailers, team dealers and manufacturers participated in the second year of Speed Networking at the 2019 NSGA Management Conference & Team Dealer Summit in Braselton, Georgia.
Speed Networking has quickly emerged as a popular feature of
Speed Networking is a can’t-miss opportunity for retailers, team
the NSGA Management Conference & Team Dealer Summit since
dealers and manufacturers at the Management Conference & Team
it was introduced in 2017.
Dealer Summit. Register today to ensure your spot in the room!
There are numerous opportunities for networking during this year’s Conference & Summit in Phoenix, Arizona. Speed Networking is a unique opportunity to meet face-to-face with a series of distributors or suppliers in a high energy environment. The event is fast-paced as retailers or team dealers go from table-to-table where manufacturers often have their products on display or can use a laptop computer for presentations. NSGA creates the meeting schedules with the goal of forming as many common interest pairings as possible. Some of the meetings are opportunities to reconnect with familiar business partners, while others are a chance to develop business relationships and learn about new products. It also gives both sides the chance to talk about issues in the supplier/distributor relationship.
>> J eff Miller, owner of Scholastic Sports Sales in Manlius, New York, gets a look at Mueller Sports Medicine products with Rick Olson, right, and Tim Jahnke, left.
Registration is Open! Registration for the 56th Annual Management Conference & 22nd Annual Team Dealer Summit is now open. Registration Includes: •A dmission to all education sessions
• A seat at the Sporting Goods Industry Hall of Fame Dinner
•P articipation in Speed Networking for retailers, team dealers, manufacturers and brands • Access to conference networking receptions and opportunities
and Induction Ceremony • Breakfast and Lunch served Monday – Tuesday • A discount on your hotel room
to meet and connect with fellow industry leaders If you have any questions about the Conference & Summit or registration don’t hesitate to contact us at (847) 296-6742. We hope to see you May 17th in Phoenix! 26 | NSGA NOW ®
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T H E N E X T G E N E R AT I O N D E S I G N E X P E R I E N C E
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Try FreeStyle today on augustasportwear.com and flawlessly design, save and share your designs.
Integrate Design
INDUSTRY NOW TRUE Sports Names Considine New President and CEO
dealers and distributors compete in the market. To support this effort, OMG plans on doubling current Engineering, Sales and Service Teams.
United Women’s Soccer Teams Up with Knit Wit Apparel United Women’s Soccer (UWS) chose Knit Wit Apparel, a wholly TRUE Sports announced the appointment of Chris Considine as President and Chief Executive Officer. Considine is a veteran sporting goods executive who brings to TRUE Sports the skills and experience gained during his career at Wilson Sporting Goods, where he rose through the ranks to become President and CEO, a position he held for nine years. Considine began his career with the company as an entry level sales associate and also served as President and General Manager of the Team Sports Division, where he led the division to record profitability, spearheaded new product development, entered into key brand sponsorships and established marketing relationships with all-star athletes. Prior to joining TRUE Sports, Considine founded Onward Advisory, a
owned division of Image Apparel Solutions, as the official supplier of custom team scarves for the national pro-am league and its teams in the United States and Canada. “We are excited and proud to partner with such a first-class league and a great group of teams,” said Image Apparel Solutions President Tim Kelliher. “Image Apparel Solutions knows that making knitwear in the USA not only improves the quality and service we can achieve, but it’s the right thing to do. Image Apparel Solutions has strived to provide our customers with a high-quality knitwear product line.”
CCM Acquires STEP Steel
management consulting firm focused on helping sports companies
CCM Hockey acquired Step Skating Blades Inc., the maker of STEP
improve their business performance.
Steel high-quality skate blades. The Quebec City-based STEP Steel
“I am thrilled to be joining the TRUE Sports team at this exciting time in its growth and development and in the evolution of the sporting goods industry,” said Considine. “The True Temper brand
was founded in 2000 and starting this year, all CCM pro and custom skates will include STEP blades. The expectation is to leverage the STEP product for retail models in the near future.
is the clear leader in the golf shaft market, and the company has
“The reason we chose to acquire STEP is simple: They are as
made significant inroads into several other team sports categories.
obsessed as we are with performance and work tirelessly to create
A focus on innovation, precision, and producing the highest quality
a precision tool that makes skaters more confident in every stride;
sporting equipment is the foundation on which the company has
it is the reason the majority of NHL players, and some of the best in the world such as Brent Burns, Alexander Ovechkin and John
been built.”
Tavares, use STEP Steel,” said Rick Blackshaw, CEO of CCM Hockey.
OrderMyGear Chooses New CFO OrderMyGear promoted Leonid Rozkin to Chief Financial Officer. OMG said Rozkin’s promotion aligns with its vision to take the
“After all, steel is every hockey player’s connection point to the ice, so it is critical that our skaters have access to the best.”
Winmark Corporation Makes Organizational Changes
company into its next phase of
Winmark Corporation, the parent company of Play It Again Sports,
growth by investing in leadership, talent, and professionals with
announced current Executive Chairman John L. Morgan, 78, will
industry and SaaS experience. Rozkin brings more than a decade of private equity, investment banking and financial experience to OMG. In 2020, OMG plans to drive new standards around technology in the Team and Promotional Product industries by building out a platform that simplifies the group ordering process and modernizes the way 28 | NSGA NOW ®
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retire as Director and Executive Chairman, effective March 1, 2020. Winmark also announced its Board of Directors elected Brett D. Heffes, 52, currently the company’s Chief Executive Officer and Director since 2016, to the additional responsibility of Chairman of the Board, effective March 1, 2020.
Superfeet Secures New Balance License Agreement for Insoles
RAVE Sports Appoints Borg as VP of Sales RAVE Sports, a global manufacturer, importer and distributor of
Superfeet will expand its insole
water-based sporting goods, appointed Jason Borg as Vice President
offering to include New Balance
of Sales. In this role, Borg will lead the water-based sporting goods
insoles in North America and parts
company’s sales initiatives in both its business-to-business and
of Asia starting in 2020.
direct business-to-consumer sales channels worldwide.
The new line of New Balance insoles
Borg was the National Sales Manager for Escalade Sports in
built on the signature foundation
Evansville, Indiana, a global manufacturer, importer and distributor
of Superfeet shape, features three
of more than 40 sporting goods brands with more than 2,800 items
distinct purpose-built collections
to leading retailers.
- casual, running and sport. In addition to delivering a fresh offering of off-the-shelf products curated to meet the needs of the New Balance consumer, New Balance will offer its shoppers custom-created insoles. Combining Fitstation by HP + Volumental, 3D scanning and gait analysis technology, New Balance custom insoles will feature 3D-printed-caps manufactured on HP Jet Fusion printers and assembled into finished insoles at its Flowbuilt Manufacturing facility in Washington state.
MacNeill Pride Group Purchases Outdoor Recreation Company of America MacNeill Pride Group® (MPG), a global designer and manufacturer of sporting goods and related products, purchased Outdoor Recreation Company of America (ORCA), a leading supplier of premium coolers, drinkware and other outdoor accessories. ORCA will continue to operate from its Nashville headquarters. Founded in 2012, its product line includes hard-sided coolers, soft-sided backpack style coolers and a full line of stainless-steel drinkware. ORCA also holds more licenses than any other cooler brand with over 80 NCAA teams, 32 NFL teams, 30 MLB teams and 30 NHL teams. ORCA joins a portfolio that includes PrideSports, the world’s leading maker of cleats, studs and spikes for multi-sports under
John A. McArthur, founder of Johnny Mac’s, Passes Away John A. McArthur, the founder of the Johnny Mac’s sporting goods chain, died Feb. 10 from pneumonia and cardiac failure at age 92. McArthur founded Johnny Mac’s Sporting Goods in 1967 in St. Louis and the retailer eventually expanded to nine stores in Illinois, Michigan, Indiana and Missouri. “He loved it,” McArthur’s son, John S. McArthur, told the St. Louis Post-Dispatch. “Dad made the community a better place to live … he didn’t talk much about helping or doing, he just did it. It’s why he sponsored so many children’s teams.” John A. McArthur retired from the business in 1985 and developed and operated the Johnny Mac’s Sports Complex in suburban St. Louis. Johnny Mac’s sold its team business to BSN Sports in February of 2019 and closed its retail operation. McArthur also officiated football and umpired baseball from the high school levels through the Big Eight Conference and was inducted into the Missouri Sports Hall of Fame for his dedication to umpiring. He was a lifetime member of the National Softball Association. McArthur is survived by his wife Eleanor and his sons John, Gerald, Robert and Richard. A fifth son, Michael, died in 1973.
the CHAMP® and Softspikes® brands; Pride Manufacturing Company LLC, which creates engineered wood products such as golf tees, cigar tips and toys; and MacNeill Engineering, which designs, manufactures and tests footwear components.
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LOCKER ROOM NOW NFHS, NCAA Volleyball Changes The National Federation of State High School Associations (NFHS) has approved a protective face mask similar to those worn in other sports and is now permissible under Rule 4-1-4 for the 2020–21 high school volleyball season. The face masks must be made of hard material and must be molded to the face with no protrusions. The NCAA Women’s Volleyball Rules Committee recommended two rules proposals affecting uniforms and apparel for the 2020 season. The changes must be approved by the NCAA Playing Rules Oversight Panel, which was scheduled to discuss all women’s volleyball rules proposals Feb. 26. Teams would be assessed an administrative red card for uniform violations (numbers not contrasting with the color of the uniform) and having teams with uniform violations start the match down 1-0 in the first set. Players would be allowed to wear shorts or leggings
NFHS Field Hockey Uniform Changes for 2020 NFHS approved an overhaul of the field hockey player uniform rule – Rule 1-5-1 through 1-5-8 – for the 2020 season. Changes by the field hockey rules committee reorganized the uniform rule and provided further clarity with the addition of language regarding uniform bottoms. Changes to the player uniform rule reflect recent changes in high school volleyball rules. In field hockey, players are permitted to wear a single-colored short or long-sleeved shirt. If worn, hometeam undershirts must be white. The visiting team’s undershirt must match the color of the jersey or be black or a dark color. All players choosing to wear an undershirt must wear the same color as her teammates. Other uniform rules changes include like-colored uniform bottoms, which include styles such as shorts, skirts, kilts or pants, provided shin guards are visible. The home team must wear solid, knee-length white socks/sock guards, while the visiting team must have a dark, contrasting color. The committee’s actions also included defining the use of player numbers, which also must be a solid, contrasting
in the 2020 season, provided all teammates wear the same color.
color and feature no more than two digits (00-99).
No NFHS Football Rule Changes Affecting Uniforms and Equipment for 2020–21
Cascade Maverik, US Lacrosse Expand Partnership
There will be no rule changes from the NFHS regarding football
Cascade Maverik Lacrosse has signed a new multi-year partnership agreement with US Lacrosse, the U.S. men’s and women’s national teams and the National Team Development Program (NTDP). Cascade, a longtime partner of the U.S. national team program, also becomes the “Preferred Helmet Partner” of the US Lacrosse First Stick Program and brings the Maverik brand into the US Lacrosse family.
uniforms and equipment for the 2020-21 season. The six rule changes that were made involved game administration. Rule proposals for helmets and facemasks to be the same color, use of compression sleeves, play cards and electronic communication devices and limits to what can be displayed on mouth protectors were not approved.
Wrestling and Acrobatics and Tumbling Added to NCAA Emerging Sports for Women Program NCAA Division II and III has added wrestling and acrobatics and tumbling to the NCAA Emerging Sports for Women program. An emerging sport has a decade to grow to 40 varsity programs to reach championship status. Currently, 29 NCAA member schools sponsor acrobatics and tumbling at the varsity level (20 are Division II). In women’s wrestling, 24 NCAA schools sponsor the sport at the varsity or club level (13 Division II). 30 | NSGA NOW ®
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The new agreement designates Cascade as the “Official Helmet Supplier” of the U.S. men’s national team and the National Team Development Program and the “Official Goalie Helmet” of the U.S. women’s national teams and National Team Development Program. Maverik now becomes an “Official Equipment Supplier” of the U.S. men’s and women’s national teams as well as the men’s and women’s National Team Development Program.
USA Football Partners with Pop Warner USA Football and Pop Warner are partnering to develop and promote safer and smarter play. Pop Warner will encourage leagues to earn recognition through USA Football’s new League Excellence Program. Through this program, USA Football will recognize and promote youth leagues adopting its Football Development Model designed to make the game safer by reducing contact and teaching the game based on an athlete’s age, the skill they are learning and the game type.
MEMBER SPOTLIGHT NOW
GIVE ME 5 WITH
Bruce Bohan Owner, FishHawk Sporting Goods, Riverview, Florida
Why focus on baseball and softball? Florida! Baseball and softball is played yearround. And I love the game of baseball. We tried at the beginning to sell a little of this and little of that. Similar to the Play It Again concept. Wasn’t for me and I don’t care if I never see another used golf club again.
Succeeding as an independent retailer
Building a new career After 30-plus years in commercial construction, I closed up my company and moved to North Carolina for four years. It was too cold for this Florida boy so we moved back. I was not ready to go back to the grind of construction so five years ago I decided to give the sporting goods store a try. I applied for a Play It Again franchise and was approved. We could not agree on a location. So I went about it on my own and here we are five years later. Self-taught and still learning as I go every day.
You have to work harder. You have to think outside of the box. Do not be afraid to do things your way. Reinvent the wheel and if you don’t like that wheel, try another one. You have to work the system to get the best buying power and terms. Don’t be afraid to ask.
Getting involved with the local leagues That’s where the majority of our business comes from. Along with the travel teams. Word of mouth is our best form of advertising.
Why become an NSGA member? As an independent I do not have the advantage of going to trade shows. I am not a member of a buying group. Being a member of NSGA provides me with insight of things going on in the industry. The knowledge and insight NSGA has is the best reason to become a member.
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JOIN US at the NSGA 56th Annual Management Conference & 22nd Annual Team Dealer Summit NETWORK
• Develop and grow business relationships through SPEED NETWORKING.
CONNECT
• Make lasting CONNECTIONS with Retailers, Team Dealers and Manufacturers.
LEARN
• LEARN what’s new and what’s ahead in the sporting goods industry.
Register TODAY for the best conference rate! nsga.org/conference2020