NSGA NOW - March/April 2021

Volume 10 | No. 2 | March/ April 2021

A PUBLICATION OF THE NATIONAL SPORTING GOODS ASSOCIATION

Kicking Around Participation by Decade Q&A with Schutt Key Retail Metrics NOCSAE Update

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TABLE OF CONTENTS

12

INSIGHTS NOW Taking A Closer Look at Decade By Decade Trends in Sports Participation

CEO NOW 4 Reducing Friction to Grow Your Business NOW 5 AAFT,DVOCACY OSHA, Unemployment Updates RETAIL NOW 8 Cost of Goods Purchased a Critical Retail Metric NOW 14 I14NDUSTRY Q &A with Schutt Sports’ Kip Meyer 17 R oundup of Industry News

18

LOCKER ROOM NOW

18 N FHS Adjusts COVID Risk Guidance for High School Sports

19 D iscussion on Baseball, Softball Helmet Labeling at NOCSAE Winter Meeting 20 G irls High School Lacrosse Headgear Study, High School Volleyball Rule Changes, NJCAA Offers Four Emerging Sports

23

MEMBER SPOTLIGHT NOW

Give Me Five With Billy Oehm, Sports Plus, Inc.

NSGA NOW ®

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INow·

CEO NOW What do you do when your hands are cold … rub them It is not a secret that many independently owned sporting together? you create helpful, goods retailers and dealersThat havefriction been under siegeisover the right? last several years.

We have all experienced our share of friction over

NSGA OFFICERS Chairman of the Board NSGA OFFICERS Pat Donnelley Chairman of the BoardTwin Falls, ID Donnelley Sports,

past severalthinking months.it's Significant weather events, Consumers turn the to the internet, a better option for their purchases.

The labor marketwhich is increasingly tight. a global pandemic, has altered lives in ways Manufacturers try to could go directly the consumer andwith narrow few have to imagined, combined civil unrest their distribution of products. and political strife has made for one of the most

David Labbe

Kittery Trading Post, Kittery, ME Treasurer/Chairman-Elect Greg Miller Treasurer/Chairman-Elect Universal Athletic, Bozeman, MT Cathy Pryor Hibbett Sports, Birmingham, AL

Past Chairman Past Chairman David Labbe Randy Nill Kittery Trading Post, Kittery, ME

Nill Bros. Sporting Goods, Kansas City, KS

BOARD OF DIRECTORS Kevin Bezanson BOARD OF DIRECTORS Cleve’s Source for Sports, Kevin Bezanson Halifax, Nova Cleve's Source for Scotia, Sports, Canada Halifax, Nova Scotia, Canada

Rhett Johnson Pat Donnelley Co.,Raleigh,NC Johnson-Lambe

Donnelley Sports, Twin Falls, ID

David Lynn Rhett Johnson Dunham’s Sports, Troy, MI Johnson-Lambe Co., Raleigh, NC Jeff Miller Greg Miller Scholastic SportsSales,Ltd.,Manlius,NY Universal Athletic, Bozeman, MT Mick Montgomery Jeff Miller Denver AthleticSupply,Englewood,CO Scholastic Sports Sales, Ltd., Manlius, NY Ron Rugal John Oehler Goods,ShelbyCharter B&RSporting Dunham's Sports, Troy, Ml Township, MI Jerry Williams Jerry Williams Schuylkill SchuylkillValley ValleySports, Sports,Pottstown, Pottstown,PA PA NSGA NSGATEAM TEAMLEADERS LEADERS Matt Carlson Matt Carlson President & CEO President & CEO Marty Maciaszek Marty Dealer Maciaszek Team Division, Director, Team Dealer Division and HDA Communications and HDA Julie Pitts Julie Pitts Director, Business Development and Research Director, Public Affairs and President, NSSRA Larry Weindruch Director, Public Affairs Nick Rigitano Director, Insights and Analysis Dan Wiersma Chief Financial Jennifer ShafferOfficer Comptroller

challenging times in our independent history.

Those are a few of the biggest challenges retailers and dealers face. The effects are evident throughout the industry as struggling We do not have the luxuryatof saying, “I’ll just go businesses consolidate or close their doors entirely.

Our colleagues NSGA's benchmark about my business because none of this affects associations, the American Booksellers Association and the North American Retail Hardware Association, echo those concerns, but none of is throwing in thewho towel! me.” Especially forusbusiness owners have been significantly impacted by these situations.

We always search for ways to help our core members in their ongoing battle to succeed.

Our new 'Verified Independent Dealer The Program" hitsfriction, the bullseye.

The idea for the level of particularly caused

by COVID, program was sparked by a group of NSGA-member team dealers who wanted to varies as we hear from different segments of the sporting goods industry in different locations. emphasize how their experience, knowledge and service differentiates them from Retailers with an emphasis on individualized sports and activities such as golf, biking, tennis their competition. or running may find their challenge is meeting larger-than-normal customer needs for those Getting the public to understand the may importance working a quality reduced independent products.

In some states, a team dealer face the of dilemma of with a significantly demand dealer is one of the critical components to the NSGA Verified Independent Dealer from schools and programs because team sports are still in shutdown mode. Supply chains Program. NSGA will assist Verified Dealers by sharing and explaining what it means to be have been disrupted; leading to more friction. partdefinitely of this program with theirall current and potential customers.

Friction can be reduced by a trio of “Ps” which entrepreneur, TV personality and Camping World The details about the criteria for the MVP and All-Star CEO Marcus of Lemonis callsVerified his “3 Ps of Business”Dealer — People, Process and Product. Having the categories the NSGA Independent Program, along with applications important right people on your teamand willother help you executeinformation, your operational process in the most efficient can bepossible. found atThis www.nsga.org/verified.

You can also read and diversify your product lines. manner will also give you the opportunity to expand more about it on page 22 of this edition of NSGA NOW. We Lemonis suggests you “try to take a few moments eachretailers day to step back from all the activity encourage teamthat dealers, full-line retailers and specialty involved hockey,perspective. skiing, running sports toon apply. and take a in different Howand wellother are you doing the 3Ps of business?” That may not seem feasible with the daily demands of running a business. Yet it could go a long way toward Another benefit of the NSGA Verified Independent Dealer Program will be programming helping compete business and reduce some sources friction.

Annual Team Dealer Annual Management Conference & 21 st of for theyou group at the for 55thnew Summit. This will be an excellent opportunity for verified dealers to get together and Our mission at NSGA is to help ease the friction as well, and we will continue to support you share ideas and concerns with their peers. through all these challenging times. Lemonis encourages us to take a different perspective.

The Management Dealer Summit May 19-21 Braselton, Although we have toConference work harder&atTeam it, maybe a better wayheld of looking at theinfriction is to convert is right around the corner.

Some of best aspects of you the sporting goods it Georgia, to something useful … heat on the hands, sothe to speak.

How can transfer the heat from industry's premier event are illustrated on page 11 of this issue. Register now by the friction to fuel your business? completing the form in the magazine, or, online at www.nsga.org/events.

We hope everyone had a happy holiday season with family and friends and that you closed out 2018 on a high note. Don't forget that NSGA is here to support you in making Best regards, 2019 even Fight the good fightl Matt Carlsonbetter! | President & CEO Best regards, Matt Carlson I President & CEO

NSGA works with the National Collegiate Athletic Association (NCAA) to keep you informed on important news and rule changes.

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 2021 all rights reserved. Printed in the USA.

4 | NSGA NOW ®

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ADVOCACY NOW OSHA Updates Workplace COVID-19 Guidance The Occupational Safety and Health Administration (OSHA)

important step to repairing relationships with U.S. trading partners and allies and restoring our standing on the world stage.”

More than 165 trade associations, including the National Sporting Goods Association (NSGA) and National Ski & Snowboard Retailers

has produced updated guidance

Association (NSSRA), signed the letter.

on mitigating and preventing

AFT also asked members of Congress to urge the Office of the U.S.

the spread of COVID-19 in the

Trade Representative (USTR) to take the following immediate actions:

workplace. Separate guidance is also included for the retail and manufacturing sectors.

• Reinstate the section 301 product exclusion process, including a retroactive extension for product exclusions that expired

The OSHA guidance is meant to help employers and workers,

during 2020 to provide economic relief and predictability for

in most workplace settings outside healthcare, identify risks of

American businesses, workers, and families;

being exposed to and/or contracting COVID at work and to help them develop appropriate control measures for implementation.

The guidance has recommendations as well as descriptions of mandatory safety and health standards.

It is recommended to have employers implement COVID-19 prevention programs in their workplace. The most effective programs engage employees in the program’s development and include conducting a hazard assessment, identifying measures to limit the spread of COVID in the workplace, adopting measures if workers are infected or potentially infected and implementing protection from retaliation for workers who raise COVID-related concerns.

The OSHA guidance is not a standard or regulation and is advisory in nature. OSHA expects the guidance to be updated as a result of developments in science, best practices and standards. For more details and updates go to https://www.osha.gov/coronavirus/safework.

AFT Asks New Congress to Resolve Trade Disputes Americans for Free Trade (AFT) sent a letter to the 117th Congress urging lawmakers to resolve ongoing trade disputes and extend section 301 tariff exclusions. AFT called on members of Congress to take immediate action to eliminate harmful trade practices and provide relief to struggling Americans.

“As the 117th Congress considers bold new measures to address the ongoing public health and economic crises, we urge Members to examine closely the negative impact that tariffs have caused to American families, American workers, and American businesses over

• Improve the section 301 process to ensure it is administered in a fair, transparent, and predictable manner; • Automatically extend all section 301 product exclusions for COVID response items so that American families and businesses can get the personal protective equipment, cleaning equipment, and manufacturing inputs they need to respond to the ongoing public health emergency; • Resolve ongoing trade disputes through targeted actions and concerted bilateral engagement that reduces trade barriers and opens markets for American exporters – not one that imposes additional burdens on American businesses, American workers, and American families through tariffs and closes markets when trading partners retaliate.

Department of Labor Clarifies Actions State Unemployment Agencies Must Implement On December 30, 2020, the Department of Labor (DOL) clarified specific actions state unemployment agencies needed to take by January 25, 2021 to implement methods for employers to report employee refusals to return to work. A January 11 story in The National Law Review spelled out specific actions state unemployment agencies must take: • Implement a process for addressing work refusal where an employee refused to return to work or accept an offer of suitable work without good cause.

• Provide a reporting method for employers to notify their state unemployment agency when an employee refuses an offer of employment.

the last several years and consider a thorough study of whether they

• A plain-language notification to employees who refuse to return

have met their stated objectives,” AFT wrote. “Lifting the additional

to work or accept an offer of suitable work without good cause.

tariffs is a simple, straightforward way to provide an economic boost to American families, American workers, and American businesses and to help ensure a successful economic recovery. It is also an

To read the entire story go to https://www.natlawreview.com/ article/employers-fear-not-state-unemployment-agencies-areimplementing-methods-you-to.

NSGA NOW ®

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Apply Now 2021 Management Conference & Team Dealer Scholarship Scholarship includes: • Registration fee for the 2021 Conference & Summit • Accommodations for Sunday, Monday and Tuesday • Daily breakfasts, luncheons, receptions and Sporting Goods Industry Hall of Fame Dinner and Induction Ceremony

Application deadline is March 31, 2021 Only team dealers and retailers are eligible

Learn more details and apply at nsga.org/2021scholarship

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Cost of Goods Purchased Provides More Realistic Outlook on Health of Retail Business

By Ritchie Sayner Advanced Retail Strategies When reviewing a profit and loss statement, one of the traditional

Not to complicate issues, but it needs to be stated that varying

benchmarking metrics is Cost of Goods Sold (COGS). What exactly is

accounting methods will have a bearing on COGS. FIFO (first in,

COGS anyway? Also referred to as Cost of Sales, COGS is just what it

first out) and LIFO (last in, first out) are the most widely accepted

says it is, the cost of all of the inventory sold during a given period.

accounting methods and FIFO is the most trusted and easiest to

Paul Erickson, a colleague of mine at Management One, describes

use. Simply stated FIFO assumes items purchased first, were also

COGS as “the most misleading metric in retail.” He prefers to use Cost of Goods Purchased (COGP) as it more directly relates to cash flow and thus the financial health of the business. COGP is determined

the items sold first. LIFO (last in, first out) on the other hand, would recognize that items purchased last, would be the ones sold first.

Whichever method you use, know that there will be a difference

by simply subtracting purchases from sales for the same period.

in profits and therefore income taxes.

Erickson’s claim is using COGS can provide a retailer with a somewhat

Although clearly not recognized by generally accepted accounting

unhealthy financial perspective since selling very little at full price

practices, this is where the FISH (first in, still here) accounting

can result in a very good COGS. Using COGP, on the other hand,

method comes in to play. I see this all too often.

relates purchases directly back to cash flow.

Has this ever happened to you? A style or styles gets purchased,

The following example illustrates the difference between the two.

generally with no regard to the merchandise plan, gets put on the

Let’s assume you bought a new style of 50 pairs of hockey skates for the current season. After four months you were only able to sell 5 pairs of the skates, but they all sold at full price. Your Cost Of Goods Sold (COGS) would be excellent since the cost of selling the skates did not require any discounting to generate the sales. Herein lies the problem … you still have 45 pairs you have already paid for remaining in unsold inventory. The Cost Of Goods Purchased (CODP) in this example, would paint a much different picture and it wouldn’t be pretty.

8 | NSGA NOW ®

>> March/April 2021

“wall” amidst the rest of the assortment and ends up getting lost. The style doesn’t sell as it should, and for reasons unknown to all does not get returned or marked down. The result is — COGS-excellent, COGP-horrible! The lifeblood of any retail establishment is cash flow and COGS does not take that into account. To add insult to injury, if the item is still in the store at inventory time, you get to pay taxes on merchandise that shouldn’t have been bought in the first place and should have been either stock balanced with the vendor or marked down. This is what is meant by the FISH method of accounting.

Understocked/overstocked I know this may sound as a contradiction in terms, but I see this situation often. When reviewing data at the total company level, it often appears at first glance that a store has way more inventory than needed to do the business forecasted for a given time period.

However, when you drill down to the class/subclass level what you find is an inventory level void of current, fresh seasonal product that is way below levels sufficient enough to produce planned sales. As a result, sales suffer and both inventory turnover GMROI (Gross Margin Return on Investment) are reduced. In addition, unless the merchant is paying attention, open-to-buy is also restricted due to the inventory number being inflated with unsaleable merchandise. If this situation is not recognized and dealt with, no new merchandise is purchased and sales get even worse.

You can also encounter the overstocked/understocked dilemma when stores have broken sizes, discontinued vendors and dated inventory that has not been identified. I refer to this situation having “a whole lot of nothing.” A store operating this way can never achieve its true upside potential. One simple way of selfchecking is to pay attention to purchases. A retailer typically should receive somewhat more than it sells. If not, chances are good the store is not buying enough new merchandise. If receipts are way over what is to be sold for a given period, the store is most likely in an overbought situation leading to potential cash flow issues, let alone future markdowns.

The solution is clearly to recognize mistakes quickly and take action. Margin is great, but it’s no substitute for CASH. Consider this, would you rather have: A. a store full of aging inventory, decreasing sales, slow turnover, low markdowns and poor cash flow, BUT ... a healthy gross margin percentage on the profit and loss statement or B. the potential for higher sales due to tighter inventory levels with fresh new product, open to buy (OTB) for fill ins, offprice merchandise and new vendors, and faster inventory turnover (cash flow), even though it may mean (but not always) sacrificing a few precious margin points?

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

COVID-caused issues notwithstanding, this shouldn’t be a difficult

consulting career, he was

choice, yet we often see examples of stores choosing option A.

the general merchandise manager for an independent

Next time you are complimenting yourself on a “healthy” COGS figure, go one step further and simply subtract your purchases from your sales to determine COGP. If you are doing it right, you can pat yourself on the back with both hands. If not, we are always here to help.

department store in the Midwest. Ritchie is a graduate of the University of Wisconsin-LaCrosse. 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 www.advancedretailstrategies.com.

NSGA NOW ®

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INSIGHTS NOW

A Look at Participation by Decade for Select Sports

By Nick Rigitano NSGA Director of Insights and Analysis NSGA’s Historical Sports Participation Report offers a wealth of

Club/Gym/Fitness studio saw gains of 51 percent and 12 percent

participation data for a wide variety of sports and recreational

during those same time frames, respectively.

activities, many of which date as far back as the 1980s. Because NSGA has been careful to keep the survey methodology largely unchanged from year to year, it allows us the unique opportunity to trend the data across decades and glean insights from the analysis.

Looking at participation by decade allows us to take a step back and better understand the bigger picture of how certain sports/

Among team sports tracked since the 1990s, only ice hockey and soccer have experienced positive gains in each of the subsequent decades. The gains for ice hockey were mainly driven by increases in male participation and adults ages 18 and over. For soccer, the gains seen in the 1990s were driven largely by increases in female participation and adult participation (18 and over). The slight gains

activities have fared over time.

experienced in the 2010s were due to a continued increase in adult

Figures 1, 2, and 3 in this article provide a look at the average

participation, as well as an increase in male participation, both of

participation by decade for select sports/activities. Please note this

which offset decreases in youth and female participation.

is not an exhaustive list and just because a sport is not included

Additionally, after experiencing only a slight increase in average

in a particular chart does not mean it has not been growing or decreasing. For a complete synopsis of sports participation, please be sure to check out NSGA’s Historical Sports Participation in the US report at nsga.org.

Arrow Pointing Up Figure 1 offers a glimpse of some of the sports/activities that

participation from the 1990s–2000s, archery experienced a 36 percent increase in average participation during the 2010s compared to the previous decade, in large part from an increase in female participation. Furthermore, the increase coincides with the release of the Hunger Games movie franchise during the early part of the 2010s.

have experienced increases in participation in each decade since

Ups and Downs

the 1990s. The fitness segment overall has seen some of the

Figure 2 looks at a group of sports/activities that have fluctuated over

strongest gains since the 1990s as Americans have moved toward becoming more health conscious. Running/Jogging participation has essentially doubled after experiencing a 24 percent increase in average participation from the 1990s to the 2000s, followed by a 56 percent increase from the 2000s to the 2010s. Workout at 12 | NSGA NOW ®

>> March/April 2021

the three decades. Skateboarding saw a huge jump in participation, driven primarily by youths (ages 7–17) during the early 2000s, coinciding with the popularity of professional skateboarding icon Tony Hawk and the release of the Tony Hawk Pro Skater video game series. Since the sport’s peak in participation during the

2000s, in which it saw an average of 9.8 million yearly participants,

The recent start of a new decade provides opportunities for some

participation during the 2010s steadily declined to an average of

sports/activities to continue growing while others hope to reverse

5.8 million yearly participants due to a steep drop from youths

the downward trends experienced in previous decades. NSGA’s

(ages 7–17).

updated participation numbers for the year 2020 will be available

Similarly, golf experienced growth during the 1990s as equipment technology drastically improved and Tiger Woods burst onto the

later this spring and will provide insight on which sports/activities performed better than others during the pandemic-riddled year.

scene, ending with an average of 24.7 million participants per year.

After average yearly participation increased slightly to 24.9 million participants during the 2000s, participation fell to 19.2 million per year, representing a decrease of 23 percent driven mostly by males.

Average yearly participation levels for bowling and camping (vacation/overnight) followed a similar arc of increasing slightly during the 2000s (up 5 percent and 9 percent, respectively) compared to the previous decade. They experienced larger declines in yearly participation during the 2010s (down 19 and 17 percent, respectively) driven by decreases among all groups (males, females, youth, adults). Conversely, average tennis participation decreased 20 percent in the 2000s compared to the previous decade, but rebounded during the 2010s with an increase of 16 percent thanks to increased participation from adults (ages 18 and over).

On the Decline Lastly, the sports/activities shown in Figure 3 have all experienced declines in average participation in each decade since the 1990s.

Out of these sports/activities, inline roller skating experienced the most severe decline in participation in terms of percentage change with a decrease of 23 percent from the 1990s to the 2000s and a bigger decrease of an additional 62 percent during the 2010s, which was driven by all categories (males, females, youth, adults).

Baseball and basketball were among the team sports that experienced declines in consecutive decades with both sports declining 7 percent in the 2000s compared to the 1990s. In the 2010s, baseball slid further (down 17 percent vs the 2000s) while basketball declined another 7 percent vs the prior decade. All decreases were primarily driven by youths (ages 7–17).

Fresh water fishing saw its 1990s average yearly participation rate of 40.9 million shrink to 36.3 million during the 2000s, representing a decrease of 11 percent. Participation levels for the outdoor activity continued to fall another 19 percent in the 2010s to an average yearly rate of 29.3 million. Decreases from both decades were driven by all categories (males, females, youth, adults).

Alpine skiing also experienced double-digit percentage decreases in the decades since the 1990s, falling 30 percent in the 2000s and another 10 percent during the 2010s. Similar to inline roller skating and fresh water fishing, decreases from both decades were driven by all categories (males, females, youth, adults).

Data from NSGA Historical Sports Participation Report NSGA NOW ®

>> March/April 2021 | 13

INDUSTRY NOW NSGA Q&A: Open With Schutt Sports’ Kip Meyer

By Marty Maciaszek NSGA Director of Communications Schutt Sports has been a big part of the sporting goods industry for more than a century. So, it was big news in December 2020 when it was part of an acquisition by Certor Sports LLC and became part of the Certor portfolio.

Schutt started manufacturing basketball hoops in 1918 in Litchfield, Illinois, about an hour northeast of St. Louis, but football is where the Schutt name is best known. It was the first company to mass produce faceguards in 1935 and began producing helmets in 1987. Schutt purchased the Adams USA brand in 2014 and high-end shoulder pad manufacturer ProGear in 2017 and it started producing products for the Department of Defense in 2018. Certor Sports also acquired the assets of high-tech football helmet startup VICIS along with Schutt, ProGear, Adams, Hollywood Bases and Tucci Bats.

Kip Meyer, the General Manager and Vice President of Sales and Marketing for Schutt, has been with the company for 12 years and he also spent 13 years at adidas. Meyer shared his thoughts on what the future holds for Schutt in this Q&A with the National Sporting Goods Association (NSGA).

NSGA: Please share what the changes are related to Schutt Sports being acquired by Certor Sports?

What led to those changes?

Meyer: The assets of Kranos Corporation were sold and assigned to Certor Sports LLC. Certor Sports is a private corporation that owns all the intellectual property of Schutt Sports, VICIS, ProGear, and the like. The company continues unimpeded in the team sports business. Certor Sports prides itself on creating the best protective equipment in the business.

NSGA: How will this acquisition by and formation of Certor Sports keep Schutt poised for success?

>> An artist's rendering of Schutt's new headquarters and manufacturing facility expected to open in late fall 2021 in Indianapolis.

Meyer: The cross-pollination of technologies between Schutt Sports

Certor Sports is also making structural investments for future growth.

LLC and VICIS will keep us ahead of the competition in terms of

For example, we are consolidating and moving into a completely

helmet technology. Bringing the best technology is the key to our

new headquarters and manufacturing facility near Indianapolis in

success in the marketplace. And utilizing our mass-customization

late fall 2021. This new facility will provide us efficiencies in labor and

platform allows us to get the customer what they want, when they

manufacturing and will help service our customers significantly better.

want it, and at a price they can afford. Our philosophy of relentless

NSGA: What are some of the misconceptions in the marketplace

innovation and cascading technologies throughout the product line into volume categories will serve the team sports business well.

This standard of excellence puts a tremendous pressure on our engineering groups at Schutt Sports LLC and VICIS, but ensures new and exciting products into the marketplace. This will help our customers maintain and grow product margins which we know is very important in equipment sales.

14 | NSGA NOW ®

>> March/April 2021

you would like to clear up about Schutt’s future because of all the changes? Have you seen big concerns expressed by team dealers/retailers, or perhaps consumers and end users such as teams and leagues?

Meyer: Our customers have been great during this transition from Kranos to Certor. Yes, there were initially concerns in the

marketplace concerning the direction Schutt was heading. However, after communication of the Certor acquisition of the assets of Kranos, nearly everyone was excited about the future of the Schutt Sports and VICIS brands. Together under common ownership we believe this new platform will not only enhance and strengthen innovation in the football protective market, but also enhance our ability to service our customers on a going forward basis. We are the only helmet manufacturer that sells into the team dealer network and we know the team dealer network is vital to our success as a company.

Some competitors were making claims about this that just were not true. Our competitors were misrepresenting the news regarding the sale of assets to Certor as a sales tactic, attempting to cause fear or concern with the Schutt-branded product lines. While we understand and appreciate good, honest competition we feel in far too many instances our competitors have fallen short in presenting the entire truth. All we want to do is to compete on the field of play (product versus product). Winners talk about their own product. I believe this is a tactic that is used when a competitor is scared about what is going to occur in the marketplace. If I were sitting in their position, I would also be worried. The combination of two significant brands and related technologies should scare every salesperson that is not carrying and selling VICIS or Schutt branded products.

NSGA: How will Certor Sports enhance the Schutt and VICIS brands in the marketplace?

Meyer: Certor will now be used as a platform to launch new technologies and possible expansion into other product categories

management team and thought of ways we could help get football back on the field of play sooner versus later. In one of the meetings, we realized we could help athletes and coaches if we could offer some protection for football players from harmful droplets caused by talking, sneezing and coughing in close proximity. With this idea, we created the Schutt Splash Shield. We needed sports to return and this new product helped with the thought process that football could be played in fall. The timing was perfect for teams all over the world as they were beginning to prepare for the football

via acquisition, organic growth or potential licensing opportunities. It

season. The product gave people “hope” that football would and

is great being part of an umbrella company backed by a substantial

could be played in the fall.

investor. The future of the company is limitless. However, in the

NSGA: How would you describe the partnership through Certor

short term we need to ensure that we perform the basics very well.

Sports between Schutt and VICIS and how will it impact the football

We need to “block and tackle.” The products speak for themselves.

community? Does it provide more opportunities for innovation?

NSGA: How much did COVID-19 impact Schutt in terms of

Meyer: Innovation is the key to our success. We are going to cross-

helmet production, reconditioning and innovating in products such as the Splash Shield?

Meyer: Just like most sporting goods manufacturers, 2020 was a very difficult year. However, we believe 2020 made us a better

pollinate technologies between brands and product lines. If you look back in recent history in the sporting goods equipment market, we have an opportunity that seldom occurs in this segment of the industry. We have the ability to combine the best technologies in the

overall company. We came together as an organization and

marketplace. These technologies were initially created in separate

realized that in order to survive, we had to change our selling

environments but the combination of the two will create something

tactics, overall marketing efforts and learn to manufacture and

very special for the athlete. Our mission of designing, developing

recondition helmets and shoulder pads in a completely different

and manufacturing the highest-performing protective products in

environment. In 2020, the time frame from selling a product to

sports will help elevate the game and protect the athlete for years

shipping a product was very short. The operations team did a

to come. We are currently ranked Nos. 1, 2 and 3 in the Virginia

tremendous job in manufacturing and reconditioning helmets

Tech Helmet Rankings. And this is just the beginning.

during a shortened selling and delivery season.

NSGA: With all these changes, how important is Schutt’s

In May of 2020, we were really concerned that football and all

continued commitment to distributing products through Team

sports for that matter would not be played. We came together as a

Dealers and retailers?

Continued on Page 16 NSGA NOW ® March/April 2021 | 15

>>

INDUSTRY NOW Continued from Page 15

Meyer: As stated before, the team dealer market is key to our

developed for players in the

success as a company. We feel developing more technologically

box. The VICIS ZERO2 is No.

advanced products will help the team dealers sell more products

2 on Virginia Tech’s ratings

into their existing customer base and expand their sales to new

and is 15% lighter than the

customers. Currently, Schutt represents nearly all football helmet

VICIS ZERO1.

sales sold by team dealers nationwide. Our job is to grow our

Both VICIS ZERO2 helmets

overall market share, which will in turn help the team dealers. By providing football helmets, shoulder pads and equipment that is needed and wanted by the teams, it will help team dealers “own the locker room” and help sell more football and other sport category products to the school. This all should translate to more sales and margin dollars for the team dealer.

NSGA: What do you see as some key tactics wholesale partners and brands can apply to maintain a strong working relationship

have these key features: • First “position-specific” helmet in the marketplace developed for the players in the box.

• Raised corrugation and perforated venting in the deformable outer shell increases both performance and appeal

with each other?

• Thermal Plastic Urethane (TPU) reflex layer

Meyer: The formula for success is pretty simple: communication,

• Delta Pod fit system delivers the new VICIS standard for

communication and communication. We have positioned numerous salespeople located throughout the entire United States. When our salespeople work closely with the Team Dealer road salespeople, scheduling appointments to see high schools and youth leagues together, everyone wins. When seeing a customer, the combination of working with an expert in the equipment field and a Team Dealer road salesperson is difficult to match for any competitor. We find that our success rate is over 70% when these salesmen make a dual presentation of our products to the end consumer.

It is also important to know the “Key Timing” of when products are sold into the marketplace. Our competitors do a great job in selling football products early in the calendar year by taking

customized and secure fit without air bladders • Enhanced vision and sight lines The delivery of all sizes of the ZERO2, ZERO2 Trench and ZERO2 youth helmets is scheduled for mid- to late-April. The NFL and NCAA teams will have product available for spring football. The initial feedback from teams wearing the helmets is phenomenal.

Players love the look, performance, and comfort of the helmets.

NSGA: Schutt is best-known for football helmets, but how will the formation of Certor Sports enhance the rest of your product assortment including shoulder pads? How will it benefit other brands and products?

advantage of the reconditioning cycle for helmets. This timing

Meyer: The great thing about developing new and advanced

is normally from November through February. If a Team Dealer

technologies is the ability to apply these technologies to other

reconditions football helmets, they are first to know a possible new

product lines. We will continue to innovate and advance football

color, rejected helmets, additional players and other equipment

and other sports category equipment in the marketplace. We will start

needs. This leads to incremental sales of not only football helmets,

with helmets and apply this technology (when applicable) to other

but many other products being serviced by that Team Dealer

product and sport categories. Our process of launching technologies

(shoulder pads, shoulder pad accessories, etc…).

at the highest level and driving them down through lower price-point

NSGA: The new VICIS ZERO2 Trench and VICIS ZERO2 just received the highest rating in the Virginia Tech football helmet

products and through other product categories in future years will keep us being the unequivocal leader in sports equipment.

STAR rankings. What are some of the key features of these

NSGA: Why should people feel good about the future of Schutt

helmets and when will they be available?

as part of Certor Sports?

Meyer: We have the Top 3 football helmets in the Virginia Tech

Meyer: Our customers and end users should feel great about the

rating system (VICIS ZERO2 Trench/VICIS ZERO2/Schutt F7LTD). No

future of Certor Sports. The recent Virginia Tech Helmet Rankings

one individual company has ever accomplished this feat before and

should give everyone comfort. We will continue to drive innovation

we are just starting the process. We are excited about the future and

into the marketplace across multiple sport categories. This will

we will continue to dominate the independent ratings systems on a

ultimately help our customer (sell more products at higher price

future basis. The VICIS ZERO2 TRENCH is Virginia Tech’s No. 1-rated

points, higher margins, higher margin dollars) and help the end

helmet and is the first “position-specific” helmet in the marketplace

consumer (advancing product technology).

16 | NSGA NOW ®

>> March/April 2021

Leonard Named Sales Rep for Gill and Porter in Carolinas Don Leonard of Crown Sport Sales has

Wilson-owned EvoShield makes custom-molded protective and performance gear using a proprietary technology called Gel-ToShell™. This technology transforms from a soft gel-like material to a hard, protective shield in minutes, creating a custom mold

been chosen as the sales rep of Gill

that mirrors the shape of the athlete’s body. The result is wrist

Athletics and Porter Athletic in North

guards, elbow guards, rib and chest protectors, among others,

Carolina and South Carolina.

that offer professional-grade protection without getting in the

Leonard and Crown Sport Sales have been

way of performance.

Sales Agent members of the National

SBRnet Purchases Sporting Goods Research

Sporting Goods Association (NSGA) for 30 years. Crown Sport Sales is headquartered in Winston-Salem, North Carolina.

"We value our network of team sales reps and know Don can effectively support you and your school customers," said Steve Vogelsang, Vice President of Sales and Marketing for Gill/Porter Team Sports, in an announcement. "We respect Don's hands-on approach to brand representation. He is a great fit with our inside sales and service group and reflects our mission to 'empower coaches with innovative equipment.'"

Industry veterans Neil Schwartz and Mark Sullivan have purchased Sporting Goods Research, Inc., the comprehensive data platform of information and analysis that is the leader in the academic market.

Sporting Goods Research was founded in 1998 by Dick Lipsey and its data is sold via subscription to more than 200 of the top university, college and public libraries in the country. The platform reaches more than 200,000 college students who use the data in papers, reports and case studies.

Rawlings, Blast Motion Enter Partnership Rawlings ® recently entered a

The acquisition was made through a new established company called SBRnet, Inc., that purchased the assets from the estate of Lipsey, who passed away May 15, 2020 at age 89. Lipsey helped

new business relationship with

develop the National Sporting Goods Association's (NSGA) Sports

performance insights company

Participation in the U.S. report.

Blast Motion®. This partnership will

"Both Mark and I are excited to continue on the legacy that was

be centered around Rawlings' non-

built by Dick Lipsey back in the late '90s," said Schwartz, the SBRnet

wood bat category and will enable it to engineer its new "Mantra" softball bat to exclusively feature Blast Motion's industry-leading sensor technology. The Mantra,

president. "Dick built an amazing business and served the library marketplace by creating a one-stop platform for all things sports

Powered by Blast®, will launch globally across multiple retail, team

business and sports market data."

dealer and online channels later this month.

The new owners plan to expand the business to include data on

Rawlings' Mantra softball bat is the first bat in the industry

sports gambling, e-sports and new digital media consumption

engineered specifically to accommodate the Blast swing analyzer

habits. SBR plans to build on its history of providing insights on fan

(sensor) and is approved for in-game use. The Blast solution

behavior through its proprietary Consumer Brand Analytics Survey,

combines Blast Motion's patented swing analysis technology with

the newest version which became available at the end of January.

auto-edited video clips in an easy-to-use mobile app, providing realtime or remote coaching feedback designed for player development

Markwort Acquires Training Bat

and collegiate recruiting.

Markwort Sporting Goods Company announced its

Wilson, National Lacrosse League Extend Partnership

acquisition of the HQ4 Baseball Aluminum 18-inch One Hand Training Bat. Markwort purchased the training bat from Al Dahlgren, who is the owner of the HQ4Baseball. com Training Facility in Charlotte, North Carolina for

The National Lacrosse League

®

baseball and softball players.

announced it is extending its 2020 partnership with Wilson Sporting Goods , naming Wilson and its

Markwort Sporting Goods Company has sourced and marketed

protective equipment and apparel brand EvoShield® as an official supplier

this training bat since 2013 under a license agreement. This bat will

of performance driven sports protective gear for the 2021 season.

become the newest Markwort® PowerSwing® label training product.

®

NSGA NOW ®

>> March/April 2021 | 17

LOCKER ROOM NOW NFHS Eliminates Tiered Risk Categories in Revised COVID-19 Guidance for High School Sports

After evaluating experiences of schools participating in high

appreciate the committee’s most

school sports during the COVID-19 pandemic, in early February

recent attempts to reassess how

the National Federation of State High School Associations (NFHS)

student-athletes can participate

Sports Medicine Advisory Committee (SMAC) revised its May 2020

in sports moving forward. While

guidance document with a new “Statement on Risk of COVID-19

we have to be concerned about

During High School Sports.”

Highlighting the revised guidance is the elimination of the tiered “Potential Infection Risk by Sport” that placed sports in high-, medium- and low-risk categories. Instead, the SMAC suggests

transmission of the virus first and foremost, we also must consider the mental health of students who have been unable

>> N FHS Executive Director Karissa Niehoff

state associations and other stakeholders consider five factors in

to play sports thus far this year.”

assessing potential for COVID-19 transmission in high school sports:

The final factor for consideration moving forward is based on

• Prevailing community infection rates appear to be the strongest

accumulating evidence that the majority of sports-related spread

predictor for high school athletes being infected •P roven cases of direct COVID-19 transmission during athletics remain relatively rare • Participants in non-contact sports show lower rates of COVID-19 infection than those in contact sports • Participants in outdoor sports show lower rates of infection than those in indoor sports • Using face masks for indoor sports results in similar COVID-19 transmission rates to those seen in outdoor sports Regarding the discontinuation of the high-, moderate- and low-risk categories, the committee noted that as “knowledge of the virus

of COVID-19 appears to occur from social contact, not during sports participation.

The committee noted that preventing spread of the virus from social contact remains paramount to the continuation of sports during the pandemic. As a result, social distancing, use of masks, staying home when ill and proper hygiene must continue to be emphasized in the locker room, on the field and court, while traveling and interacting in the community.

In addition to the five factors to consider in assessing the potential for COVID-19 spread in high school athletics, the SMAC listed three other resources for consideration, including materials from the CDC, the American Medical Society for Sports Medicine (AMSSM)

that causes COVID-19 has evolved, we have increasingly recognized

and the American Academy of Pediatrics (AAP).

that transmission depends upon multiple factors that cannot be

The NFHS Sports Medicine Advisory Committee, a 15-member

easily accounted for by simply dividing sports into three distinct

advisory committee, is composed of medical doctors, certified

categories of risk.”

athletic trainers, high school coaches and officials, research

In addition to the shared experiences of many states participating

specialists and state high school association executives that

in high school athletics, the SMAC used current Centers for Disease Control and Prevention (CDC) recommendations, as well as published and unpublished data in adopting the five factors,

regularly develops position statements related to medical aspects of conducting high school athletics.

“If the medical profession has learned anything in the past year, it is

instead of the tiered infection risk by sport, as the best current

that we have to be open to regularly assessing all available evidence

guidance for participating in high school sports during the pandemic.

and make appropriate changes in policies and procedures in places of

“We applaud the great work of the NFHS Sports Medicine Advisory Committee throughout the past year to provide state associations and high schools with well-considered information during the pandemic,” said Dr. Karissa Niehoff, NFHS executive director. “We 18 | NSGA NOW ®

>> March/April 2021

business, schools and athletics,” said Dr. Michael Koester, chair of the NFHS Sports Medicine Advisory Committee who practices pediatric and adult sports medicine at the Slocum Center in Eugene, Oregon.

NOCSAE Winter Standards Meeting Includes Focus on Lifespan Labeling for Baseball, Softball Helmets

By Marty Maciaszek NSGA Director of Communications The National Operating Committee on

“It ultimately depends on the manufacturer to specify the useful life

Standards for Athletic Equipment (NOCSAE)

to the helmet,” Oliver said. “Not just batter’s helmets but football

held its 2021 Winter Standards meeting

helmets, too.”

virtually on Jan. 29. Here are some of the

A proposed revision passed on the standard performance specification

key takeaways from the meeting:

used in evaluating the performance characteristics of chest protectors

The standard performance specification

used for commotio cordis (ND200-20) in baseball and lacrosse. The

for recertified baseball/softball batter’s

revision was made, according to Southern Impact Research Center

and catcher’s helmets (ND026-11m15a) needed a 5-year affirmation

(SIRC) technical director Dave Halstead, to ensure there is no loophole

because no modifications or revisions had been made to the standard

where products in larger sizes that don’t cover and protect the cardiac

in that time. It was affirmed to maintain the standard in its current form.

silhouette are manufactured and used for play.

But the affirmation of the standard led to additional questions and

There were also updates on football shoulder pads preventing and

comments regarding baseball and softball helmets.

causing injuries and youth football helmet criteria and specifications.

“Most batter’s helmets have a life span set by manufacturers and

Regarding shoulder pads, Dr. Robert Cantu of the NOCSAE Scientific

aren’t recertifiable,” said Tony Beam, the Executive Director of the

Advisory Committee (SAC) said a Request For Proposal (RFP) has

National Athletic Equipment Reconditioners Association (NAERA).

been developed to send to a large group of researchers and see

“Reconditioners don’t see many for baseball and softball.”

who is interested and would be qualified to develop the type of injury

Said NOCSAE Executive Director Mike Oliver: “If a manufacturer

epidemiology NOCSAE requires to determine if a standard is warranted.

prohibits recertification it has to specify clearly on the helmet for whatever period the certification expires.”

That led to a public comment and suggestion that this is not the case with all products on the market. In some cases, helmets have labeling that is encoded and therefore not consumer-friendly. NOCSAE said it is not a certification issue but a labeling issue where consumers, players, coaches and umpires would not be able to quickly know if a helmet is still legal for use.

NOCSAE believes if helmets are not recertifiable the end-of-use date should not be encoded and the information should be readily available and apparent on the helmet. It was determined that research is needed to change the date format code on non-recertifiable helmets.

“We should address this sooner than later,” Oliver said. “The reason for useful life requirements is so helmets out there aren’t just used indefinitely.”

Cantu said there is a need to determine if contact with the shoulder is a mechanism of injury to the shoulder, chest, neck and head.

Based on proposals received from the research community, NOCSAE will decide whether to pursue a shoulder pad standard and who is best qualified to facilitate the research work. The NOCSAE Board determined the RFP process is one of the ways NOCSAE will continue to initiate and develop possible new standards or revisions to existing standards. Cantu did share a diagram that asked if the shoulder pad could be safer for the individual being impacted. The top of the shoulder pad is causing most concussions and the front of the shoulder pad is preventing injuries for the players wearing shoulder pads, according to Cantu. The shoulder-to-head contact as a mechanism for concussions may increase as that method of tackling continues to be emphasized because of concerted efforts to remove head-tohead contact from the sport.

Cantu said the youth football helmet criteria has been in proposed

A question was also asked about batter’s helmets that have never been

status for nearly a decade. Elizabeth McCalley of SIRC said helmets for

used, because 2020 baseball and softball seasons were canceled by

ages 5-8 and 9-14 were suggested in 2019, but the reality of splitting

COVID-19, and may now be illegal because of a manufacturer’s one- or

up age groups is “virtually impossible and it’s more realistic to have one

two-year life span for use. Oliver said it was difficult to come up with

youth helmet.” McCalley said the SAC suggestion in December 2020

recommendations because there were many variances in who did

to make a standard where one helmet addresses impact kinematics

and didn’t play in a lot of states.

for different groups needs to be looked into.

NSGA NOW ®

>> March/April 2021 | 19

LOCKER ROOM NOW Study Analyzes Effects of Girls High School Lacrosse Headgear Findings from a new research study measuring the effects of headgear in high school girls lacrosse indicate headgear is associated with a reduction in the magnitude of overall impacts, but not a change in the rate of

changes in game play that may increase the risk of injury. Advocates believe headgear use will decrease the severity of impacts and reduce the risk of head injuries, including concussions. Opponents maintain that headgear use will change the tenor of the women’s game, resulting in risk compensation and increased aggressive game-play behaviors.

“Our findings suggest that anecdotal concerns about headgear causing

impacts, how they occur, or how penalties were administered for

a ‘gladiator effect’ may not translate to game play,” Caswell said.

impacts sustained during competition. The findings were recently

The researchers noted that their observations revealed headgear

published in an article in The Orthopaedic Journal of Sports Medicine.

use among high school girls’ varsity lacrosse players did not result in

The research team included two members of US Lacrosse Sports Science & Safety Committee, Dr. Shane Caswell of George Mason University, and Dr. Andrew Lincoln of MedStar Health Research

increased impacts or changes in game-play behaviors. Furthermore, the addition of headgear resulted in no changes in the frequency of penalties administered for illegal game play by officials.

Institute. The researchers monitored 49 high school players over

“Our goal with this research was to help address the debate within

the course of two seasons; one season with no headgear used

the lacrosse community regarding the intended benefits and

and the second with headgear that meets ASTM standard F3137.

potential adverse consequences of women’s lacrosse headgear,”

All the players were from one high school in Virginia’s Prince William

Lincoln said. “Our understanding of sports concussion and best

County and no concussions were diagnosed in either season. Wearable

practices for players' health and well-being is continually evolving.”

sensors synchronized with video verification were used to collect data.

“This research, and continued studies and collaboration with the

“Collectively, these findings provide preliminary evidence that wearing

sports science community, are essential to our policies and positions

lacrosse headgear meeting the ASTM F3137 performance standard does not appreciably change game-play behaviors, while it does reduce the magnitude of head accelerations associated with body impacts sustained during high school girls’ lacrosse,” Caswell said.

In their published article, Caswell and his colleagues noted, “The use of lacrosse headgear was associated with a significant reduction in the magnitude of overall impacts sustained during game play.

However, the clinical significance of this reduction remains unknown, as it was largely driven by body impacts, and we observed no such reduction in magnitude when examining only verified impacts directly striking the head.”

The researchers also expressed the need for further research with larger study populations to validate their findings.

With significant leadership from US Lacrosse, the ASTM headgear standard was developed to help reduce impact forces associated with stick and ball contact in women’s lacrosse. Approved in 2015, it was the first performance standard for women’s lacrosse headgear.

While the optional use of headgear had always been allowed in the rules, US Lacrosse updated its playing rules in 2017 by requiring that any headgear used must meet the new ASTM standard. Girls’ headgear use remains voluntary for players at all levels of play.

Only Florida currently requires headgear use for state-sanctioned high school play and that headgear must meet the ASTM standard.

The recent study acknowledged that opinions vary regarding the effectiveness of women’s lacrosse headgear and possible associated 20 | NSGA NOW ®

>> March/April 2021

to enhance safety in the game,” said Caitlin Kelley, women’s lacrosse director at US Lacrosse. “We look to the experts and the data to inform our decisions on rules and equipment for play. We are so appreciative of the research that helps us best understand the specific needs of the women’s game and how best to protect players.”

NFHS Volleyball Rule Changes for 2021–22 Season High school volleyball players will no longer need to obtain state association approval to wear religious headwear during competition. The rule change highlights three changes approved for the 2021–22 season by the National Federation of State High School Associations (NFHS).

Acting on a recommendation from the NFHS Board of Directors, the Volleyball Rules Committee amended Rule 4-1-6, noting that “head coverings worn for religious reasons are not considered hair devices” and do not require state association approval to be worn.

However, they must be made of non-abrasive or soft material and fit securely. Head coverings worn for medical reasons still require state association approval.

The committee also amended Rule 5-3-1a, which now allows officials to wear a white, blue (cyan) or gray collared shirt, as determined by the state association. Previously, a white shirt was required. This rules change aligns the high school rule with a similar collegiate rule that permits multiple color options.

Passino to Lead NFHS-NFL Partnership Ed Passino, a former member of the USA Football staff for 16 years, has been selected to lead the new partnership between the National Federation of State High School Associations (NFHS) and the National Football League (NFL), which was announced in September as a means to gain a better understanding of the participation and perception trends in high school football, and to advocate for the sport.

As the Senior Consultant for High School Football Promotion, Passino, who will work from the NFHS office in Indianapolis, will be responsible for working with external stakeholders and football organizations to promote, grow and improve the overall perception of football at the high school level.

"We are excited to have someone with Ed’s background to lead our efforts in promoting and growing the sport of high school

officials with regard to their experiences in football and the benefits of participation. The NFHS is working with UpMetrics on various survey instruments as a part of the arrangement.

While boys participation in 11-player football has exceeded one million participants every year since 1999 and remains overwhelmingly the most popular boys sport, there have been concerns about slight declines in past years. Through this partnership, the NFHS and NFL hope to better understand participation trends, identify areas for potential educational emphasis, and restore confidence on the part of all stakeholders that the sport is, in fact, more focused on risk minimization than ever before.

NJCAA Offers Four Emerging Sports The National Junior College Athletic Association (NJCAA) announced it will formally recognize competitive cheer (co-ed), clay target (co-ed), men’s volleyball and women’s wrestling as emerging sports starting in the fall of 2021.

Each of the new emerging sports have garnered interest amongst NJCAA member colleges as club sports in recent years. Survey results from NJCAA membership showed an interest from membership in declaring for each of the sports, with enough programs planning to begin programs over the next three years to sustain sponsored sport status.

Programs will be permitted to field teams beginning in the fall of 2021 under the recognized emerging sport distinction. There will not be an NJCAA championship opportunity during the 2021-22 academic year, however, teams will have the opportunity to participate in various season-ending events, whether through the sport's national governing body or another organization. The timeline to begin NJCAA championships will vary based on sport, depending on participation.

The adoption of the four emerging sports follows the NJCAA's addition of beach volleyball in April 2018. Prior to beach volleyball, the association last added half-marathon and women's lacrosse in 2003-04. The NJCAA currently sponsors 28 sports across three divisions with 52 national championship events.

football,” said Dr. Karissa Niehoff, NFHS executive director. “Through his positions with USA Football, Ed has worked extensively with individual high schools and many of our member state associations, so he has a great understanding of the needs at the local and state levels. We look forward to working with Ed in promoting and growing the sport of high school football.”

As was announced in September, a major focus of the NFHS-NFL partnership will involve surveying of state high school association administrators, high school student-athletes, parents, coaches and NSGA NOW ®

>> March/April 2021 | 21

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MEMBER SPOTLIGHT NOW

GIVE ME 5 WITH

Billy Oehm

Vice President and Sales Manager, Sports Plus, Inc., Chantilly, Virginia

COVID-19’s Biggest Challenges As the entire world shut down, we dealt with

Benefits of NSGA Membership

Industry Appeal Like most sporting goods guys who played a

the same problems most businesses dealt

Since joining NSGA, we have found new

sport or two through high school or college,

with around the world. There was a huge

allies and friends in the industry that we

selling sports apparel and equipment was

downturn in sales, which created the challenge

continue to rely on every month. The

an attractive opportunity. The most frequent

of maintaining work for employees from the

reports, studies and surveys they offer

comment I have heard all these years, from

lack of sales, and dealing with state and local

are good information that either affirms

non-industry people has been, "you sell

government mandated shutdowns, as well

something we're already doing, points out

sporting goods, I'd love to sell that for a living."

as staying positive and keeping everyone

things we should be doing, or should be

I do think, they may see it as sitting around

motivated to dig in and work through it.

forecasting to do down the road.

talking about the big game, back in the day.

Secrets to Sports Plus’ 40 Years of Success The long stretch can be attributed to diligence during tough times, focusing on building longterm customer relationships versus getting a quick sale and our president Paul Norris’ grounded, strength as the rock and leader of the company for that entire time.

Adapting to Four Decades of Changes The industry seems to change every hour these days. We have adapted like most team dealers, by continuing to focus on building long-term customers, diligently working to find new markets and using current technology to add to our traditional sales methods.

NSGA NOW ®

>> March/April 2021 | 23

Rescheduled for September 2021

Save the date

www.nsga.org/conference2021