NSGA NOW - MAY/JUNE 2021

Volume 10 | No. 3 | May/ June 2021

A PUBLICATION OF THE NATIONAL SPORTING GOODS ASSOCIATION

A Special Brand Of Ice Hockey

NSGA Presents “The Sporting Goods Rebound”

Ripon Celebrates 100th Anniversary Dealing with Direct To Consumer

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TABLE OF CONTENTS

12

INDUSTRY NOW Looking Back At A Century of Innovation and Success for Ripon Athletic and Sand Knit

CEO NOW 4 “The Sporting Goods Rebound”

8 18

Covers Important Topics

INSIGHTS NOW

Baseball Participation Takes A Hit; How Different Segments Fared in 2020 ARTICIPATION NOW P American Special Hockey Association Making A Big Impact

RETAIL NOW 20 Direct View Of The Elephant In The Room NDUSTRY NOW 22 IOrderMyGear Names Matt Kaplan President;

>> (From left to right) Three members of the Sand Knit management team, Dick Alban, Don Edmonds and John Sand, examine a pair of football pants in the Sand Knit production facility in the 1960s.

24 27

FDA Authorizes Marketing Of Q-Collar

LOCKER ROOM NOW

NFHS-NCAA Rules Meeting Recap

MEMBER SPOTLIGHT NOW Give Me Five With Dan Sullivan, Temple’s Sporting Goods

>> ON THE COVER: Members of the Cincinnati Cyclones Special Hockey team.

NSGA NOW ®

>> May/June 2021 | 3

INow· NSGA OFFICERS Chairman of the Board NSGA OFFICERS Pat Donnelley ChairmanSports, of theTwin Board Donnelley Falls, ID 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 RandyTrading Nill Post, Kittery, ME Kittery

Nill Bros. Sporting Goods, Kansas City, KS

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

Halifax, Nova Scotia, Canada

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

Donnelley Sports, Twin Falls, ID

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

CEO NOW Normally at this time, we would be sharing the excitement It is not a secret that many independently owned sporting and details about the siege NSGA Management goods retailers and final dealers have been under over the last several years.

Conference and Team Dealer Summit, the premier sporting goods industry networking event.

Consumers turn to the internet, thinking it's a better option for their purchases.

The laborthose market is increasingly tight.

Unfortunately, plans are on hold for a few months Manufacturersbecause try to govery directly to the consumer and narrow little has been normal since March of 2020. their distribution of products.

We are as eager as everyone to return to in-person shows and meetings. do haveindependent some exciting news about Those are a few of the biggestWe challenges retailers and dealers face. The effects are evident throughout the industry as struggling an NSGA event which provides some timely information businesses consolidate or close their doors entirely. Our colleagues at NSGA's benchmark to help fill the void between now and the Management associations, the American Booksellers Association and the North American Retail Conference on September 26–28 in Florida.

Hardware Association, echo those concerns, but none of us is throwing in Naples, the towel!

NSGA presents “The Sporting Goods Rebound,” at 11 We always search for ways to help our core members in their ongoing battle to succeed. a.m.

Central hits timethe on Wednesday, Our new 'Verified Independent Dealer Program" bullseye. TheMay idea19. for“The the Sporting Goods Rebound” will cover important topics as our industry continues to bounce back program was sparked by a group of NSGA-member team dealers who wanted to from the emphasize how theirLeading experience, knowledge service differentiates themissues from affecting COVID-19 pandemic. experts will offerand their perspectives on today’s their competition. your business in a fast-paced interview format.

Getting the public to understand the importance of to working with amember quality independent The Paycheck Protection Program (PPP) has been vital many NSGA businesses. Our dealer is one of the critical components to the NSGA Verified Independent Dealer session on PPP will look at the dos and don’ts of navigating the loan forgiveness process so Program. NSGA will assist Verified Dealers by sharing and explaining what it means to be you understand how to be their fully prepared to do it successfully and efficiently. part of this program with current and potential customers.

A survey we conducted last fall about the Management Conference showed one of the biggest The details about the criteria for the MVP and All-Star topics of interest concerned the return to sportsDealer from COVID-19 categories of the NSGA Verified Independent Program, disruptions. The NSGA Team along awith applications andhigh other important crafted group of youth and school sports information, experts led by Dr. Karissa Niehoff, the Executive can be of found at www.nsga.org/verified.

YouSchool can also read Director the National Federation of State High Associations (NFHS), to assess challenges more about it on page 22 of this edition of NSGA NOW. We with youth sports during the pandemic and peer into the crystal ball to identify opportunities. encourage team dealers, full-line retailers and specialty retailers involved hockey, skiing,we running sports apply.

We will alsoinpick up where left offand late other in 2020 whentowe did a series of Q&As with suppliers regarding distribution chains, inventories, and what retailers and team dealers can do to be Another benefit of the NSGA Verified Independent Dealer Program will be programming st a twist, however. Not only th prepared.

This update from the last few monthsConference will have a &bit21of Annual Team Dealer Annual Management for the group at the 55 Summit.

This will be an opportunity for verifiedcovering dealershard to get together and goods, will we have a session for excellent the general NSGA membership goods and soft share ideas and concerns with their peers. but we will also have sessions targeted specifically to hockey dealers and ski and snowboard retailers.

Suppliers in these specialty areas will provide and19-21 advice you can apply The Management Conference & Team Dealer Summit insight held May in that Braselton, inGeorgia, your business environment as well. 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 “The Sporting Goods Rebound” will run approximately 90 minutes and provides the flexibility completing the form in the magazine, or, online at www.nsga.org/events. to view the sessions of greatest interest to you. Registration is limited so it is important you everyone had happy holiday season with and that youexciting doWe sohope quickly by going to ansga.org.

We look forward tofamily havingand youfriends with us at NSGA’s closed out 2018 on a high note. Don't forget that NSGA is here to support you in making first virtual event.

2019 even better! Fight the good fightl Best regards, Best regards, MattCarlson Carlson| President I President & CEO Matt & CEO

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

4 | NSGA NOW ®

>> May/June 2021

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 NSGA NOW (ISSN 1045-2087) is published bi-monthly for members of the National Sporting Goods Association, subscription information available from publisher. Periodical postage paid at Mount Prospect, IL 60056 and 3041 Woodcreek Drive, Suite 210, Downers Grove, IL 60515. Phone: (847) 296-NSGA (6742); Fax: (847) 391-9827. additional mailing offices. POSTMASTER: Send address changes to NSGA NOW,® Subscription price of $50 per year is included in membership fee. Non-member subscription information available 1601 Feehanville Dr., Suite 300, Mount Prospect, IL 60056-6035. © by NSGA 2019. Printed in the USA. 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.

Your Voice Matters!

NSGA advocates for important issues on behalf of the sporting goods industry. But we need your help!

Advocacy is not politics but a way to influence policies.

5 steps to successfully advocate: 1. Be clear and concise 2. Identify who you are and why you are contacting your elected representative 3. Establish your connection to the issue and how it affects your business and greater community 4. Make your request – What do you want the elected representative to do?

5. Thank them for their attention and consideration

Find your local elected representatives at nsga.org/advocacy/legislative-advocacy

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JOIN US for

The National Sporting Goods Association’s First Virtual Event

Discussions on Key Topics • PPP Application and Forgiveness PPP Application and Forgiveness Process (Do’s and Don’ts as well as lessons learned) • The landscape of youth and team sports • Supply Chain and Inventory Challenges and Opportunities » Q&A with sporting goods suppliers in the areas of hard and soft goods » Q&A with Hockey Suppliers » Q&A with Ski and Snowboard Suppliers

The Sporting Goods Rebound is FREE but you must register in advance at nsga.org/rebound

INSIGHTS NOW Upward Trend in Baseball Participation Takes a Hit During COVID-19 Year

By Nick Rigitano NSGA Director of Insights and Analysis One year ago, the wonderful sounds of baseball such as the crack of the bat or the pop of a fastball into the catcher’s mitt were effectively silenced by COVID-19. Major League Baseball did not return to action until late July, youth and travel leagues had delayed starts and high school and college seasons were canceled.

The COVID-19 pandemic hit as baseball participation was on the upswing, according to research conducted by the National Sporting Goods Association (NSGA). Initial data to NSGA from 2020 shows overall participation at 11.7 million, which was a 4.5 percent decline from nearly 12.3 million in 2019.

Overall baseball participation increased 4 percent between 2015 and 2019. During that span, the sport saw slight year-over-year increases in three of those four years. While the increases were small, they were no doubt a welcome sight for those in the sport after it experienced mostly decreases in yearly participation since 2004, which resulted in a net loss of 4.5 million participants during that stretch (2004–2015).

Infrequent participants play only 2 to 9 days during a given year

Participation from 2015 to 2019 in the all-important segment of

and that number increased by 20 percent between 2015–19. But

youths (ages 7–17) was down 2 percent, meaning that the growth in overall participation in recent years had been driven by adult

the decrease in occasional participants suggests the newcomers to the sport and those who used to play regularly are not transitioning

participation. While any increase in participation can be viewed

to more regular play.

as positive, finding ways to increase youth participation is of the

One potential hurdle to getting more people playing baseball on a

utmost importance if the sport is to experience sustainable growth.

regular basis could be the cost associated with participating. From

Looking at frequency, the number of frequent participants, defined

2015–19, the number of participants from households with annual

for baseball as those who participated in the sport 50 or more days during the given year, increased slightly (2%) from 2015–19.

This was a positive, because those who participate more are also more likely to purchase new equipment, footwear and apparel

incomes of more than $100,000 increased 23 percent. Additionally, these higher-level income households accounted for 39 percent of baseball participation in 2019, up from 33 percent in 2015.

Sustained growth will be difficult to achieve if baseball continues

as current products wear out or more technologically advanced

to rely on higher-income households for participants.

ones are developed.

The 2020 decline is not surprising with the amount of team

Occasional participants, defined as those who participated in

sport cancellations around the country last spring because of

baseball between 10 to 49 days during a given year, are also important because they too generally play often enough to need their own equipment/footwear/apparel. From 2015-19, however, the number of occasional baseball participants has decreased by 8 percent. It is possible some players who fell out of the occasional participation category moved to playing infrequently or quit completely.

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>> May/June 2021

COVID-19 and the uncertainty of playing in the summer. However, it is encouraging that Major League Baseball is playing again and expecting to start its season on time and to see college, high school, travel and youth programs either back in action or getting ready to return. This should help the industry start working to bring back participants who lost opportunities to play baseball during the pandemic.

INSIGHTS NOW

NSGA Sports Participation Study Offers Glimpse of COVID-19 Impact Early figures from the 2021 edition of the National Sporting Goods

We hope some of the lost opportunities for people to do what

Association’s (NSGA) Sports Participation in the U.S. report provide

they enjoy leads to an increased desire to participate even more

an indication of the impact COVID-19 had on the 10 segments

than in the past.”

tracked by NSGA in 2020. The industry’s longest-standing and most

The 2021 Sports Participation in the U.S. report will be available soon

comprehensive participation study saw five segments increase in participation, three segments decrease and two segments remain relatively flat compared to 2019.

on NSGA’s website and people can inquire at research@nsga.org if they are interested. The report tracks 64 sports and recreational activities and includes easy-to-understand, quick-view snapshots

Segments showing growth, according to NSGA’s Total Participation

for each, allowing users to easily see a 10-year participation trend

Points (TPP) measure, included Wheel Sports (+15.5%), Snow Sports

(when available), as well as demographic details regarding age,

(+4.3%), Shooting Sports (+3.0%), Personal Contact Sports (2.8%) and

income and U.S. region. NSGA’s participation research also includes

Open Water Sports (2.5%). Segments declining included Individual

Cross Participation, Lifecycle Demographics and Single-Sport report.

Sports (-9.3%), driven by steep declines in bowling, gymnastics and swimming, Team Sports (-6.4%) and Fitness Activities (-2.1%). The Outdoor Activities (+0.4%) and Indoor Games (-0.9%) segments remained relatively flat. Click here to see which sports are in which segments and click here for an explanation of the TPP calculation.

“We expected to see some abnormal increases and decreases in participation in 2020 because of the impact of COVID-19,” said Nick Rigitano, NSGA Director of Insights & Analysis. “People still had the ability to take advantage of more socially distant outdoor activities such as bicycling, golf, tennis, skiing and snowboarding.

But shutdowns and slowdowns by sports organizations and indoor facilities certainly had an impact on some individual sports played indoors and most team sports due to their lack of social distancing.

“It will be interesting to see if some of the gains are sustained or the declines are stopped as the country emerges from the pandemic.

NSGA NOW ®

>> May/June 2021 | 9

The Story of 2020 Sports Participation Which sports flourished and which ones struggled

Order the newly released NSGA Sports Participation Reports at nsga.org/research

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INDUSTRY NOW

>> The Sand Knit management team in the early 1960s of (left to right), Dick Alban, Hank Derleth, John Sand, Ted Overmyer and Don Edmonds.

A Century of Success for Sand Knit/Ripon Athletic Two quotes nearly a century apart explain the success of Sand Knit/Ripon Athletic.

In 1921, John Sand founded a company whose people would truly care about manufacturing quality products and meeting customer expectations.

Seven years later, there was a quote in the Sand Knit catalog which read: “Our continued expansion has been but the positive endorsement of the soundness and merit of the principles behind this organization dedicated to the service of users of athletic knitwear.”

The name Sand Knit may have changed to Ripon Athletic but the principles remain the same for the company as Hank Derleth expressed in October 2020. Derleth started with Sand Knit in the early 1960s, the family bought the company in 1993 and his son Pete is currently the CEO. “As long as we can keep making top quality products to meet

>> John Sand

>> Hank Derleth

customer needs and wants here in the USA and as long as we treat our employees, our Ripon family, right, I believe our company will stay relevant,” Hank Derleth said. “I have always felt that at our core we were about the relationships developed between our customers and our company.”

The inductions into the Sporting Goods Industry Hall of Fame of John Sand in 1971 and Hank Derleth in 2009 are a testament to the legacy they helped build. To commemorate the 100 th anniversary, Ripon is branding and labeling all uniforms produced in 2021 with the Sand Knit name. The following timeline looks back at a century of success for Sand Knit/ Ripon Athletic.

12 | NSGA NOW

>> Entrance to Ripon Athletic ®

>> May/June 2021

>> Inside the Ripon Athletic facility

100 Years of Sand Knit: Influence and Innovation in Team Sporting Goods Apparel Sand Kni�ng Mills is established in Chicago by John Sand II in 1921.

Some of the first products made were award sweaters using wool yarns, co�on yarns, or combining (plai�ng) both yarns. The sweaters were knit on hand-operated flat bed kni�ng machines. Chenille le�ers were hand made and sewn on. Those wool and co�on yarns were then used to make fabric for Athle�c Uniforms for sports like football, basketball, baseball and so�ball. Le�ering and numbers were designed, cut, and placed on the garments to be sewn on. The sweaters and uniforms were sold by team spor�ng goods dealers to High Schools and Colleges in the Midwest ini�ally, but within a few years sales spread across the United States.

1958

Sand Kni�ng Mills Chicago, IL

Cutting Dept.

Sewing Dept.

In 1953, John Sand II moved the company to Berlin, Wisconsin. Its close proximity to his summer home on Green Lake was a key reason in the loca�on choice. Many operators and supervisors were paid to move to Berlin to ensure a smooth transi�on and train the new employees. The photo below is the new 40,000 sq.�. building erected for Sand Knit, later to become Ripon Athle�c, in Berlin.

Knitting Dept.

Continued on Page 14 May/June 2021 | 13 NSGA NOW ®

>>

INDUSTRY NOW Continued from Page 13

100 Years of Sand Knit: Influence and Innovation in Team Sporting Goods Apparel The 1960s saw numerous innovations all across the sporting goods industry, many developed by Sand Knit. It began with the first NO FLY football pant. In conjunction with DuPont, Sand Knit co-developed a new fabric they called “Ribett.” It had excellent stretch, durability and was lightweight. Due to the fabric’s stretch and recovery properties, pants no longer needed a zipper or lace up fly. 60 years later, “No Fly” football pants are the preferred choice at all levels including the pros.

1966 brought the next revolutionary football pant style. Sand Knit helped develop the first ever, double knit, stretch nylon fabric which was used in the very popular #1211F football pant. This pant was used for both game and practice. Over 130,000 pairs were sold in the first year.

Sand Imprint. In 1970 Sand Knit was among the first to utilize imprint for uniforms. Sand Imprint provided a lightweight and more cost effective for the customers.

Cutting

Dept.

The 1970s brought about a whole new revolution in athletic uniform customization. Sand-Knit introduced the Sandmark line of basketball uniform designs. It made the ordering process much less complicated!

Early Sandmark designs were based upon Sand Knit’s unique knit striping features and eventually included braid, inserts and imprint. This made ordering easy for dealers, coaches and teams. All they had to do was pick their favorite design and customize the colors, sizes and numbers.

In 1975 Sand Knit used its knitting prowess to significantly impact Major League Baseball’s team Houston Astros and the recreational softball market.

Hank Derleth and his team were able to provide the team with the striped “Sunrise” look they had been searching for. The iconic “Astros” look was born and opened the door for Sand Knit in Major League Baseball.

Kni

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>> May/June 2021

Sand Knit, designers of the Pros, presents the 1989 Ladymark Line!

1981: Marque�e University basketball team uniforms in the new Sandmark 30 “Warrior-Mo�on” Design.

100 Years of Sand Knit: Influence and Innovation in Team Sporting Goods Apparel August 1992 – In the midst of football deliveries Ripon Athle�c moves into original Sand Knit building at 290 Junc�on Street. Hank Derleth, with the help of local investors, acquires building and equipment out of bankruptcy court.

1960-1964

1964-1984

1984-1990

1990s – Ripon Athle�c applies the Sandmark design concept across all product lines. “Ripon Athle�c Concepts” take center stage for uniform design and ordering, such as the M15 “Wisconsin” concept on the stealth wing basketball pullover. In 2006-07 The Sand Knit Collec�on of uniform designs “Sandmark” are reintroduced into the team spor�ng goods market. Using current fabrics and produc�on methods customers could order retro or throwback looks for their teams.

2012-13 Ripon Athle�c introduces Sublimated uniforms across all product lines.

Branded as “Dyfuze”, this new method carries on the tradi�on of excellence in uniform manufacturing.

Cutting

Dept.

2010 brought about the unveiling of a brand new football jersey called “4061 The Edge.” The edge this jersey had over other styles is its durability, compression, performance, customiza�on and breathability without the use of Lycra side inserts, by using high-performance fabric #51 Pro Stretch Mesh 2015 - “Versa” takes the stage. U�lizing Dyfuze methods, Ripon Athle�c introduces a single-ply, reversible basketball, baseball, and so�ball jersey that is sublimated on both sides of the fabric. In conjunc�on with a special fabric, the Versa jersey provides two looks in one piece without the normal “grin-through” associated with other one piece offerings.

2017 – The “4061LZ Lazer Edge” football jersey debuts.

Combining the performance features of The Edge Jersey, this new jersey has holes that are lazered into the fabric body panels, with the op�on of four unique lazer pa�erns:

Knitting Dept.

NSGA NOW ®

>> May/June 2021 | 15

PARTICIPATION NOW Inclusion & Accessibility: How ASHA is Growing The Game

By Jen O’Brien Executive Director, American Special Hockey Association Four years ago the American Special Hockey Association (ASHA)

Association, through a partnership, has helped ASHA with resources

had 50 Member Clubs across the United States. The organization

for equipment and shipping to help grow the game. Over the past

serves hockey clubs that welcome individuals with intellectual and

three years, Bauer Hockey has partnered with ASHA through its

developmental disabilities into the sport with a focus on the social,

#BauerGivesBack program. More than 50,000 items have been

health and well-being benefits for the athletes. Goals are achieved

donated, ensuring that players of all abilities can get into the game

in ASHA and everyone cheers for the score.

where access to equipment had once prevented them.

The love for the sport is contagious in special hockey. Core to the

In 2020, the gift of the game was shared with more than 130

organization’s founding principles is the belief that every player

different organizations that support underserved communities

can achieve goals through the sport of hockey. For some that is

through the sport of hockey, not only special hockey. Through

simply coming to the rink and trying on their first pair of skates,

this partnership, ASHA has been able to expand its connection

while other athletes grew up at the rink watching their siblings play

to the hockey community with every box its volunteers pack to

and now have a team which welcomes their abilities. No matter

share with others.

their experience or ability, ASHA finds a way to ensure that every athlete can play.

“At Bauer, we are passionate about growing the game and making it more inclusive,” said Julie King, Bauer Hockey Senior Manager

“Hockey is for everyone and the growth and success of ASHA is

Community Development. “We believe that hockey is a sport

proof of that,” said Peter Robinson, Board President of ASHA. “While

everyone can enjoy one way or another. It’s an absolute privilege

getting on the ice and playing the sport is a huge benefit for the

to work alongside ASHA to introduce and support players who love

athletes and their families, it’s the community that they are joining

the sport just as much as we do.”

that is the true magic. Having a place where you can grow your social network and make new friends is what ASHA is all about and that is made possible by all of the amazing volunteers and partners we have that support our mission.”

Supporting Game Changers The San Diego Gulls Special Hockey Team hit the ice for their

Thanks to the support of many NHL teams such as the Washington

first season last year and they

Capitals, Florida Panthers, Colorado Avalanche, New Jersey Devils,

have grown quickly from just a

Nashville Predators, New York Rangers, Arizona Coyotes and San

few athletes to welcoming new

Jose Sharks and American Hockey League (AHL) teams such as the

players often. Ralph Silverman,

San Diego Gulls and Binghamton Devils, awareness about special

the coach of the Gulls, worked

hockey and ASHA has grown. The support and increased awareness

hard to ensure that each one

has led ASHA to nearly doubling in size. ASHA now supports more

of his players had the gear they

than 110 Special Hockey Programs across the United States, serving

needed to safely participate, but

more than 5,000 registrants, and supports a number of affiliated

one player in particular named

communities in Canada.

Jake needed a specialty skate

“It’s important that individuals with intellectual and developmental disabilities have the same opportunities to access the game of hockey as everyone else,” said Jeff Scott, NHL Vice President of Community

size. Silverman connected to the “A SHAre” equipment program at ASHA, and they were able to locate the needed skates for Jake, so he could join his teammates out onto the ice.

Development & Growth. “Our valued partnership with ASHA remains

“Being able to connect to much-needed equipment gives our

committed to supporting and uplifting the voices of the athletes,

athletes the chance to really thrive in our program,” Silverman

families and volunteers who love hockey as much as we do.”

said. “ASHA’s support, and the generosity of Bauer Hockey and the

The National Sporting Goods Association and Hockey Dealers

NSGA, is a real game-changer for new teams like ours.”

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>> May/June 2021

Welcoming All Abilities New athletes to the ice, come in all sizes. Being able to fit each player to their individual needs can be a challenge.

Jared Woosley is the head coach for the One Step Coyotes in Phoenix, Arizona and the One Step Sharks in San Jose, California. Both teams welcome adults with intellectual and developmental disabilities to the ice as part of the One Step Beyond, Inc., programming.

For the first time in their lives, many of these adults have the

received from Bauer have been instrumental in keeping our players on the ice.”

Friends stick together in hockey and best friends learn to play together. That has never been more true than for two Cincinnati Cyclone athletes, Brooke and Maria. Seeing these friendships grow strengthens the sense of community which many athletes have not experienced before.

“It has been an absolute pleasure to watch these two young ladies grow and develop into hockey players,” Furstein said. “The joy and excitement they bring to the ice each and every week is what hockey is all about.”

Accessing the Game: From San Diego, California to Labrador, Canada

opportunity to own new gear fitted specifically for them. Bauer’s

This February, ASHA learned 17-year-old Kendra spearheaded

support goes well beyond new equipment. One of Woosley’s favorite

a hockey equipment campaign to grow the game in her remote

memories is the day he gave one athlete his very first set of new

community of Hopedale, Northern Labrador. Teaming with Bauer,

equipment. The athletes’ sense of pride and belonging was felt by

Canadian Tire Charities and the Royal Canadian Mounted Police,

all in the locker room.

ASHA helped coordinate an airlift of new equipment for 75 kids,

“The athlete and his family were moved to tears when they

to try hockey for the first time.

understood that the equipment was theirs to play with,” Woosley

ASHA worked closely with them to identify their needs for equipment,

said. “This was heartfelt, as this family would not have been able

but also recognized that the connection with the sport of hockey

to participate otherwise.”

was something that the kids in Hopedale had in common with special hockey programs. Special hockey athletes in San Diego,

Inclusion Creates Friendships The Cincinnati Cyclones Special Hockey Team started three years ago with a handful of players. While COVID-19 paused the game, head

Washington, D.C., New York, Florida and Phoenix are gathering small items from their hometowns, writing letters and sharing their love for the sport, and sending the boxes to be delivered to Hopedale.

coach and founder Jamie Furstein continued to see interest and

Special hockey athletes can be isolated socially but love the

excitement for his team build. Growing social and communication

game and understanding that everyone is learning how to play

skills is key for individuals with special needs. For special hockey

is the common thread connecting them. Despite the geographic

athletes, being part of a team develops these skills and leads to

differences, they have hockey in common and much to share about

successes off the ice. Being physically active and engaged also plays

their communities and cultures. ASHA is working with its partners

a crucial role in supporting them, but it’s their smiles which motivate

to make sure that all abilities are welcome to the sport of hockey.

the coaches and volunteers. After so many discouraging moments during the pandemic, the time on the ice with friends has been a gift.

“It’s hard to believe how far our team has come in just three short years,” Furstein said. “Without question, ASHA has been a huge part of our success. ASHA has provided unwavering support and guidance since our inception. From providing equipment, to offering guidance in program development, ASHA has been there with us every step of the way.

“Bauer is synonymous with hockey. It’s the first brand that comes to mind when it’s about hockey equipment. To us, Bauer is also synonymous with leadership, humanitarianism and benevolence.

The generous unsolicited equipment donations our team has NSGA NOW ®

>> May/June 2021 | 19

RETAIL NOW

The Elephant in The Room

By Ritchie Sayner Advanced Retail Strategies Once upon a time not so long ago, pre-Covid for sure, the biggest

a problem since now all the customer has to do is open a search

worry a retailer had was that the store down the street might carry

engine on any device and see the same item that you carry and more.

the same vendors. Heaven help us if they had the nerve to sell

You try to convince yourself that your customers will shop locally

them for a few dollars less.

and support your store. That all sounds good until the price changes.

Fast forward to 2021 and those concerns pale in comparison to

Now the same item is available, in some cases, for 30 percent to

what the independent retailer contends with today. What retailer on

60 percent less than you are selling it for, the shipping is free, and

planet Earth wouldn’t take the competitive challenges of yesteryear

the item arrives at the customer’s doorstep the next day. Sorry, but

versus dealing with today’s Internet-driven issues?

that customer loyalty thing just went out the window.

Dream Becomes A Nightmare

OK, so you accept the fact you now must compete with Amazon.

But wait, there’s more ... as the commercial goes. You now discover

Consider the following scenario: You are at a market and discover

your new vendor has the very styles you carry on their website. And

what you believe will become a “hot” line for your store. You are

they are NOT directing customer inquiries back to you in most cases,

promised “exclusive” rights to the line in your trading area to give

they are selling direct to the retail customer - YOUR customer!

you an opportunity to develop the brand. Your customers love the

If that isn’t enough, some vendors are starting their own “rent

line and your competitors are champing at the bit to buy it should the opportunity present itself.

the runway” type services. One store I work with notified me that items she had in her store for only four weeks could be found

All is good until one day you discover (or worse yet, a customer

on the vendor’s rented site. Her initial reaction was to cancel all

does) that same hot line is available online. Needless to say, that’s

future orders from the vendor. Who could blame her? The reality

20 | NSGA NOW ®

>> May/June 2021

of the situation, however, is that she would have to replace the merchandise with something else and that isn’t always that simple.

As if business for the independent retailer isn’t already challenging enough. Now the competition isn’t just the store down the street, but the vendor you thought you were partnering with to build a mutually beneficial relationship. Think again.

MAP Issues You agreed that you would not advertise a price below the Minimum Advertised Price (MAP) until a certain prespecified date. If you get discovered going against the agreement you will most likely incur the wrath of the vendor, via a stern warning at least, and losing the line at worst, should the practice continue. But what happens when the vendor violates his own policy? Not much as it turns out and it happens all the time.

What Can You Do? Having collaborated with both retailers and manufacturer’s representatives, a few proactive options are offered for consideration: • Search out resources that do not sell on Amazon or other shopping sites.

• Ask potential vendors if they sell direct to the customer from their own websites or if online inquiries are referred to a local retailer.

• If the same items are found on a vendor’s site or on Amazon, you will most likely need to reduce your retail price to remain

unprofitable, it is your responsibility to work with the vendor to find a mutual solution. If a satisfactory outcome cannot be reached, there are only two choices available to you: 1) maintain the status quo and remain unprofitable or 2) find a replacement for the brand.

• Have written vendor agreements in place with specified end-ofseason gross margin targets as well as liberal stock balancing and return privileges on slow selling merchandise.

• Regarding MAP violations, once the vendor is in violation of its own policy, on what grounds would it still be enforceable with a retailer?

competitive. Ask that the vendor make up the difference in

• Vendors, at the very least, should offer discounted merchandise to

markdown money. Not a credit toward next season’s purchases

their retailers first prior to liquidating by using alternative methods.

- a check!

•Y ou may wish to return the unsold items to the vendor. I also

Ritchie Sayner

believe you would be justified in charging freight back to the

Sayner has spent the past four

vendor. Obviously, this is costly not only from a time standpoint,

decades helping independent

but also the opportunity costs since you now must find a

retailers improve profitability.

replacement for the items in question.

In addition to speaking to retail

• Should the practice continue, you can always reduce or cancel current and future orders. This is easier said than done since in some cases it is difficult to replace the volume generated by major lines.

• With regard to apparel lines, creating a private-label program should be considered. A store label promotes the store name and brand and helps shield the retailer against online comparison.

groups nationwide, Sayner is a regular contributor to retail industry publications. Prior to embarking on his retail consulting career, he was the general merchandise manager for an independent department store in the Midwest. Ritchie is a graduate of the University of Wisconsin-LaCrosse. He is also the author

• Know your numbers on each brand you carry. This is especially

of the book, “Retail Revelations-Strategies for Improving

important if the brand is selling through distribution channels

Sales, Margins, and Turnover.” He can be reached though

that are in direct competition with you. If a brand becomes

his website at www.advancedretailstrategies.com.

NSGA NOW ®

>> May/June 2021 | 21

INDUSTRY NOW OrderMyGear Names Matt Kaplan President OrderMyGear (OMG), the leading eCommerce platform for the Promotional Products and Team Sporting Goods industries, announced Matt “Kap” Kaplan as the company’s first President. As president, Kaplan will lead OMG’s Global Sales organization, Account

protection of the brain from the effects associated with repetitive sub-concussive head impacts.

The non-invasive device, called Q-Collar, is a C-shaped collar that applies compressive force to the neck and increases blood volume to help reduce movement of the brain within the cranial space which may occur during head impacts. The device may reduce the occurrence of specific changes in the brain that are associated with brain injury. The FDA said data do not demonstrate the device can

Management, Brand Partnerships and Marketing.

prevent concussion or serious head injury.

In this newly created role, Kaplan will be responsible for executing

The Q-Collar is also approved for use in Canada.

OMG’s mission to be the leading technology platform for dealers,

“This action provides an additional piece of protective equipment athletes

distributors and decorators to sell customized products. Under

can wear when playing sports to help protect their brains from the

Kaplan’s leadership throughout the past three years as Senior Vice

effects of repetitive head impacts while still wearing the personal

President of Revenue, he prioritized growing OMG’s client base by

protective equipment associated with the sport,” said Christopher M.

more than 50% while expanding into new markets and securing

Loftus, M.D., acting director of the Office of Neurological and Physical

large enterprise partnerships in the Promotional Products and

Medicine Devices in the FDA’s Center for Devices and Radiological Health.

Team Sporting Goods industries. Kaplan is committed to prioritizing client-centric initiatives and delivering new capabilities that allow OMG’s customer base to stay one step ahead of the competition.

Traumatic brain injury (TBI) can be caused by a forceful bump, blow, or jolt to the head or body, or from an object that pierces the skull and enters the brain. Not all blows or jolts to the head result in a TBI.

Before OMG, Kaplan spent 16 years at Under Armour, helping the

According to the Centers for Disease Control and Prevention, from

brand launch into global markets and leading the North American

2006 to 2014, the number of TBI-related emergency department

Team Sports and Corporate Sales division. During his early days at

visits, hospitalizations, and deaths increased by 53%. Blunt trauma

UA, he developed a unique appreciation and respect for the dealer,

accidents, or accidents that involve being struck by or against an

distributor, and decorator, specializing in go-to-market strategies

object, particularly sports-related injuries, are a major cause of TBI.

and technology needed to service groups of consumers wanting

The National Institute of Neurological Disorders and Stroke notes

customized apparel.

that anywhere from 1.6 million to 3.8 million sports- and recreation-

“Kaplan lives and knows our clients better than anyone in the

related TBIs are estimated to occur in the United States annually.

industry. He is a remarkable leader, and his promotion to President

When worn around the neck during sports activities, the Q-Collar

is just formalizing what everyone already recognizes,” remarked

provides compressive force to the internal jugular veins, which in

OMG CEO Dave Dutch. “I know I share the sentiment with my fellow

turn increases the blood volume in the skull’s blood vessels. Typically,

OMG’ers and our clients that there’s no one better than Kaplan to

when people experience blunt trauma accidents, the brain moves

take us to new heights in this next phase of growth.”

unrestrained in the skull, which is known as a “slosh.” The Q-Collar’s

Kaplan commented, “I am humbled and incredibly excited to lead

increase in blood volume in those blood vessels creates a tighter fit of

this exceptional team. We are focused on providing new solutions to help all of our clients grow while delivering world-class customer service. I love this industry, and I can’t tell you how excited I am about the innovation OMG will be bringing to market in the coming year and beyond.”

FDA Authorizes Marketing of Q-Collar The U.S. Food and Drug Administration (FDA) authorized marketing of a new

the brain inside the skull and reduces the “slosh” movement. By reducing the movement of the brain within the cranial space, the Q-Collar may aid in the protection of the brain from the effects of head impacts.

Canadian Tire Closing all National Sports Stores Canadian Tire announced it is closing all 18 of its National Sports stores in southern Ontario by the end of June. The decision to shutter National Sports was part of Canadian Tire’s strategy to increase its

device intended to be worn around

efficiency and focus on its core businesses that include SportCheck.

the neck of athletes aged 13 years and

National Sports, which carries sportswear, shoes and gear, was

older during sports activities to aid in the

launched in 1968 as National Gym Clothing Ltd.

22 | NSGA NOW ®

>> May/June 2021

Wilson Unveils New WNBA Game Ball Wilson Sporting Goods Co., in partnership with the Women’s National Basketball Association (WNBA), unveiled the league’s new official game ball before the start of the milestone 25th WNBA season.

“We are thrilled to be tipping off our partnership with the WNBA in advance of a historic 25th milestone season,” said Amanda Lamb, Global Marketing Director, Team Sports at Wilson. “Introducing the Evo NXT to the pinnacle of the women’s game, and announcing our first WNBA Advisory Staff member (three-time WNBA All-Star Liz Cambage), all in the midst of Women’s History Month, is truly a

working alongside Volition America and to benefit the families supported by the Folds of Honor Foundation.”

Trigon Sports Acquires Practice Partner Trigon Sports Int’l, Inc., announced the acquisition of Practice Partner, Inc., located in Wilmington, North Carolina, effective March 1, 2021.

Trigon Sports will acquire the Practice Partner assets, supply chain, and customer base. The merged business will continue operating in Memphis.

The combined entities will bring additional depth to the existing ProCage™/Trigon Sports product line and expand their network

momentous occasion for Wilson.”

of team sports dealers across the country.

Made of 100% composite leather, the official WNBA game ball

Practice Partner was founded in 1982 by Joseph Rajacich, a father

integrates Wilson’s Evo NXT construction featuring an enhanced grip and a soft moisture-minimalizing feel.

The Wilson WNBA game ball will be available exclusively on wilson. com beginning May 3, and through select retailers, including WNBAStore.com, on May 17.

Wilson, Volition America Collaborate on Patriotic-Themed Products Volition America and Wilson Baseball announced a new collaboration in which the two brands introduced an extensive array of co-branded products across Wilson Baseball’s broad family of brands, including Wilson, DeMarini and EvoShield. The collaboration, which is expected to launch multiple products throughout 2021, will debut in June with a stunning red, white, and blue-themed line-up.

The Volition America-Wilson Baseball collection — which will include Wilson gloves, hats and apparel, as well as DeMarini bats and EvoShield protective equipment — blends Wilson’s best-in-class product-development with Volition America’s signature look. With every piece sold under this collection, Wilson and Volition America donate a portion of the proceeds to support the families of our military heroes through FOLDS OF HONOR, a nonprofit foundation that provides educational scholarships to the children and spouses of fallen and disabled service members.

“At Wilson, we have a long history of giving back,” said Jim Hackett, General Manager of Wilson Baseball and Softball. “When we connected with the team at Volition we learned that their organization has a community of passionate supporters who are a great fit for our family of baseball brands. We’re honored to be

of two little league ballplayers, who saw the need for a better way to practice at home. Under the leadership of Mr. Rajacich’s sons, Alex and Andrew, the Practice Partner group of products expanded into a full line of team sports training aids. Because of their reputation for both quality and results, Practice Partner quickly became a household name in youth sports.

Chris Bawcum, Trigon Sports Vice-President, said, “We are excited to acquire the Practice Partner name and product line. We have personally known the Rajacichs for nearly 20 years. We look forward to the addition of Practice Partner’s products to our established ProCage™ line of sports equipment and adding their existing customer base to the Trigon family.”

Slinger Bag, Wilson Collaborate on Tennis Products Slinger Bag and Wilson Sporting Goods announced a new strategic brand collaboration. Slinger Bag, an innovative sports brand focused on game improvement equipment will collaborate on co-branded products and promotional initiatives with Wilson, one of the world’s biggest tennis brands and a major sponsor of top tennis talent including Roger Federer and Serena Williams.

Slinger Bag launchers are a lightweight and portable training product that enables tennis players to get out on court to play at any time without the need to find a playing partner - whether that be at their club, local park, on their driveways or in any other available open space. Wheeled like a trolley bag, and easily transported, Slinger Bag further offers players the versatility to store all their tennis gear including racquets, shoes, towels and accessories.

NSGA NOW ®

>> May/June 2021 | 23

LOCKER ROOM NOW NFHS-NCAA Rules Meeting Recap

By Marty Maciaszek Director, Communications and Team Dealer Division and Tom Van Jacobs Marketing Coordinator The National Federation of State High School Associations (NFHS)

compression. If it does go through, the organizations will be looking

and the NCAA held their annual rules meeting April 13–14 after a

at a timeline for when there are enough products meeting new

one-year hiatus because of the COVID-19 pandemic. This year’s

specifications for a change to be made. NCAA bat testing of barrel

rules meeting was held virtually and NSGA attended all the sessions

compression before regular-season games goes into effect for all

to provide a recap.

divisions in 2022.

The NFHS and NCAA are likely to try and minimize rule changes affecting uniforms and equipment unless they are related to a

Basketball

safety issue due to the financial crunch schools are facing from lost

Regarding high school uniforms, Theresia Wynns of NFHS said

revenues as a result of COVID. Additionally, NSGA learned there

“coaches and administrators must ensure legal uniforms are being

are COVID-related rules toward safety that are likely to carry over

ordered and purchased. NFHS rules dictate the design (and not vice

into the 2021–2022 school year.

versa).” For example, a large picture of a team logo is not allowed on the jersey front where the school name or nickname goes.

Football

There is a push from some corners of the sport to institute a

Bob Colgate of NFHS shared a reminder that the rule regarding gray

shot clock throughout the country in high school basketball. The

home jersey goes into effect with the 2021 fall season. Jerseys must

basketball rules committee was scheduled to meet the third week

be a 70 percent grade of gray or up to be permissible and white

of April.

jerseys can’t have any shade of gray. Vegas Gold-colored jerseys are currently permissible to be worn by the home team. And as of 2024 the entire body of the jersey number must be a single, solid color which clearly contrasts with the body of the jersey.

“We talk about a shot clock all the time,” Wynns said. “The basketball rules committee has considered the shot clock, but they haven’t been overly enamored by it, so it hasn’t passed at the high school level. We’ll have a discussion and see where the committee goes

NCAA points of emphasis for 2021 include uniform compliance

with a shot clock.”

regarding knee pads, pants, jerseys and T-shirts, according to NCAA

Since this is an NCAA rule change year, Jon Levinson said there are

national coordinator of officials Steve Shaw. Game officials have been instructed to remove players who are not in clear or significant compliance of related rules for one play initially. They also encouraged a review of uniform designs before they are ordered by a school.

some potential uniform and equipment changes anticipated at its rules committee meeting May 5–7. To avoid confusion, Levinson suggested that manufacturers let the NCAA look at the design before it is sent to a school.

Baseball

Volleyball

The NOCSAE requirements for baseballs and commotio cordis

NFHS and NCAA were both approached by a company producing

chest protectors are now in place for high school baseball by NFHS. Elliot Hopkins said the June baseball rules committee meeting will include a lot of talk about the future and how to best implement technology into the rules fairly and equitably for all schools. NCAA barrel compression testing of bats started in 2020 for Division I but was delayed for Divisions II and III until 2022.

a clear plastic shield that could be placed over the net to minimize the potential for spread of disease. The NFHS and NCAA medical advisory committees did not believe this was medically necessary and there were concerns it could impact the game.

The NCAA anticipates officials will want to continue to use electronic whistles and is receiving requests by officials to continue wearing

Softball

masks. NFHS’ Lindsey Atkinson also shared the reminder that the

The NCAA, NFHS and USA Softball are looking to get aligned on

of the uniform color when the 2023-24 season starts.

a change on specifications of the softball that would impact the 24 | NSGA NOW ®

>> May/June 2021

body of the number color will have to clearly contrast with the body

Lacrosse NFHS did not publish new rules for 2021 season because of COVID, but Dr. James Weaver and Atkinson said changes to the 2020 rules will be implemented in the 2021 season. For girls lacrosse, equipment shall not be modified from its original manufactured state and shall be worn in the manner the manufacturer intended it to be worn. Also, girls’ eyewear on the playing field must be SEI certified. For both boys and girls this year, goalkeepers must wear a chest protector for lacrosse that meets the NOCSAE standard.

For boys, beginning January 1, 2022, field players must wear shoulder pads that meet the NOCSAE ND200 lacrosse standard for protection.

The NCAA’s Jay Fitzwater talked about upcoming changes to women’s jerseys that will begin in January of 2022. Fitzwater said jersey numbers must be a color clearly in distinct contrast with the color of the jersey, irrespective of any border around the number.

The NCAA’s Andy Supergan also talked about two men’s changes that will begin January 2022. Supergan said all field players must wear shoulder pad protectors, or an alternative protective device, certified to the NOCSAE commotio cordis protective device standard. In addition, all institutions must have two visible shot clocks with the ability to set/reset the clocks to two different times.

Ice Hockey Dan Schuster of NFHS does not anticipate any rule changes for the coming season when it comes to uniforms and equipment. Schuster mentioned Rule 3-4-2, recommended equipment which includes a throat/neck laceration protector, might be required in the future.

Wrestling There were no equipment or uniform changes by NFHS for the 2020– 21 season, but they have proposed new rules for the upcoming season during their annual meeting in early April. Hopkins also mentioned the need for officials is a priority. COVID has deterred many older officials due to the risks and wrestling needs to put efforts into recruiting younger officials and retention.

Hopkins said the growth of girls wrestling has been great to see and he anticipates a steady growth of participation as more states continue to sanction the sport.

Track and Field The 2020 NFHS rule book will be used this season. Julie Cochran of NFHS

The NCAA’s Rachel Seewald and Cochran were approached with questions regarding the shoe requirements World Athletics pushed out this past year and whether the NFHS or NCAA will follow suit.

Seewald and Cochran stated the NCAA and NFHS will not enforce shoe requirements or restrict any shoe for athletes, if it does not have technology incorporated into the shoe that would enhance performance for the athlete.

Field Hockey There will be no changes to uniforms for the upcoming 2021 season.

They did add the ability for a school to apply their logo to the goal boards if it does not dominate the goal board. Cochran mentioned the NFHS move this past year to recommend but not require goggles be worn during play in field hockey. She expects five of the 15 sanctioned states will require the use of goggles during play in the upcoming season.

Soccer The NCAA said the use of electronic whistles by officials raised some concerns because they were not easy to hear and could be a safety issue if play continues. The NCAA views electronic whistles as a potential growth area if they become more audible.

NFHS Issues Memo on Baseball Cleats Causing Glare NFHS was informed by two states about an issue where baseball shoes worn by pitchers with a mirror-like finish on the sole plate cause a glare that is distracting to hitters. Below is part of a memo sent to all state associations from Elliot Hopkins, Director of Sports, Sanctioning and Student Services for NFHS: “As we begin playing baseball, we would like to remind you that any uniform or player’s equipment that is reflective or has a mirror-like surface can be possibly distracting to both the batter and defensive players alike. We have several rules in place to address these areas.

“Notwithstanding, it has been brought to our attention that certain brands of baseball shoes worn by the pitcher, that have a mirrorlike finish on the sole plate, have distracted batters with the light reflecting off the bottom of the shoe. We want to caution your schools that if that situation occurs, the umpire-in-chief would ask the pitcher to either replace the shoes or the coach would have to replace the pitcher. You certainly can understand the importance of protecting the vision of the batter while at the plate.”

said there were no uniform changes in 2020 but there were changes regarding the exchange zone and the long jump pits. Cochran said the use of gloves in relay races will be permitted for the 2021 season.

NSGA NOW ®

>> May/June 2021 | 25

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MEMBER SPOTLIGHT NOW

GIVE ME 5 WITH

Dan Sullivan

President, Temple’s Sporting Goods, Bettendorf, Iowa

Still Going Strong After 93 Years

Sports Culture in the Quad Cities

Like most small businesses that have been around for a while,

It has been obvious to us for years how youth club sports is growing

it’s no secret the ability to constantly change and improve both

around the country and the Quad Cities (Bettendorf and Davenport,

processes and product offerings has resulted in our longevity. Over

Iowa; Moline and Rock Island, Illinois) is no different. We now service

the last 10 years, we have made significant investments in both

several club volleyball, baseball, softball, soccer and basketball

technology and equipment to serve our customers more efficiently.

programs and even offer exclusive fan gear in our retail store for

Our 10,000-square foot production facility can turn out high volumes

our clubs. We have found club sports to be much more lucrative

of screen printing, embroidery and now Direct-to-Garment apparel,

than the high school business and do not see that slowing down

bags and headwear, which has helped maintain our service standards

for years to come.

with the tremendous growth of our web-store program.

Moving Across the Mississippi River The majority of our customer base had been on the Iowa side of the river so when the chance came to move a retail operation to the new TBK Sports complex campus in Bettendorf in 2018 we did not hesitate. Since the team office had already been moved several years back to our Clinton, Iowa showroom and warehouse it didn’t make financial sense to keep a retail location in downtown Moline (Illinois). We took the opportunity to update our retail experience

COVID’s Challenges The immediate challenge was keeping our 23-plus employees working. We were able to do that for the most part through a combination of “work from home” team members and being careful with contact for the team members that needed to be on hand. The second challenge was to figure out where sales were going to come from since sports came to a screeching halt. Our retail manager in Bettendorf was able to work customers through our online store and as the summer progressed was able to

for customers at the new location and it has really worked out well.

allow customers into the store on a limited basis. He even ran a

NSGA Members Since 1964

part, however, the bulk of our sales during the first part of the

NSGA has done great advocacy work for our industry but the two

pandemic came from our corporate customers. We were able

areas our team benefits from most are the valuable research

to run employee support apparel programs for a few national

reports the organization puts out along with the up-to-date industry

accounts like Home Depot and Nestle along with several regional

news via the NSGA SCOREBOARD E-Newsletter.

and local food and beverage operations.

hugely successful outdoor patio sale in early July. For the most

NSGA NOW ®

>> May/June 2021 | 27

Rescheduled for September 2021

Save the date

www.nsga.org/conference2021