NSGA NOW - May/June 2020

Volume 8 | No. 3 | May / June 2020

A PUBLICATION OF THE NATIONAL SPORTING GOODS ASSOCIATION

COVID-19’s Sudden Impact Advocating For Retailers & Dealers In Washington, DC Working Remotely: Beware Of Email Scams Participation Up In 2019

For more information, please contact: teamsales-us@asics.com

TABLE OF CONTENTS

5

ADVOCACY NOW NSGA quickly reacted to the COVID-19 pandemic by lobbying on Capitol Hill and fighting for relief for retailers and dealers.

CEO NOW 4 March Changed Quickly For Everyone ONFERENCE NOW 10 CCOVID-19 Forces Cancellation of 2020

11 14 18 24 30 34

Management Conference

PERATIONS NOW O Beware of Email Scams While Working Remotely

RETAIL NOW

Preparing for a Different COVID-19 Retail Landscape

INSIGHTS NOW

NSGA Participation Reports Now Available

LOCKER ROOM NOW

NOCSAE Begins Developing Youth Football Helmet Standard

INDUSTRY NOW

Modell’s Bankruptcy Put On Hold by COVID-19

MEMBER SPOTLIGHT NOW

Give Me Five With Lisa Thomas, United Sporting Goods, Inc. NSGA NOW ®

>> May/June 2020 | 3

INow· NSGA OFFICERS Chairman NSGA OFFICERS Pat Donnelley Chairman of the Board Donnelley Sports, Twin Falls, ID David Labbe

Kittery Trading Post, Kittery, ME Past Chairman Treasurer/Chairman-Elect David Labbe Kittery CathyTrading PryorPost, Kittery, ME Hibbett Sports, Birmingham, AL

BOARD OF DIRECTORS Past Chairman Kevin Bezanson RandySource Nill for Sports, Cleve's Nill Bros. Sporting Goods, Kansas City, KS Halifax, Nova Scotia, Canada Rhett Johnson BOARD OF DIRECTORS Johnson-Lambe Co., Raleigh, NC Kevin Bezanson

Cleve's Source for Sports, David Lynn Halifax, Nova Scotia, Canada Dunham’s Sports, Troy, MI Pat Donnelley Greg Miller Donnelley Sports, Twin Falls, ID Universal Athletic, Bozeman, MT Rhett Johnson Jeff Miller Johnson-Lambe Co., Raleigh, NC Scholastic Sports Sales, Ltd., Manlius, NY GregMontgomery Miller Mick Universal Athletic, Bozeman, MT Denver Athletic Supply, Englewood, CO Jeff Miller Jerry Williams Scholastic Sports Sales, Ltd., Manlius, NY Schuylkill Valley Sports, Pottstown, PA

John Oehler

NSGA TEAM LEADERS Dunham's Sports, Troy, Ml Matt Carlson

Jerry Williams President & CEO

Schuylkill Valley Sports, Pottstown, PA

Marty Maciaszek Team Dealer Division, NSGA TEAM LEADERS Communications and HDA Matt Carlson Julie Pitts President & CEO Director, Public Affairs and President, NSSRA Marty Maciaszek Director, Team Nick Rigitano Dealer Division and HDA Director, Insights and Analysis Julie Pitts Director, Business Development and Research Jennifer Shaffer Comptroller Larry Weindruch Director, Public Affairs

Dan Wiersma

Chief Financial Officer

CEO NOW March is typically a big month in sports.

It is not a secret that many independently owned sporting goods retailersThe andmen’s dealers have been under siege overtournaments the and women’s NCAA basketball last several years. captivate the public. Baseball players training in

Arizona and Florida is a sure sign spring is around Consumers turn to the internet, thinking it's a better option the corner. The NHL and NBA are in the home stretch for their purchases.

The labor market is increasingly tight. toward their postseasons.

Manufacturers try to go directly to the consumer and narrow It isof also a busy time for the sporting goods industry with their distribution products. kids gearing up for baseball, softball and other outdoor sports their challenges schools and youth leagues.

Adults in Those are a few of thefor biggest independent retailers many parts of the country as arestruggling ready to put on their and dealers face. The effects are evident throughout the industry shoes Our or dust off their and put their businesses consolidate or close their running doors entirely. colleagues at bicycles NSGA's benchmark New Year’s resolutions to theAmerican test. associations, the American Booksellers Association and the North Retail Hardware Association, echo those concerns, none ofhow us issuddenly throwing everyone’s in the towel!lives can Then webut learned change by a force no one can see. No one can say with We always search for ways to help our core members in long their the ongoing battle to (COVID-19) succeed. any certainty how coronavirus Our new 'Verified Independent Dealer Program" hits the bullseye.

The idea for the pandemic will impact us. program was sparked by a group of NSGA-member team dealers who wanted to All of our lives have been altered inknowledge an effort to slow the spread of the them virus through social emphasize how their experience, and service differentiates from distancing. Major sporting events and high school seasons in many states were canceled. their competition.

Others are on hold and remain in doubt. Ski slopes, ice arenas, national parks, and many other venues were closed.

Getting the public to understand the importance of working with a quality independent is one the critical theCanada NSGA Verified Dealer Adealer shutdown ofofmost of the components United Statestoand has notIndependent been fun and games for an Program.

NSGA willon assist Verified Dealers by sharing explaining what means to befor industry that relies them.

Sporting goods retailersand were forced to shutit their doors part of this program current and potential customers. extended periods like with manytheir other businesses.

The multi-trillion dollar question for nearly all business owners is when will life start to return The details about the criteria for the MVP and All-Star to normal? And how different will that normal be? If you haven’t already done these things in categories of the NSGA Verified Independent Dealer Program, response to the pandemic, here are some things to get done today: along with applications and other important information, can • Take advantage of the freedom from doing like it’s always been done. be found at www.nsga.org/verified.

Youbusiness can also read more about it on page 22 of this edition of NSGA NOW. • Communicate with your Suppliers, Banker, CustomersWe and Employees. encourage team dealers, full-line retailers and specialty retailers involved • Look atinyour leases: check language for Force Majeure and Government Action. Use the hockey, skiing, running and other sports to apply. language to negotiate terms you can live with.

Dealer bedon’t programming of the NSGA Verified Independent your Business Interruption Insurance Policy.

FileProgram the claimwill and take “no” for Another • Look atbenefit foran the group at the 55th Annual Management Conference & 21 st Annual Team Dealer answer.

Summit. This will be an excellent opportunity for verified dealers to get together and • Take care of yourself, your family, and your team. share ideas and concerns with their peers.

NSGA quickly transitioned from preparing for the annual Management Conference & Team The Management Conference & Team relief Dealerefforts Summit May 19-21 in Braselton, Dealer Summit, to pushing for financial forheld retailers and dealers.

In addition to working with our lobbyists in Washington, DC,ofNSGA was aspects regularlyof sharing updated information Georgia, is right around the corner. Some the best the sporting goods with the industry as quickly as possible to on support who needed helpnow with by the Paycheck industry's premier event are illustrated page anyone 11 of this issue.

Register Protection Program. made sure weor, were sharing information about tax relief programs completing the formWe in the magazine, online at www.nsga.org/events. for employers as well.

We hope everyone had a happy holiday season with family and friends and that you All of this information and more is available at a COVID-19 Resources and Information page closed out 2018 on a high note. Don't forget that NSGA is here to support you in making on our website (www.nsga.org). The page also includes tips to help your business during this 2019 even better! Fight the good fightl challenging time and an interactive map for state-by-state resources.

This been an unprecedented version of March Madness no one will forget. But please Besthas regards, remember that NSGA is here to help you navigate the challenges yet to come. We’ve been Matt Carlson President knocked down, Inow it’s time&toCEO get off the canvas and prepare for our next fight. Let’s go!

NSGA works with the National Federation of State High School Associations (NFHS) to keep you informed of key rule changes.

Best regards, NSGACarlson NOW® (ISSN 1045-2087) is published bi-monthly for members of the National Sporting Goods Matt | President & CEO

Association, 1601 Feehanville Dr., Suite 300, Mount Prospect, IL 60056-6035; Phone: (847) 296-NSGA (6742); Fax: (847) 391-9827. Subscription price of $50 per year is included in membership fee. Non-member subscription information available from publisher. Periodical postage paid at Mount Prospect, IL 60056 and additional mailing offices. POSTMASTER: Send address changes to NSGA NOW,® NSGA NOW (ISSN 1045-2087) is published bi-monthly for members of the National Sporting Goods Association, 3041 Woodcreek Drive, Suite 210, Downers Grove, IL 1601 Feehanville Dr., Suite 300, Mount Prospect, IL 60056-6035. © by NSGA 2019. Printed in the USA. 60515. Phone: (847) 296-NSGA (6742); Fax: (847) 391-9827. Subscription price of $50 per year is included in membership fee. Non-member subscription information available from publisher. Periodical postage paid at Downers Grove, IL 60515 and additional mailing offices. POSTMASTER: Send address changes to NSGA NOW,® 3041 Woodcreek Drive, Suite 210, Downers Grove, IL 60515. © NSGA 2020 all rights reserved. Printed in the USA.

4 | NSGA NOW ®

>> May/June 2020

ADVOCACY NOW

NSGA Advocacy in Action Focuses on COVID-19

By Julie Pitts NSGA Director of Public Affairs The National Sporting Goods Association’s (NSGA) mission is to support its members’ efforts to grow the business and advocate on their behalf.

During the month of March and into April, NSGA’s diverse advocacy activities have continued to put the viability of members at the forefront of every issue. NSGA has maintained its call for tariff relief and also participated in legislative intervention at the state level to protect its members. Early in the unfolding of the coronavirus (COVID-19) pandemic, NSGA reached out to all 50 governors asking for the establishment of economic injury disaster zones and subsequently lobbied for direct federal stimulus for independent sporting goods retailers and dealers. NSGA stands ready to advocate for its members and provide information resources to guide them through these challenging times.

COVID-19 Response Concerns about coronavirus began to escalate in March with the growing number of cases outside of China, businesses downgrading guidance and the suspension of professional sports seasons. NSGA jumped into action as it became clear drastic economic measures were required to protect the citizenry from the sweeping pandemic.

On March 16, NSGA sent the governor of each state a letter requesting that the Small Business Administration (SBA) issue loans under an Economic Injury Disaster Loan (EIDL) declaration to provide financial assistance to sporting goods retailers and dealers who are impacted from losses due to COVID-19. Upon learning the federal government was likely to provide financial relief through stimulus measures, NSGA began aggressive advocacy efforts through its lobbyists in Washington, DC to earmark a portion of this Continued on Page 6 NSGA NOW ® May/June 2020 | 5

>>

ADVOCACY NOW Continued from Page 5

money for independent sporting goods retailers and dealers as they experience the ripple effects of school closures, the cancelation of athletic seasons, the suspension of park district activities and fitness programs and the closure of state parks, ski resorts and other outdoor venues. NSGA requested $280 million for the exclusive benefit of the sporting goods retail and dealer industry.

The Coronavirus Aid, Relief, and Economic Security Act, referred to as the CARES Act, was signed into law on March 28 and provides $2 trillion in economic relief in response to the COVID-19 outbreak.

While the federal government chose not to provide specifically earmarked funds for sporting goods retailers and dealers, NSGA believes its significant lobbying efforts helped to provide considerable financial relief for its members through the provisions of the CARES Act, such as the Paycheck Protection Program, which includes low-interest, no-collateral funding to retain staff and

State Advocacy: Overtime Exemption Rules Revisited in Maine LD402, proposed in the Maine State Legislature, seeks to restore overtime protection for workers. Through communications with bill sponsors and members of the Maine Labor and Housing Committee, NSGA challenged the bill, asserting that any increase in overtime exemptions, elevated wage thresholds and future indexed levels would be overly burdensome for owners and operators of sporting goods retailers throughout Maine.

As of March 17, the bill has been carried over to any “Special Session of the 129th Maine Legislature,” which is a session of both chambers of the state legislature. NSGA continues to argue against increasing overtime exemptions as they represent significant increases in operating expenses for members.

loan forgiveness when funds are used for continued payroll costs.

NSGA will continue to champion the needs of its members through

Businesses can also benefit from employee retention tax credits

its advocacy efforts. Members are encouraged to visit the NSGA

and other relief provisions to help them weather business closures

website for additional information. Questions regarding the

and stay-at-home policies.

NSGA sent sporting goods retailers and dealers frequent

COVID-19 relief measures and other advocacy concerns can be directed to info@nsga.org.

communications, informing them of the association’s advocacy efforts, as well as how to prepare to complete the SBA loan application. NSGA has COVID-19 resources, including a state-bystate interactive map, available on its website at https://www.nsga. org/advocacy/covid-19-resource-page/.

Americans for Free Trade: Tariffs Hurt the Heartland

Check Out NSGA’s COVID-19 Resource Page The National Sporting Goods Association (NSGA) provides you with an up-to-date COVID-19 Information and Resources page on its website at https://www.nsga. org/advocacy/covid-19-resource-page/. This page offers necessary information for sporting goods retailers and dealers on securing Emergency Loans via the Small Business Administration (SBA) through the Coronavirus

NSGA is a member of the Americans for Free Trade coalition, which is comprised of American businesses, trade organizations and workers united against tariffs. The Tariffs Hurt the Heartland campaign educates the public on the negative consequences of tariffs and fights for responsible tariff reform.

The United States’ trade war with China has been costly as some estimates indicate as much as $46 billion and thousands of manufacturing jobs. With the economic toll of the COVID-19 pandemic, this will continue to worsen. The Trump administration recently announced it would not defer tariff payments to help provide economic relief, furthering the losses inflicted on businesses and consumers. However, some tariff exemptions were approved for select medical products and some items such as hand sanitizer.

6 | NSGA NOW ®

>> May/June 2020

Aid, Relief and Economic Security Act (CARES Act). This includes details/provisions for sections in the CARES Act such as the Paycheck Protection Program, Tax Modifications, Expansion of Unemployment Insurance, Changes to Sick Leave and Family Leave Benefits, and Sector-Specific Assistance. Stay informed with an interactive state-by-state map detailing each state’s response efforts as well as tips and tools for our retailers and team dealers navigating through this pandemic. Our page also provides the current status on national and state sports organizations in the US and Canada as it pertains to activity closures due to COVID-19.

10:00

CUSTOM LOGOS from STAHLS’ You Design It, We’ll Do The Rest

When you’re at capacity, let us do the work for you. Upload your art and we’ll deliver a premium design in the material of your choice. Low minimums give you affordable solutions for any size job.

START YOUR CUSTOM ORDER TODAY ⊲ bit.ly/stahls-cuslogo

YOUR ART MADE PRODUCTION READY

stahls.com | 800.478.2457

WE OFFER A FULL RANGE OF PRODUCT OPTIONS, so you’ll easily find the right choice to fit your customer’s needs. Whether you need a simple design, a multi-layered look, or a photorealistic image, we have the right solution every time.

CAD-PRINTZ®

For full color digital logos.

Get crisp, clear, full color designs, including photorealistic images. They can be applied to a variety of fabrics, even those that are a challenge to screen print.

CUSTOM CUT

Great for creating professional or trendy looks.

A variety of sew and no-sew options and a wide range of materials from CAD-CUT® Heat Transfer Vinyl and customizable patterns, to appliqué fabrics, felts, or twills.

EMBLEMS & PATCHES Add dimension to logos.

These custom designs have texture, detail, and color like no other — all you need is a heat press.

Available in multiple finishes and color options, and either pressure sensitive or heat application.

Get the dimensional look your customer wants for any application.

CONFERENCE NOW NSGA Cancels 2020 Management Conference & Team Dealer Summit Due to COVID-19 Pandemic NSGA closely monitored the growing coronavirus (COVID-19) global

and not something we want to put at risk by bringing together a large

pandemic and recommendations for size of gatherings by the Centers

group of people nationally and internationally. We wanted to let people

for Disease Control and Prevention (CDC) in early March. After careful

know as soon as possible so they have enough time to alter their travel

deliberation, the NSGA staff and Board of Directors decided on March

plans, hotel reservations and personal schedules.”

18 to cancel the 2020 Management Conference & Team Dealer Summit to be held May 17–19 in Phoenix, Arizona because of developments caused by COVID-19.

Over the coming days and weeks, NSGA will be addressing the many issues arising due to cancellation of the conference. All registration fees for the 2020 Management Conference & Team Dealer Summit

“The coronavirus pandemic is causing

will be returned. NSGA will also be

incredibly rapid changes that must be

addressing issues such as the Sporting

made in our daily lives and is also leading

Goods Industry Hall of Fame Class of

to a lot of uncertainty on what’s ahead,”

2020 induction of Peter Capolino, Robert

said Matt Carlson, President & CEO of

Greenberg and Klaus Obermeyer and will

NSGA. “As the pandemic escalated in

be working with Sporting Goods Industry

the United States, it became clear that

Hall of Fame Chairman Ken Meehan on

conducting this year’s Management

alternative solutions. NSGA will have

Conference & Team Dealer Summit was

additional information on this and other

no longer a wise or realistic option, particularly when the CDC made its most recent recommendation Sunday that organizers cancel or postpone larger events.

programming from the conference as it becomes available.

“We truly appreciate our members and supporters sticking with us and having patience as we arrived at this decision,” Carlson said. “It

“Schools, restaurants and retailers closed to help prevent the spread of

is disappointing that we will not be able to hold the Management

the coronavirus. Major sporting events have been canceled and sports

Conference this year because we know how important it is to help our

leagues have been put on hold. Companies are instituting travel bans

attendees address many of the challenges they face. There are many

and major airlines are reducing flight schedules. The health and safety

more significant challenges ahead for everyone in the sporting goods

of our attendees, speakers and NSGA staff is of the utmost importance

industry and we wish everyone well as we navigate them together.”

Hall of Fame Class of 2020

PETER CAPOLINO

ROBERT GREENBERG

KLAUS OBERMEYER

Mitchell & Ness Nostalgia Company

Skechers

Sport Obermeyer

Founder

10 | NSGA NOW ®

>> May/June 2020

Founder And Chairman

Founder and CEO

OPERATIONS NOW Tips to Detect and Protect Against Email Scams

By Lizz McCrindle NSGA Marketing Coordinator Email communication is an important component of everyday life

The golden rule: Assume that every email is suspect. Would

and business. However, this channel of communication is also a

you give your social security number to someone who called

feeding ground for scammers. As everyone pressed through the

you claiming to be from an important government agency?

start of the COVID-19 pandemic, the majority of the US workforce

Of course not. The same implies for an incoming email.

was forced to work from home and may continue to do so for

• Never assume that content, including email addresses or phone

the foreseeable future. That is why, especially when everyone is facing so much uncertainty, it is important to take the time to be alert to potential scams and aware of ways to protect yourself and

numbers, is correct.

• Never blindly trust a link from an email. Scammers want you to click on the link, which will bring you to a site that looks authentic

your business.

and then prompt you to try to log in. The scammer will capture

NSGA Information Systems Manager Brad Thompson shared

your login information for later use and then direct you to the

some helpful hints on protecting yourself and your business from email scams.

real site to login.

A properly configured email firewall should be set up and monitored

the scammer (or his friends on the dark web) will try to

by your Information Technology professional. It is essential for helping limit email scammers.

Equally important is educating your employees on what to look for when opening questionable emails.

Is there a foolproof way to know it is a bad email? No, but there are some indications, that when put together, should raise alarm: • An email from someone you do not know asking for something • An attachment asking you to open it from someone you do not know • An email from higher management or the owner asking for urgent information when this is unusual

• Do you use the same password in multiple places? Well, use that same password for other sites.

• An example: The email requests that you change your password immediately. Instead go to the website directly, without using the link in the email. Is there any indication of an issue or message at the website?

• Is the email requesting data or money? Even if it appears to be a business partner, take that extra step and make a phone call to verify.

It may be necessary to take a screen shot or snip of a scammer email to share with your team and make them aware of the scam and how it was identified. Never forward the actual attachment, share the captured image and use it as an opportunity to educate

• Misspellings or poor grammar

your team. Ask them questions and create discussion.

• Is it an internal email vs. external email - your email firewall may

Teach and encourage your team to be alert. It may just prevent a

be able to flag external emails

data breach!

• An email from someone you know that doesn’t make sense.

Their contacts may have been hacked. (Reach out by phone and bring this to the attention of the sender because they will appreciate it).

• An email that tries to create fear that if you don’t act something bad will happen. It is often your reaction that will get you in trouble.

NSGA NOW ®

>> May/June 2020 | 11

INSIGHTS INSIGHTS

WOMEN'S SPORTS WOMEN'S SPORTS

The increasing participation in women's sports presents new growth opportunities for dealers. With the right technology partner, dealers can take their business to the next level by reaching new customers, The increasing participation in women's sports presents new growth opportunities for dealers. With the measuring performance against industry benchmarks, and informing business decisions with real-time data. right technology partner, dealers can take their business to the next level by reaching new customers, Women's sports is big business.

Here's a regional breakdown of the average volume measuring performance against industry benchmarks, and informing businessstore decisions withfor real-time data. online pop-up stores powered by OMG. Women's sports is big business. Here's a regional breakdown of the average store volume for online pop-up stores powered by OMG.

PACIFIC

ROCKY MOUNTAIN

AK, HI, WA, OR, CA

MT, ID, WY, NV, UT, CO

PACIFIC

AK, HI, WA, OR, CA Tennis

s

$1,091

ennis Tennis ll Basketball

Volleyball

$1,091 $1,318

etball Basketball ll Softball

ROCKY MOUNTAIN

MT, ID, WY, NV, UT, CO Volleyball

Volleyball Volleyball Soccer Soccer

$1,318 $1,569

$0 $1,000 $1,500 $2,000 $2,500 Sports $500 on the rise: Softball, Golf, Swimming

SOUTHWEST

MIDWEST

AZ, NM, TX, OK

SOUTHWEST

AZ, NM, TX, OK Basketball

Basketball Track & Field

ND, SD, NE, KS, MN, IA, MO, WI, IL, IN, OH, MI

$1,312

Track & Field Soccer $500

$1,000

$1,500

$500

$1,000

Lacrosse Hockey

$0 Hockey

$2,000

$1,861

$0 Volleyball

$1,000

$2,000

$1,000

$2,000

$1,000

$1,500

$2,000

$2,500

PA, NJ, RI, NY, CT, MA, NH, VT, ME $1,877 Soccer

Soccer Track & Field

$1,877 $1,935

Soccer Track & Field

$2,591

SportsVolleyball on the rise: Track & Field, Hockey, Rugby $0

$500

$2,500

$2,127

NORTHEAST

Soccer

$1,609 $1,861

Lacrosse Volleyball

$2,000

PA, NJ, RI, NY, CT, MA, NH, VT, ME

DE, MD, WV, VA, NC, SC, GA, FL, AL, MS, LA, AR, KY, TN Soccer $1,609

Lacrosse

ball

$1,500

NORTHEAST

SOUTHEAST

Soccer Lacrosse

$1,000

Sports on the rise: Volleyball, Tennis, Golf

DE, MD, WV, VA, NC, SC, GA, FL, AL, MS, LA, AR, KY, TN

Soccer

$500

$0

SOUTHEAST

sse

$1,739 $2,127

SportsHockey on the rise: Volleyball, Tennis, Golf

Sports on the rise: Softball, Volleyball, Lacrosse

cer

$1,607 $1,739

Lacrosse Hockey

$2,000

$1,500

Swimming Lacrosse

Swimming

Soccer Soccer $1,922 Sports on the rise: Softball, Volleyball, Lacrosse $0

ND, SD, NE, KS, MN, IA, MO, WI, IL, IN, OH, MI Swimming $1,607

Lacrosse

$1,407 $1,922

rack & Field

$0

MIDWEST

Swimming

$1,312 $1,407

Basketball

cer

$1,734 $2,299

$0 $500 $1,000 $1,500 $2,000 $2,500 SportsLacrosse on the rise: Softball, Golf, Swimming Lacrosse $2,299

$0 $1,000 $1,500 $2,000Water Polo Sports $500 on the rise: Volleyball, Lacrosse,

eld

$1,543 $1,734

Soccer Soccer Lacrosse Lacrosse

$0 $500 $1,000 $1,500 $2,000 SportsSoftball on the rise: Volleyball, Lacrosse, Water Polo oftball $1,569

ball

$1,543

$3,000

Track & Field Lacrosse

$1,935 $2,069

Track & Field

Lacrosse

$0 Lacrosse

$500

$1,000

$1,500

$2,000

$2,500

$2,591 $2,069 SportsLacrosse on the rise: Tennis, Hockey, Cross Country

Sports on the rise: Track & Field, Hockey, Rugby

$3,000

$0

$500

$1,000

$1,500

$2,000

$2,500

Sports on the rise: Tennis, Hockey, Cross Country Data as of March 2020 Data as of March 2020

Elevate your women's sports strategy, supercharge sales and discover untapped opportunities with OrderMyGear.

HELLO@ORDERMYGEAR.COM 855-370-6461

RETAIL NOW COVID-19 and the Remaking of Retail

By Ritchie Sayner Advanced Retail Strategies Well, you can throw out any comparisons to last year’s business, as they have now been rendered meaningless by the COVID-19 pandemic. A seismic change is underway in the landscape of retailing – and it is a whole new ballgame.

Some stores began re-opening as early as May; many will reopen over the summer. Some will likely not re-open, period. This article addresses steps that can be taken now to maximize this critical time.

• Vendors that you probably should have; • Vendors that you could live without, due to poor performance or duplication with other brands.

When it comes to dealing with vendors, negotiation will be the name of the game. In the short term, things you may wish to negotiate include: • Shifting deliveries

Financial

• Payment dating

Let’s deal with the financial aspect first. Knowing your cash

• Available discounts

position always allows you to make better business decisions.

• Return privileges

Sales projections for 30-60-90-120 days out will help guide every financial decision. Cash flow reports should be updated as often as

• Cancellations

needed. It might also be a good idea to recalculate your break-even

• Protection from online discounting

point and to make sure your inventory planning is based in reality.

• Relaxing of Minimum Advertising Pricing (MAP) policies.

Where possible, make every fixed expense a variable expense so it can be tied to revenue. Selling payroll is the obvious one here.

Have you negotiated with vendors regarding dating and discounts?

What will be the worth of your current inventory when you reopen? If you have been closed for two months with very little new merchandise arriving, the short answer is: not as much as it was

Have you been able to obtain some sort of rent relief from your

when it first arrived. Since the footwear business by nature turns

landlord? Most landlords would rather have some rent than to see

somewhat slower than apparel, the shelf life is arguably a bit longer,

their space “go dark.”

but the same issue remains in place. You still have somewhat dated

For the short term, margin is not the top priority: CASH is King!

Regarding business interruption coverage, research your state’s regulations and contact your insurance carrier. If enacted into law, certain policy exclusions which would normally prevent payment for business interruption might be overridden.

Inventory

Most, if not all, vendors are backed up with spring inventory that was canceled. They have the same problem that you do. This probably makes returning anything out of the question for now.

You are going to have to do some level of promoting.

Please resist the temptation to use what I have previously

What is the current plan to sell through current on-hand inventory by category? I am always in favor of streamlining the number of vendors carried in most stores; “too many” is clearly one of the biggest contributors to stores being overbought, and to slowturning stocks.

If there was ever a time to reduce your vendor mix it is now. Run a vendor report by classification and make decisions regarding the vendor matrix going forward. Group them into three categories: • Critical vendors that you must have; 14 | NSGA NOW ®

merchandise that you have not sold, mostly due to closure. What are you going to do?

>> May/June 2020

termed “the lazy person’s markdown.” This is where everything in the store is marked down equally, say 20-30 percent off; it has proven to be one of the least effective markdown strategies available. Alternatively, take targeted markdowns by class, vendor or style. This gives you the opportunity to promote what could be the most challenging inventory first. It is especially palatable with vendors where price accommodations have been made available.

Another option to consider could include shifting the major storewide clearance events back a month, since there are rumblings that fall deliveries might be late anyway. This will give you time to move

pickup, pre-scheduled appointments, off-hours shopping, Buy Online Pickup In Store (BOPIS) and Buy Online Return In Store (BORIS) policies and live streaming events. Whatever changes you make, be sure that your customers, as well as your staff, are aware of them.

What we have all learned through this pandemic, if there was ever any doubt, is that online selling has undeniably sealed its rightful place in retail. Develop a marketing plan that reflects your online presence, as well as the in-store feeling.

Remember, your website home page is your virtual store window. Make certain it looks that way. Many online shoppers will not go any further than the front page of your website if they don’t get a good feeling, just like through more spring merchandise. For stores with open-to-buy

shoppers often walk past a store whose windows don’t entice

(OTB) for fresh goods, you will be in the driver’s seat. There will be

them to enter.

merchandise available, and most likely at deep discounts, making

Stay strong and stay positive. Business most likely will not be the

reorders a good opportunity buy.

Looking Forward As you begin to look toward fall, make sure your OTB is in line with current revised sales projections. You may need to adjust your percentage buys for initial or preseason buys, fill-ins, reorders and

same as it once was. Just keep in mind that times of crisis create opportunities. With good planning and execution, you will be able to capitalize on them.

If you are interested in a cash flow report form contact Ritchie Sayner at advancedretailstrategies.com.

opportunistic buys. Remember, the old model is dead for now: new game, new rules.

Ritchie Sayner

Most retailers keep a “wish list” of vendors they would like to carry

Sayner has spent the past four

but have not been able to for competitive reasons. With several

decades helping independent

retail closures on the horizon, the vendors on your list might be

retailers improve profitability.

much more open to selling to stores that have survived.

In addition to speaking to retail

Will your team be the same upon reopening? New team members

groups nationwide, Sayner is

might need to be trained on virtual selling, as well as in-store selling.

a regular contributor to retail

Since Paycheck Protection Program (PPP) funds cover about two

industry publications. He is

months of payroll expenses, now might be the perfect time to

also the author of the book,

consider an incentive-based selling payroll system.

Retail Revelations-Strategies for

Know Your Customer

Improving Sales, Margins, and Turnover. He can be reached though his website at advancedretailstrategies.com

Customer behavior is likely to be changed forever. This will become even more evident in the months following re-opening. Consider what you need to do to alleviate any potential customer concerns.

Management One

What will be your procedure for cleaning items that have been tried

Management One is the source for the material in this article. You can

on? What will you do if social distancing is still the norm? What is the process for sanitizing fitting rooms, bathrooms and other areas?

Consider re-evaluating product display and placement on the floor.

learn more about the services Management One provides at https://www. management-one.com/. They include the Retail Recovery Playbook™, which is focused on reopening from COVID-19 and is available for a

Continue to offer special services to customers they may have

free digital download at

become accustomed to during the pandemic. These include curbside

https://www.management-one.com/retail-recovery-playbook.

NSGA NOW ®

>> May/June 2020 | 15

INSIGHTS NOW New Reports Show Participation Up for 2019

By Nick Rigitano NSGA Director of Insights & Analysis According to the latest edition of NSGA’s Sports Participation in the US report, 2019 topline results point to positive performance overall among the ten segments tracked by NSGA according to the association’s Total Participation Points (TPP) measure. TPPs offer a more complete view of participation because both the number of people participating in each sport segment (reach) and the number of sports each person is participating in (depth) are taken into account. In total, 2019 saw seven segments increase in participation while one segment remained relatively flat and two segments decreased compared to the prior year.

As illustrated in Figure 1, the segments experiencing growth in TPPs included Fitness Activities (+2.8%), Outdoor Activities (+2.0%), Wheel Sports (+1.8%), Team Sports (+1.6%), Individual Sports (+1.2%), Personal Contact Sports (+0.8%), and Snow

segments (Indoor Games, Shooting, Snow) have experienced slight

Sports (+0.6). The Indoor Games segment remained relatively flat

decreases over the last 5 years but have seemingly flattened out

(-0.1%), while declining segments included Open Water Sports (-0.4%)

in the most recent years.

and Shooting Sports (-1.1%).

The individual year to year changes for the 57 sports and recreational

This year’s positive results break a pattern of inconsistency and lack

activities tracked in the report further support positive results, as

of growth experienced in recent years. However, it is important to

42 sports/activities increased vs 2018 and 15 sports/activities

note that one year does not make a trend. Looking over a longer

decreased. In the next edition of NSGA NOW, we’ll take a deeper

term among the segments tracked by NSGA, Figure 2 indicates that

look into select sports/activities and discuss the changes and

Fitness, Open Water, Outdoor, and Wheel Sports segments have

drivers associated with each.

experienced increases over the last 5 years while the Individual

The Sports Participation in the US report is available now and

and Team segments have remained relatively flat. The remaining

includes a summary snapshot of segment participation trends from the 1990s through 2019 based on the TPP measure. The report also includes easy-to-understand quick view snapshots by sport/activity, allowing users to easily see a 10-year participation trend (when available) in addition to key demographic and geographic drivers of participation. NSGA’s participation research also includes Cross Participation, Lifecycle Demographics, and Single Sport reports.

For more information on each report and to purchase your copies today, please visit www.nsga.org/research.

18 | NSGA NOW ®

>> May/June 2020

AFFLUENT SINGLES

What demographics make up your area?

LOW/MIDDLE INCOME EMPTY NESTERS

SPORTS PARTICIPATION LIFECYCLE DEMOGRAPHICS

2020 nsga.org

SINGLE PARENTS

LOW/MIDDLE INCOME TRADITIONAL FAMILIES

SENIORS (AGE 65+)

WORKING PARENTS

EDITION

DOUBLE INCOME NO KIDS (DINKS)

AFFLUENT TRADITIONAL FAMILIES

LOW/MIDDLE INCOME SINGLES

AFFLUENT EMPTY NESTERS

Find Out What They Participate In! Order the 2020 Edition of NSGA Sports Participation Lifecycle Demographics and other NSGA research at nsga.org/research

INSTANT BADGE & FABRIC ADHESIVE Instantly attach Scout or Special Interest Group badges to uniforms without the use of heat or needle and thread Convenient & fast adhesive technology Easy application - simply trace the outline of your badge, cut out then apply!

Adhesive is washable yet removable

Purchase today BadgeMagic.com

Visit www.egpro.com to open a wholesale account, call us at (212)221-0221 or email support@egpro.com

#E104 / MEN’S BASIC TRAINING TEE AS LOW AS $2.56

#E117 / WOMEN’S BASIC TRAINING TEE AS LOW AS $2.56

#E118Y / YOUTH BASIC TRAINING TEE AS LOW AS $2.56

#L215 (LEFT) / #L215 (RIGHT) AS LOW AS $10.97

#L215 / IMPERIAL MEN’S 1/4 ZIP AS LOW AS $10.97

#L216 / IMPERIAL WOMEN’S 1/4 ZIP AS LOW AS $10.97

#J723 / TECH FLEECE MEN’S HOODIE AS LOW AS $11.94

#J724 / TECH FLEECE WOMEN’S HOODIE AS LOW AS $11.94

#J725Y / TECH FLEECE YOUTH HOODIE AS LOW AS $10.97

EG-PRO manufactures quality athletic products as well as providing exceptional value. We offer factory direct prices and we deliver! Learn more about our inovative fabrics below:

BASIC TRAINING INTERLOCK

Material: 100% polyester soft interlock fabric Key features: Wicking and anti-microbial, UPF 35+ Best for: The Basic Training interlock is a core fabric in an interlock with a tighter weave which limits snagging and it’s high in UPF. Perfect for all performance sports, training and casual lifestyle usage. Available in shorts, SS tees, LS tees, polos and ¼ zips tops.

IMPERIAL SPACE DYE

Material: 92% polyester/8% spandex double brushed space dye Key features: Wicking and anti-microbial, UPF +50 Best for: The Imperial Space Dye fabric is double brushed on the inside so it’s very soft against your skin. It’s made with spandex so it moves with your body and the space dye effect is a great optical look with horizontal striations. This is a premium fabric of very high quality, which is available in SS tees, women’s racerback tanks and ¼, zips. It’s the perfect athleisure fabric for yoga, training, coaches and casual active lifestyles.

TECHNICAL FLEECE

Material: 100% polyester brushed tech fleece Key features: Wicking and anti-microbial, UPF +50 Best for: The Tech Fleece is a 7.10 oz medium weight fabric with a matte surface and a brushed interior providing warmth without weight.

This is a premium fabric with a tight knit to limit snagging.

Available in adult and youth pullover hoodies plus two styles of sweatpants.

LOCKER ROOM NOW NOCSAE Begins Process to Develop Youth Football Helmet Performance Standard

The National Operating Committee on Standards for Athletic Equipment (NOCSAE) voted to formally begin the development process for a youth football helmet performance standard at its winter public meeting in Phoenix on January 31. The Standards Committee also discussed the potential need for new equipment standards for football shoulder pads and flag football head protection.

Background on the Proposed New Youth Football Helmet Performance Standard For more than 10 years, NOCSAE has worked to develop a youth football helmet standard that is evidence-based. In 2017, NOCSAE’s Scientific Advisory Committee (SAC) recommended two research initiatives to determine the magnitude and frequency of head impacts for youth football players ages 5 to 10 and 11 to 14 years old and explore potential criteria for a youth helmet football standard. The NOCSAE board agreed and provided a total of $493,000 in funding to support the research.

At the meeting in Phoenix, Dr. Blaine Hoshizaki, Professor, Faculty of Health Sciences at the University of Ottawa and Dr. Steve Rowson, Associate Professor, Department of Biomedical Engineering and Mechanics at Virginia Tech presented findings from these youth tackle football studies. Dr. Hoshizaki’s team studied head impacts among 60 youth football players and Dr. Rowson’s research

For the purpose of the standard, youth is defined as those who have not yet reached high school. The proposed new standard (ND006-20) will remain in “proposed” status for a minimum of 12 months, during which NOCSAE invites all interested parties to provide input through its website or by email. NOCSAE expects the proposed standard to undergo significant changes in the development process which will likely take several years. A copy of the proposed standard and more information about the SAC and research studies is available at nocsae.org.

NOCSAE’s existing football helmet standard applies to players of all sizes, and helmets that are small enough to be worn by “youth players” are required to be tested on a biofidelic head form that replicates the head of a 50th percentile 10-year-old male.

Potential New Equipment Safety Standards for Flag Football

provided critical insights on biomechanics of concussion in youth

and Football Shoulder Pads

players. The findings helped the Technical Director to develop a

The Standards Committee agreed to continue evaluating the

preliminary test protocol for a youth football helmet.

possibility of developing new equipment performance standards

After discussions and input from interested parties during the

for flag football head and face protection and for football shoulder

meeting, the Standards Committee voted to move forward with developing a football helmet standard specific to youth players.

The NOCSAE Standards Committee recognizes there are significant concerns and questions about risks related to youth tackle football shared by diverse stakeholders, as well as ongoing policy discussions across the country about how best to address and manage these

pads. Flag football is currently one of the fastest growing team sports and allows players of all ages to enjoy the game without many of the injury risks associated with tackle football. Preliminary data suggest that occasionally serious head and facial injury occurs from unanticipated contact with other players and impacts with the ground, and that many of these injuries are preventable.

risks. In fact, some members of the NOCSAE Standards Committee

NOCSAE is also considering possible criteria for a performance

support recommendations to prohibit tackle football for youth

standard for football shoulder pads. Recent data suggest that a

under a certain age to minimize these risks. However, as long

significant percentage of concussions occur from shoulder pad impacts

as youth continue to play this sport, NOCSAE believes it has a

to the helmet of the concussed player, and NOCSAE is exploring the

responsibility to advance the development of a youth helmet

feasibility and potential efficacy of shoulder pad performance as

football performance standard that is evidence-based.

related to reducing head accelerations in those circumstances.

24 | NSGA NOW ®

>> May/June 2020

Counterfeit Lacrosse Balls

The NCAA removed the bat from its approved-for-NCAA-sanctioned-

NOCSAE continues to take aggressive steps to stop the sale of

play bat list in late February. The NFHS ruled it non-compliant in

counterfeit lacrosse balls by certain vendors, primarily on the internet. Over the last few years, NOCSAE has worked with Amazon, GoDaddy and other online shopping platforms to shut down

early March and the manufacturer was advised it has the right to appeal the decision.

language and logos, but which have not been certified to the

Proposed NCAA Football Rule Changes Affect Jersey Numbers

NOCSAE standard. NOCSAE warns coaches, parents and athletes

The use of duplicate jersey numbers and adding “0” as a legal

to use caution when purchasing lacrosse balls, particularly online.

number are among the potential college football rule changes

vendors selling lacrosse balls that have NOCSAE and SEI certification

Consumers should not rely on the presence of logos to assess whether lacrosse balls meet the NOCSAE standard. To ensure these

that were implemented starting with the 2020 season. The NCAA Football Rules Committee recommended the changes and all rule

products have been certified to the NOCSAE standard, NOCSAE

proposals were approved by the NCAA Rules Oversight Panel.

recommends checking the name of the manufacturer in the certified

The committee recommended that no more than two players

product list available on the Safety Equipment Institute (SEI) website

may wear the same jersey number. The rules regarding players

at www.seinet.org. NOCSAE will continue to provide updates on

using duplicate numbers would continue to require that they play

this issue as new information becomes available.

different positions and aren’t on the field at the same time.

Information about NOCSAE’s recent consumer alert regarding

Committee members cited having more than two players with

“KSONE” lacrosse balls is available at https://nocsae.org/nocsae-

the same number creates confusion for the referees and makes

issues-consumer-alert-about-ksone-lacrosse-balls/.

scouting opponents difficult. To respond to the popularity of

Updates to Existing Standards

single-digit numbers, the NCAA agreed that “0” be added as a

The Standards Committee approved minor modifications to existing standards, including technical clarifications for the pneumatic ram test standard and a proposed revision to the headform positioning to be used during impact attenuation tests. The technical director

legal number.

NCAA Women’s Volleyball Makes Rule Changes Affecting Apparel, Uniforms

also provided an update on analysis of data and outcomes related

The NCAA Playing Rules Oversight Panel approved two rule changes

to the mechanical chest surrogate used in testing for the commotio

involving uniforms and apparel for women’s volleyball for the 2020 season.

cordis chest protector standard.

• Players will be allowed to wear shorts or leggings, provided all

More information on all NOCSAE standards is available at www.nocsae.org.

NCAA, NFHS Disallow Use of 33-Inch Model Louisville Slugger Meta Composite Baseball Bat

teammates wear the same color.

• Teams will also be assessed an administrative red card for uniform violations and teams with uniform violations will start a match trailing 1-0 in the first set.

Teams also have an option to add a third referee to conduct all video challenge reviews. The addition of the third referee is optional for schools and conferences due to the financial implications.

Over the past two seasons, the Southeastern Conference experimented with having a third official to handle video challenge reviews. In 2019, the average video review in the SEC was completed in 1 minute, 10 seconds. In NCAA women’s volleyball matches in which the second referee handled those duties last year, the

The Washington State University Sports Science Laboratory has advised the National Federation of State High School Associations (NFHS) and NCAA that the BBCOR decertification process has been implemented for the 33-inch model Louisville Slugger Meta

reviews were completed in an average of 1:29.

NCAA Women’s Volleyball Rules Committee members liked the optics of having a third person, who was not involved in the original call, to review coach’s challenges.

Composite baseball bat.

NSGA NOW ®

>> May/June 2020 | 25

NEXT GENERATION

PERFORMANCE +

NEXT GENERATION

STYLE BLEED

MODELS SHOWN WEARING (LEFT) 140400 HEX 2.0 HOODIE IN NAVY AND (RIGHT) 420400 LONG SLEEVE OMBRE IN GOLD

N E W C O L L E C T I O N S | N O W A V A I L A B L E A T F O U N D E R S P O R T. C O M

BADGER SPORT AND ALLESON ATHLETIC ARE PROUD MEMBERS OF THE FOUNDER SPORT GROUP FAMILY OF BRANDS.

ALLESON CHROMAGEAR AND THE GEORGIA STORM:

Look Good.

Play Good.

David Pollack is a former NFL player and college football analyst, but his most important role is coach of the local youth teams.

When David and his wife and team General Manager Lindsey were ready to form a new travel Fastpitch team, they knew what they were looking for in a

The jerseys are just what they were looking for, and with custom sublimation, player names, numbers and team graphics are embedded into the garment. No cracking or peeling, and no up-charges for decoration.

uniform: •

Colors that popped and

Founder Sport also provided the team

matched their logo

Alleson fastpitch pants and Badger Sport

•

Sleeveless silhouette

performance fanwear tees and hoodies—

•

Lightweight fabric to keep players cool in the hot Georgia sun

•

Top quality

all offered through their local dealer’s online store and delivered in time for the first tournament.

The answer was clear: Chromagear

Turn to Founder Sport for authentic

custom sublimation from Founder Sport

uniforms and true performance fanwear.

Group. Chromagear fastpitch has

No other brand has as many top-quality

8 authentic sillhouttes in a range of fits.

options to keep teams performing.

Chromagear has over 74 colors to choose

As David and Lindsey say, “Look Good,

from, and Chromagear has 6 authentic

Play Good.”

fabric choices, including a lightweight pin-dot mesh/spandex blend perfect for hot summer days.

With Chromagear’s extensive library of design templates, the Georgia Storm team was able to select options they love.

See the whole story at

In fact, they loved them so much they

FOUNDERSPORT.COM

ordered a V-neck sleeveless tank for home

or follow us on social media

games, and a V-Neck Racerback for away.

@FounderSport

INDUSTRY NOW COVID-19 Delays Bankruptcy Proceedings for Modell’s Sporting Goods Modell’s Sporting Goods announced on March 11 it voluntarily filed for relief under Chapter 11 of the Bankruptcy Code in the U.S. Bankruptcy Court for the District

Friday morning, March 13. The return from the liquidation of the first 19 stores managed by Tiger has been beyond spectacular, and we are confident this performance will continue across the remaining stores, maximizing return for our creditors.”

Modell’s has been engaged in discussions with its financial creditors and has been exploring a recapitalization of the business through a potential sale of some or all of its assets or an equity investment.

of New Jersey. But the spread

Modell’s will continue to pursue these discussions.

of the coronavirus (COVID-19)

Robert Duffy, Managing Director, BRG, has been named Chief

resulted in Modell’s request to

Restructuring Officer of the Company. RBC Capital Markets is acting

have its bankruptcy proceedings

as investment banker for Modell’s; BRG is also acting as Modell’s

suspended until at least April 30 granted by the same court.

restructuring advisor, Cole Schotz is Modell’s legal counsel, and

New York-based Modell’s, which is America’s oldest family owned

A&G Realty Partners is marketing the store leases.

and operated retailer of sporting goods, athletic footwear, active

Modell’s was founded in 1889 and operates stores in New York,

apparel and fan gear, planned to liquidate all 134 of its stores in 10

New Jersey, Pennsylvania, Connecticut, Rhode Island, Massachusetts,

states and Washington, D.C. In court documents, Modell’s said the

New Hampshire, Delaware, Maryland, Virginia and Washington, D.C.

“unprecedented, exponential spread of Coronavirus disease” has

William Modell, who helped oversee the growth of the company,

impacted its bankruptcy proceedings, most notably its liquidation

was inducted into the Sporting Goods Industry Hall of Fame in 1994.

sales, from store closures due to COVID-19.

In the March 11 announcement, the company’s lenders and longstanding partners were to provide Modell’s with the financial flexibility to operate the business in the near term, including

Image Apparel Solutions Becomes Official Supplier of Patches for United Women’s Soccer

the timely payment of employee wages and benefits, continued

United Women’s Soccer (UWS)

provision of customer orders and shipments, and other obligations

extended its partnership with

as they come due going forward. Modell’s stores initiated store

Image Apparel Solutions (IAS).

closing liquidation sales of sporting goods equipment, footwear,

In January, UWS announced

team apparel and active apparel to sports fans in all stores and

that Knit Wit Apparel - a wholly

will continue its online sales during this process.

owned division of IAS - would

“Over the past year, we evaluated several options to restructure

serve as the official scarf supplier to UWS and its member teams.

our business to allow us to maintain our current operations. While

Now, Image Apparel Solutions will also serve as the official supplier

we achieved some success, in partnership with our landlords and

of UWS patches. Patches will be produced with IAS’s trademark

vendors, it was not enough to avoid a bankruptcy filing amid an

Performance Flex® matte finish. Image Apparel Solutions also

extremely challenging environment for retailers,” said Modell’s

becomes the preferred embellishment partner of UWS.

CEO Mitchell Modell in a March 11 release. “We are extremely appreciative of the support that our lenders (JP Morgan Chase and Wells Fargo), vendors and landlords provided during this difficult period, engaging in extensive renegotiation efforts and allowing us to pursue every possible avenue to preserve the jobs of our loyal associates.

“I want to thank each and every one of our associates for their support over the years and our customers for their historic support of Modell’s. This is certainly not the outcome I wanted, and it is one of the most difficult days of my life. But I believe liquidation provides the greatest recovery for our creditors. We have partnered with Tiger Capital Group to liquidate the remaining stores beginning 30 | NSGA NOW ®

>> May/June 2020

“We are excited to strengthen our partnership with Image Apparel Solutions, to not only supply custom team scarves, but also our official league patches,” said UWS COO Roberto Aguas. “The quality and dedication that IAS exhibits makes them an excellent partner of UWS.” “We are very proud to continue expanding our commitment to the UWS national pro-am league and UWS League Two,” said Image Apparel Solutions president Tim Kelliher. “This exciting partnership provides UWS League teams access to one of the most exciting new decoration techniques in our industry for their uniforms. Performance Flex® is a decoration technique that is truly revolutionary and is uniquely suited for the embellishment of soccer uniforms.”

Outfit Your Squad

M037 SOFFE SHORT

6509V CORE TANK

athletic wear fOR HER BRAS | TANKS | TEES | SHORTS | WARM-UPS WWW.SOFFEbusiness.COM 3265V TEAM WARM UP JACKET

1210V MID-IMPACT BRA

1100V DANCE SHORT

1159V HIGH RISE SLAY SHORTIE

3245V WARM UP PANT

Start focusing on your sporting goods business,

not your commerce software

Affordable and powerful point of sale and eCommerce for start-up businesses and beyond.

Comprehensive retail commerce software with high-end capabilities and sophisticated simplicity.

Connect with us and discover why Celerant is the #1 rated Point of Sale & eCommerce software of 2020.

sales@celerant.com

718-351-2000

celerant.com/NSGA

ACCELER ATE

YOU R

RECOVERY

MEASUR E

YOU R

SPEED

WWW.JAWKU.COM

MEMBER SPOTLIGHT NOW

GIVE ME 5 WITH

Lisa Thomas Co-owner, United Sporting Goods, Inc., Christiansted, Virgin Islands

What are the biggest sports in your area?

Owning a store on the Virgin Islands

At this time we would say basketball for boys and soccer

as foreign or international. Doing business with them is not possible or

for boys and girls. Moreso soccer because the local AYSO

a challenge (i.e., not accepting credit cards even if it is a US bank). Some

(American Youth Soccer Organization) is really pushing its

want you to wire funds which is not convenient. Also the “suggested

youth programs and participation has really risen. Prior, it

retail price” does not apply to us because we have to factor in the extra

would have been baseball, but after being hit by two major

charges of overseas freight cost, excise & US Customs taxes, outside of

hurricanes, some of the facilities are not fully operational and

the regular shipping charges from the company to our freight forwarder

a lot of persons have relocated.

when bringing in goods.

Two main challenges are some companies on the contiguous US view us

How does weather impact business?

If we have a big storm we may close for a couple of days. However, after our two Category 5 hurricanes the negative impact was great. We did lose inventory to storm and people damages. We were able to partially open after about two

Benefits of NSGA membership NSGA has been a tremendous help in terms of finding companies we can do direct business with or find products in order to increase our inventory and pass on better prices to our customers.

This also enabled us to ship to our neighboring islands.

34 | NSGA NOW ®

>> May/June 2020

months with limited hours due to no power. Being on an island helped that we also sell a lot of fishing supplies and that was one activity people were still doing.

Also ,the recovery workers that came in to help with cleanup and restoration also like to fish. Since then we have been slowly rebuilding our inventory. This year looks like we will finally be completely restocking our regular items.

Major League Baseball connection My brother and I inherited United Sporting Goods, Inc., from our father, Valmy Thomas, Sr. He established it in 1957 and his goal was to provide affordable merchandise to our community and visitors. Valmy Thomas was a catcher for five years with the Giants, Phillies, Orioles and Indians.

GEAR UP FOR GAME DAY Spirited Styles and Colors For Every Team and Fan

Wear your loyalty on your sleeve, and declare unwavering support for your team by showing their colors with pride.

TEAM & FANWEAR

2020

SanMar’s Sporting Goods experts have put together a Team and Fanwear guide to help you find trend-right gear from our winning brand lineup, including t-shirts, polos, fleece, sweaters, outerwear, hats and accessories.

Find out more and download SanMar’s Team and Fanwear Guide at SANMAR.COM

Order Decorated Team Uniforms, In Minutes.

Screen Print • Heat Transfer • Embroidery • Tackle Twill

WHEN PERFORMANCE MATTERS

www.A4.com

NSGA’s Mission is to help our members grow their business

and to advocate

on their behalf.

Government

Rulemaking

For more information go to nsga.org/advocacy or advocacy@nsga.org.

Corporate