NSGA NOW - May/June 2022

Volume 11 | No. 3 | May/June 2022

A PUBLICATION OF THE NATIONAL SPORTING GOODS ASSOCIATION

Management Conference & Team Dealer Summit Issue

Social Media Tips for Small Businesses GARED Celebrates 100th Anniversary Importance of Stock-to-Sales Ratios

TABLE OF CONTENTS

4 7 8 11 13 14 19 20 23 25 29 30 33 34

CEO NOW

Management Conference Big Part of NSGA’s Mission

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26

Stahls’

RETAIL NOW

CONFERENCE NOW

Why It’s Important to Understand Stock-To-Sales Ratios

The 2022 Management Conference & Team Dealer Summit returns to its usual late-May time in Scottsdale, Arizona. Get a preview of the speakers and sessions that are ahead.

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PROLOOK SPORTS

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OrderMyGear

OPERATIONS NOW

How Small Businesses Can Achieve Success with Social Media

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Chipply

OPERATIONS NOW

Having a Budget, Managing Cash Flow are Crucial

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CHAMPRO

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Augusta Sportswear Brands

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Founder Sport Group

INSIGHTS NOW

Analyzing 2021 Participation Segments

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ASICS

RECOGNITION NOW

GARED Celebrates 100th Anniversary

38 41 43 45 48 51

INDUSTRY NOW

SV Sports Gets Support from NBA Star Chris Paul; OC Sports Promotes Nathan Currier

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SanMar

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Cap America

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EG PRO

LOCKER ROOM NOW Update on Rules Changes

MEMBER SPOTLIGHT NOW

Give Me Five with Mike Blythe, Blythe’s Team Sports

>> ABOVE: From left, John Loucks (Stahls’), Curt and Steve Hauff (Hauff Sporting Goods) and Brett Stahl (Stahls’) have a discussion during Speed Networking at the 2021 Management Conference & Team Dealer Summit.

NSGA NOW ®

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CEO NOW Looking into the rear-view mirror can help us drive the winding road ahead. Following a roadmap set by those before us also helps us navigate. We also need to focus on the windshield as we use our GPS systems to get where we are going.

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

Regarding the roadmap, the National Sporting Goods Association was less than a decade old when Secretary John Hatton delivered this statement to the membership.

Treasurer/Chairman-Elect Greg Miller Game One, Bozeman, MT Past Chairman David Labbe Kittery Trading Post, Kittery, ME BOARD OF DIRECTORS Kevin Bezanson Cleve’s Source for Sports, Halifax, Nova Scotia, Canada Bob Fawley Capitol Varsity Sports, Oxford, OH Gordon Geiger Geiger’s, Lakewood, OH David Lynn Dunham’s Sports, Troy, MI Mick Montgomery Denver Athletic Supply, Englewood, CO Ron Rugal B&R Sporting Goods, Shelby Charter Township, MI Jerry Williams SV Sports, Pottstown, PA NSGA TEAM LEADERS Matt Carlson President & CEO Marty Maciaszek Team Dealer Division, Communications Julie Pitts Director, Public Affairs and President, NSSRA Nick Rigitano Director, Insights and Analysis Jennifer Shaffer Comptroller

“Continued success and development of our industry as a whole depends primarily on just one thing,” Hatton said. “The actual amount of sports equipment sold at a profit and used by the consuming public.”

Some 80-plus years later, Hatton’s statement falls in line with NSGA’s mission to help its members grow the business and advocate on their behalf. J.F. Conway, who was NSGA’s first President, recognized the challenges, that continue to exist today, in achieving that mission.

“I would say the greatest problem we had to overcome was to establish sincere confidence in each other and realize that there must be a frank discussion of all major problems and (that we must) eliminate all selfish thoughts of personal gain,” Conway said in 1954 as he looked back at those early years. “A united front could secure greater cooperation from the manufacturers.”

The cooperation Conway aspired to achieve is even more difficult today. Especially since the lines separating manufacturers and retailers have been blurred with manufacturers opening their own brick-and-mortar stores and having much easier access to sell their products directly to consumers. The multi-brand retailers and dealers provide customers with extensive choice and unmatched customer service.

Keeping the lines of dialogue open remains important, however, and one of the ways NSGA does this is by hosting the annual Management Conference & Team Dealer Summit taking place on May 22–24 in Scottsdale, Arizona. Not only are there plenty of opportunities to network in a relaxed atmosphere but Speed Networking continues to be one of our most popular events. It gives the dealers and retailers a chance to discuss issues and make important connections with manufacturers through a series of meetings in one afternoon, in one location; it’s an efficient and effective way to communicate. Speed Networking paves the way for further dialogue and business opportunities.

The educational content at the Conference is always geared toward giving attendees ways to differentiate themselves so their customers keep coming back. Content ranges from inspirational messages to take back and share with your team, to panelists sharing their expertise on the best ways to handle current issues affecting our industry and businesses.

A lot has changed since John Hatton and J.F. Conway were among those trying to lead the members of NSGA to success. Whether we use a map, or GPS, our destination to help our members grow the business and advocate on their behalf has not changed. The Conference can help you get there!

Best regards, Matt Carlson | President & CEO

NSGA attended the annual NFHS/NCAA rules meeting in Indianapolis on April 19.

Go to www.nsga.org for a recap.

4 | NSGA NOW ®

>> May/June 2022

NSGA NOW (ISSN 1045-2087) is published bi-monthly for members of the National Sporting Goods Association, 3041 Woodcreek Drive, Suite 210, Downers Grove, IL 60515. Phone: (847) 296-NSGA (6742); 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 2022 all rights reserved. Printed in the USA.

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PLATINUM SUPPORTER

The history of Stahls’ began in 1932 in the family garage of the husband-and-wife team, A.C. and Ethel Stahl, when it was known as Commercial Art Products.

The family business of lettering, screen printing, chenille and apparel decorating was sparked by a combination of A.C.’s entrepreneurial spirit and his prior work experience with felt material at a manufacturing facility. One of Stahls’ first products sold was chenille lettering sown on a felt background. The felt was cut by hand; A.C. eventually developed the process of cutting material by using a die and punch press. Now, as we celebrate our 90th anniversary, Stahls’ remains the innovator and leader in pre-cut and custom athletic numbers, letters and logos. We are well-known and respected throughout the sportswear, custom apparel, and promotional products industries for high-quality and innovative equipment, materials, and services. The success has also been recognized with the induction of Ted Stahl into the Sporting Goods Industry Hall of Fame.

What are some of the new/innovative products everyone should know about?

How have you responded to the supply chain issues to meet your customers’ needs?

Garment decoration businesses struggle to find skilled labor, so we see growth in heat printing overall. Heat printing has a quick learning curve and garments can be printed with less technical effort or training. UltraColor MAX DTF transfers headline the list of products people need now. It is changing the way dealers decorate, especially for team stores and fan wear.

With the ability to do unlimited colors and any type of art, as well as low- or high-quantity orders, this is the solution with high quality and durability.

Stahls’ has new print technology that relies less on inventory and stock. The print on-demand nature of UltraColor MAX direct-to-film transfers means less inventory and less waste. Not only is this better from a sustainability perspective, it helps to reduce inventory carrying costs as well. Of course, there are certain products which can’t be duplicated. Our best-selling Thermo-FILM athletic numbers are a good example. Currently, we are dedicating more manufacturing to core colors and have increased our communication of stock levels to our customers.

Why do you believe the dealer/retailer network is still important with more companies pushing Direct to Consumer strategies?

Dealer networks remain very important. They do more than sell products, they support the needs of their hometowns. This can’t be done from a distance. The personal connection with coaches, kids and parents to build a stronger community through sports is of utmost importance. The dealer must continue to find unique ways to use their store, product and team members and offer value to the community.

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event?

There is no substitute for meeting face-to-face, in person. Networking and getting the opportunity to explore challenges facing our industry is why we show up. Collaborating, often with several companies at once, whether through the speed networking, at a mixer or even on a break, helps us to become a better supplier each and every year. This year, the goal is more of the same. Let’s strike up a conversation!

WWW.STAHLS.COM NSGA NOW ®

>> May/June | 7

RETAIL NOW

Understanding Stock-to-Sales Ratios

By Ritchie Sayner Advanced Retail Strategies One of the most important and often misunderstood metrics in

The calculation for turnover is net sales divided by average inventory

the retail business is the stock-to sales ratio. We will discuss what

@ retail. You might also see turnover defined as cost of goods sold

s/s ratios are, how they are calculated, how they are used and how

divided by average inventory @ cost. It might help to remember that

they relate to inventory turnover.

s/s ratios are the inverse of turnover. In other words, if you have a s/s

A stock-to-sales ratio is exactly what the name implies, a relationship

ratio of 4 every month for a year, the inventory turnover will be 3X.

or ratio between inventory and sales. It is calculated monthly and

The following formula is how stock/sales ratios are calculated.

can be used for store, department, classification or even style

Stock/sales ratio =

planning. Turnover, on the other hand, is calculated seasonally or

First of Month Inventory @ Retail ÷ Monthly Sales $

annually and tells us how quickly the average inventory is sold and replenished during the desired period.

8 | NSGA NOW ®

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Let’s use the hosiery class as an example. Assume you would like to plan a 3X inventory turn for this category. Given the formula above,

if our First of Month (FOM) retail inventory is $60,000 we would have to sell $15,000 worth of socks to achieve a s/s ratio of 4. A stock-to-sales ratio can be looked at as the number of months of inventory to have on hand. In this example, we have four months of supply. If we had a four months’ supply every month for the entire year, the category would have a 3X inventory turn.

In the real world, when planning inventory levels using stock-to-sales ratios, it wouldn’t be realistic or even practical to have exactly a four months’ supply each month.

During the slower months, a retailer might end up with five months of supply, but during the busier months, for example the holiday season, the s/s ratio could drop as low as 2-2.5. However, since the monthly volume is generally higher at that time of year, the amount of inventory would be sufficient to support the planned sales.

balancing with vendors, or markdowns on older goods need to

If the s/s ratio is 2 for example, a merchant would need to sell half

be considered initially.

of his inventory in that month to be “on plan.” If the classification is

If this scenario becomes a recurring issue, you either have an

turning too quickly, the s/s ratios will be too low and the merchant might be in jeopardy of missing sales and thus out-perform the inventory. If the turnover is planned too low, the s/s ratio will be too high and the class could become overstocked, leading to higher

inaccurate merchandise plan or you’re an over-buyer. On the other hand, if the number you get is way below your planned sales number and you don’t have enough new goods landing in time to ensure you achieve the sales target, you could have a problem. On

markdowns and a lower gross margin.

an extended basis, you would end up starving the classification,

I currently work with a client that has a women’s running shoe

which would result in the class not hitting its true potential.

category that does over $1 million per year with an annual stock turn

I hope this article sheds some light on how useful stock-to-sales

4+ times. Thanks to current supply chain interruptions, deliveries have been abysmal; everything from being late, to incomplete shipments, to downright cancellations. Additionally, this merchant has been advised that if future orders aren’t placed through the end of the year, there is a very good chance that the products will not

ratios can be in merchandise planning. It all starts with a quality sales and inventory forecast. If the plan is wrong, the results will be wrong. If you still have questions or would like to review your merchandise planning procedures, I am happy to help.

be available. To protect the business in this important classification, it was decided to overbuy the classification by approximately 60%.

Ritchie Sayner

While on the surface this might seem irresponsible, close attention

Sayner has spent the past four

is paid to the monthly stock-to-sales ratio. If the ratio stays within

decades helping independent

range of the planned s/s, the annual turn figure will be achieved.

retailers improve profitability.

If business should slow for some reason, which thankfully has not

In addition to speaking to retail

happened, orders can be modified or cancelled. The other positive

groups nationwide, Sayner is

is that the price of all the future orders is locked in. Given the

a regular contributor to retail

unique set of circumstances that the supply chain has handed us, this strategy seems prudent at this time.

Try this exercise in any classification in your operation. Divide the first of month retail inventory by the planned stock-to-sales ratio and compare the answer to your current sales forecast for that class. If you end up with a number way above your current planned sales, you have too much inventory. This would be your clue to taking action. Incentives to salespeople, remerchandising, stock

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 of the book, “Retail Revelations-Strategies for Improving Sales, Margins, and Turnover.” He can be reached through his website at www.advancedretailstrategies.com.

NSGA NOW ®

>> May/June | 9

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PLATINUM SUPPORTER

PROLOOK SPORTS was founded 25 years ago by Dusty Rhodes, a college sophomore athlete who spent his days going from the classroom, to football practice, to the gym at night for a pick-up game. The entire team at PROLOOK shares the same never-ending drive to play and compete at their highest level. PROLOOK was one of the top 200 fastest growing companies in the US, per the Inc 500 in 2004, and in 2012 opened its sublimation print and heat press facilities. Because PROLOOK is a manufacturer first and a brand second, customers receive valuable assurance that the same company selling the product will stand responsible for that product lasting and looking great for years to come.

What are some of the new/innovative products everyone should know about?

We think today’s coach is mostly looking for 3 things: 1) An easy way to design and order product 2) Quick, on-time turn on orders 3) Quality product that always comes in the same color shade and doesn’t need to be serviced after delivery In 2021, we proved our concept that we can make the highest-quality sublimated product in 7 days. In 2022, we are expanding the product offering significantly. Shipping is free and takes 3-5 days to deliver to the customer. We also have the option of shipping direct to the player for club teams. Everything we ship is poly-bagged with specific details on the exterior (name, number, size, team, player and any extra-helpful information).

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event?

Integral ... with the abundance mindset that we all should have, it’s all about conversation, trust and helping each other wherever we can.

We offer a best-in-class product customizer. In September 2022, it will take another MAJOR leap ahead of everyone combining increased functionality, head- to-toe customization, auto-fill, team lockers, team stores, the ability to pull in products from other suppliers and an option for dealers to brand the customizer to be housed on their websites.

How have you responded to the supply chain issues to meet your customers’ needs?

We’ve simply reinforced our redundancies and increased our minimum purchases for inventory.

We haven’t really experienced a supply chain issue. The tougher issue for manufacturers like us who creatively navigate supply chain obstacles is manpower deficiency.

Why do you believe the dealer/retailer network is still important with more companies pushing Direct to Consumer strategies?

Relationships will ALWAYS trump internet interaction only. We provide the dealers the means to exploit both strategies.

WWW.PROLOOK.COM NSGA NOW ®

>> May/June | 11

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ordermygear.com

PLATINUM SUPPORTER

OrderMyGear started when Kent McKeaigg noticed his father Ronnie was spending hours buried under piles of paper order forms to organize and fulfill product for local high school teams. Building an eCommerce platform to facilitate those orders allowed Kent to solve Ronnie’s problem, but Kent found that this solution would help thousands of other individuals like his father. A passion for innovating our services and platform, along with our focus on client success, makes OMG one-ofa-kind in the industry. Our relentless focus on creating and strengthening mutually beneficial relationships allows industry brands and partners the chance to service end consumers in the modern way they have come to expect. This, in turn, allows decorators, dealers, and distributors to enhance their customer offering and remain competitive in an increasingly technologycentered market.

What are some of the new/innovative products everyone should know about?

In the last year, we revamped our online stores to give a more retail-like experience and support new types of stores like year-round spiritwear and company stores. We also introduced new capabilities, including: • Advanced branding tools like Custom Domains, a built-in Image Library and Store Layouts to customize stores • Navigation enhancements, including categories and subcategories, to help customers find products • New suppliers, product categories and live inventory feeds to simplify store building • Minimum Quantities and Volume Pricing to incentivize larger orders and meet product minimums

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event?

In-person events are a critical piece of what makes this industry so great. Events like the Management Conference provide dedicated time and space for the best in the business to share ideas, provide feedback and build relationships in a way that’s not always possible over the phone or virtually. Our team is looking forward to reconnecting with peers and discussing what we can do to drive this industry forward together.

Why do you believe the dealer/retailer network is still important with more companies pushing Direct to Consumer strategies?

The team dealer industry is driven by relationships, local networks and hands-on selling. This is something Direct to Consumer companies just don’t have. Supporting local schools, club sports and travel teams supports the broader sense of community that fosters an environment for young athletes to pursue sports. Because they’re often based in the communities they serve, dealers have an intimate understanding of customer needs and preferences, and can provide more personalized, hands-on service.

People want to work with people they know and trust, which gives dealers the upper hand.

How have you responded to the supply chain issues to meet your customers’ needs?

Providing transparency around product availability has been a key focus as we help clients navigate these uncertain times. We’ve double-downed on our partnerships with suppliers and brands, adding new live inventory feeds so dealers can see inventory availability while they build online stores. This helps them select products with healthy inventory so they can sell with confidence. We’ve also worked with several partners to create pre-built stores stocked with staple products that are more likely to be available when it’s time to fulfill online store orders.

WWW.ORDERMYGEAR.COM NSGA NOW ®

>> May/June | 13

OPERATIONS NOW

Social Media an Important Tool for Small Businesses

By Lizz McCrindle NSGA Communications and Social Media Manager For many small business owners, managing and maintaining an online presence can seem daunting. On top of all the day-to-day responsibilities of owning and running a business, updating your social media platforms or engaging with your customers online may seem like a frivolous exercise left for businesses with a designated social media expert on staff.

Good news! It has never been more attainable for small business owners to establish their presence on social media, track and gain insight on customer engagement and purchase habits, and build long-lasting relationships with your current customers, prospects and community.

Social media is a free tool that will afford you the opportunity to

Build and Develop Brand Awareness Before you can build brand awareness, it is important to draw out a social media plan. This plan does not need to be perfect, as it will become more of a working document than a blueprint. The goal is to get an idea of the desired result you are trying to achieve through your social media platforms, and this will most likely change over time. For some businesses, it may be engagement and for others it may be to drive sales. The strategy is unique to each business, but the goals should all be: • Specific • Measurable

meet and engage with your current and prospective customers

• Attainable

where they already are, online!

• Relevant

Let’s break down some of the key reasons your small business

• Timely

should have a social media presence: • Build and develop brand awareness • Establish and grow customer relations and appeal to prospective customers • Drive website traffic and increase conversions 14 | NSGA NOW ®

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While preparing your social media plan, it is a good idea to check out how your direct competition markets themselves online and through their social media platforms. While you do not want to copy their approach entirely, there is nothing wrong with evaluating their strategy and identifying key takeaways that may benefit your social media approach.

Additionally, it is a worthwhile exercise to look at different businesses that excel online and through social media channels (whether they are in your industry or not). You will see what other approaches are effective at making you click on their content or leave you wanting to get more information about their business or product.

Once you have an idea of the approach you want take for your business, it is time to map it out. Using a calendar to schedule your social posts or plan your online content can help keep your social media plan on track during the week when things ultimately get busy. There are free and low-cost programs, such as Hootsuite, Buffer and Later that will allow you to schedule your social media posts to drop in advance, making it easier to develop and schedule content when things are busy.

A calendar will also make it easier to plan and adjust your approach as new opportunities arise during the week. Every couple of weeks, you should check in on your analytic data to see if you are moving in the right direction necessary to attain your goals. If your strategy is not yielding the results you were anticipating, take note of the adjustments you plan to make and continue to track the data.

As more people engage with and follow your page, the social media algorithms will work to increase your visibility and impressions, two aspects essential in growing customer relations. Tag your followers in posts and share their content if they are engaging with your brand. However, be mindful you are sharing content on a business page. You want to be selective in the type of content you share and post. Utilize the “group” feature available on select

Building awareness for your brand is great, but it is all for nothing

platforms to keep your customers informed of what is new with

if you are not reaching your target audience. Businesses today can

your business, any initiatives you may be undertaking and feedback

gain so much information about their customers and clients by

you are seeking. This arena also is a great place to share product

paying attention to their purchasing trends. Understanding your

promotions, events, or other community engagements.

target audience means having an idea about their demographics (age, income level, education, location, behavior, etc.) and then knowing where to find them online.

The golden rule to building an effective social media presence is quality over quantity. Small businesses do not need to be making posts every day. It is more important to make a deliberate and

This exercise can also be done by creating “buyer personas” or a

focused post once a week than to make random posts throughout

detailed description of someone who represents your target audience.

the week with no clear call to action or value. When your business

You may have more than one buyer persona if you are selling a wide

makes a social media post, it should provide some form of

variety of products/services. Once you have the buyer personas broken

value to your followers. Meet your audience where they are and

down, you can think critically about the pain points of the specific

encourage them to familiarize themselves with your brand, values

target audience, how to best market your products/services to them

and involvement in the community. Once your audience is familiar

and where they are consuming that information online.

Establish and Grow Customer Relations; Appeal to Prospective Customers

with your brand, they will be more likely to engage with your direct marketing campaigns.

Now that you have identified your target audience, it is time to

Drive Website Traffic and Increase Conversions

start establishing and growing online relationships with current

Maintaining a social presence is great but that doesn’t keep the

customers, prospects, and other businesses in the community.

lights on. Social media platforms can play an integral role in directing

Research other brands, products or influencers that relate to

customers back to your website, promoting products and services

your business. Follow them or reach out to them and form a

that bring customers into your physical store and working as a

partnership. Engage with your customers by answering their

point of sale to help turn interest into conversions on the spot.

questions and directly responding to feedback online (positive

Once you decide on the platforms that are right for your business,

and negative). This shows you are listening and are approachable

investigate the opportunities available to sell products using social

which will increase the likelihood of your followers engaging with

commerce. Social commerce is a growing trend that allows you to

your brand in the future.

sell your products directly through social platforms.

NSGA NOW ®

>> May/June | 15

SCAN ME

PLATINUM SUPPORTER

Chipply was created by the management of Burghardt Sporting Goods, a team and retail sporting goods dealer in New Berlin, Wisconsin, which has been part of the Milwaukee area since 1881. In 2006, Burghardt’s created its first online spiritwear sites. It took a few years of software tweaks and training, but in 2010, team stores became a fast-growing and required part of everyday business. After 2010, group online ordering exploded, growing tenfold by 2017.

Along the way, new software alternatives became available, making it easy for team dealers to get online and start creating team stores. After looking closely at these options, Burghardt’s decided what they already had was the best alternative. They decided to re-write the software to be shared with other team dealers. They added a bunch of great new features and created Chipply.

What are some of the new/innovative products everyone should know about?

How have you responded to the supply chain issues to meet your customers’ needs?

Chipply is full of innovation. Salespeople shouldn’t have to spend hours creating web stores and writing up orders after stores close. They shouldn’t have to worry about standard pricing on spiritwear items. They shouldn’t have to deal with backorders and inventory issues. With automated image placement, pre-written work orders, inventory thresholds, auto pricing and integrations, the Chipply platform is the preferred way of doing business for the dealer and the consumer. Lots more automation to come!

Chipply sees first-hand the challenges that dealers have been and are still facing regarding the supply chain. Salespeople had become wary of web stores generally because of the risk involved in offering products that they may not be able to get. Through the development of our live inventory feeds and threshold-based inventory parameters, salespeople are now able to offer products that are available and advocate for web stores once again. We’ve created a feature that shelters the salesperson from the risky, frustrating and time-consuming business of backorders.

Why do you believe the dealer/retailer network is still important with more companies pushing Direct to Consumer strategies?

The dealer/retailer network is more important than ever! Chipply has proven that working together with our peers in the industry is not only fulfilling and educational, but a powerful resource that we can all lean on to inspire change, advancement and growth. Vendors will continue to push Direct to Consumer strategies, so finding ways to enhance the value and necessity of the dealer through service and technology is critical.

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event?

Meeting peers and business partners in person is way more fun and effective than other ways of connecting. We are excited to get to know new people and connect with industry leaders.

WWW.CHIPPLY.COM NSGA NOW ®

>> May/June | 19

OPERATIONS NOW

Preparing Annual Budget, Managing Cash Flow Crucial to Success

By Jenny Shaffer NSGA Comptroller While it can be easy to get caught up in the day-to-day operations

Additionally, it might be worthwhile to involve others in the

of keeping a business running, taking the time to gain a detailed

organization outside of the accounting department as they can

understanding of the finances of a business is critical. Two ways to

offer valuable insight and help set expectations. For larger costs

do this is through an annual budget and cash flow management.

the business anticipates incurring, it could be a good idea to obtain

Preparing an annual budget is essential for any organization. It provides the framework for the projected revenue and expenses for the fiscal year. When compiling the budget, reviewing at least

quotes from several providers to ensure the budget is as accurate as possible and a cost-to-benefit analysis can be performed. Even if numbers cannot be easily estimated or are subject to change,

the prior year’s actual revenue and expenses is a good starting

preparing an annual budget is still a valuable exercise to complete.

point. It is important to keep in mind external factors impacting

While budgeting is typically done on an annual basis, this is not a

your business such as changes in the industry or economy, and

process that should be done once a year and then forgotten about

even changes in the business itself, that have occurred since the

until the next fiscal year. The annual budget needs to be revisited

prior fiscal year and determine what impact those will have on your

and monitored constantly throughout the fiscal year. Any deviations

upcoming fiscal year outlook.

from expectations, both in terms of revenue and expenses, should be analyzed and explained.

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This budget to actual analysis may cause a business to make a change during the fiscal year in terms of: • what new initiatives it can take on • what areas need to have more time and resources devoted to it • evaluating existing programs to ensure they are still serving a purpose in the business • or determining if costs need to be cut After the budget is completed, monitoring cash inflows and outflows

more difficult. Some considerations to take into account when

against the budget is key to ensure you are staying on target. If

preparing your budget and analyzing future cash flows for this

expectations are not being met, what does this mean for the rest of

next fiscal year are:

the budget and your business? Should more resources be allocated to finding new sources of income? Does current spending need to be evaluated or can contracts be renegotiated? Should projects

• Inflation • Staffing shortages

be delayed or started early?

• Supply chain delays

Monitoring cash flow and budget to actual information can be

• Replenishment of any contingency funds to pre-pandemic levels

a challenge in any business in normal times. This “post-COVID”

• Payments that were deferred during the pandemic that now

world with its continued uncertainty makes this process even

need to be repaid • If revenues were down during the pandemic, how the current economic state impacts the future sales outlook Budgeting and cash flow management is a time-consuming process but can provide valuable insight into the day-to-day operations of your business to help it run more smoothly. Having frequent conversations both internally and with outside service providers can be a great way to keep your budget and cash flows on track.

The information in this article is for informational purposes only. For further information and advice, please consult your outside service providers for specific guidance and information relevant to your business.

NSGA NOW ®

>> May/June | 21

TAKE THE FIELD P R A CT I C E • T R A I N I N G • G A M E D AY

EQUIPMENT

HUGE INVENTORY!

We are your warehouse.

With the most extensive line-up in the industry, we have you covered.

PROTECTIVE

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Get free freight on any apparel order over $200!

Smaller orders will receive fixed flat rates.

TRAINING

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Call, email, or chat with us between 7am and 7pm every weekday.

champrosports.com | 847.279.2600 | customerservice@champrosports.com

ON-FIELD GEAR

COMPRESSION

UNIFORMS

WE SHIP FAST!

Orders placed by 4pm CST ship the same day!

Design and order your apparel or caps on our3D Custom Builder at champrosports.com

PLATINUM SUPPORTER

CHAMPRO was founded in 1986 by Wilson “Bill” Hunt and has grown to offer the most comprehensive line of sporting goods equipment and apparel in the industry. Distribution centers at our headquarters in Wheeling, Illinois, in the Chicago suburbs, and Fresno, California, allow CHAMPRO to provide two-day delivery to most of the continental United States. CHAMPRO started with a mission of striving to build teams by providing low-cost, high-value equipment and apparel. Our core values are delivering WOW through service, questioning the status quo, being creative and driving change, building a positive team environment with a fun, family spirit, cultivating honest, candid relationships, obsessing with efficiency, being humbly and making it happen!

What are some of the new/innovative products everyone should know about?

Launched recently, CHAMPRO engineered its C-Flex protection technology into batter’s elbow protection and soccer shin guards to help with product flexibility, weight and performance. Further into CHAMPRO’s protective products, the new Gauntlet Skill Pad offers a maximum range of motion without sacrificing on-field performance. Staying in football, the new CT7 football uses ultra-durable PU for an unmatched feel for high school athletes.

Lastly, our embedded weighted soccer goal was introduced to take the worry away from using pop-up goals on multiple surfaces and having to counterweight to prevent tipping.

Why do you believe the dealer/retailer network is still important with more companies pushing Direct to Consumer strategies?

We do because ultimately no manufacturer can understand and service all the needs of teams, leagues, coaches and athletes better than a local retailer/dealer. The combination of our products and programs tied with our dealer network gives us what we feel is the best possible business model. Our sole focus is to sell our products through our authorized dealer network now and into the future.

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event?

It is very important to us. It’s all about learning to be more knowledgeable and getting dedicated time with our customers, with the goal of learning about where we can take actionable steps going forward to improve our dealer network and consumer needs.

WWW.SHOP.CHAMPROSPORTS.COM NSGA NOW ®

>> May/June | 23

www.augustasportswear.com

PLATINUM SUPPORTER

Augusta Sportswear Brands is driven by a mission to inspire a physically fit lifestyle, healthy families and connected communities. As a leading designer, manufacturer, and marketer of high-performance activewear and spiritwear for teams, coaches, athletes, fans and corporate needs, our family of brands offers a complete source for performance and athletic apparel and uniforms from head to toe. Augusta Sportswear was founded in 1977 and has added Holloway, High Five, Russell Athletic and Pacific Headwear to its portfolio.

What are some of the new/innovative products everyone should know about?

From a technology perspective we recently launched our FreeStyle Headwear custom builder. Now you can build custom caps in a matter of minutes with the same technology platform used in creating sublimation uniforms.

From a product standpoint, we’ve continued to invest throughout the pandemic, never missing a beat, with tons of new product set for launch in 2022. Some of the key styles available now are: • Truckers, truckers and more truckers. Even with tons of truckers on the way, we’ve been blown away by the response to our new Foamy Trucker … the P782 Foamy Fresh Trucker.

• Our completely new Tee assortment, including our 790 NexGen Wicking Tee, our Super-Soft Spun Poly Tee, Holloway Momentum Tee and fashion-forward Stock Cotton-Touch Poly Tee. • Our new Russell Athletic Legend Sideline Collection, including a Polo, Woven Short and Pullover, has been flying out the door.

• The innovative COOLCORE® fabric, which is an incredibly fast-wicking technology that is chemical-free and completely new to this market.

• Our Eco-Revive Collection, a sustainable fabric made from plastic that is incorporated into several new Fleece and Outerwear styles.

Products that are just on the horizon for later this year include: •O ur Mossy Oak® Tees and Hoodies collection that will easily pair with Pacific Headwear Mossy Oak® patterns.

• Fleece, fleece and more fleece, including a Polar-Fleece Collection, Micro-Lite Fleece Collection, and Three-Season Fleece. As the leader in fleece, we’ve doubled down even more.

Why do you believe the dealer/retailer network is still important with more companies pushing Direct to Consumer strategies?

We have never been more committed to the dealer network than right now. Dealers continue to be essential to the youth sports landscape.

In addition to being an essential advisor to teams to make sure they’re outfitted with the products that are right for them, they provide service and support that can only be provided on a local level. Team apparel is rooted in incredibly high complexity, with a tremendous amount of SKUs, demanding decoration needs and last-minute timing. The local dealer provides the glue that holds all of it together and allows seasons to start with the right kids in the right uniforms.

How have you responded to the supply chain issues to meet your customers’ needs?

We’ve done two things. First, we’ve sourced virtually every single fabric we purchase from North American mills. Combined with our own factories in Mexico, this allows us to keep the entire supply chain under our control and in the Western Hemisphere. This has protected virtually all categories from supply disruption with the exception of headwear and outerwear. Second, we’ve innovated in the tools we provide on our website to quickly and easily find in-stock items and order status. In January, we launched our new Best Inventory Search, which allows you to quickly search a category by any variable and get a listing of the items we’re most heavily stocked in for that criteria.

We also launched a revamped “MY ORDERS” customer-information dashboard that showcases order information in an easy flow that is quicker to get key order information. This is just a start. More innovations like this are on track for later this year.

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event?

The NSGA Management Conference is invaluable for us as it gives us unparalleled access to listen, learn and discuss ideas about the industry, our customers’ needs and how we can become better at meeting those evolving needs. It’s the only event that focuses exclusively on the team dealer market, making it essential for our business. Plus, it’s fun just to know you’re going to connect to friends, colleagues and even competitors twice a year thanks to our friends at NSGA.

WWW.AUGUSTASPORTSWEAR.COM NSGA NOW ®

>> May/June | 25

CONFERENCE NOW What’s Ahead at the 2022 Management Conference & Team Dealer Summit

DYNAMIC SPEAKERS

THE NEED FOR SPEED (NETWORKING)

NSGA has a trio of speakers with

Speed Networking, one of the

inspirational and educational

most popular events at the

Waldo

Conference & Summit, returns

Waldman, a decorated fighter pilot,

on Monday afternoon. This lively

entrepreneur and Hall of Fame

session of quick, structured

speaker, will get the Conference

meetings is a great opportunity

messages.

Lt.

Col.

& Summit off to a dynamic start

for manufacturers to have

on Monday morning, May 23, on

discussions with retailers and

the importance of having trusted

team dealers about current

“wingmen” because no one can

issues, enhance established

succeed trying to fly solo. Aaron Thomas will open the Tuesday, May

>> Herm Edwards

24 session with his story of handling the tragedy of the murder of his beloved father and football coach and how he overcame the adversity to help his community recover and forgive. Finally, on Tuesday afternoon, football legend and Arizona State University coach Herm Edwards will look at the changing landscape of college football and the impact it is having on sports at all levels.

relationships or showcase and learn about new products.

HALL OF FAME INDUCTION CEREMONY The Conference & Summit wraps up by recognizing some of the best people our industry has to offer with the Sporting Goods Industry Hall of Fame Dinner and Induction Ceremony. Eric Bezanson (Cleve’s Source For Sports) from the Class of 2021 and Michael Gotfredson (Road Runner Sports) and Bill Sorenson (ASPG) from the Class of 2022 will be honored for their achievements.

NETWORKING, NETWORKING AND MORE NETWORKING There are numerous opportunities to connect at the Conference & Summit starting with the Welcome Reception on Sunday evening.

EXPERT PANELS We have a number of experts to weigh in on three hot topics — the importance of Diversity, Equity and Inclusion toward your business growth, how to be prepared for what’s ahead with ongoing supply chain problems and a look at Name, Image and Likeness (NIL) in college sports and what it could mean for small business retailers and team dealers.

26 | NSGA NOW ®

>> May/June 2022

There are breaks during the Monday and Tuesday morning sessions and a late-Monday afternoon reception. Breakfast is also a great time to get together with old friends or build new relationships.

SCHEDULE OF EVENTS SUNDAY, MAY 22, 2022 3:00pm – 6:00pm Registration & Information Desk Opens 6:00pm – 7:00pm Welcome Reception Sponsored by Platinum Supporter OrderMyGear MONDAY, MAY 23, 2022 7:30am – 8:30am Networking Breakfast Sponsored by Platinum Supporter PROLOOK SPORTS 8:30am – 8:45am Welcome from NSGA

11:30am – 11:45am

10:00am – 10:15am

Sponsored Content:

Sponsored Content:

Fifteen Minutes With Platinum

Fifteen Minutes With Platinum

Supporter PROLOOK SPORTS

Supporter Chipply

Dusty Rhodes

Lynn Burghardt

11:45am – 12:45pm

10:15am – 11:15am

Networking Lunch

GENERAL SESSION

Sponsored by Platinum Supporter

Unlocking the Supply Chain

Augusta Sportswear Brands

Complexities and Challenges

12:45pm – 1:00pm Speed Networking Check In 1:00pm – 3:00pm Speed Networking Sponsored by Mueller Sports Medicine 3:00pm – 4:30pm Networking Reception

8:45am – 9:00am

Sponsored by Platinum Supporter

Sponsored Content:

Stahls’

Fifteen Minutes With Platinum Supporter Stahls’ Josh Ellsworth 9:00am – 10:00am KEYNOTE SESSION Never Fly Solo: Building Collaborative

4:30pm – 5:30pm NSGA Verified Independent Dealer Member Meeting (Verified Dealers Only) TUESDAY, MAY 24, 2022

Michael Ferri, Ryan Hunt, Chris Lee 11:15am – 12:30pm LUNCH & LEARN Sponsored by Platinum Supporter Augusta Sportswear Brands

Understanding the Impact of Name, Image and Likeness Megan Curry, Mike Spangenberg, J.D. Ybanez 12:45pm – 1:00pm Sponsored Content: Fifteen Minutes With Platinum Supporter Augusta Sportswear Brands Derek Ernst

Cultures of Courage, Trust and

7:30am – 8:30am

1:00pm – 2:00pm

Excellence

Networking Breakfast

CLOSING SESSION

Lt. Col. Waldo Waldman 10:00am – 10:15am Networking Break Sponsored by Platinum Supporter CHAMPRO 10:15am – 10:30am Sponsored Content:

Sponsored by Platinum Supporter

Playing To Win Amidst the Changing

PROLOOK SPORTS

Landscape and State of College

8:30am – 8:45am Sponsored Content:

5:30pm

Supporter CHAMPRO

NSGA Sporting Goods Industry

Ryan Hunt 8:45am – 9:45am

Supporter OrderMyGear

KEYNOTE SESSION

10:30am – 11:30am GENERAL SESSION

DEI Panel – How Diversity, Equity and Inclusion Enhances Your Business

Yvette Dalton, Monica Garrett, Ahmad Islam, John Scipio

Coach Herm Edwards

Fifteen Minutes With Platinum

Fifteen Minutes With Platinum Matt Kaplan

Football

Hall of Fame Dinner and Induction Ceremony

Finding Opportunities After the Greatest Adversities Aaron Thomas 9:45am – 10:00am Networking Break Sponsored by Platinum Supporter CHAMPRO NSGA NOW ®

>> May/June | 27

NEW Performance-Lab Approved Apparel IN-STOCK AND READY TO SHIP

TRI-BLENDS

Tri-Blend Hood Tee 490500

ATHLETIC FLEECE

Tri-Blend LS Tee 494400

Athletic Fleece Hooded Sweatshirt 125400

Athletic Fleece Pocket Crew 125200

SILVER SUPPORTER

Founder Sport Group features industry-leading stock and customizable performance wear brands that include Badger Sport, Alleson Athletic, ProSphere Athletic, and Garb Athletics. We partner with the finest team dealers, decorators and distributors in the US to equip teams and organizations with innovative, quality apparel. We have a deep inventory of performance-lab approved garments ready for immediate ship. We are North America’s leaders in custom sublimation, with lead times as short as two days. Our Chromagear brand offers the most fabrics, silhouettes, designs, and colors in the industry. Our global design teams work across the world to bring the latest innovations to market and we adhere to the highest standards in company-owned manufacturing plants. From the field to the stands, and at every practice along the way, Founder Sport Group makes quality apparel accessible to all at the speed of sport.

What are some of the new/innovative products everyone should know about?

New on-trend styles for 2022 give dealers a trendy twist on proven classics. Badger Sport introduces a Tie Dye Hood

What areCrop some of the new/innovative products How havefleece youbeloved responded and Women’s Top Hood to the athletic fleece line. Both are cotton-rich, 60/40 ring-spun by fans, to the supply chain and both come in classic team colors ready for screen printing.

Badger also has a new sublimated lineup collection that everyone should know about? issues to meet your customers’ needs? includes Tees, Hood Tees, Fleece Hood and Short to let any team stand out. We also have Performance-Lab approved xPermacolor fabrics with a new sublimated shoulder design. x

Why do you believe the dealer/retailer network is still important with more companies pushing Direct to Consumer strategies?

Buyer beware applies to Direct To Consumer and it represents a major risk for team uniforms and performance gear. An experienced dealer can assist a team — understanding needs to offer a total solution that fits the time and the budget. Over the years, Founder Sport Group has worked hard to earn the trust of our dealers and we continue to listen and respond to their needs. There’s simply no substitute for the service a good dealer can deliver to save a team time, money and mistakes.

How have you responded to the supply chain issues to meet your Why do youneeds? believe the dealer/retailer network How important are in-person industry events customers’ is still Sport important with companies like Management Conference? What do Founder Group makes over more 75% of everything we sell pushing in our own factories in thethe Western Hemisphere. While this doesn’t insulate us from supply chain shocks, it does give usyou flexibility.

Forto stock apparel, we’ve Direct tocompletely Consumer strategies? hope gain from this year’s event? increased safety stock, expanded manufacturing lines and focused on our tried-and-true styles. In custom sublimation, x x we’ve streamlined production processes, added capacity and maintained complete transparency in lead-times. No one wants to make the sale twice, and we’re committed to partnering with our dealers to keep teams outfitted and performing at their peak.

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event?

With so many ways to communicate nothing really replaces face-to-face, knee-to-knee to build relationships, trust and transparency. Events like the Management Conference bring together the best of the sporting goods industry. They let us hear directly from our dealer partners, understand the challenges and they make us better.

WWW.FOUNDERSPORT.COM NSGA NOW ®

>> May/June | 29

INSIGHTS NOW NSGA Sports Participation Shows Rebound from COVID-19 in Some Areas The relaxing of COVID-19 restrictions giving people the ability to return to some of their traditional activities in 2021 was reflected in the 10 segments tracked for the 2022 edition of the National Sporting Goods Association’s (NSGA) Sports Participation in the U.S. participation study saw three segments increase in participation, four segments decrease and three remain relatively flat compared to 2020.

Segments showing growth, according to NSGA’s Total Participation Points (TPP) measure, included Indoor Sports (+7.6%), Individual Sports (+6.6%) and Fitness Activities (+1.7%). Segments declining included Shooting Sports (-6.6%), Personal Contact Sports (-4.7%) and Wheel Sports (-3.1%). Remaining relatively flat were the segments of Snow Sports (-0.1%), Outdoor Sports (-0.3%), Team Sports (-0.6%) and Open Water Sports (-0.6%).

SPORTS PARTICIPATION IN THE UNITED STATES

2022

EDITION

report. The industry’s longest-standing and most comprehensive

nsga.org

“It was not a surprise to see recovery of some segments in 2021 with people becoming more accustomed to living with COVID-19,”

saw rebounds in bowling and swimming and the continued increase

said Nick Rigitano, NSGA Director of Insights & Analysis. “People

in pickleball (+25%). Fitness Activities saw increases in exercise

were able to return to some of their typical exercise routines,

walking and exercising with equipment that were offset by a slight

indoor pools and bowling centers and that was reflected in the

decrease in running/jogging and the continued decline in working

three segments which showed growth after a year of decline in

out at club/gym/fitness studio.

2020. Team Sports declined just slightly in 2021 after experiencing a significant decline (-6.4%) in 2020.

“Some of the segments that declined this time around showed significant increases a year ago, such as Wheel Sports (+15.5% in 2020) and Shooting Sports (+3.0). It will be interesting to see how these areas trend in upcoming years.”

The team sports segment remained relatively flat and saw softball and volleyball increase and bounce back to near pre-pandemic levels. Those gains were offset by declines in baseball, basketball, and tackle football.

The decrease in Wheel Sports was driven by a decline in mountain biking (off road). Personal Contact sports were hurt by decreases in wrestling

The increase in the Indoor Sports segment was driven by increases

and martial arts/MMA/tae kwon do and Shooting Sports were negatively

in billiards/pool, dart throwing and table tennis. Individual sports

impacted by declines in archery (target) and hunting with firearms.

The 2022 Sports Participation in the U.S. report will be available in the coming weeks on NSGA’s website and people can inquire at research@nsga.org if they are interested. The report tracks 55+ sports and recreational activities and includes easy-to-understand, quick-view snapshots for each, allowing users to easily see a 10year participation trend (when available), as well as demographic details regarding age, income and U.S. region. NSGA’s participation research also includes Cross Participation, Lifecycle Demographics and Single-Sport reports.

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>> May/June 2022

Did Sports Rebound or Reset?

The 2021 Sports Participation Story SPORTS PARTICIPATION IN THE UNITED STATES EDITION

2022 nsga.org

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

For more info contact teamsales-us@asics.com

SILVER SUPPORTER

Kihachiro Onitsuka founded ASICS in 1949 as he aspired to start a company that would contribute to nurturing youth and developing society through sports. The founding philosophy of ANIMA SANA IN CORPORE SANO – A Sound Mind, In A Sound Body – expresses our desire for people around the world to live healthful, happy lives physically and mentally. Our medium-term company strategy, VISION2030, lays out our long-term mission to Create Quality Lifestyles through Intelligent Sports Technology, with our goal to ensure a world where everyone can engage in exercise and sports throughout our lives and continue to live in good health – mentally and physically. We endeavor to continue to utilize the intelligent sports technology we have developed over the years and continue to offer environmentally f riendly and sustainable goods and services that will be enjoyed and trusted by all sports lovers and ASICS stakeholders.

What are some of the new/innovative products everyone should know about?

What are some of the new/innovative products How have you responded to the supply chain We have recently re-launched our custom sublimation uniform builder across various sports, including everyone should issues to meet your customers’ needs?

Wrestling, Volleyball, Trackknow and Fieldabout? and Cross Country. We have not only carefully chosen fabrics and fits, x but operationally our new vendor has been able to enhance our service levels x and turn times. From a product perspective, we are particularly excited about our wrestling package. We have wrestling singlets that are built to fit each gender, and a modern approach to the two-piece wrestling uniform for both men and women.

Why do you believe the dealer/retailer network is still important with more companies pushing Direct to Consumer strategies?

There will always be a need for a dealer/retailer model of business. While consumers are buying online, many still prefer the interaction with an actual person. In the team world, it lends itself to a catered approach for the team that they wouldn’t receive buying through ecommerce.

How have you responded to the supply chain issues to meet your Why do you believe the dealer/retailer network How important are in-person industry events customers’ needs? is still important with more companies pushing like the Management Conference? What do There is not a crystal ball that shows the “perfect response” to these unprecedented supply chain challenges Direct tohas Consumer strategies? hope to this industry faced in the last year. Our approach starts with constant, open you communication andgain being from this year’s event? xthe best possible partner to our dearly valued vendors and partners. Given the xnature of seasonal sports, we have worked diligently with our vendors and logistics teams in order to prioritize specific product for the respective seasonality of play.

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event?

It is important to network and shake hands. Over the last two years, we have seen a new approach to meeting via digital platforms. While these work and save travel costs, you cannot replace the positive effects of human interaction. We look forward to networking with the team dealers and continuing to grow our relationships.

WWW.ASICS.COM NSGA NOW ®

>> May/June | 33

GARED: A Century of Sport

Can you imagine basketball without behind the back passes. Imagine if every time a shot hit the rim, the net came untied or the rim bent stopping play. Imagine the game without the slam dunk posturizing defenders because the backboards couldn’t withstand the power.

Would the sport still be the excitement that drives March into pure exhilaration? Can you imagine the sport stage without iconic names of Bird, Johnson, Jordan or Walton?

Thankfully, these questions will be left unanswered because GARED’s innovation changed the trajectory of the sport forever. The shaping of modern basketball equipment started in a modest warehouse factory on the Mississippi riverfront in St. Louis, Missouri a century ago.

EVOLUTION OF A BRAND1 A. E. (Alvie) Sandeberg began his career as a sports innovator inspired his passion as a boxing athlete. He left his role as a Famous Barr department store buyer to start Nonpareil Manufacturing Company in 1922. By 1940, he developed five patent registrations changing manufacturing standards in basketball and boxing equipment which launched Nonpareil Athletic Products.

A century later, Mr. Sandeberg’s basketball innovations opened the pathway to the rise in participation for today’s most accessible and watched game in modern times – Basketball.

Faced with storage constraints of his riverfront factory, Mr. Sandeberg’s first basketball patent was focused on creating a collapsible rim design. The updated backplate led to the development of the top guard piece to prevent balls from getting stuck. The top guard concept evolved into a solid piece and is standard for all rims available in the today’s market.2 According to Barb Meyers, Sandeberg’s granddaughter, her grandfather would deliver twine bundles to local woman for weaving into nets during the 1920s and 30s. The handcrafted nets were tied to rim rings with knots, but the process remained repetitive and time-consuming. Inspired by manipulation of a simple binder clip, Alvie transformed the metal into a series of round, spiraled loops named the “No Tie” attachment. Additionally, because the rims were bending and breaking from balls hitting the rings, his patent introduced the bracing component to increase the equipment’s longevity.3 Combining the top guard, “No Tie” mechanism, and bracing, Mr. Sandeberg created the anatomy of the modern basketball rim by 1936.

company moved into an expanded factory in the north area of downtown St. Louis, which remained their headquarters until 2002.

Tragically in 1980, Ellis Littmann and his wife lost their lives in the Las Vegas MGM hotel fire.7 The Littmann’s daughter Susie Schulte and her two aunts took over as owners, making Gared Company a female-owned sports company by 1985. Under her leadership, executives Bob Schulte and Millard Cohen readied the company for a full court press with strategic acquisitions of directto-consumer brands Toss Back Inc. 8 and Lillibridge Manufacturing9, along with sister company’s SSI Volleyball and Recreation Equipment Company (now PSS). Gared Company was rebranded as Gared Sports and maintained a worldwide dealer-based business model supported by internal and independent sales representatives, which continues today.

SLAM OUR GOALS, KISS OUR GLASS10 According to Bob Schulte, by the mid 1970’s Gared Company owned 65% of the glass backboard collegiate and professional arena market. Prior to the influx of sponsorships, athletic equipment was chosen on quality rather than fiscal contribution. Facility managers knew that the best athletes deserved the best equipment to ensure athlete safety, maintain integrity of the game, and increase basketball’s global appeal. GARED’s equipment quality, popularity with elite athletes and a gentleman’s handshake led to a relationship with the NBA. “Back then, we weren’t allowed to put the brand on products in collegiate or pro arenas. GARED is a special brand to us. It was a great product to produce and fun to watch perform during games,” said Bob Schulte.

As play intensified throughout the years, an opportunity to create an elevated equipment line presented itself. When Darryl Dawkins would shatter a board, games would face hours of delays or cancellations. Fans winced when Dr. J’s head hit the backboard when rebounding. The short safe play area between baseline and backstop bases created foot hazards for referees and athletes.

The game of basketball was gaining popularity, but equipment designed for playgrounds was failing under the competitive spotlight.

After eviction from the river front location due to the Jefferson Memorial Park project, home of the Gateway Arch, Alvie constructed his first standalone sporting good factory in downtown St. Louis in 19394. By 1940, the manufacturing patents changed the company’s focus to primarily basketball.

Together with his son Alvie C. Sandeberg, they created the universal adapter plate and rear-mounted product line.5 Nonpareil Athletic Products had become a leading source for fixed basketball goals, glass backboards, and front- and rear-mounted steel boards, living up to the company name meaning “having no match or equal” and cementing the Midwest as the home of basketball.

First on the drawing board was the creation of the Snap Back® basketball rim. Inspired by a piston design used in John Deere tractors, the revolutionary spring could be adjusted to break at high levels of force. When Dawkins arrived at F & M Arena in 1979, he was unable to continue his assault on glass backboards because the host coach, Glenn Robinson, had switched out the rim to the Snap Back.11 While the rim passed the Chocolate Thunder test, it wasn’t perfected for play until the late 1980s.

Changes in the labor market in the 1950s led to Sandeberg’s decision to sell Nonpareil Manufacturing Company to Nixdorff Krein Company, led by Ellis Littmann. Nixdorff Krein began as a blacksmith company in 1854 and provided the rolled rings used by Alvie for his basketball rim line. Using an anagram, Ellis renamed it to Gared (G-AIR-ID) Company in 1958 in honor of his father Edgar Littmann.6 Under Nixdorff Krein ownership, GARED continue to build its legacy as one of the founding equipment innovators of basketball. In 1975, the

Next up was modification of the standard 48” x 72” backboard. Shortening the board to a 42” size reduced head and hand injuries and the smaller surface area decreased the risk of shattering. This new super-powered glass backboard was known as the

34 | NSGA NOW ®

>> May/June 2022

Safe Play Area Challenge Short distance bottom of 48” glass backboard and floor created hand & head hazard.

Safe Play Area Challenge

Short distance from court line & portable base created tripping hazard for athletes & officials .

Outer Limit® debuted with the industry’s first continuous aluminum welded rounded corner frame and direct goal mechanism which distributed dunking force to the backstop structure. The Snap Back rim and Outer Limit® glass backboard created an unbreakable configuration leading to Gared being named the official supplier of the NBA in 1989.12 During decades of use in pro arenas, the Outer Limit Pro backboard never failed and still considered strongest backboard available on the market today.

In the early 1990s, the engineering team accomplished their goal of creating an optimal

LEGENDS AREN’T BUILT OVERNIGHT14 In the late 1990s, Nixdorf Krein sold Gared Sports to Gared Holdings, LLC, led by Dimitrios Koukoulomatis and John Duggins. In 2002, they relocated manufacturing from the St. Louis factory to Noblesville, Indiana, to streamline production with sister company, PSS. In 2007, Mr. Koukoulomatis named Laura St. George as Vice President, returning the company to one of the few womenled sporting organizations at that time. In 2013, the headquarters formally moved to Noblesville, with the legacy sales and customer care staff remaining in St. Louis. In 2017, the parent company ownership was transferred through a manager’s buyout which included Ms. St. George, expanding her leadership responsibilities beyond the GARED division.

In the 2000s, Gared Sports focused on increasing its footprint in the sports industry through expansion of a diverified product line. Starting with SSI Volleyball rebranding as Gared Sports, the expanded portfolio included architectural renovation, field sports, and site amenities. Over the next decade, the company widened its dealer network, doubling its channels of distribution to include park and recreation, facility maintenance, e-commerce, and sport specialties. As the sales volume in volleyball, soccer, tennis, lacrosse, pickleball and site amenities has grown, the Indiana factory quadrupled in size due to increased in-house manufacturing capabilities. In 2010, Gared Sports rebranded as GARED to timestamp the evolution of its offerings beyond sports.

Recognized by Modern Business15 as a top US based sporting goods manufacturer, GARED continues to lead the market in equipment performance with its premium breakaway rims and handcrafted competition glass backboards.

Alvie’s innovations continue to be preferred on playgrounds worldwide. Focused on creating championship moments, the innovation team designed Hoops21® basketball and Go Court Jr® volleyball tournament systems, as well as the Touchline Soccer product line. Debuted in fall of 2021, the Outer Limit® Pro portables garnered instant acclaim and continues the company’s tradition of resetting the baseline of excellence. GARED continues to be the first call from elite athletes for home gym and community projects.

Using a philosophy of creative play solutions through matching product to play level, GARED continues to innovate the athletic experience. Through compilation of its expertise, the PlayRX® program launched in 2012. The program empowers facilities to evaluate the health of equipment installed onsite and served as the framework for 2018’s digital platform project. The website allows users to get inspiration from showcase projects, create customized game plans, and choose products based on skill level and environmental factors. The digital tools have generated thousands of leads and hundreds of new dealers worldwide, fulfilling GARED’s goal of increasing revenue for its dealer network. In addition, since its introduction, the company has converted to a nearly paperless marketing initiative, saving thousands of trees each year.

Today, GARED continues to be a proud advocate for play. They are active

player, official, and fan experience with the revolutionary GARED Pro H. This groundbreaking hydraulic backstop contained the first extended boom and unobstructed view in the industry, and quickly became the most replicated design on the market. While the minimum 8 feet boom extension provided more room for officials and athletes, it resulted in moving spectators further away from the court. Thus, the decision to move the board braces to the outer corners of the board produced an unobstructed view for the enjoyment of fans sitting behind the backstop.

The success in competitive basketball arenas expanded GARED’s “Hall of Fame”13 inground retail basketball product units and introduced Mini-EZ and Micro-Z roll-around portable systems for youth and residential markets.

Additionally, the Toss Back® training aids solidified as a staple in the skill development for basketball players globally.

members of the National Sporting Goods Association, Sports and Fitness Industry Association, International Basketball Federation Association, National Recreation and Park Business Council and American Sports Builders Association. Additionally, GARED’s leadership members participate in equipment education sessions, industry roundtable discussions, judging in sports industry innovation challenges, and serve on the SFIA Board of Directors. Believing in a world of accessible play regardless of zip code has led to yearly contributions to park build projects in underserved neighborhoods and lobbying on Capitol Hill to support funding of physical education and passing of the PHIT Act.16 “Tracing the legacy has been an extraordinary journey for Kara and me. It has been surprising to find how much has been undocumented, but the vision Alvie implanted remains: create optimal sporting experiences through innovation and thought leadership. My mission is to ensure that Mr. Sandeberg’s impact on basketball isn’t forgotten. The sporting industry is built on family, and it’s a true honor to be a part of this tree.” said Laura St. George (EVP, GARED; Managing Member, Gared Holdings, LLC. (Kara Oughton, Marketing Manager at Gared Holdings) Today, the progressive company is celebrating a century of sport and continues to impact the way sports are played. As games have quickened and athletes have grown stronger, one thing has remained the same. GARED continues to lead the industry in activating play spaces, elevating athletic experiences, and celebrating communities through sports and recreation. In celebration, GARED has minted a commemorative lapel pin, recreated an iconic image for their 2022 marketing campaign and will be rebranding legacy products to honor moments of historic innovation.

“YOUR GAME, OUR BUSINESS”17 NSGA NOW ®

>> May/June | 35

PLAY LIKE AGIRL. deltaapparel.com | 800.285.4456

INDUSTRY NOW SV Sports Partners with NBA Star Chris Paul SV Sports Holdings, Inc., announced a funding round that included participation from Chris Paul, the 12-time NBA All-Star and businessman. This announcement

— delivering personalization, self-expression, and cultural relevance — were largely missing from sporting goods,” said Scipio. “And you have a landscape where just 2 out of over 500 sporting goods companies have African American ownership, yet the major influences come from Black culture. So, we think there is a great opportunity to redefine the way the youth athlete is served.”

SV Sports has been a NSGA member since 1977.

2022 for SV Sports, which

Rawlings Creates Gold Glove Awards for NCAA Division I Softball

includes expansion of its internal TEAM Sales force and the mid-

Rawlings Sporting Goods Company, Inc.,

comes amid a fast start to

March opening of a new sports destination retail space in the

the creator of the Gold Glove Award

LakePoint (Georgia) Sports Complex.

celebrating defensive excellence in

SV Sports is a retailer and team dealer of uniforms, equipment, apparel and footwear for youth, high school and college athletes.

The business, founded in 1971, was recently acquired by John Scipio

baseball since 1957, announced the Award will be presented to NCAA Division I softball athletes for the first time in its 65-year history following

(CEO), Jason Lutz (President) and Ralph Greene (CMO), veterans of

the 2022 season.

the sporting goods industry. The three executives came together

Nine student athletes – one at each defensive position – will earn

to capitalize on the opportunity to inject cultural relevance into

the Rawlings Gold Glove Award, presented by the National Fastpitch

the team dealer model and deliver empowerment opportunities

Coaches Association (NFCA), on an annual basis, with recipients

to diverse communities.

being announced at the NCAA Women's College World Series in

"We are thrilled to have Chris and his brother CJ join the SV Sports

Oklahoma City, Oklahoma.

family and team,” said Greene. “Their grassroots youth teams and

"The creation of the Rawlings Gold Glove Award for NCAA softball is

camps, their long history working with HBCUs, and their commitment

long overdue, and we couldn't be more excited to finally recognize

to supporting Black-owned business is a perfect trifecta for us.”

and reward collegiate softball athletes for their tremendous defensive

Chris Paul has leveraged his platform as an extraordinary

abilities," said Julie Tobyansen, Softball Sport Marketing Manager for

athlete, entrepreneur and investor to positively impact youth sports and minority-owned businesses. As an investor in

Rawlings. "Now, more than ever, inclusion and equality in sports is paramount, and these talented women are worthy and deserving

several African American-owned businesses, Paul continues to

of the honor associated with being a Rawlings Gold Glover."

promote enterprises that provide empowerment opportunities

Recipients of the Rawlings Gold Glove Awards, presented by

to underserved communities.

"I’m excited about SV’s opportunity to redefine the sporting goods industry by leveraging diversity and focusing on cultural relevance for the youth athlete,” said Paul. “But what I’m most excited about is the company’s commitment to promoting empowerment opportunities to the historically underserved communities it serves."

Scipio boasts a 25-year career at Nike that includes a stint managing the footwear giant’s team division, where SV is a key account. Nike is where he met Lutz, who grew Villa from a single store owned by his parents into a mid-Atlantic powerhouse with 125 locations and $250 million in sales. And Greene was familiar with both Villa and SV from his days as VP of Nike’s Eastern Region — the largest in the athletic brand’s domestic portfolio.

“Coming from the lifestyle category in footwear and apparel, we all recognized that the key elements that drove success there 38 | NSGA NOW ®

>> May/June 2022

the NFCA, will be selected by the NFCA Division I All-American Committee during the All-American selection meeting held May 29-30, 2022. The selection committee will use advanced fielding analytics, fielding statistics, strength of schedule and compilations of video to closely examine finalists and select the winners at every defensive position. Any student-athlete competing in the current championship year who has been nominated for All-Region status and whose head coach is a member in good standing with the NFCA is eligible for consideration for this prestigious accolade.

"Having the NFCA be associated with the distinguished Rawlings Gold Glove Award is one of our highest achievements. Defense should be rewarded. The most talented defensive student-athletes each year will now earn the nation's most recognized and coveted defensive award," said Carol Bruggeman, Executive Director for the NFCA. "We would like to thank Mark Kraemer and the Rawlings team for trusting the NFCA with this prestigious award."

Although in the inaugural year of the award, it will be presented to Division I student-athletes only, Rawlings and the NFCA are discussing the best way to recognize and honor defensive achievement for student-athletes in all divisions for future years.

Lululemon Finalizes Plans to Enter Footwear Lululemon announced its plans for its entry into the footwear market with the launch of four women’s styles in 2022. It will also

Rawlings has been a NSGA member since 1987.

enter the men’s footwear market in 2023.

OC Sports Promotes Currier to National Sales Manager

Blissfeel, which is Lululemon’s first running shoe, is now available and comes in 10 different colors. The Chargefeel cross-training

OC Sports is pleased to

this summer. The Strongfeel training shoe will be available this fall.

announce the promotion of Nate Currier as the new National Sales Manager. He succeeds Brad Reagan who is now a National Account Manager for Happy Egg, a company pioneering free range egg farming.

"When you meet Nate, you cannot help but like him," said OC Sports Senior Director of Sales and Licensing Jamie Jeter. He is amazing with customers. He is personal, charismatic, relational and a man of integrity. Add in his knowledge of hats and passion for baseball and we knew we had the perfect candidate.”

Currier has more than five years' experience at Outdoor Cap, previously in the Farm and Western Division.

“I’ve always been a huge baseball guy and really respect all things regarding team sports," Currier said. "There’s way more to be gained than just the numbers in the wins and loss columns from being a part of a team. Growing up I always dreamed of a career in baseball, so it’s truly exciting to me that I’ve been given the opportunity to circle back after several years away from the game to be able to get involved again.”

shoe and Resfteel “elevated” post-workout slide will be available "Footwear is the natural next step for us to expand and apply our long history of innovation in fit, feel and performance, and it represents an exciting moment for our brand," CEO Calvin McDonald said in a statement. "We are entering the footwear category the same way we built our apparel business — with products designed to solve unmet needs, made for women first."

Hibbett Announces Two Promotions Hibbett, Inc., announced two industry veterans have been promoted to the Senior Vice President level. Mike McAbee has been promoted from VP, Supply Chain & Store Development to SVP in the same department and Stephani Smith has been promoted from VP/GMM of Women’s to SVP, Merchandising.

“I am proud to announce the promotions of two key contributors from our supply chain and merchandising teams,” said Jared Briskin, EVP, Merchandising, Hibbett. “I am confident that both Mike and Stephani’s extensive enterprise knowledge and skilled leadership will enable us to continue to exceed customer expectations and

Jeter added, “Nate brings a new perspective to the sports industry.

provide the most relevant on trend assortment and customized

He understands the seasonality of team and knows the development

shopping experience of any retailer in our category.”

processes, retailer perspective and understands how to build a

In his new role as SVP, Supply Chain & Store Development, McAbee

program to take us to areas we have not gone before.”

will focus on furthering the Hibbett | City Gear store development

Currier said he plans for OC Sports to “become best-in-class for

strategy and Supply Chain Network to enable future growth. McAbee

our customers today. We have many wonderful partnerships with

joined Hibbett in 2002 and over two decades has had success

some of the world’s top organizations and it’s imperative that we

in multiple leadership roles in Planning, Inventory Management,

provide the absolute best service and best product for our loyal

Supply Chain and Store Development.

customers and increase the overall customer experience.

In her newest role as SVP, Merchandising, Smith will focus on

“Another goal I have is positioning our teams to expand into other

furthering brand partnerships with oversight of Buying Operations

markets beyond team/clubs and beyond baseball in general.

across Men’s, Women’s, Kid’s and City Gear businesses. Smith joined

Outdoor Cap has been successful in the promotional products

Hibbett in 2020 as VP/GMM of Women’s after 27 years with Nike in

industry and in the retail space so there’s room for growth in the

North America, Europe, the Middle East and Africa. Her previous

team sports segment, too.”

experience includes Sales and Merchandising, along with General

OC Sports has been a NSGA member since 1999.

Management at both Nike and Converse.

NSGA NOW ®

>> May/June | 39

SCORE A FREE SPORT-TEK 1/2-ZIP AT THE NSGA SUMMIT Join us at the 2022 NSGA Management Conference & Team Dealer Summit to learn more about SanMar and our winning apparel and accessories.

We’ll be giving out free Sport-Tek Exchange 1.5 Long Sleeve 1/2-Zips while supplies last.

ST711/LST711

Sport-Tek® Exchange 1.5 Long Sleeve 1/2-Zip 4 colors (Adult) 5 colors (Ladies)

Shop by sport and team color at WHATDOYOUWEARONGAMEDAY.COM

SILVER SUPPORTER

It’s true we make and sell T-shirts. Also polos, tank tops, fleece, jackets. But what we’re really doing is making meaningful connections that elevate lives.

When you put on your favorite shirt you become a part of something: a club, a team, a school, a company or a movement. This creates a connection that brings people together – not just the people around you but also the people who made that shirt you’re wearing, the person who placed the logo on it and the communities that support them. These connections reach beyond our employees, partners and customers. They impact organizations, individuals and the world we all live in, and SanMar has been doing business this way since Marty Lott launched the company from the basement of a Seattle office building in 1971. Back then he had a simple mission: Be Nice and Tell the Truth. As a family-owned business, those values are just as important today as they were then.

What are some of the new/innovative products everyone should know about?

Why do you believe the dealer/retailer network is still important We just launched our new game-changing website www.sanmarsports & www.whatdoyouwearongameday.com. with more companies We have two website addresses to accommodate the market, one for our Team Dealers/Road Guys and one What are some of the new/innovative products How have you responded to the supply chain for your customers. (Coaches, leagues, teams, schools, etc.) pushing Direct to everyone should know about? issues to meet your customers’ needs?

Consumer strategies?

The website features include:

x • LIVE inventory, customers can search by color, sport, brand or product type.

x

• Allowing users to create a unique profile.

They can customize product and share their chosen product LINE UP with their team and dealer, providing a more positive shopping experience.

• A resources tab for access to our Good, Better, Best Playbook, catalogs, ladies and youth spirit packs and individual sport flyers.

There is no replacement for in-person meetings when it comes to building and maintaining relationships. Our industry is a relationship business.

Our most effective way to get close to our customers and end users is through connection. Local dealers have relationships and intimate knowledge of the community they serve to help make the purchase personal. We at SanMar also believe that business is personal.

Why do you believe the dealer/retailer network How important are in-person industry events How have you responded to the supply How important are in-person industry events like is still important with more companies pushing like the Management Conference? What do chain issues to meet your customers’ the Management Conference? What do you hope to Direct to Consumer strategies? you hope to gain from this year’s event? needs? gain from this year’s event? x At SanMar we’ve responded to the crisis with transparency, flexibility and humility. Transparency has meant clear and consistent communication with customers, sharing our challenges and the potential impacts. Flexibility in that we’ve onboarded with new logistics partners and evolved how we move containers and ship product. Lastly, we’ve remained humble. We’ve asked our partners (factories, shipping companies, service providers) for their ideas on how we should respond. The challenges of the supply chain crisis require creative solutions - we’re humble enough to know that those solutions can come from anywhere.

x The number of challenges we are all facing today from supply chain disruption to inflation has caused us all to think differently. In times like this a conference like the NSGA event can help bring fresh ideas to the surface. Many times we get tunnel vision in our day-to-day lives. By talking with others about similar challenges and sharing in small victories we will all be re-energized.

Meeting with our customers, other industry executives, as well as meeting new people (face-to-face) prove to be a vital part of our growth as an industry. The interaction is invaluable for our SanMar team to network with our customers and competitors during the Management Conference. It is important to network with our customers and other manufacturers now more than ever due to our rapidly changing industry.

WWW.SANMAR.COM NSGA NOW ®

>> May/June | 41

i8520 i8520 NEW

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i8520

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DECORATED 15* 24* 48 96 144 576 2500+ BLANK 1* 24 48 96 144 576 2500+

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A perfect blend of Flexfit® Technology & the ease of an adjustable hat. The Flexfit 110® is valued by all for its superior comfort & functionality.

Minimum quantity for embroidery is 24 pieces per style, color & design for most in stock styles. For CA Premium Line, minimum quantity for embroidery is 15 pieces per style, color & design. Column pricing applies at 15 & 24 pieces. For blank styles, the minimum quantity is only 1 piece. Please call customer service, or see capamerica.com for more information & additional styles. *SUBJECT TO AVAILABILITY **PRICES SUBJECT TO CHANGE WITHOUT NOTICE

SILVER SUPPORTER

Cap America was founded in 1985 in Fredericktown, Missouri and the small town and people in it helped it grow into the successful business it is today.

We strive to make the purchase of headwear a confident and easy experience and you will partner with a valuable resource willing to go the extra mile and earn and keep your business. Cap America also strives to be an active participant in the community, from investing in local educational programs to reducing our carbon footprint, and to give back to those who supported us all these years.

What are some of the new/innovative products everyone should know about?

We’re excited to introduce our CA Premium Line’s first visor. The i8520 is a Flexfit 110® Aerated Performance Visor and our fifth on-field style available in this line. The 100% polyester fabric has moisture-wicking capabilities and the 110 Technology® sweatband guarantees an extremely comfortable fit. We originally planned to launch this style with four basic colors, but quickly decided to add another seven for a total of 11 color options.

What are some of the new/innovative How have you responded to the supplyproducts chain everyone should know about? needs? issues to meet your customers’ xWe have extensive amounts of inventory in stock right now with 20-plus more containers on the water. Being family owned allowed us to quickly increase inventory buys when it was most needed. We have excellent working relationships with our factories and our customer service team has worked with our newly created logistics department to stay in constant communication with our customers to keep them up to date on available and incoming inventory.

Why do you believe the dealer/retailer network is still important with more Why do youpushing believe Direct the dealer/retailer network companies to is still important with more companies pushing Consumer strategies?

Direct toproduct Consumer strategies?

Service and knowledge.

Dealers and xretailers provide consumers with the bestquality products to meet their needs without the consumer having to sludge through hundreds of subpar products to find what they are looking for.

Dealers are valuable to suppliers like us because they can build relationships with and educate the consumers on our products. The service they provide to the end user and the relationships they maintain between suppliers and consumers are a key piece to our industry’s success.

have you responded to the supply events chain How important are in-person industry issues toManagement meet your customers’ needs? like the Conference?

What do x you hope to gain from this year’s event?

In-person events are invaluable for relationships. People buy from people they know and trust. Utilizing events like the Management Conference to establish, build and maintain those relationships is extremely important.

Knowing the person you’re working with creates trust; it allows customers to feel confident that they’re in good hands. Events like these develop those relationships and trust.

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event? x

WWW.CAPAMERICA.COM NSGA NOW ®

>> May/June | 43

MAKE UNIQUE PRODUCTS USING YOUR OWN BRANDING CHOOSE ANY EG-PRO IN-LINE FABRIC AND COLOR, NO MOQ.

ALL KIND OF DECORATIONS AVAILABLE! - Screen Print (silicon/water) - Embroidery - Appliqué - Emboss - Sublimation

EG-PRO FACTORY DIRECT CUSTOM PROJECTS EG-PRO can also knit and dye fabrics to match colors (if requested). MOQ varies by fabric. Fast turnaround allows you to react quicker than others. Excellent product quality with great prices.

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E148 - BASIC TRAINING MEN’S MESH-BACK TEE

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J725Y - TECH-FLEECE YOUTH PULLOVER HOODIE

CONTACT: (212) 221-0221 (551) 204-4554 support@egpro.com

SILVER SUPPORTER

EG-PRO Performance Gear is a factory direct manufacturer of blank athletic apparel designed and engineered for screen-printing, embroidery and sublimation decoration processes. For the past 20 years we have been behind the scenes manufacturing and importing blank apparel for some of the industry’s giants so we have carried their reputations firmly on our shoulders. We are 100% vertical, which is how we can develop and introduce new fabrics on a consistent basis. We believe you will fall in love with our advanced fabrics, performance technologies, high quality, attentive customer service and revolutionary prices.

What are some of the new/ innovative products everyone should know about?

How have you responded to the supply chain issues to meet your customers’ needs?

We own factories in both China and Africa, and we also have our established logistic team we built in the past two decades, which allows us to react quicker than others. Even We have developed a WOW fleece, 100% poly with during the worst of the pandemic, we were still importing from overseas, either by boat soft cotton hand feel, which sublimates well.

What are some of the new/innovativeorproducts by air, nonstop. How have you responded to the supply chain

everyone should know about? xHow important are inperson industry events like the Management Conference? What do you hope to gain from this year’s event?

issues to meet your customers’ needs? x

It gives everybody a chance to meet in person again and communicate what’s new from both sides. We hope to meet our old friends, develop new business relationships, and find directions for future.

Why do you believe the dealer/retailer

network is still important with more companies pushing Why do you believe the Direct to Consumer strategies? dealer/retailer network x is still important with more companies pushing Direct to Consumer strategies?

How important are in-person industry events like the Management Conference? What do you hope to gain from this year’s event? x

It’s important because customers need not only products but also service as well.

Service is equally important. Dealers know their customers’ needs best.

WWW.EGPRO.COM NSGA NOW ®

>> May/June | 45

EXPERIENCE ONE OF THE MOST EXCITING AND FAST GROWING SPORTS EYEWEAR BRANDS VISIT THE BLIZ TEAM AT THE 2022 MANAGEMENT CONFERENCE & TEAM DEALER SUMMIT

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LOCKER ROOM NOW NFHS Allows Football Jersey Number 0 Allowing players to wear the number 0 as a jersey number was among the rule changes coming to high school football in the 2022 season.

The range of acceptable numbers listed in Rule 1-4-3 was expanded from 1-99 to 0-99. However, any number preceded by the digit zero will be illegal.

Two of the biggest on-field changes are a new rules exception that allows a passer to intentionally throw an incomplete forward pass for the purpose of conserving yardage, and the redefining of the term “chop block” – both of which are intended to minimize risk of injury.

quantity restrictions on uniform bottom waistbands, headline new rules adopted for the 2022–23 season.

To align officials’ rulings on flat barrettes and other hair adornments, the Volleyball Rules Committee eliminated size restrictions of 2 inches or less that were previously cited in Rule 4-1-6. The rule now allows for bobby pins, flat clips, flat barrettes and other adornments to legally be worn in the hair as long as they do not present a safety hazard to the player, teammates or opponents.

The adoption of changes to Rule 4-2-1f presents student-athletes with the opportunity to wear uniform bottoms featuring multiple manufacturer logos, trademarks or references that exceed 2¼ inches on waistbands. Oftentimes, student-athletes are responsible for supplying their own uniform bottom. Given current trends in the sport of volleyball, the rules committee recognized the lack of uniform bottoms available to student-athletes without substantial manufacturer representation.

“With this year’s rules changes, the committee once again showed its focus on minimizing risk in high school football,” said Bob Colgate, NFHS Director of Sports and Sports Medicine and liaison to the NFHS Football Rules Committee. “By expanding the parameters for a legal forward pass and redefining the chop block so it can be more easily officiated by game officials, the committee has taken measures to mitigate two potentially risky situations within the game.”

Rule 7-5-2 EXCEPTION 2 now permits a player to purposefully throw an incomplete forward pass without warranting an intentional grounding penalty provided the passer is outside of “the pocket” (lateral boundary of the free-blocking zone) and the pass reaches the neutral zone or the extension of the neutral zone beyond the sideline.

State associations now have the option to extend sideline team boxes beyond their traditional 50-yard expanse (between the 25-yard-lines) as long as both teams are allowed to use the same dimensions. This new NOTE attached to Rule 1-2-3g also gives state associations the freedom to decide which individuals can access the extended area.

The final rule change for 2022 is an alteration to Rule 1-3-3 regarding game equipment. Any game official – not just the referee – may order the ball changed between downs.

NFHS Makes Volleyball Uniform Changes Hair adornments such as beads are now legal in high school volleyball as long as they are securely fastened and do not endanger other players. This rule change, along with eliminating manufacturer reference size and 48 | NSGA NOW ®

>> May/June 2022

American Youth Football Requires Coaches Take NFHS Tackling Course American Youth Football, Inc. (AYF), a national youth partner of the National Football League, will require all its 50,000-plus coaches on its regional/national track to take the new, free “Football Tackling” course introduced on the NFHS Learning Center last month.

AYF, with more than 650,000 youth members in 3,000-plus cities, is the only youth football program with members in all 50 states and several other countries. AYF started in 1996 and offers all-inclusive football and cheer divisions for children ages 6-14. The “Football Tackling” course will be mandatory for coaches in the national track, involving about 7,000 teams and 50,000-70,000 coaches, and it will be optional for coaches on the local track.

The “Football Tackling” course, which was a joint production between the NFHS and the NFL, is designed to assist interscholastic coaches in teaching, evaluating and programming proper tackling techniques.

The course is one of several projects resulting from the NFHS-NFL partnership that was announced in September 2020. This first-ever partnership was aimed at promoting the growth, understanding and support for football at the high school level.

“We are pleased that American Youth Football has made this commitment to ensure that youth football coaches are teaching the proper tackling techniques,” said Dr. Karissa Niehoff, NFHS CEO. “We thank AYF, as well as the NFL, in helping to bridge the gap between the youth and high school levels.”

Thank you to our Supporters*

May 22 – 24, 2022 | Scottsdale, Arizona

PLATINUM

SPEED NETWORKING AND TEAM DEALER SUMMIT

SILVER

BRONZE

SCHOLARSHIP PROVIDERS

MEDIA

*as of press time

MEMBER SPOTLIGHT NOW

GIVE ME 5 WITH

Mike Blythe

Owner, Blythe’s Athletics, Valparaiso, Indiana

Evolution of the Business

All in the Family

In the past 15 years, we have trans-

In 1952, my grandfather started our family

formed from 80% retail athletics

business. He started with boats, clothing

to now 80% team sales. We have

and toys. He added firearms and athletics

evolved due to hard work and trial

throughout the years. Things evolve and

and error. We had many Blythe kids

we change with the times.

playing sports over the years. It was a great "in" to promote our business. We started screen printing, embroidery and trophy and awards.

Things just grew and grew. In 1998, we did $180,000 in team business and today we do approximately $4.5 million. We have six school sales personnel along with 38 total

Backbone of Success

employees and try to stay on the

The success of Blythe's Athletics is our

cutting edge of our industry.

employees. We retain many employees 20 years and longer. We consider our staff as family. They work harder and are invested in the day-to-day operations.

Youthful Exuberance Benefits of NSGA Membership

My favorite part of this industry is dealing

I definitely feel the friendships are the best part. I love to share and learn from our fellow

kid seems to always be respectful and

with the kids (athletes). This type of

owners and manufacturers. There is so much to learn from the experience that the NSGA

motivated. We hire athletes to work at our

members bring. My goal from the Management Conference is to always bring home some

store and get the opportunity to watch

added ideas and knowledge and I appreciate what I come home with.

them develop into great adults.

NSGA NOW ®

>> May/June | 51

See You in Music City!

nsga.org/conference2023