NSGA NOW - July/August 2021

Volume 10 | No. 4 | July/ August 2021

A PUBLICATION OF THE NATIONAL SPORTING GOODS ASSOCIATION

CATCHING UP WITH THE NSGA CHAIRMAN Q&A with Pat Donnelley

NSGA Roundtable: Growth Sports Leaders COVID Impact on 2020 Participation Retail’s Paradox of Choice

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TABLE OF CONTENTS

12

PARTICIPATION NOW In this NSGA Roundtable, we spoke with leaders from some of the sports and activities, such as pickleball, that showed the biggest participation growth in 2020. Find out how encouraged they are by what they have seen and what needs to happen to keep the momentum going.

CEO NOW 4 Sports and Our Recovery from COVID-19 NOW 5 ABobSSOCIATION Fawley, Gordon Geiger Join NSGA Board EVENTS NOW 8 Recapping The Sporting Goods Rebound NSIGHTS NOW 10 IDiving Into NSGA’s 2021 Sports Participation in the US Report

LEADERSHIP NOW 16 Q&A With NSGA Board Chairman Pat Donnelley RETAIL NOW 23 Less is More in the Paradox of Choice NDUSTRY NOW 27 IEaston Issues Catcher’s Helmet Recall, Hibbett’s

31 35

“Sole School” Initiative

LOCKER ROOM NOW

Shot Clock in High School Basketball, NFHS Football and Basketball Jersey Changes Reminder

MEMBER SPOTLIGHT NOW

Give Me Five With Jerry Lavender, Sports Specialty

>> ON THE COVER: NSGA Board Chairman Pat Donnelley of Donnelley Sports in Twin Falls, Idaho with a big catch during one of his favorite pastimes.

NSGA NOW ®

>> July/August 2021 | 3

CEO NOW Increased background noise at sporting events is a good barometer of knowing our lives are getting back

NSGA OFFICERS

to normal.

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

The cheers and a few jeers add so much to the fun and games we enjoy. There is nothing like a group sharing the excitement of a big moment - whether it is thousands

Treasurer/Chairman-Elect Greg Miller Universal Athletic, Bozeman, MT

of fans at a professional event or a group of parents at a youth baseball game.

Here in Chicago we enjoyed having both Major League

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 Schuylkill Valley 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

Baseball teams in first place in their divisions toward the end of June. It’s a scenario that does not happen often and fans of the Cubs and White Sox enthusiastically responded and returned to the ballparks in large numbers. These are scenes we are thrilled to see across the country from baseball to the NBA and NHL playoffs to the Indianapolis 500.

Although crowds will be much more controlled at the Summer Olympics in Tokyo it will still be exciting to see this worldwide spectacle take place later this month after a one-year delay. I can’t wait to watch the competition and follow athletes’ stories, including 15-year-old swimmer Katie Grimes.

Fans’ ability to come out and see their favorite athletes and teams in action is another big step in our return toward normalcy from the COVID-19 pandemic. It is often said we don’t know what we’ve had until we’ve lost it and that was true with sports and our ability to witness the excitement in person.

It was a needed and welcome sight when sports returned last year. Even then it was strange to see games in mostly empty arenas and stadiums with piped-in crowd noise, amidst the backdrop of uncertainty whether teams and leagues would finish their seasons because of COVID-related health issues.

A year ago at this time we didn’t know what would happen with the college football playoffs or if March Madness in college basketball would be wiped out for a second straight year. High school sports, a place where communities truly rally together, also faced serious questions last summer and well into the school year in some areas. Fortunately, college and high school sports are returning to normal schedules with fans adding to the excitement once again.

The Tokyo Summer Olympics will not have the same feel as previous years because of spectator restrictions. But the Games are scheduled to go on and give thousands of athletes the chance to fulfill dreams they have worked for years to achieve. It is always a thrill to see athletes from different countries and backgrounds come together in competition that captivates millions of people around the world.

It is another positive sign that we are closer and closer to how our lives were more than a year ago.

Best regards,

NSGA will attend and have a report of the NOCSAE Summer Standards meeting on July 23.

4 | NSGA NOW ®

>> July/August 2021

Matt Carlson | President & CEO 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 2021 all rights reserved. Printed in the USA.

ASSOCIATION NOW Bob Fawley, Gordon Geiger Join NSGA Board of Directors

Two changes were made to the National Sporting Goods Association

of the ski and snowboard

(NSGA) Board of Directors with the appointments of Bob Fawley

retailer to the NSGA Board

(Capitol Varsity Sports) and Gordon Geiger (Geiger’s). Their three-

and I am excited to work

year terms took effect June 1.

with that great group to

Fawley has been a member of NSGA’s Team Dealer Advisory

keep the sporting goods

Committee and Geiger is Chairman of the Board of the Directors for the National Ski & Snowboard Retailers Association (NSSRA).

“Bob and Gordon have been highly engaged contributors to NSGA and the sporting goods industry and their insight has been very valuable with the challenges everyone has faced the last 15 months,” said Matt Carlson, NSGA President & CEO. “Their unique perspectives, along with their enthusiasm and ideas, will make them great additions to the NSGA Board.”

Fawley started working with Capitol Varsity Sports, located in Oxford, Ohio, in 1985. Fawley and his wife Kathy bought Capitol Varsity, one of the top reconditioners of football equipment, in 1997 and 10 years ago they purchased a second retail location in Hamilton, Ohio. Fawley is also the president of the National Athletic Equipment Reconditioners Association (NAERA) and a member of the Board of Directors of the National Operating Committee on Standards for Athletic Equipment (NOCSAE).

industry and NSGA moving in the right direction.”

Fawley and Geiger replace Rhett Johnson (JohnsonLambe Sporting Goods, Raleigh, North Carolina) and Jeff Miller (Scholastic Sport Sales, Manlius, New York) on the NSGA Board. Johnson and Miller’s longstanding terms expired at end of May 2021.

>> Gordon Geiger

“We can’t thank Rhett and Jeff enough for their dedication and service to NSGA and their efforts to help make the Association and the sporting goods industry better,” Carlson said. “We look forward to continuing our work with the Johnson-Lambe and Scholastic Sports families as business continues to evolve.”

“Getting involved with NSGA through the Team Dealer Advisory Committee has been a great experience and I’m excited to continue my involvement with the NSGA Board,” Fawley said. “There are so many challenges facing team dealers and retailers right now and I’m looking forward to sharing my expertise in both areas to help NSGA and the sporting goods industry.”

Geiger is the executive vice president and co-owner of Geiger’s, which has provided clothing, footwear and gear for snow sports and outdoor activities since 1932. Geiger’s has two locations in the Cleveland suburbs of Lakewood and Chagrin Falls. Geiger has been the NSSRA Board Chairman since 2019 and a member of the board since 2015. He also served as chairman and a director for Sports Specialists LTD, a national buying consortium for winter and outdoor sports.

“Having a leadership role in NSSRA has been very fulfilling and interesting to learn more about the challenges faced by all sporting goods retailers,” Geiger said. “I am glad I can bring the perspective

>> Bob Fawley NSGA NOW ®

>> July/August 2021 | 5

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EVENTS NOW The Sporting Goods Rebound Addresses Key Issues

By Tom Van Jacobs NSGA Marketing Coordinator The National Sporting Goods Association (NSGA) hosted a virtual event, The Sporting Goods Rebound, on May 19, which looked at important issues impacting the sporting goods industry because of the COVID-19 pandemic. The Sporting Goods Rebound featured experts discussing the Paycheck Protection Program (PPP) loan forgiveness process, the future for youth and high school sports and supply and inventory issues.

Supplying the Demand These sessions dealt with supply and inventory issues from the perspectives of full-line retailers and team dealers, hockey specialty retailers and ski and snowboard specialty retailers. One concern brought up by Greg Grip, President of hardgoods manufacturer MDV (Marker, Dalbello and Volkl), was the shortage of shipping containers and the rise in cost for shipping. A key thread between the three areas from the suppliers was the importance of communication with the dealers and retailers as supply chain issues continue.

Laura St. George, Executive Vice President for GARED North America,

PPP Forgiveness Recap Jim Thomas, a Principal with the accounting firm CliftonLarsonAllen, shared his expertise into the PPP loan forgiveness process. Thomas stated that loans less than $150,000 had a simpler forgiveness process and he recommended retention of records from employment and other expenses for approximately three to four years in case of audits. Engagement with your lender and watching out for fraud by scammers trying to get sensitive information are also important.

Pat Donnelley, owner of Donnelley Sports and NSGA Board Chairman, shared his experience with PPP loan forgiveness. Donnelley was able to easily file for the forgiveness process after the first round and

said patience will be the key word of 2021 given the current situation of supply chain delays. Sean Mannion, Senior Vice President of US Sales for Asics, added that the goal is to manage expectations with their partners and be transparent when it comes to supply and inventory.

Brad Hause, President of Sports Distributors of Canada, believes a way for suppliers to stand out during this pandemic is communication and being aware of what is going on in the market. Hause said it is important for retailers and dealers to understand where they are getting product from and what that supplier’s status is with getting product.

The suppliers also gave some advice for the future and a consistent theme is to be prepared and pay close attention to your inventory.

said “being proactive is better than being reactive in this situation.”

Bryan McDermott, Business Director of North American Specialty

Future of Youth and High School Sports

and analyze it each month to adjust when needed.

NSGA interviewed three high school Executive Directors - Dr. Karissa Niehoff of the National Federation of State High School Associations (NFHS), Dr. Robert Zayas of the New York State Public High School Athletic Association (NYSPHSAA) and David Hines of the Arizona

Business for Bauer Hockey, encourages retailers to build a plan Mike Vaughn, President and Founder of Vaughn Hockey, advised against relying on just-in-time inventory and emphasized the importance of preparing and planning for future inventory needs.

Gordon Geiger, co-owner of Geiger’s, doubled down on the

Interscholastic Association (AIA). All three agreed the pandemic

importance of backing up orders to help mitigate inventory issues.

was rough for youth and high school sports but it also showed the

Richard Leffler, President of women’s skiwear manufacturer NILS,

resilience to find safe and effective ways for kids to get back to sports.

said retailers and dealers need to stay special and offer things others

The Executive Directors shared the importance and their advice on

cannot. Leffler believes continuing to show why you are special and

how to help bring kids back to sports who might have lost interest

important to your customers will help with your continued success.

or are hesitant to return due to COVID. Dr. Niehoff stated the importance of educating school stakeholders about how they have prepared/trained for a safe return to sports for kids. Dr. Zayas and Hines believe the value of high school athletics is important for kids to better themselves in academics and develop into great leaders.

8 | NSGA NOW ®

>> July/August 2021

Access The Sporting Goods Rebound sessions on demand at https://nsga.org/ events/the-sporting-goods-rebound/

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

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

INSIGHTS NOW Changes and Drivers for Team, Individual and Wheel Sports Participation in 2020

By Nick Rigitano NSGA Director of Insights and Analysis The 2021 edition of NSGA’s Sports Participation in the US report revealed which sports flourished and which ones struggled for the team, individual and wheel sports segments, which are key areas for many sporting goods retailers, dealers, and manufacturers.

Based on NSGA’s Total Participation Points (TPP) measure, the team sports segment decreased 6 percent and the individual sports segment decreased 9 percent in 2020 compared to the prior year. The wheel sports segment increased 16 percent during the same time frame, the largest increase of the 10 segments tracked by NSGA. TPPs offer

Among the sports that did not fare so well during 2020, bowling (-26%)

a more complete view of participation because both the number of

and swimming (-13%) experienced large declines among both males and

people participating in each sport segment (reach) and the number of

females while in-line roller skating, ice/figure skating and gymnastics each

sports each person is participating in (depth) are considered.

experienced participation declines driven primarily by females.

In an effort to take a closer look into the changes and drivers behind

Consistent with the overall theme of the pandemic-riddled year of 2020,

the segment increases and decreases, we will use a perceptual map

sports and recreational activities that could be played safely outdoors

to help illustrate these changes (Figure 1). The y-axis will indicate the

or while social distancing fared much better than those that could not

overall percentage increase/decrease in youth participation (ages

(team sports and sports/activities played indoors).

7–17) while the x-axis will indicate the degree to which the increase/ decrease was driven by male or female participation.

It is important to note, however, that one year does not make a trend.

We will find out in the years to come if the changes in participation

To put things in perspective, ice hockey saw a 1 percent decrease in

occurring during 2020 had lasting effects. Whether participation in those

overall participation and the changes in male vs. female participation

sports/activities that struggled during the pandemic can rebound back

essentially canceled each other out, which is why the ice hockey puck

to pre-pandemic levels will likely depend on the country’s continued

icon is very close to the middle of the map. Cheerleading, however, is

path to reopening and avoiding any setbacks related to the spread

in the far bottom left quadrant as the sport experienced a 33 percent

of COVID-19.

decrease in youth participation, which was heavily influenced by a significant decrease in female participation.

All 11 of the team sports tracked by NSGA experienced decreases among youth, a key driver of the team sports segment. The decrease in lacrosse participation was driven mostly by males along with the decreases in tackle, flag, and touch football but to a lesser extent compared to lacrosse. Ice hockey, soccer and basketball experienced decreases among males and females in similar proportions. Females were the key drivers of the participation decreases in baseball, softball, volleyball and cheerleading.

Figure 2 illustrates a different story among the individual and wheel sports segments. Mountain biking (+33%), skateboarding (+23%) and tennis (+12%) each experienced strong increases in participation primarily driven by males. Golf, pickleball and bicycle riding also experienced increases driven by both genders.

10 | NSGA NOW ®

>> July/August 2021

For more information on the report, please visit www.nsga.org/research.

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PARTICIPATION NOW NSGA Roundtable: Examining Growth Sports in 2020

By Lizz McCrindle NSGA Marketing Coordinator

Heather Mason

President National Bicycle Dealers Assoc.

Tim Merrick

Executive Director Chicago District Golf Assoc.

Jenna Pate

Owner Summit Sports, Bloomfield, MI

Stu Upson

CEO USA Pickleball

Sports participation was directly impacted by COVID-19. Several

thrived. In the early part of the 20th century, there was World War I

individual-style sports increased, according to NSGA’s 2021 Sports

(1914–18) and a flu pandemic (1918–20). After those difficulties, in

Participation in the US report. NSGA talked with leaders from select

the 1920s, golf grew tremendously. Then came the Great Depression

sports with increased participation — Bicycling, Golf, Pickleball and

in the 1930s and World War II in the early 1940s. Starting in the

Ski and Snowboarding — to better understand their experience

late 1940s and into the 1950s, golf saw another growth spurt. The

and their plans to capitalize on the growth.

1970s saw inflation and difficult economic times, but in the 1980s

Were you surprised by the growth in participation of your sport in 2020?

UPSON: We were not particularly surprised given pickleball has shown phenomenal growth the past three years. The rate of growth last year (+38% vs. 2019) was more than we anticipated.

MASON: The past year transformed the cycling industry. From questioning our essentialness to booming, bicycles have certainly moved mainstream. In late March 2020, I saw more cyclists than ever take to street. As a columnist for Bicycle Retailer and Industry News; at the time, I predicted early a boom. The boom did not surprise me, rather the length of the continued interest has caught me off-guard.

PATE: Absolutely. We started to see the boost in sales first in March 2020 when inline skates took off. Over the summer we watched kayaks and anything outdoors grow like crazy, but we weren’t sure what to expect for winter or what the resorts would look like. It was exciting to see and surprising to see this growth continue. Most retailers including us cut orders 15–20% over the summer and

and 1990s, golf again grew. If history is our best teacher, we can see golf made it through the difficult times, and then prospered, so maybe we shouldn’t have been totally surprised it has been a bright light throughout the COVID pandemic.

How big of a factor do you believe COVID was in the 2020 participation growth?

UPSON: COVID was certainly a factor, but it is difficult to determine to what degree since the sport was already growing prior to the pandemic. Pickleball was an ideal sport during the pandemic since it can be played outdoors and allows for social distancing. Also, people could play at home by setting up a portable net in a driveway or backyard if they were hesitant to go out to a public pickleball facility.

Sales of pickleball sets were through the roof last year.

MASON: COVID was 100% a factor for the bicycle boom. Previously we had a been on a decline in participation and interest. COVID forced gym closures and canceled travel plans which led to more people finding solace on two wheels.

then ended up scrambling to get it back!

PATE: I think it was huge. I’ve never seen anything impact the winter

MERRICK: Yes and no. When you look at the history of golf as it

side of things more than weather. This was the first thing that truly

relates to world conditions, there is a pattern it has survived, and 12 | NSGA NOW ®

>> July/August 2021

brought new entrants to the sport in waves.

MERRICK: It was a major factor. After many months of quarantine,

to meet the needs of the newer and more casual players.

when summer arrived, even though we were still in the middle of a

MASON: The industry has increased communications on ways to

pandemic, individuals needed activities that were safe, yet doable.

Golf was one of them. There is a natural social distancing factor, it is played outdoors, there is exercise (physical and psychological), and you could play with other individuals (social interaction). Golf provided an outlet when people needed one.

Is your sport/activity’s growth sustainable?

UPSON: Absolutely, yes. Everything we see indicates pickleball will continue this upward trajectory for quite a while. The sport is still relatively small with 2.8 million participants in 2020 so there are still a lot of people who have yet to discover the game. Even though pickleball has been around since 1965, it has only been the past few years in which the sport has become so popular. New pickleball facilities are being built and current sports facilities are adding courts, so there will be more places to play to meet the demand.

MASON: Cycling has witnessed several great booms over the past years. This boom has run a course of longevity unlike others. The uniqueness of these times is combined with an industry focused 100% on keeping these new cyclists engaged. I feel we will be left with a healthier cycling market for the future.

PATE: Not to the degree that we’ve seen it. We believe it’s going to last a bit into next season because we ran out of kids and beginner stuff in January. There is still a lot of demand that hasn’t been fulfilled and hopefully we can focus on transitioning this year’s beginner into intermediate product over the next two years.

keep new cyclists engaged. We are working to provide safe routes, education and motivation to get out on the bicycle. Now more than ever we are pushing family recreation and fitness. The boom is sparking an industry-wide effort to keep our new cyclists engaged.

PATE: We’re focusing on affordable price points including packages to make it as easy as possible for the new participant. We’re doing rentals in one of our stores since resorts ran out this year.

MERRICK: One of the biggest initiatives is to continue to make individuals feel welcomed to the course and emphasize what we found out during the pandemic – golf is for everyone. It doesn’t make any difference if you are a senior or junior, male or female, live in a city, the suburbs, or rural areas, golf provides the opportunity for individuals to be outdoors, exercising, spending time with family and friends and enjoying themselves. All of this was taken away during the pandemic, and we realized how much we missed these activities. Those who administer the game and operate the facilities and courses, understand they will need to do everything possible to continue to welcome all players and provide a positive experience.

What is it about your sport/activity that makes it great for anyone to participate?

UPSON: Pickleball is relatively easy to learn. It is more difficult and requires a great deal of skill at the higher levels, but for the entry-level player, it doesn’t take long to pick up. Pickleball has a unique social fabric which is very welcoming to anyone. People are so enthusiastic about

MERRICK: I believe it is sustainable to a certain extent. Because of the

it they encourage others to get involved and are supportive of those

pandemic, our society has changed. Remote work became the norm.

who become part of the pickleball community.

Time spent commuting to and from the office opens up and I believe that is one of the reasons golf participation grew in 2020. Individuals could complete work and have time to go play 18 or 9 holes or hit balls at the range. It is more than likely some of that will continue. Also, a large number of individuals rediscovered the game, or came to it for the first time, and found it enjoyable. Even as society opens back up,

MASON: The bicycle can take you anywhere, it is easy to hop on from your front door. It is easy to get your entire family involved.

Cycling is a great stress release while getting exercise at the same time. A low-impact sport that can also be transportation.

PATE: I think everyone realized that getting outdoors is a great

there will probably be a percentage of individuals who will continue

escape from whatever else is going on and a great way to stay healthy.

to play because of the positive aspects they experienced in 2020.

MERRICK: It’s a lifetime sport and not many can make that claim.

Are there new initiatives you have seen or old ones you are emphasizing to capitalize on the new participants from 2020?

UPSON: You will see more emphasis from USA Pickleball on recreational play. While we continue to support growth of competitive play through services such as tournament sanctioning, player ratings, rules development and equipment specifications, we are also expanding our efforts in club, league and youth programs

You can learn it when you’re 8 and still play it when you’re 80. Unlike many other sports, where the children play and the parents and grandparents are spectators, golf allows multi-generations to be participants and play together. With the advent of junior programs such as The First Tee and Youth on Course, youngsters are learning the game and gaining access to play it, which in the past has been a challenge. The aspects of the game such as honesty, integrity and calling penalties on yourself, are important life lessons for children and that is something that golf provides, along with physical exercise.

NSGA NOW ®

>> July/August 2021 | 13

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LEADERSHIP NOW

>> F rom left, Greg Miller, Pat Donnelley and Larry Aasheim get together at the 2019 Hall of Fame Induction Ceremony dinner.

Q&A with the NSGA Board Chairman: Pat Donnelley

By Marty Maciaszek NSGA Director of Communications Pat Donnelley faced a challenging transition into his role as Chairman

Neither situation fazed Donnelley as he successfully jumped into

of the National Sporting Goods Association Board of Directors.

a greater leadership role at such a critical time. But it was not a

First, it occurred two years ahead of schedule when Donnelley

surprise he was prepared for the transition since he has served

moved up from Treasurer/Chairman-Elect after Cathy Pryor resigned following her departure from Hibbett Sports.

Second, it occurred in the early stages of the COVID-19 pandemic which had many NSGA members such as Donnelley, the Co-Owner/ Partner of Donnelley Sports in Twin Falls, Idaho, concerned about the future of their businesses.

16 | NSGA NOW ®

>> July/August 2021

NSGA and the sporting goods industry on the Board of Directors since 2014.

In this Q&A, Donnelley talks about the transition, the family’s team dealer business that started in 1975, the challenges ahead and his plans to make a difference as the NSGA Chairman.

Q: A:

How challenging has the transition been to NSGA Board Chairman with all the different circumstances involved?

It was very challenging because just a few days after Cathy

NSGA is always ready to advocate for us, and while they cannot solve every issue, they are always willing to investigate it and help.

The education and networking opportunities at the Management Conference & Team Dealer Summit are invaluable.

Pryor left Hibbett we were all hit with the uncertainty

COVID-19 also showed how important NSGA is to its members

from the arrival of the COVID-19 pandemic in the United States.

and the industry. We were regularly informed on the status of the

Fortunately, spending almost six years working with a great group

Paycheck Protection Program and what we needed to do to get the

on the NSGA Board and the guidance of NSGA President & CEO

funding our businesses needed to survive. NSGA produced great

Matt Carlson and his staff made the transition to Chairman very

resources on what was going on with sports throughout the country

smooth. Without people like them it could have been much

and how each state was handling re-opening plans. Everything NSGA

rougher. We were fortunate to be able to conduct the last few

provided was a huge help during such a tough time.

Board meetings via Microsoft Teams, but I’m looking forward to

Q:

getting together with everyone in person again because it is a much better way to read the room.

Q: A:

The NSGA Management Conference & Team Dealer Summit was not held in 2020 and pushed back to

September 2021 in Naples, Florida? Why are in-person events

Why did you get involved in a leadership position

such as this still important?

at NSGA?

A:

The sporting goods industry has done so much for my family and our business. Donnelley Sports has been a

It is gratifying to hear so many people in the industry talking about how excited they are to get together again at the

Management Conference and Team Dealer Summit. It shows how

member of NSGA since 1976 and it has been so valuable to our

much people value those in-person connections and the ability to

success. I believe sharing knowledge is something all of us in the

share ideas. Like many things, you do not realize how much you miss

industry should do to make it better, so I was thrilled when the

them until you do not have them. I know I missed the chance to see

opportunity arose to join the NSGA Board in 2014. It has been

friends in the industry and come away with new ideas for our business.

very fulfilling to be involved in helping everyone in our industry.

Q: A:

What are some of your goals as NSGA Chairman?

I want to support the hard work NSGA does every day to

While September is an odd time for the Management Conference, it is great for this year because it gave everyone time to have the opportunity to get a COVID-19 vaccination. Hopefully more companies will have their travel restrictions lifted and will be able to attend. The

better serve our members and the industry. Even though

Donnelley Sports is no longer a retailer, I can appreciate the

challenges they face from the 40 years we were in that side of the business. I need to make sure all segments of our core constituents – from ski and snowboard, hockey and big-box retailers to the independent team dealer – have their needs represented.

I want to help NSGA execute its strategic plan and successfully carry out the initiatives it is looking to accomplish. One of those goals is to emphasize to people in the industry that if you are not a member of NSGA you need to become one to succeed.

Q: A:

How can NSGA best help its core members of retailers and dealers?

Providing different resources to save us time is a huge help.

We get information we need on rule changes taking place in

all levels and all sports and that helps us make the right decisions for our customers. Making important resource tools available such as the state ball list saves us the time of doing it on our own.

>> Pat Donnelley and Michigan State basketball coach Tom Izzo Continued on Page 18 July/August 2021 | 17 NSGA NOW ®

>>

LEADERSHIP NOW Continued from Page 17

Q: A:

Why are sports so important to you and your family?

Sports and the outdoors were always a big part of our lives growing up in Idaho. I played golf for two years in college and

as an athlete growing up I always had a real competitive nature and that served me well in this industry because it’s very competitive.

My dad was a high school athletic director, coach and teacher. We would always follow him along to the gym on Saturdays and we had a lot of access to a lot of fun stuff. Sports were always a part of my life and my brothers’ lives as well.

Q: A:

How important is the issue of sports participation?

It is vital to our industry’s success. A big concern is who were

shut out of team sports because of COVID-19 restrictions. How

many of those kids decided not to come back because they found other

activities? Hopefully we can find ways to get those kids back to sports.

Another big concern is the emphasis on “elite” competition and specialization. Too many kids are being forced to choose one sport over others at early ages because of time commitments. Kids should >> F rom left, Tyler Grogan of Grogan-Marciano Sports, ex-NFL quarterback Jake Plummer and Pat Donnelley chat during the 2019 Management Conference.

Zoom calls and virtual meetings were a great stopgap, but it is no substitute for the actual events like the Management Conference and trade shows where you learn so much from your industry peers.

Q: A:

How did you and your family get Donnelley Sports started? How has the company evolved?

be encouraged to compete in different sports through high school.

The proliferation of club and travel sports is shutting out too many kids whose families do not have the financial resources or time to make such a major commitment. The start of club and travel teams at younger and younger ages is hurting the local rec leagues for kids looking for a more fun and less-pressurized sports experience.

One of the things many of us have done in the industry, and we need to continue to do, is promote the values and benefits of athletic competition and exercise for everyone. The more people

My dad and mom used a $5,000 Small Business

we have participating, and not on the sidelines, in numerous sports,

Administration loan to start Donnelley Sports. I received

the better it is for our business.

my bachelor’s degree in business administration from Boise State

University in 1982 and took a job in the family business. My brother Mike, my brother-in-law Scot and I bought Donnelley Sports from my parents in 1993 and have successfully operated what I would call a mid-major size company in the industry.

Our membership in Sports, Inc., and NSGA has helped us build and sustain a very loyal customer base in Idaho and Nevada. When Donnelley Sports started, we were primarily a retail operation with some team business, but gradually that shifted and as retail sales dropped, we decided in 2016 to close our primary store in Twin Falls and focus on the team side. It was a tough decision, but it worked out well for us and we created a showroom, the Twin Falls Locker Room, that allows us to service customers in a first-class way.

18 | NSGA NOW ®

>> July/August 2021

Q: A:

What are the biggest issues sporting goods retailers and team dealers face?

One of the big topics discussed in The Sporting Goods Rebound, NSGA’s virtual event in May, is supply chain issues

caused by COVID-19. There are delays much longer than usual in getting certain products because of issues related to shipping

and/or manufacturing that are out of our control and may not be resolved for a while. With these supply-chain issues, planning is more important than ever because you do not want to get caught without products a customer wants. What we can control is making sure we have different options available for our customers and explaining to them that even though Product A is not available, Product B is a viable option.

COVID hurt a lot of schools from a revenue standpoint so tighter budgets are an issue we will be dealing with. This is where having a variety of quality product options is important.

Selling direct to consumer continues to be an issue that was exacerbated by COVID. It is not one that is going away but it is important the brands and manufacturers continue to see the value of their products being well-represented through the retailer and dealer network.

Q: A:

How has Donnelley Sports been able to create solid relationships with vendors?

We have worked extremely hard through the years to make

sure our vendors view us as a valued partner and know that

we need each other to be successful. We make sure we understand

their products and share that knowledge with our customers. It is more important than ever to build more than a transactional relationship because that will not work for either side long-term.

Relationships with team brands are more critical than ever now.

We have built a lot of equity with our vendors through our loyalty and commitment to their products. It should also be a two-way

>> P at Donnelley meets with Laura St. George and Mark Cicotte of GARED during Speed Networking at the 2018 Management Conference

street and we need the vendors maintaining great relationships with dealers and retailers. Communication on both sides is more important now than ever and if we all work together, we will all be in a better position to succeed.

Q: A:

How important is it for those in the industry to stay ahead of the curve with technology?

This has been a big issue for years, but COVID-19 showed just how crucial it is to not fall behind in this area. Suddenly,

our ability to meet in person with an athletic director or a coach came to a halt but we still needed ways to stay in touch with them

and provide them with the service they needed. A strong social media presence is vital to stay connected to your customers. Having some type of online sales capability is also important.

Q: A:

PAT DONNELLEY’S

FAVORITE THINGS MOVIE: The Sandlot FOOD: Hamburgers VACATION/GETAWAY: Family cabin SPORTS TO PLAY: Golf and fishing

Finally, can you share you best fish story with us?

Most recently my wife Lisa and I took our fishing trip to British Columbia. We were fishing for salmon and halibut

and I got a rockfish. As I’m reeling him in a sea otter grabs him and now the sea otter and rockfish are battling. About that time an eagle swoops in and takes the rockfish from the sea otter and has my fish on the lure and is flying. I gave the line a big jerk and jerked the fish from the eagle. So, in one cast I caught a rockfish,

SPORTS TO WATCH: Football and golf TEAM: Green Bay Packers BOOKS: Shoe Dog by Phil Knight, 12 Mighty Orphans by Jim Dent AUTHOR: Pat McManus (outdoors humor writer)

a sea otter and an eagle and I have witnesses to prove it!

NSGA NOW ®

>> July/August 2021 | 19

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RETAIL NOW

Paradox of Choice: Why Less is More

By Ritchie Sayner Advanced Retail Strategies Most retailers would agree that offering customers a wide variety

Then add Netflix, Hulu and all of the other options you have access

of choices to pick from either in the store or on the website is a

to and you can shoot the entire evening simply trying to decide

good thing. As with many things in life, there can be too much of

what to watch.

a good thing.

Often this can lead to frustration and lack of satisfaction with the

That is where Barry Schwartz’s 2014 book entitled, The Paradox of

choice you ended up making. How many times have you gotten 5

Choice, comes in. Schwartz’s book explains how “too much of a good

to 10 minutes into a program that you thought looked interesting

thing can prove detrimental to our psychological and emotional well-

only to start the entire process over again? [Sidenote: Some may

being.” In other words, when the offering or assortment is too great

remember when the number of television choices was exactly

and there is too much from which to choose, the choices become

three… ABC, NBC, CBS].

overwhelming and result in customers actually being less satisfied.

The same thing can happen in your store. Unless the assortment

Here is a great example. Think of how many television channels

plan is carefully monitored, it is possible your customer could

you subscribe to. For most subscription services this can range

become overwhelmed with choices and end up buying less than

from 250-450 different viewing options. Even when you remove the

expected. Have you ever showed a customer several styles of

foreign language and shopping networks the choice is overwhelming.

jeans, sandals, or you name it only to hear them say, “do you Continued on Page 24 July/August 2021 | 23 NSGA NOW ®

>>

RETAIL NOW Continued from Page 23

have anything else?” or, “is that all you have?” and they end up leaving without purchasing anything? I am sure we have all been in stores or visited websites that have left us confused, overwhelmed and frustrated to the point that we leave without purchasing anything. Talk about counterproductive!

Stores that are continuously overbought oftentimes have this problem. In an effort to offer more choices (read lack of buying plan or a “shotgun” approach to buying), too many vendors and styles are carried. This can lead to over-assortment and duplication with the result being either too many markdowns or worse yet, reduced inventory turnover and restricted cash flow. In other words, due to the merchant’s inability to make a proper selection, the store ends up with a whole lot of nothing!

Think for a second about the challenge this presents from a

markdown the merchandise that exists outside of your model and

merchandising perspective. The negative ramifications of this

use that money to reorder the items you need.

strategy are numerous. They range from deciding how to artfully present the different options to monitoring the reorders and fillins in a timely fashion. I have a technique that is useful when this situation arises. It is called a model stock.

This simple and effective strategy will enable you to streamline your assortment plan and sell more with less. Should you need further help on building a model stock, feel free to reach out. I will be happy to help you.

This is how you might utilize the model stock approach to inventory management. Take any given category as this works for almost anything. Let’s use socks. Pretend you were given an opportunity to open another location. You now have a blank slate from which to build your assortment. Let’s assume you have an Open-toBuy of $10,000 @ cost. For illustration purposes, this will give you an average retail inventory of roughly $20,000 given a 50% Initial Markup (IMU). This is an example only as IMU’s for socks are generally higher. You plan to turn socks three times annually so your anticipated sales will be $60,000.

Ritchie Sayner Sayner has spent the past four decades helping independent retailers improve profitability.

In addition to speaking to retail groups nationwide, Sayner is a regular contributor to retail industry publications. Prior

Now decide what vendors, styles, sizes, colors and price points you

to embarking on his retail

need to cover and extend out your purchases on a spreadsheet. Just

consulting career, he was

remember, all your purchases must fit into the $20,000 maximum

the general merchandise manager for an independent

retail inventory. Once you are satisfied everything is in balance and

department store in the Midwest. Ritchie is a graduate of

the model covers all your merchandising objectives for this category,

the University of Wisconsin-LaCrosse. He is also the author

compare it to what you currently have in the existing store. Most

of the book, “Retail Revelations-Strategies for Improving

likely you will find styles, sizes and vendors that need to be filled in.

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

You might also find vendors you have discontinued, styles that have

his website at www.advancedretailstrategies.com.

been around too long, broken sizes and bad colors. Immediately 24 | NSGA NOW ®

>> July/August 2021

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INDUSTRY NOW Bison Donation Program Helps Lincoln, Nebraska High Schools

not need these improvements. Easton will make the necessary

Bison, Inc., announced a donation

The Black Magic 2.0 helmet is generally sold in a box set containing

program called “Bison Bucks” to help high school athletic programs in the Lincoln, Nebraska area. Nick Cusick, the founder and CEO of Bison, told KLIN News he wanted to help after COVID-19 adversely affected school budgets because of lost ticket receipts and concession sales

improvements free of charge and will pay all shipping costs. a helmet, a chest protector and a pair of leg guards, although some Authorized Easton Dealers may sell or have sold the Black Magic 2.0 helmet separately. Consumers only need to return the helmet to Easton.

Hibbett Sports Starts “Sole School” Initiative

and canceled fundraisers.

“Bison is excited to offer $1,000 in ‘Bison Bucks’ to 16 local high schools that can be used to purchase Bison basketball, volleyball, soccer, and other sports equipment through their preferred Nebraska-based sporting goods dealer,” Cusick told KLIN. Lincoln-based Bison, which has been a member of NSGA since 1985, distributed donations to the athletic directors of the schools and certificates can be used until the end of the calendar year. Cusick said this is a way of thanking the schools and sporting goods dealers who have supported Bison through the years.

Easton Recalls Black Magic 2.0 Catcher’s Helmets

Longtime NSGA member and supporter Hibbett Sports announced the rollout of its 2021 Sole School initiative to 86 underserved high schools nationwide. In 2021, Hibbett pledged more than $500,000 and in partnership with Nike the donation was increased to $750,000

Easton issued a consumer safety

for the 86 adopted schools. The philanthropic initiative was devel-

notice regarding its Black Magic 2.0

oped as a community outreach program to help local schools and

catcher’s helmets for two reasons:

athletic programs in neighborhoods that are often left behind.

• Depending on usage and en-

The unique Sole School approach combines identifying schools in

vironment, most consumers

need, Hibbett and City Gear staff outreach, monetary and in-kind

will not experience any issues

support. Hibbett has been a member of the National Sporting

with their Black Magic 2.0 catcher’s helmet. However, to im-

Goods Association (NSGA) since 1959.

prove safety and performance, Easton asked that consumers STOP USING the Black Magic 2.0 catcher’s helmet and allow Easton to improve it free of charge. The metal “cage” or “face protector” on certain units may experience poor paint adhesion which causes a risk of paint particles dislodging and impacting the wearer.

• Easton made a design improvement to the “rear cap” (the rear portion of the helmet shell that is separate from the main helmet shell, and which covers the back of the head) to better reduce impact to reduce risk of a head injury caused by impact to the rear of the cap.

This safety notice only applies to certain Black Magic 2.0 Helmets.

Consumers with a Black Magic 2.0 catcher’s helmet with a white manufacturing date label should return it to Easton. If the Black Magic 2.0 catcher’s helmet has a manufacturing date label of any other color it does not need to be returned to Easton as it does

“We launched the Sole School program at City Gear six years ago and with its success, we wanted to expand our impact to more schools that may have been hard hit by the pandemic, budget cuts or other challenges,” said Michael Longo, President and CEO, Hibbett Sports. “Being a community partner is in our DNA and we remain committed to improving the lives of next generations, especially in those areas that tend to lack resources.”

Sole School is a multi-pronged philanthropic program that awarded 86 high schools in 35 states with the Sole School moniker. By the end of 2021, Hibbett will have presented checks to each of the Sole Schools to support education and athletics. Each of the selected schools will also receive mentoring from local Hibbett and City Gear staff. Employment opportunities are available for interested high school students looking for a great first job at City Gear or Hibbett Sports. The Sole School initiative was originally launched by the company’s City Gear brand in 2015 and has since impacted hundreds of students.

Continued on Page 28 July/August 2021 | 27 NSGA NOW ®

>>

INDUSTRY NOW Continued from Page 27

“Hibbett Sports in Atmore is valuable to our community in so many

Gripping System in baseball and softball. VukGripz’ advanced

ways. The Atmore Hibbett store is literally one block away from

performance system allows hitters to maintain their grip in wet,

Escambia County High so our athletes and coaches shop there

muddy, moist, or cold conditions by providing more friction/grip

regularly and even though Hibbett is a national chain, to Atmore,

than traditional batting gloves.

they are our hometown store,” said Amy Cabaniss, Principal of Escambia County High School. “The Sole School Program was a special blessing to our boys’ basketball program for several reasons.

Due to COVID, we did not make a profit from gate receipts on any of our games this year. We are a small town and it is difficult to raise funds to cover many of our student/athlete expenses in a regular school year.

“This program will make it possible to purchase much needed equipment and provide workout gear to our athletes that would

In addition to its popular bat grips and batting gloves, VukGripz manufactures gripping products for use in hockey, tennis, lacrosse, field hockey, golf and pickleball. All VukGripz bat grips are made in the United States.

“Partnering with Perfect Game is a natural progression for our young company,” said RJ Vukovich, VukGripz Founder and CEO. “As a former professional baseball player who developed and perfected a unique bat grip technology that improved my success and grip at the plate, I know my bat grips will increase the bat speed, control

otherwise need to purchase themselves.”

and overall performance at the plate of Perfect Game athletes.”

Greene Joins SV Sports

Oakley will have a presence at events and provide eyewear for

SV Sports announced Ralph Greene has joined the company as Chief Marketing Officer. Greene was with Nike for more than 20 years and oversaw its business in the Eastern region of the United States.

Greene worked closely with SV Sports president Jason Lutz and CEO John Scipio on growing Nike’s largest region in terms of revenue.

Randy Ruch, a member of the Sporting Goods Industry Hall of

players across the United States.

Wolverine, Rawlings Collaborate on Baseball-Inspired Boot Wolverine, the 138-year-old footwear and apparel brand, teamed with Rawlings to celebrate Father’s Day and the bonds dads build with their

Fame, started Schuylkill Valley Sports in 1971. SV Sports has been

families over something as

an NSGA member since 1977.

simple as a game of catch.

Perfect Game Partners with VukGripz, Oakley

The Rawlings x 1000 Mile collaboration boot honors those invaluable bonding moments and serve as a reminder that they will last a lifetime.

Perfect Game announced partnerships with

Whether they are a new father or soon-to-be grandparent, dads

VukGripz and Oakley. VukGripz will be the

everywhere hold the memories of spending quality time with their

official bat grip partner and Oakley will be

kids close to their hearts and can now relive those memories every

the official and exclusive eyewear partner of

time they lace up their pair of limited-edition Rawlings x 1000 Mile

Perfect Game, which hosts more than 8,000

boots. Hand-crafted with the same Horween leather used to make

baseball and softball events and more than

premium, classic Rawlings Heart of the Hide® baseball gloves, the

300,000 games a year.

1000 Mile boots are meant to wear in overtime to create a perfect

VukGripz will design and manufacture an exclusive line of Perfect

fit that, like a great glove, only gets better with age.

Game branded bat tape that can be purchased online on Perfect

“The shared passion that both Wolverine and Rawlings have for high-

Game’s website and at select Perfect Game baseball and softball

quality craftsmanship and celebrating beloved American pastimes

events around the country. VukGripz was an Innovations Arena

with families, fans, and players are at the heart of this collaboration,”

exhibitor at the NSGA Management Conference and Team Dealer

said Tom Kennedy, global brand president for Wolverine. “These

Summit in 2018 and 2019.

limited-edition boots tell a story of timeless quality and durability

In 2017, VukGripz captured “Best of Show” honors at the American Baseball Coaches Association convention, when it was named makers of the No. 1 Performance Bat Grip and No. 1 Complete 28 | NSGA NOW ®

>> July/August 2021

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LOCKER ROOM NOW A Closer Look at NFHS Allowing Basketball Shot Clocks Starting in 2022–23 Dr. Karissa Niehoff of the National Federation of State High School Associations (NFHS) recently discussed the state association adoption option for the use of 35-second shot clocks in basketball beginning with the 2022–23 season.

The NFHS Board of Directors did not approve a proposal for a national rule mandating the shot clock.

Rule 2-14 states that each state association may adopt a shot clock beginning in the 2022–23 season — according to guidelines outlined in the Basketball Rules Book — to encourage standardization among states. Guidelines include displaying two timepieces that are connected to a horn that is distinctive from the game-clock horn, and using an alternative timing device, such as a stopwatch at the scorer’s table, in the event of a shot clock malfunction. The guidelines also allow for corrections to the

Niehoff believes a few states will adopt a shot clock in the 2022–23 season and is optimistic more states will consider the adoption in the future. The use of a shot clock can be implemented in either the boys or girls programs or both.

Reminder on NFHS Basketball, Football Jersey Number Color Changes in 2024 As team dealers prepare basketball and football jersey orders for high schools, the National Sporting Goods Association (NSGA) wants to provide a reminder of a key National Federation of State High School Associations (NFHS) rules change going into effect in the 2024–25 school year. Numbers on jerseys in both sports will need to be a single solid color that clearly contrasts with the body color of the jersey.

Bob Colgate, the NFHS director of sports and sports medicine and staff liaison to the Football Rules Committee, confirmed in football the entire body of the number shall be a single, solid color that clearly contrasts with the body color of the jersey. The body of the number can still have a border or shading around it in a different color. The rule was approved in 2019 to give schools time to budget

shot clock only during the shot-clock period in which an error

for new uniforms by the 2024 season.

occurred and if the officials have definite information relative

The same time frame and reasoning was implemented for basketball

to the mistake or malfunction.

jerseys for the 2024–25 season. The reason for the change was the

The shot clock state adoption proposal was made to the NFHS

difficulty to see some numbers that were the same color as the jersey,

board after it was passed by the NFHS Basketball Rules Committee by an 11-1 vote. The rules committee gathered data from a

with a contrasting border, for on-field officials, game administrators, fans, media and coaches who are scouting opponents.

survey of 45 questions to eight states and Washington, D.C., using the shot clock on an experimental basis. These states (California, Maryland, Massachusetts, New York, North Dakota, Rhode Island, South Dakota, Washington) and Washington D.C., answered questions about the impact and experience the shot clock had on boys and girls basketball programs. The feedback was positive enough to warrant the basketball rules committee pass the state adoption rule.

According to the NFHS survey, the divisive issue raised some concerns about a national mandate for the use of shot clocks. One is the negative impact the shot clock could have on the development level for boys and girls. The shot clock could cause too much pressure for kids to make decisions and lose focus on developing important skills.

The other concern is the financial impact shot clocks could cause for schools, according to the NFHS survey. High schools would have to pay for the extra equipment needed for the shot clock and to train individuals to run the shot clock. These issues kept the use of shot clocks as a state decision, but it does not mean it cannot become a national level rule in the future.

NSGA NOW ®

>> July/August 2021 | 31

LOCKER ROOM NOW Update on Lacrosse Commotio Cordis Protection for 2022 A reminder to lacrosse equipment dealers that the new US Lacrosse rule for shoulder pads for boys and men’s field players will take effect January 1, 2022. All shoulder pads must be designed for lacrosse and meet the NOCSAE ND200 standard for commotio cordis protection. Caitlin Kelley, the Women’s Lacrosse Director for US Lacrosse, said no delays were planned for implementation of the rule.

As of January 1, 2021, boys and girls goalie chest protectors were required to be designed for lacrosse and meet the NOCSAE ND200 standard. The National Federation of State High School Associations (NFHS) follows US Lacrosse rules.

All products must contain the NOCSAE logo and SEI certification mark on the product and packaging to be legal for play. NOCSAE ND200 is the first performance standard for chest protectors and

In addition to a commitment to maintaining a collaborative

shoulder pads that aims to reduce the risk of commotio cordis

relationship in devising playing rules for girls and boys lacrosse, the

(cardiac arrest caused from a blow to the heart area).

Kelley said there are no proposals for girls field players to wear shoulder pads at this time.

NFHS, USA Lacrosse Develop Partnership The National Federation of State High School Associations (NFHS) and USA Lacrosse have signed an agreement that affirms the commitment of both organizations to strengthen the collaborative and supportive working relationship between the two groups that has been in place for more than 20 years.

Focused on athlete safety, rules implementation, developing and promoting resources and recruiting and retaining coaches and officials, the agreement will align NFHS high school rules committees and the USA Lacrosse youth rules committees to establish consistency in the rules-writing process.

In the area of rules development, the composition of the NFHS Girls Lacrosse Rules Committee will be altered, beginning with the 2022– 23 season, to mirror the NFHS Boys Lacrosse Rules Committee. In both cases, USA Lacrosse will have a representative on the NFHS

two organizations will continue to work together in the development and promotion of lacrosse educational programming to support lacrosse coaches and officials at all levels of experience.

“We really appreciate the longstanding relationship we’ve had with the NFHS in working to create the best possible experience for high school athletes,” said Ann Kitt Carpenetti, Vice President for Lacrosse Operations for USA Lacrosse. “This agreement is another positive step forward, both in helping to maintain consistency in the rules for youth and high school players, and in developing critical educational resources for coaches and officials. We’re excited about the opportunities in front of us.”

NFHS Ice Hockey Requires Stoppage of Play for Broken Goalie Skate Blade To maintain the health and safety of goalkeepers, game action will now be stopped in the event a goalkeeper’s skate blade is broken or becomes displaced on the ice surface.

This new clause, which was added to Rule 3-3-5, is the most significant of the rules changes recently proposed by the NFHS

committees, and the NFHS will have representation on the USA

Ice Hockey Rules Committee.

Lacrosse Women’s and Men’s Game Youth Rules Subcommittees.

Breaking or losing a skate blade can render a goalkeeper

“The NFHS and USA Lacrosse have worked together in a collaborative manner to support and promote both girls and boys lacrosse for many years,” said Dr. Karissa Niehoff, NFHS executive director. “We are excited about strengthening the relationship and look forward to ways that this renewed effort on the part of both organizations will continue to grow the sport at the youth and high school levels.”

32 | NSGA NOW ®

>> July/August 2021

incapacitated, which presents a highly dangerous situation similar to when a goalkeeper’s mask, helmet or glove is displaced. Adding language to include skate blades within Rule 3-3-5 helps minimize safety concerns for the goalkeeper, who may not be able to stand or properly defend against oncoming shot attempts when a skate blade is removed or broken. The rule change also removes potential hazards for other skaters maneuvering around the goal crease area.

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Your Voice Matters!

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

Advocacy is not politics but a way to influence policies.

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

5. Thank them for their attention and consideration

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

MEMBER SPOTLIGHT NOW

GIVE ME 5 WITH

Jerry Lavender President, Sports Specialty, Columbus, Mississippi

Opening Sports Specialty In 1989, Mr. Brumley sold the store and I left in 1991. I set up a screen shop, bought a six-head Barudan machine and a computerized engraving machine (both of which are still in operation today), and Sports Specialty was born. I soon hired 3 employees and hit the ground hard. Three years later the former store closed and I bought the building and inventory from the bank. I was back in the sporting goods business full throttle.

Getting Started In June 1973 I was going into my senior year of high school and got a part-time job with Brumley’s Sports and owner Bill Brumley and never looked back. His wife and family were a big part of the business. I remember him going to the NSGA trade show in Chicago and sharing everything he had seen. I worked my way through Mississippi State and accepted a management position with Brumley’s. I learned the business from a man who showed great integrity while serving the coaches and many athletic teams that came through our doors.

Evolving over 30 years Delivering the best product to our customers for a fair price and on time is key. The integrity of our business is extremely important to us. As a high school and junior college football official of 36 years, I fully understand this principle. We were at one time a group of 3 stores in 3 cities with 6 roadmen and $5 million in sales. We trimmed that to one store, 2 roadmen and $3 million in sales. Bigger is not always better. We made changes to truly customize all our orders in house.

Truly a Family Business My wife Beth joined me early on and we put together a team. We hired Jon Burt not long out of college and he is the best team salesman in the state. Courtney Campbell was an accounting major fresh out of school and we brought in another young man, Ben Sims, as our graphic artist. Ray Jordan was hired as an inside salesman and store manager and Tyler Turner as a purchasing agent. All of them are still with us with exception of my sister Margie Fromm, one of the original three who retired a few years back at 67. We have added three of our children - Leigh (trophies, awards, laser machine and cadcut), Elizabeth (online stores, website) and Steven (inside team and Internet sales). There are 18 employees and our printers and sewers have been here long-term and are some of the best in the business.

Membership Benefits We are now proud members of Sports Inc. It has been a tremendous help to our success and along with NSGA it has strengthened our position in the marketplace.

NSGA keeps us informed of the ever-changing world of athletics and brings us a much-needed source of credibility to our customers, old and new alike, hopefully for another 30 years.

NSGA NOW ®

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