NSGA NOW - September/October 2020

Volume 8 | No. 5 | September / October 2020

A PUBLICATION OF THE NATIONAL SPORTING GOODS ASSOCIATION

THE 2021 CLASS OF THE SPORTING GOODS INDUSTRY HALL OF FAME

ERIC BEZANSON

CLEVE’S SOURCE FOR SPORTS Roundtable on Baseball Participation and Equipment

Working Together with Vendors

NSGA’s Team Dealer Brand Ratings for Football

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TABLE OF CONTENTS

8

RECOGNITION NOW Meet Eric Bezanson of the Sporting Goods Industry Hall of Fame Class of 2021

CEO NOW 4 Building a Retail Powerhouse North of the Border OPERATIONS NOW 7 The Importance of Social Media Communication in a Pandemic

PARTICIPATION NOW 12 Roundtable Discussion on Potential Effects

16 19 23 25 27

of COVID-19 and Other Issues on Baseball Participation and Purchasing

INSIGHTS NOW

NSGA’s First Team Dealer Brand Ratings Report Looks at Football

RETAIL NOW

Don’t Let Vendor Sales Incentives Lead to Bad Purchasing Decisions

INDUSTRY NOW

Wilson Picks New President; EMC Signs Licensing Deal

LOCKER ROOM NOW

Recap of NOCSAE Summer Standards Meeting; Community Colleges Alter Athletic Seasons

MEMBER SPOTLIGHT NOW

Give Me Five with Julia Sherman, Bashor’s Team Athletics

>> The Cleve’s Source For Sports location in New Glasgow, Nova Scotia is part of the growth and expansion that occurred under Class of 2021 Sporting Goods Industry Hall of Fame inductee Eric Bezanson.

NSGA NOW ®

>> September / October 2020 | 3

INow· NSGA OFFICERS Chairman of the Board NSGA OFFICERS Pat Donnelley ChairmanSports, of theTwin Board Donnelley Falls, ID David Labbe

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

Past Chairman Past Chairman David Labbe RandyTrading Nill Post, Kittery, ME Kittery

Nill Bros. Sporting Goods, Kansas City, KS

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

Halifax, Nova Scotia, Canada

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

Donnelley Sports, Twin Falls, ID

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

CEO NOW One ofmany the wonderful aspects of the Sporting Goods It is not a secret that independently owned sporting goods retailersIndustry and dealers been under siege over the Hallhave of Fame are the stories behind the last several years. successes of the inductees because they are applicable to any generation.

Consumers turn to the internet, thinking it's a better option for their purchases. The labor market is increasingly tight.

Eric Bezanson, the Sporting Goods Industry Hall of Fame Manufacturers try to go directly to the consumer and narrow Class of 2021 inductee and president of Cleve’s Source their distribution of products. for Sports, is a perfect example.

Those are a few of the biggest challenges independent retailers Bezanson got his in the industry as a buyer for and dealers face. The effects are evident throughout thestart industry as struggling

smallentirely. sportingOur goods sectionatofNSGA's a hardware store in businesses consolidate or close theiradoors colleagues benchmark associations, the American Booksellers Association and the North American Retail Canada. When the opportunity arrived to manage his Hardware Association, echo those concerns, but none of us is throwing in the towel! first sporting goods store, he attended trade shows to

make learn morebattle abouttothe industry.

We always search for ways to help our coreconnections members inand their ongoing succeed.

Our new 'Verified Independent Dealer Program" hits the bullseye. The idea for the The networking and knowledge prepared him well when he decided to buy Cleve’s Sporting program was sparked by a group of NSGA-member team dealers who wanted to Goods in Halifax, Novaexperience, Scotia. Bezanson was on top of thedifferentiates trends that were occurring in the emphasize how their knowledge and service them from mid-1970s with the fitness and running booms in North America. He looked at the future and their competition.

made sure his assortment included apparel and shoes that could generate sales year-round.

Getting the public to understand the importance of working with a quality independent dealer is one thethe critical components to the NSGA Verified Independent Bezanson thenofsaw opportunity for growth, but he did it cautiously andDealer gradually grew Program.

NSGA will assist Verified Dealers by sharing and explaining what it means be to 18 stores across Canada’s Maritime Provinces of Nova Scotia and New Brunswick.to Cleve’s part of this program with their current and potential customers. became a fixture in many communities while other competitors, including national chains, came and went.

The details about the criteria for the MVP and All-Star categories of the NSGA Verified Independent Dealer Program, One reason for Cleve’s successful growth is its commitment to sports and athletes in the along with applications and other important information, areas it has a retail presence. Cleve’s is devoted toalso helping can be found at www.nsga.org/verified.

You can readany sports association or team

more about it on page 22 this edition of NSGA NOW. We is there to help athletes of all that needs sponsorship or of support.

Customers know Cleve’s encourage team dealers, full-line retailers and specialty retailers ages achieve their goals. involved in hockey, skiing, running and other sports to apply.

Bezanson also played a role in the overall success of the sporting goods industry. He was ofdevelopment the NSGA Verified Independent Dealerfor Program will be programming Another benefit instrumental in the and growth of the Source Sports buying group by serving for the group at the 55th Annual Management Conference & 21 st Annual Team Dealer on its Board of Directors. He also spent a decade on the Canadian Sporting Goods Association Summit. This will be an excellent opportunity for verified dealers to get together and board hisand sonconcerns Kevin haswith continued the family tradition of service in his current position shareand ideas their peers. on the NSGA board.

The Management Conference & Team Dealer Summit held May 19-21 in Braselton, We certainly hopearound we arethe able to have theofin-person to goods celebrate the Georgia, is right corner.

Some the best induction aspects ofceremony the sporting industry's premier event are illustrated on page 11 of this issue.

Register now accomplishments of Eric Bezanson at the NSGA Management Conference & by Team Dealer completing the18 form in the magazine, or, online atinductees www.nsga.org/events.

Summit on May in Naples, Florida. Honoring the is one of the highlights of every conference and we really not being able with to hold theand event this year because We hope everyone had amissed happy holiday season family friends and that you of the COVID-19 pandemic. is to honor Class 2020 isinductees Peter Capolino (Mitchell closed out 2018 on aOur highplan note.

Don't forget thatofNSGA here to support you in making 2019 even better!

Fight the good fightl & Ness Nostalgia Company), Robert Greenberg (Skechers) and Klaus Obermeyer (Sport Obermeyer) at the 2021 Conference.

Best regards, You can learn more about Eric Bezanson’s career in the sporting goods industry and how to Matt Carlson I President & CEO nominate deserving candidates for the Class of 2022 on pages 8 and 9 of this issue of NSGA NOW. Please join me in congratulating Mr. Bezanson for this great honor!

NSGA works with NOCSAE to keep you informed on standards that could affect sports equipment.

Best NSGAregards, NOW® (ISSN 1045-2087) is published bi-monthly for members of the National Sporting Goods

Association, 1601 Feehanville Dr., Suite 300, Mount Prospect, IL 60056-6035; Phone: (847) 296-NSGA (6742); Matt Carlson | President & CEO

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

4 | NSGA NOW ®

>> September / October 2020

OPERATIONS NOW

Social Media Strategies in a Pandemic

By Lizz McCrindle NSGA Marketing Coordinator As the world grapples and adjusts to the sweeping changes that

“What consumers wish they had from a small company is that the

have become the new normal during a pandemic, businesses large

small company would focus on one or two social media platforms

and small have to rethink the way they communicate with their

and do them well, not five or six and do them all very, very poorly,”

customers on social media.

Mayer said. “So think about where your customers are, are they

Seeking guidance in navigating this terrain, the National Sporting Goods Association (NSGA) reached out to New York Times bestselling author and social media expert Eve Mayer, and her husband

young, are they older, are they in-between, are they male or female, what do they have in common, where can you best reach them?

And then pick one or two channels and be there.”

Levi Sauerbrei, for a three-part video series designed to provide a

During this episode, Mayer also explains that customers should

better understanding of the best ways to communicate and stay

determine which platforms your business should use. The key to

in touch with customers during such a difficult and uncertain time.

understanding this is by identifying your target audience and where

The first episode focuses on social media strategies that should

they are active on social media.

change or be adjusted during the COVID-19 pandemic.

The final episode of this series discusses ways businesses can see

“Everyone has been touched by this… it is important for your

social media growth.

organization to be open and to focus on positivity, there is so

“Be funny! Stop being boring, don’t be negative, don’t tell me bad

much that people are worried about and people have very different

stuff,” Mayer said. “We all have enough rough news and bad news

opinions,” Mayer said. “I don’t think this is a time for political opinions

right now, be funny. Tell me an inside joke about your brand.

by companies on one side or another.

“Be personal, be positive, tell me stories about your clients and

“I think it is a time for support, and kindness and safety for your

customers and employees and you. Tell me something that is going

people, and understanding for what your customers need and

right, I want to really support those type of companies… I want to

asking your customers how you can better serve them and pivoting

follow them on social media.”

your business to where you make people with different levels of

The video series conducted with Eve Mayer and Levi Sauerbrei can

comfort able to purchase from you.”

be viewed in its entirety by visiting the NSGA COVID-19 Reopening

The second episode addresses what customers expect from small

Resources page at https://www.nsga.org/advocacy/covid-19-

businesses with regards to social media.

resource-page/covid-19-video-resources/. Eve, of EveMayerMedia. com, gave presentations on social media at the NSGA Management Conference & Team Dealer Summit in 2015 and 2016.

NSGA NOW ®

>> September / October 2020 | 7

RECOGNITION NOW

Introducing THE SPORTING GOODS INDUSTRY HALL OF FAME CLASS OF 2021 Building an impressive retail footprint in Canada cemented Eric Bezanson’s selection to the Sporting Goods Industry Hall of Fame Class of 2021.

Bezanson, the owner of Cleve’s Source For Sports stores in Canada’s Maritime provinces of Nova Scotia and New Brunswick, will join more than 170 retailers, team dealers, manufacturers and industry influencers who have been honored with induction into the Hall of Fame since it was established by the National Sporting Goods Association (NSGA) in 1955. The selection of Bezanson was made by the Sporting Goods Industry Hall of Fame Committee at its annual meeting in May, which was held virtually because of the COVID-19 pandemic.

“Eric Bezanson has made a tremendous impact on the sporting goods retail landscape in Canada,” said Hall of Fame Committee Chairman Ken Meehan, Executive Advisor to the CEO of Dunham’s Sports. “I am very excited to welcome Eric to the Hall of Fame and we look forward to seeing him honored at next May’s induction ceremony.”

The Hall of Fame dinner and induction is scheduled to be held May 18, 2021, at the Ritz-Carlton Golf Resort in Naples, Florida, the site of the 2021 NSGA Management Conference & Team Dealer Summit. Details on attending this event will be announced soon.

The members of the Hall of Fame Class of 2020 — Peter Capolino (Mitchell & Ness Nostalgia Company), Robert Greenberg (Skechers) and Klaus Obermeyer (Sport Obermeyer) — will also be part of the 2021 induction ceremony. Their ceremony scheduled for May was canceled because of the COVID-19 pandemic.

The nomination period for the 2022 induction class is open until February 19, 2021. If there is an industry pioneer, innovator and leader you believe is deserving of consideration, please go to nsga.org/halloffame for more information on the qualifications and nomination process. You can also contact Julie Pitts, Hall of Fame Committee Secretary, at jpitts@ nsga.org.

Please continue reading more about Class of 2021 inductee Eric Bezanson.

8 | NSGA NOW ®

>> September / October 2020

Eric Bezanson OWNER CLEVE’S SOURCE FOR SPORTS

Working in a hardware store gave Eric Bezanson some of the

Keys for Cleve’s growth included Bezanson making sure he fought for his business and also understanding that the best deal was a win-win for both parties. Bezanson’s organizational skills let brands know their products would be well-represented in Cleve’s stores.

necessary tools for long-term success in the sporting goods industry.

Bezanson also devoted a lot

One of Bezanson’s first jobs was a buyer for the sporting goods

of time to the sporting goods

section of T.B. Calkin Ltd., in the Canadian maritime province of Nova Scotia. Bezanson became manager of Calkin’s first sporting goods store in the mid-1960s and that led to his purchase of Cleve’s Sporting Goods in Halifax in 1972.

His involvement in the formative years of the Sports Distributors of Canada (SDC) helped Bezanson grow Cleve’s Source For Sports to 18 retail locations, two team/institutional locations and a seasonal ski hill in Nova Scotia and New Brunswick. Bezanson’s success and devotion to the industry made him an ideal choice for the Sporting Goods Industry Hall of Fame Class of 2021. He joins retired SDC president Randy Hooper (2012), John Forzani of The Forzani Group

industry. He served on the Board of Directors of the Canadian Sporting Goods Association (CSGA) from 1979–89 and received the CSGA Award of Merit in 1989. He also served on the SDC Board of Directors from 1989–95.

Supporting local sports has been a big part of Cleve’s success as it has outlasted challenges from other chains in its territories. Cleve’s has been a sponsoring partner of Sport Nova Scotia almost since the organization started. Cleve’s is also a title sponsor for the Sport Nova Scotia Athlete of the Month program, which rewards male and female individual athletes and teams with gift certificates to

(2010) and Jack Cooper of Cooper International, Inc., (1979) as

its stores and a framed certificate.

Canadian members of the Sporting Goods Industry Hall of Fame.

Cleve’s also supports KidSport™, a Sport Nova Scotia program that

“Congratulations to Eric on your induction to the Sporting Goods

helps youth in need participate in organized sports. Cleve’s also

Industry Hall of Fame joining the late Jack Cooper, the late John Forzani and myself as the four Canadians to be so honored as members of this prestigious Hall of Fame,” Hooper said. “Your

sponsors Run Nova Scotia and donates prizes to almost any sports team or association that asks for fundraising help.

“Eric hasn’t built a business; he’s built an institution deeply rooted

vision and relentless work ethic built the Cleve’s organization from

in empowering the communities in which they live,” said Ed Kinnaly,

a single store in Halifax to dominating sporting goods retail and

CEO of Bauer Hockey. “The business that Eric and his family have

team sales on the east coast of Canada. Your support of the Source

built reflect their values as people who genuinely care about doing

For Sports group of retailers contributed strongly to the success

good for the long-term. We’re incredibly fortunate to have an

and respect the group enjoys today.

organization like Cleve’s in our industry.”

“I have thoroughly enjoyed our relationship over the many years

Bezanson’s success led to recognition in 1997 from the Maritime

participating together on the boards of Sports Distributors of

Sporting Goods Association and as the Atlantic Canada Entrepreneur

Canada and the Canadian Sporting Goods Association. A visit

of the Year in the retail category. Cleve’s also received a Snowsports

to Halifax always included a sensational Lobster feast with the

Industry Association (SIA) Canadian Retailer of the Year honor in 2013.

Bezanson family and a friendship I will always cherish.”

Thousands of employees have fueled Cleve’s success and that

Bezanson played baseball and hockey as a kid but had a larger

includes members of Bezanson’s family. His wife Anne did the

interest in business and sales. His timing for moving his family to

bookkeeping when they bought the store. His three sons are also

Halifax could not have been better as the sportswear market and

involved in the company – Kevin is the president and also serves

fitness boom took off in North America. Bezanson transformed

on the National Sporting Goods Association Board of Directors,

Cleve’s focus from hunting, fishing and traditional sports to include

Peter is a buyer and Gregory operates a cresting business on the

more emphasis on athletic shoes and clothing that customers

team/institutional side.

need year-round.

NSGA NOW ®

>> September / October 2020 | 9

2022 CALL FOR

NOMINATIONS Submissions accepted until February 19, 2021

Nominate a deserving Retailer, Dealer, Manufacturer or Industry Influencer for the 2022 Class of the Sporting Goods Industry Hall of Fame.

Learn more and nominate at nsga.org/halloffame The Sporting Goods Industry Hall of Fame was created in 1955 by the NSGA Board of Directors to honor the pioneers, innovators and leaders who built the sporting goods industry and to help recognize and encourage excellence within the industry.

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PARTICIPATION NOW

NSGA Roundtable: The Future of Baseball Participation and Equipment Sales

By Tom Van Jacobs NSGA Marketing Coordinator What potential effects of COVID-19 and trickle-down effects from acrimonious labor issues with Major League Baseball (MLB) have on baseball participation and equipment sales? Could this accelerate a decline in youth baseball participation of the past two decades? In youth ages 7–11, there has been a decrease in participation by 40% from the 1990s to the 2010s, according to National Sporting Goods Association participation reports.

The current pandemic has caused disruptions in sports from the professional level down to youth leagues with postponements, cancellations and programs being cut because of financial reasons. NSGA put together a panel of people directly involved in youth baseball to reflect on some different issues that could affect baseball participation and equipment sales.

Shawn Hancheroff

B. Elliot Hopkins, MLD, CAA

Bruce Bohan

Kim Karsh

Owner MVP Athletic Supplies Ltd. Langley, British Columbia, Canada

Director of Sports, Sanctioning and Student Services National Federation of State High School Associations Indianapolis, Indiana

Owner FishHawk Sporting Goods Riverview, Florida

Owner California Pro Sports Harbor City, California

12 | NSGA NOW ÂŽ

>> September / October 2020

NSGA: Most spring high school seasons were lost to COVID-19

Other places in Florida as of now are allowing games. That’s where

and many summer seasons/leagues were impacted. The Little

the teams are going to play. Many rec ball players have become

League World Series was canceled. What are the effects of this?

Hancheroff: The cancellation of high school and Minor and Little League spring and summer programs, while necessary for public safety and to slow the spread of COVID-19, will undoubtedly have a damaging effect on the game. Kids who were very excited about baseball may, as a result of not getting on the field this year, lose that excitement or may in their down time with no season, find another

travel ball players. With that they need more gear, which is good for our store. But we need both the rec and travel ball players. We lost a good eight weeks of sales. Some of that with All-Stars is our third-busiest time of the year. We have survived so far. If there are no fall baseball/softball leagues in our county, I don’t know what we will do. But I am keeping a positive attitude and hoping everything works out.

sport or interest that replaces or diminishes their excitement and

Hopkins: It is very sad that so many young people lost their

drive to play baseball. Huge quantities of young players have missed

senior year of spring competition. No one did anything wrong,

an entire season of instruction and skill development. There is no

this spring season was a victim of circumstance. If schools are not

doubt that players who were eager to play baseball will be lost

open, then you cannot have school-based sports. The decision

to the game as a result of this pandemic and that is unfortunate.

to shut down schools and programs was a responsible national

Hopefully, we can all work to get players back on the field as quickly and safely as possible so that those players, especially the younger ones who are excited about baseball, can get to the game they love.

With a concerted effort to get programs and leagues back up and

health risk decision. In an odd way, the lesson learned is to never take anything for granted. Work, train and play hard because you do not know what the future holds for you.

While I am interscholastic baseball focused, I enjoy watching

running in whatever formats we can as soon as possible, I think

summer baseball. It is important to get our young men and women

that will help to limit the decline in participation and equipment

out running, sweating, having fun playing baseball at any level.

sales in our area, but I think there will be a significant decline in our

Listening to kids play is almost as rewarding as watching them

area for 2021 even if things return to close to normal. That decline

play. There is an energy and excitement that is displayed when

could be considerably worse if we aren’t able to return to some

youngsters get together to play baseball. For me, it is the sign

semblance of normal in the spring and either way it is going to be

that summer has truly begun. The loss of the Little League World

disappointing because at least in our area baseball had been on

Series is stunning! I cannot remember a year that I did not watch

an upswing over the last couple years.

the games and root for a particular team. Those games are akin

At this point I think we are all just guessing at the effects COVID-19 is going to have on baseball participation for the remainder of this year and into the future. I know as a dealer that does about 65% of our business in Softball/Baseball we are hoping that the effects will not be too severe and hopefully will not last that long.

The past several years have been very good for our business and in the last two years, according to our customers, we have been seeing an upswing in both participation and spending in baseball.

That was all put on hold in mid-March and many of our customers have totally written off the 2020 season. Just now at the beginning of July are we seeing some of our associations being allowed to start returning to the field in a limited fashion for practices and group workouts only.

to the MLB World Series for the young kids. I know that they will recover, and we will be better with more appreciation of the sport and (hopefully) each other.

Karsh: This affects us the most and I don't see an end until a vaccine is developed. On our end no one is going to buy uniforms or equipment unless there is a plan to have games. We were lucky in a way, our leagues plan and start earlier than East Coast teams.

We had started baseball and softball in February. We only got a few weeks in, but I delivered goods, and most are paying us.

The bigger problem was no all-stars, this is very important to the leagues and to us. This had a large impact on our business. As to the summer leagues, again very important to us and no one is allowed to play as of now. The year started off great and until March

Bohan: It’s a sad thing for the seniors. For the majority of the kids,

it was sailing along. We have never been affected as much as all

when high school sports are over, that’s it for them. It will be even

the schools and sports shut down. We have no parks, no leagues,

worse if there is no fall football. I am living it firsthand here in Florida.

no one that can meet to practice or play any games. So, let’s just

Baseball/softball is played year-round here. Normally July slows down

survive this year, hope for a vaccine and start fresh in November.

some to travel plans and the heat. In the county we live in, Hillsborough, the rec leagues can practice only. NO GAMES ALLOWED!

NSGA: There was a lot of fighting between players and owners about the start of the 2020 MLB season. Even though MLB came NSGA NOW ®

>>

Continued on Page 14 September / October 2020 | 13

PARTICIPATION NOW Continued from Page 13

back to play this year, do you think people have been turned off

Hopkins: For those markets in which it is the only opportunity to

enough to stop playing?

watch professional baseball, the minor league clubs have always

Hancheroff: I think MLB’s issues between management and the players around their return to play are very hard for most people to swallow. People who have had their wages/hours reduced or have

been a welcomed and cost-efficient option. Great, hard-nosed competition for a price that an entire family can attend the game and have a great time.

been laid off are not very sympathetic to the players or the owners’

Karsh: This is a bad move, many of our leagues who buy uniforms

problems. I think the MLB was already in a precarious position

plan on these T-shirts and hats being available for use. This is a

and this just exacerbates the problem, they really can’t afford to

bad move.

be turning fans off. I think if fans stop watching and going to MLB games, or even just pay less attention to the MLB, that only means the loss of people playing at all levels from adult leagues down to T-ball. Lots of kids are introduced to the game by going to their first baseball game or watching games/highlights on TV and the less that happens the fewer young people get involved in the game.

Bohan: No. Kids today do not follow the game and MLB as previous generations. That’s a sad thing. That’s a whole other story. But kids still love to play baseball.

Hopkins: For those who are avid MLB fans, they might possibly feel disappointment in the players and owners that they (didn’t) work together enough to (ultimately) have an abbreviated season. MLB has the opportunity to be the first professional sport to come back and offer a much-needed distraction to the current events of the world.

That being said, true fans will want to see baseball in any type of format.

Karsh: No, I think it's not going to affect the sport of baseball.

We just had 3 teams (this summer) drive to Arizona to play a baseball tournament.

NSGA: What do you think of the plans to significantly reduce

NSGA: What about the impact of cutting this year’s MLB draft to five rounds and limiting the number of professional signees?

Hancheroff: I don’t like the cutbacks in the draft this year, but I see the reason for doing what MLB did as long as it is just for this year to try and get through this crisis. I feel terrible for all of those kids who are going to miss the thrill and exhilaration that being selected in the MLB draft provides because of this change, and for most of those affected, this will have been a once-in-a-lifetime event that COVID-19 robbed them of.

Bohan: An MLB team better have a good scouting system.

Hopkins: Everyone is adapting to the “new” normal. I would imagine that more “sure thing” prospects will be selected, and the other “project” players will have to distinguish themselves if they get any opportunity to display their baseball skills and acumen.

Karsh: No effect, if they have talent, they will find a team.

NSGA: How does the cutting of Division I college baseball programs, such as Furman and Boise State, impact the sport?

minor league teams, thereby reducing opportunities for players

Hancheroff: Any time programs are being cut at any level it is

professionally as well as fan exposure to the game?

a problem. Less programs means less people playing and fewer

Hancheroff: Minor League programs play a huge part in the game, both allowing opportunities for players to develop and play professionally, but also allowing for high-level baseball in areas and communities that could never support a Major League team. These

colleges offering a baseball program offers less opportunities for young people to continue to develop and play the game at higher levels.

Bohan: That is just plain sad. But I get it. Baseball programs, for

programs are often of tremendous benefit to their communities and

the most part, are not making the college money. College football

allow many people to experience professional baseball, especially

pays the bills.

younger fans who would otherwise miss out on the opportunity.

Hopkins: That is disappointing, because those schools have been

Bohan: Minor League baseball is one of America’s greatest

competitive, and those young men have represented themselves

pastimes. It’s baseball on a family budget. In some towns, it’s the

and their institutions very well in the past.

hit of the summer. As far as players, it’s going to hurt the players who take longer to develop and mature. Some of those feel-good stories will not be made.

14 | NSGA NOW ®

>> September / October 2020

Karsh: So much money goes to just one or two programs at a college. This is an excuse to eliminate smaller sports.

STAND OUT From Your Competition 10:00

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Learn more at nsga.org/verified

INSIGHTS NOW

NSGA Report Provides Insight into Tackle Football Equipment for Dealers, Brands

By Nick Rigitano NSGA Director of Insights and Analysis and apparel, NSGA conducted the Team Dealer Trends: Brand Ratings Survey in February 2020. Whether an organization is an

Team Dealer Trends: Brand Ratings

existing team dealer, a start-up dealer, or a retailer considering

Tackle Football

segment. This includes competition levels serviced, brands carried

the addition of a team component, the resulting insights can aid in understanding the current landscape of the tackle football for select categories and how those brands measure up against others based on certain attributes. This report can also be used by manufacturers to get a better idea of where they stand with their dealer customers.

Here is a glance at the information contained in the report:

Tackle Football Sales Overview nsga.org

Team dealers often face the difficult task of evaluating whether or not to expand or contract their product offerings and which brands they should carry. To make decisions even more difficult, the tackle football market is highly saturated with an abundance of brands and products.

To give team dealers a better idea of the brands being carried, along with their ratings for certain attributes for football equipment 16 | NSGA NOW ÂŽ

>> September / October 2020

This section provides an overview of tackle football sales among dealers for the most recent season in 2019. The percentage of organizations experiencing increases/decreases in tackle football sales for 2019 vs. 2018, as well as the average change among all respondents, is explored. Also included is information on the median number of tackle football teams serviced by competition (high school, college, rec league, etc.) level and the percentage of tackle football sales attributed to each level, along with the percentage of total tackle football sales among respondents broken out by product category.

Tackle Football Brands Carried This portion of the report examines the average number of brands carried by dealers for each of the nine product categories displayed in Figure 1, as well as the percentages of brands being carried by dealer respondents for the given categories. As shown in Figure 1, uniforms and performance apparel were the categories in which dealers carried the most brands on average (4.7 and 4.2 respectively).

Dealers carried an average of 3.2 brands for the categories of footballs and field equipment, followed by 3 brands carried for mouthguards.

An average of 2.5 brands were carried for protective pads and 2.3 brands were carried for football gloves. Not surprisingly, dealers carried the least amount of brand options for football cleats/shoes and helmets (1.7 and 1.3 respectively), given the limited number of brands offering these products through the dealer channel.

This section also includes a look at the percentages of respondents

"In addition to the published report, NSGA made a video presentation of the report available to NSGA MVP Verified Independent Dealers and NSGA All-Star Verified Independent Dealers as a benefit for their involvement in the program.

“For some of my staff reading a report has little retention, but with the video presentation, it makes it memorable. I appreciate NSGA making this important information relevant to the old school staff and the next generation staff.”

carrying given brands for the product categories surveyed. Lastly,

Kim Karsh Owner California Pro Sports

this section introduces the concept of brand points, a way to directionally determine the weighted average amount of sales with a given brand among each football product category.

Figure 1

Next were Champro (4.34) and Mueller Sports Medicine (4.28).

Rounding out the top five were Founder Sport Group (4.10) and Fisher Athletic (4.05).

The report is available to NSGA retailer and team dealer members as a complimentary benefit and can be downloaded at the Research Offerings section of the NSGA website (www.nsga.org). Other organizations interested in obtaining the report can contact Nick Rigitano, Director of Insights and Analysis, at nrigitano@nsga.org or (847) 296-6742, ext. 1080.

Figure 2

Tackle Football Brand Ratings The final section of the report explores the ratings given to 24 tackle football brands by dealers carrying them, based on five different brand attributes of value for the price, timely delivery, product innovation, brand name recognition and sell-through. An overall attribute score is also given for each brand based on their average scores among these five categories.

This section includes ratings of brands carried by dealers based on overall feelings toward them evaluated on a 5-point scale (5=very positive, 3=neutral, 1=very negative) as shown in Figure 2. Augusta Sportswear Brands received the top spot in this category after dealers carrying the brand rated them most positively (4.49 average).

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RETAIL NOW Please Mr. Vendor – Let’s Work Together!

By Ritchie Sayner Advanced Retail Strategies A while back I stopped by a local car dealership to check out a car I saw advertised. The general manager informed me that the particular model I was inquiring about was not allowed to be sold at that location. That seemed odd to me as the dealership only represented one line of vehicles. So I inquired as to the reason. I was told that unless the dealership was willing to “invest” (translation: spend) money to add an additional level on their building, along with other costly improvements, they would not be allowed to carry the model I was inquiring about.

The manager was frustrated by the automobile maker since he felt his company had always supported this manufacturer through a sizeable inventory investment.

Add to that the expense of the existing building and all of the advertising they had spent over the years to promote the brand and build a customer base. The rules of the game were clearly changing, nobody at the corporate level seemed interested in his concerns and there was nothing he could do about it. This was his only line of vehicles. To make matters worse, the manufacturer was spending huge amounts of advertising dollars to generate consumer interest in a vehicle that he wasn’t even allowed to carry. Feelings of resentment were growing. Does any of this sound familiar?

I believe most vendors want to provide a good product at a fair price and want the buy/sell relationship to be mutually beneficial.

• “If you don’t buy this special program, you won’t be considered a ‘Five Star’ retailer.”

• “If you take delivery by X date, you won’t have to pay for it until Y date.”

• “You have to buy X of specific product in order to maximize marketing dollars.”

• “If you don’t get the order in by a certain date, you will lose a certain discount, delivery time, or the product might be sold out.”

• “If you buy a certain quantity, you will get free freight.”

However, certain vendors offer incentives from time to time as

• “We’ll even guarantee the sale.”

coercement to buy other products or lines that they want to sell. Be

Let’s examine these sales ploys more closely and discuss options.

careful not to let vendor incentives, dating, aggressive discounting, threats, intimidation, deadlines, or ultimatums force you into making decisions that are inherently negative for your business. I find it a better business practice to buy products that sell well on their own merits because they are good products. When incentives must be applied to motivate the buyer to buy, be wary. As a general rule, things do not end well when buying decisions are made under these circumstances.

Listed below are just a few “sales” techniques you might want to be aware of: • “If you don’t increase your order by X% over last year, we will have to offer the line to your competitor.”

The threat of losing a line to a competitor generally strikes fear in the hearts of most retailers. It happens all the time anyway, so don’t worry about it. Do you really want a vendor thinking they have that much control of your business? If you feel pressured to concede to this sales tactic, you don’t have much of a relationship to begin with. Also, you might as well plan on being bullied again in the future since it worked this time.

Course of action: Turn in the order that you feel comfortable with and let the chips fall where they may.

In their understandable push for consistency of both product presentation and image, vendors for years have come up with programs designed to recognize their top dealers. On the surface, NSGA NOW ®

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RETAIL NOW there is nothing at all wrong with this unless you are striving to

Also, I never understood how the product in question could be sold

become a “Five Star,” “Diamond,” “Titanium” or some other coveted,

out when there were several more shows left in the selling season.

precious-element dealer for the wrong reasons. These levels of

Course of action: Take your time, do your homework. If the

distinction often are accompanied by perks such as greater discounts, return privileges, increased marketing allowance, payment terms, seats on advisory boards, and freight allowances to name a few. If the size of your orders put you into this category anyway… fabulous!

You deserve the perks and the dealer recognition is nice. On the

discount makes sense and you have seen all of the competing lines you need to in the category, pull the trigger.

In some categories free freight is a huge deal and obviously something to be considered.

other hand, if your ego has taken over your good sense and you

Course of action: Know what the savings will be prior to committing

are buying more than you should for the sole reason of achieving

to quantities you can’t handle.

this distinction, you might want to rethink your priorities.

Having a vendor “partner” with you on goods they think you should

Course of action: Buy what you can sell and forget the gratuitous

buy can be a positive. Make certain all parties are clear regarding

designations unless they make economic sense.

all terms including any markdown money, return goods allowances,

Vendors often offer special dating if you take early delivery. The pitch is great - take delivery by a certain date and you might get several extra months to pay for the merchandise. The idea here is

credits on your account, ending dates, etc. Often these programs can leave the retailer with even more slow-moving goods the next season if not executed properly.

that you will get a longer time in which to sell the product, perhaps

Course of action: Make sure you have a vendor prenuptial

even all of it, before the invoice is due. Isn’t this retail heaven? Not

agreement prior to embarking on a partner program. Get it in

really. Vendors want to keep factories operational and they want

writing by someone with authority.

the product shipped to you as soon as available for a couple of

I am not suggesting that sales incentives aren’t worthwhile. Often

reasons, primarily a) so you won’t buy from another resource and b) you can’t cancel the order if sales slow because you already have it. The reason I don’t care for dating programs is because once the merchandise is received it begins to sell because of the power of fresh new merchandise. This means the goods you had planned to sell at this time may not sell as quickly potentially leading to higher markdowns and slower turns. Remember when you are enjoying the extra terms; there will be a day of reckoning… the date the invoice is finally due!

they are. What I am saying is don’t get greedy. Don’t let the “deal” coerce you into making a bad business decision. Always ask yourself, would I be buying this if it wasn’t for the particular incentives?

Setting goals and striving to reach your goals is admirable. However, when achieving the goal benefits one party while putting the other at a disadvantage, the purpose of the relationship comes into question. When this happens, the larger objective of mutual benefit is lost to selfish, short-term motivation.

Course of action: Although there are numerous exceptions

Ritchie Sayner

and many cases where dating is favorable, it is best to buy the

Sayner has spent the past four

quantities you want as close to time of need as possible.

decades helping independent

Sometimes you might receive an extra advertising allowance if your

retailers improve profitability.

order reaches a certain level. This just might work for you, because

In addition to speaking to retail

if you have purchased more than you can see profitably, you will

groups nationwide, Sayner is

need the extra ad budget for all of the sale ads you will be running.

a regular contributor to retail

Course of action: Stick to your open-to-buy plan and buy what you can sell profitably. If you happen to qualify for the advertising allowance… great, but don’t reach too far or the “free” advertising won’t be free after all.

One of my favorites is the enticement of getting the order turned in by a certain date or lose a certain discount percentage. Sometimes, you may be told, the product may even be sold out. It takes a lot more than a few discount points to make up for a 50% markdown if you have hastily submitted an order without thorough preparation.

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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 though his website at www.advancedretailstrategies.com.

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INDUSTRY NOW Wilson Names Dudy New President Wilson Sporting Goods appointed Joe Dudy as president. Dudy was chosen as acting president of Wilson in October 2019 after Mike Dowse left to become president & CEO of the United States Tennis Association. Dudy has been with Chicago-based Wilson for 25 years and served as VP of finance.

“We are happy to nominate a proven internal leader, Joe Dudy, as president, Wilson Ball Sports,” said Heikki Takala, President and CEO of Amer Sports. “Under Joe’s leadership as Acting Brand Leader since last fall, while dealing with the COVID crisis, Wilson has developed exciting new building blocks on its journey towards becoming a billion-dollar sports brand with leadership positions in global tennis, baseball, and American Team Sports. Most recently, Wilson initiated a global partnership with the NBA, with a tremendous future impact on the brand and the business.”

Dudy started his career with Wilson in 1995. During his tenure at the company, he has held a variety of domestic and international finance and business strategy roles. Dudy was appointed to vice president of finance in 2005.

“It is an honor to have the opportunity to lead and serve Wilson,” said Dudy. “I have great respect for our people and brand, and I look forward to working closely with the Amer Sports leadership and board, members of my senior leadership group and team members around the world. I am energized to take on this role at a time when our company’s future is full of potential and possibilities and lead the transformation of our business that will allow Wilson to endure for its next 100 years.”

EMC Reaches Licensing Agreement with Dancewear Brand Vida Shoes International, Inc. and Eric McCrite Company (EMC) announce their new licensing agreement for the Pastry Brand of Dance Footwear, Clothing, and Accessories. The Pastry brand, known for its best-in-class dance sneakers, has signed a Worldwide licensing agreement with the Acworth, Georgia based Eric McCrite Company (EMC) to manufacture, distribute, and expand its product lines.

Mr. Victor H. Dabah, founder of Vida Shoes International, says “the Pastry is a brand synonymous with the fashion dance, cheer and activewear industry. This global partnership is the next stage in Pastry’s 15-plus year history. EMC shares our mission and goals to design great product that its customers will love. We are confident they will be a great partner for Vida Shoes International and our Pastry Brand.”

As part of the agreement, EMC will design, produce and distribute footwear, socks, apparel and various other activewear-related accessories for the brand, starting June 2020. EMC plans to distribute the new ranges globally through activewear stores, better fashion retailers, sporting goods stores, and team dealers. EMC will also take over operation of Pastry’s e-commerce platform lovepastry.com.

"This licensing agreement offers an opportunity to connect with customers across multiple distribution channels with a variety of product categories,” said Eric McCrite, CEO of EMC. “Pastry’s global appeal in the authentic dance and activewear space offers an attractive opportunity to scale the business through the development of new casual fashion categories. With its innovative, activewear-inspired designs and independent spirit, Pastry has captured the hearts and minds of professional dancers as well as amateurs from grade-school age to adults worldwide.”

Schutt Launches New Splash Shields Schutt Sports launched three new Splash Shield products, the Field Sports Splash Shield, the Men’s Lacrosse Splash Shield and the Sunglass/Eyeglass Splash Shield. Following the debut of Schutt’s Splash Shield designed specifically for football earlier this year, these products offer athletes, coaches, umpires and referees some protection from potentially harmful droplets caused by talking, sneezing and coughing in close proximity.

The Field Sports Splash Shield is a uniquely designed mask that optimizes both comfort and protection and can be worn by players, coaches and officials in a variety of sports. The Men’s Lacrosse Splash Shield will attach directly to the faceguard. Not only will the new Lacrosse Splash Shield fit all configurations of STX/Schutt helmets and all other lacrosse helmets, but these shields are lightweight, easy to attach and clean and inexpensive enough to be disposable. The Sunglass/Eyeglass Splash Shield will fit almost all configurations of glasses, which is ideal for players, coaches, umpires and referees.

These new Splash Shields, made of a clear optical material, are assembled in the U.S. Schutt planned to make these products available for sale through its dealer network as well as online in mid-August.

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LOCKER ROOM NOW Junior Colleges Make Changes to Sports Seasons Summer Standards Meeting Recap The National Operating Committee on Standards for Athletic Equipment (NOCSAE) held its Summer Standards meeting virtually on July 24 because of the COVID-19 pandemic. Here is a recap of the meeting attended by NSGA staff members: • The standard performance specification for recertified football helmets (ND004-11m15) and the test method and specification for football gloves (ND019-10m15a) required a five-year affirmation because no changes had been made to the standards during that time period. Maintaining the standards in their current form passed.

The National Junior College Athletic Association (NJCAA) and California Community College Athletic Association (CCCAA) announced changes to their sports seasons for the 2020–21 academic year.

The NJCAA shifted all closecontact fall sports to the spring semester. Those include football, men’s and women’s soccer and court volleyball. The NJCAA cross country championships for all

• There was discussion of a proposed revision for the standard

three divisions, the half-marathon

test method and performance specification used in evaluating

championships and Division III

the performance of protectors for commotio cordis (ND200-20).

women’s tennis championships

This is the standard currently used for baseball and lacrosse

will continue with their originally

chest protection. This will remain in proposed status because

scheduled dates.

NOCSAE determined the revision needs refinement and it

All winter sports competition will begin in January with most

needs time to work with manufacturers to make sure the chest protection is still covering the cardiac silhouette.

• There was a discussion on the standard performance

championship seasons moved from March to April. Those sports include men’s and women’s basketball, wrestling and swimming and diving. Women’s bowling and men’s and women’s indoor track

specification for newly manufactured youth football helmets

will be held at the beginning of March.

(ND006-20). This standard could not be moved from proposed

No changes were made for spring sports competition except for

to final status until January 2021 at the earliest. With a new standard, no final date will be determined until it is voted into final status.

• Non-contact (flag) football headgear was discussed. NOCSAE does not believe soft headgear provides adequate protection and said traditional football helmets are not likely to be adopted.

The question was raised if traditional football helmets are appropriate for non-contact football.

Renowned concussion and head injury expert Dr. Robert Cantu also discussed the issue of head impacts in sports and why he is optimistic about contact/collision sports in the future. Cantu said the greater number of hits to the head, the greater the abnormality found in the brain, but that it is a “really high number of impacts.” If you played football only at the high school level, there is very little to almost no risk of CTE, but when players start before age 12 the risk increases, according to Cantu.

Cantu also believes some of the rule changes helping reduce head injuries in football are making a difference such as limiting fullcontact practices and eliminating the use of the head as an initial point of contact in tackling and being tackled.

a few minor adjustments in dates.

"Our greatest focus is and always has been providing the best opportunities for our student-athletes," stated Dr. Christopher Parker, NJCAA President & CEO. "Through a unified effort from our Presidential Advisory Council, the Board of Regents, and leadership staff, our most recent plan of action provides a path that keeps our student-athletes competing at the highest level with proper safety measures in place."

The CCCAA has a plan to start sports in mid-January and competition in February with football, basketball, soccer, women’s volleyball, water polo, wrestling, cross country and women’s golf. Badminton, baseball, beach volleyball, men’s golf, softball, swimming and diving, tennis, track and field and men’s volleyball are scheduled to start practice in late March before commencing competition on April 10.

The CCCAA has 110 schools and approximately 24,000 studentathletes and operates separately from the NJCAA. “I know I speak for the entire CCCAA Board that moving Fall athletics to Spring 2021 is a huge disappointment,” said Dr. Erika Endrijonas, Board Chair and President of Pasadena City College. “However, the NSGA NOW ®

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Continued on Page 26 September / October 2020 | 25

LOCKER ROOM NOW Continued from Page 25

need to keep our student-athletes and the amazing coaches and athletic trainers who work with them safe was simply the only option available with the virus spiraling out of control across the state.”

All sports will have a 30 percent reduction in the maximum amount of competition and will have regional postseasons. There will be no CCCAA state championships in 2020–21.

NFHS No Longer Requires Eyewear for Field Hockey In response to longstanding concerns regarding the wearing of goggles in high school field hockey, the National Federation of State High School Associations (NFHS)

NCAA Clarifies Division II and III Baseball Bat Inspection Protocols

change in the eyewear rule that

The NCAA Baseball Rules Com-

will take effect with the upcoming

mittee clarified visual baseball

2020 season. Rule 1-6-5 in the

bat inspection protocols since

NFHS Field Hockey Rules Book,

Board of Directors approved a

the NCAA Playing Rules Oversight

which currently states that, “All

Panel delayed implementation of

field players shall wear eye protection that met the ASTM standard

regular-season bat barrel com-

for field hockey (2713) at the time of manufacture,” will now state

pression testing in Divisions II and

that, “Goggles may be worn by all field hockey players.”

III due to budget constraints from

Among the concerns for the rule change:

the COVID-19 pandemic.

They are:

• There is an ASTM standard but no NOCSAE standard that protects against a worst-case injury

• Ensure the bat model appears on the approved bat list.

• Ensure the bat model does not appear on the NCAA noncompliant bat list.

• ASTM-certified goggles aren’t available to all field players, especially those with corrective lenses • No significant research data has indicated goggles have reduced

• Ensure the bat does not have flat spots.

• Ensure the bat does not have an audible rattle.

• Ensure the bat does not have cracks, attachments, or a loose

the number of eye injuries • Wearing goggles created a higher risk concern regarding the penalty corner. Now, players can elect to wear corner masks.

knob or end caps.

Experimental technology rule Committee members approved extending the current experimental rule that allows for one-way communication from the dugout to the field to signal in pitches. Teams may be approved to use communication devices such as a wrist device, in-ear device or digital display board in or on top of the dugout.

Conferences must request to implement the experimental rule through the NCAA Baseball Rules Committee.

Since the 2020 season was canceled in March due to the COVID-19 pandemic, committee members faced a unique task for this year’s rules meeting.

“The committee had to factor the current climate into some of the decisions that were made,” said Fritz Hamburg, rules committee chair and coach at Saint Joseph’s. “We had some very lengthy discussions on several proposals to ensure that we felt comfortable with our decisions.”

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Learn more about NSGA’s resources on state by state association sports changes, ball cleaning protocols and the official ball listing at nsga.org/stateballslist

MEMBER SPOTLIGHT NOW

5 WITH Julia Sherman GIVE ME

Owner, Bashor’s Team Athletics, Portland, Oregon

NSGA Members Since 1950 Since I have been involved in Bashor’s, I’ve enjoyed the opportunity NSGA has provided at its annual conference to sit and chat with the owners and national sales managers of the vendors we work with. It’s been great to develop relationships and to give and receive feedback to our vendors. I’ve also utilized some of the resources on the website, and research tools, and greatly appreciate the newsletter updates.

COVID-19 Challenges COVID-19 has been incredibly challenging for us. Like many other small businesses, we laid people off in the middle of March, conserved our cash, and tightened our belts, limiting purchases, delaying booking orders and cutting expenses where we could. Spring sales dropped dramatically, leagues canceled orders, summer ball never really happened and every day that passes the prospect of sports this fall keeps dwindling. Like many dealers, we have pivoted to selling facemasks, and have been reaching out to some of our corporate and law enforcement/government customers, not only for mask orders, but for apparel as well. For our school customers, the focus has been more t-shirts/sweatshirts/facemasks, as well as larger facilities purchases like soccer goals and volleyball systems. I’m hopeful this phase passes before it damages the vendors and dealers in our industry beyond a point of recovery. But without a doubt our business will look different coming out the other side and hopefully we will be stronger in the end.

Family Business for Six Decades Like most small family owned businesses, I started as a child. On Saturdays, before we opened the store, our salesmen would meet at this iconic Portland bakery called Rose’s. My dad would bring me along with the promise of one of their legendary cinnamon rolls in exchange for sweeping the warehouse floors and breaking down boxes. Throughout my youth I was in the store working regularly with my dad, and as I grew older, I worked in the summers as well. Doing everything from running heat presses, barring football helmets, shipping/receiving, and helping customers.

After college, a business degree, and some graphic design classes, I wasn’t exactly sure what I wanted to do, but knew I wanted to be in the business. An opportunity to purchase a local screen-printing shop presented itself and we jumped. I ran the daily operations of the print shop for 6 years, and when the opportunity came for the print shop to be in the same building as Bashor’s, we moved in. For the first few years, I primarily ran our print and graphics department, and helped out retail customers. As things progressed, I started spending more time in sales, and working with schools and leagues. In 2014, dad retired and turned over the reins to the business, and since then I’ve hired a new designer/production manager to run the print/graphics department, and I now focus solely on my school, team and league accounts.

A fixture in Portland for 76 years We now go by our DBA: Bashor’s Team Athletics, but our business name is Frank Bashor’s Supplies, Inc. FBS, those three initials define us, has been our motto for more than 50 years and it’s what I strive for every day. “For Better Service” - come to us for better service, knowledgeable reps that not only take orders, but often times deliver them and for one of the largest inventories in the Pacific Northwest. We work hard to develop relationships with our customers, and we want them to know if something goes sideways or they need something in a pinch, we’ve got their back.

Women in the Industry Being a woman in the team sporting goods industry isn’t easy. This is the quintessential “boys club.” If you’re born a man, you aren’t in doubt that you know the product that you are pitching. There’s this instant sense of credibility.

As a woman, you have to prove yourself.

Early on there were lots of football coaches that didn’t think a woman knew what they needed, or that she knew the product line. I heard “are you sure?” or “can I talk to someone else,” just to have what I had told them repeated again. Now several years later I feel that I’ve proven myself and my knowledge is rarely doubted.

As for working with vendors, the first buying show I attended as an owner was in Palm Springs, California, and my husband decided to tag along.

As we walked the show floor, and explored vendor booths, it was clear everyone assumed he was the buyer, and I was the wife along on the trip. Reps would look at my husband, greet him and start chatting product. He’d chuckle, tell them I was the owner and buyer for the business, and they should talk to me. I wasn’t treated any differently after introductions, but the initial assumption was the men were there for business and the women were along for the vacation. Going to that show taught me a lot, I learned that I needed to be more confident and just walk up to people, introduce myself, and tell them what I’m interested in. I now know most reps by name and have excellent relationships with them.

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