Issuu

VOLUME 12 | NO. 6

NOVEMBER/ DECEMBER 2023

A NEW VIEW OF LEADING DIFFERENT WAYS TO MAKE EMPLOYEES HAPPY FOOTBALL HELMET RECONDITIONING SEASON NSGA REPORT EXAMINES SUBLIMATION

A PUBLICATION OF THE NATIONAL SPORTING GOODS ASSOCIATION

TABLE OF CONTENTS

4 8

CEO NOW Leadership vs. Management

ADVOCACY NOW

>> From left, Kendall Whitley (NBS), Tate Mathews (Mathews

Team Sports) and Stephan Baere, Greg Beckwith and Jim Watkins (S&S Activewear) get together at the Monday afternoon networking reception in Nashville.

NSGA Lobby Day on Capitol Hill

10 12 14 16 19

22 27

RETAIL NOW

Analyzing Holiday Shopping Forecasts

OPERATIONS NOW Pay Not Only Way to Keep Employees Happy

CONFERENCE NOW

ew name, same great event with N NSGA 2024 Leadership Conference

INSIGHTS NOW NSGA Brand Ratings Report Examines Sublimation

INDUSTRY NOW

Football Helmet Reconditioning Q&A with NAERA’s Tony Beam

OPERATIONS NOW Creating Your Social Media Strategy

NEWS NOW High School Participation Rises, GroupeSTAHL Promotes Josh Ellsworth, Bauer Honors SDC Members, CCM Partners with PWHL

MEMBER SPOTLIGHT NOW Give Me Five with Kim Karsh, Cal Pro Sports

>> ON THE COVER

Mike Blythe, center, of Blythe’s Athletics, meets with Anessa Fritch and Paul Fritch of Cap America at the 2023 Conference

NOVEMBER/DECEMBER 2023

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CEO NOW

here is a reason the quarterback is often referred to as a “field general.”

Sure, it’s important for a quarterback to possess gifts like a powerful arm and the ability to find weaknesses in the defense. But leadership is what sets apart the great ones from all the rest. These are the quarterbacks who inspire confidence not only in their offensive unit but the entire team. They are the ones who keep the group believing through the toughest challenges and adversities. We were fortunate to have Tom Flick speak at our annual event in May in Nashville. Flick was a Rose Bowl champion quarterback at the University of Washington who went on to play in the NFL and that background led him to become one of the most sought-after speakers on leadership. Flick’s message in May about the difference between leadership and management left a significant impression. He shared another example in mid-October on Twitter.

“Management is about control,” Flick tweeted. “Leadership is different. It’s about the art of dealing with change.” Change will also be coming to the National Sporting Goods Association’s annual May event as it will now be called the NSGA 2024 Leadership Conference. The new name aligns better with our goals of providing you with the same great tools, inspiration and motivation to become even better at leading your teams. The NSGA 2024 Leadership Conference also fits with helping to develop leaders within your organizations.

NSGA OFFICERS the NSGA 2024 Leadership Conference on May 19–21 in Phoenix will be no exception. You will learn more in the coming months about speakers who will share their experiences and vision for what goes into successful leadership. The NSGA 2024 Leadership Conference will continue to be an event where leaders from every area of the industry — retailers, team dealers, sales agents, manufacturers and brands — can get together from all over the United States, Canada and other places internationally. All the great networking opportunities, including the popular Speed Networking, to discuss issues and challenges will continue to be a big part of the event. The Sporting Goods Industry Hall of Fame induction ceremony on Tuesday night is another way of celebrating successful leadership. These are some of the premier leaders in the history of our industry and the stories of their paths to success are always inspirational and educational. There is another term often used for quarterbacks and that is “game manager.” It describes a player who isn’t necessarily regarded as one who can truly drive a team to greatness. This is an industry filled with “field generals,” and not “game managers,” who we look forward to seeing at the NSGA 2024 Leadership Conference.

Our NSGA team is always looking at ways to enhance and improve what we offer the leaders who are in attendance and

Best regards,

MATT CARLSON

PRESIDENT & CEO

STATEMENT OF OWNERSHIP 1. Publication Title

Statement of Ownership, Management, and Circulation (All Periodicals Publications Except Requester Publications) 2. Publication Number

NSGA NOW

3. Filing Date

531-670 _ 5. Number of Issues Published Annually

6. Annual Subscription Price

Bi-Monthly

$50

3041 Woodcreek Drive, Suite 210 Downers Grove, IL 60515

Average No. Copies No. Copies of Single Each Issue During Issue Published Preceding 12 Months Nearest to Filing Date

Contact Person

Telephone (Include area code)

(224) 220-1510

9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor (Do not leave blank) Publisher (Name and complete mailing address)

Marty Maciaszek, NSGA, 3041 Woodcreek Drive, Suite 210 Downers Grove, IL 60515 Editor (Name and complete mailing address)

Marty Maciaszek, NSGA, 3041 Woodcreek Drive, Suite 210 Downers Grove, IL 60515 Managing Editor (Name and complete mailing address)

Lauri Grzelak, NSGA, 3041 Woodcreek Drive, Suite 210 Downers Grove, IL 60515 10. Owner (Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock. If not owned by a corporation, give the names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.) Full Name Complete Mailing Address

3041 Woodcreek Drive, Suite 210, Downers Grove, IL 60515

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or More of Total Amount of Bonds, Mortgages, or Other Securities. If none, check box  None

b. Paid Circulation (By Mail and Outside the Mail)

Statement of Ownership, Management, and Circulation (All Periodicals Publications Except Requester Publications)

07/01/2023

(1) Mailed Outside-County Paid Subscriptions Stated on PS Form 3541 (Include paid distribution above nominal rate, advertiser’s proof copies, and exchange copies)

Sandy Brassel

NSGA 3041 Woodcreek Drive, Suite 210, Downers Grove, IL 60515

Full Name

15. Extent and Nature of Circulation

(2)

Mailed In-County Paid Subscriptions Stated on PS Form 3541 (Include paid distribution above nominal rate, advertiser’s proof copies, and exchange copies)

(3)

Paid Distribution Outside the Mails Including Sales Through Dealers and Carriers, Street Vendors, Counter Sales, and Other Paid Distribution Outside USPS®

(4)

Paid Distribution by Other Classes of Mail Through the USPS (e.g., First-Class Mail®)

1717

1748

No. Copies of Single Issue Published Nearest to Filing Date

1717

c. Total Print Distribution (Line 15f) + Paid Electronic Copies (Line 16a)

1757

1788

d. Percent Paid (Both Print & Electronic Copies) (16b divided by 16c Í 100)

97.5

1748

d. Free or (1) Free or Nominal Rate Outside-County Copies included on PS Form 3541 Nominal Rate Distribution (2) Free or Nominal Rate In-County Copies Included on PS Form 3541 (By Mail and Free or Nominal Rate Copies Mailed at Other Classes Through the USPS Outside (3) (e.g., First-Class Mail) the Mail)

e. Total Free or Nominal Rate Distribution (Sum of 15d (1), (2), (3) and (4))

f. Total Distribution (Sum of 15c and 15e)

1757

 If the publication is a general publication, publication of this statement is required. Will be printed

Martin P. Maciaszek

Date

09/07/2023

I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties).

100

1857

1888

i. Percent Paid (15c divided by 15f times 100)

97.5

* If you are claiming electronic copies, go to line 16 on page 3. If you are not claiming electronic copies, skip to line 17 on page 3.

 Has Not Changed During Preceding 12 Months

Has Changed During Preceding 12 Months (Publisher must submit explanation of change with this statement)

4>> NSGA NOW®

BOB FAWLEY Capitol Varsity Sports, Oxford, OH TROY FREEMAN Play It Again Sports, Minneapolis, MN COLE JOHNSON Johnson-Lambe Sporting Goods Raleigh, North Carolina MICK MONTGOMERY Denver Athletic Supply, Englewood, CO RON RUGAL B&R Sporting Goods, Shelby Charter Township, MI JOHN SCIPIO SV Sports, Pottstown, PA NSGA TEAM LEADERS MATT CARLSON President & CEO MARTY MACIASZEK Director, Team Dealer Division, Communications JULIE PITTS Director, Public Affairs and President, NSSRA NICK RIGITANO Director, Insights and Analysis JENNIFER SHAFFER Comptroller

Publication not required.

1788

g. Copies not Distributed (See Instructions to Publishers #4 (page #3))

h. Total (Sum of 15f and g)

PS Form 3526, July 2014 (Page 2 of 4)

BOARD OF DIRECTORS KEVIN BEZANSON Cleve’s Source for Sports, Halifax, Nova Scotia, Canada

11/2/20 in the ________________________ issue of this publication. 18. Signature and Title of Editor, Publisher, Business Manager, or Owner

12. Tax Status (For completion by nonprofit organizations authorized to mail at nonprofit rates) (Check one) The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes:

PRIVACY NOTICE: See our privacy policy on www.usps.com.

PAST CHAIRMAN DAVID LABBE Kittery Trading Post, Kittery, ME

17. Publication of Statement of Ownership

Complete Mailing Address

PS Form 3526, July 2014 [Page 1 of 4 (see instructions page 4)] PSN: 7530-01-000-9931

TREASURER/CHAIRMAN-ELECT GORDON GEIGER Geiger’s, Lakewood, OH

 I certify that 50% of all my distributed copies (electronic and print) are paid above a nominal price.

1717

Free or Nominal Rate Distribution Outside the Mail (Carriers or other means)

Average No. Copies Each Issue During Preceding 12 Months

b. Total Paid Print Copies (Line 15c) + Paid Electronic Copies (Line 16a)

c. Total Paid Distribution [Sum of 15b (1), (2), (3), and (4)]

(4)

16. Electronic Copy Circulation

a. Paid Electronic Copies

a. Total Number of Copies (Net press run)

8. Complete Mailing Address of Headquarters or General Business Office of Publisher (Not printer)

National Sporting Goods Association

14. Issue Date for Circulation Data Below

NSGA NOW

09/07/2023

4. Issue Frequency

7. Complete Mailing Address of Known Office of Publication (Not printer) (Street, city, county, state, and ZIP+4 ®)

13. Publication Title

CHAIRMAN OF THE BOARD PAT DONNELLEY Twin Falls, ID

PS Form 3526, July 2014 (Page 3 of 4)

PRIVACY NOTICE: See our privacy policy on www.usps.com.

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). 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 2023 all rights reserved. Printed in the USA.

See You In Phoenix

nsga.org/conference2024

CONFERENCE NOW

>> Brett Mueller of Mueller Sports Medicine kicks off the 2022

Speed Networking for a full house of discussions between manufacturers/brands and retailers and team dealers.

NSGA 2024 LEADERSHIP CONFERENCE

he focus on leadership led to a new name for what will continue to be a great event with the NSGA 2024 Leadership Conference on May 19–21 in Phoenix, Arizona. It will continue to be the event in the sporting goods industry for retailers, team dealers, sales agents, manufacturers and brand leaders to get together and learn from each other’s issues and challenges. NSGA will continue to bring in great speakers to share their motivational and inspirational stories and their keys to success. Make sure you are on the lookout for more details regarding scholarships for retailers and dealers, supporter opportunities for manufacturers and brands, registration and much more related to the NSGA 2024 Leadership Conference!

6>> NSGA NOW®

>> Tom Flick’s presentation on the differences between leadership and management at the May 2023 event helped inspire the name change to the NSGA 2024 Leadership Conference.

APPLY NOW

for a 2024 Conference Scholarship

Scholarship includes: • Registration fee for the 2024 Conference • Accommodations for Sunday, Monday and Tuesday • Daily breakfasts, luncheons, receptions and Sporting Goods Industry Hall of Fame Dinner and Induction Ceremony

Application deadline is January 12, 2024 Only member retailers and team dealers are eligible to receive a scholarship

Learn more and apply at nsga.org/scholarship

ADVOCACY NOW NSGA GOES TO CAPITOL HILL FOR LOBBY DAY BY JULIE PITTS NSGA DIRECTOR OF PUBLIC AFFAIRS

n October 5, the NGSA Board of Directors traveled to Washington, DC to hold a board meeting as well as meetings with the offices of their elected officials from the Senate and House of Representatives. NSGA staffers also participated in the meetings.

These meetings are a critical part of NSGA’s advocacy efforts to advance the concerns of our retail and team dealer members. Fourteen meetings were held, with 10 in the Senate and 4 in the House. The primary mission was to educate the offices on matters important to our members and present NSGA’s “asks” to the elected officials. Board members were able to share personal stories and experiences with their elected officials illustrating the challenges confronting small businesses and sporting goods retailers and dealers. Of the legislation discussed, NSGA asks for co-sponsorship and support for the following bills:

>> From left, Troy Freeman

(Play It Again Sports) and Gordon Geiger (Geiger’s) outside the office of Ohio Congresswoman Shontel Brown.

8>> NSGA NOW®

Main Street Certainty Act (S 1706/ R 4721) — Would make the tax deduction for qualified business income permanent, limit the top tax rate on qualified business income to 21%, retain the step-up in cost-basis for an estate, and repeal the limitation in the deduction based on the amount of wages paid. Small businesses provide economic engines throughout the United States, and they need continued support.

redit Card Competition Act C (S 1838/HR 3881) — Would create credit card processing competition so networks would have to negotiate fees, security and terms of acceptance with merchants to control the rising cost of swipe fees for merchants and consumers. This legislation curbs the duopoly of Visa and Mastercard.

>> From left, Gus Desch of the

office of Ohio Congressman Warren Davidson, and Bob Fawley of Capitol Varsity Sports with a football helmet from Fawley’s business in Davidson’s office.

A few staffers reported their offices would not support the Credit Card Competition Act. Please contact your elected official to support this legislation.

Personal Health Investment Today Act (S 1706/HR 1582) — Would allow a medical care tax deduction for qualified sports and fitness expenses per year. The bill defines qualified sports and fitness expenses as amounts paid exclusively for participating in a physical activity, including fitness facility memberships, physical exercise or activity programs, or equipment for a physical exercise or activity program. NSGA promotes participation in sports and recreational activities to further our members’ interests and keep America physically and mentally healthy.

Your voice matters! If you would like to contact your federal officials to express your support for these bills or to share your experiences navigating in the current economic climate, please go to nsga.org/current-initiatives to identify your elected representatives and find their contact information. More information on NSGA’s advocacy efforts can be found at Current Initiatives at nsga.org/current-initiatives or contact advocacy@nsga.org.

>> From left, Cole Johnson

(Johnson-Lambe Sporting Goods), Mick Montgomery (Denver Athletic) and Bob Fawley (Capitol Varsity Sports) in front of the Russell Senate Building.

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 https://nsga.org/current-initiatives/

RETAIL NOW RETAIL FORECASTS SIGNAL MODERATE GROWTH FOR UPCOMING

HOLIDAY SEASON

BY NICK RIGITANO NSGA DIRECTOR OF INSIGHTS AND ANALYSIS

ith the 2023 holiday season quickly approaching, NSGA has been keeping note of the holiday sales growth forecasts released by multiple organizations. The overall sentiment from the retail holiday forecasts released thus far is moderate growth expected for the upcoming season with the largest gains being driven by the e-commerce channel.

According to Deloitte’s annual holiday retail forecast, holiday retail sales (Nov. 2022–Jan. 2023) are likely to increase between 3.5 and 4.6 percent compared to last year. Last year’s holiday sales came in slightly higher than expected, growing by 7.6 percent. E-commerce is expected to play a big role again this holiday season and is forecasted to grow between 10.3–12.8 percent. “We expect healthy employment and income growth to keep the volume of sales growing for the 2023 holiday season,” said Daniel Bachman, Deloitte’s U.S. economic forecaster. “Inflation, which accounted for much of the increase in the value of retail sales last year, should moderate. This means the total value of retail sales will grow more slowly than last year. Our forecast also reflects a decreasing pool of pandemic-era savings, both of which will weigh on retail sales and are reflected in our lower projected growth for the season.”

Mastercard is anticipating US retail sales to grow 3.7 percent this holiday season (Nov. 1–Dec. 24), according to Mastercard SpendingPulse, which measures overall retail sales across all payment types. As is the norm in today’s omnichannel world, consumers are expected to shop across all channels with e-commerce expected to increase 6.7 percent and in-store sales to increase 2.9 percent. In addition, the International Council of Shopping Centers (ICSC) is expecting retail sales to grow by 3.8 percent year-over-year this holiday season (Nov & Dec). The ICSC noted that 8-in-10 shoppers expect to spend about the same as or more than they did last year during the holiday season. This figure shows a slight uptick compared to the 73 percent of consumers who said the same in 2022, reflecting continued and consistent spending while navigating economic pressures

like inflation and higher interest rates. Regarding purchase channels, the ICSC expects consumers once again to take advantage of omnichannel shopping with 87 percent of holiday shoppers planning to shop in-store and 75 percent planning to purchase items online. The National Retail Federation is forecasting holiday spending (November and December) to grow between 3 percent and 4 percent compared to 2022. This forecast compares lower to last year’s holiday forecast of 6–8 percent but is consistent with the average annual holiday increase of 3.6 percent from 2010–2019. Online and other nonstore sales, which are included in the figure, are expected to once again be strong, increasing between 7 percent and 9 percent. Prior to releasing the forecast, the organization provided a preview of how consumers are expected to shop this year. According to NRF’s September Consumer Survey, while many consumers planned to start their holiday shopping earlier this year than normal, the majority (58%) said they planned to finish shopping in December. This leaves the door open for many shoppers to take part in the all-important Thanksgiving weekend rush. Last year, NRF reported a record high of 196.7 million shoppers for Thanksgiving weekend, a 6.7 percent increase over the three-year average of 185.3 million shoppers from 2019-2021. For updates on additional holiday retail sales forecasts as they are released, be sure to use the following QR code.

10>> NSGA NOW®

PAINT THE COURT IN YOUR STYLE Custom Sublimated Basketball Uniforms Featuring New Designs New Modern Fits Unmatched Colors

Design Today!

augustasportswear.com

OPERATIONS NOW TEN WAYS IT PAYS OFF to KEEP YOUR EMPLOYEES BY MINDY FLANIGAN INSPIRING HR

tudies show that happy employees are 12 percent more productive than unhappy employees on average. As such, it is no wonder that organizations are constantly looking for ways to keep their workforce happy and productive.

While a pay raise can help to retain top talent, it is not enough to keep staff from seeking opportunities elsewhere. Hiring and retaining good employees requires looking beyond raises as a solution. Indeed, numerous intangible benefits can boost employee happiness and retention.

Here are 10 tips for hiring and retaining employees without requiring pay raises.

OFFER PAID TIME OFF (PTO)

One factor in keeping your employees happy without a pay raise is PTO. Paid time off (PTO) is simply compensated time away from work. This leave policy is crucial for balancing a fulfilling work and personal life. The benefit program allows your workforce to attend to personal needs without worrying about losing money. Offering PTO goes a long way in showing your employees that you care about their well-being. Employees can take advantage of the program to rest and recharge when they are not feeling their best. Flexible PTO programs can help to reduce stress, prevent burnout and improve employees’ overall health. This, in turn, enhances productivity, employee satisfaction and staff retention rates.

MAKE WORK SCHEDULES FLEXIBLE

A flexible working environment is the future of work. About 94 percent of workers want flexibility in when they work, while 80 percent want flexibility where they work.

12>> NSGA NOW®

Flexible working hours allow employees to balance their professional and personal lives. That way, they can get enough sleep, spend time with their family and avoid rush hour. When you allow employees to choose their own work schedules, they will come to work feeling relaxed, refreshed and happier overall. Happy employees are more productive and creative and are less likely to quit.

OFFER EXTENSIVE BENEFITS

Employee benefits make for one of the most effective ways to attract and retain top talent. Offering your employees suitable incentives will enable them to focus on their work, knowing that the company is taking care of their needs. To keep employees happy, be sure to offer benefits beyond the basics.

HAPPY This may include simple things like providing lunch and snacks and giving staff the day off on their birthday. The benefits plan can also include remote work, gym membership, disability insurance, extra level of life insurance, health and education benefits as well as extra maternity and paternity leave.

FOSTER A FUN WORK ENVIRONMENT

Even the most enjoyable job can become stressful. For a happy and engaged workforce, consider making time for fun activities inside and outside the office. Traveling as a group to a place of interest, team challenges, volunteering together, having a games area and encouraging hobbies at work will help your team stay refreshed and motivated. You can also learn more about how to keep your employees happy with a “yes” day. In addition to increasing workplace happiness, these activities can help to improve the bond between team members.

GIVE A SENSE OF PURPOSE

Another factor is giving a sense of purpose to keep your employees happy despite not having any pay raise. Today, job satisfaction is about much more than just pay and benefits. Employees want to gain a sense of purpose from their jobs. Making sure employees find their work to be purposeful will help you hire the best talents, keep them engaged and retain them for long. To build a sense of purpose in the workplace, start by establishing core values. In addition, provide meaningful work and ensure your employees understand the connection between what they do and the impact of their work. This will not only provide a source of energy and direction but also a sense of fulfillment.

FOCUS ON WORK-LIFE BALANCE

As a manager, encourage your employees to maintain a harmonious relationship between their work and personal life. A healthy work-life balance will not only benefit them but also your organization at large. Steps to take include educating staff on the importance of work-life balance, offering flexible and remote working, regularly reviewing workloads, offering employee wellness initiatives, encouraging breaks during the day and leading by example. In the end, improving work-life balance will lead to a more engaged staff, increased productivity, a happier and less-stressed workforce and low employee turnover.

CREATE OPPORTUNITIES FOR PERSONAL GROWTH AND DEVELOPMENT

Apart from professional goals, employees have personal goals they want to achieve. To help your team members reach their full potential, provide opportunities for learning, personal growth and development.

You can support your employees by taking an interest in their personal development, creating individualized growth plans, offering innovative learning experiences, involving them in decision-making and helping team members learn from each other. Also, remove barriers to growth and help your team to improve their soft skills. Providing the required support will lead to happy personal and professional lives for your employees. This will, in turn, contribute to increased employee satisfaction, helping you retain good employees.

EMPOWERMENT AND FREEDOM

An empowered staff will be more satisfied with its work and is less likely to seek employment elsewhere. Empower your workforce by giving them everything they need to succeed, including the freedom to execute their work. Be sure to set clear expectations, provide the necessary resources, foster open communication, give employees autonomy over assignments and give constructive feedback. Empowerment and freedom will enable your employees to complete tasks faster and better. This will also help employees feel a sense of ownership and gain more confidence, ultimately increasing job satisfaction.

PRIORITIZE EMPLOYEE APPRECIATION AND RECOGNITION

Recognizing and rewarding an employee’s hard work and accomplishments can go a long way. Employees whose efforts and contributions are recognized and rewarded feel valued, are often happier and are likely to go the extra mile for the organization. However, showing appreciation for your staff should go beyond money. An effective reward and recognition program can involve saying the words “Thank you” publicly, offering time off, giving small gifts, an office party and showcasing their great work on a wall of fame.

10.

ENCOURAGE SOCIAL INTERACTION

Last but not least, encouraging social interaction is another factor in keeping your employees happy despite not having any pay raise. Humans are social creatures. To help your teams thrive, encourage social interaction among team members. Ideas such as sharing a meal, creating a social spot, highlighting birthdays, organizing sports activities, running a cooking competition at work and setting aside time to talk about non-work stuff will allow time for socializing. This will help team members get to know each other better, build trust, nurture meaningful relationships and create a sense of belonging. In the end, it will increase happiness and boost employee retention.

MINDY FLANIGAN Flanigan has spent nearly 40 years in the HR Industry. The founder and Chief Inspiration Officer of Inspiring HR founded the company in 2007 to specialize in employee management basics for small businesses and help change the stigma that human resources can be too complex. Mindy is passionate about helping with best-practice decision-making and labor law compliance. She can be reached through her website at inspiringhr.com.

NOVEMBER/DECEMBER 2023

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INSIGHTS NOW nsga report analyzes

RAPIDLY GROWING SUBLIMATION SEGMENT BY NICK RIGITANO NSGA DIRECTOR OF INSIGHTS AND ANALYSIS

“Growing extremely fast.”

Team Dealer Trends: Brand Ratings

“It is the future.” “It will continue to grow as more and more customers want custom options.” These are a few of the statements from team dealers capturing the sentiment of where sublimation is headed in our industry. These were captured as part of the Team Dealer Trends: Brand Ratings Survey conducted by NSGA in the spring earlier this year. The overwhelming majority of dealers (94%) said their sublimation sales increased in 2022 compared to the prior year and most see that trend continuing. The study was designed to give team dealers a better idea of the brands being carried for sublimation along with their ratings for certain attributes. Whether an organization is an existing team dealer, a start-up dealer, or a FIGURE 1

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Baseball

retailer considering the addition of a team component, the resulting insights can aid in understanding the current landscape of the sublimation segment. This includes competition levels serviced, brands carried 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

Prepared by: NSGA Research

stand with their dealer customers as well as preferences among dealers regarding acceptable turnaround times and uniform builder design options. Here is a glance at the information contained in the report:

SUBLIMATION BRAND RATINGS

FIGURE 2

The final section of the report explores the ratings given to 15 sublimation brands by dealers carrying them based on five different sublimation attributes: price, product quality, turnaround time, brand name recognition and design platform technology. An overall attribute score is also given for each brand based on their average scores among these five categories.

SUBLIMATION SALES OVERVIEW This section provides an overview of sublimation sales among dealers for the most recent year of 2022. Included is information on the growth of sublimation over the last five years along with dealers’ preferences on longest acceptable turnaround times and uniform builder options. According to the study, product quality and turnaround time were the two most important factors of manufacturer sublimation services (Figure 1). Price and design platform technology (i.e., uniform builder) were next, while the brand name level was deemed least important.

This section also includes a look at the percentages of respondents carrying given brands for sublimation. As seen in Figure 2, Founder Sport Group, Augusta Sportswear Brands, and Champro were the most popular brands with 8 out of 10 dealer respondents carrying those brands for at least one of the categories surveyed. Six out of 10 dealers surveyed carried Under Armour products while 4 out of 10 carried adidas. Rounding out the top 6 brands was UBIX, carried by 3 out of 10 dealer respondents.

This section also includes ratings of brands carried by dealers based on overall feelings toward them rated on a 5-point scale (5=very positive, 3=neutral, 1=very negative) as shown in Figure 3. PROLOOK received the top spot in this category after dealers carrying the brand rated them most positively (4.35 average). Next were Champro (4.30) and Founder Sport Group (4.27). Rounding out the top five were Under Armour (4.21) and Athletic Knit (4.00). 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/research). 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 3

SUBLIMATION BRANDS CARRIED This portion of the report examines the minimum, maximum, median and average number of brands carried by dealers for sublimation products. According to the report, dealers carried anywhere from 1-30 brands for sublimation products with 8 being the average. The median number of brands carried was 6, meaning half of the respondents carried more and the other half carried less.

NOVEMBER/DECEMBER 2023

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INDUSTRY NOW

he football season has ended or is nearing the end for most high school and youth football programs. That means it’s time for football helmet reconditioning season. Team dealers and retailers who are part of the process want to make sure their customers get the helmets back to their players for next season. Tony Beam, in his eighth year as executive director of the National Athletic Equipment Reconditioners Association (NAERA), shares some key information in this Q&A with NSGA Team Dealer Director and Director of Communications Marty Maciaszek.

Why is it important to get the helmets to your reconditioner as soon as possible after your season ends?

The main reason to get them there quickly is so the reconditioner can get them into their rotation. The window to get reconditioned helmets to teams, organizations and schools is shrinking because of a lot of different factors. Teams are doing a lot more with helmets now in what used to be considered the offseason,

16>> NSGA NOW®

like team camps. They’re shrinking that time frame. Getting them in quickly doesn’t always mean “first-in, first-out” but it gets them into the rotation. The important thing is to communicate with the reconditioner on the timing as soon as the season is over. If you wait and don’t talk to them, the time slots per se might disappear.

How big of a challenge is it becoming with fewer and fewer reconditioners?

With the amount of reconditioners we have (15), everybody can get helmets done, but it goes back to timing, and the window is getting smaller. There are more and more people to fit in a four-month window and it gets harder with less reconditioners.

When I talk to NFHS (National Federation of State High School Associations) and the NCAA, more the NFHS in certain states, one of the things we talk about is they want helmets on kids earlier in the season. You want to protect players as much as possible and the helmet certainly does that. I don’t disagree with them having the helmets on, but in the business world of reconditioning, it makes it hard. Helmets now are a lot more complicated to take apart and put together. If a reconditioner has trained somebody and they don’t show up for work it’s not easy to train someone new. Training is the key and the workforce is an issue. Most helmets are painted now where before, especially at the youth level, a lot of them were just impregnated colors and came in to be buffed and polished. It was quicker to recondition them that way than painting them.

Are you seeing more procrastination with coaches/ teams getting their helmets in to be reconditioned?

I really think it’s gotten better over the past bunch of years. The reconditioners and team dealers have done a really good job of educating them to get them to understand they have to get their stuff in early. You have a lot of turnover with athletic directors and the new ones may not know anything about getting their reconditioning in if they weren’t trained by the outgoing athletic director. I’ve gotten less calls once we are well into the summer of teams trying to find a reconditioner.

How much of an issue is more teams wanting to wear helmets in spring football or in summer events like 7-on-7?

You have two schools of thought. A state like Ohio adopted spring football so quickly there was no warning for reconditioners. Some of the spring football helps space out the demand a little bit but some of the states newer to spring football are upsetting it a little bit.

The school district has to communicate with the reconditioner. Most colleges with spring football have multiple versions of helmets so it’s not a big issue to them.

What is the difference between working with a NAERA reconditioner as opposed to someone advertising “cleaning helmets?”

The only way to have a helmet recertified is to look for something recertified through a NOCSAE-licensed company. It has to happen there. If you are using a non-licensed entity to do work on helmets and feel they haven’t been recertified and they’re not… it’s like going to your neighbor to work on your car and change your brakes. They might be able to do it and it works out, but your car hasn’t been inspected.

Is the company doing it correctly for the safety of the student-athlete wearing the helmet? God forbid something happens to one of the student-athletes. The key is to follow the manufacturer’s guidelines and that work has to be done by a licensed reconditioner. The easiest way to know is to visit the NAERA website (www.naera.net) where all reconditioners licensed by NOCSAE are listed there. If the entity says they are licensed, ask to see the license issued through NOCSAE. Every reconditioner gets a letter of good standing from NAERA and NOCSAE.

Q: A:

Why is following reconditioning protocol so important?

If it’s important to them to play in a certified helmet, to maintain certification it has be recertified by a NOCSAE-licensed reconditioner. There are procedures and standards they have to follow for the safety of the individual wearing the helmet.

How do you address players possibly messing around with the interior of their helmets?

It does happen more now in lacrosse where kids want the helmet to be at a certain angle or tilt. In football it used to happen more with earlier models and you could switch

parts and make them work. Now most parts from one model to another don’t fully fit correctly. That’s one of most important parts of having helmets recertified and why it’s important to have it done annually. I can’t say it’s an epidemic but it does occur. Sometimes people put the wrong type of face mask on the helmet or put too large of a facemask on the helmet. Cleanliness and making sure all parts are working correctly are other reasons, especially because parts don’t last like they used to. Sometimes a brand-new part wears out before the season is over. Some schools don’t want kids tracking mud in the school so they wear slides and put cleats inside their helmet from the field to carry. Sometimes the cleats can rip the liner. They’re not trying to do it but it’s an unintended consequence and you have an air liner not holding air. They’re kids who are 14-15-16 years old so they’re not thinking about that.

What are the biggest concerns about the future of the industry?

The positives include youth (ages 7–17) participation in football being up in 2022 vs. the prior year (according to NSGA’s participation data) and reconditioning numbers are climbing back up from pre-COVID. Two concerns are the same as they‘ve been the last few years. The cost of doing business for reconditioning — the insurance and liability costs are astronomical for them. The costs of parts and new equipment keep climbing. Sometimes I’m concerned we could price ourselves out of football. It’s still the cheapest game to play since most of the equipment is purchased by the entity you’re playing for. I have probably talked to more (potential candidates) than I have in a long time. There is certainly business out there, and the easiest part is the X’s and O’s of it and doing the work. It’s all the other factors that come into play that make it difficult.

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OPERATIONS NOW HOW TO SOCIAL MEDIA STRATEGY CREATE YOUR BY LIZZ MCCRINDLE NSGA COMMUNICATIONS AND SOCIAL MEDIA MANAGER

well-planned social media strategy will afford your business the ability to connect with and market directly to your target audience. With a little planning and strategy, the right social media platform can play a major role in things such as raising awareness of promotions and specials, monitoring and responding to customer feedback, improving overall brand recognition and meaningfully and authentically engaging with your customers. Outlined below are some key things to consider as you construct your social media strategy.

SET REALISTIC GOALS What is your business looking to achieve through social media? How do you plan on executing this strategy to achieve these goals? How are you going to measure the success of these goals? Establishing your brand online is not hard, but it takes consistency and commitment.

SELECT THE RIGHT SOCIAL MEDIA PLATFORM FOR YOUR MARKETING GOALS Consider the type of content you plan on sharing and identify who your target audience is and the platforms they frequent. Scope out your competitors in the industry by looking to see how they are using social media and what is working for them. Then, identify areas that they are lacking and look to capitalize on those.

CREATE CONTENT AND MANAGE POSTING SCHEDULE Reference the goals outlined above to shape the direction of your content. Pay attention to how other businesses are using social media and adjust your strategy as you see fit. Consider drafting your social media content in advance to maintain consistency and stay on track with your strategic plan. (If the scheduling and planning of social media content is a problem, consider looking into a social media management program that will allow the advanced scheduling of content across multiple social media platforms.)

MAXIMIZE THE ANALYTIC DATA Account-holders on each social media platform have access to analytics on the performance of each post made. This information can be used to help shape your marketing strategy by identifying things like: what your target audience is engaging with, when they are engaging with it, the number of those engagements that resulted in website visits and much more. It is important to view your social media strategy more like a fluid document rather than a set-in-stone plan. Information is power and as you begin gathering information that gives you insight into your target audience, adjust your strategy to maximize your efforts. Not all marketing campaigns will hit and some posts will undoubtably fall flat. Social media marketing is a marathon and not a sprint. Build momentum by establishing your business with others in your community and don’t be afraid to ask people to engage with your business on social media.

IDENTIFY YOUR “BRAND VOICE” AND ONLINE STYLE When determining this part, take into consideration your mission statement and brand values. The brand should maintain consistency across channels to ensure your customers know what to expect when they interact with your business. Humanize your brand by profiling your team members and sharing your “why” with your audience. People don’t buy what you do, they buy why you do it. Share your story and show what sets your business apart from the rest.

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2025

CALL FOR

NOMINATIONS Submissions accepted until March 31, 2024

Nominate a deserving individual for the 2025 Class of the Sporting Goods Industry Hall of Fame Learn more and nominate at nsga.org/hall-of-fame 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.

VOTED #1 FOR BRAND SENTIMENT, BEST QUALITY, BEST PRODUCT CUSTOMIZER, AND OVERALL BRAND FEATURES (PRICE, PRODUCT QUALITY, TURNAROUND TIME, BRAND NAME RECOGNITION, AND DESIGN PLATFORM TECHNOLOGY). ACCORDING TO NSGA’S 2023 INDUSTRY STUDY ON SUBLIMATION.

NEWS NOW INDUSTRY NEWS GROUPESTAHL PROMOTES ELLSWORTH TO CHIEF REVENUE OFFICER

As GroupeSTAHL® embarks on this exciting new chapter, the organization remains dedicated to advancing its industry leadership through innovation, quality, and customer-centric solutions. STAHLS’ is a long-time member and supporter of the National Sporting Goods Association (NSGA).

NSGA MEMBERS HONORED BY BAUER

Sports Etc., opened in 1980 and has been an HDA member and part of the NSGA/SDC/HDA buying collaboration since its inception in 2013. Stanton is also a member of HDA’s Advisory Committee that meets monthly. There were 74 Source for Sports and Source for Hockey attendees representing 55 stores from the United States and Canada who joined the largest hockey dealers in the world at Bauer World.

CCM PARTNERS WITH PROFESSIONAL WOMEN’S HOCKEY LEAGUE

GroupeSTAHL® is pleased to announce the strategic promotion of Josh Ellsworth to the position of Chief Revenue Officer. Ellsworth is a seasoned industry veteran bringing 25 years of leadership experience and heat printing expertise to the forefront. As Chief Revenue Officer, Josh will lead the charge in global sales and marketing initiatives for all GroupeSTAHL® companies. His collaborative efforts with divisional GMs and geographical leaders ensure alignment with customer requirements and ever-evolving industry trends. “Josh’s deep-rooted experience and industry insights make him a perfect fit for the role of Chief Revenue Officer. His proven track record and dedication to customer-centric strategies align seamlessly with GroupeSTAHL’s vision of driving growth through innovation,” said Carleen Gray, CEO GroupeSTAHL®. “We have the greatest confidence in Josh. His knowledge and experience are unmatched, and he truly understands the needs of all our customers.” This strategic elevation not only underscores GroupeSTAHL’s commitment to internal talent development but also solidifies its position as a pioneer in the apparel decorating industry.

22>> NSGA NOW®

hoto left to right: Benoit Larose, >> PNational Sales Manager —

Canada Specialty, Bauer Hockey, Mike Wanlin, General Manager — Source for Sports, London and Scott Kernaghan, Hockey Buyer — Source for Sports, London

Two NSGA and Sports Distributors of Canada (SDC) members received accolades at Bauer World 2023 in Washington, D.C., on Sept. 27–30. Source for Sports in London, Ontario, owned by Colin Hopper, was chosen as Bauer’s Retailer of the Year for Canada. This is awarded by Bauer to the retailer who achieves sales growth objectives, supports Bauer’s key category initiatives and provides a top in-store experience for their market. Source for Sports in London opened in 1972 and has been a member of the National Sporting Goods Association and Hockey Dealers Association since 2013. Sports Etc., owned by Paul Stanton, was one of three finalists for “The Beacon Award.” This Bauer award recognizes retailers who demonstrate a commitment to making hockey more accessible and inclusive in the local community. These retailers value progress and proactively lead change — even in the face of significant obstacles.

CCM Hockey is excited to announce it has been named as the hockey equipment supplier and official partner of the new Professional Women’s Hockey League (PWHL). The PWHL is breaking barriers by creating a sustainable professional league where the world’s best women hockey players are given a platform to inspire future generations, and to change the face of women’s hockey. The PWHL will have six teams and begin play in January 2024. CCM Hockey will supply helmets, protective gear, skates, and sticks to PWHL players beginning in January 2024. CCM is thrilled to be able to support all the women in the league by providing each player with equipment developed for ultimate performance. “We are so proud to be partnering with the PWHL. Growing and making a more inclusive game of hockey is a key priority for CCM and we are excited to share our passion in this way. Working with the talented individuals of the PWHL to support women’s hockey is true to who we are, and to what we want to support as a brand and as a voice in hockey. We look forward to the upcoming season and to building upon our relationship for the long term,” stated Marrouane Nabih, Chief Executive Officer of CCM Hockey. CCM is a member of the Hockey Dealers Association (HDA).

MC SPORTS’ MORT FINKELSTEIN PASSES AWAY

five children, 10 grandchildren and three great grandchildren. A funeral service was held August 20 in Grand Rapids.

LONGSTRETH ACQUIRED BY PRIVATE EQUITY FIRM

EVOSHIELD PARTNERS WITH REALTREE EvoShield’s new line of Realtree Camo Batter’s Protective Products combines rugged outdoor style with lightweight, durable, ergonomic construction for superior protection and enhanced confidence on the field.

Mort Finkelstein, who helped grow MC Sports into a prominent national and regional sporting goods retailer, passed away August 17 at age 93. Finkelstein’s family started Michigan Clothiers, a men’s clothing store in Grand Rapids, Michigan, and Mort and his brothers Edward and Raleigh got involved in the business. It transitioned to government surplus goods and when that began to diminish, the family gravitated to sporting goods and the company’s name was changed to MC Sports. The company was sold in 1986 to a publicly traded company and with its affiliates became the largest sporting goods retailer in the US with more than 70 stores in seven states. The Finkelstein family ran the company until their retirement in 1990. MC Sports filed for bankruptcy in 2017 and closed. Mort Finkelstein remained part of the sporting goods industry as a sales agent and consultant for Riddell, a financial backer for Gear 2000 and the owner of Shoeless Joe’s baseball and softball gloves. He was an influential member of the NBS buying group. Finkelstein was an avid sportsman who loved golf and enjoyed hunting and skiing. He was also actively involved in the Jewish religious community. He was preceded in death by his parents Jack and Gen, brother Ed and first wife Bobbie and survived by his wife Peg,

The new Realtree collection is part of EvoShield’s Pro-SRZ™ 2.0 line of batter’s protection, including the X-SRZ Realtree EDGE® Camo Batter’s Elbow Guard, Double Strap Elbow Guard and Two-Piece Elbow Guard, as well as the X-SRZ Realtree EDGE® Camo Batter’s Leg Guard and Batter’s Hand Guard. EvoShield is the Official Catcher’s and Protective Gear of Major League Baseball® and is worn by MLB® stars like Julio Rodriguez (Seattle Mariners), Kyle Schwarber (Philadelphia Phillies), Kyle Tucker (Houston Astros) and Randy Arozarena (Tampa Bay Rays). It’s also worn by dozens of leading college baseball programs, including Vanderbilt, Mississippi State, Wake Forest, Florida, Tennessee, TCU, Texas A&M, Stanford and Notre Dame.

MITCHELL & NESS HIRES NEW CEO Mitchell & Ness, the lifestyle clothing brand known for its throwback and vintage jerseys and apparel that was acquired by Fanatics last year, hired Nike executive Eli Kumekpor as its new CEO. Kumekpor, who most recently served as the global vice president and general manager of Jordan Brand’s men’s business, replaced former CEO Kevin Wulff, who joined Fanatics when Mitchell & Ness was acquired and is now retiring. Peter Capolino, who took Mitchell & Ness into the throwback/vintage jersey category, is a member of the Sporting Goods Industry Hall of Fame.

Longstreth Sporting Goods has been acquired by private equity firm Roebling Capital Partners. Longstreth, which bills itself as the most recognized field hockey brand in the United States, was founded in 1977 by Sporting Goods Industry Hall of Famer Barbara Longstreth (Class of 2018). Roebling Capital Partners is based out of Cincinnati, Ohio and said in a release the transaction adds to its extensive experience in the consumer products and e-commerce sectors. Terms of the transaction were not disclosed. Longstreth has one store in Spring City, Pennsylvania, which is about 35 miles northwest of Philadelphia, and a website, longstreth.com. Longstreth sold its lacrosse and sports team businesses to BSN SPORTS in February 2020 and enhanced its field hockey focus with the acquisition of field hockey equipment supplier CranBarry in February 2021. John Schaefer and David Dahle are co-owners of Longstreth.

VARSITY BRANDS SELLS HERFF JONES GRADUATION BUSINESS Varsity Brands, the parent company of BSN Sports and Varsity Spirit, sold Herff Jones Graduation Business, including the Scholastic and Collegiate brand portfolio and manufacturing facilities, to Atlas Holdings. The Herff Jones Graduation Business, which focuses on celebrating the senior experience and commencement for students around the country, offers a range of highly customized products, including caps and gowns, fine paper, jewelry, and frames. Varsity Brands retained the Yearbook business with its Varsity Spirit business segment. Continued on page 25

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NEWS NOW Continued from page 23

RULES NEWS HIGH SCHOOL SPORTS PARTICIPATION INCREASES SHARPLY

Participation in high school sports eclipsed 7.8 million in the 2022-23 school year, reflecting a sharp increase from the previous year as the National Federation of State High School Associations (NFHS) completed its High School Athletics Participation Survey for a second time after the pandemic interrupted its collection of data. A total of 7,857,969 participants competed in high school sports in 2022-23, an increase of nearly 240,000 and up more than three percent from 2021-22 totals. The total includes 4,529,789 boys and 3,328,180 girls, according to figures obtained from the 51 NFHS member state associations, which includes the District of Columbia. This year’s total marks the first upward movement in participation data since the all-time record of 7,980,886 in 2017–18, which was followed by the first decline in 30 years in 2018–19 and the two-year halt in data collection related to the pandemic. “We were optimistic that the trends we saw in 2021–22 would continue, and our dreams were realized this past year as more and more students continued to pursue opportunities in education-based sports in our nation’s schools,” said Dr. Karissa Niehoff, NFHS CEO.

“Perhaps the most encouraging news with this year’s survey is that most every sport for boys and girls registered an increase from the previous year. Certainly, that is the goal of these programs — to meet the needs of as many students as possible. We salute coaches, administrators and everyone involved in school-based sports the past few years for their efforts in keeping these programs alive.” The top 10 sports remained the same for both boys and girls, with boys tennis leapfrogging boys golf as the eighth-most popular sport, and girls basketball and girls competitive spirit each moving up a spot on the girls side. On the boys side, 8 of the top 10 sports registered increases in participation, while 9 of the top 10 sports on the girls side added participants. One of the biggest increases in participation for boys and girls was in the sport of wrestling. Boys wrestling jumped 10 percent, adding nearly 25,000 participants, to more than 256,000 — the largest total since 258,208 in 2014-15. Amazingly, the increase in girls wrestling was even larger with 17,473 additional participants — a massive 55-percent increase from 2021–22 — to reach a record total of 49,127. Just 10 years ago, there were fewer than 10,000 girls in high school wrestling. In addition, 36 states now offer separate state wrestling championships for girls. Eleven-player football remained the most popular boys sport with the total climbing back over 1 million participants. The total of 1,028,761 marks an increase of 54,969 and 5.6 percent from the previous year. Not only did 11-player football top the 1 million mark, this year’s increase was the first in the sport since 2013 and only the second increase since the all-time high of 1,112,303 in 2008-09. There also was a slight gain (34,935 to 35,301) in the number of boys in 6-, 8- and 9-player football.

The number of girls playing football — particularly flag football — continued to climb as well. A total of 20,875 girls participated in flag football in 2022–23 — an increase of 32 percent. Seven states now sponsor a state championship in girls flag and more are in the planning stages. The number of girls in 11-player football increased 18 percent with 3,654 participants. Altogether, boys and girls participation in all versions of football increased from 1,028,976 to 1,089,880 — a jump of 6 percent. On the girls side, outdoor track and field (+6.5%) and volleyball (+3.6%) remained in the top two spots, while basketball reclaimed the third position from soccer, jumping 3.5 percent and adding 12,896 participants. In addition, girls competitive spirit added 9,142 participants, an increase of 6.5 percent. This year’s survey also captured Esports participation data for the first time with 20,001 boys and 3,921 girls recorded. Eighteen states reported Esports participation, with Illinois and California leading the way, each with more than 3,000 participants. Texas remained atop the list of total state participation with 827,446, but California closed the gap in second adding 25,000 participants to climb to 787,697. New York is third with 356,803, followed by Illinois (335,801), Ohio (323,117), Pennsylvania (316,587), Florida (297,389), New Jersey (272,159), Michigan (268,070) and Minnesota (219,094), which climbed into the top 10 as it passed Massachusetts. The NFHS High School Athletics Participation Survey was started in 1971 and was compiled in its current form through the 2018-19 school year, resuming annually last year with the 2021-22 survey. The complete 2022-23 NFHS High School Athletics Participation Survey will be available soon on the NFHS website.

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MEMBER SPOTLIGHT NOW

GIVE

WITH

KIM KARSH

Owner, CAL PRO SPORTS | Harbor City, California

SECRETS TO 40 YEARS OF SUCCESS

Great employees, I have staff members that have been with us for 20, 25, and more than 30 years. That gives us a base of knowledge and experience that only a few can compete with. Customer service is our second-most important aspect of the business and what makes us stand alone. We pride ourselves on knowing product but also not overselling.

STARTING IN THE INDUSTRY AND BEGINNING CAL PRO

I came from a retail background with Gemco stores in Southern California. They were owned by Lucky Stores, very similar to a current Target store. They had a separate division called L&G sporting goods stores, where I asked to be transferred to. After a few years I was promoted to manager and had my own store and life was good. The chain grew from 6 stores to 19. I have to give credit to Gary Giacomi, my mentor at L&G. But then, like corporations do, Lucky Stores sold the chain to the Oshmans Sporting Goods. I didn’t agree with the Oshmans philosophy on overselling customers, so I left. At that point I started the plan to open my own store. About a year later, I opened a 900-square foot store and the one-man operation began. With my wife working as a physical therapist, she was able to allow California Pro Sports to grow and make it what it is today.

BIGGEST CHALLENGES GOING INTO 2024

Our vendors selling direct to the consumer. I believe that customers still need one-on-one service and those customers who want that experience will support us. COVID instilled a new outlook to consumers to support the local businesses and I’ve seen that firsthand and hope that continues. Hiring and retaining quality employees is another challenge. We can’t find people who want to work in the team and retail environment.

BEST PARTS OF THE INDUSTRY

I love trade shows. I always want to see new items and network with fellow dealers. On the retail store side, I love it when a customer, who I helped 25 years ago brings in his family to get outfitted. I enjoy talking and educating customers so they just don’t buy a fad, but get something they can have for years to come. The goal for our company has always been repeat business; we’re in it for the long haul.

BENEFITS OF NSGA MEMBERSHIP

Since my first NSGA show in Anaheim some 35 years ago, being part of a group of fellow dealers has so many benefits. I can call another NSGA member and ask questions on a product or ask how they deal with a school district. Attending the NSGA Conference has been extremely valuable. Every time I come away with new ideas and something of value to help my business. Being part of an NSGA (team dealer) committee has opened my eyes to how much NSGA does behind the scenes to keep all of us dealers in the know. In addition to discounts on FedEx shipping to a variety of industry research reports, it’s well worth the membership.

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