Addvantage 1989 February

The incredibly comfortable Prince Flow.

The nextstep in tennis.

You're looking at what it feels like to wear our new Prince Flow tennis shoes. With patentpending Flow System Technology (FST) th1s s oe actually molds to the shape of your foot, absorbing up to 40% more shock than other tennis shoes, and giving you comfort and support like you've never felt before.

And that's not just fluff-these shoes are made for high performance, too. Which means you can play for hours and ·hours ... with comfort and confidence.

How comfortable are these shoes really?

More teaching pros, who earn their living on their feet, and who can choose any tennis shoe they want, choose Prince. They feel the difference. · To feel the dif-

~~~~:~~ ~~s~~:· first step. Call 1-800-

e

nr/RCB®

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257-9480 and find LET THE GAMES BEGIN."' out where the Prince Flow is available. "" The Exclusivel y Endorsed Tennis Shoe and Racqu el UJII ofPrince. th e United States Profess ional Te nn is Assoc iation.

Q Volume 13 -

The Trade Magazine of Tennis Teac hing Professi onalsT"

Issue 2

February 1989

The Voice Of The Tennis Teaching Profession

NATIONAL BOARD OF DIRECTORS President Rod Dulany First Vice President Jack Justice Vice President Gordon Collins Vice President Dave Sivertson Treasurer Kathy Woods

On the cover...

The SGMASUPER SHOW® in its fourth year, with over 80,000 people in attendance, continues to grow as the largest sporting goods trade show in the world .

Secretary Allan Henry Past President Jim Rellkin CEO Tim Heckier LEGAL COUNSEL Paul Waldman

CONTENTS CEO Tim Heckler's Message ..........................

2

Announcements .......................................

4

Letters ..................................................

6

Dates That Rate .......................................·.

9

NATIONAL HEADQUARTERS Assistant to the Executive Director Rich Fanning Office and Membership Coordinator Elaine Sroka Communications Coordinator Bill Gordon Marketing Coordinator Dana Stull Public Relations and Magazine Coordinator Becky Senseney •

Financial Manager Renee Heckler

Coordinator of Corporate Services Christi Neumann Computer Services and Club Relations Kathy Buchanan Membership Processing Donna Woodstead General Secretary Laraine Reid Membership Services Anne Lepkoske Merchandise Services and Accounting Stephanie Hulbert Director of Certification and Academies George Bacso Co-Director of Certification and Academies BiiiTym Advertising / Marketing Information Phone(813)973-3777

ADDvantage is published monthly by the United States Professional Tennis Association.

For information, write USPTA National Headquarters at Saddlebrook, The Golf and Tennis Resort, P 0 Box 7077, Wesley Chapel, Florida 34249, or phone (813) 973-3777 Office Hours: 9:00-5:30 EDT Copyright© United States Professional Tennis Association, Inc. 1989. All riQhts reserved.

Reproduction of any portion of th1s magazine is not permitted Without written permission ' from the publisher.

Programming for Today

by Pat Mason ••••••••••••••••••••••••••••••••••••••••••••

US PTA at Work in the Grassroots The Making of Something Super A Special Feature •••••• ·••••••••••••••••••••••••••••••••••

Planning for Your Financial Future

by Marsha Blade! .................•...••.................

II 12 16 18

Share Your Skills ... Volunteer

20 Teaching Tennis: When Less is More

by AI Secunda ••••••••••••••••••••••••••• ~ ••••••••••••••• 22 Three Winning Pro Shop Money Makers

by Jim Vidamour ••••••••••••••••••••••••••••••••••••••••• 26 Industry Action ...................................... 29

by Lisa M. Gillard •••••••••••••••••••••••••••••••••••••••••

Vice President Jack Justice's Message .............

3.2

Reaching the Consumer Through the Tennis-Teaching Professional

by Tim Heckler, CEO

I

n today's highly competitive tennis

marketplace, manufacturers face a simple yet difficult problem : how to reach the consumer. If success in the business world simply amounted to scheming and developing a particular product, the world would be filled with success stories. As it is, the health of any business hinges on its ability to sell what it makes.

Not su rprisingly, manufacturers are increasingly turning to the tennis-teaching professional to market their products. Tennis is on the rise again , and the consumer markâ‚Ź't has an increasing number of manufacturers competing for a piece of the pie.

Due to their positive influence with the tennis-playing public, teaching professionals are in greater demand than ever from manufacturers to help get their message across.

This month, leading sporting goods and clothing manufacturers from around the world are convening in Atlanta for the annual SGMA Super Show, the largest trade show of its kind . Therefore, it is an appropriate time to discuss the many ways in which teaching professionals and manufacturers can work together toward mutually beneficial goals.

How much buying influence does the teaching professional wield? According to a recent article in Tennis Buyer's Guide, quite a bit. The trade magazine quotes one reputable source as saying , " Based on their recommendations, some (teaching) pros are more influential in their community than McEnroe or Lend I. " For reasons of visibility, know-how and trust, the local teaching professional is viewed with a mixture of reverence and deference when it comes to helping others decide what to buy.

A recent survey of USPTA Professionals indicates they have buying influence at

2

more than 4,000 small ret?il pro shops around the country. This is supplemented by the fact that teaching professionals continue to set the buying trend for hard goods and are beginning to have a trend-setting impact in soft goods. Equally important, it is seen ¡ that manufacturers and endorsees now receive a much larger degree of support from teaching professionals than in the past.

Today, USPTA serves as a direct link with nearly 7,500 highly qualified teaching professionals. USPTA communicates with this vast network by way of its selective database capabilities, its direct-mail campaigns and

ADDvantage, the trade magazine of tennisteaching professionals. Th is delivery syst~m has proven extremely effective in the marketing of products at the local and national levels.

USPTA's Sports Marketing Program is designed to administer and coord inate cost-effective marketing campaigns for endorsees and sponsors. These campaigns improve the corporate image of advertisers and expand their marketing capabiliti es through the use of tenn is as a medi um.

Because of its un ique structure and high standing in the tennis industry, USPTA is able to market products more effectively to the teaching professional than any other advertising med ia. When a product displays the seal , "The official product of the United States Professional Tennis Association ," it amounts to a collective endorsement from all of the world 's leading tennis-teaching professionals.

Moreover, USPTA is careful to endorse only those products which are of the highest quality. This enhances the credibility of USPTA's Endorsement Program, which already includes official endorsements of Prince racquets, apparel and shoes; Pro Penn tennis balls; Tenex Gamma Gut racquet strings; Saddlebrook, The Golf & Tennis Resort; TENNIS magazine and Tennis Week.

US PTA enjoys mutually prosperous relationships with each of these endorsees.

As you can see , the task of reaching the tennis-playing consumer is challeng ing yet ideally suited to USPTA. Through its many sports marketing endeavors, the Association brings manufacturers together with the con sumer in a mutually beneficial atmosphere, virtually guaranteeing positive results. It is a relationship borne of necessity, and a natural one as well .

H

METHOD OF PAYMENT- Be sure to allow for Shipping, Handling & Insurance

Amount Enclosed$ _Check _Money Order Or Charge My Account With MASTERCARD VISA Name·Of Cardholder ~---------------------------Signature Of Cardholder---------------------- Date ---------------------Charge Card Account Number---------------------~----,-----,----------------Expiration Date: MO. I ____YR Mastercard Interbank No. ________

II II 1!1!1!1! !I

QUAN. ITEM# 201 202 203 **204 205 206 207 . 208 *209 210 211 *212(a) *212(b) *213(a) *213(b) 214S 215S 216S 217S 218S 214P 215P 216P 217P 218P **219 **220

DESCRIPTION

UNIT PRICE AMOUNT

Desk Holder (Hazel), Indigo Blue with Gold Emblem 18.75 Portfolio (Hazel), lndisto Blue with Gold Emblem 18.75 Junior Desk Folder (Hazel), Indisto Blue with Gold Emblem 15.25 Business Card Holder/Address Book with Blue/Gold Emblem 18.75 Telephone/Address Book. Laser Engraved Walnut 38.75 Business Card Holder Laser EnJttaved Oak 15.00 Pencil Orpnizer Laser EnJttaved Oak 15.00 Sin!tle Pen Desk Set Laser Engraved Oak 25.00 Desk Name Plate Cast Bronze on Walnut (Custom Made) 58.00 Men's Quartz Watch w/USPTA Emblem (Longines-Wittnauer) 125.00 Ladies' Quartz Watch w/USPTA Emblem (Longines-Wittnauer) 125.00 8 1 /2 x 11 Walnut Frame/Lucite Top (for certificates vou can insert) 25.00 8~/2 x 11 Walnut Frame/Lucite Top (with hand lettered certificate) 30.00 8112 x 11 Laminated Plaque 25.00 81!2x 11 Laminated Plaque (with hand lettered certificate) 30.00 Lustrous Chrome Ball Pen and Pencil Set (Cross) 24.50 Gray Ball Pen and Pencil Set (Cross) 30.00 Oassic Black Ball Pen and Pencil Set 35.00 10K Gold Filled Ball Pen and Pencil Set 47.25 14K Gold Filled Ball Pen and Pencil Set 65.00 Lustrous Chrome Ball Pen 12.25 Gray Ball Pen 15.00 Oassic Black Ball Pen 17.75 10K Gold Filled Ball Pen 23.50 14K Gold Filled Ball Pen 32.75 Men's Quartz Sport Watch w/USPTA Emblem (Lucien Piccard) 125.00 Ladies Quartz Sport Watch w/USPTA Emblem (Lucien Piccard) 125.00 TOTAL AMOUNT FLORIDA RESIDENTS ADD 6% SALES TAX SHIPPING HANDLING AND INSURANCE (See chart below)

.

TOTAL AMOUNT OF ORDER

*Laminated Plaques or Walnut Frames:

When ordering items #212(b), #213(a) and #213(b), it will be necessary to return your original certificates with your order form. PLEASE NOTE: Items ordered together might NOT be shipped together. Please allow 4-6 weeks for delivery.

Please make checks and money orders payable to: USPTA GIFT SHOPPE P. 0. Box 7077 Wesley Chapel, FL 34249

II

See

mer~handise

7

on back cover. **Items

~::.::: :d

220 not shown.

,W

ANNOUNCEMENTS

NATIONAL BOARD APPLICATIONS The National Nominating Committee is presently accepting applications from members who are interested in and available to serve on the USPTA National Board of Directors for 1989-90.

Individuals must submit a resume and a 250-500 word essay outIining their opinions concerning the goals, directions and objectives of USPTA These documents should be postmarked no later than March 1, 1989 and dir-ected to:

.

Bob King c/o University Club 5051 Westheimer, Suite 455 Houston, TX 77056

INMEMORIAN Honorary USPTA member and long-time friend of the Association, Joe Carrico, died November 3, 1988 after suffering a fatal heart attack.

Carrico, a past president of the USTA (1979-1980) and a counselor to the International Tennis Federation (ITF), devoted more than 40 years of his life to tennis and its administration.

He began playing tennis while an undergraduate at Miami University in Oxford , Ohio and went on to receive his master's of science in 1949 from the University .of Illinois.

In 1984, after retiring from his position as a senior partner at the accounting firm of Arthur Andersen and Company in,Chicago, Carrico settled into The Woodlands, near Houston , Texas where his love for tennis (and golf) never diminished.

4

The United States Professional Tennis Association mourns the loss of such a fine ally and tennis enthusiast, Joe Carrico.

MEIVIBERSIDP STICKERS ALL THE SAME Every member, no matter what rating , will be receiving or might have already received a black membership renewal sticker for the front of their membership card. It is now policy that Mylars (membership stickers) will all be the same until further notice.

TENTATIVE RANKINGS TO BE MAILED The tentative rankings for 1988 will be forwarded to all who participated in a National Championship Tournament last year. If you have participated in any of these events and have not received this tentative ranking by March 1, please contact the National Headquarter's Rankings Department at (813) 973-3777.

MASTER PRO APPLICANTS MUST PRE-REGISTER USPTA members who wish to apply for the Master Professional Classification in 1989 must pre-register with the National Headquarters first This can be done by either calling the National Headquarters at (813) 973-3777 or submitting your name, address and telephone number in writing to the National Headquarters at P.O. Box 7077, Wesley Chapel, FL 34249.

MASTER PROFESSIONAL REQUIREMENTS REVISED

BY NATIONAL BOARD With careful consideration , the USPTA National Board has revised its resolution on upgraded requirements for Master Professional certification .

Neither current Master Professionals nor 1989 applicants will be required to take Specialty Courses. Beginning with the 1990 applicants, the Specialty Course requirements are as follows: 1990 applicants -three (3) courses 1991 applicants- five (5) courses 1992 applicants - seven (7) courses 1993 applicants - 10 courses Upon fulfillment of their requirements, applicants will not be required to take any additional courses. Current Master Professionals, meanwhile, will be encouraged to take courses by having them offered at no cost it is important to note that applications will be modified yearly to reflect changing course requirements, therefore, requirements listed on each application will apply to that year only. Applicants who fail to submit their application to the Master Professional Committee on or before June 1 of the year in question will be asked to use the following year's application, with its upgraded requirements.

LeHers Who Said?

I have recently been catching up on my reading and came upon the September/ October 1987 issue of NewsJournal. I read the article "Teaching the Forehand" with great interest and hope that it is not too late to voice my opinion .

The article showed that learning on the court is better (more effective) than learning on the backboard . It was all done very conscientiously with a court group, a backboard group and a control group. The conclusion was that t~e court group did best, therefore , teach on the court, not on a practice wall. It is too bad all this conscientious work went into disproving something nobody ever asserted . Who ever said that practicing exclusively on a practice wall will create a player?

As a proponent of the practice wall and a teacher who-had to deal with large numbers of juniors (and adults) of all capabilities, I found two things to be true: 1 . !;. beginner must hit many balls to acqui e feel , timing, muscle habits.

2. The practice wall provided this opportunity: it sent the ball back at once , easy or hard according to how you played it. The choice was yours.

I had 80 feet of wall on my teaching court. I could get six teenagers or eight smaller juveniles all hitting simultaneously as I went up and down the line correcting technique . I would always have at least one other court, and would switch them from the wall to the court in groups of four, explaining that now they had to worry about their length as well as their directional aim and height. Thus, they practiced both form and practical use of this form on the court. In this combination, the wall was a priceless asset, and the kids liked both. They won several junior N.E. team titles.

The practice wall is not an entire teaching method by itself. It is a teaching aid . That word means it is a helper, not something that stands, unsupported, on its own . I admire something that stands, unsupported, on its own . I admire Patricia Anne Kronick for her industry and enterprise, but I mus say the entire project is about as useful as it would be to prove once again that the moon is not

6

made of cheese: nobody ever said it was (or did they?) .

I do not like to be the critic who nit-picks about the mistakes of those who actually do something. I hope Kronick hangs right in there. But I must object strenuously when someone discredits the practice wall because it is not what nobody ever said it was.

What I have said , and still say, is that it is a valuable (the most valuable?) teach ing aid (as distinguished from method). I have yet to see any evidence to the contrary.

Jack Barnaby Past President USPTA

Public Image Bob Parker, Congratulations on the nice article you received in the Los Angeles Times' South Bay News on Friday, November 4. This is the kind of exposure USPTA professionals need to pursue in order for the Association to move forward in the eyes of the general public.

Bob, for your efforts, I am sending you a Certificate of Merit, which we now send to all USPTA members who assist in th is public relations effort. . Once again , keep up the good work.

With kind regards, I am, Tim Heckler CEO, United States Professional Tennis Assoc., Inc.

Player Development Dear Mr. Heckler: After reading your article about player development (October ADDvantage), I was encouraged to believe I have not been "whistling in the dark" all these years. Others, such as yourself, see the necessity in developing and being concerned with recreational players of all ages. In particular, adults after they have left the competitive arena of high school and college athletics, or for many reasons, never participate i~ competitive tennis prior to reaching adulthood.

My company, Recreational Management Services Inc., has been providing programs and instructors for municipalities and county recreational programs in Orange County, California for over eight years. During this time I have noted the disdain clubs, club players and many teach ing professionals have for city recreation programs. Initially, it was extremely difficult tO gain proficient instructors, since many only wanted to teach on the club level.

Over the years, our program has grown to service 13 cities and some county parks in Orange County, California. We primari ly teach large group lessons, five to ten people per hour; consisting of children and adults, although we do offer small group lessons, three to six people per hour; private lessons and leagues. We schedule anywhere from 150-300 hours of lessons weekly, depending on the season. RMS deals with approximately 6,000 registrants yearly and we contract programs to 17 professional instructors.

Basically, we provide the only service of its kind , reaching one million people through city brochures in Orange County, California.

We represent a major cohesive force in unifying recreational players providing them with instructors, information and programming in tennis. There are some cities who run their own program and some individually contracted programs in the area, but none as widespread, experienced or diverse as RMS. What a boon it would be , if people of importance actually realized that to have a tennis program of merit nationally, recreational players of all ages must be considered. The more people that play, the more sophistication they will demand in instruction and equipment, and the more they will seek out opportunities to involve themselves in tournaments, leagues and family play. I commend the USTA and USPTA for finally recognizing where the roots of America's tennis potential lie. The future is in development of recreational players.

Now the hard part has come, co-ordinating and promoting those once a week, beginning and weekend players. The beginners and intermediates of all ages, who await the challenge of new opportunities the USTA and USPTA can bring them. Hopefully, these

great organizations can effectively develop and carry out a plan to get America more involved in tennis.

Donald C. Alger President RMS Inc.

Schools Program Dear Tim : Thank you for your support of USPTA Pro's volunteering time into USTA Schools Program. As USTA Co-Chairman for Education and Recreati9nal Tennis in the St. Louis District, I agree with your statements that efforts so far have been excellent and the program is worthwhile. Your funds to support the continued growth of the Schools Program in the St. Louis District will reap many rewards. I appreciate your recognition and hope the Executive Committee will support the USTA Schools Program in 1989.

Tim , once again , thanks for your interest and continued support.

..

Michael L. Fisher USTA Education and Recreational Tennis While working at the grassroots level carries its own personal rewards, it was a wonderful surprise to receive the USPTA/ USTA Schools Program Grant.

The funds are very welcome and will be used to buy equipment for my program in Cooper City. But more important than financial support is the morals boost that comes from knowing that the work at the grassroots level is recognized and supported by so many of our colleagues.

I know that all across this country many professionals are donating their time and effort to the USTA Schools Program and I hope that they will also receive the recognition and praise they so richly deserve. The growing awareness of the importance of entry level tennis among tennis professionals bodes well for our future.

It is my hope for the future that USPTA will incorporate the wonderful teaching techniques for working with large groups of novice players, which are offered fhrough the USTA Schools program workshops, in the certification process. Just imagine how

insight in these teaching techniques would benefit not only the newly certified Professional , but the tennis industry as a whole.

I want to thank my colleagues in the USPTA and the USTA for their encouragement and hope that this year will bring continued growth and success for all.

Lucie Macherowski FTA Clinician, USTA Schools Program Editor's Note: For those interested in sharpening group teaching skills, USPTA is offering a Group Lessons Specialty Course which is tentatively scheduled for May 1989. Those members wanting more information on this course should contact the Education Department at (813) 973-3777 .

USPTA ADDvantage welcomes letters to the editor concerning issues of interest to the membership and the tennis industry, as well as commentary on articles published. Please address correspondence to: Letters To The Editor, USPTA ADDvantage, PO Box 7077, Wesley Chapel, FL 34249. If you are a USPTA member, please include your member number and daytime telephone number. Letters may be edited for clarity and length. Letters received, whether published or unpublished, cannot be returned.

ANNOUNCING THE COMPLETE RACQUET STRINGING MANUAL! Presenting The 1989 Stringer's Digest, a 200 page, vinyl 3-ring stringer's workbook that gives you a wealth of infonnation including: • Easy-to-understand stringing info for over 1400 tennis, squash, racquetball and badminton frames.

• A comprehensive step-by-step tutorial for beginning stringers. pven if you're a seasoned pro, the Digest offers useful technical hints and tips. Plus important marketing and customer service ideas.

• NatreS & numbers for hundreds of frame, string and machine suppliers.

You'll also receive a monthly 16-24 7Xlge newsletter, free consultation, special supplier discounts and offers, law-cost insurance, and a discount on stringer certification. You'll be an important part of a professinnal stringer's network 5200 strong!

The Stringer's Digest is also available free with the purchase of the Ektelon Model Hstringing machine

0

I wari to join! My $48 annual dues are enclosed.

0

Send me more info about the USRSA

Name ----------------------------------------------------Address --------------------------------------------------C~y State Zip _ _ _ _ __ Telephone _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __

CHECK 0 VISA 0 MASTER CARD 0 EXP. DATE _ _ _ _ __ _ VISAIMC NlJ.ABER _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ __

USRSA, Dept. A29, PO Box 40, Del Mar, CA 92014. (619) 481-3545 7

Dates That Rate The following dates and sites are the revised schedule of US PTA educE;Jtional events to be held in 1989. These dates are slightly different from those that appeared in the last issue due to last minute additions. For further information, contact the Education Department at the USPTA National Headquarters, (813) 973-3777.

Certification Training Courses February 12 February 18 February 25 February 25 February 25 March 3 March 4 March 11 March 11 March 13 March 17 March 19 March 25 April 5 April 14 April 16 April 22 April 29 May 12 May 14 May 16 May 20 May 61 May 27 June 17 June 17 June 23 June 24 July 9 July 22 July 29 July 29 July 30 August 6 August 18 August 19 August 20 September 10 September 23 September 25 October 21 November 17 November 18 November 19 December 16

Atlanta, GA Rochester, NY Sarasota, FL Hershey, PA Murrieta, CA Palm Coast, FL Malibu, CA ¡cincinnati , OH Detroit, Ml Carmel Valley, CA Miami, FL Tampa, FL Niceville, FL Copper Mount., CO Bradenton, FL La Jolla, CA Chicago, IL Tampa, FL Orlando, FL Cleveland, OH Tyler, TX Wilmington , DE Vienna, VA Nashville, TN New Braunfels, TX New Haven, CT Ponte Vedra, FL Nashville, TN Murrieta, CA Monroeville, PA Nashville, TN Flushing, NY Vienna, VA Denver, CO Destin, FL Nashville, TN Atlanta, GA Murrieta, CA Boca Raton , FL Chicago , IL Tampa, FL Tampa, FL Columbus, OH Los Gatos, CA Tampa, FL

Tennis Teacher's Courses February 22-24 March 16-18 April 19-21

Murrieta, CA' Tampa, FL Chicago, IL

April 26-28 May 18-20 May 24-26 June 21-23 July 26-28 August 16-1 8 October 18-20 November 16-18 December 13-15

Tampa, FL Vienna, VA Nashville, TN Nashville, TN Nashville, TN Nashville, TN Tampa, FL Los Gatos, CA Tampa, FL

Exams/UPgrades February 5-6 February 12-13 February 14 February 18-1 9 February 19-20 February 24-25 February 25-26 February 25-26 February 25-26 March 3-4 March 4-5 March 5-6 March 11 -12 March 11 -12 March 13 March 13-14 March 14 March 17-18 March 17-18 March 19-20 March 19-20 March 25-26 April 5-6 April 9-10 April 11 April 14-15 April 16 April 16-17 April 16-17 April 22-23 April 24 April 28 April 29-30 May 7-8 May 8 May 9 May 12-13 May 14-15 May 16-17 May 19-20

Denver, CO Atlanta, GA Flushing, NY Rochester, NY Houston, TX Indianapolis, IN Sarasota, FL Hershey, PA Murrieta, CA Palm Coast, FL Malibu, CA Mill Creek, WA Cincinnati , OH Detroit, Ml Redlands, CA Carmel Valley, CA Flushing, NY Miami, FL Minneapolis, MN New Braunfels, TX Tampa, FL Niceville, FL Copper Mount. , CO Oklahoma City, OK Flushing, NY Bradenton, FL Big Rapids, Ml Birmingham, AL La Jolla, CA Chicago, IL Fresno, CA Kahuku , HI Tampa, FL St. Louis, MO Woodland Hills, CA Flushing, NY Orlando, FL Cleveland , OH Tyler, TX Stowe, VT

May 20-21 May 21-22 May 27-28 June 2-3 June 4-5 June 13 June 17-18 June 17-18 June 23-24 June 24-25 July 9-10 July 10 July 14-15 July 14-15 July 17 July 19 July 22-23 July 29-30 July 29-30 July 30-31 August 6-7 August 8 August 18-19 August 19-20 August 20-21 August 20-21 September 10 September 10-11 September 11 September 23 September 25-26 October 7-8 October 9 October 10 October 21 -22 October 22 October 30 November 3-4 November 5-6 November 12-13 November 13 November 14 November 17-18 November 17-18 November 18-19 November 18-19 November 19-20 December 1-2 December 2-3 December 10-11 December 12 December 16-1 7 December 18-19

Wilmington , DE Vienna, VA Nashville, TN Portland, OR Denver, CO Flushing, NY New Braunfels, TX New Haven, CT Ponte Vedra, FL Nashville, TN Murrieta, CA Redlands, CA Minneapolis, MN Orlando, FL Chicago, IL Carmichael , CA Monroeville, PA Flush ing, NY Nashville, TN Vienna, VA Denver, CO Princeton, NJ Destin, FL Nashville, TN Atlanta, GA Montgomery, TX Vienna, VA Murrieta, CA Woodland Hills, CA Boca Raton , FL Chicago, IL Ft. Washington , PA San Francisco, CA Flushing, NY Tampa, FL Detroit, Ml La Jolla, CA Bellevue, WA Salt Lake City, UT Houston, TX Redlands, CA Flushing, NY Boca Raton , FL Tampa, FL Columbus, OH Farmington, CT Los Gatos, CA Minneapolis, MN Columbia, MO Las Vegas, NV Flushing, NY Tampa, FL Denver, CO

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@ BUICK Time Flies When You're Having Fun So Don't Forget to Schedule Your 1989 National Tennis Month Events NOW!

+ Buick Amateur Mixed Doubles TournamentsOpen & Intermediate

+ National Tennis Month Clinics + National Tennis Month Tournaments Call For More Information: 1-800-344-4469

lllfJ

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Supported by the United Stoles Protessional Tennis Association

..

UPCOMING EVEN'i'S The Super Show - February 9-12, 1989 - Atlanta, GA. USPTAM iddle States Division Convention - February 11, 1989 - West Chester, PA. USPTA California Division Convention - February 12, 1989- UCLA Tennis Center.

USPTA San Diego Division Convention - February 12, 1989 - Hotel Del Coronado.

IRSA, the Association of Quality Clubs Convention -March 1-5, 1989 - Reno, NV. USPTA Pacific Northwest Division Convention March 3-5, 1989- Mill Creek {Seattle), WA.

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USPTA Northern California Division Convention March 10-13, 1989 - Carmel Valley, CA. Lipton International Players Championships (LIPC) -March 20-April 2, 1989 - Key Biscayne, FL. United States Tennis _Association (USTA) Annual Meeting- March 25-April1 , 1989- Maui, HI. United States Professional Tennis Association (USPTA) International Tennis Teachers Championships in conjunction with Lipton - March 27 -April 2, 1989- Key Biscayne, FL. USPTA National Participation Day- April1-2, 1989.

"PROGRAMMING FOR TODAY"

NTRP Mixed Doubles

by Pat Mason

I n the unending task of providing

Pat Mason works for Broward County as the Tennis Director at C.B. Smith Park in Pembroke Pines. He has been a US PTA member since 1972 and has served as a board member for the Florida Division , previously as Treasurer and currently as Second Vice President. Pat was named the Florida District Representative of the year and in 1982 was honored as the Florida Division 's Coach of the Year.

His background covers league organization , NTRP verifi cation along with USPTA certification tests and workshops. He received his B.A. degree from Syracuse University and recently completed a graduate level Master of Science degree in Management from the St. Thomas University Business School.

entertainment for our club members, we have to come up with new and interesting tennis-related social events. As teaching professionals we need to know how to evaluate our students ability levels. The following is an outline for a typical Saturday Night Mixed Doubles Party using the NTRP as a guide for handicapping. This allows the A, B & C players to play together and be competitive. It equalizes the play to the point where the stronger players are forced to go all out and at the same time gives weaker players a fighting chance .

The format should be set up as eight game rounds of doubles. And partners may be set up as fixed or rotating.

Rule 1: Players combine NTRP ratings to get a total point rating for their team.

Rule 2: For each full-point difference in teams NTRP ratings, the lower-rated team is given a one point per game advantage .

Rule 3: Half-point differences are assessed against the stronger team on their service games.

Have copies of the rules handy for participants to go over. Suggest to them that the weaker partner should be placed in deuce court if that team has a one point advantage, in add court if the team has a two point advantage.

Examples: Team A= a 3.5 man and a 3.5 woman= a 7.0 team Team B =a 4.0 man and a 4.0 woman= a 8.0 team Team C =a 2.5 man and a 4.0 woman= a 6.5 team Team D =a 4.0 woman and a 5.0 man= a 9.0 team Team A vs. B: Team A (7.0) begins each

serving game with a one point advantage at (+15) or fifteen-love . Team B (8 .0) begins each serving game with a one point handicap at (-15) or love-fifteen.

Team C vs A: Team C (6.5) plays team A (7.0) . Team A begins each serving game at (-15) in add court. Team C plays regular traditional game from deuce court.

Team D vs. A: Team D (9 .0) plays team A (7.0) . Play begins in deuce court -with A serving at 30-love, D serving love-30.

Team C vs. B: Team C (6.5) plays Team B (8 .0). B begins serving at love-thirty (-30) in deuce court. C begins serving at fifteen-love (+15) in add court.

This is an excellent way to familiarize your members with the NTRP and yourself with your members' playing abilities. It may be best to let the players first self-rate themselves to avoid pre-play hassles. It is amusing to see the players, realizing the burden of a higher rating, suddenly do a turn-about and want a lower rating .

If you have used the suggested eight game format, then each team or individual will come out with an average score for four games. For each point, average above or below four. You may need to bring up or lower the individual 's initial pre-play NTRP rating . The member reaction to our round robins has been mixed. The 3.0's and 3.5 's loved it, the 5.0's are not thrilled .

There is no substitute for a whole season of preliminary league play to set up and smooth out players into their proper NTRP levels. This one-shot NTRP round robin is a low-key approach to introducing your club members to the idea of a rating system .

When it is time to form teams for tile USTA league play, everyone will hopefully have a better idea of what level they should compete at.

H 11

USPTA at Work in .the Grassroots Player participation begins at the grassroots leveL which a ccounts for USPTA's impad on the growth of tennis. Due to their high visibility and p ositive influence locally; USPTA Professionals play a key role in introducing the game to prospedive players.

This year, USPTA is supporting or sponsoring three events which promote player participation. They are: Buick National Tennis Month , the Plymouth Women's Doubles Challenge and USPTA National Participation Day. Because its selective database capabilities enable it to communicate directly with nearly 7,500 teaching professionals, USPTA is able to administer

12

effectively these types of promotions while putting sponsors in touch with their target audience.

USPTA's grassroots event schedule starts with the Plymouth Women's Doubles Challenge, the only grassroots women's doubles tournament in the United States. It begins this month with US PTA Professionals hosting local matches in eight major metropolitan areas and culminates with the September national finals in New York, placed during the U.S. Open at Flushing Meadow.

. . . USPTAisabletoadminister effedively these types of promotions while putting sponsors in touch with their audience.

USPTA National Participation Day, which will be held April1 and 2 at US PTA members' facilities nationwide, emphasizes participation as well as competition . USPTA Professionals will organize a day of activities of their choosing, including the viewing of either of the two televised finals from the Lipton International Players Championships.

This will serve to highlight the competitive and recreational aspects of tennis.

Buick National Tennis Month, scheduled April 15 through July 4, is comprised of three activities: the Buick Amateur Mixed Doubles Classic, National Instructional Mon.th Clinics and National Tennis Month Tourna-

ments. Again, USPTA Professionals will be hosting activities at their facilities. ¡ Being the trade association of men's and women's teaching professionals, USPTA naturally has an interest in grassroots promotions. These events spark interest in the game, they establish a bond of trust between the public and the teaching professional, and they serve as a vehicle for delivering the sponsor's message to the tennis-playing consumer.

USPTA's grassroots involvement this year will help ir)troduce the game to tens of thousands of new players in a variety of ways. Some will be drawn to the pure fun of tennis; others will discover a competitive outlet, leading to a serious commitment.

Indeed, these events, and the manner in which they are run, will have a significant impact on the growth of the game and on the development of players at all levels.

Being the trade association of men 's and women's teachingprofessionals, USPIAnaturally has an interest in grassroots promotions.

Small wonder that USPTA. with its nationwide, exclusive communications network, is continually sought by grassroots sponsors to help organize, publicize and administer these types of promotions. Given USPTA's primary purposes to promote the game and the teaching profession, it is a necessary, natural and growing relationship. . o

WE NEED YOUR HELP!

U SPTA and the tennis industry need your help by getting involved in all three of the following grassroots events which will be supported or sponsored by the Association in 1989. Without you, these events can't be successful! The purpose of this flier is to outline and clarify these three events so as to avoid possible confusion in your mind and to ask for your help in all three. We hope you will give consideration to this all-important request.

NATIONAL I

1.

TENNIS MONTH

WHAT: National grassroots promotion, involving three activities: Buick Amateur Mixed Doubles Classic, National Instructional Month Clinics, National Tennis Month Tournaments.

WHEN: AprillS thru July 4.

WHERE: Local matches nationwide, regional and sectional matches at selected sites. East Finals at Saddlebrook Golf & Tennis Resort, Tampa, Florida; West Finals site to be determined. National Finals at a premier professional event to be announced.

TOURNEY FORMAT: Two flights - Open and Intermediate (players with NTRP ratings of 3.5 and below).

USPTA PROFESSIONAL'S ROLE: You may host any one or more of the aforementioned three activities at your facility.

REGISTRATION INFORMATION: Please call 1-800-344-4469, (203)373-7024 in Connecticut.

2.

PLYMOUTH WOMEN'S DOUBLES CHALLENGE

WHAT: The only grassroots women's doubles tourney in the U.S. WHEN: Local matches may begin anytime and must be completed by the end of June. Regional matches are held in July and the National Finals in late August.

WHERE: Local matches at facilities within 200-mile radius of Atlanta, Boston, Chicago, Detroit, Houston, Miami/Boca Raton, San Francisco and Washington D.C. Regional matches in aforementioned eight areas. National Finals in New York. For exceptions to 200-mile radius guideline, please call1-800-PLAY-4FU{N).

TOURNEY FORMAT: Two flights - combined NTRP rating 5.0 to 7.5, combined NTRP rating 7.5 to 10.0.

USPTA PROFESSIONAL'S ROLE: You may host local matches at your facility; Professional keeps $20 of each $30 per team entry fee collected.

REGISTRATION INFORMATION: 1-800-PLAY-4FU{N) for sign-up.

3.

WHAT: USPTA-sponsored grassroots tournament held on either of the two days of the Lipton International Players Championships {LIPC) fmals.

The event should also feature the viewing of the LIPC fmals on TV, so as to highlight both the competitive and recreational aspects of tennis.

WHEN: April1 or 2.

WHERE: Activities are held nationwide at participating USPTA members' facilities.

TOURNEY FORMAT: Fun tournament format of your choice scheduled around social viewing of LIPC fmals on TV.

Please call

US PTA NATIONAL PARTICIPATION DAY USPTA PROFESSIONAL'S ROLE: You may choose an activity to host at your facility, then simply notify USPTA National Headquarters of the type of activity, number of participants expected and · any other pertinent information.

REGISTRATION INFORMATION: Sign-up forms in ADDvantage magazine, or you may call USPTA National Headquarters at {813) 973-3777.

Call Today& Take Advantage of Us!

Toll Free: 1800 237-7519 JnFL

I 800 282-4654 or(813) 973-1111 Telex: 522621

~~rJlfl~l!!£!1ls100 Saddlebrook Way, Wesley Chapel, Florida 34249

A Lesson In Teaching

TENNIS TEACHERS' COURSESM >>

Tennis Professiotwls

The Course emphasizes: • • • • • • • • •

Physical Habits - Racquet and Footwork The Volley Objectives of Drill/Match Play Groundstrokes The Serve Overhead and Specialty Shots Moving from the Physical to the Mental Game Singles and Doubles Strategies Creating and Sustaining the Optimum Emotional/Psychological State of Mind • Presenting the Ideal Lesson

>>

Pre-registrants receive: • Tennis: A Professional Guide • The USPTA Tennis Professional's Business Manual • The USPTA Junior Development Manual

- - - - - - - - - - - - - -- - - - - - - - - - - - - - - - - - - - - - - - - - -- - - - - - - - - - - - - - - - - - -~(Please che~k the course you plan to attend, then complete and return this portion) - o

• Name ____________________________________ Address _________________________________ City _ _ _ _ _ _ _ _ _ _ _ _ State _Zip _____ Daytime Phone _ _ _ _ _ _ _ __ USPTA Member #

Division -------------

FEE: $400 (A non-refundable $50 deposit is required) .

D D D

Register me for the USPTA Tennis Teachers' Course (check location and date above).

Also, register me for the optional 8-hour Certification Training Course (CTC)SM in preparation for the Certification or Upgrade Exam (at no additional charge for Tennis Teachers' Course attendees).

I plan to take the Certification Exam or portions of it for upgrading upon the completion of the Certification Training Course. I have registered with the USPTA Membership Department and have paid all applicable fees.

Make checks or money orders payable to USPTA. Return this form and payment to: United States Professional Tennis Association (USPTA) National Headquarters, P. 0. Box 7077, Wesley Chapel, FL 34249 • (813) 973-3777.

IMPORTANT - Fees are subject to change. A non-refundable $50 deposit or full payment of $400 must accompany this form to reserve a space in the Tennis Teachers' Course. If space is available, you may register at the door. USPTA reserves the right to cancel any Tennis Teachers' Course which does not meet the minimum number of registrants. Should this occur, a full course refund will be issued. Hotel accommodations are not included in the course fee. Pre-registran·ts will receive information on the hotels of their selected course site.

The Making of Something SuRer I

t all began 17 years ago, and with

tennis lessons.

At the time, Michael Keighley coached the men 's tennis team at Miami Dade-North Community College in Florida and gave private lessons on weekends. He was, and remains today, a USPTA Professional. •

Stanley Schwartz was a busy sales representative for a national magazine. Hardy Katz was a certified public accountant with a well-known firm . Both were tennis students of Keighley's. All three were men of ideas.

It was Schwartz who helped transform Keighley and his students into partners and

entrepreneurs. " He asked me what the trade magazine for tennis was, " Keighley recalls. "I told him there wasn't one."

The trio knew a fertile market when they saw one. Combining Keighley's tennis knowledge with Schwartz's sales savvy and Katz's financial expertise, they formed Industry

The SGMA Super Show is indeed super, occupying 1 million square feet of space with more than 1,600 exhibitors. This year's show will house nearly 5,000 booths .

16

Publishers, Inc., from which sprung Tennis Industry magazine. Today, it is one of the leading tennis trade publications in the world .

Because they were creative and ambitious, none of the three men was willing to rest on his laurels. There were greener fields to be explored, and Keighley, Katz and Schwartz were not about to let them go untouched.

Tennis had no trade magazine or trade show. After solving the first problem, the trio decided to organize. their own show. " It was scheduled for the ballroom of the Doral Country Club, which could hold 100 booths," Keighley said with a smile. "Two weeks after, we announced the show had confirmations for 120 booths. Luckily, Doral had some open space near the tennis courts they would allow us to use."

Katz smiles when recalling the dilemma.

"We ended up calling Clyde Beatty's circus to rent a tent, which we erected for the booths that wouldn't fit in the ballroom. It was outdoors on a grass surface and it was raining outside. But we wound up opening with over 350 booths." · The same show which had once kept Schwartz up all night wondering if any buyers would show up turned out to be a worthy offspring of its publishing parent.

Tennis Industry's National Buying Show became the largest and most important tennis exposition in the country, and it soon expanded. The Miami show remained, joined by others in New York and California.

One thing led to another, and Tennis Industry was eventually joined by publications orv acquetball, golf and gourmet foods.

The show sponsors soon became recognized as being among the finest trade show managers in the country.

This was a particularly enviable position to be in during the mid-1 980s, at a time when things were changing throughout the sports industry.

Anyone who has been involved in the sporting goods business knows how exhausting - and sometimes counterproductive - attending and/or exhibiting at trade shows can be.

Howard Bruns, president of the Sporting Goods Manufacturers' Association , approached Keighley, Katz and Schwartz. It was a matter of logical progression , of amalgamation, he said . Bruns championed the concept knowing it would benefit the entire sporting goods industry. The result was the Super Show.

But Bruns realized that having done so well with tennis, there was no reason why the trade show promoters should not handle the organization and administration of the sporting goods business' extravaganza-tobe. Communications and Show Mcinagement, Inc. (CSM} joined the burgeoning list of Keighley, Katz and·Schwartz enterprises.

And so evolved the show management company for the Super Show.

Atlanta seemed the ideal location for a gigantic trade show. It was one of the few cities with modern exposition space, an abundance of hotel space and experienced personnel for such events. Furthermore, it is one of the most accessible cities in the country. Atlanta, it was.

Nine separate trade shows (the Activewear Show, the Archery, Backpacking, Bowling and Billiards Show, the Camping and Outdoor Sports Show, the Fitness Show, the Footwear Show, Marine and Water Sports Show, the Team Sports Show, the Tennis Show, and the Trophy and Awards Show} filled the halls of the Georgia World Congress Center from Feb. 6-9, 1986. Some 50,000 people attended.

An estimated S1 billion changes hands annually at the Super Show; not counting money spent in local stores, hotels, restaurants and on transportation.

Three years later, the SGMA Super Show remains a blockbuster. Attendees of the 1988 Democratic National Convention grumbled about the size of the crowds in Atlanta; the Super Show takes up about twice as much space as the Democratic Convention and sees double the Convention 's 35,000 visitors. It is easy to see why the annual Super Show ribbon-cutting ceremonies are attended by a beaming mayor of Atlanta.

The SGMA Super Show, now comprising 14 smaller shows, has grown to the point where it not only fills the World Congress Center. It also overflows into local hotels and meeting facilities. This year's affair is expected to welcome 80,000 visitors from around the globe, including thousands of USPTA Professionals, for what is simply the greatest sporting product spectacle anywhere.

"Spectacle " is the only word to describe it. The Super Show is not simply another meeting place or marketplace set in a drab, cavernous hall; it's a gaudy, glitzy sports wonderland where people wearing Super Bowl rings blend in with a ring of expert salespeople and where World Serieswinning pitchers hawk mitts, bats and cleats.

When the halls close each evening, the fun begins. Who would you like to invite to your party? How about Julius Irving? Mickey Mantle? John Elway? The Joyners? Or just about any other sports celebrity you can think of? If tennis is your game, how about a lineup that includes Jimmy Connors, Chris Evert, Billie Jean King, Ivan Lendl , Virginia

Wade , Roy Emerson, Fred Stolle, Mats Wilander, Pam Shriver, Arthur Ashe, Fred Perry, to name a few.

Entertainment? You'll want music, so why not throw in the Miami Sound Machine, Natalie Cole or Run DMC for a little fun?

Tennis certainly feels fortunate to have the SGMA Super Show. The sport is a cornerstone of the Atlanta festivities; at few other places, with the exception of perhaps Wimbledon or the U.S. Open, is the game treated with such deference.

Tennis repays the compliment. Last year, a total of 10 Wimbledon winners graced the 100,000-square-foot tennis show, and even more Wimbledon winners are expected in 1989. But the game is not simply on display.

It is there to conduct business. Millions of dollars are spent at the tennis show and at related shows such as footwear, activewear and actionwear.

An estimated $1 billion changes hands annually at the Super Show, not counting money spent in local stores, hotels, restaurants and on transportation . It's a far cr.y from the days when tennis had no trade publication, trade show or circus tent.

Still, success is no excuse for Keighley, Katz and Schwartz to relax. Not in their minds, at least.lttakesayear-round commitment to see to it that the Super Show really does remain super, and that is what Hardy Katz does, jetting around the world to trade shows and running the Super Show from IPC/CSM's Miami office. . Meanwhile, Stanley Schwartz remains ever the entrepreneur, generating ideas - and revenues- for shows and magazines alike.

As for Michael Keighley, he can still be found at USPTA meetings and national conventions when he's not testing racquets or editing Tennis Industry magazine.

For four days every year, each can be found prowling the 1 million square feet of the Super Show, walkie-talkie to one ear, directing traffic, settling matters and delivering thousands upon thousands of backpats and handshakes.

And to think, it all began with tennis lessons. ·o

Editor's Note: Michael Keighley, a member of US PTA 's Florida Division and publisher of Tennis Industry magazine, was personally involved in the development and growth of the SGMA Super Show. From its inception, Tennis Industry magazine has been a loyal supporter of USPTA projects. As in the past, USPTA will be represented with its own booth at the Atlanta show, which is scheduled February 9-12.

17

Planning for You1

by Marsha Bladel

W a l l love ten;is! Tennis has

bee~ a

part of all of our lives in one way or another for many years. My first experience with tennis was when I was fourteen and picked up a tennis racquet for the first time. Since then , I have never been able to put it down .

What transpired since that time probably happened to many of you: after playing locally, went on to play high school and college tennis, followed by trying the professional tour for a few years then settled into a comfortable tennis position as a head professional or assistant. Most of us can probably remember our first teaching job and every one since, but can anyone honestly say that they have invested part of the money they made throughout those years and now have something to show in the form of investments for all those hours under the hot sun? Well , if your answer is yes, congratulations! You are definitely in a minority.

Studies show that over 95 percent of people in the United States live month to month off of their income and do not have any planned investment programs for their future.

I fell into that category until 1984 when I met a retired member of my tennis club in Texas who sat me down and explained the importance of planning for my future even though at twenty-five it was hard to picture myself old . He showed me the correlation between time, money, interest rates and the beauty of compounding. Did you know that by investing only $2,000 a year from ages 21 through 31 and never adding another cent you will amass $620,296 by age 65 with a 9 percent annual interestt rate? But if you wait until you are 31 and invest $2,000 each year for 35 years until you are 65 you will have only $431 ,422. Moral: An early start

18

and the magic of compounding are the keys to financial independence.

I am forever grateful to my friend for his help in setting me up in a no-load (noncommission) mutual fund which I still have to this day. It has made a world of difference to me personally knowing I am gaining financial independence and at some point in the future I will work only because I want to, instead of have to. That will be one of the best days of my life, but not as good as the day when I was fourteen and picked up my first tennis racquet!

Most of you may not have a friend around to direct you in investments, therefore I hope this article will define a few basic investment terms and give some people a head start to more security. The following should give you a better understanding of the mutual fund concept and how they can easily be in-. corporated into anyone 's investment future .

Mutual FUnds: From A to Z Mutual funds are popular investment vehicles that not only provide a variety of interesting opportunities , but also offer services many investors find appealing.

When investors purchase common stock, bonds, preferreds, convertible issues or even options, they are investing directly in the securities themselves. Mutual funds, however, invest in a portfolio of securities and an individual investor buys shares in the fund. The mutual concept turns that problem of selecting securities and portfolio management over to professional money managers.

In essence, a mutual fund is a company that combines the investment funds of many people with similar investment goals, and invests the funds for these people in a wide

variety of securities. The individual investors receive shares of stock in the mutual fund, and, through the fund, are able to enjoy much wider investment diversity that they could otherwise achieve. Each shareholder, in effect, owns a part of a diversified portfolio that has been acquired with the pooled money. As the securities held by .the fund move up and down in price, the market value of the mutual fund shares moves accordingly. There is a mutual fund to meet almost any type of investment objective.

Mutual funds are truly versatile investment vehicles that have much to offer individual investors, especially those with limited resources. Over 15 million people in the country own shares in mutual funds and investment companies. They come from all walks of life, are at all income levels and share a common view. Each has decided, for one reason or another, to turn over all or a part of their investment management activities to professionals. Mutual funds have become incredibly popular in today's market and are growing in strength and size.

There are many advantages to owning mutual funds. The major benefit is diversification. Diversification, which most professionals including myself feel is the key to investment success, is exactly what the investor obtains with mutual funds. Diversification reduces the risk inherent in any one investment by spreading out holdings to include a wide variety of industries and companies. Another feature is the full-time professional management mutual funds offer. The best advantage of all is that most mutual fund investments can be started with modest capital outlay.

Sometimes there is no minimum investment required at all. After the initial investment has

Financial Future been made, additional shares can usually ¡ be purchased in small amounts. The services mutual funds offer also make them appealing to many investors. These include the automatic reinvestment of dividends, withdrawal plans, exchange privileges, checkwriting privileges and the like. Finally, mutual funds offer convenience . They are relatively easy to acquire, the funds handle the paperwork and recordkeeping , their prices are widely quoted and it is often possible to deal in fractional shares.

The major disadvantage is many funds carry sizable commission charges, or load charges. Some funds also charge an annual management fee for the professional services provided . The long-term returns from mutual funds have been substantial ; but a good deal of this is often due to the reinvestment of dividends and capital gains.

Some mutual funds specialize in stocks, others in bonds, still others have maximum capital gains as an investment objective and some seek high income. A variety of funds will thus appeal to speculators and others will be of interest primarily to incomeoriented investors. Several common investment objectives include growth, income, tax-exempt income, preservation of investment capital or some combination thereof.

Basically, there are six major types of funds: growth, performance, income, balanced , bond and money market.

The objective of a growth fund is capital appreciation . Long-term growth and capital gains are the primary goals of such funds, and as a result, they invest princip~lly in common stocks that have above average growth potential, but offer little (if any) in the form of dividends and current income.

The objective of an income fund is current income (interest and dividends). Any capital gain is strictly coincidental and usually insignificant. The portfolios of these funds are heavily invested in various combinations of high-yielding common stocks, different types of bonds and /or attractive preferred stocks.

Safety of principal is also important, so most or all bonds and preferred stocks usually carry investment-grade ratings.

The objective of a balanced fund is to earn both capital gains and current income. These funds invest in high-grade common stocks, while at the same time committing a substantial portion of their portfolios (25 to 40 percent) to more conservative fixed income securities, like bonds and preferred stock.

Bond funds invest exclusively in various kinds and grades of bonds. Income is the primary investment objective , although capital gains occur on a minimal basis. Bond funds are usually more liquid and offer diversification.

Money market funds usually require minimum investments of $1 ,000 to $10,000.

Money funds are highly liquid and many investors consider money funds to be viable alternatives to savings accounts. Usually, the yield on money funds is much better than that available from passbook savings accounts and with the checkwriting privileges they offer, these fu¡nds are usually just as liquid as savings accounts. They are viewed by many as a convenient, safe and profitable way to accumulate capital and temporarily sort idle funds.

Before choosing any mutual fund , one should sit down and assess one 's own investment needs and objectives. One will always need to look at his/her own risk

tolerance and invest accordingly. Does he/she want to invest in mutual funds as a means of accumulating wealth, to speculate for high risk rates of return or as a store house of value? Remember diversification is important in building an investment portfolio.

This can easily be done with mutual f~nds . ~~

Marsha Blade/ received her bachelor's degree in Business Economics from the University of Arizona in 1981 and went on to play the international circuit for a few years before becoming a teaching professional. A US PTA member since 1984, she teaches tennis seasonally when not giving investment seminars or conducting portfolio analyses.

Considered to be a fairly conservative broker, Marsha is currently the manager of Wei/shire Securities' Sarasota, FL branch office . Wei/shire Securities is a Wall Street based full service brokerage and investment banking firm .

19

"FROM THE DESK OF USTA"

Share Your Skills.•• Volunteer

by Lisa M. Gillard

Vau have one of the best jobs in the world . As a tennis professional , you are paid to be on the tennis court teaching something you_l ove . What could be better?

How about satisfying that secret desire to be an umpire? Tournament director? USTA Clinician? Public relations coordinator?

The sky is the limit in the exciting and rewarding world of volunteering . It is a chance to expand your tennis horizons and give something back to the game.

Volunteer opportunities abound in the many programs of the United States Tennis Association (USTA) . As a volunteer organization. the USTA relies on thousands of individuals working at the district, sectional and national levels to coordinate and run all aspects of the game. Wherever you play, teach or watch the lifetime sport, there are undoubtedly programs, clinics, tournaments or leagues to be initiated, planned and run .

Is your specialty in working with youngsters? Why not volunteer to help support your local USTA National Junior League chapter? The theme is entry-level team play.

Be a program director or share your coaching expertise with an area chapter. If your time is limited, sharing your skills on court for even an hour a week could be a big boost for hundreds of kids. , Help ~introduce elementary and junior high school stud~nts to tennis with the USTA Schools Program . If you are good on your

20

The USTA Schools Program, conducted by the organization 's Center for Education and Recreational Tennis in Princeton , New Jersey, and local tennis groups, is offered free of charge as a means of introducing tennis to elementary and junior high school students nationwide. By the end of the program's sixth year in June 1989, some 6,000 schools will have integrated tennis into their physical education curricu lum, reaching over 3,000,000 youngsters.

area event. If you would prefer to volunteer off the court, serve on the ranking committee or be a Sectional endorser. Volunteers are also needed to assist with refreshments, housing, transportation and at the informa. tion desk.

The USTA/Volvo Tennis Leagues provide tennis fun for over 100,000 enthusiastic adults. Be a part of the largest adult tennis league in the nation as a Sectionally approved NTRP verifier. For further information on verification requirements, contact your local USTA Section office.

If the idea of working with older adults appeals to you , the USTA Recreational Senior Tennis League or Senior Doubles programs could be a lot of fun . Consider instituting senior programs at your facility and provide discounted time for those senior swingers. Tailor your sport for a lifetime

The Un ited States Tennis Association Recreational Senior,.Tt mnis League and Senior Doubles kits provide a . fu n recreational tenni s format for senior racquet swingers.

instruction to the special needs of these special folks.

How about spending a few hours at your USTA Section or district office? Be a yearbook editor or help plan a workshop .

Publicity is essential to the success of any program . Do not miss an opportunity to let your community in on what is happening in your local program and how they can become involved. Invite the media to an upcoming event. If they cannot send someone, be a reporter for a day and try your hand at writing a press release or feature story.

Volunteering is a great way to rejuvenate yourself and your interest in the game. To find out how to become involved with any USTA program, contact your Section office or call the USTA national office at 1800-223-0456. u

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feet in front of a crowd and enjoy motivating youngsters, assist in kick-off assemblies for the program . Or adopt a school and help the physical education teachers with the tennis curriculum.

For all recreational programs, equipment is essential. Start ·a used racquet and ball drive at your club. The USTA can provide the collection boxes.

Also , as USPTA tennis-teaching professionals you can apply for seed grants to help organize a local USTA/NJTLchapter or to expand the USTA Schools Program .

Numerous US PTA professionals are already involved in this recreational program development. For all the details, write to the USTA, 707 Alexander Road, Princeton , NJ 08548.

See junior tournaments from a whole new perspective. Become an official. If you are a USTA member, physically fit, attend a oneday school and pass the written and oncourt tests, you can join the ranks of referees, umpires and lines~eople at an established

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Teaching Tennis: When Less is More

by Al Secund a

T,e

more knowledgeable and proficienl we become as teachers, the more tempting it is for us to want our students to look good on the court. Of course we want our players to have the best strokes that money can buy.

It also makes sense for us to correct any glaring errors we SE?e in their strokes. But there is a more important issue. Assumj ng we are competent, dedicated and responsible teachers, how do we know when to c hange someone 's form and when to leave it alone. Are we changing someone's form to protect our professional image, rather than to improve their game? Is there a point where corrections hurt the student more than help him?

Th e more I teach , the more this question seems to hound me. Here are some of my th oug hts on th is matter.

were also enjoying the experience of playing poorly. The playing, in and of itself, was the pay-off, not the perfection. So our challenge as teachers is to first try to nurture a student's excitement, interest and passion and secondly to improve the technique of their strokes.

Know Your Student

I am realizing that I have a much more important goal and mission than just to improve someone 's st rokes . My ultimate goal is to get my students to enjoy tenn is more. The more fun they are having, the more they will want to play and practice, and th erefore , the more likely it is that they will improve . John McEnroe 's early teachers probably served him best by what they did not d o or say, rather than what they did. He might have left the sport had he been forced into more orthodox strokes. While correct form is very important, it should never destroy th e interest, desire and passion of the student. Let us not forget that the world is full of non -players with beautiful and correct form who stopped playing because the sport ceased being enjoyable .

Get to know your student before making major changes in his game. Each person has a different tolerance for major stroke surgery. Some thrive on it, but some will rebel or withdraw. By understanding the personality, talent and practicing habits of your student, you will be able to estimate the amount of change he is capable of making.

For example, suggesting the Continental Service Grip to a below average athlete who does not practice and who easily gets discouraged, is just not realistic.

When deciding whether to make a major change, it is helpful to bring your student into the decision making process. Let him decide if he is willing to take two steps backwards in order to leap forward . If you do decide to suggest a radical change , you can soften the shock by labeling it an experiment. " Do you want to try an experiment," or " Let's try an experiment," are two wonderful ways to introduce the student to change . This is especially true for resistant, advanced or competitive players. It will also lessen your attachment to the change. If your student's body or mind totally rejects your pearls of wisdom , you can easily drop your experiment without losing face .

Just remember that people react differently to change, and that their pain is not always their gain.

The Tennis Bug

Nurturing Hope

It is important for all of us to remember what brought us into tennis in the first place .

It was this thing called the Tennis Bug. When we were first bitten we were f?r from proficient. In fact, there was not any correlation between our passion and our proficiency.

Yes we had a dream of getting better, but we

Whatever corrections you do make or challenges you create, make sure they do not cause your student to feel even momentarily hopeless. Hopelessness is a very dangerous feeling . It can kill the entire learning process as well as ones excitement and fascination for life. Whatever frustra-

Keeping It Fun

22

tions, set-backs or disappointments a player may encounter, he must carry a vision of possibilities for the future. A student should never be overwhelmed by tennis. His frustrations, which are natural, should never lead to futility. The killer of a competitor is not a loss or a set-back, but rather the death of his will or vision. Teach your students to become visionaries of hope and they will experience a lifetime of challenges , aliveness and excitement.

I think we all need to keep remembering that our first goal is to always serve the best interests of our students. The better we learn to understand them as people, and the better we understand tennis, the more likely it is we will become the best teachers possible . o

AI Secunda, USPTA member since 1981, teaches ten nis in the Los Angeles area. He is the creator of the book Ultimate Tennis and also th e videocassette The Beverly Hills Tennis Lesson. His revolutionary "Tenn is Tips" have appeared on many television stations including U.SA. Network.

CONVENTION SEMINARS ON AUDIO CASSETTES US PTA NATIONAL CONVENTION Palm Springs, California • September 17 - 25, 1988 _Tape 1: Marketing Yourself and Your Club in Today's World- Laury Hammel _Tape 2: New Innovations in Fast-Dry Courts -John Welbom _Tape 3: A New Approach to Drills -lim Davis _ Tape 4: Developing a Business Outlook- Sp~ Gonzales _ Tape 5: Tennis Outside the Lines -Kurt Kampennan . _ Tape 6: Finals - National Seminar Contest _Tape 7: Pro/Owner/Manager Relations- M~ E~nbeny & Sp~ Gonzales _ Tape 8: Increasing Your Income Through Effective Public Relations -Kurt Kampennan _ Tape 9: Adult Programming to Generate Members and Dollars -Henry C~ & Bill Rombeau _Tape 10: Tennis Equipment for the New Age -Jill Workman _ Tape 11: Where Does the Teaching Pro Fit In? -Ron Woods', Lynne Rolley & Lew Brewer _Tape 12: Player-Parent-Coach: Building a Winning Team- Cheryl McLaughlin _ Tape 13: Better Listeners Make Better Teachers -Laury Hammel _ Tape 14: Industry Leaders Speak Out -lim Reffkin (Mod.), Sean Sloane, Doug Fonte & Jack Sullivan _ Tape 15: Tennis Apparel: How to Make It Work for You -Mary Carney _ Tape 16: Finals - National Seminar Contest _ Tape 17:. Match the Player with the Frame and String -Jill Workman _ Tape 18: Cooperative vs. Competitive Drills - Guy Parks _ Tape 19: Stress Related to the Career of the Tennis Pro -Jim Loehr _ Tapes 20 & 21: The Tennis Professional at a Resort - Moderator: lim O'Brien _ Tapes 22 & 23: The Tennis Professional at a Country Club - Moderator: Mark McMahon _ Tapes 24 & 25: The Tennis Professional at a Commercial Facility - Moderator: Mike Hurley _ Tapes 26 & 27: The Tennis Professional at a Municipal Facility- Moderator: Woody Newson _ -Tape 28: Finals - National Seminar Contest Fitness & Nutrition for the Tennis Pro -Jack Groppel _ Tape 29: _ Tape 30: Planning, Presenting and Managing a Budget -Mark McMahon . _ Tape 31: Styles and Tactics: An Organization to Success - Guy Parks • _ Tape 32: The Role of Sport Science in Player Development -Jim Loehr _ Tape 33: 3 Steps Toward More Effective Teaching -Don Henson _ Tape 34: Negotiations on the Home Front - Btubara Braunstein _Tape 35: Prince's Endurance, Strength and Power Workout- Marty Devlin _ Tape 36: Teaching the Serve: In Search of the Perfect Swing -Jim McLennan _ Tape 37: Teaching Skills to Young Children - Gundars Ttlmanis PRICE SCHEDULE: 1 Cassette 10 Cassettes Full Set -

$ 7.50 $ 75.00 (In addition, choice of two complimentary tapes, plus custom cassette album.) $225.00 ($52 SAVINGS, plus three custom cassette albums.)

MAIL ORDER:

Please add $.50 for each individual cassette that is ordered (US postage & handling). All orders must be accompanied by check drawn on a US bank and made payable to: CONVENTION TAPES INTERNATIONAL P. 0. Box 381992 • Miami, FL 33238-1992 USA • Telephone (305) 757-8666 NAME __________________________________________________________________ ADDRESS ________________________________________________________________ CITY/STATE/ZIP-----------------------------

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USPTA Gift Shoppe Order Form SHIP TO (Please print clearty)

NAME _________________________________________________________________ ADDRESS

(No P.O. Boxes as all ordenlare shipped UPS)

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DESCRIPTION

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Tennis: A Professional Guide USPTA Junior Development Manual USPTA Tennis Professional's Business Manual USPTA Complete Guide to Coaching, Vol. 1 USPTA Accounting, Business & Financial Management Handbook USYfA Sport Science and Sports Medicine Guide

25.00 15.00 15.00 15.00 22.00 25.00

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TOTAL AMOUNT OF ORDER Shipping Information: We usually ship orders within 3 days of receipt of order. For custom orders, allow 4-6 weeks. We prefer to ship via UPS and need your street address and Apartment number for UPS delivery. Items ordered together might NOT necessarily be shipped together.

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Please make checks and money orders payable to: USYfA GIFT SHOPPE P. 0. Box 7077 Wesley Chapel, FL 34249 (813) 973-3777

Any wide-body can send a high powered bullet across the net. That's the whole point of widebodies. But what about marksmanship? Now, Dunlop introduces the first wide-body racquets that don't sacrifice control: The Max Impact Plus, the Max Impact Pro and the Max Impact Mid. Unlike other wide-bodies, the Plus and Pro are widest and stiffest at the point of impact. This provides a powerful, more stable hitting surface. The frame tapers into the grip for more forgiving flex and greater control. The Plus and Pro also have ''Impact Modulators'' molded into the frame. These are made of © 1989 Dunlop Slazenger Corporation. ~ and Dunlop

are registered trademarks of ON A (Housemarks) Limited.

Sorbothane® and Kevlar, ® materials with remarkable ability to absorb VIbration. The result is a solid, more comfortable feel. Greater shot accuracy. And less arm fatigue. In short, Max Impact racquets give your customers something unique: Powerful wide-bodies with great control. Contact your Dunlop representative to find out more about the Max Impact Plus, Max Impact Pro and our powerful mid-size wide-body, the Max Impact Mid. Or call Dunlop toll-free 1-800-476-5400. And give your sales a big shot in the arm. ~._.,__

IDIDUN~OPI TENNIS

Sorbothane is a registered trademark of BTR PLC. Kevlar is a registered trademark of DuPont, Inc.

Three Winning Pro Shop Monet Makers

by Jim Vidamour

R

shop gross revenues can be divided into two categories. Fixed revenue and variable revenue. Fix~d revenue happens in spite of any hard work or extra effort on ttle part of the shop manager. This revenue is collected as long as a sufficient quantity of merchandise is available and is reasonably priced . If the shop manager did nothing other than order goods, put the goods on the floor and ring in sales these fixed revenues would still occur. In fact it would take a manager with considerable lack of knowledge and skill to seriously reduce fixed revenues.

Variable revenues, on the other hand, are generated by hard work and extra effort on the part of the shop manager. The skill and creativity of the manager play a major role in maxi mizing these results. Variable revenues can mean the difference between good years and great years or success and failure .

The purpose of this article is to provide information on three promotions that have been used to substantially improve variable revenue. Even though I have spoken generally about gross revenues it is the bottom line that counts the most and all three of these promotions have a positive bottom line, net revenue impact.

Procedure Set up a ball machine drill within sufficient difficulty to achieve a 30 percent to 50 percent success rate. This may be done by using alternafing forehands and backhands or one stroke to a specific target area. The type of machine you have will determine the type of drill you can use.

Participants may sign-up either before the event or at the event. The more people you can get to sign up in advance the more successful your event will be.

Format Participants challenge the ball machine and bet on their results. If the player loses he/she receives the amount equal to this bet in g itt certificate form . Winners receive double the amount of the bet in gift certificate form .

26

Bottom Line Beat the Ball Machine Promotion should achieve several results: 1. Increase variable revenue by the amount of gift certificates (bets) sold .

2. Increase variable revenue when the gift certificates are redeemed and are used to purchase something with a higt:ler value than the gift certificate.

3. Promote use of the ball machine and possibly lessons.

4. Provide a unique, fun event for the membership.

Everyone wins in this contest, the shop gets incremental revenues and the customer either gets even money or double his money in gift certificates.

NOTE: It is important to closely regulate your success factor as this will directly affect your cost of sales ratio.

Demo Day/Play the Pros This is another promotion that provides several benefits to you and your customers.

There are many variations on this idea that we have used so let your imagination go on this one .

Beat the Ball Machine This promotion has it all ; it generates enthusiasm. lt develops incremental revenue and it encourages facility and equipment usage. This particular promotion was Tennis Industry's Promotion of the Month back in February, 1986 and it is still a great idea.

Place a limit on individual bets ($1 0 or $20) but allow participants to test their skills as often as they would like.

Jim Vidamour resides in Palm Coast, Florida where he is c urrently the Director of Tennis, Swim and Marina Operations for Sunsport Recreation, Inc., a subsidiary of ITI Community Development Corporation and Sheraton Hotels. He is also a USPTA Regional Tester.

Jim is on the Wilson advisory staff and a Past President of Volusia/Flagler Professional Tennis Counci l and is also the Past Founder President of the Wyoming Tennis Association .

Format Participants challenge the staff professionals, ball machine or local celebrities using your demo racquets.

Procedure Arrange for one or more racquet company sales representatives to assist with this event.

Their job is to provide a short talk on construction and design of their racquets, provide prizes, provide extra demos and be

Beat th e Ball Mac hine Promotion inc reases variable revenue whil e providing a unique, fun eve nt for the membership.

available for general discussion with participants. Q,fter a discount or free stringing on racquets purchased that day.

Players may only use demo racquets and may not use their own . Set up several courts with professionals, ball machines and guest players for the participants to challenge . Our format consists of one tiebreaker match. Set up both doubles and singles courts.

Try to end the event with a target tennis session for prizes, place the prizes on the court for participants to hit. Also , offer complimentary champagne and /or other beverages and refreshments for all participants.

Bottom Line This event has proven successful in many areas and can be repeated several times over . Recently, my club held this type of promotion for a name-brand racquet. We included a free clinic for owners of that particular racquet before the event with a well-known player and touring professional who used that brand of racquet. This promotion increases racquet sales, creates a higher level of consciousness and knowledge about racquet technology anGJ provides a tremendously entertaining club event.

members to full mark-up retail purchases ensuring your best profit margin.

If you have more than one shop or operation taking part, run a contest to see which improves sales by the .largest percentage over the previous year.

It is also a good idea to assign someone in your organization to track coupon sales and analyze the results of the individual coupons and operations. Coupon discounts should represent a savings over any standard membership discounts that you offer. For instance if you offer a 10 percent discount on purchases to a member, the coupon for the purchase of a two hundred dollar racquet should be worth more than twenty dollars (1 0 percent).

Do not be afraid to be creative with your coupons. If your standard discount on that two hundred dollar racquet is twenty dollars and you feel like a thirty dollar discount would be an effective coupon why not offer a thirty dollar (retail) tennis bag with purchase of the racquet at full price . Your bottom line comes out better because the bag only cost you fifteen dollars and the member feels like he got a good deal because he received a thirty dollar (15 percent) discount on the racquet purchase .

Holiday Coupon Program Club members are notoriously the worst customers at many club pro shop operations. They seldom shop and generally wait for items to be placed on sale before making a purchase . On the other hand, visitors, resort guests and other fresh faces in the shop usually mean increased revenue. So the dilemma is how can you put selected merchandise on sale to a selected clientele , your members. The answer to this problem can be the development of a Holiday Coupon program .

Format Send a coupon book featuring discount coupons to each membership household .

Each of your departments and /or operations such as aerobics, restaurant, golf and swim should be represented . Present this coupon book as your holiday gift and greeting to your membership.

Procedure Do not allow any close-out or discount sales during the life of this program . A good time to run this promotion is from about the middle of October to the first of January each year. This is very important as it restricts all walk ins, resort guests or non-

Bottom Line Remember this program is meant to generate profits. The coupons are a method to accomplish several objectives.

1. This program limits discounts to your most price sensitive clientele and ensures full mark-up sales to everybody else.

2. It also generates a crossover store traffic by members of other clubs or operations your group might manage. You might have four golf courses, two tennis clubs, a marina and three restaurants which participate. The long term effect of the program exposes each facility to many potential new customers.

3. If done properly this promotion should create interest in your shop among the clientele which most frequently ignore the shop.

Even though the coupon program has had a positive bottom line impact of tens of thousands of dollars over the last several years, I would like to point out that all three of these promotions are tried and proven money makers. Just keep in mind that promotions such as these, when successfully executed , can increase your variable revenues tremendously and help focus your profitability picture. o

27

Take uo The

Your Club... cHALLENGE

Women's Doubles

he Plymouth Women's Doubles Challenge is the ultimate chance for you and your club to show that your women members have what it takes in doubles tennis!

The Plymouth Challenge takes place in eight American markets, Detroit, Chicago, Washington D.C., San Francisco, Miami/ Boca Raton, Houston, Atlanta, Boston, and if your club is within a 200 mile radius of each market, then you and your members are eligible! Regional Winners will advance on to an all-expense paid trip to New York City to attend the 1989 U.S. Open, and will compete in the Plymouth Challenge finals. The grand prizes are four exciting brand new 1990 PLYMOUTH SUNDANCE CARS!

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The contest is for everyone, and consists of two levels of play. First flight participants should hold a combined NTRP rating of 7.5 to 10.0, and second flight participants hold a combined NTRP rating of 5.0 to 7.5.

But the best part of the Plymouth Women's Doubles Challenge is that YOU can be a winner too ... of cash! Doubles teams pay a $30.00 entry fee- of which you retain $20.00! So there's no reason for you not to involve your women members today!

Caii1-800-PLAY4FU(N) today to learn more about how you and your club can be winners in the Plymouth Women's Doubles Challenge!

The Voice of the Tennis Teaching Profession

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INDUSTRY ACTION

USTA/VOLVO TENNIS LEAGUE MEMBERSIDP SETS NEW RECORD PRINCETON, NJ - ¡ Participation in the United States Tennis Association (USTA)7 Volvo Tennis League surpassed the 100,000 player mark for the 1987-88 League season , skyrocketing from 97 ,32 5 members to a season-ending total of 111 ,1 81 . This year's total, which was released by the USTA, is up 14% from last year's record high.

The leaglfe, which began in 1980 with 13,000 members, is the largest adult recreational tennis league program in the nation.

Membership has grown 69% since Volvo Tenni s, 'joined in sponsoring the program with the USTA in 1985.

The percentage of the USTA's adult members who participated in the USTA/Volvo Tennis League in 1988 increased to 55% , a rise of more than 4% over the 1987 ratio.

"The growth of the USTA adult league program has been steady and strong ," said David Schobel, national league administrator. " Expansion has always been part of the plan for the program and we want to continue to grow in ways that will make the League the best for the recreational tennis player. Our goal is to open tennis up to everyone, so the increase is especially encouraging."

In a further attempt to bring more players into the program , the age requirement for participation in the USTA/Volvo Tennis League was lowered to include 19-and 20year old players effective for the 1989 season . This action coincides with the USTA's decision to lower the adult membership requirements from 21 to 19, which became effective in January.

The program groups players in OrJe of six National Tennis Rating Program (NTAP) skill levels, from 2.5 (novice) to 5.0 (advanced) .

Matches consist of both singles and doubles

competition in a format which progresses through local, district and sectional play and culminates in the USTA!Volvo Tennis League National Championships.

The USTA/Volvo Tennis League is administered by the USTAand sponsored by Volvo Tennis in conjunction with the USTA Penn Athletic Products is the official League ball.

TENNIS.MANAGEMENT SCHOLARSIDP ESTABLISHED BIG RAPIDS, Ml - A new scholarship fund has been established for Ferris State University's Professional Tennis Management program to attract outstanding students from across the nation to Ferris ' PTM program, the only one of its kind .

Norm Rautiola, a Reed City, Michigan businessman, pledged $5 ,000 per year for creation of the scholarship which will bear his name. The scholarship will beg in in the fall semester of 1989.

"The most important thing that the tennis industry can do to ensure long-term growth is to entice high caliber men and women to pursue careers in tennis," said program director Scott Schultz. "The creation of this scholarship fund will enhance our efforts to attract outstanding students to the Ferris State University PTM program and prepare them for careers in tennis."

The PTM program at Ferris began in the fall of 1986 and was developed jointly by Ferris and the United States Professional Tennis Association . In this program , students are prepared for top-eritry level tennis posi. tions upon completion of requirements for a bachelor of science degree in marketing.

Current enrollment is 70 students who, in addition to their business and other required academic coursework, also participate in workshops by tennis industry experts and in internships at locations throughout the United States. Graduates obtain USPTA

certification .

More information about Ferris State University's new PTM scholarship may be obtained by contacting Scott Schultz, Racquet and Fitness Club, Ferris State University, 901 South State Street, Big Rapids, Michigan 39307 , or call (616) 592-2212 .

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29

INDUSTRYACTION(continued)

CMAA ACCREDITS 23 CERTIFIED MANAGERS BETHESDA, MD- Club Managers Association of America (CMAA) has accredited 23 "Certified Club Managers." This followed successful completion of the CMAA Certification Exam, comprised of 13 subject areas, and fulfillment of requirements pertaining to years of management and experience, education and association activity.

Here are the designees along with their clubs: M.A. "Mic" Bossier, Detroit Athletic Club; Travis Branaman, Petroleum Club of Shreveport (LA); M. William Browne, Blythefield CC (Belmont, Ml); Kevin Carroll, The Bill Tym is shown speaking to a group at the 1988 PTCA Annual Meeting.

PTCA OF GREAT BRITAIN HELD ITS ·ANNUAL MEETING The Professional Tennis Coaches Association of Great Britain (PTCA) held its Annual Meeting from November 28 through December 1, 1988 at Bisham Abbey (National Sports Training Center) . This year 125 coaches attended and the incumbent Chairman and USPTA member Sammy Brancker was re-elected to office for another three years. Also, USPTA Co-Director of Certification and Academies Bill Tym was a featured guest speaker.

PTCA is the officially recognized Association of Tennis Teachers in Great Britain and USPTA is proud to be affiliated with them in our co-operative efforts to support the excellence of worldwide tennis teaching .

TEXAS TENNIS HALL OF FAME INDUCTION A ceremony commemorating the Eighth Annual Texas Tennis Hall of Fame was celebrated during the joint banfluet of the Texas Tennis Association and the Texas Professional Tennis Association on January 14 at the Dallas/Fort Worth Hilton in Dallas, Texas.

30

New inductees for 1988 included Ron Fisher, Walter Driver, Wilbur Hess and Charlie McCleary. The event was sponsored by the Texas Tennis Association Foundation, Inc. with the cooperation of the City of Waco, Texas.

Q%uOOGJ~ THE FIRST NAME TO KNOW IN COURT EQUIPMENT ~

PENN ANNOUNCES VACATION WINNERS PHOENIX, AZ - Ten lucky persons will soon be visiting several of the nation's top tennis resorts, compliments of the Penn Athletic Products and Pro Penn Tennis Balls .

Sweepstakes.

Each of the Sweepstakes winners purchased a can of Pro Penn Tennis Balls containing a coupon for entry into the $1 7,000 free vacation drawing. The Sweepstakes involved a total of 500,000 specialmarked cans of Pro Penn Tennis Balls.

The vacation packages include four-day, · four -night accommodations for two, including tennis lessons and $500 in spending money.

Here are the 10 winners, who will be traveling in pairs, and their vacation destinations: Tom Rosdick and Pumpkin Span, to Amelia Island, FL; Sherry Goodman and Barbie Grover, to Orlando, FL; Jeff Horn and Roy Tate, to Puerto Rico; Velora Lindborg and Alan Peterson, to Stowe, VT; Mitch Mills and Joan Harper, to Stowe, VT.

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Learned Club (Lawrence, KS); Linda Carroll, Somerset CC (Mendota Heiqhts, MN); David Chism , Hillcrest CC (Boise , ID) ; David Coughlin, Bocage Racquet Club (Baton Rouge , LA) ; Carol Edwards, American Club in Ch ina (Tapei , Taiwan) ; Gary Ertel, Idle Hour Golf and CC (Macon , GA); Rudolf Fisher, CC of Columbus (Columbus, GA); James Houts , Jr ., Edgeworth Club (Sewickley, PA); Joseph Iwanski , Mission Hills CC (Northbrook, IL); Richard Mac Bain, The Players (New York, NY); Arthur Miller, Gull Lake CC (Richland , Ml); John O'Meara, City Club of Lafayette (Lafayette, LA); Roger Om lie, Pine Tree Golf Cfub (Boynton Beach, FL) ; Zachary Platek, Coosa CC (Rome, GA);' Randall Rice, Ansley Golf Club (Atlanta, GA); Ad nan Salloum, Wooster CC (Wooster, OH); Paul Skelton, Troon Golf and CC (Scottsdale, AZ) ; Wolfgang von Dressier, Indian Spring CC (Boynton Beach, FL) ; Joseph Wagner, Odessa CC (Odessa, TX); David White, University Club of Flint (Flint, Ml).

INDIANAPOUS SPORTS CENTER NAMED A USTA REGIONAL TRAINING CENTER INDIANAPOLIS, IN - Indianapolis Sports Center on the campus of Indiana UniversityPurdue University at Indianapolis was named the second regional training center for the Player Development Program . The announcementwas made byJ . Howard Fraze, member of the USTA board of directors, during a press conference held at the University Conference Center. Also speaking at the conference were Ron Woods, Director of the Player Development Program, Stan Smith, USTA Director of Coaching, and Harry L. Gonso, president of Municipal Recreation , Inc. "The Indianapolis Sports Center is nationally known for it's tennis fac ilities and the community support of the sport is outstand- . ing, " said Woods. "Add to that, the center's outstanding fitness and training complex and the upcoming addition of an indoor tennis facility, and you have a site that simply couldn 't be overlooked ," he added .

As a regional traini.ng center, Indianapolis

Sports Center will be used throughout the year for the training of elite amateur players in the region , the U.S. National Team , and coaches ' training. Sessions will typically be scheduled for long weekends, with occasional mid-week or full week train ing possible. " Indianapolis has always been one of the hot-beds of tennis, hosting the National Clay and Hard Courts," noted Smith . " I think it's appropriate Indianapolis is representing the Midwest as a regional training center, and I know the USTA will be able to make good use of the excellent facil ities." The Sports Center complex is complete with 24 outdoor courts featuring Deco-Turf II and Har-Tru surfaces, and is fully equipped to handle all aspects of tennis activity. In addition , the

neighboring National Institute for Fitness and Sport will be providing USTA coaches and affiliated players access to the latest education , research and training methods available in the area of sport science.

The Indianapolis Sports Center, along with Saddlebrook Resort in Wesley Chapel, FL, are the first two USTA Regional Training Centers appointed in the country. Criteria for a center, of which there will eventually be four to six, include: excellent tennis facilities; accessibility of the city by air travel; a climate condusive to rigorous outdoor train ing for at least six months a year; moderately priced housing and meals; and state-of-theart sport science and medical facilities near or at the site .

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31

You the Educator b y Jack Justice, USPTA First V ice President

0

ver the last few years, it seems like most of the problems I have faced at my club and in my community keep coming back to the matter of educating the club member or local group. Therefore , I would like to take a few moments to look into the subject.

I have a lot of fun thinking about all the roles we play, or hats we wear, as tennisteaching professionals. The list, at times, seems endless but always very appropriate (e .g . tennis teacher, stringer, businessperson , doctor, babysitter, maintenance person, solicitor, politician, etc.). The role of

32

educator keeps returning when the really tight problems come up. Perhaps the role of the educator, the crucial funnel in which all information from the industry is eventually trickled down to the player and ultimately the consumer, accents our importance more than any other. This being the case, let us take a look at our role as the educators.

Each year the rules (or interpretation of them) of tennis undergo close scrutiny and even a few changes. As club professionals, we are informed of these changes through sectional or district channels (school or ¡ newsletter) of the USTA or through our own USPTA publications. It then becomes our job to educate our membership.

Equipment is constantly changing , and again we bear the burden of making our membership aware of how equipment has improved or changed and what this means to each player.

To handle tournaments and other major activities at clubs, the teaching professional must have help. These lay committees and chairpersons must be trained in every aspect of the activity being planned in order for it to be a success. This means a constant educating process, since many of these are on-going annual events.

The club manager, tennis committee , accountant and other management personnel frequently change , and it becomes the task of the tennis professional to educate the new personnel to keep the management team strong .

Frustration sometimes creeps into our lives when we must educate the local media about our sport or facility and its importance to the community. Of course, when one does finally have the ear of the media, the same education problems recur when media contacts move on to other positions.

Does your staff need educating? You bet.

Whether it is your maintenance personnel , assistant professional or shop clerk; it takes constant educating to get the job done and keep your operation moving forward .

Look to others, but never forget that we as tennis-teaching professionals owe ourselves a piece of the education pie . From the USPTA manuals, newsletters, conventions, workshops and other offerings to the maze of tennis-industry literature we rece.ive daily, we derive self education. Also, we educate ourselves in order to educate others.

Why should we have NTRP ratings? Why join the USTA? Why should a professional become USPTA certified? How do I get a ranking? Why should my community have a tennis association, a NJTL chapter or Schools Program? Answering these questions is a part of educating our membership, staff and the tennis community at large.

How to hire a tennis professional? Yes, we must also educate the club managers, owners, committee persons, recreation leaders and others in our community to this process so that our profession is uplifted and gains the respect we know it deserves. As for our educator role in this business, the list goes on and on. I have purposely stayed away from our traditional role of being a Tennis Teaching Educator.

The terms leadership, apprenticeship and training are interchangeable throughout the above . It is good for teaching professionals to step back, from time to time, from their endeavors and get a better picture of who they are and the many roles they play in this great game. I do not have a moment of guilt about the amount I charge for lessons when I consider what a bargain the tennis-teaching professional is to the club, community and the industry.

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iUSPlrA. UNITED STATES PROFESSIONAL TENNIS ASSOCIATION, INC.

at Saddlebrook, The Golf and Tennis Resort Wesley Chapel, FL 34249

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