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Cover_Sport Insight cover 6 QX 1 04/05/2012 15:38 Page 1
Sports
SERVING THE SPORTS TRADE IN THE UK AND ROI
www.sports-insight.co.uk
£3.50 MAY 2012
Insight
THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS
80
ESTABLISHED
BRANDS
INCLUDING
SPORTS APPAREL
THE FUTURE OF
DISTRIBUTION!
✔ Ordering up until
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as 1 item
✔ Over 5 million
items in stock
Visit
www.ralawise.com
INSIDE THIS ISSUE
WANT LONG-TERM
PROSPERITY?
The only way is ethics
JENNY MEADOWS
Bidding for Olympic glory
at London 2012
SEE PAGE 38
FOOTBALL
NPD Group analyses the
UK replica kit market
IN SEASON
Focus on trail running
and table tennis
Create your own
sporting legacy...
The Business Honours
Club is an exclusive group
of companies working in
partnership with the
Youth Sport Trust to help
young people be the best
they can be through
sport and activity. If your
company champions
innovation, has specific
skills or experience,
we can provide an
attractive opportunity
which offers a variety
of commercial benefits.
Contact us for details
Qwww.youthsporttrust.org
Qbusiness@youthsporttrust.org
Q01509 226624
<67B$DGB),1$/FRS\LQGG
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weight?
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Join the largest Sport and Outdoor
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Q An increase of your margins and
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Q The buying power of over
480 independent businesses
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To start punching above
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www.stagbuyinggroup.com
the shoe buying group
Team kit pro_Layout 1 04/05/2012 15:43 Page 1
Contents_Layout 1 08/05/2012 12:47 Page 2
IN THIS ISSUE
CONTENTS 05.12
E-CATALOGUES
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ONLINE COMPETITIONS
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COVER STORIES
8 FOOTBALL
NPD Group analyses the UK replica kit market
TWITTER
32 JENNY MEADOWS
Follow us @SportsInsightUK to keep up to
date with breaking news and special Sports
Insight offers.
40 WANT LONG-TERM
Bidding for Olympic glory at London 2012
PROSPERITY?
66 UNDER THE COUNTER
A sideways look at the world of independent retailing
The only way is ethics
REGULARS
10 NEWS
Latest headlines, key dates and events
14 KIT STOP
Essential stock for your shop
25 FOCUS ON
Spalding imprint range
26 MOVERS & SHAKERS
Martin Newton, sales director at Aqua Sphere
29 FSPA FOCUS
The latest news from the Federation of Sports
and Play Associations
IN SEASON
44 FOOTBALL
48 TABLE TENNIS
52 TRAIL RUNNING
FEATURES
36 LOOKING FOR A LEGACY
How much of a cultural and commercial impact do
the Olympic Games have in reality? Lauren Fox
reports from Beijing
42 BAGS OF POTENTIAL
The humble sports bag has morphed into a multicompartment machine capable of coping with all
kinds of equipment
31 TALKING SHOP
Steve Pascale-Jones, general manager of
FrogIslandSports in Leicester
58 UPWARDLY MOBILE
Today retailers have a choice of services that
will take an existing website and create an app
version for smartphones. But which one should
you choose?
Editor: Jeff James. Tel: 01273 748675
Group Editor: Ted Rowe
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Advertising Manager: Keith Marshall
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06
Follow us @SportsInsightUK
Sci sport_Layout 1 04/05/2012 15:58 Page 1
NPD_SI Template 04/05/2012 15:32 Page 1
D
E
T
T
KI
O
UT
The NPD Group analyses the multi-million
pound UK replica kit market, the largest of its kind in Europe
As the Premier League reached its
conclusion, there was plenty of drama
on the field as clubs battled to keep
their place in the richest league in the
world, while others attempted to secure
their entry to next season’s Champions
League - all in the quest for extra cash.
Off the field, clubs are preparing for next
season, talking with sponsors, booking
summer tours to Asia and North America
and organising new kit launches.
08
ANNUAL INCOME
Replica kit provides football clubs with a
steady and almost guaranteed annual
income that is relied upon to fund other
activities. The competition among kit
manufacturers can be fierce and the rewards
are extensive. We have recently seen the
announcement of several high profile deals
involving Liverpool, Tottenham Hotspur and
Aston Villa and new replica kit
manufacturers. Both clubs and brands will be
hoping for successful 2012-13 campaigns to
ensure a return on their investments.
The NPD Consumer Panel estimates
that the annual replica market in the UK is
worth over £300 million, and the UK is the
biggest market in Europe for replica sales.
With Euro 2012 taking place in Ukraine and
Poland this summer, many national team kit
manufacturers will be hoping their
sponsored countries perform well to boost
exposure and purchases.
NPD_SI Template 04/05/2012 16:13 Page 2
FOOTBALL
“
IN 2011 MOR
E THAN
60 PER CEN
T OF
REPLICA SH
IR
PURCHASED TS
WERE
NOT FOR TH
E BUYER
”
analyse female purchasers of replica shirts, we can see that over 90
per cent of the purchases they made were not for themselves. Male
purchasers, on the other hand, mainly buy for themselves.
With replica shirts attracting female purchasers who are buying
for someone else, this category provides a good opportunity to
upsell to this demographic. Given that replica shirts are generally a
high priced item, being able to squeeze an additional purchase from
the buyer can make a significant difference to revenues.
Socks, shorts, hats and other football accessories can be positioned
strategically to increase visibility when searching through replica shirts.
Bundling items together could also prove beneficial, as the incremental
spend is a relatively small percentage of the main item.
When females shop in sports shops, it is often because of
something a child is asking for, so taking advantage of this moment
is critical for retailers. By offering a variety of other products with
the main item, it allows the retailer to educate the buyer about the
other items available and also allows the buyer to go ‘off script’ and
perhaps purchase an additional product independently.
The NPD Group monitors the sales of sports footwear
and apparel in many countries around the world. For
more information contact The NPD Group sports team
on 01932 355580.
Children make up more than a third of
the replica football market, worth over £100
million, and, when compared to 2009, the
last year without a major tournament, the
segment grew by eight per cent. With prices
remaining stable, it was a volume driven
increase that led to the growth in this area.
PURCHASING EXPERIENCE
With the majority of replica shirts being
bought for someone other than the buyer, it
is clearly in retailers’ interests to make the
purchasing experience as easy as possible. In
2011 more than 60 per cent of replica shirts
purchased were not for the buyer. When we
09
News_News 1QX (lewis) 08/05/2012 10:09 Page 1
WHAT’S NEWS
ALL THE VERY LATEST IN THE SPORTS INDUSTRY...
Send your news stories to the Sports Insight news desk
at siedit@partridgeltd.co.uk or call 01273 748675
INTERSPORT
EXCLUSIVE TENNIS CAMPAIGNS 2012
INTERSPORT started 2012 with a
great tennis campaign from
Wilson with an exclusive on the
Steam 100 racket, promoted instore with a consumer promotion.
This leads us into the tennis
season with two further exclusive
campaigns.
The INTERSPORT
exclusive brand TECNOPRO
launched a new range of rackets
and luggage offering fantastic
products at exceptional prices.
One of the real standouts from
the collection was the new
‘Bash’ junior range of rackets.
The range is available in five
vibrant colours - green, blue,
red, yellow and pink - and in
four sizes with a great graphic.
This will be supported in-store with specific POS material.
Then in June with the lead up to Wimbledon INTERSPORT has
three exclusive products from Babolat, with the Pulsion Team and NS
Drive rackets and Drive 2 shoe being promoted with dedicated POS
materials and an in-store consumer promotion.
One lucky customer will win a signed Rafa Nadal ball.
Dates
STAG ALL IRELAND
BUYING SHOW 2012
OCTOBER 21-22
Tullamore Court Hotel
Tullamore, Co Offaly
STAG BUYING SHOW 2012
NOVEMBER 18-19
Four Pillars Hotel
Cotswold Water Park
ISPO MUNICH
FEBRUARY 3-6, 2013
New Munich Trade Fair
ISPO BEIJING
FEBRUARY 27-MARCH 2
China National Convention Center
RETAIL VENUES AT
RISK OF DECLINE
HIGHLIGHTED IN
NEW REPORT
Sixty-seven per cent of all shopping venues in the north east are at risk from
decline, according to a new white paper from the Javelin Group, a leading
multi-channel retail and ecommerce consultant.
The report, called Battlefield Britain: Survivors and casualties in the fight for
the UK high street, highlights a swathe of retail areas across the country that are
at long-term threat from the changes currently impacting the retail sector.
The ‘At Risk’ list combines town centres where a significant downturn has
already begun, such as Paisley and Stockport, with the likes of Nuneaton,
Washington and Falkirk, where a difficult future is predicted.
At the other end of the spectrum, Greater London, the south east and east
of England provide a significantly more encouraging outlook for store-based
town centre retail.
The list of retailers with high exposure to ‘At Risk’ venues is dominated by
value oriented formats such as Netto, Pound World and Home Bargains, while
businesses that appear to have their store networks focused on more stable
retail areas include Karen Millen, Hobbs and Office.
Battlefield Britain, which assessed over 600 town centre retail venues across
Great Britain, concludes that while the future will be about fewer, bigger, better stores
and shopping environments for UK consumers, the transition will be painful for towns
that do not have the attributes necessary to maintain a vibrant commercial hub.
“Our white paper is intended to be a helpful guide for retailers and brands
to understand where their store portfolios are most at threat and what actions
should be taken,” says Robin Bevan, director of the Javelin Group. “Similarly,
town centre managers and local authorities will see in this report which venues
need the most urgent attention to adapt to the dramatic shifts in shopping
habits that are taking place.”
You can download a copy of Battlefield Britain for free at
www.javelingroup.com/en/white-paper-registration-2012-03.aspx.
10
“I once dragged a player into my office and told him if he dived again I’d sell him.”
Blackpool boss Ian Holloway
LAST FEW PLACES
WITHIN THE
YOUTH SPORT
TRUST’S BUSINESS
HONOURS
CLUB REMAIN
PUMA KICKS OFF
RECYCLING INITIATIVE
IN ITS GERMAN STORES
PUMA has installed recycling bins in its German stores to encourage
customers to recycle shoes, clothing and accessories.
The ‘Bring Me Back’ programme, run in conjunction with global recycling
company I:CO, means that any branded product returned will either be reused
or recycled to create raw materials.
“On our mission to become the most desirable and sustainable
‘sportlifestyle’ company in the world, we are constantly working on solutions
that aim at reducing the environmental impact that PUMA as a company
leaves behind on our planet,” says Franz Koch, CEO of PUMA.
“With our Bring Me Back programme we are pleased to target for the first
time ever the massive amounts of waste sportlifestyle products leave behind at
their end-of-life phase when consumers dispose of them and they end up on
landfills or in waste incineration plants.”
Sponsorship
…Winmau has signed Bobby
George and will be developing a
range of Bobby George darts
equipment, which will be available
throughout its global distribution channel…gay dating website
Gaydar has been announced as the headline sponsor of The
Bingham Cup, the world championship of gay and inclusive
rugby teams. Having grown from six teams in 2002 to 33
teams competing in 2012, the Bingham Cup is now the largest
15-a-side rugby union tournament outside of the IRB Rugby
World Cup and this year is being backed by ex-England rugby
player Ben Cohen…BMW Group UK will become the official
vehicle partner of the RFU from September 2012...Aviva and
Norwich City FC have extended their shirt sponsorship deal
for a further four years…Canterbury has secured a long-term
partnership to become the official kit supplier to the Leicester
Tigers…PUMA is to become Leicester City FC’s official
sportswear and technical kit sponsor from the 2012/13
season…PUMA has taken on the lead sponsorship role for the
sports and music festival RugbyRocks. Three festivals are
planned for 2012 - London, Yorkshire and Edinburgh. They
attract thousands of sportsmen and women, who compete in
rugby 7s, 10s, touch rugby and netball tournaments…
News
The Youth Sport Trust has extended its invite for commercial
companies and brands to join the exclusive Business Honours Club,
offering additional places to businesses who are able to demonstrate
sport innovation that in turn can help young people achieve their
‘sporting best’.
Jo Simpson, director of the Youth Sport Trust, says: “We are really
keen to work with businesses who we can work in partnership with to
meet mutual organisational aims. We are always looking for the latest
innovation, the best solution and the most proactive and
complementary businesses from across a wide range of sectors.
“Such businesses have proven to have a significant impact on our
work to date, but also for schools, community groups and educational
establishments alike. With the London 2012 Games fast approaching,
we have chosen to extend the invitation to work with us to those
businesses that have something to offer.”
As our partner, we could offer you:
● Networking with key decision makers.
● Business development opportunities.
● Sector intelligence and support through our B2B communications
and events.
● Profile during our regional events and national flagship conferences.
● Proactive and targeted marketing nationally.
● Association with us.
● Retail opportunities to further generate commercial return.
The four-tier scheme is available from £325 upwards, dependant on
budgets and organisational objectives. Each level comes with its own
unique package of benefits.
In order to be considered for this opportunity, businesses would
need to complete an application, which can be found at
www.youthsporttrust.org/supportus, and submitted no later than May
20, 2012.
For more information contact the Commercial Partnerships
team on Business@youthsporttrust.org or call 01509 226624.
11
WHAT’S NEWS
ALL THE VERY LATEST IN THE SPORTS INDUSTRY...
Send your news stories to the Sports Insight news desk
at siedit@partridgeltd.co.uk or call 01273 748675
Transfer
… Jon Ram has been appointed vice
president business development,
international at Warrior Sports. Ram
will be responsible for leading the
football global sales team as well as Warrior apparel and
footwear, ice hockey and lacrosse product lines outside the US
and Canada. He will also continue to oversee New Balance’s
UK and Ireland business…
Market
SOCIAL MEDIA SUCCESS
FOR ONLINE RETAILER
Activinstinct is leading the way when it comes to social media activities the independent retailer’s latest consumer competition received a massive
211,327 entries.
Working in partnership with Hi-Tec to launch the brand’s Harmony
Collection, a new women’s range of multisport footwear, Activinstinct promoted
the outdoors inspired boots via its Facebook page, with impressive results.
“The response we have received from our consumers and the incredible
social reach, not only for Activinstinct but also Hi-Tec, has been phenomenal,”
says Simon Millet, Activinstinct managing director and founder. “The importance
of social media to our business continues to be a major investment area and key
to our strategy of building a community of loyal, happy consumers.
“We hope with further support from brands such as Hi-Tec we will
continue to provide an excellent service throughout all our channels of
communication with our consumer base.”
Helen Durant, Hi-Tec’s marketing manager, adds: “Hi-Tec supports our
retail accounts both on and offline with various levels of marketing support.
This example has highlighted how important social media has become when
engaging with consumers on a wider scale.
“We look forward to working with the Activinstinct team in the near future
to beat this record.”
LILLYWHITES OPENS
LONDON FIGHT ZONE
A new retail concept for boxers and MMA fans has opened on the top floor
of Sports Direct-owned retailer Lillywhites in London’s Piccadilly Circus.
Called London Fight Zone, the 800 sq ft space features a
comprehensive range of training gear, apparel, footwear and equipment
from the likes of Sports Direct brands Lonsdale and Everlast, as well as
adidas, Tap Out, Title, UFC, Rival, Cleto Reyes and Queensberry.
The fit-out includes iconic imagery of Muhammad Ali and Henry
Cooper, while red brick walls and dumbbell clothing racks create an old
school boxing club feel.
“London Fight Zone is a great concept for fighters and for those
who enjoy fight training and the associated lifestyle,” says Ian Campbell,
general manager at Lonsdale. “The area
is stocked
with the
leading fight
sports brands
and the best
equipment,
making it a
destination
for all fighting
needs. We are
expecting it to
be a huge hit
among fans.”
12
PRECISION LAUNCHES
NEW CATALOGUE
AND WEBSITE
Sports training aids and apparel specialist Precision has launched a new
website to coincide with the release of its 2012/13 catalogue and new
corporate identity.
Formerly known as Precision Training, Precision’s biggest ever catalogue
and new online presence at www.precisiontraining.uk.com underlines the rapid
growth of the brand and incorporates the individual Precision Goalkeeping,
Precision Running and Precision Boxing product ranges.
“2012 has already been a very exciting year for Precision and we are
delighted to launch our new corporate identity to our wide customer base - both
online and in catalogue,” says brand and marketing director David Sanderson.
“Precision was created to give sportsmen, women and children of all
shapes and sizes accessibility to a range of high quality professional products
and that mantra has not changed.
“Amateur clubs now have the ability to train like the professionals and our
product range continues to stretch the boundaries, thanks to our research and
development that is carried out in association with our professional sporting partners.
“Along with training aids, our Precision Goalkeeping, Running and Boxing
brands continue to go from strength to strength and this is fully reflected both
online and in the catalogue.
“The new colourways in Precision Running have gone down particularly
well with retailers. The rebranding embodies our mission to be the highest
quality one stop shop for all your sports requirements at highly competitive
prices and we are delighted with it.”
‘Unjust, cruel, horrible, unmerited.’
Barcelona-based newspaper Sport’s description of
Chelsea’s semi-final Champions League victory
SALES INCREASE AT
SHOCK ABSORBER
Shock Absorber has revealed a 19 per cent year-on-year sales increase during the last
three quarters.
The sports bra specialist, which has recently invested a record amount in marketing as
well as a rebrand, says a study revealed a 167 per cent rise in brand awareness since 2009.
“It’s fantastic to report double digit growth in such tough economic times,” says Paul
Devin, general manager at DB Apparel UK, which owns Shock Absorber. “As the UK’s
number one sports bra brand, we are proud to be significantly outpacing the sports bra
category growth.
“We’re excited about investment plans for the Olympic year and beyond and are
confident that we represent the best choice in sports bras for the consumer.”
…online sports retailer
Activinstinct is forecasting
turnover in the first seven
months of its financial year to
be up 67 per cent on the
previous year and profits ahead by 300 per cent for
the same period…JD Sports’ pre-tax profits fell
14.2 per cent to £67 million for the year ending
January 28, despite revenue rising nearly 20 per
cent to just over £1 billion…ITOCHU Corporation
has agreed a strategic alliance with SKINS to be its
exclusive distributor in Japan, China, South Korea,
Hong Kong and Taiwan from June. The company
operates brands such as Babolat, Converse, Fila
and Head in Japan, as well as engaging in domestic
and overseas trading of products including
machinery, metals and logistics services. Descente,
a Japanese-based designer, manufacturer and
distributor of sports and athletic wear, which
ITOCHU has a 25 per cent stake in, will be
responsible for brand marketing and
sales…INTERSPORT is expanding into country
number 42 after signing a license agreement with
ANC s.a.l in Lebanon, where 10 multi-sport/multibrand stores will open with retail surfaces of 600800 square metres…Dobotex, the developer,
producer and distributor of PUMA lifestyle
products, will be showcasing its Puma branded
spring/summer 2013 range at the MODA fair in
August…Sports Direct’s sales for the nine weeks
to March 25 increased 13.2 per cent to £267.6
million, while gross profit was up 13.5 per cent to
£99.8 million…PUMA has admitted it faces
challenges in Europe after first quarter earnings fell
4.9 per cent to €74 million. Sales for the period
increased 6.1 per cent to €820.9 million. The
company blamed the disappointing results on
restrained consumer spending in the wake of the
financial crisis in the eurozone as well as a milder
than expected winter, which PUMA says dampened
sales at wholesale accounts and retailers and
slowed the intake of spring collections…ASICS is
set to offer its Spanish customers a high
performance running experience via new state of
the art stores in Barcelona and Madrid. Opening
their doors in August and September, each store
will feature high-tech running laboratories, the
ASICS FOOT ID service and an exclusive ASICS
running club. They will also showcase the full
ASICS’ running collection, as well as tennis, hockey
and padel ranges. Both cities put on annual
marathons that attract thousands of runners. The
new stores are part of ASICS’ global strategy to
strengthen its retail presence across
Europe…adidas' first quarter revenues have risen
14 per cent to €3.8 billion - the company’s fifth
consecutive quarter of double digit growth. Group
operating profit grew 30 per cent to €409 million.
Sales in Western Europe grew seven per cent, rose
26 per cent in China and Asian markets, and 11 per
cent in North America…sales via mobile devices
have risen six per cent year on year, according to
the IBM Coremetrics Benchmark analysis, which
gathers data directly from the websites of more
than 150 leading UK retailers…
Sports
shorts
13
Kit Stop_Kit Stop 04/05/2012 15:23 Page 1
PRODUCT ROUND-UP
KIT STOP
Essential stock for your shop
SPORTSWEAR FOR
THE 21ST CENTURY
If you’re looking for something a little bit more
adventurous, then let the G-SUB service, available
from GFORCE, transform your sportswear.
GFORCE by Gymphlex is offering this
contemporary design service to clubs and teams.
Away from the restrictions of a cut and sew
garment, the template for G-SUB is blank, allowing
your design to have the maximum impact. Put
simply, dye sublimation enables you to print
whatever you can imagine in an unlimited array of
colours, directly into the fabric.
Regardless of the complexity of the design,
which can include club badges, logos, numbers and
individual names, customers only pay one set-up
charge - making the G-SUB service a cost-effective
way of developing fresh, unique designs. As the ink
is embedded into the fabric during the printing
process, the design will remain unaffected by
washing or ironing.
G-Sub is available with minimum orders of 10..
For more information call 01507 523243 or visit www.gymphlex.co.uk.
ZINC
The Zinc Pro scooter range was born and engineered in Great Britain
and is designed to take on the skate parks. The company’s scooters are
tested to withstand one ton of weight on its deck and handlebars
(models released after December 2011).
MAYHEM
Features and benefits of this scooter include:
● Handlebars with 360-degree movement.
● One piece Y-handlebars for extra rigidity and control.
● Chromium-molybdenum steel steering bar.
● Reinforced steel fork.
● Double stacked collar clamp.
● 48cm x 11cm reinforced aluminium deck.
● Rubberised style bar grips.
● ABEC 5 chrome bearings.
● 100mm x 24mm high impact, high bounce aluminium core
wheels with PU tyres.
● Maximum rider weight: 100kg.
● Quick stop brake.
● Grip strip for extra stick during the ‘sickest’ of tricks.
14
For more information
email info@hy-pro.co.uk.
www.sportindustry.biz
REVOLUTION
RUNNING
Revolution Running is a British
sportswear brand specialising in
advanced technical running apparel
and predominantly cotton-based
leisurewear products.
The company was formed in the
Lake District two years ago and
manufactures all its products in the UK.
As well as working with British
designers, the company is keen to use
innovative materials to keep pushing
design boundaries and original concepts.
Stomatex is a good example of
a material identified and applied to
the running range. It’s a British
engineered award winning fabric
that’s been utilised by the company
after years of experience in harsh
Contact the company for details of
climates and is incorporated in a
its excellent introductory offer.
sympathetic range of layers.
Tel: +44(0)1539 568128.
Revolution running supports
Email: info@revolutionrunning.com.
British manufacturing, British design
www.revolutionrunning.com.
and British athletes.
BROOKS PUREPROJECT
The Brooks PureProject range hit the market in the middle of last
year, and the reaction has been phenomenal.
All four of the shoes in the range - PureFlow,
PureConnect, PureCadence and PureGrit incorporate a huge amount of technology that
promotes natural motion and a unique running
experience in a lightweight package.
Brooks’ signature cutaway heel promotes a
natural foot strike, so you land in a more forward
position on the foot; a toe box split allows your big toe to
function independently, encouraging a more springy toe-off; an anatomical
last works more efficiently with the foot; and a Nav Band wraps over the instep,
securing the foot in place. Brooks’ BioMoGo DNA midsole completes the
technical wizardry.
Runner’s World Spring Shoe Guide has named PureCadence
Editor’s Choice, but with the added comment that the two other
shoes tested from the range, PureConnect and PureFlow,
consistently scored highly in the shoe lab for cushioning,
responsiveness and flexibility.
For more information visit
www.brookspureproject.co.uk.
15
PRODUCT ROUND-UP
BRABO PURE GIRL SERIES
Girls, girls, girls - a range of hockey sticks from Brabo designed
just for you.
Driven by a female styling and design team, Brabo’s Pure Girl
series of sticks represent what the designers termed: “Pure design,
pure feeling, pure girl - girls only.”
None of these sticks will go unnoticed during a game or
training session. They have style and attitude and made a big mark
on the European hockey market. Brabo is gathering momentum in
gaining the interest of players. Every day players are requesting
more information on the range, and that speaks for itself.
The Pure Girl sticks are stylish while retaining the quality of
manufacture required for today’s physical game. Using a combination
of carbon fibre and glass fibre, they retain power and feel.
Being noticed is what the range is about. And this range will
certainly help to do that.
16
For more details call Sean Cayless at Sci-Sport on
0116 2627280 or email sci-sport@btconnect.com.
BUTTERFLY JUNIOR
TABLE TENNIS TABLE
Butterfly, the leading brand of table tennis tables
and equipment, provides a suitable product to meet
every need. Included within this concept is the
Butterfly Junior table, which is a ¾ size of a full-size
table (approximately 7ft x 4ft).
The benefit of this table is that it can
comfortably fit into the vast majority of homes in
the UK, some of which are too small for a full-size
table. The Junior table is one of Butterfly’s most
popular models and is provided with a 12mm
playing surface, is ready assembled for use and
comes with a Butterfly clip and post set, two
reverse sponge bats and three balls.
PAUL DRINKHALL TABLE
TENNIS BAT
Four times English champion Paul Drinkhall endorses
two of Butterfly’s most popular table tennis bats - the
Drinkhall Drive 2000 and Drinkhall Drive 1500.
Both bats have the Butterfly 5-ply blade
covered with Butterfly ITTF approved rubber (2mm
on the 2000 and 1.5mm on the 1500). Drinkhall is
likely to lead Team GB table tennis in the Olympics.
For information
regarding Butterfly table
tennis tables and equipment
contact Norman Bonson at
Ransome Sporting Goods, the
exclusive British distributor.
Tel: 01642 224444. Fax: 01642 226000.
Email: n.bonson@rsgsport.com.
SDL TROPHY
Do you purchase a minimum of 3,000
medals and 3,000 ribbons in a 12month period?
Many SDL trade partners
combine the sale of sportswear with
trophies and medals to boost their
annual sales. Medal Club members
are entitled to discounted prices off
selected medals and ribbons, which
can heavily increase margins.
Medals: Medal Club prices are 17p
each. Catalogue trade prices start from
41p. RRP starts from £1 each.
Ribbons: Medal Club prices are 10p each.
Catalogue trade prices start from 23p. RRP starts
from 60p each.
There are 19 different medal styles and 27
ribbon colours to choose from in the Medal Club.
To join contact the business development team on 01282 418448.
17
PRODUCT ROUND-UP
MERCIAN XTREME GLOVES
The demand of modern field hockey is for highly protective equipment that doesn’t
inhibit player dexterity and flexibility. The new Mercian Xtreme Glove provides an
outstanding level of protection, while still allowing the hand to flex and move
according to the player’s needs.
The Xtreme is a dual material glove with either full or open palm made from
neoprene and sereno fabrics. The shaped plastic inserts provide anatomically correct
protection and the abrasion resistant material with velcro fastening all combine to
create a highly protective, lightweight glove without the bulk associated with standard
foam protection.
call 01483 757677,
email info@mercianhockey.com
or visit www.mercianhockey.com.
18
It’s highly recommend that the right mouthguard is used in all contact and collision
sports in order to protect the teeth and oral facial area. Shock Doctor has grown
from being the undisputed leader in mouthguard technology, to being the leading
innovator in sports protection around the globe.
Best option: ULTRA STC
● Absorbs shock using air technology.
● Gel-Fit liner for tight, comfortable fit.
● Shock Transfer Core stabilises and shields teeth.
● Air Cushion Shock Pads for more comfortable jaw compression.
● More performance enhancement may increase strength and
athletic performance.
● Convertible tether for use with or without strap.
● Compact size for easier breathing and speaking.
Better option: GEL MAX
● Comfort and protection in a variety of colours.
● Gel-Fit liner for tight, comfortable fit.
● Integrated lip guard protects both upper and lower lips.
● Exoskeletal shock frame provides impact protection for
the teeth, jaw and brain.
● Triple layer design for maximum protection, fit and comfort.
● Convertible for use with or without strap.
G
Ultra S
SHOCK DOCTOR
TC
All products are
available in national
sporting goods shops,
and for online visit
www.eninety.com.
el
M ax
Braces
Speciality: BRACES
The Braces mouthguard.
● Insta-Fit adapts to changes in tooth position and protects from lacerations.
● 100 per cent medical grade silicone for ultimate comfort without boiling or fitting.
● Quick release helmet tether (strap model).
AQUA SPHERE
With a wide choice of eyewear and wetsuits, goggle guru Aqua Sphere is well known and
respected among triathletes. Ideal for outdoor racing, its curved lens goggles deliver
outstanding panoramic vision and an unbeatable fit.
The Vista (SRP £21.99) is a proven favourite, available in various lens options and in Vista
Lady and Vista Junior versions. With a wetsuit for every level of triathlete, including the highly
acclaimed Phantom for the top level elite, the Pursuit and female W-Pursuit are superb entry
level suits for only £169.99 and include many essential tri features to encourage beginners.
For essential tri kit advice
call 01254 692200.
www.aquasphereswim.com/uk.
19
PRODUCT ROUND-UP
TEAM COLOURS
For teams who like to ensure their players always turn out
looking their best, bespoke manufacturer Team Colours is ready
with the complete service - whatever your sport.
It has now updated stocks to offer a quick order two-week
turnaround for selected football kits in a selection of colours,
with an additional week for personalisation.
Team Colours offers a wide selection of quality multisport
teamwear, training kit and sports accessories. Its fully bespoke
services extend to collar options, fabric, piping and sleeve length
options, with the aim to meet specific customer demand. For
more information or to set up a trade account, call or go online.
New this month is Team Colours’ mobile optimised website
for smartphones and tablet devices, offering faster access to
products and information. Existing features, such as automatic
quotations and sample requests, are also available.
Tel: +44 (0)1920 876 240.
Email: trade@team-colours.co.uk.
www.team-colours.co.uk.
OPTIMUM BOKKA RANGE
Optimum’s BOKKA tops, headguards and rugby boots
have proved to be one of the company’s best-selling
product ranges ever.
The fabulously varied and excitingly coloured
Optimum logo has proved to be the choice for the player
who refuses to blend into the background and who instead
wears their BOKKA boots, tops and headguards with
passion, enthusiasm and pride.
BOKKA TRIBAL TOP
Sizes: MINI/SB/LB /S/M/L/XL/XXL.
RRP: Jnr £29.99. Snr £34.99.
BOKKA EXTREME HEADGUARD
Sizes: SB/LB/S/M/L.
RRP: Jnr £29.99. Snr £34.99.
BOKKA ECLIPSE RUGBY BOOT
Sizes: 1-13.
RRP: Jnr £24.99. Snr £34.99.
For More details call Optimum on 01942 497707
or see your local area representative.
20
JAKABEL
LAUNCHES NEW
GB UNISEX RANGE
AT LOW PRICES
In time for the fun and games this summer,
Jakabel launches the new GB Unisex range of
wetsuits and sun protection tops in a
red/white/blue design.
● Wetsuits: RRP £19.95.
● UVP 50+ tops: RRP £9.95.
Jakabel ranges fit children from 0-13 years in
top quality, vibrant colours - all specifically
designed to keep kids safe in the sun and the
water. Delivery two-three days all year round.
No minimums.
For more information contact
Jo on 020 8715 2385
or email info@jakabel.co.uk.
QUOTEMYKIT.COM
Sportswear/teamwear
supplier? Sports brand?
● Receive quotes from Quotemykit.com members on all sports
and generate extra business.
● Free use of Quotemykit.com’s Surplus Kit Locker
marketplace - clear stock or promote special offers to
members.
● Your own web page within Quotemykit.com’s supplier or
brand area.
● Links to the Quotemykit.com website and/or online brochure.
● Promote special offers.
● Receive details of new products, special offers or clearance
products from Quotemykit.com’s listed brands.
● Promote your deals to Quotemykit.com’s ever expanding
database of grass roots sports teams and clubs; semiprofessional and professional sports clubs; sports
associations; schools, colleges and universities; work teams;
marketing and promotional companies; and event
management specialists - to name just a few.
For more information call 01743 455118,
email info@quotemykit.com or visit
www.facebook.com/quotemykit. You can also follow
Quotemykit.com on Twitter @Quotemykit.
www.quotemykit.com.
21
PRODUCT ROUND-UP
NBA TEAM BALLS
The NBA Team Ball was designed to show support for your team while playing
on the courts. The rubber surface gives it greater grip for ball handling. These
balls pay homage to the most iconic NBA teams. Seven available teams,
including LA Lakers, Boston Celtics and Miami Heat, to name a few. Available in
sizes 3-7. RRP: £12.99-£14.99.
NBA PLAYER BALLS
The NBA Player Ball was designed so you could play with your favourite NBA
players. Number nine Luol Deng, who’s representing GB in the London 2012
Olympics and currently plays for the Chicago Bulls, is one of the featured balls
available. Other NBA Player Balls available include Kobe Bryant of the LA
Lakers and Paul Pierce of the Boston Celtics, to name a few. Available in sizes 5
or 7. RRP: £13.99-£14.99.
For Further information on these, or any other Spalding
products, call 01993 851 600 or email sales@uhlsport.com.
22
CRESSI LIGHT FINS
Cressi Light fins are designed specifically for pool training. The
short blade is made from light materials to guarantee agility
and reduce fatigue, but still enable effective kicking.
The length of the blade and the materials used enable
perfect muscle training without causing painful cramps. The
side of the blade is protected by a soft elastomer profile to
prevent possible damage to other swimmers. The computer
designed foot is made from soft elastomers and its highly
anatomical shape houses the foot with a great degree of
comfort, even during long swimming sessions.
These fins can also be used for snorkelling and
swimming, where the small size of the blade
makes it easier to enter and
come out of the water.
Available in white or
blue. Weight: 600g for
size 39/40.
call 01484 711113
or email info@cressi-sub.net.
SORBOTHANE
Sorbothane has been a leader in shock stopping technology
for over 25 years. Its unique insoles are recommended by
medical professionals and are proven to limit the trauma
caused to a body during exercise.
Sorbothane Shockstoppers help combat the
demands of running and high impact activity by
reducing muscle fatigue, protecting weak joints and
easing the strains on ligaments and tendons.
Sorbothane is constructed with
an advanced visco-elastic
material scientifically
proven to continuously
absorb up to 94.7 per
cent of harmful
shockwaves. Its unique
compound design is built
to last longer than other
standard foam insole
designs.
The recovery rate of
Sorbothane’s advanced
compound material
ensures energy is not
rebounded to the point of
impact and remarkably
regains its shape quickly
enough to be prepared for
the next step.
www.sorbothane.co.uk or call 08448 730 035.
23
PERFORMANCE
TEAMWEAR
KK997 Century Trouser
www.gamegear.co.uk
01332 85 83 85
KK996 Century Top
KK936 Howzat Polo Shirt
Gamegear cricket wear is designed for
personalisation with club and sponsor’s
logos. Our Cooltex dry wicking fabrics
provide improved air circulation and allow
moisture to escape keeping players cool
and dry in training and match play.
Focus_SI Template 04/05/2012 16:06 Page 2
PRODUCT PROFILE
FOCUSON
Spalding imprint range
Emma McKale, Spalding’s brand manager, talks us through
the offering
CAN YOU GIVE US SOME BACKGROUND
ON THE BRAND?
Spalding is a global brand with a history dating back over 135 years
and has long been a leader of innovation and quality within the
sporting goods sector. From the development of the very first
Spalding basketball, the first American volleyball, the first liquid
centre golf ball and the first two-piece golf ball, to the latest in
inflation technology, our tradition of innovation continues to be one
of the brand’s strengths.
In January we launched our first range of imprintable
performance sportswear developed specifically for the imprint
market. We identified a gap in this sector for a branded sportswear
offering aimed at teams, clubs and individual participants who want
products that perform without the premium retail price tag.
Every product has been designed with decoration in mind,
meaning it can be personalised with player or team names,
numbers, sponsors and club logos. We’ve tested each product for its
decorability and, based on the performance fabrics used, we
recommend transfer and screen printing for best results.
Spalding’s imprint range delivers high performance fabrics in stylish
designs that offer the consistency of colours, styles and sizes and
continuity of service that teams and retailers need, season after season.
WHO IS IT AIMED AT?
Individual athletes and sports teams who are looking for a complete
range of performance sportswear they can personalise. Each of the
33 styles have been designed for multisport usage - whether that’s
the local running club, triathlons, charity events, 5k and 10k fun runs,
adult and junior football teams, school and university sports clubs,
societies or end of season tours.
Our products are grouped into three categories to help decision
making. Our One Team products are for true teamsports, where style
and performance matter, with complementary styles for men,
women and juniors. Endurance is aimed at active men and women
looking for high performance products suitable for running and
cycling, indoor and outdoor use, while our Response baselayers are
the ideal partner to our previous two ranges or a great addition to
any existing team kit.
KEY FEATURES AND BENEFITS?
We’ve designed and developed a comprehensive range of
performance sportswear suitable for men, women and juniors.
We’ve used moisture wicking performance fabrics and added extra
details to certain styles, including laser-cut
detailing and mesh panels for improved
ventilation, as well as micro-flat lock seams to
help reduce skin irritation.
Our outerwear also includes helpful details
such as zipped pockets, full mesh lining and
retro-reflective flashes for improved visibility in
low light conditions.
Our baselayer range is constructed using warp knit technology,
which offers superb stretch and compression benefits. It also has
built-in UV protection factor 50+, which makes it ideal for use in
outdoor training kits.
The colour range is focused and consistent, so garments can be
mixed and matched to suit customer requirements and budgets.
HOW IS IT MARKETED?
The range is sold via our network of distribution partners in the UK,
Germany and France. As a new brand in the distributor channel, we
work closely with each partner to ensure strong representation on
their websites and in their printed catalogues. We exhibit at
business-to-business trade shows and support this with regular trade
advertising and PR to help generate brand awareness.
We’re also proud to be working with some local sports events to
build the profile of the brand, including the Spalding Liam Ball
Triathlon and Project Prostate Love Train charity walk.
WHY HAS IT SOLD SO WELL?
We believe the strength of our product offering is the detail of the
garments and the quality. The range can be mixed and matched to
suit varying requirements, by team, performance level and intended
end use on and off the field of play. There are very few brands out
there that compete with Spalding on brand heritage and product
offering. We’re in an enviable position and we intend to make the
most of it.
WHAT’S THE MOST EFFECTIVE WAY A
RETAILER CAN MARKET THE RANGE?
It’s a complete range of performance teamwear that’s designed to
be decorated, so start adding value to your business. More and
more teams are looking for personalised products they can put their
own stamp on, and Spalding provides retailers with a great range of
quality products on which to do this.
The imprint range has a longer projected lifespan, giving the
buyer confidence that the products they buy will still be in the range
next season and, indeed, next year. We also have a
comprehensive library of photography,
product information and a white
label website available that can
be used to support retailers with
an online presence.
www.spaldingeurope.com
for the full game plan
and to contact one of
our wholesale
distributors to discuss
ways of adopting
the range.
25
Movers_SI Template 04/05/2012 16:03 Page 1
PEOPLE
Martin Newton, sales director at Aqua Sphere
A graduate in
sports science,
37-year-old
former rugby
league player
Martin Newton
joined Aqua
Sphere in 2004,
prior to which he
had been sales
manager at insole specialist Sorbothane and
Vulkan sports injury products.
WHAT’S THE FASTEST
GROWING SECTOR FOR
AQUA SPHERE - SWIM OR
TRIATHLON?
WHEN DID YOU GET
INTO THE SPORTS
TRADE AND WHY? HOW DOES YOUR
SPONSORSHIP STRATEGY
BENEFIT THE BRAND? With my sporting background and sport
science graduation, it was a natural
progression to enter the trade. I have been
lucky enough to work with various leading
brands and in 2004 I was asked to become
the UK country manager for a new
swim/triathlon brand that was developing
across the pond - Aqua Sphere.
Globally our marketing campaigns focus on
the fact that Aqua Sphere is a solid and
trustworthy technical brand. We are not just
aimed at the elite swimmer, but offer a high
quality aspirational product for the everyday
athlete. While top triathletes and swimmers
are seen to endorse our products across our
advertising collateral, sponsorship is there to
deliver our key messages of long-lasting
comfort and performance for all. This
message is further underlined through our
partnership with the British Gas Great Swim
Series, reinforcing that Aqua Sphere can
enhance the swim experience for everyone.
WHO’S BEEN THE
BIGGEST INFLUENCE
ON YOUR CAREER?
That’s a tough one, but I would have to say
Don Rockwell, the CEO of our parent
company Aqua lung International. He has
developed our global watersports business
from a technical scuba company, and it was
his foresight and vision that saw the
opportunities that gave rise to the Aqua
Sphere swim brand in the mid-1990s. He is a
great leader, very motivational, tough but fair
and very hands on. I admire and respect him
greatly.
WHICH BRANDS DO YOU
ADMIRE AND WHY?
Oakley really strikes a chord with us, as they
too have shaped the global eye protection
business. Their core designs have remained
premium and desirable across many markets
and sporting demographics. Aqua Sphere is
committed to being the aquatic leader for
technical swim and triathlon kit for all ages
and abilities, and high quality swim goggles
and masks are the beating heart of our
global business.
26
Fitness swimming is certainly our key sector
for growth, as we already dominate the
triathlon/open water swimming sector
across our global reach. However, generally
in the UK we are seeing increasing numbers
of fitness swimmers in comparison to the
falling numbers of gym memberships during
these tough economic times.
HOW HAS THE ENERGIZE
COMPRESSION
SWIMWEAR COLLECTION
BEEN RECEIVED? It’s early days for compression swimwear,
but we can see it being essential kit for any
aspiring distance swimmers and
triathletes. The 2012 Energize range has
been warmly welcomed by our UK
stockists, offering them new innovation in
swim kit with healthy margins and
great opening order incentives.
DO YOU THINK
SWIM/TRI
SALES WILL
INCREASE AS A
RESULT OF
LONDON 2012? Absolutely. The feelgood factor
can only increase swimming/ triathlon
participation in the
UK, especially as
we have some
fantastic
Olympic medal
hopes in both
disciplines. The
legacy beyond
the Games will
be the real acid
test, but we are
hopeful the
new aquatic
sites will
further build
participation
in the decades
to come.
WHAT IN YOUR
OPINION IS THE BEST
AQUA SPHERE PRODUCT? The Vista goggle is exceptional. It’s actually a
hybrid mask/goggle and combines the best of
both genres for a really comfortable fit and
superb vision. We are widely respected for our
goggle innovation and we are excited about
this year’s new model - the K180 - which is
the first curved lens micro gasket goggle on
the market. It’s already getting exceptional
reviews because micro gasket goggles are not
traditionally comfortable, but the K180 is
changing that perception.
For advice on swim and triathlon sales
call 01254 692200.
www.aquasphereswim.com/uk.
PP flow womens SP2012 A4
12/4/12
14:27
Page 1
PureProject - Women’s PureFlow
brooksrunning.co.uk
@brooksrunninguk
Aqua sphere_Layout 1 04/05/2012 15:45 Page 1
Tel: 0044 (01)1254 692200
www.aquasphereswim.co.uk
FSPA_SI Template 04/05/2012 15:19 Page 2
FSPA MEMBER NEWS
FSPAfocus
The latest news from the Federation
of Sports and Play Associations
The FSPA is hosting another
sports industry think tank dinner
event on May 22, where managing
directors and CEOs of leading sport,
golf and play brands will come
together at the Soho Hotel, London
to listen to guest speaker Philip
Hesketh while discussing industry
topics and issues.
Hesketh will host a 45-minute
interactive session entitled ‘The Psychology
of Why People Buy’ where he will discuss:
● The seven psychological reasons why
people buy our brands and products.
● The seven psychological ‘drivers’ we all have and how to get the
best out of our people.
● The two secrets to happiness and the purpose of life.
Hesketh is a psychology graduate from Newcastle University and
a sales graduate from Procter & Gamble. In 1986 he was the
creator, new business director and managing partner of
advertising agency Advertising Principles.
He sold his interest in the business after 16 consecutive years
of growth with it billing £48 million and employing 150 people.
Having spent his entire working life studying and practising
influence and persuasion, he now speaks on the psychology of
persuasion in a style that has been described as both enlightening
and entertaining.
His book, How to Persuade & Influence People, is a number
one Amazon best-seller. He is a visiting fellow at Newcastle
University and current holder of Vistage UK’s ‘Outstanding
Performer’, ‘Most Requested Speaker’ and TEC Australia’s
‘Overseas Speaker of The Year’ awards.
AGENCY LAW SEMINAR FOR SALES AGENTS
APSA has secured the services of speaker
Stephen Sidkin for the event. Sidkin is a
founder partner of Fox Williams LLP and
is recognised as a leading authority on
agency and distributorship law, and in
particular the Commercial Agents
Regulations, which led him to establish
Fox Williams’ agentlaw team and the
development of www.agentlaw.co.uk.
APSA has decided to open the event
up to all agents serving the trade (covering
sport, angling, golf, outdoor and urban
sports), as well as existing members. This
will give any non-members the opportunity
to learn more about the benefits of APSA
membership, network with existing
member agents over lunch and take part
in the annual golf event if they wish.
Speaking about the seminar, chairman
Chris Hodges said: “We are pleased to
announce that Stephen Sidkin will be
speaking at our AGM this year, as agency
law is such an important topic for our
members and it’s important they are up to
speed. I would encourage all agents to
attend our event.”
For more information contact APSA
on 02476 414999 or email
kate@sportsandplay.com. There is no cost
to attend the seminar, except if you would
like to take part in the golf event (green
fees are £20 at Stoneleigh Deer Park).
PPA PARTNERS
WITH LIW 2012
The Play Providers Association (PPA) has
confirmed the Play Providers Conference
2012 will take place alongside Leisure
Industry Week at Birmingham NEC from
September 18-20, with the ASPIRE
awards being held at the newly reopened
Drayton Manor Hotel complex.
The PPA conference, to be hosted at
the show on September 19, will see keynote
speaker Scott Brown of US company WDD
Online head up an impressive seminar
programme designed to provide
management training and informative
seminars to indoor play centre owners.
The programme will also feature the
results of a partnership with York St John’s
University, which has looked at an indoor
play intervention on children suffering with
development control disorder (DCD), and
key findings of PAR’s (the alliance
between the PPA, API and RPII) first
independently commissioned UK market
report on the indoor play sector. The
conference and show are free to attend,
although preregistration is required.
Speaking about its return to Leisure
Industry Week, PPA chair Janice Dunphy
commented: “LIW is a great venue for the
PPA to host its annual conference and the
fantastic speakers we have already secured
this year will undoubtedly provide indoor
play operators with excellent business
advice and the latest industry innovations
and data, as well as the huge benefits of
networking with fellow operators at the
various PPA events.”
www.sportsandplay.com.
The Association of Professional Sales
Agents (Sports and Leisure Industries) is
inviting all agents in the sports trade to its
annual general meeting and agency law
seminar on June 27.
The seminar, to be held at Federation
House, Stoneleigh Park, Warwickshire, will
cover various aspects of agency law,
including:
● Agency termination and loss - what are
your entitlements.
● Resolving agency disputes - why, how
and when to settle.
● Retiring your agency because of age or
illness - how to ensure your financial
security.
● Case studies - Lonsdale vs Howard,
and Hallam and Spectrum Agencies vs
Crocs Europe.
29
XPRES
CUT
®
THE PERSONALISED SPORTSWEAR SOLUTION
The increasing demand for low volume runs of
personalised sportswear make the Xpres Cut transfer
system a must for all suppliers of sports apparel.
O
Produce single and multi colour transfers for
Football Shirts, T-Shirts, Bags, Polo Shirts, Caps,
Jackets, Tracksuits, Promotional Wear and more
O
No screen or set up costs
O
Superb profit potential
3LHZL
W
? YLZ*\[
MVYHZSP[[SLHZ
WLY^LLR
V]LY`LHYZ
www.xpres.co.uk
Tel: 01332 85 50 85
Shop_SI Template 04/05/2012 15:33 Page 2
RETAIL INTERVIEW
TALKING
SHOP
Steve Pascale-Jones,
general manager of
FrogIslandSports in
Leicester, which
and internet traffic, especially during
opened its doors for footfall
the London Olympics when sports such as
taking place in Hyde Park, will be
business on April 12 triathlon,
international showpiece events. And with the
HOW AND WHY DID YOU
DECIDE TO GET INTO
SPORTS RETAILING?
FrogIslandSports is a new venture between
retail entrepreneurs Sean Cayless, who has
been running one of the UK’s most successful
hockey retail operations and hockey factory
shops for nearly 23 years, and Mark
Armitage, who has a background in corporate
plcs in high street retail and mail order.
I have 15 years’ experience in the cycling
retail industry, during which time I have
frequently worked with world class athletes and
even a few celebrities. As an up and coming
business, we are in the enviable position of
also having a current competing full-time
triathlete as a consultant. Conor Murphy is
currently racing on the international triathlon
circuit for Ireland and is working towards
competing at the 2016 Olympic Games.
All the members of our team have a
keen interest in sport and we have all
competed to respectable standards in sports
as diverse as swimming, hockey and cycling.
WHAT EQUIPMENT
DO YOU STOCK?
Our website and shop are focused on selling
the best quality products across the four sports
of swimming, cycling, running and triathlon. It
is our aim to be a one-stop shop for all of
these disciplines. We stock wetsuits and
triathlon suits from Zone3 and TYR; clothing
from Gore Bike Wear and Gore Running Wear,
Campagnolo, Speedo and Ronhill; running
shoes from Asics and New Balance; and sports
watches from Soleus, Breo and Swimovate.
hoped for success of the British athletes, we
do expect a strong autumn.
CURRENT BEST-SELLING
BRANDS AND PRODUCTS?
It is too early to say just yet, but our
expectations are that the Gore bike and running
wear ranges will be very popular and market
leaders like Asics, New Balance and Speedo
will do well. Our Zone3 and TYR wetsuits will
also do well because they are best in class and
there are very few retailers in the area stocking
them. Overall, we have chosen the brands we
have because they are leaders in their field.
ARE THERE COMPETITORS
NEARBY AND HOW ARE
YOU GOING TO COMPETE?
There are very few options in the Leicester
area for clothing and footwear for the
swimmer, runner and triathlete. So we are
looking to promote our range, in-store
knowledge and, importantly, easy and free
parking to attract people to visit us. On the
web we feel our presentation and ease of
web navigation will be a plus.
ARE THERE ANY
CURRENT OR FUTURE
MARKETING STRATEGIES
YOU CAN TALK ABOUT?
HOW HAS TRADE BEEN
SINCE OPENING AND
WHAT ARE YOU
ANTICIPATING DURING
OUR SUMMER OF SPORT?
We have embraced social media such as
Twitter [@frogislandsport] and Facebook to
inform people of our new
business and opening
promotional offers. Our website
also links to Conor Murphy, who
writes a blog about his racing
experiences on the world circuit.
We are also planning to hold
product trial evenings at local
clubs when people can try out
Zone3 wetsuits.
Since opening there has been a lot of
interest from local athletes, all of whom
have given us positive feedback. Over the
summer we are expecting a big increase in
HOW DO YOU FIND
OUT ABOUT NEW
PRODUCTS? ARE
YOU A MEMBER OF ANY
BUYING GROUPS?
We have extensively researched magazine
reviews, visited other retailers and attended
trade shows to find which product ranges to
stock. Most importantly, we listen to
requests and suggestions from our
customers as to what they would like to see
in our shop and on our website.
DO YOU HAVE AN
ONLINE PRESENCE?
We would like to think that our website,
www.frogislandsports.com, is one of the best
around and we are constantly working to
make it as user-friendly as possible.
WHAT DO YOU LIKE
MOST AND LEAST
ABOUT THE BUSINESS?
One of the best things about being in this
kind of business is that we are constantly
meeting new and interesting people such as
athletes, inventors and business people. There
is not much to dislike at all, otherwise I
suppose we would do something else. If
pushed, I would have to say data entry on the
website, which can be a little monotonous.
WHAT HAS BEEN YOUR
BIGGEST CHALLENGE SO
FAR?
Our biggest challenge is probably just getting
our name established in the online
marketplace. However, we are confident that
with our experience we will be a success for
years to come.
31
MY SPORTING LIFE
Life_SI Template 04/05/2012 15:28 Page 1
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Tony James speaks to the 800 metre champion ahead of
her bid for Olympic glory this summer
Noel Coward might once have sung: “There are bad
times just around the corner”, but Jenny Meadows
had absolutely no reason to think there were anything
but good times ahead for her.
At her peak as an athlete, Meadows is currently the
third fastest UK woman over 800 metres, an Olympic
runner, a world bronze medallist and national outdoor
800 metre champion. But the greatest prize is yet to
come - a place on the podium at this year’s London
Olympics.
DETERMINED
At 31, Meadows knows that realistically she might not get
another Olympic chance after this one: “Running for my
country is all I’ve wanted to do since I was seven and I
was determined to be at my absolute best for London.
Then this happened.”
‘This’ - Meadows hardly likes to give it a name - is a
mysterious ankle injury that suddenly emerged after
Christmas and which involved inflamed tendons that have
needed courses of injections.
As a result, Meadows, a Wigan girl, and her coach
Trevor Painter, who played rugby league for Wigan and
also happens to be her husband, have devised a highly
inventive training programme that keeps her at peak
physical fitness while cutting back on track and road work
to give the injury chance to heal.
“Normally I would be doing 60 or 70 miles a week,
but at the moment I’m limiting myself to half that,”
Meadows says. “In the next few weeks I hope to be back
doing intensive training on the track and am positive I
will have caught up in time for the Olympic trials in June.
“I still have my dream of some really good results. I
certainly don’t want to go to the Olympics just to make up
the numbers. I want to give the performance of a lifetime
and I’m determined that I will. Every day when I wake up
I wonder if this will be the day I’ll be back on the track.
Naturally I was devastated when it happened, but no
amount of tears and frustration is going to put it right.
“Looking on the positive side, it’s been very character
building. Kelly Holmes, who is still our fastest 800 metre
woman runner, had years of injuries and managed to
overcome them. I’ve had an amazing amount of injuryfree racing and training, and I know that if I’m fit and
determined I’ll get through this.”
An added incentive to do well at the London
Olympics is the fact that, despite a stunning performance
in the qualifying rounds, Meadows just failed to reach the
32
800 metres final at the 2008 Beijing Olympics.
“Trevor has been a tower of strength,” she says. “He’s
kept my spirits and morale up at times when he’s been
pretty depressed himself. Together we’ll give it our very
best shot. Trevor understands the whole mindset of an
athlete - that you have to be if not selfish, then self
absorbed.”
He’s even agreed to his wife moving into the spare
room so that she can sleep in a £4,000 high altitude oxygen
tent every night until the start of the Olympics. Used by
athletes to produce more red blood cells, the tent
reproduces the effect of being 3,000 metres above sea level.
“It’s great when I come out and go for a training
session,” says Meadows. “I really do feel that I can
breathe so much easier and I have a lot more oxygen that
I can use in my body. Hopefully I can run a lot faster with
the same effort.”
RELAXED
An English graduate, Meadows is bright, bubbly and relaxed
despite her problems. She is also starkly realistic. “The
London Olympics could be the greatest thing ever to happen
to me or a massive personal failure played out on an
international level,” she explains. “It’ll be one or the other.”
Meadows says being sponsored by ASICS has been a
key ingredient in her success. “They really are a
performance brand and I rely on all the technology they
put into their footwear,” she says. “Well designed running
shoes make an enormous difference. There are ASICS
shoes for every type of running and it’s just a question of
picking the ones that suit you best.”
Her late father Keith claimed he spotted his daughter’s
athletics talent when she was only two. “Even then she
ran rings round the other children,” he said. There was
sport in the family. Her mother Barbara had been a
county standard 400 metre runner and her father was a
gifted cricketer and footballer.
“He used to tell me I was living his dream of being a
professional athlete,” says Meadows. “What would I have
done if I hadn’t made it? I would probably have been a
teacher, but thankfully Plan A worked.”
At seven, Meadows was a determined competitor in
school sports events and on her eighth birthday chose to
miss out on a party in order to compete in a race in
which the qualifying age was eight. She says: “The
previous year an athletics coach had come to the school
to tell us about Wigan Harriers athletics club. I went
along that night - and I’m still a member today.”
Life_SI Template 04/05/2012 15:28 Page 2
INTERVIEW
As a schoolgirl Meadows won the English Schools and
AAA’s national 800 metre titles. By 2007 she had broken the
two-minute barrier and become British indoor 800 metre
champion The following year she became European 800 metre
champion and reached the Beijing semi-finals.
In 2009 she came third in the Berlin world championships
with a lifetime best of 1:57.93, making her the third fastest
British woman over 800 metres behind Kelly Holmes and
Kirsty Wade.
“The medal success in Berlin changed my life,” says
Meadows. “People seemed more interested in me and I did
lots of public appearances. It’s all been great, but getting back
into serious training is the important thing.”
In 2011 Meadows finally became national 800 metre
outdoor champion and had run a sub-two minute 800 metres
seven times that year before her mysterious ankle injury meant
a drastic change of plan.
PRICE
She is the first to acknowledge that being a dedicated athlete
comes at a price. “I train twice a day seven days a week, 49
weeks a year,” Meadows explains. “I feel like a robot at times,
but moments like the Olympics and world championships
make it all worthwhile. On the other hand, everything has
taken second place to running for the past 23 years and I have
never been able to do normal things like coming in from work
and watching TV.
“I think I could be happy in retirement. I’d like to see
what’s out there, go to the cinema. I’d be excited to have
friends over for dinner, to have Christmas at home - all the
ordinary things.
“I’m certainly not thinking of retirement just yet, but when
it eventually comes I definitely want to remain involved in
sport in some way. It’s been my life for too long to just walk
away. I have inside knowledge of what it takes to get to the top
in athletics and I’d like to pass the experience on in some form.
“Beijing was the realisation of a lifetime’s dream of being
part of the greatest sporting event on earth. Now I just have to
win a medal at the London Games. The truth is that no matter
how you have done in the world or European championships, we
all know we will be judged by the Olympics and nothing else.”
Jenny Meadows has been an ambassador for sports
performance brand ASICS since 2009 and wears the GT2100 series. www.asics.co.uk.
S COULD
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OPRO_Layout 1 04/05/2012 15:45 Page 1
Beijing_SI Template 04/05/2012 15:07 Page 1
LOOKING FOR
A LEGACY
How much of a cultural and commercial impact do the Olympic
Games have in reality? Lauren Fox reports from Beijing
As we count down to London 2012, is it too soon to wonder
what we come away with once every four years? Are we
motivated by the number of medals gained - can we even
remember the league tables from Games past? Or is it those
iconic or heartfelt media moments of our favourite athletes,
combined with the spectacular opening and closing
ceremonies, that are most memorable?
Beijing gave things a slightly different twist to the tale, that’s
for sure. After Athens failed to fan any lasting flame in people’s
memories or pockets, there was a lot of chat before the Games
kicked off again in China in 2008. How much of that buzz has
echoed across Beijing as business opportunities in the ensuing
four years is interesting. And something Londoner’s and the
sports industry in the UK will be looking at come August 12,
when we will see if the flame flickers or fans.
UNCERTAINTY
Four years ago there was uncertainty about how the Beijing
Games would turn out, especially given the cultural history of
the host nation. Nevertheless, Beijing seized the chance and
36
decided to show the world that an Olympic legacy could go far
beyond a medal table.
True, a significant part of Olympic legacy is the event’s
sporting assets, such as stadia like the Bird’s Nest and Water
Cube. International athletes remain Olympians for their entire
lives, while host cities are forever regarded as ‘Olympic’,
regardless of outcome. For Beijing it was perhaps more a case of
putting aside some 4,000 years of history and evolving at a rapid
pace to become a modern seedbed of commercial growth. This
and a cultural legacy for the whole of China.
How much China, or even Beijing, has embraced some of
that culture is a different matter. In business terms, it has been
undeniable. Take the China National Convention Center, for
example - used as the Game’s press centre, it’s been converted
into a superb 25,000 square metres of function space. In its first
year post Olympics it ran 700 events (15 per cent of them
international). One of these was ISPO BEIJING, the rapidly
evolving trade showcase for the sports industry.
Beijing_SI Template 04/05/2012 15:59 Page 2
OLYMPIC GAMES
With a refreshing approach that embraces the trend ‘made
for China’, the show provides a forum for global brands wishing
to capitalise on China’s new young, wealthy and aspirational
audience. It is no longer about a fear of being copied, but a fear
of being left behind that has seen this show growing dramatically.
INDISPENSIBLE
Beijing’s legacy includes a state of the art transport infrastructure
that features expanded rail and road networks, which have
become indispensable to everyday life, improving public facilities
in culture, tourism and the environment. As a result, growth
continues - Daxing International Airport, which is currently being
built, is set to open in 2015 and handle 370,000 daily passengers.
The three guiding principles of the Beijing Games are
referenced in the Olympic Park, which reminds visitors of what
they termed the ‘Green Olympics’, ‘High-Tech Olympics’ and
‘Humanistic Olympics’. A way of saying Chinese people are now
more conscious about sustainability, innovation and all-round
personal growth.
It is generally accepted that the number of tourists visiting
Olympic cities increases two years and more after the Games
have taken place, simply because those planning business trips or
tourists need time to save and plan. But it’s still sports tourism at
its best - as Sydney demonstrated - and something that Olympic
cities can draw on as a continuing legacy of the investment in
their venues.
As Beijing organising committee official Jiang Xiaoyu
explains: “The Olympic Green has become a new popular tourist
spot. The number of visitors these venues drew exceeded even
that of the Forbidden City for some time after the Games.”
TRADITION
However modern the motivation, tradition is tough to break
entirely, and it must be said that while China has been making
the most of its Olympic facilities and legacy, and high class
venues are packed with Beijing’s nouveau riche, it is counter
balanced by empty Starbucks and Subway outlets trying hard to
perhaps please the Western palate, but not quite wooing the
local audience.
Beijing 2008 was a grand gathering that saw 38 world and
120 Olympic records set. What is perhaps most remembered is
the good intention that can be created by this Olympic impact,
naturally, made in China.
“
F
THE NUMBER O
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OLYMPIC CITIES
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INCREASES TW
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YEARS AND MO
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AFTER THE GAM
LACE
HAVE TAKEN P
”
37
Ralawise dps v2_Layout 1 08/05/2012 10:26 Page 1
SPORTS APPAREL
THE FUTURE OF
DISTRIBUTION!
www.ralawise.com
WHAT ELSE CAN I PURCHASE
FROM RALAWISE?
Not only do Ralawise cover the sports market, we also offer a number
of other supplementary products that you may find useful, including
trophies, medals, badges, office supplies, sports numbers, vinyls, threads
and equipment.
In addition to this we also supply clothing a vast number of
alternative markets including: schoolwear, collegiate, workwear,
safetywear, leisurewear, promotional and hospitality.
All products that Ralawise offer can be personalised. With over 80
brands including AWDis, Gildan, Fruit of the Loom, Russell, Premier,
Kustom Kit, Hanes, Result, Regatta, Henbury, Gamegear, Boxercraft,
Quadra, Beechfield and Kariban and in excess of 2700 styles ensuring
the right product is available for your customisation needs.
HOW CAN I ORDER FROM RALAWISE?
WHO ARE RALAWISE?
Ralawise are the UK’s largest one-stop shop distributor for clothing and
apparel.
A well established family-run business since 1990, that are proud to
offer the widest selection of clothing, apparel and consumable
products designed for the personalisation market, trading with B2B
businesses that retail or embellish our products.
Over recent years Ralawise have introduced a number of
recognised sports brands to our offering and we are perfectly placed
with our business model to support the Sports Industry with large
volumes of stock available at your fingertips.
Flexibility and service are two key areas of focus for Ralawise.
That’s why our customers can order from as little as one item up until
8.30pm online to have this delivered next day to your doorstep.
With over 5 million items in stock, over 80 brands and in excess of
2700 styles, we do endeavour to be the ultimate one-stop shop
distributor for all your needs.
In addition to choice and service, support is another key objective
and building great customer relationships through our Business
Support Team, marketing tools and seminar days – we are always onhand to support your business needs.
WHAT RECOGNISED BRANDS
DO RALAWISE OFFER?
Ralawise have leading established brands within our portfolio and are
always looking to increase our offering in order to service our customers.
Brands such as adidas, Musto, Lotto,
Kooga, Surridge, Rhino, Spalding,
Ashworth, Glenmuir, Craft, Fearnley,
Dare2B are to name a few.
Ralawise have over 25 sports brands
all at different entry levels, in both price
and performance to suit your
customer’s requirements.
It’s so simple, it couldn’t be easier to open an account, call us on +44
(0)1244 838388 or fill in the enquiry form online at www.ralawise.com.
Our dedicated Business Support Team will be in touch to set you up
with an account and forward over all the information you require to
start ordering straight away.
Ralawise only trade Business to Business, so we do need to ensure
you qualify as a trading customer. You can either open a credit account
with Ralawise or if easier just purchase on your debit/credit card and
order as and when you require. It’s up to you as to what suits your
business needs best.
Once you have an account set up ordering is simple, login to the
Ralawise website to see up-to-the-minute stock availability and place
your order, if you are out visiting a customer and need to view stock
and place an order instantly, use the Ralawise mobile site compatible
with all Smart phones.
Alternatively give our Customer Services team a call, email or fax
your order – whatever suits your method
of working.
Ralawise hold the largest offering
within the industry, with over 5 million
items in stock. These can be ordered online
up to 8.30pm online for next day delivery
so you never let your customers down.
WHY SHOULD I CHOOSE TO
BUY FROM RALAWISE?
It’s simple:
● Ralawise have the biggest stock offering
with over 5 million items in stock
● Over 80 brands
● Over 2700 styles
● Order from as little as a 1 item
● Order online up until 8.30pm for next day delivery.
And that’s not all....Ralawise will support you to grow your business
from online marketing support tools to an exceptional Business
Development Team on hand to help. There are regular business
seminar days at the Ralawise Business Centre where the latest fabrics,
styles and brands are showcased, you can see demonstrations on
consumables, equipment and accessories and have an opportunity to
learn about the latest trends and marketing tools in the industry.
The marketing support extends to mailers, web banners, emails,
sample packs, access to the online image gallery, an online catalogue
available for your website, blank directories and sector brochures you
Ralawise dps v2_Layout 1 08/05/2012 10:25 Page 2
HOW CAN BECOMING A RALAWISE
CUSTOMER BENEFIT A SPORTS RETAILER?
Offering a one-stop shop solution to your market requirements, this will
allow sports retailers the opportunity to not only sell different products
into new markets. But there are also great add-on sale opportunities. So
in addition to supplying a local rugby team a kit for a Saturday, a
tracksuit, shirts, ties, jackets, bags, hats, towels, trophies and medals can
also be an add-on sale opportunity.
Ralawise are at the forefront of garment development, working with
some of the leading brands, innovation is instrumental in our approach
and we are constantly looking to invest in our customer’s success in
introducing new products/brands, where our customers can achieve
growth opportunities.
An example of this, is the introduction of the base-layer
phenomenon, not only selling into sports, but school and work
environments, these performance styles are achieving growth for our
customers to reap the rewards of. There is now a vast range of base
layer products available at different price levels in a vast array of sizes
and colours.
To find out more about Ralawise and to request a product
directory call 0800 212180 or visit www.ralawise.com.
can brand to your business, assistance with point of sale, social media
and of course regular promotions!
Ralawise are proud to be a well-run family business and still have
the same focus on our customers as we did the day we started trading.
Over the years we have developed a business model that delivers what
you need, when you need it. From one item to pack or carton quantity
delivered next-day to your door.
SO WHY ARE RALAWISE LOOKING
TOWARDS THE SPORTS INDUSTRY?
Ralawise have been established since 1990 and are a pioneering force in
the Printwear industry, with our brand portfolio constantly developing,
the business model infrastructure is set-up to service multiple industries
and in keeping-up with emerging markets and trends in fashion, sports is
an industry where we believe we could service to the high expectations
that our current customers benefit from.
Ethics_SI Template 04/05/2012 15:17 Page 1
Paul Clapham argues that a principled approach to
business can lead to long-term prosperity
Gordon Gekko of Wall Street fame said: “Greed is good”.
Nobody really bought it. What we actually want is decent
behaviour from everybody we buy from. The same applies to
our customers - we want them to use our products and
services in an appropriate way.
Press comment on FIFA, Formula 1 and footballers tend to
feature the word ‘ethics’ with ‘lack of ’ attached. Let’s not even
mention investment bankers, except Goldman Sachs, which recently
picked up some really awful PR care of a resignation letter. The
nation, indeed the world, is getting fed up with bad commercial
behaviour.
AWARE
But, hell, it’s just business, isn’t it? Let the buyer beware, and all that.
Well, actually, it’s not so simple any more. The customer is
increasingly aware of the wider issues of their purchasing. They want
to know how many miles their food has travelled and whether child
labour is involved in creating products. They don’t want to buy
something that has damaged the environment in its production.
This attitude is growing. Ethical investment - for people who put
their money where their environmentally conscious mouth is happens to be one of the biggest growth areas in the sector. People
are also spending money on electric cars, ground source heating,
solar panels and a raft of other virtuous products.
Consider what happens when the opposite applies. Jeffrey
Skilling, former CEO of the spectacularly collapsed Enron, is
currently serving a 24-year prison sentence for fraud. Enron had a
policy aimed at recruiting the best and brightest from top business
schools, so its meltdown had nothing to do with stupidity, but
everything to do with cupidity in the corporate ethos. In essence,
40
Enron management spent huge amounts of time and money making
the business look good to customers and investors. Being good or
doing good didn’t come into the equation.
This is about PR, isn’t it? If there was nobody like me, able to tell
the world that a company was trampling all over customers and
suppliers, who’d care? The answer is everybody - all those customers
and suppliers to start with, the company’s staff to follow, plus fans of
any social website. This is a good thing.
Greenpeace scored a notable success recently by convincing
adidas, Puma and Nike to move to zero discharge of hazardous
chemicals in their manufacturing processes. Regardless of the big PR
stick that Greenpeace wields, it is fair to assume that a key factor in
bringing this about has been potential lost sales to a brand that
doesn’t comply, and that could only happen if it’s important to its
customers. It will be interesting to see where this leads. Certainly, it
should force other brands to follow suit and it would be highly
desirable if the industry as a whole grasped the ethical nettle. I
predict it would be a profit maker not a profit loser.
Those social websites are an important element of this. Good
news and bad news alike can travel the world, and fast. Doing a poor
job for one person can reach not just the 10 people he tells in the pub,
but millions. Therefore a carefully followed ethical policy can be a
defence mechanism.
On the other hand, aim to be nice. Does that work? Vince
Lombardi famously said: “Nice guys finish last”. In American football
it might have been true, but it’s not even uniformly true for sport.
When Muttiah Muralitharan retired from international cricket with a
record 800 test wickets, teammates and opponents queued up to say
that he was a great player, but an even nicer person. Remember, he
finished first. See also Bobby Charlton and Gary Lineker.
Ethics_SI Template 04/05/2012 15:17 Page 2
ETHICAL BUSINESS
PROFIT
Yeah, but. The ‘but’ is you have to make a profit. Quite right. Me
too. So does John Lewis, and it does it very well. Last year it made
£431 million profit on sales of £8.2 billion. As you’ll be aware, its
staff are partners, so they are highly motivated, but it goes far
deeper. John Lewis regularly tops surveys for favoured and trusted
brands - notably it topped the Verdict survey of retailers, scoring a
rating of over 90 per cent satisfaction, the first time anyone had
achieved that magic number.
John Lewis is, of course, a very big company, but the basics
apply to anyone - it has a principled approach that brings in
customers and keeps them. Corporate social responsibility is hardwired into the company’s DNA.
Being a force for good in the local
community has always been part of
the John Lewis vision. It’s part of the
reason that we believe the claim
‘never knowingly undersold’. We
trust the company.
There are two conflicting views
of how this impacts. One says that
corporate purchasing demands more
focus on a supplier’s production
standards, but the private individual
thinks that their single pair of
trainers doesn’t make a difference.
The polar opposite view says that
the private individual will pay more
for personal purchases for ethical
reasons, but when buying for their
business price is critical.
Consider some high profile
brands that have virtuous status Ben and Jerry’s Ice Cream, Innocent
Drinks and Timberland. These three
have all been bought out by major
corporations - Unilever, Coca-Cola and VF Corporation
respectively. It seems unlikely that those hard-nosed multinationals
bought them for their ethical standpoint as such. What they did buy
was customers’ long-term loyalty to the brands. Ethical businesses
take a position that isn’t all about return on investment, that isn’t
always logical, but is often a bit quirky. People like that; the brand
owners are acting much like they do themselves. Such an affinity
creates loyalty and that’s
bankable.
Being a force for good in the
local community has always been
Take a look at the
part of the John Lewis vision
Ethisphere Institute, an
American organisation that
ranks the world’s most ethical
businesses. It has demonstrated
that listed businesses with a
strong ethical standpoint
suffered smaller stock market
falls in 2008/09 and bounced
back faster.
Dan Amos, chairman of
medical insurer Aflac makes a
telling point: “In essence, we
sell a promise and we rely on
the fulfilment of that promise,
as do our customers. For every
promise kept we enhance our
ability to reach out to potential
consumers. A trust broken
could close those same doors,
which is why we place such a
“
high standard on keeping our principles intact.” That applies to
almost every business.
Likewise, Bob Lane, chairman of US manufacturer John Deere,
says: “Ethical talk needs the muscle of deeds.” He instances
changing a supplier or avoiding business opportunities in countries
where business cannot be conducted in the right way. It is his
experience that walking away from some sales does not damage a
business, rather it enhances it long-term.
BENEFITS
What are the benefits of an ethical business culture? In truth, this is
where it tends to get a bit nebulous and airy-fairy. That said, there
are some solid advantages. Staff
morale and lower staff turnover are
mentioned by everyone. Demand is
rising for ethically sourced product.
Co-op Bank’s annual survey says sales
of Fairtrade product have risen 18 per
cent in the past two years, despite
everyone tightening their belts. Large
businesses increasingly dig deep into a
supplier before contracts are awarded
and corporate social responsibility is
rising on their agenda.
Lee Coates of Ethical Investors
stresses the importance of customer
loyalty. A business that has responsible
principles at its heart will seek out
others of a similar nature to trade with.
Telling your customers that you are
prepared to pay a premium for this
makes clients think better of you.
Through its Ethical Screening
business, Ethical Investors also does
an increasing amount of consultancy
work to recommend to companies
ways to improve ethical standards that are affordable, logical and a
protection against negative publicity. Coates says this is as much
about articulating what you already do as wholesale change. That,
incidentally, is a recurring theme from everyone I spoke to - most
small businesses are already ‘doing the right thing’ but they are
wary of saying so, largely because there are no specific criteria to
define ethical.
SALES OF
FAIRTRADE
PRODUCT HAVE
RISEN 18 PER CENT
IN THE PAST TWO
YEARS, DESPITE
EVERYONE
TIGHTENING
THEIR BELTS
”
41
Bags_SI Template 04/05/2012 15:03 Page 1
BAGS OF
POTENTIAL
The humble sports bag has morphed into a multi-compartment
machine capable of coping with all kinds of equipment. How much
further can design take the product that no sports person can do
without and what are the essential points of difference in the latest
generation of, quite literally, ‘holdalls’? Adrian Hill reports
For any person who plays sport, the goal is to make the
required equipment feel like an extension of the body.
Whether it be a racquet, bat, pair of boots or spikes, the
feeling of complete control and comfort is all-important. But
where would anyone be without the vehicle that gets these
valuable commodities to the court, ground or track? Yes, noone can do without the sports bag.
Yet until recently the thought that went into developing playing
equipment was lacking from the evolution of the bags that got them
to the venue safe and sound. But now manufacturers have cottoned
onto the fact that consumers seek more than just the traditional
holdall, the need for organisation and weather-proofing has fuelled a
boom in the design of carrying kit. A particular growth area has been
bags aimed at women.
DISCERNING
Design IQ, owner of the Workplay Bags brand designed for women
who want to be ‘well organised for work, fitness, pamper and play’
(www.workplay-bags.com), prides itself on going the extra mile to
produce a bespoke item of luggage that caters for the more
discerning female customer. The company’s Goddess model seeks
to be an elegant alternative to the homogenous carrier, with its
upright handles styled like a
shoulder strap handbag.
“There is a perception that
a sports bag is just a place in
which to throw stuff, and that
stuff is confined to the
compartments in the bag,”
says Guy Mathiot, Design
IQ’s creative director. “But
with the Goddess we
have gone for a very
sophisticated
expression of
what the
customer
wants.
Historically,
brands
wanted to
regurgitate
what others had
done, but we have
42
identified our core market as being female and intelligent who wants
an organised product.
“We find women to be more demanding than men and as a
designer I always have in the back of my mind, even if I’m designing
for a man, ‘what would a woman make of this? Is it comfortable?
Does it work? Can I find things? Is it aesthetically pleasing?’.”
The look is all very well, but the primary purpose of a bag is to
carry all that is required and common sense dictates that most people
want a product they can use for various activities, to be multi-purpose
The sentiment is not lost on Mathiot, even if he finds the expression
not to his taste.
“Multi-purpose could mean a sack,” he responds. “It’s a sloppy
term. We have identified clusters of fitness activity that customers do
and undertake customer reviews. We draft a ‘customer needs’ list for a
product and it might take up to six months to produce the finished
article. By doing this we can look for angles where our competitors
haven’t gone. Our defining design principle is to achieve value for
money through design, rather than being cheap.
“You can pick up a free bag and it would last three months. There
is space in the market for those, but we work to different USPs.
Sweaty Betty asked us for a £40 bag. We came back to them and said
it would cost £55. They were at first not pleased, but by doing that we
shifted their range from the likes of JJB to designer sportswear.”
The bag of choice these days is more like a wardrobe; wash bag,
laundry bag, shoe compartment, MP3 holder and even space for a
small laptop. The idea is for gym kit to sit
alongside office kit, allowing the customer
to commute to work and still squeeze in
their fitness routine.
Mathiot says that there is far more
to attracting the attention of
female buyers than
simply producing a
pink bag, as some
of the big
brands have
done. More
and more
women want
their sports
bag to offer
comfort and
convenience, a
sort of home
Bags_SI Template 04/05/2012 15:03 Page 2
BAGS
CHALLENGE
from home in the changing room.
The Design IQ model rubs shoulders with the likes of Stella
McCartney’s Big Bag, crafted for adidas, in the Sweaty Betty
collection - proof that the sector is attracting sizeable investment
and the interest of the design elite.
LIGHTWEIGHT
“I look for product designers rather than fashion designers,” adds
Mathiot. “So many brands repeat things that have been done before
rather than challenge. We at Design IQ bring knowledge of the
ergonomics of clothing to the design process. There is more going
on in bag design than ever before.”
Pushing the boundaries of bag design creates a new battlefield
in the sports equipment industry. The space afforded by most bags
is similar to what it has always been, but it’s the canny use of
compartments managing that space that offers a point of difference
between products, coupled with the tailoring of design to the body.
It used to be colour that was the deciding factor when a bag was
bought, now it’s how easily and conveniently you can pack away a
wet towel or where you can store your gadgets.
These contemporary items are still bags, but not as we knew
them before. The progression has been long overdue. Sports bags
have caught up with luggage in effective use of space.
Mathiot concludes: “Sports people can learn a lot from luggage
people. It’s about creating something that doesn’t look enormously
different, but does a more effective job.”
In bags as much as elsewhere there is a wide differential in price
between the basement level and the designer lines - from single to
triple figures - but the buzzword that appears to link the two
opposing poles is making the product lightweight. After all, that’s
the purpose - make something light, but able to cope with all that
can be thrown into it. It’s easy to say, but not so easy to deliver.
“There is always a trade off,” explains Mathiot. “Lightweight
is great, but it also means not very durable. You have to
construct a bag from the inside out and make it less likely to self
destruct. We do considerable testing, as people underestimate
the stresses a bag is subjected to. It can take four seasons to get
something perfect. Good design should not be out of the reach
of the common person.”
The other key change in how bags have evolved is to suit the
body rather than just the equipment. This ergonomic approach,
fitting to the contours of the shoulders and back, enables the
customer to reduce the strain of transporting kit before and after a
tough workout. The days of bulky holdalls tossed over the shoulder
with unyielding straps digging into the skin have gone. At least at
the upper end of the market.
With most customers appearing to strive for something that is
tough but comfortable, light but durable and spacious but compact,
the specifications in the search for the perfect bag are full of
bewitching contradictions. Perhaps this is why some of the big
brands appear to be set on not moving too far away from the
traditional workhorse holdall, with a flash of colour to jazz things up.
At the foot of the market there also appears to be a
continuation of the theme of putting the cart before the horse - a
bag that fulfils all the capacity requirements, but pays little heed to
the fact that a human has to carry it around. There is also little
point in manufacturing a fashion accessory that doesn’t do the job
and is uncomfortable to use. Is it a case of practicality versus style?
Not necessarily. The two can sit together happily, but it apparently
takes careful planning and focus to balance the two.
“
THE SPECIFICATIONS IN THE SEARCH
FOR THE PERFECT BAG ARE FULL OF
BEWITCHING CONTRADICTIONS
”
43
In Season Euro2012_SI Template 04/05/2012 15:19 Page 1
R
E
V
FE
PITCH
For those who eat, sleep and breathe
football, this summer promises to be
one of magnificent excess, says
Catherine Eade
T
N
E
M
E
T
I
C
X
E
D
E
D
AD
Sports Insight contacted a range of names
and asked what the summer of football
means for them.
“Since Reusch developed the
first goalkeeper glove with a
latex palm, 66 per cent of
winning goalkeepers in the
European championship finals
have worn Reusch gloves.
Therefore Euro 2012 gives
Reusch another opportunity for
success and to boost sales on
the back of increased brand
exposure at the top level in
Europe.”
Bob Fidler, Reusch.
44
“Every major international
football tournament has a huge
effect on grass roots football. It
is at these tournaments that
role models and heroes are
made who will inspire the next
generation of footballers.
Whether it is David Beckham
or Cristiano Ronaldo, they all
started at grass roots football
and these tournaments just
highlight what is achievable.”
Joanna Burns, director
of The Grass Roots
Football Show.
“Euro 2012 will, yet again, be
an important event for Uhlsport.
We are likely to have five or six
first choice goalkeepers wearing
Uhlsport that, as with the 2010
World Cup, will mean we will
have more endorsed keepers
than any other brand in the
tournament. This will bring
excellent coverage. All our
keepers will be wearing the
same glove with a bright red
palm, with a percentage of the
proceeds of the sale of these
gloves going to support the
Robert Enke Foundation for
disadvantaged children. So the
event means a great deal to us.”
Paul Sherratt, Uhlsport.
“We are really excited about the
European championships this
summer. Grass roots football
always receives a boost at major
championships and this year’s
competition will be no exception.
Precision was created so that
grass roots sportsmen and women
can train and play like the
professionals and this summer will
only help to spur them on even
more. We also have the added
excitement of having two of our
Precision Goalkeeping stable
hoping to play for the Republic of
Ireland in the tournament and we
wish Keiren Westwood and David
Forde all the best for the summer.”
David Sanderson,
Precision brand and
marketing director.
In Season Euro2012_SI Template 04/05/2012 15:20 Page 2
IN SEASON FOOTBALL
While the Premier League season finished on May 13, the
champions will barely have time to kiss the trophy before
Euro 2012 begins on June 8.
As Sports Insight went to press, the UEFA 2012 Follow the
Trophy Tour was underway, making its journey from Poland to
the Ukraine through 14 cities before it finishes on the Black Sea
coast at Odessa on May 26.
Kiev will host the final on July 1, and just as the dust
settles Great Britain's women play their opening fixture
in the Olympic tournament on July 25 - two days
before the opening ceremony. The men’s Olympic
football tournament begins on July 26, with the
final being staged at Wembley on August 11 just days before the new domestic season starts.
OVERKILL?
It may seem like overkill to many and a fair amount
of cynicism is in evidence in the run-up to the
Olympic football tournament, which has been
criticised for ‘inconveniencing’ football clubs (not to
mention ticketing teething problems). But given that the
game played the world over and watched by millions will
be available this summer to audiences who might not
normally be able to experience such events, such
negativity seems fairly petty.
The Olympic football tournament will give many fans of
the beautiful game the chance to see future greats showcase
their skills this summer - for a fraction of the cost of an
average Premier League ticket. And because the Games have
only ever been held in the UK twice previously, it’s likely to be
a one-off event for many.
Football became a full Olympic medal sport at the London
Games of 1908, but the breakthrough for its Olympic profile
came at Barcelona 1992 when professional players were
permitted to take part for the first time. The women’s event has
“Events like Euro 2012 always
create a significant buzz and
increased interest around a
sport, and there is no doubt in
my mind that it will certainly
shine a bright spotlight on
football over the early part of
the summer. I believe that
quality football brands like
Molten, which provides top of
the range balls approved by
FIFA for use at international,
national and club level, will
benefit in particular and that
the increased interest will also
follow through into September
and beyond in terms of sales of
footballs and football
accessories.”
Bob Hope, chairman of
Molten Sports.
“Playing for so many years as I
have, and playing for so many
years for my country and for
one of the biggest football
clubs in the world, you come
up against the best teams, you
come up against the best
players and it’s important that
you understand that you are
one of them, you are as good
as them and you have to have
the confidence that you are as
good as them.”
Carlsberg ambassador
Peter Schmeichel.
formed part of the Games since Atlanta in 1996.
INCLUSIVITY
In keeping with London 2012's aim to be as inclusive as possible,
the Olympic football tournament will be played across the
country - in London, Coventry, Cardiff, Manchester, Newcastle
and Glasgow - meaning that sports fans will get a chance to see
great players on the pitch even if they can’t travel to London.
Although football pundits are in agreement that the Olympic
tournament will never rival the World Cup or European
championships in terms of profile and quality, the rest of the
world certainly seems to view it as a competition worth winning.
And with recent research by The NPD Group revealing that
the football replica market in the UK alone is worth over £300
million annually, football brands and retailers are also gearing up
for a good summer. We can only hope the British weather
doesn’t let us down.
“
EVERY MAJOR
AL
INTERNATION
FOOTBALL
T HAS
N
E
M
A
N
R
U
O
T
T ON
A HUGE EFFEC
GRASS ROOTS
FOOTBALL
”
“It will be exciting to see the world’s best players come together
once again on one stage and express themselves. It will be great
for the sport in general, as there will be a global heightening of
interest, usually resulting in a spike in participation and
purchasing of football consumer goods.”
Adrian Payne, Mitre.
45
Uhlsport_Layout 1 04/05/2012 15:46 Page 1
Cressis_Layout 1 03/02/2012 09:31 Page 1
Table Tennis_SI Template 04/05/2012 15:34 Page 1
S
S
E
H
C
S
E
S
H
C
CHESS
L
ALL
L
B
L
A
L
A
B
A
H
A
T
H
I
T
W
I
W
Table tennis is enjoying substantial growth
in the UK. Alan Ransome, managing director
of Ransome Sporting Goods, explains why
According to the latest statistics from Sport England’s Active
People Survey, one of the few sports in the UK that is
currently experiencing substantial growth is table tennis.
The report shows that participation has increased from less than
200,000 participants who played every week four years ago to more
than 250,000 now. The majority of that increase has been in the last
12 months. One reason for this increase is the amount of play
taking place outdoors. The UK is starting to catch up with
continental Europe, where the numbers are many times greater than
in this country.
PING PROJECT
This trend has been partially driven by the ‘Ping!’ project, which has
been supported by Sport England and the English Table Tennis
Association. Outdoor tables were situated across London by a
48
company who originally placed pianos in public places for ‘Sing
London’ in 2010. This was followed by similar projects in Hull and
Birmingham last year. Further initiatives are planned for Liverpool,
Bristol, Sheffield, Leicester, Birmingham, Hampshire, plus a return to
London this summer. The area of the country that has seen the
biggest increase in table tennis has been the capital, where numbers
have almost doubled.
Another organisation that has helped is the Greenhouse charity,
which over the last 10 years or so has funded table tennis coaches in
schools across London. This has introduced tens of thousands of
youngsters to table tennis, many of whom have now left school, but
have continued to play on a leisure basis.
In addition, government investment in schools through the Youth
Sport Trust over the last four or five years has had a tremendous
impact. Unfortunately, this has been curtailed over the last 12
Table Tennis_SI Template 04/05/2012 15:34 Page 2
IN SEASON TABLE TENNIS
months or so because of government cuts, but nevertheless the
increase in the level of participation in schools throughout
England has been significant.
The second largest group that has shown a big increase is 45plus players. Around the country clubs have been running special
sessions for people within this age category, which are proving to
be increasingly popular.
It is recognised internationally that table tennis is one of the
best sports to play for lifelong health. Not only does it help
physically, but table tennis is also known as ‘chess with a ball’ due
to the strategies and tactics that can be employed, and this is
regarded as an important factor in helping to keep the minds of
elderly people active.
FILM PREMIERE
A new promotion that will boost play among the senior
generation is being planned this summer with the premiere of a
film called Ping Pong, which depicts players aged between 80 and
100 participating in the last World Veterans Championships in
China.
The film, which has been made by two young British
producers, is to be screened in Sheffield on June 16 and will be
shown in cinemas throughout the UK. It is also scheduled to be
broadcast on Channel 4 later in the year and will show how
popular table tennis is throughout the world. The next World
Veterans Championships is being held in Stockholm in June and
has received more than 3,200 entries. Veterans’ competitions
throughout the world are booming.
Another boost for table tennis is a Sport England programme
that has received overwhelming indications of interest. It offers
small grants to clubs and other organisations in order to finance
tables, and £250,000 has been set aside to support this. Details
will be announced shortly.
The decision for London to host the Olympic Games has
been extremely beneficial for most sports, and table tennis is no
exception. The investment into the governing body and the Youth
Sport Trust because of the Olympics is part of the reason for the
increase in participation in the sport. The table tennis
competition, which will take place at
ExCeL in London between July 28
and August 8, will provide another
welcome boost.
In the table tennis world the
Chinese dominate, but the
International Table Tennis Federation
has been introducing measures to
restrict the number of medals the
Chinese can win by reducing the
number of players in the singles
events to just two men and two
women. This will give players from
other countries the opportunity to win
medals, with the leading challengers
being from Germany, Japan, Singapore
and Korea.
“
TABLE TENN
IS I
ONE OF THE B S
EST
SPORTS TO P
LAY FOR
LIFELONG HE
ALTH
”
only has four medal competitions (men and women’s singles and
teams), so the medal opportunities are limited in any case.
Favourites for selection for the British men’s team are Paul
Drinkhall and Liam Pitchford. For the women, the most likely
selections are Kelly Sibley and Jo Parker. All these players use
Butterfly bats, blades and rubbers, which are by far the most
popular throughout the world at elite level.
One competition where Team GB has a good chance of table
tennis medals is the Paralympics, where several of the players are
real prospects. The Team GB players have always done well in the
Paralympics and other disability competitions, and I expect
London to be no exception.
With regard to the demand for table tennis in retail stores, we
are already experiencing, for the reasons described above, an
increase in the demand for bats, balls and sets and we will be
carrying extra stocks to support our retailers from now right
through until after the Olympics. The message for retailers is to
stock up and avoid being caught short this summer. It is not just
lower cost bats that are in demand, higher quality ones are selling
well also.
Ransome Sporting Goods is the exclusive distributor of
Butterfly and Schildkrot table tennis equipment.
MEDAL PROSPECTS
The Team GB players will need to
play well above their game for them to
have any chance of a medal in
London, a fact that has affected their
preparation. UK Sport reduced their
funding to enable the money it has
available to be invested in other sports
where the medal prospects are better.
Table tennis, unlike some other sports,
49
Boll - easifold.pdf
2/5/12
16:38:42
Timo Boll
FOUR TIMES EUROPEAN CHAMPION
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Available in Outdoor & Indoor models in
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For further information contact Norma Bonson at:
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Tel: 01642 224444 - Fax: 01642 226000
Email: nb@rsgsport.com - Website: www.rsgsport.com

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