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Sports SERVING THE SPORTS TRADE IN THE UK AND ROI Insight ZZZVSRUWVLQVLJKWFRXN £3.50 NOV/DEC 2010 THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS 6((3$*( CANTERBURY LAUNCH AW 2011 COLLECTION WWW.CANTERBURY.COM INSIDE THIS ISSUE TERRY SANDS THE ARCHITECT OF SAMURAI'S £5MILLION SUCCESS STORY VISUAL MERCHANDISING TOP TIPS TO BOOST SALES STAG BUYING SHOW EXCLUSIVE INTERVIEW AND EVENT PREVIEW IN SEASON FOCUS ON FOOTBALL, RUGBY AND RUNNING NEED SPORTS RETAIL LOGISTICS? IT’S GAME ON WITH PIC & PAC! Looking for a logistics specialist to handle high volume order processing, pre-retail, UK and European distribution? Here in Southampton close to the container port, PIC & PAC are on-hand, night and day to pick what you need, scan it and pack for despatch. Import Services leads the way in sports retail distribution. Please contact: PIC & PAC are part of Import Services’ reliable team; linked to our state-of-the-art online monitoring system. This means you can track your orders to successful delivery 24:7, safe in the knowledge PIC & PAC work at an industry leading level of accuracy. 01489 799500 Mike Thomas, Client Services Director: So if you manufacture or distribute sports products for retail and your customers’ order a hundred golf clubs or even a single riding hat, you definitely need PIC & PAC! www.importservices.co.uk Updated For 2011! s New dynamic arch cradle s Support and energy return s Improved shock absorption ST I N TE 1st FOOTDISC Available in three arch heights low arch medium arch high arch Brand New For 2011! Available in three arch heights low arch medium arch high arch Call 01344 623883 for further details Starter Packs Available Footdisc measuring device updated for 2011 3 UK distributor www.mar-systems.co.uk ST BE s Primary - full length s Secondary - specific Maximise fitness, wellness and sports performance POWERbreathe products use the tried and tested principles of resistance training to improve breathing strength and stamina in as little as 4 weeks. POWERbreathe has been described as “the dumbbells for your lungs”. FROM PLUS £249.99 BONUS IRONMAN DVD INCLUDED (incl VAT) The POWERbreathe Kinetic is the world’s 1st intelligent digital breathing trainer and provides exclusive, adaptable and personalised respiratory coaching. RRP £49.99 (incl VAT) Auto IMT LR MR HR Training Guidance LIGHT MEDIUM HEAVY RESISTANCE RESISTANCE RESISTANCE Training History Warm-up Cool-down LR RRP P MR Auto - Optimising training technology automatically provides the optimum training resistance to suit each users personal performance requirements. Breathing pacing coach indicates number of breaths completed and intelligently guides breathing for better results. Review current and previous training and testing data eg. power generated, load lifted and lung volume. Use personalised warm up and cool down protocols to aid performance and reduce recovery times. HR LIGHT MEDIUM HEAVY RESISTANCE RESISTANCE RESISTANCE £29.99 (incl VAT) AT) From RRP £59.99 (incl VAT) ActiBreathe programmes combine POWERbreathe training technology with unique whole body conditioning exercises and music. For more information and to find out how to become a stockist go to: WEBWWWPOWERBREATHECOMsEMAILUKENQUIRIES POWERBREATHECOMs4EL www.powerbreathe.com Ironman®, Ironman Triathlon®, Iron Girl® and M-Dot® are registered trademarks of World Triathlon Corporation. Used here by permission. IN THIS ISSUE Contents 11.10 E-CATALOGUES & BROCHURES To view the latest trade e-catalogues and brochures, visit www.sportsinsight.co.uk. ONLINE COMPETITIONS For more details on the latest Sports Insight online competition visit www.sportsinsight.co.uk and click on the competition tab for your chance to win. WEEKLY E-NEWSLETTER Are you missing out on the latest industry news? Then subscribe to the FREE Sports Insight newsletter. Simply go to www.sportsinsight.co.uk and click on the newsletter tab. WWW.SPORTS-INSIGHT.CO.UK ABC Certification Sports Insight has a current ABC certified circulation of 5,503 (audit period July 1, 2009-June 30, 2010). The Audit Bureau of Circulations (ABC) is an independent audit watchdog that verifies magazines’ circulation figures, providing accurate and comparable data for advertisers. ABC Certification demonstrates a media owner’s integrity, in their willingness to be audited and to conform to industry standards. COVER STORIES SportsInsight working with 74 E-TAILING 32 STAG BUYING SHOW How to build an online community Exclusive interview and event preview 82 UNDER THE COUNTER 36 TERRY SANDS A sideways look at the world of independent retailing The architect of Samurai’s £5million success story 54 VISUAL MERCHANDISING Top tips to boost sales REGULARS 10 NEWS Latest headlines, key dates and events 16 KIT STOP Essential stock for your shop 23 FOCUS ON… IN SEASON 58 FOOTBALL 64 RUGBY 68 RUNNING 72 WOMEN’S SPORTS FEATURES 8 SINGLE-MINDED Individual sports remain more popular than team games, according to the NPD Group Shock Absorber sports bra range 44 IN THE MANUFACTURING MINORITY 24 MEET THE BUYER Why do some brands still manufacture in this country, and does a product’s UK connections make it more attractive to consumers? Maz Darvish, Sweatband.com’s founder, CEO and buyer 27 FSPA FOCUS The latest news from the Federation of Sports and Play Associations 28 MOVERS & SHAKERS John O’Connell, managing director of Lee Sports Distributors in Ireland 50 DO YOU HAVE TO SEE TO BELIEVE? A disability may no longer be considered a sporting disadvantage, if it’s the right kind Editor: Jeff James. Tel: 01273 748675 Group Editor: Ted Rowe All contents © Maze Media (2000) Limited. The views expressed in this Email: siedit@partridgeltd.co.uk Publisher: Matthew Tudor magazine are not necessarily those of the publisher. Every effort is made to Assistant Editor: Louise Ramsay Art Director: Jim Philp Advertising Manager: Keith Marshall Tel: 01206 508601 Tel: 01206 505947 Email: jim@aceville.co.uk whatsoever can be accepted for any consequence or repercussion of Email: keith@sports-insight.co.uk Designer: Chris Ashworth responding to any information or advice given or inferred. No part of this Fax: 01206 500243. Advertisement Art Director: Lee Beecroft publication may be copied, broadcast, interpreted, or stored, in any form, for Advertising Sales Reproduction: Ace Pre-Press. Tel: 01206 797541 any purpose, without the written permission of the publisher. 21-23 Phoenix Court, Hawkins Rd, Accounts: 01206 505907 Colchester, Essex CO2 8JY Published by Maze Media (2000) Ltd, 21-23 Phoenix Court, ABC certified circulation: 5,503 (audit period July 1, 2009 to June 30, 2010) Group Advertising Manager: Sam Reubin Hawkins Rd, Colchester, Essex CO2 8JY UK/ROW SUBSCRIPTION: £25 for one year (10 issues) 06 SPORTS INSIGHT ensure the veracity and integrity of the companies, persons, products and services mentioned in this publication and details given are believed to be accurate at the time of going to press. However, no responsibility or liability WWW.SPORTS-INSIGHT.CO.UK 07 INDIVIDUAL AND TEAM SPORTS Single minded Individual sports remain more popular than team games, according to the NPD Group Are you a train-alone type of person or do you prefer the togetherness of team sports? Personal goals are a way of measuring success when running your most recent marathon, but would you get more of a thrill from hitting a quick century and receiving the accolades from your cricketing team-mates? It appears the vast majority of people in Great Britain prefer to play individual sports. 7RWKHHQGRI-XQH13'¶V 2QOLQH&RQVXPHU'DWDUHYHDOVWKDW SXUFKDVHVRIDSSDUHODQGIRRWZHDUWREH XVHGIRUVSRUWZHUHSHUFHQWIRU LQGLYLGXDODFWLYLW\DQGSHUFHQWIRU WHDPVSRUWV7KLVGDWDFDQEHFRPSDUHGWR WKH6SRUW(QJODQGVWXG\ZKLFKWUDFNHG SHRSOH¶VSDUWLFLSDWLRQLQVSRUWZHHNE\ ZHHNDQGZKHUHWKHDPRXQWRISHRSOH DFWLYHO\SDUWLFLSDWLQJLQLQGLYLGXDOVSRUWV UHDFKHGDOPRVWSHUFHQW 08 SPORTS INSIGHT Team sales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nvigorated 7KHVXFFHVVRIWKHYDULRXVWRQLQJVKRHV RQWKHPDUNHWKDVLQYLJRUDWHGWKH ZRPHQ¶VILWQHVVFDWHJRU\5HHERN 6NHFKHUV0%7 DQG1HZ%DODQFHDUHDOO UHOHDVLQJQHZSURGXFWVLQWRWKH*% PDUNHWRQWKHEDFNRIVLJQLILFDQWJDLQVLQ WKH86ZKHUHVDOHVDUHVHWWRUHDFK ELOOLRQE\WKHHQGRIWKH\HDU 13'¶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µVWD\DWKRPH¶ ILWQHVVSDUWLFXODUO\DPRQJIHPDOHV $OWKRXJKDKLJKHUSHUFHQWDJHRIZRPHQ ZLOOWUDLQRQWKHLURZQWKDQPHQWKH\DUH QRZVSHQGLQJOHVVRQGRLQJVRWKDQWKH\ GLGPRQWKVDJRDQGWKHUH¶VQRSUL]HV IRUJXHVVLQJWKDWLVLWJ\PZHDUWKDWLV GULYLQJSULFHVGRZQ 6RLWZRXOGEHHDV\WRVXUPLVHWKDW J\PDFWLYLW\LVRQWKHVOLGHEXWFXUUHQWO\ LWLVVWLOOWKHPRVWSRSXODUDFWLYLW\DPRQJ IHPDOHV5XQQLQJLVPRVWSRSXODUDPRQJ PDOHVIROORZHGFORVHO\E\IRRWEDOO:KDW LVFOHDULVWKDWODUJHSURSRUWLRQVRIPDOHV SUHIHUWRWDNHSDUWLQWHDPVSRUWVZKLOH IHPDOHVSUHIHULQGLYLGXDOVSRUWVDQG ILWQHVVDFWLYLWLHV si 7KH13'*URXSPRQLWRUVWKHVDOHVRI VSRUWVIRRWZHDUDQGDSSDUHOLQPDQ\ FRXQWULHVDURXQGWKHZRUOG)RUPRUH LQIRUPDWLRQFRQWDFWWKH13'*URXS VSRUWVWHDPRQ www.sports-insight.co.uk 09 WHAT’S NEWS Dates THE STAG BUYING SHOW NOVEMBER 21-22 Four Pillars Hotel Cotswold Water Park ISRA WINTER SHOW JANUARY 17-18, 2011 The Heritage Hotel & Golf Resort Killenard, Co Laois ISPO FEBRUARY 6-9 New Munich Trade Fair Centre ISPO CHINA 2011 FEBRUARY 23-25 China National Convention Centre, Beijing Transfer Market …Gymphlex has appointed Sean Newell as its north west sales manager…Mark Hammersley, formerly chief executive of Zoggs, has joined Blacks Leisure Group as a non-executive director…Jochen Zeitz, Puma’s chief executive, is to head a new sports and lifestyle division at parent company PPR, the French luxury goods and retail conglomerate. Zeitz will also become Puma’s executive chairman and oversee the search for a new chief executive for the company... 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 BARRY MELLIS TO LEAVE INTERSPORT FOR ASICS Barry Mellis, Intersport’s general manager, will become ASICS managing director for the UK and Ireland in the new year. Ryoji Sekito, ASICS’ current UK and Ireland managing director, will return to Japan, having been in the role for the past nine years. “ASICS is a fantastic, highly credible brand with the realistic ambition of becoming the number one premium sports performance brand,” says Mellis. “I relish the challenge of developing brand presence and growth in both the UK and Irish markets.” Alistair Cameron, president and chief operating officer of ASICS BV, Europe, says: ”Everyone at ASICS worldwide is grateful for the significant contribution Sekito San has made to the company, and in particular the work he has done to build the brand in the UK, now our fastest growing market. He will be sorely missed. However, he leaves a strong legacy and a good team in place. We could not have a more suitable replacement in Barry, who brings a huge amount of sports retail and industry experience to the brand at a crucial stage in its development. “ASICS UK is the fastest growing part of ASICS’ European business and he will be responsible for maintaining brand growth and dynamism.” Mellis joined Intersport in 2008, during which time the retailer absorbed the majority of Allied Partners’ members and launched its own ecommerce venture. EX-NIKE EXECUTIVE LAUNCHES SPORTS WEBSITE A former head of strategy at Nike UK has launched a sports product website that combines social discovery and shopping. Charles Greenwood has set up Equipio (www.equipio.com) with ex-Mindshare Performance COO Nick Walford with the aim of making the site the first place to visit when purchasing performance sports products. Equipio brings together content from sports brands, endorsed athletes, user generated information and blogs to assist the purchasing decision. It also plans to work with retailers, via affiliate windows, to sell product. Greenwood developed Nike UK’s retail strategy and plans for increasing digital revenues through Nikestore.com, while Walford built revenue at Mindshare’s specialist sports and entertainment consultancy to £7million through its work with HSBC, Ford, Vodafone, Heineken and Gillette. FRAUD PROBE INTO RETAILERS DROPPED No charges are to be brought by the Serious Fraud Office against Sports Direct and JJB Sports over allegations of cartel activity and fraud. The SFO began investigating the retailers following a referral from the Office of Fair Trading. The OFT investigation followed an approach from JJB on January 30, 2009 for immunity in accordance with the business watchdog’s leniency programme in relation to what the retailer described as a “a suspected agreement or concerted practice to dampen competition in the sports retail market during June 8, 2007-March 25, 2009”, the period in which former chief executive Chris Ronnie was employed by the company. While the SFO investigation into the two companies has been completed, the investigation into individuals continues. 10 SPORTS INSIGHT ‘Who’s the whore now Wayne?’ Banner at Man Utd’s recent Champions League game with Bursaspor SPORT ENGLAND FUNDING SLASHED IN SPENDING REVIEW Sport England’s grant funding for the next four years has been cut by 33 per cent in the 2010 Spending Review. It’s also had its capital grant budget slashed by 40 per cent. Described as a ‘significant cut’ by Sport England, the organisation said it understood the government has had to make difficult decisions, and its job is to protect and prioritise the frontline of community sports as much as it can. Sport England went on to say that the funding cut will be tough for those who love sport and give up their time working in clubs as coaches and volunteers to help others take part in sport activities. It aims to achieve the 33 per cent savings by reducing administration costs by 50 per cent by March 2015; reducing its grant in aid budget for national governing bodies for the 2013-2017 funding cycle by up to 15 per cent; and reducing its grant in aid budget for most of the other organisations it funds, including national partners, by around 30 per cent over the next four years. “This announcement is tough for grassroots sport, and in particular the coaches, volunteers and clubs in communities across the country,” says Jennie Price, Sport England’s chief executive. “We recognise however that these are challenging times for everyone. “In our discussions with the Department for Culture, Media and Sport we underlined the importance of protecting our core investment in 46 sports, and I am pleased that this is reflected in our settlement. We also welcome the government’s Lottery reforms, which will bring considerable additional funding into grassroots sport. “Sport England’s priority is a simple one: ensuring as many people as possible play sport. With less grant in aid funding available, it is more important than ever that each pound reaches right down to the grassroots.” Sport England’s grant in aid funding for the four years in question will be as follows: I 2011/12 - £95million. I 2012/13 - £94million. I 2013/14 - £88million. I 2014/15 - £86million. UK Sport, the government agency responsible for the distribution of National Lottery funding to elite athletes, was another casualty of the Spending Review. Its funding was cut by 28 per cent for the period 2011-2015. Sponsorship …HSBC has been named as a Patron of The Open Championship for the next five years. The partnership means the bank will become the Official Banking Partner of the tournament…Speedo has added 10km open water Olympic silver medalist and 2009 world champion Keri-Anne Payne to its list of world-class athletes…Arena swimwear, which is distributed in the UK by Solo Sports UK, is to sponsor The Junior Inter-League Swimming Competition for the next four years…Mizuno has become the official supplier of footwear to Samoa Rugby Union for the next three years…adidas and Chelsea FC have agreed a contract extension that will see the brand remain the club’s official sponsor and sportswear supplier for the next eight years…Mizuno is to sponsor the first-ever Osaka Marathon, which takes place in Japan on October 30, 2011 and is expected to attract 30,000 runners... News www.sports-insight.co.uk 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 WIN A LUXURY HOLIDAY TO FIJI, COURTESY OF TEVA Teva, the adventure footwear brand, is offering you the chance to experience the spectacular Upper Navua Gorge in Fiji, and live aboard and sail a luxury adventure class yacht - for free. If you’re in luck come April 2011, you will be flown to Fiji’s Viti Levu Island, where your adventure will begin with a river trip by raft that will take you to the remote Upper Navua Gorge. Here you will join the 140ft Tui Tai yacht and cruise to remote locations only accessible by boat. You will be able to snorkel over reefs 100 miles from the closest resort, go on epic hikes off the beaten track, and meet local villagers and learn their customs. To enter the competition visit www.tevahouse.co.uk INTERSPORT SHOW SUCCESS Intersport’s UK Q2 2011 show has been hailed a success by the retailer, which said over 91 per cent of its membership attended the two-day tennis, cricket and fitness event along with a further nine specially invited prospective members. As well as the 47 suppliers in attendance, the show also saw the launch of Intersport’s quarterly consumer brochures, the first of which will be available in early 2011. Members were given details of the brands and products to be featured in both the Q1 and Q2 brochures, which will be used in conjunction with the Intersport Reward Club Card scheme. Alan Shearer made a special appearance at the annual awards dinner, which attracted 200 guests. As well as taking part in a Q&A and signing session, Shearer autographed a pair of football boots that were auctioned for £960 for the Alan Shearer Foundation. Award winners included adidas, for best apparel supplier, ASICS, for best footwear supplier, and Babolat, for best equipment supplier. Nike took the supplier of the year prize, while Lorraine Newark from Unicorn was named best salesperson. “The Intersport shows are getting better and better each time, which is reflected in the high attendance from both members and suppliers,” says Barry Mellis, Intersport’s general manager. “We feel the show was a success, the floor seemed to have a real buzz and even in tough times all seemed upbeat, optimistic and raring to go. “The evening with Alan Shearer was a tremendous success and thoroughly entertaining - the highlight of the show.” 12 SPORTS INSIGHT “Matthew Stevens got a terrible kick in the balls and it cost him his last-16 match.” John Parrott, commentating on the World Snooker Championship …Nike’s flagship 95,000 square foot Niketown outlet was one of a number of New York stores that had to close temporarily because of an infestation of bed bugs recently…Decathlon opened a new store in Reading on October 21 and is set to open another outlet in Birmingham on November 19, bringing its total UK store portfolio to 10…The fifth Outdoor Trade Show saw an increase in visitor numbers, with 1,427 entering the show, 13 per cent up on the 2009 event…UK clothing supplier Baker Street Clothing has won a four-year trademark battle with Lacoste. The dispute centred on Lacoste’s opposition to Baker Street’s registration of the word ‘Alligator’, the French brand arguing the word was too close to its crocodile logo and would lead people to associate the two companies. Geoffrey Hobbs QC, however, disagreed and decided in favour of Baker Street on the grounds that the word Alligator on clothing would not lead to any confusion…New Balance has reached ISO 9001 certified status. ISO, the International Organisation for Standardization, maintains ISO 9000, a family of quality management systems that monitors quality control within companies…total group sales at Sports Direct for the nine weeks ending 26 September were up 5.4 per cent to £295m, while gross profit rose 5.4 per cent to £117m. Retail division sales for the same period increased 6.9 per cent to £264m and retail gross profit increased 6.1 per cent to £105m. Chief executive Dave Forsey said the early part of 2011 will be extremely challenging for all retailers in the UK…Puma’s global sales increased 4.8 per cent to nearly ¼2.2billion during the first nine months of 2010, despite reports of irregularities committed by the company’s joint venture partner in Greece. Puma also said it will take full control of its business in China from January 1, having acquired the remaining 49 per cent of the shares of its long-term Chinese joint venture partner Liberty China Holding Ltd… Sports Shorts www.sports-insight.co.uk 13 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 Insight Ireland News from ISRA, Ireland’s sports retail buying group Improved retailing through a strong interactive community: this was one of the key attractions of being a member of a buying group, according to the results of a recent survey by ISRA. Effective networking is considered invaluable among members where the geographic location of many outlets brings greater challenges. “Belonging to a close network was listed top among the many valued multi-dimensional benefits of ISRA membership,” commented Tom Foley, group coordinator. “This was reinforced in feedback at our recent mid-term meeting, along with the value our members place on having retailer involvement in group decisions.” ISRA’s focused buying power and newly automated central billing service have been well developed as essential services for the group, however the group’s close working relationship with key brands was rated as highly as the level of discounts enjoyed by members. Key brands continue to forge beneficial relationships with ISRA, having held recent dedicated buying shows for the group, and the portfolio is expanding. This is part of the ISRA commitment to developing a buying pattern and having the right product on offer, particularly essential to support group volume deals, and smus. The group’s attendance at international sports trade show ispo is a part of this programme, and already attendance is in preparation, specifically to engage with suppliers and continue to source new items at factory gate prices. Also announced at the mid-term meeting was the introduction of a new group division, ISRA Shoe. Resulting from an approach by the Irish Footwear Retail Association and based on the success of ISRA’s business model, negotiations have led to the newly formed division. ISRA Shoe retailers will benefit from the structure and support of this head office expertise with their own independent management team. Equally important in reflecting the group’s relationship with brands is the recently introduced ISRA visual merchandising service, which was confirmed as a resounding success, even at its early stages. The first members to use the service all reported feedback of a better consumer experience, as well as an increase in sales, particularly impulse purchases. A further eight members will now participate in the scheme before Christmas and ISRA will now expand the service to include the development of dynamic POS material in conjunction with suppliers. Focus is now on its January buying show, for which ISRA is already concentrating on product selection. The show takes place on January 17-18. www.isra.ie 14 SPORTS INSIGHT PRECISION GOALKEEPING TO UNVEIL NEW GLOVES AT STAG BUYING SHOW Precision Goalkeeping will unveil Schmeichology - the science of goalkeeping at The STAG Buying Show Its new glove range is fronted by Leeds United’s Kasper Schmeichel (pictured), who signed a three-year deal to become brand ambassador in August. “The signing of Kasper Schmeichel is a major landmark for the Precision Goalkeeping brand,” says Dave Sanderson, national sales manager for Precision Training. “Precision Training has grown significantly in its first five years and a move into goalkeeping was a logical step. Being able to secure one of the leading names in goalkeeping is a significant move and one we are very proud to have achieved in such a short space of time. “We have worked closely with Kasper to produce a glove that can perform at the highest level of the game and he will be heavily involved in the future development of the Precision Goalkeeping ranges.” NEW YEAR FAILURES AND TAKEOVERS FORECAST Nearly 250 companies in the UK sports and leisurewear sector will finish 2010 in financial difficulty, claims industry analyst Plimsoll. “Having clung on through the bad times, many of these struggling companies are running out of time and will fail unless a sustained recovery takes hold,” says David Pattison, author of the new study of the top 622 companies in the market. “Sadly, some of them are just too weak to carry on and there will be a spike of failures in the new year. On the flipside, their demise will bring a welcome reduction in competitive pressure for those left.” But there are still some positive stories in the market, despite the persistent gloom. Pattison says: “We have picked 223 strong companies that prove success can still be achieved in the sports and leisurewear industry, despite difficult trading conditions. “They also prove that bad companies fail in a recession; good companies simply do not. These companies will lead the industry out of recession with some smart acquisitions to help maintain their recent success.” Pattison is convinced the market is due further consolidation, with the number of companies in financial trouble leading to heightened takeover activity. He explains: “With too many companies chasing weakened demand, it is inevitable that there are likely to be a number of high profile mergers and takeovers. “Further consolidation is needed to sort out the remaining dead wood. We have named 48 companies as the best acquisition prospects in the market.” He reserves special mention for what Plimsoll describes as reckless companies that continue to chase sales despite mounting losses: “There are a group of 150 serial loss makers still operating in the market. For the second and even third year running, these companies have made a loss. “While the rest have taken painful but necessary decisions to refocus on the bottom line, these companies have continued to chase sales regardless. These companies have to cut their cloth accordingly or face the consequences.” The 2011 edition of the Plimsoll Industry Analysis, individually assessing every company in the UK sports and leisurewear industry, is available now. Sports Insight readers will get a £50 discount if they call 01642 626400 and quote reference PR/AA10. Orthaheel is an award winning, patented orthotic shoe insert invented by Podiatrist Phillip Vasyli to re-align the feet and ankles to their natural position and to correct body posture. In turn, Orthaheel provides natural, lasting relief and comfort from many aches and pains. ispo invites... 6 – 9 February 2011 - Munich For those that don’t already know, ispo is the world’s leading window on our business world. More than a trade show, it’s a full on sports community that supports the core principles and needs of the industry. Next February those in the know and those that want to share in the dynamic vibe of this show experience are invited to head for Munich and become part of ispo. Ispo inspires: * The desire for people to meet and exchange ideas and information is all important. Whatever their market sector or interest, ispo is where that all happens. And it’s the ultimate point of inspiration, in everything from buying to merchandising. * New products are a given. These developments, brand initiatives and the chance to interact and stay ahead of the game is vital lifeblood to brands and retailers alike. * Never short of ideas, ispo also provides some truly inspirational features to keep business thinking buzzing. Featuring the latest smart kit in Wearable Technologies is just one such concept, now enhanced by a Textrends area for the latest on functionality in fabrics. As more retailers and distributors look towards sourcing their own products, so Sourcing ispo is a perfect practical addition. ORTHAHEEL SPORTS Designed to fit running shoes, walking shoes and most types of sports shoe. • Superb biomechanical control. • Reinforced with outer shell for extra stability, compensating for the increased forces during running and sports activities. • Designed to help prevent sports injuries including Plantar Fasciitis, Achilles Tendonitis, Shin Splints and Knee Pain. • 30 DAY Money Back Guarantee Available in Sizes XS, S, M, L, XL £14.95 (ex VAT) per pair. 2011 will as ever offer dynamic content across all ispo’s communities so make sure you take time to think outside your own sector. Performance ispo is where it’s all about traditional sports business and at the heart of the UK sports business here is the FSPA whose well branded area will feature one of their biggest exhibitor groups. UK and ROI brands are strongly represented throughout the show so it’s the perfect chance to catch up with suppliers - or to come away with new commercial ideas and inspiration for the year ahead, including distribution opportunities. Ispo information: Tickets start from just 18 for one day including your catalogue (online discount rate). Register online and book early for best ticket rates! An ispocard at 77 gives you free entry to the show, use of the guest lounge, free travel in Munich and access to a range of other benefits Exhibitors and event information, well as show news and detailed travel advice is updated regularly at www.ispo.com Or contact the UK & ROI Information Center 01923 233683 / fox@ispo.com The complete range of Orthaheel Orthotics is available from Canonbury please call 01280 706661 or email info@canonbury.com for further information. Tweeting for UK people http://twitter.com/ispoUKnews And join the ispo Facebook group for international community updates WWW.SPORTS-INSIGHT.CO.UK 15 PRODUCT ROUND-UP KIT stop Essential stock for your shop 1000 Mile Sportswear With a whole portfolio of products aimed at the outdoor and sports markets, including Mueller Sports Supports, Maxim Nutrition, Lock Laces, Nathan and Noene, a visit to the 1000 Mile stand at the STAG Buying Show is a must. Having had considerable success with the 1000 Mile Fusion Sport sock, the brand new Fusion Walking sock makes its debut. With its Achilles tendon protection and blister-free guarantee, it should be a best seller. Thuasne, already an established brand with its sports bras, will be showing its briefs and pants range - just the ticket for stopping below-the-waist bounce. For an appointment email sales@1000mile.co.uk. Learn to Swim launches Speedo Sea Squad for 2011 Speedo’s new Learn to Swim range includes swimwear and equipment created to help children develop their water skills, and for 2011 the company has unveiled an all-new Speedo Sea Squad featuring colourful characters kids of all ages are sure to love. These include a Pufferfish, Octopus and Shark. The Learn to Swim range is divided into three simple stages, each helping to build a child’s confidence and get them enjoying the water. Stage one is Get Splashing, and focuses on familiarising babies to being in the water - whether in the pool or bath. Parents can watch their child enjoy splashing around in their Swim Seat and Aqua Nappy, before hugging them dry in the baby towel. Stage two is Start Swimming! and focuses on products that help a child swim and move independently. Parents can join their child in the water and use products, including float suits, swim vests, bobble back floats and armbands, to help them get into the correct swimming position and get paddling. Stage three is Get Confident, introducing an element of fun and adventure to gain confidence above and below the water. The Mini Kick is ideal for developing floating and kicking techniques, while dive toys can be used to encourage the child to hold their breath and open their eyes underwater - using Speedo goggles for protection, of course. Speedo also has a range of colourful and practical junior footwear and swimwear, all featuring the new Sea Squad characters, for summer holidays and days on the beach. The collection also includes sun protection swimwear for boys and girls, enabling them to play safe in the sun. For more information email info@speedo.com 16 SPORTS INSIGHT www.sportindustry.biz Jakabel: winter warmers and fun in the sun I 2.5ml neoprene on all wetsuits. I Anti-tip floatsuits for learning to swim fast. I Fabulous colours to stand out in a crowd. I Stock 12 months of the year. I Two-three day delivery. I Wide range of pool toys/accessories. Irish distributors required. Delivery available from UK or direct from Asia. Agents welcome. Contact Josu on 020 8715 2385 or visit www.jakabel.com. www.sports-insight.co.uk 17 PRODUCT ROUND-UP Head The radical MP provides the perfect combination of power and control - the d3o technology senses the needs of players during different strokes. On high speed impacts the smart molecules lock together within nanoseconds and dramatically increase the stiffness of the racquet frame to provide maximum power. On slow speed impacts the d3o molecules absorb the impact to provide a softer touch for better feel. The radical is perfect for all rounders. The widely anticipated New YouTek Speed IG with the reversed colour strategy has an even better touch for incredible precision. The racquet features Innegra, an extremely strong and lightweight fibre that forms an ultra tough hybrid composite structure. The YouTek Speed IG benefits from an improved stability and increased shock absorption for incredible feel - perfect for baseline hard hitters. www.head.com/tennis. 18 SPORTS INSIGHT www.sportindustry.biz UK Gear UK Gear has a unique association with The Army Physical Training Corps, the elite fitness professionals of The British Army. They are closely involved in the development of UK Gear’s products, before wear testing them in some of the most demanding conditions on Earth. Only when approved by The British Army does UK Gear consider its products built to survive. Supplier to the UK, USA and German militaries, and selected UK retail outlets. UK Gear offer’s a 24-hour stock replenishment service. Delivery from the company’s warehouse in Portsmouth. Trade brochure available upon request. Retailers please contact UK Gear Ltd on 02476 546100 or info@ukgear.com. www.sports-insight.co.uk 19 PRODUCT ROUND-UP Speedo Aqua Fitness Training aids featured in Speedo’s Aqua Fitness collection include Power Paddles, Kickboards, Pullbuoys and Pullkicks, which help active and competitive swimmers improve their fitness levels, hone their technique and performance, and ‘work out’ in the water. As expected from the world’s leading swimwear brand, Speedo’s Aqua Fitness collection combines the latest technology and materials with stylish, performance dedicated design to deliver the ultimate fitness and training tools. For ease of use, there’s also Speedo’s new on-pack Data Centre that graphically and anatomically outlines the key muscle groups that benefit from the use of each of the products in the range. In addition, a simple rating system ranks the performance of each product in relation to its effects on strength, endurance, technique and calorie burning helping swimmers identify the products that will most assist them in achieving specific goals. All the training aids in the Aqua Fitness collection have been extensively tested by Speedo’s top athletes, ensuring the products are the finest quality and performance honed. Together they provide a comprehensive solution for swimmers of all abilities looking to improve, and make the perfect swim session accessory for any swimmer. For more information email info@speedo.com. ASICS Lethal Testimonial football boots The ASICS Lethal Testimonial is a professional football boot with a classic feel and classic black and white styling. Durable and lightweight, the boot features a state of the art upper layer manufactured from quality K leather and a sophisticated design that ensures players enjoy superior levels of touch, movement and agility. Lateral reinforcements provide support for the most sensitive parts of the foot and reduce the risk of injury. Fit-wise, the boot comes with a 20 SPORTS INSIGHT professional fold-over tongue, which offers a cleaner strike area, while traditional centre lacing enhances the classic feel. Two different soleplates are available. The soft ground version features a Pebax exchangeable six studded sole, while the firm ground version comes complete with a multi-studded PU outsole, making it a superb choice for hard ground, turf or artificial surfaces. ASICS: 01925 241041. Email: info@asics.co.uk. www.asics.co.uk. www.sportindustry.biz Team Colours For those 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. With a quick turnaround time - using quality fabrics and with full printing and embroidery - Team Colours offers a wide selection of quality multisport teamwear, training kit and sports accessories. Team Colours’ new online designer tools make it even easier to match your exact specifications. Select your design and colours, upload your team badge and place your sponsor’s logo for a truly unique stitched or sublimated team kit. Team Colours: +44 (0)1920 871453 / +44 (0)1920 877270. Email: trade@team-colours.co.uk. www.sports-insight.co.uk 21 PRODUCT ROUND-UP Cybertill Cybertill is an easy to use EPoS system for sports and outdoor retailers, which manages stock, clients and much more. It is a proven solution that helps sports retailers reduce stock while increasing sales. Cybertill can also design and develop successful ecommerce sites or seamlessly link the EPoS system to your current website. There are many sports and outdoor retailers that use and benefit from Cybertill’s unique EPoS system. Says Stephen Thompson of O’Neills Sportswear: “Cybertill reduced our stock holding by £350,000 and helped increase sales.” To find out more and have a free demonstration call Cybertill on 0800 030 4432, email info@cybertill.co.uk or visit www.cybertill.co.uk. 22 SPORTS INSIGHT PRODUCT PROFILE Focus ON... Shock Absorber sports bra range .LUVW\.RWKDNRWDVHQLRU EUDQG PDQDJHU DW6KRFN$EVRUEHU 8.WDONV XVWKURXJKWKHRIIHULQJ Can you give us some background on the brand? 6KRFN$EVRUEHUODXQFKHGLQDVD UHVXOWRIVFLHQWLILFUHVHDUFKDW(GLQEXUJK 8QLYHUVLW\,WWRRNWZR\HDUVRI ELRPHFKDQLFDOUHVHDUFKSURWRW\SHVWULDOV DQGURDGWHVWLQJE\2O\PSLFJROGPHGDOOLVW 6DOO\*XQQHOOWREULQJWKHILUVW6KRFN $EVRUEHUVSRUWVEUDWRPDUNHW7KH UHYROXWLRQDU\GHVLJQVSURYLGHGVFLHQWLILFDOO\ SURYHQERXQFHUHGXFWLRQFRPELQHGZLWKWKH ODWHVWLQSHUIRUPDQFHIDEULFV ,QWKH\HDUVWKDWIROORZHG LQVSLUDWLRQDODWKOHWHVZHUHLQWHJUDOWR 6KRFN$EVRUEHU¶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ey features and benefits 6KRFN$EVRUEHUVSRUWVEUDVRIIHU VFLHQWLILFDOO\SURYHQVXSSRUWWRJLYHWKH EHVWSHUIRUPDQFHZKDWHYHU\RXUDFWLYLW\ 2XUVSRUWVEUDVDUHPDGHIURP SHUIRUPDQFHIDEULF)DEULFVDUHPRLVWXUH ZLFNLQJTXLFNGU\LQJGXUDEOHDQG EUHDWKDEOHWRRIIHURSWLPXPFRPIRUW ZKHQZRUNLQJRXW,PSRUWDQWO\ 6KRFN$EVRUEHUVSRUWVEUDV FRPHLQEDFNDQGFXS VL]HVWRJXDUDQWHH RSWLPDOILWDQGVXSSRUW Why has it sold so well? 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)LUVWO\PDNHVXUHWKHUDQJHLQ\RXUVWRUH LVULJKW&OHDUO\LGHQWLI\\RXURZQPDUNHW DQGVHOHFWSURGXFWDQGVL]LQJDFFRUGLQJO\ <RXU6KRFN$EVRUEHUUHSUHVHQWDWLYHZLOO EHDEOHWRKHOSZLWKWKLV 6XSSRUWWKHSURGXFWLQVWRUHZLWKWKH 326PDWHULDOVWKDWFDQEHSURYLGHGDQG WKLQNDERXWZKHUH\RXPHUFKDQGLVHWKH SURGXFWLQUHODWLRQWRRWKHUZRPHQ¶V VSRUWVLWHPV5HSOLFDWHH[FHSWLRQDOLQ VWRUHPHUFKDQGLVLQJRQOLQH6KRFN $EVRUEHUFDQSURYLGHLPDJHU\DQGORJRV IRU\RXUZHEVLWH 7UDLQLQJLVNH\WRDLGLQJFRQVXPHUV ZLWKWKHLUXQGHUVWDQGLQJDQGVHOHFWLRQ DQG6KRFN$EVRUEHURIIHUV FRPSUHKHQVLYHEUDQGWUDLQLQJ2IWHQWKLV FDQEHFKDOOHQJLQJIRUPDOHVWRUHVWDI IVR 326PDWHULDOLQFOXGLQJDILWWLQJJXLGHLQ FKDQJLQJURRPVLVKHOSIXO$ VSRUWVEUDLV DVHVVHQWLDODVDGHFHQWSDLURIWUDLQHUVIRU DOOZRPHQH[HUFLVLQJVRLWPDNHVDQ H[FHOOHQWDGGRQVDOHZLWKPRVWVSRUWV DSSDUHOSXUFKDVHV5HWDLOHUVVHHJUHDW VXFFHVVZKHUHWKH\DUHDEOHWRKHOS HGXFDWHVXFKDVWKURXJKHYHQWVRU UXQQLQJFOXEVWKDWDUHRUJDQLVHGE\VWRUHV si For more information on the Shock Absorber range of products call 01483 291450 or visit www.shockabsorber.co.uk. www.sports-insight.co.uk 23 PEOPLE Meet the BUYER Maz Darvish, Sweatband.com’s founder, CEO and buyer What was your first job in retail? 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What’s the secret of a successful buyer? $ FRPELQDWLRQRIPDUNHWLQIRUPDWLRQWKH DELOLW\WRWKLQNDQGDQDO\VHIURPD FXVWRPHU¶VSHUVSHFWLYHDQG XQGHUVWDQGLQJWKDWHPRWLRQDQGLQWHQWLRQV DUHDVELJDQLQIOXHQFHRQEX\LQJ si GHFLVLRQVDVWKHDFWXDOQHHG WKHVSLULW RIVSRUW PERFORMANCE WEAR FOR PERSONALISATION www.gamegear.co.uk XPRES CUT ® THE WORLD’S BEST SELLING CUTTER !"!# ! $ % O O & O ''(() ZZZ[SUHVFRXN7HO SDVVLRQDWHDERXWSHUVRQDOLVDWLRQ FSPA MEMBER NEWS FSPA focus The latest news from the Federation of Sports and Play Associations The FSPA is currently undertaking two new major research projects, to be completed in 2011, providing member companies with valuable market information and adding to its already impressive archive of comprehensive sport and golf market research reports. UK SPORTS MARKET RESEARCH 7KHILUVWRIWKH)63$¶VUHVHDUFKSURMHFWV ZKLFKFRPPHQFHGUHFHQWO\IROORZLQJD ODXQFKHYHQWIRUPHPEHUVDWWKH)63$¶V WKLQNWDQN'LQQHULQHDUO\1RYHPEHULVD VWXG\RQWKHVWDWHRIWKHFXUUHQW8. 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INDIAN SPORTS MARKET RESEARCH www.sports-insight.co.uk 27 PEOPLE Movers & Shakers John O’Connell, managing director of Lee Sports Distributors in Ireland When did you get into the sports trade and why? +DYLQJMXVW WXUQHG\HDUVRIDJH,KDYHQRWFKHG XS\HDUV¶ H[SHULHQFHLQWKHVSRUWV WUDGH0\ILUVWLQWURGXFWLRQZDV VWUDLJKWIURPVFKRROLQZRUNLQJ IRUDORFDOVSRUWVUHWDLOHUFDOOHG &XPPLQV6SRUWVZKRDUHWRWKLVGD\ VXFFHVVIXOO\RSHUDWLQJDFKDLQRIILYH VWRUHVVSUHDGWKURXJKRXWWKH&RUN UHJLRQ,ZDVWROGE\DWHDFKHULQ VFKRROWRDSSO\IRUWKHSRVLWLRQ+H VDLGKHIHOW³,ZRXOGEHVXLWHGWRLW´ ,ORYHGHYHU\PLQXWHRILWDQG LPPHGLDWHO\WRRNWRWKHEX]]RI VSRUWVUHWDLO2YHUDQHLJKW\HDU SHULRG,H[SHULHQFHGWKHKLJKVDQG ORZVDQGZDVLQYROYHGLQHYHU\ DVSHFWRIWKHEXVLQHVVIURPVHOOLQJ WREX\LQJDQGEHKLQGWKHVFHQHV GHFLVLRQPDNLQJ&XPPLQV6SRUWVZDV DQGVWLOOLVDJUHDWRSHUDWRU DQG QRZDGD\VLVDQLPSRUWDQWFXVWRPHUIRU /HH6SRUWV'LVWULEXWRUV 0\ILUVWLQWURGXFWLRQWRWKH RWKHUVLGHRIWKHFRXQWHUFDPHZKHQ DVDOHVUHSSRVLWLRQEHFDPHDYDLODEOH Unicorn: one of a number of quality brands distributed by Lee Sports Distributors DWWKHWKHQ3XPDGLVWULEXWRU&RXJDU 6SRUWV,VSHQWWKUHH\HDUVRQWKHURDG IRUWKHPDQGIRUPHGORQJVWDQGLQJ UHODWLRQVKLSVZLWKRWKHUUHWDLOHUV WKURXJKRXW,UHODQG,WZDVLQ ZKHQ&RXJDUFKDQJHGWKHZD\LW GLGEXVLQHVVWKDW,IRUPHG/HH 6SRUWV'LVWULEXWRUV ,WVHHPHGWKHULJKWWKLQJWRGRDW WKHWLPH7KHUHZDVDOZD\VJRLQJWREH DGHPDQGWRVXSSO\EDVLFLWHPVIURP VWRFNWRWKHWUDGHRQDTXLFNWXUQDURXQG EDVLVDQGWKDWLVZKDWZHDUHGRLQJLQ /HH6SRUWVWRGD\\HDUVRQ Who’s been the biggest influence on your career? ,DPDELJEHOLHYHULQOLVWHQLQJDQG OHDUQLQJIURPSHRSOHDQGWKHUHKDYH EHHQVRPDQ\LQFOXGLQJWKHJUHDW 0LFN2¶&RQQHOO>QRUHODWLRQ@ZKR KHDGHGXSWKHDGLGDVHPSLUHLQ,UHODQG IRUPDQ\\HDUV+LVPDLQULYDO 0LFKDHO3XUFHOORI&RXJDU6SRUWVDQG WKHQ3XPDSUREDEO\LQIOXHQFHGPHWKH PRVW+HZURWHWKHPDQXDORQKRZWR UXQDEXVLQHVV,W¶VMXVWDSLW\,GLGQ¶ W IROORZLW What brands do you admire and why? 3OHDVHIRUJLYHPHIRUQDPLQJDIHZWKDW ZHUHSUHVHQWRXUVHOYHVEXW\RX¶YHJRWWR KDQGLWWR8QLFRUQEHFDXVHWKH FRPSDQ\LVH[DFWO\ZKDWLW FODLPVWREHµ7KH%LJ1DPH ,Q'DUWV¶$OVR6NLQV\RX KDYHWRDGPLUHWKRVH $XVVLHVZLWKWKHLU EXOOLVKDWWLWXGHRI WKURZLQJKXJH PRQH\LQWR DGYHUWLVLQJHYHQ EHIRUHLW GHOLYHUHGD VLQJOHSURGXFWWR WKH8.RU,ULVK PDUNHW7KDW¶V DQH[DPSOHRI EHOLHILQ\RXU SURGXFWDWLWV EHVWDQGZHDOO FRXOGOHDUQDELW IURPWKDW What’s the secret of your success? 6PDOOLVEHDXWLIXODQGWKDWLV ZKDWZHDUH/HH6SRUWVLVD 28 SPORTS INSIGHT VPDOOFRPSDQ\ZLWKQLQHVWDIIEXWHDFK PHPEHUKDVFRQVLGHUDEOHH[SHULHQFHLQ WKHEXVLQHVVDQGRIIHUVDWRSFODVV VHUYLFHWRRXUFXVWRPHUV7KDWLVZKDW ZHWU\WRGRRQDGDLO\EDVLV2IFRXUVH ZHPDNHPLVWDNHVEXWZHWU\WROHDUQ IURPWKRVHPLVWDNHVDQGZLOOGRRXU XWPRVWQRWWRUHSHDWWKRVHIDLOLQJV ,WKHOSVZKHQ\RXKDYHJRRGEUDQGV EHKLQG\RXDQG/HH6SRUWVKDVSOHQW\ :HGLVWULEXWHXKOVSRUW8QLFRUQ 3RZHU*OLGH9XONDQ6RUERWKDQH&UD]\ &DWFK3UHFLVLRQ7UDLQLQJDQG/6RXU RZQEUDQG:H¶UHDOVRWKHDJHQWIRU 6NLQVLQERWKWKHVRXWKDQGQRUWKRI ,UHODQG,W¶VDELJEDJRIWULFNVDQGWKHUH LVQHYHUDGXOOPRPHQW How’s business been this year? 9HU\JRRGLQGHHG7KHUHLVVWLOOSOHQW\RI EXVLQHVVWREHGRQHLQWKHFXUUHQW FOLPDWHDQGZLWKWKHSURGXFWPL[ZH RIIHURXUWXUQRYHULVVWLOOJRLQJLQWKH ULJKWGLUHFWLRQ&XVWRPHUPL[LV LPSRUWDQWWRRDQGLQ,UHODQGZHDUH OXFN\WKDWZHVWLOOKDYHDVWURQJ LQGHSHQGHQWVSRUWVWUDGH7KH LQGHSHQGHQWVKDYHEHHQVWUHQJWKHQHG RYHUUHFHQW\HDUVZLWKWKHHPHU JHQFH DQGVXFFHVVRIWKHEX\LQJJURXSV QDPHO\67$*DQG,65$7KH\KDYH EURXJKWEHWWHUPDUJLQVWRWKHWDEOHIRU UHWDLOHUVDVZHOODVJXDUDQWHHGSD\PHQW IRUVXSSOLHUVVRLW¶VDQREUDLQHUDQG VRPHWKLQJZHERXJKWLQWRIURPWKHVWDUW :HKDYHEXLOWXSDJUHDWPL[RI FXVWRPHUV2XUVWUHQJWKVWLOOOLHVZLWKWKH LQGHSHQGHQWVEXWZHDOVRVXSSO\WKHWRS PXOWLSOHVLQ,UHODQGVXFKDV/LIHVW\OH 6SRUWV(OYHU\V&KDPSLRQDQG--% How do you think the business will perform in 2011? 7KHVHDUHWRXJKWLPHVWKDWZHOLYHLQDQG HYHU\RQHKDVWRULVHWRWKHFKDOOHQJHV WKDWFRPHRXUZD\RQDQDOPRVWGDLO\ EDVLV:KRNQRZVZKDWWKHIXWXUHKROGV EXWZHKDYHDILJKWLQJFKDQFHDWOHDVW 3HRSOHZLOODOZD\VSOD\VSRUWHYHQPRUH VRLQUHFHVVLRQDU\WLPHVDQGLW¶VXSWRXV WRFDSLWDOLVHRQWKDWDQGKDYHWKHULJKW SURGXFWPL[,WLVZKDWZHNQRZDQGGR EHVWDQG,¶PORRNLQJIRUZDUGWRDQRWKHU si VXFFHVVIXO\HDU%ULQJLWRQ )RUHQTXLULHVFDOO HPDLOLQIR#OHHVSRUWVLUHODQGFRPRUYLVLW ZZZOHHVSRUWVLUHODQGFRP THE SCIENCE OF GOALKEEPING Only the professionals know the demanding standards that sportswear and equipment has to live up to. That’s why Precision Goalkeeping has teamed up with Kasper Schmeichel to develop a range of gloves designed to withstand the punishing challenges of every match. Schmeichology has evolved over two generations of professional goalkeeping, and Kasper has this inherent skill pumping through his veins - making him the perfect design partner for Precision Goalkeeping. Come and see us and experience ‘SCHMEICHOLOGY’ the Science of Goalkeeping at the Stag Show 2010 in: THE KINGFISHER HALL for schmeichology stockists call 0115 900 2342 www.ispo.com pics: maloja, michael müller, thomas streubel ispo – the international sports business network Lauren Fox, ispo Information Center UK, phone +44 1923 233683, fox@ispo.com Messe München GmbH, Messegelände, 81823 München, Germany, phone +49 (0)89 949-11 3 88, fax +49 (0)89 949-11 3 89, info@ispo.com, www.ispo.com, for trade visitors only STAG BUYING SHOW CAUTION AND OPTIMISM in equal measure Sports Insight caught up with Ward Robertson and Ricky Chandler, joint managing directors of the STAG and Freedom buying groups, to talk about their buying shows and look back on 2010 How has 2010 been for the STAG and Freedom buying groups? 7KLV\HDUKDVEHHQDWRXJKRQHHYHQ PRUHFKDOOHQJLQJWKDQ7KHQHZ FRDOLWLRQJRYHUQPHQWKDVDYHU\WRXJKMRE WREDODQFHWKHERRNVDQGUHGXFHWKH GHILFLW:HKDYHIRXQGWKDWFXUUHQW67$* DQG)UHHGRPPHPEHUVDQGWKHPDQ\QHZ UHWDLOHUVMRLQLQJXVDUHORRNLQJDWWKHLU EXVLQHVVHVXQGHUWKHPLFURVFRSHOLNHQHYHU EHIRUH)RUZDUGRUGHUVSHQGLQJDPRXQWV DUHEHLQJUHGXFHGDQGPRUHGDLO\EXVLQHVV LVEHLQJGRQHDVUHWDLOHUVFRSHZLWKWKH HFRQRPLFFOLPDWH7KHUHLVFDXWLRQDQG RSWLPLVPLQHTXDOPHDVXUHRXWWKHUH How have you found business in Ireland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s a buying group, have you diversified into other areas? /DVW\HDUZHRIILFLDOO\ODXQFKHG )UHHGRPWKHEX\LQJJURXSIRU LQGHSHQGHQWRXWGRRUUHWDLOHUVDWWKH 2XWGRRU7UDGH6KRZ0HPEHUVKLSKDV JURZQWRPHPEHUVDQGRIIHUVDOOWKH VDPHEHQHILWVRI67$*7KHWUDGH GLVFRXQWVDSSO\IRURXWGRRU HTXLSPHQWIRRWZHDUDQGOLIHVW\OHEUDQGV Do you think the future is digital and the internet is the way forward? ,QUXQQLQJDEXVLQHVVWRGD\WRKDYHHPDLO DQGJRRGEURDGEDQGDFFHVVLVHVVHQWLDOLQ RXUHYHUFKDQJLQJGLJLWDOZRUOG,Q67$* WKHRQO\ZD\ZHFDQJLYHRXUPHPEHUV QXPHURXVPRQWKO\VSHFLDORIIHUVLVRQOLQH YLDRXUPHPEHUV¶ ZHEVLWH7KHSDFHRI FKDQJHLVDFFHOHUDWLQJDQGZKLOHZH ZRXOGQRWDGYRFDWHVWD\LQJJOXHGWR\RXU 3&RUODSWRSUHWDLOHUVQHHGWRORRNDW DGRSWLQJQHZFRPPXQLFDWLRQPHWKRGV What new products and opportunities are out there for independent retailers? :HKDYHWDNHQRQDQXPEHURIQHZ VXSSOLHUVWKLV\HDU:HDUHGHILQLWHO\ VHHLQJDVXUJHLQWKHZHOOQHVVPDUNHW SLRQHHUHGE\0%7 DQGIXUWKHUHQKDQFHG E\6NHFKHUV5HHERNDQG)LW)ORS,Q ,UHODQG2ULRQ6SRUWVKDVMRLQHG67$*DQG RQHRILWVPDQ\IRRWZHDUDFFHVVRU\EUDQGV LV5\NDZDONLQJZHOOQHVVIRRWZHDUWKDW KDVEHHQYHU\VXFFHVVIXOLQ,UHODQG/HH 6SRUWVLVWKH,ULVKHTXLYDOHQWRI5H\GRQ 6SRUWVLQWKH8.7KHRZQHU-RKQ 2¶&RQQROOKDVEXLOWDWUHPHQGRXV UHSXWDWLRQIRUH[FHOOHQWFRXUWHRXVVHUYLFH <RXFDQKDYHDOOWKHLQQRYDWLRQLQWKH ZRUOGEXWJRRGIDFHWRIDFHVHUYLFH FRXQWVQRZPRUHWKDQHYHUEHIRUH /LIHVW\OHµEDUHIRRW¶ WHFKQRORJ\VXFK DVRXUQHZVXSSOLHU7HUUD3ODQDKDVDOVR EHHQSRSXODU$ QHZLQQRYDWLYHEUDQG WKDWKDVUHFHQWO\MRLQHGXV([HO3ROHV ZKLFKXVHVVSHFLDOO\GHVLJQHGSROHVWR HQKDQFHZDONLQJDQDFWLYLW\WKDWRYHU PLOOLRQSHRSOHZRUOGZLGHDUHQRZ HQMR\LQJ ,QDGGLWLRQZHDUHFRQWLQXDOO\DVNLQJ RXUVXSSOLHUVWRSURSRVHQHZVSHFLDO RIIHUVIRURXUPHPEHUV0DQ\RIRXUNH\ VXSSOLHUVVXFKDV+L7HF&DQWHUEXU\DQG $VLFVDUHYHU\NHHQWRRIIHUHYHQPRUH GHDOVIRURXUPHPEHUVVRWKH\FDQ FRPSHWHDQGPDNHLQFUHDVHGPDUJLQV You’ve organised two STAG buying shows this year. Are you confident of their success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hat is the date and times of the UK show? 7KH8.VKRZVWDUWV6XQGD\1RYHPEHU DWDPDQGILQLVKHVDWSPµ:LQHGRZQ¶ RQWKH6XQGD\VWDUWVDWSPIROORZHGE\ GLQQHUDQGHQWHUWDLQPHQW2QWKH0RQGD\ WKHVKRZVWDUWVDWDPDQGILQLVKHVDWSP )RUGLUHFWLRQVWR&RWVZROG:DWHU3DUN YLVLWZZZFRWVZROGZDWHUSDUNKRWHOFRXN )RUVDWQDYVWKHSRVWFRGHLV*/7/)RU DQ\IXUWKHULQIRUPDWLRQFRQWDFW67$*RQ RUYLVLW ZZZVWDJEX\LQJJURXSFRP Do you both continue to enjoy running the STAG and Freedom buying groups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si Will we see the usual brands at the UK show this year? :HZHOFRPHEDFNZLWKRSHQDUPVEUDQGV VXFKDV$VLFV+L7HF&DQWHUEXU\ 6DXFRQ\1HZ%DODQFH0L]XQR3XPD 6SHHGR5RQKLOO+LOO\=RJJV5H\GRQ 6SRUWVXKOVSRUW8./ DQGPDQ\RWKHUV 1HZEUDQGVH[KLELWLQJLQFOXGH7HUUD 3ODQD2UWKRVROHDQG3K\VLFRRODFRPSDQ\ WKDWRIIHUVDXQLTXHUHXVDEOHEDQGDJH FRPELQLQJFRROLQJFRPSUHVVLRQDQG VXSSRUWDVVHHQRQ'UDJRQV¶ 'HQODVW\HDU 6KRZJXLGHVDQGSDFNVZLOOEHGHVSDWFKHG WRRXUPHPEHUVDQGEUDQGVVKRUWO\ Do you foresee an increase in visitors to the UK show? :LWKMXVWRYHUPHPEHUVDOUHDG\ ERRNHGDQGPRUHH[SHFWHGRYHUWKH FRPLQJZHHNVDWWHQGDQFHZLOOEHXSRQ ODVW\HDU:HXQGHUVWDQGPRUHWKDQDQ\RQH WKHSUHVVXUHRQUHWDLOHUVDWWKHPRPHQWDQG www.sports-insight.co.uk 33 David Haye - Boxer WBA World Heavyweight Champion Former WBA, WBC & IBA World Cruiserweight Champion Helen Pryer - Sprinter 200m GB Squad Sprinter Ivan Lawler - Canoeist 3 x Olympian 6 x World Champion Justin Rose - Pro Golfer PGA Tour Golfer Sam Larniroy - Surfer British Surfing Champion WQS Surfer Thomas Sturdy - Triathlete GB Squad Olympic Triathlete 16th in World 2009 Olympic Triathlon The versatility and functional performance benefits of the Vibram Fivefingers continue to prove themselves Tim Bishop - Triathlete GB Veteran Squad For more information or to stock VFF in 2011, please contact us on 01306 883 240, info@primallifestyle.com Mark Lewis Francis - Sprinter Official distributors of ] to the UK. Olympic Gold Medalist Commonwealth Gold Medalist MY SPORTING LIFE Terry Sands (kneeling centre) celebrates winning the Middlesex Charity Sevens tournament SOARAWAY SUCCESS After a distinguished rugby career, Terry Sands has build Samurai Sportswear into a global player with a turnover of nearly £5million. 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³$VDUXJE\FRDFK\RXKDYHJRWWRKDYH JRRGKXPDQUHVRXUFHVVNLOOVDQGEHDEOH WRFRPPXQLFDWH´KHVD\V³<RXKDYH JRWWREHDEOHWRXQGHUVWDQGWKH SUHVVXUHVRIVSRUWDQGEXLOGD UHODWLRQVKLSZLWKSOD\HUVDQGXQGHUVWDQG ZKDWWKHLUQHHGVDUH ³,QEXVLQHVV\RXKDYHWREHDEOHWR PDQDJHSHRSOHDQGQHHGWKHOLIHVNLOOVWR EHDEOHWRGRWKDW<RXKDYHWREHDEOHWR JHWRQZLWKSHRSOH<RXKDYHWREHDEOHWR VWULNHDEDODQFHEHWZHHQKDYLQJIXQDQG HQMR\LQJ\RXUVHOIDQGGRLQJWKHMREWRD KLJKVWDQGDUG´ $VKLVVRDUDZD\VXFFHVVLQERWKWKH EXVLQHVVKHKDVFUHDWHGDQGWKHVSRUWKH ORYHVKDVSURYHG6DQGVVHHPVWRKDYH si JRWWKDWEDODQFHH[DFWO\ULJKW www.sports-insight.co.uk 37 razorextreme.co.ukteamrazor.co.ukrazorriders.co.uk Great Terms Available LO ULTRA PRO BLACK LA BEL ULTRA PRO LO PRO ULTRA THE UK’S NEXT ACTION SPORTS PHENOMENON Don’t miss out on the emerging pro scooter craze sweeping the nation. Razor was the first company to introduce a pro scooter into the UK in 2009, and demand has kept us completely sold out until we opened a second production line this summer. 20,000 SOLD YTD Pro scooter riding will be the next action sports phenomenon to hit the UK, and is already the No.1 extreme sport in Australia. The Razor Ultra Pro, now on version 4, is the original and best pro scooter in the market, with nine of the top scooter riders in the country signed up to Team Razor. For more information contact Richard Walsh ADD THIS MAJOR EXPANDING CATEGORY TO YOUR STORE AND ADD SERIOUS INCREMENTAL SALES TO YOUR BUSINESS. t: 0118 973 9841 e: rwalsh@recreationplc.com FOOTWEAR The humble trainer is having yet another makeover, with the high top making a comeback this year. Is the fashion market having the biggest say in terms of design or is the need for specialisation still the major influence in the design process? Adrian Hill investigates Trainers have long been regarded as the height of cool for the feet. 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1,443 1,412 1,463 1,566 1,690 1,775 % change 0.1 0.7 1.9 1.9 0.6 -2.1 3.6 7.0 7.9 5.0 Source: SIRC Sport Market Forecasts/Mintel. www.sports-insight.co.uk 41 BRITISH MANUFACTURING IN THE MANUFACTURING MINORITY Why do some brands still manufacture in this country, and does a product’s UK connections make it more attractive to consumers? Sports Insight investigates Buying more British-made products should be a statement of intent to protect ourselves and the future of our offspring, a business commentator wrote recently. 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DJDLQ"1RWDFFRUGLQJWR-RQ&URPSWRQ ³7KHLQYHVWPHQWWKH\ZRXOGKDYHWR PDNHLQVHWWLQJXSDPRGHUQGD\IDFLOLW\ ZRXOGEHPDVVLYHDQGZLWKWKHLQFUHDVHG FRVWLQSURGXFWLRQZRXOGQRWPDNHLWDQ HFRQRPLFDORSWLRQ´KHVD\V ³,I\RXLQFOXGHDOOWKHFRPPLWPHQWV WRDGYHUWLVLQJDQGVSRQVRUVKLSZKLFKLV SUREDEO\PRUHWKDQLWFRVWVWRSURGXFHD SDLURIVKRHVLQWKH)DU(DVW,UHDOO\ GRQ¶WNQRZZKDWFRXOGEHGRQH´ .ULVWDQ%URPOH\LVPRUHRSWLPLVWLF ³:HFDQVWDUWLQFOXGLQJWKHVSRUWVJRRGV VHFWRUDVDSULRULW\LQGXVWU\VHFWRU7KH VL]HRIWKHVSRUWVPDUNHWLVKXJH,QWKH 86WKHVSRUWVLQGXVWU\LVWZLFHWKHVL]HRI WKHDXWRPRWLYHVHFWRUDQGVHYHQWLPHV ODUJHUWKDQ+ROO\ZRRG,W¶VELJEXVLQHVV DQG%ULWDLQLVPLVVLQJRXW´ %URPOH\VD\VVSRUWVJRRGVVSHFLILF JUDQWRSSRUWXQLWLHVQHHGWREHFUHDWHG ³-XVWPHQWLRQLQJWKHZRUGµVSRUW¶ LQWKH FXUUHQWV\VWHPLQVWDQWO\FUHDWHVEDUULHUV´ KHVD\V³6SRUWVJRRGVDUHSURGXFWVWKDW QHHGPDQXIDFWXULQJOLNHHYHU\WKLQJHOVH :HQHHGWROHYHUDJHWKH2O\PSLFV WRFUHDWHWKLVDZDUHQHVVDQGGULYHLQWHUHVW LQWKHVHFWRU´ :KDWHYHUPHDVXUHVDUHQHFHVVDU\ VRPHWKLQJPRUHHIIHFWLYHLVUHTXLUHG WKDQWKHµ,¶PEDFNLQJ%ULWDLQ¶ FDPSDLJQ RI)URQWHGE\DVSULJKWO\\HDU ROG%UXFH)RUV\WKLWGLGQ¶WODVWORQJ HVSHFLDOO\ZKHQLWZDVUHYHDOHGWKH FDPSDLJQ¶VWVKLUWVZHUHPDQXIDFWXUHG LQ3RUWXJDO si Retail view “I’m not convinced it makes people buy a product because it has UK connections, or better still, is made in the UK. Walsh and New Balance both manufacture in the UK, yet this appears to only have a minor influence on the final decision to purchase. That said, people like the idea they have made a choice and it is UK manufactured. “As a retailer, I like the idea of supporting British manufacturing, but we can only influence our customers so far. New Balance and Walsh both advertise their British connections as part of national campaigns and also through providing in-store information, so they must feel it has a level of impact. From the point of view of POS, I would suggest customers like to see the retailer of their choice is choosing British, even if they themselves do not. It is very much a case of need and requirement over country.” Stuart Hale, Accelerate “I can’t ever remember a customer buying a product because it was made in England. As so little is, I suppose that most assume everything is made abroad. We have tried attaching ‘Made in the UK’ labels to some products, but it made no difference and hardly ever resulted in any comments. The quality and price from abroad is so good these days that ‘made in the UK’ is not a guarantee of the product being superior.” Adrian Pointer, Simply Sports “I am sure there is some nostalgia with the older generations, who remember the UK manufacturing industry. However, the younger generation who, by and large, are our customers, just accept that everything is made in the Far East. I remember years ago both Reebok and New Balance prided themselves on their heritage and the fact they manufactured in the UK, and I am sure that helped, from a marketing point of view, the brands grow to the size they are.” Simon Millet, Activinstinct “We get very few instances where customers want products that are made in the UK, but when they do New Balance shoes can generally help us with that. At the moment, most of our customers are more concerned with pricing and the service that we provide. They assume that all products are made abroad and therefore very few ask any more.” Nick Giffen, Sheen Sports www.sports-insight.co.uk 45 ADVERTISEMENT FEATURE THE BEST JUST GOT BETTER From the New Zealand grass roots to the global sporting stage, Canterbury make the finest rugby gear in the world. Dedicated to challenging sporting boundaries, Canterbury produce garments that rival competitors, improve performance at all levels and never lose sight of the need of the consumer. With the Rugby World Cup returning next year to the brand’s spiritual home of New Zealand, Canterbury will be at the heart of the action as the Official Sportswear Supplier. Canterbury’s new Autumn/Winter 2011 collection includes the long awaited RWC 2011 kit for the world champion Springboks, Scotland, USA Eagles and Japan. The high-tech fabrics, advanced scientific testing and comprehensive design ensure that all of Canterbury’s teams are kitted out in the world’s toughest jersey, and the most innovative to date. The Autumn/Winter 2011 collection, recently launched within Canterbury HQ, will be revealed exclusively to all parties at the STAG Buying Show from 21st November 2010. Inspired by the Rugby World Cup 2011, the collection features the all new Uglies range and the authentic CNZ range. With heavy weight fabrics that exude a more contemporary and relaxed feel, these casual ranges will appeal to all sports enthusiasts that expect garments to be just as high quality off the field. Along with the technical advancements displayed within the RWC designs, Canterbury will launch the new Mercury Compression range that can be worn to train, compete and recover. Hybrid graduated compression zones have been designed to improve blood circulation, reduce muscle vibration and remove lactate in an attempt to enhance performance when training and competing. The tight compression zones also accelerate recovery after sustained periods of exercise; so for BaseLayers and Compression garments, the best just got better. Looking ahead to 18 months of world class rugby in the Six Nations, Rugby World Cup 2011 and 2012 Olympics, Canterbury have been busy working on the much anticipated launch of their new website, which is set to be unveiled at the start of the Autumn Internationals in November. With a light, fresh fascia and simple navigation, Canterbury ensures a more pleasant experience for every consumer wishing to explore the brand. For more information and to receive the new AW11 catalogue, please contact the Canterbury customer service team on 0161 947 9944 or email sales@canterbury.com. www.sports-insight.co.uk 47 THE FABRIC OF SPORT. Sensport offer Stock, MTO and custom teamwear solutions in a range of highly advanced technical fabrics providing outstanding value for money. Professional quality products at affordable price points. For football, rugby, cricket, hockey, netball, basketball, leisure and training wear with a service that is second to none. To view our new season ‘10-‘11 stock Teamwear Brochure or our Custom Performance Brochure go to nnn%j\ejgfik%Zf%lb To present your customers with a full colour presentation of their total teamwear requirements go to kitselector.com For details of our Custom Teamwear go to myteamkit.net For further details call 02476 644 666 G<I=FID8E:< 8GG8I<C K<8DN<8I)'('&(( nnn%dpk\Xdb`k%e\k uk o.u t.co.uk t.co.u sport.c enspor ww.sen www.s I Caldoni House 3 Crondal Road Bayton Road Ind Estate Coventry CV7 9NH Tel: 02476 644666 Fax: 02476 367971 Email: info@sensport.co.uk I I I DISABILITY SPORTS A disability may no longer be considered a sporting disadvantage, if it’s the right kind. 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7KHUHDUHFXUUHQWO\6SHFLDO 2O\PSLFVJURXSVLQ*UHDW%ULWDLQUXQE\ RYHUYROXQWHHUV$URXQG DWKOHWHVEHQHILWIURPWKH62*%VSRUWV SURJUDPPHEXWWKHUHDUHPLOOLRQSHRSOH ZLWKOHDUQLQJGLVDELOLWLHVLQWKHFRXQWU\ 'LVDELOLW\GRHVQ¶WKDYHWREHVHHQWREH EHOLHYHGRUVXSSRUWHG&RQVLGHUWKHIDFWWKDW GHSUHVVLRQLVDOVRDUHFRJQLVHGGLVDELOLW\ DQGWKDWWKH:RUOG+HDOWK2UJDQLVDWLRQ EHOLHYHVWKDWE\LWZLOOEHFRPHWKH VHFRQGPRVWFRPPRQFDXVHRIGLVDELOLW\LQ si WKHZRUOGDQGLWPXVWPDNH\RXWKLQN )RUPRUHLQIRUPDWLRQRQWKH:HDUWKH /DFHVFDPSDLJQFRQWDFW.DUHQ:DOOLQRQ RUHPDLOLQIR#VRJEFRXN www.sports-insight.co.uk 51 STOCK, MTO & CUSTOM RUGBY APPAREL FOR 2011 Avaliable in a range of highly advanced technical fabrics providing outstanding value for money. Professional quality products at affordable price points with a service that is second to none. Availability in following colours. To view our new season ‘10-‘11 stock Teamwear Brochure or our Custom Performance Brochure go to THE FABRIC OF SPORT To present your customers with a full colour presentation of their total requirements go to kitselector.com For details of our Custom Teamwear go to myteamkit.net For further details call 02476 644 666 nnn%j\ejgfik%Zf%lb Caldoni House I 3 Crondal Road Bayton Road Ind Estate I Coventry I CV7 9NH Tel: 02476 644666 I Fax: 02476 367971 Email: info@sensport.co.uk VISUAL MERCHANDISING Put on THE BEST SHOW Retailers should seize the opportunity to visually trade their way out of falling sales, says Alan Westcott, head judge of skillVM, the nationwide visual merchandising competition Imagine the scene: you are walking down the depressingly rainy high street, past a window, and you see two ladies in summer dresses and wellies reclining on cast iron chairs, sharing a feast of cakes, cordials and cream tea under the drooping boughs of blossoming trees. For a moment you are transported and compelled to enter the shop. 7KLVLVWKHDUWRIYLVXDO PHUFKDQGLVLQJ$VKHDGMXGJHIRU 6NLOOVPDUW5HWDLO¶VQDWLRQDOYLVXDO PHUFKDQGLVLQJFRPSHWLWLRQVNLOO90, UHFHQWO\KDGWKHSULYLOHJHRIVHHLQJKRZ WKHEHVWLQWKHLQGXVWU\FUHDWHLQJHQLRXV GLVSOD\VWRVKRZRIIWKHLUSURGXFWVDQG VWLPXODWHVDOHV%XWZKLOHVRPH UHWDLOHUVJHWLWVSHFWDFXODUO\ULJKWVRPH in town JHWLWHPEDUUDVVLQJO\ZURQJDQGLQ WRXJKWLPHVPDQ\DVNZK\ERWKHUZLWK LWDWDOO" Attention /HW¶VVWDUWZLWKDQXPEHUILYH 7KDWLV WKHQXPEHURIVHFRQGVDVKRSZLQGRZ GLVSOD\KDVWRVWRSDQGDWWUDFWD SRWHQWLDOFXVWRPHUVWLPXODWHLQWHUHVW Alan Westcott’s top tips Stewart Gray is a critically acclaimed designer who has collaborated with a number of luxury and retail brands I Make sure your displays are current and creative. I Change your displays on a regular basis. If you have repeat customers, this is more important as they will see the same displays day after day and week after week. I You must make sure all your window displays and interior displays are clean, dirt free, well presented and tidy with merchandise pressed. If you don’t care, the customer won’t care about you. I Use colour for impact, from windows through to the store interior. Blocking colour has a dramatic visual effect on customers and can help to differentiate between ranges and products. I Lighting that doesn’t work is a waste of energy and money. Make sure all lights are working and clean. Replace broken bulbs and make sure you focus the light on the intended product or message you are presenting, after all this is what you are presenting for sale. I If you are delivering a message, say it once, but make it clear and understandable. I Pricing displays ensures the customer is clear what the displayed product is going to cost. Clarity of pricing is crucial to a well presented display. Merchandise sells better when it’s given a context. Presenting goods using an appropriate theme allows customers to mentally group products that are relevant to them. For instance, if you’re selling tennis racquets display them with racquet bags and mannequins dressed in tennis apparel. Themes not only help to demonstrate merchandise in an approximation of its natural habitat, they also stimulate the aspiration to own related products by creating the sense of a collection; if I buy the shorts and t-shirt, then why not the matching jacket? When displaying merchandise on a shelf or unit, group products in threes or fives. The odd number arrangement communicates the feeling of a collection that is somehow lost when we gaze upon the perceived orderliness of even numbers. The odd number rule works by making products look more informal and therefore more inviting. The exception to this is goods intended to be sold in pairs, such as skis or shoes. However, in these situations I still apply the odd number rule by selecting one half of a pair across an odd number of styles and displaying them as a group. Hey presto, that’s seven kinds of cricket glove displayed in a space suitable for three pairs. Use appropriately chosen, high quality imagery to deliver an aspirational message that generates desirability. Swimwear looks so much more tempting with the sparkling backdrop of a tropical beach or the glamorous poolside of a five-star hotel. Football kit is given an added sense of excitement with a dramatic poster of a sliding tackle. The right choice of image brings a static display to life and commands attention; consistent styles of images can unite a whole store. Wording can help in certain situations, but keep things simple; pithy phrases that relate to the image and merchandise, such as ‘back to school’ or ‘summer of cricket’, are sufficient. 54 SPORTS INSIGHT KROGWKHLUDWWHQWLRQUHJLVWHUWKH PHVVDJHDQGILQDOO\SHUVXDGHWKHPWR PDNHWKHGHFLVLRQWRHLWKHUZDONLQWR WKHVWRUHRUZDONRQE\7KDW¶VDOO\RX JHW$VVXFKYLVXDOPHUFKDQGLVLQJLV RQHRIWKHPRVWVSHFLDOLVWUROHVLQD UHWDLOHU¶VDUVHQDODQGWKHUHLVD VFLHQWLILFDUWWRLQFUHDVLQJVDOHV &RORXUGHPDQGVDVKRSSHU ¶V DWWHQWLRQHYRNHVHPRWLRQDQG LQIOXHQFHVGHFLVLRQV&RORXUVFDQ FKDQJHIURPVHDVRQWRVHDVRQDVZHOODV IDVKLRQVW\OHVDQGWUHQGV%HLQJDZDUH RIWKHODWHVWFRORXUVLVSDUDPRXQWWRWKH YLVXDOPHUFKDQGLVHUDQGZKHQXVHG HIIHFWLYHO\LQIRFDOSRLQWVFDQKHOS QDYLJDWHFXVWRPHUVDURXQGWKHVWRUH *URXSLQJSURGXFWVWRJHWKHU FDQGHOLYHUDYHU\SRZHUIXOVHOOLQJ PHVVDJH%\FUHDWLQJDWKHPHRUVWRU\ \RXFDQFRQQHFWFXVWRPHUVWRSURGXFWV SURMHFWVRUDFWLYLWLHVDQGVWLPXODWH LPSXOVHSXUFKDVLQJ7KLQNRIWKH JDUGHQVFHQHZLWKWKHFUHDPWHDV DQGFRUGLDOV 2IFRXUVHLI\RXGRQ¶WVKRZWKH SURGXFWLQLWVEHVWOLJKW\RXZLOOQRW PD[LPLVHRQDOOWKHVHRSSRUWXQLWLHV 7KLVLVZKHUHJRRGVSRWOLJKWLQJSOD\VD PDMRUUROH&XVWRPHUVZLOO DXWRPDWLFDOO\IRFXVRQWKHEULJKWHVW SRLQWRIOLJKWDQGLWEULQJVFRORXUWROLIH JLYLQJFODULW\DQGYLEUDQF\<RXFDQ DOVRXVHVSRWOLJKWLQJLQDWWUDFWLQJDQG QDYLJDWLQJFXVWRPHUVDURXQGWKHVWRUH Rowena Doyle, owner of Visual Sense, a practice that supports retailers in all areas of retail merchandising Ask any shopper why their favourite store stands so highly in their regard and they usually reply that it’s easy to find items, the signage is clear and informative, and they feel inspired to shop. According to scientists, most people only store around five items in their short-term memory for around 200-500 milliseconds, so the more you show them the less they will remember. The most important part of merchandising any product is to keep it simple. Keep your message to the point. Often I see shops where the window or the floor is overloaded with unnecessary items. Customers may want choice, but that choice must be presented in a clear and uncluttered way. Retailers that tend to overload their shop floor can spend up to 90 per cent of their time helping every customer in the store. The clever retailers, however, are the ones who offer great service, but have spent minimal time with their customers - they are ‘silent selling’. In these stores the merchandise is so well laid out that the consumer is happy picking items themselves without help from the retailer. Space management is vital for happy shoppers. This is where you draw your customers around your store and guide them to where you want them to go. It’s all about the way you place your fittings and fixtures and how you merchandise them. There should be a natural flow in your store. If there is then customers will visit every part of it and engage with your products and brand. Shopping should be a pleasurable experience. People can be put off by unsuitable music, so it’s crucial to have the right type of background music. Consider your customers and think about the type of music they would enjoy listening to. It should add to the overall experience and not be intrusive, so be mindful of the volume too. Often people say to me: “Making things look nice must be a rewarding job,” and I agree it is. However, visual merchandising is much more than this - it is a mix of science and art, and when implemented in the correct way can dramatically change your customer’s behaviour, footfall and bottom line. www.sports-insight.co.uk 55 VISUAL MERCHANDISING :KHQWLPHVDUHWRXJKLWLVQDWXUDO WRVHHYLVXDOPHUFKDQGLVLQJDVDQDUHD WRFXWFRVWVDQGVDYHPRQH\EXWWKLVLV IODZHGORJLFZKHQLWLVWKHYHU\DUHD WKDWHQJDJHVSRWHQWLDOFXVWRPHUVLQWKH ILUVWLQVWDQFH5HWDLOHUVVKRXOGVHL]HWKH RSSRUWXQLW\WRYLVXDOO\WUDGHWKHLUZD\ RXWRIIDOOLQJVDOHVE\SXWWLQJRQWKH EHVWVKRZLQWRZQ7KLVLVWKHURXWHWR DWWUDFWLQJFXVWRPHUVLQWRWKHLUVWRUHDQG QRWWKHFRPSHWLWLRQ¶V 'RQ¶WIRUJHWWKDWSHRSOHVWLOOZDQWWR EHHQWHUWDLQHGDQGGHPDQGD VWLPXODWLQJVKRSSLQJH[SHULHQFHWKH\ FDQWDONDERXW5HWDLOHUVZKRDFKLHYH WKLVZLOOEHUHZDUGHGZLWKWKHPRVW SUHFLRXVJLIWRIDOOFRQILGHQFHDQG OR\DOW\6RQH[WWLPH\RXDUHRXW VKRSSLQJWDNHWKHRSSRUWXQLW\DQGWKH WLPHWRORRNDWVWRUHZLQGRZVWU\WKH ILYHVHFRQGUXOHDQGVHHZKDWFRXOG ZRUNIRU\RX si 56 SPORTS INSIGHT Colin Lipsey is a partner at Display Works, a retail display and merchandising specialist Colour blocking: arrange your product in colour stories as consumers are attracted by colour above all else. This may be achieved across all brands or within individual brands. Product grouping: organise a size run of shirts next to a size run of trousers, followed by a size run of knitwear. Make sure they all relate to each other, either contrasting the colours or complementing them. Merchandising: arrange product so that you have side hanging and front facing product next to each other. Add shelves with folded product for interest and complement your clothing with displays of colour-matched accessories. © Display Works Make it as easy as possible for shoppers to find the category they are looking for by matching your categorisation to shopper needs. In a sports store environment, this should be a mix of categorisation by sport or activity, such as swimming, cycling or football, together with some product driven categorisation such as footwear or outdoor clothing. Categories like footwear can then be sub-categorised into men/women’s, as well as by activity, eg walking, running and trekking. Where appropriate, leading brands can be used as a sign post to aid categorisation. For example, a brand such as The North Face may be used to identify outdoor wear, while adidas has a strong association with football. Use cleverly though. This technique may not necessarily work throughout the store. Understand what products your customer may consider buying together; a customer wanting to buy a football shirt may also be interested in football boots. Make it easy for him and ‘suggest’ new ideas by including a selection of football boots from your footwear category in the football category. Without imagery your store runs the risk of presenting as rack after rack of clothing and products. Use large format graphics and relevant imagery to bring categories to life, inspire your customers and make them feel good about what they’re doing. Strong imagery also works well in aiding categorisation and guiding your customer through the store. © Display Works Hugues Audouard, head of research and category management at Shopworks, an international retail consultancy that provides retail planning and design, consumer research, category management and project management IN SEASON FOOTBALL All fall down? If the gated houses, shiny new cars and blinging WAGs are anything to go by, football’s in robust financial health. However, a new report claims things are so dire the European system could collapse. Louise Ramsay investigates First it was Portsmouth, now it’s Dundee. 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The boot features additional forefoot claws (kralle in German) to provide lateral grip and an EVA wedge to raise the heel by a mere 4mm, sufficient to distribute the weight to the toes and enhance the ability to spring and react. With two outsole options for any conditions, uhlsport believes it has developed the ultimate goalkeeper’s boot. Whats more, uhlsport has introduced three limited edition colourways to satisfy the demands of even the most flamboyant keeper. RRP £79.99. Pre order now for delivery in June 2011. For additional information contact uhlsport on 08448 849861 or email uksales@uhlsport.com. Sensport custom performance apparel I Football, rugby, hockey, netball, basketball, lacrosse, and training, leisure and outerwear. I Professional quality products at affordable price points, with a service that is second to none. I Low minimums of 15 units. Four-six week lead time. To view Sensport’s new season Custom Performance brochure, or the new season 10-11 Stock Teamwear brochure, visit www.sensport.co.uk. For details of Sensport’s custom teamwear visit myteamkit.net. To present your customers with a full colour presentation of their total teamwear requirements visit kitselector.com. 60 SPORTS INSIGHT www.sportindustry.biz Mitre launches Intelligent Compression Mitre has announced the upcoming launch of Intelligent Compression, the latest evolution in shinguard technology. Featuring brand new Cavity Compression technology, Intelligent Compression guards are designed to offer the highest levels of impact protection to the wearer, and are available to order now for a March delivery. Intelligent Compression guards provide enhanced protection to the player by spreading the initial impact shock to the outer edges of the guard, before a three stage progressive compression gradually absorbs the rest of the impact: Stage one: initial impact On initial impact, the smooth solid outer shell efficiently spreads the shock to the outer edges, and away from the wearer’s leg. Stage two: cavity compression Once the initial impact has been dispersed, the outer shell compresses, closing the air cavity between the shell and EVA, gradually absorbsing the force of the impact. Stage three: structural compression Under heavy impact, the geodesic structure on the reverse of the shell progressively interacts with the EVA foam backing, acting as a dampener and absorbing the remaining energy of the impact. “Mitre is committed to innovation that delivers genuine performance benefits for football players at all levels, and we are very proud of the new Intelligent Compression range of guards,” says Mark Upshall, equipment product manager for Mitre Sports International. “They will offer the highest levels of protection for players, allowing them to stay on the pitch for longer and perform at their peak.” For more information contact your Mitre area sales representative or email enquiries@mitre.com. Anatomic Pro goalkeeper jersey The top of the range uhlsport goalkeepers jersey, the Anatomic Pro, has one basic function - maximum ball control. The so-called control zones on the chest and lower arms are made of slip resistant silicone material, which are attached to the jersey in a grid shape to significantly reduce the risk of the ball slipping through. The advanced design combines functional polyester with breathable mesh inserts, while the ergonomically shaped padding on the elbows and shoulders are protected by an additional highly abrasive resistant coating, which maximises the durability of the jersey. The round neck collar is made of dual-colour ribbed material and the jersey rounded off with high quality logo prints on the chest and arms. RRP £39.99 and available now in storm/orange or black/cyan. For additional information contact uhlsport on 08448 849861 or email uksales@uhlsport.com. www.sports-insight.co.uk 61 Entries are now officially open for the 10th Anniversary of the Sport Industry Awards. In ten years the awards have become the biggest prize in the business of UK sport. Winning has built brands and careers. Now you can do the same. Log on to www.sportindustry.biz or call 020 7240 7700 for more information. SPORT INDUSTRY AWARDS 2011 WHERE SPORT MEETS BUSINESS Celebrating 10 years of the best in the industry IN SEASON RUGBY Rugby Gymphlex strengthens product range with the addition of GFORCE Plus To support the phenomenal success of GFORCE, Gymphlex is delighted to announce the creation of GFORCE Plus, a stock range of high performance training and sportswear due to launch in early 2011. Developed for suppliers to sell directly to their customers, the GFORCE Plus range boasts all the key features of the GFORCE range, including technical fabrics, contemporary designs and an attractive price point for retailers. As well as being perfect for clubs and teams, GFORCE Plus is also appropriate for sporting individuals as there is no minimum order. GFORCE has proved extremely popular with retailers and end users, and GFORCE Plus is sure to follow suit. With a stocked selection of generic colour combinations, GFORCE Plus is available with very short lead times. Although GFORCE Plus does not offer the extensive range of options for bespoke personalisation of its sister brand, customers can choose to have embroidered badges, logos or names applied onto the garment. If you are interested in the GFORCE Plus range call 01507 523 243 or visit www.gforcesportswear.co.uk. Rugby World Cup supporters range Since 1904 Canterbury has been recognised as the rugby authority, making the finest performance, training and leisurewear across the world. As the Rugby World Cup 2011 Official Sportswear Supplier, Canterbury is proud to present its supporter range designed exclusively in New Zealand. The spirit and heritage of Canterbury is sketched into the toughness and quality of every product. So in keeping with its established values, the distinctive World Cup collection incorporates traditional jersey designs with artistic New Zealand markings to capture the true essence of rugby. Renowned for producing iconic, innovative and stylish products, Canterbury has designed a global range of men, women and children’s clothing that is durable, comfortable and will make you feel like the ultimate World Cup supporter. The range is competitively priced, with the adult’s Captains Tee retailing at £14.99 (pictured in black and green) and the Harlequin Rugby Jersey (pictured in white, blue and green), previously photographed on Prince William, at only £34.99. For more information on the entire range contact the Canterbury customer service team on 0161 947 9944 or email sales@canterbury.com. 64 SPORTS INSIGHT www.sportindustry.biz BrandCo BrandCo is an official licensee for the following properties: G England Rugby. G England Cricket. G Scottish Rugby. G RBS 6 Nations. G Rugby World Cup 2011. G University of Oxford. G Fulham FC. G Thomond Park by Munster Rugby. BrandCo provides a range of apparel and accessories for all of these iconic and instantly recognisable licensed properties. All ranges are 100 per cent official and carry prominent logos, labelling and ‘Official Product’ logos, along with distinctive ‘Official Licensed Product’ swing tickets, for immediate recognition by the consumer at retail. With 2011 being Rugby World Cup year, rugby will be a high profile sport, meaning demand will be high for all of BrandCo’s Official Licensed products. To see all the latest ranges visit www.brandcomanagement.co.uk. Been let down by your kit supplier? Samurai Sportswear, the official kit supplier to the Exeter Chiefs, can deliver kit within two-three weeks*. All sports teamwear purchasers know only too well it’s virtually unheard of for manufacturers to deliver on time. Weekly delivery from the company’s factory in China. Once a week, every week, 52 weeks of the year - that’s why Samurai is different. In 2008 96.4 per cent of Samurai teamwear orders were delivered to customers within the agreed lead time. In 2009 Samurai improved on this, achieving a 97.2 per cent success rate. This is fact, not fiction or small talk, and in 2010 Samurai’s aim is to improve further still. To obtain a copy of Samurai’s latest teamwear brochure visit www.samuraisports.com or contact your local Samurai area sales manager for more details. Alternatively, call 01508 531010. *Subject to surcharge. Featured items: Samurai ICONIX shirt (Exeter Chiefs) and Samurai EXCEL jacket. www.sports-insight.co.uk 65 GFORCE. Not just another stock teamwear brand High Performance Bespoke Sportswear With a passion for sport, GFORCE prides itself in knowing how important it is to deliver high quality, affordable, multi-sport apparel with low order quantities and quick turn–around times. Up to 10,000 Colour Combinations T: 01507 523243 Low Minimum Order Short Lead Time sales@gforcesportswear.co.uk A BRAND YOU CAN TRUST www.gforcesportswear.co.uk IN SEASON RUNNING Running ASICS GEL-KAYANO 17 The new version of ASICS’ flagship structured cushioning shoe features an improved, full length version of the Guidance Line - an innovative midsole technology from ASICS that guides the foot more efficiently from heel to toe. A vertical flex groove separates the midsole and outsole to help guide the runner’s centre of pressure through the most optimum path, allowing the foot and shoe to work together to maintain the most stable and optimal stride. Improvements in this model have also shed weight from the shoe to make it the lightest ever GEL KAYANO. The impressive tech package continues with rearfoot and forefoot GEL cushioning systems with a Solyte midsole material for enhanced durability and cushioning. It also features two layers of memory foam as part of an improved Personal Heel Fit and Space Trustic System for midfoot stabilisation. ASICS: 01925 241041. Email: info@asics.co.uk. www.asics.co.uk. Great shoes deserve great socks If you were to add the sale of a pair of technical socks to every pair of running shoes sold throughout the year, how much extra profit would you make? Socks and accessories are often overlooked when footwear and apparel are sold to customers, but these add-on sales provide a massive boost in revenue for retailers. Many customers are unaware of the benefits technical socks provide and so you, the retailer, can offer that extra added service element to the consumer. HILLY provides a one-stop shop for socks and accessories, providing an abundance of choice to maximise sales. HILLY finds that once a runner has worn a pair of its technical socks, he/she will not return to non-technical socks again. With this in mind, HILLY is proud to announce the start of its ‘Sock Education’ plans, which highlights the chance to add sock sales to footwear purchases - A7 shelf wobblers and 600x200mm boards are available for your store now. If you want to receive this POS pack to promote your HILLY product in store contact Thomas Coxon, marketing manager, at thomas.coxon@hillyclothing.co.uk or call 0161 366 5020. 68 SPORTS INSIGHT www.sportindustry.biz Saucony shines in all categories Saucony products have won four different awards in four different independent publications in the past two months. First off, the top-selling ProGrid Omni 9 won the Runner’s World Best Update title in its Autumn Shoe Guide. This was closely followed by Triathlon Plus Magazine giving the ProGrid Hurricane 12 the Gold award in its top-end training shoe reviews. Running Fitness was positively glowing about the new trail shoe, the ProGrid Xodus 2.0, which outperformed all comers, including those put up by off-road brands. Finally, Athletics Weekly picked out the ViZi-PRO Epic and Ethereal Running Jackets as the best high visibility pieces in its winter apparel round up. For more details on all these products visit the new UK website at www.saucony.co.uk, or to place an order call 02392 001247. www.sports-insight.co.uk 69 SAUCONY.EU/AMPPRO2 EVERYTHING ELSE IS JUST COMPRESSION. WE KNOW BECAUSE WE RUN. Wallace Spearmon World 200m Bronze Medallist and US Olympian wears Saucony AMPPRO2 AFTER OXYGEN X LEVEL BEFORE OXYGEN X LEVEL AMP PRO2 IMPROVES OXYGENATED BLOOD FLOW UP TO 32% MORE THAN REGULAR COMPRESSION! Increased O2 levels have been demonstrated to help: . Increase strength and build endurance . Promote healing . Reduce recovery time WOMEN’S SPORTS GO GIRL When it comes to sport, men rule. At least, that's the way it's been up to now, but watch out chaps because girls are on the up, reports Louise Ramsay The popularity of women’s sport is at an all time high. That’s according to a recent report from the Commission on the Future of Women’s Sport - and the figures have been backed up by a team of leading figures, including Baroness Grey-Thompson DBE, Minister for Sport Hugh Robertson and Head of Women’s Cricket Clare Connor. 7KHUHSRUWIRXQGWKDWSHUFHQWRI VSRUWVIDQVVD\ZRPHQ¶VVSRUWLVRQWKH ZD\XSFRQVLGHUDEO\PRUHVRWKDQPHQ¶V ,QDGGLWLRQSHUFHQWEHOLHYHWKH TXDOLW\RIZRPHQ¶VVSRUWLVPXFKEHWWHU WKDQ\HDUVDJRSHUFHQWIHHO ZRPHQ¶VVSRUWLVMXVWDVH[FLWLQJDVPHQ¶ V DQGSHUFHQWRIVSRUWVIDQVVWDWHWKH\ ZRXOGZDWFKPRUHZRPHQ¶VVSRUWLILW ZHUHWHOHYLVHG 72 SPORTS INSIGHT 7KHILQGLQJVQRWRQO\UHYHDOHGVWURQJ GHPDQGIURP8.VSRUWVIDQVIRUJUHDWHU FRYHUDJHRIZRPHQ¶VVSRUWEXWDOVR VKRZHGWKDWWKHFRPPHUFLDOVSRUWVVHFWRU LVIDLOLQJWRFDSLWDOLVHRQWKHRSSRUWXQLWLHV SUHVHQWHGE\WKLVIDVWJURZLQJDQG XQFOXWWHUHGPDUNHW Kick start 7KHKRSHLVWKDWWKHUHSRUWZLOONLFNVWDUW H[SDQGHGPHGLDFRYHUDJHRIZRPHQ¶V HYHQWVDORQJVLGHLQFUHDVHGEUDQG VSRQVRUVKLSSDUWLFXODUO\ZLWK/RQGRQ RQWKHKRUL]RQ³,VLQFHUHO\KRSHWKDWWKH 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Looking at the men’s clothing market, research by Mintel has indicated that the sector has expanded by 1.5 per cent to £9.5billion. An increasing proportion of that spend is on sports-related products. 0RUHLPSRUWDQWO\KRZHYHULVKRZ PHQ¶VFORWKLQJEUDQGVDUHUHDFKLQJWKHLU DXGLHQFHV6RFLDOQHWZRUNVDUHEHFRPLQJ DNH\FRPSRQHQWLQWKHLUPDUNHWLQJ DFWLYLWLHVZLWK\RXQJHUFRQVXPHUVEHLQJ WDUJHWHGLQLWLDOO\ $Q\RQHWKDWGRXEWVRQOLQHVRFLDO FRPPXQLWLHVDUHDUHDOFRPPHUFLDO SURSRVLWLRQVKRXOGORRNDWWKHUHFHQW FROODERUDWLRQEHWZHHQ0DVWHUPLQGRI -DSDQDQGDGLGDV2ULJLQDOVWKHUDQJHVROG RXWYLDWKHRQOLQHVWRUH&URRNHG 7RQJXHV LQPLQXWHVDIWHUDQDQQRXQFHPHQWZDV PDGHRQ7ZLWWHUDQG)DFHERRN Blogging +RZ\RXDSSURDFKVRFLDOQHWZRUNLQJZLOO ODUJHO\EHJRYHUQHGE\\RXUEXVLQHVV¶ FXVWRPHUSURILOH0DQ\RQOLQHVSRUWV VWRUHVZLOOEHJLQWKHLUIRUD\LQWRVRFLDO QHWZRUNVZLWKDEORJ(DV\DQGFKHDSWR VHWXSEORJVDOORZ\RXWRVSHDNGLUHFWO\ WRFXVWRPHUV%ORJVFDQDOVREHDQLGHDO YHKLFOHLI\RXDUHDVSHFLDOLVWDVWKH\ SURYLGHDQHIIHFWLYHZD\WRLQWHUDFWZLWK 74 SPORTS INSIGHT QLFKHPDUNHWV3ODWIRUPVWRFRQVLGHU LQFOXGH:RUGSUHVVWKHFXUUHQWPDUNHW OHDGHUDQG%ORJJHU %ORJJLQJPHDQVDOHYHORILQWHUDFWLRQ LVQHHGHGE\\RXWKHUHWDLOHU0RUH SDVVLYHVRFLDOQHWZRUNVFDQEHHIIHFWLYH EXWLWLVDPLVWDNHWRWKLQNWKDWVLPSO\ SODFLQJDFKDWURRPRQ\RXUVLWHGRHVQ¶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witter cometh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¶VOLYHVWKHEXVLQHVVYLHZRI 7ZLWWHU DVDFRPPHUFLDOFRPSRQHQWRIPDUNHWLQJ VWUDWHJ\LVEHLQJUHDOLVHG)RUVSRUWV UHWDLOHUVWKDWQHHGWRUHDFKQLFKHPDUNHWV 7ZLWWHUFDQEHKLJKO\HIIHFWLYH$ UHFHQW SROORIVRFLDOPHGLDOHDGHUVZKRZHUH DVNHGZKLFKVHUYLFHWKH\ZRXOGSD\IRULI WKH\KDGWRRYHUZKHOPLQJO\VDLG7ZLWWHU ,WLVFOHDUWKDWLI\RXDUHQ¶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¶WXQGHUHVWLPDWHWKHLQYHVWPHQW\RX PXVWPDNHLQWKHVRFLDOFRPSRQHQWV\RX LQFOXGHZLWKLQ\RXUVWRUH,W¶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si www.sports-insight.co.uk 75 NEW FOR 2011, THE KEON RANGE FROM REUSCH, AVAILABLE FROM DECEMBER FOR FURTHER DETAILS CONTACT: 0161 439 4383 or email: b.fidler@reusch.com Performance Clothing Rugby Athletic/School Clothing VIGA Athletic Clothing Co. Ltd Tel: 01257 269611 Fax: 01257 241677 www.viga.co.uk • WATERPROOF JACKETS • • GILET TOP • • LONG-SLEEVE TOPS • • LEGGINGS & PANTS • • CLUB TRACKSUITS • • VESTS • • SHORTS • Wholesaler Sublimated Jerseys, Protection, Teamwear & Training Equipment Team up with FORCE XV today and become part of our UK network of retailers and teamwear specialists! EPOS contact-export@forcexv.com www.forcexv.com Wholesaler Archery • Huge range of Licensed Premiership Football souvenirs available from stock. • Best Wholesale Prices – Immediate Delivery • Latest Products and Designs Fitness Trade Accounts Available Now Online - www.bbsports.co.uk To place an order or request a catalogue: Call 01392 354790 Fax 01392 354793 Email sales@bbsports.co.uk Warehouse: BB SPORTS DISTRIBUTORS, 29A Apple Lane, Trade City, Exeter, EX2 7HA Wholesaler Boxing / Martial Arts Boxing & Martial Arts The Wholesaler UK the leading online trade directory of wholesalers and suppliers to retailers. www.thewholesaler.co.uk Table Tennis Tel: 0121 711 3612 email: sales@cimac.net www.cimac.net Official Boxing and Martial Arts Distributor UK Fitness Equipment UK Table Tennis Ltd The Table Tennis Specialists Phone: 0845 2600 780 E: sales@uktabletennis.co.uk Fax: 0845 2600 790 W: www.uktabletennis.co.uk Merchandising OFFICIAL PREMIERSHIP FOOTBALL SOUVENIRS Global Football Company offers by far the most comprehensive range of licensed football products available, which this year includes a number of lines that are totally exclusive to us. From branded footballs & playing accessories such as sweatbands, water bottles and captain’s armbands to fan products like hats, scarves, flags, gloves, mugs, keyrings, badges, and executive gifts such as leather wallets, pewter tankards, hip flasks and zippo lighters. See the web site at www.globalfootballcompany.com and contact us for full details: T: 0161 282 0770 F: 0161 282 0733 E: info@globalfootballcompany.com To advertise here call 01206 505 947 or Email keith@sports-insight.co.uk Visit us online at www.sports-insight.co.uk TAIL-ENDER Under the counter A sideways look at the world of independent retailing It was old Mr Mortiboys from the secondhand shop (or as he now calls it, ‘Not New But New To You’) who came up with the idea that all the shops in our street should open for late night Christmas shopping. 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