SI FC FEB 08 - Sports Insight

£3.50 FEBRUARY 2008

THE LEADING TRADE MAGAZINE FOR UK SPORTS RETAILERS, MANUFACTURERS AND DISTRIBUTORS

BUSINESS PLANNING5 simple steps to aprosperous 2008

INDUSTRY ANALYSISHow sports footwear fared in 2007

IMAGE IS EVERYTHINGFine-tune your visualmerchandising skills

SportsInsight

www.sports-insight.co.uk

THE OFFICIAL PUBLICATION OF THE FEDERATION OF SPORTS AND PLAY ASSOCIATIONS

INSIDE THIS ISSUE

TURN TO PAGE 20

IN SEASONSwimming, hockey, rugby,football, running and athletics

PAGE 28: TOP TIPS TO REDUCE YOUR CARBON FOOTPRINT

http://www.sports-insight.co.uk

As the world’s oldest and leading manufacturer of Footballs, Mitre is proud to launch thenewly designed Revolve series of football equipment, including footballs, shinguards, goalkeeping gloves and football boots.

The Revolve football, as launched at the start of the 2007 football season is being playedwith by all 72 clubs of the Football League, with the Championship clubs using their own clubcoloured and club badged version of the ball, and is the most technically advanced footballon the market. The outer layer is made of Micro Fibres which offers exceptional player controlin all weather conditions, and the perfectly round shape is achieved by Mitre’s patentedpanel pattern and cincap lining.

The revolutionary design has also been applied to Mitre’s professional football boot, aptlynamed the Revolve Pro. Ritchie Barker of Hartlepool is Mitre’s first professional player to trialthe boots, and says ‘’These are such comfortable boots, they are really lightweight but I stillfeel protected and I love the one piece velcro lace closing at the front, as it gives me acompletely clean striking zone which can only help me score more goals’’.

High praise has also been given to the Revolve goal keeping gloves by Falkirk FC’s ShaneSupple ‘’I love the feel of these gloves on my hands. They fit me perfectly and provide mewith all the protection and handling I need to do my job to the best of my ability’’. TheRevolve AFP Glove is made of super soft latex which extends onto the back hand to reduceseems, which in turn minimises errors when collecting and releasing the ball. The fingerprotection technology provides increased stability, and can be completely removed to suityour needs and preferences.

mitre’s latest football series

For more information visit www.mitre.com or email [email protected]

http://www.mitre.com

mailto:[email protected]

PRO- Professional & advanced team players- Traditional size- Professional hang-time

COMPETITION- Club players- Traditional size- 10% longer hang-time

PROGRESS- Improvers and recreational players- 6% larger- 20% longer hang-time

MAX- Beginners- 12% larger- 40% longer hang-time

AVAILABLE IN 3 BALL PACK AND 12 BALL BOX

04 SPORTS INSIGHT

Sports Insightworking with

IN THIS ISSUE

InsightSports

ABC CertificationSports Insight has a current ABC certifiedcirculation of 5,186 (audit period July 1,2006 to June 30, 2007). The Audit Bureauof 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’sintegrity, in their willingness to be audited and to conform toindustry standards.

CONTENTS 02.08

COVER STORIES26 INDUSTRY ANALYSISHow sports footwear fared in 2007

28 GREEN ISSUESTop tips to reduce your carbon footprint

30 TURN BROWSERS INTO BUYERSFine-tune your visual merchandising skills

61 BUSINESS PLANNING5 simple steps to a prosperous 2008

REGULARS06 NEWSLatest headlines, key dates and events

12 KIT STOPEssential stock for your shop

18 TALKING SHOPMark Chamberlaine is the owner and manager ofSatellite Sports in Plymouth

21 60 SECONDSRob Davies, Gilbert Rugby

23 WHAT’S HOTMaru’s swimwear range

25 FSPA FOCUSThe latest news from The Federation of Sportsand Play Associations

UK SUBSCRIPTION: £35 for one year (10 issues)

Editor: Jeff James Tel: 01273 748675

Email: [email protected]

Assistant Editor: Catherine Eade

Sub Editor: Joe Curtin

Advertising Manager: Keith Marshall

Tel: 01206 505947 Email: [email protected]

Fax: 01206 500243.

Advertising Sales

21-23 Phoenix Court, Hawkins Rd, Colchester, Essex CO2 8JY

Group Advertising Manager: Sam Reubin

Group Editor: Ted Rowe

Publisher: Matthew Tudor

Art Director: James Philp


Art Editor: Lewis Webb


Designer: Debbie Pratt

Advertisement Art Director: Brett Glennon

Reproduction: Ace Pre-Press. Tel: 01206 797541

Accounts: 01206 505958

Published by Maze Media (2000) Ltd, 21-23 Phoenix Court,

Hawkins Rd, Colchester, Essex CO2 8JY

All contents © Maze Media (2000) Limited. The views expressed in this

magazine are not necessarily those of the publisher. Every effort is made

to 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 whatsoever can be accepted for any consequence or

repercussion of responding to any information or advice given or

inferred. No part of this publication may be copied, broadcast,

interpreted, or stored, in any form, for any purpose, without the written

permission of the publisher.

ABC certified circulation: 5,186 (audit period July 1, 2006 to June 30, 2007)

62 E-TAILINGDave Howell talks to Jo Morecroft aboutrunning a successful online business

66 UNDER THE COUNTERA sideways look at the world of independent retailing

IN SEASON34 HOCKEY40 RUNNING & ATHLETICS46 SWIMMING50 RUGBY54 OUTDOOR57 FOOTBALL





05www.sports-insight.co.uk

Tel: 0115 985 1212www.maruswimwear.co.uk

Now available: Spring/Summer 08 swimwear range.

TWILIGHT ZONE BACK FS3369

The betterway for

independent retailers to do

business

For more information call

Ward Robertson on 01793 715 406

or 07881 828 873

www.stagbuyinggroup.com


http://www.maruswimwear.co.uk

http://www.stagbuyinggroup.com

WHAT’S NEWS Send your news stories to the Sports Insight news desk at [email protected] or call 01273 748675

STAG RELEASES POSITIVEGROWTH FIGURES The STAG Buying Group has defied the current retail trend by announcing a 20 per cent increase in growth over the last 12 months.

Says managing director Ricky Chandler: “These arechallenging times in the retail industry right now and we believethese results illustrate the importance of what we are offeringour members.

“STAG is helping the independent retailer not only survive thecurrent climate, but seize new opportunities and increase profits.”

STAG undertook extensive rebranding two years ago andmatched its investment with an ongoing commitment tomembers’ interests. Says Chandler: “Our members aredemanding, as they have a right to be. We make sure we exceedtheir expectations and add value to their businesses in a tightmarket.

“It’s tough out there at the moment, but we’re alwayslooking at ways to further help our members. It’s a competitivemarket and there’s always more to achieve, but we’re proud toreveal our successes to date.”

Seven new retail members joined STAG in January.Says managing director Ward Robertson: “We’ve had an

incredibly successful past 12 months set against the market trend.More and more independent retailers are acknowledging thebenefits of being part of STAG.

“Every new member adds toour strength and will benefit us alland we’re delighted to welcomethem to the fastest growing buyinggroup in the UK.”

ALL THE VERY LATEST IN THE SPORTS INDUSTRY...

…According to the Equifax Business FailuresReport for Quarter 4 2007, despite gloomypredictions for Christmas, the retail market sawjust a 1.8 per cent increase in business failurescompared to the same period in 2006. The retail

sector saw a drop in businesses going bust for the year as a whole, withnumbers down 3.1 per cent compared to 2006…Dunlop has launched the DSquad programme, a scheme that aims to attract top tennis players worldwideat a junior level and identify talent for future Dunlop sponsorships…thegovernment has commissioned a £75m advertising campaign in partnershipwith the marketing and sports industry in an attempt to tackle Britain’s obesitycrisis...Surf store Loose-Fit has opened its second outlet in Bristol… TheYouth Sport Trust has initiated a programme to encourage activity amongstgirls, following research that revealed 40 per cent of girls drop out of allsporting activities by the age of 18…Canterbury NZ has funded aninternational scholarship to enable South African rugby player Dan Potgieter tostudy and train at Loughborough University for a year… Despite England’snon-qualification, Euro 2008 will generate upwards of €1.4bn for theEuropean economy, according to research commissioned byMasterCard…Cricket has moved a step closer to winning Olympic status afterthe International Olympic Committee provisionally recognised the sport…

Sports Shorts

06 SPORTS INSIGHT

NEW BALANCE IN VITAL PURCHASE

New Balance has acquired the Vital Apparel Group, one of theleading active apparel companies in the United States.

“Our acquisition of Vital gives us significant opportunities toaccelerate the growth of New Balance apparel,” says RobDeMartini, CEO at New Balance. “We take our responsibility todrive category growth for our retailer’s athletic apparel businessvery seriously. The New Balance brand can drive incrementalsales for our customers and Vital’s leadership and expertise inthe sporting goods channel complements both teams’ corecompetencies in product innovation and customer service.”

Says Kerry Kligerman, president of Vital: “The Vital team isexcited to have the opportunity to apply our capabilities andexperience to help grow New Balance. New Balance is one ofthe strongest global brands in the athletic industry and hasunlimited possibilities in apparel.”

In June 2007 Vital signed an apparel license agreement withNew Balance-owned Warrior to design and develop Warrior-branded apparel.

AQUA SPHERE UNVEILS NEWMERCHANDISINGUNTISAqua Sphere has invested in a comprehensiverange of merchandising units to furthersupport sell-through in 2008, includingcompact cylinder countertop displays andlarger freestanding floor units.

With different units available free ofcharge dependent on size of order, entry tothe scheme starts with orders of £100 (retail).Larger shops are also being supported withcomprehensive shop-in-shop slat wall unitsthat can display goggles, swimwear and thefull range of Aqua Sphere accessories.

For more information call 01254 278873or visit www.aquasphereswim.com


http://www.aquasphereswim.com

“Calm down”Jamie Carragher lives up to the Scouse stereotype

when confronted by Luton fans during theirrecent FA Cup tie


JJB agrees to pay upJJB has agreed to make payments to people who purchasedcertain replica football shirts from the retailer during periods in2000-2001. The decision was announced following legal action bythe consumer organisation Which?

People who purchased certain England and ManchesterUnited shirts during periods in 2000 or 2001 and joined the caseagainst JJB will receive a payment of £20. Customers who broughtone of the affected shirts, but did not join the case, will still beable to claim £10 if they present either proof of purchase or theshirt itself, with its label intact, at a JJB store before February 5,2009.

Further information on the specific shirts affected by thisagreement and details of how to claim are available atwww.which.co.uk and www.jjbsports.com

“The agreement reached with JJB Sports is a good deal forthe hundreds of consumers who purchased football shirts andjoined our case against JJB,” says Deborah Prince, head of legal atWhich? “Many of those who purchased the relevant shirts stillhave the whole of next year to take their shirt or proof ofpurchase into a JJB store, so we encourage them to do so.”

JJB was one of seven companies that were fined a total ofover £16million by the Office of Fair Trading in 2003 for running acartel that unlawfully fixed the price of England and ManchesterUnited shirts in 2000 and 2001. The high street retailer paid a£6.7million fine for its part in the cartel.

Using legal powers under the Enterprise Act 2002, Which?launched a consumer representative action against JJB inFebruary 2007 to claim money for people who purchased therelevant shirts.


http://www.which.co.uk

http://www.jjbsports.com

SPORT WORTH OVER £15BILLIONResearch commissioned by Sport England has revealedthat sports-related economic activity in Englandreached a record high of £15.47billion in 2005. Thefigure, a near-50 per cent increase since 2000, includeseverything from sales of sports clothing andequipment to jobs in the sports industry.

“This research shows the sporting pound is veryimportant to the economic health of the nation,” saysKarren Brady, a board member of Sport England andCEO of Birmingham City FC. “More people are usingtheir wages to go and watch matches, buy sportsclothing or splash out on the latest sports equipment.More importantly, new jobs are being created andsports clubs are benefiting from an increase insubscriptions.”

Key findings from the report include:• Consumer expenditure on sport in England

increased from £11.81billion in 2000 to £16.58billion in2005 - an increase of 40 per cent.

• The highest category of consumer spending is‘participation subscription and fees’ at £3.5billion.

• Spending on sports-related equipment increasedfrom £700million in 2000 to £1.2billion in 2005 - anincrease of 67 per cent.

• Sports clothing (20 per cent), subscriptions andfees (20 per cent) and sports equipment (19 per cent)accounted for the majority of consumer expenditureon sport in 2005. Admission to events accounted forjust four per cent of consumer sport expenditure.

• Sport-related employment in England stood at434,000 jobs in 2005, an increase of 68,500 (19 percent) since 2000.

• In 2005 sport-related employment in Englandaccounted for 1.8 per cent of all employment in thecountry - greater than the combined employment ofthe radio, TV and publishing sectors.

WHAT’S NEWS Send your news stories to the Sports Insight news deskat [email protected] or call 01273 748675


08 SPORTS INSIGHT

Karren Brady:“The sportingpound is veryimportant to theeconomic healthof the nation”

ISPO UPDATEispo winter 08 attracted 64,000 visitors, 20,000 of whomattended the outdoor halls alone, according to showorganiser Messe Munchen.

“ispo winter has once again confirmed its position asthe leading international trade fair of the sportinggoods and sportstyle industries with 2,026 exhibitorsand 64,000 trade visitors,” says Manfred Wutzlhofer,CEO of Messe Munchen.

“We are especially pleased about the increasedvisitor figures from Eastern Europe. Munich has becomeclearly established as the leading site for the sportinggoods industry.”

70 per cent of visitors to this year’s show came fromabroad (113 countries in total).


OFT CLEARS NIKE’S ACQUISITION OF UMBROThe Office of Fair Trading has cleared the anticipatedacquisition by Nike Inc of Umbro plc, claiming that themerger raises no competition concerns in any market.

According to the OFT, while both companies have ahigh combined market share in replica kit sales (over 45per cent), it found that this ‘overstates rivalry betweenthem’. Club kits and England kits are not significantcompetitive alternatives, says the OFT, and Umbro’smarket position is principally based on its England kitdeal, while Nike’s sales derive from the company’s clubkit deals.

The issue of collusion was also ruled out, as wascompetition concerns during bids to secure kit dealswith domestic football teams.“Our principal focus was replica kits, not least givenNike's high post-merger share,” says Chris Walters,assistant director of mergers at the OFT. “But as marketshare is only a starting point, we went on to conductquantitative analyses due to a wealth of data providedby other parties and other market participants. Thisconfirmed other evidence that the merger will not harmcompetition at any level of the sportswear supplychain.”

Nike says it intends to operate Umbro as astandalone brand, with a focus on accelerating thecompany’s existing growth strategy.

During a recent internal online survey 77% of ISRAmembers who responded reported an increase inturnover for the 12 months up to November 2007over the previous 12-month period.

The ISRA group has just completed its fullfirst year in 2007. It has been a very successful

year for the group as many of the projects set down are now up andrunning. ISRA is the first recognised group of independent sportsretailers in Ireland.

Commenting, Tom Foley of ISRA says: “We are very happy with theprogress to date, the group are continuing to work well with an ever-increasing number of preferred sporting goods and service suppliers.

“Suppliers are benefitting from the ISRA trade shows, central billing,the use of the www.isra.ie website and the general goodwill attachedwith being a preferred supplier.

“Retailers benefit from the same features but are also seeing thegreat potential of networking with each other, sharing ideas and adviceand learning from best practice .

“Our show in Athlone on January 21st and 22nd will be the biggestsports show in Ireland and is exclusive to ISRA members. Suppliers areembracing the idea and are offering better deals and discounts tomembers. Retailers are responding, with the spend at the show expectedto increase by about 20%.

“Going into 2008, we plan to develop new projects, including ahigh-level retail management programme geared towards ownermanagers with the focus on sports retailing. The course, which covers 9modules over six months, will be given by consultants from the UK andIreland specialising in a number of key areas in best retail practice. TenISRA retailers are participating in the first course. The course will alsoplug into the National Framework of qualifications.

“We plan to advance ISRA on a number of fronts and are lookingforward to the challenges and opportunities that this presents.”

OUTDOOR TO STAY INFRIEDRICHSHAFENThe European Outdoor Group has announced that theOutDoor Trade Fair will remain in Friedrichshafen until2013 and not transfer to Munich.

Says Rolf Schmid, CEO of the Mammut Sports Groupand president of the OEG: “We have worked hard toensure that the process for awarding the OutDoor Faircontract was transparent, fair and democratic. Bothorganisations presented professional proposals and wewere convinced that OutDoor would be a success ineither Munich or Friedrichshafen.

“The EOG members have chosen to continue the fairin Friedrichshafen and we now look forward tocontinuing to work closely with them for the benefit ofthe entire industry.”

“He got sent off after half an hour for performing a tracheotomy onthe field. I knew straightaway he was good enough for me”

Martin Allen explains why he signed Sam Sodje for Brentford

…UK Gear has signed adeal to become the officialtraining shoe provider forthe United States AirForce Academy(pictured)…EAS has beensigned by Manchester CityFC as the club’s officialnutrition supplier and isproviding its Myoplexdrinks, shakes and bars tothe entire City squad…Puma has been confirmed as the new scottishathletics kitsponsor in a three-year contract that will support Scottish athletes and internationalteams through to the Commonwealth Games in New Delhi in 2010 and provide aplatform for success in Glasgow 2014…Fila has secured a two-year contract with TheArtois Championships as the official clothing and footwear partner and a three-yeardeal as official clothing and footwear partner to the Fortis Classic at the HurlinghamClub…Jonny Wilkinson has been revealed as a UK ambassador for Gillette. Thecompany is currently the Official Male Grooming Partner of the RFU…West BromwichAlbion has extended its kit deal with Umbro for a further three years… Unilever haspulled the plug on its Flora brand’s long-running title sponsorship of the LondonMarathon - widely regarded as one of the most successful sport sponsorshipassociations in history… Asics has signed up as a broadcast sponsor for Eurosport’scoverage of this summer’s Beijing Olympics, marking the brand’s first global marketingcampaign…World number one squash player Nicol David has re-signed to PrinceSports, thereby extending the agreement first made with the brand in October 2005until the end of 2010... Slazenger and England one-day international captain PaulCollingwood have agreed to extend their partnership for a further three years…

SponsorshipNews

www.isra.ie


FAKE SHIRT WARNINGThe world’s leading textile testing organisation haswarned of the hidden dangers of fake football shirts.

Garments to the value of £500million will be sold inthe UK in 2008, but Shirley Technologies Limited (STL),which tests textiles for manufacturers worldwide, saysformaldehyde, which is carcinogenic, heavy metals,including cadmium and chromium, and pesticides arejust some of the harmful cocktail of chemicals that areused in the processing of unofficial sports merchandise,which can cause allergic reactions in some wearers.

Manchester-based STL says that consumers buyingcheap fake shirts from market stalls or online are riskingtheir health.

http://www.isra.ie

http://www.isra.ie

10 SPORTS INSIGHT

WHAT’S NEWS Send your news stories to the Sports Insight news desk [email protected] or call 01273 748675


…Reydon Sports has extended its partnershipwith former England manager Graham Taylor(pictured) for an additional two years. Taylor hasacted as official brand ambassador for PrecisionTraining, Reydon’s wholly-owned specialist sports

brand, since 2006… Winmau has new agents in the shape of MalcolmStedman and Peter Raggett. Stedman and Raggett have 35 years’ collectiveexperience in the sports industry. Stedman will be covering London and theNorthern Home Counties, while Raggett will be servicing South London and theSouthern Home Counties… Prostar is adding to its team with the appointmentof a new UK sales manager. The Wakefield-based company has appointed ColinHay, who has experience in the sportswear market having worked with Umbro,Ellesse, Russell Athletic and Uhlsport… HI-TEC Sports has appointed MarkCooper as Global MTO product manager…

TransferMarket

SLIDE 2008FEBRUARY 17-19Manchester Central

BETA INTERNATIONAL 2008FEBRUARY 17-19NEC, Birmingham

ISPO CHINA WINTER 08 FEBRUARY 24-26China International Exhibition Centre, Peking

SPORTS MERCHANDISEEXHIBITIONMARCH 3Chelsea Football Club, Stamford Bridge

SENI08APRIL 26-27ExCeL, London

ISPO SPORT & STYLEJUNE 29-JULY 1New Munich Trade Fair Centre

OUTDOOR TRADE FAIRJULY 17-20Friedrichshafen

OUTDOOR TRADE SHOW 2008SEPTEMBER 30-OCTOBER 2Stoneleigh Park

STAG BUYING SHOWNOVEMBER 23-24Four Pillars Hotel, Cotswold Water Park

Diary Dates 2008

PLIMSOLL PREDICTIONSThe UK economy may be set for a rocky year, but 69 per centof sports and leisurewear companies are well placed tobenefit, according to the latest report on the industry fromPlimsoll Publishing.

Despite predictions of doom and gloom, the sports andleisurewear sector could turn out to have “a very excitingyear”, said Plimsoll's senior analyst, David Pattison. Thecompany looks at 476 companies in its new analysis and finds67 firms chasing extra market share at any cost, 104companies poised to go on the offensive, 148 being squeezedout of the market and 157 sitting the whole thing out.


TEAMWEAR FOR PERSONALISATION

www.gamegear.co.uk

01332 85 83 85

http://www.gamegear.co.uk

PRODUCT ROUND-UP

Gray-NicollsOver the past 10 years Gray-Nicolls has become aleading force in the development of cricket shoes.

Cricket, with its vast range of potential andexplosive movements, requires footwear specificallydesigned to cater for the rigorous demands that the

modern game places upon players. In keeping with the company’s reputation for continuous innovation

and improvement, it has produced a new range of shoes suitable for theplayground or the Test arena.

MatrixStylish, ultra-lightweight mesh running shoe concept designed for cricket:

■ Ultra-lightweight, water-resistant mesh upper■ Internal webbing support cradle

■ Blown Ionic cmEva midsole for superiorcushioning■Outsole with lightweight midfoottorque control system■ Internal Ignite heel cushioning

system for maximum shockabsorption and forefoot

propulsion For more information call

01580 880357 or [email protected]

Kit StopEssential stock for your shop

12 SPORTS INSIGHT


Physicool: athlete cooling Physicool has appointed ASSIST creative resources Ltd as the UK’s distributor of the Physicool range of reusable therapeuticcooling bandages.

Physicool is a ready-to-use bandage that cools quickly toreduce excess swelling and discomfort after injuries; compressionenhances this effect. Physicool works by drawing heat out of theaffected area. It’s a new technique for the instant treatment ofinjuries and pain, bothnew trauma andexisting conditions,reducing recovery timefrom new injuries. Theimmediate compressionreduces initial injuryswelling, while theinstant cooling relievespain and speeds thehealing process.

A 7ºC drop in localtemperature, Physicool isgood for post-trainingcooling to prevent injury onset.Further details from SteveRaven at ASSIST creativeresources Ltd([email protected]), call 01978 729948 or visit www.assist.co.uk



http://www.assist.co.uk


PRODUCT ROUND-UP

14 SPORTS INSIGHT

Kit StopEssential stock for your shop

CDS LeisureCDS Leisure offers possibly the most comprehensive range of OfficialManchester United Merchandise, with many items produced exclusively totheir own designs.

The range covers a wide selection of products such as hats, scarves,caps, badges, t-shirts, mugs, flags, footballs, sports and school bags, toys,in-car products, babywear, stationery, computer equipment, pet products,greeting cards, gift wrap, football accessories and much more, including arange of Official Manchester United UEFA Champions League products.For details tel/fax 0161 748 8799 or email [email protected] CDS also has a selected range of official merchandise for other top PremierLeague clubs.



Dunlop squash balls2008 sees Dunlop evolve the world’s number one squash ball with theintroduction of N-1SR3 construction technology.

An elastic hydrocarbon polymer has been impregnated with 12compounds, creating a unique construction material that delivers theunparalleled durability and playability properties associated with Dunlopsquash balls. This new technology has been developed in conjunction withsome of Dunlop’s international pro players, including Amr Shabana,current world number one.


PRODUCT ROUND-UP

16 SPORTS INSIGHT

Karakal SuperlightKarakal has been at theforefront of superlighttechnology for the last 10 yearswith its ground-breaking squashand badminton racquets, whichuse advanced, next-generationNano superlight technology.This results in stronger, morestable racquets with enhancedfeel and control.

The superlight technologyhas been added to the Cool-TecClothing range, which not onlywicks away moisture and heat,but is also up to 30 per centlighter than equivalent textiles.

The same principles alsofeature in the footwear range,where Karakal’s top-sellingXS300 shoe uses superlightCool-Tec material to ensure adrier, cooler and lighter playingexperience.For further details contactKarakal on [email protected] Freephone 0800 376 8500Kit Stop

Essential stock for your shop

Seni08 - The International CombatSports ExpoApril 26-27 - Excel London

In its 10th successful year, Seni is Europe’s biggest expoand festival dedicated to martial arts and combat sportsand the industry’s acknowledged meeting place, visitedby thousands of dedicated martial artists, exponents,instructors and enthusiasts.

Seni is a melting pot for the entire industry toexchange ideas and discover the latest innovations,products, arts and services. The event offers the most

complete interactive martial arts experience, including over150 trade stands, hundreds of demonstrations, seminarsand live events across six themed entertainment zonesover 15,000sq m at London’s Excel.

If you are interested in stocking combat sportsproducts then a visit to the show is a must, as Seni isthe biggest and best interactive martial arts festivalweekend in the world. www.senishow.com


http://www.senishow.com


10 th anniversary


18 SPORTS INSIGHT

Talking ShopMark Chamberlaine is the owner andmanager of Satellite Sports in Plymouth,which he runs with his wife Mandy

How and why did you decide to getinto the sports retailing sector?We had never been involved with anyform of retail prior to taking on thisshop. Back in 2003 my wife, Mandy,was diagnosed with cancer which wasbit of wake-up call – it makes yourealise how short your life really is.

Since leaving school I had beenan architectural technician and Mandywas a manager of a pre-school. Afterher treatment we looked at changingcareers, starting or taking on abusiness, and last year we becameaware that the previous owner of thisshop was looking to retire.

I run for Plymouth Harriers,which is how I knew the owner, as Ialways bought my kit from him. Itwas the opportunity we were lookingfor, so we approached him and it allhappened. We took over in September2007 and so far there’s no regrets.

It has been a fast learning curveand we still have a lot to learn, but Ithink we’ll get there. I’m in the shopmost of the time, and Mandy comesin part-time, which gives me sometime to go out for a run. She alsodoes the window displays and dealswith the money, keeping myspending in check, so together wemake a good team.

Can you tell us a bit about your store?Our shop is quite small, only 325 sqft, but we keep a lot of kit. It hasbeen described by customers as a bitof an Aladdin’s cave. We offer avariety of items, from trainingshoelaces and gum shields, throughto top-end running shoes, cricketbats, tennis racquets and bigger itemslike netball posts and goal posts.

What is the strongest sector of themarket for you at the moment andover the past year?We are fortunate to have a variety ofsports on our doorstep, which meansour main markets include running,rugby, cricket and tennis. We serve anumber of running clubs in andaround Plymouth, which being mysport is something I am able tospecialise in. We also have IvybridgeRugby Club and a rugby academywho visit our store regularly, plus thetennis and cricket clubs.

How has trade been since youopened?Trade on the whole has been goodover the past four months. It is,however, totally unpredictable – oneweek can be good, another poor. Iguess we are still finding our feet.Generally, if it is raining business isdown. Roll on the good weather.

Current best-sellers? The Plymouth half marathon inspiresa lot of people and we have sold a lotof shoes to first-time runners. Andtennis racquets seem to have beenpopular recently. Maybe it was aChristmas thing, but we have beenselling more than usual.

What’s your area like for sportsretail and how do you compete?We’ve got JJB, Sports World, JDSports, plus about six other largeindependent stores and a major Tescoselling sports goods on our doorstep.We don't rely on passing trade – ourmain business is with the local clubs.

We strive to offer personal serviceand, in the short time I’ve been here, anumber of people have said what I

have sold them was just perfect.Taking your time with a customerto make sure they get the rightproduct is paramount. I won’t let a customer leave with somethingthat is not suitable just to putmoney in the till. This kind ofservice is so important and isgenerally lacking today.

What have been the biggestchallenges for you so far?Our biggest challenge has been thelearning curve. Being enthusiasticabout sport is not enough.Knowledge is essential. Keeping ontop of forthcoming events andforward ordering has been achallenge. We already know wehave made a few errors, but we arelearning.

Do you have or plan to open aninternet arm?Yes, I think it will be important todo so. You have to move forwardand find different avenues,otherwise your business will juststand still. My own experiences ofbuying kit online have not beengood – from poor-quality items tothe wrong sizes – so it will need tobe done carefully.

What do you like most and leastabout the business? I love it when people leave the shoppleased that they have come in.What I dislike is when someonecomes in, you spend time withthem to make sure they have theright kit, they make a note of it alland then leave empty handed. Youknow they are going to buy it all onthe internet at a discounted price.

RETAIL INTERVIEW

si

TEAMWEAR FOR PERSONALISATION

www.gamegear.co.uk

01332 85 83 85

http://www.gamegear.co.uk

Styles of footwear are rarely, if everexclusive to one brand. Competition weare led to believe is healthy. So when a

shoe designed for boating and outdoor usesuddenly became universally accepted as an allpurpose comfort and fashion shoe, it was to beexpected that other brands would look todevelop similar footwear. There are thosebrands that just copy the original, and thenthere are others who look at the original and tryto improve it, and develop extra features andbenefits. Cloggens is the latter. They arepioneering a new level of performance, fit andstyle in moulded comfort shoes.

Cloggens co-founder Troy Lewis says“Rather than coming in with a ‘me too’product, we looked at what was missing andhow we could bring something different to thetable. With the consumer demand for comfortat an all-time high, Cloggens focused onmaking shoes that feel and fit even better, areeasier to wear, have more style and added

features – all at great value”Cloggens have already made a mark on

their home market in the USA, and are nowlooking to extend their proven sales success toEurope and beyond. Already the brand hasenjoyed fantastic sales in South Africa, Spainand Scandinavia, and from initial presentationsand in-store testing in the UK market; thereaction has been much higher than originalexpectations for this multi-purpose footwear.

So what can Cloggens footwearoffer to a retailer for theircustomers? Consumer demand - Consumers are lookingfor and buying this type of footwear because itis light, and comfortable to wear. Cloggens canoffer several different styles as well as a varietyof colours to suit all needs.Fit - Cloggens shoes are made on individuallasts, not one size fits all. Specific Men’s,Ladies and Children’s lasts ensure optimum fit.The anatomically sculpted footbed naturallysupports the arch while enhancing flexibilityand cushioning. Both shoes and clog styles areavailable.Comfort - Cloggens exclusive removableComfasole footbeds help solve the problem ofsweaty feet, while offering breathability,stability and comfort.Lightweight Footwear - The foundation of all

Cloggens shoes is a lightweight durable andeasy to clean patented C-Forma material that isanti-microbial, anti-bacterial and odourresistant.Durability - The non-marking and abrasionresistant outsole incorporates a unique lugpattern to increase traction.Price - Competitive pricing and excellentmargin opportunities.

So whether you have been playing sport at thehighest level or even just for fun, training downat the local gym or pounding the roads to trainor just get fit, then consider the fact that it isyour feet that carry you through this wholeperiod of exercise. Cloggens shoes can offercomfort, breathability and the best possible aidto recovery. They are pretty comfortable too forgeneral everyday use, especially for SportsRetailers who are on their feet all day! Popularstyles are all available for immediate delivery.

Orcas - New Cloggens Orcas available inmen’s, women’s and children’s styles,offers all-round breathability andcomfort, offering a stylishalternative to the sandals orflip-flops.

GREAT FOR BEFORE AND AFTERSPORT, EXPERIENCE THE COMFORTAND LET YOUR FEET RECOVER!

For further details or to order this product please contact - Cloggens (UK) Ltd, by calling 0161-439-4383 or 01625-505927 or e-mail [email protected]

Cero Mesh - The Cloggens Cero Mesh includes all the features of Cloggens shoes withthe added air mesh front to keep your feet extra cool.

Bermuda Rio - The popular ladies Cloggens Bermuda Rio is equippedwith a removable heel strap and footbed offering a sleek and superiorfit constructed on a specific women’s last.

Chillax - New Cloggens Chillax available inmen’s and women’s styles, breathable,lightweight and foot supporting, perfectfor after the game or a workout.


How have sales been since the RWC?Sales have been great. The way in which England managedto pull themselves off the ropes and work their way throughto the final seems to have re-sparked interest in the game,which is great for all of us. Our new range is selling innicely to retailers and, more importantly, our current rangeseems to be selling through well too, which will hopefullyinspire our retailers to come back for more and increasetheir orders for next season.

What have been your best-sellers since the tournament?Funnily enough, not the obvious answer of balls! Ball saleshave been good, as you would expect following theadditional exposure we received in the lead-up to and duringthe tournament, but it’s in the other sectors that we havemade the most headway.

Our apparel ranges, and above all the level of servicethat we provide, are making us more and more popular as achoice for teams looking to kit themselves out, and so mostof our best performers have come out of this sector. TheXact match shirt is still proving popular - to the extent thatwe’ve added in extra colour options and designs for nextseason as stock lines. The outerwear garments such as theStorm Jacket and Tour Jacket are selling particularly well asclub options too.

Rob Davies, international brandmanager at Gilbert Rugby

60 SECONDS INTERVIEW

Seconds

The Synergie match ball came in for some criticismduring the RWC. How did Gilbert react to that?We had checked all of the balls individually before they weresent out at the start of the tournament, so were very confidentthat there was no foundation to any of the stories that cameout. We nevertheless asked the organising committee toarrange for us to get some balls back from various teams anda selection of matches, and then thoroughly retested theseballs, both in the lab and on the field.

As we had expected, the balls all performed comfortablywithin the parameters of what we expected - and that waspretty much it. The press in various corners of the worldseemed to cut and paste various mini-stories together and itall got a little bit out of proportion really - and following ourtests and the report we gave them, the IRB were confidentthat there was nothing amiss with the balls and issued astatement to that effect.

Dr Syd Millar said “...the decision to select Gilbert, andmore particularly the Synergie ball, for RWC 2007 was the correct one. Gilbert have been making balls sincethe game was first invented and have now supplied balls for four successive World Cups. They know what theyare doing.”

And who am I to argue with him?

How are your protection and boot ranges performing?Both sectors are growing nicely for us at the moment. Wedecided to move away from specialist kicking boots at thetop end and have been happy with the way our more generictop model has been received by the trade. At the lower end,our old war-horse the Sidestep is still going strong andoffers what I consider to be the best value for money at thelower end of the price spectrum.

Protection-wise, the main changes this season have beencosmetic rather than structural. More colour options andprint designs on the existing moisture management fabricbases have seen an upturn in the sell-in, particularly in themid-range price points, in particular, the kaki versions forthe wannabe action men amongst our end-users.

How important is an entertaining 6 Nations to sales ofGilbert product?An entertaining 6 Nations is important not only for Gilbert,but for the game as a whole. As I said earlier, the World Cupperformance regenerated a level of interest in the game thatneeds to be capitalised on by the sport in general.

The 6 Nations is still, to my mind, the most open andintriguing tournament in the world and if people thatpossibly only came to the game during the World Cup canbe entertained again and stay involved with the sport, then itcan only be good for all involved - and as a key playerGilbert can only benefit from the extra influx of peopleplaying or following the game.

Who do you think will win the 6 Nations, and why?Well, this week’s answer will definitely be different

to last week’s and next week’s will probably differagain - and that’s the intrigue element I spoke of

before. I’d probably have said England on the backof their performances and results leading into thetournament, now I’d probably go for France on the backof their performance against Scotland and the fact that

there’s a lot more to come from the young players they’vethrown in at the deep end. But knowing the French, I’ll begoing for Ireland or Wales by this time next week. Eitherway, I’m not putting my mortgage on it. si



TEA

M C

OLO

UR

S

www.team-colours.co.uk [email protected]

Team Colours Ltd. Dept SI1207, 81 The Maltings, Stanstead Abbotts, Hertfordshire, SG12 8HG.

tel 01920 871 453 • 01920 877 270 • fax 01920 872 278

Make your mark-upwith bespoke sports kit

Team Colours supply:Stylish and modern kit-to-fit in top performancematerials, in your choice of colours.

Quality teamwear - tracksuits, sweatshirts, fleeces, jackets, wetsuits, T-shirts, in your choice of colours.

Print and embroidery for club badge, sponsor’s logo or names.

Plus - Team Colours sportswear is ideal for promotional events and brand placement!

We supply top quality custom madesports kit - for men and women -which we can brand for you, all inthe colours of national and local sports teams and clubs.

•

•

•

•

Wom

en’s

spor

ts k

it

Men

’s sp

orts

kit

Contact us now for details of this exciting opportunityand learn how to access our unique service.

Take advantage of Team Colours’ best value service and get your mark-up in place.

http://www.team-colours.co.uk


PRODUCT FOCUS

WHAT’S HOTMaru’s swimwear rangeDirector Roger Allen talks us through the offering.

sector makes up 30 per cent of ourturnover worldwide.

Why do your products sellso well?Each season we aim to do better interms of design and choice, and eachseason we believe we do. Forexample, Maru has introduced a newcollection of swimwear and swimequipment for spring/summer 2008and forward bookings are already 10per cent ahead of this time last year.

Right across the board, Maru isoffering a great new range of must-have swimwear in vibrant colours,patterns and fabrics. For activeswimmers we have a superb newselection of Pacer swimwear, offeringsofter-than-ever fabric in dynamic newprints, including the new athletic ‘thinstrap’ suit. For men, the longer-lengthLycra-Jammers in Pacer fabric or theSpooks Jammers, spliced with brightprint fabric, are a big hit.

New to our Aqua Classic range isthe Aquarius Legged Suit. With itshigh back and knee-length leg,manufactured in Pacer fabric, this suitis ideal for aqua aerobics and is alreadysurpassing all our expectations in termsof sales. In addition, the Piped LowLeg Nova in navy or black is provingpopular, with its new-improved under-bust support and lower leg.

We also have excellent forwardorders for our Aqua Kids range, whichfeatures a series of fun, yet high-specsuits in sparkly, bright colours andfabrics. Our best-sellers are the Tigerand Star Rave Back suits and the Daisyand Jelly Bean Square Back suits.

Finally, our Maru Aqua Equipmentboasts an excellent range of products.Currently our top-seller is the newMaru Kids Power goggle, with itsquick strap adjustment, manufacturedin silicone in lime green, pink or blue,while our new swim bags and funswim hats are also proving to bewinners this season.

Our mantra is to listen to ourretailers, monitor designer fashions,use our expert knowledge and instinctbased on 18 years in the marketplace and produce the highestquality products in terms ofperformance, design and style.

How is Maru marketed?Maru’s aim has always been tosupport the retail trade via sportsretailers, health clubs and dedicatedswim specialists as well as, more

Can you give us somebackground on the brand?Maru Swimwear is the UK’s moststylish active swimwear and equipmentbrand for men, women and children.

We, Maggie Upton and I,established the company in 1990 andhaven’t looked back since. The Marubrand covers a range of swim productsfor all age groups and caters for boththe competitive and fitness swimmer, aswell as the leisure swimmer. Wecurrently have a healthy share of theUK swim market, with 70 per cent ofour production being supplied as farafield as Europe, the Middle East, HongKong, Australia and New Zealand.

What are the key featuresof Maru products?Maru Swimwear is renowned for itstechnical expertise. Our products aremanufactured using the very latesttechnical fabrics for optimumperformance.

Another key feature is our distinctand unique signature, which marriesboth design and style effortlessly andwhich sets us apart from ourcompetitors. By this I mean the vibrantcolours, patterns and fabrics that wecarefully select for our swimwear.

Fit and comfort is also a toppriority in any swimwear design we produce and, we believe, this iswhy we have such an unusually high level of repeat business andcustomer loyalty.

We carry this same approachthrough to our Aqua Equipmentcollection, which ranges fromswimbags to goggles and from trainingfins to swimhats. As a result, this

recently, online retailers. Maru Swimwear markets itself via

its web site(www.maruswimwear.co.uk), whichacts as a shop window for consumers.All enquiries to purchase are directedto our links page where a range ofstockists’ details can be found. Inaddition, we produce a catalogue twicea year, which is distributed to retailers,health clubs, etc and we are a memberof STAG.

We also undertake year-roundmarketing projects and a variety ofsponsorships, designed specifically toenhance perception and growrecognition of the Maru brand.Sponsorships include Aspire - a charitywhich helps people with spinal cordinjuries - local university swim teamsand we also support the up-and-comingBritish waterskier, Marie Toms.

What is the most effectiveway a retailer can marketthe range?Retailers generally know best how tomarket to their customers in theirparticular region and I would notpresume to tell them how to do their jobs.

Suffice to say, Maru Swimwear andequipment is always eye-catching, so toencourage footfall it’s a good idea toensure our swimwear products arepositioned on a forward hanging displayor in the window. As the Maru brand isprobably stronger for women than men,another essential element for a retailer toconsider is the provision of goodchanging facilities. These can make allthe difference in securing that sale.

Of course, we do assist retailers aswell by supplying a range of POSmaterial, including show cards, hangersfor both male and female products, aswell as accessory display stands.

To find out more about MaruSwimwear visitwww.maruswimwear.co.ukor call 0115 9851212 andrequest a catalogue. si

“Another keyfeature is ourdistinct and

uniquesignature,

whichmarries bothdesign and

styleeffortlesslyand which

sets us apartfrom our

competitors”





The latest news from The Federationof Sports and Play Associations


Says Ray Baxter, Brintex’s event andsales manager: “Exhibitor responseis very positive. Potential visitorstold us they want an exhibitionwhere they can see the fullest range of equipment available, getright up to date and hear informedspeakers on key topics in shortseminars and briefings.”

Ray Baxter says modern tradeshow trends highlight the fact thatvisitors now demand a richly-packedvisit to ensure the time spent is totally worthwhile. “Play Fair 2008will deliver exactly the visitexperience today’s decision makersdemand,” he confirmed.

For more information call RayBaxter on 0207 973 4695 or [email protected]

For more information on the Sportsand Fitness Equipment Association(SAFEA) call association manager,Kate Costin, on 024 76 414999 ext 205, [email protected] or visit www.safea.co.uk

dart you can depend on. “We are the only British

manufacturer, and one of only a fewaround the world, to use virginpowder in the production of ourtungsten barrels, so that they are aspure as possible. For players, thatmeans a dart you can trust.

“We have a dedicated in-housedesign facility, which means that wehave the very best in young, creativedesign talent working for us on yourbehalf. For players, that means adart you can be proud of. For moreinformation, visit www.target-darts.co.uk

Play Fair 2008Play Fair 2008, a new exhibition thattakes place at Stoneleigh Park on 15-16 July, is aimed at buyers, specifiers, sport, leisure and playworkers from local government,education, landscape design and thecommercial sector.

This highly focused two-dayevent will be packed with freeseminars, displays, demonstrations,trade stands and a large playground feature set in the well-known Royal Showground atStoneleigh near Coventry.

Visitors will be able to seeeverything in one place on one day.The concentration of sports, play andleisure equipment at this dedicatedevent offers decision makers aneffective way to keep up to date andassess their requirements. Theseminars will further educate all onthe latest in best practice in equippingsport, play and leisure areas.

For the first time, trade bodiesare joining forces to create Play Fair2008. They are the Federation ofSports and Play Associations andtwo of its trade associations - theSports and Fitness EquipmentAssociation (SAFEA) and theAssociation of Play Industries (API).Each exhibitor will be a member ofat least one organisation. For visitors,that ensures all exhibitors meetstringent membership criteria, whichmirror many local government pre-qualification requirements.

Brintex, the appointed exhibitionorganiser and operator, is alreadytaking exhibitor space bookings.

The Federation has commissioneda European database fordistributors of sportsequipment/textiles. This database,which will not be available to non-members, is a fantasticaddition to the SGIA memberbenefits package and covers anamazing 35 countries.

For further information on thedatabase and details on how to joinSGIA, call Michelle Iddon on 02476414999 ext 206 or visitwww.sportsandplay.com

New memberSGIA is proud to add Target SportsLtd to its growing list of membersfrom the UK darts industry.

Membership for Target Sportsgot off to a flying start with theaward of an export grant to exhibit atispo winter 2008. Chris Kearney, thecompany’s general manager, islooking forward to having access tothe wide range of benefits andservices membership to SGIA brings.

Chris gives the following insightinto Target Sports: “After 30 years inthe business, characterised by world-class engineering, innovative use ofmaterials and imaginative designs,Target are now truly established asthe leading name in the world of dartmanufacturing. We realise ourunique designs, and accuratelyreproduce them time after timebecause we are constantly investingin new, state-of-the-art CNCmachinery. For players, that means a

NEW RESEARCH

The FSPA is delighted to announcethe release of its latestcommissioned research. Launchedat ispo winter 2008, the newSouthern European report consistsof four volumes. Each volume has200-300 pages covering more than120 aspects of the sporting goodsmarket in different countries:

VOLUME 1: Slovenia, Croatia,Serbia, Bosnia-Herzegovina,Montenegro, Macedonia

VOLUME 2: Romania, Bulgaria,Albania, Moldovia

VOLUME 3: Greece, Turkey, Cyprus,Malta

VOLUME 4: Spain, Andorra,Gibraltar, Portugal

Federation members can benefitfrom a massive 40 per cent savingon the full price.

For more information, includingan executive summary, visit:www.sportsandplay.com

FSPA focus

si

“Play Fair 2008, a new exhibition that takes place atStoneleigh Park on 15-16 July, is aimed at buyers, specifiers,

sport, leisure and play workers from local government,education, landscape design and the commercial sector”



http://www.safea.co.uk


http://www.target-darts.co.uk

http://www.sportsandplay.com

http://www.sportsandplay.com

INDUSTRY ANALYSIS

The NPD Group reviews last year’s performance of sports footwear on the high street Best foot forward

By collating and analysing the salesof every pair of athletic footwearfrom 900 sports stores in GreatBritain, as well as mail order andinternet sales since January 2006(The NPD Group’s Sports footwearretail panel), The NPD Group canmonitor exactly what is happeningin the market place.

Sports footwear sales through thisset of retailers for January-December2007 saw +11% growth in value sales,compared to January-December 2006.Much of the growth the market hasseen originated from an increase in theaverage price paid per pair, whichincreased +10% to £37, whilst theactual number of pairs sold onlyincreased 1%.

Change aheadThere are strong signs that thesituation is changing, and it is lookingmore likely that retailers will face a

challenging 2008. The market’sperformance towards the end of 2007was noticeably less impressive thanthat of the first nine months, withdeclining volume sales of 12% and13% in October and Novemberrespectively pulling the market back(Figure 1).

Within this sample of retailers,Nike and adidas, the top two brands,account for a lower proportion of salesin 2007 compared to 2006. Some ofthis decline must be attributed to thegrowth of emerging brands, as morerecognised names such as Reebok andPuma have also seen their share of themarket dwindle over the past 12

26 SPORTS INSIGHT

ABOVE:Despite no majorfootball tournament in2007, sales of cleatedfootball boots rose+7% versus 2006

months. Increased competition inspecific categories, including Puma infootball and Asics in running, preventthe top two brands from moving aheadtoo far.

In terms of the shoes purchased,men’s footwear accounts for just undertwo thirds of all sales, and contributedmost to the market’s growth (+14%).Men’s shoes also carry the highestaverage price, a figure that alsoincreased.

Women’s and kid’s shoesperformed well, but accounted for asmaller percentage of total sales; theeffect had less of an impact on thetotal market.

“Whilst sales of football footwear usually sees anincrease in a tournament year, it is yet unclear whateffect England’s failure to qualify for the European

Championships will have on footwear sales”

What category?Sports-inspired and sports leisureshoes is the largest category in thesector, accounting for over two-thirdsof all sports shoes purchased, and assuch contributes heavily to many ofthe trends the market sees.

Echoing the total market, thiscategory has seen a sales decline in thelast quarter of 2007, but the three otherstrong quarters prevent this fromimpacting too much on annual sales.Non-performance tennis is one of thesmaller categories that is benefitingfrom the growth in the fashion side ofthe business, but carries a loweraverage selling price than sports-inspired product.

Despite the lack of a majorfootball tournament in 2007, sales ofcleated football boots actually rose+7% versus 2006, with salesincreasing in nine of the 12 months.Of the major brands, only one enjoyed


increased sales in every month of 2007- Puma - and whilst it still has someway to go to challenge Nike andadidas’ share of the market, there is nodoubt that it is up for the job.

Whilst sales of football footwearusually sees an increase in atournament year, it is yet unclear whateffect England’s failure to qualify forthe European Championships willhave on footwear sales.

Functional running shoes(manufacturer’s definition) wereanother category that reported growth,ending 2007 with value sales up +14%compared to 2006, with an increasedASP driving the category.Interestingly, this is one of the areaswhere females were the driver of thecategory’s growth, with a +17%volume increase in the number of pairssold, whilst male volume salesdeclined -4%.

As we look to the opening monthsof 2008, retailers will be hard-pressedto match the double-digit growth they

saw in the opening months of 2007,but growth within specificcategories and brands is available tothose who look hardest for it.

The NPD Group’s Sportsfootwear retail panel reports onsales information received fromparticipating retailers JD, Kingof Trainers, Size?, JJB Sports,Footlocker, Sweatshop,Decathlon, Alexandra Sports,Freeman, Grattan andLittlewoods Shop Direct.

The NPD Group is alwaysseeking to add new retailers tothe service. For informationcontact The NPD Group sportsteam on 01932 355580.

ABOVE:2007 saw a 17%volume increase in thefemale functionalrunning shoe category

Figure 1: sales performance vs same month last year (+/-%) Source: NPD’s Sports footwear retail panel

si


ENVIRONMENT

With ecological issues firmly on the agenda,Dave Howell asks if operating a profitable business andenvironmental awareness can be bedfellows

How GREEN is your BUSINESS?

Every business sector is now beingforced to place environmental issueshigh on their short-to-medium termplanning agendas.

Customers now demand moreenvironmentally responsible behaviourfrom the businesses they regularly buyfrom. What was once an issue that fewowner-managers would give a passingthought to has suddenly become abusiness component that is ignored atyour store’s peril.

New research by entrepreneurthink-tank, the Tenon Forum, revealsthat almost half (48 per cent) of UKowner-managers think the governmentisn’t doing enough to support theirefforts to implement environmentallyfriendly policies in the workplace; withentrepreneurs citing tax credits as oneof the most effective ways for thechancellor to motivate green behaviour.

EmbracingMost of the nation’s small businesses,however, are embracing environmental

practices in the workplace. The TenonForum findings show that three quartersof SMEs recycle paper, eight in ten (81per cent) entrepreneurs encourage staffto turn off equipment when not in use,and a quarter (24 per cent) promote carsharing and public transport to theiremployees. Nearly one in ten (nine percent) small businesses have alsomeasured their carbon footprint.

Says Andy Raynor, chief executiveofficer of Tenon: “UK entrepreneurs aresending out a clear message to thegovernment. While most supportimplementing policies that reduce theirenvironmental impact, they also cannotdo so alone. SMEs need thegovernment to motivate and rewardbest environmental practices with taxcredits so that green behaviour alsomakes a genuine difference to theirbottom line.”

Moving your business onto agreener footing isn’t as complex as itfirst appears. There are some simplesteps you can take now to make yourstore more environmentally friendly.

Look at your utility suppliers first.Electricity companies have all jumpedonto the green bandwagon and now offergreen tariffs. Look closely at thesuppliers available to you in your region,as they are not all offering the same deal.

Retail stores can also evaluate howthey organise every aspect of theirpremises. The Carbon Trust site(www.carbontrust.co.uk/publications)should be your first port of call as itcontains detailed information you canuse to transform the environmentalcredentials of your store.

New research also from the CarbonTrust has identified that the use ofadvanced metering by SMEs could save2.5million tonnes of CO2 emissions peryear - equivalent to the entire annualcarbon footprint of Bristol - and alsoprovide a net financial benefit to the UKeconomy.

Cutting carbon also results insignificant financial savings for SMEs.On average, the companies who tookpart in the trial saved over £1,000 a yearon their energy bills. The largestfinancial benefits were seen by multi-site businesses, such as retail andwholesale chains. The take-up ofadvanced metering technology iscurrently hindered by the lack offinancial incentives for energy suppliersto provide these services to SMEs. Thisis why the Carbon Trust is calling foraction and new policy measures toaccelerate the roll-out of this technology.

You may also be eligible forspecialist loans that are available tosmall businesses that believe they canmake savings of at least £1,000 year.Loans range from £5,000 to £100,000 topurchase insulation or energy-savinglighting or boilers for example. Moredetails are on the Carbon Trust’s websiteat www.carbontrust.co.uk/loans.

Bioclimate Research &Development has a carbon-assessmenttool that is designed to help yourbusiness audit it’s carbon managementand highlight areas where improvementscan be made. You can download the toolfrom: www.brdt.org/fx.brdt/scheme/camsat.aspx.

ChampionThe environmental issues that yourbusiness now faces are increasinglybecoming a component of a wider andmore diverse movement that issweeping across businesses in everysector. Retail, with its elevated profile inthe high street, is now a champion ofcorporate social responsibility. Asconsumers become moreenvironmentally conscious, they expectthe businesses that they patronise to alsobe aware of their impact on the planetand take steps to illustrate that they are a

28 SPORTS INSIGHT

ABOVE: Loans areavailable from £5,000to £100,000 forenergy-saving lightingor boilers, for example

http://www.carbontrust.co.uk/publications

http://www.carbontrust.co.uk/loans

http://www.brdt.org/fx.brdt/scheme

responsible organisation.Even the Chancellor of the

Exchequer has realised this when hestated: “Today, corporate socialresponsibility goes far beyond the oldphilanthropy of the past - donatingmoney to good causes at the end of thefinancial year - and is instead an all-year-round responsibility that companiesaccept for the environment aroundthem, for the best work practices, fortheir engagement in their localcommunities and for the recognitionthat brand names depend not only onquality, price and uniqueness, but onhow, cumulatively, they interact with the company’s workforce, communityand environment.”

Don’t forget that you can alsovastly improve your store’s recyclingrecord by thinking through how youcurrently dispose of unwanted material.Electrical goods, of course, now comeunder the WEEE (Waste Electrical andElectronic Equipment) regulations.

“It’s no secret that some smallbusinesses will struggle,” says SimonBriault, spokesperson for the Federation

but rather about doing business better.As investors increasingly realise thatresponsible companies are well-managed companies, and as consumersand staff become increasinglyinterested in companies’ behaviour,businesses are beginning to respond tothese major forces.”

Local focusIn the past climate change was viewedby businesses as something that thegovernment had to deal with, but overthe past year the global changes that aretaking place have taken on a distinctlylocal focus. Now every business mustlook for ways to reduce its carbonfootprint. Energy consumption andwaste disposal may have the highground at the moment, but it’s the back-office business processes that everystoreowner must now pay attention to.

How your store impacts on theenvironment, and more importantlywhat you are doing to reduce it, is nowa brand component. The Carbon Truststates: “Climate change is fast rising upthe agenda, driven by growing scientific

of Small Businesses. “The governmentis trying to get the message out to all therelevant businesses and we arecontacting our members too. However,some people will not have heard ofWEEE and others will have no idea thatit belongs to them. We’re hopeful thatenforcement will be more advisory thanheavy-handed for the first few monthsbut there is no guarantee of that.”

Ensuring your business stays up todate and complies with all the currentenvironmental regulations is alsoimportant. However, a recent surveyconducted by www.netregs.gov.uk,where you can see detailed informationon every piece of environmentallegislation that could impact on yourstore, revealed that 86 per cent of thoseasked could not name a piece ofenvironmental legislation. It is vitalthat your business complies with all theenvironmental legislation that mayaffect it. Failure to do so can be acostly exercise.

Julia Cleverdon, CEO of Businessin the Community, a movement of over800 UK companies that are committedto improving their positive impact onsociety, says: “Companies arebeginning to realise that corporateresponsibility is not about philanthropy,

and political consensus that it is thebiggest environmental threat we face.Leading businesses are putting this issueat the heart of their strategic thinking.

“Eighty per cent of Financial TimesGlobal 500 companies now explicitlyacknowledge the importance of climatechange as a business risk and roughly35-40 per cent of them are alreadytaking concrete action. Thesecompanies recognise thatclimate change will havefundamental effects onbusiness performanceand company valuation.Company response toclimate changeincreasingly impactsboth operationalefficiency and thebottom line.”

The highstreet is the faceof business in theUK. As astoreowner, it isimperative that youevaluate your ownbusiness’s environmentalcredentials, as you can besure that your customerswill be investigating these at

“Energy consumption and waste disposal mayhave the high ground at the moment, but it’s the

back-office business processes that everystoreowner must now pay attention to”


FURTHER INFORMATIONNetRegswww.netregs.gov.uk08708 506 506

Carbon Trustwww.carbontrust.co.uk0800 085 2005

The Environment Agencywww.environment-agency.gov.uk08708 506 506

Envirowisewww.envirowise.gov.uk0800 585794

The Environment Councilwww.the-environment-council.org.uk020 7836 2626

every opportunity. Online businessesalso need to look closely at theiroperating regime and take steps toreduce their environmental impact.

The approach that you as astoreowner should take is holistic. Armyourself with all the information youcan gather together before making anyrash changes to your business’soperations. Always take qualifiedadvice when you can and place thechanges you want to make in order toimprove your overall environmentalfootprint within the business plan.

In a world that has switched on tothe impact that business has on theplanet, the profitable future of yourbusiness depends on its ability to reactto a changing ecological climate thatwill inevitably have a knock-on effecton the commercial climate yourbusiness must operate within. Takingsome simple steps now will ensureyour business is sustainable andprofitable in the future. si

http://www.netregs.gov.uk


http://www.netregs.gov.uk

http://www.carbontrust.co.uk

http://www.environment-agency.gov.uk

http://www.envirowise.gov.uk

http://www.the-environment-council.org.uk

VISUAL MERCHANDISING

Effective visual merchandising can turn browsers into buyers.Tony James reports

Pulling in the punters

When did you last give any thoughtto your visual merchandising? Orare your window displays, shopdecor and marketing themes prettymuch as they were five or even 10years ago?

If so, maybe you need look nofurther if sales aren’t quite what theyshould be. At least that’s the view ofretail image consultants - part of a£10billion international industry that hasgrown ten-fold in the past three yearsadvising retailers on how to providewhat they’re calling a ‘proactive visualmerchandising strategy’.

In simple terms, that’s using cleverdesign ideas to bring in more puntersand, therefore, more sales.

Virtual VMNow even visual merchandising - orVM - has even gone virtual.Computer programs from specialistslike Mockshop(www.visualretailing.com) let youplan your displays in three dimensionsfor maximum effect before you createthe real thing. The program thenprovides a ‘planogram’ - a printedguide from which to work when thecomputer image is to your liking.

“It’s vital to start to think and reactlike one of your customers,” saysDebbie Allen, a top consultant in

visual and promotional marketing. Askyourself honestly: ‘Would I beimpressed with what I do?’.

“Just as people judge individuals atfirst glance, they judge a business’ VMimage the same way. Often the imagecan be improved surprisingly easily -with a small investment in a display orgraphic artist and a marketingconsultant.”

Debbie Allen says that once you’vechosen your overall visualmerchandising image, you can boost itthrough these strategies:■Evaluate your entire marketingconcept. Is your sales strategy effectiveand properly themed? Have you a long-term plan for image improvement anddevelopment?■Continually update and improvemerchandising materials.■Use the best professional graphicsyou can afford.■Make sure that product displays arevisually exciting. ■Don’t be frightened of the latesttechnology.■Hire professionals who can bring outthe best in all areas of your business.■Cash in on a trend - niche marketshave enormous potential in independentsports retailing.

“Once you recognise the need toimprove, that’s the main problemovercome,” says Debbie Allen. “Then you

30 SPORTS INSIGHT

ABOVE:Your shop window isone of the most reliableforms of visualmerchandising there is

must create a strong message, whichclearly defines your business and providesan emotional bond with your customers.

“This image and message must becontained in all your marketingstrategies - from advertising, packagingand website, even down to yourbusiness card.”

But according to retailing consultantShari Waters, a shop window is still oneof the best and most reliable forms ofvisual merchandising there is. “Theright display can increase sales by up to20 per cent by drawing the customer inor promoting slow-moving products,”she says.

And her advice: “Take time to plana display, consider what you want toaccomplish, develop a budget anddetermine a central theme. It’s a goodidea to sketch the display on paper or ona computer program.”

Basic elementsAccording to Shari Waters, for a reallyeffective visual display you need to getthese basic elements right:■Balance. Use asymmetrical ratherthan symmetrical objects together in awindow display.■ Size of objects. Put the largest objectsinto the display first.■Decide on a focal point. That’s wheregoods, props, signage and backgroundcome together.

http://www.visualretailing.com

■Lighting. This should accentuate thefocal point.■Keep it simple. Less is more, soknow when to stop and don’t add toomany items. Many retailers make themistake of cramming in everythingthey have.

But just what are the visualmerchandising trends that are currentlyboosting sales? Did you know thereare now specialist image consultantswho can keep you ahead of fashionwith details and photographs ofpioneering retail displays - from as farafield as America, Australia and theFar East?

For instance, advisers like RetailImage Consulting(www.retailimageconsulting.com) runa trend tracking service for clientsanxious to keep their visual image upto date.

RIC has a core database of over15,000 electronic images and photo-trips to track new retail trends that aretaken regularly throughout the year. A newsletter, subscribed to by over300 retail chains, gives details of latest developments and howsignificant they are likely to be tospecific retail sectors.

Recent photo shoots in China,Japan, South-East Asia and Europe arealready providing RIC clients with thelatest retail trends and formats - andways in which they can be adapted tosuit individual needs.

The latest collection includes thewindow displays and retailing themesin flagship stores, specialist sportsshops, shopping centres, malls andniche markets.

Other image specialists includeManagement Horizons Europe(www.mheurope.co.uk), which has amassive resources database coveringthe latest retail formats and designs forshopfronts, window displays, storeinteriors, visual merchandising andsales promotion.

Another leading player is RetailForward (www.retailforward.com),which specialises in retail imageintelligence and strategies and hasbases in London, Ohio, Dallas, LosAngeles and San Francisco.

But experts stress that thisspecialist help will only be effectiveonce you’ve got your VM basics right.

For instance:■ Start at the front. Visualmerchandising begins with theshopfront. Make sure the entrancereflects the personality of the placeand gives a glimpse of themerchandise displayed inside.


■A distinctive logo will give acontinuous message throughout theshop - from facia sign to a welcomemat and merchandise tickets to point-of-sale signage.

“A logo is a message to theworld,” says consumer imageconsultant Catherine Cooper. “It getsacross in an instant what you stand forand what you are trying to do. Asuccessful logo is probably the bestvisual merchandising aid any retailercan have. Nothing encapsulates yourimage so succinctly.”

No wonder there are now nearly amillion logo design consultantsworldwide offering to create businesssymbols for fees ranging from £100 to£500,000 for a full corporate image.■Themes bring sales by creating amood or lifestyle that arouses curiosity. ■ Signage. Customer surveys haveshown that attention grabbing yet clearsigns are a definite sales aid,encouraging punters to search for anitem rather than give up and goelsewhere.■ Impact. Whether it’s music, productdisplays, lighting or even climatecontrol, everything in the shop shouldimpact favourably on customers andmake them feel comfortable, relaxedand in a buying mood.■Create product displays that willshow the customer just how yourmerchandise will fit into their lives.Punters are much more likely to buy ifthey can visualise themselves using orwearing the product.■Remember that the averagecustomer looks at a window displayfor less than three seconds. So yourvisual philosophy should be like abillboard - bold, colourful and simple. ■Change window displays at leastevery three months, preferably tocoincide with major sports seasons,and to make some significant decor orpresentation change every six months.■Make things easy for customers.They’re much more likely to buy ifthey can see what they’re looking for,easily identify the price, then gostraight to the counter or checkout.Which means goods should beorganised in logical groupings,whether by item, type or colour. Make sure price and descriptions areeasy to read.■ Space management. It’s logical tothink about what you can display onthe shop floor, but what about the restof your available space? Hangingmerchandise from the ceiling or walls,for instance. Remember, that the moreproducts you can display in a givenspace, the higher the potential returns.

■ Point of sale. Up to 25 per cent ofcustomers can be persuaded to buysomething extra at the counter orcheckout if it’s merchandisedattractively. Think of some small itemspeople usually forget and place themwithin a metre of your cash register asa gentle reminder.

And if you want proof that pointof sale business is important,remember that brands like Reebokspend a quarter of their advertisingbudget on it.■Visual merchandising candramatically affect impulse sales,according to research at the LondonBusiness School. For instance, it wasfound that sales of more expensivegoods automatically increase whenthey are placed at eye level, whileroutine products continue to sellwherever they are located.

It has also been discovered thatthe first two or three metres up ashopping aisle are ‘dead space’ so faras impulse buying is concerned andcan be used for routine essentials.■Customers will linger longer in yourshop if visual merchandising cancreate what’s called ‘a sense ofdiscovery’ - that’s luring them towardsmerchandise with intriguing displays.

Says Shari Waters: “Effectivevisual merchandising is like a goodbook. It’s got an attractive cover, aninteresting first chapter to tell thereader they’ve made the right choiceand a satisfying conclusion to leavethem wanting more.

“And whatever you’re selling,good VM should have the same result- to turn browsers into buyers.” si

BELOW:A successful logo is avery effective visualmerchandising aid

http://www.retailimageconsulting.com

http://www.mheurope.co.uk

http://www.retailforward.com


32 SPORTS INSIGHT

ADVERTORIAL

An Outstanding Retailopportunity...

ResearchIt took over seven years of extensiveresearch carried by biomechanicalexperts from the University ofLausanne and University St-Etienne todevelop the SpringBoost range offootwear. They identified startlingresults by placing the foot in theposition of Dorsiflexion (where theheel is lower than the forefoot).Researchers discovered that byincluding different insoles (enablingthe wearer to vary the degree ofDorsiflexion) the wearer can walk atdifferent gradients (similar to having atreadmill built into your shoes whereyou can vary the slope you walk on).Another key finding was the use of anenergy plate, a polymer insert underthe metatarsals’ that gives a moreefficient push off, providing startlingresults in terms of increasing speedand jump height. These elements werebrought together for the first time everto become a technological platform tobuild a range of sports, walking andlifestyle shoes on.

Benefits to Wearers• Help you trim and tone legs • Help you improve fitness levels • Enable athletes to enhance their

performance • Help people with joint problems

increase their mobility • Can encourage weight loss (when

part of a calorie controlled diet)

The SpringBoost RangeThere are currently SpringBoost shoesavailable for Fitness and cross training.April 2008 will see the launch of theWalking and Nordic ranges which aregreat for walking, trekking and

everyday use. There are other excitingranges planned for launched later in2008 and 2009 from lifestyle shoes totennis and also golf. SpringBoost is anexciting retail option, appealing to awide range of people from busywomen looking to tone up to athletesof all levels aiming to develop theirperformance.

Celebrity Supporters: Russian Supermodel NataliaVodianova, known as the ‘mostbeautiful woman in the world’,Harpers Bazaar 2007 and also the faceof Calvin Klein, is a great enthusiast ofSpringBoost, whilst London IT girland model, Marie Donohoe, hasrecently won the contract to be face ofSpringBoost for 2008. We also workclosely with sporting and fitnessprofessionals.

Well Groups CommitmentThe exclusive UK distributor of theSpringBoost range is Well Group wholaunched the range in September 2007.With such a huge potential targetmarket the SpringBoost range isalready sold by specialist retailers inthe field of sports, shoes, foot care anddepartment stores too.

Well Group continues to seekexperienced retailers in the UK to sellthis exciting range.

Well Group Offers Retailers• Efficient customer service• We provide great margins & discounts• Staff training• Extensive Advertising and PR• Marketing Support

What The Press Says: ‘Belly-Busting Trainers. SpringBoostshoes burn fat by making you jumpy’.

Men’s Fitness, March 2008

‘Move over Kylie...Now you can get a pertbum too, with the new SpringBoost B-Fittrainers’.

Fabulous Magazine, News of the World, February 08

‘Cellulite-Busting Shoes? The shoessloping insoles keep the heel lower thanthe front of your foot. And they’re £50cheaper than Madonna’s favourite MasaiBarefoot Technology trainers from £79.95’

Woman’s Own, November 07

‘The £80 shoes that will tone your butt.Want to sculpt leaner limbs and tightenyour bottom simply by walking around?Now with new trainer technology, you cando all this and more. This year, the newsecret fitness weapon is a pair of trainers,but not just any trainers. The newgeneration of super-shoes burn morecalories, make muscles work harder, liftyour bottom, or even make running less ofan effort.’

Grazia Magazine, January 2008

‘The Trainer That Puts A Spring In YourShape - The Sports Shoe That Helps YouLose Weight’.

The Daily Mail, November 2007

For more Information contact:Dr Brian Ellis, Well Group Ltd.Tel 01482 333510 [email protected]


http://www.wellgroup.co.uk

The new Spring

Summer 08 ASICS Tennis range

provides top quality products for tennis players

competing at the highest level. ASICS have taken even

more state of the art technologies such as Solyte and

Biomorphic fit from their fla

g ship running shoes and

used them to produce one of the most comfortable

and shock absorbing tennis shoes ever.

THE GEL-RESOLUTION

EY700 0193 White/Lightning/Black

Size: 5-13, 14

With: Biomorphic Fit,

Personal Heel Fit,

Anti Gravel Tongue,

Solyte midsole. Rear foot

and forefoot GEL ASICS

bring you the Resolution

Weight: 382 gr

For more information or to order this productplease call 01925 243 360 or e-mail [email protected]


TK sales director Colin Burnellhas mixed feelings about what willhappen over the coming months. “It isa tough one to call. The team hasquality, but reproducing top formconsistently has been their downfall,”he says. “If they hit top form they cando it, but either way an Olympic yearand the increased TV coverage forhockey is always good for the sportand hockey sales generally.”

Sales successSo how was 2007 in terms of salessuccess? The hockey brands SportsInsight interviewed all reportedhealthy growth.

“Last year the hockey marketshowed a healthy increase,” saysMallett. “Grays experienced growth inthree market sectors, and particularlyin composite sticks, where we wereseen as setting the trend with our newTurbo torque models. Clothing andour new range of technicalperformance hockey shoes were alsowell received and sales grew year on year.”

Mercian enjoyed another goodyear, according to Mason, who saysclothing and teamwear wereparticularly strong, and the companyenjoyed increased interest in thebrand’s middle and top-end compositesticks, while Chris Sutherland saysDita had a good year, despite the so-called downturn in retail sales, withthe textiles sector of Dita’s businessgrowing by 62 per cent.

That the hockey market is stillgrowing breeds confidence in thesector. Mason says: “In the UK Ithink that school-level hockey isstill very popular and is continuingto grow, while purchasing trendshave changed in that sector. Schoolbudgets have been squeezed evenfurther and so fewer schoolspurchase sticks for pupils.

“This has resulted in moreindividuals buying their own sticks,which has been great news for ourentry-level Swordfish composite sticksales as parents seem to be choosingto buy a better quality stick that has adegree of longevity and durability.”

Mason says the perceived currentstandard of hockey in the UK, both atgrass-roots level and higher, isencouraging. “The standard of schoolhockey in the UK is very good, clubsare also developing thriving coltssections,” he says. “Because of thesewe have a good degree of success atEngland level for both the boys andgirls in the U-18 and U-16 brackets.

IN SEASON HOCKEY

Up sticks

The British men’s hockey teamhave a challenging month ahead ofthem. They need to win the rigoroussix-team tournament in Chile inMarch just to qualify for the BeijingOlympics in August 2008.

It sounds like a tall order, butEngland coach Pete Nicholson saysthe team is playing well and seemsconfident that next month’s qualifierwill go well. The Great Britainwomen’s team are already throughafter their success at the EuroHockeyNations Championship, beating Spainto seal their Olympic qualification forBritain.

Surge of interestHockey’s profile enjoyed a surge ofinterest after the UK men’s gold at Seoulin 1988, but it turned out to be short-lived. In 2004 in Athens the men’s teamfinished in a lowly ninth position - theirworst placing for 36 years. But anOlympic year makes a big difference interms of interest and sales for mostsports, and hockey is no exception.

Grays’ hockey marketing managerNeil Mallett says: “The success of thewomen’s team qualifying for theBeijing Olympics was a welcome boostfor the sport in the UK. The men’s teammust now qualify via the Olympicqualification tournament in Chile nextmonth. It can only be hoped thathockey can make use of the higherprofile it will receive as a result of theadditional exposure in an Olympic year.Media exposure attached to the team’sprogress in Beijing is crucial.”

Simon Mason, marketing managerat Mercian Hockey, adds: “TheOlympic Games is always a catalyst forthe sports trade in general, the same asa successful Ashes series sees cricketbenefit and a sunny Wimbledon booststennis sales. We are totally behind theGreat Britain men qualifying forBeijing and wish them the best of luck,and we hope to have three men andthree women in the teams playing withMercian products.”

Dita managing director ChrisSutherland is also upbeat about GB’schances. “Dita hopes that the GreatBritain men’s team qualifies for Beijingas this will bring good TV coveragewhich in turn can bring new players andnew sponsors into the sport,” he says.

“If GB play well at Beijing thefeelgood factor normally generatesextra sales. Hockey’s profile has beenup and down in recent years, butmore TV coverage can only help toraise its profile.”

34 SPORTS INSIGHT

There may be many in the hockeyfraternity experiencing nail-bitinganticipation before next month’squalifying tournament for Beijing,but the sport’s profile is sure toreceive a boost if GB go through,says Catherine Eade


“The U-21 and senior teams arenot seen to be as strong on the globalstage as they would like, but in thisOlympic year the women’s GB teamhas already qualified and the men’sside is looking forward to thequalifiers next month in their effortsto also make it to Beijing. I thereforethink that the perceived standard isgood at grass roots, but needs a littlemore work towards the top end.”

Stick ‘em upAs for new products, Grays willlaunch a new range of compositesticks in 2008 that will be used bymany GB international players,including Crista Cullen, HelenRichardson, Kerry Williams, Rachel Walker, Brett Garrard, Barry Middleton, Matt Daly andAshley Jackson.

Mercian is launching a newperformance range of sticks - the M-Tek range - says Mason. “Each stickhas a specific performance aspect,making it suitable for a certain type ofplayer, ranging from a super-lightproduct to a head-weighted hittingstick and beyond into a stick with apatent pending vibration dampingsystem,” he says.

Mercian is also launching twonew bags in its luggage collection -the MKB holdall/travel bag and anew gym bag/shoulder bag that can hold a stick and some basicplaying kit.

Dita is introducing two newshoes: The Ultimate (Ladies) is ahigh-spec hockey shoe that will beone of the lightest shoes toincorporate all the necessary technicaldetail required at Olympic level, and The Turf Rose, a club levelladies’ shoe.

The ratio of wooden to compositesticks is still showing growth, withwooden stick sales now representinga very small proportion of overallturnover. “Numbers are still healthy,but they are all in the very bottomsector, such as budget product into theeducational market,” says Mason.“You see few players now buyingwooden sticks off the shelf beyond a£20 retail price point. Sutherland says85 per cent of Dita’s total stick salesare now composite, with furtherprojected growth.

Last year Sports Insight looked atthe demand for cutting-edge productsthat appeal to the fast moving ‘mobilephone and IT generation’. Mason saysMercian is managing to accommodatethis need.

Q&ARICHARD EVANS,MANAGING DIRECTOR OF OPROHow strong is the marketfor hockeymouthguards?The market is extremely strong.With an increase in health andsafety awareness amongst parents,players and clubs, the use ofmouthguards has never been morewidespread. At the moment, theentire range is exceeding allexpectations, with the gold andsilver proving most popular by asmall margin.

When and why didhockey players start using mouthguards? Mouthguards were first worn in theearly 20th century and became acore piece of equipment in the USAin the 1960s and 1970s, when theybecame mandatory in collegiate andschool football. Uptake in hockey isa little harder to date, but it is likelythat it goes back to a similar time.However, the popularity of themouthguard has certainly grownhugely in the last decade.

What is OPRO’s marketshare?OPRO’s market share is currentlygrowing at an unprecedented rate inthe UK. Taking into account thecustom mouthguards, along with theOPROshield, it is likely that OPRO’smarket share may exceed 50 per centof the UK’s sales in 2008

What new products are being launched this year?There are a couple of new modelsunder wraps right now andundergoing intensive testing. If theypass the tests and meet thestandards expected by OPRO, theywill be released in the second orthird quarter of 2008. Until wedecide to release them, they mustremain a secret for now.

“We are lucky to have one of thebest composite manufacturing facilitiesin the world for our hockey sticks,” hesays. “The gentleman who leads theresearch and development departmentis a material engineer who isconstantly proposing new materials,finishes and developments to enhancethe performance and durability of the sticks.

“The most recent development isour ability to produce a zero-carboncomposite that still performs at anadult level. Coupled with this, ourdesigner Nicola is also constantlycreating new themes to couple goodgraphics with the technology that is onoffer to us.”

Sutherland adds: “Stick and shoeranges in hockey used to last aboutthree years. With the current trend tolook different each year hockeycompanies, including Dita, arebringing in new cosmetic changesevery year.”

Future positive The emergence of new ‘cool’hockeystars is helping to introduce youngerplayers to the game, some believe. Ditaname-checks Lawrence Docherty,previously a GB player who changedhis nationality to Dutch and is in theirOlympic squad. “He is currently classedas a cool player in the land of many coolhockey players - unfortunately it is GB’sloss,” says Sutherland.

Grays’ Mallett picks AshleyJackson. “He has created a great dealof interest since his elevation to theinternational ranks and seems to havecaptured the imagination of younghockey fans,” he says.

Hopefully it will be more thanjust the imagination GB’s hockeyteam manages to capture over thecoming months. si


GX Turbo

GX Jumbo

GRAYS "ANTI TORQUE" TECHNOLOGYOur hockey stick research programme has revealedthat all sticks experience some rotational flex forceswhen hitting the hockey ball. These rotational forcesare referred to as "Torque". Very simply torque flex isresponsible for the loss of energy being transmittedthrough the impact zone.

Grays "Anti Torque" Powerbeam technologycombines three important component features setout to give the model greater "core stability".

1. The Powerbeam spine down the rear of blade profilegives central "core stability" to the rear of the stick.

2. The two - directional powervein structure createsimproved stability along the back of the blade ofthe stick and works against these rotational flexforces.

3. The special composite fibre matrix construction onthese models have been realigned to take theseforces into consideration.

Together these three combine to create the latestcutting edge hockey stick technology available.

... the internationals choice

JUMBOWTECHNOLOGY...The Grays Jumbow Extra isat the cutting edge of sticktechnology. The blade settingcombines with the lower curve of theoriginal Jumbow. It has been shaped tomake sure that it complies within the25mm bow limit specified by the FIH.

The highly popular Jumbow models continue tooffer the curve lower down the blade. Both type ofJumbow help generate exceptional "drag flick"momentum.

O tech

GX Turbo

“DUAL BRIDGETECHNOLOGY”STRONGER CORE ANDTORSIONAL STABILITY

“DUAL BRIDGETECHNOLOGY”STRONGER CORE AND TORSIONALSTABILITYThis unique patented O Tech ‘Dual Bridge Technology’construction method gives a revolutionary threedimensional stability to the mid shaft of the stick.

The dual arch combination method is one of thestrongest structural construction methods known tomankind. It has not only increased the core stabilityalong the mid shaft, it has also increases the torsionalstability necessary when hitting.

O TECHLEADING THE WAY IN HOCKEYSTICK TECHNOLOGY

For 2008, O Tech is the latest hockey stickdevelopment from Grays.

Grays inspiration for O Tech has come from ourdesire to:O Increase the "Aerodynamic" qualities through

the "O ports"O Improve "Torsional Stability"O Create the new "Dual Bridge Technology"

construction method in order to create amore dynamic feel in the head of the stick

O Control the positioning of the balance point

For further information: visit our website at www.grays-int.com or Tel: 01580 880357 | Email: [email protected]

CONTROL AT YOUR FINGERTIPS...The Grays Scoop range is designed forplayers who want extra control when dribbling as wellas the ability to lift the ball more easily when dragflicking. As the name suggest the "scooped out" curveshape across the head allows players to feel extra ballcontrol, particularly when moving at full stretch. Playersat all levels will find that the Scoop "cradles" the ballmore easily when dribbling, without any loss of controlwhen hitting or flicking. For 2008 we are introducingthe GX3000 Scoop to satisfy the ladies market.

SCOOP CONTOUR HEAD...

GX ScoopGB Internationals

GX Composite Range

For 2008 we continue to take this to new heights with our new GX range by introducing a range of hi-tech finishes.The new mirror finish on the top models is new in the hockey market. In addition there is the choice of our bestselling gloss finish and classic looking matt finish available on our sticks to suit all tastes.

COMBINING HI–TECH FINISHES WITH OUR HI-TECH FIBRE TECHNOLOGY

Improves ball control whendribbling and cradles the ball

Barry

Mid

dlet

on(G

reat

Brita

in)

Crist

aCu

llen

(Gre

atBr

itain

)

Ashl

eyJa

ckso

n(G

reat

Brita

in)

Kerry

Will

iam

s (Gre

atBr

itain

)

NEW FOR 2008

http://www.grays-int.com


IN SEASON HOCKEY

Mercian HockeyMercian Hockey has a solution forany hockey-playing holdallrequirement. The current rangeincludes the Element, Orbit and ever-popular multi-feature SKB, all in a variety of colours, as well asthe huge Xtreme Goalkeeping bag.

The 2008 collection, which will beavailable from June, also includes theinnovative MKB and the budgetshoulder bag. Specifically designed toadhere to BAA regulations regardinghand luggage sizes and featuring aninnovative shower mat, the new MKBwill provide a novel solution tomatch, training and travel needs.For more information call 01483 757677 or [email protected]

Hockey

38 SPORTS INSIGHT

www.sportindustry.biz


http://www.sportindustry.biz

GEL-HOCKEY PRO

PY709 9021

Black/Rubine/Lightning

Size: 6-12, 13, 14

In the heated environment of a hockey pitch

you need shoes that can withstand multi-

directional change, provide ample grip

and give you the comfort and support

you need to perform at your best.

In a vibrant new colourway for

Q2/3 '08, the GEL-HOCKEY PRO

is the premier hockey shoe on

the market today.

Official footwear supplier to England Hockey’s

National Teams



40 SPORTS INSIGHT

IN SEASON RUNNING & ATHLETICS

Running & Athletics

Saucony’s 2008 racing and triathlon shoes are about to hit the shelves The Grid Fastwitch 3 was launched at the Triathlon, Cyclingand Running show at Sandown Park this month and the newType A2 is available from the end of March. The Fastwitchhas taken Saucony from nowhere to the front of the racingshoe pack with the two versions that have been available inthe past, and this one continues in the same vein.

The Type A2 is a very distinctive, aggressive racing shoe thatwill turn heads everywhere.

For more details call 023 9282 3664 or visit saucony.co.uk


GEL-NIMBUS receives RUNNER’s WORLDispo Award for the second timeThe ASICS GEL-NIMBUS 10 has been awarded the RUNNER’sWORLD ispo Award 2008 in the ‘Running Shoes’ category.Following its award in 2007, the top model in the‘Cushioning’ category has received this coveted prizefrom the world’s leading running magazine for thesecond time in succession.

At ispo winter the sporting goodsmanufacturer and market leader inrunning presented the 10th edition ofone of the most successful runningshoes in the world: the ASICS GEL-NIMBUS 10. The previous model ofthe shoe was the recipient ofnumerous awards. In addition towinning the ispo Award 2007, the GEL-NIMBUS 9 was also voted ‘RunningShoe of the Year’ by theinternational editorial staff ofRUNNER’s WORLD.

For further information call 01925 243360.




Running support from ThuasneWith customers becoming ever-more aware of theneed for sports-specific underwear, Thuasne hasadded briefs, thongs and shorts to its popularsports bra range.

All items use moisture-wicking fabrics to channelaway perspiration. Antibacterial and anti-allergicfibres also offer added comfort. The result isminimum rubbing, friction and bounce.

Thuasne sports bras make use of their patented‘Top Strap’ concept to limit the upward andoutward movements experienced duringrunning. New colourways are added every sixmonths. SRPs: £13.99-£29.99.

Enquiries to 1000 Mile Sportswear on 01923 242233 or email [email protected]

IN SEASON RUNNING & ATHLETICS

42 SPORTS INSIGHT

HILLYIf you were to add the sale of a pair of technical socks to every pair of footwear soldthroughout the year, how much extra profit would you make?

Socks and accessories are often overlooked when footwear and apparel aresold to customers, but these add-on sales provide a massive boost inrevenue for retailers. In addition, many customers are unaware of thebenefits of technical socks and accessories, and so the retailer isalso offering a service to the customer.

HILLY provides a one-stop shop for socks andaccessories, providing an abundance of choice tomaximise sales.

For a full range of HILLY products call 0161 366 8207 or [email protected]

Running & Athletics



NEW BALANCE IS ABZORBED IN RUNNING IT IS OUR PHILOSOPHY AND OUR CUSHIONING TECHNOLOGY

VISIT WWW.NEWBALANCE.CO.UK TO LEARN MORE ABOUT THE NBX SERIES AND OUR CUSHIONING SOLUTIONS FOR ALL RUNNING TYPES

THE1062 BYNEW BALANCE FROM OUR PERFORMANCE SERIES RUNNING IS THE HEART AND SOUL OF NEW BALANCE AND THE NBX PERFORMANCE SERIES PROVIDES CUSHIONING, SUPPORT AND MOTION CONTROL SHOES TO ENHANCE THE PERFORMANCEFOR ALL RUNNING TYPES. THE NBX 1062 IS BUILT FOR RUNNERS WITHNEUTRAL GAITS WHO SEEK MAXIMUM CUSHIONING AND FLEXIBILITY.

GEL-NIMBUS 10

TN840 0141

White/Brilliant Blue/Black

Size: 6-12, 13, 14, 15

The latest in a long and illustrious line of

the award winning GEL-NIMBUS family.

The GEL-NIMBUS 10 is packed with

top-end ASICS technologies that

cushion and support the runner

from heel strike to toe-off.

Recently awarded it's second

ISPO award in a row.

asics.co.uk





Sorbothane launches new-improved Shockstopper+ insolesNew improved Sorbothane Shockstopper+ insolesare scientifically proven to absorb harmfulshockwaves associated with foot strike, ensuringthat all sports enthusiasts can do what they love todo, longer.

The advanced new range from the market-leadinginsole brand is designed for even greater shockdispersal and has been developed with a newlightweight streamlined construction.

In conjunction with marathon season, Sorbothanehas also launched SorboSkin blister plasters and iscurrently offering a 12-for-10 introductory offer totrade with a free counter-top display unit.

For more information on Sorbothane call 0870 990 1357 or visit www.sorbothane.co.uk.

Running & Athletics



http://www.sorbothane.co.uk

IN SEASON SWIMMING

The Cube has arrived; the countdownbegins. Beijing recently took delivery ofits National Aquatics Center -nicknamed the ‘Water Cube’ - whichtook over four years to construct and hasalready become a landmark in the city.

The Olympic venue’s air cushionstructure is the first of its kind ever to beused in China, and the aquatic buildingcomprises the largest and mostcomplicated membrane system in theworld. From an architectural viewpoint,the design is challenging and exciting,while on the practical side the venueshould provide a more-than-adequatesolution for the water-based element ofthe Olympics.

Team changesAfter a disappointing two medals forteam GB for swimming in Athens fouryears ago, all eyes will be on the BeijingOlympics this summer. The Britishswimming squad is being put together bynewly appointed Australian MichaelScott, who was made nationalperformance director for Great Britain’s

swimmers after the departure of BillSweetenham last year.

The strong coaching leadership ofSweetenham has not been lost on theswimming sector. Last year AquaSphere’s sales and marketing managerMartin Newton called him “Britain’smost successful import since KylieMinogue” and added: “Theperformance director of Britishswimming has in three years in chargecompletely revitalised the fortunes ofthe national squad.”

It may seem a hard act to follow, butBritish Swimming chief executive DavidSparkes has given his seal of approval tothe new performance director. A formerdirector of the Australian Institute ofSport, and most recently chief executiveof the 2007 world championships inMelbourne, Scott will guide the team inBeijing and develop a strategy throughto London 2012.

“This is a very exciting challengefor me,” says Scott. “Bill left awonderful legacy and a fantasticfoundation. With Beijing so close, my

role is to build on those foundations - tokeep the ship moving and make sureany fine-tuning required is carried out,as well as looking at longer-termopportunities for the sport.”

The swimming team did suffer asetback recently, however, with theannouncement last month that IanTurner would stand down as head coachof the national programme from April,when he will head to New Zealand tocoach in warmer climes.

Sparkes said of Turner’s decision toleave: "He's been an important part of ateam that has brought about significantchange in British swimming. He's madean immense contribution and we'repleased the legacy he leaves behind is arobust one that will be felt for manyyears to come.”

Hopefully the immediatedisappointment felt by many in theswimming fraternity will be overcomein the run-up to the Olympics, with anew head coach promised soon.

These are exciting times for Britishswimming, with sensations like 13-year-old ‘diving boy’ Tom Daley keeping itsprofile high. And the fact that this is anOlympic year is sure to boost sales formost in the sports sector, withswimming being no exception.

Says Martin Newton: “Wheneverthere is a global sports event it alwaysdraws awareness, and swimming getsexcellent TV coverage because it isexciting to watch, with some hard andfast races, so the saturation of coveragereally boosts its profile.

“The Games can create a feelgoodfactor and switch people onto sport as a

46 SPORTS INSIGHT

UK swimmers are gearing up for an exciting Olympics thissummer in Beijing - and in the run-up swim brands are clearlynot standing still, says Catherine Eade

Water,watereverywhere

great way to health and fitness. Retailersshould always see an upsurge in sales -and this is obviously heightened with theparticipation of high-profile swimmers.”

“There continue to be hugeimprovements in the wet facilities nowavailable across the UK, with pools athealth and leisure clubs now better thanever,” adds Newton. “The government isencouraging more participation in sportsand providing additional swim lessonsfor primary kids - and serious money hasentered the sport from corporationsseeking to support swimming andencourage grass-roots participation.

“More can always be done, butpeople are becoming more aware of thehealth and fitness benefits available fromswimming as a form of low-impactexercise, and more online clubs aredeveloping, which provide swimmingprogrammes for those wishing to getmore out of their time in the water.

“In addition, let us not forget thattriathlon is the second fastest growingsport in the UK, which again raises thesales opportunities available fromretailing swim kit.”

Top gearThe swimming market is going fromstrength to strength, with NPD SportsTracking revealing that it is currentlyvalued at around £130million. Thesector enjoyed strong double-digitgrowth over the previous year in the 12months to September 2007, whichaccounted for around 12.5million unitsof swimwear. The picture painted byswimwear brands fits with this research.

Newton says Aqua Sphere ended2007 in its strongest position yet, with a50 per cent year-on-year sales increaseand “healthy organic growth’. Marudirector Roger Allen, who describes hisbrand’s share of the market as “veryhealthy”, says the company continuesto perform well and reports thatforward orders are already 10 per centhigher than last year.

Fashy director Alan Gardener saysthe company has increased its range ofswimwear and accessories for all agegroups following a successful last yearfor the company, with a noticeablegrowth within the swimming sectoramongst older people. “The effect ofthis has been a growth in sales of one-piece swimwear in larger sizes for fullcoverage,” he says.

Kids’ UV protection and float suitdistributor Jakabel says its share of themarket is also growing. Managingdirector Josu Shephard says the growthof leisure centres has meant greaternumbers of children spending moretime in the water and the demand forsunsuits as well as floatsuits ismushrooming. Despite thedisappointing summer weather lastyear, which meant quite a difficult yearfor many sports brands, the companystill achieved growth and Shephard isbullish about the year to come.

“After the trade shows I’ve been toover the last month or so, I think 2008is going to be a corker,” she says. Newproducts from Jakabel include a widerrange of funky and ‘surfy’ UV-resistantswimsuits, new branded ‘Surf It’ sunprotection wear and camouflagewetsuits.

“We now offer a four-week leadtime,” says Shephard. “This meanswhen retailers have run out of stockthey can turn to us, and there are nominimum order quantities.”

InnovationSays Martin Newton: “For AquaSphere, innovation is paramount, andwe pride ourselves on producing aquaticproducts which deliver optimum usercomfort and performance. Our newVista Cross-Swim Goggle is a hybridproduct combining 180-degree visionwith a sleeker, streamlined profile. In2008 we are also continuing to develop


PRECOCIOUS TALENT■ Plymouth schoolboy Tom Daley may be a householdname by the time the summer is over. We may know himas Great Britain’s youngest summer Olympian, or even asour youngest medal winner.

■ Daley is a British diver extraordinaire who is just 13years old. He claimed two titles at the British DivingChampionships in Manchester, teaming up with BlakeAldridge to win the 10m synchro, before beating Athenssilver medallist Peter Waterfield in the 10m platform.

■ The teenager says on the British Swimming website: “Itwas one of my best-ever dives and came at exactly theright time. It proves that anything can happen and youhave to keep belief. After my first two dives, I knew I had todo something special to simply get into the top two.”

■ Despite his age, Daley is no stranger to the nationalchampionships: aged just 10, he entered the nationalunder-18 competition merely for the experience, butended up winning it.

■ UK Sport has invested £1.9million of Lottery fundinginto diving in the lead-up to the Beijing Olympics, andthat investment may yet pay off, with Daley just oldenough to compete. He is one of several hundred youngsportspeople who benefit from an annual £10,000 sportsgrant from the Talented Athlete Scholarship Scheme.

■ Daley is already on many a swimming fan’s radar, asearlier this year he won the BBC’s Young SportsPersonality of the Year award. Keep your eyes peeled inBeijing for the youngster, who looks set to inspire manyyoung divers and swimmers over the coming years.

our chlorine resistant performanceswimwear. The spring/summer collectionwill be followed by an autumn range andthe recently established triathlon wet suitrange continues to garner the support ofworld-leading triathletes.”

Maru’s Roger Allen says thebrand’s Aqua Leisure range continues tobe a strong seller, with tankinis doingwell again this year. He says: “Also, ourmen’s swim shorts, which aremanufactured in Tactel, a quick-dryingmicro fibre fabric, are posting healthyorders and sales, reflecting their successlast year. We also have excellentforward orders for our Aqua Kidsrange, which features a series of fun,yet high-spec suits in sparkly, brightcolours and fabrics.”

Fashy is bringing out a range of newproducts during the forthcoming year,including adjustable sliding lens goggles,aquarobic socks, aquatic walking sticks,more chlorine resistant swimwear,poolside shoes and swimming turbans for‘mature lady swimmers’ who want tolook their best in the pool.

Newton sums up the confidencemany brands are expressing: “Britishswimmers are performing well on theworld stage - a breakthroughperformance at a major event wouldreally ignite the public’s imaginationand create a real swimming star. Let’swatch this space!” si


IN SEASON SWIMMING

48 SPORTS INSIGHT

Rucanor SwimmingRucanor has nine pages of swimming andwatersports product in its new ‘Never out ofStock collection 2008/2009’ catalogue, rangingfrom the basics such as noseclips andearplugs, through to a semi-professionaldiving mask.

There are eight models of goggle,starting at an SRP of £4.99 for a juniormodel with silicon seal and anti-foglenses. There are also models with aone-piece silicon construction and atop model with integrated head strap,silicon seals and anti-fog carbonatemirror-coated lenses.

Also included in the catalogueare six different styles of swim hat, plus

snorkels and masks (either in sets or singly), flippers,armbands, swimwear, aquasocks and pool slippers - all available from stock and withcolour-coordinated packaging. New for 2008 is a selection of swimming aids withan adjustable safety belt, a pool buoy, kick board and hand paddles.

For further information on these or any other products from the Rucanor range, call the Sales Hotline Number: 0845 2300147.

Endorsed by the Royal Life Saving Society, the Swimsafe Floatsuit is thenumber one choice floatsuit for kids again in 2008.

The Swimsafe Floatsuit is not only guaranteed not to tip over, it’s alsocomfortable to wear and has a UPF50+ sun protection rating - kids justlove to wear it all day long.

Developed in Australia, the Swimsafe Floatsuit’s patented design hasbuilt-in flexible foam buoyancy panels around the body and a unique

foam neck ring that keeps the child’s head above water - leavingarms and legs free to practice strokes or just splash around safely.

Who said fashion and sun protection wear don’t mix?Jakabel’s new sun protection range for kids just got funkier.Made from easy-to-wear lightweight nylon lycra, with aprotection of UV50+, new bright designs for 2008 means thatkids will feel cool and they’ll look great too. See the newcamouflage wetsuit designs with matching shoes to give kids

the edge on surf fashion with no extra cost.Try some funky pool toys and games from Jakabel’s

unique and interestingranges. From fish-shaped

kickboards to Toypedos you playcatch with underwater, there aremany interesting designs, functionsand colours to choose from.

To view the complete Jakabel rangeor for details of local your stockist,visit www.jakabel.com, contact JosuShephard on 020 87152385/07957 541406 or [email protected]

Swimming

Jakabel’s Floatsuits, UV wear and pool toys

http://www.jakabel.com




LEGS ARE THE NEW BLACK - MARU’S LATEST WINNING STYLEThe knee-length, legged suit is Maru’s top-billing Aqua Classicstyle this season.

Launched in January 2008, the new-design AquariusLegged Suit, a high-back suit with knee-length legs and bustsupport, is proving a real winner. Ideal for aqua aerobics,the suit is manufactured using the high chlorine resistant,super-soft and long-life fabric Pacer, which also providesUV protection of UPF 50+. It is available in black withsilver body-contouring side panels, attractivelyhighlighted with pink coloured piping (size 34"-44").

Maru’s Aqua Classic swimwear range offers a widechoice of attractive and sensitively designed suits. All suits in this range include bust support, high backsand low legs. To find out more call Maru Swimwear on +44 (0) 115 985 1212, email [email protected] visit www.maruswimwear.co.uk

FashyThe popularity of aquarobics grows every year. As aresult, Fashy has introduced many new products tosatisfy both teachers and participants. This yearFashy has launched aqua socks - a close fitting non-slip ankle sock that also provides protection againstbacteria - and aquatic walking sticks - a spin-offfrom Nordic walking sticks.

To view the complete range of swimwear,accessories and pool and poolside shoes, Fashy has full-colour catalogues available. Small ordersacross all the ranges, with year-round supplydelivered direct from the warehouse in Stuttgart,means continuity for popular lines without carryinglarge stocks.

For a catalogue or more information call: 01202 515251, email: [email protected] or visit: www.fashy.com

TwekaTweka is proving a fantastic additionalcollection for the sports industry.

Offering ladies good supportiveswimwear that is chlorine resistant, thecompany offers three different bustsupports and tummy control in an

assortment of high and classic legshapes. In sizes eight to 28, therange is ideal for aqua aerobics or

for the keen swimmer. Tweka alsohas a comprehensive collection for

men and children.

For more information call 01454 414045/0794 1946769 or email [email protected]

Aqua SphereHaving just receivedthe prestigious ‘BestBuy’ seal of approvalfrom Holiday Which?for its popular Kaimangoggle, Aqua Spherecontinues to impresswith its world-classgoggles, masks,performance swimwearand accessories.

The new Vista Cross-Swim Goggle offers the same wide-angle, 180-degree vision, comfort and fit as therevolutionary Seal and Seal XP, whilst its streamlinedprofile virtually eliminates drag. The new and highlyinnovative Quick-Fit one-touch buckle enablesswimmers to fine-tune their fit even whilst they swim,the 100 per cent hypo-allergenic flexible silicone skirtcreates a comfortable leak-resistant seal and the rigidone-piece frame delivers outstanding durabilityagainst weathering and exposure to pool chemicals.

For more information call 01254 278873 or visit www.aquasphereswim.com






http://www.fashy.com


http://www.aquasphereswim.com

IN SEASON RUGBY

Samurai body armourComing soon - Samurai body armour,constructed from some of the mosttechnical fabrics available and specificallymanufactured to fit comfortably on yourbody. Soft feel mesh inserts allowexceptional breathability and thegarment’s integral pockets allow youto choose exactly where you want themost protection.

The anatomically-shaped padsare made from polymorphic foam for

maximumimpactprotectionaround the hitzone. Thepadding isplaced in keyareas, such as thekidneys, sternum,collar bones andtop of the spine,giving ultimate

protection. Pads are also removable to enable easyproduct cleaning.

Finished with decorative flat lock red stitch detailthat accentuates the body lines. To find out more visit www.samurai-sports.com

Rugbytech launches SixNations shirtsAll Six Nations are represented by stylishtop-range, colour-coded rugby shirts, plusan ‘all-colours’ shirt from rugby and leisurebrand Rugbytech.

All shirts are available now for immediate delivery.For details contact [email protected]

Rugby

50 SPORTS INSIGHT

http://www.samurai-sports.com


Optimum - new for 2008Optimum continues into 2008 at the forefront ofdesign and innovation with the introduction of thePulse Pro Rugby Boot. Being at the top end of thecompany’s new Pulse range, the Pulse Pro provides aquality, technologically advanced boot at a greatvalue price - just what you expect from Optimum.Available in size 7-13. RRP £49.99.The best-selling shoulder protection top fromOptimum in 2007 was the Five Pad Tribal Long innavy/silver, which again continues into 2008 with the

introduction of a brand new colourway of black/gold. At RRP £24.99 for juniors and £29.99 for seniors, and

with an exciting new selection of matching productscoming soon, the Optimum Tribal range will continue tobe at the forefront of body protection.For more details call Optimum on 01942 497707.


GNG Sport celebrates boom inrugby equipment salesFollowing the success of this autumn’s RugbyWorld Cup, Yorkshire-based GNG Sport hasexperienced a boost in demand for its foamrugby training products that has led to a threefold increase in sales.

Its position as the UK’s leading provider ofbespoke rugby training equipment, includingtackle pads and post protectors, was highlightedat the World Cup held in France - the latest in astring of top international rugby tournaments touse its products.

With GNG Sport’s rugby products being usedat the World Sevens Series and the Women’sRugby World Cup in Canada, this latest exposurehas led to the company’s sales tripling sinceEngland’s rugby union team narrowly missed outon reclaiming their world crown.

Neal Spencer, director of GNG Sport,commented: “The World Cup undoubtedlyacted as a catalyst for raising rugby’s profileamongst spectators and those interested inplaying the game. As such, the requirementfor our products from clubs and schools hasgrown hugely over the last few months -adding to the ongoing demand usuallygenerated by the domestic rugby.

“As most people know, rugby is a veryphysically demanding game, making it vitallyimportant to ensure players are well protectedwhether they are training or performing on

www.sports-insight.co.uk 51

OPROshieldOPROshield is already making a

big impact in rugby circles.

The unique difference of the

OPROshield comes from the

revolutionary patented OPROfin

retention system. The OPROfins,

which break down and mould to

the teeth during the fitting

process, quite simply give

OPROshield the best retention

of any self-fit mouthguard in

the world. It is also the first self-

fit mouthguard to obtain full CE

Type Certification.

OPROshield is already being

stocked by many independent

sports’ retailers throughout the

UK. If you would like to find out

more about the product range

and discuss trade terms, email

[email protected] or call

Richard Evans (sales manager)

on 01707 261261.

match days at either an amateur or professionalstandard. We are therefore continuallydeveloping our products by listening to thegame’s top players and coaches - the very peoplewho use the end product.”

In addition to the UK market, GNG Sport’srugby products are exported across Europe andAsia, where the sport’s popularity is growingextensively. The company is now also able toprovide sponsors with the opportunity todigitally print their logo or advertising imageryon to the rugby products. This was recentlydemonstrated when the Australian VB beerbrand was printed onto post protectors destinedfor Singapore.For further information on any of GNG Sport’sproducts please call Neal Spencer on 01924 418935 or email [email protected]





GILBERTS POPULARITYCONTINUES TO GROW

Gilberts profile within the team wearsector has been steadily growing overthe last few seasons, no betterexample than the Blue Bulls successin last year’s Super 14 Competition orthe England Women’s Grand Slam.

Made to the same high standardsthat have made Gilbert balls worldfamous, the 2008 textiles range offersstrength, comfort and style. With astrong and reliable supply chaincombined with a focused design teamGilbert are well placed to move forwardand maximize the opportunities withinthis sector.

The utilization of specialist fabricsfrom other hi-tech sports whilst stillmaintaining the technical constructionnecessary for the demands of rugby hasallowed the Gilbert product team toproduce a functional, fashionable anddurable range of products. Gilbert offera wide selection of match shirts whichcan be customised to meet individualclub requirements, from slim fittingsublimated printed shirts to the stylishXact Match shirts.

Gilbert’s renewed focus on teamwear has been extremely well receivedby both the trade and end consumeralike. Not only are clubs looking forgood quality kit but more often than not

a reliable and flexible service,something the company sees asparamount to success in this field. Inmeeting both individual needs ofplayers and also demands of teammanagement, the collection providesteam wear flexibility and highperformance functionality.

The Xact match shirt continues togrow in popularity. A stylish durableshirt with moisture managementproperties the Xact offers a quality yet

affordable option. The Xact is nowavailable in two additional junior sizesand runs from 4XS to 3XL with theoption of long sleeve and a ladies fit.Following it’s successful introduction in2007 the XP Tour Jacket has now beenupgraded to include the stylish “Gilbertsince 1823 logo”. This jacket is thegenuine all rounder and is ideal forwarm up, training or as a casual option.

Excellent stock availability and awide range of bespoke options makeGilbert an effective choice for manyclubs and schools.

In order to meet the requirements ofrugby teams more effectively, Gilberthave launched an exciting new Team

GILBERT TEAM WEAR CONTINUES TO BEAT THE FOREFRONT OF AN EXCITING

AND DEMANDING SECTOR.

Wear Catalogue focusing on teamrequirements, with the facility tocustomise not only match shirts but anumber of key training, leisure andperformance items with specific clubcolours, logos and numbers.

We expect that the combination ofmore and more high profile contractsallied to a strong advertising campaign

will ensure Gilbert Team Wearcontinues to be at the forefront of anexciting and demanding sector.

In addition to the new team wearcatalogue currently available for mailout we are working on new ways toincentivise team wear specialistretailers. A revamped website detailingmore clearly the extensive options

available to teams with clear links tothese specialists and a proposed facilityto design your own kit on line will takethis process to the next level.

Our sales force is well versed onthe demands of the team wear sectorand are always available with samplesto assist retailers wherever possible.

To request your copy of the2008 Gilbert team wear

brochure and to find out moreabout the range or support

available please contact yourlocal representative or call

08450 66 1823 or visitwww.gilbertrugby.com.

http://www.gilbertrugby.com

Rucanor Outdoor

Within Rucanor’s new ‘Never out of Stock

collection 2008/2009’ catalogue you can

find a selection of products either aimed

at or suited to the outdoor trade, and

further articles are offered for pre-sale in

the seasonal collections.

From an aluminium drinks bottle

with carabiner to high-performance

walking socks with Coolmax technology,

other ‘must-stock’ articles include a

stopwatch with compass and

thermometer and a waterproof

headlamp - both ideal for orienteering.

All of these products are available

from stock, whilst the seasonal collections

include thermals and winter jackets for

winter and walking poles for summer,

along with a small range of footwear.

All of the above are available to

order either from the sales office, your

local agent or online at Rucanor’s

retailer-only website.

For further information on these

or any other products from the

Rucanor range, log in to your

online account at

retail.rucanor.com or call the

Sales Hotline Number:

0845 2300147.

ADVENTURE SPORT IN STYLEScrambling across the rocky terrain,navigating the slippery and jagged maze of

rocks all requires enthusiasm, strength andstamina. Outdoor athleticism isparamount; balance, strength and agility

are all that stands between you anda slippery tumble.

Your footwearshould be an

essential partof your kit toguarantee a

safe andcomfortable

journey and the HI-TECMultiterra Collection is packed with significant innovations, delivering sportsshoe performance with the durability and traction of a rugged hiking shoe.

Walk, hike, run, bike - Multiterra shoes are asadventurous as you are.

Featured shoes - Multiterra UltraMid (SRP £60) and the Multierra

Aero (SRP £40).For more information

call 01702 541771.

IN SEASON OUTDOOR

54 SPORTS INSIGHT



Inner Muscle Training Top:

The support and training mechanism of the inner muscle training topcovers the whole width of the upper back. It stabilizes the shoulderjoint, around the upper arm bone and the scapula, allowing themuscles to move the upper arm and scapula more smoothly and withless energy. This allows the arms to be lifted higher and with morecontrol. Tests have shown that the muscular activity required to movethe scapula decreases by 25% when wearing the Inner MuscleTraining Top and that the rotation angle increases by some 10degrees. The Diamond Back on the Inner Muscle shirts puts pressureon the bottom of the shoulder blades and sets them in the rightposition. This provides a smoother and stronger running arm swingand throwing motion. As a result, sports performance is increased.

The inner muscles set the shoulder blade in the ideal position.However with increasing age and lack of exercise, the balance isdisrupted and the position of the shoulder blade is not alignedproperly. This causes poor arm movements, weary shoulders, pain, andmalfunction. The shoulder is responsible for the efficient movements of thearms. Out of all the joints in the body, the shoulder joint has the widestrange of motion and you are able to touch almost every part of your bodywith your arms.The Inner Muscle Training Shirt solves many shoulder- related problems andhelps improve athletic performance.

AWAKEN YOUR INNER POWER

IMPROVEDCORE STABILITY

BETTERPOSTURE

GREATER ARMROTATION

GREATEROXYGEN INTAKE

THE PERFECT TRAINING PARTNER

Advantages

• The top stabilizes scapulamovement, provides higher upper arm lift and saves energy

• Loosens shoulder joint,improving arm movements inathletes of all ages

• Shoulder blade alignmentcorrected in older athletes

Benefits

• Improved posture decreases injury risk

• Wider range of arm movement improvesbiomechanical efficiency

• Reduces weary shoulders, pain and malfunction

• Ideal for training

• In short Inner Muscle shirts can improve sports performance

Inner Muscle Technology

Inner Muscle is the result of extensive research by the ASICS Institute of Sports Science,this unique technology allows the inner muscles of the body to be worked at optimumcapacity supporting your efforts to achieve the ideal body through the wearing oftechnologically advanced clothing. The garment construction helps to train specific

muscles groups not significantly worked during normal exercise, thereby allowingathletic movement and posture to be improved.

For more information or to order this product please call 01925 243 360 or e-mail [email protected]


IN SEASON FOOTBALL

57

Reusch 2008 rangeReusch has developed a new and innovative

range for 2008, with first deliveries justabout to be made. With newtechnology, new fits, new latexes,new colourways and new styles,sometimes it is reassuring to know

that popularity is not ignored andsome styles continue year after year

with just a slight facelift.The Reusch Serie A III,

one of the most popularstyles in the collection for

many years, has had a new-improved latex palm added and an

additional colourway included.

Serie A III features and benefits:■ Palm - X1 Wet ‘n Dry. Reusch’s newest all-weather palmproviding ultimate grip during any weather conditions.■ Cut - special surround cut (roll finger), guaranteeing100 per cent latex on the ball.■ Wrist closure - elasticated wrist bandage with fullvelcro wrist strap.■ Backhand - soft grip latex all over.■ AirVent system to allow the hand to breath.■ Colours - white or black/white.■ SRP - £42.50.

For more information call 0161 439 4383, email [email protected]

or visit www.reusch.com

Football


Nomis - new year, new designInnovative brand Nomis has launched a new style for 2008 with a completelynew design to complement the existing range of Firm Ground and SoftGround soleplates.

The HG Pro Supremacy is made of bovine leather and complemented withWet Control Technology on the upper sole, an EVA midsole and sockliner.

The new, all-surface soleplate is designed for year-round play on allgeneration astro and combination hard to firm grass surfaces.

To forward order for July delivery, email [email protected]



http://www.reusch.com




LOTTOSPORT.COM

FO

R IN

FO

RM

ATIO

N: TEL. +

44 1

663 7

66737

-RedWhite210x297SportsInsight.in1 1 23-10-2007 9:57:32

Evaluate the performanceMeet with your top suppliers at theirshowrooms and not at trade showswhere your time is more precious. Indoing so it gives you the opportunityto learn from their business, past andpresent, successes and failures.

Use this time to:■Negotiate more favourable payment

terms.■ Secure POS material and signage to

aid your window displays.■Review the promotion plan and any

new launches.

Market your businessA marketing plan helps you spend alimited budget effectively byidentifying your product and creatingideas for your corporate identity.

■ Plan your advertising, promotionsand PR properly and then make surethis is implemented.

■ Pay attention to your corporateidentity and your product brand.

■Make a rational, practical argumentas to why the customer shouldpurchase your products.

When it comes to evaluatingconsumer behaviour, a survey in 2005found that half of adults buysportswear for participation, while 26per cent admit to wearing it withouttaking part in sport and 35 per centsimply buy sportswear as ‘fashionableleisurewear’.

This information should encourageyou to understand your customer andstay focused on your store’s strengthsand unique selling points.

Shopping on the web is growing atsuch a phenomenal rate - breaking the£4billion a month barrier - so if youonly make one resolution, it should be:‘How can I develop my business onthe internet?’

Business Link services can beaccessed online at www.businesslink.gov.uk or by calling the nationalhelpline on 0845 600 9 006.

Sports retailers are set to bracethemselves for a bumpy ride. After agruesome match in November, theeconomic impact of England’s defeatagainst Croatia was expected toresult in £600million in lost sales.

‘Major sports retailers wereissuing profit warnings just hours afterEngland limped off the field’, said‘The Guardian’ after a number of shareprices had been severely slashed. So itwas no surprise the large retailersneeded to rethink their profits.

With consumers spending£4.4billion on sportswear in 2004(£3.15billion on sports clothing and£1.33billion on sports footwear), thesize of the industry, coupled with thefinancial pressures corporate retailersnow face, may put the independentretailer in the forefront of opportunity.

A major advantage to the smallretailer is the speed at which they areable to react to consumer spending,suggesting now is the time to focuson the year ahead and plan to win.

Review your strategy80 per cent of retailers who planstrategically are more likely to achievetheir goals and objectives.

Now is the time to start reviewingthe business plan for the year ahead,not just a composition of half-heartedwords and numbers that are soonforgotten, but a strategic action planthat should excite as much as inform.

It should represent a stimulatingand challenging process in which theopportunities and aspirations of the


Sports Insight Buyers’ Guide 2007/8Book online at www.sports-insight.co.uk

store have been carefully consideredand formulated.

Forecast the performanceTaking the time to forecast yourbudgets and targets is the key tofinancial success. Be realistic andreview on a weekly or monthly basis.Budget your costs and control howmuch you spend.

■By forecasting your sales target youwill know how much cash isavailable to finance any additionalpromotions.

■Manage your cash flow. By doing so you will be able to secure youroutgoings and relieve any financialpressure during quiet tradingperiods.

■ Forecast your profit and lossaccount, allowing for slush fundsand rising costs. This will enableyou to manage costs and maximiseyour gross profit.

A common error among smallretailers is not planning for profit.Ignoring the principles of goodfinancial management leads to cashflow problems and reduced margins.

Managing your stock levels Reflect on last year’s success stories;identify consumer trends and stocklines most likely to result in this year’sbest seller.

Planning and visiting trade showscan be daunting, but this is your

Kerry Kyriacou, Sussex Business Link Adviser,reveals five simple steps to a prosperous 2008

Plan to win

opportunity to source, secure andpurchase the coming season’smerchandise, while being in a greatenvironment to promote your businessprofile. Be selective about the showsyou visit, thinking about what youwould like to achieve from each show.

si

Taking the time toforecast your budgetsand targets is the keyto financial success.

http://www.businesslink



BELOW: Surf-wax wasoriginally a way for JoMorecroft to show theworld her extremesports photos

E-TAILING

Jo Morecroft is an extreme sportsenthusiast who wanted to share herpassion for her hobby with theworld. Luckily she’s also a webdesigner, so it didn’t take her toolong to create surf-wax.co.uk. Sheexplains: “Surf-wax was just ahobby for me and a way to showthe world the photographs of

extreme sports and the beachesthat I was taking at the time.”

Back in 2002 when Jo set up thesite she had no ecommerce plans.Fast-forward 18 months and Surf-wax is a profitable online business. What’s more, Jo hasn’t hadto take on any extra staff or invest in any expensive hardware or

software to get the store upand running.

ContentTraffic to the site began tobuild slowly as Joexpanded the content togo with her sport andcoastal images. Beforetoo long she had nearly1,000 visitors a day andthat’s when she decidedSurf-wax had potential asa revenue generator or, atthe very least, could payfor itself.

The ecommerce-enabled Surf-wax went live in May 2003 sellingextreme-sports videos and DVDs,surf wear and equipment. Jo usesActinic Catalog to run the site anddid all the design work herself. Thesite is a great example of how youcan set up a viable online businesswithout investing thousands ofpounds. Instead of deciding to get inlots of stock and invest in storagespace and extra staff to processorders, the Surf-wax site acts as aportal for a variety of suppliers.

Orders come through to the siteand they’re forwarded to theappropriate vendors who ship thegoods. Jo takes around a 20 per centcommission on all sales. The sitenow covers an impressive range ofproducts with prices ranging from £5up to £300.

Acting as a middleman for thesesuppliers could have provedtroublesome; after all, customers willcome to Jo with their delivery

SURF’S UP

Dave Howell talks to JoMorecroft, creator of surf-wax.co.uk, about runninga successful online business

62 SPORTS INSIGHT


Q&A: Jo MorecroftQ. What do you think are the mainstrengths of your website?A. We hope our website is easy to use.Wehave tried to keep the layout clear anduncluttered so visitors can navigate aroundthe site easily to locate information/FAQsand products.

We have found website-usability studies on the Internetand utilised some aspects of these studies. One examplethat is helpful to visitors is to keep certain aspects of ashopping cart in the same place: navigation to the left; avery visible ‘add to cart’ button; a horizontal bar ofadministration links - ie home, about, search, sitemap; etc.

Q. Do you find that Actinic and Dreamweaver workwell together?A. Dreamweaver is the html editor of choice for the majorityof professional website designers, therefore it makes sense forActinic to allow designers to develop templates in theirpreferred chosen tool.We tend to use Dreamweaver to gatherideas together and then copy/paste code across into Actinic.

Q. Abandoned trolleys are a constant problem for manyecommerce businesses. What do you do to combat this?A. We use tools such as Google Analytics to analyse customer behaviour within the checkout. We also ensure thesite appears credible - this includes easy to find FAQsdetailing how payments are processed, how we ensure totalsecurity of credit card information and how much deliverycharges are. We make sure there are no hidden charges andthat all the information required by a shopper is clear beforethey commit to buy.

Q. What advice would you give to a business that waslooking to set up an online store?A. Thoroughly research your potential market. Visit all yourcompetitors’ websites and compare them with your plans.Analyse and think about how you are going to do it better:can you compete on price? Can you produce a betterfunctioning website? Have you got a unique product? Doyou have an existing customer base that you can convert toweb sales? A new website must be able to say ‘yes’ to atleast one of these questions.

Additionally, choose a designer who can produce a well-crafted website that looks professional. Choose a web hostthat will serve your web pages quickly. Often, new websitesfail because potential website owners put the website liveand hope to make money from it, which they will reinvest toimprove the site. The reverse is often a better course.Produce a well-thought-out, well-designed site and investyour money initially as this should produce a site that hitsthe ground running and generates an income from day one.

Q. How do you differentiate your online store fromthe competition? A. Sadly, as time goes on there are more and more websitesselling similar products. Fortunately for us some come andgo quite quickly. We now have credibility, as we have beenonline since 2002.

We still have to work hard to keep our customer base, aswe have to make sure that while we are selling similarproducts to many other websites, we have to do it better.Weregularly visit our competitors to check out what they aredoing.We also visit the big boys of Internet trading to seewhat they are doing.

We are not above seeing good ideas and applyingthem to Surf-wax. On a day-to-day basis, we also make sureour prices are competitive and that the website runsquickly, plus we have good search engine listings.

adverts; and so on. We’ve even gotbumper stickers on our car.”

Natural listingsJo has spent very little money forpaid-for search engine listings; Surf-wax relies solely on natural listingson the big three - Google, MSN andYahoo. “It’s very important to buildthe search engine optimisation intothe site while it’s being developed,”says Jo. “Too many people still thinkoptimisation is just about meta tags.

“We also take great care over ourlinking strategy. We only link torelevant sites and only if those sitesare quality sites.” There are plans tobuild a sports directory within thesite and collecting links is the firststep in that direction.

Jo estimates that Surf-wax cost£1,000 to set up, and the site nowpulls in around 250-300 orders permonth with an average order size of£35. Based on Jo’s commission, Surf-wax typically generates a monthlyrevenue of £1,200. Not surprisingly,the site paid for itself within just sixmonths and is now profitable.

So what’s the secret of Jo’ssuccess? Of course, she’s a webdesigner so she’s got a head start onmost of us, but Surf-wax is also asupremely ‘sticky’ site. The regularlyupdated content is useful and there’sa strong sense of community - all ofwhich keeps customers coming back.

“Sticky content is oftenoverlooked,” explains Jo. “It’s alwaysa good idea to create extra web pageswith useful information, whether itbe links to other related sites orcompetitions, special offers, casestudies and so on.”

The future looks good for Surf-wax. Jo plans to let the site virtuallyrun itself, acting as a middleman fororders. She is constantly adding newproducts to the site, but is keen totake things slowly. “We don’t want tooverwhelm ourselves,” she says.“We’ve always taken the ‘let it groworganically’ approach. Two years onand Surf-wax now employs a part-time member of staff to administerorders and liaise with suppliers. Sosurf, so good.”

problems. But she’s found thatcareful management cuts down onthe complaints. “All emails fromcustomers come directly to Surf-wax and are forwarded to thesupplier,” she explains. “We have acontract with each one where itstates they are responsible fordelivery and any subsequent losses,hence everything sent out has to besigned for.”

One reason Jo choose Actinicwas her experience of it beingsearch engine friendly. Searchengines have played a big part indriving traffic to Surf-wax - the siteis now getting an impressive 30,000unique visitors per month and thatfigure is steadily increasing.

“We rely on search enginemarketing only,” admits Jo, “Butgenerally I tend to advise clients touse conventional offline marketingas well. Get your web addresseverywhere you can: on letterheads;business cards; compliment slips;

si


To advertise here call 01206 505 947 or Email [email protected]

Athletic/School Clothing Sportswear

Table Tennis Archery

Teamwear Goals

Fitness, Yoga & Pilates

Cricket Sweaters

Agents Required

VIGAAthletic Clothing Co. Ltd

Tel: 01257 269611Fax: 01257 241677www.viga.co.uk

• WATERPROOF JACKETS • • GILET TOP •

• LONG-SLEEVE TOPS • • LEGGINGS & PANTS •• CLUB TRACKSUITS •

• VESTS • • SHORTS •

UK TableTennis LtdThe Table TennisSpecialists

Phone: 0845 2600 780 Fax: 0845 2600 790E: [email protected] W: www.uktabletennis.co.uk

Archery suppliers since 1963

Bows, arrows, crossbows,

targets, accessories.

Tel: 01296 632573

Email: [email protected]

Web: www.petron.info

Custom-made cricket sweatersin club colours.

Plus Bowls/Schools/Golf.Contact: Balmoral Knitwear

Galston, Ayrshire, KA4 8HFTel: 01900 829 229 Fax: 01900 829 009

[email protected]

NEW

Sports Bottles

Equipment

FSTTel: 01473 744949/744830Email: [email protected]: www.fst.co.uk

Suppliers of Tennis Equipmentand Sports Floodlighting

ScotlandNorthwest England and North walesNorth East EnglandMidlands and Mid WalesNorthern and Southern IrelandSouth East England

Brands:Ashaway - Rackets, Strings, Apparel and accessories Tricues -Revolutionary new snooker cues and accessories.

Please contact us on the details below. Paul Smith, Goode Sport, Newton House, 23 Broadwater Road,Welwyn Garden City, AL7 3AU E-mail: [email protected] Tel: 01707 321397

Sales Agents Required

Wholesalers

The Wholesaler UK the leading online trade directory of wholesalers and suppliers to retailers.

www.thewholesaler.co.uk

http://www.viga.co.uk


http://www.uktabletennis.co.uk

http://www.thewholesaler.co.uk


http://www.petron.info


http://www.balmoralknitwear.co.uk



http://www.fst.co.uk


SPORTS INSIGHT BUYERS' GUIDE 2008/9Book Online at www.sports-insight.co.ukTel 01206 505947 or Email [email protected]

Visit us online at www.sports-insight.co.uk

Merchandising

TeamwearTeamwearTeamwear

TeamwearTeamwearTeamwear

Football Collectables

Fitness

Wholesaler

OFFICIAL PREMIERSHIP FOOTBALL SOUVENIRSGlobal 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 giftssuch as leather wallets, pewter tankards, hip flasks and zippo lighters.

See the web site at www.globalfootballcompany.comand contact us for full details: T: 0161 282 0770

F: 0161 282 0733 E: [email protected]

DISTRIBUTORS OF OFFICIAL FOOTBALLMERCHANDISE

Trade Accounts now available onlinewww.footballsouvenirs.net

30 Racecourse Road, Gallowfields Trading Estate, Richmond, North Yorks DL10 4TG

Telephone 05600 767108 Tel/Fax 01748 826024

FOOTBALL SOUVENIRS LIMITED

OFFICIAL UK WHOLESALE DISTRIBUTOR FOR HEAVY GRIPS

WAR

NING

! SID

E EF

FECT

S W

ILL

INCL

UDE

MAS

SIVE

FOR

EARM

S!

WARNING! SIDE EFFECTS W

ILL INCLUDE MASSIVE FOREARM

S!

• High Quality Aluminium Handled Hand Grippers

• Available in Six Different Strengths(100lbs to 350lbs)

• Comes in New Flashy 'Blister-Pack' Packaging • Well Established Brand • Great Wholesale Pricing• Fantastic Net Profit With True Lifetime Warranty• Immediate Delivery

For More Info Visit www.heavy-grips.co.uk Call 0151 324 1195Email [email protected] PO BOX 6138, Thatcham, Berkshire RG19 9BD

• Huge range of Licensed Premiership Footballsouvenirs available from stock.

• Best Wholesale Prices – Immediate Delivery • Latest Products and Designs

To place an order or request a catalogue: Call 08702 646 255 Fax 08702 646 257

Email [email protected]: BB SPORTS DISTRIBUTORS,

29A Apple Lane, Trade City, Exeter, EX2 7HA

email: [email protected]: 01206 505947


To advertise yourbusiness in

Sports InsightContact Keith Marshall




http://www.globalfootballcompany.com


http://www.footballsouvenirs.net

http://www.heavy-grips.co.uk







66 SPORTS INSIGHT

preventer and that Normanhad not been provided withsuitable behind-the-counterseating or a printedschedule of hisstatutory rest breaks.

“If you give hima chair he fallsasleep,” I said.“And anyway, thedoctor saysstanding is betterfor his circulation.”“We can go intothat later,” said Mrs

I’d been meaning to do something aboutthe shop’s front door for months. but asmost regular customers had learned thatyou just needed to give the door a goodkick, turn the broken handleanticlockwise, step over the hole in thecarpet and give the door another kick tostop the bell ringing, it didn’t seem a priority.

To be honest, it ranked with thedripping tap in the toilet, the curious smellin the basement and the flickering light inthe sports watches display cabinet assomething that needed looking at when wecould get round to it.

A sideways look at the worldof independent retailing

TAIL-ENDER

Peake. “In the meantime, under thestatutory guidelines, I intend toobserve his working practices for thenext few minutes.”

“But there’s no one in the shop,”said Norman, which was true - theman wanting rugby studs had lostinterest, kicked the door and gone out.

Not impressedWhile we were waiting for Norman towork (which, in my experience, wouldbe a considerable time), we moved tothe office to observe my workingpractices instead. Mrs Peake was notimpressed. Not only was I not sittingproperly at my desk, but my phone wasnot properly positioned, the computerscreen was at the wrong angle and Ididn’t hold the mouse correctly.

The chair in which I had satcomfortably for 28 years apparentlyinfringed every legal requirement bylacking a footrest, configurated five-star base, rounded front edge and non-slip padded support. It should bereplaced without delay under theIndustrial Health (Offices)Requirements.

“My dad sat in this chair for 40years and lived to be 94,” I said. “It didn’t seem to do him any harm.” “He might have lived even longerwith a properly posture-adjustedchair,” Mrs Peake said, and theredidn’t seem any answer to that.

Under the counter

Meanwhile there were sounds ofactivity back in the shop and Normanwas discovered carrying a large box ofManchester United merchandise webought in a closing down sale. MrsPeake was appalled. Norman, itseemed, was a human violation of theManual Handling OperationsRegulations 1992 and, furthermore,was breaking every single one of theLifting and CarryingRecommendations 1988. She urgedNorman to see a ‘Lifting and CarryingAdviser’ without delay.

“My mate Arnold saw one ofthem,” Norman said. “He showed himhow to lift a cardboard box and thenthey went to the pub to show him howto lift a pint.” Mrs Peake was notamused. She hoped we realised shewould have to report that our premiseswere positively dangerous and hersuperiors might even close us down.

When she’d gone I was toodepressed to eat my elevensesdoughnut, so Norman ate it instead. Hesaid there was nothing to worry about.“I sometimes play darts with herhusband,” Norman said. “I’m surewe’ll be able to work something out.”

To be honest, I wasn’t so sure.There was something pretty scaryabout Mrs Peake, not to mention herclipboard. And the way she had said“I’ll be back” was a chilling reminderof The Terminator.

In fact, what happened after thatwas even worse than I feared. But I’lltell you about that another time.

“The chair in which I had sat comfortably for 28 years apparently infringed every legal requirement”

si

Small womanAnd that’s presumably how things wouldhave stayed if it wasn’t for the appearancelast Monday morning of a small woman ofmilitary bearing wearing big round glassesand carrying a clipboard. “Elf ‘n’ safety,”muttered my devoted assistant Norman, andby jove he was right.

“That carpet is a health hazard,” thewoman said. “And that door drives a coachand horses through the Workplace (Healthand Safety and Welfare) Regulations 1992,regulation six. I’m Mrs Peake, Health andSafety Inspectorate. Can I see yourlavatories?”

Attempts to keep her talking whileNorman had a quick run round with themop, removed his bike, a wheelbarrow weused to carry heavy stock and 26 boxes ofTaiwanese Wayne Rooney soccer bootsfrom the toilet area were in vain.

Mrs Peake was already in there likelightning with her flexible ruler, declaringthat the lavatory and wash basin were seveninches too close, thus contravening theSanitary Safeguards Act 1988. Even worse,linoleum with holes in it was now a bannedflooring substance and the lack of amonitored ventilation system broke all thelatest EC hygiene directives.

Back in the shop, watched by abemused customer trying to buy some18mm rugby boot studs, Mrs Peake wasappalled to find that the overhang on thecounter top was more than one and a halfinches, that the till had no cash build-up

To learn more about our boutique range of women’srunning wear, please visit www.thoosa.comContact us at [email protected]

PERFORMANCE RUNNING WEAR FOR WOMEN

http://www.thoosa.com


SI FC FEB 08 - Sports Insight

Documents

Transcript of SI FC FEB 08 - Sports Insight