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18 RACQUET SPORTS INDUSTRY May 2009 Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org

From the TIA President, Jon Muir

Our sport has experienced strong growth from a participation standpoint over the past fiveyears. In fact, the Sporting Goods Manufacturers Association (SGMA) just released the results

of its national survey for all sports participation, which shows that tennis is once again the

fastest growing traditional sport in America (from 2000 to 2008), with 9% growth in 2008 alone.

Our separate TIA/USTA annual participation survey confirms this study and, more important-

ly, reflects a 7% growth in frequent players (to 5.62 million) along with total participation reach-

ing nearly 27 million—the highest it has been in 15 years. This is great news and it validates the

ongoing efforts of so many throughout this industry over the past years, including the USTA’s

Community Tennis division, the push of various programs by both the USPTA and PTR organiza-

tions, and all the “stakeholders” for our sport working together on a range of programs.

But given the current conditions, there is an opportunity now to elevate tennis further and more clearly define the

go-forward goals for our sport, with all of us working even more closely together. This growing participation base cer-tainly strengthens the foundation of our sport, but we must also consider more directly the health of our industry from

a business and economic standpoint. Establishing and communicating our strategies and initiatives to support the ongo-

ing growth of frequent playing consumers is paramount to help us emerge as a healthier and economically stronger

industry in the years ahead.

While the TIA continues to be the central source of market data and research for our

industry, the TIA has also been instrumental in developing and executing several initia-

tives that continue to support the growth of participation and retention in tennis. In addi-

tion, the TIA has developed business tools for facilities and retailers and has also

established strong online information resources that everyone can access to support local

programs. But we must go beyond these areas and build on our strong industry network

if we are going to continue the momentum for our sport—and strengthen our industry.

On the back cover of this section is a simple visual summary that represents the key

focus areas for the TIA. As each of us work to adapt our own business or organization to

weather the current economic storm, the TIA must also evaluate how we can adjust our

focus to have a stronger industry impact while maximizing our resources. Within this

special TIA/RSI section, you will find updates on the initiatives, on the marketplace and

on how you can get more involved. We have also provided some key talking points to

support how tennis is positioned given the current challenging economic conditions.

We will continue to evaluate our focus areas while actively discussing and communi-

cating our strategies. It is imperative that we continue to align our strategies and initia-

tives and improve our communication with everyone in the industry to support these

combined efforts and common goals. No other sports industry has pulled together like

we have to improve our participation base, and now we must work even more closely in

order to emerge from this economy stronger as a sport and an industry.

CONTENTS20 Share the

Industry News

21 Moving AheadTogether

24 Making YourNumbers

26 Your OnlineIndustry Resources

28 Weather the Storm

30 SupportYour Industry

31 The Benefitsof TIA Membership

32 Trade Associationfor Our Sport

Let’s Keep This Sport Moving Forward!

Matt Allen

IT/[email protected]

843-686-3036 x221

T I A S u p p o r t S t a f f

T I A S u p p o r t T e a m

Michele Krause

Cardio Tennis

[email protected]

941-457-7880

Lindsey Priegel

Membership

[email protected]

843-686-3036 x227

Brian O’Donnell

Grassroots Programs

[email protected]

843-686-3036 x223

Josh Myers

Customer Service

[email protected]

843-686-3036 x228

Crissie Hale

Accounting Services

[email protected]

843-686-3036 x224

Peter Francesconi

Communications

[email protected]

843-686-3036 x203

Keith StoreySports Mktg. Surveyskeith@sportsmarketingsur-

veys.com

561-427-0647

Charlie RuddyTennisConnect

[email protected]

336-430-7985



May 2009 RACQUET SPORTS INDUSTRY 19Join the TIA . . . Increase Your Profits . . . Grow the Game . . . www.TennisIndustry.org

Stacey AllasterPresident,Sony Ericsson WTA TourYears at Company: 3Years in Tennis Biz: 30

David BoneExecutive Director,U.S. Racquet Stringers Assn.

Years at Company: 10Years in Tennis Biz: 25

Kevin CallananVice President,Int’l. Management GroupYears at Company: 18Years in Biz: 20

Linda ClarkVP, Tourn. Relations - AmericasATP World TourYears at Company: 2Years in Biz: 2

Tom CovePresident and CEOSporting Goods Manufacturers Assn.

Years at Company: 15Years in Biz: 15

Rick DevereuxTennis Liaison,Int’l. Health & Racquet Sports Assn.

Years at Company: 22Years in Biz: 37

David EgdesSr. VP Tennis Industry Relations,

and Tourn. Dir., TTC OpenThe Tennis ChannelYears at Company: 3Years in Biz: 12

John R. EmbreeTIA Executive CommitteePresident,Prince AmericasYears at Company: 1Years in Biz: 30

Don GalliersManaging Director, Int’l.,

Sealmaster IndustriesYears at Company: 10Years in Biz: 21

John GrahamManaging Director, DecoTurf Years at Company: 6Years in Biz: 6

Dave HaggertyTIA Executive CommitteeCEO, HEAD/Penn RacquetSportsYears at Company: 10Years in Biz: 36

Tim HecklerCEO, USPTAYears at Company: 27Years in Biz: 39

Kurt KampermanTIA Executive CommitteeChief Executive,Community Tennis, USTAYears at Company: 6Years in Biz: 34

Ilana KlossCEO/CommissionerWorld Team TennisYears at Company: 24Years in Biz: 24

Tim McCoolManaging DirectorBabolat USAYears at Company: 1Years in Biz: 28

Jon MuirTIA President/Exec Com.Gen. Mgr., Racquet Sports

Wilson Sporting Goods Co.Years at Company: 12Years in Biz: 16

Kai NitscheGen. Mgr., Racquet Sports,Dunlop Sports GroupYears at Company: 11Years in Biz: 13

Dan SantorumCEO and Exec. Director,PTRYears at Company: 23Years in Biz: 27

Mark L. StenningCEO, Intl. Tennis Hall of FameYears at Company: 28Years in Biz: 28

John WelbornDir. of Bus. Development,Lee Tennis ProductsYears at Company: 31Years in Biz: 36

Jeff WilliamsTIA Executive CommitteeGroup Publisher,Miller Sports GroupYears at Company: 8Years in Biz: 23

Meet the TIA Board of DirectorsOur mission … to promote the growth and economic vitality of tennisTogether the TIA Board of Directors represent an average of 21 years of experience in the industry, representing allsectors of this industry, bringing together expertise and relationships that benefit the whole sport.

From the Executive Director, Jolyn de Boer

In March, the news that tennis participa-

tion had skyrocketed was picked up by

media outlets worldwide, generating

nearly 600 articles; tennis returned to Madi-

son Square Garden and the USTA launched

Tennis Night in America. This positivenews, however, countered the conditions

on Main Street, and although the last five years have seen

growth in tennis participation, racquet and ball sales, we are

in unprecedented times for businesses that are forced to deal

with a weakened economy and changing consumer market-

place. But many Brights Spots Do Exist:

• Participation may actually increase in a down economy,

especially frequent play. TIA research is a valuable asset to

guide our industry and measure vital benchmarks (see

page 24).

• Through technology, the GrowingTennis System has pro-

vided consumer searches, online enrollment, online busi-

ness systems for facilities and retailers via Tennis Connect,

and a platform for enhanced communications (page 27).

• Industry-wide initiatives have been successful. Tennis Wel-

come Centers continue to introduce new players to tennis

the right way—through instruction, Cardio Tennis has

added new players and revenue for facilities, and Quick-Start Tennis is rapidly being adopted to get kids 10 & under

into the game and help build future players (page 20).

• Businesses have been saving money with free marketing

tools and services, including free listings on consumer sites

plus discounts on credit-card processing, insurance, and

sponsor offers (page 28).

There are many more measures we are focused on

advancing. At the TIA, we have a committed Board of Direc-

tors and strong partnership with the USTA, teaching groups

and allied organizations who are dedicated to building a

healthy roadmap for the future. Thank you for your continu-

ing support of these efforts to grow tennis.

Bright Spots for Our Sport




1974

1974 Formerly the

American Tennis Indus-

try Federation, the TIA

was an affiliated organi-

zation with the Sporting

Goods Manufacturers

Association.

1993

1993 (February) The First

Tennis Industry Association

Forum was held at the Super

Show, where leadership of the

TIA began to campaign for a

unified industry-wide effort to

build tennis participation.

1994

1994 (Spring and Summer) Working together with the USTA, pilot programs designed to

attract new players were held in four U.S. cit ies. The pilot programs showed that by offering

non-players a free tennis lesson followed by the USTA's ongoing introductory program

called Play Tennis America (renamed USA Tennis 1-2-3 in 1998), new players could suc-

cessfully be brought into our sport. During this same time, research wasconducted to poll

attitudes about tennis, particularly with kids and young adults. The research indicated the

need to change the way youth perceives oursport.

1994 (Sept. 3) At the TIA Board Meeting held during the US

Open, representatives from most of the major tennis companies

and organizations pledged to launch the "Initiative to Grow the

Game," with its two-fold focus: (1) increase tennis participation by

introducing new players to tennis through free tennis lessons and

Play Tennis America and (2) change the way tennis is perceived,

particularly with youth, through an image campaign.

1995

1995 (Spring) The

TIA's Free Lesson

Blitz program began

in 25 cit ies.

1995 (Summer) The TIA Image Campaign

kicked off in four communities. Funding for these

activities came from major racquet, ball and string

companies through an assessment on product

sales. In addition, TIA received contributions from

the USTA,SGMA and othertennis companies

and organizations.

Why Is Tennis Participation Growing? The tennis industry has developed a strong infrastructure, providing more places to play, programs to learn in and partners to play with.

With unified industry support, we’re reaching more consumers through grassroots initiatives, and this has led to an increase in both recre-

ational and league play. Plus, we have a solid delivery system of tennis teaching professionals. It promotes a healthy, active lifestyle with great social benefits. In fact, one hour of tennis will burn more calories than virtually any other

traditional sport.

We’ve developed the “GrowingTennis System.” Providers can visit growingtennis.com for all types of information, to sign up for industryinitiatives and more. In 2008 alone, more than 1,600 facilities were added to the system.

Attendance at pro tournaments continues to grow, as well as television coverage. The US Open is the highest attended annual sportingevent in the world.

It’s relatively inexpensive to play—all you need is a racquet and a can of balls. Research shows that tennis participation may not be asaffected by the down economy.

Market Update 2008 Racquet shipments increased 88% in the youth

market since 2003 and 30% in the adult market.Tennis is being offered to more and more kids

through school programs and other curriculum.

Ball shipments are up 16% since 2003.

The new QuickStart Tennis play format is bring-ing kids 10 and under into the game using

equipment, court dimensions and scoring scaled

to their age and size.

TIA Tennis Forum Set For Aug. 30Mark your calendars for the third annual Tennis Industry Asso-

ciation Tennis Forum, which will be in New York City on Sun-

day, Aug. 30, just before the start of the US Open. You’ll hear

all the latest news about the state of the tennis industry,

including participation growth, equipment sales data, the latest

grassroots tennis initiatives,

and much more. Last year,

more than 300 people attend-

ed the Forum, which is held dur-

ing the USTA Tennis Teachers

Conference. Stay tuned for more infor-

mation on speakers at this year’s Forum.

Register today at TennisIndustry.org.

Nominate for the Tennis Industry Hall of FameThe Tennis Industry Hall of Fame recognizes those individuals who have

made a significant impact to the sport, from the 1960s to the present.

Nominations are made in four categories: inventors, founders, innovatorsand contributors.

Anyone is welcome to submit nominations by going to

http://tennisindustry.org/HOF/. The final inductees will be honored at a

special reception in New York City, just

before the start of the US Open during

the USTA Tennis Teachers Confer-

ence. The Tennis Industry Hall of

Fame was created last year, and the

first two inductees were Dennis Van

der Meer and Howard Head.

Share the Industry News

Player Participation Tennis continues to be the fastest growing traditional sport! Participation is up

43% since 2000, according to the Sporting Goods Manufacturers Association.

Total participation is nearly 27 million players, which is a 7% increase over2007 and the highest level in 15 years, according to the USTA/TIA Tennis Par-

ticipation Study.

Frequent players (those playing at least 21 times a year) increased to 5.62million, a 7% increase over 2007 and up 23% since 2003.

Tennis play occasions surpassed 600 million in 2008 for the first time ever,which is up 33% from 2003.

Continuing players grew to 15.13 million, up 9% over 2007.

Nearly 6 million new players tried tennis for the first time in 2008, which is up3% over 2007.

6 million former players, the most ever, came back to the game in 2008—up7% from a year earlier.

The Tennis Health Index shows that tennis participation increased 10.8% in2008 and an estimated 15.5% in 2009.




The tennis industry’s unified, multifaceted effort to grow this sport is stronger

than ever, thanks to the willingness of people, companies and organizations

within this business to pull together and continue to support key industry ini-

tiatives. With backing by the USTA, manufacturers, teaching pro groups, retailers,

tournament directors, media and others, industry initiatives are generating more

interest in the sport, bringing more people into tennis, and retaining them in the

game.

The driving force behind many of these cooperative initiatives is the Tennis

Industry Association. Along with key support from its partners, the TIA is able to

implement programs and initiatives that have an impact throughout the tennis busi-

ness. “For many years, the TIA has been the group that brings all of us together for

the good of the game, to help drive growth in all areas of this sport,” says TIA Pres-

ident Jon Muir, who started his two-year term in January and who is serving on the

USTA board of directors as a presidential appointee and Executive Committee

member. “As a trade organization, the TIA belongs to everybody in this business.”

Important in moving this industry forward is the TIA’s longstanding focus on

technology, says TIA Executive Director Jolyn de Boer. “Through all of the programs

and the Growing Tennis System, our use of technology keeps things streamlined

and scalable.”

Key industry initiatives include:

Tennis Welcome CentersThe more than 2,500 Tennis Welcome Centers throughout the U.S. have led the

charge in growing the sport and are the centerpiece for programs and initiatives to

increase tennis participation. These facilities provide well-rounded programs to new

and current players of all ages and abilities.

About half of all TWCs are located in public parks, and every month, more pub-

lic and private facilities sign on to become a Tennis Welcome Center. On average,

each Tennis Welcome Center gains 39 new players and retains 34 players, and 82

percent of all TWCs report increased revenue from lessons.

Tennis facilities meeting certain basic requirements can become TWCs and

receive free marketing and promotional support to attract new players.

Thanks to the united efforts of theTIA, USTA and industry partners,

tennis continues to move forward—for the benefit of all.

Tennis Welcome CenterSuccess StoriesHomewood-Flossmoor Racquet

& Fitness Club, Homewood, Ill.The facility has more than

3,800 family memberships and

has been honored by the USTA,

NRPA, and TIA for tennis pro-

gramming, excellence in park

and rec management and

more. “Persons entering the

facility immediately encounter a Welcome

Center, as opposed to a front desk,” says Man-

ager Sylvia Gothard. “The first function of the

Welcome Center Staff is to meet and greet.

They are friendly and send off a very positive

vibe.” Homewood-Flossmoor’s biggest event

is the 10-day TennisFest, which includes freelessons and clinics, free picnics, a 53-event

non-sanctioned tournament, and much more.

It drew more than 2,500 people in 2008.

Timberhill Tennis Club, Corvallis, Ore.“New players are the life-blood

of any club, and being a Tennis

Welcome Center is a great tool

to get more of them,” says Ten-

nis Director Hunter Lipscomb.

Every fall, Timberhill hosts an

Open House with free evening

classes and activities for non-members. If they

join, they get a discounted initiation fee, then afew weeks later, there’s a “Meet the Mem-

bers” event for those new members.

And also in keeping with a true TWC, Tim-

berhill offers a month-long adult refresher

course, which includes court time. “This pro-

gram does a really good job of bridging the gap

between beginning occasional players and a

frequently playing member,” says Lipscomb.

“The program provides a clear pathway to

active membership, as well as into our more

advanced adult classes.”

1997

1997 (September) The TIA's Initiative to Grow the

Game served as a catalyst for the USTA to focus

more on increasing tennis participation, which led to

the USTA’s USA Tennis Plan for Growth. This com-

prehensive five-year plan to build the player base

included an additional investment from the USTA

between 1998-2002.

1998-2002 The TIA partnered with

the USTA on the USA Tennis Plan

for Growth. A key component was

the USA Tennis Pathway, developed

to provide new tennis players with

local opportunities to Try-Learn-Play

and Compete.

1998 2003

2003 (Fall) The TIA, USTA and industry lead-

ers joined in a groundbreaking campaign to

increase tennis participation through an image

campaign and the website tenniswelcomecen-

ter.com, where people can enter their ZIP

codes, find a Tennis Welcome Center location

and learn how to “play tennis fast.”

2003 (Fall) Recognizing the increasing demand for technology,

the TIA embarked on a focused mission to provide online ser-

vices including GrowingTennis.com, launched to tie industry ini-

tiatives together and provide a single stop for facilities and

providers to use technology to reach consumers about their

programs and events. The TIA also introduced TennisConnect

to provide an online business tool for facilities and retailers.

2004

2004 (Fall) With obesity on the rise in the U.S., Cardio

Tennis was launched as a new, fun, group activity, featuring

drills to give players of all abilities an ultimate high-energy

workout that beats going to the gym. Taught by a teaching

professional, Cardio Tennis includes warm-up, cardio work-

out, and cool-down phases. Participants consistently elevate

their heart rates into their aerobic training zone.

Moving Ahead Together

Growing the Game




2006 2007 2008

2006 The Tennis Service Representative program

is launched providing a “sales force for tennis.”

The national network of TSRs, which are part of

the USTA section staff, travel the country and visit

thousands of tennis clubs, facilities, parks and

schools, helping local tennis providers with pro-

gramming and ideas to boost participation.

2006 Cardio Tennis received a

major marketing push in the U.S.

when Tracy Austin took up the call

and started her tour of tennis

hotspots in the U.S., showing con-

sumers how fun, healthy and

active a Cardio Tennis workout is.

2007 The “36/60” project is

developed, and it later becomes

the QuickStart Tennis format for

bringing kids into the game on

smaller courts (36 and 60 feet

long), with age-appropriate

equipment.

2007 The new Tennis Health Index

compiles data from a number of key

surveys and studies that together give an

accurate measure on an annual basis of

the state of tennis in the U.S., including

the Court Activity Monitor, which is a

monthly indicator of playing trends.

2007 Better Your Business Workshops

(now called TWC Business and Technolo-

gy Workshops) are developed and offered

in key markets, with the aim to help facili-

ties and retailers boost their business by

using key technology resources offered by

the TIA and other partner groups.

2007 (Fall) To encourage kids to begin playing tennis at a

younger age, as they do in many other sports, QuickStart Ten-

nis was developed. This exciting new play format for learning

tennis—designed to bring kids into the game by utilizing spe-

cialized equipment, shorter court dimensions and modified

scoring, all tailored to age and size—is divided into two levels,

ages 8 and under and ages 10 and under.

2007 (August) The

first TIA Tennis

Forum at the USTA

Tennis Teachers

Conference in New

York City was held

during the US Open.

Cardio TennisCardio Tennis is adding new players to tennis by

demonstrating the exercise and fitness benefits of

the sport. It’s a fun way to get in shape and lose

weight, even for someone who has never played

tennis. In just four years, Cardio Tennis is now

offered at more than 1,700 facilities nationwide

(and interest internationally has exploded), and that

number continues to grow each month. In 2009

CT4Kids will be introduced into the marketplace.

Cardio Tennis features group drills to give players

of all abilities a high-energy workout that helps any-

one—whether a veteran player or beginner—get in

shape and stay in shape, and have fun doing it. CT

participants consistently elevate their heart rates

and can burn more calories than in singles or dou-

bles tennis. The focus is on getting a great workout,

but players also improve their tennis skills in the

process. And importantly, surveys show that facili-

ties are increasing revenues (for lessons, pro shopsales, court bookings and memberships) due to Car-

dio Tennis.

Cardio Tennis sites (which must also be TWCs)

are listed on national consumer tennis websites for

free. Official sites also have access to free drills and

marketing and advertising materials, which include

ads they can run in their local area featuring fitness

guru and Cardio Tennis spokesmodel Denise

Austin. In addition, a top-notch Cardio Tennis

Speakers Team, led by TIA Cardio Tennis Manager

Michele Krause, travels the country conducting

workshops and more.

Cardio TennisSuccess StoriesMidtown Tennis Club, Chicago

Midtown, which was

one of the first facilities

in the U.S. to offer Car-

dio Tennis when the

program was created bythe TIA in 2004, grossed

$138,000 on CT in

2008. Head Tennis Pro Butch Staples

says at least part of that success is due

to running advanced and 90-minute

classes vs. 60 minutes. About 200 peo-

ple participate in 20 CT classes every

week at Midtown, and the club hosts

several Cardio Tennis extravaganzas

throughout the year, filling all 18 courts

for an hour and a half of CT. “Our pros

believe in Cardio Tennis and love it,”

says Staples. “They create a lot of

energy on the court and that is a mag-net for participants. It really starts with

the passion of the instructor.”

Dana Point, Calif.Christine Schueller lost

more than 40 pounds by

playing Cardio Tennis

three times a week.

After seeing such great

results, she decided to

become certified so she

could teach Cardio Tennis at her own

club. “I felt like I was giving back to the

members of the club,who have been so sup-

portive from the very

beginning of my coaching

career,” says Schueller.

“It is also such an amaz-

ing feeling to have people

get excited about the way

they are hitting the ball

and moving faster on the

court as a result of taking

Cardio Tennis!"

The Team BehindCardio TennisThe National Cardio Ten-

nis Speakers Team was

formed at the inception of

the Cardio Tennis program

in 2005 to help educate

the industry and serve as official nation-al trainers. Today, the team consists of

30 well-respected teaching pros in the

U.S., working with TIA Cardio Tennis

Manager Michele Krause (above). The

CT Speakers Team consists of:

Katrina Adams

Eric Alexson

Lance Anderson

Jorge Andrew

S. Ardenfriend

Rosie Baries

Jorge Capestany

Ken DeHart

Lee DeYoung

Carmen Garcia

Glenn Gerbino

Jason Gilbert

Feisal Hassan

Luke Jensen

Whitney Kraft

Viola Madej

Greg Moran

Chris Ojakian

David Oom

Bill Osterhold

Ajay Pant

Greg Patton

David Robinson

Troy Robinson

David Schwartz

Heather Silvia

Michelle Skelley

Butch Staples

Mike Woody

Sophie Woorons-Johnston

Check out Grow-

ingTennis.com and

click on “workshops”

for our Industry Cal-

endar, which includes

Cardio Tennis and

Tennis Welcome Cen-

ter workshops and

events, Growing Ten-

nis presentations, and

more.

Growing the Game



QuickStart TennisThe QuickStart Tennis play format is a great way to introduce kids 10 and under into

tennis. Tennis is scaled to shorter courts, smaller racquets, low-pressure or foam

balls, lower nets, and modified scoring—all tailored to the age and size of kids. The

format was introduced in March 2008 by the USTA, and in less than a year, nearly

1,000 sites across the country are using QST to bring the sport to youngsters.

Many organizations and manufacturers, including the USTA, TIA, USPTA, PTR, and

NRPA, have contributed to the new QST format. For teaching pros and facilities, QSTgets more kids on court at one time, so facilities and pros can generate more revenue.

But importantly, kids start having fun right away, play more quickly, are on teams,

and want to stay with the game. QST is also being incorporated into USTA Junior

Team Tennis, sanctioned tournaments, and the USTA Schools Program.

When you start offering QST-format programs, you can register them for free at

GrowingTennis.com, where they’ll appear on national consumer websites.

Other Key InitiativesGrowing Tennis 50/50 Co-Op Program: Receive matching funds for your advertis-

ing and promotion so you can attract new or former junior and adult players into the

game. Co-op advertising/promo-tional dollars between $250 and $2,500 are available

for a 50/50 match for each par-ticipating facility. Funds must be

used for marketing/advertising

expenses such as newspaper,

radio or TV advertising; printing

of fliers, inserts or coupons;

direct mail campaigns, billboard

advertising, etc. (GrowingTen-

nis.com)

Tennis On Campus: Currently

more than 500 college campuses

across the country provide orga-

nized play for 30,000 partici-

pants. Teams compete eitherthrough intramural tournaments

and leagues or in a more structured sport club environment. Developed by the USTA

to promote the expansion of recreational tennis on college campuses, each USTA sec-

tion has a Tennis on Campus Championship, and winning teams advance to a nation-

al tournament every spring. (tennisoncampus.com)

No-Cut High School Tennis: This USTA program encourages and recognizes high

school coaches who make a commitment to their schools by not cutting any student

who tries out for the team. Since its inception, the No-Cut program has nearly dou-

bled each year. Now, nearly 1,800 coaches have a no-cut philosophy, allowing thou-

sands of students who may have otherwise dropped the sport to play for their school.

(USTA.com/nocut or GrowingTennis.com)


2009

2008 (June) The monthly GrowingTennis Newslet-

ter debuted, designed to facilitate in delivering

news, stories, and tips for all the GrowingTennis ini-

tiatives. The newsletter is sent to more than 13,000

people in the tennis industry and includes monthly

features such as Cardio Tennis Player of the Month

and Tennis Welcome Center of the Month.

2008 (August) To recognize those individuals who have

had a significant impact on our sport, the TIA created the

Tennis Industry Hall of Fame to nominate inventors,

founders, innovators and contributors from the 1960s to

the present. At the USTA Tennis Teacher’s Conference in

New York City, Dennis Van der Meer and Howard Head

were inducted into the inaugural class.

2008 (Fall) The official Tennis Industry News website was creat-

ed as a one-stop search for tennis industry news and information.

Consumers can find the latest newsfeeds from RSI magazine fea-

turing TIA member news plus an official tennis industry calendar,

TIA features from past RSI issues, GrowingTennis newsletters and

archives, quick links to industry partners, industry newsletters,

and a tennis media and manufacturer search.

2009 (Winter) A new industry-wide initiative was created to attract more

young talent into tennis industry positions and to create more financially

lucrative and stable job opportunities, particularly for teaching professionals.

Careers in Tennis strategies include informing young adults with a passion

for tennis, from high school to their late 20s, of opportunities within the ten-

nis industry and promoting the positive aspects of working in tennis, such as

the lifestyle, helping others, health benefits, and financial opportunities.

Every year, the TIA has increased its com-mitment to providing market research

and, working with the #1 leading research

partner, Sports Marketing Surveys, to pro-

vide research about tennis participation,

tennis consumer study, dealer trends,

retail market and census shipments. Todate, nearly 90 tennis-specific research

documents are issued annually.

QuickStart TennisSuccess StoriesDropshots Tennis, Centennial, Colo.

Matt Nelsen decided to take his

love for tennis and combine it

with his ability to work with

young kids and open a tennis

facility exclusively for children10 and under. In February

2008, the 25-year-old, who

recently won Entrepreneur of the Year in Cen-

tennial, opened Dropshots Tennis, where

everything is kid-friendly: Two carpeted 18-

by 36-foot courts, smaller racquets and softer

and easier to hit balls. Nelsen follows a simpli-

fied and unique way of teaching tennis to

these youngsters—his ACE method: Active

skill building, Coordination and agility, and

Entertaining.

The Longfellow Club, Wayland, Mass.

The kids’ program at Longfel-low is called ZipZone Tennis

and follows the Quickstart Ten-

nis format. The program has

four 60-foot courts and eight

36-foot courts. “We have about

200 kids every week partici-

pate in our summer camps and we had more

than 300 new kids start playing tennis this

year on the ZipZone courts,” says co-director

of tennis Phil Parrish. “Our business is up 20%

right now in a down economy and I can

attribute that to ZipZone Tennis.”

2008 (Spring) James Blake joined Maria Sharapova on promotional materials for Tennis Wel-

come Centers and Cardio Tennis. This was the first time since 1999 that participation topped

25 million players. TIA and ASBA expanded their partnership to bring more benefits, services,

and research to the court construction segment of the industry. TIA also expanded its partner-

ship with Racquet Sports Industry magazine to include a new RSS feed for company press

releases and news. TennisConnect signed up its 100,000 user. The TIA expanded its insur-

ance offerings with TIA TennisInsure.

50/50 Co-Op Program Success StoryHarrisonburg City Tennis Program, Harrisonville, Va.

John Raker, the city’s director of tennis, used

the TIA’s 50/50 Co-Op Program to help make

tennis bloom in his community. “Our city

tennis program was really in decline,” he

says. “But the 50/50 program gave us the

opportunity to advertise to showcase tennis.

Now, tennis has emerged as one of the top

participatory sports in the Park & Rec Department.”

In 2008, participation in the city’s junior tennis clinics

grew by nearly 37%, play increased in a QuickStart Tennis

program by 97% and an adult beginner lesson program

grew by more than 60%.

Growing the Game



The Tennis Industry Association is the research source forfacilities, retailers, court construction companies andmanufacturers and offers a comprehensive research

package that focuses on every aspect of the Tennis Market-place. In today’s challenging economy, it’s more importantthan ever to stay informed about what is happening in this

industry. And it’s easy to do thatwith research provided by theTIA—and it can make a huge dif-ference for you and your busi-ness.

The TIA produces more than80 tennis-specific reports and

surveys each year. All levels of TIA membership include eitheroverviews or executive sum-maries of TIA research (theamount and type of researchavailable varies with member-ship level and type of business).The TIA can also run customizedresearch for any business.

Here’s a quick overview of some of the research available toTIA members.

Tennis Participation/

Tennis Health Index For more than 20 years, the TIAhas monitored national participa-tion rates, profiles of recreationalplayers and the “state of thegame.” Recent studies have beenconducted in conjunction withthe USTA and expanded toinclude a Tennis Health Index,which is composed of differentelements that, together, give anaccurate measure on an annualbasis for the state of tennis in the

U.S. Elements of the THI include:1. Participation Study—phone

(USTA/TIA)2. Participation Study—online

(USA Sports ParticipationPartnership)

3. Participation Study—mail(NSGA)

4. Ball Shipments5. Court Activity Monitor6. Tennis Player Survey7. Facility Survey

Court Activity MonitorThe aim of the CAM is to develop a national facility audit tosupplement participation data by monitoring key facilityoperational data. The end result is a “courts booked” or“games played” figure that is a monthly indicator of playingtrends. Facilities enter key data monthly at GrowingTen-nis.com, such as total number of courts, total hours booked,and increase/decrease in play, new players, league play, etc.Participating facilities receive a comparison with regionaltrends, so they can better direct their own businesses. Go to

GrowingTennis.com to become a part of the Court ActivityMonitor.

The Tennis MarketplaceThis year-endreport provides anexecutive summaryof all TIA researchand market intelli-gence and includean overview fromtennis participationstudies, consumer

reports, specialtyretail audits, andretailer satisfaction

and census reports.

Cost of Doing Business ReportsThere are three CoDB Reports that address specific areas of the tennis industry: for Facilities, for Retailers, and for CourtContractors. These reports provide operational analysis soyou can see how your business compares to others of similarsize and scope. The CoDB Reports are an essential referencetool for businesses, which use this data to benchmark keyoperating areas, including revenue expectations, expendi-

Making Your Numbers

Research OverviewThe Tennis Industry Association has

put together a comprehensive

research package that focuses on

every aspect of the Tennis Market-

place. Partnering with Sports Mar-

keting Surveys, we produce 88reports annually and have tennis

market data going back to 1976. Our

reports include:

Tennis Participation – who’splaying and where they’re

playing.

Census Reports – monitorwhat’s being shipped at whole-

sale.

Dealer Trend Reports – evaluat-ing the supplier/retailer interface.

Retail Audit – tracking what’sbeing sold at pro/specialty retail.

Audit Chart Deck – graphicaltrend reports from the Retail

Audit.

Retailer Health Index – indexsummarizing pro/specialty retail

performance.

Consumer Reports – evaluatingwhat the end users think and

how they behave.

Cost of Doing Business Reports– for facilities, retailers and

court contractors, providing

operational analysis to see how

your business compares to

others. Tennis Marketplace Report –

provides an executive summary

of all TIA research and market

intelligence.

Distribution Study – establish-ing the universe of tennis retail

outlets.

Grassroot Studies – assess-ments of the effectiveness of

grassroots programs and partici-

pant satisfaction with new

programs.

Your Research Source

Boost your business, and your profits, with researchavailable from the TIA.




Tennis GrowthGenerates Media HitsTennis continues to be the fastest growing tradi-

tional participation sport, increasing 43% since

2000—far ahead of its nearest rivals, and only

one of four sports to show an increase in partici-

pation in that time span. The announcement of

this key research generated widespread interest

among the media, and within days, more than 550

stories ran in the media in the U.S., including in

numerous business, consumer and tennis trade

media, reaching an estimated total audience of

more than 230 million. The Reuters news service

developed a story that ran worldwide, and the Wall

Street Journal ran a piece titled “Is Tennis Hip

Again?” More than 250 media outlets, including

USA Today, featured tennis as “The Fastest Grow-

ing Sport in America.” Other media outlets giving

play to the story included Forbes.com, AOL Money

News, TheSportsNetwork and Yahoo!


tures, and business ratios such as revenue per court, percentof gross revenue spent on rent, utilities, salaries, insurance,etc.

Research for ManufacturersSpecialty Store Retail Audit: Compiled frommonthly reports from more than 75 repre-sentative retail outlets, these quarterlyreports (monthly reports for racquets) moni-tor racquets, footwear and strings throughthe pro/specialty channel and tell what is sell-ing at the brand and model levels. Dealers

who contribute to the

audit receive a monthlyprice-check report and aquarterly summary of the pro/specialty tennismarket. Also, quarterlyAudit Chart Decks aregenerated from the RetailAudit, which are graphi-cal trend reports.Dealer Trend Surveys:These biannual reportsevaluate manufacturers’performance amongpro/specialty dealers,

tracking dealers’ atti-tudes toward their suppli-ers and telling whatdealers really are thinking. The trend sur-veys also include a Dealer ConfidenceIndex,along

with ratings of suppliers invarious areas. Dealers whorespond to the surveyreceive a summary of theresults to see how theirindustry experience com-pares to the marketplace.

Tennis Consumer Reports: Early- and late-season ConsumerReports on racquets, footwear, strings, balls and apparel eval-

uate buying and playinghabits, brand strength, andbrand image among fre-quent players, throughmore than 2,000 in-depth,face-to-face and onlineinterviews with avid play-ers across the country.Distribution Study: Thisreport gathers retailerinformation from manufac-turers to produce an in-

depth analysis of the size of the pro/specialty tennisracquet and footwear mar-ket by region. The data-base can also be used toproduce custom studies formanufacturers.Census Reports: The quar-terly Census Reports con-ducted on racquets, balls,strings and racquetballdefine the total size of theU.S. market. These reportsenable participating com-

panies to track marketchanges anddetermine

their own market share. The Census Reportsconsist of confidential quarterly data provided

by all manu-facturers onwholesaleshipments(dollars andunits), compiled by an inde-pendent third-party account-ing firm, June andAssociates.

Retailer Health IndexLast year, we added a bi-annu-

al monitor to track performance

in the pro/specialty retail mar-

ket using several different indi-

cators, including the consumer

confidence index.

GrassrootsSurveysFor the last 20

years, the TIA has

surveyed facilities,

providers and con-

sumers to gain

information on the

success, imple-

mentation and

awareness of

grow-the-game

activities. Our goal

is to assess the

effectiveness ofgrassroots pro-

grams and partici-

pant satisfaction.

Source: Sporting Goods Manufacturers Association

For the latestresearch and

updates on this

information, visit

TennisIndus-tryNews.org.




For many years, the Tennis Industry Association has empha-

sized technology in connecting all areas of this business.

“When it comes to using technology to promote the game,

the TIA has recognized a changing consumer marketplace that

demands 24-7 access to information and services,” says TIA

Executive Director Jolyn de Boer. “Our websites, particularly

through GrowingTennis.com, TennisIndustry.org and Tennis-

Connect.org, address this need.” For retailers, facilities, manu-

facturers, organizations, media and more, these websites are

the places to find out about and participate in what’s going on

in the industry. Information Technology specialists and consul-

tants inside and outside the TIA help make it easy to sign up for

and participate in key programs that not only help your busi-

ness, but help boost tennis play across the country.

The TIA’s focus on technology is connectingyou to your customers.

GrowingTennis.comOne of the main resources for the tennis industry

in the U.S. is the GrowingTennis.com website,

which not only serves as a central location for

many programs and initiatives that the TIA and

USTA use to boost tennis participation in the U.S.,

but also as a source of key information for the

industry.

Through the “GrowingTennis” System, you can

register for many of the programs you’ve read

about here. You can also get your facility listed for

free in a national database (so that you will appear

on key consumer websites such as USTA.com,Tennis.com, TennisChannel.com and more),

update your listing whenever you want, partici-

pate in the Court Activity Monitor, and much

more. And you can find out about online enroll-

ment options for your tennis programs, which will

allow customers to register at any time of day or

night, increasing the convenience for you and

your staff, and also for consumers.

Also, GrowingTennis.com has a complete

schedule of workshops, and there’s information

about co-op funding to help you market your

programs.

Your OnlineIndustry Resources

A GrowingTennis Explosion!Last year saw unprecedented growth in utilization of the GrowingTennis System

by tennis facilities. Total page views at GrowingTennis.com grew from 443,000

in 2007 to a whopping 2,050,000 in 2008. Since 2006, there has been an

1800% increase in tennis facilities using the system to post their programs for

consumers to find.

Consumer queries on GrowingTennis.com—as they search for programs,

places to play, and partners—have exploded. Each month, more than 2 million

consumers use the GrowingTennis System to search for events. This system

from the TIA allows tennis providers to promote their programs for free, which

then appear on popular consumer sites such as USTA.com, Tennis.com, Tennis-

Channel.com and many more. If you’re not part of this system, you need to join

the thousands of providers who are enjoying the explosive growth that this sys-

tem can deliver. All you have to do is log in at www.growingtennis.com

Also, onlinecourt bookings

with facilities

using Tennis-

Connect sur-

passed 1 million

in 2008, and

there are nearly

150,000 regis-

tered players at

TennisConnect

sites.

Online EnrollmentGrowingTennis.com is the gateway to online enrollment for your tennis programs.

Online enrollment means increased convenience not just for your staff, but also

for consumers looking to play tennis or take lessons or clinics. Customers can

register at any time of day or night, 365 days a year. It’s customer service at its

best.

With online program enrollment, a link can be placed on your home page and

on your Tennis Welcome Center, Cardio Tennis or QuickStart Tennis “postcard”

in the GrowingTennis System so that visitors and players can register for pro-

grams. The TIA and USTA also offer additional options for payment collection and

online court reservations. Visit GrowingTennis.com or call the TIA for details.

Technological Advance



TennisConnect.orgTennisConnect.org is a powerful online business product that gives

you the latest tools and technologies to help you manage and grow

your business. There are three versions of TennisConnect, to fit any

tennis business.

The TennisConnect version offers: Unlimited Group E-mail/Contact Manager: Your player database

is stored on a secure server, and you can generate emails from

any computer connected to the internet. Manage distribution lists,

members types, create reports and more.

E-Calendar: The easy-to-use online form automatically updates

your website to make it easy to promote events and programs.Website Builder: Upgrade or build a new website with our user-

friendly content management tools and templates, and no more monthly web-hosting fees.

Online Player Matching: Find-a-game provides you with an online database of player pro-

files. Your players control their privacy settings and can search on their own.

TennisConnect Pro version adds: Court Scheduler/Multi-Administrator Capabilities: Provides online court reservations

(chose one or more courts) for 24/7 access by your authorized players. Players receive email

confirmations when they book a court and your facility receives notification when a reserva-

tion is made.

TennisConnect Retailer adds: Online Catalog: Showcase the brands you promote with an online catalog that is updated

daily to include new products and styles. Your customers can browse the complete manu-

facturer inventory, then submit a shopping list request to you.

Racquet Demo Center: Easily keep track of your demo racquets and even make demo rac-

quets available for reservation online right from your website.

String Center: This workflow-based approach automates the restringing process (from rac-

quet check-in to pick-up) and provides thorough tracking and documentation, including

receipts, overdue alerts, and automatic re-stringing reminder notices.

For more information, visit TennisConnect.com or contact [email protected] or 843-

686-3036 x227. Sign up for free training webinars at TennisConnect.org or access online ten-

nis forums, tutorials, & testimonials.


TennisIndustry.orgThe interactive TIA website TennisIndustry.org is the informa-tion source for the industry. The website also includes detailedsearches of retailers, facilities, court contractors, manufacturers,media and organizations.

Through the TIA’s partnership with Sports Marketing Surveys

USA, current TIA

members can access

key information that

can help their busi-

nesses. The site con-

tains research on

trends in tennis,

details on programs,

links to industry

resources and much

more.If you’re not a TIA

member, just visit www.TennisIndustry.org and click on“Membership.”

TennisConnect Success StoryMacon Tennis Program, Macon, Ga.

In Macon, parents can sign their kids up for

QuickStart Tennis at any time of the day or

night, thanks to a special online enrollment pro-

gram run through TennisConnect. “With this pro-

gram, the shop is always open!” says Carl

Hodge, tennis manager and head pro for the

city. “Parents can register their kids when it’s

convenient for them.”

Within 10 days of fliers being distributed at local elementary

schools, 144 kids were registered online—almost half of the

registrations took place after normal business hours.

TennisIndustryNews.orgTennisIndustryNews.org is your one stop search for industry news

and information. You’ll find the latest newsfeeds from Racquet

Sports Industry magazine featuring TIA member news, plus an

official tennis industry calendar, TIA features from past RSI issues,

GrowingTennis newsletters and archives, quick links to industry

partners,

industry

newsletters,and a ten-

nis media

and manu-

facturer

search. Visit

TennisIn-

dus-

tryNews.org

for industry

updates.

Online Components

Online Catalog •

String Center •

Demo Racquet Center •

Court Scheduler • •

Multi-Administrator • •

Contact Manager • • •

Group Email • • •

E-Calendar • • •

Online Player Matching • • •

Website Builder • • •

TIA Membership

Marketp lace Research • • •

Affinity Benefits • • •

Merchant Card Services • • •

Optional Features

TennisCollect • • •

Web Design • • •

Custom Navigation • • •

T e n n i s C o n n e c t R e t a i l e r

T e n n i s C o n n e c t P r o

T e n n i s C o n n e c t

TennisConnect




Now, more than ever, your business needs to operate at

peak efficiency, and the Tennis Industry Association has

benefits to help any type of business in this industry

save money and boost profits. Through your membership in

the TIA, you can save on credit-card processing fees, insur-

ance, shipping fees, travel, and much more.

TIA Merchant Card ServicesOur agreement with Preferred Card Services

brings credit-card processing rates to as lowas 1.23 percent, plus

25 cents per trans-

action—one of the

most competitive

rates in the country.

You can save hundreds, if not thou-

sands, of dollars a year.

In addition, you can access the

experts at CapitalQ, a company

devoted to helping educate mer-

chants so they can make better deci-

sions regarding their credit-card

processing, and to finding qualitysolutions at competitive prices. Check

out the equipment, merchant and

payment solutions, educational arti-

cles and more at capitalq.com.

Shipping DiscountsAs a TIA member, you can enjoy dis-

counts with some of the country’s

premier ship-

ping compa-

nies.

FedExAdvantage: Members can save up to

32% on FedEx Overnight, up to 20%

on FedEx Ground and up to 70% on

FedEx Freight. Additional discounts

may apply when processing ship-

ments online, and there are no mini-

mum shipping requirements. You can

enroll online, and the program is

available for existing FedEx cus-

tomers.

For full details of the program, con-

tact the TIA directly.

Insurance DiscountsThe TIA TennisInsure program is designed to meet the insur-

ance needs of your tennis facility or retail tennis business. TIA

members have access to a custom

insurance program created to

respond to your health, liability,

property, auto, umbrella and work

comp requirements. And, as a bonus, we’ve negotiated a 5%

to 10% package discount for members through a highly rated

(A+) national insurance com-

pany.

Publication &Media Discounts

Receive a free

one-year sub-

scription to

Racquet Sports

Industry magazine. Also TIA

members can receive 25% off

advertising rates from RSI.

Members also can receive a

free subscription to In-Tenn

online magazine and canreceive a half-price discount for

Bob Larson’s Daily Tennis

News.

Travel DiscountsThe TIA Membership Card

offers hotel, air, car rental,

event, and other discounts for

all TIA members through the Active.com

network. Discounts also extend to dining

and entertainment, event tickets (including

with TicketMaster) and much more.

In these challenging economic times, you can reduceyour costs and expenses—and boost your profits—withTIA tools and resources.

Weather the Storm

And look for specialof fers from sponsors:TIA sponsors and partners have many special offers and dis-

counts just for TIA members. For instance, for facilities andteaching pros that are part of the Tennis Welcome Center net-

work, you can save on tennis balls and beginner racquets.

From T-shirts, to trophies, to lesson plans, drill programs, ten-

nis bags and more, our sponsors are ready to help your busi-ness and your bottom line.

Increasing Your Prof its

Communications,Marketing &Branding

Adrenaline, a “promotis-

ing” agency, wants to helpTIA members drive busi-

ness with a free copy of

one of their business and

brand-building tools:Brand Slam, a brand

development and evalua-

tion worksheet, or Ad-IN, apromotion marketing andcommunications template.

Ace Publishing Group

(which handles editing for

the award-winning RSImagazine) can help you

with all your communica-

tions needs—staying in

touch with members orclients; putting together

stories, press releases,

newsletters or special sec-tions; or developing printor web content.

The Sherry Group can

help raise awareness of

your new or existing tenniscenter, league, tourna-

ments or special events

through a local or regional

PR campaign. TIA mem-bers receive a 50% dis-

count.

TennisInsureSuccess StoryLobster Sports

“TennisInsure has

truly been a life-

saver!” says Melis-

sa Bush, the

financial manager

for Lobster Sports.

“As a small com-

pany, we’re always looking for

ways to save money without los-

ing quality. TennisInsure was able

to broaden our coverage and took

the time to ensure that there wasa clear understanding on our part

while saving us thousands of dol-

lars. Upon renewal, TennisInsure

saved us about $13,000 over the

cost of our premiums for the prior

policy period.”



Participating Partners

24hTennis Adrenaline LLC Armor Crack Repair

Club Corp Club & Resort Tennis Services DecoTurf ESPN

Fromuth Tennis Golfsmith Golf & Tennis Havana Bob's

J.A. Cissel Mfg. Co., Inc. Lobster Inc. New Balance

NGI Sports Oncourt Offcourt Own The Zone Sporting Goods LLC

Palmilla Tennis Club Playmate Ball Machines Rebounces

RSN Promotions Inc. Sports Tutor TennisMD

Tennis Canada Rocky Mountain Sports Tennis Life

Join the TIA now! Call 843-686-3036 or visit www.TennisIndustry.org

Participating Partners & Allied Member Organizations

Information Source

80+ Reports

- Participation- Census Shipments

- Consumer Trends

- Dealer Trends- Retail Audit- Cost of Doing

Business Studies

- Consumer Studies

Positive PR &

Communications

- Newsletters- Press Releases

- State of Industry

- Growth Story- Tennis Forum- Hall of Fame

- Careers

- Environment

Growing Tennis

System

- National database

20,000 facilities

- Industry Contacts

13,000- TennisConnect- Consumer

Searches

Grow The Game

Initiatives

- TWC’s

- CardioTennis- QuickStart

- Co-op Funding- Workshops

- “OnTheRoad”Event Schedule

Support for

Unified Mission

Industry partnersworking together:

Manufacturers,

USTA, USPTA, PTR,allied organizationsand others to grow

game/businesses

- Member Support

Thank you to our industry partners who support ourefforts to grow the game and the economic vitality of tennis.

And the 400+ Affiliate, Associate, TennisConnect and Individual

members who support the tennis industry.

Supporting Members

tennis is the fastest growing sport

Documents