SGBW 1414

ISSUE 1414APRIL 7 2014

The Weekly Digital Magazine for the Sporting Goods Industry

2 SGBWeeklycom | APRIL 7 2014

Call 3039977302 or email sportsJobssportsonesourcecom and let us connect you to your ideal job

REACHING THE MOST CONNECTED BEST INFORMED

AND HIGHEST CALIBER PROFESSIONALS IN THE ACTIVE

LIFESTYLE MARKET

FREE ACCESS TO THE LATEST JOB LISTINGS

APRIL 7 2014 | SGBWeeklycom 3

Copyright 2014 SportsOneSource LLC All rights reserved The opinions expressed by writers and contributors to SGB WEEKLY are not necessarily those of the editors or publishers SGB WEEKLY is not responsible for unsolicited manuscripts photographs or artwork Articles appearing in SGB WEEKLY may not be reproduced in whole or in part without the express permission of the publisher SGB WEEKLY is published weekly by SportsOneSource LLC 2151 Hawkins Street Suite 200 Charlotte NC 28203 7049873450 Send address changes to SGB WEEKLY 2151 Hawkins Street Suite 200 Charlotte NC 28203 7049873450

Senior Business Editor

Thomas J Ryan

tryansportsonesourcecom

9173754699

Contributing Editors

Scott Boulbol Bill Kendy Charlie Lunan

Editorial amp Creative Director

Teresa Hartford

teresasportsonesourcecom

Senior Graphic Designer

Camila Amortegui

camilasportsonesourcecom

Advertising Sales

Account Managers

Buz Keenan

buzsportsonesourcecom

2018875112

Katie ODonohue

katieosportsonesourcecom

8282443043

Circulation amp Subscriptions

subssportsonesourcecom

Group PublisherEditor In Chief

James Hartford

jamessportsonesourcecom

3039977302

2151 Hawkins St bull Suite 200 bull Charlotte bull NC bull 28203t 7049873450 bull f 7049873455

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MAKING NEWS4 Movers amp Shakers

Mizuno USA Realigns Management Structure 6 Mountain Hardwear Pioneers Fan-Driven

Marketing Campaign8 By The Numbers

Nike Showcases Johnny Manziel Pro Day Collection

10 Teva Relaunches the Original

GIVING BACK14 World Bicycle Relief Changing

Lives in Africa

APRIL 7 2014ISSUE 1414


COVER Photo courtesy Nike

World Bicycle ReliefExperiencing the Power of Bicycles

16

BEST PRACTICES16 Found Money

SGB SPORTSMANS18 Dressing Up Your Firearm

SGB OUTDOOR20 The Watches of Summer

23 Specialty Retailers Divided on Fitness Trackers

TampC PICK24 Focal Upright Furniture

MOVERS amp SHAKERS

NEWS

rsquo47 Brand hired Ryan Johnson who previously worked for New Era Cap as consumer marketing manager

Adidas Outdoor added ice alpinist Ben Erdmann to its team of athletes

Backbone Media the active lifestyle public relations and media agency has hired Casey Sheahan formerly president and CEO of Patagonia to the newly created role of senior advisor

Hoka One One a division of Deckers Outdoor Corp hired Mark Mastalir as VP of marketing Mastalirs career includes over ten years of experience in the running industry having managed various marketing programs for both Reebok and Nike

Jas D Easton Corp has named its CFO Darren Cottle as the new general manager of Easton Outdoor which is comprised of both the Easton Outfitters and Core4Element (C4E) brands

Macyrsquos promoted Jeffrey Gennette who has served for the past five years as chief merchandising officer to president

Native Shoes added Silvana Rivadeneira who joined the global Native team as product line manager and Kevin Reid as footwear designer and developer

New Balance signed reigning ITU World Champion Non Stanford as its Team New Balance triathlete

Oiselle a womenrsquos running apparel company announced their partnership with Kara Goucher one of the most decorated female runners of all time Goucher who had been with Nike joins Oiselle as a sponsored athlete valued teammate and business partner

Quiksilver and world-champion surfer Kelly Slater have discontinued their 23-year partnership According to Slaterrsquos Facebook update he has partnered with the Kering Group the owner of Puma Cobra Golf Volcom and Electric in the sports space to launch his own brand

SmartCEO Magazine named Dansko Chief Operations Officer and Mimi Curry as a 2014 Executive Management Award winner

TravisMathew the golf apparel brand appointed John Mills formerly SVP of sales for Quiksilver Incs Quiksilver and DC Shoes brands as VP of sales

The American Indoor Lacrosse Association appointed Charles Simmons as VP of strategic business development


MIZUNO USA REALIGNS MANAGEMENT STRUCTURE

Mizuno USA realigned its executive management team to drive accelerated growth As of part of the changes Dick Lyons was promoted to SVPGM product divisions and Chris Walsh was hired to serve as corporate VP of sales a newly created position

ldquoMizuno USA has seen strong growth tripling sales since 2000 and we have even higher expectations in the futurerdquo said Bob Puccini president of Mizuno USA Inc ldquoTo achieve our goals and to continue to build brand relevance not only with consumers but also with our trade customers we need to adapt our organization to the needs of the constantly changing business environment Our purpose in creating the new structure is to leverage best-in-class prac-tices in key business areas of all our divisions while maintaining our focus and authenticity in each specialty sport category With highly talented executives leading our innovation sales and marketing efforts we will continue to deliver superior specialty brand experiences I am confident our new structure will elevate our performance to the next level as a leading multi-category specialty brandrdquo

Lyons joined Mizuno USA in 2001 as VPGM of the golf division In July 2013 he assumed responsibility for the Team Sports Division including Base-ball Softball and Volleyball business units With this promotion Lyons will be responsible for all product divisions including Running

ldquoDick is an industry veteran and he has proven himself as a smart business leader delivering superior results even under the toughest conditionsrdquo said Puccini

Walsh worked at Reebok International Ltd for the last 26 years most recent-ly as VP of US Sales Reebok Brand Mizuno USA sales teams for running golf and team sports will immediately start reporting to the corporate vice president of sales

ldquoChris brings to us proven experience in our industry strong understanding of all the channels we serve and most importantly a brand-centric approachrdquo said Puccini ldquoHe will ensure category focus and heightened level of service to each one of our channels while achieving consistency in how our brand is pre-sentedrdquo

Furthermore Rod Foley has been promoted to VP product management ndash running reporting to Lyons In this role Foley will work closely with the Portland Design Center and global product teams in Japan to drive performance running innovation

ldquoRod joined Mizuno USA as a running division territory manager in 2000 and has held multiple roles rising through the ranks giving him broad and deep experience in the running businessrdquo said Puccini ldquoThis latest promotion dem-onstrates our confidence in him to deliver continuous innovation to fuel our lofty growth ambitions in this categoryrdquo

Photo courtesy Mizuno USA

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Applicable for qualifying purchases of $99 or more if paid in full within 6 months Customers check out with PayPal and use Bill Me Laterreg Bill Me Later is subject to consumer credit approval as determined by the lender Comenity Capital BankTerms $25 eBay gift card only provided with submission of the previous three months online processing statements and will be awarded within four weeks of offer end Offer ends 41114 PayPal reserves the right to cancel suspend or modify part or this entire Offer at any time without notice for any reason at their sole discretioncopy 2014 PayPal Inc All rights reserved PayPal and the PayPal logo are registered trademarks of PayPal Inc Designated trademarks and brands are the property of their respective owners

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MOUNTAIN HARDWEAR PIONEERS FAN-DRIVEN MARKETING

CAMPAIGN

Driven by the belief that adventures are best when shared Mountain Hardwear is launching an initiative that allows consumers to share their love of winter with online communities Demanding brand interaction fans will join Mountain Hardwear in launching the ldquoFinding Winterrdquo campaign in September 2014

ldquoMost of the world tries to avoid winter weather We know our consumers seek it out We wanted to find a way for our whole community to share in the excitement of winter adventures by sharing gear and storiesrdquo said Chris Harges Mountain Hard-wearrsquos director of global marketing

In September 2014 ldquoFinding Winterrdquo kicks off when hun-dreds of consumers will be selected through contests dealer recommendations and social media connections and will be outfitted with a Mountain Hardwear jacket accessories nutri-tion and other goodies Select fans will receive GoPro cameras to document their adventures Participants then use the gear record their adventures and share them online through social

media channels and findingwintercom landing page that aggregates con-tent After two weeks fans are encouraged to pass the jacket on to the next user generating more than 15000 new experiences enhanced by Moun-tain Hardwear technologies

Mountain Hardwear began piloting the program in winter 2013-2014 with a small test group of fans and media ldquoWe canrsquot believe the response wersquove had so far from just a small group of participants - everything from product feedback to trip recommendations We canrsquot wait to launch the program on a grand scale next fallrdquo said Harges

Photo courtesy Mountain Hardwear


(56)Easton-Bell Sports reported sales declined 57 percent in its fiscal year ended December 28 to $7804 million Its net loss expanded to $19 million from $28 million Team Sports segment sales declined 55 percent to $4357 million as lower sales of Easton hockey products and Riddell football helmets offset gains in Easton baseball and softball products Action Sports segmentrsquos revenue sales slid 58 percent to $3469 million due to declines in Bell and Giro cycling helmets and accessories as well as lower sales of Easton cycling products Advances were seen in Bell powersports helmets and Giro snowboarding goggles

+142New Balance Athletic Shoersquos 2013 worldwide sales rose 142 percent to $273 billion The figures which were reported in a marketing release mark New Balances third straight year of double-digit growth Sales advanced 122 percent in 2012 and 146 percent in 2011 Beyond New Balance the companys brands include Aravon Brine Cobb Hill Dunham PF-Flyers and Warrior

+253Benefiting from strength in basketball and running and the payback of its digital investments The Finish Line Inc reported earnings rose 253 percent in its fourth quarter ended March 1 to $43 million or 87 cents a share Results exceeded Wall Streets consensus estimate of 85 cents Revenues reached $5189 million an increase of 172 percent Finish Line Brand comparable store sales increased 63 percent Basketball footwear was up in the mid-teens on a comp basis and running was ahead low-single digits offsetting a mid-single-digit decline in soft goods due primarily to its NCAA licensed business Digital sales at The Finish Line brand were up 27 percent

BY THE NUMBERS

NEWS

NIKE SHOWCASES JOHNNY MANZIEL PRO

DAY COLLECTION

Nike which recently signed Johnny Manziel to an endorsement contract wasted no time cashing in At Texas AampMs pro day Manziel elected to wear Nike full pads and helmet a move that surprised scouts and the media since most players do not suit up with a helmet during these types of workouts Nike tweeted out a link to buy all the items from the Manziel ldquoPro Day Col-lectionrdquo Nike also set up a ldquoJOHNNY MANZIEL PRO DAYrdquo page on its website

Nike and the former Heisman Trophy winner chose to go with neutral colors a black matte helmet with a black jersey as well as black and white shoes with all the other accessories that the quarterback would typically wear on game day Nikersquos limited-edition (Johnny Manziel) Pro Day Jersey was being sold for $180 The full 11-piece collection was available for just under $1000

Photo courtesy Nike

C

M

Y

CM

MY

CY

CMY

K



On April 2 Teva hosted a special media invite-only evening in New York City to launch two new styles based on the brandrsquos first design - The Original Universal and the Original Sandal ndash as well as a new integrated marketing campaign supporting its Originals Collection

The Originals relaunch comes as Teva which is celebrating its 30th anniversary in 2014 has surprised many by catching some fashion buzz Inspired by a Grand Canyon river guide blending the best parts of shoes and sandals Teva claims to be the worlds first sport sandal While the brand owned by Deckers Outdoor still has a loyal following in outdoor specialty accounts its reach has significantly broadened to family footwear specialty and department stores

On its fourth-quarter conference call Deckers officials noted that Nordstrom and Dillards both went all doors with Teva for this spring while DSW Famous Footwear and Journeys are also carrying the line Core accounts headlined by REI have embraced Tevarsquos return to its roots with increased shelf space An exclusive Originals color pack that was launched at Urban Outfitters in spring 2013 supported the buzz

At the NYC event held at Story a progressive gallery-style retail space in Manhattanrsquos Chelsea neighborhood Teva catered to the fashion blogging crowd by presenting the collection in three unique landscapes to inspire them and help them curate their own digital pages

Lucas Martinez Originals marketing manager said all three speak to the ldquoadventurous spiritrdquo long recognized in the Teva brand but also the many interpretations the brand is finding in recent years

The ldquoFree Spiritrdquo motif most closely harks back to its outdoorsy roots with a message around ldquoeffortlessrdquo style Itrsquos described as ldquoRequiring little exertion or easy like Sunday morningrdquo with the influence harking back to Jane Birkin the 70s fashion icon ldquoin the way she lives for each and every moment ndash al-ways in her barefoot party shoesrdquo

Martinez noted that the ldquoFree Spiritrdquo mood is also ldquovery in linerdquo with Tevarsquos recent deal to become the official sandal sponsor of the 2014 Bonnaroo Music and Arts Festival which is held in Tennessee and regularly attracts over 80000 attendees over four days

The second landscape ldquoStreet Chicrdquo was inspired by Teva noticing that its sandals were winding up on designer runways last fall but they are also

being seen on the streets of NYC Tokyo and London According to Teva the motif speaks to ldquocreativityrdquo and ldquoinspirationrdquo and a ldquoneed to reconfigure elements into something they havenrsquot seenrdquo

Also unintentional the third ldquoDIY (do-it-yourself rdquo) speaks directly to the ldquoOriginalrdquo name with Teva noticing many updating their Originals with studs threading paint and a host of other tricks Attendees were given a chance to come up with their own design Tevarsquos marketing copy notes ldquoItrsquos alteration as inspiration an approach that values the process as much as the final product Always looking to make it her ownrdquo

Martinez said that with the Street Chic and DIY trends Teva has proven it ldquocan go in so many different placesrdquo He added ldquoItrsquos really happening on its own It shows that we donrsquot really own the iconic product People are taking it where they want to take itrdquo

The Originals relaunch is being backed by a campaign that will focus on a combination of experiential digital and social activations that consumers will be able to engage with on their own terms Around the 2014 Bonnaroo festival Teva will host a conversation with fans around how to get Ready2Roo sharing tips on music festival fashion and camping Starting April 1 on Bonnaroorsquos website The Fountain fans will be able to share photos with helpful lsquohacksrsquo for ways to have the best possible experience at the festival

Teva will also sponsor additional curated discussions about perennial summer themes such as festivals and travel through partnerships with pre-mier outlets like Refinery29 and Complex Media

ldquoThese platforms will not only allow a two-way conversation with con-sumers theyrsquoll enable consumers to embrace the adventurous spirit within themselvesrdquo said Martinez ldquoThrough promotions with experiential prizes ndash from VIP trips to summer festivals to life changing excursions around the world ndash Teva will facilitate and encourage adventure and spontaneity within its communityrdquo

For fashion Teva will collaborate with Glamour this summer on an exclu-sive original sandal that Nordstrom will carry At the NYC event a sneak peak of a number of exclusive collaborations set for this summer was shown

ldquoItrsquos exciting all the attention such an iconic product is gettingrdquo said Martinez ldquoIf we can show Originals in a different light it opens up all sorts of possibilitiesrdquo

TEVA RELAUNCHES THE ORIGINAL

NEWS

Photo courtesy Teva

NOMINATIONS ARE OPEN

SGB40UNDER40COM

honoring immeasurable contributions in the sporting

goods industry

Photo courtesy Teva

Driven Passionate Innovative

Eligible candidates must be born on or after January 1 1974

Nominate your peers at

SGB 40 under 40 through May 16

Finalists will be honored in the

July Issue of SGB

Book your sponsorship package Call Katie OrsquoDonahue8282443043 or email

under40sportsonesourcecom

PRESENTED BY


large-scale bicycle program When they answered ldquono just send us your mon-eyrdquo the Days were disappointed but resolute Within weeks they were flying to Indonesia and Sri Lanka to interview relief organizations on the ground and affected communities in the field

ldquoWhen we asked them about the impact of a large-scale bike program the response was completely differentrdquo FK Day recalled ldquoThey all said that the impact would be hugerdquo

The Days returned to their home in Chicago and began working their con-nections in the bicycle industry to galvanize support for a massive bike dona-tion program They created World Bicycle Relief which partnered with a lead relief organization and sourced 24400 new specially specked bikes from a small local producer in Sri Lanka As data began to show the impact the bikes were having aid workers approached the Days to suggest they extend their efforts in rural sub-Sahara Africa where the AIDs epidemic was ravaging

WORLD BICYCLE RELIEF CHANGING LIVES IN AFRICA

FK Dayrsquos role in building SRAM and World Bicycle Relief into two of the best known brands in cycling is as ironic as it is inspiring

In the first role he spent 17 years helping his brother Stan build SRAM into one of the most coveted brands in the world among com-petitive cyclists At World Bicycle Relief he has spent the last decade perfecting the Buffalo a steel-framed beast rugged enough to handle the rigors of rural Africa He has gone from finding ways to shave grams off of derailleurs for $6000 carbon frame racing bikes to building a social enterprise around a 50-pound bike that retails for $130 to $150 depend-ing on where you take delivery in Africa

Day traces the date he and his wife Leah Missbach Day decided to cre-ate World Bicycle Relief to December 26 2004 when an undersea earth-quake off the coast of Sumatra created a massive tsunami that claimed the lives of 230000 people in Indonesia Sri Lanka India and Thailand As media reports of the disaster streamed in the couple felt compelled to help but they were convinced they could have a longer-lasting impact by sending bikes rather than cash They reached out to leading relief organizations in the US and asked if their efforts would benefit from a

SRAM Co-founder FK Day and his wife Leah Missbach Day are demonstrating how the

bicycle industryrsquos biggest potential to improve lives may just lie in a 50-pound steel-framed beast called

the Buffalo

By Charlie Lunan

GIVING BACK

SRAM Co-founder FK Day

Leah Missbach Day


communities FK Day jumped on another plane and quickly concluded that the bikes being imported into Africa were not only improperly designed for rural conditions but also often improperly assembled He decided the best way to proceed was to design test and assemble specially designed articles sourced from Asia

The result is the sturdy Buffalo or the Nyati if you happen to speak Swahili The Buffalo weighs in at a hefty 50 pounds in-cluding a rear over-wheel rack that can carry up to 220 pounds a low-maintenance coaster brake and heavy duty spokes and rims

Today World Bicycle Relief employs more than 100 people in the US and Africa and runs four offices and bicycle assem-bly facilities in Kenya South Africa Zambia and Zimbabwe To date over 160000 specially designed locally assembled bicycles have been distributed and over 900 field mechanics have been trained In 2012 World Bicycle Relief spent about 51 percent of its $690 million budget on its Social Enterprise Program which sells bikes to aid organizations businesses and individuals according to its audited financial statements In addition to providing revenues for education healthcare microfinance disaster relief and mechanic training programs those sales improve fac-tory productivity and increase the availability for spare parts The program generated $242 million or just shy of a third of World Bicycle Relief rsquos in-come in 2012 The balance or $509 million came from contributions and grants with 82 percent of that sum coming from individuals While SRAM remains World Bicycle Relief rsquos largest corporate patron fierce rivals Trek and Specialized have also stepped up to the plate with generous support

FK Day attributes the organizationrsquos success to the durability of its bikes its ability to document how it has directly improved peoplersquos lives and its track record of quality accountability and integrity

ldquoMonitoring and evaluation have always been an essential part of our workrdquo said Matt Pierce communications director at World Bicycle Relief rsquos offices in Chicago ldquoWe are constantly growing our data The more we do this the more we learnrdquo

The data shows that the Buffalo has improved access to education healthcare and employment On average school attendance improved 28 percent and grades 59 percent among students equipped with Buffalo bikes Healthcare workers can reach 40 percent more patients and do it more often and entrepreneurs can travel four times further carrying five times more goods thereby increasing their profits by 50 percent

These numbers and the World Bicycle Relief rsquos holistic approach to aid have earned its plaudits from both the non-profit and for-profit world In 2010 for instance Barronrsquos listed FK Day and the World Bicycle Relief 12th on a list of the Worldlsquos Top 25 Most Effective Givers

ldquoWe knew bicycles could improve life for those at the bottom of the eco-nomic ladder - the biggest surprise has been just how important sustain-able transportation isrdquo said Day ldquoThe bicycle industry is very small but we hold an important tool that can change the lives of individuals all over the world World Bicycle Relief is demonstrating this nowrdquo

So whatrsquos next ldquoWe just penned a beautifully designed program in Zimbabwe that will

empower girls to get an educationrdquo said Day ldquoThis is a three-year 75000-bike program We are also hiring a new economist based in South Africa to expand our commitment to measuring and evaluating our programsrdquo

o stay competitive sporting goods retailers need every break they can get Margins are margins and a couple of extra points here and there

are big deals One way to get more return on investment is co-op advertisingEdward C Crimmins in his book Cooperative Advertising (Gene Wolfe amp Co Inc

1984) defines co-op advertising as ldquoCooperative advertising denotes any arrangement under which a product or service is brought to public notice over the names of both a supplier and any intermediary who comes between that supplier and the ultimate purchaser of the product or servicerdquo

In 1969 the Federal Trade Commission issued ldquoGuidesrdquo that were in part based on the past misuse of ldquopromotional allowancesrdquo by manufacturers for larger customers that bought direct ignoring those retailers who purchased from wholesalers and distributors

Today co-op is a marketing and advertising tool that allows re-sellers of products to compete on an equal and proportionate level with their competitors

Co-op allows you to advertise and promote your facility and have a partner pay for part of the cost

Even though all of the players in a co-op advertising game are playing on the same team there are distinct differences as to what the end goals of the game are

Since the manufacturer is footing part of the advertising bill he wants his brands and products to receive top billing in any advertising run and there are rules that the retailer has to adhere by to get paid The manufacturerrsquos goal is to get customers to buy their products and not their competitors While the participating stores are their retail clients the priority is on sales volume and they want to move product through the pipeline (sell in-sell out)

On the other hand while it is important to establish credibility as being an outlet associated with a well-known national brand the main goal of a retailer is to get customers to buy merchandise from him In a similar mind set retail-ers donrsquot necessarily care whose product it is as long as customers buy some-thing from their store

Of course it would be nice if customers bought those items with high mar-gins but the key is for customers to leave the store with a shopping basket full of stuff lighter wallets smiles on their faces and a good feeling about the store becausehellipthe store is the brand

Co-oprsquos can save retailers money extend the scope of their advertising and can create an effective and professional image for the business The manufac-turers can increase their brand awareness and increase their local market share

Co-op advertising is estimated to be a $50 billion dollar pot of which almost 25 percent falls off the table and is never used or claimed by retailers

Manufacturers build the co-op allowances into the price of their products

By William F Kendy

FOUND MONEYldquoA billion here a billion therehellip pretty soon

yoursquore talking about real moneyrdquo Everett Dirksen Republican

US Senator from Illinois

BEST PRACTICES

T



and every unspent co-op dollar goes right back to their bottom line If a retail-er elects to use allowances that is great since hopefully it will result in moving merchandise If they donrsquot the company just recaptures their margins

With everything to gain and nothing to lose why donrsquot all dealers jump on the co-op bandwagon The main reason is that they feel it is too com-plicated and time consuming considering the amount of money that they receive back

That is a bunch of hogwashSure it does take some time to familiarize yourself with the manufac-

turerrsquos programs but if someone is going to match your advertising dollar for dollar or even 50 cents on the dollar that is pretty significant If you are spending $10000 on advertising for co-op covered products and you can get that $10000 completely paid for or just even half of it paid for (thatrsquos $5000)hellipwhat is there to think about

I spoke to one retailer who told me that co-op was a pain and not worth fooling around with The irony is he said that to me while he was in the process of shutting down the store

Donrsquot confuse co-op advertising programs with Territory Development Funds Co-op has to by law be offered to every retailer who is part of the program

Territory Development Funds are granted based in part on the dealer volume and weight in the market and is discretionary depending on what you are trying to accomplish and the proposal you submit

Enough of history and concept letrsquos get down to starting and executing a co-op advertising program

In order to take advantage of co-op advertising retailers need to know it works Here are the steps

raquo A retailer buys product either from a wholesaler distributor or directly from a manufacturer

raquo The net purchased products accrue co-op dollars raquo Once sufficient co-op dollars accrue (or based on projected pur-

chases) a retailer places approved advertising locally raquo Increased store traffic results in additional sales raquo The retailer pays the advertising invoice and submits a co-op claim

and documentation to the manufacturer for its share of the cost raquo The manufacturer sends a retailer a check for their portion of the

cost or issues a credit Some programs allow retailers to take their co-op money in promotional items ie hats shirts mugs signage etc

The more products you sell the more you accrue co-op funds The more funds you have the more you can advertise The more you advertise the more you sell Itrsquos a big circle

Co-op programs are all the same only different Each has its own nu-ances Still there are some terms and components that are common to all programs

Accrual - Accrual is the percentage of net sales that the manufacturer will pay Programs differ For example in the firearms industry Browning Ruger and Remington offer participating dealers a 2 percent of net purchases accrual ATK has a Premium and a Gold dealer level The Premium level has a $100000 qualifier and accrual rates of 3 percent on ammunition and 5 percent on accessories The Gold Level has a $50000 qualifier and a 2 percent accrual rate on all ATK products

Not to continuously plow the same field it is important to remember that to be legal co-op programs have to be offered to all participating deal-ers on an equal and proportionate basis but the terms can differ based on the level of a dealer A million dollar dealer is eligible for the same co-op program as another million-dollar dealer The same hold true for a five million dollar range but the deal may be different than what is offered to the million-dollar facility

Accrual Period - Most co-op programs run on a calendar year basis but there are exceptions Some manufacturers have an accrual period that runs from November 1 through October 31 Some set up their programs to run into the first quarter

Reimbursement - This is how much of any advertisement a manufac-turer will pay and can be dependent on products andor media Once again in the firearm industry Winchester pays 100 percent of the cost of an ad featuring their rifles or shotguns Browning will pay between 50 percent and 100 percent of the advertisement cost depend-ing on the media that you advertise in Remington pays 50 percent of ads featuring firearms and 100 percent to support ammunition and accessories ATK pays at the 100 percent level and Ruger picks up 50 percent of the cost

Eligible Media - If you want to get paid you need to run your advertis-ing in approved media They include radio television cable newspa-pers billboards freestanding inserts and in some programs internet With the rapidly changing media landscape more options are being considered and approved

Special Requirements - Some manufacturers mandate that there be no competing brands in the advertising Most will require that their name or the name of the product be mentioned a certain number of times in a radio or television commercial Many manufacturers will have radio scriptsspots television commercials and print ads for you to use

Backend - In order to get paid dealers need to fill out the appropriate forms and send them along with paid invoices copies of ads (or affida-vits if they are broadcast commercials) and other required documenta-tion into the manufacturer or their co-op servicing vendor by a certain date All the details are outlined in the individual co-op programs

Getting Started

1 Identify your top selling 10 to 20 brands and find out which ones offer a co-op program Get their rules and guidelines and go over them with your representative

2 Get with the companies that monitor co-op direct to find out how much you have accrued (and what you did last year for planning purposes) For those companies that donrsquot keep track get with your distributors and vendors for copies of invoices by manufac-turer and products

3 Determine how you want to spend the co-op (supplementing your exiting advertising extending reach increase frequency targeting new markets etc) and develop creative that complies with the program rules Make sure you have adequate inventory on hand

4 Set up a record keeping procedure (and designated person) to keep track of what was advertised where when it ran and when you paid the bill Stay current and within deadlines for filing claims

Co-op Tip - Media reps are tremendous resources to utilize to help you develop your co-op program It is in their best interest to help you promote your store more Many of them subscribe to co-op services such as AdMall and the Multi-Ad Recas program These are companies that specialize in providing data about manufacturerrsquos co-op advertis-ing programs

Donrsquot hesitate to ask your media rep for helphellipand stop throwing money away

By William F Kendy

he concept of a firearm is fairly basic It is a machined tooled and assembled product that has a stock (or grip) and for rifles and shotguns a fore-end All

have a chamber a loading locking and cocking system a trigger a barrel and sights Thatrsquos pretty much ithellipkind of

Then it becomes more complex Unlike Henry Ford who said in his autobiography that rdquoAny customer can have a car painted any color that he wants so long as it is blackrdquo firearms come with a myriad of categories and configurations

Those include handguns rifles and shotguns Within those categories there are single shot bolt pump lever single double and semi-automatic actions When you add to all of this single barrel multiple barrel calibers center fire rimfire blackpowder smokeless powder it is almost overwhelming

The bottom line is that if you go out and buy a rifle a shotgun or a handgun what really neat stuff is out on the market for you to ldquotrickrdquo out your firearm

Letrsquos start with the core productFirearms are made according to certain specifications for the model and what

the norm is in the industry along with safeguards That begins with the product itself and it goes beyond adding accessories

ldquoWe do a lot of work in customizing firearm triggers and actions ldquosaid Glenn Duncan owner of Duncanrsquos Outdoor Shop in Bay City MIrdquo ldquoManufacturers are concerned about safety and produce firearms with a little heavier trigger pull and we modify them to fit the ownerrsquos comfort level within manufacturer specifications Also we can make actions especially in revolvers perform smootherrdquo

Mag-na-PortNewtonrsquos Third law says that ldquoFor every action there is an equal and opposite reactionrdquo

When it comes to firearms it is all about powerhellipbut power is relative and de-pendent on what type and size of firearm you are shooting A large rifle may kick like a mule and that is recoil See Newtonrsquos Third Law above

DRESSING UP YOUR FIREARM

T That also means that when shot a firearm will push back but also the barrel will ldquojumprdquo which impedes staying on the target for the next shot Excessive recoil and jump can lead to ldquoshooterrsquos flinchrdquo which results in terrible accuracy and not much fun shoot-ing

One way to help solve those issues is to have your firearm whether it is a rife shotgun or handgun ldquoportedrdquo That means you cut small trapezoidal round holes in the end of the barrel muzzle That allows the gases that are created when a cartridge is fired to escape before the bullet leaves the end of the muzzle

ldquoOne of the best ways to reduce recoil and barrel jump regard-less of what the firearm is is to port itrdquo said Ken Kelly owner of Mag-na-port located in Harrison Township MI

Even a small handgun in a medium caliber may be too much for a person to handle

ldquoItrsquos not just about larger calibers or just revolversrdquo said Kelly ldquoProbably about 35 percent of our business is in semi-automatic handguns and of that we do a significant amount of work on the smaller calibers like 38 and 9mm and a lot of conceal and carry firearmsrdquo Neat ldquoTricking Outrdquo StuffWhile there are a lot of accessories available for traditional rifles handguns and shotguns much of the cooler accessories available today revolve around the ldquoModern Sporting Riflerdquo platform

The modern sporting rifle is based around the AR-15 platform which does not look like a traditional hunting rifle This semi-automatic firearm platform is what military personnel have been equipped with since the M-16 that was first used in the Vietnam

SGBSPORTSMANS



War The AR-15 platform allows shooters to utilize lsquorailsrdquo to mount things like scopes sights lights tripods and other accessories on both the top and the bottom of the rifle Because of the configuration of the rifle shooters can swap out for ends and stocks to suit their need and comfort

TruGlo has been a recognized long-standing fiber optic sight manufacturer who produces products for both the firearm airgun and archery industry Its Tactical 30mm Illuminated Reticule Rifle Scope has a tri-color illuminated reticule that allows shooters the choice of red green or blue for faster target acquisition in low light conditions The illuminated ring represents a 20-inch circle at 25 yards It has a wide field of view unlimited eye relief and is waterproof fog-proof and shock re-sistant It features a remote pressure switch and extended cord for onoff control and a detach-able extended sunshade to eliminate glare from the front lens and is priced at $111

The TruGlo Brite-Site TFO Handgun Sight is a CNC machined steel handgun The Brite-Site is available for $153 with either a green or yel-low rear sight and delivers transition through all light conditions It glows in the dark without batteries yet the target canrsquot see the concealed fibers It has a snag resistant design but fits standard holsters

While Magpul is best known for its maga-zines and accessories for the AR-15 platform it has branched out into other areas ldquoWe have expanded our accessory offerings from AR-15s to shotguns and have new products for the Remington 870 series and the Mossberg 500 and 590 series pump actionsrdquo said Magpull Se-nior Director of Business Development Drake Clark

The MOE Forend is a drop-in replacement for the standard Remington 870 12-gauge and Mossberg 590590A1 12 gauge shotguns featuring an extended length and frontrear hand stops for improved weapon manipulation Compatible with MOE rails mounts and accessories the MOE Forend adds modularity to the proven Mossberg platform for sporting use home defense or on duty Available in Black Flat Dark Earth and Orange for $30

The Magpul SGA Stock is an ambidextrous user-configurable buttstock designed to add ad-justability to the Remington 870 12 gauge shot-gun and the Mossberg 500590590A1 12 gauge series of shotguns They feature a spacer system for length of pull adjustment improved grip er-gonomics recoil-reducing butt-pad optional cheek risers for use with opticsraised sights and other accessories Available in Black Flat Dark Earth and Orange for $110

TruGlo Tactical 30mm Illuminated Reticule Rifle Scope

GrovTec Heavy Duty Push Button Swivel Set

Crimson Trace Pro CMR204 and CMR 205

GrovTec Sling Systems

TruGlo Brite-Site TFO Handgun Sight

L3 EOTech Shotgun Integrated Fore-end Light (IFL)

ldquoThe Crimson Trace AR Railmaster Pro laser and light combination offers performance and quality in a rugged compact unit firearm owners have been asking for It fits nearly every rail-equipped handgun and long gunrdquo said Crimson Trace President amp CEO Lane Tobiassen ldquoIt sets a new standard in functionality reliability and ease-of-use in the accessories marketrdquo

The Railmaster Pro line features two models both combining a small universal laser and 100 lumenrsquos flash-light in a small compact package The Pro CMR204 fea-tures a red laser and the Pro CMR205 features a green laser An onoff identical button on each side of the unit for easy ldquotap on tap offrdquo activation and each compo-nent can be run separately and the unit will return to the mode it was set at originally Each of the models is small enough to be used on handguns with a lower rail such as a Glock and Springfield or even a shotgun The retail price for the CMR204 (red) is $279 and $379 (green)

L3 EOTech Designs manufactures and markets electro-optics products that utilize laser and holographic technology to enhance optical devices In plain Englishhellipfirearm arm sights

The L3 EOTech Shotgun Integrated Fore-end Light (IFL) offers an integrated LED light for easy shot-gun use The IFL offers 250 lumens of light and cus-tom grip with ambidextrous pressure pads The IFL features a 10 lumen dim mode making it ideal for just looking around and then switching to a bright light mode No gunsmithing is required to attach the unit

Available for Mossberg 500 and 590 and the Remington 870 in 12 gauge 10 lumens dim mode allows you to navigate an area without tipping off the bad guy that you are there and you need to navi-gate through your house and if you need to you can push the pressure pad for the brighter light Retails for $299

Carrying a rifle or a shotgun all day can be strenu-ous and thatrsquos where swivels and slings come into play GrovTec manafacurers both

ldquoOur GrovTec swivel line is pretty much our claim to fame and also our heavy duty swivels and basesrdquo said Jake Jacobs GrovTec technical support representative ldquoWe randomly pull test them and found that they rank 325 pounds an inchrdquo

GrovTec Heavy Duty Push Button Swivel Set is constructed to extremely tight tolerances heavy-duty body loop and stainless steel bases this swivel pair provides rock-solid performance under the most demanding conditions at $26

GrovTec Sling Systems are constructed of patented nylon stretch web The slings absorb shock without the annoying rebound and result in a secure effortless non-skid carry with a minimum of movement They feature radius cornered end tabs a tapered design to emphasize width at the load carrying position to spread weight an extra-wide pad and a thumb loop to reduce tension on your hand and forearm and retail for $22

Remington 870


THE WATCHES OF

SUMMER From longer battery life and thinner profiles to ghost runners and race predictors the seasonrsquos

crop of GPS sport watches gives specialty running retailers a lot to talk about

By Charlie Lunan

Photo courtesy PolarPolar V800

SGBOUTDOOR


Suunto Ambit2 R HRM

Garmin Forerunner 220

Garmin Forerunner 310 XT Garmin Forerunner 610


ike all good sporting goods innovations this summerrsquos newest sports watches are lighter faster and less expensive They are also smarter sleeker and run longer be-

tween charges They can work with a growing number of apps that advise athletes when they are off pace ready to resume training and are expected to finish a race Adidas has turned heads by equipping its first-ever GPS watch with potentially disruptive heart rate sensing technology Garmin and Suunto have broken the $299 price point with new running specific watches and Polar has launched the first two models of its ldquoVrdquo line which is designed to satisfy the most data-driven hardcore athletes

The latest participation survey from the Sports and Fitness Industry Association shows the fastest growing group of runners in America from 2010 through 2012 was ldquocore run-nersrdquo or those who run 50 or more times per year That group which grew by 29 million to 295 million people in 2012 alone is eager to take their performance to the next level and there are millions of more casual runners coming up behind them looking for a way to train for their first marathon triathlon adventure race color run or mud run

The newest models certainly give runners swimmers cyclists and even outdoor adventur-ers plenty of reasons to shop whether they are newbies training for their first 5K color run grizzled triathletes in search of the most accurate GPS spandex-clad road bikers looking for quicker sync times or ultra-runners demanding data portability and less intrusive sensors

Garminrsquos New ForerunnersGarmin has given runners plenty of reasons to upgrade this spring said Dan Schade an assistant store manager with the independently owned and operated Fleet Feet store in San Francisco

Schade sees Garminrsquos newest sports watches the Forerunner 220 price at $250 and the Forerunner 620 for $400 selling well with runners who until now have had to pay for a host of multi-sport features they rarely used - such as bike speedcadence sensors ndash in the comparably priced Forerunner 310 XT priced at $250 and Forerunner 610 at $400 They also are rated for up to six weeks of battery life or 50 percent to 50 times more than the Forerunner 310XT and Forerunner 610 Perhaps most importantly they are among the thinnest Forerunners which make them practical for every-day use

For the additional $50 the Forerunner 620 can be used with the Garmin HRM-Run $50 bundled$100 a la carte to display a V02 max indicator recovery time advisories race predictors a virtual training partner time distance alerts and aerobic fitness summaries

Schade thinks Garminrsquos reputation for GPS accuracy will give the newest Forerunners an edge with competitive runners ldquoThat is really important for an athleterdquo he said ldquoEither you trust what you see or you donrsquot trust what you seerdquo

Suuntorsquos Most Affordable Ambit2Suunto has done much the same by stripping multi-sport features from the Ambit2 S $350 to hit the $249 price point with its Ambit2 R for runners An Ambit2 R with HRM $299 does everything a runner could want and more according to Jody Hale a former collegiate track coach who now reps for Suunto from his home in Jacksonville FL

ldquoThats where we see sweet spot for usabilityrdquo said Hale ldquoSuunto did some focus groups and what we found out about runners is that most runners are not triathletes dont swim and dont go on backpacking and mountaineering trips and race mountain bikesrdquo

Among other things the Suunto Ambit2 R provides responsive and reliable speed distance and cadence readings using GPS and accelerometer data from the wrist downloads complete training programs from Suuntorsquos movescountcom website and provides pacing and intensity guidance while you run It also comes in all white which appeals to many women

Many of the outdoor specialty shops are reportedly stocking the watches alongside Suuntorsquos core watches $299 to $500 for customers who donrsquot want to pay a $50 premium for the out-door watchrsquos weather sensors compass and other features

L

Adidas miCoach Smart RunPhoto courtesy Adidas

Suunto Ambit2 S


Adidas Goes StraplessAdidas is raising eyebrows with miCoach Smart Run $399 with HRM which features potentially disruptive continuous heart rate technology de-veloped and patented by Mio a company Adidas invested in through its corporate venture fund Hydra Ventures Miorsquos technology uses LEDs and an electro-optical sensor to detect the pulsing of blood flow at the wrist eliminating the need for chest monitors

The continuous heart rate technology found in the miCoach Smart Run watch is compelling to the performance athletes who want to lose the chest strap without sacrificing accuracy even in high-performance work-outs performed by many of those in our miCoach program said Simon Drabble director of the miCoach business unit at Adidas AG

Reviews of Smart Run prototypes were mixed Athletes praised its color touch screen for its readability and laud Adidas for trying to obsolete the pesky chest strap but they have also lambasted the Smart Runrsquos three-hour battery life spotty GPS tracking and proprietary data formats Adidas has responded with impressive alacrity In January it updated miCoach so users can export their Smart Run workout data to other apps and in late March it released new firmware that allows Smart Run users to manually download individual workout files for export to other apps The upgrade also speeds up the time it takes for the watch to syncs with GPS satellites

Adidas plans to release a fully open API for miCoach later this year that will enable full-blown portability including automatic synchronization of data between miCoachcom and other training platforms All these im-provements will be rolled into a second Smart Run model the company plans to launch later this year

Polar Adds The V Series Polar expects to ship its most advanced sports watch for triathletes to stores by May The Polar V800 $450 is so loaded that Polar assigned it its own letter to set it apart from the rest of its models which are dubbed FT for Fitness and Cross Training R for Running and Multisport and CS for Cycling The V800 targets elite data-driven athletes It can be configured to work with Polarrsquos Bluetooth Smart running and cycling sensors to set goals and monitor performance for each stage of training or competition run bike and swim Rated by Polar as waterproof up to 100 feet the Polar V800 includes an HRM that works in the water The watch can suggest pacing and recovery times and Polar plans to offer compatibility with Keo Power pedals later this spring or summer

The V800 is just the first in a new series of V models dedicated to competitive athletes The company expects to introduce the Polar V650 cycling computer $270 which will be released in Europe in May in North America later this year The device works with Polarrsquos Bluetooth Smart heart rate and cycling sensors Keo Power Pedals and boasts a 28-inch color touch screen that should appeal to older cyclists

The Rise Of Bluetooth Smart These new products clearly demonstrate another trend said Rusty Squire

president of online retailer the Heart Rate Watch Company of Bozeman MT The Polar V800 Garmin Fenix 2 and Polar Loop activity tracker (see sidebar page 23) all use Bluetooth Smart technology to connect with sen-sors and smartphones and via smartphones the Internet

ldquoBluetooth Smarts longer battery life and ability to communicate with Smartphones has driven that adoption said Squire Notably absent from Bluetooth Smart adoption so far is Suunto but we would expect them to roll over this year

Squire said the industryrsquos next big challenge is extending the life of the rechargeable lithium ion batteries that fuel the power hungry GPS watch-es Getting a power source that will top 24 hours at one second recording intervals is the next challenge for the entire industry said Squire

For those however you may have to wait until at least next summer

USA|MADEFAMILY OWNED

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SPRING into action with the improved comfort and

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REBEL FUSION QUARTER II

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it causing skin irritation and even blistering The Fitbit Force had been sold by ATampT Apple Stores Best Buy Radio Shack and Target in addition to Dickrsquos Sporting Goods REI and The Sports Authority

ldquoIf right out of the box you are hav-ing to compete with big box stores not adhering to MAP policy and having to deal with margins that are so low and with electronicrsquos prices constant-ly going down Irsquom not sure itrsquos the best business for specialty retailersrdquo said Jody Hale a former high school running coach and Suunto rep out of Jacksonville FL Suunto which is based in Finland does not yet offer an activity tracker

Hale said none of his specialty run cycle and outdoor accounts are clam-oring for Suunto to make a fitness band Nor does he see such products in any of the shops he visits

Other retailers however say fit-ness bands released by Nike Polar and Garmin in recent months have boosted their business

ldquoWhy would you not want to sell that customer a $129 productrdquo asked Jon Jeunette vice president of strate-gic planning for the Running Specialty Group (RSG) which owns more than 50 stores nationwide ldquoYoursquove got to look at it as an add-on sale You also get a different customer in your store If they are coming in just for activity bands they probably were not a spe-cialty run customer and now they are and its an add on salerdquo

RSG stores including runcom sold hundreds of Nike Fuelband SE $149 to $169 introduced last fall dur-ing the holidays said Jeunette Sales of the Polar Loop $100 took off as soon as they hit shelves at RSGrsquos more than 50 stores beginning in October and RSG is now working with Polar to set up a special display at Boulder Running Corsquos new 17000-square-foot flagship store in Denver CO

Sales of Garminrsquos Vivofi $129 and $170 with HRM bundle which launched at the Consumer Electronics Show in January have taken off nearly as fast as sales of the Polar Loop Jeunette said

ldquoI think that it is going to be hugerdquo Jeunette said of the Vivofit ldquoWe definitely went big on that We have it in five colorsrdquo

ne of the must-have products for this spring and summer will clearly be fitness

bands that help people set goals and track their steps sleep and sync wirelessly to heart rate monitors (HRMs) smartphones and other devices What remains to be seen is whether independent specialty run bike and outdoor shops will embrace the category Despite the success of Nikersquos Fuelband which was introduced in 2012 and a raft of new products from Polar Garmin and other specialty brands some retailers remain skeptical that the sub-$150 products will help improve their financial performance

Wide distribution relatively low margins and rapid innovation they argue make consumer electronics inherently risky

At Fleet Feet Sports in San Francisco Assis-tant Store Manager Dan Schade acknowledges big demand for fitness bands But he noted the

SPECIALTY RETAILERS

DIVIDED ON FITNESS TRACKERS

OPhoto courtesy Nike

store is located across the street from an Apple store which carries such upstart brands as Jawbone and the Misfit Shine ($99 not including wristband) a quarter sized waterproof metallic disc people can wear as a pendant a watch or clip to their shorts to measure activities

ldquoWe get five or six people walking in looking for fitness bands every weekrdquo said Schade ldquobut we are across the street from an Apple store so we are a little leery about carrying them Schade added that the bands donrsquot generally provide the specific data or sensors sought by the serious runners Fleet Feet caters to

There is also the matter of quality control problems A month after launching the Jawbone Up Wristband and App $129 in November 2011 Jawbone was apologizing to customers for battery and syncing glitches Nevertheless the Up remains the top-selling pedometer and second best selling HRM on Amazoncom In March of this year Fitbit recalled its Fitbit Force $130 after the Consumer Product Safety Commission received nearly 10000 complaints about

By Charlie Lunan


TampC PICK

FOCAL UPRIGHT FURNITURE

he guiding thought for Martin Keen was that humans evolved to be upright So why did we even begin sit-

ting in the first place and impose an unhealthy posture on ourselves in our work environments where we spend most of our waking hours These questions and more originated a design process that created the Locus Workstation from the Red Barn behind Keenrsquos house in Rhode Island

As the designer who launched KEENreg Footwear in 2003 (again from the Red Barn behind Keenrsquos house) with his patented hybrid sandal Keen struggled to get comfortable at his old adjustable-height drafting table Twelve years four hundred and fifty-six drawings forty-two scale models and twenty working prototypes later Focal Upright Furni-ture and the Locus Workstation were ready to change the way we work

The Locus Workstation has won multiple awards includ-ing NeoCon 2013 Grand Prize in Product Innovation from Buildings Magazine Deserves a rousing standing ovation focaluprightfurniturecom

LOCUS WORKSTATION FORM FOLLOWS FUNCTION

T

Martin Keen on designing the Award Winning Locustrade Workstation and the ergonomic benefits of its revolutionary design

Locustrade Workstation

1

Tefl onreg BrandThe Element of Protection

Products that carry the DuPonttrade Tefl onreg fabric protector brand not only stand up to the environment but can use less energy less natural resources and reduce your carbon footprint

With Tefl onreg fabric protector textiles require less washing and lower wash- and dry-temperatures which extend the life of the clothing and reduce the impact on the environment

Tefl onreg fabric protectormdashnow more sustainable than ever

tefl oncomsgb

Carbon footprint claim based on testing which demonstrates that treated products require lower wash temperatures and 40 less drying time Capstonereg repellents for Tefl onreg fabric protector utilize short-chain molecules that cannot break down to PFOA in the environment Capstonereg repellents meet the goals of the US EPA 201015 PFOA Stewardship Program

Copyright copy 2014 DuPont All rights reserved The DuPont Oval Logo DuPonttrade Capstonereg and Tefl onreg are trademarks or registered trademarks of EI du Pont de Nemours and Company or its affi liates

CALENDARFor full year calendar go to sportsonesourcecomevents

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL

7-8 SFIA Litigation amp Risk Management Summit Phoenix AZ

22 SFIANFHSNCAA Rules Committee Meeting Indianapolis IN

27-30 NSGA Mgmt Conference Indian Wells CA

JUNE

11-12 Altanta Shoe Market Atlanta GA

17-19 Licensing International Expo Las Vegas NV

26-28 Sports Inc Summer Team Dealer Show Nashville TN

JULY

8-11 NBS Summer Market Austin TX

10-13 European Outdoor Trade Fair Friedrichshafen Germany

15-17 ASI Chicago Chicago IL

18-20 ADA Spring Show Reno NV

AUGUST

6-9 Outdoor Retailer Summer Market Salt Lake City UT

14-16 Sports Inc Outdoor Show Nashville TN

SEPTEMBER

3-8 NBS Fall Semi - Annual Market Fort Worth TX

4-6 Imprinted Sportswear Show (ISS) Orlando FL

10-12 Interbike International Trade Expo Las Vegas NV

16-17 SFIA Industry Leaders Summit Chicago IL

OCTOBER

7-9 OIA Rendezvous Asheville NC

NOVEMBER

15-16 ADA Fall Show Palm Springs CA

23-25 Sports Inc Fall Team Dealer Show Las Vegas NV

Athletic Dealers of America1395 Highland AvenueMelbourne FL 32935t 3212540091f 3212427419athleticdealersofamericacom

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown CT 06470t 2034261320 f 2034261087nssforg

National Sporting Goods Association1601 Feehanville Drive Suite 300Mount Prospect IL 60056t 8472966742f 8473919827nsgaorg

Nationrsquos Best Sports4216 Hahn BlvdFt Worth TX 76117t 8177880034f 8177888542nbscom

Outdoor Industry Association4909 Pearl East Circle Suite 300Boulder CO 80301t 3034443353f 3034443284outdoorindustryorg

Sports amp Fitness Industry Association8505 Fenton St Suite 211Silver Spring MD 20910t 3014956321f 3014956322sfiaorg

Snow Sports Industries America8377-B Greensboro DriveMcLean VA 22102t 7035569020f 7038218276snowsportsorg

Sports Inc333 2nd Avenue NorthLewistown MT 59457t 4065383496f 4065382801sportsinccom

Sports Specialists Ltd590 Fishers Station Drive Suite 110Victor NY 14564t 5857421010f 5857422645sportsspecialistsltdcom

Team Athletic Goods629 Cepi DriveChesterfield MO 63005t 6365303710f 6365303711tag1com

Worldwide 8211 South 194thKent WA 98032t 2538728746f 2538727603wdi-wdicom


Photo courtesy Adidas

SportScanInfocomA Service of The SportsOneSource Group

ACHIEVE YOUR GOALS

SportScanInfo is The only weekly retail sales

trend reporting solution for the active lifestyle market

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Thomas J Ryan


9173754699




Teresa Hartford



Camila Amortegui


Advertising Sales

Account Managers

Buz Keenan


2018875112

Katie ODonohue


8282443043




James Hartford


3039977302


SportsOneSourcecom














Lives in Africa





16






MOVERS amp SHAKERS

NEWS



























wwwpaypalcomSGB







CAMPAIGN











BY THE NUMBERS

NEWS


DAY COLLECTION



Photo courtesy Nike

C

M

Y

CM

MY

CY

CMY

K




















NEWS

Photo courtesy Teva


SGB40UNDER40COM


goods industry

Photo courtesy Teva






July Issue of SGB



PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg









Thomas J Ryan


9173754699




Teresa Hartford



Camila Amortegui


Advertising Sales

Account Managers

Buz Keenan


2018875112

Katie ODonohue


8282443043




James Hartford


3039977302


SportsOneSourcecom














Lives in Africa





16






MOVERS amp SHAKERS

NEWS



























wwwpaypalcomSGB







CAMPAIGN











BY THE NUMBERS

NEWS


DAY COLLECTION



Photo courtesy Nike

C

M

Y

CM

MY

CY

CMY

K




















NEWS

Photo courtesy Teva


SGB40UNDER40COM


goods industry

Photo courtesy Teva






July Issue of SGB



PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg






MOVERS amp SHAKERS

NEWS



























wwwpaypalcomSGB







CAMPAIGN











BY THE NUMBERS

NEWS


DAY COLLECTION



Photo courtesy Nike

C

M

Y

CM

MY

CY

CMY

K




















NEWS

Photo courtesy Teva


SGB40UNDER40COM


goods industry

Photo courtesy Teva






July Issue of SGB



PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg








wwwpaypalcomSGB







CAMPAIGN











BY THE NUMBERS

NEWS


DAY COLLECTION



Photo courtesy Nike

C

M

Y

CM

MY

CY

CMY

K




















NEWS

Photo courtesy Teva


SGB40UNDER40COM


goods industry

Photo courtesy Teva






July Issue of SGB



PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg








CAMPAIGN











BY THE NUMBERS

NEWS


DAY COLLECTION



Photo courtesy Nike

C

M

Y

CM

MY

CY

CMY

K




















NEWS

Photo courtesy Teva


SGB40UNDER40COM


goods industry

Photo courtesy Teva






July Issue of SGB



PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg










BY THE NUMBERS

NEWS


DAY COLLECTION



Photo courtesy Nike

C

M

Y

CM

MY

CY

CMY

K




















NEWS

Photo courtesy Teva


SGB40UNDER40COM


goods industry

Photo courtesy Teva






July Issue of SGB



PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







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1





tefl oncomsgb




TR

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OC

IAT

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G G

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UP

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APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg

























NEWS

Photo courtesy Teva


SGB40UNDER40COM


goods industry

Photo courtesy Teva






July Issue of SGB



PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg







SGB40UNDER40COM


goods industry

Photo courtesy Teva






July Issue of SGB



PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg











July Issue of SGB



PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg








PRESENTED BY











the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg
















the Buffalo

By Charlie Lunan

GIVING BACK


Leah Missbach Day

























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg






























By William F Kendy




BEST PRACTICES

T


























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg






























Getting Started







By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg






By William F Kendy


















SGBSPORTSMANS
























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg




























Remington 870


THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg







THE WATCHES OF



By Charlie Lunan


SGBOUTDOOR


Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg







Suunto Ambit2 R HRM
















L


Suunto Ambit2 S














wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg



















wigwamcom

TRAIL




SPRING



WMIAPR2014pdf 1 32614 131 PM














SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg



















SPECIALTY RETAILERS






By Charlie Lunan


TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg







TampC PICK







T



1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg






1





tefl oncomsgb




TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg







TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

APRIL




JUNE




JULY





AUGUST



SEPTEMBER





OCTOBER


NOVEMBER

















ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg







ACHIEVE YOUR GOALS





Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg






Ultra Soletrade

SORBOTHANEreg



8008383906


Comfort

BUILT TO BETHE BEST

reg






SGBW 1414

Documents

Transcript of SGBW 1414