SGBW 1450

ISSUE 1450DECEMBER 15 2014

The Weekly Digital Magazine for the Sporting Goods Industry

DECEMBER 15 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

Senior Business Editor

Thomas J Ryan

tryansportsonesourcecom

9173754699

Contributing Editors

Scott Boulbol Fernando J Delgado

Charlie Lunan

Editorial amp Creative Director

Teresa Hartford

teresasportsonesourcecom

Senior Graphic Designer

Camila Amortegui

camilasportsonesourcecom

Advertising Sales Account Managers

Buz Keenan

Northeast

buzsportsonesourcecom

2018875112

Katie ODonohue

SoutheastMidwest

katieosportsonesourcecom

8282443043

Circulation amp Subscriptions

subssportsonesourcecom

Group PublisherEditor In ChiefJames Hartford

jamessportsonesourcecom

3039977302

2151 Hawkins St bull Suite 200 bull Charlotte bull NC bull 28203SportsOneSourcecom

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Print Magazines SGB SGB PerformanceDigital Magazine SGB Weekly

Newsletters Sports Executive WeeklyThe BOSS Report

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Career ServicesSportsJobSourcecom

DECEMBER 15 2014ISSUE 1450


MAKING NEWS4 Movers amp Shakers

Lululemonrsquos Q3 Earnings Slide 5 SportsOneSource to Acquire

VantagePoint Data Platform from Outdoor Industry Association

6 By The NumbersColumbus Running Company Wins

Running Store of the Year7 The Running Event Tallies Largest

Attendance22 Industry Calendar

8 PRODUCT SHOWCASE

ANALYSIS I RETAIL10 Finish Line Meets Run Specialty

12

VENDOR FOCUS14 Asics Readies Campus Headquarters

FEATURE16 Running Outerwear Much More Than

Warmth

I AMhellipSGB 20 Fred Doyle

Co-founder Athletics East Brand

ON THE COVER Named after the sure-footed Tibetan Yak Yaktrax stretch over a variety of shoes from casual walking to running to winter boots Abrasion-resistant hand-wound stainless-steel coils cover the bottom of shoes to bite into packed snow and ice for stability and grip in all directions

Photo courtesy Ecco

F INANCIAL

Bell Helmets named Scott Sharples as Marketing Manager for its bicycle business

Big Agnes hired six employees including two former managers from Eastern Mountain Sports Wes Green and Tony Roina to support growth fueled by strong demand for new category launches including its mtnGLO collection of tents and camp accessories featuring integrated LED lights

Costa Sunglasses hired John Sanchez formerly President of Zeal Optics as VP of Product Development

Genesco Inc announced that James S Gulmi SVP and CFO would retire at the end of its current fiscal year

Kenji Haroutunian who recently stepped down as a VP of Emerald Expositions and Director for its Outdoor Retailer Show has established KenjiConsults a consulting business in service to the industry

Nike Inc appointed Tom Peddie VP and GM of its emerging markets geography

NSGA announced that baseball Hall of Famer Cal Ripken Jr would be the featured speaker at its 51st Annual Management Conference amp 17th Annual Team Dealer Summit in Austin TX

Peter Fox rejoined Fox Head Inc in the newly created role of Chief Creative Officer and will report directly to Interim CEO Scott Olivet

Reebok formed a new partnership with acclaimed hip-hop artist Kendrick Lamar Together they hope to inspire and empower youth through programs designed to provide a positive alternative to the streets

The Buckle appointed Kelli D Molczyk as VP of Womenrsquos Merchandising and Diane L Applegate as VP of Supply Chain and Merchandising Operations

MOVERS amp SHAKERS

4 SGBWeeklycom | DECEMBER 15 2014

LULULEMONrsquoS Q3 EARNINGS SLIDE

Lululemon Athletica Inc reported earnings declined 86 percent for the third quarter ended November 2 to $605 million or 42 cents a share

Net revenue increased 10 percent to $4194 million from $3799 millionIn constant dollar terms a three percent decline in same-store sales and

27 percent increase in direct-to-consumer revenue blended to increase com-parable store sales for the period by three percent in constant dollar terms

Gross profit for the quarter increased three percent to $2111 million or 503 percent of net revenue down 360 basis points from 539 percent in the third quarter of fiscal 2013

Income from operations for the quarter decreased 12 percent to $812 mil-lion and a percentage of net revenue was 194 percent compared to 243 per-cent a year ago

I am pleased that our third quarter results demonstrated sequential im-provements as the quarter progressed with all key facets of our business - brand guest experience and product - contributing to our momentum said Lululemon CEO Laurent Potdevin I am confident that our strong team coupled with strategic investments into our core business areas has already made a positive impact and placed us on a strong trajectory for further global growth

For the fourth quarter of fiscal 2014 Lululemon expects net revenue to be in the range of $570 to $585 million based on a total comparable sales increase in the low single-digits on a constant dollar basis The sales outlook relative to previous guidance is expected to be impacted by approximately $15 million due to the combined impact of West Coast port delays a lower Canadian dol-lar and delayed store openings Diluted earnings per share are expected to be in the range of 65 to 69 cents per share down from 75 cents a year ago

For the full 2014 fiscal year the company guided adjusted EPS in a range of $174 to $178 on revenues of $1765 billion to $1780 billion compared with the consensus estimates for EPS of $177 on revenues of $179 billion

POWER VERSATILITYLIGHT

ORDER NOW WWWCOGHLANSCOM

SGBweeklySept2014indd 1 8262014 41704 PM

The SportsOneSource Group (SOS SportsOneSource) and Outdoor Industry Association (OIA) have entered into an agreement that will result in SportsOneSource taking full control and ownership of the OIA VantagePoint retail point-of-sale data-reporting platform The transaction is expected to close on December 31 2014 The SportsOneSource Grouprsquos commitment to the outdoor industry will continue with a revised VantagePoint web platform available to OIA members and other retailers and vendors interested in outdoor industry data

ldquoThis transaction comes at an important time for SportsOneSourcerdquo explained James Hartford president amp CEO at The SportsOneSource Group ldquoSportsOneSource is introducing new branding and technology across its various data products in 2015 and the inclusion of the Vantage-Point platform aligns with that strategyrdquo

ldquoOIArsquos goal is to provide the industry with the most comprehensive view of the outdoor market and its consumersrdquo said Christie Hickman VP of Market and Consumer Insights at Outdoor Industry Association ldquoTo that end we are re-evaluating our market insights offerings to deter-mine how best to serve the industry with the changing landscape of retail and consumer shopping behaviorrdquo

OIA retail and vendor members will be able to access complimentary VantagePoint category-level data through March 31 2015 SportsOneSource will provide the VantagePoint category-level data on a subscription basis effective April 1 2015 All SOS reporting retail partners will continue to have free access to the platform where they contribute data For more information contact SportsOneSource at 3039977302

SPORTSONESOURCE TO ACQUIRE VANTAGEPOINT DATA PLATFORM FROM

OUTDOOR INDUSTRY ASSOCIATION


The Running Event held in Austin TX on De-cember 2-5 hosted 872 retail buyers from 24 countries representing 368 ownership groups up 12 percent from 2013 according to show organiz-ers Retail buyers and sales associates traveled to the Austin Convention Center for educational seminars and previews by 310 exhibiting manu-facturers of new products for the running enthu-siast

ldquoThe retail attendance numbers were grati-fying because it was a challenging year for run specialtyrdquo said Mark Sullivan president Formula 4 Media ldquoThe fact that the stores turned out in such great numbers speaks to the vitality resil-iency and strength of the channelrdquo Mark Yard-ley North American leader for Gore Running added ldquoRetailers come to Austin ready to learn and looking for new brands to add to their collec-tionsrdquo Todd Andrews president of Tasc Perfor-mance said ldquoWe were busy the entire time with high quality accounts We opened many new doors thanks to pre-event marketing that gener-ated buzz for our bamboo performance technol-ogyrdquo

Seminars repeatedly echoed the importance of customer service Parker Karnan of the Indepen-dent Running Retailer Association (IRRA) told store owners buyers and associates ldquoThe cus-tomer is an empowered buyer in control of the purchase thanks to the information agehelliptoday

consumers are in controlrdquo Karnan said 70 percent of the time customers research footwear online but only purchase online 10 percent of the time ldquoThey understand the importance of receiving a proper fit and like to shop in storesrdquo

Jim Knight a training and development vet-eran for 30 years said store associates need to be ldquounapologetically authentic in their customer obsessionhellipto deliver personalized running ex-periencesrdquo He continued ldquomemorable experi-ences help justify the price yoursquore chargingrdquo Bob Phibbs The Retail Doctor said ldquoPeople donrsquot buy products they buy better versions of their livesrdquo He advises sales associates to stop hiding behind the sales counter and get out on the floor to ask ldquoHow can I make your run betterrdquo

Retail trainer and consultant Jim Dion added ldquoNobody needs to run they need what running does for themrdquo Said retailer Mort Nace of Medved Running amp Walking Outfitters Rochester NY ldquoWe came looking to meet with current vendors and keep an eye open for new products We be-came energized by the breakout sessions and will share that energy with our staff back homerdquo

Celebrity runners Meb Keflezighi and Kara Goucher attended for Skechers and other brands they represent Nick Symmonds was there for Brooks Soleus and Run Gum and competed in Austinrsquos famed Beer Mile Bart Yasso was in the Runnerrsquos World booth and Hal Koerner made

appearances for The North Face At the Running Specialty Hall of Fame break-

fast presented by the Independent Running Re-tailer Association the IRRA Shoe of the Year was the Hoka One One while honors for the IRRA Vendor of the Year went to Brooks Sports Seat-tle Fleet Feet Roanoke won the Ubuntu Award presented by Balega Sports while Fleet Feet Ap-tos won The North Face Never Stop Exploring Award Nikersquos Just Do It Award went to Lukersquos Locker with 11 locations in Texas Lady Sport of Vancouver and Boutique Courir of Montreal shared the Canadian Store of the Year award pre-sented by New Balance Canada Store of the Year honors went to Columbus Running Company Dublin OH

During the Indie 5K race in nearby Zilker Park approximately 400 retailers braved a light Texas mist The Owners Club Award went to Amanda Goetschius of OK Runner in Edmond OK (1739) and Jimmy Wiggins of Classic City Running Buford GA (1941) the Supplier Award went to Stephen Piper (1432) and Kris-ten Arendt (1654) of Newton Running Boulder CO the Best Overall Male winner - Retailer was Scott Smith of OK Runner (1442) and Amber Andrews (1730) of Runners Corner Orem UT the first place Team Award (top three finishers of each store) went to OK Runner with a combined time of 4757

THE RUNNING EVENT TALLIES LARGEST ATTENDANCE


+36Genesco Inc said lower than planned sales and gross margin pressures at LIDS in the third quarter and expected continued margin pressure at the segment in the fourth quarter would cause it to lower its guidance for the full year Earnings from continuing operations in the third quarter rose 36 percent to $288 million or $121 per diluted share The Journeys Groups comparable same-store sales were ahead 6 percent and ahead of plan but LIDS comps were up 1 percent and below plan

+100Johnson Outdoors Inc reported sales increased 10 percent to $849 million in the fiscal fourth quarter ended October 3 due to double-digit growth in both Marine Electronics and Outdoor Gear units Operating loss declined sharply year-over-year due largely to the increase in sales volume but not enough to prevent the company from resetting its three-year 2015 financial targets

-110Quiksilver Inc reported operating earnings before special items fell sharply in its fourth quarter ended October 31 Sales dropped 11 percent to $401 million Among brands Quiksilver was down 12 percent on a currency-neutral basis Roxy declined 6 percent and DC Shoes fell 14 percent

-271Freedom Group the parent of Remington reported a loss of $64 million in the third quarter ended September 28 against earnings of $306 million a year earlier Sales slid 271 percent to $2536 million from $3471 million a year ago according to a filing with the Securities amp Exchange Commission

-703Smith amp Wesson reported earnings slid 703 percent in the second quarter to $505 million or 9 cents a share Revenues slumped 221 percent Sales of long guns primarily modern sporting rifles declined 503 percent while handgun sales declined 150 percent

BY THE NUMBERS

COLUMBUS RUNNING COMPANY WINS RUNNING STORE OF THE YEAR

The Columbus Running Company serving the Central Ohio region was named the 2014 Running Store of the Year by Competitor magazine at an event held during The Running Event this month in Austin TX

The nomination process started with readers nominating their favorite shops on competitorcom A rigorous evaluation process including runner nominations mystery shopping to assess customer service credit ratings from vendors and assessments about local programs and community com-mitment determined the finalists and winner The rankings are based on 20 criteria including retail environment shoe fitting checkout process credit worthiness and community service

Celebrating its 10th year Columbus Running Company now a four-store operation earned the nod because of its exemplary customer service invigorating training programs and group runs strong credit ratings from vendors and community commitment to local races schools and charity organizations Ambitious initiatives include creating a Grasshoppers running club for kids in second through sixth grades developing a charity training program that recently donated $23000 to Ron-ald McDonald House and helping send several runners from its store in Dublin OH to the Dublin Marathon in Ireland

ldquoItrsquos not just about selling shoes itrsquos more about getting people runningrdquo Eric Fruth owner Columbus Running Company told Competitor magazine ldquoThe running world is a pie Our thought has always been letrsquos bake a bigger pie by growing the sport If the sport isnrsquot growing and changing itrsquos not thrivingrdquo The other three finalists for the 2014 Running Store of the Year honor were Running Central in Peoria IL Track Shack in Orlando FL and Fleet Feet Baltimore in Baltimore MD

The 50 Best Running Stores by state are Alabama -Fleet Feet Huntsville bull Alaska - Skinny Raven Anchorage bull Arkansas - Rush Running Company Bentonville bull Arizona - Fleet Feet Tucson Sole Sports Tempe Tortoise amp Hare Sports Glendale bull California - Sole 2 Soul Visalia bull Florida - Fit Niche Lakeland Fleet Feet Stuart Stuart Jacksonville Running Company Jacksonville Running Zone Melbourne St Petersburg Running Company St Petersburg Track Shack Orlando bull Geor-gia - Big Peach Running Company Atlanta Classic City Running Buford West Stride Atlanta bull Idaho - Schursquos Idaho Running Company Boise bull Illinois - Dick Pond Athletics Schaumburg Fleet Feet Chicago Geneva Running Outfitters Geneva Naperville Running Company Naperville Run-ning Central Peoria bull Indiana - Fleet Feet Schererville Runnerrsquos Forum Indianapolis Three Rivers Running Fort Wayne Tri-N-Run Lafayette bull Kentucky - Tri State Running Edgewood bull Louisiana - Sports Spectrum Shreveport bull Maine - Maine Running Company Portland bull Maryland - Charm City Run Timonium Fleet Feet Baltimore bull Massachusetts - Whirlaway Sports Methuen bull Michi-gan - Playmakers Okemos bull Missouri - Big River Running Company St Louis The Running Well Store Kansas City Ultra Max Columbia bull Montana - Runnerrsquos Edge Missoula bull Nebraska - Red Dirt Running Omaha bull New Hampshire - Runnerrsquos Alley Portsmouth bull New Mexico - Bosque Run-ning Albuquerque bull New York - Fleet Feet Rochester Rochester Fleet Feet Syracuse East Syracuse bull North Carolina - Charlotte Running Co Charlotte bull Ohio - Columbus Running Company Dub-lin - Vertical Runner Hudson bull Oklahoma - Red Coyote Running Oklahoma City bull Pennsylvania - Emmaus Run Inn Emmaus bull Rhode Island - Rhode Runner Providence bull Tennessee - Fleet Feet Brentwood Brentwood bull Texas - IRun Texas San Antonio Lukersquos Locker Dallas bull Utah - Salt Lake Running Salt Lake City bull Virginia - Pacers Arlington bull Wisconsin - Performance Running Outfit-ters Brookfield



Nathan Halo Fire (228 lumens) | $120Nebula Fire (192 lumens) |$75LEDs and custom optical lenses are combined for the perfect amount of illumination Auto-Strobe sen-sor when activated turns on a safe-ty strobe to address ambient light changes A touch-free RunWave fea-ture allows the user to cycle through the five different lighting modes - low medium high sprint and strobe

Crossover Kit |$85For the Nebula the Crossover Kit clip mounts the headlamp to a belt pack waistband or an adjustable bounce-free bike handlebar mount Compatible with any road or mountain bike

GlukosA nutritional supplement with glucose as its primary ingredient is the only sugar that absorbs di-rectly into the bloodstream Glu-kos will sell powders by early next year and expand into gels gum-mies tablets and beverages

Run Gum Delivers supplements through the lining of the cheeks and gums for fast absorption into the blood-stream One piece contains 50mgs of caffeine equivalent to a half-cup of coffee or energy drink 20mgs of taurine B6 and B12

Hoka One One Tor Ultra High WP | $230 The crossover boot combines Hokarsquos cush-ioning and Meta-Rocker geometry with sup-porting trekking upper For drywet terrain includes Vibram MegaGrip outsole rubber with 5mm lugs Leather and nylon mesh up-per and Event waterproofing

Ampla Fly |$180Empowers optimized mechan-ics with a full-length carbon plate for ideal landings and gathers kinetic forces for release in the toe-off phase Track-inspired last promotes unique foot posture While the spring-powered boost is built for speed the un-orthodox design also reduces risk of injury and improves running form

Addaday Boomerang Roller |$46 Contours to the body for hard to reach areas Directional rollers allow for cross fiber friction massage in two density gears ndash Surface Skin Technolgy (SST) and without SST for a harder massage

Addaday Fly Roller |$25Holds easily in one hand or can be used with a two-handed grip for more pressure Includes two density gears - with SST and without for a harder massage Both gears can be used at the same time or alone for a focused massage

Samsara Fitness Trueform Runner | $6000Non-motorized treadmill features an innovative curved deck controlled 100- percent by the movement and force of the athlete to train and reward technically sound posture balance and cadence Runners can set their own limits and measure efficiency

PRODUCT SHOWCASE

Photo courtesy Nathan

Nathan Halo Fire

Nathan Nebula Fire


ENDING HUNGER AND POVERTY WHAT YOU CAN DO


he Finish Line Incrsquos opportunity in the run specialty channel and its challenges were on full display at a speaking engagement held at the

The Running Event last week The opportunity came from Glenn Lyon

CEO and chairman of The Finish Line and Bill Kirkendall president of Running Specialty Group (RSG) the companyrsquos run specialty seg-ment that has quickly grown to 66 locations in a little over three years Both talked up the poten-tial of the run specialty industry to easily dou-ble in size to benefit The Finish Line existing independent stores and the industryrsquos brands With each

storersquos staff expertise commitment to com-munities and dedication to the activity of run-ning run specialty is better poised to capitalize on the burgeoning health amp wellness trend on the fit side than the many other channels chas-ing the opportunity Finish Line officials said

For its part Finish Line expects it will bring sophisticated approaches and technologies to what Lyon described as a channel that ldquohas been somewhat lackingrdquo in such expertise to fully tap that opportunity

ldquoIts not just a checkbook we bring to the tablerdquo said Lyon ldquoWe have great great systems We have great warehousing We have a terrific group of mer-chants who have worked for us for a long time We have some great opera-tions people But we have some core competencies that play in this worldrdquo

The challenges came from what Lyon described several times as the ldquoskepticsrdquo Some carried doubts that a national chain could manage run specialty stores at a local level Others seemed concerned and some openly angered at the prospect of a corporate giant transforming their communi-ty-driven landscape

In a QampA format Lyon said the RSG opportunity is ldquonot about dol-lars and cents for usrdquo but ldquowhere the universe is todayrdquo He noted that a mall where most of Finish Linersquos stores reside hasnrsquot opened in over ten years By contrast run specialty is ldquoright in the centerrdquo of the trends be-hind health amp wellness as well as digital commerce with its community connections

ldquoWe donrsquot think of it monetarilyrdquo said Lyon ldquoWe just think of this as the place in the universe where therersquos going to be growth and opportunity - opportunity for growth within our company and within the entire seg-ment You guys are in an unbelievable part of the world and we just want to participate in itrdquo

Kirkendall said the active lifestyle consumer is ldquothe sweet spotrdquo for many retailers and ldquothe main activity and the foundation for this active lifestyle consumer is running So what could be better than the specialty running spacerdquo

Moreover Lyon added that while hersquos heard many estimates that run specialty is a billion dollar industry currently he expected it would get much bigger Lyon added ldquoThe ability of us and the people in this room to take a bigger share of the active lifestyle business is going to lead our success and itrsquos out there and itrsquos out there to be had And wersquore happy to share that with all of yourdquo

Addressing the skeptics at several points Lyon said Finish Line has been undergoing an ldquounbelievable learning experiencerdquo since getting into the run specialty space with the 2011 acquisition of an 18-store chain of specialty running shops operating under The Running Company banner It has since acquired Run On Blue Mile Boulder Running Company Ronckerrsquos Running Spot Running Fit VA Runner Capital RunWalk Rich-mond RoadRunner Garry Gribblersquos Running Sports and Run Colorado

The findings have come from extensive conversations with many of the sellers including industry legends such as Johnny Halberstadt Bob Roncker and Garry Gribble that stay on to offer council during the transi-tion period In August of this year Bob Wallace the former founder of Run On was hired as RSGs senior adviser strategic initiatives to strate-gically plan and integrate RSGrsquos growth opportunities

Lyon noted that Finish Line is providing an exit strategy for many in the industry He elaborated ldquoWersquore willing to come in and purchase all the assets that they spent their lives building up And if itrsquos good for them itrsquos good for us And they stay on and they help us and they counsel us And I think theyrsquoll tell you that wersquore pretty good listeners You canrsquot always replicate everything they did over those years but boy the learn-ings wersquore getting have been incrediblerdquo

The sales also offer opportunities for existing staff to ldquomove uprdquo with some getting transferred to other regions for bigger roles

Lyon said Finish Line also fully understands that success in run spe-cialty relies on connecting to the community As an example he noted at its flagship Finish Line chain its consumers will walk directly to Foot Locker if it doesnrsquot have the Jordan launch product in their size Said Lyon ldquoAt Finish Line theyrsquore only as loyal as smiling faces and size 8 in the shoe that just came out yesterdayrdquo

By comparison through their running outreach programs and knowl-edgeable staffs run specialty has a more ldquoloyalrdquo customer that allows more ldquowiggle roomrdquo to complete a sale with an out of stock or special order that keeps that customer coming back

ldquoWe totally get itrdquo said Lyon ldquoThis is about the lsquoinside outrsquo Itrsquos about what happens inside the store and inside the communityrdquo

Lyon stated Finish Linersquos goal for RSG is to build a ldquobest in classrdquo organization Across its acquired chains some were stronger or weaker in different disciplines such as associate training community engage-ment or in-store conversation The best practices will be shared across banners

But he also expected Finish Linersquos expertise across many retail dis-ciplines would improve the profitability of RSG stores He noted that since he became CEO and Sam Sato president of the Finish Line brand who joined the company about seven years ago sales at the average Finish Line store have improved to $2 million from $12 million

An emphasis will be improving inventory turns with a base goal of turning inventory three times a year Many of its acquired stores are turning at two times Said Lyon ldquoThe margins will be higher and

Finish Line Meets Run Specialty

ANALYSIS I RETAIL

By Thomas J Ryan

Glenn Lyon CEO and chairman of The Finish Line

Bill Kirkendall president of Running Specialty Group

T

DECEMBER 15 2014 | SGBWeeklycom 11SportScanInfocom

A Service of The SportsOneSource Group

ACHIEVE YOUR GOALS

SportScanInfo is the only weekly retail sales trend reporting solution for the active lifestyle market

To learn more call 3039977302 or SportScanSportsOneSourcecom

BREADTH OF DATA DEPTH OF DATA TIMELINESS OF DATA


it doesnrsquot have to come from discounts in the marketplace but rather more productivity in our stores and for our brand partnersrdquo

Addressing some of the aspects of its RSG strategy Lyon said RSG would fill-in markets with new stores in areas that are notably underpen-etrated with run specialty stores In the DallasFort Worth market where it acquired its first chain with Run On for instance RSG has since added five more doors But the primary focus for expansion will be acquisition Said Lyon ldquoWe inherit a profitable business and we are capitalized in a way that we are happy to pay for that profitabilityrdquo

For merchandising Lyon noted that although Nike including Jordan product accounted for approximately 70 percent of the overall companyrsquos sales in its last fiscal year the inventory makeup at RSG will be completely based on customer demand in each market Said Lyon ldquoWe want to be what the customer wants us to berdquo

At Finish Line stores the 18 to 29-year-old customer ldquovotes for Nikerdquo and Nike ldquoearns that every dayrdquo By contrast run specialty has ldquoa very different core customerrdquo with the merchandise often varied significantly by region Lyon said ldquoWersquore going to give the customers the products that they want in the size and color that they want from the brands that they wantrdquo

The merchandising differences are one of the primary reasons RSG is run out of Denver and the core Finish Line business is run out of India-napolis Said Kirkendall ldquoWersquore in a different business We have different customers So we have to do what is right for the customerrdquo

In a bit of news Lyon said RSG might shift to using one nameplate for RSG instead of the 16 different nameplates the business currently uses It has engaged a branding consultancy to explore the issue and hasnrsquot yet made a final decision But Lyon said initial findings indicated that itrsquos ldquonot necessaryrdquo for a store to have the name of that individual town or one that is unique to that community Said Lyon ldquoWhatrsquos happening in a store to create that local connection to the customer has very little to do with what name is on the outside the building From my point of view itrsquos the lsquoinside outrsquordquo

Some attention was paid to the notion that a running independentrsquos ownership in the business provides the best commitment to service the community than a salaried employee While Lululemon appears to be one national chain able to instill community engagement at its locations it was also noted that the yoga-inspired chain pays its managers $90000 per year much more than RSG pays

Lyon said he doesnrsquot ldquoknow the difference sometimes between an ambi-tious young person who we pay $50000 and someone whorsquos got 10 years of experience in retail work that we pay $90000rdquo

He also noted that ldquocamaraderie respect and funrdquo also go into incentiv-izing and creating dedicated employees Added Lyon ldquoIn society today versus 10 and 20 years ago itrsquos not as much about the money as it is about the environment So I know there are skeptics in the audience I get that but thatrsquos where wersquore atrdquo

Finally Lyon noted that Lululemon is able to pay its managers $90000 because its stores do more than $4 million each (In 2013 Lululemonrsquos average 2872 square foot store did $54 million in sales according to fi-nancial flings)

Lyon believes RSGrsquos locations can sell much higher than they are today not only by tapping into Finish Linersquos expertise but by extending more into

lifestyle merchandising opportunities with women becoming the domi-nant buyers in the run specialty channel

Continuing the comparison he suspected that Lululemon sells less than 25 percent its product for users of yoga Itrsquos done that by continually broad-ening its assortment ldquowithout losing the essence of what they stand forrdquo He admitted thatrsquos a ldquovery hard thing to dordquo but running specialty has the chance to go beyond the hard-core runner to reach those running once or twice a week or primarily for social reasons as part of the robust health amp wellness trend

ldquoOur community is getting biggerrdquo said Lyon ldquoThere are more people who want to buy running shoesrdquo The growing running consumer base gives run specialty ldquosome elasticity to having the right kinds of shoes and apparel that can be bought in a storerdquo

The tension was most evident in an outburst from one independent re-tailer that included an expletive to show his doubt around Finish Linersquos commitment to the local running community and its employees Many applauded

Lyon apologized for his exuberance But he also asserted that hersquos not ldquosome corporate guyrdquo He and his team are ldquoshopkeepersrdquo with long experi-ence in the department store and specialty channel that understands the value of customer relationships

ldquoI can tell you wersquore real people trying to do good things in our com-munity and for our employeesrdquo said Lyon ldquoAnd at the end of the day we believe we can help this sector grow and the proof will be in the pudding And some people will join us and other people will remain skeptical about who we are and how we represent ourselves and time will tell for them I would like to have everybody on our side but I know thatrsquos not realisticrdquo

It was also obvious at the end of the session when another indepen-dent storeowner asked whether Finish Line would enable an RSG store manager to sell four high school kids with little money but cross-country aspirations shoes at cost Lyon responded ldquoAbsolutely notrdquo

The independent shot back ldquoThatrsquos not localrdquo saying he would ldquotake whatever money they hadrdquo to get them on the path to running Again many in the audience applauded

After the session another independent told SGB Weekly that he wouldnrsquot sell at cost either and believed it wasnrsquot a great example of com-munity commitment A Finish Line insider admitting that the session was a botched opportunity said it might have gone better if a formal presenta-tion had been used to fully explain Finish Linersquos approach and intentions rather than the QampA session Others said Finish Line officials stood out a bit in their suits with the crowd filled with Henleys and T-shirts

Still many store owners came up to Finish Line management and thanked them some appreciating their candor and the sophistication the retailer would likely bring to the channel A few expressed a will-ingness to work alongside them and some wanted to explore potential sales talks

Speaking to SGB Weekly Lyon said he wasnrsquot surprised by the di-verse reaction by many in the audience ldquoThere are 300 business people and they all react in different ways and I have nothing but respect for them because this is their lives And some see us as a benefit and as an opportunity and others see us as an adversary and obstacle to their suc-cess I donrsquot begrudge anybody of that I really donrsquotrdquo


With OIA VantagePointtrade access the weekly sales landscape of the outdoor industry and be outfitted with data to guide your companyrsquos strategic decisions

OIA VantagePointtrade is the only weekly retail point-of-sale reporting platform exclusively for the active outdoor lifestyle industry We swiftly deliver critical trend and detailed business data to brands and retailers

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SHARPEN YOUR PERSPECTIVE

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In September 2008 Asics America moved into bigger headquarters at 29 Parker in Irvine CA adding 11000 square feet to accommodate its re-cent growth spurt The region has grown from $214 million in 2004 to $423 million in 2007 With the eco-push in vogue the building touted its sustainable and recycled materials layered throughout the building VOC paints to reduce toxins and a deconstructed perimeter to bring in more natural light

Under the direction of Kevin Wulff who joined Asics America as COO in August 2010 and eventually assumed the role of president and CEO Asics America and its regional growth have reached new levels Sales are projected to hit nearly $1 billion in 2014 The region also remains on target to achieve its goal under Asics Corprsquos five-year growth man-date of $12 billion in the Americas Region for 2015

While the new headquarters will up the ante on sustainable design and eco-friend-

ly features a major focus will be on its employees The new location ndash covering 120000 square feet of workspace across two adjacent buildings

ndash is aimed at turning Asics Americarsquos headquarters into a ldquocampus environ-mentrdquo Asicsrsquo employees moved in on December 1 2014

For the design of the new campus headquarters Wulff tapped into his experience working for other leading sporting goods brands and combined that knowledge with what elite technology companies are offering their em-ployees ldquoThe new Asics campus was specifically designed to stimulate our dynamic culture and provide a center of excellence to drive innovation re-cruitment and productivityrdquo he said in an interview with SGB Weekly

Amenities include outdoor patios and eating areas equipped with wireless access BBQ pits and waterfalls for outdoor gatherings and dining an ex-pansive cafeteria providing fresh nutritious foods prepared on site and ac-cess to walking and running paths near and around the campus Said Wulff ldquoEmployees will be encouraged to get out and explore drawing inspiration both inside and outside of the officerdquo

Underscoring its devotion to health fitness and wellness treadmill desks are available in the new buildings Each treadmill moves at a speed of two miles per hour with no incline and meant to be used for working while walking All workstations include ergonomic Amia Chairs that can be ad-justed by preference for maximum comfort The complex will also include volleyball courts a track a basketball court a batting cage and a much-more robust fitness center Added Wulff ldquoAt Asics wersquove always encouraged

Asics Readies Campus Headquarters

Kevin Wulff President amp CEO Asics America

VENDOR FOCUS


our employees to work out but the new fitness and wellness centers on-site will provide more opportunities and flexibility to work out during the dayrdquo

A special perk will be access to a traininghydro pool with a staff of phys-ical therapists to assist with rehabilitation and injury management While these features are designed for its elite athletes like Ryan Hall and Gwen Jorgensen they will be offered to Asics employees as an added benefit The headquarters will also provide a company store a ldquomotherrsquos roomsrdquo in each building and murals of the New York City and LA Marathon finishes to encourage and inspire along with sustainable and ergonomic furniture

ldquoAdditionally we are now centrally located and within walking distance to a lot of amenities and conveniences for our employeesrdquo said Wulff ldquoFor example we have several employees who commute into work from LA and San Diego and are now walking distance to several mass transit options As you can imagine there also are a lot of runners at Asics and we are within close proximity to great running paths and trails When you run you need fuel so naturally we wanted a location that has nearby healthy dining op-tions in addition to our new 10K cafeacute where you can get healthy fresh food and enjoy it outside in the dinning area with a BBQrdquo

Many aspects of the complex are designed specifically to create and fos-ter a collaborative and interactive work environment including Interac-tive work stations in each department to encourage active sharing of ideas common areas and coffee break stations to encourage employees to col-laborate and every eight workstations share a stool called a Buoy for quick collaborative meetings

Wulff said he felt it was important to create an interactive and collabora-tive work environment that is reflective of the Asicrsquos culture ldquoOur company is about teamwork and the celebration of camaraderie and commitment to athletics and continuous improvement so it made sense to create a wellness environment that embodies that spiritrdquo said Wulff ldquoThe design of the space offers a motivational environment with interactive work stations in every de-partment to encourage the active sharing of ideas and impromptu brainstorms to further fuel the innovation that has fueled Asicsrsquo incredible growthrdquo

The new campus was inspired and fueled by Asicrsquos recent growth and plans to continue on this same growth trajectory ldquoRecently wersquove experi-enced 14 percent year-to-year growth and anticipate continued double-digit growth which will be aided by the new corporate offices and campusrdquo said Wulff Asics recently reported that sales in the fiscal nine months through September 30 increased 179 percent and operating profits rose 232 percent In the US Asics Americarsquos net sales increase was also robust coming in at 146 percent while operating income had increases of 61 percent

ASICS SEEKS LEED GREEN BUILDING CERTIFICATION

Asics new corporate offices in Irvine will feature the latest in eco-friendly features with a target of receiving enough LEED points to achieve building certification by late 2015 or early 2016 Primary sustainability features include 10 waterless urinals saving up to 40000 gallons per year bull low-flow water fixtures and faucet aerators to reduce water usage bull filtered water dispensers and durable multi-use water bottles to eliminate single-use water bottles (a total of 15000 bottles per year) bull LED lights in parts of the building that usually consume 70 percent less energy than regular fluorescent bulbs bull motion sensor lights in offices and conference rooms bull three electric vehicle chargers bull low emission paint and carpet bull environmentally friendly cleaning supplies and paper products bull natural landscaping and tall trees for shading in the summer and to cool the buildings naturally bull windows for natural light at most work stations bull recycling units at each break area for paper aluminum and plastic bull juice bar and cafe providing natural and organic choices bull energy star appliances

Headlined by its new GEL-Nimbus and continued strength in its Asics legend products running footwear led the growth with a rise of 165 percent in the third quarter Wulff also said ldquoimpressive growthrdquo had come from emerging categories such as Training Tennis and its Lifestyle brand Onitsuka Tiger Apparel and Accessories were also ldquosignificantrdquo contributors to third-quarter results ldquoWe are on pace to finish with a strong 2014rdquo said Wulff ldquoWe continue to hold a leading position in run-ning footwear gain substantial traction in apparel and in newer catego-ries such as training and tennisrdquo

For 2015 Asics America expects to see a boost in its fitnesstraining sales due to the expansion of its Spring 2015 fashion-forward studio line with footwear apparel and accessories designed to transition easily from work to streetwear

For its retail partners the new headquarters will include product showrooms for convenience and to encourage visits and collaboration An on-site photo studio will support POP and other efforts More ameni-ties are planned for the future ldquoOur architects and designers have worked diligently to make the overall feel of the campus a place where employees not only want to show up to work but are motivated to succeed every single dayrdquo said Wulff ldquoThe design and deacutecor of the building was chosen to help strengthen the pride within our company Most importantly we are encouraging our employees to share feedback on the new campus as we are always looking for ways to continuously improverdquo


ood running outerwear is a lot about warmth but then again itrsquos much more than warmth Wind and water resistance become even more important for fall and

winter running With dusk arriving earlier reflectivity also becomes more critical Fea-tures such as thumbholes or even fist mitts can make all the difference in a chilly run An accessible front zipper becomes immeasurable when conditions get too warm

Stretch to provide the runner with full range of motion has become expected across a runnerrsquos active wear lineup according to Robert Fry global director of product mer-chandising and design at Mountain Hardwear but support and moisture management are often overlooked

ldquoToo much moisture held in the fabric affects comfort and fit and will make a run-ner cold if improperly dispersedrdquo said Fry ldquoThe best winter aerobic technology feels dry to the touch no matter what the circumstances and never loses its shape It relies on mechanical stretch as much as it relies on elastane which is rubber You can imag-ine what too much rubber feels like in wintery aerobic situationsrdquo

Running Outerwear

Much More Than

WarmthBY Thomas J Ryan

Photo courtesy Craft

G


The Super Power Jacket $90 for instance is designed for cold weather running and cross-training The jacket boasts thermal-weight stretch fabric with a smooth face for durability and microfleece backing for warmth It also features excellent moisture management two zippered pockets front and back reflectivity and thumb loops The accompanying Super Power Tight $70 also boasts thermal-weight stretch fabric microfleece backing and moisture management with front and back reflectivity and two secure back pockets

ldquoWith the Super Power collection weve taken on and solved the clas-sic problem that occurs when moisture meets stretchrdquo said Fry ldquoLots of fabrics feel stretchy and supportive when dry but due to too much elastane they sag or become uncomfortable when damp with perspiration We carefully tuned our fabric to offer an incredible level of support and stretch but with significant-ly less elastane The fabric performs the same whether its damp or not and its nearly impossible to tell that its damp in

the first place since it retains such a dry handrdquoFry said the best way to encourage a sale is to have the customer try

the garment on to see its value above the running outerwear options they may find at Old Navy and elsewhere ldquoTry them on and concentrate on the dry warm feeling the fabric exhibitsrdquo said Fry ldquoThis means its going to stay comfortable later when in use in less than ideal conditions Stretch fabrics that feel too cool to the touch when on the rack likely have too much elastane and will underwhelm when put to the winter use test Focus on stretch support and a dry handrdquo

Here is a roundup of key womenrsquos running out-erwear products just reaching the selling floor

The UA ColdGear Infrared Vest $90 from Under Armour features lightweight insulation that helps lock in body heat without weighing you down ColdGear Infrared core uses a soft thermo-conductive inner coating to absorb and retain body heat Other key features include reflective front zipper with stand collar for extra coverage double pocketing detail with open welt and zippered storage pockets a hidden drawcord in the hem and 360 degree reflectivity for low-light safety

For trail running and other high aerobic cold weather activity the Wind Shield Hybrid Soft Shell

Pant $99 from Patagonia provides lightweight soft-shell protection with DWR (durable water repellent) while still allowing excess heat and moisture to escape through its Capilene four panels Features include

a reflective logo at the left hip reflective icons below the back knees and a secure zipper pocket with key loop at center back

Also from Patagonia the Houdini Pullover Jacket $89 offers a versatile ul-tralight pullover silhouette The zippered chest pocket converts to a stuffsack with a reinforced carabineer clip-in loop The fabric is a featherweight 100 percent nylon ripstop with a DWR (durable water repel-

lent) finish Other features include lightweight snaps at center front hard-elastic cuffs a drawcord hem and reflective logo on left chest and center back neck

From Icebreaker a major selling point for the brand is that merino wool resists odor naturally and can be worn for multiple runs without washing Designed for high inten-sity sports the Quantum Long Sleeve Zip Hood $190 is made from insulating mid-weight 260gm terry merino without restrict-ing freedom of movement Features include eyelet mesh underarm gusset for breathabil-ity reflective center front zip for visibility chest pocket with media port shaped hood foldover hand-warmer cuffs thumb loop and drop tail hem

The Flash Long Sleeve Half Zip $110 made from lightweight 150gm merino to help regulate body temperature and includes eyelet mesh panels a handy stash pocket anti-chafe free seams and zip neck collar for temperature regulation

Helly Hansenrsquos Challenger Jacket 2 $150 is infused with its H2Flow temperature regula-

tion technology adding weight-free insulation by trapping air between the elevated knitted pods The three-layer waterproof soft shell features a windproof fabrication on the front and full-stretch back panel for freedom of movement and breathability and 360-degree reflectivity Front zippers allow the wearer to self-regu-late body temperatures

The Pace frac12 Zip Lifa Flow LS 3 $70 up-grades Helly Hansenrsquos best-selling Pace 12 Zip LS with the addition of Lifa Flow The main body features an internal construc-tion of positive and negative spaces to su-percharge the fiberrsquos ability to keep skin dry by rapidly wicking moisture away from the body and into the next layer Other features

Mountain Hardwear

Super Power Jacket and

tight

Under Armour ColdGear Infrared Vest

Patagonia Wind Shield Hybrid Soft Shell Pant

Patagonia Houdini Pullover Jacket

Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip

Helly Hansen Challenger Jacket 2 (top) and Pace 12 Zip Lifa Flow LS


From Craft the PR Brilliant Ther-mal Wind Top $110 provides a warm high-visibility thermal top with wind panel and headphone cord solution Other features include brushed soft thermal fabric for warmth ergonomic design for freedom of movement a front zipper for easy access and extra ventilation and zippered back pocket

The PR Brilliant Light Jacket $100 is a lightweight high-visibility jacket with high wind protection and ventilation Featuring an ergonomic fit wind-repel-lent and ventilating fabric ventilation panels at sweat zones two front pockets with integrated music and key pockets and elastic panels for optimal fit

Obviously both of these pieces are a smart sell in winter due to the high vis-ibility and reflectivity plus the wind- and waterproof front panels said Mea-gan Nedlo run sales manager at Craft Sportswear North America But the Brilliant Thermal Top in particular really sells itself once you consider that its actually a midlayer and outer layer in one Youve got the weath-erproofing on the outside and warm soft thermal brushed fabric on the inside Start with a baselayer underneath and youre prepared for even the harshest winter conditions

include quick-drying mesh on the back and underarms for added breath-ability and flatlock seams UPF 40 protection and 360-degree reflectivity

Asics Storm Shelter Jacket $130 is a10K10K water and wind proof jacket featuring a reflective yarn dyed plaid design with a removable hood with adjusters The seam-sealed fully lined jacket includes zippered body vents 360-degree 3M reflectivity and thumbholes on Lycra wrist gaiters

Lightweight and breathable the Accelerate Jacket $160 is a waterproof and windproof two-layer stretch fabric jacket with waterproof zipper and reflective taping protective wind panel zipper garage ventilation with welded hem 360-degree reflectivity internal knit collar and fitted knit cuffs with thumbholes

Asics Thermostripe 12 Zip $80 with Thermopolis fabric is now avail-able in a yarn-dye stripe with a zippered mock neck zipper garage and zippered stash pocket with media cord opening Ergonomic flat seams contour to the shape of the body to reduce chafing

The Thermo Windblocker $125 includes a quilted sonic-welded PR Shleter wind-resistant fabric over Asics multi-weather brushed fabric ribbed fabric insets for expanded range of movement protective wind panel zipper garage and zippered hand pockets

Made from water-resistant stretch woven fabric with polyfill insulation Brooks Adapt Jacket $180 holds in the heat without weighing the runner down Stretch thermal panels under the arms and in the shoulders offer full range of motion while the stowable balaclava and front draft flap are pres-ent the weather turns nasty Thumbholes on the sleeves side zip pockets an internal media pocket and reflective highlights on the front and back round out the thoughtfully designed blend of style and function

Take a suit jacket make it runnable add functionality and you have Brooksrsquo PureProject Shelter Jacket $200 with water- and windproof herringbone fabric a Drirelease liner 360-degree reflective woven into

fabric a cropped back hem and articulated elbows

From Pearl Izumi the Fly Softshell Run Hoody $140 features stretch Thermal windblocking fabric panels and thermal fleece The windblock-ing hood adds coverage without re-stricting vision Internal fist mitts of-fer protection from the cold

The Fly Thermal Run Top $75 is equipped with Thermal Fleece fabri-cation for breathability and warmth The center front zip is designed to regulate temperature and the higher cut neck offers protection

L to R Asics Storm Shelter Jacket Accelerate Jacket and Thermostripe 12 Zip

Asics Thermo Windblocker

Brooks Adapt Jacket

Brooks PureProject Shelter Jacket

Pearl Izumi Fly Softshell Run Hoody

(left) and Fly Thermal Run

Top (right)

Craft PR Brilliant Thermal Wind Top

Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE

JANUARY 14-16 2015LAS VEGAS CONVENTION CENTER bull LAS VEGAS NEVADA

The Sports Licensing and Tailgate Show is the 1 sports merchandise show in the US More than 350 exhibiting companies hold the licenses for professional collegiate and all other sports teams

and represent all product categoriesmdashfrom apparel and accessories to toys and souvenirs

This is where you should be to tap into the $222 billion worldwide sports licensing market It is the only place where buyers can see the latest products under one roof in just three days No matter what type of

retailer you aremdashsporting goods mass market general merchandise specialty or fan shopmdashyou are sure to find something new

REGISTER TODAYwwwSportsTailgateShowcom

The

Lice

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Let

ter S

ports

Lice

nsing

Rep

ort 2

014

Sports Licensing amp Tailgate Show Logo SHIELD LOGO ONLY OPTION

Sports Licensing amp Tailgate Show Logo LOCK-UP WITH DATES amp LOCATION

Sports Licensing amp Tailgate Show Logo STANDARD

SLTS

SPORTSSHOWLICENSINGampTAILGATE

JANUARY 14-16 2015 | LAS VEGAS CONVENTION CENTER | WWWSPORTSTAILGATESHOWCOM

Products on Display Represent These Leagues and More


red Doyle was once an elite runner who took the tenth best marathon time for the Greater Boston Track Club and is regarded as a great source of history in

Massachusetts track and field In 2009 Doyle was inducted into the Independent Running Retailers Running Specialty Hall of Fame

Doyle is actually only semi-retired In August he co-founded Athletics East Brand a maker of custom team uniforms and training gear based in Easton MA

Recently presented with an award by Todd Dalhauser SVP of North American sales for Saucony at this yearrsquos Running Event it was noted that Doylersquos most impres-sive attribute is his uncanny ability to remember the names of peoplersquos spouses and kids even down to their personal stories

In his acceptance speech Doyle reminisced on how the in-dustry had changed since the 60srsquo and 70srsquo when many entre-preneurs (not only Phil Knight) were selling running shoes out of the trunk of their cars during the first running boom By the 80srsquo the industry became slightly more organized with greater uniformity around store fronts and shoe walls although Doyle joked ldquoYou still had a cigar box for a cash register and the bell on the door to let them know theyrsquod have to stop taking that afternoon nap because a customer was coming inrdquo

In the 90srsquo more sophistication arrived with merchandis-ing and marketing coming more strongly into play Around the turn of the century training programs began appearing to support the widening crop of runners Progress continued to be made around merchandising and marketing with outreach only recently taking another leap forward with the arrival of social media

Even between stores and vendors communications have sig-nificantly improved over his career For example Doyle pointed to how in his early days his team had to work with a retailer from Kentucky with no phone Said Doyle ldquoThe rep would send him a postcard three weeks in advance detailing when his appointment was going to be If the owner didnrsquot send a post-card back saying he wouldnrsquot be there the rep would keep that appointmentrdquo

He also touched on how shoe technology always continues to reinvent the wheel with Velcro and barefoot straps and other midsole experiments arriving well before the recent minimal-ism and maximalist trends He added ldquoAll of these ideas were supposed to revolutionize the business but what happens is the pendulum always shifts back The running industry is weird in that wayrdquo

Doyle also remarked on what was once a cottage industry has grown into major enterprise He thanked Woodworth who ldquoassembled an outstanding team at Sauconyrdquo He added ldquoWhen I came it was probably fifth in the mix Their shoes were good but sometimes you only wanted to run late at night or early in the morning with them And what Pat OrsquoMalley and his product team have done has really made a huge difference The brand is on the rise and pushing hard towards number two and no doubt will make a strong push toward number one in the futurerdquo

He acknowledged his wife Joy who ldquomade sure the book reports and homework got done and PTA meetings were at-tendedrdquo while he was on the road visiting stores expos and trade shows He quipped ldquoWe had our anniversary last year And someone asked her how long wersquove been married and she responded ldquo27 wonderful yearsrdquo That sounded good until they found out wersquove been married 37 years Only 27 turned out to be so wonderfulrdquo

Finally he thanked all the retailers hersquos visited over the years and the deeper relationships formed with each store visit as well as his friendships with other competing vendors who have influenced and helped his career

Doyle concluded ldquoWhat started out as a business relation-ship grew much deeper into friendships and into people who Irsquoll always remember and always appreciaterdquo

Fred DoyleCo-founder

Athletics East Brand

Recently retired from Saucony Fred Doyle over the past eight years helped to strengthen its position in run specialty first as a VP of field sales Saucony president Richie Woodworth

recently stated that Doyle all by himself was worth a point of market share because of his warm and enduring relationships with storeowners Prior to Saucony Doyle spent 24 years at

Nike and was seen as instrumental in maintaining that brandrsquos focus on the specialty run channel in the 1980s and 1990s

F

I AM SGB

Fred Doyle receiving his award form Todd Dalhauser senior VP of North American Sales for Saucony

1866YAKTRAX | WWWYAKTRAXCOM

WINTER TRACTION FOR ALL YOU DO

copy2014 Implus Corporation Yaktraxreg is a registered trademark of Implus Corporation 1214


TR

AD

E A

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OC

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BU

YIN

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RO

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DECEMBER

2-4 EORA Southeast Market Asheville NC

3-5 FFANY New York NY

9-10 EORA Southeast Market Ellicott City MD

10-11 Atlanta Fashion Shoe Market Atlanta GA

JANUARY

6-9 SFIA Sports Tech Conference amp Marketplace Las Vegas NV

8-10 ATA Trade Show Indianapolis IN 8-10 Surf Expo Orlando FL

13-17 NBS Winter Market Fort Worth TX

14-16 Sports Licensing amp Tailgate Show Las Vegas NV

16-18 Imprinted Sportswear Show Long Beach CA

20-23 SHOT Show Las Vegas NV

20 All Mountain Demo Day Solitude UT

21-24 Outdoor Retailer Winter Market Salt Lake City UT

29-Feb 1 SIA Snow Show Denver CO

FEBRUARY

2-3 SIA On-Snow Demo Ski-Ride Fest amp Nordic Demo Copper Mountain Resort CO


5-8 ISPO Munich Germany

8-12 Worldwide Spring Show Reno NV

18-21 Sports Inc Outdoor Show Phoenix AZ

18-23 NBS Spring Semi-Annual Market Fort Worth TX

MARCH

3-4 SFIA National Health Through Fitness Day Washington DC

13-15 Imprinted Sportswear Show Atlantic City NJ

MAY

3-6 NSGA Management conference and Team Dealer Summit Austin TX

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

Tennis Industry Association1 Corpus Christi Place Suite 117Hilton Head Island SC 29928t 8436863036f 8436863078tennisIndustryorg

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

CALENDARFor full year calendar go to sportsonesourcecomevents

Photo courtesy Helly Hansen

GO FOR IT

100 MADE IN USA

GO FOR ITFind out more8008383906insoles-sorbothanecom



Take the demanding trail - Sorbothanereg Performance Insoles will be with you step after step bull Sorbothanereg Makes The Difference bull Actually cradling the foot in natural comfort bull Sorbothanereg protects the entire body by absorbing up to 947 of impact shock bull Recommended for over 30 yearsSorbothanereg insoles provide comfort and are your best defense against impact related pain and injury

Y O U R E S P O N D T O

T H E T E R R A I N S O

S H O U L D Y O U R S H O E

E C C O B I O M T R A I L F L G T X

Flexibility and responsiveness BIOM technology for a natural running feel

Waterproof GORE-TEXreg upper Low pro le construction and outstanding grip for

maximum responsiveness on any surface

O U T D O O Reccousacom


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

Senior Business Editor

Thomas J Ryan

tryansportsonesourcecom

9173754699

Contributing Editors

Scott Boulbol Fernando J Delgado

Charlie Lunan

Editorial amp Creative Director

Teresa Hartford

teresasportsonesourcecom

Senior Graphic Designer

Camila Amortegui

camilasportsonesourcecom

Advertising Sales Account Managers

Buz Keenan

Northeast

buzsportsonesourcecom

2018875112

Katie ODonohue

SoutheastMidwest

katieosportsonesourcecom

8282443043

Circulation amp Subscriptions

subssportsonesourcecom

Group PublisherEditor In ChiefJames Hartford

jamessportsonesourcecom

3039977302

2151 Hawkins St bull Suite 200 bull Charlotte bull NC bull 28203SportsOneSourcecom

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Print Magazines SGB SGB PerformanceDigital Magazine SGB Weekly

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News Updates SGB SGB Apparel SGB Footwear SGB Outdoor SGB Sportsmanrsquos SGB Team Sports

SportsOneSource Research

Brand Strength Report OIA VantagePointSOS Research SportScanInfo

Career ServicesSportsJobSourcecom

DECEMBER 15 2014ISSUE 1450


MAKING NEWS4 Movers amp Shakers

Lululemonrsquos Q3 Earnings Slide 5 SportsOneSource to Acquire

VantagePoint Data Platform from Outdoor Industry Association

6 By The NumbersColumbus Running Company Wins

Running Store of the Year7 The Running Event Tallies Largest

Attendance22 Industry Calendar

8 PRODUCT SHOWCASE

ANALYSIS I RETAIL10 Finish Line Meets Run Specialty

12

VENDOR FOCUS14 Asics Readies Campus Headquarters

FEATURE16 Running Outerwear Much More Than

Warmth

I AMhellipSGB 20 Fred Doyle

Co-founder Athletics East Brand

ON THE COVER Named after the sure-footed Tibetan Yak Yaktrax stretch over a variety of shoes from casual walking to running to winter boots Abrasion-resistant hand-wound stainless-steel coils cover the bottom of shoes to bite into packed snow and ice for stability and grip in all directions

Photo courtesy Ecco

F INANCIAL











MOVERS amp SHAKERS






































BY THE NUMBERS


















PRODUCT SHOWCASE


Nathan Halo Fire

Nathan Nebula Fire


























ANALYSIS I RETAIL

By Thomas J Ryan



T



ACHIEVE YOUR GOALS

































OIAVantagePoint












VENDOR FOCUS


















Running Outerwear

Much More Than



G


















Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

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ter S

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Lice

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ort 2

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SLTS






















F

I AM SGB






TR

AD

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BU

YIN

G G

RO

UP

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DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA













F INANCIAL











MOVERS amp SHAKERS






































BY THE NUMBERS


















PRODUCT SHOWCASE


Nathan Halo Fire

Nathan Nebula Fire


























ANALYSIS I RETAIL

By Thomas J Ryan



T



ACHIEVE YOUR GOALS

































OIAVantagePoint












VENDOR FOCUS


















Running Outerwear

Much More Than



G


















Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA








































BY THE NUMBERS


















PRODUCT SHOWCASE


Nathan Halo Fire

Nathan Nebula Fire


























ANALYSIS I RETAIL

By Thomas J Ryan



T



ACHIEVE YOUR GOALS

































OIAVantagePoint












VENDOR FOCUS


















Running Outerwear

Much More Than



G


















Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

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Let

ter S

ports

Lice

nsing

Rep

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014




SLTS






















F

I AM SGB






TR

AD

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SS

OC

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ION

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BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA























PRODUCT SHOWCASE


Nathan Halo Fire

Nathan Nebula Fire


























ANALYSIS I RETAIL

By Thomas J Ryan



T



ACHIEVE YOUR GOALS

































OIAVantagePoint












VENDOR FOCUS


















Running Outerwear

Much More Than



G


















Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA






































ANALYSIS I RETAIL

By Thomas J Ryan



T



ACHIEVE YOUR GOALS

































OIAVantagePoint












VENDOR FOCUS


















Running Outerwear

Much More Than



G


















Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA















ACHIEVE YOUR GOALS

































OIAVantagePoint












VENDOR FOCUS


















Running Outerwear

Much More Than



G


















Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA










































OIAVantagePoint












VENDOR FOCUS


















Running Outerwear

Much More Than



G


















Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA
























VENDOR FOCUS


















Running Outerwear

Much More Than



G


















Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA






























Running Outerwear

Much More Than



G


















Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA






























Mountain Hardwear


tight




Icebreaker Quantum

Long Sleeve

Zip Hood (top) and

Flash Long

Sleeve Half Zip


















Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA





























Brooks Adapt Jacket




Top (right)


Craft PR Brilliant

Light Jacket

DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA













DISCOVER VARIETYTHE







The

Lice

nsing

Let

ter S

ports

Lice

nsing

Rep

ort 2

014




SLTS






















F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA































F

I AM SGB






TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA

















TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

DECEMBER





JANUARY










FEBRUARY







MARCH



MAY
















GO FOR IT

100 MADE IN USA













GO FOR IT

100 MADE IN USA













SGBW 1450

Documents

Transcript of SGBW 1450