Sports Insight

January/February 2019 41 sportstylemag.com / @sportstylemag Can you highlight some specific trends in the sport of tennis that are affecting your business? Tom: "ere is a lot of shiing in our industry that is changing not just what we are purchasing, but what people are buying. For example, Adidas has had the number one tennis shoe for a long period of time, but the brand recently got rid of its sales and tech reps. We're no longer called on by many of the ven- dors that we used to do very well with and in turn, we don't buy as much product from those who don't support us. I also think a lot of the smaller companies have suffered in the times we've had recently. So, there is more power for the Nikes of the world because they are the ones le standing. You don't have the choices." Virginia: "I try to support the smaller brands because there are customers of ours that want something different." What is selling well for you? Virginia: "Lucky in Love started out with a children's line that people really liked. So, people were hoping they would come out with a women's line. ey finally did. at is probably our second most popular brand, behind Nike." What are some ways in which the tennis side of the business differs from the running side? Tom: "ere are definitely different challenges. In running, the majority of it is in footwear. In South Florida, runners are so minimal with their clothing. Footwear is very sensitive to the Internet. Tennis and the apparel business is less sensitive because I think a lot of women are nervous about buying clothing online. ere is very little agreement in the industry about what a size small is. It changes so much by brand and even by season." What do people come in store for versus purchasing online? Tom: "Tennis balls. at's a convenience purchase. Or getting racquets strung. ese things get them in the door and then they buy other things. We are very heavy into the team business. Teams come in as a group and the idea is that once you get them in the door, they'll also shop." Is there anything that you think that brands could be doing better in the tennis market? Tom: "One of the issues we deal with a lot is brands fulfilling promises. In footwear, when you order a shoe, you always get it. Typically, it comes when you expect it. In the apparel business, they oen decide to cancel runs. ere maybe is a problem with the fabric. We'll get an order two months aer the promise date. At that point, we may not want it anymore because we have other apparel coming in. Some of the bigger vendors ship incomplete and late. When you ship a top without the bottom, the whole collection becomes useless and you end up shipping the whole thing back." Virginia: "The smaller brands usually ship complete." Do you both play tennis? Tom: "I do." Vir- ginia: "I used to play a lot." Do you have a favorite player? Virginia: "Oh yes, Roger Federer." n Virginia Kesl

• Cover