Team Insight

32 Team Insight ~ March/April 2021 teaminsightmag.com Jan Kushner began working for Sports Connection when she was in college as a part-time employee on the sales floor. After graduation as she worked in higher education and coached high school softball she continued to use Sports Connection for apparel and equipment and five years ago she joined the team dealer as a salesperson in a new territory they were opening. Today in addition to her sales territory, Kushner helps with its social media and sales programs while continuing to coach softball at Eudora High School. How has the past year been for you, person- ally and professionally? The past year, while challenging, has also been very rewarding. I love a challenge and it allowed me to be creative and find new business oppor- tunities, besides your typical schools and rec centers. What types of new opportunities? Local businesses and corporations were still needing apparel, masks, signs, etc., and adapting to what they were needing was an easy way to gain new business and keep existing business. We were also fortunate in Kansas that youth sports were still being played over the summer and that kept another revenue stream open. What is your "typical" day like these days? A lot less travel! Yes, for all of us. What else? I spend a lot more time with phone calls, emails and Zoom, building relationships with customers and also showing them products. Online stores have continued to grow and become a vital part of the school and youth sports business. We want to ask: Do you view yourself as a woman in the team sports business or simply a person who is in the business? Honestly, simply a person who works in the team sports business. The team business has historically been male dominated. So what are your unique chal- lenges of being a woman in this business? Every industry has challenges regardless of who you are. For me, I'm competitive so I like to be the best in what I do. I have to make sure that I am educated and knowledgeable on every sport, regardless of who plays the sport. How about in being able to build relationships with coaches and ADs? I spend the time to make sure that I build a great relationship with my clients and make sure that I understand what they are needing and correspond with them in a timely manner. I have a smaller window of error that I am deal- ing with than others. On the flip side, what are any advantages? The biggest advantage is that I can speak to a market that has seen a huge increase over the years — girls' and women's sports. Also, as more females are in coaching and administra- tive roles, I think it helps to be able to connect with someone with similar experiences. What do you think you bring to Sports Connection with a woman's perspective? I think it makes our entire sales staff better, including me. Boys and girls are very different, especially at the high school and college level, in what they want to wear and how they want to feel in what they wear. My colleagues have been able to ask me more in-depth questions about women's products, how they fit, how they are used, are they still the "in" brand. Does it go both ways? Sure. In return I'm able to ask the same type of questions. Being able to address the differences in products and having a bigger knowledge and experience base makes our sales staff much stronger. Does having a woman in sales help in the business Sports Connection does in girls' sports? Having a diverse sales force helps Sports Connection better sell to all markets, not just one specifically. What advice would you give to other team dealers about reaching out and selling to female athletes? Team dealers should consistently look at their business and consumer demographics as well as what trends and demands in the industry. Any market share or niche market that you aren't selling to, that is increasing in popularity, you should be, whether that is women's sports, youth sports, etc. What advice would you give to any young (or older) women considering following a similar career path in the team sports business? Sports have been a passion of mine for my entire life. My advice for other women is to find your passion and follow a career in it, regardless of what obstacles there may be. If there is a will, there's a way. If the team sports business is your passion then dive in, it's a great industry. n Jan Kushner Sports Connection, Emporia, KS ONE-ON-ONE WITH As more females are in coaching and administrative roles, I think it helps to be able to connect with someone with similar experiences. BONUS QUESTION How would you describe the advances in products made specifically for female athletes? As a former collegiate athlete that was consistently given team gear that was a men's fit or unisex fit, it's about time! There is nothing worse than having to wear practice or game gear that didn't fit or wasn't made for your body type. I love that girls and women now have so many options or products that are made specifically for them.

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