Team Insight

teaminsightmag.com May/June 2022 ~ Team Insight • 19 the weather improves, they start realizing the additional things they need. So of course, we nd ourselves grabbing product out of stock and getting it out the door right away. ey never seem to understand that early is allowed. Now let's talk football: Are you feeling good about the upcoming Fall 2022 season? Generally, it looks like it's going to be a solid year. Using the supply issues as a hammer, we were able to get many of our schools to place their orders back in December and January, which is not usually the norm. Because of that, we nd a good amount of our fall booking orders are already pre-sold. Participation numbers for both high school and youth programs are still pretty solid, with only an occasional program dealing with lower numbers. How are those supply issues impacting business? Obviously, the biggest challenge is going to be getting delivery of all that product that's been booked. Hopefully, the majority of it will arrive when we need it. If we do run into problems, we'll scrounge, beg, borrow and steal to get those orders lled. How do you prepare for any anticipated problems with delivery — specifically helmets and pads? We've historically carried football prod- uct year-round, being able to service the semi-pro leagues that play here in the spring. For the rst time probably ever, we're starting the football season with next to nothing in inventory, specically in helmets and shoulder pads. Because of the demand last fall and the inabil- ity to get ll-ins, we ended up selling anything that wasn't nailed down. I still haven't decided if that's a good thing or a bad thing — it's uncharted waters for us here. Fortunately, we've already had some of our Schutt helmets arrive and I'm hopeful that slow and steady stream of product will continue. How do you make sure your ADs and football coaches are prepared for these challenges as well? In a way, all these supply issues gave us a tool in dealing with the coaches and ADs as far as educating them in how they place orders. ey all experienced problems in getting what they wanted, when they wanted it, whether it was ordered through us or a competitor. By going to them and stressing that to have any chance of avoid- ing last fall's problems, they had to change the way they've operated or risk being shut out. Are they willing to consider other brands than they are used to because of the supply uncertainties? at does hold true in dealing with people that have to have a specic brand. ey've been educated that there are sev- eral quality brands out there that are only missing the name. We have found that most of our customers are stepping to the plate and working with us in that regard. While it won't be perfect, every little bit we can get done early allows us to easier deal with the chaos of August. Speaking about the team business in general, what do you see as the greatest challenges and opportunities for team dealers in the next few years? Obviously, the biggest issue will be getting product, both from a booking and ll-in standpoint. We still have to contend with the BSN presence, which is a factor in some of the areas we service. But I think we can build on the craziness of the last couple of years by reinforcing the idea to our ADs and coaches that we can be less of a customer/dealer rela- tionship and more of a partnership. That would be one of the benefits that come out of COVID. Yes, we had to work together and nd solutions to the recent problems and we can use that as an example to them that we are looking out for their best interests. I've always felt our job is to try and make their job just a little easier. And hopefully, our vendors can look at us and try to make our jobs just a little easier. And finally, how long is Mike Bruno going to be selling balls and uniforms? What's next for you personally? While I can see an end of the line, I'm not in a hurry to get there. I still enjoy what I do and who I do it with. I'm blessed to work for a terric owner in Steve Grogan. From Day One he's allowed us to do our job. And I like to think I have some great relationships within the team dealer world, with fellow dealers, vendors and many of my coaches. As long as I don't start to hate what I'm doing, I'll be at it. Bonus Question for a New Englander from a New York-based editor: Red Sox or Yankees in the AL East this year? Honestly, I think both teams are awed. I'll always go Red Sox, but I wonder about their pitching. Bruno poses for a selfie with Andrew Crisafulli from Dartmouth High School during the Massachusetts Athletic Director's Conference.

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