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july 8, 2013ISSUE 1327

The Weekly Digital Magazine for the Sporting Goods Industry

THE DEAL

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JULY 8, 2013 | SGBWeekly.com 3

Copyright 2013 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; 704.987.3450. Send address changes to SGB WEEKLY , 2151 Hawkins Street, Suite 200, Charlotte, NC 28203; 704.987.3450

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JULY 8, 2013ISSUE 1327

The Weekly Digital Magazine for the Sporting Goods Industry

18MAKING NEWS 4 Movers & Shakers

Sport Chalet Prototype Store Opens in Downtown L.A. 5 Implus Acquires Shoe Care Assets from Penquin Brands

Converse Unveils Largest Online Retail Store in San Francisco 6 By The Numbers

Dick's Sporting Goods Launches Digital Training Resource 7 Cabela's Announces Innovative New Camouflage Programs

28 Industry Calendar

GIVING BACK 8 HanesBrands to Donate Land for Wellness Park

ProduCt FoCuS10 Nathan Launches "How Do You Hydrate?" Campaign

VENdor FoCuS12 Coolcore goes for Chemical-Free Cool

FEAturE16 SGB Profile - The Deal Makers

Photo courtesy Nathan

12

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Sport Chalet, Inc. has opened its new store prototype in downtown Los Angeles located at the FIGat7th shopping center. The modern store layout, designed by architectural firm Gensler, introduces the “Expert Center,” a hub in the center of the store designed to host classes and clinics to encourage customers of all experience levels to discover something new and embrace an active lifestyle.

Kicking-off the grand opening, Sport Chalet will host 52 weeks of consecutive in-store clinics that will allow sports’ enthusiasts to take part in classes, such as cycling, training, hiking and scuba with experienced and professionally trained staff members.

"We did the research and found that the downtown L.A. community is underserved today,” said Craig Levra, chairman and CEO of Sport Chalet. “There's a critical need for a community-oriented retailer that can provide an opportunity for residents, commuters and tourists to try, learn and experience their preferred sport at ease. The new store provides customers who are both well-educated and experienced in their sports of choice, or who have an innate need to try something new, with the right gear and resources to get in the game."

The new layout includes flexible fixtures and modules that allow the store to be transformed overnight to support community outreach. Unlike the existing Sport Chalet one-stop-shop format encompassing 42,000 square feet, the 27,000 square-foot store will carry targeted sporting equipment, including cycling, training, scuba and running gear. Consumers will also be able to order from all of Sport Chalet's offerings through iPad systems located throughout the store.

"The store design emphasizes both aesthetics and function," said Joshua Breeden, the project architect at Gensler. "We wanted to create a space that highlights what Sport Chalet offers above any other specialty sporting goods retailer - expert positioning and knowledge. With this in mind, we designed the Expert Center - a landmark location within the store - to facilitate customer interaction with the Experts on any topic ranging from bike repair to the best surfing spots in the area. The audio-visual capabilities, reconfigu-rable seating and display elements in this area also allow the Experts to conduct a wide range of instructional and hands-on events throughout the year."

The 68 “Experts” currently staffed at FIGat7th, will continue to grow during peak seasons to host additional educational sessions for a variety of sports. Seven foreign language-speaking experts fluent in English, Spanish, Korean, Mandarin, Vietnamese and Hindi will also be on staff to assist shoppers. The pilot store will also have the robust rental equipment program for which the retailer is known.

Sport Chalet has 53 stores in Arizona, California, Nevada and Utah.

Sports Authority’s board of directors appointed Michael Foss to the position of chief executive officer following the retirement of Darrell Webb. Webb is retiring from his positions as CEO and chairman of the board.

The Finish Line, Inc.’s Steve Schneider, currently president and CEO, will transition to the role of executive vice president of strategic initiatives effective July 1.

Timberland promoted Timo Schmidt-Eisenhart to president of Timberland EMEA following the retirement of Richard O'Rourke as senior vice president of international.

The North Face appointed Tony Erlick to vice president of sales effective June 20. Erlick will report to Todd Spaletto, president of The North Face, and be responsible for the leadership and execution of the brand’s global sales and growth strategy.

Jimmy Jazz promoted Robert Butler to VP and general merchandise manager of apparel, footwear and accessories for Jimmy Jazz Stores, Decibel Stores and Jimmy Jazz.com.

Polartec, LLC appointed Doug Kelliher as VP of product management.

Xero Shoes has hired Dennis Driscoll, a 35-year industry veteran, as chief product officer. Sturm, Ruger & Co., Inc. named David McDaniel as its new national accounts manager.

Backcountry.com hired Adrian Montgomery as director of brand marketing.

Vibram named PJ Antonik as marketing manager.

Jeff McGuane stepped down as global president of Cycling Sports Group (CSG), which sells Cannondale, GT, Mongoose and some Schwinn bicycles to independent bicycle dealers.

MOVERS & SHAKERS

NEWS

SPOrT ChalET PrOTOTyPE STOrE OPENS iN DOWNTOWN l.a.

Photo courtesy Sport Chalet

4 SGBWeekly.com | JULY 8, 2013


Converse, Inc. opened its first Northern California store in San Francisco, the brand’s fifth inline location in the U.S. Located on Market Street in the heart of the Union Square Shopping District, the store boasts 8,200 square feet of sales floor and is the brand’s largest retail location.

“Opening a retail store in San Francisco is a perfect fit for Converse, a city with a creative spirit similar to ours. We’re thrilled to offer local consumers an outlet to unleash their creativity and participate in our brand through our in-store customization and various music and art programs supported by the brand,” said Jonathan Tappan, general merchandise manager, direct to consumer, for Converse.

The store will include Converse Customization, which enables shoppers to screen-print their own designs or graphics selected from the Converse catalog on various styles of Converse footwear, apparel and accessories. Using iPads, customers can browse more than 150 Converse-curated graphics including designs that tie back to the San Francisco community, to create their own product by adding grommets, different colored shoe laces and more.

The store’s design pays tribute to the building’s authentic and raw industrial elements including original concrete and tile throughout. The center staircase provides customers the opportunity to shop two floors of curated destinations for the All Star, Cons and Jack Purcell collections. The second floor houses women’s, kids and premium footwear, the latter of which is located in a gallery-like space called the Ellis Room alongside the work of local artists. The Ellis Room will also host in-store music performances and events. A limited edition Chuck Taylor All Star San Francisco collection with graphics that fea-ture well-known local landmarks will be sold in store for $65.

iMPluS aCquirES ShOE CarE aSSETS

FrOM PENquiN BraNDS

Implus, manufacturer of Sof Sole, announced the ac-quisition of the shoe care, insole and shoe lace assets from Penguin Brands, Inc. As a result of the deal, Nathan, a running accessory specialist, becomes a stand-alone company under its current ownership and leadership team.

The acquisition should strengthen Implus and the shoe-care industry as a whole by broadening distri-bution capabilities, accelerating product innovation and better serving customers. Terms of the deal were not disclosed.

“The purchase of select Penguin Brands’ assets underscores our commitment to the growth of the shoe care category,” said Todd Vore, president of Im-plus. “With the combination of quality and innovation that both companies are known for, the acquisition complements the strength of Implus’ footwear ac-cessories portfolio.”

Jon Reichlin, founder of Penguin Brands, Inc. and current chairman of the board, will remain as an in-vestor and consultant to Implus. “We are thrilled that Penguin will live and grow with a team that will not just uphold but enhance the standards we have set over the years,” said Reichlin. “Implus’ unparalleled distribution platform and customer service, combined with the innovation and breadth of Penguin shoe care products, will take the shoe-care industry to unprec-edented heights.”

Nathan, another Penguin brand and a leader in purposefully designed hydration, visibility and perfor-mance gear, is not part of thE sale. Current Penguin Brands CEO Bridgit Lombard will remain with Nathan as CEO of the independent brand.

CONVErSE uNVEilS larGEST iNliNE rETail STOrE iN SaN FraNCiSCO

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DiCk’S SPOrTiNG GOODS lauNChES DiGiTal TraiNiNG

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Dick’s Sporting Goods has partnered with IMG Academy sports training provider in the launch of an online digital training platform, entitled "Day One.” The state-of-the-art platform, live at DicksSportingGoods.com/DayOne, is customized by sport and time frame and offers comprehensive training regimens to help athletes achieve peak performance.

Dick’s Sporting Goods launched the "Day One" experience to provide a one-stop resource serving athletes before and during the season. Featuring an intuitive user experience seamless across PC, mobile and tablet devices, the platform provides a library of training videos that cover sport-specific skills, speed and strength ex-ercises, as well as nutrition and mental conditioning. The instruction is delivered by IMG Academy's coaches and athletic and personal development experts.

"We are thrilled to join with IMG Academy to provide athletes with a best-in-class online destination to better prepare them to be untouchable from 'Day One' of every season," said Lauren Hobart, chief marketing officer and senior vice president for Dick’s Sporting Goods. "This unique experience provides an extensive library of expert counsel, instruction and integrated training that will equip and empower athletes to better reach their potential."

The platform provides training information for fall, winter and spring sports including football, soccer, basketball, baseball, lacrosse, golf and tennis.

"We take great pride in the training we provide the student-athletes who at-tend IMG Academy, as they prepare themselves to excel in college and beyond," remarked Greg Phillips, vice president and athletics director, IMG Academy. "It is exciting for us to share some of our expert instruction and proven training methods with a greater audience of dedicated student-athletes who seek a competitive edge as they prepare for their sports’ season."

NEWS

BY THE NUMBERS

27%Nike, Inc. reported fourth quarter diluted earnings per share from continuing operations were up 27 percent to 76 cents a share, while Nike Brand futures’ orders were up 8 percent. revenues from continuing operations rose 7 percent in its fourth quarter ended May 31 to $6.7 billion or up 9 percent excluding currency changes. For the fourth quarter, Nike Brand revenues were higher in running, Basketball, Men’s Training, and Women’s Training, offsetting slight declines in Sportswear, action Sports and Soccer, which reflects comparisons to strong sales in advance of the European Football Championships in 2012.

-62.1%The Finish Line, Inc. reported operating income in the first quarter ended June 1 plunged 62.1 percent, falling to $7.47 million from $19.8 million as it continued to absorb costs associated with the launch of its store-in-store partnership with Macy’s. The drop in operating income resulted in net income of $4.5 million, or 10 cents of diluted earnings per share, which was down from $12.1 million, or 24 cents of diluted earnings per share in the prior-year quarter. Consolidated net sales increased 10 percent. Net sales reached $351.1 million on a 2.4 percent increase in comp store sales, while gross margin declined 230 basis points to 30.5 percent.

37.6%Smith & Wesson Holding Corp. reported sales for the fourth quarter were $178.7 million, up 37.6 percent from the fourth quarter last year. although the company continued to increase its production capacity, it was unable to meet the ongoing demand across most of its firearm product lines, resulting in additional growth in the company's order backlog. income from continuing operations for the fourth quarter was $28.6 million, or 44 cents per diluted share, compared with net income from continuing operations of $17.8 million, or 27 cents per diluted share, for the fourth quarter last year.

NEWS


(Click to play Dick's Sporting Goods Commercial)

http://www.youtube.com/watch?v=V2pa38Ggbr0


CaBEla’S aNNOuNCES iNNOVaTiVE NEW

CaMOuFlaGE PrOGraMS

Cabela’s, one of the world’s foremost outfitters of hunting, fishing and outdoor gear, introduced ColorPhase technol-ogy - allowing certain colors in camouflage patterns to change from greens to browns and grays when the tem-perature drops below 65 degrees.

The company also is introducing two new camouflage patterns: Zonz Woodlands and Zonz Western. Designed by Cabela’s in-house team of experienced hunters, Zonz pat-terns will be effective in a wide range of terrains across North America.

Cabela’s revolutionary ColorPhase is the first camou-flage clothing to be printed with rapid-change, tempera-ture-activated dyes. In mild temperatures, these special dyes allow certain elements in the patterns to show as vivid greens that blend with early-season foliage. When temperatures drop, the greens change to browns or grays. Under typical conditions, ColorPhase changes from warm to cold colors at approximately 65 degrees. Body heat, sunlight, moisture and wind can affect the color-change process.

ColorPhase is used exclusively in Cabela’s two new camouflage patterns, Zonz Woodlands and Zonz Western. It is available in a limited number of garments constructed of cotton and cotton-polyester fabrics.

Cabela’s Zonz Camouflage patterns feature a hybrid de-sign combining photo-realistic elements in the foreground with a transition to abstract digital shapes and textures in the background. The new patterns have macro breakup with large contrasting lines and shapes in the foreground that fragment the appearance to create positive and nega-tive space in the pattern.

The micro textures in the abstract digital background create variances in color and clarity to give an illusion of dimension that optically blends with objects in the sur-rounding landscape. The result is camouflage that is ef-fective at close and long ranges, achieved through the use of natural organic shapes, not square pixels or hard-edged geometric shapes used in other patterns on the market.

And because they are printed on a larger fabric sur-face area, Cabela’s Zonz patterns offer greater transition areas between each of the three zones in each pattern: Trunk and Bark, Limb and Branch, and Stick and Leaf, in Woodlands; Sage Brush, Grass and Ground, and Rock and Scrub, in Western.

aDVErTiSE iN [email protected]

828.244.3043



GIV ING BACK

HanesBrands, the parent of Hanes, Champion and Gear for Sports, announced plans to donate 5.3 acres of land from HanesBrands to build a wellness park at the Fulton Family YMCA in Winston-Salem, NC.

Fulton Family YMCA, located at 385 West Hanes Mill Road, is one mile from Hanes’ headquarters. The property was donated as part of the sale of its former Weeks Hosiery and R &D facility, located at 401 West Hanes Mill Road.

Fulton Family YMCA will convert the donated land into an athletic complex that will include two multi-purpose fields, a walking track, outdoor exercise elements and a pavilion. The complex will also pro-vide space to expand the YMCA summer day camp to serve more children in the local community. The YMCA will begin construction on the athletic complex this summer.

"HanesBrands and its employees strongly believe in being great community partners, and it is only fitting that we collaborate with a local organization that shares our commitment of strengthen-ing communities," said Chris Fox, HanesBrands vice president of corporate social responsibility. "We aim to change lives by meeting the basic needs of the communities in which we live and work, and the new wellness park is another tool that will allow us to enhance lives."

The project has gained support from the community. Winston-Salem Lacrosse is one of the first donors to support the field construction and plans to practice and play games on the fields.

"We are grateful to HanesBrands for demonstrating with this donation how much they value our community's health and well-being in a way that will benefit Winston-Salem residents for years to come," said Curt Hazelbaker, president and CEO of YMCA of Northwest North Carolina. "The planned athletic com-plex will provide outdoor recreation opportunities unlike any in the immediate Hanes Mill Road area, as well as much-needed green space."

"This is not only an addition to the Fulton Family YMCA facility – it’s a contribution that will benefit both Y members and the lo-cal community," added Richard Daniels, executive director of the Fulton Family YMCA. "Our goal is to be playing sports on these fields and enjoying the complex by fall this year."

The Fulton Family YMCA manages an on-site fitness center at Hanes headquarters on East Hanes Mill Road. Through its annual United Way donations, Hanes is also a financial contributor to the YMCA's annual giving campaign, which provides program funding and financial assistance to ensure no one is turned away from the YMCA due to the inability to pay.

haNESBraNDS TO DONaTE laND FOr WEllNESS Park

http://www.skechersperformance.com


NATHAN LAuNcHES “How Do You HYDRATE?” cAMpAigNNathan - maker of purposefully-designed hydration, visibility and performance accessories - recently launched a comprehensive campaign designed to drive growth of the hydration essentials category in the running specialty channel. Entitled “How Do You Hydrate?” this integrated program provides hydration education to running specialty retailers and their customers in a fun, engaging, memorable way.

“There are about 50 million runners in America and only a frac-tion of them are running with hydration,” said Brent Hollowell, VP of marketing. “So it’s important to create messaging and tools that help retailers increase runners’ awareness and usage of hydration in order to run stronger and longer.”

Asking Nathan’s retail customers and the brand’s retail advisory board what was needed to engage runners about the importance of hydration, the company said the answer was memorable, simple educational tools. The essence of the campaign boils down to an easy conversation starter - ‘How do you hydrate?’ - that enables store employees to naturally engage customers about hydration needs and options.

“Running specialty stores are a tremendous resource for the com-munity, as they remain committed to providing information, guidance and clinics to keep runners healthy, safe and pushing their potential,” said Hollowell. “The hydration program builds on the merchandising programs Nathan launched last year, providing a foundation of effec-tive tools that empower retail employees to address the needs of their customers beyond apparel and shoes.”

The campaign features tools and resources for retailers to use in-store and online, including:

• Hydration pocket guide for retailers and staff that includes facts and tips on hydration

• Consumer tri-fold brochure for in-store distribution• Backroom posters highlighting Nathan’s “Ask>Inform>Fit” process

and product recommendation chart • A combination of product-focused and educational Facebook and

Twitter graphics with recommended posts and tweets • Nathan’s version of Quizzo, entitled “The Thirsty Games,” for stores

to use with customers during pub runs and in-store clinics• “How Do You Hydrate?” t-shirts and stickers

• Two-gallon, Nathan-branded water jugs for use in-store and on fun runs

• Core product, ladies night and pub run “tool kits” for stores, offering bundled packages on best-selling Nathan products for demos, giveaways and prizes

• Dehydration stickers providing guidance on hydration needs based on urine color

• Event overview sheet providing suggestions on how to use all of these tools and work with the store’s local Nathan rep to deliver an in-store promotional event

“There is no question that proper hydration is vital to the per-formance and safety of runners,” continued Hollowell. “We’ve provided a lot of powerful, fun tools that help retailers explain the basics of what previously seemed a daunting topic and we’re confident that it will produce an increase in happy customers who keep returning to their favorite shops for more information and better products.”

Nathan’s product lineup includes hydration vests, belts, hand-helds, bottles, running paks, active visibility and reflective vests, and other outdoor gear. ■

PRODUCT FOCUS

Photo courtesy Nathan


http://www.skechersperformance.com


Coolcore Goes For Chemical-Free Cool

t a recent event in New York City, Reggie Bush unveiled the new Mission Athletecare sports towel as part of the

brand’s new EnduraCool Instant Cooling Gear apparel range. It also marked the first high-publicity debut of Coolcore, which is to be the industry’s first chemical-free cooling material for the textile market.

Beyond eventually working with brands outside Mission Athletecare, whose EnduraCool product line is powered by the start-up’s fabric cooling technology, Coolcore will be introducing Dr. Cool Recovery-On-The-Go wraps this fall and a Coolcore performance cooling apparel collection for Spring 2014.

The fabric is the invention of Dennis Ackroyd - who was part of the team at Malden Mills that developed Polarfleece. Switching gears, Ackroyd directed his expertise in fabric technology to keeping people cool, rather than warm.

By Thomas J. Ryan A

Reggie Bush, NFL line backer for the Detroit Lions wearing the new Mission Athletecare sports towel. Photo courtesy Mission Athletecare

VENDOR FOCUS


In an interview with SGB, Ryan Drew, Coolcore’s chief marketing officer, said traditional performance fabric works by absorbing perspiration away from the skin but without a notice-able cooling effect. Coolcore fabric absorbs moisture from the skin and disperses the moisture throughout the fabric’s hollow fiber filaments. Air cir-culates around the hollow fiber core, activating the cooling technology. Fi-bers then regulate evaporation, creat-ing a prolonged cooling effect.

The fabric cools to approximately 30 degrees below the average body temperature in under a minute, and the cooling effects – easily reactivat-ed by re-wetting the fabric (with water or sweat) and re-introducing airflow – last for hours.

“The industry has said that ‘dry is cool,’ but we disagree and the testing has supported that position,” said Drew, who worked for Under Armour and And1 before joining Coolcore. “Rather than a sim-ple wicking function, our moisture-activated cooling technology makes sweat work for athletes and on-the-go consumers.”

In addition to the cooling benefits, the material is significantly drier due to its non-cling, non-saturated nature. Also, because it is chemical-free, the cooling benefit doesn’t wash out. Most other cooling fabrics on the market use polymers or other additives, whether at the fabric or yarn level, that lose their potency with each washing.

“They all talk about the life of the garment but the life of the garment is determined by the number of washes and all those polymers and other additives will wash out,” according to Drew. “Even if it washes out a little , you’re just not getting the same level of performance that you get the first time you put it on.”

Coolcore, headquartered in Portsmouth, NH, recently became the first U.S. company to obtain the Hohenstein Quality Label “Innovative Technology” for the textile sector. This testing utilized Hohenstein’s new cooling test, the “WATson,” that has been sub-mitted to the universal standard testing authorities as the first test that measures a fabric’s ability to not only manage moisture, but also measure the cooling power of a fabric.

In late April, Coolcore received patent protection for three func-tions of its chemical-free material design — wicking, moisture circulation and regulated evaporation.

“The cooling category is exploding right now and we’re excited to be in a leadership position,” asserts Justin Cupps, president at Coolcore. “While we’ve seen an increase in competition recently,

there’s no other product in the marketplace that offers these three distinct functions and provides them chemical-free.”

Although Coolcore’s fabric technology had also been used in the past with brands such as Grabber, it was on full display at Mission Athletecare’s event. Co-founded in 2009 by a group of elite athletes including Serena Williams, David Wright and Mia Hamm, Mission Athletecare was first known for Court Grip, which improves court traction and lateral quickness, and Power Grip, which eliminates sweaty palms with a no-mess gel. The company is now coming out with a full EnduraCool Instant Cooling Gear apparel range, including cooling hoodies, cooling sleeves, cooling skull caps, cooling helmet liners and cooling headwear.

Mission Athletecare’s Founder and President Josh Shaw said that in conversations with athletes, coaches and trainers, the company found that alongside concussion and hydration, over-heating is at the top of the list of preventable sports injuries facing athletes at every level of play. He added, “We know that optimal performance is achieved when athletes can maintain a safe, con-sistent temperature.”

“These products make you feel cooler, stay cooler, and keep you

from being weighed down by equipment that is soaking wet.” -

Reggie Bush

Reggie Bush took members of the media through aggressive workouts to showcase EnduraCool’s ability to solve the problem of overheating.Photo courtesy Mission Athletecare


Reggie Bush, NFL running back who last year signed with the Detriot Lions, took members of the media through aggressive workouts to showcase EnduraCool’s ability to solve the problem of overheating. As part of a demonstration, the crowd was shown how the inner technology is activated by an athlete simply wetting it, wringing it out, and allowing air to circulate into the fabric.

Ryan Tannehill and Dwyane Wade have also signed on as Mission Athletecare sponsors and they all played an integral role in the EnduraCool product testing. The Instant Cooling helmet liner and Instant Cooling hoodie were engineered with input from Bush and Tannehill. The Cooling helmet liner offers under-helmet cooling, while the Cooling Hoodie can be tucked into jerseys or pads, for cooling relief around the head, neck and shoulders when resting on the sidelines. “These products make you feel cooler, stay cooler, and keep you from being weighed down by equipment that is soaking wet,” said Bush.

The EnduraCool collection is available at sporting goods’ re-tailers including Dick’s Sporting Goods, The Sports Authority, The Finish Line, Modell’s, Hibbett and Sport Chalet.

Cupps, who formerly worked for Adidas and And1, has been hired to spur the fabric’s expansion, including extending the technology to brands beyond Mission Athletecare. Coolcore has also added Nick Skally as director of marketing and Kelly Glowik as business unit manager, who both join Drew and founder Ackroyd, who is chief technology officer.

Key investors for Coolcore include Founder and CEO of Burch Creative Capital, J. Christopher Burch, who co-founded and

invested in consumer brands such as C. Wonder, Jawbone, Powermat, Voss Water and Tory Burch; and Mark Stebbins, owner of Pro-Con, Inc., a New England construction man-agement company, and developer and operator of Marriott and Hilton hotel properties, as well as a real estate portfolio through Stebbins Commercial Properties. Both have provided resources and guidance to support the upcoming product launches and international expansion.

Next up for Coolcore will be the September launch of Dr. Cool Recovery-On-The-Go wraps, which promises athletes to keep participating in their sport as they recovery from sprains and other injuries that require icing. Drew said while its competi-tors in the wraps space are largely focused on providing solu-tions to the hard-core athlete, Dr. Cool is going after any ac-tive athlete looking for ways to avoid injury and speed rehab time while still enjoying their favorite activity.

For 2014, an apparel line under the Coolcore name is set to debut, much like GoreTex has come out with its own apparel lines to support its branding messages. Drew believes that while some brands were first to come to market, Coolcore’s breakthrough will resonate further.

“If you look at Apple, there were people in the MP3 Game before the iPod came out and they just did it better,” said Drew. “We’re not worried about the competition. We’re just worried about our business and telling great stories because that’s the one thing we’ll do. We will tell a fantastic story about why this delivers that performance benefit to the end-user in any capacity.” ■

Dr. Cool Recovery-On-The-Go wrapsPhoto courtesy Coolcore

Reaching the most connected, best infoRmed,

and highest calibeR pRofessionals in the actiVe

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fRee access to the latest job listings acceleRate YouR actiVe lifestYle caReeR

Contact Jeremy Freed at 303.997.7302 or email [email protected].

THE INTERSECTION OF CAREER AND LIFESTYLE


The Deal Makers


By Charlie Lunan

When it comes to the history and evolution of the modern sporting goods industry, there may be few people who know as much

as Joe Pellegrini and Andrew Martin.

SGB PROFILE


Pellegrini, since retiring as an NFL offensive lineman in 1989 to go to work for Robertson Stephens, and Martin, since dedicating his career to the industry after a long stint crafting deals for Merrill Lynch and Lehman Brothers, have probably helped more U.S. sporting goods companies raise capital, acquire other companies or be acquired than anyone.

In early 1994, Pellegrini helped bankrupt Odyssey Holdings, Inc. find buyers for The North Face, Sierra Designs and Marmot. Six years later he advised VF Corp. on its acquisition of Vans. In the 2000s, Martin and Pellegrini formed the partnership that survives today, working on transactions such as the IPOs for Under Armour and Zumiez and, in 2012, they advised Wolverine Worldwide on its acquisition of the Sperry, Saucony, Stride Rite and Keds brands from Collective Brands. The partners are among a small group of bankers who have dedicated their practice to the burgeoning active lifestyle and sporting goods space.

Typically, these specialists work both the sell and buy side. In the span of a year, they might help a $50 million-a-year company issue convertible bonds to finance expansion, broker a sale between two private equity funds and help a strategic buyer snap up a brand at a bankruptcy auction. They travel the globe to find buyers and sellers and can be seen prowling the aisles of Outdoor Retailer, ISPO Munich and the SHOT Show for the latest innovations, brands and consumer trends. They are the deal makers.

While the transactions they enable do not always pan out, they have played an important role shaping, reshaping and consolidating the U.S. sporting goods industry to help it lower costs, fund innova-tion and grow faster than it might have otherwise. In doing so they have helped build American Recreational Products, Cabela’s, Inc., Deckers Outdoor Corp., Easton-Bell Sports, Jarden Corp, Wolverine World Wide, Inc. and VF Corp. into global players capable of growing the industry not just at home and in Europe but in Asia, Russia and Latin America.

“When I grew up you went to a fishing shop to buy a fishing rod, you did not go to a mass merchant,” recalled Jim D’Aquila, manag-ing partner with Imperial Capital, who helped Dick and Jim Cabela raise their first round of outside capital. “You can now go buy for $40 a beautiful rod and reel combo from Shakespeare that cost $150 when I was a kid and did not have the same quality. These big box retailers have made outdoor recreation more accessible and more top of mind.”

the eaRlY daYsPellegrini was awoken to the potential of the sporting goods industry in the early 1990s, while working as a member of the Consumer and Retail practice for Robertson Stephens. In 1993, he was assigned the task of helping Odyssey Holdings, Inc. sell off some of its more than 30 outdoor brands as part of a court-supervised bankruptcy

Joe PellegriniManaging Director Robert W. Baird & Co.

Andy MartinManaging Director Robert W. Baird & Co.


proceeding. By the time the liquidation was completed, he had sold Sierra Designs to American Recreation Products, Marmot to a management led buyout group and The North Face to a group backed by J.H. Whitney.

Over the next four years, Pellegrini helped Pacific Sunwear of California, Cannondale Corp. and Rockshox, Inc. raise millions of dol-lars through IPOs, while also helping Oakley and other rapidly growing companies raise capital, acquire companies or sell themselves to larger corporate buyers or private equity firms. Still, deal flow was sporadic.

“In 1995 there were five or six relevant transactions a year,” said Pellegrini. “I used to go to the Outdoor Retailer Show when it was one or two moderate size conference halls. At that time, it was still a small indus-try dominated by Columbia and Patagonia, which were themselves a fraction of their current sizes and The North Face was under $100 million in sales. There were not enough sizable transactions to generate a profitable investment banking career. Since, the indus-try has exploded and expanded into multiple, sizable, and rapidly growing categories. To-day, my partner (Managing Director, Andy Martin) and our team sometimes struggle to

Jim D’AquilaManaging Director,

Imperial Capital, LLC

keep up, and there are 3 tp 6 transactions in a category each month.”

D’Aquila recalls his pivotal deal coming in the early 1990s when he helped raise some of the original outside capital for Dick and Jim Cabela. That experience taught him that the modern logistics and outsourcing Walmart had used to drive down costs was going to spread to the sporting goods indus-try. As Dick’s Sporting Goods and The Sports Authority grew, he figured they would de-mand better pricing from vendors. To meet this demand and to satisfy retailers’ desire to work with fewer vendors, sporting goods’ wholesalers and manufacturers would have to consolidate and achieve the scale needed to profitably meet the pricing demands of the key sporting goods retailers.

“I came to this industry because I loved it,” said D’Aquila, an avid paddler and cy-clist who created Mercanti Group in 2001 to focus on the opportunity. “I started calling on companies whose brands I used, like K2, after it occurred to me that consolidation on the retail side was going to cause consolida-tion on the vendor side.“

One of D’Aquila’s first calls was Dick Heckmann, then chairman and CEO of Seattle-based K2. Heckmann was already well known for his $8 billion sale of U.S. Filter, a company he had built through 260 acquisitions. D’Aquila argued K2’s underutilized two million-square-foot Chinese factory put it in a unique position to begin consolidating the industry. Over the next five and a half years, D’Aquila helped Heckmann acquire Rawlings Sporting Goods Company and five of the 26 other companies Heckmann bought before selling K2 to Jarden Corp. for $1.2 billion.

consolidation acceleRatesNathan Pund, now a managing director and group head at D.A. Davidson & Co., recog-nized the consolidation trend while working at RBC Capital Markets in 2003, when he found himself advising Mountain Hardwear on its sale to Columbia Sportswear.

“From the success of that transaction I realized that the outdoor space was poised for growth and consolidation,” said Pund, noting that from 2001 to 2003 three of

the industry’s marquee names – Arc’teryx, Mountain Hardwear and Marmot – had all been sold to strategic buyers. “I thought ‘Oh my goodness,’ this industry is really changing. That was a watershed moment when the floodgates opened. I tried to convince my boss to open a practice and he disagreed, so I quit and formed Silver Steep Partners in 2005.”

At Silver Steep, Pund was joined by Robert Farinholt and Sally McCoy, a former CEO of Sierra Designs and vice president of sales for The North Face who left the firm in 2008 to serve as CEO of CamelBak. During Silver Steep’s existence, from 2005 to 2010, the team closed 18 transactions. Since 2003, Pund has advised on 27 closed deals in the space.

In 2003, after three years at Lehman Brothers, Pellegrini moved to Charlotte, NC to lead Wachovia Corp.’s Retail and Soft Goods investment banking practice. There he teamed up with Martin, who had brought relationships cultivated at Lehman’s European corporate finance practice in London. Together the duo took on a variety of high-profile assignments, including helping Under Armor, Volcom and Zumiez go public,

Nathan PundManaging Director, Group Head Outdoor, Active Lifestyle, & Tactical Investment Banking Group, D.A. Davidson & Co.


advising VF Corp. on its acquisition of Vans and advising SmartWool, Easton Sporting Goods, Brooks Sports, Pearl Izumi and Reef on their sales to Timberland, Riddell-Bell, Russell Corp. (now Fruit of the Loom), Shimano and VF Corp., respectively.

The partners attribute their success to being able to quickly assess whether a brand has the potential to sustain growth.

“We have a really good sniff test and ask some pretty probing questions to figure out the merits and quality of an opportunity,” he said. “We identify why a particular brand story can generate sus-tainability and profitable growth. We also know the global strategic buyer universe and PE equity buyers and can match sellers and buy-ers to achieve exceptional outcomes. We can save people enormous amounts of time without making mistakes. We can help them find that needle in the hay stack.”

the financial cRisisDeal flow slowed in 2007 as the credit cycle peaked and banks tightened or completely stopped lending to private equity firms, retailers and small businesses. Almost overnight, private equity firms found they could no longer get banks to finance 60 percent of the costs of a deal. By the time Lehman Brothers filed bankruptcy in September, 2008 many PE firms had already shifted their focus from growing companies to stabilizing cash flow. Banks became much more reluctant to finance inventory for retailers because the outlook for consumer spending was so uncertain, making it difficult for vendors to forecast demand. PE firms that had jumped on the active lifestyle bandwagon in the go-go days leading up to the Great Recession retreated from the space.

“A lot of investors perceived a lot of success, specifically in the outdoor world,” said Steve Moore, a partner at Brentwood Associ-ates, a Los Angeles private equity firm that has focused on consumer brands since the early 1970s. “There was a sense among some in-vestors that you could do no wrong and it was going to grow no mat-ter what. The 2008/2009 timeframe helped everyone understand whether they had a brand that was important to the consumer.”

As valuations dropped, taking on a private equity partner or going public became much less attractive for founders and entrepreneurs. Deal flow suffered.

“For us, the challenge was finding good quality businesses,” said Moore. “It was clear those entrepreneurs were not interested in sell-ing their business when people were out looking for a bargain.”

In 2008, Pellegrini left Wachovia Corp. to help Robert W. Baird & Co. open its Charlotte investment banking office. Martin joined in 2009 after Wells Fargo acquired Wachovia. In their four years at Baird, Martin and Pellegrini have increased their dedication to the space and, as a result, their deal activity. Notable deals include the sale of Augusta Sportswear to Kelso, the sale of CamelBak to Com-pass Diversified Trust, the sale of Helly Hansen to Ontario Teachers’ Pension Plan, the sale of Peter Millar to Richemont and the sale of Implus Corporation to Trilantic Capital Partners, just to name a few.

“Deal activity clearly softened during the downturn, but the

consumer actually held up pretty well as it related to recreational activities,” said Martin. “Once the economy started to recover, that buoyancy in the sector - particularly among the stronger brands - allowed for a quick return to deal activity, often at valuations similar or even superior to prior to the downturn.”

It did not hurt that Congress was debating whether to restore the 20 percent tax rate on capital gains, said Pund. The debate prompted a flurry of deals as sellers sought to close deals before a widely an-ticipated December 31, 2012 deadline.

That tailwind, however, became a headwind January 1, 2013, when the tax rate on capital gains increased from 15 to 20 percent. In an era of cheap money, some owners are now simply opting to postpone equity sales.

“There were several companies we expected to come to mar-ket in the last few quarters who have instead leveraged up, paid themselves a dividend and decided they will come back later to take another bite at the apple,” said D’Aquila of Imperial Capital. “They may be experiencing growth and like their valuation, but they may be thinking ‘I don’t think performance or value will go down, so I’ll leverage up, take out 50 percent of what I'd get if I sold and still own the business.’”

Christy Lowe, an Imperial Capital Managing Partner based in Los Angeles, expects more deals as retailers battered by two disappointing winters and Amazon.com gauge whether to raise more capital or fold.

“It has become more difficult to succeed in brick-and-mortar retailing given the growth in both mobile e-commerce and online

Steven MoorePartnerBrentwood Associates


Christy LoweManaging DirectorImperial Capital, LLC

retailers, led by Amazon,” she said. “If you are a multi-branded online retailer, you are competing on price with Amazon, which is an uphill battle. Brick-and-mortar retailers need to connect with their consumers and create a compelling in-store environment in order to survive. Otherwise, their stores are serving as showrooms for cheaper online alternatives.”

stRategic inVestoRs looK to moVe the needleStrategic buyers who fueled much of the deal flow in the 2000s, meanwhile, are keeping their powder dry for acquisitions large enough to affect their bottom line. This focus on “moving the needle” was illustrated in 2012 by VF Corp.’s $2 billion acquisition of Timberland and the more recent bid for Billabong assets and Wolverine Worldwide, Inc.’s $1.23 billion acquisition of the Sperry Top-Sider, Saucony, Stride Rite and Keds brands from Collective Brands. Jarden Corp. has not acquired a sporting goods company since 2007 and sees few investments to rival its own stock.

“We're not very good at auctions and so the best M&A oppor-tunities we've seen so far have been buying back our own equity,” Jarden Corp. CEO Jim Lillie told analysts in early 2013. He noted that Jarden may be more inclined to make acquisitions abroad rather than repatriate it’s roughly $300 million in European profits at cur-rent U.S. tax rates.

“Given their scale now, there is much more of a culture of wanting to see $100 to $150 million in sales,” said Brentwood’s Moore. “A $50 million business needs a lot more attention to stepping up globally. They want to take something from $200 million to $800 million.”

North Castle Partners, a small cap private equity firm that focuses on active and sustainable lifestyles, is bullish. It expects $350 billion in unallocated private equity, strategic buyers’ bulging corporate cash reserves and historically low interest rates to fuel strong deal

flow and valuations in the next two to three years. “Global giants across different categories have demonstrated

that they are willing to pay premium multiples for strong, high growth brands, both small and large,” said Managing Director Alison Minter, noting that deal flow reached record levels at North Castle in 2012. “Our internal data on the transaction history suggests that since 2006, the average multiple of LTM EBITDA paid by strategic acquirers in this space averages 12 times.”

Alison MinterManaging DirectorNorth Castle Partners

innoVation + passion = Valuable bRandsMoreover, other strategic buyers have emerged, including Compass Diversified Holdings, Inc. A publicly traded equity fund, Compass Diversified became familiar with the sporting goods business from 2004 to 2007, when it owned Crosman Corporation, a maker


of recreational air guns and paintball products. Through that experience, Compass Diversified came to appreciate how sporting goods companies could feed off their customers passion for an activity to create a culture of innovation, said CEO Alan Offenberg, who has since helped acquire Fox Factory, Inc. in 2008, Liberty Safe and Security Products, Inc. and Ergo Baby Carrier, Inc. in 2010 and Camelbak Products, LLC in 2011.

“We’ve been so impressed with many companies in this space and their ability to innovate,” said Offenberg. “What’s great is they resonate first and foremost with true enthusiasts - the thought lead-ers in these areas - and have gone on to become aspirational brands for people who are not as hardcore enthusiasts, but simply want the best of the best.”

Compass, which had all $290 million of its revolving loan facil-ity available for acquisitions as of mid-2012, is looking to add to its Consumer Brands portfolio, which now generates approximately $550 million in annual sales.

“There are a lot of companies that have really good products, but are hard to differentiate,” Offenberg said. “Where we want to be is serving the consumer who says this is a great product and it’s better than anything else out there and I want it. We call it “the reason to exist test.” If a company were to go away, does anyone care? If they were to disappear would there really be a void in the industry?” ■

Alan OffenbergCEO and DirectorCompass Diversified Holdings, Inc.

achieVe YouR goals

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Breadth of data. depth of data. timeliness of data

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http://www.sportscaninfo.com

Joe PellegriniManaging Director Robert W. Baird & Co.Charlotte, NC

Age 56

Andy MartinManaging Director Robert W. Baird & Co. Charlotte, NCAge 39

Baird is an employee-owned, full-service investment bank that provides a wide range of services to middle market companies, including M&A advisory, equity financing and corporate restructuring.

Martin and Pellegrini teamed up at Wachovia from 2003 to 2006 and have been together ever since. Pellegrini is widely considered the dean of the industry for his long tenure and involvement in several seminal deals. A Harvard graduate who earned his M.B.A. at Columbia University while playing offensive lineman for the New York Jets, he began his career in investment banking in 1989. He worked at Robertson Stephens, Lehman Brothers and Wachovia, before helping open Baird’s Charlotte, NC office in 2008. His specialties include branded apparel, footwear and fitness and he recently shed 35 pounds using the P90X program.

After earning an M.B.A. from Wake Forest University, Martin began his career with Merrill Lynch in New York. He worked at Lehman in London, joined Wachovia in 2003 and Baird in 2009. Martin grew up as avid outdoorsman while living near Chesapeake Bay, the Florida Keys and the mountains of West Virginia. He was also a competitive golfer. His specialties include hunting and fishing.

Recent deals in 2012:

• Advise Ontario Teacher’s Pension Plan’s acquisition of Plano Molding Company, Inc.;

• Advise LNK Partners’ minority investment in Beachbody, LLC; • Advise Wolverine World Wide, Inc. on its acquisition of Collective Brands’

Performance + Lifestyle Group; • Advise Helly Hansen Group AS on its sale to Ontario Teachers’ Pension Plan; • Advise Filson Holdings, Inc. on its sale to Bedrock Manufacturing Co.; • Advise Quad-C Management Inc. on its sale of August Sportswear Group’s

sale to Kelso & Co.

“You can't judge a company by the size of

its booth at Outdoor Retailer.”

- Andrew Martin

Joe Pellegrini Andrew Martin


SGB PROFILE I THE DEAL MAKERS


Jim D'AquilaChristy Lowe

Christy LoweManaging DirectorImperial Capital, LLCLos Angeles, CAAge 42

Jim D’AquilaManaging DirectorImperial Capital, LLCMinneapolis, MN

Age 53

Imperial Capital is a full-service investment bank that that provides a wide range of services to management and boards of middle market companies and private equity funds, including M&A advisory services.

Lowe joined Imperial in 2007 when it acquired USBX, Inc., an M&A advisory firm she co-founded after stints at Goldman Sachs and a private equity firm. Her specialties include action sports such as surf, skate and snow. She is currently working on her sixth transac-tion involving Billabong. She holds an M.B.A. from Stanford Business School and a B.S. in Finance from the Wharton School of Business.

An avid paddler and cyclist, D’Aquila helped the Cabela brothers raise their first $30 million in outside capital in 1996. In 2001, he founded the M&A advisory firm, The Mercanti Group, to focus predominantly on the sporting goods and active lifestyle space. There he played a key role helping Richard Heckmann build K2 through acquisitions leading up to K2's 2007 acquisition by Jarden Corp. He sold Mercanti to Imperial in 2009.

Recent Deals:

• 2013, advise Gold Tip, LLC. on sale to Bushnell Outdoor Products; • 2012, advise Nixon management and Trilantic Capital Partners on purchase

51.5 percent stake in Nixon from owner Billabong; • 2011, advise Astro Gaming in sale to Skullcandy; • 2010, advise Aerobed in sale to Jarden Corp.; • 2009 advise Skullcandy on a minority equity raise of $30 million from Goode Partners.• 2008, advise Billabong in their acquisition of Dakine, and advised Electric Visual Evolu-

tion in their sale to Volcom;

“We really try to sit back and not get caught up in

the company right away, but see what trends are at play

that favor that brand or activity. We think it's a healthier way of

finding value.” - Jim D’Aquila


Nathan PundManaging Director, Group Head Outdoor, Active Lifestyle, & Tactical Investment Banking GroupD.A. Davidson & Co.Seattle, WAAge 41

D.A. Davidson, or DADCO, is a leading full-service middle market investment bank that advised on more than 250 M&A deals from 2007 to 2012.

Pund co-founded Silver Steep Partners in 2005 to provide M&A advisory services to the outdoor, active lifestyle and tactical indus-tries. After the firm closed 18 deals, Pund sold it to D.A. Davidson & Co in 2010, where he now heads a five-member team dedicated to following the Outdoor & Tactical industries. In addition, Pund served as an intelligence officer and a counter-terrorism officer in the U.S. Navy with special operations and NCIS. He has been a sponsored amateur tri-athlete and is an avid outdoorsman.

Recent deals:

• 2012, advises Garmont USA on acquisition by Scott Sports; • 2012, advises High Sierra Sport Company on acquisition by

Samsonite International; • 2009, advises Chaco on its sale to Wolverine World Wide, Inc.; • 2008, advises Black Diamond Equipment on its sale to Clarus

Corp.; • 2006, advises Eagle Creek on its sale to VF Corp.; • 2003, advises Mountain Hardwear on its sale to Columbia

Sportswear.

“Selling a business in today's market requires

two things; a global perspective and deep industry expertise.

Buyers, both strategic and financial, are increasingly

seeking investment opportunity around the

world and, in today's market, knowledge and experience has become

even more critical.”- Nathan Pund

Nathan Pund


William BarnumPartnerBrentwood AssociatesLos Angeles, CAAge 59

Steven MoorePartnerBrentwood AssociatesLos Angeles, CAAge 38

Based in Los Angeles, this private equity fund focuses on supporting man-agement to accelerate growth via recapitalizations, management buyouts and growth equity investments in middle-market consumer-focused companies.

Barnum serves as a director for Zumiez and Quiksilver, Inc. and has served as a director of Ariat International and Filson Holdings and a trustee at his alma ma-ter Stanford University, where he earned his bachelor’s, law and M.B.A. degrees.

Moore has served as a director of Filson Holdings and Zumiez and was an active observer of Ariat. He graduated summa cum laude from the University of Michigan, where he received a bachelor's degree in mechanical engineering and was a member of the men's soccer team.

Recent Deals:

• Currently controls Spectrum Club, a high-end Southern California fitness center chain acquired for $49 million in 1999;

• 2012, sells interest in Ariat International, acquired in 2006 in partnership with LNK Partners;

• 2012, sells interest in Filson Holdings, Inc., acquired in partnership with management in 2005;

• 2005-06, sells 41 percent stake in Zumiez through IPO and secondary offerings, more than quintupling 2002 investment of $25.3 million;

• 2000, sells interest it acquired in Bell Sports.

“A $50 million business needs a lot of attention

to prioritize various growth initiatives and

to develop a global distribution strategy. Today, fewer strategic buyers are willing to acquire a company of

that scale.” - Steven Moore

William Barnum Steven Moore



"As life-long participants in the

sports and activities we cover, our expertise

is both professional and personal. This provides additional

market and consumer insight and a depth of operating knowledge that adds significant value to our portfolio

brands." - D.J. Jenson

Alison Minter Dennis Jenson

Alison MinterManaging DirectorNorth Castle PartnersGreenwich, CTAge 39

Dennis “DJ” JensonOperating ExecutiveNorth Castle PartnersGreenwich, CTAge 49

North Castle is a small cap private equity firm focused on health, well-ness and active living sectors that currently owns majority stakes in several sporting goods brands.

Minter joined NCP in 2001 and serves on the boards of Ignite USA, LLC., Ibex Outdoor Clothing, LLC., and Octane Fitness. A former lacrosse and soccer player, she is an active runner and swimmer.

Jenson worked as SVP of marketing and president of Burton from 1990 to 2003 and held senior management positions at The Timberland Co. and Black Diamond Equipment, Inc. before joining NCP. He is an avid outdoor and action sports enthusiast spending his free time snowboarding, surfing, windsurfing, running, swimming and cycling. He serves on the boards of Ibex Outdoor Clothing, LLC., Ignite USA, LLC., New Belgium Brewing, and 1% for the Planet.

Recent Deals:

• 2013, invests in Ignite USA, LLC., owner of the Contigo and Avex container brands;

• 2012, sells interest in 2007 acquisition Cascade Helmets Holdings, Inc. to Bauer Performance Sports, Ltd.;

• 2010, invests in Ibex, maker of merino wool performance apparel; • 2007, invests in retailer Performance Bicycle; • 2005, invests in Octane Fitness, maker of elliptical machines.


Alan OffenbergCEO and DirectorCompass Diversified Holdings, Inc.Westport, CTAge 45

Based in Westport, Conn., this publicly traded company acquires controlling interests in and actively manages U.S. companies with positive and stable cash flow and strong management teams.

Offenberg plays a major role in sizing up acquisitions at CODI, which has emerged as an important strategic buyer for middle mar-ket companies in the sporting goods and active lifestyle space. He serves as chairman of CamelBak Products, LLC, as a director for The Ergo Baby Carrier, Inc., Liberty Safe and Security Products, Inc., as well as four other CODI subsidiaries. A graduate of Tulane University and the Northeastern University Graduate School of Business, he was named CODI’s CEO in February, 2011.

Recent Deals:

• 2011, acquires majority stake in Camelbak Products, LLC; • 2010, acquires majority stakes in Liberty Safe and Security

Products, Inc., and Ergo Baby Carrier, Inc.; • 2008, acquires majority stake in Fox Factory, Inc.; • 2007, flips Crosman Acquisition Corp. for net gain of $36 million

months after acquiring it with proceeds from its IPO.

Alan Offenberg

“We use what we call the reason to exist test.

If a company were to go away, does anyone care? If they were to

disappear would there really be a void in the

industry?” - Alan Offenberg


CALENDAR For full year calendar go to sportsonesource.com/events

TR

AD

E A

SS

OC

IAT

ION

S |

BU

YIN

G G

RO

UP

S

JULY

9-10 TaG Summer Show St. Charles, MO

10-12 BCa international Billiard & home recreation Expo Friedrichshafen, Germany

11-14 European Outdoor Trade Fair Friedrichshafen, Germany

12-14 a.D.a. Spring Show Milwaukee, Wi

16-18 aSi Chicago Chicago, il

17-19 NBS Specialty Outdoor Market Fort Worth, TX

18-19 NBS Summer athletic Specialty Market Fort Worth, TX

31 Outdoor retailer Open air Demo Salt lake City, uT

AUGUST

1-4 Outdoor retailer Summer Market Salt lake City, uT

1-4 SGB active lifestyle investors Conference Salt lake City, uT

8-10 Sports inc. Outdoor Show Denver, CO

17-19 altanta Shoe Market atlanta, Ga

SEPTEMBER

8-10 NBS Fall Semi-annual Market Fort Worth, TX

18-20 interbike international Trade Expo las Vegas, NV

25-26 Sports & Fitness industry assoc. industry leaders Summit Baltimore, MD

30-2 Oia rendezvous San Diego, Ca

OCTOBER

7-8 The retailing Summit Dallas, TX

15-17 SGB Sports & Technology Convergence Palo alto, Ca

NOVEMBER

1-3 NBS Fall athletic Market austin, TX

5-7 TaG Fall/Winter Show St. louis, MO

15-17 a.D.a. Fall Show San antonio, TX

24-26 Sports, inc. athletic Show las Vegas, NV

Athletic Dealers of America1395 Highland AvenueMelbourne, FL 32935t 321.254.0091f 321.242.7419athleticdealersofamerica.com

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown, CT 06470t 203.426.1320 f. 203.426.1087nssf.org

National Sporting Goods Association1601 Feehanville Drive / Suite 300Mount Prospect, IL 60056t 847.296.6742f 847.391.9827nsga.org

Nation’s Best Sports4216 Hahn Blvd.Ft. Worth, TX 76117t 817.788.0034f 817.788.8542nbs.com

Outdoor Industry Association4909 Pearl East Circle / Suite 300Boulder, CO 80301t 303.444.3353f 303.444.3284outdoorindustry.org

Sports & Fitness Industry Assoc. 8505 Fenton StreetSilver Spring, MD 20910t 301.495.6321f 301.495.6322sfia.org

Snow Sports Industries America8377-B Greensboro DriveMcLean, VA 22102t 703.556.9020f 703.821.8276snowsports.org

Sports, Inc.333 2nd Avenue NorthLewistown, MT 59457t 406.538.3496f 406.538.2801sportsinc.com

Sports Specialists Ltd.590 Fishers Station Drive / Suite 110Victor, NY 14564t 585.742.1010f 585.742.2645sportsspecialistsltd.com

Team Athletic Goods629 Cepi DriveChesterfield, MO 63005t 636.530.3710f 636.530.3711tag1.com

Worldwide 8211 South 194thKent, WA 98032t 253.872.8746f 253.872.7603wdi-wdi.com


http://nbs.com

http://sfia.org

Ultra-Wide Wheel - Stabilizes movement

to carve left, right and center

Performance Grips - Rubberized non-slip ergonomic grips for

stability control

Kinetic Engine - Carbon Steel Spring turbocharges abdominal and arm workouts

Foam Kneepad - High-Density foam for superior comfort

CARVEyouR

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800 446 7587 | [email protected] | www.abcarverpro.com | www.perfectonline.com

©2013 Implus Corporation. Perfect® is a division of Implus Corporation. 3.13

http://www.perfectonline.com

MARK YOUR

CALENDARS

Winter MarketJANUARY 22-25, 2014

All Mountain DemoJANUARY 21, 2014

WWW.OUTDOORRETAILER.COM

Summer MarketJULY 31-AUGUST 3, 2013

Open Air DemoJULY 30, 2013

http://www.outdoorretailer.com

Documents

THE DEAL MAKERS - d4ex6pvli7xof.cloudfront.netd4ex6pvli7xof.cloudfront.net/sgbweekly/2013/SGB_13Q3/SGBW_132… · THE DEAL MAKERS ™ ... will carry targeted sporting equipment, including