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July 2006
Volume 34 Number 7 $5.00
Head Unveils Its AirflowRacquets for Women
Outsole Design: What Your
Customers Should Know
FIRE AWAY!Use Our Exclusive Guide
To Find the Right Ball Machine
FIRE AWAY!Use Our Exclusive Guide
To Find the Right Ball Machine
Head Unveils Its AirflowRacquets for Women
Outsole Design: What Your
Customers Should Know
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R S I J U L Y 2 0 0 6Contents
July 2006 RACQUET SPORTS INDUSTRY 3
ContentsINDUSTRY NEWS7 Lever 2000 is lead sponsor
of US Open Series
7 Jimmy Connors to speak atUSTA Teachers Conference
8 Prince introduces newM Series footwear
8 USPTA sets World Conferencein Vegas
9 ROHO/PTR tourney increases purse9 Penn offers free music
downloads in ball packs
10 Gamma adds premiumNatural Gut string
10 Babolat debuts new PureDrive racquet
11 PTR schedules ProfessionalDevelopment Weekend
12 WTT Pro League season in July
13 Hall of Fame to host annualfashion show
14 Ashaway launches newsquash shoe
15 Dillman resigns as Wilsongeneral manager
2006 GUIDE TO BALL MACHINES
22 Program DirectorWith realistic random-play options, ball machines enter theI, Robot generation.
25 Ball Machine SelectorUse our exclusive guide to help you find the right ballmachine for your business.
DEPARTMENTS4 Our Serve16 RSI Champions of Tennis 200618 Industry People: Roy Barth20 Your Finances: Sale-Leaseback38 String Playtest: Head FXP Power
40 Science: Wrist Snap44 Tips & Techniques46 Ask the Experts48 Your Serve, by Paul Fein & Christopher Noble
Cover photo: Stephen Whalen Photography
FEATURES
34 Feminine AllureHead enters the women-only racquetmarket, with legend Steffi Grafwaving the flag for the new Airflowframes.
36 On the RoadWhen it comes to shoe outsoledesign, heres what your customers
need to know.
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ouve heard it from us before, but it bears repeating: Take
advantage of all the opportunities you can when it comes
to furthering your knowledge in this business.
And one of the best opportunitiesfor tennis teachers, coaches, and oth-
ers involved in the tennis businessis coming up in New York City, coincid-
ing with the start of the US Open. Its the 36th Annual USTA Tennis Teachers
Conference, set for the Grand Hyatt New York from Aug. 26 to 29.
More than 700 are expected to attend the TTC, and theyll be treated to
seminars and presentations from some of the best in this business. This year,
five-time US Open champ Jimmy Connors will be a featured speaker at the
conference. Also presenting will be tennis luminaries such as Jim Loehr, Peter
Burwash, Rick Macci, Stan Smith, Vic Braden, and more. Sessions will take
place both at the Hyatt (where a full-size court is set up in a ballroom), and
also on the courts at the USTA National Tennis Center.
The TTC is put together by a talented and passionate group from the USTA
that includes Kirk Anderson, Pat Freebody, Karen Pacent, and many others.
The goal in all of this is to grow the sport in the U.S.to get more people play-
ing, which will create more customers for your business.
The USTA also puts on the highly successful Community Tennis Develop-
ment Workshop each February, also well worth attending. And, of course,
two other mainstays in the tennis education business are the USPTAs World
Conference on Tennis (coming up Sept. 18 to 23 in Las Vegas) and the PTRs
International Tennis Symposium (held each February). For court builders, the
American Sports Builders Association offers excellent opportunities to expand
your knowledge, especially at its annual Technical Meeting, set for Dec. 1 to
4 in Daytona Beach.
In addition, the USTA (together with the Tennis Industry Association), PTR,
USPTA, and ASBA all offer smaller development workshops, held at various
locations throughout the year. Check out the websites for these organizations
to find out moreand to sign up.
We all should feel fortunate in the tennis industry that there are a number
of organizations doing all they can to help you expand your knowledge and
your business. The key now, though, is to make sure you and your staff take
every advantage that you can. It will be worth it for you, and it will be worth
it for your business.
Peter Francesconi
Editorial Director
Our Serve
Grab Every Opportunity You Can(Incorporating Racquet Tech and Tennis Industry)
Publishers
David Bone Jeff Williams
Editor-in-Chief
Crawford Lindsey
Editorial DirectorPeter Francesconi
Associate Editor
Greg Raven
Design/Art Director
Kristine Thom
Assistant to the Publisher
Cari Feliciano
Contributing Editors
Cynthia Cantrell
Rod Cross
Kristen DaleyJoe Dinoffer
Liza Horan
Andrew Lavallee
James Martin
Mark Mason
Chris Nicholson
Mitch Rustad
RACQUET SPORTS INDUSTRY
Corporate Offices
330 Main St., Vista, CA 92084
Phone: 760-536-1177 Fax: 760-536-1171
Email: [email protected]
Website: www.racquetTECH.com
Office Hours: Mon.-Fri.,8 a.m.-5 p.m. Pacific Time
Advertising Director
John Hanna
770-650-1102, x.125
Apparel Advertising
Cynthia Sherman
203-263-5243
Racquet Sports Industry (USPS 347-8300. ISSN 0191-
5851) is published 10 times per year: monthly January
through August and combined issues in Septem-
ber/October and November/December by Tennis
Industry and USRSA, 330 Main St., Vista, CA 92084.
Periodicals postage paid at Hurley, NY 12443 and addi-
tional mailing offices. July 2006, Volume 34, Number
7 2006 by USRSA and Tennis Industry. All rights
reserved. Racquet Sports Industry, RSI and logo are
trademarks of USRSA. Printed in the U.S.A. Phone
advertising: 770-650-1102 x 125. Phone circulation and
editorial: 760-536-1177. Yearly subscriptions $25 in the
U.S., $40 elsewhere. POSTMASTER: Send address
changes to Racquet Sports Industry, 330 Main St.,
Vista, CA 92084.
4 RACQUET SPORTS INDUSTRY July 2006
Y
RSI is the official magazine of the USRSA, TIA, and ASBA
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I N D U S T R Y N E W SI N D U S T R Y N E W S
R S I J U L Y 2 0 0 6
I N F O R M A T I O N T O H E L P Y O U R U N Y O U R B U S I N E S S
July 2006 RACQUET SPORTS INDUSTRY 7
USTA Teachers ConferenceSets the Stage for Success
More than 700 tenniscoaches, instructorsand professionals willgather in ManhattanAug. 26-29 for theUSTAs annual TennisTeachers Conference.
The TTC will again beat the Grand Hyatt New York in Midtownwith its full menu of sessions in theareas of coaching skills, strategy and tac-tics, tennis technique, health sciencesand tennis business.
The conference kicks off on Saturdaynight with a USTA Welcome Receptionhonoring high school coaches for no-cutpolicies. It continues with two and a halfdays of networking opportunities andeducational offerings, in addition to ten-
nis events such as Arthur Ashe Kids Dayand the US Open.
Five-time US Open champion Jimmy Con-nors (above) will head up a group of fea-tured speakers that includes Jim Loehr,Peter Burwash, Rick Macci, Stan Smith,Vic Braden, Anne Pankhurst, Anita Bailey,Rodney Harmon, and Michele Krause.
This years theme, Setting the Stage forSuccess, encourages coaches to estab-lish a platform for players to develop andgrow in both skill and experience. The
program covers all levels of play anddevelopmentyouth, adult, senior,beginner, intermediate and advanced.
Events are held both at the Grand HyattNew York and the USTA National TennisCenter. Sessions will be presented in fullcourt, singles court, theater, and class-room formats. Anyone who has an inter-est in coaching or teaching tennis iswelcome to attend.
For more information or to register, visit
www.usta.com/coaches, call 914-696-7004, or e-mail [email protected].
BThe personal-care brand Lever 2000, in its first sports spon-
sorship, has signed on as the lead sponsor of the US Open
Series, a group of 10 summer pro tournaments played
throughout North America over six weeks in July and August.
Lever 2000 will become the presenting sponsor of all US Open Series
telecasts on CBS and ESPN and an official sponsor of all 10 tournaments.Since its inception in 2004, the six-week US Open Series has doubled tel-
evision viewership and increased attendance (see chart below), while
generating new corporate partnerships for the sport, says the USTA.
As part of the partnership, the US Open Series Bonus Challenge, which tracks the week-
ly standings of players in the race to qualify for double prize money at the US Open, will be
renamed the "US Open Series Lever 2000 Challenge." Last year, Kim Clijsters, who won the
US Open Series and the US Open, earned $2.2 million dollars at the US Open, the largest
purse in women's sports history.
Lever 2000 will be prominent-
ly featured on-site at each tourna-
ment and will be integrated into
all US Open Series broadcasts. It
will also sponsor a national US
Open consumer sweepstakes sup-
ported through a national print advertising campaign in consumer magazines. Lever 2000
also becomes an official sponsor of USTA League Tennis, the world's largest recreational ten-
nis league, which last year had 585,000 participants nationwide.
"This new partnership with Unilever represents another milestone for the US Open
Series and a new category of sponsorship for the sport, says Arlen Kantarian, the USTAs
chief executive of Professional Tennis. Lever 2000 also will become a promotional partner
of the US Open itself.
IMPACT OF THE US OPEN SERIES2003 (pre-USOS) 2005 vs. Pre-USOS
Television V iewership 20 Million 41 Million +105%Live TV Hours (National) 83 116 +40%
Attendance 923,000 973,000 +5%National Marketing $0 $3.5 Million +3.5 MM
Lever 2000 Signs as LeadSponsor for US Open Series
Adidas Wins First Set in Battle Over Logo
Adidas won the first set in a legal battle against several of the sports governing bodies
over the size of its three stripes logo at this years Wimbledon. The Times of Lon-
don reported that a High Court judge granted a temporary injunction against the
UKs Lawn Tennis Association, the All England Tennis and Croquet Club, the ITF, and the
USTA requiring them to lift new dress restrictions limiting the size of manufacturers logos
that players can wear during Grand Slam tournaments.
Adidas, which sponsors stars such as Martina Hingis, Tim Henman, and Justine Henin-
Hardenne, took the authorities to court, claiming it had not been given sufficient time to
adapt its manufacturing process for the start of Wimbledon on June 26. The High Court
accepted the company's bid for a temporary injunction, ruling that the stripes are a "man-
ufacturers identification" and not simply a "design effect.
The Adidas-sponsored players will be able to wear the three stripes logo at major tennis
tournaments until October, when the full case will be heard.
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J U L Y 2 0 0 6
INDUSTRYNEW
S
Top Speakers Headline USPTAWorld Conference
The USPTAs World Con-
ference to be Sept. 18-
23 at the Flamingo Las
Vegas, and will feature some
of the industrys best andbrightest speakers on topics
ranging from tennis teach-
ing, to nutrition, to business,
and more.
More than 35 seminars
and four-hour specialty cours-
es will be offered during the
conference, which is attended
by nearly 1,500 tennis profes-
sionals and coaches, manu-
facturer representatives and
media. USPTA members andnonmembers are welcome.
This years speakers will
include Jim Baugh (top), Nick
Bollettieri, Peter Burwash
(second from top), Allen Fox
(third from top), Jack Groppel
(bottom right), Brett Hobden,
Jim Loehr, Rick Macci, Robin
White, and many more.
The World Conference also
will include a Tennis Buying
Show on Sept. 21. Exhibitorsinclude marketers of hard and
soft goods, video-analysis and
pro shop software, teaching
aids, court surfacing and light-
ing, awards, backboards, edu-
cational materials, nutrition
bars and vitamins and more.
In addition, the USPTA
Silent Auction will be held
during the buying show,
which benefits the USPTA
Foundation and is a USPTA Lessons for Lifeevent. (Any member interested in donating an
item for the auction can visit www.uspta.com
and click on the World Conference link to
obtain a donation form, or call John Dettor at
713-978-7782.)
The agenda, complete list of speakers, and
registration information is available at
www.uspta.com, or call 800-877-8248. Audio-
tapes of previous World Conference seminar
presentations are also available in the distance-
learning center at www.uspta.com at no charge.
Prince Introduces NewM Series Foowear
Prince has introduced its new M Series footwear line. M Series shoes are
built on a four-piece multi-layered midsole that position Princes Pre-
cision Tubes in the heel and forefoot. Prince says it designed the M
Series around the idea that feet, treated carefully, can be a competitive
advantage.The three different M Series models offer variances in the density and
placement of the tubes, which Prince says results in unique attributes for
each model: maximum cushioning (MC4), maximum stability (MS4), or
maximum ventilation (MV4).
M Series is simply better tennis footwear, says Doug Fonte, president
of Prince Sports U.S. Tennis requires a lot of forward and lateral movement
and stop-and-start action. M Series provides an answer for proper treatment
of all foot types and preferences.
Developed by Gary Wakley and James Lin of Prince's Footwear Team, M
Series offers the consumer the flexibility to select a shoe to fit their unique
needs. Typically, other performance tennis shoes are designed to
appeal to as many players as possible, and as aresult, some do-everything shoes do not do
anything particularly well, says Wakley. "With
M Series, customers no longer have to com-
promise when it comes to this important
piece of tennis equipment.
The outsole of the M Series is made of
Goodyear Max, a compound developed exclu-
sively for Prince by Goodyear. The suggested
retail price for all models is $110 with womens
sizes available in 6-10 (including half sizes) and 11;
mens sizes available in
6.5-12, 13 and 14.
8 RACQUET SPORTS INDUSTRY July 2006
M M C 4
M M S 4
W M C 4
W M V 4
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I N D U S T R Y N E W S
July 2006 RACQUET SPORTS INDUSTRY 9
L E T T E R S
Pro Membership IssueDraws PTR Response
To the Editor:
Instead of devoting time to adetailed reply to the USPTAs unfortu-nate position regarding dual member-ship in the PTR and USPTA, and to TimHecklers rather off-the-mark commentsdirected at the PTR and at Master Pro-fessional Ken DeHart (RSI, June 2006,page 23), I simply would like to pointout to RSI readers that PTR will contin-ue to focus on what we do best: toeducate, certify and service tennisteaching professionals and coaches in
order to grow the game of tennis.Dan SantorumExecutive Director and CEO, PTR
We welcome your letters and comments. Please
email them to [email protected] or fax
them to 760-536-1171.
Penn Offer Free MusicDownloads in Ball Packs
For a limited time this summer, speciallymarked 4-packs of Penn Championship and
Pro Penn tennis balls will include 50 free MP3
downloads from eMusic,
the second-largest digital
music service in the world,
with more than 1.3 million
tracks in every musical
genre. Special pack graph-
ics and insert cards alert
consumers to the promo-
tion.
Free music downloadsallow us to provide our
retail partners and con-
sumers with a unique and
sought-after value in these
special packs of tennis
balls, says Jennifer Parker,
business manager for Penn
Tennis Balls. Music down-
loads are an incredibly pop-
ular incentive and eMusic is
a great partner as they offer a wide selection of
independent music that will appeal to a variety of
consumers.
ROHO/PTR WheelchairTourney Increases Purse
The PTR and The ROHO Group will co-
sponsor the ROHO/PTR $17,500 Wheelchair Tennis Championships
at the Van der Meer Shipyard Racquet Club on Hilton Head Island,
S.C., in September. The total purse has increased by $2,500 over last
year.
Tournament play begins Sept. 20, and continues through Sept. 24,
with mens, womens, quad, and junior divisions. The event draws some
of the top wheelchair players in the world. It is part of the NEC Wheel-
chair Tennis Tour and is an ITF Series I event and a USTA Southern
Championship.
A welcome reception and Opening Ceremony, sponsored by Quickie,
will be held Sept. 21, with a one-up-one-down exhibition match to follow.
Festivities include the annual awards banquet and a beach party with spe-
cial matting to allow player access to the hard pack beach and ocean.
PTR will conduct an Instructing Wheelchair Tennis Workshop with
Advanced Wheelchair Skills & Drills on Sept. 24. The course is open to
tennis teachers and coaches who want to learn to teach wheelchair ten-nis. Quickie will provide chairs for able-bodied coaches to use during the
workshop. The workshop fee is $50.
The deadline for tournament entry is Aug. 16. USTA membership is
required for entry. Spectators are invited free of charge. The Jana Hun-
saker Grant is available to assist in-need participants.
For more information or an entry form, contact PTR at 800-421-6289
or 843-785-7244, or email [email protected]. To register online visit
www.ptrtennis.org/roho.htm.
Ken
Mak
USOS to Use Instant Replay
Instant replay technology, along with a player challenge system, will be
used during all 10 US Open Series tournaments, which run for six weeks
in July and August. The tourneys will use the Hawk-Eye line calling tech-
nology and a player challenge protocol that debuted at the Nasdaq-100
Open in March.
Once a player challenges a line call, an official replay will be provided
simultaneously to the TV broadcast and in-stadium video boards. The line-
calling technology will also be used at the 2006 US Open.
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J U L Y 2 0 0 6
INDUSTRYNEW
S
INDUSTRYNEW
S
10 RACQUET SPORTS INDUSTRY July 2006
ATPs Deuce Mag Now Includes WTA
Deuce Magazine, which has been the official publication of
the ATP, is joining with the Sony Ericsson WTA Tour, high-
lighting both men and women pros. The summer issue,
which will be available following Wimbledon, will feature the
US Open Series of tournaments. The new, jointly produced
publication is part of the ATP and Sony Ericsson WTA Tours
One Game initiative that brings the two circuits together for
joint activities. Deuce will be distributed at all North American
ATP and WTA events this summer, and a complimentary online
version will be available.
Gamma Adds PremiumNatural Gut String
The new Gamma Tour Plus Natural Gut features an all-weather pro-
tective coating to better preserve the string, while still providing
an enhanced premium performance players expect from a nat-
ural gut, says the company. Gamma Tour Plus Natural Gut is vacu-
um-packaged in a Dri-Shield Moisture Barrier bag, preventing
moisture from escaping or entering the package.
In addition, Gamma has also improved its Natural Gut Tour
String, says the company. Both natural gut strings, which are man-
ufactured in France, are available immediately. To inquire about
becoming a Gamma dealer and distributing Gamma product,
contact 800-333-0337 or 412-323-0335, or email
CourtesyATP/SonyEriccsonWTATour
Babolat Introducesthe New Pure Drive
Fans of the Babolat Pure Drive racquet now have a new ver-
sion to fawn over. The latest Pure Drive incarnation has
Babolats Cortex System technology to
give players a purer feel of the ball by
filtering unnecessary vibrations, says the
company.
The Pure Drive, which has been thetop-selling racquet in pro and specialty
stores for three years, according to
data from Sports Marketing Surveys,
also has an updated design. Babolat
says the new version has the same
power and maneuverability as the origi-
nal, which was launched in 1994.
When the Pure Drive debuted, it got a
lot of attention for having features unlike any
other racquet in competitionit was light-
weight, powerful, had the elliptic beam, and of
course the blue color with the white double line
on the racquet frame, says Max Brownlee, gen-
eral manager of Babolat USA. It has since been
enhanced with the latest Babolat technologies
including the Woofer in 1999 and the Cortex
System today.
The Cortex System filters and dampens dif-
ferent vibrations, says Babolat, because the han-
dle and the frame are linked by one interface in
the Cortex Dampening System, which allows the filter to
absorb unnecessary vibrations.
The new, 100-square-inch Pure Drive comes in two lengths:
27 and 27.5 inches. Suggested retail is $185. For more infor-
mation, visit www.babolat.com or call 877-316-9435.
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I N D U S T R Y N E W S
July 2006 RACQUET SPORTS INDUSTRY 11
AAYTE Center Opens in PhillyThe opening benefit for Philadelphias Arthur AsheYouth Tennis & Education, called Grandslam Open inthe Park, raised $2.2 million. The April 28 event wasthe official unveiling of the new AAYTE Center anddrew 1,200 guests, including (from left) USTA FirstVice President Jane Brown, AAYTE Executive Director
Scott Tharp, USTA Chairman of the Board and Presi-dent Franklin Johnson, AAYTE Operations DirectorTina Tharp, and AAYTE Board Chairman Robert Swift.The new center features eight indoor and eight out-door tennis courts, a computer lab, classrooms, fit-ness room, expanded library, and offices.
PTR SchedulesProfessional
Development Weekend
The PTR will hold its annual Profes-
sional Development Weekend Sept.
21-24 at the PTR Headquarters on
Hilton Head Island, S.C. The event is
open to all tennis teachers and coaches.
Courses offering specialized tennis
training will be held during the week-
end and will include Munchkin Games
and Drills with PTR
Executive Director
and CEO Dan Santo-
rum (top left). Other
PTR staff directing
sessions include Inter-
national Director Iaki
Balzola (Play Action
Drills Workshop) and
Director of Develop-
ment Geoff Norton
(Team Coach-
ingSingles & Doubles
Strategy).
Also on hand will
be Charlie Ruddy (bot-tom left), who will
conduct Using Tech-
nology to Grow and
Manage Your Business and Customer
Base, and Dr. Bryce Young on Mastering
the Mental Side. There will also be ses-
sions on becoming a Cardio Tennis and
wheelchair tennis instructor.
For more information or to register,
contact 800-421-6289 or 843-785-
7244, or email [email protected]. You
can register online at www.ptrtennis.org.
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J U L Y 2 0 0 6I N D U S T R Y N E W S
Stanford, Pepperdine Claim NCAA Crowns
The Stanford women captured their 15th NCAA womens tennis championship in
May, beating Miami 4-1 in the final. The Pepperdine men won their first ever NCAA
title, upsetting Georgia 4-2.
Six days after the team champs were determined, Pac-10 Conference players
Benjamin Kohlloeffel of UCLA and Suzi Babos of California swept the NCAA singles
titles. Big-10 duos Kevin Anderson and Ryan Rowe of Illinois and Cristelle Grier and
Alexis Prousis of Northwestern won the doubles crowns.
12 RACQUET SPORTS INDUSTRY July 2006
Wilson Partners With Wynne Tourneys
Wilson Racquet Sports has partnered with Wynne Tournaments to provide rac-
quets from its womens W line at ladies competitive tennis tournaments
throughout the U.S. Wilson will also provide balls and prizes for the tourna-
ments, which are part of a ladies weekend of 15 special events held at premier
tennis resorts.
The W line of racquets features Wilsons exclusive nCode technology. The
frames are engineered to enhance a womans game with a unique construction for
increased power, strength, and control, along with added comfort features, saysthe company. Wilson is also providing tennis balls and gifts from its HOPE line,
which supports The Breast Cancer Research Foundations efforts in breast cancer
prevention education and research.
Wilsons support of these events is instrumental in offering our participants an
insider look at the latest in tennis equipment for women, says Mary Wynne Cox,
president of Wynne Tournaments.
Wynne Tournaments weekend packages include three nights/four days accom-
modations, tournament entry fee,
snacks, and refresh-
ments throughout play,
celebration cocktail
party, Wilson W demo
clinic, gift bag, prizes
and trophies. Upcoming
events will be held in, Mon-
terey, Calif., Horseshoe Bay, Texas, and
Amelia Island, Fla.
WTT Pro League Season Starts July 6
T
he 31st World TeamTennis Professional League season kicks off on July 6. Over
the next three weeks, 84 WTT matches will be held, with the regular season end-
ing on July 26. The two top teams in both the Eastern and Western conferences
advance to the WTT finals weekend, July 28 through 30, at the Palisades Tennis Club
in Newport Beach, Calif., where they will compete for the King Tro-
phy, named for WTT co-founder Billie Jean King.
Eastern Conference teams are the Boston Lobsters,
Delaware Smash, Hartford FoxForce, New York Buzz,
New York Sportimes and Philadelphia Freedoms.
The Western Conference is made up of the Hous-
ton Wranglers, Kansas City Explorers, Newport
Beach Breakers, Sacramento Capitals, St.
Louis Aces and Springfield Lasers. For
more information, including the season
schedule and team rosters, visit
WTT.com.
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I N D U S T R Y N E W S
After 13 years at M.Putterman, Teri Wysocki has left
the company to join All Court Fabrics
Inc., a custom fabricator based in the
Chicago area that provides sports fabrics
and screenings. She can be reached at 800-
401-6533 or [email protected],or visit www.allcourtfabrics.com.
Anne Pankhurst is the new administratorof Coaching Education for USTA Player
Development. Pankhurst, who will be based
in Key Biscayne, Fla., has been a full-time
coach for 22 years and was coach education
director for the Lawn Tennis Association in
Great Britain for eight years.
Ted Schroeder, a 1966 inductee into theInternational Tennis Hall of Fame, died in
May after a long battle with cancer. He was84. Schroeder won a total of six majors dur-
ing his tennis career, capturing the U.S. sin-
gles title in 1942 and the Wimbledon
Singles title in 1949. He captured three U.S.
doubles championships and a U.S. mixed
doubles title.
WTT CEO/Commissioner Ilana Kloss wasinducted into the Jewish Sports Hall of Fame
recently during a ceremony on Long Island,
N.Y. Kloss, who reached No. 19 in singles in
1979, was the world's best doubles player in
1976.
Jerry Noyce, a USTA Northern Hall of Famemember and the former mens tennis coach
at the University of Minnesota, was one of
20 people appointed by President George W.
Bush to the Presidents Council on Sports and
Fitness. He joins former Olympic gymnast
Mary Lou Retton, tennis star Andy Roddick,
and New York Giants quarterback Eli Man-
ning, among others. The council, made up of
volunteer citizens, advises the president
through the secretary of Health and HumanServices about physical activity, fitness, and
sports in America.
Former USTA Southern Section PresidentRandy Stephens of Macon, Ga., was
inducted into the USPTA Hall of
Fame in May. In September,
during the USPTAs World Con-
ference on Tennis in Las
Vegas, San Antonio resident
Clarence Mabry will be
inducted into the USPTA
Hall of Fame.
PEOP L
EWAT
CH
Hall of Fame HostsAnnual Fashion Show
The International Tennis Hall of
Fame will host the Bowens
Wharf Fashion Show and Cham-
pagne Breakfast on July 13 as part of
the Campbells Hall of Fame TennisChampionships week of activities.
The event will be held on the Hall
of Fames Horseshoe Piazza and
showcase various Newport retailers.
Featured collections include Ralph
Lauren, Brighton, Patagonia, Michael
Kors, Max Mara, Paul & Shark, and
Samuel Dong.
The fashion show will take place
from 9 to 11a.m. followed by the
quarterfinal matches of the Camp-
bells pro tennis tournament. Tick-ets, which include the matches, for
the fashion show and champagne
breakfast are $65 each, or a table
seating eight for $500. For tickets,
cal l 401-849 -60 53, or v isi t
www.tennisfame.com.
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INDUSTRYNEW
S
14 RACQUET SPORTS INDUSTRY July 2006
> Dunlop Sports Group Americas purchasedFocus Golf Systems Inc., a distributor of Dunlop-
branded golf clubs and accessories in the U.S.,
for an undisclosed sum. DSGA will now concen-
trate on selling the complete line of Dunlop
branded products in the golf and racquet sportsmarkets in North America, while Focus will con-
centrate on the development of the John Daly
brand worldwide.
> The USPTA and Penn recently added sevenmore years to their 33-year relationship for Penn
tennis balls. The agreement is one of the longest
running in the industry.
> Legendary quarterback Terry Bradshaw willdeliver the keynote address at the 25th Athletic
Business Conference & Expo in Mandalay Bay in
Las Vegas on Nov. 16. More than 3,000 sports,
recreation and fitness professionals attend the
event. For more information, visit
www.athleticbusiness.com/ conference or call
800-722-8764.
> The 2006 USPTA Southwest Tennis BuyingShow will be Aug. 25 and 26 at the Hilton DFW
Lakes Executive Conference Center in Grapevine,
Texas. For more information, contact Jenny Gray
at 903-561-3014 or email gray.jenny@hot
mail.com.
> Former top-10 tour players Harold Solomon
and Kathy Rinaldi have endorsed SlingHopperDrill Bags. Solomon is director of tennis at the
Harold Solomon International Tennis Academy in
south Florida, and Rinaldi is assistant captain of
the 2006 Fed Cup team and coaches at The
Breakers in Palm Beach, Fla. To inquire about
becoming a dealer, call Gamma Sports at 800-
333-0337 or visit www.gammasports.com.
> According to Nielsen Sports' SponsorshipScorecard, the top sponsor of last years US Open
Men's Final on CBS, JP Morgan Chase, achieved
more impressions per hour among adults 25-54
than did the top sponsor of the Super Bowl (onABC), Motorola, the industry magazine
BrandWeek reported recently. JPMorgan Chase
achieved 162 million impressions per hour, com-
pared with Motorola's 157 million.
> Texas A&M University captured its third con-secutive USA Team Tennis National Campus
Championship in April. The Aggies defeated the
University of Virginia 29-15 in the final to earn its
fourth tournament title in five years. A total of 64
teams from 56 schools made up this years com-
petition at the University of Texas, the largest
Ashaway Launches New Squash Shoe
Ashaway Racket Strings has introduced a new model to its growing line of
squash shoes. Available for the fall season, the new Ashaway AST 5500i shoeis higher cut at the ankle with high-top lace eyelets, and incorporates a
greater composition of leather
throughout the upper portion for
increased support.
Like the other models in the
Ashaway squash shoe line, the
5500i is built on Ashaway's
Anatomic System Technology
(AST), which increases comfort
and stability and reduces foot
fatigue, says the company.
Designed to mold to the shape of
the foot, AST-engineered squash
sneakers are built around a multi-
layered comfort and shock sup-
port system, says Ashaway.
These layers include a removable
insole made from a natural latex
vulcanized rubber, and a highly
shock-absorbent insert and addi-
tional comfort-layer insert, both
located at the heel.
For information, contact 800-
556-7260 or visit
www.ashawayusa.com.
SHORT SETS Kiawah Island, N.E. Tennis Holidays LeadRankings on Tennis Travel Website
Kiawah Island Golf Resort near Charleston, S.C., is the No. 1 tennis resort
worldwide, according to rankings on Tennis Resorts Online
(www.tennisresortsonline.com), which are based on evaluations submitted
over the last year by vacationing tennis players. The No. 1 tennis camp, for the
fifth year in a row, is New England Tennis Holidays in North Conway, N.H.
The rankings are on the annual list of Top 100 Tennis Resorts and Camps
worldwide on the website. Vacationers critique each resort or camp by assess-
ing its strengths and weaknesses in 16 different categories.
The eclectic mix of Top 100 Resorts and Camps includes properties in the
U.S., Canada, the Caribbean, and Europe. It ranges from grand hotels to small
inns, and from posh hideaways to low-key, affordable resorts, says tennis trav-
el writer and TRO founder Roger Cox. Some are better for families, others forromantic couples, still others for singles or even teams and group of friends.
What they all have in common, however, is a passion for tennis and a proven
ability to cater to the specific needs of avid tennis players.
Since its debut in 2000, Tennis Resorts Online has become a leading source
of tennis travel information, each month attracting more than 50,000 avid ten-
nis players (who play on average 100 days a year). Visit the site for more infor-
mation.
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Tennis Industry Associat ion UPDATERACQUET SHIPMENTSFirst-quarter census data shows that the tennis racquet market is off to a flying start. Shipments increased10 percent in dollars and 6.6 percent in units.The strongest increase20 percent in dollarscame inyouth racquets. In addition, the TIAs Pro Specialty Retail Audit shows that racquet sales at pro/specialtystores increased by 13 percent in units and 12 percent in dollars compared to 2005.
CARDIO TENNISMore than 500 sites offered free Cardio Tennis classes in June, as consumer marketing was in full swingwith ads and articles in major tennis and fitness publications. TV spots appeared on The Tennis Channel,FitTV, ESPN, and PBS. Press coverage includes an article in Parade Magazine, which has a circulation of 40million. Tracy Austin also is promoting Cardio Tennis in a Section Promotion Tour. Visitwww.Partners.CardioTennis.com for more information and new drills, video, and animations, plus a sectionon marketing materials, and more.TENNIS WELCOME CENTERSA targeted marketing effort in all 17 USTA sections is under way, as pro Maria Sharapova joins the TWC ini-tiative. TheTIA and the USTA recently organized and is presenting a series of Tennis Business DevelopmentWorkshops in each section.Website enhancements give TWCs an opportunity to provide program informa-tion and receive feedback. Facilities now have the ability to manage their own site and program informa-tion. Visit www.Partners.TennisWelcomeCenter.com.GROWING TENNIS 50/50
In 2006, the co-op funding program will promote only facilities that are TWCs. The website,www.GrowingTennis.com, features tools and programs available.Approved facilities can receive $250 to$2,500 in matching advertising/promotional dollars to reach new players.TENNISWIRE.ORGThe website, which features industry news from TIA members and affiliates, expanded its frequency and iselectronically distributed to more than 12,000 industry contacts, in addition to tennis writers and publica-tions. A job listing category will be added in 2006 for newsmakers to post their job opportunities.
I N D U S T R Y N E W S
Tennis On CampusGrant Info
Are you affiliated with a college or
university that is interested in cre-ating recreationally based team
tennis programs for students? If so, the
USTA, in cooperation with the Nation-
al Intramural-Recreation Sports Associ-
ation and the Intercollegiate Tennis
Association, may have the support and
resources you need.
Three grants are available through
NIRSA and two are available through
the ITA for qualifying schools. For
more information, visit www.nirsa
.net or www.itatennis.com.
Dillman Resigns asWilson General Manager
Brian Dillman resigned in June as
general manager of Wilson Racquet
Sports to accept an equity partner-
ship position as executive vice president
of sales and market-ing and chief market-
ing officer for Power
Plate International.
Dillman began his
career with Wilson 14
years ago as a territo-
ry manager and
steadily rose through
ranks, eventually holding the positions
of director of marketing and global busi-
ness director before being promoted to
his current title of general manager inDecember 2005.
"Brian's commitment to Wilson has
been outstanding," says Chris Consi-
dine, president of Wilson. "We appreci-
ate all of his efforts and contributions
he has made to our great brand and we
wish him the best of luck in his new
endeavors."
Power Plates North American divi-
sion is based in Northbrook, Ill., and
sells a revolutionary fitness and rehabil-
itative device that utilizes advanced
vibration technology to help users
achieve a better state of health and well-
being. The device is used by medical
centers, sports teams, training facilities,
and health clubs.
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ANNUAL awards
Help us recognize the people who are making a difference in thebusiness of tennis.
nce again, wed like to honor the
champions of our sportthe
many, often unheralded heroes
who work tirelessly to develop tennis in
the U.S. But once again, we need your
help in identifying these men and
women and how their accomplishments
have helped the game, whether in their
local areas or nationally.
Please take a look at the categories
at the right and email your nominations
to [email protected] (please put
Champions in the subject line).
Include:
Q Nominees name;
Q Where they work or what they do
related to tennis;
Q Phone (if possible);
Q Brief description of why you believe
O
Champions of Tennis 2006
they are the champions in their areas.
Wed also appreciate your name
and contact information, for confirma-
tion purposes only. All nominations
will be confidential, and you may
nominate for as many categories as
youd like. And, if theres a category
that we dont list that you think we
should include, please let us know.
We need your nominations by
Aug. 5, 2006. Email is preferred, but
you may fax them to 760-536-1171or mail them to: Racquet Sports Indus-
try, 330 Main St., Vista, CA 92084.
In our November/December issue,
well include a special section
acknowledging the dedication of
those who work to keep tennis vital in
the U.S.
2006 CHAMPIONS OFTENNIS CATEGORIES
Q Person of the YearQ Pro/Specialty Retailer of the YearQ Mass Merchant/Chain Retailer of the YearQ Online Retailer of the YearQ Stringer of the YearQ Builder/Contractor of the YearQ Grassroots Champion of the YearQ Junior Development Champion of the YearQ Sales Rep of the YearQ Wheelchair Tennis Champion of the YearQ
Municipal Facility of the YearQ Private Facility of the YearQ Public Park of the YearQ Community Tennis Association of the YearQ High School Coach of the YearQ USTA Section of the YearQ PTR Division of the YearQ USPTA Division of the Year
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8/8/2019 200607 Racquet Sports Industry
20/5218 RACQUET SPORTS INDUSTRY July 2006
INDUSTRY
On May 1, 2006, Roy Barth
celebrated his 30th year as
the tennis director at
Kiawah Island Golf Resort near
Charleston, S.C. Over those three
decades, he has survived multiple
owners, hurricanes, open-heart
surgery, and a brain tumor, and
yet still shepherded Kiawah to a
ranking as the No. 1 tennis resort
in the U.S. inTennis
magazineand No. 1 in the world on Tennis-
ResortsOnline.com.
And now, in recognition of his
decades of stellar service, Kiawah
recently renamed the 12-court
East Beach Tennis Center in his
honor.
Low-key and personable,
Barth joined Kiawah fresh off the
professional tour, where he held
a Top 10 ranking in the U.S. in
both singles and doubles. I
knew nothing about the resort
business, he recalls. I knew
tennis as a player, and I liked
people. Those are my two
assets.
He admits to early mistakes, like
offering a stroke-of-the-day clinic sever-
al times a week without changing the
topic, but he quickly realized his error.
To make sure the programs he offered
were those guests wanted, he began
to keep track of their requests, a sys-
tem that continues to this day.
Every year we look at what the
guests have asked about that we didnt
have, he says, and each year weve
added things based on their com-
ments. Often he test-markets first, as
he did with a singles round-robin for
adults. It was successful and like other
round-robins, takes the pressure off
our game-matching, he notes.
The very nature of his camps and
clinics also evolved to reflect what
guests desire. They really want the
Roy Barth Makes Service Count At
Award-Winning Kiawah Island
people
B Y R O G E R C O X
workout, says Barth, so
youve got to favor the work-
out first and then really help
them as you go along instead.
When I try to teach too much,
their eyes start rolling.
What he teaches in a
resort setting also has to avoid
conflicting with the instruction
at their local club. We have
to be careful not to contradictthe pro at home or put them
down, says Barth. So we try
to emphasize things that are
common denominators that
all good players do well, like
how to watch the ball proper-
ly, how to get down low, how
to use leveragea term they
probably havent heard. These
are things that can improve
their games without radically
changing their strokes.Not only are his camps
booming, but participants
liked this instruction so much
that they asked Barth to write
down the tips. Responding
again to guests requests, he created a
Tips For Better Tennis booklet that
he gives to campers and sells in the
shop.
TENNIS DIRECTOR
ROUNDTABLES
When he was new to the job, he
often called other tennis directors for
advice. Eventually, he started an annu-
al roundtable that brought together
six or seven pros from resorts in the
mid-Atlantic and South during the
slow season for a weekend of discus-
sions about common issues, from
guest services to the best-selling lines
of clothing and equipment.
They also shared information about
their budgets, submitting their gross
numbers and percentages anonymous-
Roy BarthsSecrets to SuccessQ Keep track of your guests, or members,
requests. Then review them periodically to
adjust your offerings to fit their needs.
Q When instructing transient players,
emphasize things that are common to all
good players and things that can improve
their games without changing their
strokes.
Q Seek out advice from and share informa-
tion with other tennis directors or teaching
pros in situations similar to your own.
QStart the budget-planning process early.
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21/52July 2006 RACQUET SPORTS INDUSTRY 19
ly and then compiling a chart. You
knew what your numbers were so
you knew where you stood with
everybody else: percentage of payroll
to total revenue, percentage of con-trollable expenses to total revenue,
then the bottom line: profit to total
revenue, he says.
We also brought in guest speak-
ers, Barth recalls. One year we had
a guy who worked for a display com-
pany and he went through the basics
of merchandising, how people walk
in and they look from left to right
and they look for color first. We also
had Wade Herren come in to talk
about court maintenance.That led to a perpetual mainte-
nance program at Kiawah, in which
Barth blocks off one or two courts
and deals with lines, algae, nets
anything that can be a safety or aes-
thetic problem. We get more out of
these two, three days than we would
at a national convention because its
very specific to our business, plus we
can talk to each other directly, he
says.
BUDGET PLANNING
Barths employers have tended to be
bottom-line oriented, so budgeting
has been a crucial skill for him to
acquire. Youve got to be organized
and plan in advance, he insists. Ive
got my folder for my 07 budget right
now. So when things come up, I
write them down.
That way he avoids items easily
forgotten in the crunch of preparing
a budgetthings like teaching carts,
for example, new awnings, or
replacement water fountains, all of
which subtly impact the guest experi-
ence. For the first 10 years, I didnt
do that, he says.
Meanwhile, although Kiawah
holds the No. 1 ranking, Barth isnt
resting on his laurels. Hes revising his
tips booklet, preparing a poster with
tips for the pro shop, and looking to
add Cardio Tennis. You have to
keep coming up with new stuff, he
says.Q
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$
It is not uncommon for the owners or
shareholders in a racquet sports busi-
ness to own the real estate or other
assets personally, then rent them to their
operation. In fact, it is often a smart move
from both a tax and a business stand-
point.
Does your business need an infusion
of cash? Are you, the owner or principal
shareholder, reluctant to invest additional
money? Or, are the tax benefits from the
business wasted because of the opera-
tion's low or nonexistent profitsand its
low tax bracket?
The often-neglected and little under-
stood sale-leaseback can help in all of
these situations. Selling the tennis opera-
tions real estate or its equipment to an
outside purchaser, who will then lease it
back to the business, is a viable financing
tool. Many business owners have reaped
tax benefits from property that they own
and lease to their businesses.
20 RACQUET SPORTS INDUSTRY July 2006
Owning Assets That You Lease to YourBusiness Can Make Sense B Y M A R K E . B A T T E R S B Y
YOUR finances
Be aware, however, that increasingly,
the tax benefit can turn into a tax trap
for the unwary, as the IRS is more fre-
quently challenging both the validity and
the tax treatment of the losses often
generated with self-rental.
Business owners today have become
more creative in terms of seeking alterna-
tives for capital funding. Converting real
estate or equipment assets to cash
is a time-honored technique.
A sale-leaseback freesup capital for
expansion or
other purpos-
es, including
retiring out-
standing debt.
Improving the
operation to aid
efficiency, increase
sales, or expand are
valid rewards that can
result from a sale-lease-back.
Converting non-earning
assets into investment capital can
help enhance your businesss financial
position as well as its profitability. A
sale-leaseback, if properly structured, can
improve the debt-to-equity ratio and
reduce interest and depreciation
expenses.
Suppose, however, that the purchas-
er of the tennis operations real estate is
not an outsider but its owner or principal
shareholder? Suddenly, those non-per-
forming assets of the business begin pro-
viding income and tax benefits to the
buyer.
RENTING TO YOURSELF
When the tennis operations owner pur-
chases the property of his or her business
in a properly structured, arms-length
transaction, the tax benefits usually are
also transferred. What may have been a
largely wasted depreciation deduction for
the business becomes an income-reduc-
ing benefit for the new owner. Also help-
ing reduce the owners personal taxable
income are the interest payments for the
funds borrowed to make the purchase.
Offsetting the deductions, which may
be far more valuable to the owner than
to the business itself, is the income from
the payments made under the terms of
that lease. Rarely do the required fair
market lease payments made by the
business offset the expenses of owning,
repairing, and maintaining that property.In other words, a loss is available to off-
set the owners income from other
sources.
Unfortunately, under our tax laws,
specifically Section 469, income from
rental real estate generally is considered
passive activity income, regardless of the
owners level of involvement in managing
the property. Tax rules state that a tax-
payer can use losses from a passive activi-
ty only to offset passive activity income.
In other words, passive losses cannotshelter other income such as profits,
salaries, wages, or portfolio income such
as interest, dividend, or annuity income.
A loophole built into the rules states
that rental realty income is not passive
activity income if the property is rented
for use in a trade or business in which
the taxpayer materially participates. This
prevents taxpayers with passive activity
losses from artificially creating passive
activity income to absorb the losses. In
order to be eligible for this exception, the
propertys owner or his or her spouse
must own at least a 10 percent interest
in the activity throughout the year.
An individual may, for example, meet
the active participation requirement if he
participates in management decisions
(such as approving tenants, deciding on
rental terms, approving expenditures,
etc.) or arranges for others to provide
these services in a significant sense. The
active participation requirement applies
for the year in which the loss arose, as
well as the year in which it was allowed
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23/52July 2006 RACQUET SPORTS INDUSTRY 21
Mark E. Battersby is a tax and financial advi-
sor, lecturer, writer, and author in Ardmore,
Pa.
under the $25,000 allowance rule. Under
this exception, up to $25,000 of passive
losses and the deduction equivalent of
tax credits that are attributable to rental
real estate can be used to offset non-pas-
sive sources such as interest, dividends,
and salaries.
THE BENEFITS
When the operator or principal share-
holders of a facility or business own
either the building or the operations
other assets, the business paysand
deductslease payments. A tennis busi-
ness that has a low tax bill or is unprof-
itable exchanges depreciable equipment
or its building for badly-needed capital
and immediate deductions for the lease
payments that it is required to make.
The new owner of the property,whether it is the business's owner, chief
shareholder, or other party, will receive
periodic lease payments. Thus, with one
transaction, the owner has found a way
to get money from the business without
the double-tax bite imposed on dividends
or fear of the excessive compensation
penalties the IRS levies in situations
where an operation's profits may be paid
out as compensation.
Lease payments are, of course, tax-
able income to the recipient. Fortunately,
tax deductions offset much of that
income before it reaches the recipient's
bottom-line taxable income.
Depreciation write-offs or deductions
cost the owner of those assets nothing
out-of-pocket. Somewhere down the
road, those depreciation deductions will
have to be paid back or recovered, usual-
ly as ordinary income, but that is at some
distant date.
The owner or owners of the busi-
ness's equipment and assets also are enti-
tled to deductions for the expense of
borrowing the money used to purchase
them. Additional tax deductions such as
management fees, maintenance, insur-ance and the like, further reduce the tax
bill on lease payments received from the
tennis operation.
THE BOTTOM LINE
With a sale-leaseback you, the owner,
are receiving a steady stream of lease
payments that, unlike dividends, are tax
deductible by the business. As the owner
of those assets or equipment, you are
entitled to take advantage of all of the
tax deductions associated with it.
Except where the assets of the tennis
business are already subject to restrictions
imposed by lenders or other investors,
you, the owner of those assets, are enjoy-
ing tax write-offs that might not fully
benefit the business entity with its small
or nonexistent profits and corresponding-
ly lower tax bracket.
The sale-leaseback of your business's
assets, equipment, or building can cure a
number of problems facing you and the
business. But keep in mind that the com-
plexity of the tax rules, the requirement
that all transactions be conducted at
arm's length, have a bona-fide eco-
nomic purpose rather than mere taxavoidance, and be properly structured as
both a sale and subsequent lease,
require professional assistance. Q
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24/5222 RACQUET SPORTS INDUSTRY July 2006
2 0 0 6 G U I D E T O B A L L M A C H I N E S
PROGRAM
DIRECTORWith realistic random-play options, ballmachines enter theI, Robot generation.B Y J O E D I N O F F E R
housands of players are proponents of ball
machines and just love practicing with them.
Others, however, simply dont bother with
them. Its easy to see why ball machines have a
large fan club. First, ball machines offer players more
balls per hour than match play, or hitting with a part-
ner. In regular match play, the average player hits
about 150 balls per hour. But on a ball machine, that
same player will hit more than three times that
amount, a whopping 650 balls per hour. This is part of
the reason that thousands of ball machines are pur-
chased each and every year, and why players at clubs
and facilities will rent ball machine time.
Proponents of ball machine use are convinced they
make great practice partners. They are always ready to
practice when you are, dont take bathroom breaks or
answer cell phones during play, and play at exactly the
level you dictate.
On the other hand, if theyre so good, why are there
still so many players who dont seem to like playing
with ball machines? Its because of their belief that ball
machines have a single but glaring limitation: They are
not realistic practice partners, the skeptics argue, since
balls are fed in predictable patterns.
While this has been true for decades, times are
changing. We are entering a new and exciting era of
ball machine technology.
In the science fiction movie I, Robot starring Will
PROGRAM
DIRECTOR
T
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July 2006 RACQUET SPORTS INDUSTRY 23
Smith, a futuristic world full of service-oriented robots reaches a crisis
when the robots start thinking for themselves and conclude that
humans are not fit to rule the planet. In the movie, the robots plot and
battle with the humans for control. Of course,
there is no planned movie on ball machines that
have minds of their own, but there is now a new
generation of machines that offer realistic ran-dom-play options at the touch of a button.
While this virtual reality concept has been
offered for years in larger (and more expensive)
club-model ball machines, todays technological
advances have made them even better. Many of
the full-sized club-model machines now have
new features, such as preprogrammed drill
sequences. In fact, some even allow users to
design their own drills on a PC, download it to a
portable control panel, and then practice pat-
terns of play that each user creates to suit their
own personal needs.
For individual users, as well as smaller facili-
ties, the march of time now offers more good
news. Ball machine technology has even gotten
better. Just in the past year, various manufactur-
ers of portable machines have introduced afford-
able portables that also feature close-to-real-play
drilling and one-touch technology. Of course,
they dont have all the bells and whistles of their
bigger and more expensive cousins, but they
perform quite well for machines in the $1,500 to
$2,000 price range. Add this virtual reality fea-
ture to the other benefits of portables and they
seem more and more attractive.
One machine that I playtested features a ver-
tical oscillation option, a feature that randomly
feeds balls of various depths, allowing players to
practice groundstroke, approach, and volley
sequences with ease. Another company now
makes a series of machines that offer one-touch
drill set-up, since the units are actually prepro-
grammed at beginner, intermediate, and
advanced playing levels. With one touch of a
button, the machine varies the feed of each ball
with a different speed, spin, arc, and direction
for each level of play.So, whether its the most sophisticated pro-
grammable machine costing well over $5,000 or a handy and less
expensive portable that also boasts some cool features all its own, the
future is here and available today. And, no, they are not sophisticated
enough to develop a mind of their own. They just do what you ask them
to do.
Personally, I hope it stays just like that.
Joe Dinoffer is a Master Professional for both the PTR and USPTA. He speaks frequently
at national and international tennis teacher workshops as a member of both the
Head/Penn and Reebok National Speakers Bureaus. He is president of Oncourt Offcourt
Inc. and has written 16 books and produced more than 30 instructional videos.
Tips for Generating Revenue
With Your Ball MachineQ Ball Machines and Lessons: To help students
improve, have him or her practice on a ballmachine between lessons. Include the ballmachine regularly during the lesson itself, theninclude scheduled ball machine rental time inthe lesson package. Once they see the benefitsof drilling with a ball machine, offer additionalrental time at a discount for ongoing use.
Q Make It Visible: Dont hide your ball machine on
an out-of-the-way court; put it up front, on themost visible court. That will generate increasedinterest and use.
Q Ball Machine Rental Club: Promote a certainnumber of ball machine rentals, then the playerreceives one rental free. Or, promote a certainnumber of lessons, and then the player receivesa ball machine rental for free. The variations onthis promotional idea are endless.
Q Group Rental Program: Practically every club or
facility has tennis teams. How about creating aspecial ball machine rental price for team mem-bers? They can rent the machine individually orwith other team members.
Q Weekly Ball Machine Clinics: Schedule a weeklydrop-in ball machine drill session. Its a greatway to introduce players to training with themachines.
Q New Member Perk: For new members to yourclub or facility, offer a free one-month pass forball machine use.
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o matter what kind of facility you have, a ball
machine should be a key component of your
business. While you may be put off by the ini-
tial investment, youll make that money backand
much morewhen you have a ball machine avail-
able for your members and students. For example,
you can let players rent time on the machine by
themselves, freeing up teaching pros to work on
other courts, or you can use the machine to spice
up clinics by working alongside the pro. As students
come into the game, theyll be looking for ways to
hone their strokes, and thats what a ball machine
will provide, while keeping them on your courts.
(For more on making money with ball machines,
see page 23.)
Our 2006 Guide to Ball Machines has all the
information you need to help you find the right
machine for your business. The Ball Machine Selec-tor on page 26 charts all the machines available
today and what features they offer. Keep in mind
that with ball machines, there are a lot of things that
you can change about the unit at the time of pur-
chase or later. In our chart, weve listed the specs
and prices for the most basic model of each
machine. Then, if options are offered, weve listed
the additional cost of adding that feature.
2 0 0 6 G U I D E T O B A L L M A C H I N E S
N
BALL
MACHINESELECTOR
BALL
MACHINESELECTOR
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26 RACQUET SPORTS INDUSTRY July 2006
PROPULSION
Economy Ball Bucket 202 $469 2 12" x 12" x 27" 50 20 X 3, 6, 12 55 X X $50
Ball Bucket 201 $549 2 12" x 12" x 31" 50 28 X 3, 6, 12 55 X X $50
Hybrid Model 301 $689 2 36" x 13" x 21" 150 31 X 3, 6, 12 70 X X $50
Tournament 401 $789 2 36" x 13" x 21" 150 32 X 3, 6, 12 70 X X $50
Elite Model 1 $1,049 1 24" x 16" x 19" 150 42 X 2 - 12 80 X X X
Elite Model 2 $1,299 1 24" x 16" x 19" 150 44 X 2 - 12 80 X X X
Elite Model 3 $1,549 1 24" x 16" x 19" 150 44 X 2 - 12 80 X X X
Portable $1,495 1 19" x 21" x 25" 200 55 X 1 - 10 80 X X X
BP-X $3,169 3 35" x 21" x 38" 200 85 X 1 - 10 90 X XACE $3,169 3 35" x 21" x 38" 200 85 X 1 - 10 90 X X X
SMASH $3,995 3 35" x 21" x 38" 300 85 X 1 - 10 90 X X X
DEUCE $4,995 3 35" x 21" x 38" 300 85 X 1 - 10 90 X X X
GENIE $5,995 3 35" x 21" x 38" 300 85 X 1 - 10 90 X X X
GENIE PC $7,995 3 35" x 21" x 38" 300 85 X 1 - 10 90 X X X
GRAND SLAM $7,495 3 35" x 21" x 38" 300 110 X 1 - 10 120 X X X X
GRAND SLAM PC $8,995 3 35" x 21" x 38" 300 110 X 1 - 10 120 X X X X
I-SAM Model 1 $699 1 19" x 17.5" x 18" 250 29 X 2 - 7 60 X X
I-SAM Model 2 (aka I-SAM Plus) $949 1 19" x 17.5" x 18" 250 34 X 2 - 7 60 X X
SAM Professional Portable Model 1 $1,099 1 19.5" x 16" x 21.5" 300 48 X 2 - 13 80 X X X
SAM Professional Portable Model 2 $1,299 1 19.5" x 16" x 21.5" 300 48 X 2 - 13 80 X X X
SAM Professional Portable Model 3 $1,599 1 19.5" x 16" x 21.5" 300 48 X 2 - 13 80 X X XSAM Professional Portable Model 4 $1,899 1 19.5" x 16" x 21.5" 300 48 X 2 - 13 80 X X X
SAM Sport $2,995 3 35" x 25" x 50" 250 87 X 1.5 - 8 90 X X X
SAM Coach $3,595 3 35" x 25" x 50" 250 87 X 1.5 - 8 90 X X X
SAM Millennium $4,995 3 31" x 26" x 56" 250 143 X 1.5 - 8 90 X X X
Big SAM Robot $29,999 1 60" x 48" x 108" 200 398 X 2 - 20 100 X X X X
Boomer $14,450 1 38.5" x 31" x 21.5" 300 124 X 1 - 10 100 X X X
Ultra Lite $599 1 22" x 18" x 14" 200 35 X 1.0 - 15 95 X X X
Sport $949 1 22" x 18" x 14" 200 46 X 1.0 - 15 95 X X X
Pro $1,199 1 22" x 18" x 14" 200 48 X 1.0 - 15 95 X X X
Ace Attack $5,499 1 34" x 53" 200 150 X 1.5 - 12 110 X X X X
Tennis Twist $199 1 10" x 11" x23" 28 11 5 15 X
Tennis Tutor ProLite - Basic $549 1 12" x 19.5" x 18" 125 20 X 1.5 - 10 60 X X
Tennis Tutor ProLite $649 1 12" x 19.5" x 18" 125 22 X 1.5 - 10 60 X X
Lobsterwww.lobsterinc.com800-526-4041
Playmatewww.playmatetennismachines.com800-776-6770
Silent Partnerwww.sptennis.com800-662-1809
Sp
inn
ing
Wh
ee
lP
ropu
lsio
n
Air
Pressure
Propu
lsio
n
Fee
din
gInte
rva
l(s
econ
ds
)
Top
Speed
(MPH)
Ele
vati
on
Con
tro
l-E
lec
tron
ic
Ele
va
tion
Co
ntr
ol
-M
anua
l
Able
toF
eed
Lo
bs
Able
toFee
dT
opsp
in&
Un
dersp
in
Ba
llC
apaci
ty
We
ight
(lbs)
Dimensions(Storage inches)
Warranty(years)
Price(MSRP)ModelBrand
Sports Attackwww.sportsattack.com
800-717-4251
2 0 0 6 G U I D E T O B A L L M A C H I N E S
SAMwww.MasterSports.com800-837-1002
Robot Optimizerswww.tennisrobot.com888-8BOOMER
Able
toF
eed
Sid
esp
in
Sports Tutorwww.sportstutor.com800-448-8867
*Other Optional Accessories
1 - Spin adaptor $50
2 - Fast charger $99
3 - 3-Hour rapid recharger $1454 - Player simulation $150
5 - Built-in transformer for international power standards $111
6 - External extended life battery $189, 110/220 volt AC converter $199
7 - 110/220 Volt AC converter $149
8 - Additional removable battery $409 - Extra heavy duty battery $25
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MISC.
July 2006 RACQUET SPORTS INDUSTRY 27
REMOTE CONTROLPOWEROSCILLATION
No
Osc
illatio
n
Osc
illation -
Ran
dom
Osc
illation -
Programma
ble
Num
ber
of S
hots
inP
rogram
Adju
sta
bleD
epth
Within
Program
Adju
sta
bleS
pin
Within
Program
Adju
sta
bleH
eigh
tW
ithin
Program
Runs
on
Battery
orP
ower
Cord
Runs
onPo
wer
Cor
dO
nly
Runs
on
Battery
On
ly
Battery
Amp
/Hour
Battery
Life
Indic
ator
Battery
Swa
pa
bili
ty
Rem
ote
Contro
l-S
tan
dar
d
Remote
Con
tro
l-O
ptiona
lA
ccessory
Rem
ote
Contro
l-C
ord
Rem
ote
Control
-W
ireless
Rem
ote
Control
of
Osc
illation
Rem
ote
Control
of
ProgramS
ett
ings
Serv
ing
Tow
er
-S
tan
dar
d
Serving
Tow
er-O
ptiona
lA
ccessory
Cover
-Sta
nd
ard
Cover
-Opt
ional
Accessory
Inclu
des
Wh
eels
for
Portab
ility
Oth
er
Op
tiona
lA
ccessories
*(s
ee
be
low
)
X $70 X $49 1
X X $70 X $49 1
X X $70 X $49 X 1
X X X X $70 X $49 X 1
X X 18 X $199 X X $49 X 2
X X X X 18 X $199 X X $49 X 2
X X X X 18 X $199 X X $49 X 2
3 X 15 X X X X $85 3
X 3 X X X $3,995 $85 5X 3 X X X $3,995 $85 5
X X 7 X X X $3,995 $85 5
X X 7 X X X X X X X $3,995 $85 5
X X 7 X X X X X X X $3,995 $85 5
X X 8 X X X X X X X X X X $3,995 $85 5
X X 7 X X X X X X X $3,995 $85 5
X X 8 X X X X X X X X X X $3,995 $85 5
X $149 X X 7.5 X X X 7,9,12
X $149 X X 15 X X X X X X 9,12
X $149 X X 15 X X X X X 9,11,12
X $149 X X 15 X X X X X 9,11,12
X $149 X X 15 X X X X X X 9,11,12X X 2 $149 X X 15 X X X X X X X X 9,11,12
X X 3 X $99 X $115 X 13,14,15
X X 6 X X X X $115 X 13,14,15
X X 9 X X X X X X $115 X 13,16
X X 30 X X X X X X X X X X 17
X X 30 X X X X X X X X X X $3,895 X X 19
X 7.5 X X X $40 X 8
X X 15 X X X $40 X 8
X $299 2 $249 $80 X 15 X X X X X X $40 X 8
X 4 X $300 X X $200 X
$0 X 6 D cell
X $50 9 X $70 X $35
X X $50 9 X $70 X $35
Interact
iveF
eed
Contro
l
Adju
stableIn
terval
Within
Program
Smart
Char
ger
comes
Stan
dar
d
Smart
Char
ger
ava
ilable
aso
ption
10 - Ext. battery pack $130, ext. AC power supply $125, smart charger upgrade
$40
11 - Lob enhancer $30
12 - Water-resistant storage cover $6513 - Water-resistant storage cover $115
14 - Ships via FedEx Ground
15 - Feeds balls from 30 above ground
16 - Feeds balls from 39 above ground
17 - Elevates to 9 feet for service practice (can do kick serves)
18 - Can deliver any type of ball, (topspin, underspin, flat, lob) to any place on court, in any sequence19 - Plays games, rates shots, uses a camera, talks to players, cordless headphone system ($500 or
$50/mo),
wireless printer for analysis ($2000 or $100/mo)
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30/5228 RACQUET SPORTS INDUSTRY July 2006
PROPULSION
Tennis Tutor $989 1 12" x 19.5" x 20" 150 42 X 1.5 - 12 85 X X
Tennis Tutor - Plus $1,119 1 20" x 19.5" x 20" 150 46 X 1.5 - 12 85 X X X
Tennis Tutor - Plus Player Model $1,549, 1 20" x 19.5" x 20" 150 46 X 1.5 - 12 85 X X X
Tennis Tower $1,145 1 44" x 23" x 22" 225 60 X 1.5 - 8 85 X X $200
Shot Maker - Standard $2,900 2 38.5" x 31" x 21.5" 300 96 X 1 - 6 95 X X X
Shot Maker - Deluxe $3,600 2 38.5" x 31" x 21.5" 300 96 X 1 - 6 95 X X X
Shot Maker - Super Deluxe $4,100 2 38.5" x 31" x 21.5" 300 96 X 1 - 6 95 X X X
Wilson Portable $995 1 22" x 14" x 20" 110 38 X 1.5 - 10 75 X X X
Super Coach $7,495 1 36" x 27" x 22" 200 121 X 1.4 - 5.6 85 X X X
Sports Tutorwww.sportstutor.com800-448-8867
Super Coachwww.tennismachine.com
408-855-9644
Sp
inn
ing
Wh
ee
lP
ropu
lsio
n
Air
Pressure
Propu
lsio
n
Fee
din
gInte
rva
l(s
econ
ds
)
Top
Speed (MPH)
Ele
va
tion
Co
ntr
ol
-E
lec
tron
ic
Ele
vati
on
Co
ntr
ol
-M
anua
l
Able
toF
eed
Lo
bs
Able
toF
eed
Topsp
in&
Un
dersp
in
Ba
llC
apacit
y
We
ight
(lbs)
Dimensions(Storage inches)
Warranty(years)
Price(MSRP)ModelBrand
2 0 0 6 G U I D E T O B A L L M A C H I N E S
Able
toF
eed
Sid
esp
in
DISCLAIMERSSpecific Features
Keep in mind that whenever you try to develop a chart
like this, it is necessary to create some pretty broad, non-
detailed features. For example, when we mark that a
machine offers random oscillation, it means that the
machine can be set to shoot balls to different locations on
the court in a random pattern. However, this does not indi-
cate how many different places the machine can shoot the
ball. Some machines will just shoot the balls randomly
between as few as 2 locations at the same depth, while
other machines might be able to shoot the ball virtually
anywhere on the court at different heights and speeds.
DurabilityThere really is no easy way to measure the durability of
a ball machine. The only true test of durability is to use the
machine for years and see how it holds up. We assume you
dont want to wait that long to see the rest of this informa-
tion. So, we dont have a category for durability. However,
you can learn more about how long the machines last by
talking to the manufacturers and asking for references from
people they have sold machines to. Just like we recom-
mend when buying stringing machines, dont just buy a
ball machine based on price. If you buy an inexpensivemachine that isnt designed for the type and amount of use
you will be asking of it, it can end up costing you a lot
more money down the road than a machine that cost
more at first, but was designed for what you have in mind.Make sure you have confidence in the durability of the
machine and the customer service of the company to help
you when you have problems. You should feel comfortable
that the company has a system in place to fix anything
that might go wrong with your machine. In some cases,
they may have local service reps to come fix it at your
facility, while in other cases they should offer a way to ship
all or part of the machine back to the manufacturer for
repairs.
So, you probably wont want to buy a machine strictly
based on what you read in this chart. Rather, this chart
should help you to narrow the universe of machines byeliminating the machines that dont offer features you real-
ly want. Then, when you have narrowed your choices, you
can do more research by visiting the websites or calling
the phone numbers listed for each company.
Demo Before You BuyAs always, when investing in a piece of equipment as
expensive as a ball machine, we recommend that you look
for an opportunity to try the machine before you buy it.
Ask the manufacturers for ideas about how you can try
their machines. In some cases they may be able to send
you a sample to try, in other cases they may have sold oneto someone near you.
*Other Optional Accessories
1 - Spin adaptor $502 - Fast charger $99
3 - 3-Hour rapid recharger $145
4 - Player simulation $150
5 - Built-in transformer for international power standards $1116 - External extended life battery $189, 110/220 volt AC converter $199
7 - 110/220 Volt AC converter $149
8 - Additional removable battery $40
9 - Extra heavy duty battery $25
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MISC.REMOTE CONTROLPOWEROSCILLATION
No
Osc
illatio
n
Osc
illation -
Ran
dom
Osc
illation -
Programmab
le
Num
ber
of S
hots
inP
rogram
Adju
stab
leD
epth
Within
Program
Adju
stab
leSp
inW
ithin
Program
Adju
sta
bleH
eigh
tW
ithin
Program
Runs
onBa
ttery
or
Power
Cor
d
Runs
onPo
wer
Cor
dO
nly
Runs
on
Battery
On
ly
Battery
Amp
/Hour
Battery
Life
Indic
ator
Battery
Swa
pa
bili
ty
Remote
Con
tro
l-S
tan
dard
Remote
Con
trol
-O
ptional
Accessory
Remote
Con
tro
l-C
ord
Remote
Con
tro
l-W
ire
less
Remote
Con
tro
lo
fO
scill
atio
n
Rem
ote
Con
tro
lo
fP
rogramS
ett
ings
Serving
Tow
er
-S
tan
dard
Serv
ing
Tow
er
-O
ptio
nal
Accessory
Cover
-Stan
dar
d
Cover
-Opt
ional
Accessory
Inclu
des
Wh
eels
for
Porta
bili
ty
Oth
er
Op
tiona
lA
ccessories
*(s
ee
be
low
)
X $200 4 $50 X 18 X X $200 X X $35 X 10
X $200 4 $50 X 18 X X $200 X X $35 X 4, 10
X $200 4 $50 X 18 X X $200 X X $35 X 4, 10
X $300 4 X $200 X X X X 4
X X 3 X $200 X X X X
X X 6 X X X X X X
X X 6 X X X X X X
X $200 2 $50 X 12 X X $200 X X $35 X 10
X X 30 X X X X X X $25 X 18
Interact
iveF
ee
dC
ontrol
July 2006 RACQUET SPORTS INDUSTRY 29
Adju
sta
bleIn
terva
lW
ithin
Program
Smart
Charg
er
comes
Stan
dar
d
Smart
Char
ger
avai
lable
aso
ption
manufacturers do offer extended warranties. See the specif-
ic manufacturer for more information and costs of extended
warranties.
DimensionsThese are the measurements of the machines for storage
or transport. In other words, some machines will be consid-
erably bigger than these measurements when you are using
them because you add a ball holder. We list the smaller mea-
surements because the size of a machine really only matters
when you are trying to fit it on a shelf or in the trunk of a car.
Ball CapacityThis indicates how many balls you can put in the machine
at a time. However, several of the manufacturers indicatedthat their machines can actually hold more balls than they
have listed if you stack the balls higher than the sides of the
machine. There are machines that hold as few as 28 balls
and as many as 300 balls. But keep in mind that some
machine manufacturers tell us that most people dont come
close to filling their machines. Who wants to carry and pick
up 200 or more balls?
WeightThis is an indication of how much the basic machine weighs
without balls in it. So, if you add options or balls, the weight will
increase. We list the weight without balls because this is prob-ably how you will transport the machine to the court.
So, now that you know what were trying to do, lets talk
about what all the features listed across the top of the chart
mean.
Brand & Contact InfoThe name of the manufacturer and how to get in touch
with them. You can contact them to get more information
or to order the machine that looks best to you. There are
eight manufacturers making machines under nine brand
names.
ModelThe specific model of machine. However, remember
that many of the machines offer several different options.
In some cases, when you buy different options, the name
of the machine may change slightly. But, in each case, the
available options for each machine list the price of adding
that option.
PriceManufacturers suggested retail price. Prices range from
$199 to $29,999.
WarrantyHow long the manufacturer guarantees the machine
against defects. However, keep in mind that many of the
FEATURES
ery pack $130, ext. AC power supply $125, smart charger upgrade
ancer $30
sistant storage cover $65
sistant storage cover $115FedEx Ground
15 - Feeds balls from 30 above ground
16 - Feeds balls from 39 above ground
17 - Elevates to 9 feet for service practice (can do kick serves)
18 - Can deliver any type of ball, (topspin, underspin, flat, lob) to any place on court, in any sequence
19 - Plays games, rates shots, uses a camera, talks to players, cordless headphone system ($500 or$50/mo),
wireless printer for analysis ($2000 or $100/mo)
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32/5230 RACQUET SPORTS INDUSTRY July 2006
PROPULSION
2 0 0 6 G U I D E T O B A L L M A C H I N E S
Elevation ControlElectronic An X in this column indicates that the
machine can change the height of the shot by pushing a button
or turning a knob.
Elevation ControlManual An X in this column indicates that the machine
can shoot balls at different heights, but you
have to physically aim a shooting arm or tilt
the machine in some way to do so.
Able to Feed LobsAn X in this column indicates that the man-
ufacturer tells us the machine is capable of feed-
ing lobs to allow you to practice your overheads.
Able to Feed Topspin & UnderspinAn X in this column means that themachine uses spinning wheels to propel the
balls and you can make one wheel spin faster
than the other to put spin on the top or bottom
of the ball. If you see a price in this column, it
means that the machine is capable of putting
spin on the ball, but you must purchase an
extra option to do so.
Able to Feed SidespinAn X in this column indicates that the machine has spin-
ning wheels that dont just touch the ball on top and bottom.The wheels that are on the sides of the balls can be spun faster
than the others to put spin on the sides of the ball. This
is mainly helpful for simulating serves.
Spinning Wheel PropulsionAn X in this column indicates that the machine uses
two spinning wheels to feed the ball to you. In almost every
case the spinning wheels are stacked vertically
with just enough space between them for aball to squeeze through. So, the faster the
wheels are spinning, the faster the balls will
be propelled.
Air Pressure PropulsionAn X in this column indicates that the
machine shoots the ball through a tube like
a cannon. The amount of air pressure deter-
mines the speed and depth of the shot.
Feeding Intervals
This column indicates how often themachine can feed balls. Most machines
offer a range of intervals. Smaller intervals
make for a harder workout, while higher
intervals allow more time for preparation
and watching your results.
Top SpeedAlmost every machine offers the ability to adjust the
speed at which the ball is shot from the machine. They all
are capable of feeding a very slow ball for shots shorter in
the court and for weaker players. So, we just list the fastest
speed that each manufacturer says the machine will shootthe ball. However, most of the time, most players dont
need the ball speed maxed out because the players they
play with dont hit that hard.
No OscillationMachines with an X in this column are
not cabable of feeding the ball in more than
one direction. So, if you want to practice fore-
hands you have to point the machine toward
your forehand and vice-versa for backhands.
However, you cannot practice forehands and
backhands at the same time unless youre
willing to use a little extra footwork.
Oscillation RandomThese machines are capable of feeding balls random-
ly to different locations on the court to simulate real play.
However, as we explained before, you need to do a little
more inquiring to find out just how randomly the
machine can shoot balls. Some machines can
choose randomly between two positions, while
others can shoot balls virtually anywhere on the
court.
Oscillation ProgrammableThis is another feature that requires a
closer look. Machines in