RACQUETBALL Magazine ONLINE

May - June 1997: Volume 8, Number 3


THE SPONSORSHIP GAME


WHAT'S IN IT FOR YOU?

Think you can land a sponsorship? Here are some current numbers (of sponsored players) that reflect the size of some programs, plus specifics on what each company's sponsorship includes. Keep in mind that the more you have to offer, the better your negotiating position ...

COMPANY

#'s

SPONSORSHIP INCLUDES

Ashaway 35 Free product, $ performance/signing bonuses to pros
Babolat IRT & WIRT tours receive a cash stipend and product
Courtesy Sports 60+ As a distributor (rather than a manufacturer) Courtesy Sports sponsors players and events
E-Force 400+ Free and/or discounted equipment, $ performance/signing bonuses
Ektelon 1000+ Free and/or discounted equipment, based on sponsorship "levels," plus retainers and $ performance bonuses. Also offer leadership positions in the Team structure.
Gemini Free equipment for "full" sponsorship (for elite players only); secondary sponsorship is a purchase plan: buy 1 frame, sell 2 and receive shirts & bag, etc.
Head 700 Free and/or discounted equipment, $ performance/signing bonuses
Leader 6 Varies, based on individual negotiations
Penn IRT & WIRT tours receive a cash stipend and product
Python* 250 Free product, $ in special cases
Power 150 Varies, based on level of sponsorship: Touring Pro, Advisory Staff, Pro Support
Pro Kennex 200 Varies, based on "staff" level; "Pro" receives cash, "Elite" = free product & clothing; "Tournament" = can purchase at cost
RAD* 250 Free product, $ in special cases
Spalding 150 Varies, based on level of sponsorship: Touring Pro, Advisory Staff, Pro Support
Transition Discounted equipment package to selected "Preferred Player"
Wilson Free and/or discounted equipment, $ performance/signing bonuses

*Python and RAD eyewear programs are handled through Network Marketing, and share their data. Spalding and Power Footwear are handled through Complete Creative and are associated in the same way.


WHAT COMPANIES LOOK FOR

Most companies in our survey indicated that the most valuable "sponsored players" were those with a combination of things to offer, including factors like: the ability to influence sales (club pros, pro shop buyers); performance (elite athletes, local stars) and profile (former big names in the sport, state directors, administrative leaders). Where do you fit?
KEY •• S = SALES ability • C = COURT Performance • P = High PROFILE

COMPANY

S

C

P

OTHER FACTORS

Ashaway X X X All factors are considered in balance
Babolat * Does not have a "player specific" program, but provides sponsorship for associations, primarily IRT & WIRT
E-Force X X X All factors are considered in balance
Ektelon X X X Players are expected to be leaders in the industry, highly-visible and respected, with a common goal of growth & development for the sport
Gemini X X X Must submit resume w/3 references, player should be well-known, "family" oriented and exhibit good sportsmanship
Head Looks for players who are influential at club, local, state, regional or national levels
Leader X Top pro tour players only
Penn * Does not have a "player specific" program, but provides sponsorship for associations like USRA, IRT & WIRT
Python X X Players are associated with a specific "account" to which sales are reflected
Power 1 2 B Power is the footwear partner to Spalding, and automatically sponsors all Spalding players (B=bonus)
Pro Kennex X X X Seeks loyalty and frequent promotion of product line in a positive way, high-visibility at club events and tournaments
RAD X X Players are associated with a specific "account" to which sales are reflected
Spalding 1 2 B Factors are considered/weighted in the order shown, for both Spalding and Power Footwear (B=bonus)
Transition X X X Players must have good exposure at their club, along with good rapport skills
Wilson 1 Top promoters with sales influence are a primary consideration

* Tour players receive Babolat & Penn sponsorship packages based on rankings.


UP TO SNUFF?

Here a sampling of players who are currently sponsored by the major companies. How do you stack up?

COMPANY

TOP SPONSORED PLAYERS

Ashaway Laura Fenton, Robin Levine, Mike Johnson, Derek Robinson
Babolat Lydia Hammock, Adam Karp, Jason Mannino, Dina Moreland, Janet Myers, Mike Ray, Todd O'Neil
E-Force Tim Doyle, Kersten Hallander, Tony Jelso, Caryn McKinney, Louis Vogel, Michelle Wiragh
Ektelon Dan Fowler, Kelly Gelhaus, Michelle Gould, Mike Guidry, Cheryl Gudinas, Drew Kachtik, Andy Roberts
Gemini Craig Rappaport, Shane Wood
Head Lynne Coburn, Sudsy Monchik, Cliff Swain
Leader Mike Ceresia, John Ellis, Sudsy Monchik, Cliff Swain
Penn Woody Clouse, Laura Fenton, Ruben Gonzalez, Amy Kilbane, Marcy Lynch, Mike Ray
Python Sudsy Monchik
Power John Ellis, Mike Ray, Derek Robinson
Pro Kennex John Ellis, Dina Moreland, Jackie Paraiso, Joe Paraiso, Tyler Siggins, Adrian Webb
Spalding Woody Clouse, Laura Fenton, Marcy Lynch, Jason Mannino, Todd O'Neil, Mike Ray
Transition Dave Kovanda, Shane Vanderson
Wilson Lynn Adams, Michael Bronfeld, Derek Robinson

MAKE THE CONNECTION!

Still think you're "sponsored player" material? Contact these individuals as your first step ... but before you call to make your pitch, do your homework. Research the company fully (using the other sidebar information in this article) to make sure their needs — and yours — are a good fit.

COMPANY

CONTACT NAME

PHONE

Ashaway Steve Crandall (401) 377-2221
Babolat Amy Wishingrad*** (413) 536-4594
E-Force Rachel Harrison (619) 623-4040
Ektelon Melissa Cain*
or Dave Peck
(609) 291-5800, x5312
(512) 343-2134
Gemini Racquetball Art Zachery (804) 745-0075
Head Sports Doug Ganim mail queries only**
Leader Doug Ganim mail queries only**
Penn Carrie Cimino*** (310) 827-4474
Python Doug Smith (770) 751-9463
Power Footwear Steve Lerner (888) 772-5346
Pro Kennex Mike Martinez (800) 854-1908, x8154
RAD Eyeguards Doug Smith (770) 751-9463
Spalding Steve Lerner (888) SPALDING
Transition Elaine Mardas (614) 457-4076
Wilson Terri Graham (773) 714-6400, x6727

* Ektelon has a decentralized program which requires that a prospective sponsored player would need to contact the local Sales Association first. Melissa Cain can provide you with that contact information
** Write to Doug Ganim at 6449 Lake Trail Drive, Westerville, OH 43082.
*** Either Amy Wishingrad or Carrie Cimino can answer queries for both Penn & Babolat sponsorship programs.

About the author...
Tom Slear has been freelancing since 1978 and has been writing for RACQUETBALL magazine, on and off, since 1980. He plays racquetball regularly at a club near his home in Annapolis, Maryland. "I play," he says, "but I am not a player. I just love the workout."


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