From the Billiard Front:
The pool table business has long been considered the barometer for the billiard industry’s general health, and several years of declining table volume, as well as declining average ticket prices at the retail level, has both manufacturers and dealers scrambling to find solutions.

The declines in table manufacturing, down as much as 20 percent for some suppliers over the past two years, and average retail ticket price, which has also dropped as much as 20 percent over the past three years, follow several years of steady growth during which manufacturers reasonably expected annual table growth rates of 5-10 percent or more.

Speculation as to why the billiard industry has changed so dramatically in recent years runs the gamut from market saturation due to the proliferation of import models, to mass merchant warehouse distribution channel expansion, and from a decline in housing starts to the rise in gas prices.

Regardless, the industry is faced with accepting the fact that consumer purchasing has changed, and must assess ways to maintain relevance in the changing retail landscape. Today’s consumer, considered by some to be “spoiled”, have high expectations and demands a sales experience customized to their needs. Fortunately for those in the home game room category, those customers are usually willing to pay for products offered in an innovative environment.

To meet those demands, retailers, manufacturers and distributors alike face the challenge of reevaluating their business model. Retailers may be forced to carry new import lines, expand into other related product categories, or provide additional choices on existing product. Manufacturers may have to convert from solely manufacturing to either becoming an importer or some hybrid mixing current capabilities with imported product.

The BBIA offers a forum for retailers, distributors and manufacturers to meet in a relaxed atmosphere to openly exchange ideas. The open exchange of ideas results in better solutions matching business models to customer needs. Meeting those needs is the fastest way; and longer-term, perhaps the least costly means of maximizing success. Today’s billiards’ climate makes the BBIA and the opportunity for the exchange of ideas even more important in achieving every business’s goal. That goal is, of course, to make money.

Distributor Trade Show Update

Spring has sprung and for most of us, especially those living in the north east and mid-west, it’s a sign of relief.   With spring, of course, comes warm temps, blue skies and busy preparations for the bowling season ahead. 

While the 64th Annual BBIA Convention is just weeks away, we must also shift gears and  prepare for the summer trade show season kicking off with Bowl Expo, June 24-29, 2007 in Las Vegas.   Officials at Bowl Expo are reporting over 180 exhibitors/650 booths have been committed with only 2 ½ months to go.  They are also reporting attendance registration way of above last year at this time.  It should be another great show.  For Bowl Expo registration information, please visit www.bowlexpo.com. 

Regional distributor trade shows kick off in the weeks following Bowl Expo.  For a complete trade show schedule, visit our web site at www.billiardandbowling.org.   There are 13 events on the schedule commencing July 10th – August 17th.  As a manufacturer that attends and frequents many of these shows, I am once again concerned with the proximity of dates.   Several distributors have planned trade shows on the same day or on consecutive dates which makes travel and representation very difficult for manufacturer representatives.  This topic has been a point of discussion at conventions in years past and will once again be on our agenda during our joint Manufacturer & Distributor Meeting, Tuesday, May 22nd from 2:35 -4p.    

I would like to thank all those manufacturers and distributors who responded to the independent survey I sent out early this year regarding trade shows.  I will be sharing the results of this survey at our meeting in addition to sharing other concerns and ideas.   If you have any additional comments you would like to share regarding these discussions, please forward directly to me at ltessmar@turbogrips.com.

We look forward to seeing you Tampa!

Lori Tessmar
Vice President

Rolling Rack with Signage

Unit Sales increase:  134%
Testing Method:  Products and rolling rack were provided by CooperTools.
Two scenarios were tested with different assortments of the following products:

• 25-foot tape measure
• 16-foot tape measure
• 12-foot tape measure
• 16-ounce hammer
• Compound snips
• Diagonal cutters
• Files
• Sanding tool

This unique display captured the attention of home improvement shoppers.  The results from this display highlight the importance of choosing impulse products customers are willing to pick up.  Some of the items on this display posted sales increases well above 134%.  When it came to some other products, however, the display was virtually unable to move any additional merchandise.  Most products under $10 saw a substantial increase while those items that cost $15 or more saw only a slight boost in sales.  Without a sale price, consumers were not willing to pick up these more expensive items on impulse.

Source:  A study by the Russell R. Mueller Retail Hardware Research Foundation.

A business exists because the consumer is willing to pay you his money.  You run a business to satisfy the consumer.  That isn’t marketing.  That goes way beyond marketing.
-- Peter F. Drucker

Some Strategies to Reduce Workaday Stress

According to motivational humorist and president of Corporate Comedy, Jeff Justice on his Web site, JeffJustic.com, there’s nothing like a good sense of humor to lick the daily wounds that stress can leave us with.  Here are a few of his suggestions for reducing stress:

Leadership:  3 Ways to Project Authority

Leadership starts with your inner confidence.  To communicate an impression of your personal power and authority, focus on these areas:

• Assertiveness.  Communicate self-respect and respect for others by being active, direct and honest.  Assertive leaders win by influencing, listening and negotiating so that others choose to cooperate.
• Accessibility.  The most powerful people are master networkers.  When you make yourself visible, you create a valuable circle of people you can give support and information to – and from whom you can receive the same.
• Image.  Do you project an image consistent with strong leadership?  Stand tall and walk proudly.  When you meet others, make direct eye contact and clearly state who you are and what you do.  Avoid slang, jargon and vocal hesitation that can hinder direct communication.

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