Sunday, August 15, 2021

Dona Jo is a company marketing sports gear to bowlers. One of my students took a test drive in some of their gear and shared her observations and evaluation with me.  


My perception from what she told me: The leggings and long sleeve top did not work particularly well for bowling. Especially summer bowling. She would not (normally) wear long sleeves, too restrictive to her bowling swing. And the sleeves were not able to be adjusted, as they apparently tapered and tightened. 


Ace Skirted Legging (Radiant) Radiant / Size 1 (S/M)Ace Skirted Legging (Radiant) - SLE103-RADIANT - My student Kalei felt, ”Really nice quality, leggings portion isn't see through which is a plus, fabric is soft.  Print isn't as colorful as others that are available, not many colors you are able to wear with it.  


I appreciate the pockets on the leggings but they are awkwardly high up on the side - you have to lift up the skirt to get to the pockets.” 


My observation from Dona Jo’s sportswear is as a primarily geared to tennis, the pockets hold the next tennis ball.  


She also shared, ”The skirt is too short to allow this to be worn for any bowling tournaments as they must be fingertip length.”  


“This skirt length is more for a swimsuit bottom.   The cinch cord in the waistband is a nice touch to help keep the top of the waistband up since it is loose fitting.  The price is comparable to other brands of leggings of this caliber.  Fits according to size chart. Not necessarily something I would wear because I don't wear skirts with leggings underneath.”    

Endurance Top (Black) Black / Size 1 (S/M)


Endurance Top (Black) - SHI1400-BLK - Kalei's thoughts on the top includes: ”The black shirt is nicely constructed and somewhat loosely fits in the body.  This is not something that I would wear bowling since it is a long sleeve and the sleeves are not able to be rolled up past mid-forearm as the fabric is not stretchy enough. The fabric isn't all that soft, but will keep you pretty cool throughout the day.  Fits according to size chart.  Price is comparable to other brands I have purchased.”   


From our conversations, Kalei and her mom were positive about the fit and quality of the items. Kalei mentioned the leggings were almost essential as the length of the skirt does not meet competition apparel standards for college bowling. She mentioned, additionally, that the skirt was quite short for her tastes.  


I've seen some of Dona Jo’s tennis wear. The clothes looked attractive and probably would allow the needed give and comfort necessary for bowling. But, as a player gets to the foul line, and slides as she delivers the bowling ball, as she bends over it would be too revealing for most bowlers.  


In both collegiate and professional competition, the "uniform" standards are strict, excluding the clothes previewed from use in competition.  


As bowling is the fastest growing sport in the country in both high school and college, as well as the largest indoor sport in the world, female bowlers might love Dona Jo sportswear, but they might be too risqué for some. 


The hundreds of thousands of league bowlers do not have restrictions, but the pool of players is from the very young to seniors.  Not sure the style and cut will appeal to everyone. 


More sport specific designs oriented to bowling should enjoy success. Sports gear targeted to out door use and a variety of environmental conditions does not play the same as bowling gear used indoors under controlled conditions. 


Unfortunately long sleeves, and tennis ball pockets might not take off today. But, given that the company is clearly testing the market, you may soon see some Dona Jo clothes that suit your tastes and designed for you as a female bowler.

Thursday, July 22, 2021

If I Only Knew Then What I Know Now

Six pro shop veterans reflect on their time in the pro shop business

By Daniel P. Smith


Veteran pro shop operators are full of wisdom, much of it gained from enduring some bumps and bruises on the path to creating a successful store.  To create a steady business for the long haul is to learn and evolve. After all, the industry and its consumers are a moving target, always evolving themselves.

With that spirit in tow, Pro Shop Operator connected with six industry veterans and asked them a single question: what do you know now that you wish you knew when you first entered the bowling pro shop game?


The value of a team

Today, Daniel Puerto looks every bit the American success story as he operates eight pro shops in Missouri.

But back when he opened his first Best Bowling Pro Shop in 2005, Puerto confesses it wasn’t so easy, largely because he failed to understand the importance of training team members. 

“I always wanted to do the work myself to make sure it was done the way I wanted it done,” he says.

Puerto quickly realized, however, that insistence strangled his personal life and sparked an unsustainable pace. With a calculated emphasis on training and empowering his staff, Puerto says both he and the business progressed in a positive direction.

“Not only did I have some time on my hands to attend other events, but I also had time to build the business forward, open other locations, create a website, social media presence, bowling tournaments and events, on and on and on,” he says. 


The ability to ask for help 

When Mark Moon opened his first pro shop in 1999, he felt as if he was alone on an island, that he needed to have the answers to everything and that there was no one he could turn to for tips or perspective.

Only that wasn’t so. 

Over the years, Moon, who runs a pair of Moon’s Pro Shop locations in the Dayton, Ohio, area, learned that manufacturers and reps could be wonderful allies, providing insightful information on products, store best practices and broader industry trends.

“All I had to do was ask,” Moon says. “These guys wanted my business to succeed and wanted to support the game and pro shops like mine, which serve as their frontline connection to the customer.”

To this day, Moon says, he continues to tap manufacturer reps and industry insiders like BPAA director of education Kelly Bednar and renowned ball developer Mo Pinel for thoughtful insights.

“I just didn’t realize how many in the industry were willing to help out and help me move the needle,” Moon says.


The Internet’s eventual ubiquity

When Michelle Rakow opened her first pro shop in 1993, the Internet was but a mainstream dream. Today, however, the Internet is as ubiquitous as sunshine, while buying goods online, including bowling products, has emerged a societal norm. 

Had Rakow seen online retail’s swelling appeal upon opening, she says she would have likely offered a la carte pricing on her balls – one price for the ball and another for the service of drilling – to counter the online outlets’ apparently lower prices. When she tested a la carte pricing a few years back, however, it was too late. Customers rejected the idea of being charged twice, even if the final price was the same. As a result, Rakow returned to all-in pricing, albeit with a renewed focus on education.

“[We’re] educating the customer that our price is higher than online because it includes many important and valuable services such as bowler evaluation, fitting, layout and drilling of the ball,” says Rakow, who owned as many as eight pro shops but is now “happily down” to one location inside the Smyrna Bowling Center in Smyrna, Tenn. 


An invite onto the lanes

A few years into running Revolutions/Wheaton in suburban Chicago, Warren Friedl had an epiphany.

When a customer described his seemingly improbable bowling form, Friedl invited the customer onto the lanes and soon discovered that the man’s self-analysis was a far cry from reality. Right then, Friedl reevaluated his business and determined that everyone interested in purchasing a ball would get an invite onto the lanes. 

“That experience made me wonder about how many people I had misdiagnosed over the years because I let them tell me how they bowled versus seeing it with my own eyes,” says Friedl, who purchased the pro shop in 1989. 

Today, Friedl’s ball consultations are a shop hallmark. He charges bowlers a $35 fee to visit the lanes, where Friedl evaluates and records the details of their game and offers subtle tips to spark improvement. If the customers decide to purchase a ball, they then have a $35 credit toward their purchase. If not, they can use the remaining deposit for another lesson. He also provides a complimentary lesson with every ball and guarantees – yes, guarantees – that the ball is going to fit and work.

“It’s why every ball in my store costs more and I don’t have a problem moving product,” Friedl says of the guarantee. 


The importance of diversification

Tom Laskow spent two decades in the pro shop world, opening his first shop in 1984 and operating as many as four shops in the 1990s before exiting the business in 2004. 

One thing Laskow wishes he would have better understood back in the 1980s: the importance of diversification amid falling league numbers and, subsequently, fewer opportunities for sales. Laskow, who currently does Ebonite demos in the Northeast, wishes he – and many of his contemporaries – would have more aggressively and strategically diversified their operations into areas such as awards, screen printing or coaching.

“Too many of us just watched this happen,” Laskow says.

He says today’s pro shops can’t make the same mistake. 

“You can’t just rely on the pro shop business,” says Laskow, who received the 2015 IBPSIA Bill Bunetta Lighthouse Award, an annual honor presented to those who have made significant contributions to the pro shop industry. “You’ve got to find a way for additional revenue streams and to leverage relationships you have in or out of bowling to make it work.” 


The marketing of recreation

Had Gary Parsons known just how deeply rooted the recreational side of bowling would become, he confesses he might not have entered the pro shop business back in 1990. 

Parsons, who currently runs a pair of pro shops in the Washington, D.C., metro area, contends that bowling industry leadership intentionally, systematically and increasingly marketed bowling as a recreational activity throughout the 1980s, 1990s and into the 21st century. As a result, he says, the game suffered with falling lane counts, declining TV viewership and dwindling numbers of sanctioned bowlers.

And that, Parsons says, made it tough to be in the pro shop business.

“I saw the decline happening back when I got into the business in 1990, but it was mostly the loss of second shifts,” Parsons says. “By the late 1990s when the change was so evident and disappointing, I was so committed to the bowling pro shop business that I wasn’t going to back out.”

Facing the headwind, Parsons reasoned he could only do one thing: double down on customer service, which he considers more critical today than ever.

“That meant a lot of coaching, education and being very genuine in what I did,” Parsons says. “No one was going to leave disappointed.”




Sources


Warren Friedl

revbowl@gmail.com

Cell: 708-528-7271


Gary Parsons

gurugp@hotmail.com

301.277.7349

Mark Moon

mctlmoon@aol.com

Cell: 937-266-5612


Daniel Puerto

daniel@bestbowlingproshops.com


Michelle Rakow 

Bowlers Advantage Pro Shops, LLC

ellemay@aol.com

615-482-7037


Tom Laskow

proedgeproducts@aol.com