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"Trade Talk..."
JACK LYNES, our man about the trade, has been to Bristol, where he met KEITH SAWYER, the man who brought KARAKAL to these shores, a name which although it may not have quite the same charisma as some other brands, already plays a significant role in the ‘real sports trade’ and looks to have an important part in its future. But he starts with some thoughts pertinent to the trade, generated by his visit.
WHILST there seems to be something inherentlywrong with the idea that it is sometimes possible for goods to be available from another store at cheaper prices than they might be quoted in the manufacturer’s own trade price list, such is the current law, that it is perfectly legal. The very idea of manufacturer, distributor, and retailer all being one and the same is surely a cause for alarm.Even the likes of Tesco do not own the grass that feeds the cows that produce the milk that they sell. The apparent demise of any independent sports trade association obviously impedes further investigation and appeal, though it is surely a matter that has been neglected for too long.The truth is that such a situation, whilst recognised and regretted by many, appears to remain buried, ostrich like, by those most obvious to lose. Immediately, the likely losers are the independent retailers; in the longer term, the consumer may find lack of choice,non-existent service and even some unpleasant price hikes, to be the end product of this sorry saga. If anyone reading this is not sure what it is all about, I will gladly talk it over with them, but to expand further in SGBUK might attract legal censure. Such a picture could not have been envisaged with the abolition of Retail Price Maintenance. No, I do not believe that the end is nigh or that Internet selling is the beginning of the end. I do think that we all need to be aware of what is happening and to take up the challenge. Indeed the Internet is a sea of opportunity for anyone with initiative, irrespective of where they are. Keith Sawyer,Karakal’s Senior Partner, discussed this and the other issues facing the diminishing (but perhaps now more stable) number of independent retailers, not, of course, confined to the sports trade, and you will not be surprised to know that both he and I concluded that the likes of Karakal can play an ever more important part in prolonging the well being and continuity of our independent stores. The legend behind Keith’s photo says it all.
KEITH SAWYER came to Bristol in 1957 when he was six years old, and was educated at the Speedwell Secondary Modern School. It’s not too clear what happened to him academically but sports wise he was a cricket enthusiast and rose to school captain. A bowler rather than a batsman meant that he did not always bat, so was seldom stumped.As an apprentice to a local engineering firm engaged in hydraulics and electronics, he took more than a passing interest in motorway construction and was somewhat obsessed with ‘big machines’. His love of squash came later, and he has fond memories of two early rackets, the Dunlop Maxply and the more flexible bamboo Slazenger Whippet. Later, playing with a ‘Stella’ racket, investigating a rattling noise, he discovered a loose weight in the shaft. This may have been the turning point in his career.Obviously born with an entrepreneurial spirit, he decided to venture into the world of selling rackets. A search through international Yellow Pages at his library led him to Belgium and alphabetically early in the listings, a firm called Argon, whose Lynx logo adorned their rackets. The cat, it seems, had not licked the cream but rather become fattish and somewhat out of shape as a result of too many journeys through the fax machine (work that one out!) and the sleeker version of today is a ‘purr fect’ example of linking shape, speed, and performance from puss to product. The Karakal cat is closely related to Bobcats and Lynx, and its keen eyesight and acute hearing, in particular its upwardly pointed ears, are well identified in the new logo.
GETTING TO GRIPS
SUSAN, his wife and a partner in the business, where she is i/c Accounts, has borne him two children, first came Matthew, now studying for a Chemistry Degree at Bristol University, a trainee Technician and Jamie, their younger daughter,who is reading Law at Cambridge. But there is a third child, albeit adopted, named Karakal, whose growth
and success, has been and continues to be, in their loving care. A care that is shared by partner Mark Kenyon, (he joined the firm in 1982) whose exuberance and enthusiasm, together with his constant cheerful countenance (well, that’s my experience.) at the sharp end selling in to the trade, assures him and the brand of a regular welcome.As we talked, another name from past days, Tony Blatter, was mentioned. Essex and the South East are the areas in which he sells for Karakal, and knowing him as I do, he will most certainly have a good grip on both product and his customers. Did I say ‘grip’? Wow, what a link. I really did miss my vocation.Grips to rackets are like socks to feet.We only have two feet and our appetite for socks is constant. Rackets need regripping often to keep their performance up to scratch. Karakal over-wrap and replacement grips have a reputation second to none. I do not know if their claim that their Polyurethane (PU) Super Grip remains the No.1 PU Grip for all racket sport players has ever been challenged, but suffice to say that one top sponsored British tennis player (no chicken, he) is obliged to disguise the grip’s name on his expensively branded racket, and that it was certainly a best seller even before the advent of Nano technology, of which, more to follow. There really is a grip for everyone, or every racket, and as an add on to so many sales, as well as an add on to rackets handles, a Karakal grip or two makes a useful addition to the bottom line. A spare grip, or even two, given with a new racket, is often more cost effective that a discount and may be more appreciated by the recipient, and perceived to be of greater value.Now, there’s a hint that will more than pay for a year’s subscription to SGBUK!
NANO
KARAKAL sponsors world leading squash player Vanessa Atkinson who not only plays with the EVO 4SL racket but also wears their sports clothing, doubtless being glad of the stretch cool-tec material with added cool-tec mesh allowing ventilation of the body in, as their brochure states, the ‘critical areas’. There would not seem to be much more than one could want from all the attributes which in addition to the above, regulate body temperature, keeping one dry and comfortable, extreme lightness, extremely hard wearing, soft to the touch, fitted shape but with optimal freedom of movement, and Dupont’s Teflon coating to enhance feel and functionality of the garment whilst being stain resistant. But there is, Keith assured me, more to come.Nano technology, it seems, is still in its infancy. In case you did not know, a nanometre is a billionth of a metre, equivalent to approx. 1/80,000 of the diameter of a human hair.Now, that’s one for the quiz evening.Used in grips , by altering the cell make-up, it improves feel and playability and in rackets it increases the effectiveness and response of the frame, and combined in a resin, bonding with graphite, both weight and balance achieve new heights of tolerance. I was assured that clothing, one day, thanks to Nano technology, will never have to be washed or ironed, so may be able to curb the dreaded warming of the earth,with which we are all threatened. There are high hopes too for newly sponsored Cameron Pilley, a young top player from Australia, who will carry the Karakal flag on his tours.
PURR-FECT.
HEAD OFFICE of Karakal in Bristol, conveniently situated close by to his golf club (his handicap is 15) Keith has a penchant for cars and I appreciated his lifts to and from the station in his latest acquisition, a BMW Z4 Coupé ,which like the racket and clothing collection was sleek and nifty, even without Nano which will surely be taken up by BMW soon. In 1981 he first took to distributing the brand. Just ten years later he purchased the rights to the rest of the world, distributing now through Karakal Worldwide Ltd., to over 40 countries, from Argentina to the West Indies.Very much a hands-on man, he travels four times a year to China and Malaysia, keeping in touch with suppliers. It has not been possible to do justice to the entire range of product in these pages. Footwear,which I have not mentioned, save in this footnote, plays a significant part in the Karakal story. If one is looking for a street fashion sell, I would suggest the best advice is ‘Look elsewhere’, but if it is the ability to offer customers a well designed, fit-for-purpose selection of racket, racket wear, footwear and accessories, that is competitively priced and not to be seen on a trestle table in a shop that appears to be having a permanent closing down sale, then Karakal is your CATch of the month. The purr-fect product for the bona-fide independent.
P.S. Fed up with carriage charges? Keith’s last minute throwaway before leaving me at the station was to tell me that anyone who gives stock orders and phones up preferably on a Monday to order fill-ins will have them without delivery charge.He certainly knows a thing or two about rewarding loyalty. If only others would take a leaf out of his book!
Jack welcomes your comments and is always glad to discuss your ideas, problems and concerns. either person to person, or in print. (or both!) If there is anyone you would like him to meet or any product to write about please contact the Editor or Jack (writeawayjack@aol.com) His articles do not necessarily reflect the views of the publishers and are not ‘advertorials’. They are not seen prior to publication by any person or firm to whom they may refer.
