Copyright 2013 by the National Sporting Goods Association, Mt. Prospect,

1 Copyright 2013 by the National Sporting Goods Association, Mt. Prospect,

Welcome! Thank You for Attending! 2

Agenda Background / Purpose Survey Results Composition of the Outside Sales Team Compensation Benefits Misc. Aids Conclusions 3

Background Team Dealer Outside Sales Personnel Compensation & Benefits Provided NSGA Research Department February / March 2013 Electronic & Mail Survey Key Question / Request by Team Dealers 4

Considerations Key Data Survey Length Strike a Balance Requires Sacrifice Longer Survey = Fewer Responses Responses from 86 Team Dealers Represents 18% increase in response vs. 2003 Convenience Sample Use Results Directionally 5

Response Breakdown Responses were received by team dealers of all sizes, but please keep in mind that smaller dealers were more highly represented Number of Outside Sales Employees 10 Or More 13% 5-9 25% Less Than 5 62% 6

Retail vs. Team/Institutional The distribution of retail vs. team / institutional sales among team dealers is similar to a decade ago Total Sales: % Retail vs. % Team / Institutional 2013 2003 Retail 28% Retail 24% Team / Inst'l 72% Team / Inst'l 76% 7

Team / Institutional Sales Schools represent the majority of team / institutional business; the breakout has remained consistent over the past decade 63% 64% Team / Institutional Sales Breakout 27% 25% 6% 8% 4% 3% % School % Park / Recreation % Corporate % Government 2003 2013 8

Composition of the Outside Sales Team 9

Gender Team dealer outside sales teams continue to be heavily male-oriented 2013 Gender of Outside Sales Team 2003 Female 8% Female 7% Male 92% Male 93% 10

Age In 2013 the age of outside sales associates is evenly distributed; while in 2003 almost 2/3 rd were 45 years old or younger Age of Outside Sales Associates 31% 34% 24% 24% 24% 26% 26% 11% 35 Yrs. and Younger 36-45 Yrs. 46-55 Yrs. 56 Yrs. and Older 2003 2013 11

Tenure Almost half of outside sales associates have been with their current organization 5 years or less Tenure of Outside Sales Associates at Current Organization 47% 29% 23% 20% 22% 12% 12% 14% 13% 8% 0-5 Yrs. 6-10 Yrs. 11-15 Yrs. 16-20 Yrs. > 20 Yrs. 2003 2013 12

Non-Compete Contracts About half of team dealers require new hires to sign a non-compete; representing a significant increase vs. ten years ago % Team Dealers Requiring Non-Compete Contracts New Hires Current Outside Sales 2013 Yes 47% No 53% 2013 Yes 26% No 74% 2003 Yes 30% No 70% 2003 Yes 18% No 82% 13

Compensation 14

Compensation Structure: Full Time About 8 in every 10 team dealers include commission as part of payment; representing a slight shift upwards from a decade ago 28% 21% Compensation Structure: Full Time % Team Dealers Providing 30% 34% 36% 33% 6% 12% Base Pay Only Base Pay & Commission Draw Against Commission Commission Only 2003 2013 15

Compensation Structure: Part Time Straight commission is more common among part timers; representing a significant increase from a decade ago Compensation Structure: Part Time % Team Dealers Providing 61% 19% 24% 25% 25% 11% 4% 31% Base Pay Only Base Pay & Commission 2003 2013 Draw Against Commission Commission Only 16

Base Pay With base pay, most team dealers provide a straight salary to full timers and an hourly rate to part timers Base Pay: Method of Payment % Team Dealers Providing Full Time Part Time Hourly 12% Salary 20% Salary 88% Hourly 80% 17

Commission Structure Almost half of team dealers pay commissions based on GPM; with some shift moving towards a combination of total sales & GPM 30% 34% % Team Dealers Basing Commissions On 52% 44% 22% 15% 3% 0% Total Sales Gross Profit Margin on Total Sales Combination of Sales & Gross Profit Margin 2003 2013 Other 18

Commissions: Time of Payment Commissions are most commonly issued at the time of payment by account; ten years ago commissions were often paid at the end of the year 31% 34% % Team Dealers Paying Commissions 19% 20% 16% 23% 11% 9% 24% 5% 5% 3% At Time of Payment By Account At End of Year / Financial Year At End of Current Pay Period At Delivery of Merchandise Quarterly Monthly Other Semi Annual 19

Annual Revenue Generated vs. Dollar Compensation Dollar compensation averages 9% of revenue generated; with a similar ratio existing a decade ago Revenue Generated (000) Dollar Compensation (000) $781 $781 $520 $515 $68 $77 $337 $312 $47 $45 $32 $33 Highest Paid Middle Paid Lowest Paid Highest Paid Middle Paid Lowest Paid 20

Dollar Compensation: Outside Sales vs. All Other Sales Outside sales accounts for a greater proportion of compensation; but the ratio has not changed since a decade ago Outside Sales In Relation To All Sales-Related Employees 71% 70% 54% 53% % of Sales-Related Employees % of Dollar Compensation 2003 2013 21

Benefits Provided 22

Benefits Provided: Full Time Among the benefits surveyed, a paid vacation is the most common; the level of benefits provided has decreased over the past decade 84% 70% Full Time Benefits: % Team Dealers Providing 60% 63% 49% 44% 45% 44% 31% 29% 31% 14% Paid Vacations Paid Sick Days Retirement Plan (Including 401Ks) Paid Personal Days/Time 2003 2013 Company Bonus (Excluding Commission) Profit Sharing (Excluding Retirement Plan) 23

Benefits Provided: Part Time A company bonus is the most common benefit provided to part time outside sales associates (although less than 1 in 5 receive this) Part Time Benefits: % Team Dealers Providing 5% 5% 10% 5% 17% 5% Paid Vacations Paid Sick Days Retirement Plan (Including 401Ks) Paid Personal Days/Time Company Bonus (Excluding Commission) Profit Sharing (Excluding Retirement Plan) 2013 24

Retirement Plans 401Ks are the most common retirement plan provided; this has remained relatively consistent over the past decade 67% 72% % Team Dealers Providing a Retirement Plan 20% 17% 13% 8% 0% 3% 401K Simple IRA Defined Contribution Plan 2003 2013 Defined Benefit Plan 25

Retirement Contributions 45% of team dealers provide retirement plans; 36% of team dealers provide retirement plans with a company contribution % Team Dealers Providing Contributions to Retirement Plans 65% Do Not Offer Plan 55% Offer Plan 45% Matching Contribution 14% Other Contribution 21% No Contribution Average Contribution 4% 4% --- 26

Paid Sick Days The most common number of annual sick days is 4 or 5, although more than 1/4 th of team dealers now group sick days into paid time off % Team Dealers Providing Annual Paid Sick Days 48% 36% 20% 16% 20% 16% 27% 3% 0% 6% 5% 3% 2-3 Days 4-5 Days 6-7 Days 8-9 Days 10 Days Paid Time Off 2003 2013 27

Insurance Benefits About 2/3 rd of team dealers offer medical insurance; the % of team dealers providing medical insurance and life insurance has significantly decreased over the past decade 100% Full Time: % Team Dealers Providing 64% 44% 24% 26% 17% 21% 18% 26% 18% Medical Insurance Dental Insurance Vision Care Life Insurance Long or Short Term Disability 2003 2013 28

Insurance Benefits A small % of team dealers provide insurance benefits to part time outside sales associates Part Time: % Team Dealers Providing 5% 5% 5% 5% 5% Medical Insurance Dental Insurance Vision Care Life Insurance Long or Short Term Disability 2013 29

Medical Insurance Associate contribution to medical premiums varies widely; over the past decade associates are contributing more 46% Associate Contribution to Medical Insurance % Dealers Requiring 27% 34% 25% 24% 31% 5% 8% 10% or Less 11% - 20% 21% - 49% 50% or More 2003 2013 30

Misc. Aids 31

Vehicle Use Less than 1 in every 5 outside sales associates receive a company vehicle; representing a decline from a decade ago 22% % Team Dealers Providing Vehicle Benefits Avg. Annual Allowance = $5,000 8% 6% 8% 32% 32% 76% Expense Rep. ($0.40 per mile) 24% Gas Card 26% 26% 23% 17% Company Vehicle: Company Vehicle: Business & Business Use Personal Use Only Annual Allowance: Personal Vehicle Mileage Reimbursed: Personal Vehicle No Auto Benefit / Reimbursement 2003 2013 32

Electronic Aids Not surprisingly, issuance or reimbursement for computers and mobile phones is more common than for tablets % Team Dealers Providing or Reimbursing 32% 44% 4% 58% 22% 34% 85% 1% 14% Computer / Laptop Mobile / Smart Phone ipad / Tablet Company Issued Employee Purchased But Reimbursed Not Required / Not Reimbursed 33

Summary Trends Implications Organizational Dynamics Aging outside sales team Tenure decreasing Influences / Considerations: Consolidation Belief in better opportunities? Increasing focus on retirement, health Succession planning increasingly important Attracting talent to Sporting Goods Industry 34

Summary Trends Implications Team dealers reducing risks/costs; more burden on associates Compensation: Commission-based structure Level of compensation Benefits Level of benefits declining (medical/life insurance, bonus, profit sharing) Greater associate contribution Controllable? Or are changes necessitated by the changing environment? Benchmarking Is everything possible being done? 35

Thank You!