Our customer base spans over 5,000 retailers in Canada, the United States, the
Nordic countries and more than 60 distributors. We sell our products through diverse
channels of distribution including: (i) specialty retailers that cater to sports
enthusiasts who typically seek premium products at the highest performance levels,
(ii) national and regional full-line sporting goods retailers and distributors
(“big box”), (iii) institutional buyers such as educational institutions
and athletic leagues, and (iv) mass retailers that offer a focused selection of
products at entry-level and mid-level price points.
Approximately 58% of our total sales were in the United States, approximately
24% were in Canada, and approximately 18% were in the rest of the world. By
channel, 27% of our sales were to big box accounts and 73% was to sport-specific
specialty accounts (including larger, multi-door accounts).
Bauer Hockey sells directly to our customers in Canada, the United States,
and the Nordic countries. Bauer Hockey sells through distributors outside North
America and the Nordic countries. Approximately 17% of our ice hockey equipment
sales were to distributors representing over 1,000 retail outlets globally,
providing us access to the world’s largest hockey markets outside North
America and the Nordic countries. We believe that larger, more established equipment
manufacturers like Bauer Hockey are able to more effectively serve the spectrum
of retail channels globally, through established relationships and developed
distribution capabilities.
Our lacrosse business exclusively sells its products through dealers and retailers,
with minimal direct sales to end-consumers. The remaining 11% of our lacrosse
revenues were from big box retailers and sporting goods retail chains, primarily
on an exclusive basis. Through our grassroots and product-focused marketing
approach, we have developed a diverse lacrosse customer base, with no customer
representing more than 16% of total sales.
COMBAT’s sales and distribution network focuses primarily on North America.
COMBAT’s customers are made up of online stores, big box retailers, sporting
goods chains and baseball specialty dealers. By channel, 3% of COMBAT sales
were to big box and sporting goods chains and 97% were to baseball specialty
accounts (including larger, multi-door accounts). COMBAT’s revenues are
also generated via direct sales to end-consumers through team buy-in programs.
COMBAT’s products are geared towards the high-end baseball and softball
market which is currently served by the various retailers described above. This
range allows for a wide variety of customers.
Easton Baseball/Softball’s sales and distribution network focuses primarily
on North America. Easton Baseball/Softball’s customers are made up of
online stores, big box retailers, sporting goods chains and baseball specialty
dealers. By channel, 51% of Easton Baseball/Softball sales were to big box and
sporting goods chains and 49% were to baseball specialty accounts (including
larger, multi-door accounts). Easton Baseball/Softball’s products are
geared towards the high-end baseball and softball market which is currently
served by the various retailers described above. This range allows for a wide
variety of customers.
Inaria predominantly sells its products directly to teams and associations.
The primary soccer product being sold is a “player kit” that includes
a jersey, shorts and matching socks for each member of the team or association.
Each player kit is sized and personalized with team identifiers and numbering.
Revenue is also generated from supplemental products such as off-field apparel,
balls, bags and coaching accessories.
Our ice and roller hockey products are sold in over 60 countries through a
distribution network of more than 2,400 retailers and distributors worldwide.
We distribute our hockey products to retailers and other distributors through
our facility in Mississauga, Ontario, as well as through third-party logistics
providers in Aurora, Illinois, Romeoville, Illinois, Salt Lake City, Utah and
Boras, Sweden. Our lacrosse products are sold in 10 different countries through
a distribution network of more than 600 retailers and distributors worldwide.
INARIA branded soccer products are sold directly to teams, clubs and associations
across North America. All products are embellished and shipped from our 40,000
square feet facility located in Toronto, Ontario. Easton Baseball/Softball and
Combat Sports’ products are sold through a distribution network of more
than 1,700 retailers and distributors in North America and Europe. With the
Easton Baseball/Softball Acquisition, we added a Salt Lake City, Utah distribution
facility and a third-party logistics provider in Memphis, Tennessee. In addition
to Baseball/Softball, the Salt Lake City facility also serves as a distribution
facility for select hockey products.
