The "demanding days in the tennis representation
business" are examined by Steve Fink in TENNIS WEEK. Fink:
"The stakes for aspiring professional players are
unprecedented. ... And sometimes the leading agents can get
caught in a web of confused priorities as they attempt to
cater to tennis families seeking swift, short-term, immense
financial gains rather than a healthier enduring pattern of
success." One of the "hard issues" facing some of the "best
agents in the business" is when a potential client insists on
"immediate financial stability in their initial contracts,"
where a management firm "must agree to guarantee that person
a certain amount of income from endorsements." Advantage
Int'l Senior VP TOM ROSS says that "guarantees are much less
prevalent today than five to seven years ago, and claims most
management choices are settled on merit." But Fink adds that
"no one denies that guarantees exist in the negotiating
process of recruiting." Top tennis prospects can be "looking
at deals for clothing and shoes" between $250,000-500,000 a
year, as a company can "invest anywhere from $30,000 to
$500,000 a year in a prospect." A sidebar features TENNIS
WEEK's annual list of management firms and a full listing of
the tennis players they represent (TENNIS WEEK, 8/14 issue).
