Known as “The Racquet Man,” Mark Campanile is a USPTA Elite Professional, a USRSA Master Racquet Technician, inventor, published author, and consultant. ​He is also the owner and operator of “The Racquet Man”, a service business that specializes in racquet stringing, racquet repair and customization. Mark operates “The Racquet Man” out of the Northbrook Racquet Club in Northbrook, IL

​As a USRSA Master Racquet Technician, Mark has been stringing racquets and managing his pro shop since 1980. Voted America’s “Top Stringer” in 1990 by the USRSA and Tennis Magazine, Mark is currently a USRSA certification tester and presenter of “The Total Racquet Workshop” and a product play tester for the USRSA. He currently serves as a Global Ambassador for the IART.

1. What motivated you to start your business in the tennis industry?
My story is quite simple. The local shop that was stringing my racquets back in the 1970s didn’t do a very good job and actually installed the wrong pattern on my racquet! I questioned it, and they said that they would not restring it, and that was that. I ordered a stringing machine and set off to begin stringing my own racquets.

2. Can you describe some of the key challenges you faced when launching your business and how you addressed them?
One of the major challenges I faced was getting the product, both racquets and string, and convincing the local company reps that I was a serious entity and that I deserved to open an account. Of course, I really wasn’t a serious entity at that time, but I wanted to be. I learned that I needed to be connected to a tennis club and be taken seriously, so I set off to offer my services at a nearby indoor facility. Once I was embedded in this business, I honed my craft and made great personal relationships with the different reps, and started molding what is now my stringing business of 50 years.

3. What were the most important factors you considered when choosing the equipment you use in your business?
Quality, quality & quality. I learned quickly that cutting costs on equipment is not the correct path. If you want to offer a high quality and consistent service, you need not take shortcuts concerning your ‘tools of the trade’. Quality, dependability & consistency trump all!

4. Things such as a stringing machine and diagnostic equipment are important to a tennis business that services racquets. What factors did you consider when investing in the specific brands and models of equipment you use?
Quality and cutting-edge have always been at the forefront of my thought process. I always want the best and latest equipment in my shop. I have built wonderful relationships with the companies that manufacture and sell stringing equipment. They are always eager to let me know what is coming down the pipeline. I try to assess the value and the quality of the equipment, as well as the warranty and track record of the manufacturer, before buying and committing to their product.

5. Looking back, what would you have done differently when it comes to starting your business?
I don’t think I would have done anything differently at the beginning of my journey. I truly like the path that I have taken! However, somewhere in the past, I wish I had opened a brick-and-mortar establishment. I love my current pro shop, which is located inside an indoor facility, but you always ask….what if?

6. What were some pivotal decisions that significantly contributed to the success of your business?
The most significant ‘pivotal decision I have made was to be bold. Go after what you want, and don’t be afraid to make mistakes. As humans, we always make mistakes and bad decisions. The key is to move forward and learn from past experiences.

7. How did you determine your target market, and what strategies did you use to reach them?
My target market has always been quite simple: Follow the money! My pro shop is located in the middle of several affluent suburbs. The population that lives in these areas has the time, the money, and the desire to invest in hobbies such as tennis. Once I became a known entity, I started branching out and servicing other areas further away from my pro shop. I then started to offer my services to competing indoor facilities, country clubs, high schools, colleges, and manufacturers.

8. If your business has ever had employees, what has been your approach to hiring and building a strong team?
I only hire independent contractors, and their abilities and talents are highly scrutinized.

9. Can you share a specific marketing or business strategy that yielded great results for your company? What were those results?
Be omnipresent! Your name comes to mind when people think of racquet stringing or buying a racquet. The results have been significant.

10. What advice would you give to aspiring entrepreneurs in the tennis industry based on your experiences?
I would say that you only get out of something what you put into it. There are no shortcuts or get-rich-quick schemes. Become a high-quality technician, work hard, have great integrity, offer a great product, and be consistent.

11. How did you personally acquire the necessary skills and training to excel in the tennis industry?
I taught myself. I have always been a self-starter. I strung hundreds of racquets before going public. Initially, my services were free until I felt confident and skilled enough to charge people. After I progressed to an expert level, I offered many seminars and stringing clinics to others who wanted to get into the game. I have also given many presentations at USPTA, USTA, and Racquet Stringing conventions. To do this, I needed to study and learn about all aspects of the art of stringing and the related sciences. Nothing comes without a price.

12. What resources or experiences were most valuable in your personal development?
Everyone who is successful is foolish to think that they earned it without the help of others around them. I had a mentor in the beginning. I joined the USRSA and became certified. I was never afraid to ask questions, and I always bounced ideas, theories, and opinions from the other geeks who worked in our facility. Today, we have daily discussions about some aspects of stringing, racquets, tensions, playing styles, etc. The list goes on and on. I am always striving to be better and be the best, but once you stop learning, you cease to be an expert.

13. Have you invested in training for yourself, and if so, what specific training programs did you invest in? What positive outcomes have you observed as a result of this investment?
I was asked to be a guest speaker at one of the IART symposiums, which was a wonderful and valuable experience. I attended many USPTA conventions and numerous sporting goods trade shows in the old days. All have been rewarding experiences. You can always take away positive growth from any teaching moment, no matter how small it is.

14. How did your business evolve to compete with Internet retailers?
Competing with the internet is challenging. I make it a personal commitment to offer my clients a much better service and learning experience. I put in countless hours to teach and inform my clients about every aspect of the game of tennis and all the intricate moving parts that go along with it. My pro shop is small but very potent and effective. My racquet DEMO program consists of 90 racquets for trial. My stock of new frames is greater than 90% of all tennis shops in the area, possibly the Midwest. My prices are the same or even lower than the internet pricing, and I offer free string and labor when a client purchases a new racquet.

15. How many years have you been in the tennis business and what was your most challenging year and why?
I have been in the business for 45 years. I honestly can not think of a particularly challenging year. Each day is a new day for me. Some days are challenging, some are spectacular, some are surprising, and some are disappointing. Yet, regardless of the outcome, each day in this industry is a blessing and a learning experience.