Getting on the Green
Golf is the sport of stuff. Big stuff, little stuff, expensive stuff, cheap stuff, shiny stuff, fuzzy stuff, flying stuff, stuff you push into the ground, electronic stuff, divoted stuff, even tiny hexagonal pencil stuff (which is maybe one of the rarest kinds of stuff there is).
While all this stuff has an inherent coolness on its own, if you happen to be in the business of selling stuff, cool and fun stuff even, then all this stuff has a whole extra meaning for you. Whether it's providing promotional gear to tournaments or corporate rewards for employees who enjoy a round or two, the sport with the most stuff can translate into a lot of stuff to sell. Read on for seven great tips on moving enough golf stuff to keep you earning the green stuff for a long time to come.
1. When First Selling Golf Items, Stick to the Basics
"Keep it simple," said Kyle Thacher, corporate sales program manager for St. Louis-based ProAm Golf. "Know your product, arm your customers with as much specific information as possible (pricing, options, specials), and keep your product mix to a minimum," he explained.
2. Avoid Pro Shops
"A lot of distributors try to go get golf course pro shop business," said Ken Kennedy, president of SportCover International, Oakville, Ontario, Canada. "Don't waste your time. I can't put it any other way," he said. Instead, he suggested targeting tournaments, which can be far more lucrative. "We do more volume on one tournament on one day than we would at a normal pro shop in a year," said Kennedy.
That said, Kennedy did mention an instance where working with pro shops can be profitable. "Go and knock on the pro shop's door, find out when the tournaments are coming up on courses and work out some kind of revenue split with the shop," he said. He explained that pro shops don't often bother with pursuing tournament business on their own, so it can be a great source of untapped business for them. For the distributor, Kennedy noted that besides the income, your partnership with the pro shop can be a great source of leads.