UK Golf Retail Sales: Q3 2021 Update

As we head towards the end of the year, it’s a good time to reflect on what has happened during the main sales season. September is the last of the big months and the end of Q3. A strong year to date has set us up for good year-end and thoughts for 2022 are very present. Following significant momentum in Q2, which set a number of records, September finished off Q3 well. While on the annual basis only July was up on 2020, September was still a good month. In fact, at the end of Q3, the total market value was 30% up year to date on 2020 and, more significantly, over 6% up on 2019.

While these numbers were strong they come at a time when the industry has faced some significant challenges. While there was no lockdown to prevent people playing golf, life has started returning to normal. As a consequence, there has been fewer golfers playing the game. As we can expect, the drop off has been bigger during the week than the weekend, which appears to have remained strong. The question for everyone at this point is, where will the tide set? Will it remain higher than it was or return to 2018/2019 levels.

Another significant challenge for the industry has been inventory. Not everything is within our control and shipping and factory closures in the East have provided a major challenge. The worst hit category this year has been Irons which has been the largest product category, year to date, for the last 3 years. Inventory is currently 25% down on 2020 and a staggering 48% down on 2019! This has hit sales and is illustrated by the fact that the Woods category has over taken Irons in the product mix this year.

While all categories are well up on 2020 this year with double digit growth, Apparel is still struggling in the longer term context. The lack of visitors is probably to blame for this and has meant that Apparel is 20% down overall versus a normal year of 2019. The affects of this drop will have been felt differently by brand depending on where they sell most of their products.

Value, Volume and ASP

Year to date value is up in all categories.


Value has been driven by both Average Sales Price (ASP) and Volume for most categories. ASP’s have seen a dramatic increase and are up in every single category YTD versus 2020 and all but one are up versus 2019. Interestingly, 5 of the 7 Apparel categories have seen prices rise over 10% versus 2020.

Year to date Units are up versus 2020 in all categories except Outerwear. Some of the changes are even more extreme than the pricing. Again Apparel has seen a large jump with Men’s Shirts and Bottoms being ranked 1 and 3 in terms of growth. The other category that is up significantly is Balls which perhaps bodes well for the longer term.

Versus 2019, the trend is a little different with Clubs all being up – except for Putters. Balls are up and so are Trolleys. However Apparel is still lagging far behind so there is lots of opportunity for further growth.

How does this help me for next year?

Well, the main challenge for everyone in the industry is making smart decisions on what to buy for next year. Buy too much and tie up cash and be forced in to clearance. Don’t buy enough and miss out on sales. With the way things are going we should show some solid growth for 2021 versus all years. This has been driven by Value more than Units in most instances. So, it’s important that we factor this in to our planning.

While we have reached a new market high, we should also consider if there are any factors that may reverse this?

We appear to be through the worst in terms of COVID. While the numbers are high, the vaccination program has enabled the economy to get back up and running. As a result high numbers are not creating the impact on the NHS that had occurred before the vaccines. We can’t be complacent but all being well, things seem to be manageable. As a result of this we should hope to see more visitors next year which will boost some areas of the economy and increase sales. However, it will also lead to more UK residents going on vacation and spending some of their money else where.

In general, the economy seems to be ticking over ok with the only real issue being supply driving prices and creating inflation. This could cause some issues and might create some negativity. This said, I think we can be confident that we are in a better place than we could have hoped for 18 months ago. As a result, I would hope that next year’s forecasts could be built on numbers that reflect a more normal year, such as 2019, with some single digit growth representing the new tide level.  

Looking at stock levels now, retailers have more than they did in 2020, except for in Irons. However, stock levels generally are lower than 2019. There are some exceptions to this with Balls, Trolleys and Distance Devices up double digits on 2019 in terms of units – predominantly driven by the off course retailers.

Leaner stock levels of the last few years have improved margins and reduced clearance. This is better for retailers. What we don’t want to do now is to create a situation where a lack of stock this year creates some panic and then over purchase for next year. The other factor to consider is how an individual’s business has changed over the last couple of years. Hardware has been on a role – do we expect that to continue at the same levels for 2022?

With all this, we can draw some conclusions. Even with the chaos of the last 2 years, the status quo should not end up all that different when it comes to UK golf retail. Taking a longer term view, we haven’t seen huge change across the industry. However, certain categories have seen changes and online retail has done well.  This has led to a shift in many businesses and Total Sales remain in a relatively predictable range.

Assuming growth this year, the figures for Total Value for all years since 2017 have been plus or minus 10% of 2019 sales, which was the last normal year. For most people, their plans probably don’t need to be outside of that range. Again, we are talking averages, and with all things, you need to consider how far from the average you are, and how this might impact you. The obvious exceptions to that are businesses that have an extreme bias in their trading, eg. resort courses or sole apparel brands.

Companies focused on specific categories will need need to pay more attention to what is happening in their particular market.

Whatever is ahead of us, I think we can be confident that it should be less chaotic in 2022 than the last two years. How companies perform is largely down to how they react to the challenges thrown at them and not what the market dictates.

UK Golf Retail Sales: September 2021

As the nights draw in and the weather turns a bit colder, here’s a brief look at some sales numbers for the start of Autumn.

The upward trend continues with September sales up +19% on September 2019. While some categories are storming ahead, others are starting to show signs of struggle right now. Here, I offer up some useful insights including comparisons to 2020 and 2019, worst and best categories, inventory position.

Phil Barnard has the retail sales insights for September

UK Europe Golf Retail Sales: Summer 2021

As the final reporting month for the summer comes to a close. Here is a quick video round-up of the key stats from the UK, Sweden, Germany and France.

It’s positive news for European golf retail sales. Here, I look at the 2 year change as well as notable statistics against last year. Which category saw the biggest average climb, where was the most significant change across the 4 countries, and what was the best performer within the Apparel category?

Phil Barnard with a quick summary of golf retail summer sales in Europe

UK Golf Retail Sales: August 2021 Video Update

As the main season comes to the end, the industry is keen to understand where we are going to end up.

August was another great month – if the first to be down on 2020 in main summer period. Stock is finally playing its part with some categories slowing down due to product lead times. Though its not affecting all categories.

In overall terms the month was still in the top 10 that we have recorded. Here are a few more stats from my latest video update.

UK Golf Retail Sales: July 2021 Update

There has been a lot of challenges thrown at the golf industry recently. COVID, weather and supply chain are all trying to make everyone’s life a bit more complicated – or interesting if you have a masochistic streak! With all the changes come lots of moving numbers and, with that in mind, here is an update for July.

Another big month

July 2021 was the 3rd biggest month we have ever recorded. It was bigger than July 2020, which was the record month until earlier this year. In total value July 2021 was 2.9% bigger than 2020 and was 27.8% bigger than July 2019. Year to date we are now 50.9% up on 2020 and for the first time up on 2019 by 2.3%.

All categories weren’t equal. Irons and woods saw some growth but this time it was the apparel categories and balls that saw the largest changes. Men’s shirts jumped 50% on last year finally showing some positivity for the embattled apparel categories.

A number of categories were down, including trolleys and distance devices. These have both been hot categories and shown strong in previous months. It’s now a question of whether the demand for these products has been satisfied, or is stock effecting sales? Certainly for trolleys, stock might be an issue. While the off course has increased stock holding on the last 2 years, the on course retailers seem to have a lot less – nearly 50% down in units on 2019.

Are Inventories generally down?

The stock numbers are a little misleading. Initially, things look good, with most categories up on last year. However if we take a longer view, we can see that all but balls and distance devices are down on 2019 and most by a lot. Irons are down 29% on two years ago. However, these figures only tell us part of the story.

Stocking in the key hardware categories is very different on and off course. Wood and Iron inventories are down double digits on course – irons down a massive 53% on 2019. This is not the case off course with both categories being in a stronger position than 2019. Off course retailers seem to have taken a chance and stocked up in key areas to try and ride the wave of demand.

Where is the market heading?

Looking at the monthly sales graphs we have some clues. If you look at the graph below – sales value by month for the last 4 years – you can see that, once the market hits a peak, it typically trends down in a fairly consistent manner.

The last 3 years all run in a parallel direction to the black trend line. On that basis, we would hope that 2021 will work in the same vein. It has done so for the last 3 months. The only thing that might create a few bumps is lack of stock and the odd bit of extreme weather.

All things considered though, I expect the market to trend in a similar way to last year – perhaps a few percentage points down. However, the mix of product might be different, with apparel improving and clubs softening. Overall that should put us somewhere near 15% up on 2020 and 4% up on 2019 although that will feel quite different if you are club brand or an apparel brand. Clubs will be up double digits while apparel will be down.

UK Golf Retail Sales: 2021 Mid-Year View

With the challenges that have been thrown our way, it’s no mean feat for retailers to have made it half-way through 2021. Lockdown lows followed by pent-up booms and a smattering of Euro football to boot! With ‘freedom day’ now been and gone, we’ve officially been released, so let’s take a few minutes to review how we’re doing so far during this crazy year.

2021 started off with less of a bang and more of a slammed door. Golf, and pretty much everything else in the country, was closed for 3 months and, while Lockdown 2.0 took its toll on liberties, how much did it effect the overall golf economy?

Interestingly, the impact wasn’t as bad as Lockdown 1.0 which we can attribute to three things:

1 – In the UK, the start of the year is the smallest time of year for the golf economy, so the effect of closed golf shops will have a reduced consequence on total sales.

2 – The weather wasn’t great so, while people couldn’t get out to play, they probably didn’t want to anyway.

3 – Retailers, both On- and Off-Course, were far more prepared to shut down and more inventive when it came to selling their wares, while still abiding by the rules.

While the totals looked bad, (the market was down 47% year to date by the end of March), the potential impact on the year was far less severe than when we locked down in April and May 2020. This is clearly illustrated by the current numbers. As of the end of June the total sales value for the UK golf market was up 72% YTD on 2020. That’s a big jump.

However, we need to remember that percentage changes can be misleading. If we compare both 2020 and 2021 to 2019, things look very different. Compared to 2019, 2021 is still down in total value sales, year to date – but only by 2.8%. In comparison, 2020 was down 42% at the same time. So things are much healthier this year but we are still only getting back to 2019 levels.

It’s important to take a bit more perspective when looking at numbers

What can we learn from this data? Well, there’s lots of talk of a ‘boom’ in golf and, in the short term, there definitely is. However, if we look at it from a long-term perspective, we are currently just level with 2019. So, is there really a ‘boom’ or is this just a return to the status quo?

Looking at the monthly data, we can see that there was pent-up demand following the second lockdown and, since then, the market has been very strong. May and June 2021 were the biggest months that Golf Datatech has ever recorded: with record numbers for a range of categories that we track.

Looking at the sales pattern, I’m confident this is going to lead to a strong year overall, but can we call it a boom? Right now, I think we need a couple more data points to establish the trend but, based on what we see at the moment, we’ll be up on 2020 and I also expect us to be up on 2019. However, the success may not be distributed evenly across all categories. So while some categories are going to have a very strong year, others will probably end up down.

Category Highs and Lows

At this stage, deciding which categories are performing well depends on the context. And, comparisons with 2019, rather than 2020, will enable us to evaluate the real changes in the market. If you look at the year to date changes Vs 2019, there’s a real split in performance.

Generally, hardware is doing very well with trolleys the highest performing group at +25%. In fact, all clubs are up as well so hardware brands are having a very strong time. Truth be told, if more production capacity was available, things would be even stronger (I’ll come back to that).

In contrast, on the 2 year comparison, apparel is doing really poorly. All categories are at least 11% down with the worst, ladies tops, down 45% in value. If we look at the impact on the proportional share of sales across categories (the sales mix), we can see there has been a significant swing to hardware, with trolley sales increasing by 29%. This has meant that it has overtaken both shoes and balls in terms of sales importance so far this year.

Does the change in sales mix show us anything?

We should consider why some categories are down at this point in the year. Apparel is a big part of the overall mix and is sold mainly in On-course shops. So, is it On-course that is struggling, or apparel?

If we look at the overall numbers, the issue seems to be based around who, as well as how, the On-course channel is selling apparel. In previous articles, I’ve mentioned that sales decline is down to 3 things:

1 – reduced stock levels and choice

2 – reduced comfort for shoppers in smaller, On-course environments

3 – lack of tourists buying high-value branded merchandise

All of these factors are a result of the pandemic’s restrictions and will probably continue to plague the category for a good while yet. The last point has a significant impact on a subset of golf courses and accounts for a significant amount of value.

In general, Off-course stores are leading the race for sales growth, with much of this supported by online channels. In fact, Off-course is up 8% in value, year to date, versus 2019, whereas On-course is down a similar amount. Part of that difference is accounted for by changes in the sales mix. On-course is hit hardest when apparel drops which is down around 30% versus 2019.

Understanding the current situation

While overall sales value tells us one thing, units can explain other things so it’s worth looking at unit sales and Average Sales Prices (ASP) at this point.

While sales value is up in many categories, this is not the case in units. In fact, only one category is up year to date versus 2019 – trolleys. All other categories are still down.

This might give us a bit more insight as to whether we are, in fact, seeing a boom. Based on units you’d have to say no, but it might be a bit early to tell.

Unit sales tell us how many transactions are going on and there are several reasons for change. We know shops were closed for the first quarter so perhaps we should give them time to catch up. However, there are other factors at play. While the decrease might be the result of a fall in sales, there could also be a leak out of the On and Off-course retail channel to the likes of Amazon and Sports Direct. Unfortunately I don’t have any data for these organisations so I can’t provide numbers here. With Amazon’s growth, they have inevitably done well in golf over the last year or two. What would be interesting is to understand if the growth they have seen has come from traditional golfers switching channels, or from new and returning golfers who don’t have a favourite golf retailer yet. I’m sure there are many new golfers that have been a bit intimidated by the pro shop, or large golf shop, and have preferred to surf reviews and buy online. Moving forward, they represent a great opportunity for the traditional retailer. If speciality golf retailers can engage with these new customers they can offer both price, choice and expert advice. Something that the out-of-channel retailers cannot do.

Looking further into the decline in units, there is more data to explain what might have happened. Looking at ball units, the drop in sales for the first quarter (during lockdown) was over double the difference we are seeing year to date. This is similar for many of the categories. So, while some categories are down, its easy to explain and the reasons may not be so drastic. With much of the season to go, there is a chance for golf retail to catch up (if we stay out of lockdown).

If Units are down and Value is up, then ASP must be up?

Correct. Price increases tell us one of 2 things: that customers are either happy to pay more for the same item than they would have paid in the past, or that they could be choosing to purchase more expensive items. The following chart shows the change in ASP between 2019 and 2021. With the odd exceptions, prices are up a good deal compared to 2 years ago with Putters and Distance devices leading the way, at 23%+ increases.

Any thoughts for the rest of the year?

There are a few things that will determine whether 2021 is a success, or not. First of all, we can only hope to finish the year without another lockdown. I’m writing this on ‘Freedom Day’ and there is a lot of speculation in the media about what this could, or should, look like. Yesterday, there were 50,000 new COVID cases which is the same number as the peak of last winter: the key difference now being that nearly 70% of the adult population has had 2 jabs. This is having a huge impact on the effect that COVID has on its victims. If deaths and hospitalisations remain under control, then hopefully we can get through this spike and everyone can keep golfing. If that’s the case, we should be in good shape to see some solid growth in value, at least.

Another issue that may blunt certain categories’ chances of success is inventory. Unit sales in Irons and Woods have definitely been hampered by short supply this year. Containers that haven’t arrived from China have seriously affected the supply chain. This, along with COVID restrictions at production facilities, has slowed manufacturing. Some brands are now taking up to 6 weeks to build custom fit clubs, and inevitably, reducing sales.

Even with a few hiccups along the way, I still think we are going to be up on 2019, overall. We just have to keep our fingers crossed that we can keep the economy open, keep people safe and golfers on the courses.

Good luck for what is sure to be an interesting few months.