Get Set for 2019

With the build-up to Christmas well and truly underway, most retailers are trying to maximise their sales and take advantage of all the festive fervour. I’ve seen some great promotional efforts in golf clubs around the country. It’s amazing who has a special Christmas suit!!

While most people won’t start thinking about 2019 until long after the turkey has been eaten, there’s no harm inputting some thoughts together in preparation – especially as we all want next year to be “the best one ever”. Again.

Principle Planning

The main area for consideration here is planning. In Crossover’s recent Pro Shop Retail  Tips advice article, we brought up, what is, for many, the dreaded topic of budgeting.  This may not be the most popular area of business, but it really is a key part to running your store. I’d encourage all business owners to spend a few hours over the coming weeks to make sure they have all their numbers together. If you want to have a really Continue reading “Get Set for 2019”

When a Brand goes Direct to your Customer

Thanks to Head PGA Pro Michael McCrudden from Roe Park Resort in Northern Ireland, for this Tweet:

“Hi Phil, any chance of a blog post on how to deal with suppliers going direct to consumer and cutting out/by-passing bricks and mortar retailers like the green grass PGA Pro?”

This is a great question, and one that seems to be a really hot topic at the moment. Whilst I can’t provide you with a silver bullet, I might be able to provide some insight in to why brands are doing it, why consumers like it, and how retailers can respond.

So, here goes!!

Why Do Brands Go Direct?

It’s only since we have moved in to the digital age that brands have been able to interact directly with the consumer. In the past, manufacturers relied on distributors selling Continue reading “When a Brand goes Direct to your Customer”

UK Golf Retail: September 2018 Update

For most, the overriding memory of September will be the barn-storming Ryder cup where Europe produced an overwhelming, if unexpected, victory. Some outstanding performances from both the old guard and the rookies. It’s always good entertainment when the postman delivers!

the postman delivers

When most of the golfing community was still pumped with positive energy, some of the air was let out of the tyres by the news that American Golf – Europe’s largest specialist golf retailer – was up for sale under, what seemed to be, negative circumstances. More about this next month, but for now, let’s hope the new arrangements allow AG to be successful, and the industry continues to grow.

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phil-barnard-review-2019-xpos

UK Golf Retail: End of Summer 2018 Market Update

Well, the sun kept on shining and England carried on playing football. That was the story in July, and it seemed to have a real impact on the UK golf market.

Cutting straight to the chase, July was down 7.3% Vs 2017 according to Golf Datatech‘s retail Audit. In fact, July ended up significantly smaller, in terms of sales, than April, May and June – which is very unusual.

English summer

What was to blame? The World Cup or the weather?

Well, July saw 38% more sunshine than usual, and 34% less days of rain. And with the high temperatures we experienced, my concern was that, whilst sunshine is great weather for golf, it was just too hot for some people.  However, it didn’t seem to go that

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UK Golf Retail Market Update: June 2018

And the sun kept on shining!!

It wasn’t very long ago that I was all doom and gloom. Poor weather at the start of the season was having an impact on sales, and the market numbers were down. But since April, I have been repeating the same old story – the sun is out and people are playing golf and spending money.

Its incredible how dry it has been. You only had to look at the Carnoustie during The Open, to see how much so..

Carnoustie golf course brown

.. with the few lush greens a stark contrast to the scorched brown rough and fairway. A pretty setting, for what ended up being, a fantastic Open.

Continue reading “UK Golf Retail Market Update: June 2018”

3 Reasons to Put on a Sale

Discounting stock for the wrong reasons will cost your business dearly. In fact, without a strategy in place, sales can even be dangerous to your business: lowering your Average Sales Price (ASP) and reducing overall profits. To maximise the opportunities of a sale, retailers need clear objectives, says Phil Barnard.

Some might say that you don’t need a reason for a sale. We know customers love a bargain, (who doesn’t?), and sales are something most retailers do intermittently throughout the year.  However, sales need to be planned as part of your business strategy, and with specific reasons in mind. Putting on a sale because ‘it’s that time of year’, could have a negative effect on your bottom line.

So how can you ensure your sale will bring the maximum benefits to your business?

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Female Attraction

When it comes to numbers of women golfers, the UK is lagging behind other European countries. Fortunately, associations such as the R&A are taking big steps to help the situation, but what can Pro’s and clubs do, at grass roots levels, to attract more women to the sport? Crossover Chairman, Phil Barnard, talks seeds of change.

This year marks the 100-year anniversary of the Suffragette victory to secure voting rights for women. It’s a landmark year, but, while UK school children have been marking the occasion with themed events and special talks, some golf clubs are only just clearing away hugely prejudicial signs, such as “No Women or Dogs Allowed”.

It’s no surprise that the UK has one of the lowest percentages of female club members than many other European countries. At approximately 15%, the UK is overshadowed by Germany at 35%, and Sweden at almost 30%.

Continue reading “Female Attraction”