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tony@CIC

Manufacturer's incentives

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It seems like some pro shops push certain club manufacturers. Do some pay special incentives or "spiffs" for promoting their products?

 

 

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Yep,  there are incentives and many of employees at the golf stores are staff players for particular brands.    I am sure some stores ore employees push product more than others,  but we do have to remember they are for profit businesses. 

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It seems like some pro shops push certain club manufacturers. Do some pay special incentives or "spiffs" for promoting their products?

 

 

Sent from my iPad using MyGolfSpy

Back when I worked in sporting goods stores selling shoes, EVERY company came by with promotions for us. I’ve won shoes, clothing, even a kayak once, so I’m sure the golf reps do the same thing.

Plus, I would think margins are different too, so they might want to push the clubs with the higher return.

 

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Yes, some clubs have spiffs attached, some have higher margin, some get a bonus on sell through.

That said some reps just like a certain club or brand and will push that based on personal experience.

If you are just talking course pro shops though, they typically don't have the sell through of a retail store and will only carry one or two OEM's.  

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Margins have a lot to do with the on course Pro shops. There are certain 'Major' brands I cant get thru my shop, even their balls, as the margin is so low for the pro it's not worth taking up valuable space just to make a few £'s/$'s on a Club, or even less on the balls.

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Not much else to add. Like they said Tony, there are incentives to sell.

 

The best spiff’ed clubs I’ve ever seen were the Wilson Deep Red and the Nicklaus Air Max. Customers would expect to walk home with an R580 or 975LFE/JVS and we’d say, give these a shot.

 

I could see how someone would think it was pushy or manipulative to add those to the mix as they had attractive incentives. Truth told, the Nicklaus at that time was hands down one of the best if not the best performing drivers in the shop.

 

 

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Incentives stretch across multiple industries. A good friend of mine worked for a few large musical instrument stores, and he would get different spiffs or free gear for selling certain amounts of specific brands. Thankfully they were all high quality and reasonably priced so he never felt like he was pushing inferior or overpriced gear, but he'd often let a bunch of us know which brands he was getting better spiffs on if we were looking to make purchases. 

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I've had conversations with the pro at my club about the OEMs he carries and the products he stocks are often dependent on personal experience as well as local golfer perceptions. I think he's carried just about all the major OEMs at one time or another, but for the past few years it's been Ping and Titleist plus the addition of Callaway last year. Previously he stocked Taylormade, but I believe there were some issues with that and I don't think he intends to carry their stuff again unless TM makes significant changes. That said, like most green grass shops, he has accounts open with pretty much everyone and can get golfers whatever they're after. What he stocks in the club house dictates what kind of fitting tools are made available to him. He currently has full fitting carts for Titleist and Ping, but only a few demo clubs from Callaway (I think this might be changing though - pretty sure the new Asst. Pro is a Callaway staffer).

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No doubt this is common practice I was told by a Dicks sporting goods employee that Callaway reps provided them with a lot of training on the products and how to push them to customers they also pay for certain up front space in the store...soft is slow

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