tag:blogger.com,1999:blog-73495150788268113702012-02-16T08:40:51.724-08:00Successful Pro Shop entrepreneurs are always looking for new ways to enhance the ambiance of their shop, their product selection and their level of customer service. This blog will serve to facilitate that process by providing entries that address basic retail principles; new ideas in pro shop retailing and interviews with leaders in the industry. Stop by often, send a friend.craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.comBlogger711100tag:blogger.com,1999:blog-7349515078826811370.post-82488417702605040002012-02-11T05:32:00.000-08:002012-02-11T05:32:12.081-08:00

One of the most rewarding aspects about working in the golf industry is the interesting cast of characters that one gets to meet on both sides of the counter. Ken Bauer of Bauer International, Inc. is a world traveler with a family history and background that by itself is the grist for an incredible book. Early in his career he traveled to the far corners of the globe and garnered the moniker

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-50867451668307373842012-02-04T05:56:00.000-08:002012-02-11T07:42:00.629-08:00

Orlando is always fast-moving and it is difficult to focus on specifics as there are approximately 1100 exhibitors hosting a projected 40,000 PGA professionals, retailers and industry leaders. It is Mecca for the industry and interesting this year in particular for its array of new products, ideas and services. Obviously FootJoy and Addidas – Peter Millar and Fairway and Greene 

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-10267648648745014512012-01-06T19:45:00.000-08:002012-01-08T13:36:01.214-08:00

There was certainly some upheaval in the industry in 2011. Here are some 2012 thoughts from industry leaders who made a change.   "2011 was an outstanding year for our company, in spite of some of the most difficult weather for golf apparel retailing in the East. For fall 2012 we continue to update our Bob Timberlake outerwear with rustic, lifestyle pieces. Spring 2012 marks the launch of the

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-12153523964909023422011-12-02T11:17:00.000-08:002011-12-03T06:40:28.097-08:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-52575581152797446922011-11-26T16:49:00.001-08:002011-11-26T17:32:12.858-08:00

Being on par in terms of price and quality only gets you into the game. Service wins the game.- Tony AlessandraThis is a repost from a year ago, but is something I believe strongly in as a differentiator and appropriate for this time of year.I’m going to define salesmanship as interaction with a customer that produces a sale and start this discussion with first impressions. The customer

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-45431943743946747752011-11-19T12:45:00.000-08:002011-11-21T08:25:33.796-08:00

Holiday shopping officially starts next Friday and usually involves sales, promos and a Christmas party at most clubs. Merchandising this time of year should be seen as a unique opportunity to help members solve their gift giving needs, create a festive ambiance and lower inventory levels if your season is winding down.The center piece of this effort obviously should/could be a gift table and

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-25031785798643459652011-11-12T08:29:00.000-08:002011-11-12T09:01:23.360-08:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-91661373059040427642011-11-05T09:35:00.000-07:002011-11-05T10:33:10.644-07:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-50507737954744261352011-10-28T14:09:00.000-07:002011-10-29T12:00:42.223-07:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-60135794192069291332011-10-22T10:02:00.000-07:002011-10-22T11:52:26.138-07:00

To begin week two of Craig's Crossing I would like to genuinely thank everyone who contacted me this week with feedback about the concept. The effort has already generated traction with both vendors and shop managers who discovered one another at this intersection.Although some weeks will include an eclectic mix of interesting products/services, this week Craig's Crossing is dedicated almost

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com6tag:blogger.com,1999:blog-7349515078826811370.post-73619937938115543872011-10-15T11:07:00.000-07:002012-01-08T05:30:35.926-08:00

Starting with this entry, every Saturday I will post news, interesting products from the leaders of the industry and things that I have seen and liked. Since a crossing is a place where people meet and viewpoints can be shared and exchanged, Craig's Crossing will be all the more meaningfully informative with participation from you. Don't hesitate to email me anything news-worthy that you would

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-38849806208316541082011-09-22T04:59:00.000-07:002011-09-22T05:05:57.362-07:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-31719703905980353402011-09-06T11:50:00.000-07:002011-09-12T09:57:41.779-07:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-91811518125127377672011-08-27T15:17:00.000-07:002011-08-27T15:26:20.204-07:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-2851879255639209242011-07-19T08:02:00.000-07:002011-07-19T08:22:16.677-07:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-61215880565434961012011-06-26T10:37:00.000-07:002011-06-26T11:29:28.716-07:00

Do what you do so well that they will want to see it again and bring their friends - Walt DisneyThe culture of a golf facility is the quality that arises from a concern for service, protocol, and atmosphere. Creating The Culture takes vision, passion and total commitment. It is the sum of attitude, education, enthusiasm and language that distinguishes one facility from another

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-34987890535263976962011-06-17T11:44:00.000-07:002011-06-17T11:47:10.121-07:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-69924316692713345252011-06-04T01:11:00.000-07:002011-06-04T01:31:26.537-07:00

I received this email from Mark Killeen and was compelled to post it in its entirety immediately even though I’m sure it has probably been sent to most of the readership of this blog. The terms “partner” and “partnership” are used in every sales pitch but rarely defined and often misrepresented. I’ve known Mark for years and he always responds to any situation as a true partner who is willing to

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-14627317835165398302011-05-09T08:04:00.000-07:002011-05-09T08:18:07.980-07:00

<?xml:namespace prefix = o />There is not a name in golf with more emotional equity than Bobby Jones. The Legend in his own time…. and for all time.Bobby Jones remains the only golfer to ever win four major championships in the same year, the famous ‘Grand Slam of Golf.” His playing record alone is the stuff of myth, but there is also much more to his story. He is one of the most fascinating and

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-77812490388350582102011-04-01T15:20:00.000-07:002011-04-04T07:17:05.690-07:00

I have the pleasure today of sitting with Chuck Brannon (President and COO) and Jeff Armstrong (Vice President of sales and Merchandising) who are the key principals launching a unique and exciting new apparel line – Golf by James Warren. As the title of this entry indicates the uniqueness of this apparel begins with the “Made in Italy” aspect but does not end there. Chuck and Jeff see the

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-60792525118417023242011-03-07T17:51:00.000-08:002011-03-12T10:11:57.579-08:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-30910021232362277192011-02-19T06:49:00.000-08:002011-02-19T08:14:45.137-08:00

Before moving into the new season or reviewing the results from the one winding down we obviously should be looking at sales per category, margin and did our buy plan keep our space well merchandised without being over-inventoried. Over-inventoried is the key margin killer in most shops and that being the case worthy of some definition. There are basically three ways to be over-inventoried and

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-80236923131904198742011-02-03T14:24:00.000-08:002011-02-07T07:17:51.146-08:00

<?xml:namespace prefix = o />The PGA Show was by all accounts and according to everyone I spoke to a huge success. The week started for me at The PGA Magazine Merchandisers of the Year Conference at Reunion Resort where the PGA Magazine staff once again conducted a first class event with guest speakers such as Allen Wronowski, President of the PGA of America and a fashion show put on by Tehama

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-63767687815495705632011-01-07T06:06:00.000-08:002011-01-07T06:32:38.557-08:00

Brian Dobak’s website “Pay It Forward Golf “ is a terrific read for anyone in the industry but particularly for his target audience of assistant pros. Brian is as fine a young man as I have had the pleasure to meet in the industry. He is enterprising, enthusiastic and energetic and you only have to know him ten minutes to realize to what extent he is exceptional as far as those qualities go. I

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-5582443149925076862010-11-29T07:15:00.000-08:002010-12-06T11:17:10.996-08:00

A merchant who approaches business with the idea of serving the publicwell has nothing to fear from the competition.- James Cash PenneyThis will be the last of the Extra Mile series but perhaps the most compelling. "Follow-Up" is perhaps my favorite service topic and probably the easiest to institute.Once you have bought into pre-service, post-service becomes an automatic. The phone and email

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-71609490645276889612010-11-04T14:03:00.000-07:002011-11-26T16:46:39.921-08:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com2tag:blogger.com,1999:blog-7349515078826811370.post-81039589520746558852010-10-15T12:42:00.000-07:002010-10-16T13:10:16.071-07:00

<?xml:namespace prefix = o />Today, with increased competition, customers are much more discerning than they have ever been and only the retailers who understand this have been able to grow their business. Clubs as well as public courses that don’t provide commendable service, professional salesmanship and an incredibly friendly environment will not be attracting members who want to entertain

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-38977849770531601142010-09-27T18:42:00.000-07:002010-09-29T01:40:54.338-07:00

Here is a simple but powerful rule – always give people more than they expect to get.- Nelson BoswellThe major difference between Golf Shop Retail and other retailing is what I refer to as the Intimacy factor. The finite number of frequently visiting members and or regulars who are there to play golf, expanded by their guests is an intimate customer base. This is obviously more pronounced at

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-90636927014990475292010-09-18T07:57:00.000-07:002010-09-18T08:26:47.685-07:00

When someone mentions “exemplary service” as often as I do it is quite common to be quizzed about what specifically that phrase means. Does it mean simply being especially nice to customers? The obvious answer is yes, but exemplary implies pushing the envelope, always looking to make the member/ customer’s experience special in new ways without sacrificing anything that has proved itself well

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-51410033268535188922010-09-04T08:44:00.000-07:002010-12-06T19:30:44.172-08:00

There are a number of sales reps in the industry who are regular readers of this blog and while we have discussed in numerous entries how important it is to use them as a resource, this is the first entry that is focused on giving them something to use. The underlying theme of this discussion of closing a sale by “selling to space” can be used with any category of goods and in almost any retail

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-7649952862596752382010-07-31T11:45:00.000-07:002010-08-05T05:18:52.782-07:00

Depending on the facility, shop credits either won by or awarded to members/regulars can vary from zero to a significant percentage of the overall business. I’ve talked to many pros who say their members hold their credit until the end of the year and they manage their Christmas business and end of year inventory on the outstanding credit still to be redeemed. Because of cutbacks in trying times

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-56086347461306077502010-07-03T06:22:00.000-07:002010-07-03T07:28:47.853-07:00

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craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-65880876586841972022010-06-03T11:28:00.000-07:002010-06-05T06:48:48.671-07:00

Golfer Experience Management Solution (http://www.thegemsolution.com/) is a service package designed specifically for Golf Clubs that are attempting to provide not just satisfactory but exemplary customer service to their members and guests. Following the model of all great retailers this level of service demands customer profiling and the creative use of the information retained. Patrick Seither

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-53565068731901005382010-04-28T07:24:00.000-07:002010-05-22T20:19:57.050-07:00

Any discussion of pricing or markup formula at most golf facilities is best avoided for two reasons.1. There doesn’t seem to be any two pro shops that markup product quite the same.2. There seems to be some sort of hallowed reverence at most shops regarding the markup formula that is employed – perhaps because of some noteworthy history as to its inception.Retailers everywhere are experiencing

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-91038337604669342962010-04-17T09:23:00.000-07:002010-05-22T20:14:47.858-07:00

There is a misconception that seems to be running rampant in the golf industry that a ‘push-button’ open-to-buy plan is the be-all, end-all to insuring success at Pro Shop retail. While it would be nice if this were true it simply is not. Before buying the software or placing your financial future in the numbers this type of reporting provides, let’s tear the concept down a bit attempting to

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-31784526575528061242010-04-07T15:23:00.000-07:002010-05-22T20:17:23.491-07:00

Of all the concepts and buzz-words developed in my manual “The Winning Golf Culture” the one that has gotten the most feedback is the wow factor. I have had dozens of pros tell me that their staffs are buying into the idea that every day, every round and every customer are opportunities to create exceptional experiences and memorable moments that will have people talking about their facility and

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-1608976489965046492010-03-12T18:40:00.000-08:002010-03-12T18:44:38.074-08:00

The new season is right around the corner. I thought it would be a good time to revisit this entry posted back in 2008. In between snow storms in February I sat in on a lot of service seminars and the Johnny the Bagger story is always well received as an opening. To get your staff pumped up and ready to kick off the coming season, plan an inspirational seminar or dinner where everyone is expected

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-83559461237492836922010-02-28T13:38:00.000-08:002010-03-01T04:37:35.848-08:00

My friend Ann Liguori is a renown sports talk show host for radio and television, WFAN Radio's golf correspondent, author of “A passion for Golf” and President of Ann Liguori Productions, Inc.Ann’s book is a collection of interviews Ann conducted on the golf course, with legends in sports, entertainment and business, talking about their success stories, their passion for golf and what they bring

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-23477727556170981432010-02-07T20:19:00.000-08:002010-10-17T16:10:12.071-07:00

Since making the Merchandise Buy Plan Guide available in July of 2009 I have had a number of requests to offer a manual of service and sales advice for those clubs attempting to raise the bar regarding staff and facility culture as I do with my clients. I have written a 40 page handbook entitled “The Winning Golf Culture” providing tools and inspiration and taking advantage of the unique

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-59314841929635756252010-01-09T14:02:00.000-08:002010-02-07T20:13:47.525-08:00

The NFL has Peyton Manning and Brett Favre and this time of year endless talk about who is the Most Valuable Player.The golf retail industry has had many worthy performances on both sides of the table, but the Successful Pro Shop (SPS) vote for MVP for 2009 goes to a rookie. In a year when golf shirt vendors were going out of business at a staggering rate who would have thought that an upstart

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-36782848839805801012009-12-21T19:35:00.000-08:002009-12-26T13:29:14.979-08:00

2009 was, in fact, “Darwinian”. Retail evolved, in many respects quickly, because of a much more value–driven and discerning consumer. Golf retailers, typically more insulated and slower to react, sat in some cases like deer in the headlights and were appropriately run over. Those still standing are in an incredible position to prosper as certain fundamentals have not changed.1. Pro Shops have

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-30365640658491457582009-11-29T19:26:00.000-08:002009-11-30T05:23:25.224-08:00

The Merchandise Buy Plan Guide explains the homework and process involved in determining the proper levels and turns of inventory, categories and vendors. It is written generically enough to apply to any pro shop or retail situation. It does not discuss the need to be strategic with the choice of product and vendor as this is obviously different per shop.The blueprint for your shop’s buy for the

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-21256310229426206582009-11-11T16:50:00.000-08:002009-11-11T19:00:46.635-08:00

Most Pro Shop owners and managers agree that there is a legitimate category of business that has to do with the male golfer taking home a gift to his significant other after a day on the links. Acknowledging that this business exists or has the potential to exist is easy – finding the right product to go after it with is another story. I am convinced that apparel is not the answer and that it is

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-42372948843939408372009-09-26T10:59:00.000-07:002009-11-11T18:59:14.079-08:00

The successful pro shop in today’s competitive economy is providing "cutting edge", "think outside the box", exemplary service. Anything short of this does not provide the total golf experience that creates word of mouth marketing and should be considered a wasted opportunity. In previous blog entries I have talked about the Nordstrom approach to retail service, the concept of keeping in touch

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-38268768106932270752009-09-12T07:04:00.000-07:002009-09-26T11:58:46.683-07:00

I was able to spend some time recently with the principals at Peter Millar in their showroom in Cary, NC and listen to them discuss the spring 2010 line and the inspiration for some of the changes and additions. Chris Knott (founder and overseer designer) and Scott Mahoney (President) have become good friends of mine because of their passion for style and their commitment to some of our mutual

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-9097375241866762842009-07-26T09:50:00.000-07:002010-10-17T16:11:57.264-07:00

Since putting the blog together in December of 2008 I have had a number of requests to offer a guide to the methodology I use to create buy-plans for my clients. I have written a 20 page guide providing, step-by-step, the thought process to formulate a buying strategy which will make your shop well merchandised but not over-inventoried. This buy plan technique is one which has impressed every

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-20405018255350161152009-07-09T14:35:00.000-07:002009-07-09T15:54:31.083-07:00

For more than 15 years, Fairway & Greene has produced the best cotton shirt in the golf business. Measured in terms of quality, sell through and perennial awards and accolades from the likes of the Association of Golf Merchandisers (AGM) and PGA Magazine, the company has firmly established itself as the industry leader. Since its inception in 1995, the company has remained dedicated to a focused

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-77871752704450136402009-06-28T12:21:00.000-07:002009-07-03T09:04:55.644-07:00

I’m posting this letter from the House of Carrington to their customers as a blog entry for a number of different reasons. Their letter reflects the times as well as the state of business at the House of Carrington and is extremely well written. The principles who run the company, Andy Bell [President] and Jared Henzlik [Vice President], have become good friends and have great product. Their web

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-20259921198876166002009-06-16T22:06:00.000-07:002009-07-07T09:52:40.946-07:00

I was in a pro shop recently on a bad weather day at a fairly high-end club. There was no play and one assistant pro [Jim] behind the counter when a member walked in and announced that he needed a rain-suit and that he was leaving for Scotland in two days. I saw Jim frown but offer to help the member see if they had what he needed; they didn’t have the large he needed. When the member left Jim

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-57509100208395625202009-06-04T17:39:00.000-07:002009-06-04T17:40:52.610-07:00

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-39999486954266563242009-05-28T15:12:00.000-07:002009-05-30T10:39:04.769-07:00

I recently had the pleasure of spending a day in the New York offices of the Greg Norman Collection visiting with Mike Elliott (V. P. of Sales), Jim Annese (Sales Manager) and their talented staff. The acquisition of GNC by The Tharanco Group is being applauded on the inside as a partner who will greatly enhance Norman’s efforts to be the leading authentic golf lifestyle brand, combining

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-3318843453494315192009-05-14T23:42:00.000-07:002009-05-28T13:59:00.324-07:00

The May Newsletter from Pima-Direct headlines two retail strategies and suggests that you choose one for 2009. The ‘Ostrich Strategy’ shows a cartoon of an ostrich with his head in the sand and enumerates the keys to the strategy of doing nothing and the expected results. The ‘Get Promoted Strategy’ contrasts the ostrich cartoon with a picture of a shirt and tie merchant carrying a huge ten

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-89833099678581596292009-05-06T09:34:00.000-07:002009-05-06T09:47:30.216-07:00

The readership of the blog has grown exponentially since the Orlando Show to the point where there are readers in 40 countries. While some of these readers arrive at the blog as a result of Google searches and the like most come to it because an existing reader has forwarded them the Blog address. In other words, the major growth has come about as a result of those in the industry who have an

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-54899649293679205702009-04-21T04:52:00.000-07:002009-05-28T13:32:48.022-07:00

About ten years ago there were a number of companies competing to own and IPO the online tee-sheet business. Part of the marketing strategy of these efforts was to promise the shops they were partnering with free in-store kiosks where members/customers could make tee times online and/or shop with participating vendors in real-time inventories tied into POS systems which were also going to be

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-6975253373559438332009-04-14T20:14:00.000-07:002009-05-30T10:41:13.602-07:00

The season is upon us and avid golfers are playing as weather permits. In many cases local courses and clubs are expecting rounds to be up as players and members will be traveling less to play and wanting to take maximum advantage of their memberships and/or the pricing at local public facilities. Consumer spending is at a low the likes of which we haven’t seen in quite some time, but it is not

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-44210305531633668032009-04-14T18:48:00.000-07:002009-04-14T18:50:50.605-07:00

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-40152935850139313832009-04-02T22:55:00.000-07:002009-04-05T10:46:21.582-07:00

One of the most firmly entrenched names in golf is now a startup apparel line. Anyone reading this blog knows at least some of the history of Donald Ross and can probably tell you their favorite Donald Ross course. Rob Stein and Paul Wold have put together an incredible selection of micro-poly shirts and merino wool over-shirts and are also in the logoed blazer business. I’m sure almost no one

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-41690032589342873022009-03-21T10:32:00.000-07:002009-03-21T10:53:29.020-07:00

Today’s entry will be suggesting an upgrade on the concept most commonly labeled ‘The Trunk Show’. Invite one of the major apparel vendors to set up their entire line of samples for the coming season including any item that they currently have in inventory so as to be able to pre-book as well as take at-once orders. Set up in a conference room or grill room; any space that is appropriate to

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-40078137360700678242009-03-20T12:05:00.000-07:002009-03-20T12:11:01.391-07:00

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-14385232393663067012009-03-09T19:42:00.000-07:002009-03-10T14:58:52.639-07:00

No one wants to predict doom and gloom, however it is probably true that the typical shop this season should be projecting a decline in volume. Let’s take a worst case scenario of a 20% decrease for a theoretical shop doing $400,000/yr. Our hypothetical shop is now looking at $320,000 total revenue. Three things become immediately apparent: · There is still 80% of the business to manage and the

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-52290567682359764792009-03-02T11:41:00.000-08:002009-03-06T00:50:57.359-08:00

Successful apparel buying for any retail space, including the typical golf pro shop, is about 80% science and 20% art. Everyone is an “artist” but very few “buyers” in golf fully understand the science.The philosophy that makes the most sense for golf pro shop retailing and the areas that I work to improve both with the blog and hands-on with CK Consulting can be summed up in a few key phrases. A

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-22436099200358566292009-02-28T09:53:00.000-08:002009-02-28T10:11:44.941-08:00

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-88156463806045878062009-02-18T19:43:00.000-08:002009-02-28T10:00:25.503-08:00

In Pro Shop parlance, 2009 may be remembered as the year of the “affordable souvenir”. Keep this and return on investment in mind as you think through product selection and prepare your staff for the upcoming season. The Winston Golf Company mentioned last week has some great products that fit this definition such as stainless mugs and coaster sets but probably the easiest way to provide this $25

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-64544237484083782892009-02-12T21:47:00.000-08:002009-02-14T08:29:50.587-08:00

The next time you are looking for something special to boost shop sales or a tournament favor that they’ll talk about for a long time put Andy Renshaw and Andy McDurmon to the task. If you can dream they can build it. Probably they’re most famous piece is the Merion Ice Bucket which is featured in their web page catalog. [the link to Winston Golf is on the right under Sites to Visit]Winston Golf

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-78014231324281826432009-02-04T17:29:00.000-08:002009-05-30T10:43:17.641-07:00

The PGA Golf Show in Orlando was in many ways the same as it has been for years – same look, same hawkers and the same all-stars. There were a few new names, lines and innovations. Some of those I found interesting I have listed to the right of this entry and in some cases will discuss in future entries. The one underlying theme that was different and certainly touched everyone was the economic

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com3tag:blogger.com,1999:blog-7349515078826811370.post-59369669070117282002009-01-24T14:18:00.000-08:002009-01-25T06:44:34.759-08:00

Slacks, pants and shorts in most shops are at best a neglected category. Sales have never proven the worth of investing in any significant inventory and considering the sizing issue any attempt at having a selection becomes too big a risk.The typical apparel vendor understands this dilemma and tailors their line accordingly. They carry basic cotton twill and micro-fiber slacks precut to three

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-45276058605260759182009-01-10T12:32:00.000-08:002009-02-07T12:09:19.055-08:00

T.S. Elliott believes April to be the ‘cruelest’ month. In the golf industry in the mid-Atlantic it is most definitely January. Most facilities get little or no play but stay open, incurring the expenses of being open – not the least of which is staff payroll. Since there are warm bodies on board and marketing in the shop should never come to a halt, here is an idea that is perfect for winter

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-12202937726162323702008-12-28T12:45:00.000-08:002008-12-28T12:48:00.649-08:00

In an effort to increase sales in the shoe category provide your members/customers with better service and information about one of the most important pieces of equipment in their repertoire. The most effective way to accomplish this is to invite the sales associate from your major shoe vendor to make a full blown line presentation and product-knowledge seminar to your entire professional staff.

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com1tag:blogger.com,1999:blog-7349515078826811370.post-35942478971254334682008-12-25T09:30:00.000-08:002008-12-25T09:44:04.298-08:00

About five years ago I visited Nordstrom in Towson, Maryland and was kicking tires in the men’s department when I was approached by Amanda. Amanda had let me start touching the sport coats in my size before she struck up a conversation. She did not ask me if she could help me but began by telling me some things about the Joseph Aboud clothing line which happened to be the designer of the blazer I

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-60954048011598021352008-12-22T12:38:00.000-08:002009-03-01T09:16:43.938-08:00

Custom Ball ProgramAny initiative that reduces inventory and increases sales needs to be seriously considered. The most impressive promotion I’ve worked with lately that accomplishes this has been the Personalized Golf Ball Program. This exclusive program maintains an inventory of at least 3 dozen personalized golf balls in stock at all times for members and/or any regular clientele. The service

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0tag:blogger.com,1999:blog-7349515078826811370.post-39212459383223220552008-12-19T08:57:00.000-08:002008-12-22T08:47:57.645-08:00

The new season is right around the corner. To get your staff pumped up and ready to kick off the next 12 months, plan an inspirational seminar or dinner where everyone is expected to come up with a new and innovational customer service idea and pitch it to the group. Stress thinking outside the box and that there are no bad ideas. Below is a great story to start the meeting.This story was first

craig kirchnerhttp://www.blogger.com/profile/03122823311544852130noreply@blogger.com0