Embed Size (px)
Citation preview
The eCommerce Network of Golf
PGA Show [email protected]
Your entire product line available at Green Grass
What is eShop4Golf?• An ecommerce technology company providing Green Grass
the ability to participate in the growing ecommerce dynamic.• An opportunity to sell your brand at accounts/management
groups even when they do not stock your products• An added way for avid and core golfers to be exposed to the
breadth and depth of your product offering through their affinity relationship with the club they play at and the club’s website they access when making tee-time reservations
• A “sell-through” assist at Green Grass• An “impulse purchase” opportunity that wouldn’t otherwise
occur in a pro-shop• A more profitable sale: “green-grass” vs. “off-course”
Green Grass account installs a special personalized link on their website and immediately get access to a fully “stocked” eShop
Woods
Irons
Etc.
OEMsPricing@ MAP
Aviara CC
La Costa CC
Sahalee CC
Aspen-Glen
Plantation
OEMs• Manage product catalog• Define inventory levels• Drop ship orders
Retailers• Add link to website• Manage pricing >MAP• Drive traffic to site
eShop4Golf• Develops the network• Manages the network• Process transactions
Fully Stocked eShop
• Green Grass account installs a special personalized link on their website and immediately get access to a fully “stocked” eShop
• Minimum pricing set at MAP throughout the network• Pro has pricing control “above MAP”• Golfers/members access site and order goods• Orders first routed to pro-shop for fulfillment from course inventory• If not fulfilled by store then direct fulfillment from manufacturer• Golf Professionals earn full margin less 4% HG and 6% SG• Manufacturers paid immediately wholesale less eShop discount and
prompt-pay discount.
How it Works
4 OEMs• Channel efficiency/ROI• Product depth & breadth• One-Click to broad reach • More profitable sales
4 Retailers• Can sell full OEM product line• Service membership• No “tech” needed• Increase pro-shop revenue• Stable operating margin• Competitive with box stores• Product launch
4 Members• Choice• Price• Convenience• Buy local
Why eShop4Golf
Q & A – What is my Revenue Opp• The NGF estimates that 20% of all $$$ in Golf are sold online and the GG
share is virtually 0% even though they have all the members…• The total ecommerce market is >$1B and growing• We are targeting locations that can generate +/- $30,000 in TOTAL
eCommerce transactions per door per year in hard goods, soft goods and accessories combined.– ecommerce industry average as a % of total transactions is +/- 20% we
forecast 5%– Our pro-shop target is an account with annual store sales of +/-$600,000
• Estimate your “brand share”• For example, a +/- 3% brandshare brand across the spectrum of golf
product sales: – 1,000 door @ $30,000/year x 3% = $900,000 opportunity – 2,000 doors = $1,800,000
Q & A – Jeopardize Relationships?
• There are no change to your one-on-one engagement with your accounts. • OEM is in full control of which products are featured on eS4G.
– OEM can elect to make some products exclusively available via in-store programs– OEM can leverage that control to tie representation on eS4G to an in-store product
representation program -- “buy-in to the XYZ 12 wedges system and if you are on eS4G the line of wedges will be made available on your eShop”
– A nice way to enhance your relationship with your accounts to demonstrate that you further help them with their sell-through since orders placed on-line via eS4G are first fulfilled off in-store inventory
• eS4G may give you reach at facilities with “OEM Exclusive” (i.e. Titleist)• eS4G may give you reach at facilities that do not stock your products• eS4G may make it more economical to serve accounts in remote areas
Q&A – # of Accounts/How?• Targeting 1,500 in 2014 growing to 5,000 by year end 2015, • Appealing value proposition to Green Grass:
– eS4G is affordable with either $299 set up fee or a Freemium Plan– no minimum commitment in the first 12 months.
• Complete Go-To-Market Plan: – Focus on Golf Groups (Sequoia, Century Golf in, discussing with Troon, Club
Corp, etc.)– Trade Shows (Vegas, Orlando, NGCOA) – technology pavilion – Internal sales efforts– Strategic partnerships (USGA)– PGA Sections
• Trade Press
Marketing
Sales
Reach
EvolutionaryModel
• Show channel support• Expand GG distribution• Reach core avid golfers• Empower home pro staff• Product depth & breadth• Digital campaigns
Control & Flexibility
You decide• MAP across network• Included products• Product images • Product claims• Inventory levels
Maximize Channel Benefits• Implement manufacturer incentives• Green-Grass exclusive opportunities
• More products in more shops = more sales• Upsell / Cross-sell & recommendation engine
Your Most Dependable Partner
How To Get Started?• Submit a “Catalog Review Request” online• Our panel of Merchandisers will review the fit of the
product offering • If there is a fit:
– Enter into a contractual agreement defining the respective obligation of the parties
– Identify the method of product transfer/upload – small upload fee per product applies
