Golf Apparel Manufacturing & The Impact on Sales Presented by: Lisa Langas Director of Sales Sport Haley, Inc. Sport Haley, Ben Hogan, Bette & Court AGM Education Team All AGM educational materials are protected by U.S. Copyright and cannot be reprinted or used without the expressed written consent of the Association of Golf Merchandisers

Golf Apparel Manufacturing We all have the same goal: Provide products in a timely manner that customers want to buy, at the price they are willing to pay, and consistently meets their expectations for quality, fit, and performance. The Consumer drives the demand and supply cycle!

Agenda Agenda Manufacturing Process: Manufacturing Process: Inspiration Inspiration Design Design Sourcing Sourcing Lead Time Lead Time Re-order Re-order Costs Costs Re-order Re-order Golf Apparel Manufacturing Sales Cycle Sales Cycle Trend analysis - history Trend analysis - history Pre-booking process Pre-booking process Trend analysis – in season Trend analysis – in season Re-order process Re-order process Costs Costs Off Price Off Price

“Many times people buy from you not because they believe and understand everything you say about what you’re selling, but because you understand them, care about them and want to solve their problem.” Dr. Hugh Russett Golf Apparel Manufacturing

Manufacture/Product Inspiration Manufacture/Product Inspiration Apparel Trends - Men & Women Apparel Trends - Men & Women Colors Colors Silhouettes Silhouettes Fit Fit Style Style Adoption rate Adoption rate Translation into sportswear/golf apparel Translation into sportswear/golf apparel Inspiration Boards Inspiration Boards Combine inspiration ideas Combine inspiration ideas Tell a story, create a feel, feature a style trend Tell a story, create a feel, feature a style trend Gives the group/items an identity the consumer can relate to Gives the group/items an identity the consumer can relate to Golf Apparel Manufacturing

Manufacture/Product Design Manufacture/Product Design Take concepts from inspiration boards into the design of specific items - Take concepts from inspiration boards into the design of specific items - Fabric Fabric Style Style Silhouette Silhouette Pattern/Fit/Construction Pattern/Fit/Construction History of similar items History of similar items Key Items vs. fashion pieces Key Items vs. fashion pieces Lifestyle representative Lifestyle representative Golf Apparel Manufacturing

Manufacturing/Product Sourcing Manufacturing/Product Sourcing BOM – Bill of materials BOM – Bill of materials Fabric costs Fabric costs Trim and finishing’s Trim and finishing’s Duties Duties Fees for not meeting minimums Fees for not meeting minimums Units needed/Minimums/Yields Units needed/Minimums/Yields Approval of final patterns and fit Approval of final patterns and fit Negotiate final pricing and delivery Negotiate final pricing and delivery Place order Place order Golf Apparel Manufacturing

Manufacturing lead times Manufacturing lead times Materials supplied by customer Materials supplied by customer Basic item Basic item Fashion item Fashion item Shipping method Shipping method Customs Customs Quality control Quality control Golf Apparel Manufacturing

Manufacturing re-order process Manufacturing re-order process Length of selling season Length of selling season Relationship to current inventory still available Relationship to current inventory still available Fashion item Fashion item Basic item Basic item Excess inventory Excess inventory Golf Apparel Manufacturing

Manufacturing Process Costs Manufacturing Process Costs Design Design Materials Materials Shipping and handling Shipping and handling Sales monitoring Sales monitoring Missed business Missed business Excess inventory Excess inventory Lead times Lead times Import issues Import issues Golf Apparel Manufacturing

Sales Cycle Sales Cycle Trend Analysis - History Trend Analysis - History Vendor Vendor Price point Price point Style Style Color Color Sizes Sizes Relationship to delivery of inventory Relationship to delivery of inventory Visual presentation Visual presentation Staff training/product knowledge Staff training/product knowledge Golf Apparel Manufacturing

Sales Cycle Sales Cycle Pre-booking process Pre-booking process Open to buy – frequent smaller deliveries of merchandise Open to buy – frequent smaller deliveries of merchandise Assure inventory is delivered when you need it Assure inventory is delivered when you need it Best assortment of items Best assortment of items Cut to Order Cut to Order Order maintenance and updating Order maintenance and updating Communication with sales rep/vendor Communication with sales rep/vendor Golf Apparel Manufacturing

Sales Cycle Sales Cycle Trend Analysis – In Season Trend Analysis – In Season Vendor Vendor Price point Price point Style Style Color Color Sizes Sizes Relationship to delivery of inventory Relationship to delivery of inventory Visual presentation Visual presentation Staff training/product knowledge Staff training/product knowledge Golf Apparel Manufacturing

Sales Cycle Sales Cycle Re-Order Process Re-Order Process Pre-booking handles most re-orders Pre-booking handles most re-orders Know availability and lead times for basic and fashion items Know availability and lead times for basic and fashion items Selling season left Selling season left Relationship to delivery of inventory Relationship to delivery of inventory Visual presentation – work around other merchandise Visual presentation – work around other merchandise Staff training/product knowledge Staff training/product knowledge Golf Apparel Manufacturing

Resources Lisa Langas Lisa Langas Director of Sales Sport Haley, Inc. Sport Haley, Ben Hogan, Bette & Court Office Cell Association of Golf Merchandisers Association of Golf Merchandisers Desane Blaney, Executive Director PO Box 7247 Phoenix, AZ Phone: Fax: