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Inside the world of PGA Tour reps

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The average golf fan probably doesn’t know much about tour reps. They’re masters of product knowledge, golf sense and interpersonal relations, and occupy the practice areas of the golf’s professional tours from Monday through Thursday to serve the players’ needs.

[quote_box_center]“It’s always been kind of a secret thing as far as what we do,” said David Wilson, a long-time tour rep who works for True Temper. “Most people show up on Thursday to watch the tournament, but we’re already gone. Once you tell people about what you do, they’re like, ‘We had no idea that even existed.'”[/quote_box_center]

Beyond the club and component reps, there are also “product” tour reps, eager to get their goods in the hands of golf’s professional elite. Rich Massey, tour rep for the DST Compressor training aid, is one such individual. He’s in the midst of an explosion of tour players using his product.

“Rich, he’s got that new club out,” Wilson said. “You get a couple of guys trying it, all of a sudden, they’ve got it on TV. I’m sure he’s getting hit up for guys to try it.”

Indeed he is.

The product ”kind of became viral,” Massey said. He explained that when he began showing the curved-shafted training club to teachers such as Sean Foley and Todd Anderson, every single one of them said, “This is genius.”

“It’s pretty powerful when you can get guys out there to talk about it like they are,” Massey said. “It makes my life easier.”

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Rich Massey at work, DST Compressor in hand.

But tour reps aren’t stalking PGA Tour ranges making the hard sell.

“In reality, I’m not selling it at all,” Massey said. “According to the standards, you’re not allowed to openly solicit a player … so I can’t just walk up to a player and say, ‘I have this great club. Want to try it?’”

So how does a product rep get his goods in the hands of a player he doesn’t know?

“Ryo Ishikawa is a perfect example,” Massey said. “I got introduced to him by his caddie. I showed him the club. He was interested right away.”

It’s as easy as that — if you have a product players like and that’s beneficial to them. If not, well, there’s not much you can do. Massey indicated he’s seen many products on the range that you can’t give away to the pros.

Of course, you don’t always need an intermediary to talk to a player about a product.

“The scenario is slightly different if a rep has an existing relationship with a player,” Massey said. “If I already have an existing relationship with a player, I can walk up to him and talk to him about anything I want.”

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Massey “socializing,” a key component of the job.

That leads us to the value of building relationships.

“Obviously, out there we’re doing a lot of socializing…talking to guys…telling stories,” David Wilson told me. “It’s all about enjoying those relationships, [enjoying] talking to the best players in the world about their lives and their families.”

There’s a lot of chitchat on the ranges of the PGA Tour. But as Massey noted, it’s not always about the subjects you might expect. One hot topic recently? Underwear. It seems that the new 2UNDR Swingshift Boxers are making quite a splash. One golfer has been particularly vocal about his delight with the support he’s getting: Jason Bohn.

“You would have thought he was a salesperson for the company,” Massey said of the 41-year-old tour veteran. (Sidebar: As you can see, Bohn enjoys bringing attention to that region of his anatomy).

So, how does one make it to the (usually) plush green grass of the PGA Tour’s ranges to pitch products and attend to players’ needs every Monday through Wednesday?

“There’s all kinds of different scenarios for how guys get to the PGA Tour,” Wilson said. “A lot of them are ex-players. I did half a year on the Web.com Tour … been doing the PGA Tour for the last 15 years. Keith [Sbarbaro], who works for TaylorMade, he was a good player. He played with Phil [Mickelson]. A lot of these guys, they’ve been in the industry for a long time.”

IMG_6594

David Wilson strikes a pose in a tour trailer.

And how many of these experts in product knowledge are there from each manufacturer? It varies, Wilson said.

“TaylorMade, they probably have three reps that are taking care of players on the range. You have a putter guy. You have two guys in the van that are doing all of the building. Titleist usually has one or two ball guys out. They’re doing testing, [they have] guys in the locker room stuffing lockers. For the last 14 years, I was the only individual representing Aldila.“

The average day for a tour rep is a long one. They usually get to the range around 7 a.m., so they can catch players early in the day. An once the players’ golf shoes hit the ground, it’s crunch time.

“We basically have three days to work with these guys,” Wilson said. “If there’s an issue, you know. If the driver is spinning too much, etc. We have Monday, Tuesday, Wednesday to try to get that figured out.”

The goal is simple for a rep, but the responsibility is huge, especially for those working for major OEMs.

[quote_box_center]“Your overall goal is to get the players to play your products,” Wilson said. “Having those friendships, building those relationships is super important. They put a lot of trust in me. We have the ability to use TrackMan. These guys are playing for a lot of money and you’d hate for them to be playing the wrong product. There’s a lot of emphasis on making sure that their drivers are right, making sure their lofts and lies are correct, making sure that their grips are what they want them to be. There’s a huge checklist.”[/quote_box_center]

Also huge? The payoff.

“For us to be able to work with them and know, ‘Hey, I had an influence on building that driver that Jordan Spieth just won with.’ It’s huge,” Wilson said.

There are innumerable moving parts in a PGA Tour pros’ success, and it’s a team effort for sure. The Tour pro of today is much more akin to a NASCAR driver than the pro of 75 years ago, who hocked balls in a shop and played events when he could.

“There are some really smart guys that work on the PGA Tour,” Wilson said. “There’s guys that have been doing it for 20-plus years.”

Being part of the team is, as you would imagine, rewarding, and turnover isn’t high.

“We’re all kind of a traveling circus…play golf together…have dinners together,” Wilson said. “Most guys that get out here, they don’t leave.”

Can you blame them?

Ben Alberstadt is the Editor-in-Chief at GolfWRX, where he’s led editorial direction and gear coverage since 2018. He first joined the site as a freelance writer in 2012 after years spent working in pro shops and bag rooms at both public and private golf courses, experiences that laid the foundation for his deep knowledge of equipment and all facets of this maddening game. Based in Philadelphia, Ben’s byline has also appeared on PGATour.com, Bleacher Report...and across numerous PGA DFS and fantasy golf platforms. Off the course, Ben is a committed cat rescuer and, of course, a passionate Philadelphia sports fan. Follow him on Instagram @benalberstadt.

15 Comments

15 Comments

  1. Carlos Danger

    Apr 17, 2015 at 2:07 pm

    What is done with all of the “Tour Issue” equipment once the players have tried it out and its taken out of the travel inventory? I see so many Tour Issue claims for clubs on Ebay as well as the classifieds here on WRX. Are all of these clubs really Tour Issue or just a way to get some dope like me to pay an extra 50 bucks? If they are TI, how do they get circulated out into the public?

  2. Tom Wishon

    Apr 17, 2015 at 1:26 pm

    This story brought back a pretty funny comment told to me by a product development exec with one of the OEMs from years back when we were killing time before a group meeting at a past PGA Show and we just happened to be talking about the tour and tour reps.

    I won’t get it verbatim but his comment went like this . . .

    “If your daughter comes home and tells you she has fallen in love with a PGA Tour Rep, tell her she’ll be fine as long as she is OK with him never being home and OK with her never having the last word in any discussion or argument.”

  3. Alex

    Apr 16, 2015 at 11:21 am

    Good read. It’s seems like a great job hanging around the big time pro golfers and best courses. A kind of a dream job.

  4. RG

    Apr 15, 2015 at 7:44 pm

    golf is like acting. It’s no way to make a living unless your at the very top.

  5. Johnny

    Apr 15, 2015 at 1:12 pm

    Those jobs are definitely those whose been on the mini or Web.com tours but couldn’t hack it on the big tour. After all, with millions of dollars on the line every week who would the average PGA tour player trust? A person who just graduated from college in accounting or a guy whose been in their shoes and the same trenches they now occupy?

  6. Mike

    Apr 15, 2015 at 12:07 pm

    Experience and who you know….That’s the way

  7. Walter Pendleton

    Apr 15, 2015 at 12:01 pm

    Great job if you can get it…three day work week, two days of driving to the next event, two to three days off spending money not in your budget, eight to 10 weeks consecutively living in hotel rooms and eating on the road – with a limited hotel and food budget. Personally, I’d have to have a piece of the profits or project – if the secret to a club or product going viral is based on it being used by the players. FYI – They are probably a difficult client to keep happy…better have a home run product for this investment to work! DREAM JOB…I DOUBT IT ~ Walt in Augusta

  8. Matt

    Apr 15, 2015 at 11:54 am

    Not really a dream job if you have a Family. You log a Gazillion miles every year and are gone for most of your young ones important milestones in life. If your a 20 something and like to travel then it could be a good fit.

  9. WLDCHLD22

    Apr 15, 2015 at 11:38 am

    cool article.

  10. Kyle

    Apr 15, 2015 at 11:07 am

    Pleaaaaseeee someone tell me how to get into this! I think about how awesome this job would be every day of my life. But I live a life with few connections lol

    • Jafar

      Apr 15, 2015 at 11:37 am

      You gotta make the Web.com tour and be a good player enough to chit chat with other good players… Hopefully some of them make the PGA circuit and then you quit the Web.com tour and start selling these products…

      • John smith

        Apr 15, 2015 at 11:58 pm

        One of the best reps on that tour is Matt Rollins. Basketball player. Worked his way up w a major club company…. U want something make goals, work hard. And don’t complain about not being “connected”

        • Jafar

          Apr 16, 2015 at 3:14 pm

          You mean like…connected to the Internet?

          Wifi is available in most hotels, so that’s not a problem.

  11. shimmy

    Apr 15, 2015 at 11:02 am

    To each their own. Sounds like a death trap to me.

  12. Chris

    Apr 15, 2015 at 10:44 am

    my dream job

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Opinion & Analysis

The 2 primary challenges golf equipment companies face

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As the editor-in-chief of this website and an observer of the GolfWRX forums and other online golf equipment discourse for over a decade, I’m pretty well attuned to the grunts and grumbles of a significant portion of the golf equipment purchasing spectrum. And before you accuse me of lording above all in some digital ivory tower, I’d like to offer that I worked at golf courses (public and private) for years prior to picking up my pen, so I’m well-versed in the non-degenerate golf equipment consumers out there. I touched (green)grass (retail)!

Complaints about the ills of and related to the OEMs usually follow some version of: Product cycles are too short for real innovation, tour equipment isn’t the same as retail (which is largely not true, by the way), too much is invested in marketing and not enough in R&D, top staffer X hasn’t even put the new driver in play, so it’s obviously not superior to the previous generation, prices are too high, and on and on.

Without digging into the merits of any of these claims, which I believe are mostly red herrings, I’d like to bring into view of our rangefinder what I believe to be the two primary difficulties golf equipment companies face.

One: As Terry Koehler, back when he was the CEO of Ben Hogan, told me at the time of the Ft Worth irons launch, if you can’t regularly hit the golf ball in a coin-sized area in the middle of the face, there’s not a ton that iron technology can do for you. Now, this is less true now with respect to irons than when he said it, and is less and less true by degrees as the clubs get larger (utilities, fairways, hybrids, drivers), but there remains a great deal of golf equipment truth in that statement. Think about it — which is to say, in TL;DR fashion, get lessons from a qualified instructor who will teach you about the fundamentals of repeatable impact and how the golf swing works, not just offer band-aid fixes. If you can’t repeatably deliver the golf club to the golf ball in something resembling the manner it was designed for, how can you expect to be getting the most out of the club — put another way, the maximum value from your investment?

Similarly, game improvement equipment can only improve your game if you game it. In other words, get fit for the clubs you ought to be playing rather than filling the bag with the ones you wish you could hit or used to be able to hit. Of course, don’t do this if you don’t care about performance and just want to hit a forged blade while playing off an 18 handicap. That’s absolutely fine. There were plenty of members in clubs back in the day playing Hogan Apex or Mizuno MP-32 irons who had no business doing so from a ballstriking standpoint, but they enjoyed their look, feel, and complementary qualities to their Gatsby hats and cashmere sweaters. Do what brings you a measure of joy in this maddening game.

Now, the second issue. This is not a plea for non-conforming equipment; rather, it is a statement of fact. USGA/R&A limits on every facet of golf equipment are detrimental to golf equipment manufacturers. Sure, you know this, but do you think about it as it applies to almost every element of equipment? A 500cc driver would be inherently more forgiving than a 460cc, as one with a COR measurement in excess of 0.83. 50-inch shafts. Box grooves. And on and on.

Would fewer regulations be objectively bad for the game? Would this erode its soul? Fortunately, that’s beside the point of this exercise, which is merely to point out the facts. The fact, in this case, is that equipment restrictions and regulations are the slaughterbench of an abundance of innovation in the golf equipment space. Is this for the best? Well, now I’ve asked the question twice and might as well give a partial response, I guess my answer to that would be, “It depends on what type of golf you’re playing and who you’re playing it with.”

For my part, I don’t mind embarrassing myself with vintage blades and persimmons chasing after the quasi-spiritual elevation of a well-struck shot, but that’s just me. Plenty of folks don’t give a damn if their grooves are conforming. Plenty of folks think the folks in Liberty Corner ought to add a prison to the museum for such offences. And those are just a few of the considerations for the amateur game — which doesn’t get inside the gallery ropes of the pro game…

Different strokes in the game of golf, in my humble opinion.

Anyway, I believe equipment company engineers are genuinely trying to build better equipment year over year. The marketing departments are trying to find ways to make this equipment appeal to the broadest segment of the golf market possible. All of this against (1) the backdrop of — at least for now — firm product cycles. And golfers who, with their ~15 average handicap (men), for the most part, are not striping the golf ball like Tiger in his prime and seem to have less and less time year over year to practice and improve. (2) Regulations that massively restrict what they’re able to do…

That’s the landscape as I see it and the real headwinds for golf equipment companies. No doubt, there’s more I haven’t considered, but I think the previous is a better — and better faith — point of departure when formulating any serious commentary on the golf equipment world than some of the more cynical and conspiratorial takes I hear.

Agree? Disagree? Think I’m worthy of an Adam Hadwin-esque security guard tackle? Let me know in the comments.

@golfoncbs The infamous Adam Hadwin tackle ? #golf #fyp #canada #pgatour #adamhadwin ? Ghibli-style nostalgic waltz – MaSssuguMusic

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Podcasts

Fore Love of Golf: Introducing a new club concept

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Episode #16 brings us Cliff McKinney. Cliff is the founder of Old Charlie Golf Club, a new club, and concept, to be built in the Florida panhandle. The model is quite interesting and aims to make great, private golf more affordable. We hope you enjoy the show!

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Opinion & Analysis

On Scottie Scheffler wondering ‘What’s the point of winning?’

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Last week, I came across a reel from BBC Sport on Instagram featuring Scottie Scheffler speaking to the media ahead of The Open at Royal Portrush. In it, he shared that he often wonders what the point is of wanting to win tournaments so badly — especially when he knows, deep down, that it doesn’t lead to a truly fulfilling life.

 

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“Is it great to be able to win tournaments and to accomplish the things I have in the game of golf? Yeah, it brings tears to my eyes just to think about it because I’ve literally worked my entire life to be good at this sport,” Scheffler said. “To have that kind of sense of accomplishment, I think, is a pretty cool feeling. To get to live out your dreams is very special, but at the end of the day, I’m not out here to inspire the next generation of golfers. I’m not out here to inspire someone to be the best player in the world, because what’s the point?”

Ironically — or perhaps perfectly — he went on to win the claret jug.

That question — what’s the point of winning? — cuts straight to the heart of the human journey.

As someone who’s spent over two decades in the trenches of professional golf, and in deep study of the mental, emotional, and spiritual dimensions of the game, I see Scottie’s inner conflict as a sign of soul evolution in motion.

I came to golf late. I wasn’t a junior standout or college All-American. At 27, I left a steady corporate job to see if I could be on the PGA Tour starting as a 14-handicap, average-length hitter. Over the years, my journey has been defined less by trophies and more by the relentless effort to navigate the deeply inequitable and gated system of professional golf — an effort that ultimately turned inward and helped me evolve as both a golfer and a person.

One perspective that helped me make sense of this inner dissonance around competition and our culture’s tendency to overvalue winning is the idea of soul evolution.

The University of Virginia’s Division of Perceptual Studies has done extensive research on reincarnation, and Netflix’s Surviving Death (Episode 6) explores the topic, too. Whether you take it literally or metaphorically, the idea that we’re on a long arc of growth — from beginner to sage elder — offers a profound perspective.

If you accept the premise literally, then terms like “young soul” and “old soul” start to hold meaning. However, even if we set the word “soul” aside, it’s easy to see that different levels of life experience produce different worldviews.

Newer souls — or people in earlier stages of their development — may be curious and kind but still lack discernment or depth. There is a naivety, and they don’t yet question as deeply, tending to see things in black and white, partly because certainty feels safer than confronting the unknown.

As we gain more experience, we begin to experiment. We test limits. We chase extreme external goals — sometimes at the expense of health, relationships, or inner peace — still operating from hunger, ambition, and the fragility of the ego.

It’s a necessary stage, but often a turbulent and unfulfilling one.

David Duval fell off the map after reaching World No. 1. Bubba Watson had his own “Is this it?” moment with his caddie, Ted Scott, after winning the Masters.

In Aaron Rodgers: Enigma, reflecting on his 2011 Super Bowl win, Rodgers said:

“Now I’ve accomplished the only thing that I really, really wanted to do in my life. Now what? I was like, ‘Did I aim at the wrong thing? Did I spend too much time thinking about stuff that ultimately doesn’t give you true happiness?’”

Jim Carrey once said, “I think everybody should get rich and famous and do everything they ever dreamed of so they can see that it’s not the answer.”

Eventually, though, something shifts.

We begin to see in shades of gray. Winning, dominating, accumulating—these pursuits lose their shine. The rewards feel more fleeting. Living in a constant state of fight-or-flight makes us feel alive, yes, but not happy and joyful.

Compassion begins to replace ambition. Love, presence, and gratitude become more fulfilling than status, profits, or trophies. We crave balance over burnout. Collaboration over competition. Meaning over metrics.

Interestingly, if we zoom out, we can apply this same model to nations and cultures. Countries, like people, have a collective “soul stage” made up of the individuals within them.

Take the United States, for example. I’d place it as a mid-level soul: highly competitive and deeply driven, but still learning emotional maturity. Still uncomfortable with nuance. Still believing that more is always better. Despite its global wins, the U.S. currently ranks just 23rd in happiness (as of 2025). You might liken it to a gifted teenager—bold, eager, and ambitious, but angsty and still figuring out how to live well and in balance. As much as a parent wants to protect their child, sometimes the child has to make their own mistakes to truly grow.

So when Scottie Scheffler wonders what the point of winning is, I don’t see someone losing strength.

I see someone evolving.

He’s beginning to look beyond the leaderboard. Beyond metrics of success that carry a lower vibration. And yet, in a poetic twist, Scheffler did go on to win The Open. But that only reinforces the point: even at the pinnacle, the question remains. And if more of us in the golf and sports world — and in U.S. culture at large — started asking similar questions, we might discover that the more meaningful trophy isn’t about accumulating or beating others at all costs.

It’s about awakening and evolving to something more than winning could ever promise.

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