Opinion & Analysis
The guide to working in a big-box golf store

Working at a big box store is a thankless job. The pay isn’t great, the characters you meet can be difficult and every so often you are the subject of an online golf forum thread claiming you boost your monitor numbers or have committed the most heinous crime of all: not having heard of the new product that Bridgestone just submitted a patent on and will be releasing in 2016.
We understand that you are in a tough position. You’ve gotta pay those college bills and make a few bucks to take your girlfriend on a date. To you, knowing the difference between a Matrix Code 7 and the Matrix Reloaded seems inconsequential, and a “deep impact” is an asteroid movie starring Elijah Wood. You are a decent guy just trying to earn a living and we are here to help. Read the below guide to working in a big box store and you will be ready to sell clubs to anyone who walks in that door. You will be such a closer that Alec Baldwin will let you drink coffee and maybe even share with you the Glengarry leads. You will not just sell balls but you will have brass ones. Here is a step-by-step guide to the characters you will face in a big box golf store, and how to cut through their defenses:
The guy who wants what he saw on TV
How to recognize him: He hasn’t left the section of the same manufacturer for 25 minutes, except to pick up a hat of that manufacturers brand.
Obvious giveaway: He has what he wants written down.
How to sell: He probably saw Bubba Watson carry a drive 325 yards over the water of a dogleg par 5 and must have it. He probably Googled “Bubba Watson’s driver” and now thinks that a G20 with a BiMatrix is the key to booming drives. You could sell him that club, no problem. But remember, keeping a client is way easier then signing up a new one. So before you sell him that badboy whose only use for this gentlemen will be burning worms, try and do what’s right. Make sure he doesn’t storm back in two weeks asking for a refund.
Here’s what you say:
“I totally understand you want this driver, but you know what? We aren’t that busy right now, so why don’t you hit it a few times just to get acquainted with this beast? And while you’re here I’ll even grab a few others off the shelf for you to mess around with just for fun. I mean why not, right?”
Then do a friendly job of pointing out his launch and spin numbers with each driver. Throw in a casual “Wow, that one is really working for you” for whatever driver puts up the best numbers. Like we learned in Inception, planting an idea is difficult but it’s the only way to make it stick. Give it a try! It’s a lot easier then flat out telling him he’s wrong.
Click here for more discussion in the “Equipment” forum.
The guy who knows everything about clubs
How to recognize him: He is in the store the first day a new club gets released, every time.
Obvious giveaway: “When is the Nike Covert hitting the shelves? What do you mean you haven’t heard of it, they just launched it on YouTube man!”
How to sell to him: You don’t need to tell this guy anything about clubs he doesn’t already know. The only thing lingering around this guy will do is make you the subject of a new forum thread where you are portrayed as some sort of salesman version of Forrest Gump.
This guy knows everything about clubs and shafts, so just let him be left alone to ogle the stuff on the rack. Trying to “sell” him will lose a sale faster then earning one. Here’s what you do, say:
“Hi sir, I just want to let you know that if you need anything taped up or need me to fetch a headcover for you, my name is John. I’ll be around if you need me.”
Then politely keep your distance while still being in the area. Pretend you are an undercover cop trailing a perp. Keep a couple of car lengths between you and him and don’t be too noticeable. When he is ready he will find you.
Click here for more discussion in the “Equipment” forum.
Guy who thinks he knows everything about clubs
How to recognize him: He is hanging around the launch monitors, but everything he is saying to testers is wrong.
Obvious giveaway: He was overheard saying, “Have you tried it in X flex? X flex helps you hit it longer.”
How to sell to him: This is a tricky one. The guy who thinks he knows everything is the single toughest client you will face. He obviously needs your help, but telling him the truth can cost you a sale. These guys are among the most pigheaded and stubborn clients out there. So you face a decision: Do you try and get him to the launch monitors and put his theories to the test, or do you just go along with everything he says and make the sale?
You are probably thinking, similar to “The Guy Who Wants What He Saw on TV” that you should figure out a way to get him on a monitor, right? Sure, in a perfect world. But this guide is about you, Mr. Salesman. This is about you making some green. The best thing to do with this client is to just sell him whatever he wants. Finding out that he is wrong about things on a monitor will lead to him accusing you of messing with the settings. Either that or he’ll get so upset he’ll walk out and not buy from you out of spite. Just sell him what he wants. Don’t worry about returns or business down the road. A guy like this will find the next latest and greatest club and think THAT is what will fix everything, and then you can sell him that too.
Click here for more discussion in the “Equipment” forum.
The expensive car, one-brand guy
How to recognize him: He pulls up in a Bentley Continental and is wearing a hat from a particular brand (let’s call it Titloast).
Obvious giveaway: “Hey kid, where are the ‘Titloast’ clubs?”
How to sell to him: This guy is probably a VP at some Fortune 500 company in the area, so he is used to being answered instantly. To him, you are the guy who works in the mailroom or the cafeteria. You are the waiter at the fancy restaurant who needs to be invisible, but still refills the wineglass whenever it gets close to empty.
First off, don’t bother trying to convince him to use the monitor or buy a different brand. This guy probably doesn’t even play good golf. The clubs are more about the image of class and excellence then about function. He can’t show up to the course to play a round with the executives at the company he’s buying and have a bag full of rusty Northwesterns, can he? Just stay fairly close, answer every question quickly and confidently and when he commits to buy, run like the wind to get him his headcovers. Remember, say please and thank you a lot and you will be golden. It is totally OK that you ignore every other customer in the store for this guy because when he buys, he buys A LOT.
Click here for more discussion in the “Equipment” forum.
(Non-golfing) Wife with a golfer husband
How to recognize her: She looks completely lost in the store.
Obvious giveaway: Says, “Excuse me, do you work here?” Even though you are wearing a shirt with the store name on it.
How to sell to her: “A Scotty Cameron and Pro V1s? Yes we have those. Let me get them for you.”
Click here for more discussion in the “Equipment” forum.
Wise graybeard who is obviously a +3 index
How to recognize him: You might not know him, but every big box store has a top amateur golfer working there and he will know him. They’ll have a quick chat.
Obvious giveaway: It’s not tournament season (he won’t buy a new club in July). Also, he’ll:
- Have a particular individual club off the rack he wants to hit. It won’t even be a particular make and model, but a particular unit of that make and model that just looks “right” at address.
- He’ll just waggle it,while inspecting the club closely. That will be enough
How to sell to him: This is the type of guy that you need to feel out. He will probably be immediately skeptical of any new technology you mention. This is a guy who just finished third in the State Amateur using a five-year-old driver, so he’s not going to rush to buy a new club just because it’s adjustable or has a slot or some other doo-dad on it.
This type of golfers wants something that looks good to his eye and will be completely OEM agnostic. In fact, it’s a safe bet that he owns a wedge or 2 iron that is a knock off brand and is 20 years old. So take it easy on the new terminology that OEMs are using in commercials. Talk more about how the club looks at address then about how “hot” it is. Show him some of the discounted models just so he doesn’t think you are trying to sell him the most expensive thing on the floor. The thing is, this guy actually CAN use your help because he probably knows little about the new tech or new models. You just need to be careful how you go about it.
This is the type of guy that walks out the door with the discounted Cleveland TL310 because it just looks right and he figures it will work as well as anything new. So make a few suggestions here and there. He may want to hit the club he may not. I’ve seen guys who will buy a club just because it looks right. They figure the rest out on the course.
Click here for more discussion in the “Equipment” forum.
The obvious tour poser
How to recognize him: Is that Rickie Fowler? No it’s not, but for a second you weren’t sure.
Obvious giveaway: It’s January, the courses aren’t open and it’s snowing, but he looks like he’s on his way to a tour event and is wearing a name brand baseball hat that matches perfectly to his shirt and trousers.
How to sell to him: Answer every question he asks with:
“Yes, that is the [insert equipment/garment] that he used for the final round at Quail Hollow!”
That’s what is most important to this guy — owning what tour pros use and wear, especially if it was done in a significant tournament. Generally speaking, selling to this guy is extremely easy, so the only extra advice is that you shouldn’t stop at clubs and clothes. This guy is a prime candidate to buy a bag, rangefinder, new expensive shoes, belts, etc. You are doing yourself a disservice if you don’t show him the belt Brian Gay wore when he won at Hilton Head. You know which one, right?
Click here for more discussion in the “Equipment” forum.
The regular guy
How to recognize him: He looks like a regular guy.
Obvious giveaway: Nothing.
How to sell to him: Juice the monitor.
Now, as they would say in Glengarry Glen Ross. I can go out there and sell….Tonight! Go and do likewise gentleman. You can thank me later.
Click here for more discussion in the “Equipment” forum.
Opinion & Analysis
The 2 primary challenges golf equipment companies face

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
Podcasts
Fore Love of Golf: Introducing a new club concept

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!
Opinion & Analysis
On Scottie Scheffler wondering ‘What’s the point of winning?’

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.
View this post on Instagram
“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.
mike
Jan 15, 2013 at 1:35 am
funny stuff. good read
Gary Hansberger
Nov 28, 2012 at 11:49 am
Good stuff. Having been on both sides of this isle it’s great to see how both customers and staff relate to the extreme issues of equipment vs real performance.
killerbgolfer
Nov 26, 2012 at 11:25 pm
The writing on Golfwrx is getting really solid. Well played sir.
josh
Nov 25, 2012 at 2:16 pm
loved it!!
Birdielab
Nov 25, 2012 at 11:27 am
This pretty much sums it up – I would include “The guy who shows up once every two weeks to try out equipment that he then buys on ebay” and “The guy who doesn’t trust anything salespeople say and thinks you are always trying to separate him from his money, even though you are actually trying to help him solve whatever problem he is there to fix”, oh and “the guy who waaaay overestimates his talent (“I hit a 9 iron about 180-185”) – not judging, but all three are a very tough sell. I worked at a big box for a few months and learned a LOT about the mentality of golfers and our equipment. I have my own opinions but that’s whats great about golf – everyone gets something different out of it.
Blopar
Nov 25, 2012 at 9:01 am
I am the 61 y.o. + 3 index— but know this, I’m a plus 3 because I’m gaming the latest high tech stuff and I’m obsessive about fitting–that’s what keeps me on top.
Don’t characterize everyone over 35 as out of date and ignorant about their equipment!
paul
Nov 21, 2012 at 10:35 pm
I would be the customer that wants to know everything. keep the educational articles coming guys 🙂
Flanman
Nov 21, 2012 at 3:40 pm
I like this! I work at a big box retailer, and this seems to cover all the demographics walking through our store… This is my secret, being the best salesman in the store is about honesty, professionalism and talent. Rather than “juicing the simulator”, I prefer to let the client warm up, then maybe make one or two simply suggestions in relation to maximizing their current golf swing. If I can cure a hook/ slice and correct the clients ball flight too, chances are that they will be honestly gaining some distance. They walk out with the club 9/10 times and the 1/10 that doesn’t buy the club, is leaving with a shirt/ balls/ hat whatever!!
nate
Nov 24, 2012 at 1:39 pm
Flanman – quick question for ya. How are you measured against your peers as the ‘best’ salesman at your store?