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Why aren’t more small golf companies making it big?

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More and more in the golf industry, success is based on skills that are not required to make a birdie or par. The people who design today’s driver heads are in some cases, actual rocket scientists. A digital expert who has never been on a golf course is often more valuable to a company than a tour player. Yet when you look at the smaller companies that exist in the golf industry, and particularly in the golf equipment industry, you generally see companies that are heavy on golf passion and light on modern business expertise. It’s killing them.

Golf equipment, in particular, is now more driven by the big brands than it’s ever been, and this is totally the opposite of what’s happening in so many other industries. The food business is a wonderful example. I was in CVS last week and was surprised to see a “Keto” meal replacement shake being promoted on an end-cap. On the same end-cap was a vegan protein powder.

Five years ago, I had never heard of Keto. I knew very few vegans. Today, I know people on both diets. If you have an ability to surf the web, it’s been quite easy to take part in the food revolution that’s happening right now in the U.S. And one of the most interesting things about it is that it’s been almost entirely driven by small companies.

The big food business is hurting because it’s struggling to meet the evolving preferences of consumers. Smaller brands have been much more in touch with customers, and as a result, much more innovative with their products and marketing. There’s no disputing this. Many small food brands are crushing it.

And the same trend is happening in retail. Been to a Sears lately? Mine closed. When my wife wants to go to the mall, it’s only because of a product that was recommended by an Instagram influencer (think of Influencers as micro-brands). Usually, it’s something from Madewell. I digress.

Last month, I bought the most beautiful double-walled, glass coffee cups from Fellow, a premium coffee accessories brand that sells online. I had no way of knowing I could enjoy coffee cups this much. This little company knew what I wanted before I did. So like a lot of modern consumers, I took to Instagram to celebrate. I tagged the company. A few friends texted me to ask about them (many of my friends are very into coffee).

So how is it that people can buy the most wonderful products from small, innovative companies in nearly every space, but they struggle to do this in golf? Or is it just that they’ve never heard of all the great small golf companies. And if so, whose fault is this?

It’s true that with enough time the most serious golfers will eventually find out about the best small golf companies. But the problem isn’t that small companies can’t reach the most serious golfers. Many can. It’s that most small golf companies can’t reach anyone else.

Across the board, small golf companies are failing to embrace a strategy that would actually resonate with a sufficiently large audience. In most cases, this is because they’re trying to play the same game as the big boys. They’re obsessed with making products that they can say are “better.” That strategy can only work if you have a lot of money to spend.

When I worked with GolfWRX, one of my jobs was to speak with big and small golf companies and pen articles about their new products. And in most cases, the claims checked out. The smaller company’s clubs were sometimes 10 yards longer or 10 percent more forgiving, etc. as they said.

But I always had a feeling in these interviews and testing sessions that for certain companies, this extra performance wasn’t going to make a meaningful impact on sales. Not enough golfers were going to try it. Not enough golfers were going to talk about it. And the cycle would continue. I watched several of these companies run out of money only to blame “a slow down in the golf industry” for their failure.

What these companies were missing is that having an exceptional product is simply the cost of doing business. It’s not game-changing to make a product that’s as good or slightly better than the big boys. You won’t move the needle with products that are “just as good” but cost less. The only way small companies can make it big is to play a different game, and I believe it’s a better game.

Marketing works best when customers are willing participants in the process, and if you believe that, then the first step is obvious. A company has to find ways to make customers genuinely curious about its products or services. When customers feel this way, they’ll want to learn more. They’ll follow a company on social media. They’ll read a company’s website from cover to cover. They’ll often walk away liking a company so much that they can’t stop talking about it. Not just to their playing partners, but to their brother-in-law. Their friends at work. Their old college roommate. The guy sitting next to them on the plane.

We’ve all had these positive experiences with a brand or product at some point, and they’re magical. It’s exciting to share a great find, even if it’s something as trivial as a coffee cup.

What you’re seeing right now in other industries is small companies that are succeeding because they stand for excellence in a specialized way. To communicate their excellence, they’re not talking at their customers. Their communication feels like an invitation. It feels like the marketing campaign was designed with them in mind. And this strategy is even more effective when the product stands for an idea that’s bigger than golf, which isn’t as pie in the sky as it sounds.

For PXG, it’s status—and a bit of rebellion. For Titleist, it’s trust. And if these companies are doing their jobs well, these big-picture ideas are built into the product DNA—not attached ad hoc when it’s time to sell.

When companies create products that stand for something, it becomes so much easier for them to build authentic relationships with their customers. They suddenly have choices beyond beating their chest about their most recent accomplishment, which rarely works. Think about it this way; when your friends brag to you, you probably want to roll your eyes. When strangers do this to you, you quickly walk away. And when brands do this to you, you ignore them.

I believe that golfers want to change their buying habits in golf as they have in other industries. But they need more small companies to shake things up in a positive way. They’re waiting for the right message at the right time. And because that’s not happening, they can only hear the loudest voices in the room. And it’s a shame.

Zak Kozuchowski is the Founder & President of Rooted Solutions, a golf-focused marketing and consulting agency that has partnered with some of golf's best new brands including L.A.B. Golf, Perfect Practice, JumboMax Grips. From 2011 to 2017, Kozuchowski served as the Editor-in-Chief of GolfWRX where oversaw growth of 325% in unique monthly visitors and architected the company's Featured Writers Program. Kozuchowski is a proud graduate of the University of Richmond (VA), where he played on the golf team (Go Spiders!). He resides in Metro Detroit with his wife and his two young children who continue to prefer Disney+ to major championship coverage. He's working on that.

18 Comments

18 Comments

  1. Lefthack

    Jun 13, 2021 at 9:27 am

    So far I’ve bought from Lazrus and Byrdie Golf Designs, both I think are top notch. I am on the list for a set of Lefty Haywood MB’s at the end of this year. I made a point to try and support smaller companies, especially ones who support the tiny lefty market.

  2. Michael Duranko

    Dec 8, 2019 at 12:25 pm

    Thanks…Interesting comparison and always looking for new, smaller companies.
    But dont the samller guys get bought up by the big companies, like in other industries?

  3. Bob

    Dec 6, 2019 at 2:12 pm

    Arias with their zero offset irons is probably the best new small company around.

  4. JOE

    Dec 6, 2019 at 11:40 am

    The problem is all the smaller companies actually charge more than most of the big names.

  5. Steve

    Dec 5, 2019 at 11:05 pm

    I bought my Piretti putter (Potenza Elite) because I know the owners and wanted something different, and liked the look of the brand. It’s the best putter I’ve ever had by a mile. Golfers should set a goal to have at least one non-major companies club in their bag, just to support the industry if nothing else.

  6. Joe

    Dec 5, 2019 at 8:02 pm

    Can you name a few companies? I don’t mean this in a negative way but which small companies are putting out exceptional products?

    Joe

    • Dennis

      Dec 6, 2019 at 1:08 am

      Single Length is a good example, isn‘t it? Most people only know about Cobra One Length but there are so much more out there: Sterling, Pinhawk, etc

    • MJD

      Dec 6, 2019 at 8:09 am

      There are a few good ones:

      National Custom Works
      Byron Morgan Putters
      Carbon Putters
      Bombtech
      Artisan Wedges

    • Barrett

      Dec 6, 2019 at 1:58 pm

      “Exceptional” is subjective, but I recently found Sub70 and ordered a set of their irons and absolutely love them. Also being able to talk on the phone with their CEO and get advice was great.

  7. DukeOfChinoHills

    Dec 5, 2019 at 7:02 pm

    Zak, in your opinion should smaller brands use/sponsor “influencers” to accelerate their online presence and growth? Or can their product and “brand” speak for itself? On the flip side, don’t you think golfer can see through the overt plugs influencers post?

    • Zak Kozuchowski

      Dec 5, 2019 at 7:28 pm

      Duke,

      Thanks for your question. It’s a good one. A metaphor that comes to mind is building a house. If it’s to stand the test of time, it has to have a good foundation. And that means having a solid brand.

      If the product is bad, it’s like building a house on quicksand. It doesn’t matter how good the branding is. The house will fall.

      Let’s say the product is solid, but the foundation of the brand isn’t strong. If a lot money is spent on advertising (or influencers) too soon, it’s going to be hard for the brand to stand up to the growth. Somewhere cracks are going to form. Sometimes they’re manageable, and sometimes they’re not.

      For our brands, we’re on the lookout for advertising partners and influencers who have organic interest in our clients — something about the brand or product suits their preferences or inspires them in some way. To us, those are the best partnerships — and usually the most successful ones. They don’t feel like plugs; they feel like relationships.

  8. Desmond Grier

    Dec 5, 2019 at 3:47 pm

    Let’s not forget the impact of the golf rules on the small companies. The change in the groove rule required complete redesign of the casting or machining of iron faces. One small company I dealt was looking at millions in new costs. They made a quality iron but had to shut their doors. The groove rule gave the big companies (that change their lines every year for better or for worse, anyhow) a huge leg up on the small ones (and frankly, didn’t change the “smash and gouge” style of the top players a bit).

  9. mattbear04

    Dec 5, 2019 at 2:27 pm

    Not a good comparison. The pie that the big food brands controlled is so large that there is room for disruption with smaller companies making their way. Plus society has shifted and is more focused than ever on food and nutrition, so the industry is in a growth phase again.

    The golf industry as a whole is in a contraction/consolidation phase. Tough environment for a start-up. Has to be a home run or not going to last.

  10. Ronald Montesano

    Dec 5, 2019 at 2:23 pm

    Keto is a diet; vegan/vegetarian is a life decision. Both focus on health, which matters way more to those who opt in than golf clubs or coffee cups.

    Are there more than two types of consumers? The first would be the impulse/curious group; the second would be the loyalists. You need the first to establish the second.

    When Nike dropped out of the hard-goods game, that opened up 10% of the market for smaller companies. Many of them have succeeded, knowing that 1% or 2% is enough to make a fine living. They don’t wish to supplant Titleist.

    Brooks Koepka plays Mizuno. I bought Mizuno irons this fall from my local, independent golf dealer. Did Koepka influence me? A bit. My previous experience with them, moved me away from the Ping irons whose grooves had worn out. I have a friend who purchased Sub70 irons this fall, a complete, online sale. He fits the impulse/curious buyer attribute, while I was more of a returned loyalist.

    I have more thoughts on this matter. Look forward to sharing them.

    • Prime21

      Dec 5, 2019 at 6:02 pm

      who asked this dude?

    • A. Commoner

      Dec 7, 2019 at 7:54 pm

      If of similar vein and fiber, please keep your “more thoughts” secret.

  11. K

    Dec 5, 2019 at 10:33 am

    Good article.
    There are lots of things a couple of the smaller brands could do to get more traction. But my family has to eat too i and charge for info like that.

    You did a great job highlighting the fact that most of these smaller companies know TONS about golf yet know little or nothing about actual business. The fact a few of them are still around should be a sign for the bigger brands to stay on their toes if they dont want to lose market share. Might not be long until another Bob Parsons/PXG shows up and does more damage to their bottom line. It honestly wouldnt be very difficult to take some of Callaways “loyal” followers, eventually taking their spot. I believe they are stagnant and the weakest of the bigger brands. If they dont change a few things soon i would honestly be surprised if someone doesnt take their position in the next 5 or 10 years becoming the next Radio Shack…

    From day 1 Apple hasnt always made the best products (certainly not the cheapest) in their market but they were always one of the best selling. Well least when Jobs was around, now its questionable. That has to tell you something….

    I could go on and on for days about this boring whoever is reading this far but im not getting paid for this so its time to get back to work.

    • Say what?

      Dec 5, 2019 at 6:06 pm

      you could go on and yet nobody would pay attention. Hopefully your real work is better than your commentary.

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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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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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