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Apparel & Footwear: Let the Numbers Lead Your 2026 Strategy

Paul Cunningham, Business Development Consultant, Foremost Golf, offers advice on optimising your Apparel and Footwear business.

In the ever-changing world of golf retail, success starts and ends with the numbers. As the apparel and footwear category becomes more competitive and fashion-driven, data-led buying has never been more important. Retailers planning for 2026 need to use their sales reports to identify margin winners, volume drivers, and underperformers—then build a strategy around them.

Trends Meet Opportunity

Golf fashion is shifting. With a younger demographic entering the game and lifestyle crossover becoming more influential, today’s golfer expects clothing that works both on and off the course. The rise of hoodies, athletic fits, and trainer-style spikeless shoes proves the point: heritage looks are being replaced by modern pieces that reflect the golfer’s identity beyond the 18th hole.

For many golfers, the pro shop is their primary retail touchpoint. So if they’re spending £60+ on a shirt, they want style and versatility. Retailers who spot these style trends, and back them with data, can increase relevance and revenue.

Reporting Matters: Know Your Winners & Losers

Your Foremost POS reports hold the answers to the big questions:

• Which items delivered strong full-margin sell-through?
• What sizes or styles needed discounting to move?
• Are seasonal shifts affecting demand and timing?
• Which brands added value—and which ones just took up vital retail space?

Take footwear, for example. In 2024, poor weather and tight margins led to high discounting. For 2026, consider ordering tighter, but smarter—target better margin per unit sold rather than sheer volume. If 90% of men’s shoes sold were between sizes 8–10, then stock accordingly. Likewise, the Foremost Exclusive Line models not only offer better financial returns but also benefit from added staff training support.

Build a Smarter Buying Plan that integrates with your Marketing

Ordering without a plan leads to excess stock and lost margin. Instead, build a 2026 buy strategy around:

• Core staples: polos, mid-layers, bottoms that sell year-round
• Seasonal styles: items with a shorter sales window but strong demand
• Fresh brands: consider newcomers that align with current trends and provide retailer support

Crucially, link your buying with your marketing. Use your EMP Marketing Supported Clothing & Footwear brochure to anchor your decisions around key styles that will benefit from digital and in-store promotion. This joined-up approach increases sales numbers, reduces mark-downs, and improves profitability.

Margins Matter More Than Units

It’s easy to fall into the trap of celebrating high unit sales—but the real winners are the products and brands that protect your margin. One brand may sell 50 pieces, but if it needs constant discounting, it’s less valuable than a label that shifts 30 items at full price.

As a rule of thumb, the average pro shop should be targeting 10% on apparel and 6.5% on footwear. Have a look at your stock levels and check if you’re near these target numbers.

Also consider who supports you. Are you getting good display materials? Shop-in-shop areas? Dedicated ASM support? Brands that invest in your store can often outperform bigger names with weaker retail engagement.

Visual Merchandising: Silent Selling Power

How you present your apparel and footwear matters. Mannequins, colour coordination, and outfit grouping all help drive multiple purchases and increase basket value.

Checklist for maximum impact:

• Clothing on correct hangers, crease-free and clearly sized
• Footwear displayed near outfit builds, not hidden on lower shelves
• A clean changing area with a full-length mirror
• Mannequins rotated often—put one outside on a sunny day to attract attention!

Closing Thought: Data Drives Loyalty

An apparel sale isn’t just a transaction—it’s a chance to start a relationship. A positive first experience can lead to future sales of equipment, accessories, and more. By making data-driven decisions, choosing strong brand partners, and delivering inspiring in-store experiences, golf retailers can maximise the full potential of apparel and footwear in 2026.

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For more information on how Foremost can assist you and your business in simply email membership@foremostgolf.com or call 01753 218 890