Talking Points & Conversation Starters FOR THE TRADE DEALER: 1. Can we talk about your wedge business? About how many wedges do you sell a year? How many of your golfers are carrying wedges specifically matched to their irons in lofts, shaft and specifications? Talk about the vast acceptance of custom-fitting in irons and drivers, even putters, but very few golfers are having their ‘money clubs” custom fit. Your opportunity is the number of golfers you serve x 2.5-3 wedges each. How many is that? How many happy golfers and new or enriched relationships could you create with a focus on their scoring? 2. Research indicates distance control is the most common error in wedge play. Can I show you how that is more a function of modern wedge design than golfer error? Have an old wedge to compare to what is on display. Show the low weighting and thin upper face, and tell the story of how Ben Hogan said a sand wedge should not be hit over 40 yards. That’s because he knew it was unreliable to try to hit it any harder than that. Use your show-and-tell material to illustrate distance consistency of the TK wedges over the competition. Imagine how appreciated you and your staff will be when you show them a better solution to their scoring range performance. 3. What do you think of the modern trend of making irons stronger and stronger in loft? Do you realize that companies have now pushed 7-irons to 30-31 degrees? Think about that. It leaves the golfer with 4-5 irons between 20-31 degrees, but only 3-4 to cover the important scoring range clubs of 32-50 degrees. Use your show-and-tell flyer to illustrate loft migration and compression, expansion at the scoring end of the set. Even tour players typically use the longer 2/3 of their set for less than ½ of their shots, and not the ones in prime scoring range – your golfers have been given the same problem. 4. How many players do you have that play to a 10-12 handicap or better? Can I show you how the Ben Hogan FT. WORTH irons can improve their performance over the thin-face distance irons most of them are playing? Show the refined perimeter weighting, with the mass moved to be more behind the impact zone, for better distance control without loss of forgiveness. Show the progressive weighting. Ask the account if he could get 6-8 of his players out for a trial, to “help him evaluate” the Ben Hogan line.
Talking Points & Conversation Starters FOR CUSTOMER ENGAGEMENT: 1. Have you ever thought about having your wedges custom-fit? This leads to a discussion that can move the one-wedge shopper to a full set buyer. Ask what shafts are in their irons? The loft of their pitching wedge? Any custom length/lie specs in their irons? 2. What happens when you hit a wedge shot high on the face? What if I could show you a line of wedges that almost eliminates that completely? This leads to a discussion of wedge weighting and forgiveness of the TK wedges. 3. Do you know what your next lie will look like? Or your next swing? How then can you fit bounce to something you don’t know? Show the V-SOLE and explain how it can handle any lie, any swing type. 4. What are you looking for in your next set of irons – more accuracy? Better feel? Improved distance control? Lead the customer to the answer – it will rarely be “more distance”. Then show how the FT. WORTH irons re-define perimeter weighting to give improved distance control, without sacrificing forgiveness. Explain how the loft gapping re-distributes the irons to the scoring range vs. his longer range clubs. True forging for unmatched feel. 5. What is the loft of your 7-iron? This begins the explanation of gapping – wide at the high end/narrow at the low end… too many clubs at the wrong end of the bag.