Turn your retail data into growth for 2026

December 4, 2025

·

By Ian Melham, Head of Membership Services, Foremost Golf.

Planning ahead is one of the most valuable habits any professional shop team can develop. The pro shop plays a central role in member experience, customer spend and overall club performance, so reviewing the data behind the retail operation is essential as preparations begin for 2026. Those that make time to plan early tend to work with greater clarity, avoid unnecessary risks and respond more effectively to the season ahead.

A timely moment to review performance

This time of year provides the right opportunity to step back and assess how the retail operation performed through 2025. Without a clear plan, many clubs fall into a reactive pattern where buying decisions are made instinctively and stock builds in the wrong areas. Grounding the plan in EPOS data prevents this and ensures decisions are based on fact rather than assumption.

Use EPOS data to guide decision making

The pro shop’s EPOS system holds the detailed insight needed to understand what really drove performance. Reviewing sales, category trends and customer behaviour provides a realistic foundation for 2026 planning.

Sales performance

Identifying the strongest and weakest categories highlights where demand sits. Foremost supports its members in comparing the individual situation against the national category data. This will showcase a benchmark and allow opportunities to be spotted.

Margin performance

Sales alone do not dictate profit. Reviewing margin by category helps identify where gains were strongest and where dilution occurred. Overstocking remains one of the most common risks and restricts cash flow. A data-led approach to buying helps reduce exposure.

Brand performance

Not all suppliers offer the same value. Some generate volume while reducing overall margin. Understanding which brands deliver sustainable performance ensures the pro shop carries a mix that supports both revenue and profitability. Survey data and demographic insight can also reveal clear member preferences.

Financial awareness

It is important to consider how stock investment influenced cash flow during 2025. Reviewing patterns from recent years helps the pro shop forecast more accurately and plan investment in a controlled and confident way.

Build a buying plan that reflects real demand

Once the numbers are understood, attention should turn to stock planning for the new season. EPOS insight highlights which products sold well and which lines underperformed, and this should guide the buying plan. Weather patterns in 2025 have been unusual, so it is sensible to moderate early season orders and retain flexibility to top up. This approach protects cash flow while allowing the professional team to take advantage of high margin opportunities, exclusive lines and special buys that deliver strong returns.

Strengthen marketing activity

Marketing plays a significant role in the performance of the retail operation. A clear and consistent plan helps maintain visibility, promote high margin categories and support the member journey. The Elite Marketing Programme provides clubs with personalised newsletters, in store activation material and product campaign support. Linking this activity directly to the buying plan ensures the right products are promoted at the right times and helps increase engagement with retail, coaching and fitting services.

Support the professional team

A successful retail plan relies on the people delivering it. Ensuring the professional team has confidence in the product range, understands margin opportunities and is aware of promotional priorities strengthens performance on the shop floor. Regular training, clear objectives and shared visibility of results helps staff deliver a consistent member experience. Foremost provides extensive support in this area, including:

• Foremost POS for sales, stock and margin performance
• Business performance analysis meetings
• Exclusive high margin product lines
• Digital and in store EMP marketing support

These resources help teams operate with clarity and ensure the retail operation contributes positively to the club’s overall performance.

Prepare early for a successful 2026

If your professional shop has not yet reviewed its 2025 EPOS data, now is the moment. Taking time to understand the numbers, build a realistic buying plan and support the professional team will position the club strongly for the coming season. A well-prepared retail operation strengthens member experience, protects cash flow and supports long term financial success.