Trust Your Edit: The Power of Being Decisive as a Merchandiser

In the world of golf retail, offering too many choices can often lead to one thing: decision paralysis. While variety is important, the most successful merchandisers understand that curation—not clutter—is what builds trust with customers.

At the 2025 AGM Retail Conference, fashion expert Marty Hackel—best known for his years as Golf Digest’s “Mr. Style”—spoke directly to this challenge. He once asked a shop to show him all their white shirts and was handed six nearly identical options, each with a slightly different price tag. His response? “How do you expect members and guests to make a selection with that many choices?”

It was a reminder that what customers really want is guidance. Trust your instincts and trust your edit.

“You are a safe harbor for your customers,” Marty said. “They rely on your judgment. Don’t be afraid to push the envelope or to elevate the offering with more modern, tailored product. But do it with intention.”

Curation Builds Confidence

Merchandisers are more than buyers, they are tastemakers, trusted by their members to choose what’s worth owning. A well-edited assortment doesn’t just make the shopping experience easier, it tells your customers, “We’ve already done the work for you.”

Labels That Mean Something

Hackel also emphasized the role of consistency and brand integrity. Reflecting on his time at Neiman Marcus, he said, “What made Neiman Marcus special wasn’t just the merchandise—it was the label and what it represented. It had intrinsic value.”

That’s the aspiration for every vendor—and ultimately, every merchandiser as well. We want to create products and experiences that truly resonate and bring value to our customers. We want to cultivate a space where each item feels not just stocked but selected. Where the merchandise reflects a thoughtful point of view, and where customers trust that if it’s in your shop, it must be worth their attention.

Making the Call

Being decisive as a merchandiser doesn’t mean taking fewer risks—it means taking smarter ones. Know your customer, know your shop’s identity, and stand by the choices you make. A strong edit communicates confidence. And confidence, over time, builds loyalty.

So, whether you’re refreshing your assortment or planning your next major buy, remember it’s not about offering everything. It’s about offering the right things.

This article was based on Episode 2 of the AGM Podcast, “The Fairway to Retail Success,” titled “Style, Strategy, and Trends: Golf Retail in 2025 with Marty Hackel.” Listen to the full episode here!