How Primo Golf is Tripling Wholesale Sales and Driving 75% B2B Order Adoption

The Challenge

For the last five years, Primo Golf has primarily focused on the DTC market. But, it's popularity in the DTC space naturally generated organic demand from green grass shops and retailers across the country.

Primo Golf had a small internal team that could become overwhelmed by traditional, rep-assisted ordering. If they were going to scale successfully, they needed a B2B platform that allowed retailers to self-serve.

They needed a tool to simplify complex processes like customizations and drop shipping without creating administrative bottlenecks for their own staff. 

The Solution

Primo Golf selected RepSpark to serve as the backbone of their new wholesale operation. To achieve their aggressive goal of an 80/20 order split (80% B2B self-service / 20% internal rep-assisted), Primo implemented a strict, highly effective onboarding strategy.

Instead of leaving retailers to figure out the system on their own, Primo mandates a live RepSpark walkthrough on a call the moment a new customer is approved.

As a strict requirement to become a reseller, the Primo team personally trains every account upfront on how to use their Branded Landing Page. By ensuring retailers know exactly how to navigate their Branded Landing Page, Primo guarantees that their buyers are fully equipped to place orders independently from day one. 

The Results

The strategic rollout and mandated training has already paid off.

In their first 30 days live on the platform, Primo approved 120 retailers and had another 63 eagerly waiting approval. 

Through RepSpark, the brand's retailers now have visibility into live inventory, access to drop shipping to any location, and customization capabilities natively in the platform. 

• Massive B2B Adoption: Primo successfully shifted buyer behavior. In 2025, their B2B vs. internal order ratio was 60/40. In 2026 YTD, they have already reached 75/25, closing in on their 80% goal.
• Explosive Revenue Growth: Driven by scalable self-service ordering, Primo is currently on track to triple their sales from 2025.
• Centralized Operations: All current and future digital catalogs are now centralized in one place, creating a seamless buyer journey that requires minimal intervention from Primo's internal team.

"We've been so focused on DTC for the last five years, but we have been blown away by the number of golf courses around the country that have reached out about bringing us into their pro shop. When we started receiving more of these requests, we knew that if we wanted to do it right, we'd need to find a software solution that would help us manage the growth we hope to see," said David Timmins, Director of Sales at Primo Golf. "We had met RepSpark previously and it made sense to connect with them."