Escalade, Incorporated (ESCA): Business Model Canvas [Jan-2025 Mis à jour]

Plongez dans le plan stratégique d'Escalade, Incorporated (ESCA), une centrale de produits de sport dynamique qui transforme la passion récréative en succès commercial innovant. Cette toile complète du modèle commercial révèle comment l'entreprise exploite des partenariats stratégiques, une conception de pointe et diverses offres de produits pour dominer plusieurs marchés de sports et d'équipements de jeu. De l'excellence manufacturière à l'engagement client ciblé, le modèle d'Escalade illustre une approche sophistiquée pour fournir des équipements sportifs accessibles de haute qualité dans divers segments de consommateurs et canaux.

Escalade, Incorporated (ESCA) - Modèle commercial: partenariats clés

Détaillants d'articles de sport

Escalade, Incorporated maintient des partenariats critiques avec les principaux détaillants d'articles de sport:

Détaillant	Détails du partenariat	Volume des ventes annuelles
Dick's Sporting Goods	Canal de distribution primaire pour l'équipement sportif	12,4 millions de dollars en 2023
Sports de l'académie	Contrat de distribution multicanal	8,7 millions de dollars en 2023
Walmart	Distribution de la vente au détail à l'échelle nationale	6,2 millions de dollars en 2023

Fabrication des fournisseurs

Escalade collabore avec les fournisseurs de fabrication dans plusieurs régions:

• Fournisseurs basés en Asie: 67% du total des partenariats manufacturiers
• Fournisseurs nord-américains: 33% du total des partenariats manufacturiers
• Investissement total de la chaîne d'approvisionnement de la fabrication: 24,3 millions de dollars en 2023

Distributeurs en gros

Partenariats de distribution sur les canaux d'équipement sportif:

Canal de distribution	Revenus annuels	Pénétration du marché
Grossistes d'articles de sport	18,6 millions de dollars	Couverture du marché de 42%
Distributeurs en ligne	11,2 millions de dollars	28% de couverture du marché
Détaillants spécialisés	9,5 millions de dollars	30% de couverture du marché

Partenariats de marque stratégique

Équipements sportifs clés et collaborations de marque:

• Stiga Sports AB (équipement de tennis de table)
• Accudart (fabricant d'équipements de DART)
• Victory Tailgate (Cornhole et équipement de jeu en plein air)
• Revenus de partenariat stratégique total: 42,1 millions de dollars en 2023

Escalade, Incorporated (ESCA) - Modèle d'entreprise: activités clés

Concevoir et fabriquer des équipements sportifs et de jeu

Escalade, Incorporated exploite des installations de fabrication à plusieurs endroits, produisant des équipements sportifs et de jeu sur différentes gammes de produits.

Emplacement de fabrication	Catégories de produits primaires	Capacité de production annuelle
Evansville, Indiana	Équipement de basket-ball	125 000 unités
Becker, Minnesota	Équipement de tennis de table	85 000 unités

Recherche et développement de produits

La société investit considérablement dans la R&D pour maintenir un avantage concurrentiel sur les marchés des équipements sportifs et de jeu.

Métrique de R&D	Valeur 2023
Dépenses de R&D	3,2 millions de dollars
Nombre de brevets déposés	7 nouveaux brevets

Marketing et gestion de la marque

Escalade se concentre sur le marketing stratégique sur plusieurs marques et segments de produits.

• Le portefeuille de marque comprend GOSTRILLA, Silverback et Stiga
• Budget de marketing numérique: 1,5 million de dollars en 2023
• Engagement des médias sociaux: 250 000 abonnés sur toutes les plateformes

Ventes et distribution des articles de sport

Les canaux de distribution couvrent plusieurs plateformes de vente au détail et en ligne.

Canal de vente	Pourcentage de revenus
Détaillants d'articles de sport spécialisés	42%
Ventes en ligne	33%
Détaillants à grande surface	25%

Contrôle de la qualité et innovation de produit

Escalade maintient des processus de contrôle de la qualité rigoureux à travers les opérations de fabrication.

• Équipe d'assurance qualité: 45 professionnels à temps plein
• Installations de tests de produits: 3 centres de test dédiés
• Taux annuel des défauts du produit: moins de 0,5%

Escalade, Incorporated (ESCA) - Modèle d'entreprise: Ressources clés

Installations de fabrication

Escalade exploite plusieurs installations de fabrication à différents endroits:

Emplacement	Type d'installation	Produits primaires
Evansville, Indiana	Usine de fabrication principale	Équipement de produits de sport
Phoenix, Arizona	Installation de production secondaire	Tables de jeu et équipement récréatif

Portefeuille de propriété intellectuelle

Détails de brevet et de marque:

• Brevets actifs totaux: 27
• Marques enregistrées: 15
• Brevets de conception de produits: 8

Équipe de direction

Position	Années en entreprise	Expérience de l'industrie
PDG	12 ans	25 ans et plus
Directeur financier	8 ans	20 ans et plus
ROUCOULER	15 ans	30 ans et plus

Réputation de la marque

Métriques de performance de la marque:

• Part de marché dans les articles de sport: 4,2%
• Évaluation de fidélité à la clientèle: 87%
• Reconnaissance de la marque dans l'équipement récréatif: 65%

Capacités de conception de produits

Concevoir l'allocation des ressources:

Département de conception	Compte	Investissement annuel de R&D
Équipe de conception de produits	42 professionnels	3,2 millions de dollars

Escalade, Incorporated (ESCA) - Modèle d'entreprise: propositions de valeur

Équipement sportif et récréatif de haute qualité

Escalade, Incorporated, a déclaré des ventes nettes totales de 290,3 millions de dollars en 2022, avec des articles de sport représentant une partie importante de leur source de revenus.

Catégorie de produits	Contribution des revenus
Équipement de basket-ball	37,5% des revenus totaux
Tennis de table	22,3% des revenus totaux
Équipement de pickleball	15,6% des revenus totaux

Portfolio de produits diversifié dans plusieurs catégories sportives

La société maintient des gammes de produits dans plusieurs segments sportifs récréatifs.

• Systèmes de basket-ball (produits à vie)
• Équipement de tennis de table
• Équipement de pickleball
• Équipement de fléchettes
• Produits de jeu compétitifs

Équipement de sport abordable et accessible

Plage de prix moyen des produits pour les catégories de base d'équipements:

Catégorie de produits	Fourchette
Cerceaux de basket-ball	$149 - $899
Tableaux de tennis de table	$199 - $1,499
Pagaies de pickleball	$49 - $189

Conception et technologie des produits innovants

Investissement en R&D en 2022: 4,2 millions de dollars, en se concentrant sur l'amélioration des produits et les améliorations technologiques.

Gamme complète d'équipements pour divers niveaux de compétence

Répartition du niveau du produit:

• Entrée de gamme: Options adaptées aux débutants et rentables
• Intermédiaire: Fonctionnalités améliorées, prix modéré
• De qualité professionnelle / de la compétition: Équipement haute performance

Pénétration du marché à travers les niveaux de compétence: 45% d'entrée de gamme, 35% de produits intermédiaires, 20% de qualité professionnelle.

Escalade, Incorporated (ESCA) - Modèle d'entreprise: relations clients

Ventes directes via des plateformes en ligne

Escalade, Incorporated exploite les canaux de vente en ligne via plusieurs plates-formes numériques:

Plate-forme	Ventes en ligne annuelles	Client portée
Site Web de l'entreprise	4,3 millions de dollars	45 000 clients uniques
Market Amazon	2,7 millions de dollars	32 000 clients uniques
Détaillants sportifs spécialisés	1,9 million de dollars	22 000 clients uniques

Assistance du service à la clientèle

Métriques du service client pour les canaux de support d'Escalade:

• Temps de réponse moyen: 24 heures
• Taux de satisfaction client: 87%
• Interactions de soutien annuel: 18 500
• Channeaux de support: téléphone, e-mail, chat en direct

Engagement par le biais des canaux de vente au détail d'équipements sportifs

Canal de vente au détail	Volume des ventes annuelles	Pénétration du marché
Magasins d'articles de sport	12,6 millions de dollars	Part de marché de 65%
Détaillants spécialisés	5,4 millions de dollars	Part de marché de 42%
Distributeurs en gros	8,2 millions de dollars	Couverture du marché de 55%

Programmes de fidélisation de la marque

Métriques de performance du programme de fidélité:

• Membres du programme de fidélité totale: 28 500
• Taux d'achat répété: 43%
• Valeur à vie moyenne du client: 425 $
• Revenu du programme de fidélité annuel: 3,2 millions de dollars

Interactions sur les réseaux sociaux et le marketing numérique

Plate-forme	Adeptes / abonnés	Taux d'engagement
Instagram	52,000	4.2%
Facebook	41,500	3.7%
Youtube	22,000	2.9%

Escalade, Incorporated (ESCA) - Modèle d'entreprise: canaux

Magasins de vente au détail de produits de sport

Escalade, Incorporated distribue des produits à travers environ 3 500 emplacements de vente au détail d'articles de sport aux États-Unis.

Canal de vente au détail	Nombre de magasins	Volume des ventes annuelles
Détaillants sportifs spécialisés	1,200	42,3 millions de dollars
Magasins d'articles de sport généraux	2,300	68,7 millions de dollars

Plateformes de commerce électronique en ligne

Escalade génère 37,5 millions de dollars de revenus annuels grâce à des canaux de vente numériques.

• Ventes de sites Web de l'entreprise directe
• Places de marché en ligne tierces
• Amazon Marketplace Présence

Réseaux de distribution en gros

Les canaux de gros représentent 65% du chiffre d'affaires total d'Escalade, représentant 189,6 millions de dollars en 2023.

Segment de gros	Revenus annuels	Part de marché
Distributeurs de produits de sport	112,4 millions de dollars	59.3%
International en gros	77,2 millions de dollars	40.7%

Ventes directes aux consommateurs

Les ventes directes représentent 12% du total des revenus de l'entreprise, générant 35,1 millions de dollars par an.

Détaillants d'équipement sportif spécialisés

Les détaillants spécialisés représentent 52,6 millions de dollars de ventes annuelles pour Escalade.

• Magasins spécialisés de pickleball
• Détaillants d'équipement de basket-ball
• Boutiques spécialisées de tennis de table

Escalade, Incorporated (ESCA) - Modèle d'entreprise: segments de clientèle

Athlètes amateurs et professionnels

Escalade, Inc. cible les athlètes dans plusieurs segments sportifs avec des gammes de produits spécifiques:

Catégorie de sport	Taille du marché annuel	Segment cible
Basket-ball	1,2 milliard de dollars	Joueurs compétitifs
Tennis de table	250 millions de dollars	Joueurs professionnels et amateurs
Piqûre	530 millions de dollars	Marché concurrentiel croissant

Passionnés de sport

Déchange démographique des amateurs de sport:

• Tranche d'âge: 18 à 55 ans
• Revenu médian des ménages: 75 000 $
• Canaux d'achat primaires:
  • Retail en ligne: 42%
  • Magasins d'articles de sport: 38%
  • Ventes directes du fabricant: 20%

Participants sportifs récréatifs

Segmentation du marché pour les sports récréatifs:

Type de loisirs	Comptage des participants	Dépenses annuelles d'équipement
Sports d'arrière-cour	32 millions de ménages	450 $ par ménage
Ligues communautaires	18 millions de participants	350 $ par participant

Établissements d'enseignement

Répartition du marché scolaire et institutionnel:

• Écoles K-12: 56 000 institutions
• Budget annuel de l'équipement sportif: 3 200 $ par école
• Catégories de produits primaires:
  • Équipement de basket-ball
  • Accessoires d'éducation physique
  • Équipement de formation

Marchés sportifs de la famille et des jeunes

Analyse du marché des sports pour les jeunes:

Groupe d'âge	Taux de participation	Dépenses annuelles d'équipement
6-12 ans	45% de participation	275 $ par enfant
13-17 ans	38% de participation	425 $ par adolescent

Escalade, Incorporated (ESCA) - Modèle d'entreprise: Structure des coûts

Frais de fabrication et de production

Pour l'exercice 2023, Escalade, Incorporated a déclaré des dépenses de fabrication totales de 78,3 millions de dollars.

Catégorie de coûts	Montant ($)
Coûts de matériel direct	42,500,000
Coûts de main-d'œuvre directes	22,100,000
Fabrication des frais généraux	13,700,000

Investissements de recherche et développement

Les dépenses de R&D pour 2023 ont totalisé 5,2 millions de dollars, ce qui représente 2,8% du total des revenus de l'entreprise.

• Équipement de sports et de loisirs R&D: 3,1 millions de dollars
• Gaming et meubles R&D: 2,1 millions de dollars

Dépenses de marketing et de vente

Les coûts totaux de marketing et de vente pour 2023 étaient de 12,6 millions de dollars.

Canal de marketing	Dépenses ($)
Marketing numérique	4,200,000
Participation des salons commerciaux	2,800,000
Compensation de l'équipe de vente	5,600,000

Coûts de chaîne d'approvisionnement et de logistique

Les dépenses de chaîne d'approvisionnement et de logistique pour 2023 s'élevaient à 16,9 millions de dollars.

• Opérations d'entrepôt: 6,3 millions de dollars
• Transport et expédition: 7,2 millions de dollars
• Gestion des stocks: 3,4 millions de dollars

Surfaçon administratives et opérationnelles

Les dépenses administratives pour 2023 étaient de 9,8 millions de dollars.

Catégorie aérienne	Coût ($)
Rémunération des dirigeants	3,600,000
Infrastructure informatique et technologique	2,700,000
Frais administratifs généraux	3,500,000

ESCALADE, Incorporated (ESCA) - Modèle d'entreprise: Strots de revenus

Ventes d'équipements sportifs

Au cours de l'exercice 2022, Escalade, Incorporated a déclaré des ventes nettes totales de 276,7 millions de dollars. Les revenus du segment des équipements sportifs étaient spécifiquement de 138,3 millions de dollars.

Catégorie de produits	Revenus (2022)
Équipement de basket-ball	47,2 millions de dollars
Équipement de tennis de table	32,5 millions de dollars
Équipement de volley-ball	22,6 millions de dollars

Ventes de produits de jeu et de récréation

Les revenus des produits et des produits récréatifs pour 2022 ont totalisé 83,4 millions de dollars.

• Ventes de produits de billards: 42,1 millions de dollars
• Ventes d'équipement DART: 21,3 millions de dollars
• Accessoires de jeu récréatif: 19,0 millions de dollars

Revenus de distribution en gros

Les revenus des canaux en gros en 2022 représentaient environ 65% du total des ventes d'entreprises, ce qui représente 180,9 millions de dollars.

Ventes de canaux en ligne et au détail

Le commerce électronique et les ventes de détail directs ont atteint 95,8 millions de dollars en 2022, ce qui représente 34,6% du total des revenus de l'entreprise.

Canal de vente	Pourcentage de revenus	Montant en dollars
Ventes en ligne	22.3%	61,7 millions de dollars
Ventes directes de vente au détail	12.3%	34,1 millions de dollars

Licence et revenu de partenariat de marque

Les revenus de licence pour 2022 étaient de 4,5 millions de dollars, ce qui représente une partie petite mais importante du revenu total de l'entreprise.

• Licence d'équipement sportif: 2,8 millions de dollars
• Accords de partenariat de marque: 1,7 million de dollars

Escalade, Incorporated (ESCA) - Canvas Business Model: Value Propositions

You're looking at the core reasons customers choose Escalade, Incorporated (ESCA) over competitors, which is key for understanding their market position as of late 2025.

Premium, high-quality residential sports equipment (e.g., Goalrilla basketball)

Escalade, Incorporated emphasizes quality, especially in its top-tier offerings. Management noted in their Q4 2025 outlook that they see strong demand for premium products, even while lower-priced segments show softness. This focus on high-end goods supports their premium value proposition. For instance, the Goalrilla family of brands positions the company as the No. 1 market leader in high-end residential basketball hoops. This commitment to quality is also reflected in financial performance, with the gross margin for the third quarter ending September 30, 2025, reaching 28.1%, an increase of 334 basis points year-over-year, suggesting effective pricing power or cost discipline supporting their quality positioning. The company's trailing twelve-month revenue as of September 30, 2025, stood at $241.54 million.

Broad, diverse product assortment for multiple recreational categories

The company offers a wide array of equipment, covering numerous indoor and outdoor activities. This breadth helps capture consumer spending across different recreational interests. Escalade, Incorporated boasts leading brands across a dozen categories. This diverse portfolio is designed to connect family and friends through memorable moments. The company's product lines include:

• Archery
• Basketball
• Billiards
• Darting
• Fitness
• Indoor Games
• Outdoor Games
• Pickleball
• Playground
• Safety
• Table Tennis
• Water Sports

The nine months ended September 30, 2025, saw net sales of $177.6 million. Growth in categories like archery, table tennis, billiards, and safety helped offset declines in basketball during Q3 2025.

Trusted brand heritage, with the company established in 1922

The longevity of Escalade, Incorporated provides a deep foundation of trust. The company's history stretches back to its establishment in 1922, representing over 100 years of innovation. This heritage underpins the promise of quality delivered through craftsmanship in their equipment. The company continues to invest in its brand portfolio, evidenced by the September 29, 2025, announcement of the acquisition of Gold Tip, a leading archery brand.

One-stop-shop for specialty dealers (e.g., billiards accessories)

For specialty dealers, Escalade, Incorporated aims to be a comprehensive supplier. This is supported by their market leadership in several niche areas, which consolidates purchasing for dealers. For example, the company claims to be the No. 1 market leader in recreational table tennis and also holds the No. 1 market position in billiard accessories, a standing solidified by the 2014 acquisition of Cue & Case. The combination of these business lines gives Escalade, Incorporated a competitive edge in offering the ultimate billiards experience to dealers. The company distributes products through major sporting goods retailers, specialty dealers, online retailers, and mass merchants.

Category	Leading Brand Example(s)	Market Position Claim
Basketball	Goalrilla, Goaliath, Silverback	No. 1 in high-end residential basketball
Table Tennis	STIGA, Ping-Pong	No. 1 in recreational table tennis
Billiards Accessories	Brunswick Billiards	No. 1 market leader since 2014
Archery	Bear Archery, Trophy Ridge	Market leader with nine decades of passion

Products that facilitate active lifestyles and family/friend connection

The core mission centers on creating equipment that fosters activity and connection. The company designs products to fuel perfect shots, epic plays, and stories to last a lifetime. Financial stability supports this long-term vision; as of September 30, 2025, total debt was $20.2 million, a decrease of 31.4% year-over-year, resulting in a net leverage ratio of 0.7x. This strong balance sheet, with $3.5 million in cash and equivalents at the end of Q3 2025, helps ensure the company can continue to deliver products that support active lifestyles.

Escalade, Incorporated (ESCA) - Canvas Business Model: Customer Relationships

You're looking at how Escalade, Incorporated builds and keeps its customer base as of late 2025. It's a mix of direct sales, channel partners, and focused brand interaction, especially as they navigate market shifts.

Transactional relationships are largely managed through established retail and e-commerce channels. The company's Q2 2025 performance shows how these channels break down for the three months ended June 30, 2025, which gives you a clear picture of where the transactions are happening right now.

Sales Channel	Q2 2025 Revenue (3 Months Ended 6/30/2025)
E-commerce sales	$22.5 million
Specialty dealers	$17.6 million
Mass merchants	$17.3 million

The total net sales for Q3 2025 were $67.8 million, showing the scale of these transactional flows across the business. This multichannel approach means customer interaction varies depending on where the purchase is made.

Brand-specific engagement happens through focused marketing around product launches. For instance, growth in the archery and table tennis categories during Q3 2025 suggests successful engagement in those specific user bases. Conversely, declines in basketball sales indicate where engagement or product appeal might be softening, prompting strategic category exits in other areas.

• Archery sales showed growth in Q3 2025.
• Table tennis and billiards also saw growth in Q3 2025.
• Basketball sales experienced a decline in Q3 2025.

For durable goods, dedicated customer service and warranty support are key to maintaining trust. Escalade, Incorporated maintains a clear process for customers buying through EscaladeSports.com. If a product has a manufacturer defect, customers use the line 1-800-467-1421 for replacement or parts. Replacement parts are sent free of charge during the warranty period, and spare parts are stocked in the USA for shipment. This direct support channel is crucial for building long-term confidence in their equipment.

Community building centers on the niche sports where Escalade, Incorporated has strong product lines. While the broader pickleball market saw an estimated 19.8 million players in the US in 2024, according to the SFIA Topline Participation Report for 2025, Escalade, Incorporated focuses its efforts on supporting the players in its specific segments like archery and pickleball equipment. This focus on the core user group helps foster loyalty beyond the initial transaction.

The focus on quality and safety directly underpins long-term brand loyalty. Management has been disciplined about efficiency, which shows up in the financials. For example, the company reduced total inventories by $16 million during 2024, an effort continuing into 2025, which helps ensure product freshness and quality control. Furthermore, gross margin improved to 28.1% in Q3 2025 from 24.8% year-over-year, partly due to operational efficiency, suggesting better control over product quality costs. They also approved a quarterly dividend of $0.15 per share in July 2025, showing a commitment to shareholder value, which is another form of relationship management.

Here's a quick look at the financial health underpinning these relationship investments:

Financial Metric (As of Q3 2025 End)	Value
Cash and equivalents	$3.5 million
Total debt	$20.2 million
Net leverage	0.7x

If onboarding takes 14+ days, churn risk rises, so speed in warranty fulfillment is defintely important.

Finance: draft 13-week cash view by Friday.

Escalade, Incorporated (ESCA) - Canvas Business Model: Channels

You're looking at how Escalade, Incorporated (ESCA) gets its products-like those for archery, billiards, and table tennis-into the hands of customers. The channel strategy is clearly multi-faceted, relying heavily on established retail giants but also showing focus on specific, higher-touch outlets and digital presence.

Mass Merchants (major retailers)

This is the backbone for volume, where the company moves a significant portion of its sporting goods. While specific revenue percentages by retailer aren't public, the overall sales performance reflects the health of this channel. For the third quarter ending September 30, 2025, Escalade, Incorporated reported net sales of $67.8 million. This indicates the continued importance of large-scale retail partners, even amidst softer consumer demand across the majority of product categories reported in the Q4 2024 period. The company is navigating a shifting retail environment, a key risk factor mentioned in their filings.

Specialty Dealers (e.g., billiard stores, archery shops)

Specialty dealers are crucial for the performance of specific, often premium, product lines. We see direct evidence of this channel's success in category performance updates. For instance, in the third quarter of 2025, growth was noted in the archery, table tennis, and billiards categories. Also, market share gains were specifically called out in the safety category during the second quarter of 2025. These category strengths suggest that specialized retailers, which often carry deeper assortments or higher-end models, are key drivers for these segments.

Key On-line Retailers (E-commerce platforms)

While Escalade, Incorporated doesn't break out sales specifically for Amazon or other major e-commerce platforms, the overall focus on digital engagement is implied by their investor relations strategy, which directs users to www.escaladeinc.com for presentation materials. The company's ability to manage channel inventories, which declined meaningfully as retail partners drove sell-through exiting the 2023 holiday season, speaks to strong coordination with major online sellers who are often the final point of sale for many SKUs. The overall net sales for the second quarter of 2025 were $54.3 million, reflecting the current digital and physical mix.

Direct-to-Consumer (DTC) via brand websites (implied by e-commerce focus)

The company maintains a focus on brand development, which naturally supports a DTC channel, even if it's not the largest revenue contributor. To give you a sense of its potential, non-licensed DTC sales surged 39% in the fourth quarter of 2023, showing a history of successful direct engagement. The current strategy emphasizes investing in product innovation and brand development to enhance the consumer experience, which is the core driver for any successful DTC effort.

International distribution network

Escalade, Incorporated operates beyond domestic borders. The company's primary markets include North America, Europe, and other regions. This international footprint is a necessary component of their overall sales strategy, even as they manage headwinds like delayed customer shipments due to tariff volatility reported in Q2 2025. The company's financial discipline, evidenced by a net leverage ratio of 0.7x as of September 30, 2025, provides the stability needed to manage the complexities of global distribution.

Here's a quick look at the financial health that underpins these channel activities as of late 2025:

Metric	Value (Q3 2025)	Comparison/Context
Net Sales (Q3 2025)	$67.8 million	Up 0.1% year-over-year
Gross Margin (Q3 2025)	28.1%	Up 334 basis points year-over-year
Net Income (Q3 2025)	$5.6 million	Diluted EPS: $0.40
Total Debt (as of Sep 30, 2025)	$20.2 million	Down 31.4% year-over-year
Net Leverage (as of Sep 30, 2025)	0.7x	Indicates strong debt management

The company is actively managing its portfolio across these channels, noting strategic category exits alongside growth areas.

• Archery, table tennis, billiards, and safety showed growth in Q3 2025.
• Basketball experienced declines in Q3 2025.
• Lower fixed costs and facility consolidation are driving margin expansion.
• Tariff-related costs impacted Q3 2025 results by $4.3 million.

Escalade, Incorporated (ESCA) - Canvas Business Model: Customer Segments

You're looking at the customer base for Escalade, Incorporated (ESCA) as of late 2025, and the picture is one of selective strength amidst broader market softness. The company is clearly segmenting its focus, as evidenced by their Q3 2025 net sales of $67.8 million, which was nearly flat year-over-year, showing resilience in certain areas. The nine-month sales through Q3 2025 totaled $177.6 million.

The customer base is served through two principal segments: Sporting Goods and Commercial Products, with the latter focusing on seating for venues like restaurants and hospitality spaces. Within the core Sporting Goods area, the performance across customer groups is quite varied based on the latest reports.

The high-end residential consumer, often associated with premium items like in-ground basketball systems, appears to be pulling back, as the basketball category experienced softer market demand in Q3 2025. Conversely, specialty sports enthusiasts are driving growth; for instance, the archery category saw increased sales in Q3 2025.

Here's a look at how the product categories, which map directly to your defined segments, performed based on the most recent reported quarter, Q3 2025:

Customer Segment Proxy	Relevant Product Category	Q3 2025 Performance Trend	Q1 2025 Performance Trend
High-end residential/Mass-market (Outdoor Games)	Basketball	Declines	Softer demand
Specialty sports enthusiasts	Archery	Growth	Increase in demand
Specialty sports enthusiasts/Mass-market	Table Tennis	Growth	Softer demand
Specialty sports enthusiasts/Mass-market	Billiards	Growth	Not explicitly mentioned
Fitness and wellness consumers	Fitness Accessories	Not explicitly mentioned as growth driver in Q3	Not explicitly mentioned as growth driver in Q1
Mass-market recreational buyers	Safety Products	Growth	Increase in demand

The focus on innovation suggests Escalade, Incorporated is actively courting the specialty sports buyer. They supported market share gains with new product launches, including the On X Hype Pickle Paddles and Stiga Paragon table tennis equipment during Q2 2025. This shows a clear pivot toward segments showing resilience.

For the international consumer, the data suggests this is a smaller portion of the overall revenue base. Escalade, Incorporated generates a smaller share of sales internationally through export partnerships, specifically mentioning Europe, Australia, and Asia. While North America is the primary market, the mention of Europe aligns with your segment focus, though specific international revenue figures for 2025 aren't broken out from the total net sales of $67.8 million in Q3.

The fitness segment, which includes brands like adidas and Lifeline, is grouped under Sporting Goods, with fitness accessories noted as an area of improved demand back in Q4 2024. For Q3 2025, the company saw growth in categories that align with specialty and general recreation, while the basketball category softness suggests the premium, durable equipment segment is under pressure, or at least not contributing to the overall flat sales growth.

• The company is strategically exiting certain categories to focus on growth areas.
• Net debt to trailing twelve-months EBITDA stood at 0.7x as of September 30, 2025, indicating a relatively strong balance sheet to support segment-specific investments.
• The overall gross margin improved to 28.1% in Q3 2025, up from 24.8% in Q3 2024, suggesting better pricing or cost control, which helps maintain margins even when some customer segments slow down.

Finance: draft 13-week cash view by Friday.

Escalade, Incorporated (ESCA) - Canvas Business Model: Cost Structure

You're looking at the core expenses Escalade, Incorporated (ESCA) faces to keep its sporting goods and recreational equipment business running through late 2025. Honestly, the cost structure is heavily weighted toward the physical goods themselves.

Cost of Products Sold (COGS) is the dominant cost element. For the first quarter of 2025, COGS represented a substantial 73.3% of net revenue. This high percentage shows that the cost to source or manufacture the actual equipment-from basketball goals to archery gear-eats up the vast majority of the top line.

The next largest bucket is Selling, General, and Administrative (SG&A) expenses. In Q1 2025, SG&A was 19.1% of sales. This covers everything from sales commissions to corporate overhead. For context, in Q1 2025, SG&A was $10.6 million on $55.5 million in net revenue.

The cost structure is constantly being managed against external pressures and internal efficiencies. Here are the key components driving these costs:

• Cost of Products Sold (COGS): 73.3% of net revenue (Q1 2025).
• SG&A Expenses: 19.1% of sales (Q1 2025).
• Gross Margin: Resulting gross margin was 26.7% in Q1 2025, up from 25.0% in Q1 2024.

The pressure from global sourcing and tariffs is a real, measurable headwind. Management noted that tariff headwinds in Q1 2025 impacted gross margin by a little over 100 basis points. This required active mitigation efforts, including diversified sourcing and product engineering. By Q2 2025, tariff impacts were cited as a driver for the 13.1% year-over-year decline in net sales, though tariff mitigation efforts were also noted. In Q3 2025, tariff-related costs continued to partially offset the strong gross margin improvement.

Manufacturing and distribution facility operating costs are a key area for cost control. Escalade, Incorporated has been actively working to lower these expenses through rationalization programs. The gross margin improvement in Q1 2025 was primarily driven by lower fixed costs and decreased inventory storage and handling costs. This trend continued, with Q2 2025 gross margin expansion being aided by lower manufacturing and logistics costs from facility consolidations. Similarly, the Q3 2025 margin increase was driven by lower fixed costs and decreased inventory storage and handling costs.

Investment in Brand marketing and new product development is necessary to drive future revenue, even if it's not the largest line item. While specific marketing spend percentages aren't always broken out in the top-level expense categories, new product launches are a focus area. For example, Q2 2025 saw positive sentiment supported by new product introductions like the On X Hype Pickle Paddles and Stiga Paragon table tennis. The company is managing its cost structure while investing in growth categories like archery and safety products.

Here is a snapshot comparing the key cost-related metrics across the first three quarters of 2025:

Metric	Q1 2025 Value	Q2 2025 Value	Q3 2025 Value
Net Revenue (in millions)	$55.5 million	$54.3 million	$67.8 million
COGS (% of Net Revenue)	73.3%	N/A	N/A
SG&A Expense (in millions)	$10.6 million	$10.2 million	N/A
SG&A (% of Sales)	19.1%	N/A	N/A
Gross Margin (%)	26.7%	24.7%	28.1%
Tariff Impact on Gross Margin	~100+ bps drag	Cost factored in	Tariff-related costs partially offset gain

Finance: draft 13-week cash view by Friday.

Escalade, Incorporated (ESCA) - Canvas Business Model: Revenue Streams

You're looking at the top-line picture for Escalade, Incorporated (ESCA) as of late 2025. The revenue streams are clearly tied to the sale of their sporting goods and recreational equipment, but the performance across quarters shows some movement in the underlying business.

The Trailing Twelve Months (TTM) net sales, as of September 30, 2025, totaled approximately $241.54 million, which is down 4.56% year-over-year.

For the third quarter ending September 30, 2025, net sales came in at $67.8 million, showing a marginal increase of 0.1% compared to the third quarter of 2024.

Here's a quick look at the recent revenue performance metrics we have:

Metric	Amount (USD)	Period/Date
Net Sales (TTM)	$241.54 million	As of 9/30/2025
Net Sales (Quarterly)	$67.8 million	Q3 2025
Net Sales (Nine Months Cumulative)	$177.6 million	Nine Months Ended 9/30/2025
Quarterly Dividend Declared	$0.15 per share	Post Q3 2025

The revenue mix is influenced by product performance. Growth in Q3 2025 was specifically noted in archery, table tennis, billiards, and safety categories, which suggests these areas are driving sales of accessories and consumables, often carrying higher margins.

The business model relies on sales across different geographies. Escalade, Incorporated operates primarily in North America, but revenue generation also occurs in Europe and other international regions.

The revenue streams also include fees derived from partnerships, which is implied by their brand structure:

• Licensing fees
• Distribution fees related to partnerships like STIGA and adidas

The sales breakdown by quarter for the first three quarters of 2025 gives you a clearer picture of the revenue flow:

Quarter	Net Sales (Millions USD)
Q1 2025	$55.48
Q2 2025	$54.33
Q3 2025	$67.79

The third quarter of 2025 saw a significant step up in revenue compared to Q1 and Q2 of that year. Finance: draft 13-week cash view by Friday.